Issuu

SPECIAL PREVIEW OF NATIONAL HARDWARE SHOW

April 2015

Vol. 7, No. 3

THE INDUSTRY’S DIGITAL LEADER

the

Seeking Best New

Products ALSO INSIDE: 4 Hot Retail Trends Finding the Right Employees Hardware Products Review From Tom’s Shop

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A Special Issue Previewing the 2015 National Hardware Show®

CONTENTS April 2015 ■ Vol. 7, No. 3

NATIONAL HARDWARE SHOW PREVIEW

WOMEN IN HARDWARE GROUP SET TO HOLD FIRST MEETING

Editor’s Note: Chris Jensen The Way I See It: Tom Chasteen From Tom’s Shop: Hardware Products Review National Hardware Show Preview: Seeking the Best New Products NHS Product Spotlight 4 Hot Retail Trends Bottom Line: Finding the Right Employees When Times are Good Women in Hardware Group Set to Hold First Meeting Technology Update: Are You a Hardware Professional? News Upcoming Events Behind the Numbers The Hardware Connection app is available for iPhone, iPad, Android and Amazon. Download here.

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THE HARDWARE Connection ■ April 2015 ■ 3

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ADVERTISER’S INDEX Apex Tool Group | www.apextoolgroup.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9,52 Big Time Products | www.bigtimeproducts.net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 Channellock Inc. | www.channellock.com. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 Char-Broil | www.charbroil.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 66 Convenience Products | www.convenienceproducts.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .50 Do it Best Corp. | www.independentsdoitbest.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 ECi Software Solutions | www.ECiSolutions.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7, 32 Elmer’s Products Inc. | www.elmers.com. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43 Epicor Software Corp. | www.epicor.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11, 30 Ettore Products | www.ettore.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 64 Fire Service Plus | www.fireade.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .51 Flame Engineering | www.flameengineering.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 67 Ganymede Technologies Corp./J3 Point-of-Sale | www.j3pos.biz . . . . . . . . . . . . . . . . . . . . . . . 29 Gorilla Glue | www.gorillaglue.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 68 Hyde Tools | www.hydetools.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .55 Jack Link’s Beef Jerky | www.jacklinks.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 Kaba Ilco | www.ilco.us . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17, 60 Krylon | www.krylon.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 Leviton | www.leviton.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42 Louisiana Grills | www.louisiana-grills.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40 Louisville Ladder | www.louisvilleladder.us.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34 Moen | www.moen.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .56 Pacsoft | www.pacsoft.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .25 Purdy | www.purdy.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44 Safety Works | www.safetyworks.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48 Sashco | www.sashco.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46 Shop-Vac | www.shopvac.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .57 Simpson Strong-Tie | www.strongtie.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 Southwire | www.southwire.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .65 STIHL | www.stihlusa.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 The Vendor Center | www.thevendorcenteronline.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12 WD-40 Company | www.wd40.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13, 36 Werner Company | www.wernerco.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .58 Wooster Brush Company | www.woosterbrush.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .15

Connection

91900 Overseas Highway | Tavernier, FL 33070 | www.thehardwareconnection.com Publisher/Principal: Tom Chasteen tom@thehardwareconnection.com 305-852-6126 Editor/Principal: Chris Jensen chris@thehardwareconnection.com 317-514-8864 Marketing & Creative Director/Principal: Dan Akers dan@thehardwareconnection.com 317-797-6609 Associate Publisher: Craig Cope craig@thehardwareconnection.com 804-690-0666

Senior Business Advisor: John Hammond jhammond@thehardwareconnection.com Director of Vendor Programs: Diane Allen diane@thehardwareconnection.com 317-432-9177 Beacon Awards Director: Tom Delph tdelph@thehardwareconnection.com Contributing Writers: John Franklin, John Fix III, Doug Donaldson

The Hardware Connection is published eight times a year by The Hardware Connection, Inc. All editorial contents copyrighted 2015 by the publisher. No editorial may be reproduced without the prior permission of the publisher.

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THE HARDWARE Connection ■ April 2015 ■ 5

editor’s note By Chris Jensen

New Stores Are Lifeblood of the Industry

have been traveling all over the country visiting and writing about hardware and home improvement stores for 27 years now, which has been more fun than work. I like to say I know so much about hardware retailing that I would never open my own store. That is because I have a tremendous amount of respect and admiration for how hard it is to open, grow and sustain a successful hardware business. I’ll stick to writing. Knowing how many hurdles one must overcome to open a new hardware store I am continually delighted to learn about budding entrepreneurs who took the plunge. Wholesalers can certainly offer advice, store programs and financial support to help facilitate the opening of a new store, but it takes bold individuals who are willing to do their homework, push through the red tape and most importantly, take a big financial risk. The two-step hardware channel will not continue to thrive unless more entrepreneurs take on the challenge of opening stores, which is why The Hardware Connection launched the Beacon Awards

6 ■ The hARDWARe Connection ■ April 2015

program two years ago to recognize the Best New Stores. George Havlicek, owner of Geneva Ace Hardware in Geneva, Ill., was one of the Beacon Award honorees last year for Best New Store over 20,000 square feet. George is a custom home builder, but his dream for over 20 years had been to own a hardware store. After spending most of his career building homes that fulfill the dreams of others, he is now living out his own dream with a beautiful and successful store in his local community. If you have a new store that has been open at least one year, then we encourage you to nominate your business for the 2015 Beacon Awards. Email nominations by the June 1 deadline to Tom Delph, Beacon Awards program director, at tdelph@thehardwareconnection.com. Beacon Awards winners will be honored at a special banquet in their honor on September 11 during The Hardware Conference in Marco Island, Fla., where we will join the industry is saluting a new generation of risk takers. n www.ThehardwareConnection.com

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the way i see it

By Tom Chasteen

Preparing for the Unexpected – Part 2

ast month I wrote about “stress testing” my business for the unexpected loss of a key person and how to help prepare or help mitigate some of the confusion that is associated with a sudden change or modification in business procedures. After last month’s column was published I received quite a few emails from other hardware retailers who, unfortunately, had similar experiences. The one thing we all agreed on was that it is pretty much impossible to eliminate all of the stress and confusion when a key person (particularly a family member) has a serious health issue or passes away unexpectedly. The other thing we all agreed on is we wish we had been better prepared. In part two of this series I would like to discuss how we might be better prepared for other unexpected events such as what to do when you catch a shoplifter, have a customer or employee slip and fall in the store, experience a power outage, suffer an accident or even something as simple as dumping a gallon of paint on the floor. Chances are if you are in business long enough you have dealt with each of these issues.

8 ■ The hARDWARe Connection ■ April 2015

Unless you intend to spend every hour your store is open in the store you will, in all probability, need to rely initially on one of your employees to handle the situation. As much as I trust the people that work for us in our store, at the end of the day, they go home and the problem(s) goes home with me. Procedural manuals are imperative if someone else is going to have to handle something such as this, because you will need to give them some guidance on how you would like various situations to be handled. The time you spend now developing a policy manual will probably save you a lot more time and money down the road. Step 1: In dealing with any of the issues listed above it is important to access the situation quickly and thoroughly. For example, if a customer drops a can of paint at the checkout counter, you need to determine immediately if it is latex or oil-based for obvious reasons. If a person falls in the aisle, you need to make sure they sit for a moment before you allow them to get up, so they can gather themselves and make sure they are not hurt. Step 2: Contain the problem and don’t allow it to grow. In the example www.ThehardwareConnection.com

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the way i see it of the paint spill, immediately block off the area so no one steps in the paint and tracks it all over the store or slips and falls in the paint. This may seem like common sense, but we all know of situations when common sense seemed to fly away like a bird escaping a cage. In the case of a slip and fall, rope off the area quickly and don’t allow another customer to trip over the person already on the floor. Don’t laugh—it happens. Step 3: Come to some kind of resolution for the issue. This example is not nearly as easy as you may think. In the case of the spilled gallon of paint (it’s never just a quart or pint), if it’s oilbased and you are using paint thinner or worse yet lacquer thinner (because it evaporates quickly) you must be aware of the fire hazard and how the fumes might affect the people in the store. One quick way to buy some time is to take paper towels and start putting them over the top of the spilled area. It helps prevent the paint from spreading and it also starts absorbing the paint while you are trying to figure out the best way to clean it up. In the case of a slip and fall, our policy is to call 911. No one in our store is qualified to determine if someone is hurt and if the person who fell refuses medical attention then it is documented on the ambulance report by someone who is more qualified. Step 4: Make sure you have one “point person” as you don’t need 12 10 ■ The hARDWARe Connection ■ April 2015

people trying to manage the problem. That one person should probably be the store owner or the store manager who should manage all communication relating to the incident. The last thing you want to do is send mixed messages in follow-up communications to the police department (shoplifter) or an insurance company. This seems like common sense, but most people have an honest desire to help that often overrides common sense. And as any attorney will tell you, most of the time they simply compound the problem. Step 5: Make sure to document the circumstances of the situation and the efforts taken to mitigate the issue, the culmination of the issue and resolution. It is imperative that this is done very clearly and in detail, as you will probably need to refer back to this document more than once and you need to be as honest and consistent with your responses later as you can. Regardless of how good your intentions are, or how innocent the incident seems, make sure to fill out an incident report. If you never have to refer to this report later, all you have done is waste 20 to 30 minutes. However, if you need it for any reason you will be very thankful you took the time to make out the report. If you think I’m being too paranoid ask anyone who has been involved with a lawsuit relating to something that happened in their store. www.ThehardwareConnection.com

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the way i see it Finally, don’t think for one minute you can manage a potential litigious situation on your own—you can’t. Don’t speak to anyone after the initial police report or ambulance report without speaking first with your attorney. An honest attorney will often say half-jokingly: “If you are seeking justice, don’t look to the law.” It is indeed a sad commentary on our legal system, but it is the reality of the system in which we live. Accept the fact that the system will probably not be fair in your mind. Then do the best you can within the existing parameters you have to work with. At this point I should give credit to a fellow hardware retailer, John Shell,

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who said to me 20 years ago: “Tom, do what you do best—sell hardware. If you can do a better job as an attorney, an insurance adjuster, a paramedic or even a risk manager, then sell your family hardware store and change your career path.” At the time I was young and naive and that advice really didn’t make a lot of sense to me. But the more experienced (older) I’ve become, the more I understand the value of what John taught me. Thanks, John. Let me know if you have some ideas to add as I might need to include them in my policy handbook. From one hardware retailer to another, you can reach me at tom@thehardwarestore.com. n

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From

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hankfully the spring selling season is well underway throughout the country. Each year as I start planning for the spring wholesaler shows one of the things I’m always looking for are unique products that will help set my store’s product mix apart from other retailers in my market. Usually these are products that are unique to my store because of its geographical location. My store is located in the Florida Keys, half-way to Key West in a small town named Tavernier. Fifteen years ago we got into the boat lift and davit business. Until the real estate meltdown

By Tom Chasteen

it was a product niche that was almost like a standalone business. Our average sale for a boat lift was just over $10,000 with about a 25 percent gross margin. However, that is far from a typical niche product. I typically think of a niche product as one of those unique items that a retail customer would make a special trip to our store to buy because it is not available just anywhere. In this edition of From Tom’s Shop I will review some niche products that retail in the $10-25 range and will help set apart our store from the big boxes in our market.

