The Channellock® 440® Tongue & Groove Plier is beautifully uncomplicated. No bells. No whistles. Just two moving parts. Yet the amount of engineering that goes into making American steel perform this well would part your hair. Its laser heat-treated right-angle teeth bite better. Its undercut tongue and groove channels won’t slip. And its patented reinforcing edge makes it stronger than strong. It took a lot of work to make it work like this. Get a Channellock® 440® Straight Jaw Tongue & Groove Plier wherever serious tools are sold.
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Publisher/Principal: Tom Chasteen tom@thehardwareconnection.com 305-852-6126
Editor/Principal: Chris Jensen chris@thehardwareconnection.com 317-514-8864
Marketing & Creative Director/Principal: Dan Akers dan@thehardwareconnection.com 317-797-6609
Senior Business Advisor: John Hammond jhammond@thehardwareconnection.com
Director of Vendor Programs: Diane Allen diane@thehardwareconnection.com 317-432-9177
Beacon Awards Director: Tom Delph tdelph@thehardwareconnection.com Contributing
Andrea Ridout, Gecko Hardware
By Chris Jensen
Rewarding the Risk Takers Who Bet on Themselves
The hardware industry is filled with stores that have been around for at least 50 years, passing on to the second, third and sometimes fourth generation of a family. All the stores have something in common: they were started by daring, confident, perhaps foolhardy entrepreneurs who had an idea and were determined to make their own mark. They were risk takers who overcame the odds to develop businesses that could endure.
As any retailer will tell you, yesterday’s success does not guarantee tomorrow’s prosperity. You have to earn your customers’ business each and every day and you have to keep reinventing what your store has to offer.
In other words, you have to keep taking risks. Deciding whether to move to a new location, undergo a reset, get into rental products, switch wholesalers or open a branch store—those are all risks. You can do your homework and rely on your experience and ask others for advice, but at the end of the day you will end up rolling the dice and hoping your decisions pan out. There are very few sure things in retail, except for the fact your customers and employees will do something on a daily basis that annoys and perplexes you.
The Beacon Awards, which are co-sponsored by The Hardware Connection and The Hardware Conference, are designed to honor the industry’s Best New Stores as a way of encouraging a new generation of retailers to make their mark.
Premier Beacon Award Sponsors include Apex Tool Group, Epicor Software Corp. and Sunnyside Corporation, with wholesaler sponsorship support from Ace, Do it Best, Orgill and True Value.
Whether it’s an existing retailer opening a branch store or a newcomer opening a ground-up business, these new stores are the risk takers who have bet on themselves. Since they represent the future of the industry, we all have a lot riding on their success.
Get your nominations in now for the Best New Store award, as the deadline of June 1 is fast approaching. The two categories are over and under 25,000 square feet. Email nominations to Tom Delph at tdelph@thehardwareconnection.com . Winners will receive free trips for two to attend The Hardware Conference in Marco Island, Fla., September 5-7. The industry’s applause awaits. n
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the way i see it
By Tom Chasteen
What Does It Take to be a ‘Good’ Hardware Store Owner?
Recently, I was asked what it takes to be a good hardware store owner. I thought about it for a few minutes and I gave the most honest answer I could come up with. I replied, “I don’t know, define ‘good.’” The person looked at me as if I didn’t quite understand the question and said, “You know, successful.” Again I replied, “Define ‘successful.’”
I wasn’t trying to be contrary or difficult, and I was not trying get into a debate over the meaning of words. Ask yourself how you would define what it takes to be a “good” hardware store owner. During my 38 years as an independent hardware retailer, the last 22 as an owner, I have had the pleasure of meeting some truly wonderful hardware store owners. The really “good” ones were really good people, who also happened to own a hardware store. I’ve also had the opportunity to know some very “successful” business owners, who just happened to own a hardware store.
I have never known an extremely wealthy independent hardware store owner who made all of their financial wealth from their hardware store business. As my father used to say when I first came into the family hardware business, “Tom, you will never get rich in the
hardware business, but you can make a very nice living, and it will enable you to invest in other opportunities where you could become wealthy, if that is what you choose to do.”
When I was much younger, fresh out of college, if you asked me to define a “good” hardware store owner I would have replied a “successful” hardware store owner is a good businessman or woman who maximizes their ROI by leveraging their capital investment to maximize their cash flow, enabling them to reinvest and leverage their cash flow as well as to increase their equity in the business.
In real simple terms, it would be like “robbing Peter to pay Paul” and hoping Peter doesn’t find out, at least before I have the ability to pay Peter what I “borrowed” from him. A guy by the name of Bernie Madoff comes to mind when I envision “robbing Peter to pay Paul.”
Remember that until his house of cards collapsed Bernie Madoff was considered by some very sophisticated and wealthy business people to be very successful. In fact, he was so successful they actually paid him to manage their money for years, before they began asking questions about where his/their money was.
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the way i see it
We have all known some high-flying, flashy hardware store owners who eventually crashed and burned, leaving a trail of debt in their wake that will never be collected. Many of us have actually given credit to these types of business people in our local communities only to come up short on the collection end of the business relationship.
As the average age of the independent hardware store owner continues to climb— today it is estimated to be between 56 and 58 years old—our industry is on the verge of handing over the reins to a whole new generation of hardware store owners. Each of us is asking the same question: how do we “qualify” a potential new buyer of our hardware business?
I still don’t know what makes a hardware store owner “good” and I’m not sure how you quantify “successful” either. However, there are several traits that most “good and successful” hardware store owners share regardless of the size of their store.
They are determined. I don’t know one hardware store owner who has been in business for any length of time who hasn’t had to put his or her head down and muscle through difficult times when most people would have simply given up saying “I gave it my best shot.” Giving up simply is not an option for someone who is truly determined.
They are honest both with themselves and with others if they hope to
be in business for any length of time. This is a people business and rarely do you get a second chance if you are dishonest with your customers, suppliers, wholesalers and associates.
Hard times visit all of us at some point during our business careers; many times we are forced to navigate circumstances that were totally beyond our control. Sometimes we have created our own financial crises by overextending ourselves financially. Maybe we opened a branch store that didn’t turn out as the pro forma suggested it would. Maybe we expanded our existing store or moved to a bigger location and became overextended financially. One way or the other we all get tested and honesty is the best policy.
They are creative and have the ability and confidence to try new ideas. They must be able to look at an issue from a different perspective, evaluate potential options, choose the best option and implement. It’s not like when your car won’t run and you have it towed back to the dealership or a mechanic. Many times there simply isn’t anyone to call; you have to be able to figure it out on your own. This is where second, third and fourth generation hardware store owners have a huge advantage in that they have the benefit of family experiences to fall back on as a point of reference.
They are a people person and like interacting with people. After all, this
the way i see it
is a relationship business for the most part. A retailer’s ability to relate, empathize and communicate with their customers, employees, suppliers and business associates is critical to his or her ability to do business. If they are not a “people person” it would be akin to being a veterinarian and not liking animals—good luck with that.
They have passion for what they are doing. They’ve got to really enjoy working and helping people and they’ve got to embrace the challenges they will encounter along the way. They must get up looking forward to going into the store in the morning and not dreading it. The passion and enthusiasm they exhibit is contagious to those with whom they come in contact. When you think about it all of the other traits I’ve listed are a byproduct of passion.
Finally, they must have a certain amount of luck. Luck can be defined in many different ways, but I believe 90 percent of luck is positioning yourself to be in the right place when “luck” knocks at your door. If the real estate deal of the century comes along (luck) and you are in debt up to your eyeballs, then there probably isn’t much chance you will be able to take advantage of your good luck. No matter how lucky someone is, they will never win the lottery if they don’t buy a ticket.
There are so many other traits and attributes that can determine how “good” or “successful” a hardware
retailer is, but whoever they are and wherever their store is located they all possess these traits in varying degrees. The most interesting thing of all is that none of the traits I’ve listed—determination, honesty, creativity, people person, passion/enthusiasm or luck—can be taught. They can be nurtured and polished, but the essential elements must all come from within.
When I was doing seminars for the National Retail Hardware Association, I used to ask the participants at the beginning of each seminar: “What is the greatest thing about being an American?” I would get all of the obvious answers but rarely would I get the one I was looking for, which is “Every American has the right to fail and as a result every American has the opportunity to succeed.” Think about it, because that is truly what makes this country the “land of opportunity.”
