Hardware Retailing August 2026

Volume 231 • Issue 2 • August 2026 • hardwareretailing.com

Serving Hardware, Home Center & Building Material Retailers

Published by the North American Hardware and Paint Association

An Event Advantage Enter Fall Market Season With a Plan for Success Page 20

CREATE A BUZZ

10 Promotional Ideas to Drive Traffic and Transaction Counts Page 34

BUILDING A BRAND

Private Label Promotes More Than Price Page 40

AUGUST ISSUE SPONSOR

INDEPENDENT HOME IMPROVEMENT CONFERENCE

2026

SEPTEMBER 28-30, 2027 MARCO ISLAND, FL

Meet Us In Marco THE INDEPENDENT HOME IMPROVEMENT CONFERENCE RETURNS TO MARCO ISLAND We are excited to announce that the Independent Home Improvement Conference is heading back to one of the industry’s favorite destinations. Join independent retailers, wholesalers, service providers, manufacturers and industry leaders for three days of education, networking and collaboration designed to help you strengthen your business and connect with the independent channel.

Be among the first to receive conference updates, registration announcements, speaker news and special offers.

SIGN UP TODAY TO RECEIVE 2027 IHI CONFERENCE UPDATES

Volume 231 • Issue 2 • August 2026 • hardwareretailing.com

Serving Hardware, Home Center & Building Material Retailers

Published by the North American Hardware and Paint Association

An Event Advantage Enter Fall Market Season With a Plan for Success Page 20

CREATE A BUZZ

10 Promotional Ideas to Drive Traffic and Transaction Counts Page 34

BUILDING A BRAND

Private Label Promotes More Than Price Page 40

NAIL SELECTION MADE EASY

Your nail aisle shouldn’t confuse customers or slow down sales.

Color-Coded Categories | Built-In Product Education | Easy-to-Shop Display

A Smarter Way to Sell Nails

Most nail displays are hard to ship and easy to ignore. BuildRight® fixes that problem with a system designed for how customers actually buy.

Reduces Confusion

Color-coded and descriptive packaging helps customers find products fast

Speed Up Selection

Actual-size graphics and clear windows eliminate guesswork

Increase Basket Size

Packaging encourages add-on purchases such as hammers

Help Staff Sell

Educational signage gives associates confidence and direction

800.444.7313

constructionscrews.com

CONNECTIONS

Follow Us Online HEADQUARTERS

COMING IN SEPTEMBER

EXECUTIVE STAFF CEO Bob Cutter PRESIDENT & PUBLISHER Scott Wright CHIEF OPERATING OFFICER Dan Tratensek

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 Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia EXECUTIVE VICE CHAIRMAN Ash Ebbo, Clement’s Paint, Austin, Texas IMMEDIATE PAST CHAIRMAN Ned Green, Weider’s Paint & Hardware, Rochester, New York DIRECTORS Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia Michelle Meny, Meny’s True Value, Jasper, Indiana Jeremy Peterson, Family Hardware, Florida Katie Prus, Abbotsford Paint and Decorating, British Columbia, Canada Michael Sacks, FLC Holdings, LaGrange, Texas

CONTENT AND PRODUCTION

317-275-9400, editorial@YourNHPA.org

A Promising Future In the September/October issue of Hardware Retailing, meet the 2026 class of Young Retailer of the Year honorees and read how each is making a positive impact in the channel, their stores and their communities. Plus, hear from honorees from the past 30 years of the Young Retailer of the Year program and where they are now.

Hardware Retailing (ISSN 0889_2989), Copyright© 2026 by the North American Hardware and Paint Association (NHPA), is published eight (8) times per year (January/February, March, April, May, June, July/August, September/October, November/December) by the North American Hardware and Paint Association, 1025 E 54 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.

CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES CIRCULATION DIRECTOR Richard Jarrett, 314-432-7511, gcscs8@gmail.com

HARDWARE RETAILING | August 2026

NEWS & DIGITAL EDITOR Jacob Musselman, jmusselman@YourNHPA.org CONTENT DEVELOPMENT COORDINATOR Annie Dameworth, adameworth@YourNHPA.org SENIOR DESIGNER Autumn Ricketts PRODUCTION & DESIGN ASSISTANT Samantha Mitchell

SALES REGIONAL SALES DIRECTOR Jordan Rice jrice@YourNHPA.org | 217-808-1641 REGIONAL SALES MANAGER—CENTRAL Jake Cutter jcutter@YourNHPA.org | 317-363-0776

Accounting and Circulation Offices: The North American Hardware and Paint Association, 1025 E 54 St., Indianapolis, IN 46220. Call 317-275-9400 to subscribe.

ASSOCIATION PROGRAMS

POSTMASTER: Send address changes to Hardware Retailing, P.O. Box 16709, St. Louis, MO 63105-1209.

SUPPLY-BUILD CANADA Rebekah Doerksen, Executive Assistant Direct: 204-953-1692 | Cell: 204-990-3536 Toll-Free: 1.800.661.0253 ext. 103 102-226 Osborne St. N. Winnipeg, MB R3C 1V4

MARKETING MANAGER Olivia Shroyer

REGIONAL SALES MANAGER—WEST Dan Beck dbeck@YourNHPA.org | 518-852-9624

SECRETARY-TREASURER Bob Cutter, NHPA

NHPA CANADA

DIRECTOR OF SALES & MARKETING Austin Vance, avance@YourNHPA.org

Business and Editorial Offices: 1025 E 54 St. Indianapolis, IN 46220

Emily Wood, Wood’s Ace Hardware, Bolts & Brews

MIDWEST HARDWARE ASSOCIATION Jody Kohl, 201 Frontenac Ave., P.O. Box 8033 Stevens Point, WI 54481-8033 800-888-1817; Fax: 715-341-4080

EDITOR AND DIRECTOR OF CONTENT DEVELOPMENT Lindsey Thompson, lthompson@YourNHPA.org

SALES & PRODUCTION ASSISTANT Freda Creech

Periodicals postage is paid at Indianapolis, IN and additional mailing offices.

