HHIQ Q4 2024

H A RDL INE S.C A

C O N N E C T I N G

T H E

H O M E

I M P R O V E M E N T

I N D U S T R Y

FOURTH QUARTER / 2024

HOME IMPROVEMENT QUARTERLY

THE SECOND ANNUAL

Top buyers tell us what they are seeking in 2025

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ISSUE

PRODUCTS A L SO INSIDE

INTERVIEW WITH A CEO

A CENTURY OF SERVICE

Michelle ChouinardKenney of Gibson Building Supplies

Celebrating the birthday of a Nova Scotia legend

2024-09-2

11:49 AM

“It’s not complicated to do business with Orgill. They have a wide choice of products, warehouses with reliable quantities, tools to fight the competition and facilitate the operation of the business.”

‘

Robert Boyer Owner, Matériaux Robert Boyer

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COMMITTED TO OUR DEALERS’ SUCCESS Programs & Products for Independent Dealers We’re more than just a trusted supplier. Our retail success tools include sales programs, marketing initiatives, pricing strategies & the industry’s best Dealer Market.

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HOME IMPROVEMENT QUARTERLY

FOURTH QUARTER / 2024 • VOLUME 14, NO. 4 330 Bay Street, Suite 1400, Toronto, ON M5H 2S8 • 416-489-3396 @Hardlinesnews • www.hardlines.ca PRESIDENT Michael McLarney mike@hardlines.ca

VICE-PRESIDENT & PUBLISHER David Chestnut david@hardlines.ca

EDITOR Steve Payne steve@hardlines.ca

SR. MARKETING & EVENTS MANAGER Michelle Porter michelle@hardlines.ca

ASSOCIATE EDITOR Geoff McLarney geoff@hardlines.ca

ACCOUNT MANAGER Shannon MacLeod shannon@hardlines.ca

CONTRIBUTING EDITORS Rebecca Dumais rebecca@hardlines.ca

CLIENT SERVICES MANAGER Jillian MacLeod jillian@hardlines.ca

Sarah McGoldrick sarah@hardlines.ca

ART DIRECTOR Shawn Samson TwoCreative.ca

ACCOUNTING accounting@hardlines.ca

SUBSCRIBER SERVICES ★ FREE TO HOME IMPROVEMENT DEALERS ★ To subscribe, renew your subscription, or change your address or contact information, please contact our Circulation Department at 866-764-0227; hhiq@mysubscription.ca.

Hardlines Home Improvement Quarterly is published four times a year by Hardlines Inc., 330 Bay Street, Suite 1400, Toronto, ON M5H 2S8. $25 per issue or $90 per year for Canada.

Subscriptions to the Continental United States: $105 per year and $35 per issue.

All other countries: $130 per year. (Air mail $60 per year additional.)

Canadian Publications Mail Agreement # 42175020 POSTMASTER: Send address changes to Hardlines Home Improvement Quarterly, 8799 Highway 89, Alliston, ON L9R 1V1.

All editorial contents copyrighted 2024 by Hardlines Inc. No content may be reproduced without prior permission of the publisher.

Boots on the ground Why have a couple of sales reps when you can have a sales army!

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Find out how you can get your message out with us. Contact: David Chestnut, Vice-President & Publisher

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877 844 5464

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V OL UME 14, NO. 4

FOURTH QUARTER / 2024

CONTENTS COVER STORY

THE SECOND ANNUAL PRODUCTS ISSUE

DEPARTMENTS EDITOR’S MESSAGE

9 What are you doing

look at 25 of the top 32 Aproducts in Canada,

that’s different?

curated by the Hardlines editorial team

AD INDEX 77 Index to advertisers ENDCAP

78 A young retailer’s trial by ordeal in Alberta

NEWSROUNDUP

TRENDS

PAGE 10

Castle CEO foresees big commercial growth Canadian Tire Q2 results soften by 4.6 percent Cloverdale Paint expands its industrial range

FEATURE

CELEBRATING 100 YEARS IN NOVA SCOTIA four 22 How generations of

TIMBER MART’s John Morrissey is moving on RONA dealer’s band releases song that confronts addiction

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bath fixtures

PRO CORNER

FEATURE

IKEA backs its new financing plan with tools

on the current 64 Ahotprimer looks in kitchen and

family members have embraced a town

RONA turns 85, in private hands once again How Orgill is focusing on training managers better

EMERGING STYLES IN FASHION PLUMBING

MEET THE BUYERS

CONTRACTOR FOCUSED

buyers from leading 34 Eight banners tell us what they are seeking in 2025

Ontario’s Michelle 66 How Chouinard-Kenney is

scaling the peaks of the roofing business. And how Gary Sangha FOURTH QUARTER / 2024 7 is growing Crown Building Supplies in B.C.

2024-09-24 9:1 AM

Jeffrey Ho

Home Store Owner Vancouver, BC

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EDITOR’S ME S S AGE

STEVE PAYNE, EDITOR

WHAT ARE YOU DOING THAT’S DIFFERENT? Bill Wilson, Industry Hall of Famer, once told Hardlines that new products—introduced within the past 12 months— should represent 20 percent of a good retailer’s stock

W

elcome to the second annual Products Issue of Hardlines Home Improvement Quarterly.

We were inspired to launch such an issue last year when we read through our latest reader survey and looked at the “most important content” responses.

In first place, our 11,000 retailer readers told us, was new products.

Ten years ago, in an article in these pages, we quoted Bill Wilson, former SodiscoHowden and TSC Stores executive, about the importance of innovation in your SKU offering.

Bill said that 20 percent of a good retailer’s stock should consist of new products—meaning SKUs introduced within the past 12 months.

That’s a high ratio. But if you’re not offering anything that’s different—you’re irrelevant. And irrelevant retailers get padlocked pretty fast.

www.hardlines.ca

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Think of it as another version of the 80-20 rule: where 80 percent of your wins come from 20 percent of your efforts.

New products are certainly the lifeblood of the home improvement retail industry.

Don’t take Bill’s word for it—or ours.

Take the advice of the best buyers in our industry.

Last year we decided to twin our first Products Issue with a Meet The Buyers section. We interviewed top buyers from different retail banners about what they were looking for from vendors.

Last year, seven out of 10 of our buyers mentioned innovation as the number one thing they were seeking from suppliers.

This year, six of our eight buyers mentioned innovation in first place.

As Bill Wilson asked: “What are you doing that’s different?”

“

It’s the 80-20 rule applied to your SKUs.

”

steve@hardlines.ca

Hardlines Home Improvement Quarterly

FOURTH QUARTER / 2024

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NEWSROUNDUP OF THE HOME IMPROVEMENT INDUS TRY

Visit Hardlines.ca for breaking news in the Home Improvement Industry

CASTLE PRESIDENT AND CEO SEES BIG GROWTH FOR HIS GROUP’S COMMERCIAL DEALERS

K

en Jenkins recognizes the growth opportunities for commercial dealers as Canada increases its commitment to more housing over the next five years. The president and CEO of Castle Building Centres Group recognizes that the strength of his organization still rests firmly with the group’s traditional building supply dealers. But the addition of a new member to Castle’s GSD side, Commercial Building Supply (CBS), represents a tremendous growth opportunity for that division.

That potential is underscored by the fact that the new addition, Encore Drywall Material Supplies, is owned by Doug Skrepnek. He looms large in the GSD world as the former owner of Watson Building Supplies and CEO of its thenparent group, WSB Titan.

Jenkins points out that the role of the traditional LBM dealer is changing in the big urban centres. In those major markets, commercial construction relies more and more on specialized suppliers, dealers that offer narrower assortments of products

yards and GSDs. “They are two different businesses.”

However, Jenkins sees a future for both models in parallel. “Castle remains

“

Castle remains committed to bricks-and-mortar LBM generalists, but the commercial piece allows us penetration into the large urban markets.

such as roofing, drywall, ceiling systems, and foundation products. He says there is a growing distinction between traditional

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”

committed to bricks-and-mortar LBM generalists, but the commercial piece allows us penetration into the large urban

Hardlines Home Improvement Quarterly

Ken Jenkins, president and CEO of Castle Building Centres, expects rapid growth in his buying group’s Commercial Building Supply division. markets,” he says. “There’s significant volume to be had in those larger urban markets.”

Jenkins expects the commercial industry to experience even more consolidation in the future, which means Castle is wellpositioned for growth on the CBS side as Canada ramps up for increased housing in the coming years. And the deal with Encore Drywall Material Supplies fits right into that strategy. www.hardlines.ca

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KNOWLEDGE IS POWER. Stay in the know every single week with HARDLINES. Subscribe online at Hardlines.ca

CANADIAN TIRE RESULTS SOFTENED BY PRESSURE ON URBAN CONSUMERS

C

anadian Tire Corp. reported Q2 earnings of $198.8 million, or $3.56 per diluted share, up from $99.4 million, or $1.76 per diluted share, a year earlier. Revenues fell to $4.13 billion, from $4.26 billion in the previous Q2. Comp sales declined by 4.6 percent, down 5.6 percent at the Canadian Tire banner and 0.8 percent at SportChek.

Consolidated comparable sales were down 4.6 percent. The consumer demand environment remained challenging, compounded by cold and wet weather, contributing to sales declines in all regions outside Atlantic Canada. Canadian Tire Retail (CTR) sales were down 5.5 percent and comparable sales were down 5.6 percent, compared to growth of 0.1 percent in Q2 2023. The top performers for CTR were automotive maintenance, auto parts, and toys. The retailer continues to push its private labels, with owned brands now accounting for 39 percent of product sales.

Greg Hicks, president and CEO of Canadian Tire Corp., acknowledged the pressure on Canadian consumers in a call

www.hardlines.ca

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BRIEFLY RONA ADDS INDEPENDENT IN B.C.

to analysts. However, that pressure differs by region and demographic. Customers in the country’s largest cities (Vancouver, Edmonton, Calgary, Toronto, Ottawa, and Montreal) “have tightened their belts considerably, more than most other Canadians.” Those cities, which represent about one-third of Canadian Tire’s total sales, have, said Hicks, “trailed the rest of the country by about four percent in the first half of the year.”

The company continues to make gains with its loyalty customers, those who shop online and in-store with Canadian Tire’s Triangle points card. Loyalty sales outperformed non-loyalty sales, with record penetration rates at each banner, the company reported. Incremental Triangle promotions across CTC banners and its partnership with Petro-Canada partnership were competitive differentiators.

“I’m also pleased to report that more than a quarter of a million Canadians have now linked their Petro-Points and Triangle Rewards accounts,” said Hicks.

“More importantly, these linked members spent nine percent more across our retail businesses than in Q2 of last year, demonstrating the value for everyday needs that this partnership provides.”

During the quarter, Canadian Tire continued its efforts to integrate its customers’ shopping experience through its “Better Connected” strategy. That includes more in-store technology to improve access to assortments.

And 18 Canadian Tire Retail stores were upgraded or replaced.

RONA inc. has added AMS Building Centre in British Columbia’s Haida Gwaii to its network of independent affiliates. The business has served the archipelago formerly known as the Queen Charlotte Islands for nearly 40 years and is currently owned by Mark Goetzinger. The store’s retail space totals 5,000 square feet and is complemented by a 2.5-acre lumber yard.

AD KEEPS GROWING AD reports that member sales in the first six months of 2024 increased by 7.0 percent to a record US$40.4 billion. Same-store sales increased by 4.0 percent in the U.S. and 1.0 percent in Canada. Member purchases from AD suppliers grew 4.0 percent to $10.1 billion.

FCL RECOVERS FROM CYBER INCIDENT Federated Cooperatives Ltd. announced in June that its main website, as well as local co-op websites, were offline owing to a reported cyber incident. The company experienced significant system outages which affected much of its internal and customer-facing systems, including cardlock fuel locations.

NEW BRUNSWICK HOME HARDWARE DEALER CHAIRS ABSDA At the latest annual general meeting of the Atlantic Building Supply Dealers Association, Tanya Hanson Rocca of Roblynn Home Hardware Building Centre in Oromocto, N.B., was appointed as the new chair of the board of directors. She is only the second female chairperson in the association’s history.

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FOURTH QUARTER / 2024

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NEWSROUNDUP

CLOVERDALE PAINT EXPANDS INDUSTRIAL RANGE THROUGH DISTRIBUTION AGREEMENT

BRIEFLY

RONA JOINS WITH ONLINE PAYMENT PROVIDER R A has made a deal with Affirm to manage its online payment ser ices and offer buynow-pay-later options. Affirm is a an rancisco-based payment network and a publicly-traded company founded by ay al co-founder Max e chin in . Affirm anada Holdings td. is based in Toronto.

AMAZON CAPTURES MORE HARDWARE SALES

C

loverdale Paint Inc., headquartered in Surrey, B.C., has made two announcements with regard to its industrial coatings business, one that expands its specialty coatings offerings, the other a range of appointments to support the increased industrial focus.

Cloverdale has forged an exclusive distribution agreement with Tnemec Co., a manufacturer of heavy-duty industrial coatings based out of Kansas City, Mo. Founded in 1921, Tnemec offers a full range of protective coating products, with facilities in North Kansas City, Mo.; Baltimore, Md.; Garland, Texas; and in Panama City and Hollywood, Fla., plus operations in Shanghai.

Cloverdale will have exclusive distribution rights for the western provinces, Yukon, and the Northwest Territories.

Cloverdale Paint says it’s the largest family-owned coatings company in North America. Both directly and through a Portland, Ore.-based subsidiary called Rodda Paint, Cloverdale has manufacturing plants in Surrey, B.C., Calgary, Montreal, and Winnipeg, as well as London, Oakville,

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Cloverdale Paint has manufacturing plants in Surrey, B.C., Calgary, Montreal, and Winnipeg, as well as London, Oakville, and Mississauga, Ont. and Mississauga, Ont. The company does a big business in architectural and industrial coatings and sells through 139 corporate outlets and over 250 independent dealers throughout Canada and the U.S. Pacific Northwest.

