Hardware Connection April 2022

THE INDUSTRY’S DIGITAL LEADER

ALSO INSIDE:

Retail Technology Trends

Shaping the Future

Financial Planning Tips

Unlocking the Secret Formula for GROWTH

As a Do it Best member-owner, you can invite your customers to explore the industry’s largest selection of liquid paints, primers, and sundries.

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Add product training and support, exclusive brands, and efficient delivery from our warehouses, and it‘s easy to see how Do it Best can establish your business as the first, best and only choice for paint.

Discover how Do it Best can help you become your community’s paint shopping destination. Call us today at 888-DO-IT-BEST (888-364-8237) or visit doitbestonline.com.

Publisher/Principal: Craig Cope craig@thehardwareconnection.com 804-690-0666

Editor/Founder/Principal: Chris Jensen chris@thehardwareconnection.com 317-514-8864

Marketing & Creative Director/Principal: Dan Akers dan@thehardwareconnection.com 317-797-6609

Founder/Principal: Tom Chasteen tom@thehardwareconnection.com 305-852-6126

Business Advisor: John Hammond jhammond@thehardwareconnection.com National Account Manager: Dan Beck dbeck@thehardwareconnection.com 518-852-9624

Contributing Writers: Doug Donaldson, Gary Pittsford, John Fix III

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By Chris Jensen

How Connected is Your Store to the Community?

Two articles in this issue touch on an important subject: the connection between a home improvement store and its community. Every retailer says they have strong community support, but it takes a special circumstance to learn how tight the connection really is.

For our cover story this month, I paid a visit to Marion, Ky., where I discovered that enthusiasm is not only contagious, it’s good for business. My arrival in Marion was greatly anticipated, because Shanna West, owner of H & H Home and Hardware, invited the whole town to come to the store to participate in the photo shoot. Can’t say that’s happened to me before.

Once I arrived, I found myself photographed with Shanna twice by different local publications that were there because they thought it was newsworthy to have a national magazine writer visiting their local hardware store. I have to agree with them.

Turn to page 22 to learn how Shanna has combined her energy, enthusiasm and creative ideas to completely transform H & H Home and Hardware. She’s made the store fun to shop and her social media posts have raised the engagement level with the community.

The other article you don’t want to miss is about Matt’s Building Materials, a 2018 Beacon Award winner. Every retailer’s worst nightmare happened to the Smith family—their 120,000-squarefoot store in Pharr, Texas, was destroyed by fire on January 1. It’s a story of heartbreaking loss, of prayers being answered and most importantly, of an entire community reaching out and embracing the Smith family and letting them know their half-century of good deeds was about to be returned in kind.

The Smith family pulled off a miracle by building and reopening with a 1,200-square-foot Mini Matt’s store exactly 50 days after the fire. But the real story is the overwhelming support they received from the community, offering them temporary office space, telling them how much they were missed and how they were rooting for them, raising money for displaced employees.

Along the way, everyone embraced a rallying cry—We Are Matt’s—that has forged a special, unbreakable bond between a business, its owners, its team members and a community. Turn to page 37 to discover why residents of the Rio Grande Valley know the true meaning of We Are Matt’s! n

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By Craig Cope

Start Making Plans to Gather With Industry Peers

While many turn their plans to home projects, backyard barbecues or summer vacations, in the spring I immediately start the countdown to The Hardware Conference. This year marks the 34th anniversary, and we could not be more excited to host everyone at the fabulous JW Marriott Marco Island Beach Resort on Marco Island, Fla. It’s an excellent opportunity to gather with your peers and share ideas to find new ways to grow.

I often get asked: “When do you start working on the Conference?” My standard answer is: “almost immediately after the completion of the last one.”

Like any business operation we are constantly evaluating what went well, what went wrong and how can we make the next Conference even better than the past one. One of our pain points has always been the registration process for both the Conference and hotel.

Our normal Conference registration process was time-consuming for our attendees and if changes needed to be made it was a manual process. This year we invested in a fully automated process for all our attendees—click here to register.

This new registration process features a username/password created

“SPRING IS THE TIME OF PLANS AND PROJECTS.” — LEO TOLSTOY.

during the registration process. This enables the attendee to log in to their unique Conference registration at any time to make adjustments or additions. Attendees can also select if they wish to participate in the Epicor in-person training taking place on Thursday, August 18.

Once the Conference registration is complete a secure online payment process is the final step. All attendees will then receive an automatic real-time confirmation of their registration. The new registration process does ask for a primary and secondary email address. We are requiring two email addresses in the event something unforeseen should cause us to cancel the Conference.

While this has only happened once in our history—Hurricane Irma in 2017— having multiple contacts ensures we can quickly communicate to all attendees. Please note we will not sell, loan or give your contact information to anyone. We will only use your contact information to communicate any changes or updates to the Conference.

In the past, hotel room availability and reservations were never an issue until

TREND WATCH

last year. Once COVID restrictions started to ease, domestic travel to destination locations soared. The unprecedented demand drove hotel prices into the stratosphere. Our normal room rate averages $190 per night and the market rate was approaching $1,000. While the significant price increases in rooms did not impact our group room rate, it did require room reservations three weeks in advance of the Conference. After the three-week cutoff date, any rooms left in our block were released for sale at the market rate.

Last year we also had more of our guests requesting a room in the adultonly section of the property called Sirene. For those unfamiliar with the hotel, the property features a 21-andolder experience. The hotel describes Sirene in the following way: “From your oversized wrap-around private balcony and expansive suite, enjoy the incredible beach and sunset vistas. The Paradise by Sirene experience features a 21-andover private enclave offering upgraded accommodations and amenities, complimentary breakfast, Adult-Exclusive rooftop pool access, beach butler service, your own Vacation Planner and more.”

Upon completion of the Conference registration attendees are given a link to

book their hotel. The site is operated by the hotel and reflects all our available rooms at our Conference rate of $190 for a standard room. Since Sirene was popular last year, we added the option to book the adult-only section directly from the website. The Conference rate for Sirene is $290 per night. However, space is extremely limited. A recent review of the hotel website shows the section is already almost sold out and the standard rate is $1,922 per night. Our hotel room rate also extends before and after the Conference official dates of August 19-21, 2022. However, those rooms are extremely limited. So, if you want to extend your stay you must book immediately. In the event you cannot get the dates you desire, please contact the hotel’s onsite reservations department at 239-394-2511. In some cases, they can reallocate our room block to accommodate requests. Shanti and I look forward to seeing everyone in Marco Island as we celebrate the 34th anniversary of The Hardware Conference! n

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HARDWARE STORIES Amazing but TRUE

Crime doesn’t pay at Evergreen Ace Hardware in Billings, Mont., owned by Skip King. After a shoplifter took off on foot and fled, quick-thinking employees surrounded her car with pallets of soil. Then they posted the picture on Facebook and said they were willing to negotiate if she wants her car back. Click here to read more.

Aguy bought a propane Weber grill from us in the fall. A few days later, he comes back in and said he and his son couldn’t lift the grill over the propane tank. I guess he didn’t understand that the hole in the bottom of the grill base was for the propane tank to rest in, not put the grill over. I can just picture the guy and his son having quite a time trying to lift that grill over the propane tank. Jeff Muth

Do it Best Hardware Plus of Wayne Wayne, Pa.

I’ll never forget the time a sales rep held my newborn baby so I could cut a key for a customer.

Diana Homan Homan Hardware Faulkton, S.D.

HARDWARE PRODUCTS REVIEW ShopTalk

PRODUCT #1: SABERDRIVE DECK SCREW

MIDWEST FASTENER

While no one knows for sure who invented the wood screw, we do know they appeared in the first century and were made from wood. Metal screws made their first appearance in the 15th century. Since then, screws have evolved from a slotted head, to a square head, to a Phillips head, and so on. Now it seems like a race to constantly redesign the simple screw with the latest materials, coatings and thread design.

By Craig Cope

We recently reviewed Midwest Fastener’s SaberDrive line of construction fasteners and it takes screw design to the next level. Upon visual inspection, there are a few features that immediately stand out. The first is the aggressive type 17 point head with serrated threads designed to drive the screw while working out the sawdust. The next standout appears halfway up the shaft where the threads change.

These are the “cleanout” threads and prevent the board from climbing up the screw. The last feature is the nibs under the head to countersink the screw for a clean look.

One of the SaberDrive features is not obvious from a visual inspection

ShopTalk

but might be its most important. The screws are coated in XL1500, which is a proprietary Eco-Nano Coating designed to resist rust and corrosion. The XL1500 coated SaberDrive screw was independently tested among other screws for 1,500 hours of submersion in salty spray and it was the only coating not to show red dust. The screws are also ACQ lumber approved. Click here to learn more about the SaberDrive line of screws.

