ORDER PROCESS, PICKED & SHIPPED FROM TIME OF APPROVAL
Based in Kalamazoo, Michigan, Midwest Fastener is a family-owned hardware supplier that services customers all over the country, from Alaska to Hawaii. We have a long-standing reputation in the general and construction fastener aisle for being a knowledgeable, responsive, and trusted partner for your hardware needs. We accomplish this through a fully customer-focused approach by offering quality products and keeping commitments. Our national sales force is dedicated to servicing local hardware stores, lumberyards and more. Your Hardware. Our Business.
HEADQUARTERS
1025 East 54th St. Indianapolis, Indiana 317-275-9400 NHPA@YourNHPA.org YourNHPA.org
OUR MISSION
The North American Hardware and Paint Association (NHPA) helps independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
NHPA BOARD OF DIRECTORS
CHAIRMAN OF THE BOARD
Ned Green, Weider’s Paint & Hardware, Rochester, New York
EXECUTIVE VICE CHAIRMAN
Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia
Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri
Ash Ebbo, Clement’s Paint, Austin, Texas
Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia
Michelle Meny, Meny’s True Value, Jasper, Indiana
Michael Sacks, FLC Holdings, LaGrange, Texas
SECRETARY-TREASURER
Bob Cutter, NHPA President and CEO
STATE & REGIONAL ASSOCIATIONS
MIDWEST HARDWARE ASSOCIATION
Jody Kohl, 201 Frontenac Ave., P.O. Box 8033 Stevens Point, WI 54481-8033
800-888-1817; Fax: 715-341-4080
NHPA CANADA
NHPA CANADA
Michael McLarney, +1 416-489-3396, mike@hardlines.ca
330 Bay Street, Suite 1400 Toronto, ON, Canada M5H 2S8
CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES
CIRCULATION DIRECTOR
Richard Jarrett, 314-432-7511, Fax: 314-432-7665
COMING IN MAY
Examples of Exceptional
In the May issue of Hardware Retailing, we’ll highlight the 2025 Top Guns Awards honorees and the ways they have each positively impacted the industry, their operations and their communities. Learn more about these high-achieving retailers and what they do to achieve success in the channel and beyond.
Hardware Retailing (ISSN0889-2989) is published monthly by the North American Hardware and Paint Association, 1025 East 54th St., Indianapolis, IN 46220. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $110/year. Single copy $7. The Annual Report issue can be purchased for $30.
Periodical postage paid at Indianapolis, Indiana, and additional mailing offices.
POSTMASTER: Send address changes to Hardware Retailing P.O. Box 16709, St. Louis, MO 63105-1209.
REPRINTS: For price quotations, contact the Editorial Department at editorial@YourNHPA.org. Printed in the U.S.
EXECUTIVE STAFF
PRESIDENT & CEO
Bob Cutter
CHIEF OPERATING OFFICER
Dan Tratensek
CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES
David Gowan
VICE PRESIDENT OF CONTENT DEVELOPMENT & PUBLISHER
Scott Wright, swright@YourNHPA.org
CONTENT AND PRODUCTION 317-275-9400, editorial@YourNHPA.org
MANAGING EDITOR
Lindsey Thompson, lthompson@YourNHPA.org
MANAGER OF MARKETING & PARTNER RELATIONS
Austin Vance, avance@YourNHPA.org
NEWS & DIGITAL EDITOR
Jacob Musselman, jmusselman@YourNHPA.org
CONTENT DEVELOPMENT COORDINATOR
Annie Palmer, apalmer@YourNHPA.org
LEAD GRAPHIC DESIGNER
Autumn Ricketts
MARKETING & DESIGN SPECIALIST
Olivia Shroyer
PRODUCTION & DESIGN ASSISTANT
Samantha Mitchell
SALES & PRODUCTION ASSISTANT
Freda Creech
SALES
NATIONAL SALES MANAGER
Greg Cole gcole@YourNHPA.org | 317-775-2206
REGIONAL SALES DIRECTOR
Jordan Rice jrice@YourNHPA.org | 217-808-1641
ASSOCIATION PROGRAMS
800-772-4424, NHPA@YourNHPA.org
EXECUTIVE DIRECTOR OF RETAIL ENGAGEMENT & EVENTS
Katie McHone-Jones, kmchone-jones@YourNHPA.org
TRAINING MANAGER & EDITOR
Jesse Carleton, jcarleton@YourNHPA.org
MEMBERSHIP MANAGER
Renee Changnon, rchangnon@YourNHPA.org
OPERATIONS COORDINATOR—ADVANCED EDUCATION & TRAINING
Amy Hayes, ahayes@YourNHPA.org
Merchandising That Yields Results
In NHPA’s 2025 Merchandising for Profit Study, see how the most common merchandising techniques used by retailers make an extraordinary impact on sales.
Pictured above is Tommy Granger, store manager at Randy’s Do it Best in Virginia, one of the stores that participated in the study.
Catch up on everything that has happened with True Value’s sale to Do it Best and how the two companies are moving forward together to build a strong future for their retailers.
Learn how one store uses strategic product selection, a robust rental department and tailored customer service to succeed in the outdoor living category.
Military veteran and this month’s Helmets to Home Improvement honoree Sam Ransdell is applying his military skills to his role as operations manager for Burney True Value Hardware.
Navigating Purchase Trends
The Home Improvement Research Institute shares what purchasing trends it sees for 2025 and how to adapt your business to embrace those trends.
THE BEST PAINT JOBS START WITH
TAKING CARE OF BUSINESS
CONNECTIONS
Send Dan a Message dant@YourNHPA.org Dan Tratensek
“Having a plan in place for how to scale your operation back if needed means you are protecting your business for whatever may come.”
FROM THE ASSOCIATION
Expect the Best But Plan for the Worst
WHEN I FIRST STARTED working for NHPA (then NRHA) about 30 years ago, I had the opportunity to sit down with a lumber dealer in the Northeast on one of the first trips I took to visit retailers. During that visit, the lumber dealer passed along a bit of wisdom that has stuck with me my entire career.
He said, “Dan, we spend so much time as business owners focusing on how we are going to grow our operations, but we spend very little time thinking about how we might need to contract our operations if we need to.”
His point still resonates with me because it isn’t “counter-growth.” In fact, it is pro-growth, just with a long-term mindset. In the military, they would call this planning for a strategic retreat. How do you extract yourself from a difficult situation so that you can regroup, strengthen your forces and prepare a new plan?
Honestly, one of the reasons I think this concept has stuck with me is because I have seen so many businesses that were progressive and built for growth ultimately fail because they had no plan on how to react when the market tightened or something vastly unexpected happened. They were overcome by circumstances. There is a lot of uncertainty in the market. Whether it is concerns of interest rates, tariffs, unemployment or competition, business owners are a bit uneasy about what the future might hold.
I am all for being cautiously optimistic, and I am also very supportive of drafting plans to grow your operation. With all that being said, I also refer back to these words of wisdom shared early in my career.
So, while you are sitting down with your team to plan for how you are going to drive sales, hold margins and expand your operation, I also encourage your team to do some strategic planning with some not so pleasant what-if scenarios.
What if sales decrease by 5%? What if a major customer goes away? What if we lose a key team member? What if one of us gets sick?
These are the kinds of questions that are worth revisiting on at least an annual basis. It’s not dwelling on the negative—it’s being a prudent business leader.
Bad decisions are made when they are done spur of the moment. Having a plan in place for how to scale your operation back if needed means you are protecting your business for whatever may come.
I’m not trying to be Debbie Downer, but I hear a lot of talk about how all this uncertainty is creating daily agita for business leaders. The best way to get some relief is by facing potential negative situations head on.
Do it when you can think with a clear head, engage others in the planning and vet ideas without any kind of looming dark cloud.
Once you’ve made these contingency plans, file them away and hopefully, you never have to use them. But should you have to dust off the what-if file, you’ll be in a much better position to weather whatever storm may be brewing.
