THE DO IT BEST SPRING MARKET It all happens
We understand, you’ve got a business to run—your time is precious. That’s why we load every actionpacked minute of the Do it Best Spring Market SM with opportunities to grow your business and lock in exclusive savings.
• Gain insights on the latest retailing trends with our Merchandising Preview and Core Solutions assortments.
• Discover innovative new products in our Launch Zone and New Item Gallery.
• Save big at our Sneak Peek ®
• Talk one-on-one with Do it Best staff, member-owners and industry experts.
By the end of the weekend, you’re ready to start working on practical, immediately actionable steps to build your business.
Plus, you’ll have opportunities to experience everything Indianapolis has to offer. Top restaurants, big city shopping and nightlife, and plenty of family-friendly attractions. No matter what inspires you, there’s something for everyone in Indy.
» Join us for the Do it Best Spring Market, Feb. 7-10
For registration information, contact 888-DO IT BEST or sales.support@doitbest.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
National Account Manager: Dan Beck dbeck@thehardwareconnection.com 518-852-9624 Contributing
By Chris Jensen
Shining the Spotlight on Long-Term Survival
As 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
By Craig Cope
trend Watch Finishing the Year on a High Note
As 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.
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
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.
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
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.
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.
Thomas McKeithen
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.
SOUTHWEST
Sales and customer counts in 2019? They are doing somewhat better than last year, but we had a little bit of a slump last year. We are up the last couple of months over last year about 4 percent. About three months ago, Steel Dynamics announced it had chosen Sinton as the location for its newest plant. That has everyone excited, and we are anticipating a lot of growth in the near future.
Favorite smartphone apps for business use? I just installed Pointy, Google’s find local products app. I mainly use the True Value app, which is really handy because we can scan items, check inventory and see sales history right from the floor. We also use Facebook and Instagram to stay engaged with our customers.
What steps are you taking to attract the next generation of
customers?
It definitely is a work in progress. Sometimes
I’m baffled by all of the technology the younger generation uses, but I realize it’s second nature to them. Because we are a small town, our customer base covers a wide age range. My husband Steven’s knowledge in all the core departments keeps our customers coming back. It’s not unusual to hear from our younger customers: “I knew Mr. Troup could help me.” For items we don’t carry in store, we do encourage customers to shop online at TrueValue. com and use our ship-to-store option.
Best niche categories? We started carrying the Echo line of outdoor power tools several years ago and that has done real well for us. We’re a small town that doesn’t have a big-box store—the closest is 15 miles away. We try to focus a lot on core categories so people don’t have to drive out of town. Cindy Troup Troup True Value | Sinton, Texas
Steven and Cindy Troup
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
our housewares department we sell Spartina purses and they have done very well.
Russell Young Pini Ace Hardware Novato,
Calif.
Brothers Russell, David and Tom Young with their father Chip Young (front).
Century Club member Pini Ace Hardware was founded in 1918.
Click Here to View Our Profile
From Tom’s Shop
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
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
‘n Foam products. Our testers had the opportunity to review three versions of Touch ‘n Foam: Home Seal™, Max Fill™ and Mouse Shield™.
Home Seal is an all-purpose minimum expanding sealant designed to fill small cracks and gaps. It can be used for both interior and exterior projects while curing in virtually all temperature ranges—30° to 120°. The product is also water-resistant, fire retardant, sandable and paintable. For larger cracks or gaps Touch ‘n Foam offers a Max Fill™ expanding sealant that expands 3x. With the enhanced expansion feature, the green label Touch ‘n Foam can fill spaces larger than 1”. Max Fill™ shares many of the same benefits as the Home Seal version but cures at a much narrower temperature range—60° to 100°.
If filling a gap or crack is to block mice or other pest, Touch ‘n Foam has Mouse Shield™. What sets Mouse Shield apart from the other Touch ‘n
Foam SKUs is the expanding foam also contains a pest blocker. Click here to watch the difference when compared to other expanding foam product.
All of our testers were familiar with Touch ‘n Foam products but did not realize they offered different formulas to solve a variety of household issues: filling large gaps/ cracks or pest repellant. The testers were also surprised to learn the unused product is reusable for up to three weeks after initially opened when stored properly. Each SKU trigger features a plug on the opposite end to stop the remaining product in the can from curing.
As fall is quickly fading away and the cold of winter has arrived many customers are searching for inexpensive, DIY methods to improve their home’s energy efficiency. Filling gaps and cracks in windows and doors, attics and crawl spaces is an excellent start to reducing those heating bills. ■
Click to watch Home Seal video. Click to watch Max Fill video. Click to watch Mouse Shield video.
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
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.
Bantly’s father and uncle had an unsuccessful venture in the boatbuilding business.
Despite the presence of two big-box stores, Bantly Hardware is on track to post record sales for the 14th straight year.
Finding and keeping good employees remains his biggest challenge, since Bantly lost three key employees this year. “One is a brilliant kid who is going to college for supply chain management. Another young guy worked here 10 years and is going to be a police officer. I know I’m paying above average wage for this town, so I don’t know what else to do,” he says.
Bantly hired the manager of cashiers at Depot, who has been with him one year. He also hired a guy who spent 20 years in the U.S. Navy on submarines. “He came here because he wants to make a difference and is very community oriented,” he explains.