PRODUCT #1: GRIP ‘N GRAB ETTORE PRODUCTS Ettore has one of the best extend-yourreach products on the market called the Grip ‘n Grab. There are several things that make the Grip ‘n Grab better than the other extend-yourreach products. First and foremost is the handle. Older people who have trouble bending over to pick up things or reaching items on the top shelf will definitely like the comfortable grip handle and the two-finger trigger pull. Second, the head of the Grip ‘n Grab was intentionally designed to grab round 14 ■ THE HARDWARE Connection ■ April 2015

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soup Also, the objects like a can of soup. non inside of the jaws have non-slip design and material so the item does not slip li through the jaws. Third, the head of the Grip ‘n Grab can be rotated and locked into place so you can adjust the jaws 90 degrees, making it easier to grab items on the top shelf.

Fourth, even though F gh the jaws can d und objects like a can accommodate round n also easily pick up a off soup you can d towel from the floor. sock or hand O testers sters gave the Ettore Grip ‘n Our G Grab a unanimous thumbs up. For more formation on this innovative niche information product, click on this link.

PRODUCT #2: EZ HOSE GILMOUR GROUP Gilmour, now part of Fiskars, has come out with a 5/8” nylon water hose called the EZ Hose. There are several things that set apart this hose from the other nylon expanding hoses on the market. The biggest is that this is not an expanding hose like you see on TV, but instead is a nylon hose with a 5/8” insert that completely fills up, unlike other hoses that have a 3/8” rubber insert that only expands when the hose is under pressure. When you release the pressure by using the hose nozzle the rubber liner retracts back to something smaller than 5/8” diameter. The EZ Hose doesn’t do that once you turn on the water. The rubber insert fills to 5/8” 16 ■ THE HARDWARE Connection ■ April 2015

and remains that way even when you open the nozzle just like a conventional hose. Other features our testers noticed was that the nylon webbing was a much higher quality compared to other inflating garden hoses. It easily rolls up into a small ball that fits into your www.TheHardwareConnection.com

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hands. The hose ends are very durable as well. One thing our testers also mentioned was the color. In the package the color looks like a dark forest green color, but when they used it out in the sun and it got wet it

seemed like it was a dark teal color, which makes it an acceptable color for boats. Our testers all remarked how nice it was that the hose maintained its size and water pressure even when the hose nozzle was turned on.

PRODUCT #3: QUICKLY CLEAN™ GLOVE HYDE TOOLS Hyde Tools has been serving the hardware channel and paint industry since 1875. Every year the company develops new products for the hardware and paint retailers to offer their customers. One of their latest products is the Quickly Clean™ Glove, which is truly a great idea. It is a synthetic glove a little softer than a nylon scrub pad that the user can put on their hand to clean just about anything that requires scrubbing. You can remove paint, caulking, grease, surface rust stains and adhesives. You can use the glove to clean paint from glass, or you can clean your barbecue grill grates or any of your tools. Our testers even used it to clean surface rust stains from stainless hand rails. The best part is that the Quickly Clean Glove is reusable and can be used with cleaners if needed. Simply wash it out in a bucket and it is ready for the next job. 18 ■ THE HARDWARE Connection ■ April 2015

It also protects the user’s hands from getting chaffed as they clean rough stains and grime. You can use the glove on either your right or left hand. This is one of those products that can be sold in just about every department in the hardware store and it will make a great item for your chip racks around the store. For more information click on this link. www.TheHardwareConnection.com

National Hardware Show

NHS PREVIEW

PREVIEW SEEKING THE BEST NEW PRODUCTS

n addition to being the industry’s biggest event for discovering new products, this year, the National Hardware Show®, which will be held May 5-7 at the Las Vegas Convention Center, will be celebrating a milestone achievement: its 70th anniversary. The first National Hardware Show was held in New York City in 1945, just as the post-war housing boom began. It was created by Abe Rosenburg, founder of General Hardware Mfg. Co. (today General Tools & Instruments) and Charlie Snitow, legal counsel for the company. Reed Exhibitions acquired Snitow’s trade show business in the early 1960s, and in 1975, the show moved to Chicago. It was held there each year until 2004, when it moved to Las Vegas. Times have changed, and now a mobile app for the Show is available for all smartphones at www.nhsmobile.com. Users can easily download maps with point-topoint navigation, exhibitor information show special and exhibitor promotions, www.TheHardwareConnection.com

More than 2,000 exhibitors will be showcasing their newest product introductions at the 2015 National Hardware Show in Las Vegas.

EVENT: National Hardware Show® SHOW HOURS: Tuesday, May 5: 9 a.m. – 5 p.m. Wednesday, May 6: 9 a.m. – 5 p.m. Thursday, May 7: 9 a.m. – 3 p.m. LOCATION: Las Vegas Convention Center SHOW INFO: www.NationalHardwareShow.com

Click to Enlarge Floor Map THE HARDWARE Connection ■ April 2015 ■ 19

nhS Preview as well as receive alerts on what is happening during the Show. You can source the best and most innovative products from the United States or take advantage of global sourcing opportunities. The National Hardware Show is your best place to source every product related to hardware, home improvement, lawn, garden and outdoor living and more. Now located in the Central Hall, New Product World is the starting place to find the newest products, innovations and trends happening in the industry. Scott Zimmer, a generational expert with Bridgeworks, with present the keynote address on “When Generations Connect” on May 5 beginning at 9:30 a.m. His presentation will explore the different generations of employees in today’s retail operations and how to create a balance and team mentality among staffers. For more information on the Hardware Show or to register, visit www.nationalhardwareshow.com.

new Show FLoor LAYoUT This year’s Hardware Show will have a new look as locations of key categories and special feature areas have changed. The Central Hall will include Inventors Spotlight, New Product World, the allnew Auction, International Sourcing, Plumbing & Electrical, Homewares, PDRA Paint & Accessories Show and the Lancaster Buying Show. 20 ■ The hARDWARe Connection ■ April 2015

Check out the latest product innovations in the New Product World area, located in the Central Hall.

Lawn, Garden & Outdoor Living will be on Level 1 of the South Hall, and Hardware & Tools, Pet Products, Farm & Ranch, Made in USA and an additional Lawn, Garden & Outdoor Living area will all be on Level 2 of the South Hall. Outdoors, Tailgate & Recreation has moved to the outdoor area between the Central and South Halls with access points from both halls. “We’re looking forward to providing vendors and retailers both a memorable and productive experience at this year’s Show,” says Rich Russo, vice president of the National Hardware Show. “We hope that by moving some key categories to new spots on the Show floor, it’ll be easier for buyers to visit both new and returning exhibitors within their target product categories along with stopping into some of our popular Show features.”

new AUCTion ConCePT One of the highlights of this year’s Show will be the introduction of an innovative auction concept. RNO Exhibitions and the National Hardware Show are working together on the inaugural launch of the Spring 2015 Outdoor www.ThehardwareConnection.com

REAL PEOPLE. STIHL PEOPLE. Rick Cantelmi I Cantelmi’s Hardware JOIN US. #RealSTIHL

“We’ve been selling STIHL since 1977, and the dependability of their products is legendary.” In an era of mass merchants, Rick Cantelmi credits his family’s legacy of success to quality customer service and investment in premium products. “Customers have to come to independent dealers, like us, to buy STIHL products. That gives us a definite advantage over big box stores,” says Cantelmi. Exclusive dealer support and training programs like STIHL MasterWrench Service® technician certification also provide a competitive edge. “STIHL plays a big part in helping me service my customers efficiently. I don’t get this kind of service and support from most manufacturers.” To become a dealer: STIHLusa.com/dealer *“Number one selling brand” is based on syndicated Irwin Broh Research as well as independent consumer research of 2009-2014 U.S. sales and market share data for the gasoline-powered handheld outdoor power equipment category combined sales to consumers and commercial landscapers. ©2015 STIHL

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Leading vendors will be displaying their latest product innovations at the 2015 National Hardware Show.