Dan M. Tratensek Chief Operating Officer
EDITORIALLY SPEAKING
Lindsey Thompson
“ It’s been an honor to get to tell the stories of these incredible retailers each month—they truly are the best of the best.”
FROM THE EDITOR
A Humble Heart to Serve
HERE IS YOUR ADVANCED DISCLAIMER: if you ask me about my brother, be prepared to stay awhile. My brother is one of my favorite people in the world. Kyle is loyal, fun, funny, adventurous, brave, generous and so much more. He’s an amazing brother, brother-in-law, uncle, son, husband and new dad to my beautiful niece.
Growing up, Kyle and I fought (sorry Mom and Dad!) but we were best friends too. As my only sibling, the majority of my core memories growing up include my brother—going on family trips, cheering each other on in sports, collectively cringing at our parents, helping each other through the drama of middle and high school. We shared friend groups in high school and both attended Ohio University at the same time.
Once we hit adulthood, we navigated each other through relationships, starting families, mourning loved ones and career changes. Through it all, Kyle was, and is always, there for me, despite having an extremely demanding career as a pilot in the U.S. Air Force.
Along with all the other reasons I love my brother, his military career is one of the reasons I love to brag about the most. He was commissioned as a second lieutenant after graduating from Ohio University and now serves as lieutenant colonel and V-22 Osprey pilot. He has been deployed more times than even I know and has been stationed all over the U.S. and in England.
More than just a reason to sing my brother’s praises, I share all this as the North American Hardware and Paint Association is looking for nominations for its Helmets to Home Improvement program. This program is designed to honor the sacrifices these individuals made with their military service, as well as their contributions to our industry.
It’s been an honor to get to tell the stories of these incredible retailers each month—they truly are the best of the best. Even though they could shout about their accomplishments, it’s a common thread I see among the military—they are some of the most humble people I know and shy away from the limelight. That’s why we need your help to continue honoring these great men and women.
If you know of a deserving military veteran who is also part of the independent channel, please nominate them at YourNHPA.org/veterans They will never ask for the recognition, but we would love to acknowledge their contributions. And like I brag on my brother, I would love to brag on them too.
To all of our military members, past and current, thank you for your service!
Lindsey Thompson Managing Editor
INDUSTRY INSIGHTS
Visual Appeal
Tap into NHPA’s Basic Training in Retail Merchandising course at hardwareretailing.com/meticulous-merchandising for best practices on making your displays shine.
Meet Gina
Gina Schaefer is the founder and former CEO of 13 hardware stores in Washington, D.C., Baltimore and their suburbs. She and her team of 300 have helped millions of customers shop right where they live in their urban communities, despite continuous pressure from bigger, stronger competitors. Gina is a professional speaker and storyteller, engaging audiences on topics including competing in a male-dominated field, building a strong corporate culture, business succession planning and all things small business. In her book, “Recovery Hardware,” Gina chronicles her experiences building a business while learning from nontraditional teachers like folks from the recovery community and returning citizens. She serves as an advocate and spokesperson for causes directly related to raising wages, antimonopoly legislation and small business development.
CONNECT
Email Gina@ginaschaefer.com
LinkedIn Gina Schaefer
Scan the QR code to learn more about Gina’s work to promote small businesses and second chances.
OPERATIONS
1 Million Units and Growing
As store owners or buyers, we can become comfortable with how we operate, specifically with the vendors we buy from and our pricing strategy. I faced this lesson head-on about 10 years ago when I realized we were missing a growing category in our market.
Despite having a fairly small footprint, our urban locations were seeing an explosion in interior and exterior plant sales, which provided an opportunity to increase our pottery sales, build a basket and tremendously boost our revenue and bottom line.
Customers were coming in and asking for a year-round selection of a nicer and more diverse grade of pottery I couldn’t find through our traditional distribution channels. Many pottery vendors ship once a year, at the beginning of the spring season, and when it’s gone, it’s gone. This is how our big-box competition operates in most markets.
This led us on an international search to invigorate and change how we were doing business, and we ultimately landed in two geographically disparate locations—Pottstown, Pennsylvania, and Aalten, Netherlands. Here are the three biggest takeaways we gained from our experience.
Just Ask: Do You Have Accommodating Partners?
Alfresco Home in Pottstown changed how they do business in order to accommodate our large-scale demand. They began sending us our orders quarterly to ensure we had year-round stock rather than only shipping at the beginning of the season. They now source smaller sizes and a variety of weights just because we asked them to. With this program, we can buy seasonally appropriate colors, such as darker hues for the fall season and greens and golds for the holidays.
Partner-Up: Broaden Your Definition
Kaemingk in the Netherlands offers increased discounts on container orders—sometimes at half the cost—allowing us to maximize with bulk purchases that we split amongst our stores or share with other local retailers. Buying this way gives us higher margins, creates a better merchandising opportunity and allows us to sell more unique products.
Price Sense: Maximize the Numbers
Each of the last two years’ net revenue includes $1.5 million in annual sales from the pottery category. But none of the cost of goods benefits we are getting matter if we don’t also maximize our pricing. Fortunately, pottery and houseplants tend to be relatively blind items, so we frequently evaluate our pricing strategy.
In late 2024, we hired Mike Aylen of Bloom Retail to guide us through a pricing exercise, allowing us to take a deep dive into our margins and pricing structure. By the end of the year, we increased our margin by one full percentage point, resulting in a $500,000 increase in gross margin dollars for the year. Both exercises emphasize that we can’t be complacent—we need to work our merchandising mix and pricing strategies on an ongoing basis and never assume that “we’ve got it right.”
I know many of you have really cool niches in your stores, and I’m curious: what’s next?
Gina Schaefer Founder and Former CEO A Few Cool Hardware Stores
INDEPENDENT INSIGHTS
Staying Loyal
Not all loyalty programs are created equal, but these four essential elements will set yours apart. Learn more at hardwareretailing.com/loyalty-musthaves
Instilling Confidence
Prioritize Trust to Propel Your Business Forward
BUILDING CONSUMER TRUST has become more critical than ever in today’s digital age due to concerns about data privacy, transparency and ethical practices. As a result, businesses must prioritize building authentic relationships with their customers based on trust and reliability. Qualtrics Experience Management released its Building Consumer Trust 2025 special report, highlighting customer priorities, the basics of trust and how to build it.
How to Build Trust
Set Expectations, But Don’t Overhype
Consumers compare what they’re told with what they experience. Don’t set your bar too high if it’s not feasible.
Communicate Clearly
According to the study, clear communication will be consumers’ top priority in 2025. Be clear and consistent when interacting with customers online or in person.
Accept Responsibility
People understand that things may not go as planned and are more likely to trust a company that admits its mistakes and proactively fi xes issues.
Consumer Priorities When Interacting With Companies
Source: Building Consumer Trust 2025, Qualtrics
Transform Your Leadership. Strengthen Your Business.
The Industry’s Premier Management School is More Accessible Than Ever.
Take your retail management skills to the next level with NHPA’s Retail Management Certification Program. Designed for owners, managers and high-potential employees, this college-level program blends leadership development, operational excellence and strategic decision-making to drive real business success.
KEY BENEFITS OF THE COURSE
• New streamlined format and pricing for higher ROI
• Taught by university professors and industry experts
• Actionable knowledge for instant growth
Join a community of industry leaders and gain the skills needed to grow top-line sales and bottom-line profits. Spots are limited—Apply today!
HOW TO PARTICIPATE
Scan the QR code or visit the link below to apply.
YourNHPA.org/rmcp
Cody Goeppner
Program Lead and RMCP Graduate Class of ‘17 317-275-9433
cgoeppner@YourNHPA.org
Scott Wright Vice President of Content Development 317-441-4136
swright@YourNHPA.org
FOR
America’s Most Trusted Door Hardware Distributor Since 1975
NEARLY
50 YEARS, Top Notch Distributors has been a trusted source for residential and commercial door hardware. As a family-owned business since 1975, we understand the value of strong relationships, reliable service and the right products at the right time. Whether you’re a hardware retailer, lumberyard, door shop or locksmith, our team is dedicated to making your job easier.