STATE & REGIONAL ASSOCIATIONS

2

CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES David Gowan

800-772-4424, NHPA@YourNHPA.org DIRECTOR OF EDUCATION & TRAINING Cody Goeppner, cgoeppner@YourNHPA.org TRAINING MANAGER & EDITOR Jesse Carleton, jcarleton@YourNHPA.org MEMBER SERVICES & EVENT COORDINATOR Christina Kane, ckane@YourNHPA.org

Volume 231 | Issue 2 | August 2026

CONTENTS

DEPARTMENTS Taking Care of Business....................................................... ....................................................... 06 Dan Tratensek, NHPA Chief Operating Officer

Editorially Speaking....................................................................... .......................................................................08 Scott Wright, NHPA President and Publisher

Industry Viewpoint..................................................................... ..................................................................... 10 Jim Robisch, Industry Expert

Trends.............................................................................................................. ..............................................................................................................12 Sponsored by New Products.......................................................................................... 14 ..........................................................................................

Newsmakers.............................................................................................52 .......................................................................................................53 Calendar....................................................................................................... .................................................................................................

Last Word....................................................................................................54 34

OPERATIONS

Spark In-Store Spending

When done correctly and thoughtfully, promotions draw customers into your store to increase customer counts and improve transaction sizes. Discover 10 unique promotional ideas that cover all the selling seasons to attract more customers through your doors.

20 40

Falling Into Deals

OPERATIONS

Selling With Intention

As both retailers and wholesalers are gearing up for a packed fall market season, get an overview of this year’s key events, hear from wholesaler representatives on what to expect and discover best practices for making the most of the trade show season.

Private label is not just a way to improve margins; it is one of the few areas where independent retailers have complete control over their assortment, pricing and brand. Learn how to take advantage of private label to build your brand and the bottom line.

46

OPERATIONS

Boost Sales With BOPIS

More than just a way to differentiate your business from the competition, buy online, pickup in store (BOPIS) brings more customers through the door, encourages them to make additional purchases and meets your customers where and when they want to shop.

4

HARDWARE RETAILING | August 2026

COVER STORY

48

OPERATIONS

The Cost of Not Evolving

Independent home improvement retailers have a reputation for being behind the curve, and over time, those small gaps compound. To counteract the complacency, NHPA strategic consultant Curtis Gillman shares four ways to grow and lead effectively.

BUILDERS & CONTRACTORS TRUST TITEBOND

CONNECT

dant@YourNHPA.org

TAKING CARE OF BUSINESS

Dan Tratensek

Maximizing Market Season I

“With buying market season upon us, I would encourage every retailer to spend more time and give more thought to how they prepare for these events.”

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HARDWARE RETAILING | August 2026

f you haven’t said it yourself, you’ve probably heard it from one of your colleagues.

In fact, this statement has to be near the top of the list when it comes to the most common complaints I’ve heard retailers make over the past five or so years: “Promotional buying opportunities just aren’t what they once were.”

The claim is usually wrapped up in a conversation about how the lack of lucrative deals makes it more difficult to entice customers into stores, stifling traffic counts and limiting selling opportunities.

And while I don’t doubt that the global supply chain disruption we all experienced in the wake of COVID-19 may still be impacting the availability or size of promotions, I might also suggest that those promotions are still available—for retailers willing to put in the time and discipline to look for them.

Even if we assume that promotions might not be as generous as they were five years ago, we are getting ready to enter the fall buying season, a time when distributors and manufacturers are putting their full energy into producing high-impact buying events.

When I talk with wholesale and manufacturing executives, they often lament the fact that retailers do not maximize the opportunities presented during these events.

I also hear many of these same people say when retailers miss out on special buying opportunities around shows or events, it isn’t because they didn’t want the deal—it’s because they hadn’t adequately prepared for the event in advance.

Whether or not promotions are more meager than they have been in the past, they are still out there.

With buying market season upon us, I would encourage every retailer to spend more time and give more thought to how they prepare for these events.

Are you looking at your past orders and buying history to determine what you need to buy? Are you working with your distributor’s sales team to identify the “can’t-miss” deals? Are you willing to buy a little more than you need in order to capture special pricing?

Like most things in retail, success is rarely easy, and in a time when buying right can make a significant difference in your ability to attract customers and drop dollars to the bottom line, emerging from buying market season successfully simply takes more discipline and planning.

I know there is more to do and fewer resources to do it with when running your business, but look at it as putting in incremental effort to produce incremental progress.

This year, spend an extra hour or two preparing for the buying events you attend, targeting promotions, special deals, new products and more.

I think you might be surprised by the results that even this small amount of additional attention can yield and you might find that some of those promotions are out there, you just have to look harder to find them.

Dan M. Tratensek Chief Operating Officer

CONNECT

swright@YourNHPA.org

EDITORIALLY SPEAKING

Scott Wright

10 Things to Know About NHPA here’s a lot going on

T atrightyournow.association So here’s

a rundown, in classic Top 10 Countdown fashion…drum roll please:

10. Our Mission

For the past 126 years, the North American Hardware and Paint Association (formerly the National Retail Hardware Association) has had the same mission—to help hardware stores, home centers, lumberyards and paint stores, regardless of affiliation, become better and more profitable retailers. This mission statement has proven to be timeless and our North Star.

9. Group Memberships

If you’re a member of Ace, Do it Best Group or Home Hardware Stores Ltd., you are member of NHPA through our group membership programs and have access to the industry’s leading training content through Ace Learning Place, Do it Best’s Learning Zone, True Value University and Home Hardware’s Connect learning management sites. We also have a group membership program for Orgill customers through NHPA’s LearnUpon site. As a group member you have full access to our online training programs, from product knowledge to customer service, selling skills and much more.

8. Industry-Focused Advanced Education

For the past 13 years we have also staged the industry’s leading retail management school—Retail Management Certification Program—a 6-month, college-level, in-person experience like no other. If online learning is more your style, our Foundations of Retail online series covers Financial Management, Merchandising Management and Leadership.

In addition, we will be launching Foundations of Succession Planning in Q4 to round out the series.

7. NHPA Foundation

Later this year we will launch the NHPA Foundation, a formal 501(c)(3) charitable organization dedicated to providing scholarships for students attending our advanced education programs, but who need help with tuition expenses. We will also use funds from the foundation to conduct major industry research projects, like NHPA’s Merchandising for Profit study that was released last year, to benefit independent retailers, manufacturers and wholesalers across the entire channel.

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HARDWARE RETAILING | August 2026

6. Roundtables

We currently run and moderate multiple roundtables focused on marketing, merchandising, finance, human resources, training and IT, and we’re always looking to start more. If you want to connect with your peers in a nonbiased and inclusive environment to share best practices, let us know and we’ll find a roundtable that fits your needs.