Ask yourself what really makes a good hardware store owner and if you are like me and on the downhill side of your hardware retailing career, then what traits will you be looking for in the next generation to run your hardware business?
Let me know your thoughts on this subject, from one retailer to another, at tom@thehardwareconnection.com. n
Tom Chasteen is the publisher/principal of The Hardware Connection and owns a hardware store in the Florida Keys. He and his wife, Dale, operate The Hardware Conference.
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From Tom’s Shop hardware
products review
The National Hardware Show is still the largest show in our industry and it’s the one place where all kinds of new products are on display. I have always volunteered to be a judge for the new products area.
Since we started The Hardware
product #1: drill Bits | artu usa
ARTU USA is a neat little company that makes cutting-edge drill bits. We tested two different kinds— their Multi-Purpose drill bit and the PORC+ line of drill bits. Both bits were designed as a result of harder porcelain tile being used in new construction and the difficulty in drilling holes in these materials efficiently without breaking the tile or burning up the drill bit.
The Multi-Purpose drill bit is the only drill bit that can be used in a hammer drill or in a drill press. It looks like a standard carbide tip masonry drill bit but that is where the similarity ends. ARTU claims the Multi-Purpose drill bit can drill through masonry block, porcelain tile, concrete, brick, fiberglass, Plexiglas, glass, cast-metal hardened
By Tom Chasteen
Connection magazine six years ago my responsibilities have changed while attending the Hardware Show, but I’m still a retailer and I still enjoy holding a new product.
steel, granite, marble, wood and plastic.
If you think that sounds too good to be true, trust me, you aren’t alone. However, we put the Multi–Purpose bit to the test using a ¼” bit and a 3/16” bit and our testers drilled ceramic floor tile, marble, aluminum, ¼” steel plate, ½” fiberglass, PVC pipe, Plexiglas and glass.
We only had three bits so if they burned up our testing was done. I was impressed; these bits held up great. The secret is that they cut through material in a filing action rather than a cutting action.
hardware products review
The PORC+ drill bit is a different type of drill bit. It is designed for hard finished porcelain tile. It cuts a very clean hole with minimal chipping, making it easy to use with finish application materials and fasteners. The unique point of the bit minimizes the ability of the bit to walk or skip around scratching the porcelain finish on the tile you are drilling on.
A couple of important things to keep in mind when using the PORC+ bit. One, you cannot use it in a hammer drill and you don’t want to drill at a high RPM rate. Heat in all drill bits can be an issue but particularly when drilling hard finishes like porcelain.
ARTU recommends 400-600 RPM when using their PORC+ drill bits. The samples we used were ¼” and came with a smaller pilot bit to use first.
ARTU also cautions to allow the bits to cool between drilling holes. We used the PORC+ bits as instructed and again we had fantastic results. The big advantage of the PORC+ bits we experienced is you don’t need to change bits after drilling through the porcelain tile. The PORC+ bit will also drill through cement board, concrete block and wood, the most common backing material of porcelain tile. To see a video demonstration click here .
product #2: ½ hp suMp puMp | superior puMp
Superior Pump is always looking for ways to improve on the dependability and functionality of the submersible sump pump. A sump pump is a lot like a toilet plunger—you hope you never have to use it but if you do you want it to work.
Most sump pumps are installed in less than ideal conditions and are expected to run when they are needed with little maintenance. Most retailers don’t want to listen to an angry customer complaining about a priceless heirloom that was ruined as a result
of being stored in the corner of their basement.
Superior Pump has developed one of the best float switches on the market and the company has just come out with a pump motor that has a stainless steel housing mounted on a cast-iron pump housing. This is not your ordinary sump pump—you
Click Here to Watch a Short Video of Superior Pump
will recognize that as soon as you lift up the box. The motor is ½ hp and it has a 2” discharge. It will also handle solids up to ½” and comes standard with clogresistant, thermoplastic vortex impeller. This pump will also pump 4,500 gallons per hour and will pump 64 gallons a minute (3,840 gallons an hour) at a discharge height of 10 feet. It comes with a
three-year warranty.
For more information go to www.superiorpump.com or call 800495-9278 and see how they handle customer support. Because you can pretty much bet when a customer needs help it won’t be when your store is open and Superior Pump has one of the best support teams in the business.
product #3: eMerGeNcY led laNterN | Mr BeaMs™
Mr Beams™ is a unique company located in Solon, Ohio, and I admit I’m a gadget kind of guy. During the spring wholesaler shows I was intrigued by a unique emergency LED lantern by Mr Beams. And power outages and emergencies are a central part of our business; just look at the national news and see who is getting hammered with snow, flooding, tornados, wild fires, earthquakes or, in my area, hurricanes.
But unlike 38 years ago or even 10 years ago our customers have all become dependent on electronics such as cell phones, tablets and laptops. What first caught my eye about the Mr Beams LED lantern was the brightness of the light and the design. It has two light brightness settings so you can extend the life of the four D cell batteries to more than 30 hours.
But it also has an automatic shut-off feature that turns off the light automatically after 60 minutes, helping to conserve battery life.
Click
However, what really caught my eye was the fact that it has a USB port so you can also charge your cell phone (up to three times with new batteries) or other electronic devices. Think about it, after an emergency when you lose power what goes first is the battery in your cell phone. I just think this product is a really cool idea. Check out the video here.
Here to Watch a Short Video of Mr BeamsTM LED Lantern
ProductS
The 2014 National Hardware Show®, now in its 69th year and set for May 6-8 in Las Vegas, will be an excellent opportunity for independent retailers to unearth the ideas and new products that will help their businesses grow in 2014.
Attendance was up 16 percent at last year’s show, according to Reed Exhibitions, which owns and produces the show, and strong attendance is expected again for this year’s show. With hundreds of thousands of products on display and more than 2,500 vendors from over 30 countries displaying their latest product innovations and merchandising displays, retail attendees will find it easier than ever to locate unique products and place their orders for these items while they are at the show. There are currently more than 500 new vendors set to exhibit at this year’s show.
National Hardware Show
More than 2,500 exhibitors will be showcasing their newest product introductions at the 2014 National Hardware Show in Las Vegas. SearcHiNg for
EVENT: National Hardware Show®
SHOW HOURS: Tuesday, May 6: 9 a.m. – 5 p.m. Wednesday, May 7: 9 a.m. – 5 p.m. Thursday, May 8: 9 a.m. – 3 p.m.
LOCATION: Las Vegas Convention Center
SHOW INFO: www.NationalHardwareShow.com
Check out the latest product innovations in the New Product Launch Spotlight area, located in the main lobby.
A mobile app for the Show is available for all smartphones at www.nhsmobile.com.
Users can easily download maps with point-to-point navigation, exhibitor information show special and exhibitor promotions, as well as receive alerts on what is happening during the show.
You can source the best and most innovative products from the United States or take advantage of global sourcing opportunities. The National Hardware Show is your best place to source every product related to hardware, home improvement, lawn, garden and outdoor living and more.
NHS Preview
“We are extremely pleased with the response we are getting from the exhibitors,” said Richard Russo, vice president National Hardware Show. “We have a fantastic representation of manufacturers across all the categories—ranging from companies that are new to the industry to the large bellwether brands.” For global companies, the National Hardware Show offers opportunities to meet with international customers and potentially strike up global partnerships.
Many exhibitors are looking forward to the networking opportunities the show offers, including chances to meet with current dealers and potential new dealers alike and see the newest trends.
15 SHowS iN oNe!
The 2014 Hardware Show will feature 10 product category areas plus five specialty areas.
1. Building Products—This segment of the event features 150+ manufacturers in product categories such as lumber/wood products, siding, doors, windows, millwork, roofing, flooring and fasteners.
2. Farm & Ranch—New at last year’s show, this segment will feature 215+ manufacturers displaying their wares in categories such as workwear/apparel, feed supplies, fencing/ gate hardware, sprayers/spreaders, tools, pest control and chemicals.