A Legacy of Service Excellence
It all started in Honesdale, Pennsylvania, where founders Chuck and Wanda Jurgensen built Top Notch on a simple but powerful mission: the pursuit of excellence in service. That mission continues today, with their daughters Amy Lacinski, Alyce Jurgensen and Erica Tucker carrying on the family tradition, serving on the company’s board of directors. Lacinski also plays a key role in the business as vice president of human resources.
Over the decades, we’ve grown into a nationwide leader in door hardware distribution, but our focus remains the same—helping businesses like yours find the right products, get them fast and keep your customers happy.
100+ Top Brands, Ready to Ship
From builder-grade hardware to high-end designer styles, our extensive in-stock inventory serves a variety of markets, including:
• Single-family and multifamily housing
• Apartment and student housing complexes
• Commercial and medical office buildings
• Hospitality, retail and restaurants
• Industrial facilities and more
We proudly work with contract hardware distributors, locksmiths, integrators, retail lumberyards, hardware stores and designer showrooms—providing the selection and support you need to keep your projects on track.
Speed, Accuracy & Personalized Support
With six distribution centers across the U.S., we offer 99.5% same-day error-free shipping—so your orders arrive fast and accurate. Our automated inventory system ensures efficiency at every step, while our expert sales and support teams are here to help.
Need assistance with a large project? Our estimating team partners directly with manufacturers to help you
We Make Ordering Easy!
secure the best products at the best prices. We also offer customized job packing and labeling to streamline installation and organization.
More Than Just a Distributor
Our full-service Keying Department rekeys 550,000+ cylinders annually, offering everything from basic rekeying to master keying, construction keying and more.
Experience the Top Notch Difference
When you partner with Top Notch Distributors, you’re not just getting products—you’re getting a team that understands your business and is committed to your success. Let’s work together to provide your customers with the best in door hardware solutions.
Ready to get started? Call 800-233-4210 or visit www.topnotchinc.com today!
Phone, fax or Electronic Data Interchange (EDI) for quick transactions
Our online store for 24/7 access to ordering, tracking, inventory search, invoices and returns
A full library of manufacturer resources, including catalogs, price books and product specs
A portrait of our founders, Chuck and Wanda Jurgensen
NEW PRODUCTS PRODUCTS
Retailer Recommendations
Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and why you love it.
Waterproof Boot
The Lo Rider from Loon’r is a waterproof boot made with an EVA outer shell, rubber sole and tread, ABS toe cap and synthetic polymer liner. The boot’s cuff is made of Oxford cloth with a cinch cord to keep snow out. These boots weigh 3.5 pounds per pair and can be worn down to -30 degrees Fahrenheit.
LOON’R | loonr.com
Deadbolt
The Traditional Round Deadbolt from Baldwin Hardware has a smooth polished brass finish and provides the security of a keyed cylinder while fitting into a standard door preparation. Each deadbolt includes two keys and comes with a PVD coating to endure weather and aging.
BALDWIN HARDWARE | baldwinhardware.com
Deck Extender
The DeckHand Extender is made from Grade A steel for maximum strength and durability, plus a high-gloss black powder coating to keep your extender rust-free. With two holes for securement and a center cutout for accuracy, your customers will be able to use this tool with confidence and accuracy.
THE DECKHAND COMPANY | deckhandtools.com
Gun Care Kit
The Universal Gun Care Pack from Shooter’s Choice contains three products to clean and maintain rifles, handguns and shotguns. The kit includes a bottle of MC-7 Bore Cleaner and Conditioner, FP-10 Lubricant Elite CLP and Rust Prevent Aerosol.
SHOOTER’S CHOICE | shooters-choice.com
Drywall Repair Patch
The WallWeb is a convenient way to repair holes in drywall. To use, insert into the hole, secure the backing, expand the web and apply putty. The WallWeb can patch holes from 6 to 16 centimeters in diameter.
WALLWEB | thewallweb.com
Cord Holder
Cordbrick is a weighted phone cord holder that comes in multiple colors. The Cordbrick has a steel weight inside with a silicone outside, allowing it to hold several cords in place.
CORDBRICK | cordbrick.com
Itch Relief Lotion
Nature’s Willow Itch Relief Cream is an external analgesic that calms irritated skin using white willow bark, lemongrass and helichrysum. This lotion is free of artificial fragrances, dyes, parabens, petrochemicals and phthalates.
NATURE’S WILLOW natureswillow.com
Ultrasonic Pest Repeller
The Trisonic Ultrasonic Pest Repeller from Riddex shields homes from pests with three ultrasonic, multidirectional speakers that expel pests. It is odorless and silent and covers up to 2,000 square feet. It is safe for children and contains no harmful chemicals.
RIDDEX | buyriddex.com
Metal Dog Crate
The K9 Kennel Boss from Epoch Designs is a fully collapsible, powder-coated aluminum dog crate. This crate features a collapsible design for transportation and can be fully assembled in under a minute with no tools. The crate also features built-in handles and comes in small, medium and large sizes and four colors: black, gray, tan or white.
EPOCH DESIGN | k9kennelboss.com
Hidden Deck Fastener
The Hideaway Fastener Clips from Trex are universal grooved edge deck board connectors with no visible screwhead once installed. Clips come in tubs of 90 or 880. Every clip comes with stainless steel screws and glass-filled nylon guides. Each box covers 50 square feet.
TREX | trex.com
Dog Cake Mix
Barley’s Bakes, a cupcake mix for dogs from The Bear and The Rat, is a canine-safe food mix that contains no gluten, xylitol or artificial coloring, flavors or preservatives. Simply add water, oil and an egg, then cook in the microwave. Each 7.5-ounce pouch makes up to eight cupcakes or 16 mini cupcakes that need to be cooled before serving.
THE BEAR AND THE RAT thebearandtherat.com or info@thebearandtherat.com
Cabinet Painting Stand
The SprayTwirlyHD from PaintLine is a rotating spray table designed for painting cabinet doors and other parts with stability, precision and ease. This height-adjustable, foot-operated spray table offers a feature to handle a wide array of products at once. The stand can be adjusted from 32 to 38 inches, can be spun with its foot-operated turntable and can rotate 360 degrees.
PAINTLINE | paintline.com
PRO GRADE PERFORMANCE
Real-World Learning
See the highlights from NHPA's Foundations of Merchandising Management Live! at the National Hardware Show at hardwareretailing.com/FOMM-Live COVER STORY
Power of Presentation
Latest
NHPA Research Highlights Techniques That Drive Sales
For more than 125 years, the North American Hardware and Paint Association (NHPA) has helped retailers improve merchandising effectiveness. Through the years we’ve written thousands of magazine articles, developed merchandising-focused training programs (both online and in-person) and conducted research to gauge the effectiveness of merchandising techniques at independent stores.
In 2002, NHPA conducted its landmark Merchandising for Profit Study and then repeated it again in 2016. The purpose of the study was to quantify the sales lift generated by different merchandising techniques. Last month at the
National Hardware Show in Las Vegas, NHPA released the results of its latest Merchandising for Profit Study, where it worked with retailers across the country to test the effectiveness of a variety of merchandising techniques including:
• Endcaps
• Dump bins (both permanent and manufacturer supplied)
• Clip strips
• Bulk stack-out displays
Continued on Page 27
• Countertop displays (for both service counters and checkout)
• Sidekick displays (also known as sidewinders)
Permanent Dump Bins
Product Tested: Duct Tape
While the impact didn’t register as highly as the past two studies, these merchandisers are still delivering a solid sales lift. The portability and familiarity with customers for delivering bargain merchandise make them ideal for impulse sales.
Temporary Dump Bins
Product Tested: Wasp Spray
Temporary dump bins were an effective technique tested in the study, just not to the degree as in past studies.
The “temporary” nature and the ability to move them to strategic areas of a store create a sense of urgency among shoppers.
