Pro Dealer Q1 2026

C O M P E T I T I V E A N A LY S I S // S P O R T S M A R K E T I N G // TA X AT I O N

PRO Dealer Q1 2026

THE ULTIMATE RESOURCE FOR LBM DEALERS, GSDS, & SPECIALTY DEALERS SERVING THE HOMEBUILDING & ICI INDUSTRIES

DOING THE RIGHT THING

Jamie Adams and Tasha Birtch CO-OWNERS ADAMS BUILDING SUPPLY Woodstock and Shakespeare, Ontario

PRO DEALER OF THE YEAR ADAMS BUILDING SUPPLY

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

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MASTHEAD

PRO Dealer EDITORIAL

FIRST QUARTER/2026 // VOLUME 3, NO. 1 2060 Lakeshore Road, Suite 702, Burlington, ON L7R 0G2 • 905-330-3061 @Hardlinesnews • www.hardlines.ca

ADVERTISING/ADMINISTRATION

EDITORIAL ADVISORY BOARD

EDITOR-IN-CHIEF

VICE-PRESIDENT & PUBLISHER

Michelle Chouinard-Kenney

Steve Payne steve@hardlines.ca

David Chestnut david@hardlines.ca

GIBSON BUILDING SUPPLIES

FEATURES EDITOR

ACCOUNT MANAGER

Brian Lavigne

Geoff McLarney geoff @hardlines.ca

Shannon MacLeod shannon@hardlines.ca

EDDY GROUP TIMBER MART

CONTRIBUTING EDITORS

SENIOR MARKETING & EVENTS MANAGER

Luc Léger

Rebecca Dumais rebecca@hardlines.ca

Michelle Porter michelle@hardlines.ca

ELMWOOD GROUP HOME HARDWARE

Sarah McGoldrick sarah@hardlines.ca

CLIENT SERVICES MANAGER

Jill MacLeod jillian@hardlines.ca

ART DIRECTOR

Shawn Samson shawn@twocreative.ca

ACCOUNTING

accounting@hardlines.ca

COVER PHOTOGRAPHY

Ema Suvajac

Bathurst, N.B.

Moncton, N.B. Brent Perry ALF CURTIS HOME IMPROVEMENTS

Peterborough, Ont. Gary Sangha CROWN BUILDING SUPPLIES

PRESIDENT

Michael McLarney mike@hardlines.ca

Aurora, Ont.

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NUMBER ONE IN THE HOME IMPROVEMENT INDUSTRY. ONLINE AND PRINT. Hardlines PRO Dealer is just one facet of the Hardlines Information Network. Since 1995, we’ve been delivering the most up-to-date information directly to you online, in print, and in person. Find out how you can get your message out with us. Contact:

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All editorial contents ©2026 by Hardlines Inc. No content may be reproduced without prior permission of the publisher.

Shannon MacLeod, Account Manager 905-691-2492 • shannon@hardlines.ca

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Hardlines.ca

2026-02-04 1:41 PM

APPLY FOR THE 2026 OUTSTANDING RETAILER AWARDS

Do you have a great pro yard?

Apply for an Outstanding Retailer Award!

2025 PRO DEALER OF THE YEAR Adams Building Supply (Castle Building Centres Group) Tasha Birtch and Jamie Adams, Owners; Yanick Miron, Taiga Building Products (award sponsor Johns Manville)

CATEGORIES TO ENTER: • Best Hardware or Paint Store (any size) • Best Building Supply/Home Centre (under 15,000 square feet) • Best Building Supply/Home Centre (over 15,000 square feet) • Young Retailer of the Year (a store owner or manager 35 or under) • Marc Robichaud Community Leader • Best Large Surface Retailer (over 65,000 square feet) • Pro Dealer of the Year

Visit www.oras.ca for more info. Deadline for entries is June 12, 2026.

SEE YOU THIS FALL IN OTTAWA Fairmont Château Laurier, Ottawa, ON

October 20 & 21, 2026 In collaboration with LBMAO

LBMAO THE LUMBER AND BUILDING MATERIALS ASSOCIATION OF ONTARIO

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CONTENTS

PRO Dealer FIRST QUARTER 2026 // VOLUME 3, NUMBER 1

10 AN INCONVENIENT TRUTH EDITORIAL

PAGE 12

NEWS OUTSTANDING RETAILER AWARDS DEALERS TEAM UP TO BUY COASTAL

21 PROS AND DIGITAL THREE MINUTE READ

38

VENDOR INTERVIEW

JEAN-CLAUDE LASSERRE, CEO, SAINT-GOBAIN CANADA

KENT BUILDING SUPPLIES CELEBRATES 50TH RONA PARTNERS WITH CHAGALL COOPER EQUIPMENT COLLABORATES WITH SKYJACK BMR SIGNS TWO KEY STORES IN MONTREAL

68 SKUS THAT WILL MAKE YOU MONEY PRODUCTS FOR PROS

72 SEE WHAT’S IN OUR NEXT ISSUE INDEX TO ADVERTISERS

HOOK’S 74 SOLID NICHE BUSINESS THE CHALLENGE

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PRO Dealer // Q1 2026

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CONTENTS

40

COVER STORY

PRO DEALER OF THE YEAR

An interview with Jamie Adams and Tasha Birtch, co-owners of Adams Building Supply, Woodstock, Ont.

22

OPER ATIONS

COMPETITIVE ANALYSIS

It’s a journey not an event, says Home Depot’s former EVP

52

FINANCE

CAPITAL GAINS TAX

30

MARKETING

REACHING PROS THROUGH SPORTS From rink boards to jobsite banners, how four brands are doing it

60

PRO DE ALER PROFILE

STARTING FROM SCRATCH How a pro dealer in Saskatchewan got going

How to not pay more than your share

8

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2026-01-163:39 07:47 2026-02-04 PM

FROM THE EDITOR

AN INCONVENIENT TRUTH Steel derivative tariffs—imposed by Canada and not the

BY STEVE PAYNE Editor-in-Chief PRO DEALER steve@hardlines.ca

United States—are a huge problem for the industry

“If you build it, they will come.”

How ironic is it that the renamed Center for Consumer Products (CFCP) would have its launch event shortly after the New Year? Just days after Canada shot itself in the foot with tariff s, once again.

This time, the culprit isn’t President Trump—or at least, not directly.

It’s the Government of Canada.

The mess that the Finance Department has made of its support for the steel and aluminum industries is massive. Effective Boxing Day, Canada imposed steel derivative product tariff s on everything from vinyl windows to zinc door handles—some without a gram of steel in them.

In an effort to shore up Canada’s metal producing industries, Ottawa has imposed import tariff s (from anywhere in the world) on a voluminous list of products. These tariff s are not small. They add a cost of 25 percent to the entire imported item. Google “steel derivative tariffs” to see the problematic list from the Finance Department.

Vendors now have an inconvenient truth. Either they pass the highlyexpensive tariff s onto their pro dealers (among other retailers) or they will suddenly lose money.

The way out of this catastrophe is not easy. Advocacy is needed with Ottawa. The CFCP is not only a newly-named organization, it has a new

“

The government only has a wide net.

Unfortunately, they have caught some by-catch.”

—Adrian Edge, Fenestration Canada

mandate. CEO Sam Moncada says he is up for the challenge.

Please, step up for this industry. You can reach Sam at smoncada@ centerforconsumerproducts.com. Stories of your own experience with these damaging tariff s are welcome. Even more welcome is joining your organization to the CFCP, to put industry muscle behind their efforts.

Or email me your experiences with steel derivative tariff s here at steve@hardlines.ca.

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2026-02-05 11:45 AM

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PRO Dealer

NEWS

WHAT’S HAPPENING IN THE PRO INDUSTRY Sign-up for Breaking News at Hardlines.ca

PRO DEALERS AMONG OUTSTANDING RETAILER AWARD WINNERS The 33rd Outstanding Retailer Awards were pre-

Rosetown, Sask., was a winner of the Retail Spirit

sented at the Hardlines Conference held in October

Award. This award is given to a retailer who over-

in Banff, Alta. Eight stores in our industry were hon-

comes tremendous challenges to achieve success.

oured, covering the range of retail hardware and home

The co-owners, Devon and Kelsey Brooks, started

improvement stores. Six of the eight winners serve

planning their new store in 2020, in the teeth of

contractors as a substantial part of their business.

Covid lockdowns. Devon was (and is) a contractor.

Pro Dealer of the Year honours went to Jamie

Kelsey worked in grain purchasing. The store is

Adams and Tasha Birtch, co-owners of Adams

celebrating its fourth anniversary this spring.

Building Supply, a Castle member which is a hard-

For more on Brooks, see page 60.

ware customer of Orgill Inc. The business has loca-

Another pro-heavy store won in the category of

tions in Woodstock and Shakespeare, Ont. Adams

Best Building Supply Store under 15,000 square feet.

and Birtch are our cover story (see page 40) for this

The winner was Pike’s Home Hardware Building

issue. Their Woodstock store, which was relocated

Centre of Happy Valley-Goose Bay, N&L, which

in 2023, features a cutting-edge design from

is owned by Greg and April Pike. This incredible

Burlington Merchandising and Fixtures and also has

business got its start 50 years ago, as a convenience

a double drive-through from Auto-Stak.

store. It has morphed into a serious LBM store with a

Another pro dealer, Brooks Building Supplies,

Lauremat Inc., in Sept-Îles, Quebec, won in the category of Best Building Supply over 15,000 square feet.

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significant front end.

Best Building Supply Store under 15,000 square feet was won by Pike’s Home Hardware Building Centre of Happy Valley-Goose Bay, N&L. Hardlines.ca

2026-02-05 1:09 PM

Canada’s newest buying group EvoX also had a winner. Lauremat Inc. is in Sept-Îles, Quebec. It won in the category of Best Building Supply over 15,000 square feet. The store was represented at the ORAs by

BMR SIGNS TWO KEY STORES IN MONTREAL BMR has announced that

co-owners Laurence Scanlan and Larry Scanlan.

TIMBER MART, a significant LBM buying group

it has signed a build-

in the pro business, had a winner as well. Carrie

ing centre, Centre de

Gagne was voted Young Retailer of the Year for her

rénovation St-Patrick,

accomplishments running Gagne TIMBER MART,

and a hardware store,

Beachburg, Ont., along the Ottawa River close to

La Quincaillerie Notre-

the Quebec border of Eastern Ontario.

Dame de Saint-Henri.

