Issuu

August 12, 2026 Vol. 18, No. 15

THE INDUSTRY’S DIGITAL LEADER

SPONSORED BY TheHardwareConnection.com

HARDWARE Connection ■ August 12, 2026 ■ 13

How’s

Business? CENTRAL

Ace-N-More’s broad mix of merchandise—from hardware and paint to agriculture supplies, clothing and outdoor products—helps the retailer serve a wide range of customers throughout southeast Iowa.

14 ■ HARDWARE Connection ■ August 12, 2026

How are sales and customer counts so far this year? Customer counts are down just a little, but overall we’re having a decent year, with sales up a couple percentage points. We have some local building activity and growth from local factories, and we’ve seen those areas doing well. The economy has been decent in general. We serve a variety of customers, and that mix of business helps keep us more stable instead of experiencing big ups and downs. Lower grain and commodity prices have had an impact. What’s unique about your business? One of the first things customers notice is that they can walk in the door and immediately find an associate to help with their project and offer advice. We also do a tremendous amount of paint.

TheHardwareConnection.com

Customers regularly travel 45 minutes to an hour to shop Ace-N-More’s extensive selection of assembled name-brand grills, one of the store’s strongest niche categories.

Beyond that, we’re more diversified than a typical Ace store. We carry agriculture supplies, camping and fishing products, clothing, guns and ammunition, native wines and beer, and shoes. Best niches? We have about 30 assembled grills on the salesfloor. No store in southeast Iowa has that many name-brand, high-quality grills assembled and ready to go. Customers travel 45 minutes to an hour to shop here, and we also deliver grills. What products have been selling especially well? Grills and backyard products have been selling very well. Going out to eat has become more expensive, so more people are doing backyard barbecues. Any new initiatives for the rest of 2026? We’ve been working hard on technology to organize and TheHardwareConnection.com

run the business more efficiently. About a year ago, we installed electronic shelf labels, which reduce the labor required to change prices and help ensure pricing is current and accurate, including promotional pricing. We also installed solar panels about nine years ago. We’re producing enough electricity that we don’t purchase power, although we’re still connected to the grid. It’s been a financial benefit and has reduced our energy costs. I believe in technology and new ideas. We implemented AI-enabled headsets recently, and I think they’re going to save time and help us operate more efficiently as costs continue to rise. Craig Jones Ace-N-More Washington, Iowa HARDWARE Connection ■ August 12, 2026 ■ 15

HOW’S BUSINESS? services plumbing, furnaces, HVAC systems and related equipment. If someone comes in looking for a How are sales and customer furnace part to make their own repair, counts so far this year? Both we can help point them in the right down, although the average customer basket is up because of higher product direction. If it’s more than they can costs. Overall, we’re down about 10%. handle, we can provide the service. We also install wood stoves, pellet stoves We’re near the Canadian border, and and grills. we typically have a lot of Canadian What products have been customers, but many have chosen not selling especially well? Right to cross the border because of tariffs now, bee-and-hornet spray. We also and the current relationship between sell a lot of Green Thumb products the two countries. We still have loyal customers who have been coming here this time of year, and with Japanese beetles active, those products have for 30 years. been in strong demand. We’re also seeing fewer campers. Any new initiatives for the Nearby, we have Lake Champlain, rest of 2026? Nothing new right now. marinas and campgrounds, but many longtime campers have sold their spots We’re staying the course. Customers are worried about the economy and and haven’t been replaced by new are hesitant to spend money. When campers. Some campgrounds that groceries that used to cost $400 now used to have waiting lists have ten to cost $500, home improvement projects 15 open sites this year because fewer people are coming down. Our customer get pushed to the back burner. We’re seeing that in outdoor products like base is made up of contractors, grills, outdoor fireplaces, patio tables boaters and DIYers. and chairs and Adirondack chairs, What’s unique about your which normally sell well. The same business? We’re a family-owned is true with mulch. We normally sell business, and customer service is our quite a bit, but I still have about three No. 1 priority. We have a lot of elderly tons that I wouldn’t normally have this customers, and when they come in, time of year. Customers right now are they receive the attention they need. There’s a Lowe’s about five miles away, cutting back on purchases that they but our customers appreciate the don’t consider essential. personal service we provide. Cheryl Goldfarb Best niches? We have a repair Poirier True Value business connected to the store that Plattsburgh, New York

EAST

16 ■ HARDWARE Connection ■ August 12, 2026

TheHardwareConnection.com

Mulch typically moves quickly this time of year, but Cheryl Goldfarb of Poirier True Value in Plattsburgh, New York, says customers are delaying discretionary outdoor projects as higher household costs tighten budgets. TheHardwareConnection.com

HARDWARE Connection ■ August 12, 2026 ■ 17

HOW’S BUSINESS?

As the surrounding population continues to grow, Peter’s Hardware is investing in its stores while maintaining the neighborhood service that has defined the business for decades.

SOUTH

How are sales and customer counts so far this year? They’re getting better. We recently completed major remodels at all three of our stores. They’re about 60 years old, and they had become tired. I bought them in 2020, and then Covid-19 hit. We experienced unbelievable highs, then product shortages, followed by unbelievable lows. Things started stabilizing, we had a bit of a down year and now we’re back on the upswing. The remodels have made a big difference. The stores are brighter, fresher and better stocked. Customers are buying when they come in, and the average ticket is up. The challenge is 18 ■ HARDWARE Connection ■ August 12, 2026

that while sales dollars are growing, margins continue to be tight. You’re investing to keep moving forward, but the bottom line remains under pressure. We’re in a very popular part of Florida that’s growing like a weed. Every time you blink, there’s another development going up. Martin County continues to attract new residents, and every day we have customers come in and tell us they just moved here. If you watched the national news, you’d think there was a recession or that inflation had everyone pulling back. You wouldn’t know it here. Growth continues to create opportunities. What’s unique about your business? We’re a true independent retailer. Peter’s Hardware is built TheHardwareConnection.com