3. Hardware & Tools—The Hardware & Tools segment offers access to nearly 600 product manufacturers in categories such as abrasives, builder tools, chain and chain accessories, fasteners, garage and outdoor storage, hand tools, home hardware, knives, locksets, lubricants, mailboxes, power tools and power tool accessories, rope/cordage, tool boxes and safety products.
Wanna start something?
we’ve got the KEYS
Automotive solutions made simple.
We have vast experience with automotive keys. Also the cloning tools and key machines that enable them to start most of the vehicles on the road today. If you want to start an auto program, contact us to see how we can help rev up your sales.
5.
NHS Preview
Homewares—
Check out 250+ exhibitors manufacturing the products and supplies consumers rely on daily to care for their home including categories such as air purification, child safety, cleaning products, fans, floor care, giftware, heaters, home and health safety, personal care, home security, kitchen appliances, laundry aids, RTA furniture, vacuums and water conditioners.
PDRA Paint & Accessories—
The Hardware Show is again co-located with the Lancaster Buying Show, which will bring more than 700 new buyers/distributors to the paint section. The PDRA Paint & Accessories segment features 250+ vendors in product categories such as adhesives/glues, brushes/rollers/paint applicators, ladders, wallcoverings, caulk and sealants, strippers/ solvents/thinners/varnishes, stains, paints and primer, paint and drywall tools and floor covering.
6. Plumbing
& Electrical—
This segment of the show will feature 200+ exhibitors displaying products in categories such as audio/video/data communications, bath fixtures and faucets, drain cleaners, fireplace accessories, heaters and fans, humidifiers, HVAC, light bulbs and fixtures, pipes/fittings, plumbing and electrical tools, pumps, solar products, switches/wallplates, timers, toilet seats, wiring/cable and wiring devices.
This year’s Hardware Show will feature more than 500 new exhibitors.
7. Lawn, Garden & Outdoor
Living—The expanded Lawn, Garden & Outdoor Living segment features 750+ manufacturers in these product categories: apparel, arbors and trellises, barbecue grills and accessories, bird feeders and food, composters, container gardens, wildlife control, fencing/ edging, fertilizer and weed control, fire logs/pellets, firepits, fountains, garden décor, garden tools and supplies, gloves, greenhouses, irrigation equipment, indoor gardening, insect/pest control, landscaping supplies, garden decor, organic garden products, outdoor lighting, patio furniture, outdoor play equipment, plants, pond supplies, pool and spa chemicals/accessories, seeds and bulbs, spreaders/sprayers, statuaries/bird baths, storage and organization, wheelbarrows and umbrellas// shelters/sheds.
8. Storage & Organization—The Storage and Organization segment
Built in America. Believing in America.*
Jeff Wilson – Injection Molding Engineer Candace Mugridge – Assembly
Tolliver Roberson – Assembly
Be sure to visit the special Made in USA product display.
allows retailers to take advantage of this fast-growing consumer trend by bringing 250+ manufacturers of home organization, storage, containers, shelving and related products together under one roof. Storage & Organization products are now located throughout the show floor and can be identified by gray Storage and Organization pennants displayed on exhibitor’s booths.
9. Pet Products—Pet products from more than 100 manufacturers are now located throughout the show floor and can be identified by brown Pet pennants displayed on exhibitor’s booths. The official Pet Products Sponsor is SuperZoo. Categories include apparel, aquatic/pond products, bowls and watering products, cleaning products, collars/harnesses/leashes, flea/tick control, food and nutrition supplements, gates and doors, grooming, repellants, toys, training products and treats.
10. Tailgate Products—The Outdoors, Tailgate & Recreation area is located in the Las Vegas Convention Center’s Silver Parking Lot (across from the entrance to
NHS Preview
the Convention Center). It features nearly 100 outdoor exhibitors displaying products in categories such as apparel, automotive accessories/ hitches, beach products, camping gear, coolers, food storage, garden décor, gazebos, generators, grills, licensed décor, outdoor cooking equipment, outdoor furniture, snack foods, sports equipment, tents/shelters, recreational products/outdoor games and sauces/seasonings.
Don’t miss the Outdoors, Tailgate & Recreation networking events. On Tuesday, May 6 there will be a Happy Hour held from 3-5 p.m. All red badge attendees will receive a complimentary drink ticket. Then on Wednesday, May 7 an Outdoors, Tailgate & Recreation Party will take place from 4:30-6:30 p.m. in the Silver Parking Lot.
11. International Sourcing—The International Sourcing area allows attendees to source from more than 600 manufacturers from nearly 30 countries including: Australia, Brazil, Canada, China, Germany, Hong Kong, India, Indonesia, Israel, Italy, Japan, Korea, Mexico, Switzerland, Taiwan, Thailand, Turkey, United Kingdom and Vietnam.
12. Inventor’s Spotlight—The National Hardware Show, the United Inventor’s Association and Invention Home are again partnering to bring you the Inventor’s
Invigorate your DIY offering with our new streamlined RTC2Z Rigid Tie ® connectors. Whether your customer is a DIY novice or power-tool junkie, the RTC2Z connectors make corner connections fast and easy for creating an array of indoor and outdoor home improvement projects. The new Hardware Kit ( WBSK ) makes it even easier with all the connectors and screws needed to build and customize a strong workbench, or with two kits, a sturdy shelving unit.
Our new diydoneright.com website provides additional inspiration with project ideas and downloadable how-to instructions. To learn more, call your local retail sales representative at (800) 999-5099.
Bold Retail Display
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Spotlight. The Inventor’s Spotlight consolidates independent inventors into one place, making it easy for show attendees to find fresh products for sale or license.
13. Made in USA—The Made in the USA Product Display will provide a chance to source products that are proudly made in the U.S.A. This is the third year there will be a dedicated area on the show floor with 115 companies showcasing products made in the USA. As a supporting partner, Made in USA Brand is proud to present the 2014 National Hardware Show All-American Awards.
14. Energy Efficient—With shoppers asking for more ways to lower their energy bills, the show has added an even bigger focus on energy-efficient products and brands.
15. Emergency Preparedness & Disaster Recovery—New for this year the Hardware Show will have Emergency Preparedness and Disaster Recovery products highlighted in a dedicated area on the show floor. This segment includes flashlights, generators, medical kits, safety products, solar products and water pumps.
focuS oN New ProductS
Retailers typically come to a show for one major purpose: to find new items to display in their stores. New products are the lifeblood of any retail store, which
A Tailgate Party will be held Wednesday, May 7 from 4:30-6:30 p.m. in the outdoor tailgate exhibit area, with sweepstakes, giveaways, refreshments and music.
means it’s vitally important to seek out and find the latest product innovations and get them on your retail sales floor before your competition discovers them.
One of the key elements of the Hardware Show is Innovation Station, which features New Product World and the Inventor’s Spotlight. Innovation Station has a new location in room N109 on the first floor of the Convention Center. Don’t miss the opportunity to check out more than 1,000 new products all in one location.
Retailers can discover the newest innovations and trends with more products than ever before by visiting New Product World. Get an inside look at what may be the next big product or service in each category of the hardware and home improvement industry.
New Product Launch Spotlight is a dedicated area offering you a first look at new merchandise that will hit the market in 2014 and has no pre-negotiations and no exclusives.
To learn more or to register for the show visit www.nationalhardwareshow.com. n
NHS
Product Spotlight
New products are the heart and soul of any hardware or home improvement store, and the National Hardware Show® offers the industry’s best opportunity to see the latest product innovations from leading manufacturers. The hot products featured on the following pages can be found at the upcoming National Hardware Show (May 6-8 in Las Vegas) or at a future wholesaler market.
Buyers from around the world come to Las Vegas for the industry’s largest showcase of new hardware/home improvement products.
XLT™ SERIES PLIERS
• Channellock introduces the XLT™ Series, a line of combination, long nose and diagonal cutting pliers with an entirely new, sleeker design than the manufacturer’s traditional pliers. They are Made in the USA to the same quality standards as all CHANNELLOCK® pliers, from North American high-carbon C1080 steel.
• Each of the 18 new pliers in the line is manufactured with Xtreme Leverage Technology (XLT)™, which positions the plier rivet closer to the plier head so that significantly less force is required to make clean, accurate cuts.