As Cloverdale expands its capability in heavy-duty industrial coatings for petrochemical, pipeline, water treatment, and water storage segments, it has added to its team to support that expansion. Norm Walline has been named industrial sales manager. Shawn Tripp and Mike Johnson will join the company’s existing industrial coatings national sales team as reps.

“We are investing in our core capabilities to serve these key industrial segments and we are pleased to bring broader solutions and expertise to our customers,” says Darrin Noble, president and COO of Cloverdale Paint. “We are excited to be working with Norm Walline and his talented team.”

Hardlines Home Improvement Quarterly

. . customers are looking beyond hardware stores for their home impro ement needs, according to market research firm Tra line. er the past years, Americans’ hardware spend on Amazon has tripled and continues to grow. almart has also benefited, to a lesser extent, from an increase in its share of re enues in the sector.

CASTLE NAMES NEW VP FINANCE cott aluzny has been appointed of finance at astle uilding entres Group. He was formerly at mperial Metal. astle said in a release that aluzny brings significant experience in finance, credit management, HR, and strategic planning. He has a omm degree from McMaster ni ersity and holds a A designation.

PRINCESS AUTO IS WILLING TO PLAY BALL rincess Auto has made a deal with the anadian ootball eague that names the hardware and automoti e retailer as the ’s official pro ider of tools and e uipment.

This partnership represents the next step for the league and rincess Auto as they come together to pro ide uni ue experiences for their biggest fans, the said in a release.

www.hardlines.ca

2024-09-21 9:0 AM

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NEWSROUNDUP RONA is counting heavily on its new RONA+ brand as it celebrates its 85th anniversary. In private hands again, thanks to its takeover by Sycamore Partners, RONA also has a new CEO.

RONA TURNS 85 YEARS OLD, IN PRIVATE HANDS ONCE AGAIN

O

n Oct. 6, RONA inc. turned 85 years old, serving some 425 corporate and affiliated stores under different banners across the country. On that date in 1939, a group of hardware stores in Quebec formed a buying group, Les Marchands en Quincaillerie ltée, which would become known as Ro-Na in later years. The name is derived from the first names of Rolland Dansereau and Napoléon Piotte, two entrepreneurs who took control of the buying entity a few years after its founding.

RONA had a multiple of business models through the years. It was a loosely organized buying entity in its formative decades—it didn’t even get incorporated until 1960. In 1962, it became a cooperative for hardware store owners. RONA added building materials to its mix in 1988 when it merged with Dismat, a Quebec-based LBM buying group. In the 1990s, when big box stores invaded Canada, RONA decided to launch its own large surface format, cutting the ribbon on its first RONA L’entrepôt in Quebec in 1994.

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In 2000, RONA broke out of Quebec on its long march to becoming a panCanadian company with its purchase of Cashway Building Centre stores in Ontario. That was followed by a year of enormous growth in 2001, when RONA acquired Revy Home and Garden and Revelstoke Home Centres, based in B.C., and Lansing Buildall, a home centre chain in Toronto. The next year, 2002, RONA— seeking to fund more acquisitions—made its first public offering, which raised $150 million in common shares. It used the proceeds to acquire rival big box operator Réno-Dépôt in Quebec in 2003. In 2004, it went public again, raising a further $130 million, which it partially used to buy Totem Building Centres, a powerful LBM chain in Alberta.

RONA was by this time operating a globally unique blend of home improvement store types—hardware stores, independent building supply stores, big boxes operated by clusters of entrepreneurs, and corporate big boxes. It also had mini-big

Hardlines Home Improvement Quarterly

boxes in the mix. “We are the specialist of the consumer, not of a particular store type,” a company official said in the middle of RONA’s expansion.

When Lowe’s Cos. of Mooresville, N.C. purchased RONA, Réno-Dépôt, and Dick’s Lumber in 2016 for US$2.3 billion, naysayers said Lowe’s would never figure out RONA’s multifaceted business model. They might have been right, because Lowe’s sold RONA’s entire Canadian operations in early 2023 to Sycamore Partners, a privateequity firm based in New York City. The price was only US$400 million in cash, a fraction of what Lowe’s paid for it seven years earlier.

A rationalization of banners has since occurred, with Réno-Dépôt’s 19 stores in Quebec set to be rebranded as RONA+ by the time of publication. RONA+ is also the brand that has replaced the former Lowe’s big boxes in Canada. The RONA+ banner is going up at some former RONA Home & Garden and RONA L’entrepôt stores as well. RONA+ offers, among other things, a value proposition.

RONA has also remade its affiliate (independent) store concept, with an all-new visual merchandising program that clearly identifies the store with its local owner.

RONA has pledged to “return to its roots” as a strong supporter of independents. It is also in private hands once again.

This past summer, RONA announced a new president and CEO, J.P. (Jean-Pierre) Towner, the former CFO who joined the firm in 2023. RONA was expected to update its independent dealers on further changes in the company at its Connexia event, strictly for affiliates, which took place in Montreal in early October. www.hardlines.ca

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NEWSROUNDUP

HOW ORGILL IS FOCUSING ON TRAINING MANAGERS BETTER Laura Freeman is executive vice-president of human resources and chief human resources officer for Orgill Inc.

BRIEFLY

UFA OPENS NEW FARM & RANCH STORE United Farmers of Alberta has opened a new UFA Farm & Ranch Supply store and cardlock. It’s located in Gasoline Alley West, just outside the city of Red Deer. This outlet replaces an existing store nearby. The new location features a 16,000-square-foot store with an expansive yard, a chem shed on site, and a three-bay drive-through warehouse.

This brings the number of Red Deer UFA cardlock locations to four.

FCL LAUNCHES VALUE RETAIL FORMAT

L

aura Freeman is executive vicepresident of human resources and chief human resources officer for Orgill Inc., the Memphis-based hardware distributor that serves independent hardware and building supply dealers worldwide, including hundreds in Canada.

The value of taking care of employees can’t simply be addressed with attitudes or platitudes. Your managers need the skills to push awareness and sensitivity down to the shop level. For Laura Freeman, that means a dedicated program of training the trainers.

“How do we help train and educate our managers? It’s interesting at Orgill, because historically someone who’s a really great employee gets to be the manager,” she says. But the sales skills or engineering skills that get those individuals to the next level don’t necessarily prepare them with the necessary people skills.

“We’re doing a pretty large effort around

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helping train our managers and our supervisors who have day-to-day contact with our employees.”

Freeman says a new initiative to train supervisors and managers is being rolled out at Orgill’s distribution centres.

Curriculum in the new program spans a range of different competencies that are important for leading teams effectively and “helping them to be successful with the workforce.” That includes an extra fullday for new hires during the onboarding process that puts the manager in a shadow role on the shop floor. The result, says Freeman, is a better connection with new hires—and increased retention.

And the program is not a one-time thing.

“You have to go back and reinforce it,” she stresses. Yes, it takes some additional time, but it doesn’t really add costs because the return on that investment of spending a bit more time with new managers over the first 90 days has increased retention.

Hardlines Home Improvement Quarterly

Federated Co-operatives Limited (FCL) has joined the ranks of retailers opening value-based storefronts across Canada.

In partnership with Otter Co-op, FCL opened the inaugural Co-op Essentials store in Surrey, B.C., in June. The grocery outlet features Co-op branded products and everyday staples. Compared to conventional Co-op stores, Essentials will have a smaller footprint.

CANADIAN TIRE NEARS PRIVATE-LABEL TARGET Canadian Tire Corp. continues to push its private-label offerings as an integral part of its growth strategy. Owned brands currently account for 39 percent of product sales, closing in on the target of 43 percent, which the retailer aims to reach by year’s end. “Our merchant teams continue to adapt to a cautious discretionary demand environment,” CEO and president Greg Hicks said. “This is why we are leaning into essentials through our privileged owned-brand capabilities and key businesses like auto service.”

www.hardlines.ca

2024-09-21 9:0 AM

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HOME’S 60 ANNIVERSARY TH

A legacy to be proud of

“Our vision is for Home to be Canada’s most trusted and preferred home improvement experience.”

—Kevin Macnab, President and CEO of Home Hardware Stores Ltd

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For 60 years, Home dealers have been participating equally in our success without the influence of external shareholders. Now, as we approach 1,100 Home stores across Canada, our formula has never changed: Put the dealerowners first in everything we do.

“Our vision is for Home to be Canada’s most trusted and preferred home improvement experience,”

said Kevin Macnab, President and CEO of Home Hardware Stores Ltd. “And our mission is to serve communities through our strong independent dealer network, by providing superior home improvement experiences with

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helpful advice, competitive prices, and quality products.”

“Our strength is that our dealerowners maintain their independent businesses while being backed by a trusted Canadian brand,” said Dale MacPherson, Senior Director of Store Operations and Business Development. “This includes maximizing combined buying power for the LBM and hardlines product assortment, rebates through national vendor programs, a national marketing strategy, and dedicated team members at the Dealer Support Centres. All designed to help dealer-owners succeed.”

Walter J. Hachborn Founder

“Over our first 60 years, we have constantly adapted to meet the needs of our dealer-owners and their customers. As our founder, Walter J. Hachborn, said: ‘The road to success is always under construction.’ Now we are entering an era of evolving technology and shifts in consumer behaviour. Rest assured, our dealer-owners will remain our priority however the industry changes.”

100% COMMITTED TO OUR DEALER-OWNERS “As Home Hardware dealers, we enjoy the culture and the freedom to be the entrepreneurs we want to be. Home was founded on the idea that we are stronger together and that is as true today as it was in 1964. Home Hardware is synonymous with community, reliability, knowledge and trust.

What more can we ask for to prove to our customers that we’re here for them?”

—Tyler and Deanna Nowochin, Nowco Home Hardware and Rimbey Home Hardware, Alberta

“Being a Home dealer means being part of a group of passionate entrepreneurs who are committed to enhancing the communities they serve. For 60 years and counting, Home Hardware Stores Limited has supported dealers by granting us access to a wide variety of warehouse and LBM products at a competitive price, which gives us the flexibility to adapt to our respective markets. Home Hardware Stores Limited understands that its success is directly correlated with the success of every independent dealer across the country. We all play a key role.”

—Marc-Olivier Lane, Les Entreprises Nova Inc., Québec

“Our family has been a part of Home Hardware since 1971. As third generation dealers, we’re proud to continue our family’s legacy of providing friendly, helpful service to our community. The retail home improvement business is challenging and always evolving. Home’s systems allow us to efficiently optimize our assortment, keep our shelves full, and keep customers coming in the door, so that we can spend our time on our customers, our employees, and the growth of our stores. We feel very lucky to be a part of this winning team.”

—Joe and Jim Proudfoot, Proudfoots Home Hardware Building Centre, Nova Scotia

JOIN A COMPLETELY DEALEROWNED COMPANY TODAY. HomeHardware-DPS-60th-Advertorial.indd 19

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NEWSROUNDUP

IKEA BACKS ITS NEW FINANCING PLAN WITH FINANCIAL SKILLS TOOLS

I

t’s one thing for a retailer to tout its affordability for customers.

And offering financing terms can be a useful tool to support that stance. But how about providing financial literacy to help consumers manage the money they’re investing in your products?

That’s exactly what IKEA Canada is doing. Financial services are now available in IKEA Canada stores nationally. In keeping with the company’s desire to make life more affordable for Canadians, IKEA Canada is partnering with Royal Bank of Canada to launch purchase financing to its customers called “PayPlan by RBC.” This pay-over-time program gives instore customers access to financing with no hidden fees, says the retailer. It’s now available at IKEA stores across the country, with additional plans for online customers to be able to access PayPlan by RBC purchase-financing starting by time of publication. It offers customers flexible payment options at rates ranging from no interest to 9.99 percent.

Canadian residents over the age of majority in their province of residence are eligible to apply for a PayPlan by RBC instalment loan and will receive an

“

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But it’s not stopping there. The company is committed to supporting the finan-

A anada has integrated financial literacy tools and training a ailable through the McGill ersonal inance ssentials course for workers across the organization.

immediate decision following a soft credit bureau inquiry that doesn’t affect their credit score.

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In keeping with the company’s desire to make life more affordable for Canadians, IKEA Canada is collaborating with Royal Bank of Canada to launch purchase fin ncing o i s cus o ers c lle “PayPlan by RBC.”

”

cial wellbeing of both its workers and customers. In support of the development and launch of IKEA Financial Services, IKEA

Hardlines Home Improvement Quarterly

Canada has integrated financial literacy tools and training available through the McGill Personal Finance Essentials course for workers across the organization.

It’s a free online course and features segments that include an introduction to personal finance, tips on budgeting and saving, and how to understand debt and how to borrow money. There are also segments on investing in and understanding real estate. And the McGill course even includes a bonus module on cryptocurrencies. www.hardlines.ca

2024-09-21 9:0 AM

TIMBER MART’S JOHN MORRISSEY IS MOVING ON—LEAVING A POWERFUL LEGACY

T

IMBER MART has announced some changes in its executive ranks. John Morrissey, long-time stalwart of the LBM scene in Atlantic Canada, will leave his post as vice-president of TIMBER MART by the middle of next year. He plans to engage in residential development opportunities with family members in the Halifax area.

Long-time TIMBER MART distribution executive Jeff Campbell, formerly director of operations, was named vice-president of distribution at the group, in Morrissey’s stead, on July 15.

Morrissey has worked in the LBM industry for 42 years, commencing work at Dartmouth Building Supplies, in Nova Scotia, in 1982. In 2005, as president and COO of Award Group, he merged that (then) Atlantic buying group with TIMBER MART and Homecare Building Centres, an LBM buying group in Ontario, to form a national organization.