around one word: community. That’s our culture. We serve the community, the community supports us, we employ local people who serve their neighbors and it all comes full circle. What worked 100 years ago still works today. You greet people with a smile, help solve their problem, walk them to the product they need, thank them for coming in and invite them back. That’s still what this business is all about. Best niches? Fasteners. All three stores carry an extensive fastener assortment with a specialty in stainless steel. Being on the coast, rust is a constant issue, so stainless steel is always in demand. Customers know they can come to us for the largest stainless selection in the area. One trend we’ve noticed is that stainless steel sales have started leveling off as prices have increased. Some customers are moving back to galvanized products simply because they’re more affordable. What products have been selling especially well? One of the biggest surprises has been Fatman’s beef jerky from Ruidoso, New Mexico. It’s a premium specialty jerky, and we can’t keep it on the shelf. Customers come in every week just to buy it. The other thing that continues to surprise me is popcorn. When we make popcorn, sales go up. We try to have it going every day. Customers mention it in Google reviews. They’ll say they could shop anywhere, but they stop at Peter’s Hardware because they get a TheHardwareConnection.com

bottle of water, a bag of popcorn and friendly service. Those little touches build customer loyalty. Sometimes it’s really that simple. Any new initiatives for the rest of 2026? Keep moving forward. If you’re not growing, you’re probably falling behind. I started with one store and now have three. I’d like to continue expanding because I think independent retailers are increasingly being squeezed by larger companies looking to acquire smaller operators. We’re also continuing to add services. We recently introduced knife sharpening, which had previously been available only through the Ace channel. We also offer Durakey key cloning, which has been very successful, along with screen repair and custom paint matching. Peter Wernick Peter’s Hardware Center Stuart, Florida

Knife sharpening is among the newest services at Peter’s Hardware, reflecting the company’s investment in offerings that complement its traditional hardware business.

HARDWARE Connection ■ August 12, 2026 ■ 19

HOW’S BUSINESS?

WEST

How are sales and customer counts so far this year? We’re down a little bit, probably about 4% combined between our two stores, Farmers Lumber Co. in La Grange and Round Top Mercantile Co. in Round Top [Texas]. It’s just a general slowdown. We’ve had a little less building than we did a year ago. Outdoor power equipment has taken the biggest hit, and lumber sales are down a little, too. We’re seeing that mostly on the DIY side. One store is more contractor-focused, and last year we had a lot more housing starts. Many of our top 25 contractors have slowed compared to this time last year. We work with a lot of custom homebuilders. Farmers Lumber’s contractor business has remained relatively consistent, and many of the custom homes started last year are now being completed, resulting in fewer new housing starts this year.

20 ■ HARDWARE Connection ■ August 12, 2026

What’s unique about your business? The diversity of our stores. Round Top Mercantile is more of a general store, and that’s the mainstay of that operation. When things slow down, people still need groceries and feed, so that diversity sustains the store. Farmers Lumber serves a different customer base. We’re continuing to blend the two stores together as one company while keeping what each location does best. Best niches? Each store is different. Farmers Lumber’s niche is providing lumber and building materials to locally owned contractors, and it serves as a community hub for home improvement. At Round Top Mercantile, we have a lot of specialty grocery items, a deli with freshly made sandwiches and a diverse selection of products. What products have been selling especially well? We’ve done well with Generac. Any new initiatives for the rest of 2026? Right now, we’re holding steady with what we’re doing. We do have a potential growth opportunity at our La Grange store. We’ve acquired a lot that could eventually become a lawn-and-garden center, but it’s still in the planning stages. Michael Sacks Farmers Lumber Co. La Grange, Texas

TheHardwareConnection.com

One Industry. One Authority. THREE MEDIA BRANDS. ONE MISSION. HELPING INDEPENDENT HOME IMPROVEMENT RETAILERS BE BETTER AND MORE PROFITABLE. For more than 125 years, NHPA has been the trusted resource for independent retailers across North America. Today, that commitment is stronger than ever. With the addition of Hardware Connection to the NHPA media network, independent retailers now have access to the industry’s most respected collection of media brands. Together, these brands provide unmatched coverage, trusted expertise and practical solutions for hardware stores, home centers, lumberyards and paint retailers. When the independent channel needs insight, education, benchmarking, product information or business guidance, it turns to NHPA.

The leading publication serving independent hardware retailers.

The leading source dedicated to paint and decorating retailers.

The industry’s premier digital publication delivering timely news, retailer stories and merchandising insights.

Stay Connected to the Independent Channel Scan the QR code or visit YourNHPA.org to learn more.

TheHardwareConnection.com

HARDWARE Connection ■ August 12, 2026 ■ 21

RETAILER2RETAILER

By Sean Grant

A COOLER COMMUNITY

STARTS WITH SMALL CHANGE

very summer, someone walks up to my store’s register with a bag of potting soil or a handful of screws, hears the cashier ask whether they’d like to round up to benefit our Fan Drive and decides to add 37 cents to the total. By itself, that decision barely registers. Together, hundreds of those moments help keep our community cool.

That’s what has always fascinated me about the Fan Drive. Nobody walks into our store expecting to change someone’s summer with spare change. They come in for fertilizer, a hose nozzle or a box of screws. Would they like to help contribute to the Fan Drive that Westlake Ace Hardware and the Salvation Army have run each summer for the past 14 years?

22 ■ HARDWARE Connection ■ August 12, 2026

TheHardwareConnection.com

Sean Grant, general manager of Westlake Ace Hardware at Westgate Plaza in Omaha, Nebraska, loads donated fans for the Salvation Army. Throughout the Ace Hardware and Salvation Army Fan Drive, customers can round up their purchases or donate toward the purchase of new box fans, which are distributed to local residents during Nebraska’s hottest summer months.

TheHardwareConnection.com

HARDWARE Connection ■ August 12, 2026 ■ 23

RETAILER2RETAILER

For Sean Grant, the Ace Hardware and Salvation Army Fan Drive reflects the same philosophy that guides his store every day: helping people solve problems, whether it’s a home project or keeping a neighbor cool during Nebraska’s summer heat.