5. Consulting Services

Six months ago, we launched NHPA’s Strategic Consulting program with a handful of industry experts who have spent their entire careers in key roles at leading independent home improvement retail stores. These folks have walked miles in your shoes and are ready to help you tackle your biggest operational and growth-related challenges.

4. Keeping a Pulse on KPIs

We recently rebranded our Independent Retailer Index to the Quarterly Independent Performance Report to monitor how independents are performing on a quarterly basis, just as our Cost of Doing Business Study does on an annual basis.

3. Daily News Served Up to Your Inbox

Last year NHPA launched a daily industry newsletter that hits 40,000 industry inboxes every weekday at 7 a.m. Stay up to date on the latest industry news, events and happenings, as well as what’s on tap from your association.

2. NHPA Expands Media Brand Offerings

In June, NHPA acquired Hardware Connection magazine, the industry’s leading digital publication, to round out our stable of media brands that includes Hardware Retailing and Paint & Decorating Retailer magazines. This publication is sent to 40,000 industry retailers and professionals twice a month.

1. Check Out Our New Website

YourNHPA.org is updated, streamlined and offers information on everything listed above, plus a whole lot more.

Scott Wright NHPA President and Publisher

Notice of Class Action Settlement Authorized by the U.S. District Court, Eastern District of New York

— Notice of Class Action Settlement — Si desea leer este aviso en español, llámenos o visite nuestro sitio web.

TO: All merchants in the U.S. who accepted Visa or Mastercard credit or debit cards at any time since December 18, 2020.

This notice (“Notice”) is authorized by the Court to inform you about an agreement to settle the equitable relief claims in a class action lawsuit, called In re Payment Card Interchange Fee and Merchant Discount Antitrust Litigation, No. 05-md-01720 (BMC)(JAM)(E.D.N.Y.). The lawsuit claims that Visa and Mastercard, separately, and together with certain banks, violated antitrust laws and caused merchants to pay excessive fees for accepting Visa and Mastercard credit and debit cards, including by adopting interchange rules and rates, and other network rules, which the lawsuit has claimed constituted unlawful price fixing, unreasonable restraints of trade, and monopolization.

The defendants say they did nothing wrong. They maintain that their business practices are legal, justified, and the result of independent competition, and have benefitted both merchants and consumers. The Court has not decided who is right because the parties agreed to a settlement, which was preliminarily approved by the Court on June 9, 2026.

A. What Merchants Will Get from the Settlement • The cost of Merchant Education Program expenses, as approved by the Court, • The cost of an Independent Auditor who will ensure that Visa and Mastercard During the lawsuit, the Court previously certified an Equitable Relief Class comply with the credit card interchange-rate reduction commitments, and under Federal Rule of Civil Procedure 23(b)(2) and has now preliminarily • Attorneys’ fees and expenses, including any named Class Representative approved a settlement of the Class claims (the “Rule 23(b)(2) Class Settlement” service awards, as approved by the Court. or “Settlement”). Under the Settlement, Visa and Mastercard have agreed to substantive changes to the Visa and Mastercard rules applicable to merchants who The money in this fund will be distributed only if the Court grants final approval accept their cards as a form of payment. of the Settlement, and the money for attorneys’ fees and expenses, and service The Class includes all persons, businesses, and entities that accept any awards to Class Representatives, will be distributed only if the Settlement has Visa-Branded Cards and/or Mastercard-Branded Cards in the United States at any become final and all appeals are exhausted, and the Court approves the application time during the period between December 18, 2020 and the date of preliminary for attorneys’ fees and expenses, and Class Representatives’ service awards. settlement approval, or June 9, 2026. The Court has set November 16, 2026 Attorneys’ fees and expenses, and service awards to the Class Representatives: as the date for a final approval and fairness hearing (the “Fairness Hearing”) For work done through final approval of the Settlement by the Court, as well as in connection with the Settlement, after members of the Class have had the any work they will be required to do in the future, Class Counsel will ask the opportunity to evaluate the Settlement and exercise their rights, as set forth in the Court for attorneys’ fees and reimbursement of reasonable and necessary litigation Notice. Further information regarding the Settlement and the Fairness Hearing expenses, and any service awards to the named Class Representatives that the will be posted on www.InterchangeEquitableReliefSettlement.com.

Court may award, in an amount not to exceed $206,000,000. The Settlement Under the Rule 23(b)(2) Class Settlement, Mastercard and Visa will modify certain Agreement requires Visa and Mastercard to pay these fees and expenses separately rules to preserve, establish, or expand the circumstances in which merchants can, from the other Settlement financial obligations and they will not reduce any other benefits of the Settlement; members of the Class will not be required to pay any among other things, do the following: amount toward these fees and expenses.

• Decline acceptance of Visa- or Mastercard-Branded Commercial Credit Cards C. Legal Rights and Options and/or Premium Consumer Credit Cards.

• Surcharge customers a fee for the use of any Visa or Mastercard-Branded Merchants who are included in this lawsuit have the legal right to Object to Credit Cards, including based on the type of card used (e.g., a different the Settlement. The deadline to object is: September 14, 2026. To learn how to object, visit: www.InterchangeEquitableReliefSettlement.com or call toll-free: surcharge for rewards and non-rewards cards).

• Offer discounts to customers who do not pay with Visa or Mastercard-Branded 877-318-7713.

Credit Cards, or based on the financial institution that issued the Visa or Note: You cannot elect to be excluded from the Rule 23(b)(2) Class Settlement.

Mastercard-Branded Credit Card.

For more information about these rights and options, visit: • Decline acceptance of Visa or Mastercard-Branded Cards at all outlets that www.InterchangeEquitableReliefSettlement.com or call toll-free: 877-318-7713. operate under the same trade name or banner, even if that merchant accepts D. If the Court Grants Final Approval of the Settlement those same cards at outlets that operate under a different trade name or banner.

• Engage in Pilot Programs whereby they accept Visa or Mastercard-Branded If the Court grants final approval to the Settlement, members of the Rule 23(b)(2) Credit Cards at some but not all outlets operating under the same trade name Class will be bound by the terms of the Settlement and will release all claims or banner for a limited duration or test out various acceptance, surcharging against all released parties listed in the Settlement Agreement. The Settlement will and discounting options at some but not all outlets operating under the same resolve and release any claims by payment card acceptors against Visa, Mastercard trade name or banner, including not accepting Commercial or Premium and other defendants that were or could have been alleged in the lawsuit, including any claims based on interchange or other fees, no-surcharge rules, no-discounting Consumer Credit Cards, for a limited duration.