“He’s been an absolutely excellent part

RONA DEALER’S BAND RELEASES SONG THAT CONFRONTS YOUTH ADDICTION Rob Faries was driving down the road one afternoon when he saw a young woman he recognized at the side of the road. She was dancing, twirling around in circles. “She was carefree. She didn’t care,” says Faries. But she moved in such a way that he knew she was under the influence of drugs.

Faries is a RONA dealer and a member of Cree First Nation. He has two stores in www.hardlines.ca

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John Morrissey, long-time stalwart of the LBM scene in Atlantic Canada, will leave his post as vice-president of TIMBER MART by the middle of next year. of the team,” Bernie Owens, president and CEO of TIMBER MART, told Hardlines.

“His decisions are based on what’s best for

northern Ontario, one in Moosonee and another in nearby Moose Factory, on the edge of James Bay. But he’s also the front man for a rock and roll band called the Relic Kings.

The memory of that young person on the road stayed with him. Lead guitarist Michael Archibald of Taykdwa Tagamou Nation in Cochrane, Ont., had lost his own son to an overdose during Covid. This tragedy became the inspiration for a song, “Hey Good Night,” worked up by the band one evening. “To me, it’s just very powerful coming from my bandmate’s perspective,” Faries says.

The result is an ode to the grief that so many people experience who have loved ones that

the dealer. He’s always thinking about the dealer, about what’s best for our member shareholders.”

Asked what has changed the most about the building supply industry in his more than four decades in it, Morrissey said technology.

“And Bernie’s put us in a good position with it, in terms of cybersecurity. It wasn’t even a thing about 10 to 15 years ago— and now you’ve got to be watching every transaction you do.

“But I do think that, from a base perspective, it’s still a person-to-person business. Our industry is still based on personal relationships—more than other industries. That hasn’t changed. That’s still the most important part.”

“I am very grateful to the industry, and to the dealers and the suppliers, for the partnerships we’ve gained. Quite honestly, most of my best friends in the world are dealers—and people that I’ve worked with.

So, I feel most grateful for that.”

Relic Kings is a rock and roll band fronted by RONA dealer Rob Faries, who is a member of Cree First Nation. are victims of addiction, or worse, have lost a child to mental illness. But it’s also a hopeful song—and just plain good rock and roll.

Hardlines Home Improvement Quarterly

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100 TH ANNIVERSARY

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SIX DEGREES OF SEPARATION

BY GEOFF McLARNEY

Wilson’s Home Hardware Building Centre has existed for a century, under four generations of family ownership. Almost every family in Barrington Passage, N.S., counts one or more current or former employees among its number. Dealer-owner Mike Wilson tells Hardlines how the business has nurtured its community roots.

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Hardlines Home Improvement Quarterly

www.hardlines.ca

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n its century of existence, Wilson’s Home Hardware Building Centre in Barrington Passage, N.S., has been a general store, a grocery store, and a hardware store. In 1967, it became one of the first crop of stores east of Ontario to join the Home Hardware banner. Four generations of the Wilson family have presided over its growth. Today the Wilson Group comprises five businesses under Home’s brands.

Patriarch Fred Wilson purchased the original store in 1924 and ran it until his sudden death 20 years later. Fred’s 19-year-old son, Walter “Buzz” Wilson, was left to take up the reins. It was Buzz who brought the business under the Home Hardware umbrella shortly after the banner’s founding in 1964. He also oversaw its expansion, buying up neighbouring stores.

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In 1988, Buzz passed the torch to his eldest son, David, who transitioned the business from general retail to an LBM specialist. It was under his watch that Wilson’s adopted the Home Hardware Building Centre banner. David’s son Mike joined in 2008 and has been at the helm since 2013.

“That history is not something I take lightly,” Mike Wilson reflects. “I know that I stand on the shoulders of giants.”

“When you watch your grandfather and your father lead a business and contribute to building a community, you learn that there’s something very special about smalltown family hospitality that’s delivered in a very professional way,” he told CTV News.

This past June, the Barrington Passage store held a three-day centennial celebration. Buzz’s widow, Ruth Wilson, was among the family and friends who gathered for the festivities, which featured a drone light show and a threetiered cake bearing a photo of the original store.

Buzz’s tenure was particularly transformative for the business. In addition to joining Home, he also reimagined the store’s retail space. With the postwar economic boom and the construction of a causeway linking nearby Cape Sable Island to the mainland, he took the opportunity to grow the business. A new storefront opened in 1952. By 1960, he was presiding over eight departments, with the highest demand in grocery. In 1962, he opened the area’s first modern supermarket, in partnership with IGA. Upstairs, he sold clothing, dry goods, and gifts.

Buzz’s expansion efforts culminated in a partnership with Foodland, which had recently been purchased by Sobeys, to construct a new shopping complex in Barrington Passage.

Buzz thus consolidated what had been a warren of six buildings housing eight departments into a single site. Construction on the shopping centre began in 1984, and the new Wilson’s location was opened in the fall of 1985. The flagship store still incorporates the site where the original Fred I. Wilson general store first opened a century ago: today it serves as Mike’s office.

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Hardlines Home Improvement Quarterly

Fred Wilson opened the business as a general store in 1924. Fred passed away suddenly 20 years later.

Walter “Buzz” Wilson, Fred’s son, was only 19 when he was called to succeed his father.

In 2023, David and Mike Wilson celebrated the store winning the Walter J. Hachborn Store of the Year, for the second time. www.hardlines.ca

2024-09-21 9:24 AM

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BUZZ’S DIFFICULT DECISION

In 1987, Buzz sold Wilson’s IGA grocery business to Sobeys, a decision he considered the most difficult in his life, folding the proceeds into a store expansion.

Sobeys then owned and operated about half of the new and enlarged space, with Wilson’s using the remainder to focus on home improvement under David’s new leadership.

Wilson’s bought out the rest of the building in 2000 and moved its V&S department store into what had been the Sobeys space.

It divested from the V&S as well in 2007, converting the entire 45,000-square-foot building into a full-service Home Hardware Building Centre.

Since Mike took over from his father David, the LBM side of the business has grown further with the expansion of the lumberyard and the construction of a new warehouse.

The business nevertheless continued to honour its “general store” origins by offering a number of categories unusual for its format but useful to a rural community, such as flowers, electronics, a heating department, and even trophy engraving services.

In the fall of 2023, Home Hardware Stores Ltd. honoured Wilson’s Home Hardware Building Centre with its Walter J. Hachborn Store of the Year award for the second time (it previously won in 2005). At the same time, it was recognized as the Best Home Hardware Building Centre in the Atlantic region. Mike Wilson himself was named

“

A lot of the innovation in the Wilson’s story was forged by “Buzz” Wilson. For example, his partnership with IGA. the store and its staff. “We often know them by name,” Mike says, even “if they aren’t already friends or family.”

Mike likes to say you can’t separate Barrington Passage from the flagship store.

Most locals have either worked there at some point or have someone in their family who has. Wilson’s boasts stores in Sydney (on Cape Breton Island) and Digby.

At the beginning of 2022, it welcomed two new stores into the fold. Liverpool Home Hardware & Furniture serves the South Shore community of the same name.

Brady Home Building Centre is located in Brooklyn, N.S. The following year, the business expanded to Del’s Home Hardware in West Pubnico.

Since 2018, the store has been selling online, a segment of the market that the

History is not something I take lightly. I know that I stand on the shoulders of giants.

Young Retailer of the Year in 2018 at the National Home Show in Las Vegas.

As in any small Maritime town, a web of personal relationships criss-crosses the community. Customers at Wilson’s are often only a degree or two removed from

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”

home improvement industry is still slow to embrace. It takes advantage of Home Hardware Stores Ltd.’s integrated e-commerce platform. It also supports its sales through technology in other ways, such as an Acceo-designed POS system.

Hardlines Home Improvement Quarterly

TECHNOLOGY

The team is always on the lookout for new opportunities to benefit from technology. Wilson’s has a strong social media presence on Facebook, Instagram, and TikTok. In June 2022 the store underwent an upgrade that included the installation of digital signage and kiosks. These interactive features allow customers to check on current promotions and get help navigating the store.

The business also benefits from Home Hardware Stores Ltd.’s own e-commerce platform. It’s fully integrated with the store’s own inventory management and POS software, allowing customers to check in-store availability online and choose in-store pick-up or home delivery. www.hardlines.ca

2024-09-21 9:24 AM

II I

R E E.C H R E E.CA II - H A C C

More More and and more more Canadian-made, Canadian-made, quality products are quality products are accredited accredited to to bear bear the the Well Well Made Made Here Here logo logo The raison d’être of our federally The d’être federally The raison raisonnon-profit d’être of of our our federally is to chartered organization chartered non-profit organization chartered non-profit organization is to to encourage the purchase of qualityis encourage the purchase of quality encourage the purchase of quality building materials and other items building materials and other building materials and other items manufactured in Canada and items intended manufactured in Canada and manufactured in Canada and intended intended for the residential market. for the residential market. for the residential market.

Our vision is to strengthen the value Our vision is strengthen Our vision is to to manufacturers, strengthen the the value value chain between chain between manufacturers, chain between manufacturers, banners, and their network of banners, and their network banners, their network of hardwareand stores and home of hardware stores and home hardware stores and home improvement centers to better serve improvement centers to better improvement centers tocontractors. better serve serve consumers and building consumers and building contractors. consumers and building contractors.

AQMAT-HHIQ4Q2024.indd 27

De De plus plus en en plus plus de de produits produits de de qualité, qualité, fabriqués au Canada, fabriqués au Canada, deviennent deviennent accrédités accrédités avec avec le le logo logo Bien Bien fait fait ici ici La raison d’être de notre organisation à La d’être notre à La raison d’être de de notre organisation organisation à butraison non lucratif, constituée sous charte but non lucratif, constituée sous charte but non lucratif, constituée sous charte fédérale, est d’encourager l’achat de fédérale, est d’encourager l’achat fédérale,de est d’encourager de matériaux construction de l’achat qualité de et matériaux de construction de qualité et matériaux de construction de Canada qualité et et d’autres articles fabriqués au d’autres articles fabriqués au Canada et d’autres destinés articles fabriqués aurésidentiel.

Canada et au marché destinés au marché résidentiel. destinés au marché résidentiel.

Notre vision est de renforcer la chaîne Notre vision est de la Notrede vision estentre de renforcer renforcer la chaîne chaîne valeur les fabricants, les de valeur entre les fabricants, de valeur entre les fabricants, les bannières et leur réseaules de bannières et leur réseau bannières et leur réseau de de quincailleries et centres de rénovation quincailleries et centres de rénovation quincailleries et centres de rénovation pour mieux servir les consommateurs pour mieux servir les consommateurs pour mieux servir les en consommateurs et les entrepreneurs construction. et les entrepreneurs en et les entrepreneurs en construction. construction.

2024-09-21 10:0 AM

100 TH ANNIVERSARY

F LE Although the face of the business has changed many times in its 100 years, the modern complex is still on the same site.

departments, energy efficiency upgrades, and new inventory management technology. As a result of the refresh, the store was left with wider aisles and brighter lighting. At the same time, its Home Furniture department was updated.

But even as the business has looked inward to find ways to improve its offering, it has also maintained an outward focus on the community it serves. It’s a commonplace to describe small businesses as fixtures in the towns in which they operate, but in the case of Wilson’s it may actually be an understatement.

Offline, the store hosts a farmers’ market on Saturdays, which allows it both to promote itself and to showcase other local businesses. The store’s sales typically spike on these days, as it benefits from heavy foot traffic including locals who wouldn’t normally visit it in person.

It also hosts regular DIY workshops to help customers gain product knowledge in a communal setting. Ahead of last Mother’s Day, for instance, staff visited a local school to teach flower arrangement techniques to children.

As in any retail setting, a top-notch staff is indispensable. Wilson’s pushes hard on

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training and retention from the moment team members come on board. Job shadowing and one-on-one coaching are standard features of the formation of new employees.

In return, full-time team members get group health insurance, RRSP matching, five personal paid days off each year as well as a day off for their birthdays. The order of the day when it comes to retention is the “three Rs”: Respect, Recognition, and Reward.

In 2020, the store began to undergo a comprehensive remodeling process to improve the customer experience. The new store layout included expansions to key

Hardlines Home Improvement Quarterly

SUPPORTING THE COMMUNITY

Its delivery team carries out a weekly pickup from Second Harvest which it dispatches to a local food bank. It sponsors a toy drive and a Salvation Army Giving Tree every holiday season and a fundraiser for men’s mental health every November. It has also sponsored a lobster fishing challenge and highlighted a series of “All Stars” – young local athletes who were featured on the store’s social media and presented with prize packs.

The store is also prominent in the annual cycle of community events. Barrington Passage is known as Canada’s lobster capital: to mark the 150th anniversary of Confederation in 2017, Wilson’s sponsored www.hardlines.ca

2024-09-21 9:24 AM

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100 TH ANNIVERSARY

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The 100th anniversary was an opportunity for Mike Wilson and his family to celebrate. Below, a cake featured a pic of the general store from 1924. Wilson’s pylon celebrated the Store of the Year award. an entry in a series of lobster-themed sculptures by local artists.

The Nova Scotia Marathon takes place every year in Barrington Passage, and Wilson’s is involved in hosting. It participates in the local Christmas parade every winter and sponsors a minor league hockey tournament each year as well as assisting with travel and uniform costs for young players.

Every January, Wilson’s hosts a series of four baseball tournaments for high school students in the area. In the summer, it sponsors two girls’ softball teams. Every year, several youth whose families would not otherwise have the means to enroll them in sport programs received assistance from the business to allow them to participate.

In addition, in memory of Walter “Buzz” Wilson, a $1,500 bursary is presented each year to encourage training in trades and technical subjects.