We provided samples to both a casual DIYer and professional contractors. Both groups commented on the aggressive thread design and

preference for the star-drive head to limit stripping. Each group reported the screws worked as advertised. They each tried to get the coating to strip by installing and removing the same screw numerous times and it never showed signs of peeling. The SaberDrive line of screws from Midwest Fastener is a great addition to any hardware store’s fastener selection.

PRODUCT #2: ALL-PURPOSE CLEANING WIPE

RTS RETAIL

It seems every cleaning product from disinfectants to car detailing now comes in an easyto-use wet wipe. During the COVID-19 outbreak, wet wipes and PPE became a significant source of environmental pollution. Wet wipes are the number-one cause of sewer backups. Wet wipes are also a potential source of microfibers that ultimately end up in our oceans and our food supply.

RTS Retail has designed an all-purpose hardsurface cleaning wipe that is biodegradable and made from natural ingredients. The wipes are made from spunlace rayon,

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We provided the all-purpose cleaning wipes to a group of testers for use during traditional dayto-day cleaning. All testers commented on how soft the wipes felt on their hands and not coarse like traditional wipes. Another common comment was the satisfaction of knowing these products are biodegradable and made from sustainable sources.

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• I ndustry Leading Vendor Participation a non-woven material made from bamboo pulp. The spunlace rayon is also softer and more absorbent than a traditional cleaning wipe. Click here to learn more.

If your store carries cleaning wipes, then look at RTS Retail’s all-purpose cleaning wipes as an alternative to traditional wipes.

PRODUCT #3: ALUMINUM ATTIC LADDER LOUISVILLE LADDER

Let’s face it, no one likes to climb into the attic. During the winter it’s freezing and in the summer it’s stifling hot. Adding to the unpleasant conditions is climbing a wobbly

wooden ladder with treads that flex with each step. Louisville Ladder has a solution for the old wooden attic ladder.

Louisville Ladder introduced an aluminum attic ladder complete with aluminum frame. The unit is 30 percent lighter than a traditional wooden attic ladder and installs in a fraction of the time. In addition to the weight savings, Louisville Ladder added a few clever ideas to make installation a breeze. The aluminum frame is pre-drilled so mounting it is as simple as securing a few screws. Next is adjustable shoes for the feet of the ladder, eliminating the need to cut a perfect angle for the base. Lastly, they added weather stripping to prevent energy loss. Click here to learn more.

We could not find one of our professional testers who was ready to install an attic ladder into a new home. However, one did volunteer to replace his existing wooden ladder with the aluminum ladder. He

commented that it took longer to remove his existing wooden ladder than it did to replace it with the aluminum ladder. He also mentioned the pre-drilled aluminum frame and adjustable

shoes took all the stress out of the project.

The Louisville Aluminum Ladder is lighter, easier to install and sturdier than the conventional wooden attic ladders. n

Unlocking the Secret Formula for GROWTH

It takes about 30 seconds of being around Shanna West to come to the conclusion that she is a people person. She is a ball of energy as she pivots from directing an employee to helping a customer, each task completed with infectious enthusiasm. Who said shopping at a hardware store can’t be fun?

Shanna’s initial career path took her in a different direction, but she has found her calling as a hardware retailer. The biggest beneficiaries of this transformative switch are the lucky residents of Marion, Ky., who get to shop at a warm and friendly store, H & H Home and Hardware, operated by the Queen of Fun.

Read on to learn how Shanna has unlocked the secret formula for growth by doing what comes naturally.

By Chris Jensen

At the urging of Co-owner Shanna West, the community of Marion, Ky., came out to show support for shopping local at H & H Home and Hardware.

TRANSFORMING THE BUSINESS

Shanna’s evolution as a retailer parallels the dramatic transformation that has happened to H & H Home and Hardware, a Do it Best member. The business was started in 2000 by Shanna’s parents, Stacy and Alan Hunt, along with another couple, Phillis and Victor Hardin. Initially named H & H Supply, it was mainly a plumbing supply store crammed into 2,700 square feet of space.

“My dad had worked previously with Phillis at a plumbing supply store, and he had a wealth of knowledge about plumbing,” Shanna explains. “He knew the old store was not conducive to foot traffic. It was just an office and a warehouse with no heating or cooling.”

While H &H Supply enjoyed modest success as her dad took care of the

community’s plumbing needs, Shanna’s early career was spent as a professional trainer. Fast forward to 2016. Shanna was looking for something that offered more flexible family time. Phillis, whose husband Victor had passed away in 2012, was looking to retire and her kids didn’t want to be involved in the business. So, Alan made a logical decision to hire Shanna to take over Phillis’ role in accounting.

There was only one problem with that plan: Shanna never made it to the back office to do any accounting work. “I started helping plumbers and electricians with parts and pieces, and I found I loved the business,” she says. “I never did any office work. Phillis ended up staying a little longer, and we eventually found someone else to handle the accounting.”

While we will never know if Shanna might have transformed the accounting world with her fun ideas, we do know she has made a huge difference from her roving position on the sales floor. “I came in with all kinds of crazy ideas, and people just went along with it,” she says.

Shanna had found her passion in mastering the product mix and quickly identified strategic opportunities to grow the business. Her husband, David West, worked in construction, which made him well qualified to be a sounding board for Shanna’s creative ideas for the business.

Left: The former Shopko building has been transformed into a 14,000-squarefoot destination for hardware and home improvement products.

Right: Shanna and David West are seeking to build a generational business that can be passed on to the third generation.

Within two years, she and David became co-owners alongside Shanna’s parents, ushering in a new era of growth and creative community engagement. What Shanna needed was a bigger canvas to work on, so to speak. It was time to give Marion (population 3,039) something to brag about.

Alan was looking for buying power, which led him to seek help from Do it Best. Marion had a vacant Shopko store. A tire store filled the half the space, which left 14,000 square feet of retail space for H & H to expand into a fullblown hardware store. The dramatic expansion happened in 2019, and H & H Home and Hardware was born.

“Everyone told us we couldn’t open by March 1 and we did,” Shanna points out. “David quit his job and set up all the shelving. We were off and running.”

DIVERSIFYING THE PRODUCT MIX

A diversified product mix would not only better meet the needs of the community, it would serve as a shot in the arm to store sales. As Shanna explains,

“We needed room for more stuff our community couldn’t find elsewhere. At the other store, we were just plumbing and electrical. When Do it Best did the pro forma we added tools, paint, and lawn and garden. Paint really surprised us.”

Word quickly spread that Shanna is like a Jedi Master when it comes to paint matching. “She can trick the computer to get the right color matched,” David notes. “We’ve had some customers who were not happy with paint mixes at other stores and weren’t satisfied by the response, so they came to us,” adds Shanna. “I fixed 14 gallons for one customer.”

David and Shanna West co-own the business with her parents, Alan and Stacy Hunt.

Shanna took over all the ordering for the larger store, overcoming some initial hiccups. “I accidentally ordered a pallet of Gatorade instead of a case, but I’m a fast learner,” she says.

She brought in a lot of local stuff such as Amish-made goods and baked goods.

“We have a lot of Amish customers,” she points out. Other niches include clothing, workwear and rental.

The merchandise mix continues to evolve as a result of customer suggestions. “That’s what we strive for. If someone asks for something we don’t have, an employee writes it down and puts in a jar. We also take out what’s not selling,” Shanna says.

H & H’s most important niche is still plumbing and electrical knowledge.

“Dad is the Justin Bieber of the plumbing and electrical world—he’s a rock star,” Shanna says proudly.

FOSTERING TEAM MEMBER DEVELOPMENT

H & H went from three to 14 employees when they moved to the bigger location, so a second pillar of growth involved making a commitment to team member development.

“As long as we’re educating our staff we’re evolving in the right direction. We’re really playing on the emotional connection. We want our employees to be emotionally connected to the business. You have to allow team members

to feel valued or they won’t feel invested and put roots down,” says Shanna, who adds, “I don’t tolerate negativity.”

They recently conducted spring training sessions with team members, taking advantage of resources available from vendors and Do it Best. Shanna points out,

“We have four owners who work in the store and we all take on knowledgeable roles. Personality has a lot to do with it, but

The store’s strength in plumbing comes from its roots as a plumbing supply house.

“Power Safely initiative that drives awareness of the risks that

Shanna West has started an annual tradition with the art project, which gets the community involved in dabbing paint onto a canvas to raise money for a good cause.

we have a really good team. Everyone has to be good at customer service.”

Shanna sounds like a proud parent as she brags about team member Kiefer, who was hired at age 14 as summer help. “Kiefer was so quiet and shy when he started. We put him on the cash register for a day. Now he’s very outgoing and is

phenomenal at customer service. He has good ideas and researches products. He’s become like a part of the family,” she says.

Another aspect of team member development is finding out what employees are good at and taking advantage of those skills. “Kiefer was more mechanical, so we put him on rental stuff and he’s branched out from there,” Shanna says.

Another team member, Lori, is a wellknown community icon, but she needed encouragement to spread her wings at H & H. “We wanted her to be a team leader and she’s settled into that role,” Shanna says.