• Accept some digital wallets at brick-and-mortar locations but decline others rules, honor-all-cards rules, and any other network rules. The Settlement will also and enable some digital wallets for on-line transactions but not enable others, resolve any payment card acceptor claims based upon the future effect of any Visa and “steer” among the cards within a digital wallet under the same rules that or Mastercard rules as they were or are in place on December 18, 2020 and up to the Settlement Final Date (as defined in the Settlement Agreement), the modified govern steering among traditional cards.

• Receive the benefit of credit interchange rate reductions: Visa and Mastercard rules provided for in the Settlement, or any other rules substantially similar to will reduce published and negotiated Credit Card interchange rates for those rules. The release will not bar claims involving certain specified standard commercial disputes arising in the ordinary course of business.

U.S. merchants.

• Receive the benefit of Credit Card interchange rate caps: The Settlement For more information on the release, see the Superseding and Amended Rule 23(b)(2) Agreement reduces and caps “Standard” Consumer Credit Card rates at a Class Settlement Agreement at: www.InterchangeEquitableReliefSettlement.com. specified level and otherwise caps Credit Card interchange rates, such that E. The Court Hearing About This Settlement neither Visa nor Mastercard will increase any of its published Credit Card On November 16, 2026 at 11:00 am ET, the Court will hold a hearing to decide interchange rates above the rates effective as of March 31, 2025 and each will whether to approve the proposed Settlement, Class Counsel’s request for attorneys’ reduce its network-wide average Credit Card interchange rate to or below the fees and expenses, and service awards for the named Class Representatives. The specified level. hearing will take place at: • Form Merchant Buying Groups that meet certain criteria to negotiate with United States District Court for the Eastern District of New York Visa and Mastercard.

U.S. District Judge Brian M. Cogan • Receive access to a Merchant Education Program, established and 225 Cadman Plaza East administered under the Settlement Agreement, to help understand and Brooklyn, NY 11201 maximize the benefits of the rule changes, including how to effectively “steer” in States that restrict surcharging.

You do not have to attend the Court hearing or hire an attorney, though you may do either at your own expense. The Court appointed the law firms of Hilliard B. Monetary Aspects of the Rule 23(b)(2) Class Settlement There is no monetary payment to members of the Class in this Settlement. This Shadowen LLP; Grant & Eisenhofer P.A.; Freed Kanner London & Millen LLC; Rule 23(b)(2) Class Settlement concerns only the Equitable Relief Claims set forth and Nussbaum Law Group, P.C. to represent the Class (“Class Counsel”).

F. Questions? in the lawsuit. Claims for monetary damages arising out of the defendants’ alleged antitrust violations are the subject of a separate settlement for the Rule 23(b)(3) For more information about this case (In re Payment Card Interchange Fee and Class. For information concerning the separate Rule 23(b)(3) Cash Settlement Merchant Discount Antitrust Litigation, MDL 1720), you may: Class, please visit the website: www.PaymentCardSettlement.com.

Call toll-free: 877-318-7713 The Settlement does provide for Visa and Mastercard to make certain payments Visit: www.InterchangeEquitableReliefSettlement.com into the Rule 23(b)(2) Class Settlement Escrow Account, which money will be Write to the Class Administrator: Interchange B2 Class Administrator, used to pay: P.O. Box 6340, Portland, OR 97228-6340 or Email the Class Administrator: info@InterchangeEquitableReliefSettlement.com • The cost of settlement administration and notice, as approved by the Court,

OPERATIONS

Examining the Customer Experience INDUSTRY VIEWPOINT

Discover how to meet customers at the most critical moments at hardwareretailing.com/customer-experience-angles.

Want the Truth?

Listen to Your Customers

E

motions rarely answer questions, let alone solve critical problems. Yet, too often, retailers let their emotions get in the way when making critical strategy decisions. Directly or indirectly, emotions lack key information central to the planning process and planning successful retail mix strategies. These can include financial, operational, locational, merchandise mix, marketing, staffing, future growth planning and more.

Emotions cloud strategic thinking about recent technology and shifting customer behavior.

Emotionally influenced “errors” in tactical planning, implementation and execution are problematic and too common. When it comes to strategic planning, letting emotions corrupt strategic thought can be dangerous and unforgiving.

The “I think” basis for strategy development is subjective and prone to bias. In short, it is most dangerous if not used in combination with fact-based information. “I think” strategy decisions have to be evaluated and confirmed against facts and fact-based market realities. Most importantly, they should be tested against the “voices of your customers” litmus test.

The market has and is continuing to change too rapidly to rely solely on instincts learned from past managerial and market situations.

Remember when some management pushed back on things like eliminating print advertising and viewed social media as a fad, when budgeting for a strong web presence was continually pushed aside,

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HARDWARE RETAILING | August 2026

when robots on the salesfloor were considered a joke and when there was endless questioning of AI’s capabilities to assist across so many areas of improving productivity and customer satisfaction?

Where did that get you? And where are we today? If you blink, you are already behind and playing catch up.

I have always preached that when you are making critical decisions, you need to listen to the customer.

To please customers, you need to understand how they shop, what they want and what they need.

Converting non-shoppers and increasing the loyalty of current customers is always the goal.

Actionable customer information and insights abound. Obtaining invaluable customer information doesn’t have to be difficult or expensive. The North American Hardware and Paint Association, the Department of Commerce, seminars at industry events, distributors and wholesalers, monthly newsletters, The Farnsworth Group and more are all valuable resources. Drilling down on your own customers may be more challenging but worth the effort and costs.

Customer information is always power, but only if you choose to obtain and use it. You can’t efficiently distribute strategy resources if you don’t really know where to put them.

Listen to the customer.

Till next time.

Jim Robisch Senior Partner & Adviser, Ret. The Farnsworth Group

About Jim Jim Robisch has been working in the home improvement channel for over 40 years. He is retired from The Farnsworth Group, where he was a senior partner and adviser focusing on retail research and consulting. He directed various activities for the firm, including customer intelligence, brand image and positioning, market expansion, customer satisfaction and growth and strategic planning. Jim has worked with more than 1,000 independent retailers and over 50 of the top industry chains and largest wholesale groups. In retirement, Jim remains active with consulting work and serving on numerous advisory boards.

