Hardware Connection December 2019

YEARS

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CADE DE DIGIT

CELEBRATING A DECADE OF PUBLISHING INNOVATION

December 2019 Vol. 11, No. 8

THE INDUSTRY’S DIGITAL LEADER

Restoring HOPE & PROSPERITY to a Dying But Resilient Town ALSO INSIDE: LBM Category Trends Holiday Merchandising Displays

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CONTENTS December 2019 ■ Vol. 11, No. 8

26

MAIN FEATURE: RESTORING HOPE AND PROSPERITY TO A DYING BUT RESILIENT TOWN

HOW’S BUSINESS: BUSINESS UPDATES FROM STORES AROUND THE COUNTRY

14

Editor’s Note: Chris Jensen

6

Trend Watch: Craig Cope

8

Digby’s Hardware cartoon: Scott Jensen

12

How’s Business

14

From Tom’s Shop: Hardware Products Review

23

Main Feature: Restoring Hope and Prosperity to a Dying But Resilient Town

26

Holiday Merchandising Displays

36

Category Report: Lumber and Building Materials

40

Technology Update

43

In the News

46

Upcoming Events

49

Retail Ideas

50

Behind the Numbers

52

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THE HARDWARE Connection ■ December 2019 ■ 3

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Connection

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

www.TheHardwareConnection.com

Senior Business Advisor: John Hammond jhammond@thehardwareconnection.com National Account Manager: Dan Beck dbeck@thehardwareconnection.com 518-852-9624 Contributing Writers: Andy Curry, Doug Donaldson, Gary Pittsford The Hardware Connection is published eight times a year by The Hardware Connection, Inc. All editorial contents copyrighted 2019 by the publisher. No editorial may be reproduced without the prior permission of the publisher.

THE HARDWARE Connection ■ December 2019 ■ 5

editor’s note

A

By Chris Jensen

Shining the Spotlight on Long-Term Survival

s 2019 winds down and we gear up for an action-packed 2020, we have many reasons to be thankful and proud. To cap off our 10th anniversary year, The Hardware Connection is proud to announce we emerged with an honorable mention Eddie Award from FOLIO magazine for Best Full Issue for our May-June 2018 issue highlighted by “Can Amazon Be Stopped?” That gives us seven awards for editorial excellence in six years.

Turn to page 26 and you will find one of my favorite stories I’ve reported on in 31 years of covering independent hardware retailers. Rob Bantly is a Century Club retailer from Johnstown, Pa., and his store’s prosperity in the face of big-box competition is the least of his accomplishments.

Bantly Hardware was completely wiped out by the 1977 flood that devastated Johnstown, and Rob spent 30 years paying back the loan that was needed to get the business up and running again. His story of perseverance and determination in the face of unbelievable community devastation should be of interest to all retailers, who know tomorrow’s success has to be earned by stacking days of hard work.

Make sure you view the video (also on page 26) that Intuit filmed, which

does a wonderful job of illustrating Rob’s heartwarming story of revival and survival. Intuit is one of the companies that has invested in a brighter future for Johnstown, the poorest city in Pennsylvania. “They wanted a business that was wiped out in the 1977 flood and came back,” Rob explains. “We’ve gotten a lot of positive comments about it.”

Speaking of the Century Club, when we published Part I of the two-part series in our May-June issue I had identified 517 independent hardware and LBM stores that were over 100 years old. We are now up to 540 Century Club retailers, as I keep discovering more businesses that belong to this impressive club.

I wanted to call attention to the fact that my tiny hometown of Delhi, N.Y., (population: 3,092) features two Century Club retailers: Dubben Brothers Hardware, founded in 1906; and Curtis Lumber, founded in 1890. It is also home to Tractor Supply Company and Haggerty Ace Hardware, which also has stores in Cooperstown and Walton, N.Y. Haggerty Ace’s three stores are being acquired by Westlake Ace Hardware, Westlake’s first inroads into New York. Growing up, I never knew Delhi would be such an epicenter for hardware activity. n

6 ■ The hARDWARe Connection ■ December 2019

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trend Watch

By Craig Cope

Finishing the Year on a High Note

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s we prepare to turn the last calendar page of 2019, I am reminded of the words a high school coach said as the team prepared to take the field for the last time: “No one remembers how you started, but everyone will remember how you finish—finish strong!” With those words echoing in my mind, I compiled a list for both professional and personal goals to end 2019 on a high note.

As Benjamin Franklin once wrote, “… nothing is certain except death and taxes.” So let’s begin with those two topics.

off the “to-do list.” Just like life, business changes so take the time now to make sure everything is accurate and up to date.

Personal: Similar to our business our lives change quickly and before we know it, our kids are graduating from college, getting married or even expanding the family. Do the documents most likely created when they were toddlers still reflect your current position? Take the first step and review those documents and, if needed, establish a plan to have them updated.

1. While no one likes to discuss or even think about the topic of death, let’s evaluate what we can or should do to prepare.

Business: Take this last month of the year to review all of your important business documents. The first step is to make sure they are still accurate, up to date and stored in a safe location. However, more importantly, do they still reflect your current business objectives? Often business documents are created and marked

2. The subject of taxes is extremely difficult as everyone’s situation is unique, but regardless of the variables we can still prepare.

Business: Depending on how your business has performed there is still time left to impact the 2019 tax year.

Make an appointment with your tax advisor before the end of the year to review your current status. On my way to the office this morning I heard a commercial promoting the purchase of a work van before the end of 2019

8 ■ The hARDWARe Connection ■ December 2019

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trend Watch to qualify for a tax credit. If a company vehicle is not on your radar, could you benefit from a different asset, fund a retirement account or make a charitable contribution?

Personal: While many of our personal taxes are directly impacted by our business, that does not mean you should only focus on the business.

Maybe this is the year you complete some home renovations or purchase a second residence. You work hard for your money and an investment in your quality of life could pay dividends well into the future.

3. The single most important asset we have is our health. Setting time aside to manage this asset is difficult and often put off.

Business: Many store owners point to their employees as the key reason behind their success. So how is one of the most important parts of your business doing from a health standpoint? If your employees could benefit from losing a few pounds, eating better or quitting a bad habit, be the help they need to make a change. If weight loss is a goal, then a store weight loss challenge is an excellent way to create support and camaraderie with everyone involved.

Another idea is a “steps” challenge.

Most smartphones have activity

You Work hard for Your moneY and an investment in Your qualitY of life could paY dividends Well into the future. tracking apps installed and can be the base for a fun contest.

Personal: As small business owners, we often feel we do not have the luxury of setting aside time to focus on our health. We all can find 1,001 reasons we do not have the time or will get to it when (fill in the blank). The reason many personal health goals are not fulfilled is we try to accomplish everything at once. Try a very simple approach and make one small change to improve your health before year’s end and once that is done add another and then another. A healthy lifestyle is not something for a week, month or year, but a lifelong journey. Take the long view and you will be surprised just how much little changes add up over time.

Do yourself and your business a favor this month and do one thing that you have thought about, but never got around to getting done. I wish everyone a happy, safe and healthy holiday season. n

10 ■ The hARDWARe Connection ■ December 2019

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12 ■ THE HARDWARE Connection ■ December 2019

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www.ecisolutions.com | How business gets done.

How’s Business?

NORTHEAST Sales and customer counts in 2019? Everything has been up and up this year.

We’re up about 12 percent.

We cut back on advertising and have done a few things differently. We added a digital billboard and we keep the advertising on the billboard relevant. If it gets cold, we’re able to instantly advertise cold-weather products. We’re also starting to see more results from the True Value digital efforts. This past year, we’ve had some turnover, so the average employee years is down considerably. As far as the local economy, we’re in the Scranton area, so it’s not the greatest.

There are not really a lot of jobs unless you’re a banker, attorney or involved in health care.