Supply Auction to be held as a new buying opportunity with the Hardware Show. “This is an exciting new concept that is complementary to the National Hardware Show and enables our brand to continue lumber/wood to meet the industry’s need for platforms products, sidto grow their business,” said Russo. ing, doors, winThe Outdoor Supply Auction (OSA) dows, millwork, was conceived with the intent of bringroofing, flooring and fasteners. ing the best of what the trade show 2. Farm & Ranch—Now in its third industry has to offer and blending it with year, this segment will feature about the excitement and the certainty of sale 300 manufacturers displaying their at auction. wares in categories such as workOSA uses proprietary cloud-based wear/apparel, feed supplies, fencing/ and mobile app technology (My gate hardware, sprayers/spreaders, Guerilla™) that brings buyers and sellers tools, pest control and chemicals. together, creating a one-of-a-kind selling 3. Hardware & Tools—The Hardware event. No other technology delivers real& Tools segment offers access to time buyer leads during the Show for nearly 1,000 product manufacturparticipating exhibitors and sellers. ers in categories such as abrasives, There is no sign-up fee, no minimum builder tools, chain and chain and no reserve auction on millions of dolaccessories, fasteners, garage and lars of merchandise. Hundreds of different outdoor storage, hand tools, home product lots will be sold from a wide range hardware, knives, locksets, lubriof new, overstock, discontinued, seasonal cants, mailboxes, power tools and change and packaging change products power tool accessories, rope/cordfrom all National Hardware Show prodage, tool boxes and safety products. uct categories at discounted prices. 4. Homewares—Check out 700+ exhibitors manufacturing the products and supplies consumers rely on 15 ShowS in one! daily to care for their home including The 2015 Hardware Show will feature categories such as air purification, 10 product category areas plus five spechild safety, cleaning products, fans, cialty areas. floor care, giftware, heaters, home 1. Building Products—This segment and health safety, personal care, of the event features 200+ manufachome security, kitchen appliances, turers in product categories such as 22 ■ The hARDWARe Connection ■ April 2015

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feeders and food, composters, container gardens, wildlife control, fencing/edging, fertilizer and weed control, fire logs/pellets, firepits, fountains, garden décor, garden tools and supplies, gloves, greenhouses, laundry aids, RTA furniture, vacuums irrigation equipment, indoor garand water conditioners. dening, insect/pest control, land5. PDRA Paint & Accessories—The scaping supplies, garden decor, 2015 National Hardware Show & organic garden products, outdoor PDRA Paint & Accessories prodlighting, patio furniture, outdoor uct category is the largest buying play equipment, plants, pond supopportunity in the U.S. for this segplies, pool and spa chemicals/accesment. New this year, the Lancaster sories, seeds and bulbs, spreaders/ Buying Show is located on the sprayers, statuaries/bird baths, storShow floor, in the Central Hall. The age and organization, wheelbarrows PDRA Paint & Accessories segment and umbrellas//shelters/sheds. features 300+ vendors. 6. Plumbing & Electrical—This seg- 8. Storage & Organization—The Storage and Organization segment ment of the show will feature about allows retailers to take advantage 450 exhibitors displaying products of this fast-growing consumer trend in categories such as audio/video/ by bringing manufacturers of home data communications, bath fixtures organization, storage, containand faucets, drain cleaners, fireers, shelving and related products place accessories, heaters and fans, together under one roof. humidifiers, HVAC, light bulbs and 9. Pet Products—Pet products from fixtures, pipes/fittings, plumbing more than 100 manufacturers and electrical tools, pumps, solar are now located in the South Hal. products, switches/wallplates, timCategories include apparel, aquatic/ ers, toilet seats, wiring/cable and pond products, bowls and watering wiring devices. products, cleaning products, collars/ 7. Lawn, Garden & Outdoor harnesses/leashes, flea/tick control, Living—The expanded Lawn, food and nutrition supplements, gates Garden & Outdoor Living segment and doors, grooming, repellants, toys, features more than 1,000 manufactraining products and treats. turers in these product categories: 10. Tailgate Products—The Outdoors, apparel, arbors and trellises, barTailgate & Recreation area is located becue grills and accessories, bird 24 ■ The hARDWARe Connection ■ April 2015

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nhS Preview in the Las Vegas Convention Center’s Silver Parking Lot (across from the entrance to the Convention Center). It features about 100 outdoor exhibitors displaying products in categories such as apparel, automotive accessories/hitches, beach products, camping gear, coolers, food storage, garden décor, gazebos, generators, grills, licensed décor, outdoor cooking equipment, outdoor furniture, snack foods, sports equipment, tents/shelters, recreational products/outdoor games and sauces/ seasonings. 11. International Sourcing—The International Sourcing area allows attendees to source from more than 600 manufacturers from nearly 30 countries including: Australia, Brazil, Canada, China, Germany, Hong Kong, India, Indonesia, Israel, Italy, Japan, Korea, Mexico, Switzerland, Taiwan, Thailand, Turkey, United Kingdom and Vietnam. 12. Inventors Spotlight—The Inventors Spotlight features independent inventors with brand new products not yet on the market in one place, making it easier for you to find fresh new products. The Inventors Spotlight is in Central Hall, across from New Product World. 13. Made in USA—The Made in the USA Product Display will provide a chance to source products that are proudly made in the U.S.A. This is 26 ■ The hARDWARe Connection ■ April 2015

A Tailgate Party will be held Tuesday, May 5 from 3-5 p.m. in the outdoor tailgate exhibit area, with giveaways, refreshments and music.

the fourth year there will be a dedicated area on the show floor, located in the South Hall, Level 2 in Booth #40105. Exhibitors with Made in USA Products can be found in the Hardware Section in South Hall, Level 2 and in the Lawn, Garden, & Outdoor Living section in South Hall, Level 1 with their red, white and blue drapes 14. Energy Efﬁcient— Find all of the energy efficient products your customers will be asking for this year at the Energy Efficient display, located in the New Product World in the Central Hall. 15. Emergency Preparedness & Disaster Recovery—Make sure your store is stocked with the products consumers will be looking for to prepare for the worst. The Emergency Preparedness & Disaster Recovery companies are located in the Homewares section of the Central Hall, and the product display will be highlighted in the New Product World. ■ www.ThehardwareConnection.com

Corner your DIY market Invigorate your DIY offering with our new streamlined RTC2Z Rigid Tie connectors. Whether your customer is a DIY novice or power-tool junkie, the RTC2Z connectors make corner connections fast and easy for creating an array of indoor and outdoor home improvement projects. The new Hardware Kit ( WBSK ) makes it even easier with all the connectors and screws needed to build and customize a strong workbench, or with two kits, a sturdy shelving unit. ®

Our new diydoneright.com website provides additional inspiration with project ideas and downloadable how-to instructions. To learn more, call your local retail sales representative at (800) 999-5099. Bold Retail Display

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NHS PRODUCT SPOTLIGHT

NHS N

Spotlight Product

ew products are the lifeblood of any hardware or home improvement store, and the National Hardware Show® offers the industry’s best opportunity to see the latest product innovations from leading manufacturers. The hot products featured on the following pages can be found at the upcoming National Hardware Show (May 5-7 in Las Vegas) or at upcoming wholesaler shows.

CRESCENT® BULL BAR™ DECK REMOVAL TOOL • The double fork design provides balanced lift on both sides of the nail. Boards are removed faster, cleaner and with less effort. • Rugged indexing joint allows for maximum ﬂexibility and increased leverage. • Patent-pending center nail puller offering better balance and more leverage. • Precision tips designed for fast access between boards and reduced damage for reclaiming

28 ■ THE HARDWARE Connection ■ April 2015

materials, while ripping teeth on forks assist in preventing board slippage. Apex Tool Group www.apextoolgroup.com 800-688-8949

www.TheHardwareConnection.com

GRIT HOLE SAWS • Feature tungsten carbide grit for abrasive construction materials. Tungsten carbide particles are selfsharpening, so when a particle chips a new surface is created in its place. • Cut clean holes smoothly without snagging and are designed to be used with any variable-speed hand drill. • Extremely resistant to abrasion and heat, they feature 2-1/4” cutting depth and 3/8” shank. • Available in individual sizes and sets. ARTU-USA Inc. www.Artu.com 800-367-2788

Get there with Epicor® Introducing Epicor Eagle N Series™. Now, it’s easier than ever to do more for your customers, from POS to back office—with the next generation of Eagle®. A new user interface helps to simplify tasks. Built-in, real-time analytics brings smarter, faster decisions. Streamlined workflows eliminate complexity. And in-context training and support are just a click away. Get there. Explore Eagle N Series today at 888-463-4700. For the third consecutive year, IHL Group has named Epicor #1 vendor for POS software among specialty hard goods retailers. Copyright © 2014 Epicor Software Corporation. Epicor, the Epicor logo, Business Inspired, and Eagle N Series are trademarks or registered trademarks of Epicor Software Corporation registered in the United States and certain other countries.

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NHS PRODUCT SPOTLIGHT DIGZ® GARDEN GLOVES • Redesigned brand features a new look that is a coordinating blend of fashionforward patterns and vibrant colors across multiple SKUs tailored to ﬁt a woman’s hand. • More impressive than the eye-catching fabrics and pops of color is the touchscreen technology introduced on two of its high-performance styles: the Signature and Gardener. • The thumb, pointer and middle ﬁngers on these gloves are intricately sewn during a manufacturing process unique to Big Time Products. This technology allows consumers to work smarter and safer. • This same innovative touchscreen technology was added on multiple SKUs across the Firm Grip™ , True Grip™ and Grease Monkey ™ brands. Big Time Products | www.bigtimeproducts.net 706-236-3223 | Booth #32043

86 RESCUE TOOL • The new 86 Rescue Tool is designed for easy, intuitive, one-hand operation in high-stress situations. • Jaw design accommodates many shapes and provides maximum grip. • Shuts off gas safety valves and pries open windows and doors. • Laser heat-treated cutting edges last longer and easily cut hard and soft wire. • Spanner wrench loosens and tightens up to 5” couplings, while XLT™ technology requires considerably less force to cut than traditional high-leverage designs. Channellock | www.channellock.com 800-724-3018 | Booth #31038 www.TheHardwareConnection.com

THE HARDWARE Connection ■ April 2015 ■ 31

Easy-to-use, affordable POS solution for hardware

YOU BUILT IT! Your business didn’t happen appen overnight. Your ou hard a d work o aandd sweat created it. E RockSolid is built by hardware dealers for ECi or hardware dealers, so we understand the unique demands of a hardware are store. Our time-saving features and tools allow you to take care off business workflows quickly and efficiently, at a value-driven price point. We work for onee goal–giving you much-needed p p time back in your day so you can keepp building ng your business.