A significant number of contractors shop at one

Both stores are in the southwest part of Montreal.

of the best big boxes in Canada. The Outstanding

Today, the Lanouette family continues to operate the

Retailer Award for Best Large Surface Retailer

stores after multiple generations. The stores have a team of

went to RONA+ Mascouche, in Mascouche, Quebec.

80 employees and a total sales area of 37,000 square feet.

The store manager is Jonathan Ashton.

BMR Avantis Montmagny, in Montmagny, Quebec, was a winner for the buying group which is a significant power in Quebec (and increasingly in Ontario

The signing will bring two long-established Montreal locations under the BMR Expert Centre banner after more than 50 years with a competing chain.

The family-owned business traces its roots back to 1889,

and Atlantic Canada). The store won in the category

when Georges Lanouette opened the original store on

of the Marc Robichaud award, which is given to the

what is now Georges-Vanier Boulevard. A second loca-

store that has made its mark in community leader-

tion, Centre de rénovation St-Patrick, opened in 1994 in

ship. Manager Dany Boucher accepted the award.

the Pointe-Saint-Charles neighbourhood, with a focus on

And finally, the best hardware store went to

construction materials.

Richardson’s Home Hardware in Nipawin, Sask.

The business had been carried forward by great-grand-

Owners are Theresa Chalus and Dustin Chalus.

sons Marc Lanouette and Jean Lanouette, until Jean died

“Canada’s home improvement retailers are,

in April 2023.

without a doubt, the best in the world,” said David

The two stores serve a broad customer base that

Chestnut, the emcee of the awards gala in Banff.

includes contractors, renovators, and homeowners. In

Launched in 1992, the awards have honoured more

addition to core hardware and building materials, the

than 180 retailers in this industry.

business offers services such as tool, window, and screen repairs, along with access to cabinetmakers for custom furniture projects.

For BMR, the addition strengthens its footprint in Montreal, a market where independent operators remain highly competitive.

“The Lanouette family’s business is a true fl agship, and we are immensely proud to welcome them into our network,” said Antonio Di Pasquale, COO at BMR. “This significant partnership also allows us to increase our presence on Montreal soil, which is excellent news for BMR.”

BMR Avantis Montmagny, in Montmagny, Quebec, won the Marc Robichaud award.

Hardlines.ca

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Q1 2026

// PRO Dealer

13

2026-02-05 1:09 PM

NEWS

CASTLE DEALERS COMBINE TO BUY COASTAL DRYWALL SUPPLIES Two of Castle Building Centres Group’s commercial members have teamed up to acquire a major gypsum supply dealer in Atlantic Canada. Encore Drywall Material Supplies and Groupe Beauchesne, which recently partnered to form Leonek Corp., have acquired Coastal Drywall Supplies Ltd. The GSD has locations in Dartmouth, N.S., and Hanwell and Dieppe, N.B. Encore Drywall Material Supplies, headed by Doug Skrepnek, joined Castle in the summer of 2024.

It has yards in Vaughan and Trenton, Ont. Groupe Beauchesne, meanwhile, joined the buying group in

be outdone, Lowe’s bought Foundation Building

February 2025. Beauchesne has five yards in Quebec—

Materials (FBM), too. Both GMS and FBM are two of

three in the Montreal area and two in the Quebec City

the biggest GSD operators in Canada.

market. Carl Léonard is the president of the company.

Skrepnek is no stranger to Groupe Beauchesne.

market “compels groups like ours to support the

group of GSDs called WSB Titan Group, of which

channel.”

Meanwhile, Castle went on an impressive run of

uted the B to the brand name.) The other two major

store recruitment in the late fall and early in the

partners were Southern Ontario’s Watson Building

New Year. It signed nine dealers to its fold, including

Supplies, contributing the W, and Western Canada’s

the three Coastal Drywall Supplies locations above.

Shoemaker Drywall Supplies, contributing the S.

Also joining the Mississauga, Ont.-based group

Both Watson and Shoemaker were acquired by

were Takaya Supply Co., located in Coquitlam, B.C.

GMS Inc. of Tucker, Ga., in 2018, under Skrepnek’s

The business is a Squamish Nation member-owned

presidency. Beauchesne was not acquired, but

company.

became an affiliate of GMS. When Beauchesne joined Castle’s commercial division, Skrepnek’s existing close relationship with

Ilo-Ilo Hardware Store joined Castle next. The store is located in Cumberland, B.C., on central Vancouver Island.

the Léonard family appeared to help seal the deal.

Shauny K’s Affordable Building Centre in New

“I think we chose the right group for growth and

Minas, N.S., joined next. The store was formerly

we chose the right group for fl exibility,” Skrepnek said to Hardlines of Beauchesne joining Castle.

known as Happy Harry’s.

Castle signed Les Distributions M. Dion Inc., in

One of the motivators for Léonard and Skrepnek

Salaberry-de-Valleyfield, Que. The business is a

to get even bigger is that Americans are making sig-

new retail division of MauDev, a development firm.

nificant incursions into the Canadian GSD business.

Castle’s next new member was Concept Habitation

And not just any Americans, but the biggest two

Inc., in Sherbrooke, Que.

home improvement retailers in the world.

Home Depot acquired GMS Inc. last year. Not to PRO Dealer // Q1 2026

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Centres, told Hardlines that this activity in the GSD

After all, he used to be president of a powerful Beauchesne was a member. (Beauchesne contrib-

14

Ken Jenkins, president and CEO of Castle Building

Finally, on Jan. 7, Castle announced it had signed Golden City Supply in Calgary.

Hardlines.ca

2026-02-05 1:09 PM

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NEWS

KENT BUILDING SUPPLIES RAMPS UP FOR 50TH BIRTHDAY Kent Building Supplies is celebrating its 50th birthday this year. General manager Patrick O’Neil recently did an interview with CTV’s Your Morning Atlantic show to talk about what the retailer has planned.

“Not all companies make it that long and we intend to keep growing,” O’Neil said. “And helping Atlantic Canadians build Atlantic Canada.” Kent has 48 stores in the region.

The general manager said that two new stores would be opening during the year. O’Neil didn’t say where they are. Hardlines believes that one of the

Irving, Ltd.) are here, we reinvest here … that’s a part

stores is a 100,000-square-foot unit in Moncton,

of why we’ve been successful.”

replacing an existing truck terminal. And Kent is

events, we’ve got some great commercials. We’ve got one running right now. We’ll have a new one in the second quarter and the third quarter.”

O’Neil also said that Kent will be launching a new version of their website this spring. “We also are planning to introduce more technology in the hands

just finishing a store in Summerside, P.E.I, which is expected to open in the spring of 2026.

One of the spring promotions that Kent is planning is based around a Kent 50th anniversary bucket made

by Plasticraft, a fellow J.D. Irving company.

O’Neil has been with Kent for 31 years and was most recently director of supply chain.

COOPER EQUIPMENT PARTNERS WITH SKYJACK ON COMMUNITY INITIATIVE

ities since the first Golden Equipment campaign. The

Cooper Equipment Rentals Ltd., the largest

thing we do—our team, our customers, and our com-

Canadian-owned firm in its sector, has partnered

munities,” said Darryl Cooper, president of Cooper

with Canadian equipment manufacturer Skyjack

Equipment Rentals, which is based in Toronto. “This

Inc., a Guelph, Ont.-based firm, to promote its latest

campaign reflects that belief. And partnering with

charitable campaign.

another Canadian company to support mental health

Skyjack has shipped Cooper nine new customized golden telehandlers, a gold trench shield, and

Cooper has raised over $575,000 for local charspotlight is on children’s and family mental health.

“At Cooper, valuing people is at the heart of every-

makes this next chapter even more meaningful.”

“When we considered who we wanted to collab-

a golden pump as part of the 5th annual Golden

orate with for this Cooper Cares initiative, Skyjack

Equipment campaign that Cooper has run since 2022.

came immediately to mind,” said Antonia Edwards,

A telehandler combines the reach of a crane with the

director of marketing for Cooper Equipment Rentals.

manoeuvrability of a forklift. It can be fitted with vari-

“Working with like-minded Canadian companies that

ous attachments like forks, buckets, or man baskets.

share our values means a great deal to us.”

PRO Dealer // Q1 2026

PD-Q1-26-News.indd 16

customers better.”

“The fact that we grew up here, our owners (J.D.

“We’ve got promotions planned, contests, staff

16

of our associates at our stores to help them serve our

Hardlines.ca

2026-02-05 1:09 PM

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2026-02-04 3:42 PM

NEWS

RONA PARTNERS WITH CHAGALL FOR TURNKEY INSTALLATION OF CABINETS AND VANITIES

customers from the earliest planning stages through to project completion.”

Hamad added that the deal reinforces RONA’s position as a one-stop shop for construction professionals across Canada.

RONA’s press release said that contractors can access the program from the planning stage.

“Customers will benefit from expert guidance, rigorous quality control, and support throughout the project, ensuring a seamless experience and results that meet expectations. To see if a project qualifies,

RONA inc. has upped its game with pros. The

interested builders can contact their outside sales

retailer has partnered with a national leader in the

representative from RONA or visit their local store’s

manufacturing and installation of kitchen cabinets

PRO desk for full program details.”

and bathroom vanities. The plan is for RONA to offer its pro customers turnkey installations in multi-unit buildings across Canada.

Chagall has national reach and proven expertise in multi-unit projects, the release said.

“We’re pleased to collaborate with RONA to meet

The deal with Le Groupe Chagall was announced

the growing needs of the construction and home

in early December. The millwork firm has locations

improvement market and support developers in the

in Sainte-Julie, Que., Toronto, and Calgary.

success of their projects,” said Philippe McAllister,

“This partnership with Chagall significantly

vice-president of business development at Chagall.

strengthens RONA’s national pro service eco-

“Like RONA, we are committed to delivering tailored

system, allowing us to offer a more comprehensive

customer service to support industry growth and

and integrated solution to professional builders,”

respond to the high expectations of professionals.”

said Jamal Hamad, senior vice-president, professional services at RONA. “By adding kitchen and bathroom cabinetry for multi-unit projects, we can now support pro

Chagall specializes in food retail and commercial spaces in addition to multi-unit residential projects.

It has a multidisciplinary team of designers, project managers, and certified installers.

Chagall Group is a millwork manufacturer specializing in kitchen and bath cabinets. RONA’s plan is to use the partnership to extend its reach in multi-unit residential buildings across Canada.