Sometimes it’s a few cents. Sometimes someone donates enough money at the register to enable the Salvation Army to cover the cost of a box fan. Either way, they’re deciding to help somebody they’ll probably never meet. Those little decisions add up. My path into hardware wasn’t exactly traditional. Before Ace I was a lifeguard,

24 ■ HARDWARE Connection ■ August 12, 2026

installed sprinkler systems and spent several years bartending. A friend who managed a hardware store suggested I give retail a try, and I discovered something I hadn’t expected: I loved helping people solve problems. I started as a department head, moved into front-end supervision and eventually became a general manager.

TheHardwareConnection.com

I’ve been with Ace since 2011, and today I manage one of the largest Westlake Ace Hardware stores in Omaha, Nebraska.

REWARDING THE RIPPLE EFFECT OF GOOD WORK What still gets me excited every day hasn’t changed. It’s the people. Our associates get to solve problems. Our customers trust us with projects that matter to them. There’s something rewarding about helping someone figure out a solution and then having them come back later to tell you it worked. The Fan Drive feels like an extension of that idea. Instead of solving a plumbing problem or helping someone pick the right paint, we’re helping make someone’s home a little safer and more comfortable during Nebraska’s hottest days. Living here, you don’t have to look far to understand why the Fan Drive matters. I was in Wichita, Kansas, recently, and I’ve spent plenty of time at softball tournaments in Oklahoma City, so I’ve seen firsthand how relentless the summer heat can be across this part of the country. Around our garden center, we’re outside every day. You can feel the heat radiating off the pavement, and when the temperature climbs into the triple TheHardwareConnection.com

We succeed when you succeed. Our team of experts is built to help your business. See what it feels like to get attention and expertise from some of the most tenured staff in point of sale. Our retail support team is here to help you 24/7 with next-level customer care.

Call Us Toll-Free

Need Training?

\ii Support Team

Four Ways to Get J3 Support UseJ3 Online Support

� Email Our

J3 delivers end-to-end retail management solutions. We're smart, affordable, and way more than you'd expect.

Get a personalized demo today!

�Smart

1-888-600-5522 sales@j3pos.biz

HARDWARE Connection ■ August 12, 2026 ■ 25

RETAILER2RETAILER digits with humidity, even a little shade and moving air can make an enormous difference. I’ve seen customers walk in planning to donate a few cents, but then round up their purchases significantly. Those moments show me that generosity starts with small gestures.

THE WIND BEHIND THE MISSION Our team has grown alongside the program. The first year, I don’t think everyone quite understood what we were trying to accomplish. The Fan Drive embodies Ace’s core values of teamwork, gratitude and the opportunity to serve and care for our communities. As the campaign continues to grow and customers respond so generously, our associates see the impact. As a result, our associates take increasing ownership of it every year. One of our cashiers, Sarah, has become the unofficial captain of the Fan Drive at our store. Every week she wants updates. She asks how many donations we’ve received and what we need to do to reach the next goal. Her excitement and enthusiasm spread to everyone around her. That’s one of my favorite parts of the entire campaign. People naturally want to be part of something positive.

26 ■ HARDWARE Connection ■ August 12, 2026

We celebrate every donation because every donation matters. Whether someone rounds up 28 cents or contributes enough to buy multiple fans, they’re participating in the same effort. Nobody’s contribution is too small. There’s a sentiment often attributed to Queen Elizabeth II that has always stayed with me: “It is often the small steps, not the giant leaps, that bring about the most lasting change.” That’s exactly what this program has taught me. When the Salvation Army picks up the fans collected through thousands of individual donations, there’s a tremendous sense of pride in what our community accomplished—together. As independent retailers, we spend every day serving our neighborhoods. Programs like our Fan Drive remind us that sometimes the smallest interactions at the front register can become something much bigger—and cooler—by the end of the season. n Sean Grant is general manager of Westlake Ace Hardware at Westgate Plaza in Omaha, Nebraska. He joined Ace in 2011, has served as a general manager since 2018 and now oversees one of the company’s largest stores in the Omaha market.

TheHardwareConnection.com

WAYS TO BUILD A COMMUNITY FUNDRAISER THAT LASTS

A successful community fundraiser is built on consistent execution, team ownership and making it easy for customers to participate. Here, Sean Grant, general manager of Westlake Ace Hardware in Omaha, Nebraska, shares the practices that have helped his store’s Fan Drive grow year after year.

1. Start planning at least three months ahead. The campaign begins well before the first donation. Assign responsibilities in advance so displays, signage and supplies are ready before customers walk through the door. When everyone knows their role ahead of time, the program starts with momentum instead of confusion.

4. Remove barriers to asking for donations. The easier it is for cashiers to ask, the more consistently they’ll do it. Grant says adding a register prompt for round-up donations eliminated awkward mental math and gave associates confidence. Simplifying the process increases participation for both employees and customers.

2. Make the cause impossible to miss. Visibility matters. Over the years, the Fan Drive display has evolved from a simple table with a box fan into a larger presentation near the front entrance with bold signage and eye-catching decorations. Customers should understand the campaign within seconds of entering the store.

5. Keep the momentum going every day. Every campaign has busy days and slow days. Daily huddles, progress updates and achievable goals help keep enthusiasm high throughout. Managers who jump on the register and ask for donations themselves reinforce that the campaign remains a priority.

3. Give associates ownership, not just instructions. The strongest campaigns have champions throughout the store. Encourage associates to track progress, celebrate milestones and motivate one another. Friendly competition and shared goals help transform the fundraiser from management’s project into the team’s project.

6. Commit fully—even if you start small. Grant believes retailers don’t need a million-dollar campaign to make a difference. What matters is choosing a cause that fits your company’s core values and supporting the community wholeheartedly. Customers recognize authentic commitment; that’s what keeps them coming back year after year.