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For more information, nformation, check minute RockSolid out our 4-minute d id o. demo video.

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NHS PRODUCT SPOTLIGHT

XTRA SLIM JAW WRENCHES

KETTLEMAN™ CHARCOAL GRILL

• Xtra slim jaws are 40% thinner than a regular wrench of the same size, which means hard-to-reach jobs just got a lot easier. • Longer jaws grip better, while thinner 3/16” jaws give greater access in tight places. • Code Blue® grips are designed for durability and comfort. • Measurement scales (inches on front and millimeters on reverse) are handy for sizing nuts, pipe and tube diameters.

• Precisely engineered to give backyard chefs ultimate control, the Kettleman™ will do more with less charcoal. • A no-fall-through, adjustable cooking grate keeps ﬂare-ups away and distributes heat evenly. • A super-sized cool-touch damper on the lid and air vents around the sides of the kettle give maximum heat control. • Total cooking area is 22.5 square inches and it features two wheels for easy mobility. Char-Broil www.charbroil.com 706-571-7000 Booth #S233

Channellock www.channellock.com 800-724-3018 Booth #31038

www.TheHardwareConnection.com

THE HARDWARE Connection ■ April 2015 ■ 33

e Cosm ee

the

innovation

Booth #6507

Visit us on facebook, YouTube, twitter

www.LouisvilleLadder.com 1–800–666–2811

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NHS PRODUCT SPOTLIGHT theBOX® ALL-IN-ONE GRILLING STARTER BOX • Ends frustration of charcoal that refuses to light or the hassle of lugging around bags of charcoal and bottles of lighter ﬂuid. The patented, burnable charcoal grilling kit contains everything needed to get the party started except the match. • Just open the top of theBox and remove the starting paper, then place it under theBox. Place the charcoal box with the paper inside the grill. Light the starting paper through the lower side vents as indicated on the packaging. When the premium charcoal briquettes are ashed over in about 15-20 minutes, the grill is ready for use.

• Unlike metal charcoal chimneys that get hot in the ﬁre, theBox just disappers. • Ideal for camping, the beach, tailgating and even the backyard patio. Charcoal Box USA www.charcoalbox.com 616-502-4928 Booth #5428

YARDMASTER™ 3 OUTLET CORD • The Yard Master™ #17322 -25’ Three Outlet Extension Cord is ideal for your landscape when you want to add additional power, as well as add lighting. • Eliminates the need to buy two separate products. The kit comes with three attachable light sockets. • Simply raise the safety outlet cover and plug in the light socket(s). No tools required. www.TheHardwareConnection.com

• Perfect for landscaping, gardening and backyard entertaining. Coleman Cable/Southwire www.colemancable.com 800-323-9355 Booth # 28007 THE HARDWARE Connection ■ April 2015 ■ 35

EASY TO USE. EASY TO CONTROL.

HARD TO KEEP ON THE SHELF.

WD-40 Trigger Pro®. The same formula your customers know and trust to get the job done, in a convenient non-aerosol can. WHY YOU SHOULD STOCK WD-40 TRIGGER PRO: • 72% of category users are likely to purchase it * • Shoppers will buy it because it’s easy to use and control * • Category users expect to find it at home improvement and hardware stores * * S ou rce : WD - 4 0 Trig g e r Pro En d-User Research , Febr u ar y 2013

LEARN MORE AT WD40.COM/TRIGGER

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NHS PRODUCT SPOTLIGHT GEL FOAM CONSTRUCTION ADHESIVES • Touch ‘n Foam Professional® recently launched Heavy Duty and Subﬂoor Construction Adhesives under its Builder Series label. • Providing an ultra-strong bond, these all-weather foam adhesives yield 10 times the coverage of traditional caulk adhesives. • For example, a 16oz can of Heavy Duty Construction Adhesive covers 11 sheets of drywall vs. a 10oz tube of caulk covers 1 sheet. • Builder Series products are designed for professional builders and contractors. Convenience Products www.convenienceproducts.com 800-325-6180

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NHS PRODUCT SPOTLIGHT PRO BOND® WOOD FILLER • Pro Bond® Professional Strength Wood Filler features three times the durability of Elmer’s Carpenter’s® Wood Filler. • Patented ceramic microspheres offer enhanced stainability and heat resistance. • Great for use with high-speed sanders. Elmer’s Products Inc. • Works with any paint or stain and available as stainable and in popu- www.elmers.com 888-435-6377 lar colors. Booth #6716

MONSTER CLEANING CRITTERS™ • This family of nine fun and eye-catching dusters attracts customers. • PHANNA™ is a microfiber ceiling fan duster with extension pole, COBBERT™ is a cobweb duster with extension pole and FEATHERHEAD™ is an ostrich feather duster with ergonomic handle. • ATTRACTA™ is an electrostatic polystatic duster with flexible head, STATICA™ is a small polystatic duster available in assorted bright colors and ROLLEEN™ is a reusable and washable lint roller. • LAMBERT™ is a lambswool duster with extension pole, BOOSTA™ is a polyester duster with flexible head and extension pole and ELECTRA™ is an electrostatic polystatic duster. Ettore Products www.ettore.com 800-438-8673

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THE HARDWARE Connection ■ April 2015 ■ 39

Website

NHS PRODUCT SPOTLIGHT WEED DRAGON® • The WEED DRAGON® is the perfect propane torch kit for natural/ organic weed control for home and garden use. • The company has regulated down the ﬂame and BTU for homeowners and has even assembled it for added convenience. • This Made in USA torch kit is powerful enough for lots of tough jobs all year long and generates heat up to 2,000° F. • The 100,000 BTU WEED DRAGON® quickly hooks up to any reﬁllable

propane tank and even comes with a hand-tighten tank ﬁtting. Flame Engineering www.flameengineering.com 888-388-6724 Booth #41113

GORILLA SUPER GLUE • Its high strength and quick set time make Gorilla Super Glue the go-to for a variety of household projects. • Developed for long-lasting repairs in an instant, Gorilla Super Glue is designed with an impacttough formula to handle bumps and drops with a strong, reliable bond. • Clear formula is good for use on wood, plastic, glass, metal, ceramics, stone, brick, paper and rubber. • Provides instant bonding with no clamping and full cure in 24 hours. The Gorilla Glue Company www.gorillatough.com 800-276-0771 Booth #6413 www.TheHardwareConnection.com

THE HARDWARE Connection ■ April 2015 ■ 41

2015 “Must Haves” Decora® Rocker Slide Universal Dimmer

USB Charger/Duplex Tamper Resistant Outlet

Humidity Sensor and Fan Control

Arc Fault Circuit Interrupter (AFCI) Outlet

Cat. No. DSL06

Cat. No. T5632

Cat. No. IPHS5

Cat. No. AFTR1

NEW

With Leviton, it’s easy to stock your electrical department with smart products that will make the homes of your customers safer and add convenience to their daily lives. To view our video library and more, visit www.learnitatleviton.com. For more information email inquires to retail@leviton.com.

THE FUTURE IS ON® www.leviton.com

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NHS PRODUCT SPOTLIGHT PIVOTPRO™ WATER WANDS • New line of water tools that make cleaning faster, easier and more effective for a wide range of boat, auto and outdoor cleaning jobs. • In addition to adding 46 inches of extra reach, the PivotPro™ comes equipped with a 16-ounce dispenser for soap and other additives, and has built-in brush attachments. • The Boat & Auto model comes with a soft-bristle brush for scrubbing cars, trucks and boats without damaging the surface. A kit version of the same tool offers more accessories, including an abrasive spindle brush for cleaning wheel wells and a microﬁber shammy. • The PivotPro™ Outdoor Cleaning Water Wand comes with a hard-bristle brush for cleaning tough grime and mildew. Hyde Tools | www.hydetools.com J9618 Elmers WGM Half Page NHS Special Ad Hardware Connection_FA with crops.pdf 1 4/2/15 11:18 AM 800-872-4933 | Booth # 37121, 6907

Wood Glue MAX from Elmer’s . ®

Our most advanced formula yet; it’s the only woodworking adhesive on the market that’s both waterproof and stainable. For interior projects, check out the stronger formula of Elmer’s Carpenter’s ® Wood Glue. Visit elmers.com/diy for helpful woodworking tips and videos. E-mail

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PROs demand...

PURDY delivers. ®

The Art of Brushmaking Purdy brushes are handcrafted from the finest materials by experienced Purdy brushmakers who undergo two years of training before they can craft their own brushes. Like every true artist, every Purdy brush is “signed” by the person who made it – a mark of pride in a job well done, offering peace of mind to professional painters that the tool in their hand was made with the highest level of quality.

Purdy.com E-mail

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NHS PRODUCT SPOTLIGHT NEW PACKAGING DESIGN • Jack Link’s® produces high-quality, great-tasting protein snacks made from lean cuts of beef, turkey, chicken and pork. • Flavors range from savory and sweet to spicy and everything in between. • Offering a wide variety of premium protein snacks, Jack Link’s has something sure to Feed Your Wild Side™. • This year, Jack Link’s will introduce a new look, a new layout and a new formula that will scream

from the shelves—prepare for wild sales. Jack Link’s Beef Jerky www.jacklinks.com 612-618-1974 Booth # 48007

FUTURA ELECTRONIC KEY MACHINE • The Futura is the most innovative, groundbreaking and advanced electronic key cutting machine available. Designed and engineered to cut by code, decode and copy laser style high security, edge cut, dimple and cruciform style keys—all on one machine. • Futura standard cutters and jaws will cover over 90% of the edge cut and laser style keys on the market. Capabilities may be expanded to include Tibbe, tubular style keys and more with optional accessories. • Included with the Futura is a 10” touch-screen tablet, pre-loaded with the most extensive database on the market. The convenient removable tablet stand allows the tablet to be placed on the counter. • The Futura features WiFi-enabled communication between tablet and machine. Updates are available via WiFi connectivity or USB port. Kaba Ilco | www.ilco.us 800-334-1381 www.TheHardwareConnection.com

THE HARDWARE Connection ■ April 2015 ■ 45

Sticks to Almost Anything

In freezing temperatures

On wet surfaces

Around bathroom fixtures

The Tough Elastic Sealant for Every Job drives RETAIL sales! 1 TV Sale = 5 Retail Sales Click on the “As Seen On TV” logo to watch the Lexel® commercial.