CONNECT

Send Jim a Message jrobisch@thefarnsworthgroup.com Jim Robisch

INDEPENDENT HOME IMPROVEMENT CONFERENCE

SEPTEMBER 28-30, 2027 MARCO ISLAND, FL

Meet Us In Marco THE INDEPENDENT HOME IMPROVEMENT CONFERENCE RETURNS TO MARCO ISLAND We are excited to announce that the Independent Home Improvement Conference is heading back to one of the industry’s favorite destinations. Join independent retailers, wholesalers, service providers, manufacturers and industry leaders for three days of education, networking and collaboration designed to help you strengthen your business and connect with the independent channel.

Be among the first to receive conference updates, registration announcements, speaker news and special offers.

SIGN UP TODAY TO RECEIVE 2027 IHI CONFERENCE UPDATES

PRODUCTS

Small Upgrades, Big Impacts

See five products to stock to help customers maximize space outdoors at hardwareretailing.com/compact-outdoor-space.

TRENDS

Open-Air Remodels

BROUGHT TO YOU BY

Why and How Homeowners Are Taking on Outdoor Living Renovations

About the Company

O U T DOOR LI VI NG is an essential part of everyday life for many homeowners, with more tackling larger projects and curating spaces outside the home. According to the 2026 U.S. Houzz Outdoor Trends Study, personalized projects that are both comfortable and functional are drawing homeowners, and many are using professional contractors to complete work, focusing on backyards and leaning into landscaping. Hardware Retailing broke down data from the study outlining homeowner motivation and methods for completing outdoor renovations.

Events Triggering Outdoor Space Renovations 2026

41% 41%

27% 26%

Addressing deteriorated elements

Finally have the means

25%

22%

24%

Making the space more accommodating

27%

20% 21%

19% 19%

15%

Finally Personalizing Got inspired have the a recently to make time purchased home changes

2024

18%

Improving resale value

10% 9%

Adapting to recent changes

8%

6%

Safety or health reasons

Outdoor Renovation Types in 2026 72%

Features

56%

Structures

36%

Systems

34%

Decorating Exterior Surfaces Minor Repairs or Maintenance

12

21% 16%

HARDWARE RETAILING | August 2026

OUTDOOR PROJECT LOCATION

Back of the home

79%

Front of the home

46%

Side of the home

34%

Rooftop

8%

An industry pioneer known for its iconic and unmistakable yellow bag of concrete mix, The QUIKRETE® Companies was founded in 1940. Over the last 85 years, The QUIKRETE Companies has strategically acquired leading brands that allow us to be a single source of supply for nearly every element of any construction project. Our brands have earned a reputation for quality, consistency and performance, making us a reliable choice for commercial and residential building, repair and rehabilitation products.

As we continue to contribute to the growth and health of our country’s structure and infrastructure, we truly are What America’s Made Of®.

Have Questions?

Contact Cody Goeppner at cgoeppner@YourNHPA.org

Your Daily Dose of Microtraining NHPA’s RetailWise Plus, an AI-powered program, delivers 365 two-minute lessons in English, Spanish and French-Canadian. Built for independent hardware, paint and lumber retailers, it fits seamlessly into your store’s day—no long classes, no complicated schedules. Strengthen skills, service and team culture, one lesson at a time.

WHAT’S NEW

“Two minutes may seem short, but when that time is intentional and focused, it becomes incredibly powerful. These micro-lessons help retailers strengthen their teams without pulling them off the salesfloor.”

365+ Microtraining Videos 14 Educational Categories 100% Device Accessibility Seasonal & Quarterly Updates

Subscribe Today!

Scan the QR Code to sign up for RetailWise Plus or visit YourNHPA.org/retailwise.

Cody Goeppner Director of Education and Training, NHPA

PRODUCTS

Retailer Recommendations NEW PRODUCTS

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.

Plastic Shims

The Assorted Small U-Shim Clamshell from Shark Shim is a set of plastic U-shaped shims designed for leveling, spacing and alignment around fasteners and anchors.

The assortment includes multiple shim sizes for use in windows and door installation, cabinetry and general construction.

The shims are color-coded for identification and designed to provide consistent spacing and load support.

Shark Shim | sharkshim.com

Outdoor Rocking Chair

The Comfort Pro Rocker from GCI Outdoor is a folding rocking chair designed for outdoor seating. It features a spring-action rocking mechanism, a steel frame and a mesh backrest.

The chair also features padded armrests, a beverage holder and a carry handle for transport and storage.

GCI Outdoor | gcioutdoor.com

Chicken Nesting Box

The Pet Sanctuary Wire Chicken Nesting Box from Win World International is a metal nesting box designed for backyard chickens and small flocks. It features multiple nesting compartments, a sloped roof and a removable tray for cleaning. The unit is designed to provide enclosed nesting spaces while allowing easy egg collection and maintenance.

Win World International | winworldintl.com

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HARDWARE RETAILING | August 2026

Cordless Demolition Hammer

The MX FUEL 27-Pound SDS Max Demolition Hammer from Milwaukee Tool is a battery-powered demolition hammer designed for concrete breaking and chipping applications.

It uses the SDS Max tool system and the MX FUEL battery platform to deliver cordless operation for heavy-duty construction work. The tool features antivibration technology and multiple operating modes for controlled demolition.

Milwaukee Tool | milwaukeetool.com

Trailer Hitch Mount

The 25472 Multi-Fit Hitch Mount from CURT is a ball mount designed for towing applications with a 2-inch receiver.

It is constructed from steel and provides a mounting platform for a trailer hitch ball. The mount is finished with a corrosion-resistant coating for outdoor use.

CURT | curtmfg.com

Pet Grooming Glove

The Pet Grooming Glove from FurZapper is a reusable grooming glove designed to remove loose pet hair from dogs and cats during brushing. The flexible glove features textured grooming surfaces that help lift and collect shedding hair while massaging the animal’s coat. It is intended for routine grooming and reducing loose hair before it accumulates on furniture and clothing.

FurZapper | furzapper.com

August 2026 | HARDWARE RETAILING

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NEW PRODUCTS

Spill Kit

The Universal Spill Kit from Spill Hero is a spill response kit designed to contain and clean up oil, chemical and water spills. The 20-gallon kit includes granular absorbent pads, socks and pillows, along with personal protective equipment and disposal bags. The contents are packaged in a UN-certified drum for storage and emergency response.