TheHardwareConnection.com

HARDWARE Connection ■ August 12, 2026 ■ 27

COVER STORY: PIERRE PART STORE

By Doug Donaldson

RECIPE FOR A

BETTER BASKET

PIERRE PART STORE IN PIERRE PART, LOUISIANA, HAS SERVED ITS COMMUNITY SINCE 1911. TODAY, FOURTH-GENERATION OWNER GARRETT ST. GERMAIN IS PART OF THE TEAM WHOSE GROCERY MERCHANDISING PRINCIPLES STRENGTHEN THE HARDWARE BUSINESS AT THE COMPANY’S FOUR LOCATIONS.

ewspapers cover the picnic tables. Cardboard trays are stacked nearby. Pots of seasoned water steam as crawfish are poured in, and the unmistakable aroma of Cajun seasoning fills the air. For Pierre Part Store, a company meeting is now called to order. About 20 to 30 employees gather around a crawfish boil to talk about the business, share ideas and discuss the direction of the company’s four stores. It reflects the ethos that fourth-generation owner Garrett St. Germain says has guided the business since 1911: “Our culture is all about entertaining and having a good time. We get together over a crawfish boil to discuss business.”

Garrett St. Germain represents the fourth generation of family leadership at Pierre Part Store, carrying forward a legacy that has served southern Louisiana for over a century.

28 ■ HARDWARE Connection ■ August 12, 2026

TheHardwareConnection.com

Pierre Part Store brings hardware, lumber, groceries and a deli together under one roof, creating the one-stop shopping experience that has helped sustain the family business for more than 115 years.

The gathering feels distinctly southern Louisiana, much like the company itself. Since opening in 1911, Pierre Part Store has grown alongside the community it serves, adapting its product mix as the region changed while holding fast to the customer service values that helped it become one of Louisiana’s longest continually operating independent retailers. Today, the Hardware Connection Century Club business has four Louisiana locations, in Pierre Part, Larose, Lockport and Thibodaux. The company employs about 100 people in all and casts a wide net to serve its customers by offering TheHardwareConnection.com

Pierre Part Store received Do it Best’s 2025 Member of the Year award in the “over-12,000square-foot” category. Garrett St. Germain says regular communication with the co-op and its territory sales manager has helped support store improvements and the company’s growth.

HARDWARE Connection ■ August 12, 2026 ■ 29

COVER STORY: PIERRE PART STORE hardware, lumber, groceries, a deli, lawn-and-garden products and specialty commercial fishing supplies.

FROM BAYOU TO HIGHWAY AND BEYOND Pierre Part Store’s story begins on the banks of Bayou Pierre Part, where Garrett’s great-grandfather Honoré St. Germain opened a small general store that supplied local families and fishermen. There weren’t many roads then, and most customers arrived by boat as the budding company reflected the area’s economy. The business sold Spanish moss—harvested throughout the bayous and used in furniture manufacturing, it often became part of everyday trade. St. Germain says the store has continually evolved as the community’s needs changed. “They’d trade products because they didn’t always have cash,” he says. “They’d barter eggs or feed or different things around the house.” As automobiles became the primary mode of transportation, the business relocated in 1968 to its current location along Highway 70, giving customers easier access while remaining rooted in Pierre Part. Since then, the company has continued to expand its offerings.

Furniture, televisions and appliances all had their time before giving way to other product lines. “This community has always been great and has always supported us,” St. Germain says. “We’ve always looked at what the community needed and tried to fill it.” That philosophy recently led the company to expand its industrial offerings to serve nearby manufacturing plants. As regional demand shifted, the assortment shifted with it. “Industrial has dropped off lately, so we’re carrying less,” St. Germain says. “Now we’re preparing for the next opportunity.”

AN ASSORTMENT WITH A SENSE OF PLACE Diversification has long been one of Pierre Part Store’s strengths. Customers can buy groceries, pick up lumber for a project, grab supplies from the hardware department and stop by the deli all in one visit. That broad assortment has helped steady the business through changing economic times. “Throughout the years, grocery might be challenging and lumber might be doing better,” St. Germain says. “It helps because you don’t have all your eggs in one basket.”

30 ■ HARDWARE Connection ■ August 12, 2026

TheHardwareConnection.com

PARTNERSHIP BUILT ON COMMUNICATION

The product mix also reflects daily life in southern Louisiana. Commercial crawfishing remains an important part of the local economy, and Pierre Part Store stocks products few retailers would ever consider carrying. “We sell a lot of commercial fishing supplies,” St. Germain says. “Stainless steel mesh and clamps that go around boat motors to keep lilies and crabs out are big sellers.” Outdoor cooking provides another specialty. Large cast-iron jambalaya pots, burners and cooking accessories occupy prominent space on the sales floor, supporting everything from backyard gatherings to community events serving hundreds of people. Preparing for Louisiana’s relentless climatic conditions also shapes inventory decisions throughout the year. “We have to watch the weather,” St. Germain says. “If we see a freeze coming, we increase orders for heaters and plumbing supplies because people aren’t equipped for extreme cold. Hurricanes can develop quickly, too, so we’re always prepared.” That preparation extends beyond inventory. St. Germain says Pierre Part Store keeps a prebuilt emergency order ready through Do it Best, enabling the team to quickly submit replenishment orders and restore essential products as soon as severe weather passes.

Pierre Part Store joined Do it Best in 2013, and St. Germain says the relationship has become an important resource as the company continues to grow. “Do it Best has been great,” he says. “We meet regularly to talk about business operations, where we’re looking to grow and how we can improve. We talk with our territory sales manager every week about issues, concerns and what we’re looking at over the next few weeks.” In 2025 Pierre Part Store was named one of Do it Best’s Member of the Year stores in the “over 12,000-squarefoot” category. And the co-op recently helped guide a major remodel at one of the company’s stores. “We flipped the store upside down,” St. Germain says. “It gave the whole place a facelift, and with their guidance and assistance we were able to do it in about three months.” As the company expanded from one location to four, he says his own leadership style changed as well. “One location is a lot different than four. You have to trust your managers to do their jobs. Once you realize you can’t do everything yourself, life gets a lot easier.”