Be ready to handle customer demand. Stop by the Lancaster Booth #L-221 at the National Hardware Show or call 800-767-5656 to order Lexel® Merchandisers.

800-767-5656 • www.sashco.com Click Here to E-mail View Our Profile

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NHS PRODUCT SPOTLIGHT LG 700 PELLET GRILL • Offers 700 square inches of cooking space with removable upper cooking rack included. • Features Digital Control Center with a built-in programmable meat probe and ﬂame broiler for direct/indirect grilling. • 14 lb. capacity hopper (extension available) and comes with staycool lid handle and extra-thick cart legs. • Fits 1 deluxe front shelf and 1 side shelf extension, each sold separately.

Louisiana Grills www.louisiana-grills.com 877-303-3134 Booth #24090

FIBERGLASS PRO PLATFORM LADDER • New FXP 1700 Series features larger platform area for added comfort and extended handrail for added comfort and safety. • Ergonomically positioned ProTop™ increases productivity. • Includes magnet and multiple tool slots as well as double-rivet step construction. • Eight models available ranging from 2’ to 12’ in platform height, all rated 300 lbs. Type 1A for load capacity.

www.TheHardwareConnection.com

Louisville Ladder www.louisvilleladder.com 800-666-2811 Booth #6507

THE HARDWARE Connection ■ April 2015 ■ 47

VOICE IN. NOISE OUT.

Ear Plugs that let you hear conversation...while protecting your hearing.

Most hearing protection isolates a person by blocking ALL sounds, including those we want/ need to hear, like voices. The Voice In/Noise Out (VINO) ear plugs, exclusively from Safety Works, are specifically designed to allow low frequency sound (where the normal voice spectrum is) to be less filtered, while heavily filtering the high frequency noise associated with high speed drills, circular saws and other high pitched noise. The result: users can communicate without needing to remove ear plugs, so they stay protected from the harmful noise!

For more information or to order, please contact Safety Works today!

1-800-969-7562 | www.SafetyWorks.com

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Your personal safety specialists.™

NHS PRODUCT SPOTLIGHT CALDWELL™ FAUCET COLLECTION • With its soft curves and rich details, the Moen® Caldwell™ collection is an ideal choice for homeowners looking to create a cohesive look throughout their kitchens and bathrooms. • This complete suite includes kitchen faucets, bathroom faucets, showering options and a complete accesexperience to which they are accussory collection in the latest ﬁnishes. tomed, while reducing water usage • Kitchen faucets include two-handle, by up to 32%. Finishes include: high-arc faucets with side spray and Chrome, Spot Resist Brushed Nickel Duralock™ Quick Connect system for and Mediterranean Bronze. easy installation. Moen Inc. • Each WaterSense®-labeled lavatory www.moen.com 800-289-6636 faucet is ﬂow-optimized, providing consumers the sensational water

TOUCH SCREEN GLOVES • Special copper-lined ﬁnger tips in all ﬁngers and thumbs allow superb touch screen connectivity, so users don’t need to remove their gloves to use their smartphone. • The athletic-grade nylon knit gloves are 30% lighter than traditional dipped gloves and offer excellent dexterity. • The latex-dipped coating has the strong grip and abrasion qualities needed in a work glove. Safety Works | www.safetyworks.com 800-969-7562 | Booth #40007

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THE HARDWARE Connection ■ April 2015 ■ 49

Do More With Less. 10X

MORE COVERAGE

HEAVY DUTY OR SUBFLOOR

CARTRIDGES

Compared to caulk, all-new Touch ‘n Foam Pro construction adhesives really go the distance on the shelf and on the job.

New!

When it comes to construction adhesives, stick with a winner—the exciting new Touch ‘n Foam Pro BUILDER SERIES. Touch’n Foam Adhesives Ad

FARTHER. Yielding 10X#1) more linear feet than traditional adhesive caulks, Touch ‘n Retailer Version (option Foam Pro lets contractors cover more footage with every can, while you stock less. FASTER. With fewer change-outs, customers will make fast work of subfloor and drywall installations. FOR LESS. Help builders get superior results using fewer fasteners. Builder Series Construction Adhesives fill gaps on irregular surfaces, eliminate floor squeaks and nail pops, and lessens sound transmission between walls. Subfloor gel foam goes on fast to secure treated lumber, plywood or OSB regardless of the weather. All-surface Heavy Duty gel foam is perfect for installing drywall, cabinets, walls, and more.

See how you can fasten it farther, faster for less.

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NHS PRODUCT SPOTLIGHT

Convenience Products 866 Horan Drive Fenton, MO 63026-2416 • (800) 325-6180

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DTT1Z DECK TENSION TIE • Provides deck builders with a less invasive approach for attaching a deck to a home and meets newly updated code standards. • The DTT1Z deck tension tie is a safe and time-saving alternative that eliminates the need to access ﬂoor joists from inside the house. Instead, it is fastened from outside the house. • The DTT1Z fastens to the narrow or wide face of a single 2x with StrongDrive® SD Connector screws. The new Strong-Drive® SDWH TimberHex HDG screw with an integral washer attaches the tension tie to the supporting structure with a minimum of 3” of penetration. • ZMAX® coating offers additional corrosion protection for exterior and preservative-treated wood applications Simpson Strong-Tie www.strongtie.com 800-999-5099 Booth # 36062

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ADJUSTABLE TELESCOPIC HEDGE TRIMMER • The HLA 85 STIHL Lithium Ion, extended reach hedge trimmer— equipped with an adjustable telescopic shaft (up to 10.5’)—makes easy work of cutting high bushes and hard-to-reach places near the ground. • A durable 20” STIHL blade, ground on both sides, gives professional performance and the ability to cut precisely. • The battery-powered trimmer produces low noise and low vibrations, making for a quieter work environment and comfortable operation. • Brushless, commercial-grade, hightorque electric motor provides the

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power needed for tough cutting jobs and requires minimal maintenance. A runtime of up to 11 hours at full power (with the AR 900 backpack battery) minimizes downtime on the job. • Another versatile tool in the STIHL Battery KombiSystem line, this new hedge trimmer runs on the same advanced, interchangeable 36 volt rechargeable battery system as other STIHL Lithium Ion tools. STIHL Inc. www.stihlusa.com 757-486-9100

Maximum Control At Your Fingertips. Innovative Drag Strip ™ feature provides finger access for retraction control and faster measuring.

10ft. Standout Superior support so you can reach further and not have to pull someone off their work to help hold your tape

Wide End-Hook Holds better and allows tape to roll on the curve so measurements are in contact with the work surface

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ATG-1993

INDEXING HEAD

So tough you’ll never think of scissors the same way again.

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compatible with all threaded extension handles. • Achieve 30% faster results with the clogresistant AeroSander sandpaper. Strong VELCRO® brand hook-and-loop fastener prevents the paper from curling or tearing and allows for quick changes. The Wooster Brush Company www.woosterbrush.com 800-392-7246

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THE HARDWARE Connection ■ April 2015 ■ 53

industry buzz

HOT

Retail trends

he world of retail is changing rapidly, which makes it harder to stay on top of key developments. We have identified “4 Hot Retail Trends” that bear closer scrutiny. Not surprisingly, technology is driving all of these trends. These retail trends include: 1. The World is Going Mobile 2. Online Selling is a Game Changer 3. In-Store Technology Use Will Drive Sales 4. Securing Customer Data is Imperative Read on to gain insights into how these trends could impact your business in the near future and be sure to click on the various links to get more in-depth detail on these technology developments.

By Chris Jensen

the World is GoinG Mobile

According to research from IBM’s Digital Analytics, mobile sales accounted for 22 percent of online sales on Cyber Monday, which represented a 27 percent increase from the prior year.

54 ■ The hARDWARe Connection ■ April 2015

Pete’s Ace Hardware in California had success with a mobile marketing campaign.

A Pew survey reveals that consumers use their smartphones while in stores to look up prices online (25 percent), look up product reviews (24 percent) and call a friend for advice (38 percent). Many people of all ages would be lost without their cell phones, and they are literally running their business and personal lives from these little devices. If your store website www.ThehardwareConnection.com

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is not mobile optimized, then it won’t exist to many potential customers who are figuring out what to buy and where to buy by doing a quick search on their smartphones. Pete’s Ace Hardware, owned by the Roark family in Castro Valley, Calif., decided to test the waters by conducting a two-week mobile marketing campaign with FunMobility, hoping to build interest in their new mobile coupon club. The retailer used in-store signage, mobile display ads, customer emails and social media advertising to promote the campaign. The campaign’s results were overwhelmingly positive. The mobile coupon redemption rate was 49 percent, the average customer cart size rose 411 percent and the store signed up 190 new members to its mobile coupon club. For more details on Pete’s Ace Hardware’s mobile marketing campaign click here. Pretty soon consumers will be able to leave behind their credit cards because they will be paying for purchases with a quick swipe of their phone. That technology still needs some refining but mobile payment is the future. Sunshine Ace Hardware, with six stores in Florida, offers a Mobile Savings Club for customers. They promote it on the store Facebook page

Carry a brand with a long history of retail performance.