• Each plier includes knife-and-anvil cutting edges to ensure proper cutting edge alignment and clean cuts; cross-hatched jaws for improved grip; laser-heat treated cutting edges for extended durability; and a choice of CHANNELLOCK BLUE® comfort grips or CODE BLUE® grips for secure and comfortable gripping power.
• They are designed with precision and space limitations in mind, and will be ideal for machinists, engineers, auto mechanics and DIYers who are looking for pliers with a smaller profile for work around the house.
• Its specially created formula is ideal for reducing friction and wear, and dries quickly.
• An NSF Category H2 product, it also resists dirt, dust and oil, helps release molded parts, and is great for lubricating slides, rollers and hinges.
• Use Specialist Dry Lube to lubricate and provide longlasting protection with no oily residue.
WD-40 Company www.WD40specialist.com 888-324-7596 | Booth #12500
NHS PRODUCT SPOTLIGHT
COLORMASTER™
• Krylon introduces ColorMaster™ with durable Covermax® technology.
• It delivers brilliant color, precise application, less overspray, improved hide and dries in 10 minutes or less. It’s the perfect choice for both indoor and outdoor projects.
• Features EZ Touch 360° Dial Spray Tip for precise application and less overspray.
• For use on wrought iron, wood, metal, wicker, glass, plaster, ceramic, fabric and paper. Krylon www.krylon.com 800-247-3268 Booth #7059
CLEAR REPAIR
• No other tape offers the clarity, strength and durability of Gorilla Clear Repair.
• The ideal solution for almost any repair, Gorilla Clear Repair features the strength of Gorilla Tape in a weatherproof, airtight, crystal clear tape.
• Fix, patch, seal, hold, and protect almost any surface with a crystal clear appearance for a perfect fix every time.
• Made in USA. Gorilla Glue www.gorillatough.com 800-276-0771 Booth #4715
• Made wit h state-of-t he-ar t materials to prevent warping and discoloration.
• Tube feeders have natural grip perc h covers t hat mimic t he feel of a real branc h, encouraging longer feeding times.
• Saving Amer ican jobs one f eeder at a time - proudly made in t he USA!
BIG JAKE® LEATHER PALM GLOVES
• Strong and durable, gloves are sewn with Kevlar® thread in high stress areas.
• Extra long rubberized safety cuff.
• Feature extra knuckle protection.
• Come in medium, large and extra large sizes.
Safety Works
www.safetyworks.com
800-969-7562 | Booth #6906
MULTI-PRO SCREWDRIVERS
• Retractable Bit Cartridge in the handle makes storing, selecting and changing bits quick and easy while saving toolbox space and reducing the risk of lost parts.
• The Palm Saver Cap—the largest cap surface in the hand tools industry—remains stationary while turning the driver handle, which provides comfort, prevents blisters and enables one-handed use.
• The EZ-Guide Collar delivers greater control by maintaining alignment between the screwdriver and the fastener. An alloy steel shaft and engineered nylon/ABS handle make these tools nearly impossible to break. And the shaft opening also serves as a 1/4 in. hex driver.
• A free merchandising display rack is available to retailers that holds 20 drivers and features high-visual impact signage.
General Tools and Instruments
www.generaltools.com
800-697-8665 Booth #6240
NHS PRODUCT SPOTLIGHT
LIGHT N’ GO® BONFIRE
• Great alternative to firewood and manufactured firelogs that takes the guesswork out of set-up. 100 percent natural, chemical-free and safe to cook over.
• Patented product features an embedded wick enabling users to light the log with just one match, avoiding the need for kindling or starters.
• Also contains a handle for goanywhere portability and can be burned virtually anywhere without a fireplace, chiminea or fire pit.
• Made of beautiful white birch, the Jumbo Bonfire offers more than 2.5 hours of burn time and the standard Bonfire offers more than 1.5 hours of burn time. Essay Group LLC www.light-ngo.com 201-460-1300 | TG124
SOLAR BIRD CHASE SONIC
• Solar-powered sound deterrent plays recorded bird distress and predator calls to deter birds from large open spaces.
• The unit can be programmed to the type of bird posing a problem and can be set to play day, night or both.
• It is lightweight, compact and water resistant for outdoor use.
• A solar panel mounted on top of the unit powers the system during the day, while rechargeable
batteries keep the unit running at night.
800-392-6915 | Booth # 10441
STRONG-WALL® SB SHEARWALL
• Prefabricated wood shearwall designed to provide enhanced design flexibility and greater lateral-force-resistance performance for a broad range of custom applications.
• In areas susceptible to seismic activity or high winds, the StrongWall SB shearwall provides structural support comparable to steel shearwalls in narrow panel widths.
• Features field trimmable for custom applications and rake walls.
• Available in 12”, 18” and 24” widths for design flexibility.
NHS PRODUCT SPOTLIGHT
CLAMPLIGHT WATERPROOF
• Clamplight Waterproof clamps, pivots, stands and floats.
• IPX7 waterproof, it is perfect for fishing, boating, plumbing and outdoor use.
• Produces up to 190 lumens of light in high mode and 75 lumens in low mode.
• When there is nothing to clamp to it can lock open to stand.
Blackfire USA
www.blackfire-usa.com
212-807-8772
Booth #4541
DAREDEVIL™ SPADE BIT
• Daredevil stands for best-in-class in speed, ease-of-use and durability.
• Features a full-cone threaded tip, which increases not only the speed of the bit, but also ease of drilling.
• Another patented feature of the Daredevil is the contoured paddle. This wave-like shape speeds up chip removal, adding to the speed of the bit.
• The patented spur-and-reamer design is unique because it not only scores the wood for a clean
entry hole, but also has angled cutting edges that ream the hole for reduced breakout, leaving a cleaner exit hole than a standard bit.
Robert Bosch Tool Corp.
www.boschtools.com 877-BOSCH-99
Booth #N235
ARE YOUR LUBRICANT CATEGORY SALES STUCK?
From the trusted leader in drip oils comes a NEW high quality line of specialty drip products formulated to grow category sales by giving your customers the exact drip lubricant they need to get the job done right, every time.
Research Shows:
• 87% of specialty drip oil users and 73% of specialty drip non/infrequent users are interested in the new 3-In-One line
• Consumers prefer the 3-IN-ONE product line versus competitive offerings
NHS PRODUCT SPOTLIGHT
LED FLASHLIGHT
• HP7 High Performance flashlight projects 251 lumens of brilliant light using just four AAA alkaline batteries (included). It has a runtime of up to 10 hours and a beam distance of 643 feet.
• Pure Beam™ focusing produces a pure, bright consistency across the entire beam; whether you want the tightest spot or widest flood of light. A cylindrical aluminum pedestal sits below the LEDs and decreases heat buildup, facilitating maximum light output and increasing LED lifespan.
• Keep one hand free while focusing the flashlight with just a thumb or
finger—by sliding the front bezel forward or back. Lock the light into the precise beam size for a task, from focused spot beam to broad flood beam, with just a twist of the front bezel.
• At the NHS, Coast will also be demonstrating its powerhouse HP21 High Performance LED flashlight. It can light up a football field, with 1,317 lumens, a range up to 850 feet and high, low and strobe modes.
COAST Products www.coastportland.com
800-426-5858 | Booth #6437
Don’t throw away the mask. Just replace the filter. (Oh, & pay half as much!)
Anyone who has ever worn a N95 respirator wishes it had an exhalation valve. (Not sure why? Just put your hand in front of your mouth and exhale to see how hot it gets!)
The problem is, most people can’t afford this luxury, as masks with valves cost 2X as much as those without. Well, not anymore!
With Safety Works’ new Replaceable-Filter N95 Respirator with Exhalation Valve, users can have an N95 with valve for about the same price as one without valve.
Another first from Safety Works-Safety Works’ Valved Replaceable N95 Filter Respirators.
A breath of fresh air… everytime.™
If you’d like to have Safety Works as Your Personal Safety Specialists™ and carry our complete line of personal safety products, call 800-969-7562 or visit www.SafetyWorks.com.
NHS PRODUCT SPOTLIGHT
SAWBUDDIE™
• The SawBuddie™ is a revolutionary system for capturing dust produced by reciprocating saws. It is a clear rubber dust shroud that fits popular makes and models of reciprocating saws. It installs quickly by simply slipping it over the front of the saw and securing with a Velcro strap.