18

PRO Dealer // Q1 2026

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Hardlines.ca

2026-02-05 1:09 PM

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2026-02-04 4:00 PM

Three Minute Read

Interview by Rebecca Dumais

SERVING PROS DIGITALLY

An interview with CHRIS PARSONS, author of Retail Rewired and president, partner growth and marketing, at Hale

In your book, you’ve said that curiosity is one of the

Just circling back to your book, Retail Rewired.

strongest competitive advantages that a retailer

What was your “Aha!” moment where you decided

can have. What does curiosity look like in practice

to write a book?

in a retail team?

One frustration I had was when Walmart launched

I read a long time ago that retailing is “the art of the

their self-checkouts. We started off with two or

possible.” Too often you’ll start out with meetings

four checkouts in a store. And what they’re really

and you’ll ask your team to brainstorm. And there’s

meant to be is a fast queue for folks that had fi ve or

always somebody that wants to tell you during a

10 items. They could avoid the lines of the cashier

brainstorming session that XYZ idea will not work.

and they’d be out the door. Now it’s fl ipped. You’ve

I always wanted to get rid of that mentality. I don’t

got 20 self-checkouts at the retailers. And I thought,

care what the idea is. Go in and explore ideas that

how ridiculous is this getting?

are different, that are going to be hard.

As a consumer, I want to be served.

Where you’re not constantly saying “that’s

I don’t want to be self-served. I drive

a silly idea” or “that’s not going to work.”

there, I get in the store, I find my cart. I go

Always follow the hard ideas because it’s

around the store for half an hour and find

going to be something that’s different and

my $300 of groceries. Then I have to go

that other retailers are not doing.

to a self-checkout and now I have to train myself on how to use your POS system.

When it comes to the pro side of the business, is there anything that dealers should

Chris Parsons

be doing right now?

Then I have to learn how to weigh vegetables or search vegetables up.

And I’m thinking, I should be getting paid for this.

It’s important for dealers to offer extended value to

Or at the very least add it to my resumé! And then at

pros. Because a lot of pros understand their com-

the end of it—and this is the best part—it will ask me

munities quite well at the moment—they’re getting

to rate the business out of fi ve stars! How can I even

jobs, they’re getting contracts. But a lot of contractors

give you a fi ve-star rating? Because in this whole

don’t have the time to keep up on the trends. So as a

45 minutes of my shopping experience, I have not

pro dealer, if you can offer a service that leverages

talked to an associate. I’ve done everything myself!

AI to mine what’s going on in the news, what government laws are being created, you’ll be seen as an asset. Things that could spike their business or slow their business. You can educate your customer base.

Chris Parsons is one of Canada’s e-commerce thought leaders. After more than 20 years heading omnichannel teams for such brands as Home Hardware, Ren’s Pets, and Walmart, last year he joined digital agency Hale.

If you’re just offering discounts to the pros … well, everyone does that. Everyone can offer a 10 to 15 percent savings based on volume. Or give them tier level savings. Help the contractors to market themselves.

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To listen to the full two-part interview with Chris Parsons, go to hardlines.ca/hardlines-podcast-series/

Q1 2026

// PRO Dealer

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OPERATIONS

Interview By Steve Payne

Too many dealers look deeply at their competition only when they are building or buying a new store.

But JIM INGLIS, a pioneer in Home Depot’s early years, calls competitive analysis a “journey” not an event

How important is doing a competitive analysis of your market niche?

might be Amazon. For some categories it could be a

The answer is obvious. You must know who your real

perception of where they would go if not to you.

local paint store. It all depends on your customer’s

competition is because those competitors are the

22

alternative for your customer. It is, however, import-

How do you see the various pro markets?

ant to understand that your “real” competition varies

A small hardware/building material dealer may be

by product category. The real competitor for one

dealing in any of four pro categories: repair, main-

category may be a commodity lumberyard, while

tenance, remodeling, and new construction. Each

for another it might be a big box store. For another it

of these categories will have unique pro tradesmen

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“

Price will always bring in the customer but it’s not always the best tool to generate loyalty. Cost is irrelevant to setting the right price.

The only thing that matters is what is the customer’s alternative?

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Q1 2026

// PRO Dealer

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OPERATIONS

“

Keeping an eye on your competition is not an event, it’s a journey.

Because business constantly changes. What you saw a year ago has certainly changed. The situation six months ago has probably changed. And even last week might have changed!

or commercial clients. Therefore, it is important to

The situation six months ago has probably changed.

define your target customer and then prepare to be

And even last week might have changed! Change is

their best source. You probably are not going to be

the one constant in the retail business, so you have

competent in all four of these categories, but you

to stay on top of your market. Which means that you

must be best in at least one. Once a target trades-

need to be aware of what’s happening with your

men group is identified as relevant, some face-

competition. And it could be a matter of pricing, it

to-face interaction is required to understand their

could be a matter of product assortment. It could

needs.

be in terms of new services. It could be in terms of a store remodel. Or promotion and advertising. So,

How often should a pro store do research on their competitors?

there’s not just one element that you’re looking at.

Keeping an eye on your competition is not an event,

they’re changing quickly!

There are multiple elements that are changing. And

it’s a journey. Because business constantly changes. What you saw a year ago has certainly changed.

You held senior executive positions with Home Depot in the eighties when they were in their first decade. A few years ago, Home Depot revealed that it has 10 percent pros in terms of traffic, but that turns out to be 50 percent of the dollars. Where did the notion that pros didn’t like big boxes come from?

It’s actually likely higher than 50 percent today because of their new acquisitions. [Last year, Home Depot acquired Gypsum Management & Supply Inc., and Lowe’s acquired Foundation Building Materials.

Thus, the two leading home improvement retailers in the world acquired market-­leading gypsum supply firms in 2025.] The notion that pros don’t shop at big boxes is a myth. It’s not true. In the 1980s, Home Depot realized there was a synergy between the DIY

Jim Inglis was an executive vice-president with Home Depot in its early years before consulting for leading home improvement big boxes around the world.

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OPERATIONS

“

homeowner and the repair, remodel, and mainten-

small dealers are members of a co-op or similar

ance contractor because they were buying the same

wholesale group, and these organizations can

products. So, by providing those products at the

typically provide good market information. Product

right price, or the right assortment, or at the right

manufacturers can also be an excellent resource

service levels, they were able to appeal to both DIY

for market information.

Without the proper technology, I believe that the independent will simply forfeit the business. Companies that have the capacity and the competence to be at the cutting edge of technology will win. And that is a big problem for the independent.

and pro markets.

not pull complex projects or new construction away,

What kinds of competitive advantage do you have unless you are going to make the difficult decision to compete on price?

because the big box was not set up well to service

Price will always bring in the customer but it’s not

that market. And you ended up with two different

always the best tool to generate loyalty. Cost is

types of contractors. One type, that was focusing

irrelevant to setting the right price. The only thing

on single-family residence repair and remodel

that matters is what is the customer’s alternative?

work, moved to Home Depot. The new construction

And what do you want your customer to think about

contractor stayed away. But today, Home Depot is

your brand regarding price?

What that did was to take a huge portion of the contractor business away from lumberyards. It did

aggregating a portion of that complex and new con-

there are different competitors for different parts

Online shopping has become such a huge factor since Covid. Hardlines has measured online shopping from Canadian independent dealers at less than one percent of sales.

Whereas the big chains, such as the big boxes and Canadian Tire, are doing more than 10 percent of their sales online. What is going to happen with that divide?

of your product mix. You have to identify who is the

Most large home centre chains realize that the

relevant competitor for a particular item. If it’s a

internet is now the front door of their store,

big box retailer or a mass merchant, yes, pricing is

although the next step is likely to be a store visit.

readily available on the internet. But if the cat-

They are experiencing or planning that 15 to 25

egory is a commodity building material it is more

percent of their business will be online driven. Even

difficult. It could be five different prices depending

then, perhaps 50 percent of that volume will be

who you are when you walk into the store. Most

picked up by the customer in the physical store.

struction business.

Your competitor’s pricing is probably not a secret any more, now that it’s available on your phone, right?

Well, that’s not necessarily true on all products.

When you look at a store, you have to realize that

26

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OPERATIONS

“

Here are the five most important issues by order of importance: 1. Time, 2. Relationship, 3. Quality (product and service), 4. Credit, 5. Price.

that is a big problem for the independent. They’re

Your book, Breakthrough Retailing, is a how-to guide to home improvement retailing from the perspective of Home Depot’s journey—and your part of it as EVP of merchandising and then EVP of strategic development. But as you say in the preface, Home Depot was just 13 years of a 60-year retail journey. What are you working on next?

either going to have to make a very big investment

What I found is that culture affects how business is

on their own or they’re going to need to tie into a

done. The culture in Japan is different from the cul-

partner through their buying group that can provide

ture in Australia, which is different from the culture in

them with that kind of expertise and technology.

Germany, which is different than the culture in Chile

Technology is the biggest time-saver and therefore

and so on. I’m working on a book that will give an in-

the most important tool. Outside of that, the ability

sight into how cultures are different around the world

to be small and independent is really questionable

and how that will affect both good and bad decisions

as far as a long-term strategy.

being made by various retailers around the world.

What is the most important competitive advantage you can have in the pro dealer market?

JIM INGLIS is a home improvement retail executive

Service is everything. The pros will be loyal to the

already a veteran of the field when he joined Home

company that makes their job easy and saves them

Depot in 1983. The company at that time was just five

time. Time is the most important criterion, which is

years old. He rose to become vice-president of mer-

why technology is so important. And the expertise

chandising on the West Coast, exec-

of your line employees, which needs to be augment-

utive vice-president of merchandis-

ed by technology, is the most important competitive

ing, and executive vice-president of

advantage you have. Too often, the first thought

strategic development. He was also

is that price is the key factor. It’s not. Here are the

elected to Home Depot’s corpor-

fi ve most important issues by order of importance:

ate board of directors. His book,

1. Time, 2. Relationship, 3. Quality (product and

Breakthrough Retailing, is available

service), 4. Credit, 5. Price.

at Amazon.

Without the proper technology, I believe that the independent will simply forfeit the business. Companies which have the capacity and the competence to be at the cutting edge of technology will win. And

28

PRO Dealer // Q1 2026

PD-Q1-26-CompetitiveAnalysis.indd 28

who has spent 60 years in the business. He was

Hardlines.ca

2026-02-05 1:15 PM

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2026-02-04 4:07 PM

Marketing

SPORTS MARKETING TO PROS

By Rebecca Dumais

From rink boards to jobsite banners, sports marketing remains one of the most visible ways building supply brands connect with pros

30

Companies such as Home Hardware,

roots programming and high-visibility professional

The Home Depot, TIMBER MART, and RONA have

partnerships.

leaned into sport as a brand amplifier, blending

The RONA Rookies program is now in its second

national visibility with grassroots credibility. For

year. Last fall, RONA announced it will sponsor 150

contractors, these investments are about more than

minor hockey teams across Canada this winter, a

logos. They’re about showing up where customers

doubling of its efforts to support the hockey teams of

live, work, and cheer.

the children and grandchildren of RONA employees.