In as wil fires tore through o a cotia ilson s set up a crack tea to assist those who ha lost their ho es to the estruction WILDFIRES

In 2023, as wildfires tore through Nova Scotia, Wilson’s set up a crack team to assist those who had lost their homes to the destruction. As locals began rebuilding their homes, they could turn to Wilson’s for personalized support. From assistance with selecting materials providing design services and liaising with contractors, the business accompanied homeowners through the process of recovery.

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At the same time, the business offered discounts and payment plans on essential building supplies. The team rallied to meet the circumstances, working overtime and beyond their usual assigned duties to assist in the recovery efforts and offering both technical and emotional support.

The store partnered with Paper Excellence and the Canadian Red Cross to maximize its impact.

Hardlines Home Improvement Quarterly

For a business that’s been inextricably linked with Barrington Passage for decades, the response was a no-brainer, and the success of Wilson’s remains tied to the needs of the community it serves. As Mike Wilson puts it, he and his team are propelled by their “commitment, passion, and a drive to do better every day.”

“We can’t wait to see what the future holds.” www.hardlines.ca

2024-09-21 9:2 AM

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P R O D U C T S

F LE

MEET THE BUYERS

BY THE EDITORS OF HARDLINES

WHAT’S HOT FOR 2025

AND SEE

18 pages featuring meet-and-greets with some of our industry’s top merchants. Plus 25 products for 2025 curated by Hardlines from selected vendors

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Hardlines Home Improvement Quarterly

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P R O D U C T S

Randy Martin

VICE-PRESIDENT OF PROCUREMENT

TIMBER MART, Calgary, Alta.

Over 40 years in the industry, Randy Martin, vice-president of procurement at TIMBER MART, has developed a keen understanding of the value of building vendor relationships.

F LE He has developed effective strategies to manage those relationships corporately and on behalf of member shareholders.

“I like to use the analogy that we work in a very consultative triangle with each of our stakeholders: TIMBER MART corporate staff, vendors, and our members,” he said.

Martin’s career in home improvement retail began in 1982 when he joined the team at Schurman Building Supplies in Summerside, P.E.I., before transitioning to the role of buyer for Totem Building Supplies, based in Calgary.

“I started at Totem Building Supplies as a distribution centre manager and moved to a buyer position in 1984,” Martin said. I left Totem in 1995 to join Home Depot as a merchant/buyer.” In 2000 he joined the TIMBER MART buying team as a buyer and then was promoted to vice-president of procurement in 2006.

Martin prides himself on the vendor relationships he has built over the years. His role includes finding vendors that offer current

and relevant products that are in demand by dealers’ customers, whether they’re DIYers, contractors, residential builders, commercial builders, or RTM housing builders.

“Our vendor partners, and we have over 450 of them, are national and regional to ensure we meet our dealers’ and their customers’ needs across the country,” he said. “We focus on leveraging our dealers’ volumes to keep them competitive in all categories, and rely heavily on our vendor relationships to achieve that. We need to have vendor partners that not only keep us competitive but can successfully supply our dealers with on-time deliveries and 100 percent fill rates.”

He added, TIMBER MART wants vendors to be innovative with product offerings and logistics that allow the group’s dealers to maximize their potential for sales, profits, and inventory turns.

“We are committed to working for our dealers through all that we do, both nationally and regionally. That is our mindset every

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Hardlines Home Improvement Quarterly

www.hardlines.ca

2024-09-21 9:20 AM

day—and we apply that approach to how we manage our vendor relationships,” he said.

This has allowed TIMBER MART to bring innovative products to the table as building codes and contractor needs evolve.

He said the group’s vendor partners are key to keeping program offerings current and relevant to the dealers.

Martin said his team regularly visits and consults with dealers and vendors on vendor programs and products offered.

He said the company also hosts numerous events and regional meetings that enhance networking opportunities and provide feedback from dealers.

“Our management team from our president and CEO down to our finance, marketing, and procurement teams are very accessible to our dealers and, in turn, they provide us with valuable feedback on products and categories as well,” he said.

Martin said the industry is in a very good position for continued growth as Canada’s immigration policies remain open, creating

a continued and strong demand for both single- and multi-unit housing in Canada.

Furthermore, he believes this will spark many trends over the next year.

“I think we will continue to see strong renovation demand by homeowners that want to enhance both their indoor and outdoor living areas. A large part of this is

“

On a personal note, Martin said he believes his experience of living across Canada has helped influence him personally and professionally. With the support of his wife, Kathy, whom he has been married to for 40 years, his adult children, and cherished dog, Martin said he has been able to build strong ties to the industry.

Our vendor partners, and we have over 450 of them, are national and regional to ensure we meet our dealers’ and their customers’ needs across the country.

driven by the various renovation shows that are currently on TV,” he said. “Also, design trends, colours, quality, and innovations are driving consumer demand. Lastly, as building and energy codes evolve, it creates higher sales volumes for products going into new home construction.”

”

“This industry has become deeply entrenched in my life both professionally and personally as it’s where I’ve spent most of my career. One of my favourite hobbies is woodworking and creating art with wood and my bare hands,” he said.

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www.hardlines.ca

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P R O D U C T S

F LE How and when did you get into your current role?

I began my career with Orgill in 2018 as an associate buyer for the outdoor living category. I moved into a replenishment role within the paint department in March of 2020, and purchased both paint and sundries throughout the pandemic. Navigating the supply shortages and unprecedented demand during those years prepared me to take on a larger role within this category.

What are some criteria for a successful vendor relationship?

Matthew McDowell

SENIOR CATEGORY MANAGER, PAINT PRODUCTS

Orgill Inc., Collierville, Tenn.

Orgill buyers strive to create strategic partnerships with vendors that are equally committed to working towards the goal of helping our customers be successful.

We expect our vendor partners to provide

industry-leading knowledge and to ensure that Orgill and its dealers remain at the forefront of industry innovation within the hardware channel. We encourage vendors to promote heavily, and in a customercentric manner that allows for special buying opportunities. Our most successful vendor partners are those who align with our promotional retail strategies.

What are you looking for when it comes to new vendors or products?

Above all else, Orgill strives to help our customers go to market competitively and stay one step ahead of industry trends. Our customer base represents the independent market, and Orgill can assist those independent retailers by providing nationally recognized brands and products that keep them

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Hardlines Home Improvement Quarterly

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P R O D U C T S

F LE

relevant within their respective markets.

While we provide foundational hardware essentials, we also want to push vendors for contemporary, leading-edge products that set our customers apart from other retailers.

We also want to remain cognizant of product quality, so even when catering to the most cost-conscious end user, we prioritize products that can help our dealers maintain reputability and reliability.

and bring their specific needs directly to the attention of the Orgill buying department.

How do your Orgill members inform you of their needs re: products?

Orgill’s sales force is our greatest asset in understanding each customer’s opportunities and how they’re positioned in the marketplace. Our customers, in tandem with their sales representatives, can explore any perceived gaps in Orgill’s assortment

What are a couple of trends you’d like to share in your category?

We see an increasing number of shoppers who are concerned about the impact of paint products in their homes. Sustainability has become a major factor in this category, resulting in increasingly stringent regulations regarding volatile organic compounds.

VOCs can negatively impact air quality as well as human wellbeing. Demand has shifted toward alternative and low-VOC products, and we anticipate this will continue throughout the category for the foreseeable future.

Additionally, with global temperatures on the rise, we see suppliers focusing on exterior coatings that offer additional resistance to

heat and UV radiation. These attributes will not only enhance the longevity of the product in the face of climate concerns, but will also provide more durability and perceived quality to the end user. This additional selling point is very important, given current economic conditions.

Can you tell us a bit about you as a person outside of work?

As an avid Atlanta Braves fan, my life revolves around the Major League Baseball calendar. When the Braves have a rare day off, you can find me on a golf course searching for a lost ball. During the off-season, I enjoy teaching my four nieces and nephews to love baseball so that they can grow up to be the best fans they can be.

—Rebecca Dumais

New connected electric water heater puts customers in charge The new GSW Connected Electric Water Heater puts customers in charge with Wi-Fi connectivity. Using the free app, homeowners can check hot water availability, change water temperature, and even set daily hot water schedules. With water heating representing up to 20 percent of home energy costs, customers will appreciate the ability to manage energy usage by inputting time-of-day usage rates. lus, dry-fire protection and water leak alerts provide added peace of mind. www.hotwatercanada.ca

Wi-Fi connectivity for new heat pump water heater The new GSW Connected Heat Pump Water Heater adds the convenience of i- i connecti ity to its energy sa ing benefits. n addition to being up to four times more efficient than a standard electric water heater of a similar size, this new “connected” model allows customers to check hot water availability, change water temperature, set daily hot water schedules, and better manage energy usage by inputting time-of-day usage rates—all using its free app. Plus, dry-fire protection and water leak alerts pro ide added peace of mind. www.hotwatercanada.ca

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Hardlines Home Improvement Quarterly

www.hardlines.ca

2024-09-21 9:20 AM

RSVP RSVP FOR FOR NHS! NHS! March March 18-20, 18-20, 2025 2025 RSVP FOR RSVP NHS! FOR NH

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The The ONLY ONLY Industry Industry Event Event That That Unites Unites The The Entire Entire Home Home Improvement Improvement Community Community The ONLY The Industry ONLY Industry Event That Event Unites That Unites The Th Entire Home Entire Improvement Home Improvement Community Community Whether Whether you’re you’re looking looking to connect to connect with with customers customers andand peers, peers, discover discover the the

latest latest trends trends in the in the home home improvement improvement industry, industry, or explore or explore the the newest newest Whether you’re Whether looking you’re to connect lookingwith to connect customers withand customers peers, discover and peers, thediscover t products products andand innovations innovations – your – your experience experience at NHS at NHS willwill provide provide youyou with with latest trendslatest in the trends homeinimprovement the home improvement industry, or industry, explore the or explore newest the new the the tools tools to grow to grow your your business. business.

JoinJoin us for us an forevent an event focused focused on celebrating on celebrating products and products innovations and innovations – your experience – your at experience NHS will provide at NHS will you provide with you w innovation, innovation, deepening deepening industry industry connections connections andand growing growing our our global global the tools to grow the tools yourto business. grow your Join business. us for anJoin event us focused for an event on celebrating focused on celebrati community. community. innovation, innovation, deepening deepening industry connections industry connections and growing and ourgrowing global our glo community. community.

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P R O D U C T S

F LE How and when did you get into your current role at The Home Depot Canada?

Mark Beaty

REGIONAL MERCHANT, LIVE GOODS

The Home Depot Canada, Toronto, Ont.

customer focus are the most important aspects of a strong and healthy partnership.

I moved into the live goods/garden category merchant role in the summer of 2012 and was promoted to senior merchant for garden in 2019. In 2012, I was working in a regional merchandising role in Calgary when an opportunity arose to expand the live goods category into a regional role. This included overseeing two merchants—east live goods and west live goods—along with other garden categories.

What are you looking for in new products?

What are some criteria for a successful vendor relationship with The Home Depot Canada?

What are you excited about for this fall and 2025?

Open communication, collaboration, and

I generally have my eye on new, interesting, and innovative products, in addition to ecofriendly and sustainable garden items.

How do your stores inform you of eir esires for s ecific ro uc s I work closely with all my partners annually to stay informed and also connect with customers when in-store to understand their needs and wants.

For fall 2024, I am excited about an expanded selection of indoor plants heading into our

Clip and screw system for interlocking stone usion tone’s new ay tone profile introduces a uni ue, maintenance-free, multi-dimensional texture that adds depth and character to any surface.

A ailable in two colours, arrow and ortage, this profile seamlessly interlocks to create a strong, durable bond without the need for mortar or grout. The earthy tones of arrow and the elegant greys of ortage make ay tone ersatile for both interior and exterior applications. eatures an easy-to-install patented clip and screw system. www.domanbm.com

Panels offer modern siding options The new hadow ollection from ight Trim pro ides a sleek and faster installation for fibre cement panels. The contours of the panels are isible by a light shading while offering a more co erage of panels edges. Designed for -inch to -inch panels, it ensures proper water flow while maintaining a discreet appearance with only a -inch isible shadow. ptions include horizontal, ertical, and corner trims. The hadow ollection is ersatile and easy to install on your modern siding pro ects. www.domanbm.com

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Hardlines Home Improvement Quarterly

www.hardlines.ca

2024-09-21 9:20 AM

How and when did you get into your current role at BMR?

stores this fall. The new selection of variegated plants will have customers using them as centerpieces within their homes.

I’ve been in this industry for 12 years.

I switched to BMR in 2016 as a category assistant. I was then promoted to category manager.

Tell us about trends that are you seeing in new products.

They include sustainable gardening, plants with a purpose, and eco-friendly materials.

We are going beyond plants to include garden structures and garden décor.

What are some criteria for a successful vendor relationship with BMR?

Can you tell us something about you, outside of work?

I am a music lover, enjoying everything from jazz to alternative rock and everything in between. I grew up surrounded by music and always have it playing whenever I get the chance.

—Steve Payne

Marc-André Delorme

SENIOR CATEGORY MANAGER

BMR, Boucherville, Que.

Teamwork and good communication are important. The conversation cannot be a one-sided thing, you have to work towards some goal. I want to work with vendors who know the market. When they propose a new SKU, I want to know if it’s going to work for BMR. You have to reach out to the stores frequently to know they are satisfied.