“You’ve got to let employees get in a hard situation and figure it out,” says David. “We let them know we’ll be right behind them.”

Oldest daughter Layla, who is 15, works in the store and has just started mixing paint. Daughter Lana is 10 years old and “she’ll tell employees what to do,” Shanna points out. “My kids talk about team members like family. They have it instilled in them that you treat everyone as family.”

ENGAGING THE COMMUNITY

When Shanna discovered H & H was going to be featured in a national magazine (for this article), she had the typical Shanna reaction: she invited the whole community to the photo shoot, which she called a Flash Mob. Of course,

Shanna West posted on Facebook to invite the entire community to the photo shoot for the cover.

balloons and signs were provided and late arrivals learned the show goes off on schedule. “We’re only successful through the community’s support,” she explains.

She adds, “The four of us owners are very active in the community. We engage the community around us, so we’re able to draw from surrounding communities.”

They were open almost a year in the new store and then the pandemic hit. “Everybody had to move and adapt, and our flexibility helped us stand out

to our customers. Do it Best was able to get us products,” Shanna says.

Now that the store is in town in the middle of everything, they feel even more of an obligation to be a community gathering spot, according to David. “We took on the fall festival, which created a huge traffic problem but the community got to be together,” he says.

Shanna’s annual art project creates something everyone can get involved in, while providing scholarships for high school seniors pursuing trade careers. The #PaintCounterProject Auction is special to the team, because the colors all come from paint mixed at the store and are dabbed on by customers. An eye doctor’s office bought last year’s painting of an eye for $700 to keep an extra eye on their lobby and give back to a great cause. This year’s art project is shaping up to be a cow.

“The energy we bring to any initiative is what makes the difference,” Shanna says.

REVITALIZING MARKETING STRATEGY

Shanna loves helping customers on the sales floor and showing off her product knowledge, but where she really excels is marketing the store through social media.

“The main reason I’m successful is I’m comfortable looking like a fool in front of the camera,” she says. “I do a lot of pointing and David does a lot of moving.”

She recognizes that everything they do translates relationships to sales. “My focus is retention marketing. It’s easier to keep current customers than attract

new ones. If you wow them in the store, then they’ll pull in other customers. We aim to go way above and beyond,” Shanna says.

They do normal advertising and put out circulars, but social media makes the difference. “If you’re doing social media, you’ll have more success showing a person making a funny face than a picture of a product,” says Shanna, who has had posts go viral.

Buy online pickup in-store (BOPIS) has really been trending since the pandemic. After previously introducing ship-to-store and curbside service, H & H recently

Creative promotion via social media kicked off their new same-day pickup service.

FEATURE

started offering same-day pickup. “We’re just starting to see improvement. We wish we had done all this earlier.”

Of course, Shanna found a creative way to generate additional interest with that service in her store. She recently promoted on the store’s Facebook page that for every same-day pickup order they received, they would throw in a freebie item. It proved to be a great way to demonstrate a new feature of their business and reward customers who use it.

“Two years in and people would still say they didn’t know the store was here, even with all the marketing we did,” says David. That just made Shanna more determined to step up her game with social media.

So, off she would go with another Facebook live giveaway party or some other fun promotion. If you scroll through H & H’s Facebook feed, you will see the store is the headquarters of fun.

ADOPTING A GROWTH MINDSET

The inventory never changed at the old store, which made it difficult to grow sales. Moving to a new, larger location proved to be the cherry on the sundae for H & H. “We quadrupled in size and more than quadrupled in sales,” says Shanna, who adds that they are not opposed to further growth coming from a second location or opening a lumberyard.

“We do everything at an extreme pace,” says David, which is really just an

When H & H’s team gets a 5-star Google review, everyone gets a milk shake.

acknowledgement that everyone has to try and keep pace with Shanna’s frenzied determination and steely focus on acting bold while not forgetting to have fun.

They see a lot of available growth to come in the future from online selling, using the services of JH Specialty. “They’ve been fantastic. Before our website was not user friendly. We even sold a greenhouse cover to someone in Washington state,” Shanna says.

David admits that they don’t work just 9 to 5 hours, which means a Shanna brainstorm can come at any time. “I get to spend time with my wife and kids, so it’s not work time. It’s us working together,” he says. “We want to build a generational business.”

Adds Shanna, “We want to be a community staple for generations. We try to stay very humble. Every single day we’re just having fun and having the time of our lives.” n

Retail Technology Trends Shaping the Future: Part I

By Chris Jensen

Technology is changing fast, and high-performance retailers achieve that status because they are willing to invest the time and money to test new technology systems.

At Orgill’s spring dealer market in Orlando, two retailers gave presentations on their company’s ecommerce successes: Tyler Musselwhite, marketing coordinator of McGuckin Hardware in Boulder, Colo., and Will Aubuchon, ceo of The Aubuchon Company, a Century Club retailer with more than 100 locations in New England and upstate New York.

Read on to learn how McGuckin Hardware and Aubuchon Hardware are

Aubuchon Hardware determined that reducing their POS transaction time by one second would save the company $45,000 in payroll annually.

Will Aubuchon highlighted how investing in the frontline starts with adopting the right technology systems.

maximizing their efficiency and customer service by adopting game-changing technology, shifting toward digital and boosting their online presence.

CASE STUDY: MCGUCKIN HARDWARE

McGuckin has had an ecommerce site for a long time, according to

TECHNOLOGY TRENDS

Musselwhite, but they launched a Unilog-integrated website in May 2020. “We wanted to create a unified experience for customers. Because of that launch, we were able to offer curbside and in-store pickup,” he said. “We’ve seen positive response and benefits of putting products we curated in front of customers on our ecommerce site. Ecommerce sales are still only 1 percent of total store sales.

McGuckin now offers 70,000 items enriched and online, with 243 new items added a month. “We are integrating a monthly circular on both print and digital platforms. We’ve shifted more toward digital but still send out 160,000 direct mail,” Musselwhite said.

They use HTML5 page-flip ads and Google display ads every 10 days, and McGuckin has added UTM coding to Google analytics for click tracking, according to Musselwhite.

Email frequency has increased to 1-2 times a week with product information, project tips or new item information. “We have 22,900 subscribers to email promotions—18,000 are actively engaged—and that number continues to grow. We generated a 34 percent open rate over the last six months,” he said.

Local inventory ads on Google are going to be important going forward. “We experiment with key categories and 2,000 items are being fed to Google for local display ads. It’s a big opportunity for growth,” Musselwhite said.

McGuckin Hardware has seen good results marketing to its loyalty program members.

Adopting Orgill’s FanBuilder™ loyalty program has helped them sell more to their best customers, according to Musselwhite. McGuckin has 42,000 active loyalty members and gets 532 new signups a month. These loyalty members have a 60 percent transaction scan rate the last 12 months and

generate a 19.7 percent higher average transaction ($9.58 difference) vs. non-rewards members, he pointed out. They offered 2x and 3x member reward points for events like Black Friday, and as a result they saw twice as many rewards transactions as non-rewards transactions that weekend.

CASE STUDY: AUBUCHON HARDWARE

Aubuchon started selling online (www.HardwareStore.com) in 1999, according to Will. “We tried all the marketplaces but stopped doing that in 2010. Margins were awful. There was no loyalty. Amazon would just take our best sellers for themselves. We were serving Amazon’s customers,” he said.

Aubuchon has had all its inventory on Google local inventory for three years, Will pointed out. “Google loves more data. It shows local inventory level. There are people three miles away shopping for snow shovels, and we want them coming to our stores. We don’t do anything beyond 10 miles. A cycle counting update is done every day for accurate inventory,” he said.

Aubuchon has been doing great with storm response. “We sold several trucks of generators in 50 minutes after posting that they were available. We provided a pickup time and created a drivethrough line for pickup. We do this for high-demand items,” Will said.

“What can we do as an industry to do more for our customers?” Will asked. Aubuchon is testing Theatro

Will Aubuchon (left) of Aubuchon Hardware detailed how they are seeing increased usage of their website.

voice-control technology as a replacement for walkie-talkies. Employees can receive alerts about new item arrival and curbside pickups, while connecting the entire team to a wide range of mobile voice applications.

Aubuchon’s store in Barre, Vt. is retrofitting to support the drive-thru experience, according to Will.

Online visitors were up 11 percent for Aubuchon in 2021, although online revenue was down 25.8 percent. “We were going against tough comps,” Will said. “We’re seeing more and more usage of our website, generating 2.3 percent of total sales in 2021.”

The company’s average pick time for orders was 27 minutes in 2021. “That needs to be under five minutes. Theatro will drive our pick time down,” he said.

At Aubuchon, they have identified 21 reasons a customer cancels an online order. Customer changed mind was number one reason, while second place was: inventory was inaccurate. A total of 3.3 percent of orders were canceled, Will noted.