TheHardwareConnection.com

HARDWARE Connection ■ August 12, 2026 ■ 31

GENERATIONS OF SERVICE While products and departments have changed over the decades, St. Germain says the company’s foundation remains the same: customers, employees, teamwork. Effie Landry embodies the store’s philosophy. She joined Pierre Part Store at age 15 and spent 72 years with the company, becoming a familiar face to generations of customers. Even in her late 80s, she continued working one day a week in the boot and commercial fishing departments because, as she told a local television station, she enjoyed meeting people and helping customers. Her coworkers eventually honored her with a framed photo displayed in the store, celebrating a career that touched legions of locals down through the decades. Landry’s story reflects a broader culture of longevity at Pierre Part Store. St. Germain says several employees have spent more than 40 years with the company, creating long-term customer relationships. Technology continues to move the business forward, from electronic shelf labels in the grocery side of the business to operational improvements designed to place more employees on the sales floor. St. Germain says those investments help the company spend more time serving customers while improving efficiency behind the scenes. After more than a century, Pierre Part Store keeps looking ahead. Around the picnic tables, however, the conversation—and the crawfish boil—remains familiar. Employees gather over the meal to share ideas and make plans. And so another chapter begins for a business that has spent more than 115 years growing alongside the bayou. n

32 ■ HARDWARE Connection ■ August 12, 2026

GROC HARD

Operating b a unique pe principles th

1. Presentation matters. Hard retailers often focus on prod knowledge and project expe while grocery shoppers expe departments to feel organize and easy to navigate. That philosophy extends to hardw displays. Fresh presentation communicates quality, even everyday products. “Custom want a certain structure and want something easy to find Germain says. “It’s very impo to be neat and clean, with pr in the right areas.”

2. Build project-focused endc Endcaps work best when the solve a problem rather than promote a single item. Pierre Part Store regularly combine complementary products tha support the same project or season. During mosquito se for example, insect control products receive high-visibil placement. Before hurricane extension cords, batteries an

TheHardwareConnection.com

CERY STORE LESSONS DWARE RETAILERS CAN BORROW

both a grocery store and a hardware store gives Garrett St. Germain erspective on customer behavior. He says many of the merchandising hat drive grocery sales translate directly to hardware. Here are five.

dware duct ertise, ect ed

emergency supplies move together into grocery traffic patterns where customers naturally shop. “The more stuff you put together in one spot, it’s going to bring up basket size,” St. Germain says.

ware n for mers

,” St. ortant roducts

caps. ey

e es at

eason,

lity es, nd

3. Cross-merchandise throughout departments. Pierre Part Store constantly encourages customers to move between grocery and hardware. Grills appear near the meat department to remind shoppers of the larger assortment available in hardware. Light bulbs, candy and other frequently purchased items point customers toward expanded selections elsewhere in the store. The goal is simple: Introduce customers to departments they might not have intended to visit. 4. Promote every week. The company’s grocery circular arrives weekly, and hardware earns space alongside food promotions. Seasonal products rotate throughout the year, while larger

TheHardwareConnection.com

anniversary events combine vendor promotions, meat sales, live radio broadcasts, cooking demonstrations and family activities. Keeping hardware visible throughout the year helps maintain customer awareness between major buying seasons. 5. Don’t chase zero shrink. Fresh food forces retailers to think differently about inventory. St. Germain says some shrink comes with serving customers well. If every product sells before reaching its expiration date, the store may be carrying too little inventory and missing opportunities to satisfy customer demand. The goal is finding the balance between availability and cash flow. “We’re working toward that sweet spot,” he says. “We can cut back inventory a lot and help cash flow tremendously. It’s something we’re continuing to learn.”

HARDWARE Connection ■ August 12, 2026 ■ 33

Q&A: THOUGHT LEADERSHIP

STRENGTHENING THE FASTENER DEPARTMENT 34 ■ HARDWARE Connection ■ August 12, 2026

TheHardwareConnection.com

ric Rohrschneider has spent more than two decades in the fastener industry, holding leadership roles in product management, manufacturing and marketing. As vice president of marketing for Kalamazoo, Michigan–based Midwest Fastener, he works closely with retailers to develop merchandising strategies, optimize category performance and help independent dealers build more productive fastener departments. In this exclusive conversation with Hardware Connection, Rohrschneider discusses how the category continues to evolve beyond commodity products, why merchandising and project-based solutions matter more than ever and how retailers can improve profitability by matching the right assortment to the right customer.

Midwest Fastener’s Eric Rohrschneider says successful retailers are moving beyond commodity products and creating project-focused fastener departments.

TheHardwareConnection.com

Hardware Connection: When you think about the independent hardware channel, what role do those retailers play in Midwest Fastener’s success, and how does that shape the company’s approach to serving them? Eric Rohrschneider: The independent hardware channel is in our DNA. We were built in this channel, and it remains the most important market we serve. Events like the Independent Home Improvement Conference continue to be incredibly important because they bring the independent channel together, and that’s where we’ve always focused our attention. Serving independent retailers and partners throughout the channel is central to our success. That’s who we are as a company.

HARDWARE Connection ■ August 12, 2026 ■ 35

Q&A: THOUGHT LEADERSHIP

Rohrschneider shares his perspective on fastener merchandising, changing customer expectations and the future of the category.

On a personal level, what do you enjoy most about working with independent retailers? The direct, immediate feedback. That kind of unfiltered input is extremely valuable, both in my role and for the company as a whole. It helps us keep our finger on the pulse of the industry. We have more than 200 sales representatives in the field every day, so we’re constantly hearing what retailers need. We take that feedback and develop solutions that address the channel’s specific needs. Listening to our partners and responding to what they’re telling us remains one of the most important things we do. 36 ■ HARDWARE Connection ■ August 12, 2026

What fastener trends should independent retailers pay attention to? Fasteners are still a conservative category, so change doesn’t happen overnight, but several trends continue to gain momentum. Premium corrosion-resistant fasteners remain front and center. Whether it’s stainless steel or advanced coatings, regional requirements continue to evolve, and retailers need to carry products that meet those demands. Building codes and structural requirements also continue to change, making application-specific fasteners more important than ever. Consumers are much more informed today. They’re researching projects before they walk into the store, and they’re looking for the right fastener for a specific application rather than a one-size-fits-all solution. Convenience also continues to be a major advantage for independent retailers. Having the right products available when customers need them remains one of the channel’s greatest strengths, especially when combined with knowledgeable service. Labor-saving products are another important opportunity. Whether it’s a contractor or a serious do-it-yourself customer, people want products that help them complete projects faster and more efficiently. TheHardwareConnection.com

From the retailer’s perspective, we’re also seeing a shift away from bulk fasteners toward packaged, traceable inventory that’s integrated into inventory management systems. That provides better inventory control and helps retailers manage their investment more effectively. Finally, tariffs and ongoing inflation have reshaped the pricing landscape over the past several years. That’s something retailers will continue to navigate as the market evolves.