Favorite smartphone apps for business use? I’ve found I can do a tremendous amount in Google My Business by Google. True Value has Retail Workbench we’ve used along with their Marketing Suite. We use the

Brian Mushel

Weather Channel app and Instagram, Google Ads and Facebook.

What steps are you taking to attract the next generation of customers? I want to keep our relevance on Google. We’ve been using Pointy for two years, and I can’t believe what we get for the onetime fee. The Pointy service ties into Google and makes everything locally relevant. Customers can see everything that gets scanned in our POS system. That’s really helped draw in the younger people. For the smaller items, like toilet repair, it’s not such a big deal, but for big-ticket items, it gives us an advantage.

Best niche categories? We take pride in our selection of Weber grills and have committed to that one brand. Weber is rolling out a smoke fire grill this year. Stihl is a huge part

14 ■ THe HARDWARe Connection ■ December 2019

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How’s Business? of our business. In the past five years, we’ve never seen a brand have such a big impact on business. Stihl brings in contractors again and again. Then, they buy gloves and other impulse items. Homeowners who buy Stihl are doing their own yardwork, so they will also buy add-ons. We’ve learned that a Stihl customer is one of our most loyal customers. Bulk landscaping products—such as mulch, soil and decorative stone—are also a good niche for us. All the customers buying bulk landscaping products also look for shovels, gloves, grass, seed and fertilizers.

Brian Mushel Justus True Value Home & Garden Clarks Summit, Pa.

MIDWEST

Sales and customer counts in 2019? In our area, which is southeastern Kentucky, our major business is coal and we are suffering still. We had one company that filed Chapter 7 recently and all of those people are laid off. We’re hopeful, but it’s kind of tough in my area. On the hardware side of

to show what is behind the wall. The first mode is the Pan Mode creating a panoramic view of what is behind the wall to include the distance between objects.

The second is Image Mode giving a visual classification to quickly identify studs, the wires business holding steady, pipes, andwe’re cables.The last modebut is when looking at the mining part Expert mode displaying the rawsupply data from the business, we’re 30trace percent theofsensor, which can be down used to from last year. wire, plumbing or even the presence of a Favorite smartphone rodent/pest behind the wall. apps for reviews business Right now, The we use? received from ourwe tesreally one use apps.

We theme—the use the PRO tersdon’t all shared common Hardware and customers ability to get acirculars clear picture of what is are

behind the wall before the first nail, screw or drill bit is a game-changer. Our testers all preferred the Image Mode when trying to quickly identify a stud, electrical wire or pipe. The mode takes all the guesswork out of what the sensor is detecting.

However, one tester noted the Expert Mode enabled them to trace an electrical wire back to its junction box, making for a Mark Bushnell much faster and less evasive repair. encouraged to text PRO forof sale items.

Walabot also offers a line sensors We plan workPacks. on technology. called thetoMaker Using the sensor’s steps are you taking 3DWhat imaging technology coupled to ato small attract the next versions generation computer the three of the of Maker customers?

We’rethe in ability the process of their Packs give the user to create setting upfor a website.

We’resensor looking at own uses this powerful while the best way do a Facebook account. unleashing thetopower of radio frequency.

Millennials are pretty much the future, For more information, go to walabot.com/diy so view we have figure out a way to get or this to video.

How’s Business?

Mark Bushnell Kentucky Mine Supply PRO Hardware Harlan, Ky.

SOUTH

Kentucky Mine Supply PRO Hardware

to them. Millennials don’t buy a newspaper, it’s all phone.

Best niche categories? We sell several power tools such as DeWalt and Makita, and we do well with Case knives. We usually sell quite a few Case knives through November and December. As far as other niches, we sell mining supplies, such as roof supports and mining drill bits.

Sales and customer counts in 2019? We’re up, but not as much as we’d like. Part of the reason we’re up is that we brought on other suppliers this year. We branched out from True Value and have been buying some from Florida Hardware. The walk-in traffic has been consistently slower, but on weekends we’re always busy.

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accounts, which are other locally owned small businesses. We’re bending over backward to help them. We want to help them grow as much as we want to grow. In our area in southeast Georgia, the agricultural and landscaping businesses are our biggest accounts.

Favorite smartphone apps for business use? The one that I use the most is the Lowe’s app. If someone is in my store looking at a drill and sees that Lowe’s has a sale, I can scan the UPC in the ad and show the customers it’s not the same drill. The Lowe’s app lets us do cost comparison. Lots of customers think our prices are automatically higher, but with the app, I can look up the same items and show customers we have similar prices or better. I also use the True Value special order app. I use the StihlSelector app for Stihl dealers, which enables me to look up any of their chainsaws or other equipment and see all parts related to it. That app is nice to have, because if someone brings in an old chainsaw I can match the right parts. www.TheHardwareConnection.com

Thomas McKeithen

What steps are you taking to attract the next generation of customers? We are located in a college town, so we’re always trying to think how we can get college students in the doors. We created specialized advertising just for students and have a student discount weekend. Around move-in time, we always sell lots of drywall patch kits, big Rubbermaid storage bins and power strips. The other thing we’ve sold to college students is small dog and cat supplies. Lot of apartments limit the size of animals, so we focus on small dog and cat supplies.

We have Facebook and Instagram accounts specifically for college students. One of the cashiers is well versed in social media, so she runs it.

We’ve found that if she goes on campus to push out ads, more people will see it because of her location.

THe HARDWARe Connection ■ December 2019 ■ 19

How’s Business?

Best niche categories? Stihl power equipment and Gravely lawn mowers—those are big sellers. We have a good business in parts and services with those brands. We also have a section of bamboo kitchen utensils.

No one else in town has bamboo kitchen utensils to offer as gifts.

Thomas McKeithen McKeithen’s True Value Hardware Statesboro, Ga.

Steven and Cindy Troup

customers?

It definitely is a work in progress.

Sometimes I’m baffled by all of the technology the younger generation uses, but I realize Sales and customer counts in it’s second nature to them. Because we 2019? They are doing somewhat betare a small town, our customer base ter than last year, but we had a little bit covers a wide age range. My husband of a slump last year. We are up the last Steven’s knowledge in all the core couple of months over last year about departments keeps our customers com4 percent. About three months ago, ing back. It’s not unusual to hear from Steel Dynamics announced it had chosen Sinton as the location for its newest our younger customers: “I knew Mr. Troup could help me.” For items we plant. That has everyone excited, and don’t carry in store, we do encourage we are anticipating a lot of growth in customers to shop online at TrueValue. the near future. com and use our ship-to-store option.

Favorite smartphone apps for Best niche categories? We business use? I just installed Pointy, started carrying the Echo line of outGoogle’s find local products app. I door power tools several years ago and mainly use the True Value app, which that has done real well for us. We’re a is really handy because we can scan small town that doesn’t have a big-box items, check inventory and see sales store—the closest is 15 miles away. We history right from the floor. We also try to focus a lot on core categories so use Facebook and Instagram to stay people don’t have to drive out of town. engaged with our customers.

Cindy Troup What steps are you taking to Troup True Value | Sinton, Texas attract the next generation of

SOUTHWEST

20 ■ THe HARDWARe Connection ■ December 2019

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WEST Sales and customer counts in 2019? In Marin County, the economy is always good. For Pini Hardware, we’ve been part of the community for over 100 years. My brothers and I are the third generation since our grandfather, Ben Young, purchased the store in 1968. Pini Hardware is a 101-year-old business and has been in the Young family 51 of those years. We have a dedicated staff and a high level of customer service, so customers really love us. Every year, we continue to grow that. We seem to be pulling from other communities, with more families moving into the area and fixing houses.

Favorite smartphone apps for business use? We don’t really use apps. We use Facebook and some other social media.

What steps are you taking to attract the next generation of customers? We are getting involved with more social media. We’re promoting barbecues and garden events that attract lots of people.

Best niche categories?