TECHNOLOGY TRENDS

Mobile traffic has gone from 55.6 percent to 66 percent last year. “Our site has to be crazy fast. We have to fix the mobile experience, because customers are viewing out site through phones,” Will said. They are investing in a progressive web app, taking responsive app to the next level so it’s less weblike.

“How do you measure money to invest in technology? If you have a loyalty program, you have to think of the lifetime value of a customer,” Will said. “Loyalty customers are significantly more valuable when shopping online and in store and they spend $231 more per year. Our best customers appreciate our website

Point of Sale Your Way.

the most. Fifty percent of online orders come from repeat customers.”

Local inventory ads take up 90 percent of Aubuchon’s advertising budget with Google. “In January, we generated $6 in revenue for every $1 in Google ad spend. But there has to be an easier way to connect Google store sales from online activity,” according to Will.

For a Google store sales app Aubuchon uses LeadsBridge, but there are others out there like Acxiom, EasyRewardz, EDM, Epsilon and Napp.

“We have a custom order management system. An alarm goes off and a print ticket comes out. Next, we’re moving to an alert in an earpiece with Theatro.”

Retail Automation has been serving LBM and Hardware stores since 2000, offering a robust and flexible software solution that is both intuitive to use and reliable.

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Credit card processing rates are higher online, but Aubuchon’s online average ticket is $50 compared to $30 for in-store transactions, according to Will. “Twelve percent of the time there’s an in-store pickup the customer makes an additional purchase.”

TECHNOLOGY SYMPOSIUM

Will Aubuchon also gave a presentation at Orgill’s 2022 Technology Symposium on “Investing in the Frontline.” He highlighted two mobile technologies Aubuchon is investing in: Theatro and handheld devices. “We are not alone with this. Other leaders in the industry like Sunshine Ace Hardware

SIKAGARD VINYL MAT/LINER

are one step ahead of us on implementing handhelds and Theatro and they’re having great success,” he said.

Will detailed three other technologies they are investing in to support the frontline, sharpen the axe and make people more productive. “First, EDI (advance ship notice) is very important to invest in. Lot of time spent receiving inventory every week. If we can streamline that we should be doing it. We are working with all partners including Orgill to ensure all orders have this,” he said.

Number two is replenishment. “It’s amazing to me how many people in our industry today spend countless hours every week doing manual ordering.

n Easily trimmable

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n Impact & weather-resistant

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TECHNOLOGY TRENDS

Replenishment is a very important thing to do to alleviate the frontline of all that work. We at The Aubuchon Company are working with our partners at 4R Systems—they do our replenishment for regular items as well,” Will said. Perhaps the most frequent activity in a hardware store is ringing people up at the register, according to Will. “It’s a simple thing, but we overlook it. We overlook the frontline all the time when it comes to technology. One extra second to the average POS transaction to Aubuchon over the course of a year costs us $45,000 in payroll. We worked with our POS vendor, MI9, to streamline the process and we’ve reduced transaction time by 24 seconds.”

He again touted the benefits of Theatro, a small voice control computer that has an intelligent system like Alexa or Siri that connects managers to their team, to headquarters and to a ton of mobile voice applications.

“If a customer asks a question and I don’t know the answer, I can quickly connect to a team member to find out,” Will pointed out. “You can check inventory without leaving customer to find a terminal. Theatro helps customers save time at the register. It’s a game changer—there’s immediate access to all the information frontline employees need.”

Don’t miss Part II of “Retail Technology Trends Shaping the Future” in the MayJune issue of The Hardware Connection. n

owners of

DEALER PROFILE

Middle: With the fire still smoldering, Danny Smith led first responders, family and team members in prayer and then shared a powerful message of hope about the people of Matt’s being more important than the building—We Are Matt’s, he said.

Lower Two: A devastating fire destroyed Matt’s Building Materials in Pharr, Texas, on January 1, 2022.

The Powerful Story Behind Matt’s Building Materials’ Reopening After a Devastating Fire

By Chris Jensen

January 1st is supposed to be a day of joy, of celebrating the new year and looking forward. But for the Smith family, it will be remembered as a day of agonizing heartbreak, when they lost nearly everything they had worked so hard to build over the past five decades.

Matt’s Building Materials’ entire 120,000-square-foot store in Pharr,

The

Matt’s Building Materials, from l to r: Luis Mancillas, Jeremy, Danny, Diana, Ben and Isaac Smith.

Texas, was destroyed by fire that day. It took 15 hours for more than 100 first responders from 15 different agencies to finally put out the blaze, and luckily no one was injured.

There would be no New Year’s Day celebrations for the Smiths, but the family and its team members gathered soon after with heavy hearts but with purposeful conviction—figuring out a way to reopen and rebuild as soon as possible.

“We were closed on the first. When the call comes in, I was thinking there’s just no way that happened. But we watched our family’s business burn to the ground,” says Isaac Smith, head of purchasing and who co-owns the business with brothers Jeremy and Ben, their parents, Danny and Diana Smith, and family friend Luis Mancillas.

“It was heartbreaking. That store is our home. We live, breathe and eat there, spending probably more time there than in our real homes,” Isaac adds.

The immediate outpouring of support from everyone in the community was much appreciated by the Smith family members. “People told us they built their house with us and that we were an icon. You think you do business the right way and develop relationships, but

Left: The Smith family vowed to reopen and rebuild quickly.

Right Two: The Texas flag is about the only part of the store that survived the fire. They are restoring this iconic piece of history and will be proudly displaying it when the store is rebuilt. In the meantime, the Texas flag was incorporated into Mini Matt’s (right).

it was amazing to see the positive messages of support and encouragement. We received thousands of messages and comments,” according to Isaac.

Fortunately, the fire spared the yard where lumber, plywood and siding were stored, and they still had vehicles so deliveries could continue. “Our father taught us to turn lemons into lemonade. You can’t continue to cry about it. We needed all hands on deck to make sure the team was taken care of,” Isaac explains.

He adds, “So many people reached out and asked what they could do to help. Community members said if you need meals or an office we’ll take care of you. Someone found us temporary office space. None of this was fun, but our team needed strong leaders.”

A POWERFUL MESSAGE

That kind of raw emotion you feel after a devastating loss is sometimes hard to get over. “Dad had worked

in the business for over 50 years and had seen a lot. He treats the whole team like family. So, some of the first responders were still putting out the fire and he calls everyone together: family, some first responders, yard crew, other employees. About 40 or 50 people. Everyone was very emotional,” Isaac recalls.

“Dad started off with a prayer and then he was saying, ‘That building that we lost isn’t Matt’s. It’s the people that make up the company. We are Matt’s!’ Firemen, family and team members were crying. Our team had seen it grow and develop. It was a powerful moment and very encouraging for our team and community, and we were able to use it as a message of blessing.”

“We are Matt’s” quickly became a rallying cry for the whole community, a movement that has forged an unbreakable bond between residents, team members and the Smith family.

The family shared a video on Facebook on January 2 with a similar

Left: Throughout this ordeal, Danny and Diana Smith have stressed how blessed they are.

Right: Co-owners Luis Mancillas and brothers Jeremy, Isaac and Ben Smith were proud to quickly give the community a new store to meet their needs.

message of hope. With his wife Diana by his side, Danny said, “We are humbled by the amount of support for our company and for our family. We also want to remember that at this time that our company, Matt’s Building Materials, is not the buildings we lost. It’s our people—the owners, the managers, it’s the employees that make up our company. And we’re still here, and we have a commitment to our community, to our employees, to our family to rebuild our business. And we will rebuild.” Click here to view the full video.

A PLAN FOR REOPENING

They had to come up with a temporary home fast, so Isaac drew up something simple on the fly and builders offered to build it for them. “It was

30 days from the time I drew up the plans on a napkin to when Mini Matt’s opened,” he explains.

Mini Matt’s sits on the northwest corner of the property. “We went from 120,000 square feet to 1,200 square feet, but we were back in business,” Isaac says. More importantly, 10 employees were able to return to work there full time. Additional team members were reassigned to their other two stores in San Benito and Palmview.

Within two weeks, a designer kindly presented renderings of a new store. “We hadn’t had time to mess with that yet. He did that for free and now we’re using him for the full-scale plans,” Isaac points out.

The new store will feature about 60,000 square feet of retail space. “It’s more efficient space and we’re being smarter with how we operate. The new store will feel more open, way nicer and more shopper friendly,” he says.

With the extra space alongside there will be some commercial development to come, about 30,000 square feet of retail space to rent. The Smith family hopes to open the new store in the first quarter next year, hopefully by

Left: The community rallied to raise money for employees who were displaced by the fire--$30,000 was raised.

Right: The grand opening for Mini Matt’s was held on Feb. 19—50 days after the fire destroyed their main store.

February 1, 2023. Groundbreaking will be in the next month or two.

Click here to view a video narrated by Isaac and posted to Facebook on Feb. 21, with 3,700 views and counting.