What separates retailers who simply stock fasteners from those who truly maximize the category? Simply stocking fasteners isn’t enough anymore. Retail space is valuable, so every category has to be productive. The most successful retailers carry the right fasteners for their customers and their market. They work closely with partners to develop assortments that maximize space and deliver a strong return on investment.

Successful fastener departments help customers find the right solution for the job through clear organization, application-based merchandising and complementary product displays.

TheHardwareConnection.com

HARDWARE Connection ■ August 12, 2026 ■ 37

Q&A: THOUGHT LEADERSHIP Today’s retail environment is much more data-driven than it used to be. Retailers are paying close attention to margins, inventory turns and inventory control. Those who actively manage the category, not just stock it, improve customer satisfaction, generate repeat traffic and make better use of their capital investment.

You’ve worked with retailers across the country. What do successful ones do to better merchandise and market their fastener departments? There’s still tremendous opportunity in how retailers merchandise the fastener category. Today, it’s about telling a story. You need to communicate the benefits of the products you’re carrying and connect them to specific applications customers are trying to complete. The category also needs to be easy to shop. Customers should be able to navigate the aisle quickly, find the right solution and understand why one product may be a better fit than another. Retailers who do this well build an entire merchandising program around the category. They create project centers, use point-of-purchase materials to reinforce the message and merchandise complementary products together. Instead of selling a handful of screws, they’re helping customers complete an entire project,

38 ■ HARDWARE Connection ■ August 12, 2026

whether that’s with the right tools, accessories or other materials. That transforms a small purchase into a much larger sale while creating a better shopping experience.

Many retailers haven’t updated their fastener department in years. If they’re considering a possible reset, what questions should they ask, and what specifically should they know before getting started? The first question is always, “Who are my customers?” You need to understand your customer base and the demographics of your market before making decisions about the category. Fasteners occupy valuable retail space, so you want to make sure you’re carrying the right assortment for your customers. That’s where working with a trusted supplier becomes important. We can analyze the available space, whether it’s 16 feet or more than 100 feet, and recommend an assortment that’s designed to be productive for that specific market. Retailers also need to think about how they bring customers into the store. Brick-and-mortar retail continues to compete with online shopping, so creating a destination matters. The fastener department should provide solutions, not just products. That’s where a knowledgeable partner

TheHardwareConnection.com

can help by bringing data, regional insights and category expertise to the planning process.

You’ve spent your career in product management, manufacturing and marketing. How have customer expectations for fasteners changed over the past decade, and how should retailers respond? Customers expect more information today than they did ten years ago. Whether that knowledge comes from a well-trained associate or digital

resources in the store, people want confidence they’re choosing the right fastener for the job. That’s especially important because projects have become more application-specific. Customers want to understand which fastener works best for a particular material or installation, and retailers need to be prepared to provide that guidance. We’re also seeing greater appreciation for quality. Price remains important, but it’s no longer the only factor in the purchasing decision.

SikaQuick® Repair Mortars HIGH STRENGTH. EASY TO USE.

SikaQuick® Pro VOH Vertical & Overhead Repair Mortar SikaQuick® Pro 1000 Rapid Repair Mortar g

Easy mix & apply

Open to vehicle traffic in 6 hrs.

Open to foot traffic in 4 hrs.

g g

Fast setting High build: Apply up to 3" on vertical surfaces in one layer Fiber reinforced

Visit Us This Fall! BOOTH #306

TheHardwareConnection.com

BOOTH #25166 BOOTH #25164

BOOTH #2410 BOOTH #2412

HARDWARE Connection ■ August 12, 2026 ■ 39

Q&A: THOUGHT LEADERSHIP Customers are willing to invest in higher-quality products when they understand the benefits. Convenience and labor savings are also major considerations. Whether you’re a contractor or tackling a weekend DIY project, saving several hours of work has real value.

What’s one merchandising mistake you frequently see in the fastener aisle, and what can retailers do to improve both the customer experience and sales? Simply putting products on the shelf without telling a story is a big mistake. Customers need help understanding what they’re looking at and why certain products are better suited for specific applications. Good merchandising should make the category easy to navigate through clear organization, color coding and effective point-of-purchase materials. When the merchandising communicates the benefits, associates don’t have to spend as much time explaining every product to every customer. We’re also seeing what I’d call a trend toward “premiumization.” Customers are increasingly interested in higher-quality

40 ■ HARDWARE Connection ■ August 12, 2026

fasteners, so retailers should think about offering good, better and best options where appropriate. Construction fasteners are a good example. Years ago, one product often handled every application. Today, customers recognize there are products specifically engineered for different jobs, and many are willing to pay for those advantages.

What makes for an effective approach when merchandising and marketing fasteners? The retailers that really stand out intentionally plan their stores. Rather than just stocking products, they create project centers that bring together everything customers need for a particular job. Whether it’s deck repair, fence repair, mailbox installation or seasonal farm projects, they merchandise the entire solution in one location. The merchandising, point-of-purchase materials, advertising and social media all support the same message. Some retailers even build displays that demonstrate the project, whether that’s a chicken coop in a farm store or another project display that brings the category to life.

TheHardwareConnection.com

Efficient distribution is one part of Midwest Fastener’s commitment to the independent channel, complemented by merchandising, inventory management and category planning services.

Looking ahead, what’s your bold prediction for the fastener category, and how do you see Midwest Fastener helping independent retailers succeed? I believe the category will continue shifting away from being viewed as a commodity and become increasingly project- and solution-focused. Retailers that simply present customers with a wall of screws will find it more difficult to compete than those that help customers complete projects faster, easier and with greater confidence.