Across the sector, sports marketing has evolved

Each RONA Rookies team receives approximately

from simple signage into a long-term brand strat-

$4,000 in financial support. The money can be used

egy. Retailers are no longer just buying impressions.

toward equipment purchases, registration fees,

They’re investing in emotional relevance through

tournament participation, and other team-related

community presence, fan engagement, and internal

expenses. For retailers, programs like this serve a

culture. Whether the platform is hockey, baseball,

dual purpose: strengthening internal culture while

football, or soccer, the common thread is connection.

extending brand visibility into local arenas.

“Hockey is very special to Canadians, and we’re

RONA DOUBLES DOWN ON HOCKEY

proud to have been part of that love story for over

Hockey is Canada’s national game. RONA has

30 years,” said Catherine Laporte, chief digital

leaned into the sport with a combination of grass-

and marketing officer at RONA. “Whether it’s

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Hardlines.ca

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with local or professional teams, RONA is com-

using data to guide investment decisions, ensuring

mitted to the sport because we believe in the

community programs such as RONA Rookies and

importance of creating living environments where

national NHL partnerships work together rather

everyone can thrive and fully enjoy what they’re

than compete for focus.

passionate about.”

“Hockey is much more than just a sport. It brings

At the professional level, RONA continues as a

communities together, creates bonds between gen-

major partner of the Montreal Canadiens and official

erations, and inspires our youth,” Laporte added.

game co-presenter on Réseau des sports (RDS).

“That’s why we are proud to invest in initiatives that

The retailer has also expanded its partnership with

encourage participation in sport and help young

the Edmonton Oilers following the team’s Stanley

people pursue their dreams.”

Cup final appearance last season.

As RONA expands its reach across multiple

Through its sponsorships, RONA says the goal is

markets—from Montreal to Edmonton and beyond—

to create meaningful connections with Canadians

sports sponsorship continues to play a role in geo-

and measure impact through engagement data

graphic connection. The company points to hockey’s

rather than impressions alone.

place in Canada’s cultural fabric as a key reason for

Balancing grassroots initiatives with profes-

maintaining a strong presence at both the local and

sional partnerships remains a deliberate strategy.

professional levels, using the sport as a bridge to

RONA evaluates performance across both levels

connect with diverse communities nationwide.

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Marketing

The RONA Rookies program now spans commun-

[late last fall] is just the beginning of how we’ll

ities across the country, from the Laval Conquer-

show up for our customers through the tournament

ants U11 in Quebec to the Burnaby Winter Club U13

next summer.”

in British Columbia. For retailers, the approach

At the local level, Home Depot plans activities

highlights how a well-balanced sports marketing

in multiple host cities—from Toronto to Atlanta to

strategy can build credibility, trust, and long-term

Monterey—including outdoor viewing parties, DIY

brand relevance—both inside the rink and beyond it.

fan zones, and soccer-themed Kids Workshops in

HOME DEPOT AND THE FIFA WORLD CUP

all stores. These efforts are designed to refl ect how communities gather and celebrate.

Internally, the company is also using the tourna-

As major retailers look for ways to connect with

ment to engage its workforce. All 475,000 Home

customers beyond price and product, global sports

Depot associates across North America are being

sponsorships are increasingly becoming long-term

outfitted with limited-edition orange aprons featur-

brand platforms. Soccer’s FIFA World Cup is taking

ing FIFA World Cup 2026 branding. “The World Cup

place this June and July in Canada, the United States,

is a once-in-a-generation moment,” Kolber said,

and Mexico. In terms of viewership and cultural im-

noting the aprons serve as a daily reminder that

pact, it is by far the largest sports event in the world.

associates are part of something larger.

The Home Depot’s sponsorship of the event—and

The strategy is especially visible in Atlanta, The

soccer’s international association, FIFA—is extensive.

Home Depot’s headquarters, where the FIFA World

The Home Depot has stores across the three host

Cup will feature eight games. “We have deep roots

countries. So it has positioned the event as a “back-

in Atlanta,” Kolber said. “Supporting the World Cup

yard” moment for both communities and stores.

here is another proud milestone and a way for us to

“Now that we’ll know who’s playing where and

engage with our communities and celebrate a mo-

cities now know who’s coming, fans can start plan-

ment that unites people across borders.”

ning, and The Home Depot is ready to help everyone

For retailers, Home Depot’s approach under-

create their own World Cup moments,” said Allison

scores how sports sponsorships—when tied to

Kolber, vice-president of integrated marketing. “Our

community, culture, and employees—can become

new soccer-centered campaign launching this week

powerful tools for long-term brand building.

From the pros to the grassroots, covering hockey from every angle. (Left) RONA rinkboard advertising at Bell Centre, the home of the Montreal Canadiens. (Above) The RONA Rookies program.

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Marketing

HOME HARDWARE’S EVOLVING SPORTS PLAYBOOK For decades, sports sponsorship was largely the domain of banks, beer brands, and telecom giants.

But home improvement retailers have stepped onto the national sports stage with growing confidence.

In 2023, Home Hardware renewed its status as the Official Home Improvement Retailer of the Toronto Blue Jays.

Few examples illustrate that shift better than Home Hardware’s expanded partnership with the Toronto

paign, built around the Trooper (a Canadian band,

Blue Jays of Major League Baseball.

of course) anthem. Rolled out nationally during the

Home Hardware has been aligned with the Jays

Blue Jays post-season run, the campaign leaned

since 2005, making it one of the longest-standing

into Canadian nostalgia and fandom, positioning

retail sponsors tied to the franchise. The relationship

Home Hardware as part of both the game-day ritual

has evolved steadily from a traditional brand presence

and everyday life.

into something more immersive and media-driven.

In 2023, the retailer renewed its status as the Offi-

in sports marketing. It’s no longer just about logo

cial Home Improvement Retailer of the Toronto Blue

placement. It’s about long-term storytelling, emo-

Jays, while its BeautiTone paint brand became the

tional resonance, and repeated touchpoints across

Official Paint of the Jays, supported by permanent

broadcast, social, in-store, and digital channels.

left-field signage at Rogers Centre. ware became title sponsor of the Blue Jays Central

TIMBER MART: WHERE NATIONAL SPORTS MEET LOCAL PRIDE

Studio. The studio functions as the broadcast hub

Sports don’t just fill arenas—they anchor commun-

for pre-game, in-game, and post-game coverage

ities. From packed junior rinks to Grey Cup watch

across the full 162-game season, pushing the brand

parties, sport is where neighbours meet, stories are

beyond stadium signage into consistent national

shared, and local pride takes shape. TIMBER MART’s

broadcast visibility.

sports marketing strategy is built around that truth,

The real pivot arrived in 2025, when Home Hard-

34

For dealers, the strategy highlights a broader shift

Layered onto that broadcast strategy was Home

using national partnerships to create meaningful,

Hardware’s “Raise a Little Hell” advertising cam-

on-the-ground impact for its independent dealers.

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Whatever it takes.

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Marketing

TIMBER MART’s portfolio includes partnerships with Hockey Canada, the Canadian Football League (CFL), Sportsnet Radio, and Core Media.

The company’s portfolio includes partnerships with

celebration at its TIMBER MART location, the event

Hockey Canada, the Canadian Football League (CFL),

became more than a promotional stop. “It brought

Sportsnet Radio, and Core Media, aligning the brand

our community together and reinforced why these

with some of the most-watched and most-trusted

partnerships matter—not just for business, but for

sports properties in the country. These relationships

local pride and connection,” Sylvester added.

place TIMBER MART at the centre of major national

From a dealer perspective, sports marketing

moments, including hockey’s World Junior Cham-

offers something traditional advertising often can’t:

pionship and the Women’s World Championship, CFL

emotional resonance. By aligning with teams and

regular season and playoffs, and the Grey Cup.

events people genuinely care about, TIMBER MART

Through in-arena and on-field signage, broadcast and digital integrations, fan contests, and experi-

highly engaged environments, enhanced credibility,

ential activations, TIMBER MART reaches millions

and stronger local trust.

of Canadians annually. Just as important are the

“These partnerships are designed with our deal-

community-based events and dealer-hosted pro-

ers in mind,” explained Jon Irwin, vice-president,

motions that bring those national moments directly

member services at TIMBER MART. “They provide

into local markets.

national-scale visibility while delivering tangible,

“For TIMBER MART and our independent deal-

local value—helping independent TIMBER MART

ers, partnering with iconic organizations like the

dealers strengthen their presence, engage their

Canadian World Junior Hockey Team and the CFL is

communities, and differentiate their businesses in

about much more than brand visibility,” said Leigh

meaningful ways.”

Sylvester of K.C. Enterprises Ltd. in Gimli, Man. “It’s

In an increasingly competitive retail landscape,

an invaluable opportunity to connect with our cus-

these examples show how sports marketing can

tomers and neighbours through a shared passion for

do more than amplify a brand. When executed

Canadian sports.”

with intention, it can help independent dealers

That connection can be especially powerful at the local level. When Gimli hosted a Grey Cup 36

dealers benefit from increased visibility through

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become an even stronger part of the communities they serve.

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2026-02-06 2:51 PM

Vendor Interview

Interview by Steve Payne

BULLISH ON CANADA

Saint-Gobain Canada’s new CEO, JEAN-CLAUDE LASSERRE, talks to PRO Dealer about the company’s efforts toward carbon-neutrality and self-sufficient Canadian manufacturing In many countries, when you are in a developed

JEAN-CLAUDE LASSERRE has been

country you don’t grow at the same pace as in a

working as a senior executive for Saint-Gobain,

more emerging economy. We have that growth in

the global building materials giant, for more

Canada. We have it region by region, with very big

than 30 years. Prior to coming to Canada, he

differences between regions in your country. I think

worked in seven countries—Côte D’Ivoire,

that’s one of the topics: a different way of structur-

Colombia, China, Poland, Italy, France, and

ing. When you’re talking about homebuilders, we

South Africa. His experience globally led us

don’t have exactly the same structure of building

to ask him: what are the prospects for this

from British Columbia to Alberta or in Quebec.

industry in Canada?