A TRADITION OF FAMILY

The ironic thing about the fire is that Matt’s Building Materials was founded in 1967 in response to a natural disaster. Hurricane Beulah had slammed into south Texas that year, with hurricaneforce winds and massive flooding causing catastrophic damage to homes all over the Rio Grande Valley. Valley Cash & Carry Building Materials stores in Pharr and San Benito were launched to help people rebuild at an affordable cost.

Danny Smith was brought in by Ira Matt to manage what was then called Matt’s Cash & Carry Building Materials in 1975, and he later was able to purchase the business in 2002 with his wife, Diane. Danny was overjoyed at the opportunity to buy the business he had

Upper Two: Everyone in the community from firemen to school athletic team shows their support by wearing We Are Matt’s shirts.

Lower: The 1,200-square-foot Mini Matt’s enables them to still serve customers.

helped build, and he insisted on giving stakes in the business to his longtime friends and co-workers, Luis Mancillas and Oscar Sandoval. Mancillas remains a co-owner.

A third store was added in 2015, to be managed by Danny and Diana’s youngest son, Ben, joining his brothers Jeremy and Isaac in the business.

A COMMUNITY UNITED

When the store burned to the ground, 125 employees lost a place to work. The community rallied their support for the workers, setting up a fundraising campaign. “The community collected $30,000 for our team that got displaced. We were really encouraged to see the kind of effect we’ve had on the community,” Isaac says.

We Are Matt’s t-shirts were quickly ordered, with the proceeds going to the Pharr fire department and fire victims. Now everyone in the community can be seen wearing the red shirts: firemen, team members, entire school basketball teams, all showing their support for Matt’s. We Are Matt’s bracelets and stickers followed, and Matt’s Facebook feed is filled with posts about the community support, the pride shown by team members, the opening of Mini Matt’s and progress toward a new store.

The outpouring of support has come from beyond the Rio Grande Valley they serve. “A woman reached out from Connecticut. She had never been to Texas, but she saw our story and some of our Facebook posts. She said she and her family were very touched that our family means so much to the community,” Isaac shares. “Also had another woman comment in tears. She said I haven’t been there in eight or nine years, but I have a lot of good memories of going there with my dad.

DEALER PROFILE

I have stage 4 cancer now, but I want to give you $20. She said your words of encouragement mean more than money. We hope you come back and we’re rooting for you.”

Isaac explains, “We develop so many good relationships. Comment after comment from people. Employees who haven’t worked for us for 10 years came by and were sobbing—they said they had so many good memories of working there. It’s indescribable. Lot of people rooting for us, so trying to go as fast as we can. Jobs are riding on it. We’ll come back stronger. God has blessed us.”

He adds, “It doesn’t matter how you run the business or treat people, something like this can still happen. You don’t know the support you will get for treating everyone the right way and being transparent about everything, but we learned the community will stand behind us every step of the way. And that is a terrific feeling!” n

Upper: When opened early next year, the new Matt’s will be a beautiful tribute to the community and will operate more efficiently.

Lower Two: Team members proudly wear We Are Matt’s shirts and hand out stickers.

Financial Planning Thoughts for 2022 FINANCIAL PLANNING

By Gary Pittsford, CFP®

The following are some of my thoughts on how you can prepare yourself financially—from both a business and personal standpoint—for the months ahead.

INTEREST RATES AND INFLATION

The Federal Reserve has broadcast their thoughts over the last few months about increasing interest rates several times this year.

For your business, I hope you are reviewing any corporate loans that have a variable interest rate. Whether they are lines of credit, short-term loans, equipment loans or real estate loans, locking in an interest rate for as long as possible in the next one or two months might be a good idea.

Inflation will be with us for the rest of this year and possibly longer. Protect your gross margins and profitability, and try not to let inflation eat up your bottom-line profits. This is going to be a tough year to show increased sales and profits (as you have likely been doing for the last two or three years), so I would advise you to pay more attention to the financial side of your business.

For your personal assets, review them carefully and ensure you

FINANCIAL PLANNING

understand how higher interest rates and inflation are going to affect them.

BUSINESS VALUATION

Many of the stores in the retail hardware industry have done very well in 2020, in 2021, and to date in 2022.

The last two years have been a great time to get your company ready to transition it to a new owner, and some of you may even be looking for retail stores to purchase. Both sellers and buyers have had higher sales and higher profitability the last two years, helping them tremendously.

If you are a seller thinking about exit/transition planning, I hope you have been increasing your gross margins the last two years along with the higher sales volume. The last two years have been a great time for adding value to your business. Increasing gross margins by one or two percent per year is important, as is holding down your expenses. And don’t forget that concentrating on getting employees well trained is another way to add value to your company.

When we prepare a valuation for a company in the retail hardware industry, we cannot count all the large sales increases from the last two years, but we can partially count them. Obviously, a good store with higher sales and higher gross margins will be worth more today than it was three or four years ago.

CHOOSING AN EXIT PLANNING TEAM

If you plan to exit your business in the next one to three years, it is very important to put together an exit planning team now. Pick a corporate attorney who knows how to do corporate sales for closely held family businesses. Make sure your accountant thoroughly knows your tax bracket and your basis in the stock value that you have in your company. Pick a financial advisor that works with a lot of businesses and can help coordinate and design a blueprint for the transition of your company by working with your chosen attorney and accountant. If you are not sure whom to work with on your exit planning team, our valuation specialists and financial advisors at Creative Planning can help answer some of your questions.

PREPARING TO RETIRE

As we design a blueprint for transitioning a business to a new owner, we must consider business transition ideas, the owner’s personal transition ideas and asset transition ideas in order to generate more income and protect the owner’s net worth. Let’s examine these one at a time.

Transitioning the business to children or someone else in the industry usually requires that we review tax returns and financial statements and prepare a business valuation. There are different ways of designing the

blueprint, depending on whether the company is being transferred within or outside of the owner’s family.

Business owners need to think about their next chapter and what they are going to be doing after the business has been sold. I’ve seen many business owners stress over what they are going to do when they are no longer running the family business. Before completing the sale, think about all the activities you plan to be involved in to keep yourself busy. What have you always wanted to do?

Asset transition is also very important. Take a hard look at all the assets making up your net worth, and estimate the amount of income you will receive from those assets after you have sold the business.

Many people work with our financial advisors to estimate income from personal investments, Social Security, real estate income, retirement accounts and other assets. The diversification of your retirement accounts should be reviewed and potentially revised.

For the last 30 or 40 years, you have been increasing your net worth and accumulating assets, and now those assets you have acquired will start generating income for you. You should do a thorough review of each asset you have in the last one or two years before retirement. Now that you will no longer have a company generating income for you, I would suggest reviewing your annual expenses

pertaining to your investments and evaluating your level of risk.

I hope some of the thoughts in this article are helpful to you. If you have any questions, please call or email me at any time.

This commentary is provided for general information purposes only and should not be construed as investment, tax or legal advice, and does not constitute an attorney/client relationship. Past performance of any market results is no assurance of future performance. The information contained herein has been obtained from sources deemed reliable but is not guaranteed. n

Gary Pittsford

Gary Pittsford, CFP®, partner/ chief valuation officer at Creative Planning, has helped hundreds of family business owners in all 50 states with business valuations, exit planning, estate documents, retirement income security and protecting their net worth over his more than 45-year career. Gary’s former firm, Castle Wealth Advisors, was acquired by Creative Planning in 2021 to form Castle Valuation, a new division that provides business valuation services for corporations, limited liability companies, family limited partnerships and other entities across a wide range of industries.

GRILL AND BARBECUE TRENDS

May is National Barbecue Month, representing the beginning of peak grilling season, while National Barbecue Day is May 16. Many retailers plan outdoor grilling events during May to put a spark into their grill sales.

The Hearth, Patio & Barbecue Association (HPBA) seeks to rally grill manufacturers, retailers and consumers with the 3rd annual “Back to Barbecue Day” on Saturday, May 7. Back to Barbecue Day is a national call for people to pledge to cook out in celebration of the official kickoff to grilling season. It also encourages individuals to visit their favorite retailer to check out the latest grills and accessories.

As part of the social media campaign, HPBA members will offer prize packs to individuals who pledge to grill out on Back to Barbecue Day at HPBA’s WhyIGrill.org website.

According to the HPBA’s biennial consumer survey, 70 percent of all households own at least one grill or smoker and 38 percent of them purchased one in the past two years. More than a quarter of new purchases were because “they were cooking at home more due to the pandemic.”

The Hearth, Patio & Barbecue Expo, held last month in Atlanta, showcased the newest barbecues and grilling accessories. What follows are three top trends on display at the 43rd Expo.

1. It’s not just about grills, it’s the whole outdoor kitchen. While grill sales and usage remain at alltime highs, customers are expanding their patio vision to incorporate full backyard kitchens, including premium counters, refrigerators, grills, smokers, stovetops and…yes…even the kitchen sink with a full kitchen.