Classic farmhouse aesthetic for home exteriors Maibec an xel’s new oard and atten profile offers a modern take on the classic farmhouse aesthetic. This profile features ertical lines that enhance the architectural appeal of any home, pro iding a stylish and durable siding option. asy to install, low maintenance and engineered for longe ity, it boasts a high-density fibre construction that resists fading, cracking, and peeling. A ailable in six solid colours. www.domanbm.com

Seamless solid exterior wood siding atural lements ltra ight Trimboard offers a ersatile and durable solution for exterior trim applications. Made from solid wood, it’s lightweight, easy-tohandle, and easy to install. t’s naturally resistant to rot, decay, and insects, ensuring long-lasting performance. The trimboard is also finger- ointed and kiln-dried to resist warping, cracking, and splitting. A ailable in a ariety of painted finishes, including black, white, and colours to match Maibec an xel siding. Also a ailable a one-piece corner option for easy installation. www.domanbm.com www.hardlines.ca

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Hardlines Home Improvement Quarterly

FOURTH QUARTER / 2024

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P R O D U C T S What are you looking for in new products?

I’m always going to look for the biggest deal to provide to customers. I’m always on the lookout for new products. You want to make customers want a product and differentiate our stores from our competitors.

How do your dealers inform you of eir esires for s ecific ro uc s

F LE

“

Our customers expect quality and service.

Staying ahead of trends is challenging and we work together. BMR is a big family and our blood is green. We are working for and with BMR, and no one is working alone.

”

We are on the lookout for products at trade shows. This is a great place to discuss new products. We also have 280 to 300 stores, including corporate stores, and we are always checking in with our dealers.

Milwaukee. In 2025, we are expecting to make these brands bigger and continue this trend.

we work together. BMR is a big family and our blood is green. We are working for and with BMR, and no one is working alone.

Are there branded products that you are especially excited about for this fall/2025?

Please tell us about some trends that you are seeing in new products?

Can you tell us something about you as a person, outside of work?

Cordless units are a big trend for convenience factors. Contractors use dozens of battery units and are always changing them.

Our customers expect quality and service.

Staying ahead of trends is challenging and

I work out and have started taking boxing classes. I enjoy spending time with my family and friends. I like keeping my mind healthy.

—Sarah McGoldrick

We introduced several new lines last year including expanding DeWalt, Makita and

Realistic-looking composite decking TimberTech composite decking offers the look of real wood with long-lasting eco-friendly durability. Made from up to 85 percent recycled waste and scrap material, this low maintenance decking is a ailable in o er finish options across nine collections. Choose from realistic wood grains, textures, and colours, and multi-width options. Its proprietary polymer cap locks out moisture and ensures colour retention.

Engineered for durability and comes with either a 25-year fade & stain or lifetime warranty, depending on the collection. www.domanbm.com

Stand up to the elements As Canada’s weather gets more extreme due to climate change, the need for energyefficient products that can stand up to the elements is greater than e er. The inno ati e JWC8500 series windows are meticulously engineered leading the way in energy efficiency with the inyl window, meeting anada’s aspirational energy efficiency window target, exceeding performance in all regions of anada. www.jeldwen.com

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Hardlines Home Improvement Quarterly

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Putting our members first in everything we do.

“ Hear about our story at

1.800.665.9209

Being a part of Sexton Group has significantly elevated our business. Even though they have over 450 members across Canada, we always feel heard and valued as if we are part of the Sexton family. Their powerful network of members across the country has been invaluable, providing us with insights and connections that have helped us expand our business. The seminars and meetings they offer are incredibly beneficial, keeping us informed and ahead in a tough market. Sexton also excels at connecting suppliers with members, ensuring we have access to the best products at the most competitive prices. We couldn’t be more pleased with our partnership!”

—Markus Lange, EG Penner Building Centre

Learn about our story at

sextongroup.com

Our Promise to You: Our strength as a buying group is built on four major advantages: We’re a dedicated team of industry professionals focused on your success.

We negotiate competitive programs and leverage our strong relationships with vendors to resolve any issues quickly for you. We have a first-class accounting team that promptly delivers accurate rebate payments as promised.

Driven by our members’ success.

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P R O D U C T S

F LE How and when did you get into your current role?

After working for Orgill for 18 years, I was promoted to senior category manager of building products in 2020 after my predecessor retired.

What are some criteria for a successful vendor relationship with our fir Both transparency and fairness are key in a successful vendor partnership.

What are you looking for when it comes to new vendors or products?

Laramy Cooper

SENIOR CATEGORY MANAGER, BUILDING PRODUCTS

Orgill Inc., Collierville, Tenn.

As a merchant we are always looking for the next best thing, whether it’s the latest finish, style, or technological advancement in a category.

“

Matte black continues to be very strong in locksets and builders’ hardware.

”

How do your Orgill customers inform you of their needs re: products?

They inform us through emails or through our new item request tracking file. At dealer markets they come to our meet-yourmerchant booth and discuss their needs in person.

Lower installation costs The architectural beauty of real wood, but with easier installation and better overall value, Align composite cladding delivers the high-end aesthetics your pro customers want and a lower total installation cost that their businesses need. Featuring ample 7-inch flat-face exposure and authentic cedar mill grain texture achie e the rich look of wood paired with strong yet lightweight construction ensures a high-performing home exterior. The self-aligning stack lock pro ides a uicker and easier installation than fibre cement and engineered wood. www.gentek.ca

Canadian inspired colours Kohltech manufactures and provides doors and windows across Canada, weaving the diverse Canadian cultures and landscapes together. The new line of colours draws from Canada’s beautiful landscapes with hues such as Rocky Mountain Rust, Muskoka Moss, Atlantic Amber, and Kohltech Blue. These doors and windows add a vibrant splash of colour to any home. www.kolhtech.com

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Hardlines Home Improvement Quarterly

www.hardlines.ca

2024-09-21 9:20 AM

DECKED OUT OUT DECKED FOR SUMMER FOR SUMMER N AT N AT U RU E’S R E’SMM O SO TS TB EBAE UA TUITFIUF LU L & &V EVRE SR AT S AT I LIEL EB UB IULIDL IDNI G N GMM ATAT E RE IRAI LA L Embrace Embrace thethe power power of of biophilic biophilic design design and and let let thethe natural natural beauty beauty of of Cedar enrich your surroundings.

Cedar enrich your surroundings.

When it comes to meeting innate need to connect with nature, wood offers When it comes to meeting ourour innate need to connect with nature, wood offers a a robust robust andand immediate immediate response. response.

With With wood’s wood’s warm warm textures, textures, natural natural smells, smells, andand distinct visual patterns, grain, color, a strong driver of biophilic design. distinct visual patterns, grain, color, it’sit’s a strong driver of biophilic design.

Biophilic design creates spaces that reconnect us with nature, promoting wellbeing, Biophilic design creates spaces that reconnect us with nature, promoting wellbeing, reducing reducing stress, stress, andand improving improving cognitive cognitive function. function.

This This approach approach utilizes utilizes nature’s nature’s patterns elements to satisfy inherent love natural world.

It offers patterns andand elements to satisfy ourour inherent love for for thethe natural world.

It offers an an effective effective way way to simulate to simulate thethe positive positive effects effects of nature of nature on on ourour health health andand wellbeing wellbeing within increasingly urban lifestyles. within ourour increasingly urban lifestyles.

E VE EVRY E RY T HT IHNI G N GWW OOD O DS HS O H UO LUDL DB EB E With With thethe most most realistic realistic wood wood looks looks onon thethe market, market, TimberTech TimberTech decking decking endures endures year year after after year year without without fading, fading, staining, staining, splintering, splintering, peeling, peeling, cracking, cracking, or or rotting. rotting.

With With over over 2020 finish finish options options across across nine nine collections, collections, you’re you’re sure sure to to find find thethe wood wood look look that’s that’s right right forfor your your home. home.

Protected Protected by by ourour industry-leading industry-leading warranties, warranties, including including Limited Limited Product Product andand Fade Fade & Stain & Stain Warranties Warranties thatthat range range from from 25 25 years years to Lifetime to Lifetime

I RI X R XA LAUL M UM I NI U NM U MR A R IALI L Powder-coated aluminum high performance Powder-coated aluminum forfor high performance and and corrosion corrosion resistance. resistance.

> >Superior Superior durability: durability: Resists Resists fading, fading, staining, staining, andand scratching scratching > >Narrower Narrower balusters balusters for for a less a less obstructed obstructed view view (up(up to 30% to 30% less less than than competitors) competitors) > >Panelized Panelized railing railing system system for for a quick a quick install install fastening of individual balusters) (no(no fastening of individual balusters)

B UBI U LD I LI D N IGN G PAPA R TRNTENRESRHSI H P ISP FS RFORMO M C OCAOSATS T OT O C OCAOSATS T

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2024-09-21 10:10 AM

P R O D U C T S

F LE

What are a couple of trends you’d like to share in your category?

How and when did you get into your role as category director at RONA?

Matte black continues to be very strong in locksets and builders’ hardware. Cordless nailers are outpacing pneumatics at a fast pace. Also, collated fasteners continue to outperform hand drives. We are seeing a significant adoption by consumers of smart systems as they relate to garage door openers and locksets.

My family owned a RONA store, and I worked there through school. I had an opportunity to do an internship at the corporate head office in the marketing department in 2006. I worked with a great leader who directed me to merchandising as he saw my interest in products and in elaborating strategies to offer the best programs for our customers. I started in the merchandising department that same summer. In 2009, I had my first opportunity as a buyer in the holiday category and since have moved up in my career and touched everything related to seasonal and lawn & garden. I have now been managing the lawn & garden department for the past six years.

Can you tell us a bit about you as a person outside of work?

I’m a father of three and enjoy being outside, whether it’s camping, fishing, running, boating, or swimming. I like sharing new experiences with my kids. I’m also a health nut and lift weights five days a week.

—Rebecca Dumais

Julie Codère

CATEGORY DIRECTOR, LAWN & GARDEN

RONA inc., Boucherville, Que.

e le el of fire s fe The new Kidde smoke alarm model 20SD10VCA offers a modern design ideal for all living spaces. Cutting edge technology sends fast alerts that give your family more time to get out safely. Plus, the sensing technology reduces false alarms often caused by cooking.

Comprehensively tested and designed to UL/ULC standards for safety and reliability, this Kidde DETECT alarm is powered by a 10-year battery. www.kidde.com

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Hardlines Home Improvement Quarterly

www.hardlines.ca

2024-09-21 9:20 AM

ENGINEERED FOR OUR CHANGING WORLD DURABLE AND LOW-MAINTENANCE VINYL AND ALUMINUM CONSTRUCTION ALUMINUM-CLAD EXTERIOR, OFFERED IN A N AT T R A C T I V E S E L E C T I O N O F C O L O U R S SLEEK, LOW-PROFILE HARDWARE DESIGN E N E R G Y- E F F I C I E N T D U A L - P A N E A N D T R I - PA N E L O W- E G L A S S O P T I O N S 26% LOWER PROFILE FRAME INCREASES GLASS AREA UP TO 22% BETTER ENERGY EFFICIENCY

With the unique changes of our Canadian climate, the demand for energy-efficient products that can stand up to the elements is higher than ever. JELD-WEN of Canada proudly introduces the groundbreaking JWC8500 series window —a perfect blend of style, performance, and energy savings, meticulously engineered to exceed expectations.

Our newest JELD-WEN® window, the JWC8500 hybrid option exceeds performance, in all regions of Canada, offering an aluminum-clad exterior finish with an exquisite selection of colours to choose from.

Discover the advantages of JELD-WEN of Canada’s most energy-efficient window. Our 8500 series windows are 2030-rated to meet Canada’s U-Factor 0.14 (U.S./I-P) / 0.82 (Metric/SI) or ER 44 building codes, and are designed to significantly reduce energy costs while ensuring year-round comfort in your home.

Tailored to meet the regional needs of homeowners, our windows are the perfect fit when planning a renovation or new home build, seamlessly blending functionality and style to suit any project.

Discover the JWC8500 series window from JELD-WEN of Canada—and experience the future of home comfort and efficiency.

LEAR N MOR E T OD AY jeld-wen.ca

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P R O D U C T S

F LE

What are some criteria for a successful vendor relationship with RONA?

vendor base, I look for flexibility and solution-driven partners. Lawn & garden is a perfect blend of traffic-building items and inspiration for our customers, from flowers to hardscapes. I expect my vendors to look for opportunities to keep RONA top-of-mind, offering great value and following the trends to complete any type of landscape projects.

meetings can create great opportunities to ask questions on what is missing in the assortment, what customers are asking for, what trends they are seeing in the community. I also encourage postmortem conversations, ensuring that we are on track and course correcting when needed.

How do the dealers inform you of eir esires for s ecific ro uc s

I’m excited about our new private brand launches offering Canadians the value they need as well as innovations from top national brands customers want. I strongly believe that this will be a great success. Stay tuned—much is to come in 2025!

I strongly believe in partnership; our business moves fast and we need to have great vendor partners to be agile and present when we need. Open communication is also an important factor as we are rebuilding RONA’s path—strategies are updated to provide the best for our customers and help build growth in our industry.

What are you personally looking for when it comes to introducing new vendors or products?

Our stores have different footprints and regional needs. When we select our

Open communication. Our dealers and store managers know they can reach my team and I when they need. Of course, regular store visits and interactions at

e i s re s

re ere s ecific r n e ro uc s that excite you for 2025?

le n long l s ing

Diablo’s Demo Demon Spade Bits features Demo-Edge dual cutting edges coupled with a self-feeding Dura-Tip power through nail hits for a smooth drilling experience and long-range durability. An optimized curved paddle design enhances the chip evacuation process for more holes per charge. This range is designed for increased shank stability and durability in cordless and corded impact and drill drivers. . i lo ools.co

sonr cu off iscs ro i e e re e ur ili Diablo’s diamond segmented turbo rim masonry cut-off discs provide extreme durability, faster cuts and longer life in concrete, concrete with rebar, brick, and cinder block. The disc’s industrial-grade diamonds with hardened disc body deliver durability and maximize cutting quality in hardened materials even in extreme applications.