Housewares, garden, nursery, and we have a very large barbecue area. We always try to find unique and one-ofa-kind items. To find those sorts of items, we reach out to vendors and listen to sales reps. And I know it’s a little odd for a hardware store, but in www.TheHardwareConnection.com

Brothers Russell, David and Tom Young with their father Chip Young (front).

Century Club member Pini Ace Hardware was founded in 1918.

our housewares department we sell Spartina purses and they have done very well.

Russell Young Pini Ace Hardware Novato, Calif.

THe HARDWARe Connection ■ December 2019 ■ 21

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From

p o h S s Tom’ IEW

UCTS REV

E PROD HARDWAR

PRODUCT #1: SURECAN SureCan is an innovative solution to solving a few of the most common problems with portable gas cans—ease of pouring and elimination of awkward angles required to dispense.

The traditional gas can has been around since the 1930s and while the materials have changed from metal to plastic, not much else happened until 2009. This was the year the EPA adopted the California Air Resources Board (CARB) rule that changed everything.

The new regulations eliminated the traditional vent, introduced childproof features and set minimum standards for emissions. Like many laws, it was created with good intentions but the implementation has left consumers frustrated. I recall my first time using a CARB-compliant tank to fill a hot lawn mower and spilling fuel all over the machine. Trying to balance a 5-gallon can and compress a springloaded spout proved to be much harder than I ever expected.

SureCan’s inventor was a general contractor and shared similar experiences as I did when filling equipment.

After years of design and engineering, he created an innovative gas can while still meeting or exceeding the EPA’s regulations. www.TheHardwareConnection.com

SureCan’s design relocated the traditional spout to the bottom of the can, enabling an easier method to dispense fuel. The cans also feature a thumb-release button that controls the flow of fuel and is self-ventilating, providing an easy-to-control pour. On the back of the can is a childproof cap that ensures safe storage.

Lastly, the can is made with six layers of high-density plastic and a middle barrier layer. While the six layers prevent fumes from escaping during storage, they also create an extremely durable gas can. Here are a few videos showing its durability: 1. SureCan: Roll Test 2. SureCan: Durability Test 3. SureCan: Sledge Hammer Test All of our testers commented on how easy it was to dispense gas in THE HARDWARE Connection ■ December 2019 ■ 23

p o h S m’s

From

To

WAR

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VIEW

TS RE

DUC E PRO

various situations. One of our testers even took it on his boat and had no spills while the boat was rocking from the waves. SureCan is an excellent choice for your customers who are tired of the conventional filling method of dispensing flammable liquids and looking for a premium product that makes the process painless.

PRODUCT #2: NO BULL No Bull is a new entry to the hardware channel offering a premium line of ladder bumpers and ladder stabilizing bumpers. These bumpers were designed for the professional contractor, who use ladders daily and often store them on work trucks exposed to the elements.

No Bull utilizes the highest durability rated rubber for use in all weather 24 ■ THE HARDWARE Connection ■ December 2019

environments. The rubbers are resistant to UV light that cracks and deteriorates lesser-quality bumpers, shortening their lifespan. To back this up, the company even offers a threeyear warranty.

Our testers were a mix of professional roofers, painters and general contractors. All of them stored their ladders exposed to the harsh Florida sun and while our test was limited in time, all of the bumpers looked like they just came out of the package. Our painter had the opportunity to use them on an interior job and the bumpers did not mar or slip on a delicate wall finish.

If your store services the pro or active DIYer, then take a look at No Bull ladder bumpers. Your customers will be impressed with the quality and durability of No Bull ladder bumpers.

PRODUCT #3: DAP TOUCH ‘N FOAM

DAP is a staple in the hardware channel manufacturing premium caulks, sealants, adhesives and Touch www.TheHardwareConnection.com

Foam SKUs is the expanding foam also contains a pest blocker. Click here to watch the difference when compared to other expand‘n Foam products. Our testers had the ing foam product.

All of our testers were opportunity to review three versions familiar with Touch ‘n Foam products of Touch ‘n Foam: Home Seal™, Max but did not realize they offered difFill™ and Mouse Shield™. ferent formulas to solve a variety of Home Seal is an all-purpose minihousehold issues: filling large gaps/ mum expanding sealant designed to cracks or pest repellant. The tesfill small cracks and gaps. It can be ters were also surprised to learn the used for both interior and exterior unused product is reusable for up projects while curing in virtually all temperature ranges—30° to 120°. The to three weeks after initially opened when stored properly. Each SKU trigproduct is also water-resistant, fire ger features a plug on the opposite retardant, sandable and paintable. end to stop the remaining product in For larger cracks or gaps Touch the can from curing. ‘n Foam offers a Max Fill™ expandAs fall is quickly fading away and ing sealant that expands 3x. With the enhanced expansion feature, the green the cold of winter has arrived many customers are searching for inexpenlabel Touch ‘n Foam can fill spaces larger than 1”. Max Fill™ shares many sive, DIY methods to improve their of the same benefits as the Home Seal home’s energy efficiency. Filling gaps and cracks in windows and doors, version but cures at a much narrower attics and crawl spaces is an excellent temperature range—60° to 100°. start to reducing those heating bills. ■ If filling a gap or crack is to block Click to watch Home Seal video. mice or other pest, Touch ‘n Foam has Click to watch Max Fill video.

Mouse Shield™. What sets Mouse Click to watch Mouse Shield video.

Shield apart from the other Touch ‘n www.TheHardwareConnection.com

THE HARDWARE Connection ■ December 2019 ■ 25

FEATURE

By Chris Jensen

Rob Bantly, the fifthgeneration owner of Bantly Hardware in Johnstown, Pa., persevered to guide the business to recover after a devastating flood wiped out the store in 1977.

Restoring HOPE & PROSPERITY to a Dying But Resilient Town

Click to Watch Video

E

very time the city of Johnstown, Pa., reached a period of prosperity, a major flood wiped away progress. The steel and coal industries used to drive prosperity—at one time, Johnstown produced more steel than Pittsburgh—but the decline in those industries over the 20th century had robbed the city of its hope as jobs

evaporated, poverty levels rose and the population dropped year after year.

With the city facing a bleak economic future, disaster struck on July 19, 1977, in a way that seemed to erase all hope of saving Johnstown. Eleven inches of rain fell in less than nine hours, causing a flash flood that led six dams to fail. More than 128 million gallons of water began

26 ■ THE HARDWARE Connection ■ December 2019

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rushing down the Conemaugh Valley, making it look like an atomic bomb had been dropped down on the town.

Rob Bantly, the fifth-generation owner of Bantly Hardware in Johnstown, was in bed when he got the call late that night—water was coming out the front door of the store.

“A flood had never hit that bad in our store before. I got out just before the door crashed in,” he recalls. “We spent the rest of the night trying to help other people.”

It represented the third major flood in Johnstown’s history, causing 84 deaths and $424 million in damage.

The National Weather Service said that amount of rain was a once-every10,000-years occurrence.

For Bantly Hardware, the future seemed bleak since they did not have flood insurance. “There was only one house in our borough that had flood insurance. Everyone was wiped out,” says Bantly, whose father Robert and uncle Chalmer owned the business then. “We never considered going somewhere else and starting over.”

They ended up losing five buildings in the flood. “We spent many weeks www.TheHardwareConnection.com

The scene of devastation after the flood of 1977 wiped out Bantly Hardware’s store.

A house was bought across the street and turned into a fireplace showroom.

shoveling mud. We ended up getting $1,600 from an auction of what was salvageable,” says Bantly.

“The town was devastated. That flood in 1977 is what started the steel mills going down,” he adds. “Many businesses did not reopen and the city population almost immediately dropped 20 percent.”

The family took out a $160,000 loan to start over, but it was not nearly enough money to rebuild an entire business from scratch. “We were undercapitalized for a very long time,” says Bantly, who winces at the painful memory of those lean years.