• 2-1/2” long bristles encircle the blade to create a flexible enclosure that corrals the dust at the point of origin, allowing the vacuum’s airflow to evacuate the dust before it becomes airborne.
• The flexible nature of the bristles gives the operator optimum control, and a narrow gap in the top of the
HEAVY-DUTY ACETONE SPRAYER
bristles provides clear line of sight to the blade for precise control of cuts. The SawBuddie can also be rotated to accommodate upside-down, and sideway, blade installations.
• Because the SawBuddie™ is a pointof-origin dust control system, it enables contractors to comply with EPA RRP regulations, when attached to a certified HEPA vacuum.
Dustless Technologies
www.dustlesstools.com
800-568-3949 | Booth #6451
• White translucent poly tank with pressure relief valve features funnel top for quick nosill filling.
• Features all EPDM seals and gaskets—designed to resist acetone. Brass Thrustless™ control valve lasts longer and shuts off quickly.
• 48” Goodyear® Horizon™ sprayer style hose.
• Bendable, strong curved 18” brass wand with Tee-Jet® style 8004E flat fan nozzle attached to sprayer hose for spraying thinner liquids.
H.D. Hudson Mfg. Co. www.hdhudson.com
800-977-7293
Booth #10736
NHS PRODUCT SPOTLIGHT
KLINKY KEYS
• Through an exclusive licensing contract with Klinky Inc., Hy-Ko is now offering Klinky’s patented domestyle keys to hardware retailers.
• The new Klinky Key line consists of 36 KW1 & SC1 carded house keys.
• These keys feature popular designs such as animal prints and patriotic images underneath a durable softdome finish. And because of this unique finish, the image will stay crisp and bright for the consumer
MOTION SENSING DECK LIGHT
• Battery-operated light that provides appealing accent lighting at night and conveniently brightens to light your deck when motion is detected.
• Innovative fixture design directs the lighting downward, eliminating glare and blinding effect.
• Available in three attractive finishes to match any decor: pewter, white and bronze.
even after extended use.
• Klinky Keys are an addition to Hy-Ko’s novelty key line which includes a wide selection of painted style keys, licensed character keys, super hero keys and much more.
• Using patented, highly efficient “Low Glow Technology,” the Deck Marker Light will provide dusk to dawn accent lighting for up to a year on just 3 C batteries. Xodus
Consumers are buying more and more pet products—and that’s
for hardware retailers. By stocking and selling products for this fast-growing market, you can ensure a year-round revenue stream while you give your pet-loving customers more reasons to do business with you. Shop a huge variety of product categories and attend retail specific seminars at the top-notch education program. Go get it—register today.
NHS PRODUCT SPOTLIGHT
PROLINE SERIES COPPER PUSH-FIT FITTINGS
• Provide a simple, long-lasting and quick joining solution for various plumbing projects.
• Compatible with copper tube, CPVC pipe and PEX pipe, they can be used in either wet or dry installations and no glues, solder, torches or tools are needed for installation.
• Approved for behind the wall use and underground burial and rated to 200 PSI @ 200° F.
• Dual O-ring sealing technology for a leak-free fit every time.
• Certifications include: cUPC, ASSE 1061, IAPMO listing, IPC, NSF/ ANSI 61 and AB 1953 compliancy.
The Little Big Shot® Super Nozzle puts awesome force and waterefficiency in the palm of your hand! Made from solid brass, this continuously adjustable nozzle has created full-time work for over 30 disabled U.S. Veterans.
NHS PRODUCT SPOTLIGHT
ETEQ WIFI INSPECTION CAMERA
• The latest innovation from the eTEQ Tools brand will let you see inside walls, explore and navigate tricky situations.
• Uses wireless technology to display real-time color images on most smartphones or tablet computers.
• Whether you are working with wiring inside walls, examining plumbing, or repairing electrical devices you don’t want to disassemble or damage, this versatile digital inspection camera is
SHERLOCK® BUCKET-TRAY
• A standard paint tray isn’t quite big enough for some jobs, and a multigallon bucket can be too big for others. Those looking for the perfect paint vessel “middle ground” will find it with the new Wooster Sherlock® Bucket-Tray™. Its aggressive roll-off grid is excellent for use with 9-, 12-, or 14-inch roller frames.
• One-gallon capacity saves painters time on refills. Built-in handles on both sides make transporting the Bucket-Tray easy and offer a great way to hang it for storage. An included frame rest prevents unwanted
messes when it’s time to switch to using a brush.
• Molded from sturdy polypropylene, the Bucket-Tray has the kind of durability that the Sherlock name is known for in applicator industry.
• Made of clear, solvent-resistant PET (recycled plastic), the Bucket-Tray Liner is a great accessory purchase. The snugly fitting liner provides instant cleanup.
Brush
NHS PRODUCT SPOTLIGHT
STANLEY® UTILITY MAT LINE
• New products include extendable runners and interlocking tiles that are uniquely formulated to deliver just the right amount of comfort and support for use when standing or kneeling for long periods of time.
• For true anti-fatigue comfort in longer areas,
Extendable Runners can be configured to any length and even around corners. The variety of options allows for “L”, “U” and closed loop configurations for uninterrupted comfort along the entire work area. Once the “puzzle edges are interlocked,
full perimeter beveled edges around the work area.
• Designed to fit larger or irregular work areas, the Stanley Mat Interlocking Tiles can be configured to any shape or size, including square, rectangle or “L”. The flexibility of this product allows consumers to cover an entire room to create a safer and more comfortable space to work or play.
• Made with 100% tearresistant polyurethane, the Stanley® Utility Mat will appeal to homeowners looking for customized mat solutions that provide both comfort and durability.
PAINT
• Created by a professional painter who combined the Lazy Suzan concept of the spice rack with a paint tray and gave it a smooth, frictionless bottom.
• Spill-resistant design easily rotates and glides over any surface without tipping or spilling while carrying up to a gallon of paint. Never have to bend over to pick up and move or turn The Paint Glider when painting within a room, and no more constantly having to re-fill the tray.
• Its deep reservoir and handle allow you to carry paint from room to room without spilling. Simply drain leftover paint through the spout back into the can, and rinse with water for easy cleanup.
• The durable and economical design will last for years.
Paint Glider Company
• Made from durable .075 thick carbon steel, Hyde’s newest tool combines the company’s trademark high-quality, lightweight design with a tool that can: 1. scrape paint, 2. spread compound, 3. open cracks, 4. pull nails, 5. set nails, 6. open cans, 7. open bottles, 8. clean regular rollers, and 9. clean mini rollers. The 10th and 11th use are the ¾” and 11/16” wrenches you need to connect your whip hose to both your spray gun and main airless hose.
• For the other 6 uses, just look to the handle and underneath the Hammer Head® end. Numbers 11-14 consists of four different
screwdriver bits that are securely stored in a pull-out drawer in the handle and inserted into the handle end for quick, easy use. And finally under the Hammer Head is a tool that can be used as either a scribe or a nail set.
• This rugged tool has an over mold handle with a thumb stop for safety and a stainless steel blade that resists rusting and is guaranteed to last forever.
• With the purchase of this display, cabinet is included at no charge
• Customize your gallon product assortment
• 2 foot wood grain display case
• Select a minimum of
GRILLBOT
• Instead of struggling with the grease and grime left behind, let Grillbot handle the heavy scrubbing.
• It boasts a trio of dishwasher safe and replaceable brushes that take care of the dirty work whether the grill is hot or cold.
• Each robot houses three powerful electric motors and a smart computer brain that regulates its speed and direction. To use, simply place it on the grill, press the button and then sit back and relax while it takes care of business.
• Built to last, Grillbot can work on gas or charcoal grills and is available with brass or stainless steel bristles. A built in LCD alarm and timer are added safety guarantees that sound if the grill is left on or when its cycle is done.
Grillbot
www.grillbots.com
800-854-1576 Booth #11374
NHS PRODUCT SPOTLIGHT
CRESCENT® FOLDING FLIP AND GRIP WRENCH
• Features a unique pivoting jaw that fits over 50 sizes or types of fasteners, and helps reach around obstacles and into tight spaces for numerous projects at home or on the job.
• Two-piece set includes a large 8” and small 6” Flip and Grip Wrench.