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 for him,” he says. “Now I’m glad that didn’t work out. I’m 72 years old, but I’m not ready to quit.”
Sales were a record $2.31 million in 2018, up 3 percent from the prior year. Sales are on track to rise another 3-4 percent this year, according to Bantly. “I stopped advertising in January, because we couldn’t keep up with the business we were getting,” he says.
“Johnstown is not growing, but some people are coming back or staying. The future is looking brighter,” according to Bantly.
In good times and bad, Bantly Hardware has always had strong involvement in the Johnstown community, supporting at least one project a month. Bantly donates or raises money for a backpack program for school kids, the K-9 police unit, a
This sign shows the high-water mark of 5 feet, 3 inches after the flood of 1977.
FEATURE
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.
SIGN OF THE TIMES
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 SEEKS A BRIGHTER TOMORROW
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.
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
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
HOLIDAY DISPLAYS
How to Make
HOLIDAY SALES BRIGHT
If 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.
Ace Hardware at Cinco Ranch, Katy, Texas
Akard True Value Hardware, Zionsville, Ind.
Lewisburg Builders Supply, Lewisburg, Pa.
Fleet-Plummer, Greensboro, N.C.
Hartville Hardware, Hartville, Ohio
Pini Ace Hardware, Novato, Calif.
Pini Ace Hardware, Novato, Calif.
Sierra Valley Home Center, Loyalton, Calif.
Snow’s Home and Garden, Orleans, Mass.
Western Ohio True Value Hardware, Minster, Ohio
Harleysville Ace Hardware, Harleysville, Pa.
Pini Ace Hardware, Novato, Calif.
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. ■
Sullivan Hardware & Garden, Indianapolis
Sullivan Hardware & Garden, Indianapolis
Sullivan Hardware & Garden, Indianapolis
Sullivan Hardware & Garden, Indianapolis
Sullivan Hardware & Garden, Indianapolis
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 $7.1 billion, according to Freedonia. Rising consumer confi dence 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 higher price point than wood decking.
• U.S. residential siding market was 63 million squares in 2018 and is projected to grow 3.5 percent annually through 2021, according to Principia.
• Softwood lumber prices increased 0.3 percent (not seasonally adjusted) in October, a much slower rate than the 3.8 percent jump in September, according to the Producer Price Index (PPI). Prices have increased just 0.9 percent over the last 12 months.
• The price index for gypsum products increased 1.4 percent in October after slowly rising 0.3 percent in September (seasonally adjusted), reports the National Association of Home Builders (NAHB). Prices for gypsum products declined by 6.2 percent over the fi rst six months of 2019 but have increased 4.5 percent since.
• Prices for building materials have dropped an average of 0.2 percent per month over the last 12 months, reported NAHB in mid-November, while the price of goods used in residential construction has risen 1.7 percent in 2019. This represents the slowest year-to-date growth through October since 2015.
• For years, China had been by far the largest importer of American hardwoods. Prior to the fi rst round of tariffs that were announced in mid-2018, U.S. hardwood exports to China were about $2 billion, which represents nearly 50 percent of the total U.S. hardwood grade lumber produced. Since July 2018, hardwood lumber exports to China are down
Decking display at Barwon Timber and Hardware in Geelong, Australia.
Live edge wood display at Hartville Hardware in Hartville, Ohio.
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. ■
LUMBER AND BUILDING MATERIAL TRENDS
U.S. Decking Demand 2020
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.
ZiP system roof & WAll sheAthing
• 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
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.
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.
IN THE NEWS
NEW STORES:
• David Majure has opened his third store, Pell City Ace Hardware, in Pell City, Ala.
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
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.
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.
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.
OTHER NEWS:
• Kaba Ilco has introduced an auto remote lookup website: http://ilcolookalike.com. Click here for a reference.
• The Wooster Brush Company
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.”
• 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
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.
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. ■
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.
Mid-States Rendezvous
January 31-February 2, Phoenix Convention Center, Phoenix
United Hardware Spring Buying Market
January 10-12, Minneapolis Convention Center, Minneapolis
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.
UPCOMING EVENTS
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
Ace Hardware Corp. Spring Convention
March 12-14, McCormick Place, Chicago
Blish-Mize Spring Buying Market
March 19-21, Overland Park Convention Center, Overland Park, Kan.
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.
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
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.
5. 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.
6. Let Your Flagship Fly—Small formats are all the rage, but flagships are also flying. Create a killer combo with experimentation, newness and localization.
7. 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.
8. 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.
9. Digital Drives Discovery—Digital isn’t just for e-commerce—it’s critical to store success. Combine bricks
and clicks to amp up awareness. Don’t sell search short.
10. Rise of the RTR (Retailer to Retailer)—Retailer-to-retailer deals (RTRs) have the potential to become a far greater menace than directto-retail brand deals, as retailers
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.
become more determined to see their private brands proliferate and their owned brand investments pay off. Forge platform partnerships to accelerate customer acquisition. For more information on Spieckerman’s retail insights, click here.
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.
Behind the Numbers
$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%.
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,
according to the U.S. Bureau of Labor Statistics.
30.3 million
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.
$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.