THe HARDWARe Connection ■ December 2019 ■ 27

FEATURE While Bantly Hardware’s employees were able to get unemployment, the Bantly family had to rely on an insulation business that provided some money while the store remained closed. They reopened for business on September 21, 1978, after being closed for 429 days.

“Fifty years ago there were 13 hardware stores in town. We’re the only one left,” says Bantly. Most of those other stores were up on the hills that surround the city center and were insulated from the flood damage. Those businesses were able to profit from the months and years of rebuilding that took place, but they didn’t have Rob Bantly’s knack for perseverance. He was playing a long game.

Bantly Hardware was founded by Rob’s great-great-grandfather, Gottleib Bantly, in 1861, making it a member of The Hardware Connection Century Club. It is the second-oldest hardware store in Pennsylvania. Moxham Lumber Company, another Century Club retailer that dates back to 1907, also survived the flood and is the sole remaining independent lumberyard in Johnstown.

Rob worked in the store throughout his teen years, then joined the U.S. Navy as an electronics tech and air sea rescue swimmer. After a short stint working for an industrial wholesaler, he joined the business full time in 1971 at the age of 24, earning $75 per week.

The 3,000-square-foot plumbing department in the backroom generated more than $1 million in sales last year.

LONG ROAD TO RECOVERY Bantly’s grandfather, Milton Bantly, had been extremely successful as a third-generation owner of the business, but Bantly’s father and uncle didn’t have the same touch when they took over in 1956. “They got into boat manufacturing, making 500 fiberglass boats but losing money at it,” he recalls.

The building that was used for the boat showroom was wiped out by the flood, so that was the end of the boat business. The store had no parking lot for customers, but it did have a family member who had a burning desire to return the business to prosperity.

Bantly bought the business from his father and uncle in 1981—he was 34 years old. “I guaranteed the loan they had taken out. I had to put in $15,600 in goodwill to balance it out. I paid $765 a month for 30 years, but I paid back every dime,” he says proudly, while sitting in an office that contains a century of mementos of a resilient business.

Although he must have felt like Sisyphus having to roll the immense

28 ■ THe HARDWARe Connection ■ December 2019

www.TheHardwareConnection.com

Bantly Hardware has been serving the needs of Johnstown, Pa., residents since 1861.

boulder up the hill, unlike Sisyphus, Bantly made it to the top of the hill.

Sales stayed pretty consistent once the store reopened, but those were hard-earned dollars. “We were doing $300,000 to $350,000 a year throughout the 1980s. It was a struggle throughout the ‘80s and Rob Bantly displays antique tools and historical ‘90s. I had no money to put into photos that demonstrate the store’s long history. inventory,” he recalls.

Sales were still just $389,049 in He adds, “My wife was a teacher 2002. Walmart came to town in 2003, at a Christian school that paid very but Bantly grew sales 28 percent that little. For a while I fixed up and flipped year. Also that year, the U.S. Census houses on the side. I bought an 1861 reported that Johnstown was the U.S. house (built the same year the busicity least likely to attract newcomers.

Sales were flat in 2005, but otherwise ness opened) and took 10 years to fix it have risen every year since, most years up and then sold it for $227,000. I took the money from that and put it into the by double digits. hardware store. We were so undercapiLowe’s came to town around 2008, talized for so long.” followed by Home Depot in 2010 or From 2006 to 2015, sales grew 371 2011. Bantly didn’t flinch at the new percent at Bantly Hardware. The store competition, having already survived hit $1 million in sales for the first time his toughest challenge, but there were in 2010. a number of low points.

More importantly, Bantly learned he “I was working long hours, six days a could compete and thrive in the face week,” he recalls. “Shortly after Depot came to town, a customer came in and of big-box competition. “Now Depot and Lowe’s send customers to us every said, ‘When are you quitting?’ And I day,” he points out. replied, ‘The day after Depot closes.’” www.TheHardwareConnection.com

THe HARDWARe Connection ■ December 2019 ■ 29

FEATURE FLOOD CITY

Fireplace sales doubled after opening the showroom a year ago.

Rob Bantly focuses on taking care of customer needs and staying in stock.

Bantly Hardware features 8,000 square feet of sales space.

Other local stores have closed due to the boxes, so Bantly bought their inventory. “I did that with three stores for about 10 cents on the dollar. They were good deals, but that’s very labor intensive,” he says.

Gottleib Bantly started the business at 121 Clinton Street in 1861, when Johnstown’s population was under 10,000. His greatest accomplishment was surviving the Great Flood of 1889, the first of three major floods that have earned Johnstown the moniker of “Flood City.”

With a canal system and a major stop for the Pennsylvania Railroad, Johnstown served as a central site for transporting goods across the state to Pittsburgh, 67 miles to the west. Iron, steel and coal became big business when the Second Industrial Revolution kicked off in 1870, and Johnstown was at the center of manufacturing activity.

Cambria Iron Company, founded in Johnstown in 1852, was the nation’s largest steel foundry in the 1870s and Johnstown was also the country’s leading producer of barbed wire.

When the South Fork Dam broke on May 31, 1889—14 miles upstream from Johnstown—the water had nowhere to go but down the valley and into the town. In the end, 2,209 people perished out of a population of nearly 30,000.

That was the greatest civilian loss in a single day in U.S. history until the terrorist attacks on September 11, 2001.

Helping Johnstown recover was the recently formed American Red Cross, which was spearheading its first major peacetime U.S. relief effort. News coverage of that relief effort helped

30 ■ THE HARDWARE Connection ■ December 2019

www.TheHardwareConnection.com

establish the American Red Cross as the major disaster relief organization for a growing nation.

Johnstown recovered The store has been an Ace member since the early 1990s. slowly from that devastating flood, growing to Right: This saw sign was become the ninth most populous city unearthed after being stored in Pennsylvania in 1920. The city’s in an attic for over 100 years. population reached a high of nearly 70,000 in the 1920s before the Great launched the ServiStar Depression hit. marketing program as a The second major flood hit voluntary chain of ownerJohnstown in 1936, when 24 peodealers in 1977, shortly ple died. President Franklin Delano after the flood, Bantly Roosevelt pledged money to ensure Hardware signed up as the Johnstown never flooded again, and second ServiStar store in the U.S. Army Corps of Engineers the country. spent five years encasing the river As Bantly recalls, “Ace banks in steel and concrete. Johnstown wanted to expand in residents were reassured that they Pennsylvania in 1990, had seen their last major flood, which so we started buying a proved true for 35 years. few things from them.

The Bantly family continued to We’d been with American make a name for itself in the hardware Hardware and ServiStar industry. After Gottleib had some inifor 70 years, but they told tial success, at least four and possibly us we had one week to six of his brothers came over from drop Ace or they would Germany and opened hardware stores drop us. After being a in Pennsylvania and St. Louis. Slowly customer for 70 years that over time they all closed. was not appreciated, so we went with Ace after that.”

In 1992, Bantly heard a new Ace FORGING A NEW IDENTITY executive named John Venhuizen give Bantly Hardware began buying from a presentation on how to compete American Hardware Supply in 1920, which had moved to Butler, Pa., outside against the boxes. “It was very helpPittsburgh, in 1960. When that company ful,” he notes. www.TheHardwareConnection.com

THe HARDWARe Connection ■ December 2019 ■ 31

FEATURE Bantly adds, “We’re not branded Ace, because our brand is Bantly Hardware and it dates back over 150 years. Also, I don’t want to give up my J3 POS system, which we’ve had since 1999. But there’s no doubt that if I hadn’t joined Ace in the 1990s, we wouldn’t still be here.”

The 8,000-square-foot store has 64,000 SKUs and all are in the POS system. About 3,000 square feet are devoted to a backroom plumbing department, which alone generated over $1 million in sales last year.

“We have twice as many pipe fittings as Depot or Lowe’s,” Bantly points out, adding that commercial plumbers are his main customers. The store gets 35 percent of sales from walk-in retail business.