2. Portable returns. “With people on the move more—vacations, picnics, road trips, tailgating, camping and beyond—portable grill and smokers are back in fashion to meet our more mobile lifestyle,” said Jack Goldman, president/CEO of HPBA. And they are coming in all styles and formats: gas, charcoal, pellet, kamado and electric.

3. Cast iron in focus. While forward-looking innovations make up most of the trends, nostalgia still plays an essential role in our perception and purchase of grills. This year’s nod to the past is a return to cast iron—whether its increased sales for cast iron skillets or griddles, or grills that either feature castiron finishes, or have deep black exteriors that mimic the always dependable and hard-working castiron materials.

GRILL AND BARBECUE MERCHANDISING :

Upper Left: Hillcrest Ace Hardware in San Diego.

Middle Left: B&B Hardware in Milan, Ill.

Lower Left: Chadron Ace Hardware in Chadron, Neb.

Upper Right: C A Lindell & Son in North Canaan, Conn.

Middle Right: Hemlock Hardware in Fairfield, Conn.

Lower Right: Loomis Ace Hardware in Loomis, Calif.

DISTRIBUTION AMERICA AND PRO GROUP FORM HARDLINES

DISTRIBUTION ALLIANCE

Distribution America (DA) and PRO Group (PRO) announced that as of April 1, 2022, they would be operating as Hardlines Distribution Alliance (HDA), a service management company representing over 65 member distributors nationwide. Shari Kalbach, formerly vice president and chief operating officer of PRO Group, has been appointed president of HDA and will direct the management team and staff from headquarters in Denver.

With the formation of HDA, the organization will be capable of offering more robust programs and services to respective distributor, retailer and vendor partners. These enhanced programs will continue to allow independently owned hardware, farm and ag, lawn and garden, and paint retailers to compete in today’s competitive retail environment.

Steve Henry, president and CEO of House-Hasson Hardware and chairman of the board of Hardlines Distribution

Alliance, commented, “The synergies we will all benefit from by combining the best of DA and PRO will enable us to better position customers for success in the highly competitive hardware and home improvement marketplace. House-Hasson is excited about the future of HDA and the reimagined powertrain that will drive success and opportunity.”

Henry added, “The economies of scale are very advantageous. DA did a few things better and PRO did a few things better, so together we will be bigger and stronger.”

Doyle Wallace, president and CEO of Wallace Hardware Company, mentioned the unique benefit the alliance would have for their company. “This is a great step forward for the industry and for the entire network served by HDA and helps us all better combat the giant online and big-box competition our segment of the channel faces.”

In addition to merchandising, marketing and advertising services, Hardlines Distribution Alliance boasts over $7 billion in annual purchasing strength across its member

distributors. It is with these robust services and purchasing power that HDA hopes to build a stronger hardware and home improvement channel for the benefit of all partners in the industry.

“This move is a natural evolution for DA and PRO combining all of our core strengths for the benefit of distributors, retailers and vendors served by both organizations,” said Steve Synnott, president and CEO at PRO Group and now CEO of HDA. Synnott had purchased the privately held PRO Group in December 2012 from Gary Cosgrave, whose parents had founded the merchandising and marketing organization in 1953.

Jonathan Mize, chairman of Distribution America and president and CEO of Blish-Mize Co., concurred. “The shared services of HDA will continue to allow all members to cater the programs to fit their individual needs while everyone at HDA, including our vendor partners, will be helping us focus on growth and new market share opportunities. A shared service relationship like this has been long overdue.”

Another driving factor behind Hardlines Distribution Alliance was the already successful Executive Planning Conference that brings together DA and PRO members in one setting. With a combination of resources, vendor attendees are able to meet with distributor members from both groups while only traveling to one location. This same strategy is what makes the

Left: Shari Kalbach is the president of HDA.

Right: Steve Henry is the chairman of HDA.

alliance between the two companies so immensely beneficial to members and partners of each group.

“The industry saw tremendous benefit when DA and PRO came together in 2003 to establish the annual Executive Planning Conference,” said Dave Christmas, CEO at DA. “It is that same vision that will allow Hardlines Distribution Alliance to perform key advertising and merchandising services for all HDA members with a stronger platform than either entity could have achieved independently.” DA had been based in Charlotte, N.C., and its employees will continue to work for the new entity remotely.

For more information on HDA, visit www.HDAworks.com. With the largest network of distributor, manufacturer and dealer partners in the industry, the alliance’s combined sales volume exceeds $7 billion through its over 65 member distributors who operate 140 distribution centers serving all 50 states. n

LADIES NIGHT AN INSIDE LOOK

The Hardware Connection provides a pictorial look at Ladies Night events. Send pictures to chris@thehardwareconnection.com.

Jabo’s Ace Hardware, Keller, Texas

Tum-A-Lum Lumber, Pendleton, Ore.

Solenberger’s True Value, Winchester, Va.

Junction True Value, Seattle

Schemper’s Ace Hardware, Ripon, Calif.

Sullivan Hardware & Garden, Indianapolis

Lumber House True Value, Abilene, Kan.

Sunshine Ace Hardware, Bonita Springs, Fla.

PaulB Hardware, Lititz, Pa.

Maine Hardware, Portland, Maine

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The time has never been better to take the next step in your business growth plan. Call us today at 888-DO-IT-BEST (888-364-8237) or visit doitbestonline.com.

PRODUCT SPOTLIGHT

MSA 220 C-B CHAIN SAW

• When paired with the AP 300 S battery, the MSA 220 C-B has up to 20% greater cutting performance and 50% faster chain speed compared to previous model.

• STIHL Electric Brushless Motor is lightweight and compact, requires minimal maintenance and features low noise levels and reduced vibration.

• Features a raised and printed gunning sight to aid operator when felling trees. Comes standard with the 3/8” STIHL PICCO™ Super chain, which ensures minimum chain friction for smooth clean cut.

BLOODY KNUCKLES HAND REPAIR BALM

• Dry, cracked hands are like living testaments to a man’s hard work and ingenuity. And while hard-working hands are to be celebrated, let’s be honest; dry, cracked hands feel awful.

• That’s why Duke Cannon introduced Bloody Knuckles Hand Repair Balm. Made with lanolin, it provides much-needed moisture without leaving the hands feeling sticky or greasy.

• Unscented so your hands don’t smell like flowers.

• At 5 oz., this is a hearty serving that will last a good long time.

• STIHL Quickstop® chain brake is designed to stop the rotation of the chain if activated by the operator’s hand or by inertia if the saw kicks back with sufficient force.

USA

PRODUCT SPOTLIGHT

FROGTAPE ® PERFORMANCE MASKING TAPES

• FrogTape® has introduced three high-performance masking tapes geared for peak performance in the most challenging marine, industrial, transportation and automotive coating applications.

withstand temperatures up to 250° F for 30 minutes.

• FrogTape® 225 Gold is a thin-profile tape with high conformability that can withstand temperatures up to 225° F for 30 minutes.

• FrogTape® 250 Light Blue is a thinprofile tape with balanced conformability and durability that can

• FrogTape® 325 Pink is a thicker-profile tape with maximum durability that can withstand temperatures up to 325° F for 30 minutes.

Technologies

www.frogtape.com WD-40 SPECIALIST ® BIKE CLEANER

• Muddy ride over the weekend? Start the next adventure fresh and ready with WD-40 Specialist® Bike Cleaner.

• Biodegradable formula that’s safe for use on all bike surfaces including carbon fiber, titanium, chrome, steel, aluminum, rubber and plastics.

• Experience the difference of a professional-grade formula that is powerful enough to help remove embedded grease and grime to prevent component wear, damage and surface scratching.

• 50-state VOC compliant.

RESCUE! ® SPIDER TRAP

• With four entrances and hundreds of glue dots, spiders will travel to the interior of the trap instead of merely congregating on the edges. This design allows many more spiders to be caught.

• Two sides of glue for double the use.

• Attractive, yet inconspicuous. Ready to use; nothing to assemble.

• Thin shape allows placement in narrow spaces, while sturdy plastic shell withstands crushing or bending.

3-PIECE HAMMERLESS SET

• Set includes a prick punch/ center punch combo, a pin punch/ hammer combo and a cold chisel/ hammer combo.

• Available in a convenient pouch for easy storage and quick accessibility, this set allows for faster and more accurate completion of projects, especially in automotive market.

• These unique, spring-powered tools are safe to use while also delivering extreme force and precision while marking, cutting, punching, starting, and/or setting, without the need for a traditional hammer.

• Ideal for use on wood or metal surfaces, these tools deliver up to 3,500 lbs. of striking force.

Recognizing the Industry’s Best Retailers BEACON AWARDS

If you have recently opened a new store, then take advantage of the chance to be recognized. The Beacon Awards, which are co-sponsored by The Hardware Connection and The Hardware Conference, honor the Best New Stores in two categories: under 20,000 square feet and over 20,000 square feet, plus the Retail Beacon Award winners for each of the participating wholesalers.