• Folding wrench head for convenient storage and transport.
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Today’s Challenges FacingDiverse
Retailers today face the kinds of challenges retailers have always faced— generating enough sales, keeping costs down, being price-competitive, but now they face some new and different challenges.
Today’s consumer is, generally, more knowledgeable than those of a generation ago.
They have more shopping options for basic products—everything from drug stores and supermarkets to dollar stores and mass merchants. They can learn about products and prices on the internet.
So what can or should retailers do to attract business and keep consumers happy with their assortments and service?
They need to become specialists in some category or categories, in addition to being a basic hardware store, home center or consumer-oriented lumberyard. By being a specialist with greater knowledge and/or assortments than any of the fringe competitors, they
Here is a demonstration of cleaning products at a “Ladies’ Night” event.
set themselves apart from the competition, provide helpful information to consumers and earn the consumer’s respect and loyalty.
Or they need to develop a special relationship with consumers, often by conducting unique promotions that involve consumer participation.
What are some of the opportunities they should consider? Smart retailers are giving serious attention to “green” retailing issues.
Surveys of American consumers, which might also reflect consumer attitudes elsewhere, show that a majority of consumers feel that protecting the environment is a growing concern.
In fact, 46 percent say it is “somewhat important” that stores sell green products, while 30 percent consider it “extremely important.” This doesn’t mean you have to be a 100 percent
A pumpkin-decorating contest run by Mazzone’s Hardware in Brooklyn attracts youngsters and their family, and is an event that creates a closer bond between the store and customers.
green retailer or that you have to offer eco-friendly products in every category, but it does offer you an opportunity to stress your commitment to stocking green products and to promote that commitment.
Hardware stores and home centers have the opportunity to make sales and support green issues by emphasizing products they carry that reduce energy costs and reduce energy usage, such as fluorescent or LED light bulbs instead of incandescent ones or water-saving toilets and faucets.
HEAVY DUTY
Southwire offers a broad line of cutting-edge electrician’s hand tools, meters and testers. Designed with superior wire cutting performance and exemplary comfort, these durable hand tools exceed the everyday requirements of the electrical tradesman. Built for durability. Built for reliability. Built for work. Heavy-duty design
It’s important for retailers to understand that price is not quite as important in selling green products. VOC paint products, for example, cost more but are selling because they are more environmentally friendly, although your prices must be realistic. Here are simple steps to improve your “green” image:
1. Be sure signs in your store emphasize green products as energy-saving.
2. Advertising should emphasize these products, too.
3. Train your salespeople to know which products are environmentally friendly and why.
4. Look for products whose packaging is eco-friendly.
tHe IMPOrtaNCe Of feMaLe
CuStOMerS
Savvy retailers also realize that it will be increasingly necessary to court female customers in the future and are taking steps to do so today.
Why? One of the key reasons is the fact
that more women can be labeled as heads of households. The number of female-headed households is greater now than it ever has been and is likely to consider rising. Women are often the decision-makers in married households for a
lot of products, certainly deciding when painting is going to take place, as well as determining the color or colors. They generally are the motivating factors behind kitchen or bath remodeling, even though a husband may occasionally
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wind up doing the dirty work.
Is your store as clean and attractive as it should be? Are you stocking the kinds of products that will appeal to women? Is it signed properly—identifying departments? Are you devoting endcaps to the kinds of impulse buys that would appeal to women? Are the categories that would appeal to women “up front” and easily seen and reached?
Use endcaps to promote how customers can save money with energy-saving products.
In courting female customers, one also should consider how your staff handles them:
• Is the attire of your staff always neat and clean?
• Do they ever ignore them—maybe directing their attention and comments to a male accompanying them?
• Do they ask how they can be of assistance and then provide helpful advice?
• Are they ever condescending to them in the advice they offer? Maybe those sound simplistic, but they are questions that some retailers say they have asked themselves as they try to figure out why they aren’t as successful in attracting female customers as they would like.
For hardware stores, some of those questions may not be applicable, but for
home centers or lumber/ building material retailers they might be more appropriate and they are a worthwhile checklist for everyone.
Retailers can make their stores more interesting to female customers by emphasizing categories such as cleaning supplies, perhaps adding specialty cleaning products not likely to be stocked elsewhere and by making sure their paint departments are properly signed and provide a handsome display of paint chips, and perhaps provide a sit-down area where customers can review color chips and make decorating decisions.
One must target promotions to women, too, and one of the best ideas is to have a special “Ladies’ Night” at which demonstrations are conducted about simple home repair and maintenance projects. Refreshments need not be expensive—soft drinks, coffee, some snacks. Some retailers invite vendors to conduct demonstrations, in addition to using their own personnel. Others give gifts to every woman who attends. You can keep costs down or make it a more memorable event, depending on one’s budget, but conducting such an event does announce to females in your area that you are interested in meeting their needs. n
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• Performance made easy!
• Paint and primer in one can to do DUAL duty
• Superior rust protection on metal.
• For indoor and outdoor use on any surface.
• In today’s most wanted colors 32 SKUs in multiple sheens.
• Exclusive EZ Touch 360° ® Dial tip.
HARDWARE PROGRAM
Ambassador
Hardware Ambassador Retailers and Manufacturers Together The Program Brings
The Hardware Ambassador Program was created by The Hardware Connection for dealers and manufacturers within the independent hardware industry to promote the independent retail hardware industry as the most efficient and profitable channel in which to distribute hardware and home improvement products and services.
“Hardware Ambassador Program members are promoted and given tools to communicate more effectively and efficiently within the independent hardware industry. This is truly a membership program where the industry comes together,” says Diane Allen, director of vendor programs for The Hardware Connection.
Hardware Ambassador Program (HAP) sponsors include The Hardware Connection, The Hardware Conference, The Vendor Center and ECi Software Solutions. ECI Solutions offer two of the most powerful business management software solutions for the lumber/building material and hardware
industry—Advantage and RockSolid POS. ECi’s solutions are molded to your business needs and will help you reduce costs and increase productivity.
OUR MISSION
The Hardware Ambassador Program accomplishes its mission by:
• Providing information on products specific to each wholesaler in one easy-to-access site including name and description of product, manufacturer #, SKU# and UPC #.
• Providing special opportunities for dialogue through special events, meetings and conferences between manufacturers and retailers.
• Providing cost-effective advertising through The Hardware Connection, the industry’s leading digital publication.
BECOMING A MEMBER
The Hardware Ambassador Program is designed exclusively for manufacturers targeting independent hardware
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HARDWARE CONFERENCE
stores, home centers and lumberyards. Membership provides recognition and exclusive access to communicate with 60,000+ hardware store owners, managers and sales associates within the independent hardware industry.
As a Hardware Ambassador Program member, you get the following:
• Membership Designation—You will be designated as a Founding Member and this special designation will remain in effect as long as your membership is valid.
• Microsite—Your microsite will be created and will reside on The Hardware Connection website. Each microsite will include name, logo, products carried, links to press releases, product and training videos and more.
• Product Listing Specific to Products Carried in Specific Wholesaler/Distributor Warehouses—The product listing (which is specific to each individual wholesaler/distributor who carries your product in their warehouse) includes the SKU #, Product Name/ Description, Manufacturer Part # and UPC #.
“Retailers can download entire lists and selected items specific to each warehouse into an Excel spreadsheet, which can then be uploaded to their POS. It’s a great tool for dealers,” explains Allen.
• Reciprocal Membership Discount—Hardware Ambassador Program members receive a 20 percent discount off membership for The Vendor Center.
• Discounted Advertising Pricing for National Hardware Show Issue—Exclusive discounts on advertising rates in the National Hardware Show issue.
• Special Events—We are planning to conduct special events and our Hardware Ambassadors will be invited to participate.
To become a member or for more information, contact Diane Allen at 317539-4992 or diane@thehardwareconnection.com. Visit the Hardware Ambassador Program site at www. thehardwareconnection.com/hardware-ambassador. ■
By Gina Schaefer
Can’t Build a Strong Economy on Weak Minimum Wage
It didn’t take long after my husband and I opened our first hardware store in 2003 for people to start coming in and asking us to open in their neighborhood, too.