Spill Hero | spillhero.com

Hidden Deck Fastening System

The Collated Cortex for Decking system from FastenMaster is a concealed fastening system designed for composite and PVC decking.

It combines collated screws, color-matched plugs and a setting tool to create a hidden fastener installation.

The system is available for a variety of decking brands and colors and is designed to provide a finished surface without exposed screw heads.

FastenMaster | fastenmaster.com

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HARDWARE RETAILING | August 2026

Drawer System

The Nova Pro Scala Drawer System from Grass America is a double-wall steel drawer system designed for residential and commercial cabinetry. It features synchronized full-extension slides with a soft-close mechanism and is available in multiple drawer heights, lengths and finishes. The system is designed for undermount installation and supports dynamic load capacities of up to 154 pounds.

Grass America | grassusa.com

World’s First Cam-Shaped Pencil HandyScribe's patented design makes scribing easier and more accurate The offset lead allows the user to rotate the HandyScribe to scribe without the use of a compass or any other scribing method HandyScribe comes in 3 colors: Black, Red, and Silver Black: Graphite: Great for use on wood, Cle, granite, etc.

Red: Wax Based: Does not wash off on a wet saw!

Great for use on wood, Cle, granite, etc Silver: Wax Based: Does not wash off on a wet saw AND reflecCve for welders!

Great for use on wood, Cle, granite, metals, etc

August 2026 | HARDWARE RETAILING

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NEW PRODUCTS

Wet/Dry Vacuum

The 16-Gallon Stainless Steel Wet/Dry Vac with Cart from RIDGID is a shop vacuum designed for wet and dry cleanup applications. It features a 16-gallon stainless steel drum, a wheeled cart for mobility and onboard accessory storage, and it is ideal for use in workshops, garages and jobsites for collecting debris, dust and liquids.

RIDGID | ridgid.com

Painter’s Multitool

The BC5 5-in-1 Painter’s Tool from Allway Tools is a handheld multipurpose tool designed for painting and surface preparation tasks. It combines several functions, including scraping, spreading, putty application, paint can opening and crack cleaning. The tool features a steel blade construction for heavy-duty use.

Allway Tools | allwaytools.com

Dual Roller Frame

The 18-Inch Dual Roller Frame from Corner Roller is a paint roller frame designed to apply paint to inside corners and adjoining surfaces simultaneously. The frame uses two rollers positioned at an angle to improve coverage in corner applications on walls, ceilings and other painted surfaces where corner coverage is required.

STARKE LLC | cornerroller.com

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HARDWARE RETAILING | August 2026

Color Sensor

The Spectro 2 from Nix Sensor is a handheld color measurement device designed to scan and identify paint and surface colors. It connects to a mobile app for color matching and color data management and can be for used in paint, coatings, design and quality control applications.

Nix Sensor | nixsensor.com

Knee Pads

The BKKN100 Knee Pads from Brass Knuckle are lightweight, cushioned knee pads designed for kneeling protection in construction and industrial work. The pads are made from EVA foam and feature an adjustable hook-and-loop strap for fit and positioning for light-duty applications requiring cushioning and mobility.

Brass Knuckle Safety Products | brassknuckleprotection.com

Caulk

Tub & Tile Ultra Clear Caulk from Oatey is an acrylic sealant designed for sealing joints and gaps around bathtubs, sinks, showers and lavatories. The formula applies white and dries clear, adheres to porous surfaces such as wood and masonry and cleans up with soap and water. It is paintable after drying and is also suitable for resetting loose tiles.

Oatey | oatey.com

August 2026 | HARDWARE RETAILING

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FALL MARKE Catch a Glimpse of the Trade Shows Drawing the

BY ANNIE DAMEWORTH AND LINDSEY THOMPSON

R

etailers and wholesalers are gearing up for a full fall market season, preparing to secure the best deals, network with fellow industry members and learn best practices to enhance their businesses. Markets across the country each offer their own unique opportunities and benefits, and ensuring your team is prepared to get the most out of each experience is essential. See an overview of this year’s fall shows and hear from wholesalers about what to expect at each event.

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HARDWARE RETAILING | August 2026

ET PREVIEW Industry This Fall

August 2026 | HARDWARE RETAILING

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HOUSE-HASSON HARDWARE

August 6-8, 2026 Sevierville Convention Center, Sevierville, Tennessee The Smoky Mountains are the backdrop for House-Hasson’s summer buying event, The Hardware Exchange Dealer Market. Attendees will experience product discounts, drop ship deals, networking opportunities and the show’s signature Bonus Buy specials at the Sevierville Convention Center in Sevierville, Tennessee. Dealers can spend time with vendors, connect with other dealers and sit down with the House-Hasson team to talk through their business and operational areas that include IT support and systems, marketing and digital programs, new stores, remodels and conversions, credit and financial services and merchandising and category support.

The Dealer Market kicks off Thursday with a golf tournament, offering a chance to get on the course and connect with other dealers.

BLISH-MIZE COMPANY

September 17-19, 2026 Overland Park Convention Center, Overland Park, Kansas The Fall Blish-Mize Customer Buying Market is set to feature innovative new products, business-focused seminars and cost-saving specials alongside opportunities to meet with leading retailers in Overland Park.

Launched at the Spring market, the Season Ticket program will run at the Fall Market, which Clay Uhrmacher Blish-Mize, Vice rewards consecutive President of Sales attendance and Marketing with exclusive promotions, special pricing and prize opportunities throughout the year.

Clay Uhrmacher, Blish-Mize vice president of sales and marketing, shares how attendees can capitalize on the market this fall.

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HARDWARE RETAILING | August 2026

Hardware Retailing (HR): How does the Season Ticket program work?

Clay Uhrmacher: If you attend two shows in a row, you get coded as a season ticket qualifier. These qualifying retailers receive extended terms on promotions and some exclusive buying opportunities throughout the year. Season ticket holders are also eligible for exclusive drawings and prizes at the Buying Markets.

Blish-Mize has expanded the amount of prize money available through drawings reserved solely for qualifying retailers. It increases opportunities for our customers to take advantage of promotional buys as long as they keep coming to the markets.

HR: Have you seen success with the program so far?