Bantly picked up more commercial/ industrial business in the 1990s and is now up to 800 accounts. “We stock ignition transformers for oil boilers,” he notes, “A customer told me we needed to stock oil nozzles and I discovered there are 300 different types— so we stock and sell 150 of them.

Customers come from all over to buy those. I’ve told our employees if we need something just order it.”

As the business has grown, space has been better utilized. Bantly moved his main showroom to the back, so he could put in a front parking lot where a house they owned had stood.

Another 2,000 square feet was later

Bantly’s father and uncle had an unsuccessful venture in the boatbuilding business.

added to the side. Recently, he moved a 5,000-square-foot warehouse across the street.

A year ago, Bantly bought a house out of foreclosure for $15,000. Located across the street from the store, it now serves as a 1,000-square-foot fireplace showroom. “That has been very successful. We doubled sales for fireplaces last year with the new shop,” he notes.

The store has 14 employees and only two are part time. Bantly’s sister Karen, who serves as manager, has been there 35 years. His grandson Ryan, who is 24, works full time and is a possible successor to the family legacy.

“My daughters are registered nurses. They would like to see the business continue, but they’re not going to take over. My biggest concern is being able to keep the service levels up,” Bantly says.

32 ■ THe HARDWARe Connection ■ December 2019

www.TheHardwareConnection.com

While Bantly worries about his staffing, those worries pale in comparison to wondering how the store would survive after the flood washed away their dreams. “Everything is paid for and we have no debt. I bought a new truck for cash last year,” he says proudly.

Although he has never considered opening a second store, there was one time that Bantly considered selling the business. “I’ve had multiple offers to sell, but I’ve always said I’m not interested, except for one time. I had someone approach me about buying, but he needed enough funds to also pay off the loan and that was too much Despite the presence of two big-box for him,” he says. “Now I’m glad that stores, Bantly Hardware is on track didn’t work out. I’m 72 years old, but to post record sales for the 14th straight year.

I’m not ready to quit.”

Sales were a record $2.31 million in 2018, up 3 percent from the prior year.

Finding and keeping good employSales are on track to rise another 3-4 ees remains his biggest challenge, since Bantly lost three key employees percent this year, according to Bantly. this year. “One is a brilliant kid who is “I stopped advertising in January, going to college for supply chain man- because we couldn’t keep up with the business we were getting,” he says. agement. Another young guy worked “Johnstown is not growing, but here 10 years and is going to be a police officer. I know I’m paying above some people are coming back or stayaverage wage for this town, so I don’t ing. The future is looking brighter,” according to Bantly. know what else to do,” he says.

In good times and bad, Bantly Bantly hired the manager of cashiers Hardware has always had strong at Depot, who has been with him one year. He also hired a guy who spent 20 involvement in the Johnstown comyears in the U.S. Navy on submarines. munity, supporting at least one project a month. Bantly donates or raises “He came here because he wants to make a difference and is very commu- money for a backpack program for school kids, the K-9 police unit, a nity oriented,” he explains. www.TheHardwareConnection.com

THe HARDWARe Connection ■ December 2019 ■ 33

FEATURE

This sign shows the high-water mark of 5 feet, 3 inches after the flood of 1977.

tribute to a business steeped in survival against the odds.

Another sign tells an even better story. Positioned on the sales floor by antique tools and historical photos, it features the Bantly Hardware name and shows the high-water mark during the flood of 1977—five feet, three inches. While it stands as a cautionary tale to guard against overconfidence, the sign is also a symbol of perseverance and resilience, for both a retailer and a town that have more experience than most at overcoming the raging floodwaters of adversity.

mountain bike trail, local food bank, the downtown business alliance, Sandyvale Memorial Gardens and Conservancy, the Hornerstown community garden and more.

JOHNSTOWN SEEKS A BRIGHTER TOMORROW

In 2004, the city was tearing down a five-story building that had once housed Swank Hardware—which had bought one of the Bantly Hardware stores in 1902—and they discovered a sign made to look like a saw that said G. Bantly Hardware. “It had originally been in my uncle’s store and had been in the attic for over 100 years,” Bantly says.

That saw sign was restored and is now positioned outside the front entrance to Bantly Hardware, a fitting

Johnstown saw a steady decline in population after World War II from 63,232 in 1950 to 42,476 in 1970 and 28,134 in 1990. It was down to 19,447 in 2018—1,410 of them are veterans. “We’ve lost 70 percent of our population over the last century,” points out Rob Bantly, owner of Bantly Hardware.

The 1977 flood impacted industry, but so did new EPA regulations and increased domestic and foreign competition. Steel production in the area had all but dried up by the early 1990s.

34 ■ THe HARDWARe Connection ■ December 2019

www.TheHardwareConnection.com

SIGN OF THE TIMES

The city of Johnstown, which owes $22 million in pensions, has been bankrupt for 30 years, according to Bantly. “We’re labeled the poorest town in Pennsylvania. You can buy a house for $2,000. We have a thousand houses around town that have been abandoned and are slated to be torn down.”

Johnstown’s poverty rate of 37.9 percent is more than double the state average. The median household income is $23,636, while the owneroccupied housing rate was 46.7 percent in 2017.

Bantly believes Johnstown has finally bottomed out and the city is now heading in a positive direction. “They are trying to turn the area into a tourist destination,” he says.

Flight 93 National Memorial, where the plane went down on 9-11, is 25 miles away in Stoystown. A boat launch is being built by Stonycreek River. Rivers that used to be filled with acid rain (due to the coal industry), are now turning into prime fishing spots. Whitewater rafting and bike trails are attracting visitors interested in recreation.

The unemployment rate, which was at 10 percent in 2010, was down to 4.9 percent in August 2019 (seasonally adjusted) as jobs have slowly returned.

Intuit recently put in a call center for Turbo Tax, with up to 200 employees.

Intuit is also helping Wise, Va., with www.TheHardwareConnection.com

their “Mission Hope” project that has brought 900 jobs to two communities. Intuit brought its Prosperity Hub to Johnstown, which gives residents access to an innovation lab to learn new skills.

“We still have a wire mill that is one of the biggest in the U.S. and still going good, and there’s a plant downtown starting to make steel again,” Bantly points out.

A wind turbine blade manufacturing plant came to town in 2006, while Lockheed Martin relocated a plant to Johnstown in 2008. The high-tech defense industry is now well-represented in the area, along with health care.

Johnstown’s Vision 2025 is a group of young professionals that have a plan to revitalize downtown using a collaborative, community-driven approach.

“I can see them succeeding. These are people that grew up here and care about what happens,” Bantly says.

A documentary, The Johnstown Flood, won the Academy Award for Best Documentary in 1989. It plays in an hourly loop at the Johnstown Flood Museum. Long-time Johnstown residents don’t need to view the film, because they still have vivid memories of the day the raging waters came crashing into their lives.

Johnstown now has an early warning system and reconstructed dams, but residents know better than to think they are safe forever. n

THe HARDWARe Connection ■ December 2019 ■ 35

HOLIDAY DISPLAYS

How to Make

Ace Hardware at Cinco Ranch, Katy, Texas

HOLIDAY SALES BRIGHT

I Akard True Value Hardware, Zionsville, Ind.

Ambridge Do it Best Home Center, Ambridge, Pa.

f your store has not traditionally done anything special for Christmas, then perhaps it’s time to consider a new approach. A little attention paid to merchandising and special events can pay off with a nice boost to year-end sales, while jump-starting business into the slower winter months. More importantly, dressing up your store for holidays creates excitement for customers and employees.

What follows are eight steps to ensure your store is top of mind during the holiday selling season.

1. Promote gift ideas on social media. Make sure your Facebook posts are filled with stocking stuffers and gift ideas for all family members.

2. Stock end caps with gift products. Make sure every end cap in your store displays holiday gift ideas or drives add-on sales unique to winter.