By 2009, we had grown to six Ace Hardware stores in Baltimore and Washington, D.C., with our seventh store opening in 2010 in Takoma Park, Maryland. The next year, Old Takoma Ace Hardware was one of four stores, out of 4,500 locally owned and operated Ace Hardware stores worldwide, to win the “Coolest Hardware Store” award from Ace Hardware Corp.
We expanded further in 2012, growing from seven stores to nine with additional Washington and Maryland locations.
We may own the business, but we didn’t do this alone. Our growth would not have been possible without the help of our dedicated employees. Paying fair wages helped our business grow fast to nine stores and nearly 200 employees even as our country suffered a terrible economic downturn.
Our starting pay for sales associates is $10. We know that gradually raising
Gina Schaefer (middle of front row in black vest) believes raising the minimum wage makes good sense for businesses like hers that rely on customer service.
the minimum wage from $7.25 to $10.10 an hour makes good business sense.
• Raising pay at the bottom is good for the bottom line in key ways:
• When employees earn a decent starting wage, they can concentrate on their job without continual stress over how they are going to afford basics like rent, groceries or transportation.
• Businesses like mine count on good customer service, and good customer service depends on employees who are treated fairly and invested in our business. Our employees know we value them, and we know they value our customers.
• Satisfied customers don’t just keep coming back themselves, they tell their friends and families about us. Paying better wages helps us attract and retain good employees,
Another Viewpoint
increase sales, expand our business and hire more employees.
When the minimum wage goes up it puts money in the paychecks of people who most need to spend it—from making rent to buying things they could not afford before from the grocer, the pharmacy, the shoe store, the auto repair and, yes, the hardware store.
Local businesses depend on local customers with money to spend. A higher minimum wage means more money circulating in our local economy. Our employees shop at other businesses, and the employees of other businesses shop at our stores. A higher minimum wage is a boost for our local tax base as well.
Too many large companies pay wages so persistently low that many of their employees have to turn to food banks or food stamps and other public assistance for the most basic essentials. This means companies that could pay higher minimum wages, but aren’t, are being heavily subsidized by taxpayers.
Moreover, when the minimum wage stays too low, the gap between companies like mine that are trying to do the right thing and the larger companies that are paying as low as they can, gets greater and greater. A growing gap makes it harder for businesses like mine to compete.
There’s no reason for businesses to be paying a minimum wage of just
$7.25 an hour— $15,080 a year for fulltime work. After all, that’s the same minimum wage that businesses paid in 1950, adjusted for inflation. This is 2014, not 1950!
Between 1950 and 1968, the minimum wage increased in real inflationadjusted value, giving us stronger ground to anchor our income ladder to the middle class.
But since 1968, the minimum wage has been allowed to lose about a third of its value, leaving even full-time workers in poverty and the rungs of the middle class further out of reach for a growing number of working families.
We need to raise the minimum wage so full-time workers can get out of poverty and we can rebuild the consumer demand that drives our economy.
As a business owner, I support the proposal to raise the minimum wage to $10.10 by 2016, and then adjust it annually to keep up with the cost of living. Indexing the minimum wage to the Consumer Price Index will make wages much more predictable for businesses.
Better wages at the bottom helped my business succeed. A better minimum wage will help our nation succeed. n
Gina Schaefer is the owner of A Few Cool Hardware Stores, a group of nine Ace Hardware stores in Washington, D.C. and Maryland.
By Doug Smith technology
How to Maintain Accurate Inventory: Part II
In my last article, “Spring is in the Air: Freshen Up Your Inventory” in the March/April issue, I discussed tips for cleaning out and revitalizing your inventory. In this article, we will take a more indepth look at maintaining accurate inventory.
Refining the Receiving PRocess
Do you have a receiving process you trust? One that allows your employees to receive new shipments quickly and efficiently? If you have already taken your business to the “next level,” and your purchasing department is buying more accurately and relying on quality suppliers, then focusing on receiving is a natural progression to improve your inventory accuracy. A precise, trustworthy receiving process paves the way for better accuracy in other areas of the business.
A good first step is to accurately move items as fast as possible from the trucks to the shelves and handle the merchandise as little as possible. Mistakes at receiving will create errors throughout the
store. End the practice of putting out merchandise before it has been received into inventory. It may have helped in the past with maintaining accurate costs and quantity, but if stock is sold prior to being available in the system, it throws inventory counts into the negative.
Quick tiPs foR Receiving:
1. Move from blind receiving to receiving against a purchase order (PO), which holds your vendors more accountable and increases accuracy of counts.
2. Ensure that every item that is processed by receiving has a purchase order with accurate quantities and pricing. Go a step further and make sure POs are on file with the receiver before a shipment even arrives at the dock.
3. Aim to receive new products into inventory the same day they arrive to improve customer service.
4. Immediately update inventory levels and costs and accurately pass off receiving detail to accounting to streamline the payables process.
5. Use RF scanners to check each SKU against the PO. RF scanners help you capture UPC
numbers before products go to the floor.
6. Print new bin labels so that shelf pricing is updated as items are being stocked.
7. Keep special orders to the side to be properly labeled for customer pickup.
8. Allow enough physical space in the receiving area for your team to more easily complete the job.
Managing suPPlieR RelationshiPs
Vendors are essential. They affect both your purchasing and receiving departments, and can really make or break your attempts to control inventory. That’s why it’s important to get these relationships right. Receiving is like the hub of a wheel: from this central point, it touches all areas of the business. It’s worth taking time to get the process right. Here are a few pointers to appropriately manage vendor relationships:
Be proactive with vendors. Obtain confirmations for all drop-ship material so POs can be created or updated before products arrive. Vendor confirmations will help you load new items into inventory before they clog the receiving dock or get put on shelves and sold under generic SKUs.
Track vendors’ performance. Reduce issues in receiving by tracking fill rates to know which vendors consistently ship correctly. Catch vendor shipping errors at receiving to reduce
detective work when the invoice arrives weeks later. If a supplier is reluctant to improve or unwilling to reduce error rate, search for a new supplier.
Use Electronic Data Interchange (EDI) communications. Receive notification of short or no-ship items as well as substitute items prior to the trucks’ arrival. Paperless tracking is the most accurate and error-free system. Ask for supplier discounts for ordering with EDI, since it means turning in orders faster, using less paper and making fewer errors.
count What’s iMPoRtant
Once the items are received, they are placed in the retail store—at this point if a receiving plan isn’t nailed out, this process can become unpredictable. To maintain an accurate inventory count, physically count your items on the shelves and match them against your retail management solutions’ quantities. However, the latest strategies in inventory management could suggest that you don’t have to count everything like you do in traditional year-end inventory or in cycle counting.
Practice cycle counting daily with the goal to completely eliminate yearend inventories and to count each item three times per year. Choose the inventory counting method that provides the most efficient and accurate inventory control for your business.
Although most businesses are still practicing cycle counting or year-end counts, some have adopted another strategy—managed inventory accuracy services (Mango Report is a company providing this new service). Managed inventory accuracy services is a new approach that focuses on counting a selection of important inventory to better control inventory, monitor accuracy, identify potential theft, reduce dead items and recover frozen SKUs.
Regularly remind staff of business goals to improve accuracy and get them involved—producing a business invested in the improvement
process. If your staff is invested, they will maintain the momentum. Turn a good employee into a key employee devoted to inventory control.
When you have an environment that encourages accuracy, you will end up with more accurate and timely counts, finely tuned inventory control, more reliable numbers, an increase of potential revenue since your business can stay open during counts and better customer service. Finally, it’s nice to know that what is in the system is on your shelves. n
Doug Smith is a senior product manager for Epicor Software Corp.
IN THE NEWS
NEW STORES:
• Moore’s Hardware & Feed Store in Pontotoc, Miss., held a grand opening for their new store on April 4-5.
• Northwest Hardware opened a new True Value store in Dublin, Va.
• John Lindsey has reopened Big John’s Ace Hardware in Cedaredge, Colo.
• Ace Hardware of Great Bend has opened in Great Bend, Kan.
• Smith Brothers Ace Hardware has purchased Swanson Hardware Supply in Vineland, N.J.
• Pinckney Village True Value Hardware has reopened under new ownership in Pinckney, Mich.