Power Aisle Stack Out
Product Tested: Trash Cans
Power aisle stack-out displays delivered greater results than in the past two versions of the study.
These work best with a single SKU (larger items) that can be bulk stacked and placed in strategic locations throughout the store.
Service Counter Display
Product Tested: WD-40
This technique remains effective at driving impulse sales and delivered greater results than the past two versions of the study.
These work best with a single SKU of smaller items that can be easily added to a purchase at the last minute.
Checkout Display
Product Tested: Gorilla Glue
Like service counter displays, this technique remained a solid performer compared to past studies.
The results reflect the added importance of merchandising at checkout. Small, grab-and-go items make it easy for customers to pick one up at the last minute.
Product Tested: Work Gloves
Essentially this serves as a cross-merchandising/impulse technique and retailers continue to see solid lift. While clip strips saw positive results in the past two studies, the results from the current study suggest that more retailers are using them in strategic areas of the store to drive add-on sales.
In-Aisle Feature/Benefit Sign
Product Tested: LED Lightbulb
Calling out the features and benefits of products in aisle still clearly delivers a sales impact. This is especially true on items such as the LED light bulbs tested (non-LED bulbs were tested in 2002), where retailers can illustrate the actual ROI on a purchase.
Clip Strip
Feature Endcap: Single Item
Product Tested: Gas Cans
Results from single-item endcaps continue to produce solid result for retailers.
Single-item endcaps grab customers’ attention, showcasing new and innovative items. Endcaps should be well stocked, clean, bold and dramatic.
Multi-Item Endcap: Primary Item
Product Tested: Gas Cans
Multiple-item endcaps with price signage once again showed positive results in this year’s study.
Secondary items should be merchandised on the “Belly Shelf” and should not exceed 20% of the designated promotional space.
*In 2002 and 2016, sales on multi-item endcaps were combined.
Multi-Item Endcap: 2nd Item
Product
Tested: Fuel Stabilizer
The secondary item on multiple-item endcaps should also be complementary to the primary item so customers don’t think twice about grabbing both items.
The secondary item should carry a higher margin compared to the primary item to help increase the overall profitability of the display.
Feature Endcap: % Off Sign
Product Tested: Contractor Trash Bags
Endcaps are clearly still effective at driving sales lift for products as they bring items into a customer's view.
Simple endcaps with clear signage have emerged as the industry standard.
*In 2002, only endcaps were tested and signage options were not swapped.
Feature Endcap: Sale Sign
Product Tested: Weed Spray
Side by side, it appears as if “sale” signage is slightly more effective at providing sales lift for endcap items.
Simple endcaps with clear signage have emerged as the industry standard.
*In 2002, only endcaps were tested and signage options were not swapped.
Wing Panel (New for 2025)
Product Tested: Batteries, Super Glue
Also called sidewinders or sidekicks, these displays are great for merchandising smaller, higher margin impulse items.
It’s best to limit selection to one item per wing panel and make sure displays remain stocked at a minimum 75% of capacity level.
Continued from Page 22
These time-tested techniques make up the core of your store’s promotional merchandising system. When done effectively, your promotional merchandising system can accentuate your strength as an independent, communicating to customers that you have curated a meaningful assortment specific to the needs of your customer in your specific trading area. Merchandising can also help soften a high-price image that, right or wrong, consumers typically associate with independent stores.
Methodology and Results
The 2025 Merchandising for Profit Study was conducted similarly to previous merchandising studies and used the same methodology.
• For the study, we selected products that lent themselves to the technique being tested and were commonly stocked in hardware stores and home centers.
• Retailers agreed to leave the items stocked in their in-aisle position, but also stock the product using the featured merchandising technique.
• Sales were monitored during a 30-day period following the remerchandising. Sales at a similar “control” store for each retailer were also recorded during the same period.
• The results from Test Stores and Control Stores were then compared and reported.
Thank You to Our Partners
A special thanks to the National Hardware Show for being the exclusive sponsor of the 2025 Merchandising for Profit Study. NHPA would also like to thank the following retailers who participated in the test:
• Stine Home & Yard
• Marvin’s Home Center
• Town & Country Home Center
• Randy’s Do it Best
• Friedman’s Home Improvement
• Koopman Lumber
• TAL Building Centers
“It’s good to see that minding the basic ‘details of retail’ can still make a big difference in driving sales and productivity in a tough retailing environment,” says Scott Wright, NHPA’s vice president of content development. “This was clearly illustrated through the results of the 2025 study, just as it was when we conducted the research in 2002 and 2016.”
Wright says that of all the ways to drive sales at retail, merchandising is one of the most effective methods.
“Merchandising is where art and science converge on the retail salesfloor to work magic on shoppers’ wallets,” Wright says. “But it takes proper planning, discipline, execution and thinking like a merchant to make it work. It’s what we teach students in NHPA’s advanced education programs, including our Foundations of Merchandising Management and Retail Management Certification Program. These time-tested merchandising techniques and principles work just as well today as they ever have in driving sales and profits.”
The Best Just Got Better
Catch Up
Follow along with the True Value and Do it Best news from the last six months at hardwareretailing.com/True-Value-Do-it-Best
INDUSTRY NEWS
Next Steps
Do it Best and True Value Retailers Look to the Future
BY LINDSEY THOMPSON
Last fall, True Value filed for Chapter 11 bankruptcy, setting off a series of events that eventually led to the sale of the company’s assets and operations to Do it Best. In the months since one of the biggest stories in the industry broke, Hardware Retailing has been keeping a pulse on the latest developments and connecting with retailers to gain their insights on the news. Take a look back at the timeline of events and see how Do it Best and True Value are moving forward together.
The Sale Unfolds
The news first broke on Oct. 14, 2024, when True Value filed for Chapter 11 bankruptcy and Do it Best requested stalking horse designation on the sale of the company.
In the immediate days and weeks that followed, the sale and bankruptcy proceedings faced several
Dan Starr CEO, Do
it Best
obstacles from the debtees, but ultimately, the sale of True Value’s assets and operation closed on Nov. 22, 2024.
The sale marked a significant moment in the history of the independent home improvement industry as it created a worldwide store network exceeding 8,000 locations in the U.S. and more than 60 countries around the world. The acquisition also brought significant assets to Do it Best, including inventory, brand rights and paint manufacturing facilities from True Value.
Reflecting on the accelerated journey that began on Oct. 14, Do it Best CEO Dan Starr acknowledged the hard work and dedication required to complete the acquisition after the closing.
“This has been a challenging process, but we are now proud to be the world’s largest cooperative in our space and that positions us to make a real difference for all our store owners,” Starr says. “We’re excited to welcome True Value retailers and associates into the Do it Best family. Our commitment to championing the independent retailer is at the heart of everything we do, and I know our True Value team joins us in this mission. This acquisition is about ensuring our collective success, now and in the future.”
After the sale, Do it Best established a new leadership team dedicated to stabilizing and growing the True Value business while maintaining a focus on Do it Best member growth. Starr appointed Nick Talarico as president of Do it Best and Dent Johnson as president of True Value. Johnson’s True Value leadership team also includes:
• Bill Habegger, vice president of information technology
• Justin Hanford, vice president of merchandising
• Eric Lane, senior vice president of marketing
• Tim Miller, senior vice president of logistics & distribution
• Chris Okapal, vice president of sales & business development
• Steve Rose, vice president of distribution
• Matt Saines, vice president of finance
• Rob Schmiedel, vice president of operations & sales enablement
• Ken Sorg, vice president of supply chain
• Celeste Stevens, vice president of human resources
• John Vanderpool, senior vice president of manufacturing
• Jenna Grannan, director of marketing
• Randy Rusk, director of communications
• Rhett Follman, vice president of logistics
• Randy Fenstemaker, vice president of strategic initiatives
Addressing Challenges Ahead
Since the close of the sale in November, retailers on both sides have shared their thoughts and concerns moving forward. Bradley Carson, owner of J-Town Hardware and Rental in Jeffersontown, Kentucky, has been a True Value retailer for over 10 years and has been involved with a few mergers.