TheHardwareConnection.com

That’s where Midwest Fastener is well positioned. Our role goes beyond supplying fasteners. We help retailers simplify the category, improve merchandising, understand their customers and build more profitable assortments. As customers continue moving toward premium products and more application-specific solutions, we want to help independent retailers create higher-margin categories while competing effectively against the national chains. That’s where we believe we bring the greatest value. n

HARDWARE Connection ■ August 12, 2026 ■ 41

UPCOMING EVENTS

MARK YOUR CALENDAR! AUGUST

SEPTEMBER

Orgill Online Fall Buying Event August 3-16 SUPERZOO August 12-14, Mandalay Bay, Las Vegas Florida Hardware August 14-15, Caribe Royale Resort and Convention, Orlando, Florida Garden Center Conference & Expo August 18-20, Loews Vanderbilt Hotel, Nashville, Tennessee

For a complete listing of calendar dates, click here.

42 ■ HARDWARE Connection ■ August 12, 2026

Blish-Mize Fall Buying Market September 11-13, Overland Park Convention Center, Overland Park, Kansas Bradley Caldwell Fall Show September 15-17, Atlantic City, New Jersey LMC Leadership Summit September 15-17, Seattle Horizon Distribution Inc. Tradeshow Expo September 16-17, Yakima Convention Center, Yakima, Washington Ace Hardware Fall 2026 Convention September 22-24, Orange County Convention Center, Orlando, Florida Do it Best, True Value Fall Market September 25-28, Indiana Convention Center, Indianapolis

TheHardwareConnection.com

Wallace Distribution Fall Dealer Market HDA Executive Planning Conference September 30-October 1, Sevierville November 10-12, The Westing La Convention Center, Sevierville, Tennessee Paloma Resort & Spa, Tucson, Arizona

OCTOBER

Equip Exposition October 20-23, Kentucky Exposition Center, Louisville, Kentucky Hardlines Conference October 20-21, Fairmont Château Laurier, Ottawa, Ontario LMC Expo October 28-30, Pennsylvania Convention Center, Philadelphia

ISSA Show North America November 16-19, Mandalay Bay Convention Center, Las Vegas

DECEMBER

LBM Expo 2026 December 9-10, Earth Expo & Convention Center, Mohegan Sun, Uncasville, Connecticut

NOVEMBER

DIY CON November 6-8, Fair Park, Dallas

Northeastern Retail Lumber Association Annual Meeting December 10, Earth Expo & Convention Center, Mohegan Sun, Uncasville, Connecticut

LBM Advantage Fall Planning Conference November 9-11, Encore Boston Harbor, Boston

Automated Retail & Kiosk Innovation Show December 14-16, Miami Beach Convention Center, Miami Beach, Florida

TheHardwareConnection.com

HARDWARE Connection ■ August 12, 2026 ■ 43

IN THE NEWS

LUMBER PRICES RISE DESPITE SLUGGISH DEMAND

Lumber prices have climbed to their highest level in nearly four years even as homebuilding remains subdued, reflecting a market being driven more by shrinking supply than by stronger demand. The Random Lengths Framing Lumber Composite reached $535 per thousand board-feet in July, its highest reading since September 2022 and 23% above one year earlier, according to Fastmarkets’ Random Lengths pricing 44 ■ HARDWARE Connection ■ August 12, 2026

service. The index is a weighted average of 15 framing lumber prices used in residential construction. “Given that softwood lumber demand to date is pretty much flat, the supply side is clearly doing most of the work to push prices up this year,” Dustin Jalbert, director of wood products and timber for Fastmarkets, told the Wall Street Journal. The supply contraction follows a series of sawmill closures and production curtailments across the TheHardwareConnection.com

U.S. and Canada. Fastmarkets projects North American annual lumber capacity will decline by 1.3 billion board-feet in 2026 as producers contend with weak margins, trade costs and continued pressure on Canadian mills. Imports have also declined. Canadian softwood lumber shipments to the U.S. fell 15% through May compared with the same period last year, according to figures cited by the Journal. Duties on Canadian lumber, along with a separate 10% tariff on softwood imports, have increased the cost of bringing material into the U.S. Demand, meanwhile, remains restrained. Builder confidence fell two points to 34 in July, according to the National Association of Home Builders/Wells Fargo Housing Market Index. 37% of builders reported cutting home prices, while 63% used sales incentives. June construction spending also declined 0.1%, with private residential construction down 0.3% and singlefamily spending down 0.6%, according to federal Commerce Department data reported by Reuters. For lumber dealers and builders, the result is an unusual market: higher material costs without a corresponding surge in project activity. Lumber futures have retreated from their late July peak, suggesting prices may have reached their seasonal high, but reduced mill capacity and lower imports could keep the market volatile. TheHardwareConnection.com

NEW STORES, ACQUISITIONS • Second-generation owners Pete

and Carissa Terry have sold Terry’s Hardware in Hastings, Minnesota, to Orgill’s retail subsidiary, Central Network Retail Group (CNRG), with the store set to become the 21st location operating under the Frattallone’s Hardware & Garden banner.

(From left) Mike Frattallone, Pete Terry, Carissa Terry, Steve Terry

• The Aubuchon Company will acquire Marine Home Center’s Anchor Ace Hardware in Sandwich, Massachusetts, on Aug. 31, expanding the Westminster, Massachusetts– based retailer to 145 stores across 12 states, while Marine Home Center continues to operate its Nantucket businesses and Anchor Ace Hardware in South Yarmouth.

HARDWARE Connection ■ August 12, 2026 ■ 45

East Side Lumber, Hartford, Wisconsin

Grand Rapids, Minnesota–based L&M Fleet Supply has announced plans to acquire Family Center Farm & Home, adding the seven-store retailer’s Missouri and Kansas locations.

KUDOS • Milwaukee-based Bliffert Lumber has merged with East Side Lumber out of Hartford, Wisconsin, expanding its statewide footprint to 15 locations following the Aug. 1 transaction. • Granger, Indiana–based Big C Lumber has acquired Priebe’s Creative Woodworking, a Benton Harbor, Michigan, custom cabinetry company, expanding its cabinetry offerings from standard installations to luxury custom designs. • Ace of the Hills Hardware Store is set to open in Vestavia Hills, Alabama, combining a full-service Ace Hardware assortment with Rainbow Paint & Decorating’s longtime paint, design and decorating business in an 11,800-square-foot location owned by Chris and April Edwards. • ABC Supply Interiors has opened new locations in East Syracuse, New York; Springfield, Missouri; Sulphur Springs, Texas; and Tupelo, Mississippi, expanding its nationwide network to more than 270 branches serving contractors.