The third topic that surprised me is that we have in Canada all the potential to produce many of the

You’ve been Saint-Gobain Canada’s CEO since April 1 of last year, so you’re relatively new in this market. What are your first impressions of Canada and the structure of the Canadian industry?

products we need, and the engineers we need,

I’ve worked for about 30 years in the construcaround the planet. That’s given me a vision of the

Can you give us a summary of how SaintGobain is structured? It’s one of the largest building materials firms on the planet.

main differences between mature and developing

We manufacture in 80 countries. And much more

markets. In a nutshell, I think Canada is a mature

commercially, because we are in many coun-

country with still a lot of development to come, and

tries where we don’t have plants. The company is

I think that’s interesting.

organized by country CEOs. It’s one more way of

tion sector and industrial sector of Saint-Gobain

38

“

PRO Dealer // Q1 2026

PD-Q1-26-Vendor-SaintGobain.indd 38

in-house. I think that’s important—and by the way, that’s the way Saint-Gobain is organized. Almost everything we produce in Canada is for Canada.

We have in Canada all the potential to produce many of the products we need, in-house. I think that’s important—and by the way, that’s the way Saint-Gobain is organized. Almost everything we produce in Canada is for Canada.”

Hardlines.ca

2026-02-05 1:16 PM

Saint-Gobain Canada’s CEO, Jean-Claude Lasserre, was appointed on April 1, 2025. He has developed a sense of international building materials manuacturing through more than three decades in Saint-Gobain’s international operations.

having a pure relationship with a customer base and the proximity that the market needs. Obviously, we don’t build the same way in country A versus country B. Within North America, we try to get all that we can get in common while at the same time recognizing the specificities of Canada on one side and the U.S. on the other. That’s the way we are structured, and we do exactly the same in Europe and other countries.

In Canada, Saint-Gobain bought CertainTeed in 1988, and more recently you’ve consolidated various Canadian light construction companies: Kaycan in 2022, BP Canada in 2023, and Bailey Metal Products in 2024.

Meanwhile, Saint-Gobain Canada has announced that it has concluded light construction acquisitions. How do you think that the component parts are coming together?

One of the big emitters of carbon is concrete production. You don’t have any interests in concrete production, but do you have scientists that are looking for replacement substances for concrete?

We are not a cement company, we are not a concrete manufacturer, but we manufacture a lot of admixtures, the liquid or powder additives that we

It’s a fair question. First and foremost, in each com-

put in concrete. By changing those components, we

pany, we have always internal growth, through new

reduce the impact of cement and concrete on the

plants, and external growth. At the end of the day,

planet. Through our Chryso brand, we are active in

we have heavily invested in external acquisitions

the decarbonization of the cement industry.

in the last three years. We invested a lot of money to try to bring together all the recognized leading brands in Canada.

Saint-Gobain has made decarbonization a pillar of its strategy, as seen by the opening of your zero-carbon drywall plant outside Montreal.

Is it fair to say, then, that Saint-Gobain places a prime importance on climate change?

Right now, we have a difficult situation in Canada with tariffs and the fear that we will be changing a lot of our trade relationships.

What do you see as the opportunities to overcome this situation?

There is a reason we have made such a decisive investment in Canada. We believe that with all the resources that we have in Canada, including the

Yes, it’s clearly part of our DNA. We want to be

people, energy, and raw materials, that we are

carbon-neutral by 2050. Also, recycling content is

capable to produce in Canada for Canada, for years to

something for us that is very important.

come. We are here to stay and to keep developing.

Hardlines.ca

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Q1 2026

// PRO Dealer

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Cover Story

Adams Building Supply co-owners Jamie Adams and Tasha Birtch

40

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Hardlines.ca

2026-02-05 1:22 PM

Interview by Steve Payne

ADAMS BUILDING SUPPLY Woodstock and Shakespeare, Ontario CO-OWNERS Jamie Adams and Tasha Birtch BUYING GROUP Castle Building Centres Group YEAR FOUNDED 1963 by William Allen as Allen Building Centre PURCHASED In 2002 by Jamie Adams, name changed to Adams Building Supply in 2023

PD-Q1-26-AdamsBuildingSupplies.indd 41

DOING THE RIGHT THING Adams Building Supply, of Woodstock, Ont., was named Pro Dealer of the Year at last fall’s Outstanding Retailer Awards. An interview with the co-owners of this Castle store, JAMIE ADAMS and his wife, TASHA BIRTCH

Photography by Ema Suvajac

Q1 2026

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2026-02-05 1:22 PM

Cover Story

The logo on the front of the store didn’t change to mention Adams until the new store was opened in 2023.

Let’s start with the two of you as co-owners.

When did you meet?

She does everything I can throw at her—special pro-

TB: In the fall of 2003.

She’s taken the lead on expanding our kitchen and

jects, staff uniforms, staff events, customer events. bath. I’m really good on rough construction and

JA: Tasha has a real job—she’s a dental hygienist.

selling lumber and commodities. And Tasha is an

Someone has to pay the bills because I just put all of

expert on finishing products. And we think we have

our cash into growing the business (laughs).

the best staff in the business—so credit to the team, above all.

TB: I was in dental hygiene school back then. I

couldn’t be a hygienist until I got past the board exam and got my licence. So, Jamie gave me a job at the contractor desk. We were dating at that time.

In your Outstanding Retailer Award entry last year, you talked about your relatively new installed sales program. Can you tell us about that?

And the rest is history?

JA: It really ramped up in 2025, starting in Febru-

TB: Yes, we got married in 2006. Twenty years ago

ary. We hired an installed sales manager who has

this year!

become our director of kitchen and bath sales. He has really grown the program. We’ve found a bit of a

42

JA: Tasha works three days a week in dental

niche there. I think that’s a really big growth oppor-

hygiene. And then fi ve days a week here at the store!

tunity for us.

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Cover Story

Last year, Adams Building Supply ramped up its kitchen and bath sales. The department was given prime real estate in the front of the store where seasonal products were previously kept.

In the summer of 2023, you moved into a new store further from downtown. It gave you a lot of space—and the ability to design the store from the ground up.

JA: We definitely thought our new location would

give us more visibility. We have more customer traffic—the parking was better, the access was better, there’s just more space. We can put more products into the store.

spinoff is that now our pro customers are sending their clients in, and we’re doing the selling for the pro

44

You worked with Burlington Merchandising and Fixtures (BMF) on the design of the new store.

customers as well. The big change since we opened

JA: Yes, and together we introduced selling centres

where we used to have barbecues and seasonal.

is that now we have kitchen and bath in the front end

into our store. They allow people to come in and get

And it’s constantly evolving, but what we’re find-

a sense of different kinds of projects. In other words,

ing is that the previous approach, focused on having

we are not handing them a brochure. But the cool

sections of hardware, puts us in direct competition

PRO Dealer // Q1 2026

PD-Q1-26-AdamsBuildingSupplies.indd 44

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Cover Story

“

We’ve got a 20,000-square-foot warehouse. We had to figure out how to use that space as best as possible. And Paul [Tagarelli, president of Auto-Stak] is pretty awesome at that.”

with Home Depot, Canadian Tire, Walmart, and

we came up with around 10,000-square-feet. That

RONA. These companies have rows and rows of

was the sweet spot for us. We knew we were going

hardware. But we are now maximizing our sales

to be relatively pro-focused going forward. But at

by using displays and selling centres in that retail

the same time, we wanted to make it attractive for

space. We are selling the whole project rather than

retail, as well.

merchandising parts and pieces.

So we worked backwards. We started with the size. We went to BMF and talked about what we

46

When you redesigned the store for your new location, what kind of process did you and BMF go through?

wanted to do with the display area of the store. The

JA: We kind of reverse engineered everything.

[the store’s hardware distributor]. We told them the

First, we established the size of the building that we

departments and the kind of linear footage we had

could afford to build. It was indeed a process. Over

in mind. And we asked them for their recommenda-

20 years of doing this, you start to figure out what

tions. They really responded. It was a very collab-

kind of space your customers need in a store. And

orative effort between multiple groups.

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selling centres and displays take up about a third of the retail store. And then we worked with Orgill

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Tasha, what did you think about the process?

TB: I didn’t work with BMF as much as Jamie did,

because I was working more in dental hygiene at that time. I helped Jamie with designing the look and feel of the store, including the colours and the fabrication of all the signage and the displays.

You now have a double drive-through designed

by Auto-Stak. Did you have a drive-through at your old location?

JA: Not at all. For instance, there’s not a lot of

people in our area that are stocking the amount of cedar that we do now. Auto-Stak works perfect for us in that regard, as far as keeping it all in a condensed space, having it nice and organized, and

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Cover Story

“

We have an incredible group of people working for us. When they come here, they don’t tend to leave.

We try to be very work-life balanced.

Adam’s Building Supply’s double drive-through was designed by Auto-Stak. It has a mezzanine which allows staff to use the full 30-foot ceilings for insulation.

Let me ask you about Shakespeare, your second store, half an hour north of Woodstock.

It also used to be called Allen Building Centre.

Is it branded Adams Building Supply now?

JA: So that store is almost fully branded as Adam’s

Building Supply. I still need BMF to go up and do a little bit of signage work on the inside there. We’re

48

really making everything pickable. We’ve got a

probably going to revamp the merchandising and

20,000-square-foot warehouse. We had to figure

display spaces a little bit. That store is very con-

out how to use that space as best as possible. And

tractor-focused. It doesn’t have a lot of walk-in

Paul [Tagarelli, president of Auto-Stak] is pretty

traffic. But we’ve got a really good young team at

awesome at that.

that store, and they’re full of energy. They grew the

Auto-Stak wanted to know, right down to the item,

business by 15 percent this year in an Ontario mar-

what’s going in each bin. There’s a mezzanine in our

ket that is not spectacular, whatsoever. We give the

Auto-Stak, which allows us to use the full 30-foot

staff a lot of credit. They’ve taken the ball and ran

ceilings in our warehouse for insulation. Again, it

with it. They’re out there building relationships and

was a collaborative effort.

taking market share.

PRO Dealer // Q1 2026

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30

ROB LAWRIE

DEALER/OWNER AT THE LAWRIE GROUP OF HH STORES

YOUR SUPPLIER FOR ALL YOUR LUMBER BUILDING MATERIAL STORAGE AND MERCHANDISING NEEDS info@autostak.ca | www.autostak.com | 1-888-318-0141

AutoStak-PDQ12026.indd 49

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Cover Story

Contractor appreciation country night

We noticed that you said in your Outstanding Retailer Award entry: “Success doesn’t come from selling the most. It comes from being the most trusted.”

driven. That was fun. When the Blue Jays were play-

JA: That is because of our staff. We have an incred-

ourselves. If you don’t like coming to work, it’s going

ible group of people working for us. Some of them

to reflect in your performance. Most of our staff

have been here almost as long as I’ve been here.

really enjoy what they do. They’re really good at

When they come here, they don’t tend to leave. We

building customer relationships and earning trust.

try to be very work-life balanced.