Pinckney Village True Value
KUDOS TO:
• Home Hardware Stores Ltd. celebrated 50 years in business during the company’s spring market in April.
• Sunshine Ace Hardware, based in Naples, Fla., received the Uncommon Friends Foundation’s 2014 Business Ethics Award.
• Orillia Home Hardware Building Centre has won the Walter J. Hachborn Store of the Year Award for 2013 as the top Home Hardware store, winning the award for the second time.
PEOPLE ON THE MOVE:
• Terry Davis, executive vice-president and chief operating officer of Home Hardware Stores Ltd., will become the new chief executive officer, effective May 1. He succeeds Paul Straus, who remains the company’s president and a member of the board of directors.
WHOLESALERS IN THE NEWS:
• Home Hardware Store Ltd. was named one of Canada’s best managed companies for the second year in a row.
• Ace Hardware Corp. is celebrating its 90th anniversary this year.
• Information Week placed Do it Best Corp. in its Elite 100 annual rankings, recognizing the co-op for its dedicated app for its Sneak Peak Event at May and October markets.
IN MEMORY:
• Ardell Lanier, who founded Lanier’s True Value Hardware in Lexington, N.C., in 1940, passed away March 30 at the age of 93. Click here for more.
FOR THE FULL STORY:
• Alspaugh’s Ace Hardware has payroll-deduction program that aids military families through America’s Heroes First Foundation. Click here for more.
Independent Business Search Engine Gives Users a Unique Buying Experience
The national small business movement Independent We Stand is introducing an innovative mobile application to help consumers easily pinpoint millions of locally owned businesses in just one step. This mobile app uses best-of-breed technology to deliver the only independent business search engine of its kind for millions of small businesses. Finding a business is as simple as entering your zip code, location or a search term. The app is available for both iPhone and Android phones.
“Big box stores have big budgets for marketing and app development,” said Nick Jiannas, vice president of sales and marketing for STIHL Inc.,
founding sponsor of Independent We Stand. “But there is growing demand on the part of consumers to buy from local retailers, like our STIHL dealers, and thanks to Independent We Stand small businesses now have a search application of their own to drive traffic right to their doors.”
“This is a tool for travelers and locals alike, giving people the opportunity to find the local’s favorites or discovering a business they didn’t know existed,” said Bill Brunelle, executive director of Independent We Stand. “Using the app is as simple as writing ‘paints’ and having all of those types of independent businesses in your location come up.”
Hardware/home improvement retailers can utilize this as another marketing tool or to even support other local businesses. Retailers can “claim” their listing. The basic listing has location and website, but if you claim a listing and register as an Independent We Stand business and become a “Premium” member you can upload photos, social links and a list of services provided. It’s a great additional marketing tool for any business looking to increase their customer base.
The Indie app features business pages including photos, website links and Yelp! reviews.
To see how the app works, check out the “Find Love In All The Local Places” trailer here.
SEPTEMBER 5-7
3 Days of Networking, Relaxing and Learning
Meet colleagues and new friends at the industry’s largest conference for independent hardware retailers. Share ideas with top retailers on how to grow your business, interact with key vendors on how to increase sales in your store and attend educational seminars, all-industry cocktail receptions and dinners in an exclusive 5-star resort setting.
Learn More About Your POS System at the Hardware Technology Forum
Honor the Industry’s Best Retailers at the 2014 Beacon Awards
Epicor, ECi Advantage/ECi RockSolid and J-3 POS will offer full-day, hands-on training sessions for their retailers. Bring your tablet or laptop so you can log right into your store as you learn new “tips and tricks” to make your POS software more productive in your store. The Beacon Awards are an important recognition program that honors the best of the best dealers who represent the future of the industry.
APRIL
Lumbermen’s Association of Texas and Louisiana Annual Convention
April 23-24, Sheraton Convention Center, Austin, Texas
Kentucky Building Material
Association Convention & Expo
April 23-25, Hilton, Lexington, Ky.
MAY
Do it Best Corp. May Market
May 17-19, Indiana Convention Center, Indianapolis
Mid-America Lumbermens
Association Swing-into-Spring
May 1-2, Lake of the Ozarks, Mo.
Mid-South Building Material Dealers Association Trade Show and Convention
May 1-2, Grand Hotel Resort, Point Clear, Ala.
National Hardware Show
May 6-8, Las Vegas Convention Center, Las Vegas, Nev.
www.nationalhardwareshow.com
North American Wholesale Lumber
Association Leadership Conference
May 4-6, Evergreen Marriott Conference Resort, Stone Mountain, Ga.
Wallace Hardware Company Spring Market
May 13-15, Gatlinburg Convention Center, Gatlinburg, Tenn.
JUNE
House-Hasson Hardware Summer Dealer Market
June 19-21, Sevierville Events Center, Sevierville, Tenn.
PRO Group Merchandising Conference
June 16-18, Embassy Suites Hotel at Centennial Olympic Park, Atlanta
United Hardware Fall and Winter Buying Market
June 13-15, Minneapolis Convention Center, Minneapolis
West Coast Lumber & Building Material Association Golf Tournament
June 5, Rancho Solano Golf Course, Fairfield, Calif.
July
World Pet Association SuperZoo
July 22-24, Mandalay Bay Convention Center, Las Vegas, Nev. www.SuperZoo.org
Send calendar dates to chris@thehardwareconnection.com
HARDWARE PROGRAM Ambassador
The Hardware Ambassador Program was created to bring the hardware industry together to promote the independent hardware retail channel as the most efficient and profitable channel to distribute hardware and home improvement products and services.
• View Vendor Product Listings by Wholesaler
• Ability to Download Product Listings by Wholesaler Directly into Retailers’ Point-of-Sale Computer Systems
• Check Out Vendor Profiles, Informational Videos & Product Reviews
Click Here to Learn More and View Vendor Product Listings by Wholesaler
PROS AND CONS OF ALLOWING FILMING IN STORE
There have been some discussions on Hardlines Digest in the past about movies or commercials being filmed in stores. John Fix III of Cornell’s True Value Hardware in Eastchester, N.Y., has two family members in the film business and he advises the general rule of thumb when someone approaches you about using your store or property should be “NO!”
The main reasons for walking away from such a potentially exciting experience, according to Fix, is that you likely will not be compensated enough, and you will endure far more inconvenience and trouble than expected. “Give them an inch and they will take a mile. Tell them they can stay until midnight and you will be there until 6 a.m.,” he says.
For a reality show, the stakes can be higher. Fix recalls when a local restaurant was featured on Gordon Ramsay’s television show and they didn’t come across well. A few months after the show aired the restaurant shut down. “You certainly don’t want to have the reality TV crew focus on the ‘bad side’ of your business and if there isn’t one they might make one up to spice up the script. Reality TV isn’t real,” he points out.
RETAIL IDEAS
Click to Watch Cornell’s True Value paint cans being “stolen”
After hearing these warnings if you still want to proceed and allow filming in your store, then make sure:
1: You get well compensated.
2: The company doing the filming is fully insured.
3: All aspects of the intended use are outlined in writing, as is the compensation.
4: Penalties are specified if they go over time, damage goods, offend customers, etc.
Fix has had his property used in films several times, the most recent was for a highly reviewed independent film called “Gimme The Loot.” He says, “We were compensated and they came on a quiet day and never got in the way of anyone.”
As Fix advises, “Take a step back, get it all in writing and don’t be afraid to say no if you are not 110 percent comfortable.”
Click here and you will find Cornell’s True Value paint cans being “stolen” at the start of the trailer, and the “owner” chasing the getaway car is in the store’s parking lot. ■
Behind the Numbers
$1.4 billion
Amount of loss reported by Sears Holding Corp. for fiscal 2013 year ending Feb. 1, 2014.
20
Number of new stores projected to be opened in 2014 by Lowe’s Cos.
4.6%
Comp-store growth projected by The Home Depot for 2014.
102 New stores opened by Tractor Supply Company during fiscal 2013.
48
Net decline in jobs in the area if a Lowe’s store was allowed to open, as determined by the Cape Cod Commission in their January ruling to deny the big-box chain a permit to build a new store in Dennis, Mass., on the Cape.
30
Number of hearings Congress has held on the internet sales tax as the Marketplace Fairness Act remains stalled in the House.