Premier Beacon Award sponsors include Epicor Software Corp. and Ettore Products. Additional wholesaler sponsorship support comes from Do it Best Corp. and Orgill Inc.

Get your nominations in now for the Best New Store award by the May 5 deadline. Any dealer can nominate his store and nominations are also accepted from wholesalers.

Judging will be based on any or all of the following criteria: financial performance (sales, profits, margins, etc.); community involvement; store design; merchandising displays; promotion activities; specialized product areas/niches; employee training/recognition programs; and innovative retailing concepts.

BEST NEW STORE QUALIFICATIONS:

• Store must have been open at least one year, to a maximum of 4 years.

Sponsors:

Co-Sponsors:

• Should be a new ground-up store or it can be an existing store that has been significantly expanded or remodeled.

• Can be a store built to replace one destroyed by natural disaster.

• Store must feature all the core departments: electrical, plumbing, lawn and garden, tools, hardware and paint.

• Can be a branch store.

The Beacon Awards Banquet will be held during The Hardware Conference on Friday night, August 19, at the JW Marriott in Marco Island, Fla. Honorees will receive: all-expenses paid trip for two to the 2022 Hardware Conference in Marco Island including conference registration, airfare, hotel and meals; Beacon Award plaque and feature article in The Hardware Connection . Please include detailed information for each of the judging criteria, attach any relevant pictures, list the date of new store opening and also provide retailer contact information. Email nominations by the May 5 deadline to Chris Jensen at chris@thehardwareconnection.com. n

IN THE NEWS

NEW STORES:

• Siraj Bhanpuri has sold Broadview True Value Hardware in Broadview, Ill., to Jason and Christina Hamlin.

• Talbert Building Supply has acquired Plyer Supply Co. in Danville, Va.

• The Swanson family opened its fourth Strand Ace Hardware in a converted Orchard Supply Hardware in Manteca, Calif.

• The Clouse family is opening its 14th Ace Hardware store in Big Rapid, Mich.

• Steve Guernsey opened Sycamore Ace Hardware in Terre Haute, Ind.

• Jeff Lepp opened Kimball Ace Hardware in Kimball, Neb.

• TAL Holdings has acquired 5-store Orofino Builders Supply in Idaho, which will be rebranded as Best Built Builders Supply.

• Joe Fasula is opening his 4th Gerrity’s Ace in Shavertown, Pa.

• Charlie and Kathy Welch have sold Welch’s True Value Hardware in South Royalton, Vt., to The Aubuchon Company.

• Costello’s Ace Hardware has acquired three Rankin’s True Value stores in Virginia.

• Village Ace Hardware in Incline Village, Nev., has been acquired by Mountain Hardware and Sports.

• Ace Hardware opened in Tifton, Ga.

• Mead Lumber Co. has purchased

Triple “S” Building Center of Butte, Mont.

• Westlake Ace Hardware is opening two new stores in RaleighDurham, N.C., market.

• Ron Haslip has sold Ron’s Hardware Hank in Waterville, Minn., to Stephen Cofield.

• R.P. Lumber has opened new store in Nevada, Mo.

KUDOS TO:

• Gerrity’s Ace Hardware and Gerrity’s Supermarkets are collecting monetary donations to help victims in Ukraine. The Fasula family, owners of Gerrity’s, will match donations up to $20,000. Click here to donate.

• Pollock’s Co-Op Hardware in Winnipeg, Manitoba, is celebrating its 100th anniversary.

Do it Best’s Tom Bird presents Owner Rick Stephenson with a commemorative plaque recognizing the 150th anniversary of Medina Hardware in Medina, Ohio.

• Armando and Ita Reyes are marking 50 years of Carpenter Brothers

Hardware in Ann Arbor, Wash.

• Heisler’s Hardware in Spearfish, S.D., was honored with 2022 Member Choice award from Spearfish Area Chamber of Commerce.

• Al Valdez , owner of Gambles

Valdez Enterprises in Las Vegas, N.M., is marking 65 years with the business.

PEOPLE ON THE MOVE:

• Apex Tool Group has named Rich Mathews chief marketing officer, replacing Bob Heisner, who is retiring.

• Do it Best Corp. has promoted Todd Miller from merchandise manager for plumbing to director of merchandising strategy and execution. Also promoted were Brian Billman, supply chain and inventory replenishment manager; Michelle Hutker, associate building materials trader; Meagan McNeal, marketing services manager; Allison Meyer, communications manager; Jenna Myers, merchandise manager for outdoor living and holiday; Jessica Waggoner, ecommerce manager; Thomas Lacy, territory sales manager; Howard O’Neal, division

manager of lumber; Ignacio Poncio, international product development manager; Jeff Ridgeway, paint merchandise manager; and Amy Walker, supplier engagement specialist. Do it Best also hired Stephanie Hutsell as product sales manager, Brianna Wells as ecommerce manager and Allison Flatjord as director of ecommerce.

• Arrow Fastener has promoted Taiwo Akinyemi to vice president of finance and accounting and Tom Overacker to director of distribution and warehousing.

• Garry Ridge will retire as CEO of WD-40 Company on August 31 and he will be replaced in that role by President/COO Steve Brass.

• House-Hasson Hardware has named Bill Hauge as senior vice president in addition to his role as chief financial officer.

• Scenic Road Mfg. has named Kevin McGill general manager and promoted Tom McDermott to vice president of sales and marketing.

• Jeske Hardware Distributors has hired Jesse Husketh as account manager for lower Midwest territory.

WHOLESALERS IN THE NEWS:

• True Value Company has acquired Yenkin-Majestic’s consumer paint business, which operates under the

Todd Miller

Meyer

Gary Ridge

Steve Brass

Bill Hauge

Majic brand name. Yenkin-Majestic Paint Corp. is a Century Club member that dates back to 1920.

OTHER NEWS:

• Granite Gold Inc. has entered a strategic partnership to sell, distribute and market Guardsman consumer cleaning products.

• Woodgrain Inc. has acquired Huttig Building Products.

• WD-40 Co. reported profit of $19.5 million on revenue of $130 million in its fiscal Q2.

• On Feb. 23-25, STIHL joined The Grow Group and over 700 landscape professionals in Nashville, Tenn. at The GROW! 2022 Annual Conference. The STIHL platinum sponsorship focused on industry education.

IN MEMORY:

• Paul Morsches Jr., chairman of Century Club retailer Morsches Builders Mart in Columbia City, Ind., died February 12 at the age of 93. He served as president from 19541994, then transitioned to chairman, succeeded as president by son Franz.

• Dan Hill, retired owner of Still Lumber Co. in Conyers, Ga., died January 26 at the age of 71.

• Charles “Dean” Akridge, secondgeneration owner of Akridge Farm Supply & Ace Hardware in Eddyville and Fredonia, Ky., passed

away March 4 at the age of 89. The business, which now has the third and fourth generation involved, dates back to 1933.

• Don Dawson, a U.S. Army veteran who owned and operated Fischer Hardware Co. in Beaver, Pa., for 50 years, passed away March 19 at the age of 83.

• Claudia “Tia” Randall, longtime manager of Carr Hardware in North Adams, Mass., passed away March 16. She was 63.

• Richard Grandy, retired co-founder of Easy Gardener Inc., passed away March 21 at the age of 76.

FOR THE FULL STORY:

• True Value appointed to White House task force on supply chain. Click here.

• Terry Horan named president/CEO of STIHL Inc. Click here.

• ECi launches eCommonSense in North America. Click here.

• Lisa Pope named Epicor president. Click here.

• Handyman Ace Hardware acquired by Rocky’s Ace. Click here.

• Century Club retailer Vail Lumber Company in Scottsburg, Ind., was destroyed by fire. Click here . n

Don Dawson Dean Akridge

Terry Horan

Lisa Pope

Dan Hill

UPCOMING EVENTS

APRIL

Orgill Online Summer Buying Event

April 25-May 6

MAY

Epicor Insights 2022

May 23-26, Gaylord Opryland Resort, Nashville, Tenn.

International Hardware Fair Italy

May 5-6, Fiera di Bergamo, Italy

JUNE

Hardlines Distribution Alliance

Group Merchandising Conference

June 20-23, Embassy Suites Buckhead, Atlanta

House-Hasson Hardware Summer Dealer Market

June 10-11, Sevierville Events Center, Sevierville, Tenn.

spoga+gafa

June 19-21, Koelnmesse, Cologne, Germany

AUGUST

Ace Hardware Fall Convention

August 15-17, McCormick Place, Chicago

Emery Jensen Edge Fall Show

August 18-19, McCormick Place, Chicago

Orgill Online Fall Buying Event

August 15-26

The Hardware Conference

August 19-21, JW Marriott, Marco Island, Fla.

SEPTEMBER

Blish-Mize Fall Dealer Market

September 16-17, Overland Park Convention Center, Overland Park, Kan.