“I know that merging two companies is a huge task, usually painful for all involved,” Carson says. “If it’s successful, the merger will create one of the largest hardware
suppliers in the world. With that brings better pricing, services and programs, which is exciting to be on the ground floor of. Helping build something the industry has not seen before or in a long while is exciting.”
Samantha Post, marketing manager of T&M Hardware & Rental in Pennsylvania, says she initially watched for potential product shortages. The operation, which is a Do it Best member, has six locations in the Pittsburgh area and directly competes with True Value stores in those communities, which she noticed had not been well-stocked.
“There were some initial concerns about whether we would be shorted on products as they worked to get the True Value warehouses and stores stocked backed up,” Post says. “If there was some shifting in resources to make that happen, we didn’t notice it on our end.”
Post says the updates to infrastructure that Do it Best promised were not delayed, despite the huge and somewhat unexpected undertaking of purchasing True Value.
“The biggest reason most members have stayed with Do it Best as their partner in hardware is their stability,” Post says. “So I’m putting my faith in that stability to continue to allow Do it Best members to do business as usual while lending that strength to the True Value retailers.”
Family Hardware owner and Do it Best member Jeremy Peterson says he has more optimism than concern and is looking forward to the purchasing power of the two companies.
“The numbers and the concept make sense. As long as they can execute properly, I think it’ll be a home run for both True Value and Do it Best stores,” Peterson says. “On a macro level, I’m excited most about gaining the additional purchasing power with Do it Best’s operational efficiency. I believe it should eventually lead to a great return for members. On a micro level, I’m looking forward to the prospects of an increased product catalog and the True Value paint line is very intriguing to me.”
Kyle Riddle, store manager of Redbud True Value in Lubbock, Texas, says he was initially concerned about the future of the EasyCare paint line as his store sells a large volume of paint, but Do it Best and the new True Value leadership team have put those concerns to rest.
“I am excited about what’s ahead for all of us with True Value and Do it Best coming together,” Riddle says. “It will give my
Nick Talarico President, Do it Best
Dent Johnson President, True Value
Bradley Carson Owner, J-Town Hardware and Rental
Samantha Post Marketing Manager, T&M Hardware & Rental
Jeremy Peterson Owner, Family Hardware
Kyle Riddle Store Manager, Redbud True Value
store even more access to a wider selection of great brand products, which will only help us serve our customer base even better. It will open up more avenues, which will be a win for everyone involved.”
Franklin Cloninger, general manager at Triangle True Value Hardware in Greenwood, South Carolina, is looking forward to the breadth of lumber and building materials products and knowledge Do it Best offers members.
“I think that experience in LBM will positively impact our business,” Cloninger says. “I have been told over and over that doing business with Do it Best is like doing business with the ‘old True Value’ where relationships are built and valued. We are looking forward to this aspect of doing business with Do it Best.”
Franklin Cloninger General Manager, Triangle True Value
Customers at Triangle True Value Hardware have come to rely on the store for private label goods, Cloninger says, and he wants to see continued availability of those goods in the future.
“We still have a lot of questions regarding the private label goods from True Value and how they fit into Do it Best’s plans going forward,” Cloninger says. “Additionally, we want to see how the True Value brand will be utilized by Do it Best going forward.”
A Legacy Brand
Like Cloninger, other True Value retailers and the industry continue to question what will happen to the True Value brand. In a series of town hall videos released in December 2024, Do it Best CEO Dan Starr addressed those questions. Starr said they envision continuing to build on the True Value brand that exists and stabilizing the brand on the marketing front.
“The True Value brand was one of the real assets in this purchase. It’s something that Do it Best acquired, not with any plan to get rid of it but to help it grow and thrive,” Starr said. “The brand has amazing recognition
“The True Value brand was one of the real assets in this purchase. It’s something that Do it Best acquired, not with any plan to get rid of it but to help it grow and thrive.”
—Dan Starr, Do it Best CEO
How it Unfolded
Aug. 10, 2024
Do it Best CEO Dan Starr receives an email with a proposal for assets for the sale of an unnamed company
Oct. 14, 2024
True Value files for Chapter 11 bankruptcy
Oct. 16, 2024
PNC Bank and a consortium of other lenders object to sale to Do it Best
Oct. 18, 2024
The U.S. Bankruptcy Court for the District of Delaware issues an Interim Order giving True Value permission to use cash collateral from its lenders to pursue continued business operations and sale to Do it Best
Oct. 23, 2024
In an emergency discovery conference, Judge Karen Owens states her concerns about whether True Value has been providing “adequate protection to the lenders” throughout the process
Oct. 31, 2024
True Value and secured lenders reach agreement to avoid the liquidation of True Value
Nov. 1, 2024
True Value closes the Denver distribution center
Nov. 4, 2024
True Value suspends drop-ship program
Nov. 8, 2024
Bids for True Value assets close
Nov. 12, 2024
Sale motion approved
Nov. 22, 2024
Sale of True Value to Do it Best closes
Nov. 24, 2024
Creditors meeting held to address questions and concerns
Mid-December 2024
True Value drop-ship program resumes
Dec. 31, 2024
True Value closes the Manchester, New Hampshire distribution center
New True Value President Shares Insights on Company’s Future
DAN TRATENSEK , North American Hardware and Paint Association COO, sat down for an exclusive interview with True Value president Dent Johnson, who openly answered a range of questions, sharing how the leadership teams are navigating the challenges of the acquisition and providing insights on what the future holds for both companies.
“The first thing our new leadership team has been doing is addressing these tough challenges head on, and we’ve been working hard to stabilize operations,” Johnson says. “Part of stabilizing operations is getting a supply chain up and running that had been virtually frozen since the middle of October. We have also been very focused on rebuilding confidence with our retailers and our vendors and streamlining and driving efficiency in the company’s warehouse network and across operational areas.”
While the depth and breadth of the operational challenges faced by True Value in the last few months, and even the last several years, was far more complex than Johnson and the leadership team expected, he has been reassured by the resilience and loyalty of the company’s retailer base.
“Our retailers have gone through an extremely difficult period of time, really over the last several years, but particularly the last three or four months, but many of them are still sticking by us,” Johnson says. “They’re giving us a chance to reestablish trust as we’re moving forward with business. We are applying a lot of best practices from the Do it Best side of the business, being transparent and just being who we are.”
Listen to the full Q&A with Johnson on the “Taking Care of Business” podcast at YourNHPA.org/podcast.
across the country but we believe it’s been somewhat neglected or underinvested in.”
Starr says he is excited about being able to invest in the True Value brand and build it back to what it used to be.
“We believe that over time we’re going to be able to invest in it in the right way and build it back to one of the strongest brands in retail hardware,” he says. “It will be a long-term effort to build and sustain an excellent retail brand. It’s going to require time and investment, and I see that as a critical long term objective.”
Dalton Meny, director of operations for Meny’s True Value, which has three locations in southern Indiana, says he thinks Do it Best leadership could be a good fit for their business and hopes the True Value brand will continue.
“Our customers recognize the True Value brand in our community,” Meny says. “There is also a sentimental aspect to it, as our family has been with True Value for 60 years. If the brand is going to stay around, we would like to stay with it.”
Stronger Together
Despite any challenges still ahead, True Value of Rock Hill owner Jay Simpson is optimistic about the future and working with a hardware supplier company as opposed to an investment company like ACON.
“Do it Best should be able to understand and pay closer attention to day-to-day operations and offer better communication, fill rates, marketing and vendor relations,” Simpson says. “As long as Do it Best fulfills their end of supplying products, we will fulfill our end of being loyal customers.”
Dave Ables—who owns Three Sons Hardware, part of the True Value brand, and Tri-County Lumber, part of Do it Best—says even though there have been some snags in product sourcing and in other areas, communication has been excellent.
“We are more confident than we have been since joining the old True Value co-op back in 2013, a co-op we loved and trusted until its breakup in 2018,” Ables says. “As we move forward, we would love to see one large cooperative with Do it Best, True Value and Hardware Hank as branding options.”