Our customers can trust that when they need some-

Our staff have some leeway. When you need to take

ing in the World Series, we had a hot dog day, ballpark food day. You’ve got to make work fun a little bit, too.

I always say we take our jobs seriously but not

thing done, we get it done.

your kids to the dentist, it’s not a problem. We work it

In my speech accepting the Outstanding Retailer

out. Everybody covers for each other. It’s a very good

Award, I said we have a habit of not saying “no” to our

culture for the most part. And I think we take care of

customers. “No” is not in our vocabulary. Sometimes

them. We pay them well. We have a lots of fun staff

customers push us to the limit, but we always find a

events. We did a potluck last week and that was staff-

way. Put yourself in their shoes—they’ve got a problem to solve. And we can solve that problem. Our attitude is that we’re here to solve the problems of our customers.

You do a lot of youth initiatives around town— sports events, performing arts, and other things. Adams Building Supply is obviously big in community leadership?

JA: It’s ingrained in the culture. We want to be part

of the community any way we can, so we support lots of different causes. We have an initiative here called Operation Sharing. They open up a payAccepting the Pro Dealer of the Year award at last fall’s Outstanding Retailer Awards held in Banff, Alta.

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what-you-can-afford store called The Christmas Place where the kids go in and shop for their parents and the parents go in and shop for the kids. The idea is that nobody should go without gifts at Christmas.

We work tirelessly during the holiday season with our local radio station and the United Way to round up donations of goods that are used to support this cause.

We have also been a long-time lead sponsor for an organization called K2K Productions. It’s a local youth organization that puts on junior and senior musical productions each year and also provides summer theatre camps for kids of all ages. They do small groups with the kids every week where the kids are free to talk about any struggles they might be having and receive support from counsellors.

The musicals are first-rate productions and require elaborate sets. Our stores supply all the materials needed to create the sets for each musical. It works out to a sponsorship of $5,000 to $10,000 per year.

We are now a key sponsor of minor ball, minor hockey, minor soccer, as well as the local junior hockey teams in Woodstock, Tavistock, and Stratford.

The Adams Building Supply name is on a multitude of jerseys and team banners in those trading areas.

We are all over the community. But we’re involved in so many different aspects that a lot of the sponsorships, deliberately, happen under the radar. We do a lot of it quietly. Because it’s not always about marketing, it’s about doing the right thing.

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Finance

By Steve Payne

THE CAPITAL GAINS HIKE THAT WASN’T The federal government said, in its budget for 2024, that a major capital gains tax hike was coming. Last year, the government deferred it and then cancelled it. We discuss the implications for tax planning with JIM McCONNERY, managing partner, Welch LLP

The capital gains tax in Canada marked its 50th anniversary on Jan. 1, 2022. Historically, the idea of a capital gains tax came out of the Royal Commission on Taxation (the Carter commission) which first met in 1962.

A capital gain is realized when you sell a business— for example, a contractor specialist yard—for a profi t. The notion that such profits should be taxed wasn’t common currency in Canada until the Diefenbaker government started to dig into the subject. Before that, it was federal tax policy that capital gains should be untaxed.

But proponents of the tax argued that “a buck was a buck was a buck.” In other words, all forms of income should be treated the same as far as the taxman was concerned.

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“

The proponents of the tax argued that ‘a buck was a buck was a buck.’ In other words, all forms of income should be treated the same as far as the taxman was concerned.

Still, it took a decade to introduce a capital gains tax to Canada. And when it was introduced in 1972, it

from 2000 for more than a quarter-century.

The notion that Conservatives are a boon to

was under an “inclusion rate” of 50 percent (simply

businesses and Liberals are punitive to businesses

put, only 50 percent of a capital gain would be taxed

didn’t show up in capital gains tax policy at first.

as income and 50 percent would be untaxed).

But that changed when Justin Trudeau became

After 16 years, the inclusion rate was increased to

prime minister. The federal government’s economic

66.6 percent in 1988. And then it was increased to 75

statement in 2024 proposed to raise the capital gains

percent two years later.

inclusion tax back up to 66.6 percent. Finance Minister

Interestingly, both of those hikes occurred under

Chrystia Freeland announced that the capital gains

Prime Minister Brian Mulroney. The capital gains

tax inclusion rate would be hiked on June 24, 2024.

tax was first brought in under a Conservative gov-

The business community came out in force

ernment and then increased twice under Conserv-

against the Liberals’ promise to raise taxes in this

ative governments. It would take a Liberal gov-

way. The Canadian Tax Foundation and the Can-

ernment (under Prime Minister Jean Chrétien) to

adian Federation of Independent Business were

reduce the inclusion rate, twice in one year, in 2000.

just two of the lobby groups that spoke out vocifer-

Eventually, the inclusion rate settled at 50 percent

ously against the measure.

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Q1 2026

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2026-02-05 1:29 PM

Finance

“

The capital gains tax was introduced to Canada in 1972, ten years after the Royal Commission on Taxation started its work.

the public sector union CUPE (the Canadian

Trudeau had announced his pending resignation by this point and Mark Carney was running for Liberal leader.

Union of Public Employees) was apoplectic.

And at the same time, there was optimism at

“New Liberal leader backpedals on party

that point, too, that the government would

When the hike was delayed and then can-

celled entirely by Prime Minister Mark Carney,

promise to tax the rich,” its press release said.

PRO Dealer magazine spoke to our tax

Jim McConnery

probably not proceed because the measure was so unpopular. There was legitimate

expert, Jim McConnery, managing partner at Welch

pushback from the business community in Canada,

LLP, Ottawa, about how the capital gains tax re-

about employment, and about the economy. And

versal happened. And what pro dealers can do to

then on March 21, 2025, Carney announced that the

ensure they and their families are protected from

measure was effectively cancelled for good.

future tax shocks.

What was the effect of the change in policy?

54

What happened to the Liberals plans to hike the capital gains tax inclusion rate to 66.6 percent on June 25, 2024? It seems that it got shelved?

It did cause a lot of problems, including for lots of our

The quick answer is that yes it did. It was proposed

they didn’t do that, they were on tap for more materi-

at first to have an eff ective transition date of June

al tax in the future. [“Crystallizing” a capital gain is

25, 2024. In the business community in Canada,

deliberately triggering a gain—and paying the tax—

there was lots of consternation as we were going

without selling the asset.] Some people crystallized

through 2024. Tax software, and the tax commun-

incurred tax that could have otherwise been deferred.

ity, were getting geared up for the change. There

With some clients, we looked at the options as to

was a lot of pushback and a lot of frustration. I

how we could be on side if the measure proceeded,

think there was pretty good advocacy from the

but still have the fl exibility. It created lots of work

business community in Canada as to why the policy

for accountants and lawyers. There was definitely

initiative did not make sense. It was clearly con-

a period of time where it seemed adversarial. The

veyed that what the government was proposing

business owner was made out to be the bad guy.

would have a negative impact on business owners

The government and the Finance Department,

who drive employment in Canada and the overall

they get input from lots of different parties. They

Canadian economy.

had a bit of a simplistic frame of mind where busi-

ning. In some cases, our clients crystallized capital gains before June 25, 2024, on the expectation that if

The government was receiving that feedback on

ness owners were portrayed as having avenues to

an ongoing basis but they seemed somewhat stub-

engage in planning that were not available to the

born. On Jan. 31, 2025, the government announced

regular individual that earns employment income. It

the measure was being postponed, deferred to

was decided that Canada’s tax regime should curtail

Jan. 1, 2026.

those planning opportunities.

PRO Dealer // Q1 2026

PD-Q1-26-Taxation.indd 54

clients that would have engaged in transaction plan-

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But the view that you can think of a business owner as the same as someone who earns employFinance

ment income in a regular job is somewhat fictitious.

It was problematic that our tax regime was trying to drive change in that direction. But the government right now seems to be on a different path.

Could that mentality come back again? Could we have the capital gains tax inclusion rate hiked again?

I’d be sceptical that the current iteration of the Liberal government has any appetite to engage in

“

The view is that governments will change on a periodic basis. And the policy initiatives will change.

the tariffs issue will be settled, hopefully. What then would you advise building supply dealers about preparing for any future tax shocks?

tax measures that are punitive or restrictive for the

First of all, the hardware or building supply dealer

business entrepreneur community. I’d be optimis-

needs to think about their specific circumstances.

tic that over the next few years, we’re going to see

What is the long-term plan for the business? Is it

a sort of pro-business agenda in a very legitimate

on the radar that there could be a sale of the busi-

way. The government is going to want to see more

ness at some time to an external party? Or could

investment in business in Canada.

it be the case that there’s a succession plan that

But all bets are off, from my perspective, if we’re

happens within the family group? Or perhaps to a

looking more than five or 10 years out. The view is

management-­employee group of the company. So

that governments will change on a periodic basis.

there needs to be a plan for how that specific busi-

And the policy initiatives will change.

ness will monetize or convert that value to cash at some time in the future.

In March of 2025, when Carney cancelled the planned hike in the capital gains tax, we were first seeing the United States levying punitive tariffs on Canadian goods. But sooner or later,

That kind of thinking will drive some of the options that are feasible from a tax-planning perspective. I see a lot of business owner clients for whom it might be premature to engage in those discussions. But to the extent that the owner can frame a game plan for what their plans might be for the business over time, it’s helpful. It can help the accountant, the advisor, and the legal counsel provide advice to the owner.

What kind of structures do you see for tax planning that are becoming increasingly popular?

If a business owner has a spouse and two children, for example, perhaps the family will have an equity interest in the business indirectly through a family trust. In that case, maybe there’s four lifetime capital gains exemptions that are potentially in play.

So instead of sheltering $1.25 million (the current lifetime capital gains tax exemption for an individual) it may be that same business owner and family can shelter $5 million of tax on a future sale.

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Finance

“

There’s an exercise where you contemplate what would happen to the business if the owner died unexpectedly. Is the liquidity there to fund the tax that might arise at death?

What else do you tell your business owner clients?

If our readers don’t have a holding company, what kind of risks do they face?