Do it Best Fall Market

September 9-12, Indiana Convention Center, Indianapolis

Eisenwarenmesse International Hardware Fair

September 25-28, Koelnmesse, Cologne, Germany

Home Hardware Fall Dealer Market

September 23-25, Enercare Centre, Toronto

Horizon Distribution Fall Dealer Market

September 9-11, Yakima Convention Center, Yakima, Wash.

True Value Fall Reunion

September 16-18, Colorado Convention Center, Denver, Colo.

OCTOBER

GIE+Expo 2022—The Green Industry & Equipment Expo

October 19-21, Kentucky Exposition Center, Louisville, Ky.

Taiwan Hardware Show

October 19-21, Kaohsiung Exhibition Center, Kaohsiung City, Taiwan

For a complete listing of calendar dates, click here.

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 are co-sponsored by The Hardware Conference and The Hardware Connection magazine. The Hardware Conference will be held Aug. 19-21, 2022 For more information about attending this event along with all other educational seminars, open floor discussions and social activities at the 2022 Hardware Conference, visit www.TheHardwareConference.com

RETAIL IDEAS

EKREM HARDWARE DO IT CENTER SHOWS

OFF ITS CREATIVE

SIDE

Ekrem Hardware Do it Center in Burlington, Wash., celebrated its 75th anniversary last year, and they continue their tradition of innovative retailing. Owner Cory Ekrem, along with a few store associates, have designed and built eye-catching store displays that make the store stand out to customers.

Ekrem has a knack for the creative. When he’s not playing guitar for his rock band, designing album covers and promo posters for his band, or painting on canvas, he’s running day-to-day operations as the third-generation owner of Ekrem Hardware Do it Center.

Cory doesn’t leave his artistic nature behind when he goes to work. Instead, he leverages it to craft unique 3D endcaps that promote products in a memorable way. He invites his staff to join the fun by designing and crafting displays of their own, using found objects and materials like leftover cardboard. Customers delight in the clever designs. It’s not only an outlet for Cory and his team, but a way to set Ekrem Hardware apart as an unforgettable shopping destination.

By chance, Cory hired an artistic guy in the paint department who was a retired graphic designer. “He took over end cap designs. He would mark up

Upper: Cory Ekrem added a splash of color to his store windows using a local company that offered a cool one-way product that enabled those inside to still see outside.

Middle: Employees are encouraged to show off their creativity when designing end caps.

Lower: For its 75th anniversary last year, Ekrem Hardware shared a neat story about the family roots in hardware.

cardboard displays and then build by hand. I hired the right guy,” Cory says.

Cory likes to turn employees loose with design displays. “Ashley is now in charge of all end caps and merchandising the store. She does a phenomenal job and the store looks great. We get compliments all the time on that,” he says.

“Image, perception and presentation help differentiate your store,” Cory adds.

He has always had an artistic side, whether drawing or painting. In college, music was a creative outlet. “I was able to take my hobbies and apply them to the family business,” he explains.

Although Cory got a degree in business so he could best serve the family business, he minored in art. “Art just seemed too fun to be able to make a living at it, but I’m still able to use my Photoshop skills,” he says.

Cory had a good friend from college who is a recording engineer. “We would bounce sound files back and forth. I still do clever audio bits for our music on hold in the store.”

For the past 21 years, Cory has played lead guitar in a classic rock cover band called Cousin Eddie. “Starting out we did 50-50 covers and original songs, but everyone sat down when we played original songs, so now we only do covers. I have a modest setup for playing and recording music,” he explains.

The hardware business was started in 1946 by Cory’s grandfather, Royal, but its roots go back even further. As Cory explains, “My grandfather grew

up on a farm in South Dakota, and he would take tools out of the barn and display them in a little hut like a hardware store and other kids would pretend to buy tools. He hand-painted a sign for his store on an old piece of wood, but he didn’t quite know how to spell ‘hardware’ and ran out of room to finish the word ‘store.’ A family member later found the sign and we can proudly display it now, showing that childhood dreams really come true.”

CARR HARDWARE INTRODUCES PROPRIETARY PAINT LINE

Carr Hardware, with eight stores in the Berkshire region of New England, has released a proprietary paint line, Shades of Shire, which just arrived in stores. Shades of Shire was crafted with Carr’s customers in mind, to offer them a premium product manufactured locally in Massachusetts.

Shades of Shire’s interior line, Berkshire Blend, is an aquaborne ceramic paint that is extremely durable, highly washable, stain resistant and high hiding. It will color-match every color from every

Carr Hardware released a proprietary paint line, Shades of Shire.

brand. A premium ceiling paint and a premium primer are also available.

“Berkshire County customers deserve a high-quality, easy-to-apply product with a luxurious finish. With rising paint prices, we are excited to give our customers something new and affordable,” states Bart Raser, president of Carr Hardware. “It’s a high-performing paint.”

Customers are invited to take photos with the new cans, post to social media and tag Carr Hardware for a chance to win prizes. For more information, go to www.carrhardware.com/shades-of-shire.

BLIFFERT LUMBER SAVING ENERGY WITH SOLAR

Bliffert Lumber & Hardware partnered with Arch Solar to install a solar array at its Chamber Street location in Milwaukee in January 2022. The first full month of solar energy production in March exceeded expectations with a calculated environmental benefit equivalent to 72.6 trees planted.

The custom racking system will optimize winter production with low sun angles and snow-covered panels. The array will offset 54.7 percent of Bliffert’s electrical consumption with an estimated annual savings of $10,329.

“Bliffert has always been deeply committed to our local community’s quality of life, and we are excited to invest in a solar solution that benefits the health of our environment and our community. We

are proud to invest in solar, a solution that is innovative and forward-looking in addition to saving costs, and hope we can inspire others in the industry and the community to follow our lead,” said Bliffert Lumber’s Kevin Fogel.

BUSY BEAVER GETS SURPRISE CELEBRITY VISIT

Busy Beaver Home Improvement Centers was honored to have Tom Hanks and his wife, Rita Wilson, and other cast and crew members visit their Lawrenceville, Pa., store on March 21.

Hanks, who is in the area filming a new movie, “A Man Called Otto,” took the time to look over a few products.

Bliffert Lumber & Hardware installed solar array at Milwaukee store.

Busy Beaver CEO Joe Kallen and CFO Nick DeMao were delighted to host Tom Hanks in their store.

ACE STORES IN ALABAMA, COLORADO

RECOGNIZED AS 2022 ‘COOLEST’

Ace Hardware Corp. has recognized Ace of the South in Gardendale, Ala., and Valley Ace Hardware in Westcliffe, Colo., as its “Coolest Hardware Stores” for 2022.

John Kittell, Ace’s vice president-retail operations and new business, stated, “At Ace, differentiation and localization are crucial. We created these awards to recognize that for our owners every year.”

Located on three acres in suburban Birmingham, Ace of the South’s owners take pride in being not just a hardware store. “Ace in the South is really a cross between a hardware store and an outdoor store,” said Co-owner Laura Wood. “We have everything you need as far as hardware, plumbing, electrical, paint. But we also have gardening, sunglasses, apparel and great locally-made gifts.”

“To me what makes this store cool is the uniqueness, from selling Patagonia to selling Big Green Egg to selling Traeger to selling all these key name brands,” said Co-owner Britt Wood. “It’s amazing the pull that we get into our store even outside of Gardendale just to find these items.”

Locally owned and operated since 1885, Valley Ace Hardware is a Century Club retailer that started as a small downtown store in Westcliffe. It’s a store that emphasizes interactivity—both for customers and children from the community.

“Everything we do here is a display, so customers can see it. So they can feel

Upper: Laura and Britt Wood with their dog, Ace, at Ace of the South.

Lower: Valley Ace Hardware has been serving Westcliffe, Colo., since 1885.

it. And if they can enjoy what they are seeing in our store, I hope that they can enjoy it day-after-day in their home,” said co-owner Jeremy Handy.

“We’re not just a hardware store. Our vision and mission surrounds the idea of developing the community, developing our staff,” said co-owner Sarah Handy.

Click these links—Ace of the South and Valley Ace Hardware—to watch their video profiles. n

BEHIND THE NUMBERS

$10 billion

Corporate sales goal for Ace Hardware Corp. in 2024, the year the co-op celebrates its 100th anniversary, as announced by Ace President and CEO John Venhuizen.

$1.129 million

Amount raised by Tractor Supply Company during its seventh annual Grants for Growing fundraiser, which will be used to support student-led agricultural projects run by FFA chapters across the country.

65

Number of distributor members of Hardlines Distribution Alliance, the company newly formed after the merger of PRO Group and Distribution America.

$151.2 billion

Home Depot sales for fiscal 2021, up 14.4% from the prior year. Compstore sales in the U.S. increased 10.7%.

34%

Percentage Amazon now pockets out of the revenue earned by independent sellers on its site, up from 19% in 2014.

62%

Percentage of small business owner who responded to a recent survey by the Institute for Local SelfReliance and said Amazon’s control over the online market was a very or extremely significant challenge. n