Other lingering questions have surrounded wholesaler markets and what the rebate program will look like moving forward.
Hosting its largest Spring Market ever, Do it Best brought together Do it Best and True Value on March 21-23 in Orlando, Florida, under the theme “Bigger. Stronger. Faster.” The Spring Market included more vendors and provided the opportunity for Do it Best member-owners and True Value retailers to network, share best practices and take advantage of buying deals.
In regards to rebates, Johnson says his team has launched a 2025 rebate plan that includes the ability for True Value retailers to continue to earn rebates for 2025 purchases, along with an opportunity to recover what was lost in 2024 from the bankruptcy with continued business with Do it Best.
RJ and Helen McDaniel, owners of B&B Hardware in Milan, Illinois, say they appreciate that Do it Best has addressed questions about annual rebates and feel there are many positive aspects to the acquisition.
“We are hopeful with a larger network we will have stronger buying power and improved operations,” Helen says. “Do it Best markets may attract more vendors, which would be great. RJ and I both hope many of these True Value stores stay with Do it Best and we can strengthen the buy local and support small movement.”
Starr reiterates that Do it Best is ready to listen and do what’s best for all parties.
“True Value retailers have told us they want us to listen to them, which I think is not a hard ask. We should be able to listen, be transparent and be honest. Those to me are table stakes and are critical to rebuilding trust with True Value retailers,” Starr says. “If you go back 20 years, I think the culture of True Value was exactly the way Do it Best operates.
It’s a culture of trust, transparency and working for the owners, and I want to bring that back and earn that trust from True Value retailers as well.”
Dalton Meny Director of Operations, Meny’s True Value
Jay Simpson Owner, True Value of Rock Hill
Dave Ables Owner, Tri-County Lumber
RJ McDaniel Co-owner, B&B Hardware
Helen McDaniel Co-owner, B&B Hardware
VERSATILE SKILLS
Sam Ransdell Taps Into Military Experience as Retail Operations Manager
BY LINDSEY THOMPSON
When the time came to move from the military to working full time in his family’s hardware business, Sam Ransdell was excited to see how his military skills would transfer to his role as operations manager for the Burney True Value locations in Aberdeen and Seven Lakes, North Carolina. Sam’s grandfather S. R. Ransdell purchased the business in 1982 and Sam’s parents, Jim and Kristy, took over in 1985, so he literally grew up in the business.
“It has been rewarding to see the tremendous growth we have had over the years,” he says.
“Hardware is in our blood.”
With a desire for the structure, brotherhood and growth opportunities the military promised, Sam joined the North Carolina Army National Guard in 2010. He served in the Army National Guard as a logistics officer until 2019, when he returned to work full time for Burney True Value where he has guided the operation to success. In 2015, Sam was named a North American Hardware and Paint Association (NHPA) Young Retailer of the Year honoree.
“During my time in the Guard, I enjoyed being part of the planning and then seeing the plan through to successful completion,” Sam says. “It’s always rewarding to see your plans in action.”
Honored to Serve
Learn more about the Helmets to Home Improvement program and meet the other honorees at YourNHPA.org/veterans.
a Veteran
While there is no way to repay the sacrifices made by veterans of the armed forces, the North American Hardware and Paint Association (NHPA) recognizes that not only have these individuals made a lasting impact on their country, but they are also a prominent and positive influence within the home improvement industry.
To honor the ongoing impact military veterans make throughout the home improvement industry, NHPA launched the Helmets to Home Improvement recognition program, with the National Hardware Show (NHS) as the program’s official founding sponsor and venue partner.
We need your help honoring these amazing men and women. Please visit YourNHPA.org/veterans to nominate a Helmets to Home Improvement honoree.
Dual Purpose
Burney True Value operations manager Sam Ransdell has transferred many of his skills from the military to his retail role.
Well-Deserved Recognition
Help us honor those who have served our country and our channel. Visit YourNHPA.org/veterans to nominate a veteran from your business to be recognized.
Back in the hardware world, Sam says he loves the freedom that being your own boss brings, working with customers and being able to provide solutions to people who have a real need.
“I think being a small business allows us to stay nimble and adapt to the ever-changing market, which keeps us viable, especially in our area,” Sam says.
One example of the operation’s nimbleness occurred during Hurricane Helene, when Sam says they gathered supplies from the stores and accepted donations from the community to quickly get supplies to those in need.
“Quick thinking from our team and community is what made that work, and I love that not only do we support our community, but our community supports us in so many ways,” Sam says. “We are very grateful to be here in Moore County.”
Sam says the flexibility he honed in the military—plus being able to adapt, overcome on the fly and remain fluid under pressure—have been crucial to his success in the independent home improvement channel.
“Sometimes we encounter situations that can be challenging, but fortunately we have great teams in both of our stores, and I know our customers appreciate us being able to jump in when there is a need,” Sam says. “Knowing how to lead a team and maintaining morale is key to ensuring a successful business, and I don’t know anywhere that will teach you those skills better than the military.”
Shifting Skills
Sam has not only tapped into his military skills and experience in his own hardware career, he’s also helped other veterans utilize their military skills in the operation. There have been over a hundred military veterans employed over the years, and Sam values the skills and perspectives those employees gained from military service like he values his own.
“They have leadership skills, stamina and discipline they acquired in the military that many civilians don’t have,” Sam says. “In addition, they’re strong merchandisers because they are trained to pay attention to details and fix problems with precision.”
Some of the more tangible skills, such as small engine repair, translate directly from the military to a hardware business. Other less measurable skills—like work ethic, teamwork and grit—are bonuses that also positively impact the business.
“If they’re doing a march and they’re dead tired, they still put their rucksacks in formation at the end,” Sam says. “When we recognize a section of the store is dirty, it doesn’t matter if we’re tired or busy. It needs to be done, so we do it.”
Leadership and the ability to execute are two competencies Sam personally brought in from his military experience and looks for in the other veterans he hires. A move from infantry soldier to retailer might not appear to be a natural career progression, Sam says, but it could be an opportunity to continue using leadership skills and grow into management roles.
“Veterans are a great group of people who know what it means to have fun but also buckle down and get to business,” Sam says. “Veterans are such a huge asset to our hardware community. They are disciplined, mentally tough, attentive, considerate and really enhance the overall hardware experience, for not only coworkers, but customers alike.”
THANK YOU TO OUR HELMETS TO HOME IMPROVEMENT PROGRAM SPONSORS
PRODUCTS Blooming Trends
Stay on trend with customer trends and stock this year’s hottest lawn and garden products. Learn more at hardwareretailing.com/spring-garden
ROOT
AWAKENING
HOW TO NAVIGATE PURCHASE TRENDS IN LAWN, GARDEN AND OUTDOOR LIVING
Provided by the Home Improvement Research Institute
As 2025 unfolds, independent retailers in the lawn, garden and outdoor living sectors are facing a cautious, yet resilient, market. The Home Improvement Research Institute’s (HIRI) Q4 2024 Quarterly Homeowner Project Activity Tracker and Quarterly Contractor Business Sentiment Tracker provide key insights into homeowner and professional purchase behaviors that can help retailers adjust and thrive.
Homeowners’ Spending Plans: Stability Ahead
Looking forward, 30% of homeowners plan to spend more on home improvement projects, while 48% expect to maintain their current spending levels, signaling steady demand across the home improvement market, including outdoor living and landscaping categories.
Retailer Takeaway: Maintain stable inventory levels to meet ongoing demand. Focus on value-driven outdoor living products and landscaping materials, which continue to draw interest from homeowners.
About HIRI
48%
of homeowners expect to maintain their current spending levels, signaling steady demand across the home improvement market
The Home Improvement Research Institute (HIRI) is the only nonprofit organization primarily dedicated to home improvement research. The organization empowers its members with exclusive, ongoing home improvement data and information for making better business decisions. Members are the home improvement industry’s leading manufacturers, retailers and allied organizations. Learn more at hiri.org
Outdoor Products: Steady Demand Across Seasons
Despite a seasonal dip in Q4, outdoor living products like grills, fire features and outdoor kitchens remain popular. Landscaping materials such as pavers and plants maintain consistent interest year-round, with purchase intent highest in Q1 and Q2.