36 ■ THE HARDWARE Connection ■ December 2019

www.TheHardwareConnection.com

Bomberger’s Store, Lititz, Pa.

Fleet-Plummer, Greensboro, N.C.

Crown Ace Hardware, Huntington Beach, Calif.

E.M. Herr Ace Hardware, Columbia, Pa.

Fleet-Plummer, Greensboro, N.C. www.TheHardwareConnection.com

3. Come up with ideas for fun holiday contests. Use social media to promote contests that are fun and entertaining and have a holiday theme. Give away a tool set or a set of knives, conduct a cutest pet contest or hold a scavenger hunt or holiday trivia contest.

4. Showcase new items advertised on TV. Every year there are a handful of “As Seen on TV” products that attract a lot of attention because they are promoted heavily on television. Stock some of these products in your store, and seek out other fun, unique items that no one else in your market has and display and promote them prominently.

5. Don’t forget about the kids.

Have Santa visit your store so kids can get their pictures taken with him.

Serve as a drop-off station for letters to Santa. Conduct a kids’ workshop in which they create something that can be given as a gift.

6. Put someone in charge of decorating the store. Decorating your THE HARDWARE Connection ■ December 2019 ■ 37

Lewisburg Builders Supply, Lewisburg, Pa.

Fleet-Plummer, Greensboro, N.C.

Harleysville Ace Hardware, Harleysville, Pa.

Pini Ace Hardware, Novato, Calif.

Pini Ace Hardware, Novato, Calif.

Hartville Hardware, Hartville, Ohio

Sierra Valley Home Center, Loyalton, Calif.

Snow’s Home and Garden, Orleans, Mass.

38 ■ THE HARDWARE Connection ■ December 2019

Pini Ace Hardware, Novato, Calif.

Western Ohio True Value Hardware, Minster, Ohio

www.TheHardwareConnection.com

Sullivan Hardware & Garden, Indianapolis

Sullivan Hardware & Garden, Indianapolis

store sets the stage for holiday buying. Seek a volunteer (or designate someone) who is willing to oversee the whole process. Use fake snow, set up holiday figurines and a toy train set, display lighted wreaths and inflatables, hang ornaments and place artificial trees with all the trimmings on the sales floor.

7. Think of ways to benefit the community. Build goodwill in the community by sponsoring a toy, clothing or food drive. Serve as a drop-off site for items donated to local shelters and other charities.

8. Spread the word. While advertising during the holidays is important, there are other ways to promote your in-store holiday activities that don’t cost money. Add the information to your store’s web site. Place signs around the store promoting upcoming events. Join efforts with other local businesses. Place discount coupons in checkout bags. ■ www.TheHardwareConnection.com

Sullivan Hardware & Garden, Indianapolis

Sullivan Hardware & Garden, Indianapolis

Sullivan Hardware & Garden, Indianapolis THE HARDWARE Connection ■ December 2019 ■ 39

cAtegory rePort

lBm Buying uPdAte: • U.S. demand for decking is forecast to increase 1.8 percent per year through 2020 to 3.6 billion lineal feet, valued at Decking display at Barwon Timber and $7.1 billion, according to Freedonia.

Hardware in Geelong, Australia.

Rising consumer confidence will promote gains in the large residential improvement and repair market, as homeowners who postponed decking projects in the aftermath of the 20072009 recession undertake them going forward. Increasing market share for wood-plastic composite and plastic decking materials will boost value gains, as these products are sold at a Live edge wood display at Hartville higher price point than wood decking.

Hardware in Hartville, Ohio.

• U.S. residential siding market was 63 • Prices for building materials have million squares in 2018 and is prodropped an average of 0.2 percent jected to grow 3.5 percent annually per month over the last 12 months, through 2021, according to Principia. reported NAHB in mid-November, • Softwood lumber prices increased while the price of goods used in 0.3 percent (not seasonally adjusted) residential construction has risen 1.7 in October, a much slower rate than percent in 2019. This represents the the 3.8 percent jump in September, slowest year-to-date growth through according to the Producer Price Index October since 2015.

(PPI). Prices have increased just 0.9 • For years, China had been by far percent over the last 12 months. the largest importer of American • The price index for gypsum prodhardwoods. Prior to the first round ucts increased 1.4 percent in October of tariffs that were announced in after slowly rising 0.3 percent in mid-2018, U.S. hardwood exports to September (seasonally adjusted), China were about $2 billion, which reports the National Association of represents nearly 50 percent of the Home Builders (NAHB). Prices for total U.S. hardwood grade lumber gypsum products declined by 6.2 perproduced. Since July 2018, hardwood cent over the first six months of 2019 lumber exports to China are down but have increased 4.5 percent since.

40 ■ The hARDWARe Connection ■ December 2019

www.ThehardwareConnection.com

CATEGORY REPORT

$615 million compared to the previous year, reports Pete Coutu for Forest2Market.

• The American hardwood industry had increasingly turned to China as U.S. demand for certain species dropped, but now that Chinese imports have declined precipitously due to tariffs the U.S. hardwood producers are facing a market squeeze.

Red oak shipments to China are down 36 percent from January to June 2019 with 25 percent tariffs, while yellow poplar shipments to China are down 63 percent with 5 percent tariffs, reports the American Hardwood Export Council.

• According to the National Wood Flooring Association’s 2019 Industry Outlook survey, white oak will continue to be the go-to-species in wood flooring due to its availability. Also popular are

wide-plank, long boards, engineered flooring and low-gloss finishes. Gray and other light colors remain the most popular. ■

Red cedar display at Austin Hardwoods and Hardware in Santa Ana, Calif.

LUMBER AND BUILDING MATERIAL TRENDS U.S. Decking Demand 2020 Wood

82.1%

Wood-Plastic Composite

14.5%

Plastic and Other Source: Freedonia

3.4% 0

20

40

60

80

100

0

20

40

60 60

80 80

100 100

0 20 40 U.S. Hardwood Lumber Market Share in China

Source: American Hardwood Export Council

2017

31%

2018

29%

2019 0

5

10

1522% 20

25

30

35

0 0

5 5

10 10

15 15

25 25

30 30

35 35

20 20

Softwood Lumber Prices Week Ending 11/13/19 Last Week One Month Ago One Year Ago 1-Year Rolling Average 0

$396 USD/MBF $396 $370 $354 50 100 150 200 250 $366 300 350 400

0 0

50 100 150 200 250 300 350 400 50 100 150 200 250 300 350 400

Source: Madison’s Lumber Reporter

www.TheHardwareConnection.com

THE HARDWARE Connection ■ December 2019 ■ 41

lBm Products

ZiP system roof & WAll sheAthing

ArtisAn® shingle • Artisan® Shingle, the latest addition to the Aspyre Collection by James Hardie™, captures the natural look of cedar shingles, while delivering the uncompromising performance of James Hardie fiber cement.

• Brought to life through a variety of individual widths and carefully detailed woodgrain patterns, Artisan® Shingle delivers a distinctive design that’s engineered to last.

• It is available primed and with ColorPlus® Technology blends.

James Hardie 888-542-7343 www.jameshardie.com 42 ■ The hARDWARe Connection ■ December 2019

• High quality structural sheathing panel made of engineered wood delivers strength and durability.

• Built-in vapor permeable waterresistive barrier eliminates the hassles of house wrap and felt.

Engineered for enhanced drainage of bulk water and optimal permeability to allow water vapor to pass through and promote drying.

• A continuous, rigid air barrier decreases unwanted air leakage for greater energy efficiency.

• ZIP System™ tape with a specially engineered, high performance acrylic adhesive bonds with ZIP System® panels for a permanent protective seal.

Huber Engineered Woods 800-933-9220 www.huberwood.com www.ThehardwareConnection.com

By Fred Fischer

technology update

Change is Coming Soon for Windows and Wireless Networks T

his article might seem like a repeat and in a way, it is a repeat. A few years back, the conversation was “It is time to replace Windows XP computers.” Now it is time to replace those Windows 7 computers.