Diamond segment SPEED-Edge slot design reduces vibration, providing high cutting speeds and producing tall segments containing superior quality diamonds. The hardened disc body absorbs vibration and increases impact resistance to deliver superior quality cuts in hardened materials. . i lo ools.co

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Hardlines Home Improvement Quarterly

www.hardlines.ca

2024-09-21 9:20 AM

Working for You Since 1900 The mission of the North American Hardware and Paint Association (NHPA) is to help independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.

INDUSTRY-LEADING PUBLICATIONS NHPA publishes two monthly magazines, Hardware Retailing and Paint & Decorating Retailer, featuring best practices, strategic solutions, new products and trends.

COST OF DOING BUSINESS STUDY

For 100+ years, independent home improvement retailers have used NHPA’s Cost of Doing Business Study to benchmark their business and plan for financial growth.

BUSINESS SERVICES

NHPA offers a wide range of business services, including workers’ compensation and liability insurance, health insurance, credit card processing and more to help retailers save time and money.

INDUSTRY NEWS & TRENDS

The association’s publications— Hardware Retailing and Paint & Decorating Retailer—deliver relevant, timely industry news and trends in e-newsletters and on social media every week.

LEADERSHIP TRAINING

NHPA’s Foundations of Leadership online courses build leadership skills and confidence, empowering managers to lead and drive team success.

PREMIER MANAGEMENT PROGRAM 300+ retailers over 11+ years have chosen the Retail Management Certification Program to master innovative retail practices and strategic management skills to grow their careers and businesses.

TRAINING & LICENSING

ROUNDTABLES

RETAIL MARKETPLACE

INDUSTRY EVENTS

With 43+ training courses and 273+ modules, NHPA’s training and licensing solutions are the most comprehensive in the industry.

NHPA Retail Marketplace is the industry’s resource for buying and selling independent home improvement stores and posting jobs.

NHPA facilitates and hosts nearly a dozen annual retailer roundtables covering topics such as finance, merchandising, marketing, technology, training and more.

NHPA organizes 14 annual live and virtual events, including the Independent Home Improvement Conference, Top Guns Awards and Young Retailer of the Year Awards.

Visit YourNHPA.org or scan the QR code to see how NHPA’s programs, tools, events and trainings can help you.

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P R O D U C T S What are some of the consumer trends in your category?

The trends in lawn & garden evolve every year and we need to adjust each season to stay relevant. Among the recent trends are: • The outdoors in an extension of your home and creating a backyard oasis is a trend that is still going strong. Offering different options for the perfect backyard is key.

• We are seeing an increase in flowering shrubs and meadow-type flowers. A pollinator-friendly landscape is great value and adds a punch of color. They are also an alternative option to traditional lawn turfs.

F LE

“

Our stores have different footprints and regional needs. When we select our vendor base, I look for exibilit an solution ri en partners

• Modern garden trend: this will look for a very manicured look and will create different themes and area with stones and hardscapes and ornamental grasses.

• Finally, ready-to-go solutions and quick installation are a fun way to ensure success and keep our clients happy with a beautiful garden area. We will continue to offer great ready-to-go planters and herbs and vegetables!

”

Can you tell us something about you, as a person, outside of work?

Outside of work, I love spending time with my family. We enjoy being outside together and playing with the dogs or horseback riding. I’m a loyal RONA customer as I also love to garden; I never have enough flowers!

And we always have a renovation project around the corner!

—Steve Payne

Charge with ease The new EV Series 40 Amp Smart Level 2 Electric Vehicle Charging Station, 9.6kW Output. Comes equipped with a 25-foot cord, optional RFID control and Wi-Fi compatible. Works with the My Leviton App. This unit can be installed both indoors and outdoors and features a water-resistant enclosure and a cable designed to prevent freezing and cracking in extreme weather. www.leviton.com

Power when you need it, concealed when you don’t The Pop-Up Floor Box receptacle offers a modern, practical way to attractively conceal electrical wiring devices, while still providing accessibility to power when needed. eaturing a sleek low profile and stylish metal co er that recesses neatly into the floor when not in use, it takes only the press of a button to make the receptacle available. www.leviton.com

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Hardlines Home Improvement Quarterly

www.hardlines.ca

2024-09-21 9:20 AM

GROW FASTER AD empowers independent distributors with: • Dedicated in-market Canadian presence • Robust financial reporting • Multi-industry reach • 100% member ownership and governance • Growth programs: Networking, Sales, Leadership Education & Marketing • Canadian warehouse & training centre

Building Supplies • Gypsum • Insulation • Steel • Roofing • Electrical • Industrial • Safety • Plumbing & Heating • Bearings & Power Transmission • Motors • Power Tools • PVF • HVAC • Decorative Brands USA, CANADA, MEXICO www.adhq.com

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2024-09-21 10:1 AM

P R O D U C T S

F LE How and when did you get into your current role at Sexton?

My early background was in product development in the furniture industry. My responsibilities included project management and my interest in this led to a pivot in my career to construction. I began working for a custom homebuilder and discovered a passion for negotiating with vendors and trades, which brought me to spend six years in a procurement management role before Sexton. Upon joining Sexton in 2022, I saw a great opportunity to expand in this area and face new challenges in my career.

What are some criteria for a successful en or rel ions i i our fir

Jack Cammarata PROGRAM MANAGER

Sexton Group, Winnipeg, Man.

A vendor who is prepared to come to the relationship as a collaborative partner is

important. We all want the best deal, but the best deals come when two partners can be open and honest, and aren’t afraid to be upfront. I always say that if our vendors prosper from more volume, and our members are more competitive and see benefits to their bottom line, then we have a “win-win.” Anything else won’t work. We promise our members competitive pricing, advocacy with vendors, and transactional excellence.

What are you looking for when it comes to new vendors or products?

I look for a vendor that can provide our members with value and a competitive advantage. Asking the right questions is essential, such as: What makes you different from others in this category? Why should

Decking that beats the heat New decking colours combine the ease and performance of enhanced scalloped composite decking with the benefits of heat-mitigating technology and the affordability of wood. New Honey Grove and Tide Pool Enhance Decking are designed to be cooler and less costly than most other composite decking products of a similar colour and style. www.taiga.com

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Hardlines Home Improvement Quarterly

www.hardlines.ca

2024-09-21 9:20 AM

THE PERFECT BALANCE OF PERFORMANCE, LIFESTYLE AND INDIVIDUALITY.

DISCOVER

Colour featured: DUBLIN

ROOFING BY DESIGN

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our members choose you? What are you offering that’s new and exciting that aligns with our members’ individual business goals? I work hard to understand the needs and goals of our members. In order to find the opportunities they need, I listen to their ideas and thoughts and engage them on a regular basis as a business partner.

throughout the year, and questions or concerns can come up organically. Consistent communication is integral. When we say that we “work for our members every day” we truly mean it and live by it.

retooling and finding more efficient production in order to reduce costs, and provide better pricing.

How do Sexton Group members inform you of their needs re: products?

What are a couple of trends you’d like to share in your category/ categories?

The power tool category is trending with an increase in battery-operated tools.

Previously there was more consumer demand for gas-powered or corded tools, and a general perception that these tools are more reliable or better performing.

Now, battery technology is becoming more advanced, making it an equal contender.

We also see manufacturers investing in

My wife and I love to travel and enjoy experiencing different cultures. I am a bit of foodie, and we both enjoy eating the various cuisines along the way. At home, I’m not much of a cook, but my wife is! Being in the outdoors, staying physically active, and socializing with friends and family are important pastimes I enjoy. I also have two adult children at home, and am blessed to see them develop in their respective careers and be successful in the paths they have chosen.

—Rebecca Dumais

Conversations with members are constantly happening every day with our internal team.

Not to mention that our business development managers are on the road meeting with members and flowing their needs and concerns onto our programs group.

We meet with members at events we host

Can you tell us a bit about you as a person outside of work?

Improve job site performance The new roth- ak Helical ozzle impro es ob site performance by enhancing mixing, reducing nozzle changes and reducing drips. These features, combined with an industry leading -month shelf life, make roth- ak the Total ak-age for all large air sealing obs. A ailable in three con enient sizes of ready-to-use kits. www.dupont.com

Customize your wood siding The Bespoke collection from Cape Cod Finished Wood Siding offers a wide range of options to suit any contemporary design. The new rushed ace and Hidden astener help define the line. an’t find the right look Try a custom siding profile. Add special lengths, pressure treatment, semi-transparent and new metal accents to finish off your pro ect. nce the exterior of your home is complete, its time to mo e to the interior with espoke hades, Whitewash and Sugi Ban. www.capecodsiding.com

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Hardlines Home Improvement Quarterly

www.hardlines.ca

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Beauty & Performance from your Trusted Brand Wolmanized® Outdoor® Wood with Tanatone® colourant has decades of proven performance in protecting wood from its natural enemies - termites and fungal decay.

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Above ground, ground contact and freshwater applications

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Long-lasting protection with built-in colourant

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Fasteners – manufacturer recommendations and building code compliant

WolmanizedWood.com

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P R O D U C T S

F LE How and when did you get into your current role at Castle Building Centres?

I joined Castle nine years ago. Prior to Castle, I participated in the start-ups of Sodimac in Peru and Lowe’s in Canada.

Your experiences and attitude are what matters—plus knowing the industry. It’s also important to have good contacts and keep a respectful and collaborative relationship with vendors.

What are some criteria for a successful vendor relationship with Castle Building Centres?

Gonzalo Rengifo SENIOR BUYER

Castle Building Centres Group Ltd., Mississauga, Ont.

It’s the way we approach the relationship to be a win-win. We want to partner with them and give access to all members and grow the business. We have analytical tools built using Microsoft Power BI that no other

groups can offer to their members. Castle can provide those insights to grow in a respectful way.

What are you looking for in new products?

We are looking for more energy efficiency.

That’s what draws my attention, such as better insulated doors and windows. We want to educate the consumer so they have more info at their fingertips. We also like saving labour, for example, by combining two products into one. Contractors have to finish a job as quickly as possible, and we want to save them energy and time.

How do your dealers inform you of eir esires for s ecific ro uc s We have the biggest business development management team of any buying group.

Work smarter The Dewalt Toughseries Construction Jack (Model #DWHT83550) does the heavy lifting for you. This unit is equipped with a handle for step-to-lift operation or squeeze-to-lift operation. Featuring a slim base that helps enable quick access under applications and an ergonomically designed trigger with metal ribs, this tool offers a lifting capacity of up to 340 lbs. www.dewalt.com

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Hardlines Home Improvement Quarterly

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Founded by dealers, for dealers From Yesterday to Today 1939

1954

THE EARLY DECADES: DEALERS WHO THINK BIG

October 6, 1939: A group of dealers founded the buying group Les Marchands en Quincaillerie ltée, which later adopted the name RONA. 1960: The Quincaillerie Ro-Na inc. banner was created, bringing together the members of the Les Marchands en Quincaillerie ltée buying group under a single trade name.

1965: The “Ro-Na rare bird” logo was unveiled as part of a major advertising campaign.

1988: Merger with Dismat, another group specializing in building materials. This transaction marked the beginning of the company’s ascent, and the name Ro-Na Dismat was launched.

THE 90s: THE ERA OF BIG BOX STORES The Ro-Na Dismat Group decided to considerably increase its purchasing

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1960

1960

1962

power and joined forces with Hardware Wholesalers Inc., a group of over 3,000 retailers in the United States.

1994: RONA renewed its business model in response to the growing popularity of Big Box stores and the threat they pose to the survival of small retailers. As a result, the banner moved from a network of dealers to one that combines corporate and affiliated dealer stores. That year, RONA became a retailer with the launch of L’Entrepôt RONA stores.

1998: Ro-Na Dismat Group Inc. changed its name to RONA Inc. 1999: RONA acquired an ultramodern distribution centre of over 650,000 square feet, adjacent to its new head office in Boucherville.

THE 2000s: RONA IN ACQUISITION MODE

The 2000s marked a period of rapid expansion for RONA in the Canadian market. Its growth strategy focused on

1983

1990

Today

internal development, acquisitions, new store construction, and the recruitment of new dealer owners.

2002: In November 2002, RONA (TSX: RON) was listed on the Toronto Stock Exchange.

2006: The Boucherville Distribution Centre expanded to 926,000 square feet.

2012: A pivotal year for RONA, which adapted its business strategy to reflect changing consumer habits in response to the downturn in the home improvement market. In August, RONA’s Board of Directors rejected a takeover bid from an American home improvement giant.

2016: Lowe’s Companies, Inc. acquired RONA inc. on May 20.

2023: Lowe’s Companies Inc. sold its Canadian retail business to Sycamore Partners.

The company once again operated under the name RONA inc. and began converting some of its corporate stores to the RONA+ banner.

2024: RONA is now the company’s only brand across Canada.

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RONA Is Back and Better Than Ever!

A STRONG BRAND

The company reaffirmed its independence and its determination to become the best home improvement retailer in Canada.

To mark its comeback as well as its 85th anniversary, RONA has embarked on an ambitious brand repositioning that puts the RONA banner at the centre of all its marketing initiatives. The creative platform deployed across the country includes a large-scale advertising campaign, the expansion of the new RONA+ banner, and a renewed visual identity for RONA affiliated dealers.

MAKE WAY FOR RONA+

With its sights set firmly on the future, RONA is continuing its transformation, investing in its brand, and rethinking the way it serves consumers across the country. And so, in 2023, RONA+ entered the picture!

RONA+ is an enhanced home improvement experience for consumers.

The “plus” includes endless possibilities, an incredible range of products, thousands of low prices, and the launch of exclusive spaces showcasing popular brands.

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THE RONA FOUNDATION

A New Mission and Two New Campaigns In 2023, the RONA Foundation, which oversees the company’s philanthropic activities, redefined its mission to give new meaning to its activities: The RONA Foundation helps improve the quality of life of Canadians in need by revitalizing their living environments or facilitating access to housing. In particular, it aims to help victims of domestic violence and their children, low-income families,

and people with disabilities or mental health issues.