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industry buzz with an introductory offer for $10 off any purchase of $50 or more. Sunshine Ace was also one of the first retailers in the country to adopt the Apple Pay mobile payment system last fall. “Frankly, it is going to be a long time before Apple Pay, or any form of mobile payment, becomes a significant part of our sales,” said President Michael Wynn, in an interview with the NewsPress. “But, anytime there is something we can do to make the shopping experience easier or more convenient for our customers, we are going to do it.” Mobile-based payments in the United States are expected to reach $142 billion

in volume in 2019. Furthermore, 58 percent of consumers said that they favor the convenience that mobile commerce offers over more traditional forms of commerce, according to a survey by Retale, a location-based shopping and marketing firm. Lack of a common platform has hindered wider adoption of mobile wallets, but market forces will sort that out over the next year or two. What mobile technology really does is ensures consumers have access to product and store information all the time, no matter where they are. Consumers will be dictating the action, and what you know about your

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Sunshine Ace Hardware offers a mobile savings club for customers.

customers will be only what they allow you to find out. As of April 21, Google changed its search algorithm for smartphones to ensure that mobile friendliness factors heavily into how a website is ranked in search results. The Home Depot is one retailer that is already promoting the fact it has a Google-approved, mobilefriendly label for smartphone searches. Click here to learn 5 key mobile marketing trends for 2015.

CMY

online sellinG is a GaMe ChanGer

Customers can and will purchase hardware and home improvement items 24/7 over the internet. It’s just a question of whether they will be purchasing these products from you, from Amazon or from another online seller. E-commerce sales in the United States are estimated to reach $350 billion by www.ThehardwareConnection.com

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the end of 2015, according to eMarketer.com. Many purchases start with a Google search, which helps people determine what product they need to complete a project or repair. The search then extends to where

that product can be found and at what price, as well as product reviews. If it’s available at a convenient store location at a competitive price, then the customer will often go to the store to complete the purchase.

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PROTECTION FROM EVERY ANGLE

58 ■ THE HARDWARE Connection ■ April 2015

Unless you have a store website with an online sales catalog that tells customers what you have on your shelves, you will be missing out on sales that you never know about. Tim Morgan of Walton Thriftway in Walton, W. Va., recently adopted the e-commerce program introduced by House-Hasson Hardware. Although his online sales are not a large amount yet, Morgan has confirmed and completed transactions, where the customer found his products through his website and contacted him directly to make a purchase. Recently, a man in Maryland contacted Morgan to discuss a stove that he wanted to purchase for his brother, who lived in the Walton Thriftway area. Morgan matched Home Depot’s price and made the sale for over $900. When the customer came to pick up the stove, he purchased additional items, bringing the total sale to more than $2,700.

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industry buzz In many cases, the online purchase comes down to shipping terms. Amazon offers next-day and even same-day shipping in some metro areas plus Amazon Prime shipping (free for annual subscription fee). Google Express, which is being tested in major cities, currently provides same-day shipping for local stores for a $5 fee with retailers paying a nominal or no fee. It requires customers to use a Google Wallet account. Ace Hardware Corp. just announced the national launch of its Free Store Pickup program. Customers can check their local Ace store’s available inventory on acehardware.com and either go in-store to make their purchase or place the order online for in-store pickup the same day. “Free Store Pickup enables consumers in neighborhoods across the country to complete their home maintenance projects more quickly and easily than they were able to before,” said Jeff Gooding, Ace’s senior director, consumer marketing. “Our new service will offer a more convenient way to shop, saving consumers’ time and giving them the confidence that their local Ace has everything they need, so they can get it right away and complete their project.” To be ready for this new world of online selling, you have to have a website that lists what your store carries. This means you will have to market more through your computer and make www.ThehardwareConnection.com

In-store technology will increasingly drive sales for high-performance retailers.

sure your business is properly indexed. Ultimately, that means having your POS data uploaded and deciding whether you want to publish your prices online. That brings a whole new sense of urgency to adopting a competitive pricing strategy. To learn 5 E-commerce Trends to Watch in 2015 click here.

in-store teChnoloGy use Will drive sales

Since 75 percent of consumers are using their mobile devices while in a store, according to a recent study by InReality, that means it’s up to retailers to meet the needs and expectations of these informed customers to close the sale. Lisa Cramer, a vice president with InReality, says retailers need to make sure they have an optimized mobile web site that features useful content that directs the consumer to either purchase products online or go to the store to gain more information or complete the purchase. Retailers also need to ensure their store is a free Wi-Fi The hARDWARe Connection ■ April 2015 ■ 59

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industry buzz Moore’s Feed Store in Pontotoc, Miss., offers free shipping to the store with its e-commerce program.

Orchard Supply Hardware stores in San Jose, Calif. Showrooming is looming as an increasingly big threat to retailers of all sizes. SecureNet reports that 21 hotspot or else customers will shop percent of consumers have purchased elsewhere where they can gain online a product from their smartphone while access. browsing for the same item in a physiCramer notes that it’s important for cal store. retailers to integrate mobile with inSince consumers are already using store experiences to drive engagement their mobile devices to make in-store and offer consumers the information purchases, it’s up to retailers to deterthey need. InReality research reveals mine whether those purchases go to that 61 percent of consumers are using them or to another more mobile-friendly their mobile devices for price comparisons, 46 percent for product information retailer. Click here to discover 10 Technology and 43 percent to access social media, Trends That Will Revolutionize Retail. which is most likely to ask friends for their recommendations. Point-of-purchase displays that use seCurinG CustoMer data beacons and other near-field communiis iMPerative cations (NFC) are currently being tested When people see headlines about to enhance the shopping experience for the latest data breach with credit cards customers. Apple has installed iBeacons it makes them more hesitant to shop in all of its stores, as have some U.S. online or use a mobile payment system, grocery stores. even though mobile wallets are inherWith beacon technology customently more secure with a PIN transaction ers will be able to interact with a smart than relying on the magnetic strips on display through their smartphones that the back of a credit card. gives them real-time access to product Forty-five percent of consumers said information, promotions and product they are less likely to shop at a retailer reviews. It’s along the lines of what that has recently suffered from a data Lowe’s is doing with robots in one of its breach, reports Glenn Taylor of Retail

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The hARDWARe Connection ■ April 2015 ■ 61

industry buzz TouchPoints. Shoppers older than 45 years of age view secure checkout as the number one factor impacting their decision to buy online, while shoppers 18 to 44 years old rank it as the secondbiggest purchasing factor. Those in charge of protecting customer data are not so confident they can stay ahead of the bad guys. Two-thirds of data security professionals think they will suffer a data breach within the next three years, yet 95 percent continue to invest in the same technologies, according to a SafeNet survey. Things are moving in the right direction, but it will require retailers to jump on the bandwagon of compliance. By October 2015 you must replace your current mag-strip readers with a new chip and pin (EMV) reader that can be mounted on the checkout counter. Your customers will then insert their card into a slot and enter a pin number to authorize the transaction. Actually, you can keep your old magstrip system if you want. However, after October 2015, if 80 percent of your transactions are not chip and pin, then you will be responsible for any fraudulent charges since the bank will no longer cover or refund that loss to you. The most important step you should be taking as a retailer is ensuring that your point-of-sale and computer systems are secure. Make sure your business is secured with a robust anti-virus software program 62 ■ The hARDWARe Connection ■ April 2015

and a sophisticated firewall that is integrated within your system, rather than relying on an inexpensive store-bought router or free anti-virus software. In addition, the firewall should be updated on a regular basis through a subscription service so that it can protect against newly detected threats. As purchasing activity shifts more toward mobile, hacking activity will undoubtedly shift in that direction as well. Smartphones and soon, wearable devices, contain a wealth of personal and financial data about their owners, so hackers will start focusing their attention in this area. Security will have to start trumping convenience or consumers will revolt. After all, it was consumer fears over data security that kept e-commerce from exploding out of the gate 15 years ago. What’s nice about the Apple Pay system is that it assigns a unique Device Account Number to each phone. The Device Account Number, along with a transaction-specific security code, is used to process each purchase, so credit and debit card numbers are never transmitted with the payment or shared with merchants. As a retailer, you are responsible for deciding which companies are allowed to touch your customer and business data. Guard it like precious treasure, because it’s even more important than the inventory on your shelves. n www.ThehardwareConnection.com

Finding the

bottom line

Right Employees When Times Are By John Franklin

he bottom line in our business is greatly impacted by the employees that work for us. Sometimes we go through rough periods when we struggle to hang on to them, and there are other times when we just don’t have enough. When the economy is doing better retail business activities increase and customer traffic increases, so retailers may start to look for additional employees to help handle that increase in business. When store traffic increases it may be time to increase the payroll. The problem with acquiring additional employees is that when there is the most need, there tends to be the least number of qualified applicants. By the same token, when there is the least need there are the most qualified applicants. The hiring problem is compounded even further because the economy tends to help most similar businesses at the same time. When you need employees there is a good chance that all retail businesses in your area also need employees and you will be in www.TheHardwareConnection.com

Good

Umber’s Do it Best Hardware in Fort Wayne, Ind., uses its outside marquee sign to attract job applicants.

competition for the few, if any, remaining qualified local candidates. It may be the last thing on your mind, but when times are tough it is a great time to review your entire staff lineup. Do you have any positional weaknesses? Are there some positions where you could use a more qualified person? Can this needed person be trained for advancement from within or is this the time to seek an outside replacement? There is a high probability that a large percentage of the remaining unemployed people in a low unemployment cycle are THe HARDWARe Connection ■ April 2015 ■ 63

bottom line the chronic unemployed. Chronic unemployed persons are unemployed for a reason. Many are either unqualified or even unfit for work anywhere. You can clearly see this when you run a help wanted ad in the paper looking to fill a position and you get just a few applicants. When you look at someone’s resume or employment history, most of them have had either no job or lots of jobs in the last two years. Both situations could be a red ﬂag and you must use great caution when hiring these people. Carefully vet any applicants during this period or you may inherit a new problem employee.

Good young employees will stick around a company if they see it promotes from within.