As of January 14, 2020, Microsoft will no longer provide security updates for computers running Windows 7 and Windows Server 2008. Without security updates, your computers running these operating systems will be more vulnerable to viruses, ransomware and security breaches.

Windows 10 computers are the solution to avoid these risks. Can you update Windows 7 computers to Windows 10? Probably not a www.TheHardwareConnection.com

good idea. Windows 8 computers were introduced in August 2012, and Windows 7 was released in July 2009. The means that Windows 7 and 8 computer hardware is eight to 10 years old. For computers, that is old.

Most new computers are smaller, processors are much more powerful, memory is faster and hard drives are mostly all solid state (which means no moving parts).

SATA drives are still being produced and are good for many specific purposes like storing large amounts of data. Many low-priced computers still include SATA drives.

You will also need to move to Windows 10 to run some newer versions of software. There have THe HARDWARe Connection ■ December 2019 ■ 43

technology update been many changes to the Windows operating system. Most of those design changes are for the good.

Ransomware has become a big pain.

Keeping the bad guys out has created many of these changes.

Some newer software programs will just not run on a Windows 7 computer. If your computer is more than five years old, new computer hardware is most likely in order. As for Windows 8.0 and 8.1, it was not the most popular operating system by many folks’ standards. We find many of the Windows 8 series computers can be upgraded to Windows 10, as the hardware will nicely support the newer Windows 10 operating system. Don’t delay and update those computers.

Along with the new technology appearing in computers, you are seeing more and more ads about all the cell phone carriers moving to 5G, which stands for 5th Generation. All cell phone carriers now offer 4G coverage. There is a big difference in 4G versus 5G. First of all, speed. A 5G network can be up to 100 times faster than 4G! That is not a typo.

Secondly, the actual installation of the antennas is significantly different. 4G towers are usually good for a 20- to 40-mile range. We see them all along the highways. 5G is a totally different setup. The antennas only

have about an 800-foot broadcast range. There are lots of the antennas on power and telephone poles. Rural areas will be more complicated to install. Most current 5G installs are a compromise between somewhat slower speed to get a greater transmit distance.

What is 5G all about? If computers are going to drive vehicles, one thing you don’t want is slow internet speed. 5G is giving us portability and network speeds faster than we currently have in our wired networks. Taking POS to the customer with tablets will become standard.

Real-time information and transaction processing will be able to be used anywhere to include credit card processing, ordering and inventory lookup from a customer location using cell connectivity.

5G will have many benefits. The heath industry has lots of applications for this technology. You will wear a watch and the watch will do continuous EKG’s. You will get a notification if it reads signs of having a heart attack. It will monitor blood/ sugar levels in real time. If an elderly person falls, 5G will allow for automatic notification of the fall, even if the person is unconscious, while providing their location. There are lots of exciting things to look forward to with 5G.

44 ■ THe HARDWARe Connection ■ December 2019

www.TheHardwareConnection.com

Since the end of the year is near, be sure to make sure you have a good firewall and the batteries in your battery backups work—most batteries only last two or three years. Usually, good battery backups allow for replacement batteries. You do not have to buy completely new units. Is your antivirus software current and working?

Check your computers. Have you taken the covers off and removed all the dirt and dust bunnies that have accumulated? Dust and dirt are like a blanket, holding heat in the computers. Heat is the enemy of computer

components. A little preventive maintenance can save money down the road. Are your access points more than three or four years old?

If so, maybe it’s time for an update.

New access points can be three to four times faster.

Be ready for 2020. Technology continues to change. Make sure your systems are up to date. Enjoy the upcoming holiday season and have a prosperous new year. n Fred Fischer is president of J3 Point of Sale/Ganymede Technologies Corp.

Contact him with questions or comments at fred@j3pos.biz.

You’ll Have Our Full Support WHEN YOU SWITCH TO J3 POS

Don’t get caught without comprehensive support. Switch today to J3 POS.

© Copyright 2019 Ganymede Technologies Corp.

IN THE NEWS NEW STORES:

• David Majure has opened his third store, Pell City Ace Hardware, in Pell City, Ala.

Haggerty Ace Hardware stores in Cooperstown, Delhi and Walton, N.Y., from Owners Jeff and Wanda Haggerty, who launched the business in 1992. The deal, when it closes on January 19, will signal Westlake’s first entry into New York.

Pell City Ace Hardware

• Menards is opening its fourth central Ohio store in Columbus in the first quarter of 2020.

• Higginbotham Brothers & Company is acquiring White’s Ace Building Center in Shawnee and Seminole, Okla.

• Doug Snyder opened his second Tanner’s Hardware in Houtzdale, Pa. • Grayco Hardware & Home has opened in Summerville, S.C. • Fred and Liz Henson have opened Ace Hardware of Madisonville in Madisonville, Texas.

• Scott and Tina Andrews have opened their second store, Carrollwood Ace Hardware in Carrollwood, Fla. • Pukall Lumber is opening its fourth store in Minocqua, Wis., at the site of the former Minocqua Hardware.

• Westlake Ace Hardware announced plans to acquire three 46 ■ THE HARDWARE Connection ■ December 2019

Haggerty Ace Hardware

KUDOS TO:

• Arrow Fastener President and CEO Gary DuBoff has been honored with an “Executive of the Year” award by the New Jersey Business & Industry Association.

• Inland Northwest Ace Hardware Stores pledged $1 million to support renovation of the pediatric unit at Sacred Heart Children’s Hospital in Spokane, Wash.

• David Stordahl of Triple S Building Center in Butte, Mont., was elected president of the Western Building Material Association.

• Carl’s Building Supply in Chimacum, Wash., was recognized with the President’s Award at the Western Building Material Association Annual Convention. www.TheHardwareConnection.com

has announced a newly redesigned logo and product packaging that will hit shelves early next year. This new look refreshes the Wooster brand, offering a cohesive strategy at retail across all channels. The campaign launching to announce these elements is, “Same Great Product, Bold New Look.”

PEOPLE ON THE MOVE: • Rocky’s Ace Hardware has named Kim Lynch director of marketing and advertising.

• Do it Best Corp. has promoted Mike Melchi to regional sales manager.

• Lyman Companies has named Charlie Bradburn president.

WHOLESALER IN THE NEWS:

• Ace Hardware Corp. reported record 3Q revenues of $1.53 billion, up 7.2% from last year. Net income rose $24.2 million to $60.5 million in the quarter, with same-store sales up 3.4%. Ace gained 48 new stores in the quarter and now has 5,327 stores worldwide. Retail revenues from Ace Retail Holdings rose 53.2% to $121.0 million for 3Q, primarily due to the inclusion of ACO and 10 new stores opened by Westlake Ace. Total debt decreased by $30.1 million.

• True Value Company opened its new regional distribution center in Wilkes Barre, Pa., in October. The 1 million-square-foot hub facility represents a $150 million investment.

• Capital Lumber opened a new regional distribution facility in Sacramento, Calif.

• Handyman Matters has been named to Newsweek’s list of America’s Best Companies for Customer Service for the second year in a row.

• Transform Holdco, the parent company of Sears and Kmart, announced plans to close 96 more stores, leaving the company with 182 stores.

• Saint-Gobain has acquired Continental Building Products.

• Lowe’s Canada is closing 34 underperforming stores.

DO IT BEST LAUNCHES NEW FOUNDATION

• The Wooster Brush Company

Do it Best Corp. and Big Brothers Big Sisters of Northeast Indiana announced a fundraising total of $223,938 as part of The Big DONation, a youth enrichment initiative launched to honor Don Wolf, Do it Best president emeritus and founder of the local Big Brothers Big Sisters chapter.