46 ■ HARDWARE Connection ■ August 12, 2026

• Fluidmaster CEO Robert AndersonSchoepe is marking his 50th anniversary with the company, recognizing five decades of service Robert AndersonSchoepe and leadership. • Damariscotta Hardware and Randolph Hardware raised and donated $10,000 to the Maine Strong Foundation through a Register Round-Up campaign, with customer contributions matched by co-owner Rob Gardiner to support recovery efforts following the May fire at Robbins Lumber in Searsmont, Maine. Maine Strong Foundation donation

TheHardwareConnection.com

• Do it Best Group chief information officer Ken Widner has been named one of Retail Tech Insights’ Top 10 CIOs for 2026 in recognition of his leadership advancing the technology, digital capabilities and data intelligence supporting independent home improvement retailers. • Ken’s Hardware in Toms River, New Jersey, will celebrate its 50th anniversary with a parking lot event Aug. 12 as owner Frank Kenny marks the milestone after reinventing the longtime Do it Best member store. • Ryan Clouse, co-owner of Clouse Family Ace Hardware in West Branch, Michigan, completed the 120-mile AuSable River Canoe Marathon as part of his “120 Miracle Miles” campaign to raise money for Children’s Miracle Network Hospitals. For the full story, see this article. • Richert Lumber Ace Hardware celebrated its 50th anniversary in Pleasanton, California, marking five decades of growth from a 120-square-foot lumber shack into a 5-acre operation with a contractor-focused business that now generates about 80% of its sales from wholesale customers.

PEOPLE ON THE MOVE • DAP Global has named Scott Showalter president after more

TheHardwareConnection.com

than two decades with the company— he began as a field sales representative in 2004—succeeding Scott retiring president Showalter Mark Heird. • Clearwater, Minnesota–based Tri County Lumber Co. has named Carson Velaski director of sales and estimating, bringing his experience from leadership roles with US LBM to oversee the company’s sales and estimating teams as it expands across Minnesota and Wisconsin. • Bryan, Ohio-based TRUFAST, a brand of Altenloh, Brinck & Co. US Inc., has named Zeke Sallouha district sales manager for its Walls division. Sallouha brings more than a decade of experience in sales, business development and technical support in the construction and building materials industry. • Ace Retail Group has promoted Tony Houk to senior vice president of operations, expanding his responsibilities to include store operations, commercial sales, and facilities and construction across the company’s more than 260 Ace Hardware Tony Houk stores in 18 states.

HARDWARE Connection ■ August 12, 2026 ■ 47

• Rival Holdings has appointed Brice Urschel vice president of finance and treasury and Adam Hughes learning and organizational Brice Urschel development manager as the Indiana-based investment and holding company expands its financial operations Adam and workforce Hughes development efforts. • Brooklyn Park, Minnesota–based Scherer Bros. Lumber Co. has named third-generation leader Mark A. Scherer president and CEO, expanding his leadership role at the family-owned building materials company as it approaches its 100th anniversary. • Pittsburgh-based Allegheny Millwork & Lumber has named Kevin Fogle counter sales manager.

WHOLESALERS, MANUFACTURERS • True Value has become the Official Home Improvement Partner of Notre Dame Athletics, giving independent retailers new marketing and promotional opportunities as the brand continues its national revitalization efforts; read the full story here. • Do it Best Group will complete the transition of True Value’s corporate

operations to Fort Wayne, Indiana, on Sept. 30, marking the next step in integrating the two organizations following Do it Best’s 2024 acquisition of True Value. For more, see this article. • Current Distribution Group, Luxury Products Group and AVB/ BrandSource have formed a strategic alliance that will give members expanded access to technology, e-commerce, digital marketing, buying programs and showroom resources while maintaining their independent operations. • Tractor Supply has expanded its pet assortment with more than 200 new dog and cat products, adding new food, treats, toys, beds, collars, health items and accessories as the retailer continues to grow its companion animal business. For more, see this article. • Ace Hardware and Ace Handyman Services each earned the No. 1 ranking in their respective categories on Entrepreneur magazine’s 2026 “Best of the Best” franchise list, recognizing the top franchise opportunity in each industry category.

IN MEMORIAM • Jerry Lee Bobst, 87, founder and owner of Jerry’s Do-It Center in Wellston, Ohio, passed away July 26 at his home in Beaver, Ohio.

48 ■ HARDWARE Connection ■ August 12, 2026

Jerry Lee Bobst

TheHardwareConnection.com

Guidance From a Name You Trust NHPA now offers one-on-one consulting that connects independent retailers directly with trusted industry experts who’ve spent their careers leading top-performing home improvement and paint and decorating operations.

Why NHPA Strategic Consulting? Extensive Retail Experience Decades of experience in leadership roles at leading independent home improvement stores.

Specialized Areas of Expertise

Our consultants are seasoned pros—unbiased, vetted by your association, and deeply experienced in every major area of running a successful retail business. They’ve been in your shoes, led teams, solved complex challenges and driven growth from the ground up.

Each consultant specializes in core areas that drive your business.

With NHPA Strategic Consulting, you get practical, real-world solutions tailored to your store’s needs. It’s our mission to connect you with experts who can strengthen your operation, solve challenges and move your business forward faster, with confidence.

Renowned experts shaping NHPA’s programs, education and trade magazines.

As a trade association, it’s our mission to connect you with the best retail minds in the industry who can provide the best solutions for your specific needs.

Real Retail Experience. Proven Solutions.

Scan the QR Code or visit YourNHPA.org/Consulting to sign up and learn more.

Proven Industry Thought Leaders

Trusted & NHPA-Vetted Active in NHPA’s roundtables, guiding key industry discussions for independent retailers.

Mission Focused & Non-Biased Our consultants are NHPA-focused and loyal only to your business.