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is that you must steal them from someone else. Years ago when the big boxes opened in our market, I noticed a small migration of some of our company employees to the big boxes. When Home Depot or Lowe’s opens a store in a new market they bring in a small group of experienced management staff from other locations and then do their best to steal the rest of the necessary employees from the local independent hardware or lumber stores. They poach employees for two reasons. First, they get experienced help, for which you actually paid the training expenses. Second, they also get locally known help. Customers in the area are already familiar with them. It is a huge

advantage for a new store to open with recognizable staff members. This helps a new big box get out of the starting blocks fast and a big part of the big box’s success is based on grabbing the experienced help in the new store market area. When you have a serious personnel need and it is hard to fill that need with the normal “run an ad and wait approach,” it is time to do unto others as they have done to you. Go to other local businesses, especially the big boxes, and start identifying their best employees. It will take a few trips to identify these star performers, but once you identify the good ones then you can start recruiting them. How do you start? You visit, you observe and you ask questions. www.southwire.com

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bottom line On your next trip to the big box to do price shopping, take a few minutes to watch the store employees. Compliment good employees on their expertise. Strike up a conversation with them to see how they are doing. Most will be happy to talk to you. After a few trips, if you start to like what you see and hear, then approach them. Ask them if they would like a permanent real job with a local store that offers benefits and a schedule they could live with while being able to make plans for the future. You may at least get them to come in for an interview. Why will this work? Workers at the big boxes are often given rolling

schedules that make them unable to plan far in the future. They are often “on call” and required to run in when they get the call, which makes home life difficult. They may work some mornings, some evenings or a mix of both. Many wish for a job with a specific schedule they can count on— your kind of job. Sometimes the best workers at big boxes get promoted out of the area. It is general practice at large chain stores when promoting employees to managerial positions to move them to a new location. These highly qualified and promotable workers at the big boxes might like to stay in the area rather than relocate to

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a new store. If you have a local job they would want, then these employees may prove to be a find.

PROMOTE FROM WITHIN Another option for filling vacancies is to try to promote from within and then try to fill the less important job from outside. It is usually easier and safer to fill lower-level jobs with outside hiring. Be careful when taking good workers and promoting from within your own organization. I have seen situations where a good, dependable employee was promoted to a new position because they did a wonderful job at the old position, only to fail in the new

Paul’s Ace in Scottsdale, Ariz., regularly places a help wanted sign in the store window.

position and ultimately get dismissed from the company. When this happens, it is an unnecessary loss for the company. You may have lost a great employee because you asked them to do something they were not properly trained to do, or simply could not do. I remember a time when our company had to fire an employee who was failing badly in a new job. He asked if he could have his old job back. The problem was that the old job was now filled with a new person who was doing the

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bottom line job well. Once a person fails at one job it is hard to move them anywhere else without the “failure label” following. If you do promote a great employee to a new position, do not let them fail. Make sure you keep close contact with them after the move to make sure they have everything they need to do the job well. This is the best way to keep from ﬂushing a great employee down the drain. To avoid this situation, you must develop a training program that promotes forward movement into key positions all the time so when it comes time to fill a position you have a supply of ready and eager cadets. Almost all large corporations have

management training programs. To save stress and help get you through unexpected times, cross-train employees so they are able to fill in when emergencies occur. The bottom line is always improved by carefully selecting, training and motivating your employees to be the best they can be. It also never hurts to lure top performers away from your competitors. ■ John Franklin has more than 40 years of experience in hardware retailing, most recently as merchandise manager at Williams Lumber & Home Centers in upstate New York. Contact him with questions or feedback at john@thehardwareconnection.com.

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he Hardware Connection rs invites you to attend the first i official meeting of Women in d Hardware™, which will take place durMarke ing the Do it Best Corp. May Market. This special event, which is sponsored by Ettore Products Company, is set for Friday, May 15 from 11:30 a.m. to 12:25 p.m. at the Indiana Convention Center, Room 241. Doors open at 11:15 a.m. This professional hardware program facilitates networking and information sharing including the encouragement of women to choose the hardware industry as a career. If you are in the hardware industry and are interested in learning more about the Women in Hardware program, please join us. There is no fee to attend although space is limited. Pre-registration is encouraged. Contact Diane Allen at Diane@thehardwareconnection.com or 317-432-9177 to register for this event. The Women in Hardware™ group launched recently by The Hardware Connection is a professional network of retail owners and managers; key sales, marketing and operations managers for manufacturers and wholesalers; and their business partners from across North America. ECi Software

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WOMEN IN HARDWARE

S f ponsor of Solutions is a founding sponsor h organization i i as is i The Th Hardware the Conference. As a member of Women in Hardware™, you will have opportunities to share business practices and ideas with others in the industry. You will be able to network face-to-face at events. Each greet-and-learn session will focus on industry business issues, enabling you to get a takeaway business benefit. Email networking, information sharing and the ability to post questions and comments on social media for industry feedback are among the features that will be available. If you are interested in forming more relationships within the industry and sharing your ideas on how to make our industry better, then you should consider membership in Women in Hardware™. Memberships are affordably priced at $99 a year and will include the opportunity to attend events structured around major industry events (such as wholesaler shows) several times a year with a business take-away from each, a quarterly newsletter and more to come. ■ THE HARDWARE Connection ■ April 2015 ■ 69

Be Part of the Hardware Industry’s Exclusive and Professional Women in Hardware Program!

Designed for professional women and men in the two-step hardware industry to exchange ideas, educate, network and provide support and access to opportunities to further careers and help grow the independent channel.

Who’s Eligible to Join?

• Independent Hardware Store Owners and Managers • Vendors Involved in the Two Step Hardware Industry • Service Providers Involved in the Two Step Hardware Industry • Wholesalers/Distributors • Industry Professionals

Activities

• Membership beneﬁts include up to six networking events per year held in conjunction with other industry events. • Each event will have a business focus offering direct and immediate benefits. • Vendor and Service Providers will have the ability to interact with business owners and others in management positions sharing experience, concerns and solutions. • While focus is on women and their opportunities, men are welcome and encouraged to participate to better understand and lend their perspective of the industry.

For more information: Diane Allen diane@thehardwareconnection.com • 317.432.9177

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tecHnology update

Are You a Hardware Professional?

represent this unlimited access. With just a few clicks, you can figure out how to fix a faucet, paint a house, trim a tree, patch concrete, slow cook ribs and even find a nearby hardware store or lumberyard. ow well do you measure up Your customer can not only get all to being a true Hardware the answers to their questions without Professional? Do you manleaving their home, they can now find age your store like a Hardware multiple places to purchase the prodProfessional? In today’s modern ucts to resolve their problem. So, how world, how do we know if someone do you get those customers to come is a Hardware Professional? to your business location and look to The reality is that there are no hard you to be that Hardware Professional? and fast definitions of a Hardware The sad part of the story is that Professional. In the good ol’ days we some hardware wholesalers tell us that supplied product. When a customer as many as 30 percent of their dealcame into our store we would listen, ers do not use a point-of-sale (POS) and then show the product we knew was the solution to their problem, edu- system. And the retailers that do have cate them and in the process, sell them POS are not using all the functionality and data that is available to them. the product that fixed their problem. The days of running your business As a part of that process we would from your gut are long past. Do you suggest other related items (add-on know who your best customers are sales) and provide the additional or what the top 25 sellers are in each services and knowledge to build of your departments? Do you spend that ongoing relationship. Hopefully over time that customer continued to less than one to two hours each week doing ordering? Do you know which shop our store and maybe even told items are not selling in your store? their friends about our outstanding If you answered “No” to any one of and personalized service. By offering great service, our customer base those questions, then it is time to take a hard look at how you are managing would then expand. your business. The definition of insanIt is now 2015 and the world is changing. One of the first things that ity is “Doing the same thing over and comes to mind is the vast knowledge over and expecting different results.” Is this how you manage your store? If at our fingertips. Google, Bing and we are going to compete in 2015, all Ask are a few product names that

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THe HARDWARe Connection ■ April 2015 ■ 71

CONFERENCE2015 SEPTEMBER 11-13

3 Days of Networking, Relaxing and Learning Meet colleagues and new friends at the industry’s largest conference for independent hardware retailers. Share ideas with top retailers on how to grow your business, interact with key vendors on how to increase sales in your store and attend educational seminars, all-industry cocktail receptions and dinners in an exclusive 5-star resort setting.

Learn More About Your POS System at the Hardware Technology Forum Epicor, ECi Advantage/ECi RockSolid and J-3 POS will offer full-day, hands-on training sessions for their retailers. Bring your tablet or laptop so you can log right into your store as you learn new “tips and tricks” to make your POS software more productive in your store.

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of us need to take a close look at how we are performing each day. There are only two things you have any real control over with your business: inventory and labor. How aware are you of your inventory and how smart are you and your staff working? Too many times the early conversation on whether to adopt POS is fixated on cost. How much is the system followed by how much is support? The Hardware Professional mindset should be focused slightly more progressive, so that a better first question to a POS company is: “How can you, Mr. POS Company, help me be more successful, more profitable and more professional.” In 23 plus years in the point-of-sale business I have never had a potential customer ask those questions. The closest I have heard is a prospective customer at a show asked me “Why is your point-of-sale product better than anyone else here?” Being a Hardware Professional starts with your mindset and thought process, which should lead to key questions. What are your core business values? What effect do you want your management of your store to have? What are your biggest aspirations for your business? Instead of having tunnel vision on how much is it going to cost upfront, start thinking like a Hardware Professional and ask how the investment in a point-of-sale system makes you a better Hardware Professional. Everyday independent hardware and lumber www.TheHardwareConnection.com

dealers point out the value in the quality of the products they are selling. Yet, when it comes to point of sale, low price is the focal point of the conversation. If you want to be a Hardware Professional, look at every corner of your business. Think of your actions from the time you put your key in the door in the morning until the time you leave or lock the door as well as what happens when you are not in the store. Are you doing repeated tasks that require too many people hours? Can you take the data in your point-of-sale system to the product to know what is or is not there? Are you managing your margins? Do you offer a Reward program? Can your customers find out about your store online by seeing your store website? Can you support Chip and Pin (EMV) or Apple Pay or a Virtual Wallet? Is your store a Wi-Fi hot spot? This can be a very long list. To be a Hardware Professional as a store owner, a manager or a staff member, you have to change how you view and approach your business or job. You need to take a fresh look at what you do each day. You need to get out of your comfort zone. Most importantly, you might need to make some changes, not for the sake of change, but to drive more success in your store or job by being a Hardware Professional. Are you willing to take a look and make those changes? n Fred Fischer is president of J3 Point-of-Sale– Ganymede Technologies Corp. Contact him at fred@j3pos.biz. THe HARDWARe Connection ■ April 2015 ■ 73

IN THE NEWS NEW STORES: • Westlake Ace Hardware, a subsidiary of Ace Hardware Corp., has acquired Turner Hardware in Farmers Branch, Texas, as well as four stores from Watkins Hardware. • Nelson True Value is opening a new store this year in Prairie du Chien, Wis. • Les and Jeremy Melnick, who own five stores in Illinois, have acquired Leader Ace Hardware in Fox River Grove, Ill. • Talbert Building Supply is opening a new location in Asheboro, N.C. • Cameron Eggert has acquired Jerry’s Ace Hardware in Kenyon, Minn., from Jerry and Judy Houglum and has renamed the business Kenyon Ace Hardware. • Shafer’s Ace Hardware is opening a second store in Eureka, Calif. • Rocky’s Ace Hardware has acquired Greenville Ace Hardware in Greenville, R.I. • Bob, Bobby and Renee Heuser opened Heuser Ace Hardware in Bluffton, S.C., in March.