There’s an exercise where you contemplate what

It sometimes becomes an issue from a planning

would happen to the business if the owner died

perspective when that transfer of cash has not

unexpectedly. Is the liquidity there to fund the tax

occurred proactively. If ever there are creditor

that might arise at death? And then I advise the

type concerns, or if some big legal liability arises,

owner to contemplate their overall financial plan,

that pool of value for a business owner always

the financial security that they have connected to

being at risk is challenging. I often see that busi-

the business. And the retirement nest egg type of

ness owners don’t always understand the benefits

funding that they’ve accumulated separately. As a

of a holding company. Or that it’s very feasible to

result, there’s lots to do!

move funds into it from the operating company

First and foremost, it would be prudent to evalu-

tax-free.

ate the plan for the business. Does the business party? Or do they think that it will be a succession

Tax-free? How has that situation been permitted to exist?

within the family?

Because our current tax regime does not want to

owner think they’ll eventually sell to an external

tax inter-company dividends. When money is mov-

58

When PRO Dealer magazine looked at succession planning a year ago, we interviewed the CEO of the Chartered Business Valuators Institute, Christine Sawchuk. She argued for planning six to eight years in advance for any sale or succession of the business, particularly for capital gains tax planning. What else should pro dealers consider?

ing as dividends between corporations, that move-

One thing that comes to mind, and it’s probably

JIM McCONNERY is a tax partner in Ottawa with

common in the hardware and building supply indus-

Welch LLP Chartered Professional Accountants.

try, is that a lot of business owners have an oper-

Welch is a full-service accounting firm with 13 offices

ating company. And all of the wealth generated by

which are mostly in Ontario. Welch has a diverse

the business income just keeps accumulating in the

client base across the country including a signifi-

operating company. Whereas, it would seem very

cant number of retailers. McConnery, who is a CPA

prudent for most business owners to have a holding

and CA, focuses on tax planning for high net worth

company in which to distribute surplus cash from

individuals and business owner clients. Reach him at

the operating company.

jmcconnery@welchllp.com

PRO Dealer // Q1 2026

PD-Q1-26-Taxation.indd 58

ment is generally tax-free—so it’s very feasible. If you can accumulate long-term investment dollars in a holding company, it sometimes alleviates the pressure on the sale of the operating company.

Because you’ve already got some of your financial security set aside in the holding company.

Hardlines.ca

2026-02-05 1:29 PM

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Dealer Profile

STARTING FROM SCRATCH

By Sarah McGoldrick

In 2020, Devon and Kelsey Brooks didn’t have any experience in retail. Today, BROOKS BUILDING SUPPLY is celebrating its fourth anniversary as a full-scale pro yard in Saskatchewan

Built on vision, expertise, and commitment to service, Brooks Building Supplies is a true ground-up success story. A member of the

BROOKS BUILDING SUPPLIES Rosetown, Saskatchewan

Sexton Group, the Rosetown, Sask.–based business is led by husbandand-wife team Devon and Kelsey Brooks.

With immense courage in 2020—when the business world was on the verge of shutting down because of Covid—the couple began their dream of owning a building supply store. Devon was a contractor specializing in exterior work. Kelsey had a career in grain purchasing. At first the couple thought they would open a store with the exterior products which Devon was using.

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BUYING GROUP: Sexton CO-OWNERS: Devon and Kelsey Brooks STORE OPENED: February 2022 RETAIL SPIRIT AWARD WINNER: 2025 Outstanding Retailer Awards

2026-02-05 1:49 PM

A member of the Sexton Group, the Rosetown, Sask.– based business is led by husband-andwife team Devon and Kelsey Brooks.

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2026-02-05 1:49 PM

Dealer Profile

But, as it turned out, they ended up transforming the former site of a co-op implements store into a modern building-supply destination that is full-service.

Building materials retailing is a highly competitive sector. Even more daunting, the couple had precisely zero experience at it. With the help of a willing cohort of family members, their buying group, and others, the couple are now are celebrating the fourth year since they opened.

The operation includes a 2,000-square-foot retail store, 3,000 square feet of storage buildings, and a one-acre lumberyard.

“

Sexton’s Dave Leonzio was a huge part of helping us envision the storefront and what we would need.

Plus, the two highways that run through town

carry 5,000 vehicles a day. The local economy is stable thanks to an established farming community.

Devon and Kelsey serve a town that only has a

Rosetown is also home to growing sectors in manu-

population of 2,507 and 1,224 dwellings (source:

facturing, oil and gas, retail, service, and hospitality.

2021 Census). But 400,000 people live in the tri-

The couple, who were born and raised in

angle between Saskatoon, to the northeast; North

Rosetown, knew that there was a hole in the local

Battleford, to the northwest; and Swift Current, to

building supply market. Devon had shopped at the

the south.

Co-op, and while he was always treated with great respect, he couldn’t get the right kind of products, sometimes, for his contracting work.

BUILDERS SERVING BUILDERS “We try our best to carry what the customer needs,” Devon says. “We have a staff of professional contractors, carpenters, and plumbers and we work

Brooks Building Supplies includes a 2,000-square-foot retail store, 3,000 square feet of storage buildings, and a one-acre lumberyard.

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Dealer Profile

closely with electricians; they all have been a huge

decisions on what we are stocking. If we don’t have

asset to us. Not only in providing knowledge but

it, we will work with our vendors and get it in to keep

also informing us what is needed and what is not.”

their job going. We understand time and money.”

Brooks Building Supplies is a true pro dealer. They

The company has also remained competitive

do 60 percent of their business with pros, 10 percent

through the adaptation of its business model and

with institutions, and 30 percent with consumers.

services to meet evolving customer needs. Since they

Focusing on building long-term relationships,

opened in 2022, they are have added two important

Brooks Building Supplies leverages its pricing, cus-

services: an eavestrough business and a cabinet shop.

tomer service, and product selection. Their selec-

“We never planned to get into eavestroughs, but

tion of SKUs is counter to what occurs most often in

it’s been great,” Kelsey says. “It’s another service

small towns.

we can offer to our customers—and it’s also another

“Coming from a small community, it is not uncom-

thing for our employees to do. It made sense. Devon

mon to see a retail business in town filling a large

definitely is always thinking—he can’t help himself!”

variety of needed product that may otherwise be

Kelsey laughs. “I have to be the voice of reason

inaccessible in a small community,” the couple

sometimes. I’m definitely more cautious. But it’s

wrote in their Outstanding Retail Awards entry.

all good. I get to learn about something new all the

The co-owners have avoided this, deliberately.

time, basically,” she said.

They have solidly positioned their business as the

The pair are excited to see their vision come to life

experts in LBM. “By doing so, we instill confidence

with the cabinet shop. Along with the shop they have

in our customers and become the reliable option for

added more indoor storage for building materials

contractors and renovators. We are the best fit for

such as lumber. It was a critical step in protecting

the few, rather than the ‘sort of fit’ for many.”

products from the weather. There has also been an

TIME AND MONEY “We, the owners, are very hands-on,” Kelsey

addition to the Brooks Building Supplies storefront to create more retail space.

says. “We have to be smart about money going out

COMMUNITY ENGAGEMENT

and coming in. So, we try our best to make wise

Devon and Kelsey believe in the importance of community engagement and its role in brand identity.

Kelsey says the company is approached by various organizations within the community for support, from service clubs to, more recently, sponsoring a bronc riding match in Oyen, Alta., just across the border.

“We may not be the biggest sponsor at any one event. We try to spread it out evenly amongst many,” she said. Brooks’ vendors work with them on many event fundraisers and sponsorships.

2025 Outstanding Retailer Awards Retail Spirit Award winners. The award honours the store that best embodies the entrepreneurial drive, dedication, and determination that fuel Canada’s home improvement industry. From left: Niki Duncan, DuPont (sponsor); Kelsey Brooks, Devon Brooks, owners; Martha Swinn, DuPont (sponsor).

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Hardlines.ca

2026-02-05 1:49 PM

INTRODUCING A BETTER SOLUTION FOR WIDE GAPS & HARD TO REACH SPACES

WIDE SPRAY FOAM SEALANT Scan to learn more

Great Stuff™ Wide Spray is a one-component foam sealant specially designed to fill wide gaps and tight areas, especially in crawl spaces and rim joists.

Find your local retailer at greatstuff.dupont.com/where-to-buy-great-stuff DuPont believes this information to be reliable. It may be subject to change as additional knowledge and experience are gained. It is not intended as a substitute for any testing you may conduct to determine for yourself the suitability of our products for your particular purpose. Since conditions for use are outside the DuPont’s control, DUPONT DE NEMOURS, INC. AND ITS AFFILIATES MAKE NO WARRANTIES, EXPRESSED OR IMPLIED, INCLUDING BUT NOT LIMITED TO WARRANTIES OF MERCHANTABILITY OR FITNESS FOR A PARTICULAR PURPOSE AND ASSUMES NO LIABILITY IN CONNECTION WITH ANY USE OF THIS INFORMATION. This information is not intended as a license to operate under or a recommendation to infringe any trademark, patent or technical information of DuPont or other persons covering any material or its use. ©2025 DuPont. All rights reserved. DuPont™, the DuPont Oval Logo, and all trademarks and service marks denoted with ™, or ® are owned by affiliates of DuPont de Nemours, Inc. unless otherwise noted.

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Dealer Profile

For example, Cloverdale Paint donated paint to

as this was Devon’s area of expertise as a contractor,”

improve the look of swings at the local Kinsmen Park.

the couple told PRO Dealer. “It was upon meeting

Meanwhile, Norske donated tool sets at raffle tables

Dave Leonzio, now our business development rep-

for a local hockey tournament and a Kinsmen event

resentative at Sexton Group, that we saw an oppor-

to raise funds for a new park. Prime Fasteners helped

tunity to do more. As we learned about the different

with providing drills and batteries for the Table

vendor relationships that Sexton had to offer, we saw

Mountain Ski team at North Battleford.

an opportunity to be a full LBM retailer.”

“I think the most rewarding aspect for us is helping

The couple also relies heavily on their small team

out the community and getting to meet new people

to help meet the needs of pros and consumers alike.

every day from our town and the surrounding areas,”

“We have been fortunate enough to have staff with

Devon adds, noting the pair take pride in other com-

knowledge, and they want to learn and grow with us,”

munity volunteer opportunities, such as the local

Kelsey said. “It’s something we need to get better at,

KidKare program and the hospital’s surgical days.

as we don’t have a real training program. We haven’t

ROSTER OF VENDORS The store has made strides to adapt to the needs

had much time for that; it’s more of a ‘get thrown to the wolves’ and see if it’s a good fit or not,” she said.

of its growing roster of vendors. This has been

ANALOGUE FIRST

managed with the help of the company’s business

While other stores may be exploring new ways

development representative, Dave Leonzio, of the

to reach customers through online sales, Brooks

Sexton Group.