• Among Homeowners: Landscaping materials such as pavers, plants and sprinklers saw 14-25% purchase intent, peaking in Q1 and Q2. Decking, railing, fencing, gazebos and sheds showed less seasonality, with 10-13% planning purchases throughout the year.
• Among Contractors: Professional purchase intent for outdoor living products ranged from 9-15% in 2024, with consistent interest throughout the year. Landscaping materials had 21-25% purchase intent, while purchases of decking, railing, fencing and sheds were significantly higher among contractors, with 38-45% expressing interest throughout the year.
Contractor Sentiment: Optimism for Growth
Around 75% of contractors expect revenue growth in 2025. Project delays and cancellations were lower in Q4, and contractors anticipate a steadier workload in 2025. Despite this optimism, concerns over inflation and labor costs persist.
6-12%
Retailer Takeaway: Stock up on outdoor living products and don’t overlook stocking landscaping materials, which maintain year-round appeal. of homeowners intended to purchase outdoor living products
Retailer Takeaway: Strengthen relationships with contractors, who are looking for reliable suppliers to meet project demand. of contractors expect revenue growth in 2025
Strategic Adjustments for Success
HIRI’s Q4 data highlights a stable, cautious home improvement market in 2025. Retailers should focus on outdoor living products and landscaping materials while staying responsive to changes in homeowner behavior. By aligning inventory with anticipated demand and building strong partnerships with contractors, retailers can ensure success in the evolving market. For additional insights, attend HIRI’s 2025 Home Improvement Insights Summit, October 22-23, 2025 in Chicago, open to non-members and members alike. Learn more and register at hirisummit.com.
75% of homeowners plan to spend more on home improvement projects
30%
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SELLING THE EXPERIENCE
How Strategic Product Selection, Rentals and Events Drive Outdoor Living Sales
BY JACOB MUSSELMAN
Outdoor living has become one of the most popular categories in hardware stores across the U.S., with more homeowners investing in their backyards in the last few years.
According to the Home Improvement Research Institute’s Q4 2024 Quarterly Homeowner Project Activity Tracker, 6 to 12% of homeowners intended to purchase outdoor living products in 2025.
At Ambridge Do it Best Home Center in Ambridge, Pennsylvania, the outdoor living category has flourished through its strategic product selection, robust rental department and tailored customer service. Learn how owner and general manager David Strano has shaped his store’s outdoor living category and has become a go-to store for homeowners in the area for products like grills, outdoor cooking accessories, decorations and furniture.
CATEGORY SPOTLIGHT
TRENDS
Rethinking Outdoor Living
Discover what projects homeowners plan on tackling in 2025 based on the latest trends. Learn more at hardwareretailing.com/homeowner-trends
Helping Customers Visualize
A robust product selection is key to succeeding in the outdoor living category but requires more than just stocking products—it takes a keen awareness of trends and a willingness to adapt to those trends. Strano’s store carries typical products like grills, pizza ovens and seasonal holiday decorations, but outdoor furniture especially has brought additional sales.
“Around 20 years ago, plastic table sets dominated this category, but today, customers expect high-end materials and complete furniture sets,” Strano says. “We’ve changed our selection to carry the products people are looking for.”
Ambridge Do it Best Home Center encompasses over 50,000 square feet and has a large parking lot, which has given Strano the space to merchandise his outdoor furniture properly inside and outside his store.
Inside, Strano has around 8,000 square feet of floor space filled with complete patio table sets and multiple types of outdoor chairs. In spring 2024, Strano set up more patio sets and pop-up tents near the front of his store. He strategically placed the tent and patio sets close to his front doors so customers have to walk by them to enter the store.
“We were forced to set up the tent in our parking lot because we have such a large amount of patio furniture,” Strano says. “We carry so much because that’s what we’ve seen our customers come to us to purchase. Since it’s such a broad category, we have to have something for everybody’s taste.”
Each patio set up inside and outside is merchandised in a way to show the customer how it would look in their backyard.
“We try to make every set look livable,” he says. “On every table, we have glasses and placemats and every chair has a cushion so homeowners can see how they could set it up if they purchased that set.”
Strano supplies his inventory through multiple wholesalers, which gives him access to a wide variety of products. He attends each wholesaler’s market to get ideas for what his customers want.
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“When I attend a market, I take a lot of photos of how each booth is set up because when I’m back at my store, I’m in charge of displaying these products,” he says. “When you leave something in its box, customers don’t get a good feel for what the product looks like when it is set up. Nobody wants to look at a rug rolled up or a patio set in multiple boxes.”
Strano says he’s modeled his outdoor living category and the rest of his store after how he likes to shop.
“When I’m in a store, I want to touch the product and see what it looks like before I make a purchase,” he says. “When you buy online, sometimes you don’t get what you saw in the photo. I always stress to my employees to show our products how people would want to see them in their homes.”
Going the Extra Mile With Rentals
Strano’s store also features a robust rental department. It carries more than construction equipment and power tools; it also rents inflatable houses, tents and most importantly, every grill it sells.
Strano also has a promotion where if a customer purchases a bag of pellets, they receive a free one-day grill or smoker rental.
“If a customer has never cooked on a pellet stove before and is interested in making a purchase, we allow them to test the product out through our rentals before they make that monetary commitment,” Strano says.
Strano compared his grill rental promotion to a personal experience of buying a new car, another large commitment.
“When I was ready to buy a new car, I wanted to do a test drive and buying a grill is no different,” he says. “Some people might spend $1,500 on a grill they’ve never used before if they’ve done their research. But it’s nice to test it out before you get home with that product.”
Strano says some outdoor cooking products can be tricky to use, and the rental day helps break that barrier and lets customers experience the product beforehand.
“The majority of customers who rent a grill or smoker will end up purchasing that product from us after renting it,” he says.
Strano’s store has added perks for customers purchasing grills over a certain price threshold, including free delivery, assembly and haul away.
“At the end of the day, my customers could rent the grill from me and purchase it from a big-box store, but having these incentives has helped them make the purchase with us,” Strano says.
“When you buy online, sometimes you don’t get what you saw in the photo. I always stress to my employees to show our products how people would want to see them in their homes.”
—David Strano, Ambridge Do it Best Home Center
Ambridge Do it Best Home Center regularly hosts in-store informational events, introducing customers to new products and showing them how to use the product. SPONSORED
SPONSORED BY
Events Lead to Sales
Throughout the year, mainly in the summer months, Strano’s parking lot plays host to multiple cooking events, intending to bring customers to the store and introduce them to the store’s vast selection of grills, smokers and outdoor furniture.
Strano brings in local professional chefs and artisans for his events and has them cook on his store’s grills. During these events, he also invites many of his outdoor living vendors so they can take part in the event. Utilizing his store’s robust social media presence, Strano informs his customers about these events, posting about them multiple times well in advance to garner more attention.
“Every Saturday, we have a rotation of chefs come out and do demonstrations,” he says. “It’s a win-win for us. These chefs get to show off their skills, and I get to introduce customers to my grills.”
Strano says these events aren’t meant for instant satisfaction.
“I understand that customers need time to think before making a big purchase, so these events we host allow my staff and vendors to engage with our customers,” he says. “The people who attend these events get to know our selection and the services we offer and hopefully keep us in mind for when they’re ready to make that purchase.”
Ambridge Do it Best Home Center brings in local professional chefs to cook for customers in their parking lot, showing off the store’s selection of grills and bringing customers in for more than lumber and nails.
STAY INFORMED. STAY AHEAD.
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INDUSTRY EVENTS
Where the Industry Comes Together
THE NATIONAL HARDWARE SHOW (NHS), which took place from March 18-20, 2025, at the Las Vegas Convention Center in Las Vegas, brought together thousands of home improvement retailers from around the world and highlighted the newest products, technologies and operational strategies in the industry.