The sign outside Heuser Ace Hardware was designed by a Disney Imagineer. This custom steam-punk style marquee sign is a nod toward the classic mid-century marquee sign, with a little Disney flair.

• True Value Co. recognized 13 members as Best Hardware Store in Town award winners for 2014:

Louisa Hardware, Louisa, Va.; Altadena Hardware, Altadena, Calif.; Auburn True Value Hardware, Auburn, Calif.; Hooker Hardware & Auto, Hooker, Okla.; True Value of Rawlins, Rawlins, Wyo.; Martens Reedsburg True Value, Reedsburg, Wis.; Table Rock True Value Hardware, Kimberling City, Mo.; Woodsfield True Value Home Center, Woodsfield, Ohio; Killingworth True Value Hardware, Killingworth, Conn.; Fairmont True Value, Fairmont, Minn.; Hammer & Wikan True Value, Petersburg, Alaska; Stanley’s

74 ■ THE HARDWARE Connection ■ April 2015

www.TheHardwareConnection.com

KUDOS TO:

HARDWARE

Ambassador P

M TM

The Hardware Ambassador ProgramTM was created to bring the hardware industry together to promote the independent hardware retail channel as the most efficient and profitable channel to distribute hardware and home improvement products and services.

Vendor Product Listings • View by Wholesaler to Download Product • Ability Listings by Wholesaler Directly into Retailers’ Point-of-Sale Computer Systems

Out Vendor Profiles, • Check Informational Videos & Product Reviews

Click Here to Learn More and View Vendor Product Listings by Wholesaler

www.TheHardwareConnection.com/Hardware-Ambassador

IN THE NEWS

•

Hardware, Philadelphia, Pa.; and True Value Home Center, Mandaluyong City, Philippines. Kimps Ace Hardware in Green Bay, Wis., run by third-generation owner Craig Kimps, is celebrating its 75th anniversary. Lanier’s True Value Hardware in Lexington, N.C., owned by Gail Lanier, is celebrating its 75th anniversary this year. Rick Alspaugh, owner of Alspaugh’s Ace Hardware in The Woodlands and Kingwood, Texas, was recognized as one of the first small businesses to join the America’s Heroes First Foundation payroll deduction plan with nearly all of his 80 employees contributing about $20 each month to support the assistance program for military families. Apex Tool Group was recognized as the Ace Hardware Foundation vendor of the year.

PEOPLE ON THE MOVE: •

Grant Howe has joined ECi Software Solutions as chief technology officer.

Grant Howe

WHOLESALERS IN THE NEWS: • Ace Hardware Corp. has signed 76 ■ THE HARDWARE Connection ■ April 2015

•

an exclusive license and distribution agreement with Ace Colombia del Norte SA, which currently operates three stores in Colombia with plans to develop more. Ken Marble, president and owner of Horizon Distribution, has been elected to the board of directors for PRO Group. True Value Co. reported gross billings of $2.01 billion (up 6%) and revenue of $1.49 billion (up 5.9%) for fiscal 2014. The co-op posted earnings of $41.1 million, down 25.7% from the prior year. Home Hardware Stores Ltd. has been named one of Canada’s Best Managed Companies for the third year in a row. Orgill has announced plans to spend $10.2 million to expand its Sikeston, Mo., distribution center by 250,000 square feet. The 795,000-square-foot facility was built in 2009.

OTHER NEWS: • Builders FirstSource, the sixth largest pro-oriented lumber dealer in the United States, is acquiring the second-largest, ProBuild, for $1.63 billion in cash.

FOR THE FULL STORY: • Ace Hardware Corp. has rolled out a national launch of its Free Store www.TheHardwareConnection.com

Sponsors:

Co-Sponsors:

Help Us Honor the Industry’s Best Retailers at the 2015 BEACON AWARDS Join us for this important recognition program that honors the best of the best dealers who represent the future of the industry. The Beacon Awards are held annually at The Hardware Conference in beautiful Marco Island, FL, and is Co-sponsored by The Hardware Conference and The Hardware Connection magazine.

The Hardware Conference will be held Sept. 11-3, 2015 For more information about attending this event along with all other educational seminars, open floor discussions and social activites at the 2015 Hardware Conference, visit

www.TheHardwareConference.com

IN THE NEWS Pickup program at participating member stores. Consumers can check item availability on acehardware.com and then place an order for in-store pickup the same day. For more details click here: www.acehardware.com/storepickup. • Ace Hardware Corp. is introducing the Ace Center for Excellence, a new division designed to share the strategies and key principles of the company’s commitment to customer service with businesses and organizations from around the world. For more information click here: www.acecenterforexcellence.com.

FORMER SECRETARY OF STATE CONDOLEEZZA RICE IMPRESSES AT ACE SHOW Condoleezza Rice, former U.S. Secretary of State, received a standing ovation after delivering an inspiring keynote address at the Ace Hardware Corp. Spring Convention in Las Vegas, Nev., last month. Rice, who also served as U.S. National Security Adviser under President George Bush and now works as a professor at Stanford University, shared her opinions about world developments and encouraged Ace members to continue their leadership roles in their communities. 78 ■ THE HARDWARE Connection ■ April 2015

Former U.S. Secretary of State Condoleezza Rice gave a stirring keynote address at the Ace Hardware spring convention.

“This is an exceptional country that has always managed to do the impossible,” Rice said. “We’re not just an ordinary people. We know deep down and the world knows that when we face a crisis or we face great powers behaving badly, there’s only one country that can meet the challenge—the United States of America.” Rice fielded a few questions from the crowd and then offered up what advice she would give a small business owner such as an Ace Hardware retailer. “I admire who you are and what you do. If you could encourage others to do the same, that’s what we need. We’re not going to solve our problems without good education and employment, and that begins with each and every one of us,” Rice said. ■ www.TheHardwareConnection.com

UPCOMING EVENTS MAY Do it Best Corp. May Market May 15-18, Indiana Convention Center, Indianapolis National Hardware Show May 5-7, Las Vegas Convention Center, Las Vegas, Nev.

JUNE House-Hasson Hardware Summer Dealer Market June 18-20, Sevierville Events Center, Sevierville, Tenn. The National Lawn & Garden Show June 9-11, Embassy Suites, Dallas-Frisco, Texas

Independent Garden Center Show-IGC Chicago August 18-20, Navy Pier, Chicago Independent Garden Center Show-IGC East August 4-6, Baltimore Convention Center, Baltimore, Md. Orgill Fall Dealer Market August 27-29, Ernest N. Morial Convention Center, New Orleans HDW Fall Market August 7-9, Shreveport Convention Center, Shreveport, La.

SEPTEMBER

United Hardware Fall and Winter Buying Blish-Mize Fall Dealer Market Market September 18-19, Overland Park Convention Center, June 12-14, Minneapolis Convention Center, Overland Park, Kan. Minneapolis Monroe Hardware Fall Dealer Market September 19-20, Myrtle Beach Convention Center, JULY Myrtle Beach, S.C. World Pet Association SuperZoo July 21-23, Mandalay Bay Convention Center, Las Vegas, Nev.

PACOA Fall Market September 19-20, Queen’s College-Fitzgerald Gymnasium, Flushing, N.Y.

AUGUST

The Hardware Conference September 11-13, Marco Island Marriott, Marco Island, Fla.

Ace Hardware Corp. Fall Convention August 20-22, McCormick Place Convention Center, Chicago Florida Hardware Fall Market August 8-9, Double Tree Hotel and Convention Center, Orlando, Fla. Handy Hardware Fall Market August 6-8, Henry B. Gonzalez Convention Center, San Antonio www.TheHardwareConnection.com

www.thehardwareconference.com True Value Fall Reunion September 18-20, McCormick Place Convention Center, Chicago

Send calendar dates to

chris@thehardwareconnection.com

THE HARDWARE Connection ■ April 2015 ■ 79

Behind the Numbers

60% Percentage of grill owners who use their grill yearround, according to the Hearth, Patio and Barbecue Association.

2,115

346

Number of Neighborhood Market stores operated by Walmart Stores at the end of 2014, with about 200 new ones expected to open in 2015.

Number of stores operated by Westlake Ace Hardware, a subsidiary of Ace Hardware Corp., after acquiring four-store Watkins Hardware and single-store Turner Hardware.

Number of exhibitors at the 2015 Home + Housewares Show, held March 7-10 in Chicago, including 442 new exhibitors.

$322.6 Billion

Size of U.S. housewares market at retail in 2013, according to the International Housewares Association. 80 ■ The hARDWARe Connection ■ April 2015

22%

Percentage of women who shop online at least once a day, according to research from Mindshare/Ogilvy & Mather. n www.ThehardwareConnection.com