Building Supplies is staying somewhat analogue for

The company has gone well beyond its expected

now. The company recently revamped its website

product inventory and continues to add new and

and social media. But the counter is where customers

innovative products with pros and DIYers in mind.

can expect to get the best deals.

“In the early stages of opening our store, we planned to be strictly an exterior products store only,

Immediate growth is very much in the future for Brooks Building Supplies. The company plans to expand its footprint once again in 2026. This will allow them to continue to expand their product offerings and enhance the pro experience.

“We are planning on a new storage shed for the spring at our yard,” Devon says, “After that is complete, we can look at expanding our store on the property as well.”

Looking back, it’s incredible how far the couple has come in the four years since they opened.

Kelsey’s parents originally found the property. “At first, we thought it was a crazy idea. There were old tractor parts scattered all over the yard. Both the yard and buildings need a lot of fixing up. But with a little imagination, we saw the potential.”

Devon and Kelsey Brooks recently won the Retail Spirit Award at the Outstanding Retailer Awards for just such an imagination.

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Expected Exhibitors: 200+ companies

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Expected Attendees: 750+ buyers

Target Audience: The hardware and building material supplier and dealer community

2026-02-04 4:16 PM 2026-02-03 1:21 PM

PRODUCTS FORPROS EAB TOOL COMPANY

Razorback Titanium-Coated Oscillating Tool Blades These tool blades are designed for professionals and serious DIYers.

They combine durability, precision, and versatility, delivering longer cutting life across a wide range of materials. At the heart of the Razorback line is its titanium coating, which dramatically reduces wear, resists heat, and maintains sharpness through extended use.

Combined with EAB’s sustainable Exchange System, Razorback oscillating tool blades offer unmatched value and performance. exchangeablade.com

DEWALT

Atomic 20V Max Right Angle Die Grinder This product is equipped with the DeWalt AntiRotation System to help maximize control. This feature quickly stops the wheel when a pinch, stall, or bind-up event is sensed, reducing reactionary torque. An ergonomic design allows this tool to access ultra-tight spaces. Replace pneumatic die grinders with this cordless product that delivers untethered performance, productivity, and pneumatic-like power. dewalt.ca

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DIABLO

DIABLO

9" 12 TPI AMPED Steel Demon Carbide Teeth Reciprocating Saw Blade for Thin Metal

9" 5/7 TPI AMPED Demo Demon Carbide Teeth Reciprocating Saw Blade for Nail-Embedded Wood

This range of AMPED Steel Demon reciprocating saw blades

This range of AMPED Demo Demo reciprocating saw blades

enhance thin metal conduit cutting with the introduction of the

make nail-embedded wood demolition easier with the

industry’s first ever industrial grade coating, Black Industrial

introduction of the industry’s first ever industrial grade

Cooling Element (I.C.E.). Black I.C.E. coating protects the

coating, Black Industrial Cooling Element (I.C.E.). Black

cutting edge against wear to maintain tooth sharpness and

I.C.E. coating protects the cutting edge against wear to

durability. Hi-performance carbide and 12-teeth per inch (TPI)

maintain tooth sharpness and durability. High performance

optimized tooth design delivers an unmatched up to 100 times

TiCo Hi-Density carbide and an optimized tooth design

longer cutting life and clean, smooth cuts versus standard

delivers an unmatched up to 100 times longer cutting life

bi-metal blades. The combination of Black I.C.E. and Diablo’s

versus standard bi-metal blades. The combination of Black

carbide blend delivers ultimate life and an impressive up to

I.C.E. and Diablo’s TiCo carbide blend delivers ultimate life

two-times increased performance over standard carbide

and an impressive up to two-times increased performance

reciprocating saw blades.

over standard carbide reciprocating saw blades.

diablotools.com

diablotools.com

MAX USA CORP

SuperRoofer Nailer MAX combines durability and performance in the safety-equipped SuperRoofer CN445R3. A full round head driver blade allows operators to drive nails in fl ush for dependable holding power.

To ensure the durability of the CN445R3, the tar resistant nose is designed to block tar build up to eight times longer than conventional tools. The patented self-cleaning end cap filter traps foreign substances before they can enter the tool. maxusacorp.com

Q1 2026

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PRODUCTS FOR PROS

FESTOOL

Cordless Random Orbit Sanders These Festool random orbit sanders are designed for smooth, swirl-free surface finishing. Featuring 125 mm and 150 mm pads, they provide efficient material removal with a 3.5 mm sanding stroke and variable speed control. Their integrated LED light ring improves visibility, while the 18 V battery system offers cordless freedom. festool.com

DEWALT

20V Max 12-inch Double Bevel Sliding Mitre Saw This is DeWalt’s first 12-inch mitre saw compatible with the company’s entire range of 20V Max and DeWalt Flexvolt batteries (sold separately). Featuring regenerative braking technology, this saw offers exceptional runtime and efficiency. Bevel gear transmission helps maximize runtime by minimizing the power lost in the system. And this product captures up to 97 percent of dust to help maintain a clean work environment. dewalt.ca

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2026-02-06 3:16 PM

MAX USA CORP

SuperFramer Nailer Featuring the world’s first anti double-fire mechanism, the CN890F2 SuperFramer by MAX is a high-performance coil framing nailer designed for professional contractors. This powerful tool drives 2-inch to 3.5-inch nails with precision and speed, making it ideal for heavy-duty framing applications.

Large-capacity magazine holds up to 300 nails. maxusacorp.com

MILWAUKEE

M18 FUEL 7-1/4" Circular Saw This saw is designed for the professional carpenter, remodelers, and general contractors who rely on highperforming and durable tools. Leveraging the latest in cordless technology, it offers class-leading performance, providing the power to complete more demanding applications and the cut speed to achieve greater productivity. The ergonomic, compact, and lightweight design makes the saw perfect for all-day cutting. milwaukeetool.ca

DEWALT

The World’s First Downward Drilling, Fleet-Capable Robot This robotic drilling tool is expected to be available commercially mid-year 2026. It was demoed at the World of Concrete Trade Show in Las Vegas in January. Amidst a rapid expansion of more than 400 data centres in development around the world, DeWalt, in collaboration with August Robotics, is pushing the boundaries of innovation to address evolving customer needs. This fleet-capable robot enables fast, safe, and efficient concrete drilling. dewalt.ca augustrobotics.com

Hardlines.ca

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Q1 2026

// PRO Dealer

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AD INDEX

ADVERTISERS Q1/2026 Arxada

55

Johns Manville

45

Auto-Stak

49

JRTech

57

BMR

25

Leviton

15

Castle Building Centres Group

76

LBMAO

67

Cloverdale

19

Marwood

43

Diablo Tools

27, 33

MAX USA

7

arxada.com autostak.com bmr.ca/becomeadealer youarethebrand.ca

cloverdalepaint.com diablotools.com

jm.com

jrtechsolutions.ca leviton.com lbmao.on.ca marwoodltd.com maxusacorp.com

DuPont

65

National Hardware Show

59

Gillfor

37

Orgill

2, 3

GSW

29

Saint-Gobain

17

Saint-Gobain BP Canada

9 11

dupont.com gillfor.com gsw-wh.com

Hardlines Inc. hardlines.ca

5, 73

nationalhardwareshow.com orgill.com saint-gobain.com saint-gobain.com

Home Hardware Stores

20

Sexton Group

JELD-WEN

63

Taiga Building Products

home-owner.ca jeld-wen.ca

sextongroup.com

35, 75

taigabuilding.com

2ND QUARTER 2026

IN THE NEXT ISSUE: PRO Dealer PRO YARD EQUIPMENT GUIDE PLUS:

• Loss Prevention • ERP Systems • Selling to Jobsites 72

PRO Dealer // Q1 2026

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PUBLICATION DATE: May 15, 2026 AD RESERVATIONS: April 3, 2026 AD MATERIAL DUE: April 22, 2026 PUBLISHER David Chestnut david@hardlines.ca

ACCOUNT MANAGER Shannon MacLeod shannon@hardlines.ca

Hardlines.ca

2026-02-04 3:36 PM

POST YOUR JOB. FIND YOUR PERFECT HIRE. NO SWIPING REQUIRED.

Hiring in the home improvement industry?

Reach qualified managers, executives, sales reps, and top-tier retail professionals with Hardlines Classified Ads— featured in our exclusive Hardlines Weekly Report every Monday morning.

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Premium Member Perks: 1 FREE 2-week classified per year – 15% OFF all other postings – Discounts on other Hardlines products

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JOIN THE NETWORK. REACH TOP TALENT. LEARN MORE OR POST YOUR JOB TODAY AT HARDLINES.CA FOR MORE INFO, CONTACT JILL MACLEOD AT JILLIAN@HARDLINES.CA

Hardlines-Classifieds-HHIQ3Q2025.indd 73

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THE CHALLENGE

NICHE BUSINESS

By Geoffey McLarney

Solid Hook does incredibly specialized deliveries, such as this one THE COMPANY Solid Hook Inc. is an expert in machinery moving, millwrighting, and heavy equipment delivery services

“

THE CLIENT The University of Toronto’s Biophysics Lab

THE CHALLENGE Delivery and installation of the crucial helium tanks used to cool the lab’s Nuclear Magnetic Resonance device

THE COMMUNICATION Solid Hook put out a press release vaunting this project’s specialized equipment handling, complex coordination, and cost savings

The precise relocation and installation of the helium tanks required meticulous planning and execution.

—VARUN SAINI

Operations manager S ol id Ho ok Inc .

Brampton, Ontario

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2026-02-04 3:31 PM

Natural Looks and a Strong Performance.

Introducing a curated panel of six natural wood-tone finishes in both cedar and brushed smooth textures. LP® SmartSide® ExpertFinish® Naturals Collection™ is designed to deliver the authentic look of stained wood without the added maintenance.

LP® SmartSide® products are available through Taiga Building Products, giving customers certainty with every product, every time.

Browse our full selection at taigabuilding.com LP, SmartSide, ExpertFinish and associated logos are registered trademarks of Louisiana-Pacific Corporation.

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Castle Building Centres has worked alongside building professionals for over 60 years. Our 300+ locations across Canada represent a national network of retailers devoted to supporting the growth of their communities.

PRO DEALER OF THE YEAR CONGRATULATIONS Adams Building Supply

Together… We Build Communities

Visit Castle.ca to find a local Castle Building Centres location near you.

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