Every year, the Foundation donates more than $3 million to charities across the country through its annual Home Sweet Home and Build from the Heart campaigns.

Through its Foundation, RONA remains committed to making a positive difference in the lives of its customers and the communities it serves.

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The Affiliated Dealer Network: Being part of Something Bigger!

RONA begins this new chapter in its history by reiterating its commitment to its network of affiliated dealers, a key vector of its growth. RONA has always made its buying power, distribution network and teams of experts available to its dealers.

As part of the RONA Connexia 2023 event, RONA offered its affiliated dealers a comprehensive new offering to enable them to dominate the market: a revamped business positioning, a series of new programs aimed at improving the profitability of its dealers, and a renewed brand image to support the ambition of becoming the strongest network of affiliated dealers in the country.

Join the RONA network and let’s build the future of retail together.

Boost your profits

Grow your business

Get world-class support

Embrace the new you

Access to exclusive programs designed to maximize your store’s profitability.

Benefit from our revamped business positioning tailored to your needs, and your clients’ needs too.

Reach new heights with the expertise and resources backed by industry leaders like us.

Update your branding and store layout working with our teams and experts.

RONA in Numbers 425 corporate and affiliated dealer stores 230 of which belong to dealer owners A team of 21,000 employees who work in an inclusive environment within the RONA corporate network, not including all employees working in stores operated by RONA affiliated dealers Combined sales area 8,453,000 sq. ft.

Over 350,000 products in store and online at rona.ca 2 retail-focused banners in Canada: RONA and RONA+ 10 Distribution Centres 3 sustainable development pillars: Products, operations, employees and communities 1 head office located in Boucherville, Quebec 1 vision: Become the best home improvement retailer in Canada

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They are the first point of contact. They are on the road frequently and that’s how we gather our info, or they can reach out to us directly

to see new products that are more energyefficient and last longer.

Are there branded products that you are especially excited about for this fall/2025?

In windows, we are seeing a trend towards more black colours. White is still number one, but there is more demand for black.

The mouldings on interior doors are more modern, with a new style that has more

Windows that are compliant with building codes to 2030. It’s not just about 2025. I like

Tell us please about some trends that you are seeing in new products.

straight lines. It complements the new design of homes. In flooring, the colours are the same, but there are different configurations.

Laminate flooring is also making a comeback. With paint, we are getting better formulas that allow painting of the same space with less product. There is more coverage with one pass. Spray foam insulation has also seen growth with more manufacturers.

—Sarah McGoldrick

A hinge that unites durability and design nhance dark coloured furniture with this sleek and elegant hinge.

Richelieu R hinge series in lack Gotham fits discreetly into furniture, creating a distincti e style. th easy installation and durability, it’s the perfect addition to a kitchen upgrade without compromising on design. www.richelieu.com

Hardware meets ‘heartware’ for pet ID tags ith hardware entering the fast-growing pet category, pet identification tags and engra ing ser ices are one of the fi e must-ha e products for a pet retailer. My amily et D Tags and on-site engra ing systems are a modern and essential must-ha e for e ery pet product reseller. ith anada housing close to million dogs and million cats, the category is a not-to-be-missed opportunity. ne in three pets will become lost in their lifetime. My amily et D Tags are the uickest and safest way to ensure pets return home. www.myfamily.ca

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Hardlines Home Improvement Quarterly

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Get a new perspective from industry leaders What’s in Store A free podcast series from Hardlines that features interviews with industry leaders from all parts of the home improvement industry. Listen while you are in the car, or from the comfort of your office.

You will be entertained, educated and that much more connected to the industry!

RECENTLY ADDED PODCASTS

Pierre Battah

Duane and Dave MacDonald

Nicole Gallucci

Jim McConnery

Hardlines president and podcast host Michael McLarney interviews Pierre Battah, a leading HR advisor in Canada and best-selling author of Humanity at Work: Leading for Better Relationships and Results. Pierre shares HR wisdom and focuses on engagement, which has a direct connection to sales and profitability. Pierre offers great advice on why the HR team does not replace the employee’s relationship with the boss.

Hardlines assistant editor Geoff McLarney and senior editor Steve Payne interview Nicole Gallucci, professor at Loyalist and George Brown Colleges and author of Life Blueprint: A Step-by-Step Guide for Creating an Extraordinary Life.

She shares her insights on intergenerational collaboration in the workplace, including the arrival of Gen Z, and how AI is going to impact the way we work.

Hardlines associate editor, Geoff McLarney, and Hardlines president, Michael McLarney, interview Duane and Dave McDonald, dealer-owners of Callbecks Home Hardware Building Centre in Summerside, Prince Edward Island. They talk about how the family has added a Leon’s Furniture franchise to their Home Hardware store—and how the synergies between them are promising.

Hardlines editor Steve Payne interviews a tax expert, Jim McConnery, of Welch LLP, Ottawa, about the recent federal changes to the regulations around Capital Gains Tax. They start by defining what a capital gain is and talk about the implications for dealers selling their stores. Welch LLP is an accounting firm with 13 locations in Ontario, serving a diversity of retailer clients across the country.

The Retail Report Interview

Barry Eidt

Hardlines editor and podcast host Steve Payne interviews Barry Eidt of Arthur, Ontario Ace and winner of the Hardlines Young Retailer of the Year Award. Barry tells about growing up in and growing up with the family business, and how he got into co-owning stores with his father. He talks about the division of responsibilities in the business, and how he pulled off the investment financially at a young age.

Hardlines’ Retail Report is the only high-level document that calculates the size of the retail home improvement industry in Canada, including estimates of the revenues and number of stores of its Top 20 retail players. In this interview, Geoff McLarney, associate editor of Hardlines, discusses with Michael McLarney, Hardlines president, the highlights of the 2024 version of this unique report.

Plus many more podcasts to choose from!

Listen today for free at hardlinespodcast.ca The Hardlines Podcast Series has been made possible through the support of:

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PRODUC T DESIGN

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BY SARAH McGOLDRICK

EMERGING STYLES IN FASHION PLUMBING

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oen’s creative style manager Danielle DeBoe Harper told Hardlines her recent travels to Paris and Spain provided insights into emerging style trends for 2025.

“We need to inspire audiences around interior design,” she said, adding that products purchased for a bathroom or kitchen renovation are part of a bigger vision for

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A trio of trends are dominating the kitchen n fi ures r e according to a design e er oen

homeowners. DeBoe Harper said that, during her travels, she saw a blend of styles and lifestyle trends with a continued focus on home holistic wellness.

PERSONAL EXPRESSION

This is one of the most prominent trends.

DeBoe Harper pointed to an increased desire on the part of homeowners to

Hardlines Home Improvement Quarterly

reflect their own personality. She put it this way: “Brands are keen to show they have options,” adding that homeowners are looking for opportunities to create bespoke living spaces. The contemporary tiers and flat planes of the Moen Genta LX pull-down faucet reflect this aesthetic with a classic design. Additionally, DeBoe Harper noted, classic looks can also be found in a revival www.hardlines.ca

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of 1970s or heritage design which has made a strong return. Geometric patterns and polka dots “play into a desire for fun and joy,” DeBoe Harper said.

BIOPHILIC DESIGN

“Biophilic” means the human tendency to want to interact with nature—or natural forms. Biophilic design is impacting fashion plumbing styles with dramatized textures and shapes including bold prints and a movement away from neutrals. “We have been seeing these warm neutrals for a couple of years,” DeBoe Harper said. “I did notice a lot of cool tones and cool neutrals.

These create that serenity.” She added there has also been an uptick in silver finishes,

chromes, and stainless steel; homeowners are looking to return to an era of fine craftsmanship. The Moen Tenon Kitchen Faucet showcases this with its Japandi style combined with a Scandinavian simplified design. Each faucet comes with a teak wood handle to customize the look.

FUTURE FORWARD

The future is sustainable, most people agree. DeBoe Harper said the new question among vendors is, “Can sustainability and

protecting the planet go hand-in-hand with design?” Apparently, yes. She added homeowners are looking to create spaces with a spa-like environment. The futuristic look of mixed metals—industrial chic—is driving what she refers to as “aesthetic innovation” as captured in the Moen Verso Rainshower with Magnetix which eliminates the hassle of cleaning. Users simply remove the shower head to soak it in a cleaning solution and wipe clean, then snap it back into place. No tools are required!

Moen fashion plumbing accessories illustrate some of the new styles in the category. (Opposite page) Moen Genta LX pull-down kitchen faucet; (below) Moen Verso Rainshower with Magnetix, which allows the showerhead to be removed for cleaning; (right) Moen Tenon kitchen faucet.

www.hardlines.ca

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Hardlines Home Improvement Quarterly

FOURTH QUARTER / 2024

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PRO CORNER

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BY CORRIE-ANN KNELL

TRADES SHORTAGES AND SUCCESSION: A CEO SPEAKS Michelle Chouinard-Kenney helms eight-outlet GIBSON BUILDING SUPPLIES, headquartered in Aurora, Ont. She recently sat down with us to talk about what’s on her mind leading up to her presentation at the Hardlines Conference in Quebec

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ichelle Chouinard-Kenney is a 32-year industry veteran who is CEO of Gibson Building Supplies.

It is a nicely balanced company, growing as it did out of a successful roofing contractor (Chouinard Brothers). So she’s at home on both side of the pro desk.

Chouinard-Kenney did not always plan to be a part of her family’s business. Her father, Lucien Chouinard, had founded the contracting firm in 1972, going into business with his brother, Ernest. She was happily studying history at Western University in London, Ont., planning to go to law school. But the sudden death of her brother required her to return home to help out her family

Looking back, she describes her experience transitioning into the captain’s chair this way: “It was poor. It was not planned well,” she laughs. She aims to do better when it comes to pass the reins of the company to the third generation. Cullen Kenney, her youngest son, has shown significant interest in joining the family business. Her eldest son, Max, currently manages Chouinard Brothers’ commercial installation division. When asked about her middle son’s (Adam’s) role in the company, she laughs: “I’m not sure. It’s definitely a great summer job for him.”

With characteristic frankness, ChouinardKenney says: “I don’t think I would be the best mentor for my son. We are currently

FAST FACTS

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Gibson Building Supplies

Chouinard Brothers

DATE FOUNDED: 1999

DATE FOUNDED: 1972

BUSINESS ACTIVITY: Pro yards focussing on commercial and residential roofing products, ventilation, skylights, metal & aluminum siding, tools, and equipment.

BUSINESS ACTIVITY: Commercial and residential roofing contractor. Also installs exterior cladding and siding, insulation, and ventilation products.

LOCATIONS: Aurora, Brantford, Milton, Mississauga, Orillia, Orono, Peterborough, Ont. Also one yard in Dartmouth, N.S.

TEAM LOCATIONS: Barrie, Brampton, Burlington, Durham, Milton, Oakville, Richmond Hill, Greater Toronto Area, Ont.

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Hardlines Home Improvement Quarterly

in the process of selecting a mentor for him.

I am his mom first. I know he has learned our core beliefs and core values. So, we have selected someone to mentor him in a professional capacity, from whom he can learn the things that, necessarily, I might not be able to teach him.”

LEADERSHIP STYLE

Chouinard-Kenney has been leading the building supply chain to success since 2009. She says her leadership style is “more reserved” than the generation that came before her. “My father was very hands-on and tactile in his approach to mentorship.

I am very okay with people making mistakes, then helping them work through their mistakes. But there are some leaders that like to stop the mistake before it happens. For me, if it doesn’t create a financial crisis, I think it’s better to let my staff find their own solutions.”

With a staff of 160 employees between both Gibson Building Supplies and Chouinard Brothers, Chouinard-Kenney is always looking for the next generation of leaders. Among the resources that she has utilized, she mentions the Local 27 Carpenters Union in Vaughan, Ont., who offer a variety of training programs, including safety and leadership skills training. www.hardlines.ca

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Michelle Chouinard-Kenney, a 32-year industry veteran and CEO of Gibson Building Supplies, didn’t always plan to be a part of her family’s business.

Succession planning is one of the biggest hurdles facing many of this industry’s independent business owners. ChouinardKenney recommends starting that planning now. “There are conversations that we have now because ten years creeps up quickly.

At 60, if I am looking to retire, who’s succeeding behind me?”

Photos: Clarissa DiGioacchino

GOING EAST

Chouinard-Kenney has long dreamed of expanding nationwide. Gibson’s acquisition of Capstone Building Products in Dartmouth, Nova Scotia, in January 2023, was a first step.

It was also a profitable succession plan for the former owners of Capstone, Lloyd Ruelland and Mike Cotters, who still operate the store.

Chouinard-Kenney explains: “For us, purchasing existing retail operations is more about how they will transition into www.hardlines.ca

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our philosophy. We look for businesses and people who look like ourselves, who feel like ourselves and go to market like us. We need to have a very similar moral fibre.” She says those shared values led to a smooth buying transition with the Maritimes-based company. “When Mike and Lloyd are ready to walk away, we will be there to support them.”

The purchase came after the profitable period brought by the pandemic. Today’s high mortgage interest rates and their impact on the now cooling housing market have yet to stifle Chouinard-Kenney’s outlook on being a better company.

“This is the time to build better habits,” she declares. “We’re only as good as our last job.” She’s using the slowdown in new home building to her advantage, finding ways to be more efficient on every future jobsite by creating standard practices and by retraining and incentivizing her tradespeople.

BLUE COLLAR BLUES

Although she submits that the potential building boom on the horizon won’t look much different than the surge of business brought on by COVID, she realizes hiring trades to meet the demand will be her ultimate challenge. “We, as an industry, have to work collectively. Yes, we compete [for business] but now we are going to be competing for labour.”