The Big DONation kicked off on June 19, Don Wolf’s 90th birthday.

www.TheHardwareConnection.com

THE HARDWARE Connection ■ December 2019 ■ 47

OTHER NEWS: • Kaba Ilco has introduced an auto remote lookup website: http://ilcolookalike.com. Click here for a reference.

As a way to honor his legacy, Do it Best committed to matching all donations made to Big Brothers Big Sisters of Northeast Indiana up to $90,000. While Don passed away on September 11 before the conclusion of the fund drive, he was an early contributor and was excited to follow the progress of the campaign.

“Do it Best has a long tradition of supporting agencies like Big Brothers Big Sisters that are committed to serving the needs of others,” said Dan Starr, president and CEO of Do it Best. “Don Wolf and his legacy have inspired us to take that commitment to the next level with the formation of the Do it Best Foundation, where we look forward to supporting other community organizations and initiatives.”

The Do it Best Foundation, a 501c(3) organization, will focus on

Do it Best Corp. matched $90,000 in donations to Big Brothers Big Sisters of Northeast Indiana.

four key areas for its charitable giving: health and wellness, youth enrichment, the arts and the community. The foundation is establishing a committee tasked with reviewing and approving requests for funding. For more information, visit doitbestfoundation.org. ■

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www.TheHardwareConnection.com

UPCOMING EVENTS JANUARY House-Hasson Winter Dealer Market January 30-February 1, Opryland Convention Center, Nashville, Tenn.

International Builders’ Show January 21-23, Las Vegas Convention Center, Las Vegas, Nev.

Orgill Spring Market February 27-29, Orange County Convention Center, Orlando, Fla. True Value Company Spring Reunion February 14-16, Ernest N. Morial Convention Center, New Orleans

MARCH

Mid-States Rendezvous January 31-February 2, Phoenix Convention Center, Phoenix

Ace Hardware Corp. Spring Convention March 12-14, McCormick Place, Chicago

United Hardware Spring Buying Market January 10-12, Minneapolis Convention Center, Minneapolis

Blish-Mize Spring Buying Market March 19-21, Overland Park Convention Center, Overland Park, Kan.

FEBRUARY Do it Best Corp. Spring Market February 7-10, Indiana Convention Center, Indianapolis Emery Jensen Distribution Spring Show February 13-14, Hynes Convention Center, Boston Florida Hardware Spring Market February 22-23, Double Tree Hotel and Convention Center, Orlando, Fla. Monroe Hardware Spring Market February 14-16, Myrtle Beach Convention Center, Myrtle Beach, S.C.

Hearth, Patio & Barbecue Expo March 12-14, Ernest N. Morial Convention Center, New Orleans International Hardware Fair March 1-4, Koelnmesse, Cologne, Germany International Home & Housewares Show March 14-17, McCormick Place, Chicago LMC Annual Meeting March 4-6, Music City Center, Nashville, Tenn.

Wallace Hardware Spring Dealer Market March 25-27, LeConte Center, Pigeon Forge, Tenn.

For a complete listing of calendar dates, click here. www.TheHardwareConnection.com

THE HARDWARE Connection ■ December 2019 ■ 49

reTail ideas

10 TrajecTories ThaT Will Transform reTail Carol Spieckerman, a global expert on retail trajectories and transmedia brand platforms, gave a presentation at Do it Best’s Fall Market in October. What follows are 10 trajectories she predicts will transform retail.

1. Kill With Convenience— Convenience has emerged as a top consumer decision-driver, one that often surpasses price.

Deliver DIY convenience through text notifications, in-store kiosks, same-day delivery, pick-up spaces and easy access to frequently purchased items.

2. Go Mad for Multi-Tasking—The days of tweaking are over. You have options to explore and permission to make it your own. Gather data, scrap what doesn’t work, scale what does. Stores are your multi-testing playgrounds.

3. Prosperity Through Proximity— Having a competitor land in your backyard can be a gift if you play it right. Drive differentiation with proprietary and private brands.

Shift the focus from fast to frequent.

Category picks can drive the trips and sales for high-ticket items.

4. The Store is Still the Core—The rumors of the death of brick and

5.

6.

7.

8.

9.

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mortar have been greatly exaggerated. Digital didn’t take over the world. Stores aren’t dead, just different. Bring new tricks to your bricks.

New generations of shoppers love shopping in stores.

Crush it on Content—The merging of content, products and services is retail’s new frontier—content is your weapon of mass engagement.

Make your content shareable and connectable to pump up the path to engagement. User-generated content is the gold standard—51 percent of consumers trust it more than national advertising.

Let Your Flagship Fly—Small formats are all the rage, but flagships are also flying. Create a killer combo with experimentation, newness and localization.

High Touch (Not Just HighTech)—High touch comes to life in stores. No wonder digital natives are coming down to earth. Hit the differentiation sweet spot with data plus high touch. Share your data with associates and let them tackle your knottiest goals.

Embrace the Aliens—New faces are coming from strange places.

Retail will never look the same, and that’s a good thing. Build bridges to new customers through diversity.

Make hiring practices a retail hack.

Digital Drives Discovery—Digital isn’t just for e-commerce—it’s critical to store success. Combine bricks www.ThehardwareConnection.com

and clicks to amp up awareness. become more determined to see Don’t sell search short. their private brands proliferate and 10. Rise of the RTR (Retailer to their owned brand investments pay Retailer)—Retailer-to-retailer deals off. Forge platform partnerships to (RTRs) have the potential to become accelerate customer acquisition. a far greater menace than directFor more information on to-retail brand deals, as retailers Spieckerman’s retail insights, click here.

PeT PhoTo conTesT aT KelTon’s True Value hardWare & PeT Kelton’s True Value Hardware & Pet in Murfreesboro, Tenn., offers a free dog wash at its store, which has a strong niche in pet supplies. Owner Jason Kelton also conducts a monthly pet photo contest on Facebook, posting all the entries on the store’s Facebook page. October featured the Howl-o-Ween pet costume contest. Favorites included a Hairless Chinese Crested dog that went as a nerd and Peeka, who was transformed into a school girl.

Where’s The Beef?

They may be popular in Germany, but meat vending machines are a new thing in the U.S. Doug Landers, owner of Wolverine Hardware in South Haven, Mich., agreed to allow one to be placed in front of his store and customers have been lining up to sample the wares.

The refrigerated machine comes from a local butcher shop, which keeps it stocked with bacon, beef jerky, smoked pork, smoked sausage, brats, salmon and a variety of cheeses and lunch meats. The best thing about the meat vending machine is that customers can buy something even after store hours.

a neW Way To aTTracT Good helP Pell City Ace Hardware, which recently opened in Pell City, Ala., tried something different to attract good employees. While the store was under construction, the exterior store sign featured the business’ mission statement and touted the full benefits offered to staff. www.ThehardwareConnection.com

The hARDWARe Connection ■ December 2019 ■ 51

e h t d n i h e B Numbers according to the U.S. Bureau of Labor Statistics.

30.3 million

$727.9 billion

Estimated holiday retail sales during November and December 2019, with an increase from last year between 3.8% and 4.2%, according to the National Retail Federation. Last year’s holiday sales were up 3.7%.

Number of Apple Pay users, which represents 47.3% of all mobile payment users. Apple Pay is projected to be available in 70% of U.S. retailers by the end of 2019, according to Digital Trends.

$75.38 billion

Estimated size of U.S. pet industry expenditures in 2019, according to American Pet Products Association.

125.9

Conference Board Consumer Confidence Index in October, down from 126.3 in September. The Present Situation Index—which is based on consumers’ assessment of current business and labor market conditions—rose from 170.6 to 172.3.

6,100

Number of new retail jobs created in October, reversing a decline that had been trending since March 2017,

$31.68 billion

Amount of U.S. pet industry expenditures in 2019 that went to food, or 42% of total expenditures, according to the American Pet Products Association.

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www.ThehardwareConnection.com