Uhrmacher: Some dealers have said their owner or family only lets them

attend one show each year, but this might give them a reason to attend the second show as well. It will take some time to fully see the benefits, but if we can get a few more dealers to attend both shows, it’s going to benefit everyone.

HR: What other activations can attendees expect at the Fall Market?

Uhrmacher: The Impulse Zone, a dedicated display area showcasing products commonly merchandised near checkout counters and high-traffic areas, is returning for the fall show. We saw a need for it and wanted to present to our retailers these quick items that their customers can easily add to a purchase. If you walk into a lot of big retailers, they’re using impulse queue lines. We want to make sure our customers know we can do that for them and have a program to support it.

ACE HARDWARE

September 22-24, 2026 Orange County Convention Center, Orlando, Florida Returning to Orlando, new products await at the Ace Hardware Fall Convention.

Network with peers, discover top trends and build your business alongside the best in the industry. The event will include numerous educational sessions covering various operational topics.

Clinton Harris, Ace director of corporate conventions and Chris Huot, Ace corporate vice president of merchandising Clinton Harris provide gain insight Ace Hardware, into the 2026 Fall Director of Convention.

Conventions

August 2026 | HARDWARE RETAILING

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OTHER INDUSTRY SHOWS SUPERZOO

August 12-14, 2026 Mandalay Bay Convention Center, Las Vegas, Nevada

THE GARDEN CENTER CONFERENCE & EXPO

August 18-20, 2026 Loews Vanderbilt Hall, Nashville, Tennessee

LMC EXPO

October 28-30, 2026 Pennsylvania Convention Center, Philadelphia

ISSA SHOW NORTH AMERICA

November 17-19, 2026 Mandalay Bay Convention Center, Las Vegas, Nevada

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HR: What do you hope retailers will take away from the Fall Convention?

Clinton Harris: Our goal is simple: retailers leave Orlando ready to act. We encourage retailers to buy with confidence to secure the right products at the best value for the season ahead; take action immediately to leave with ideas you can implement in your store; learn about and understand new programs, products and opportunities coming your way; strengthen relationships and build connections with vendors, peers and the Ace team; and plan with clarity to walk away with a clear path to grow your business. Here’s the bottom line: attendees should head home energized, informed and ready to drive results.

HR: What will be some highlights at the fall show?

Chris Huot: One major highlight this year is our “Need It Now” marketplace, designed to help retailers capitalize on the increasing trend of consumers using marketplace vendors like Door Dash, Instacart and others.

We’re also launching several new RSC programs, including Titan Coolers and HydroJug, giving retailers fresh options for customers looking for premium hydration and cooling solutions. The new RSC E-Bike & Scooter program from Segway brings innovation and mobility, while our new RSC fishing program and planograms from Lunkerhunt will reel in those looking to expand their sporting goods selection.

We’re also thrilled to celebrate the 30-year Anniversary Pokémon release—a

unique way to drive traffic and excitement in stores. Plus, we’re introducing a new RSC program with Govee, ensuring our retailers can offer cutting-edge products Chris Huot for home and lifestyle.

Ace Hardware, This year, we’re Vice President of taking things up a Merchandising notch with a two-day outdoor barbecue extravaganza, bringing together top industry influencers for hands-on sessions. These experts won’t just be grilling—they’ll be teaching invaluable product knowledge, demonstrating how to host engaging events and sharing insider tips on getting the most out of our exclusive products.

One can’t-miss area will be the launch

of our new Exclusive Chirp and Chirp Max Attract Birding program. This initiative brings a clear step-up strategy, introduces stand-up bags and offers increased margins, further strengthening what is already one of the most profitable categories in the store. We’re also looking forward to featuring seasonal mini-buckets; Cabot exterior stain samples; curated, giftable assortments across Tools, Grilling and Toys; and a fully refreshed faucet display featuring exclusive Kohler branded faucets.

HR: What new vendors or products will be at the Fall Convention?

Huot: We are excited to feature a solid lineup of new products, including The Ninja Crispi, The Werner Ready Step Ladder, Ego’s new high flow automotive

pressure washer, a new compact fan and new accessories, The Master Lock Elite Series and various mini totes. Some new vendors this year include robotic lawn mower brands Mammotion and Navimow, Cosmic Grading, TOGGLER and Kosmo Q barbecue rubs and sauces.

HR: How will the Fall Convention help retailers prepare for the upcoming holiday season?

Huot: Ace is launching our new Christmas Decorator App at this year’s Fall Convention, helping consumers select the right products and quantities for their outdoor decorating projects.

The app also recommends add-on items, creates a seamless path to purchase by automatically building the cart and enables online order placement. It’s fully

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DIY CON

November 6-8, 2026 Fair Park in Dallas, Texas Engage in immersive DIY experiences, meet the top DIY stars from HGTV and shop exclusive deals at the National Hardware Show’s one-of-a-kind event. DIY CON will transform the traditional trade show into a polished playground for creativity and connection, says event director Hector Morfin-Chong.

“DIY CON is not the traditional trade show, but an immersive experience where attendees are the ones who do it themselves,” Morfin-Chong says. “This isn’t about scrolling through finished projects online, but about being the person who dreams it, sketches it and builds projects that come to life. Whether you’re learning to lay tile, refining woodshopping skills

or looking to build community in the DIY industry, we want every attendee to walk away inspired and ready to create.”

Attendees are invited to roll up their sleeves, try out premium tools, learn from leading creators, meet and greet with their favorite home improvement celebrities and leave with the confidence and skills to bring their next project to life.

“RX Global knows how to create fan-driven experiences that inspire action,” Morfin-Chong says. “From New York Comic Con to Star Wars Celebration, we’ve built cultural moments that connect people and brands. DIY CON will bring that same energy to the world of home improvement.”

DIY CON WILL FEATURE:

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Hands-On Workshops: From beginner-friendly projects to pro-level builds

•

Interactive Brand Experiences: Explore new products and tools designed

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Hands-On Activations: Explore every part of the home, including paint

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Celebrity Meet & Greets: Meet your favorite TV home improvement stars.