Celebrating Women
NHS introduced attendees to the How Women Rise in Hardware event that celebrated and empowered women leaders in the hardware and home improvement industry. Presented in partnership with Build Women, the event featured multiple keynote speakers, awards, a panel discussion on overcoming challenges in a male-dominated industry and networking time.
New Show Floor
Attendees who’ve attended the show in the past may have noticed the new segmented floor plan, which made navigating different product areas easier. The show floor also included the NEW Product Zone, where attendees saw new-to-market products from veteran vendors and newcomers.
Helmets to Home Improvement
The new Helmets to Home Improvement program, launched by the North American Hardware and Paint Association (NHPA) in partnership with NHS, the official founding sponsor and venue partner, officially kicked off at NHS 2025 and will continue to highlight and honor the contributions of military veterans in the independent home improvement channel throughout the rest of 2025 and beyond.
Independent Retail Center
Independent retailers had their own space to learn, network and relax at NHS in the Independent Retail Center, hosted by NHPA. The center hosted informational sessions about merchandising, innovations in retail technology and how to utilize NHPA programming to become more profitable.
How Big Boxes Performed in 2024
SEE HOW THREE home improvement big-box retailers—Lowe’s, The Home Depot and Tractor Supply Co.—fared during 2024 as Hardware Retailing breaks down the financial data.
2025 OUTLOOK
• Sales growth of 2.8%
• Comparable store sales growth of 1%
• Opening 13 new stores 2025 OUTLOOK
• Projected sales of $83.5 to $84.5 billion
• Comparable store sales flat to 1% growth
• Sales growth of 5-7%
• Comparable store sales growth of 1-3%
• Net earnings of $1.12 to $1.18 billion
Wallace Spring Dealer Market
April 10-11 |
To add your event to the industry calendar, send an email to editorial@YourNHPA.org
Buy a Store | Sell Your Business | Post a Job, Get a Business Valuation | Find a Lender and More
BUSINESS FOR SALE
Northwest Farm & Home Supply Co.
Location: Lemmon, SD
Gross Revenue: $3.21 million
The main building is a total 27,213 sq. ft. of retail and warehouse space on 4 acres. The main bldg. was constructed in 1994 with additions constructed in 2002 and 2004.
Single story with 22’ clear height in 11,459 sq. ft. of lumber warehouse, three grade level doors and two dock height doors.
BUSINESS FOR SALE
Hoosick True Value
Location: Hoosick Falls, NY
Gross Revenue: $1.26 million
Price: $1.875 million
This opportunity offers a turnkey sale of a general hardware business located in northeastern Rensselaer Co., New York. The business serves five towns and southwestern Bennington Co., Vermont, and 25 miles east of Troy, New York.
SEEKING BUSINESSES
The Aubuchon Company
For our next acquisition, we are looking for:
• Single-store and multi-store hardware operations
• Located in northeast and southeast United States
• Store size of 5,000-30,000 ft 2
• At least $3 million in average store sales
SEEKING BUSINESSES
BUSINESS FOR SALE
Home Improvement Supply Store
Location: Missouri
Gross Revenue: $1.04 million
This historic home improvement and hardware store is a staple of its community and operates from its headquarters in the Kansas City Metropolitan Area of Missouri. The Company is a long-standing retailer and installer of consumer and commercial improvement products.
BUSINESS FOR SALE
Albrights Hardware & Garden Center
Location: Allentown, PA
Gross Revenue: $1.9 million
Price: $800,000
Albrights Hardware is an established hardware store with strong neighborhood ties and has been a Lehigh Valley staple for over 50 years. The current owners have owned the store since 1992. Albrights serves its loyal customer base by providing quality products and exceptional customer service.
SEEKING BUSINESSES
Bolster Hardware
We are looking for:
• Geography agnostic
• With or without real estate
• Store revenues of $1.5M+
• We prefer to honor the family name and heritage in the local community by not changing the name
• We prefer to keep all employees as part of the acquisition
JOB LISTING
The Helpful Hardware Company
We are looking for:
• Single-store units in the southeast and multi-store groups with 3+ units nationwide
• Store size of 5,000 ft2-35,000 ft2
• Supplier agnostic
• Store revenue: $1.75M+
BUSINESS FOR SALE
Central Vermont Paint, Flooring and Decorating Business
Location: Vermont
Gross Revenue: $2.82 million
Price: $1.1 million
Full-service decorating store providing flooring, paint, window treatments, kitchen/bathroom remodeling, cabinetry product offerings, design assistance, specialized service, and professional installation.
BUSINESS FOR SALE
Private Business
Location: Alabama
Gross Revenue: $2.21 million
Price: $649,000
BUSINESS FOR SALE
Private Business
Location: Pennsylvania
Gross Revenue: $1.6 million
SEEKING BUSINESSES
Gold Beach Lumber Yard
We are looking for:
• Single-store and multi-store hardware operations
• Located in the Pacific Northwest
• Store size of 5,000 ft2-30,000 ft2
Randall Lumber & Hardware, Inc.
Position: Hardware, Ranch and Feed Department Manager
• Annual Salary: $48,000-$55,000
• Bachelor’s Degree or 5 years of experience in similar role preferred
• Strong leadership skills and creative thinking are a bonus
KEYNOTE ANNOUNCED
LAST WORD
INDUSTRY EVENTS
A Sneak Peek
Don’t miss the May issue of Hardware Retailing to learn more about the 2025 IHI Conference keynote Duncan Wardle.
Disney’s Duncan Wardle Joins IHI
With 30 years of experience with the Walt Disney Company–including work with Disney Parks, Lucasfi lm, Marvel and Pixar–Duncan has helped create a multitude of magical customer experiences that energize success. Now, he’s sharing his insights to help independent retailers rethink how they engage, innovate and grow.
Key Takeaways
• How to challenge industry norms and foster innovation
• How to create a customer-first culture Disney-style!
• How to address consumer pain points
Recharge & Reconnect
Join us at the 2025 Independent Home Improvement Conference
BRINGING TOGETHER retailers from all affiliations, of all sizes and from across North America and beyond, the North American Hardware and Paint Association (NHPA), alongside the Hardware Conference, is excited to host the 2025 Independent Home Improvement Conference. This dynamic two-day learning and networking event is the ultimate experience for industry newbies and veterans alike.
Don’t miss Duncan’s exciting keynote and
Don’t miss Duncan’s exciting keynote and learn how to create a culture of innovation and elevate your customer experiences. to drive revenue
Attendees come from every corner of the home improvement industry—from store owners to suppliers to innovators—all sharing a passion for building better businesses. The conference offers an unforgettable experience for attendees to come together to share ideas, explore best practices and walk away with fresh inspiration. With over 800 attendees, more than 30 breakout sessions and three industry award ceremonies, this event provides invaluable resources and connections to help retailers stay ahead in the competitive home improvement landscape.
At the Independent Home Improvement Conference, there’s something for everyone. Retailers have opportunities to discover new strategies to improve operations, increase sales and enhance the customer experience. Exhibitors can showcase their solutions to decision-makers and build valuable relationships with industry leaders and influencers. Channel partners can collaborate with business owners to create innovative strategies and discover the latest tools and technologies.
THE BUZZ IS BUILDING
Experience game-changing
Register today for the 2025 Independent Home Improvement Conference in Orlando. Experience game-changing insights, expert-led educational sessions and unparalleled networking opportunities with independent retailers, industry leaders and channel partners.
Event Experiences
Education That Drives Results
Learn from top industry experts on leadership, operations and innovation.
Keynote Speaker Duncan Wardle
Former Head of Innovation & Creativity at Disney, sharing ideas how to transform customer experience.
Networking That Matters
Connect with retailers, manufacturers and service providers shaping the industry.
Industry Celebrations
Join us for the Independents Celebration and All-Industry Awards Gala to honor the industry’s top talent.
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