While Ottawa has stated that the demand for skilled labour is expected to remain high since we will see an exodus of some 700,000 tradespeople retiring from the industry by 2028. As our nation edges further from a skilled labour force toward an increasingly service-based economy, Chouinard-Kenney fears that our federal and provincial governments aren’t doing enough. She notes that the majority of funding isn’t going toward all trades but predominantly to Red

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Seal programs. “It’s not just plumbers and electricians who build houses,” she says.

She further predicts the expected boom in new-build residential housing will likely not begin until mid-summer 2025. “Our boom isn’t going to look any bigger than what we just went through,” she says. “We don’t have the guys. If a thousand houses are all we can do, that is all we can do.”

Her experience with her contracting firm tells her that the necessary growth can only happen if there is an adequate and qualified pool of labour to build homes.

TRADES SHORTAGE

Economists agree that, without intervention, the labour force issue will become a national crisis. As Gen-Xers and the last of the boomer generation retire out of the workforce, we will see a major increase in the labour shortage nationally.

Philip Cross of the Fraser Institute has written that the “pandemic has reinforced the fact that the projections about the future are inherently uncertain.” Cross goes on to state that our poor labour force growth cannot be counted on to offset government spending deficits accrued during the pandemic. And there are those who argue that immigration may help to balance the equation.

Chouinard-Kenney argues that the problem cannot be solved an influx of new Canadians entering the workforce—as imported labour still requires time, money and education to meet Canadian standards

“

Gibson Building Supplies recently celebrated its 25th anniversary. It now has national aspirations, acquiring its firs s ore in o co i in . on,” Chouinard-Kenney says. “We should be telling young kids that the trades are acceptable career paths.” She continues: “My kids went to independent schools which are a hundred percent driven toward university. But that is the route [students]

This slowdown is the time to build better habits. We’re only as good as our last job.

and qualifications. Rather, our education system needs to encourage students to pursue skilled trades.

Secondary schools continue to push students toward universities whose graduates are geared more toward white collar positions. “I believe, it should start early

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”

are choosing. Course options in all schools are limited. Now we have kids who come out of university, then go to college to try and get some actual skills.”

She adds: “Shame on us for teaching our kids only how to learn from books. There are a lot of kids out there that don’t learn that

Hardlines Home Improvement Quarterly

way, that are tactile learners. They should be told there are other options [trades].”

Chouinard-Kenney recommends our schools amp up our co-op programs. This way, kids looking to get into trades can fast-track their way to becoming certified and transition quickly into journeyman positions.

THE TAKEAWAY

Michelle Chouinard-Kenney has a unique perspective. Being able to see the issues of the industry as both a contractor and a retailer may give her an edge, but it also doubles the number of hurdles that she faces. From labour and material shortages to cultivating the leaders of tomorrow, she knows what it takes to be successful in this turbulent time. www.hardlines.ca

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auto-stak Design • Engineer • Manufacture • Install

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1-888-318-0141 2024-09-21 10:1 AM

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ro n uil ing u lies ir s ore is in urn . is in erior of i s urre s ore s o s e u li erc n ising i s en usi s ic ll roug o i s o er inl n ros. o foun er r ng n is e e e rne r e re ie s fro con r c ors.

BY MICHAEL McLARNEY

B.C.’S CROWN BUILDING SUPPLIES OPENS THIRD LOCATION Resolute focus on the contractor has allowed the Lower Mainland stores to increase their re enues fi e fol in eir en e r is or

C

rown Building Supplies opened its third location, in Burnaby, B.C., in September, hot on the heels of the pro dealer’s 10th anniversary.

Crown CEO Gary Sangha and his team have managed expansion that defies the odds since the company was started only 10 years ago in Surrey, B.C. “Since then we have grown our business at least five-fold,” Sangha says. A second

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store was opened in Abbotsford, B.C., and now, with the Burnaby location, Crown is definitely a powerful regional chain in the Lower Mainland of the province.

And Sangha doesn’t expect it to end there by any means. “There are a few more to come,” he adds.

The focus of Crown Building Supplies has always been on tiles, drywall, and insulation, selling to pros and builders

Hardlines Home Improvement Quarterly

throughout the region. The new location in Burnaby opens up greater access to a new market for the company.

It also opens up some new ways to go to market. The Burnaby store has been designed to service a somewhat different market than in the Fraser Valley. Sangha says the targeted customer base at the new store is more commercial, and steel is used in that region for commercial builds more than wood. www.hardlines.ca

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PRO CORNER

“Our plan is to grow more into a different market, to serve our customer base. We covered the Fraser Valley before and now with this Burnaby location I think we’re going to have a better reach. We’re going to be able to save a lot more on our logistics being on the North Shore as well.”

FAST FACTS

Crown Building Supplies DATE FOUNDED: 2014 BUSINESS SPECIALTY: Pro dealer to both residential and commercial markets.

LOCATIONS: Surrey, Abbotsford, and Burnaby, B.C., employing 100 staff.

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F LE

ROOTS IN THE INDUSTRY

Sangha himself has been involved in home improvement from an early age, working at a family business owned by his uncle.

“When I was in high school, I started in this business. I started at the bottom,

“

major one. And ever since Covid, the supply chain’s been broken. It hasn’t been fixed yet. Yeah, it’s a lot better, but is it where it needs to be? No.” While Crown adheres to its GSD roots, more recently it has opened an entirely

We’re going to be able to save a lot more on our logistics being on the North Shore as well.

everything from building orders in the warehouse to sweeping the floors and packing the board.”

He opened Crown 10 years ago, with the greenfield location in Surrey. His employee base has grown from 20 to almost 100 now.

“Of course, during these 10 years we’ve seen a lot of challenges—Covid was the

Hardlines Home Improvement Quarterly

”

new operation, a design division, providing a new service offering for Crown Building Supplies to its contractor base.

The aim is to be even more indispensable to pros. “It could be based on product knowledge, it could be based on projects, it could be based on specs,” says Sangha.

“For example, if you’ve got a wall or a www.hardlines.ca

2024-09-21 9: 1 AM

GET AN

ADVANTAGE The premiere issue of Pro Dealer is now available. Just like the title suggests, it’s a business magazine expressly conceived for contractor specialist yards, GSDs, and any other resellers who serve the pro market— residential or commercial.

must-have publication is FREE to you NOT This as an industry professional. Scan the QR GETTING code or visit mysubscription.ca/prodealer YOURS? and secure your copy.

FOR ALL INQUIRIES PLEASE CONTACT

David Chestnut, Publisher, david@hardlines.ca

www.prodealer.ca

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PRO CORNER ceiling assembly that they proposed, and that product might not be available anymore, or at that given time, we can propose a new assembly. And we have a program in-house, software, that can actually get you that STC [sound transmission class] rating that they might be looking for by switching, basically, to a different manufacturer’s products.”

The team at Crown’s design division will save the architect or designer from having to hunt that alternate down. “We know the right channels to get that information, versus them not being able to do that—or do it in a timely manner.”

EXPANDED PRODUCT OFFERINGS

Through the years, the GSD industry has not changed so much, observes Sangha. The ability to provide a focused range of products remains essential.

“The models that you’ve seen 20, 30, 50 years ago—they haven’t changed much.

You’re still going to the contractors. Your practice in terms of getting the product

F LE to the site has changed in terms of better equipment. Other than that, the business is as usual—there’s nothing changing.”

But even as Sangha shares that, he also outlines how Crown’s commercial customers have changed. So Crown is expanding its offerings to better serve those customers.

“

And ever since Covid, the supply chain’s been broken It hasn t been fixe et

“I think where we spearhead on leading the industry is where we added more scope to each of our customer’s work. For example, if the drywaller is doing the drywall, they’re already installing a metal frame or wood frame for the doors. So they’re responsible for that framing to be plumb. And the only thing they’re not installing is the door.”

“It’s a little different from what our competitors are doing. We’re just diversifying more. [We’ve] got into selling—you guessed it—commercial doors. trying to get a bigger share of the pie. We’re already on sites, Crown Building Supplies’ third store opened on Sept. 3, 2024, in Burnaby, B.C. There it’s targeting a more commercial type of pro, with more steel being sold.

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so why not sell more of that assembly that we’re already working on? Before we were basically on the inside, now we’ve gone to the outside as well.”

And likewise, when the contractor is building a wall, the company now has more ways for that trade to complete the job after

Hardlines Home Improvement Quarterly

”

they install the insulation and drywall by going deeper into cladding.

“In terms of cladding, we only did stucco historically and that’s what our competitors are doing, too. But we’ve gone into other cladding, such as composite, wood, metal, ceramic, and even solar panels now, that can go on your walls instead of on your roof,” Sangha says. “We’re basically increasing their share of the pie, as well, along with ours. It’s a win-win relationship with our customer.”

ON-TIME DELIVERIES

Besides having the product, getting it to the jobsite is critical to the success of Crown.

“Yes, I think that is our specialty, getting the product to where they want and when they want it,” Sangha says. “And whatever it takes to get it there, right? That is definitely our niche. Absolutely.”

In an era that is seeing more and more specialization, the more the dealer can do for the contractor, the better served the contractor will be. “We are in a specialization era right now. I can’t see installer doing what we do because it’s very labour intensive. You need the proper tools and equipment to get the product. With the crane trucks and all that we have, they make things a lot easier.”

Through all the changes in the market, one thing remains constant. “It’s our relationships,” Sangha says. “At the end of the day, we all sell the same product. We can probably give the same service but our relationship is paramount.” www.hardlines.ca

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2024-09-24 9:20 AM

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2023

2024-09-24 9:14 AM

AD INDEX

ADVERTISERS: FOURTH QUARTER / 2024 ACCEO

31

JRTech Solutions

25

AD Canada

53

Kidde Canada

37

Arxada

57

King Marketing

5

Auto-Stak

69

Kohltech

15

BMR Group

6

National Hardware Show

39

BP Canada

55

NHPA

51

40, 41

Orgill

2, 3

acceoselfcheckout.com adhq.com

arxada.com autostak.com

bmr.ca/becomeadealer bpcan.com

Castle Building Centres Group youarethebrand.ca

jrtechsolutions.com kidde.com

kingmkt.com

kohltech.com nationalhardwareshow.com yournhpa.org orgill.com

Diablo Tools

71

Richelieu Hardware

Dupont

79

RONA

Gentek

17

Saint-Gobain

29

Gillfor

47

Sexton Group

45

GSW

13

Taiga Building Products

80

diablotools.com dupont.com gentek.ca/align gillfor.com gsw-wh.com

4

reliablefasteners.com rona.ca/becomeRONA

59, 60, 61

saint-gobain.com sextongroup.com

taigabuilding.com

Hardlines

63, 73, 76

TIMBER MART

75

Home Hardware Stores

8, 18, 19

Well Made Here

27

hardlines.ca

home-owner.ca

JELD-WEN jeld-wen.ca

IN THE

NEXT ISSUE OF HHIQ:

timbermartmember.com ici-here.ca

49

Meet Our Outstanding Retailer Award Winners

PLUS: • Reportage on the Hardlines Conference presentations • Loss Prevention 101 • Product feature: LBM

Publication Date: January 9, 2025 • Ad Reservations: November 29, 2024 • Ad Material Due: December 6, 2024 www.hardlines.ca

HHIQ_4Q_24_AdIndex.indd 77

Hardlines Home Improvement Quarterly

HOME IMPROVEMENT QUARTERLY

PUBLISHER:

david@hardlines.ca ACCOUNT MANAGER:

shannon@hardlines.ca FOURTH QUARTER / 2024

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ENDCAP

F LE

BY GEOFF McLARNEY

A YOUNG RETAILER’S TRIAL BY ORDEAL

Ric Christiansen was thrust into a leadership role at his family’s store by the loss of his father to cancer.

Faced with a test of his business mettle at the same time as his family’s bereavement, he rose to the occasion

R

ic Christiansen was in high school in south-central Alberta when he started working at the family store part-time. He knew growing up that he wanted to be involved in the business when he got older. He could not have foreseen the tremendous personal loss that would propel him to its helm. His father, Glen, who founded Acme Farm & Building Centre in 1989, died of cancer in 2023.

“It has been a challenge running the business without my dad, but I hope that he is proud of the way I have been leading,” Ric reflects. “In so much of what I do, I try to emulate the incredible example of the businessman he was. And even more so, his commitment to our employees and customers.”

The village of Acme, Alta., has a largely agricultural profile. And even though its population was only 606 in the 2021 census, it’s just 80 km northeast of Calgary, so it has lots of big league competition.

Acme Farm & Building Centre serves a clientele that is about two-thirds contractors. It is on its third location, having outgrown its first two homes. Construction began on the store’s present site in 2019, with an opening early in the following year.

It’s also expanded its merchandise beyond traditional hardware offerings in

“

Ric Christiansen outside his family’s farm and building centre in Acme, Alta. His father, Glen, died of cancer last year. “I hope he is proud of the way I have been leading,” says Ric. “Our plumbing department has items that customers will drive for hours to purchase from us because we have such an excellent selection,” Christiansen says proudly.

”

In so much of what I do, I try to emulate the incredible example of the businessman he was.

order to serve as a one-stop destination for local residents. The categories it has added include automotive, housewares, and small appliances. The array of choice has paid off with the store’s customers.

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The business is looking to open up online sales. The quality of broadband in the area has posed a challenge, but Christiansen aims to have a transactional site up and running by the end of 2024.

Hardlines Home Improvement Quarterly

Acme Farm & Building Centre also remains connected to community causes, sponsoring events such as the local school’s boys’ basketball tournament. Students from the school also volunteered to help with re-shelving when the store moved to its current location.

“Being involved in our communities is not only a great all-around spirit booster and good for morale, but it also helps us connect with our customers outside the store,” says Christiansen. “Our community has been so good to us, and we love having the opportunity to give back to them.” www.hardlines.ca

2024-09-21 9:4 AM

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