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Maker Meetups: Spaces for collaboration, mentorship and shared creativity

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Inspiring Keynotes: Stories of transformation from your favorite DIY creators

led by industry experts, professional techniques are shared with playground energy, where getting hands-on and messy means getting better.

to make the challenging DIY projects feel fun and within reach with exclusive access to new products curated for real-life projects.

and wall treatments, storage and organization, outdoor living, living spaces, a Kids Zone and the Tool Shed.

with your favorite DIY stars live. Find your project partners and lifelong mentors in a community that celebrates DIY progress over perfection.

who turned “I wish I could” into “I did.” See tomorrow's trends today, where industry insiders share the secrets that transform your next project plan.

HARDWARE RETAILING | August 2026

integrated into the website and mobile app for a connected shopping experience.

HR: What topics will be covered in the educational sessions or addressed during the general session?

Huot: Ace is offering a robust lineup of training sessions for retailers at the Retail Learning Center. These sessions are closely aligned to the strategic priorities highlighted in the general sessions, helping retailers take key ideas from the stage and turn them into practical application in their stores. From driving sales growth and improving operations to strengthening leadership and enhancing the associate experience, sessions are designed to deliver real-world insights retailers can apply right away.

DO IT BEST AND TRUE VALUE

September 25–28, 2026 Indianapolis, Indiana

The Do it Best and True Value 2026 Fall Market is set to welcome 700 vendors in Indianapolis and host 75 learning sessions over the four-day event, providing opportunities to form new connections and glean valuable insights from fellow retailers.

Allison Flatjord, executive vice president of marketing and e-commerce, shared a glimpse into the fall market and advice for retailers planning to attend.

HR: What do you hope retailers will take away from the Fall Market?

Allison Flatjord: We want to give our retailers a sense of the power of

being part of the largest hardware and building materials cooperative in the world. With technology at scale, key product partnerships and Allison Flatjord great deals, we Do it Best, Vice President of want them to leave Marketing and Indianapolis with E-commerce a clear view of the opportunities ahead and a practical plan for how to act on them. The Fall Market brings together buying opportunities, vendor partnerships, business insights, education, peer connections and direct access to Do it Best Group teams in one place. Our goal is for every attendee to return home with stronger seasonal plans, sharper assortments, new ideas to

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HARDLINES CONFERENCE

October 20-21, 2026 Fairmont Chateau Laurier, Ottawa, Canada

Attendees will gather in Canada’s capital for Hardlines’ 30th anniversary during the 2026 show. In collaboration with LBMAO, Hardlines welcomes visitors for two days of networking and learning. Hardlines president and publisher David Chestnut shares highlights of this year’s show and major industry trends Hardlines will address at the event.

HR: What are you most excited for at this year’s event? What are some of the highlights you're looking forward to?

private-label strategy as retailers re are confirming the final agenda, bu industry conversation is heading.

HR: What are some returning favori David Chestnut Hardlines, President and Publisher

David Chestnut: What excites me most is the continued convergence of independent dealers, buying groups and big-box players in one room—a rare mix in Canadian retail. The Hardlines Conference has built a reputation as the place where competitors set aside rivalry to talk candidly about supply chain, labor and consumer shifts. I’m especially looking forward to sessions that connect macroeconomic trends, such as interest rates, housing starts and renovation spending, to actionable strategies for store owners. The value isn’t just the content—it’s the sharing of best business practices. We are also excited to celebrate the 30th Anniversary of the conference.

HR: Is there anything new attendees will experience at this year’s event?

Chestnut: Conferences like this typically evolve their programming to reflect current pressures—expect a sharper focus on e-commerce integration, omnichannel fulfillment and how AI and data tools are reshaping merchandising and customer service. We are having a dealer panel dedicated to this topic. New attendees should also watch for expanded content on labor shortages and succession planning, which have become urgent for independent dealers.

Session formats often shift too, with more interactive panels and roundtables replacing pure lecture-style keynotes. If this year follows recent patterns, expect a stronger emphasis on sustainability and

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Chestnut: The Outstanding Retailer as celebrating excellence keeps mor sector. The economic outlook keyno giving attendees a grounded read o and consumer confidence heading well-rounded lineup of speakers bui all-important networking with peers

HR: What are some of the education that will be available at the confere

Chestnut: Expect sessions spanning workforce development and financ operators. Retail psychology and m help dealers rethink store layout an chain resilience—sourcing, freight tends to feature prominently. Thes practitioners for practitioners, prior can implement within weeks of ret abstract theory.

HR: What networking opportunities available at the conference?

Chestnut: The conference’s real valu agenda—meals, receptions and the space for dealers, suppliers and buy ceremonies and evening receptions making it easier to build supplier rel terms or exclusive product access. F

espond to margin pressure. We ut directionally, that's where the

these informal conversations with counterparts from other regions are often cited as the single most valuable part of attending, more than any single session.

ite aspects of the conference?

HR: Tell us about the Outstanding Retailer Awards.

What is the importance of the ORAs?

Awards remain a signature draw rale and ambition high across the ote is another perennial favorite, on housing, renovation spending into the new year. We have a ilt around ample time for the s and customers.

nal opportunities ence?

g digital transformation, cial literacy for independent merchandising sessions typically nd the customer journey. Supply costs and diversification—also se sessions are usually built by ritizing frameworks attendees turning to their stores, not

s will be

ue often lies outside the formal social events create natural ying group reps to connect. Award s tend to loosen the atmosphere, lationships that turn into better For independent dealers especially,

Chestnut: The ORAs matter because they spotlight retailers who often don’t get recognition outside their local markets. In an industry increasingly dominated by national chains and big-box competition, celebrating operational excellence, community engagement and innovation among independents reinforces that scale isn’t the only path to success. Winners typically demonstrate strong customer service, smart merchandising or creative responses to local market conditions—providing a template other attendees can study and adapt. Beyond morale, the ORAs create case studies: attendees leave with concrete examples of what’s working elsewhere in Canada, which is often more persuasive than any keynote statistic. Producing and holding the Outstanding Retailer Awards is one of the most fun and meaningful things that Hardlines does for our industry.

HR: What is one trend every Canadian home improvement retailer should be paying attention to and how will the Hardlines Conference address this trend?

Chestnut: The trend I’d flag is the maturing of omnichannel expectations.

Customers now expect independent hardware and home improvement stores to offer the same convenience—online inventory checks and click-and-collect seamless returns—as national chains, even with far smaller budgets and staff. This isn’t optional anymore; it’s table stakes for retaining younger, digitally native customers. I’d expect the conference to address this through sessions on affordable tech stacks, case studies from dealers who’ve successfully digitized without losing their community store feel and panels on balancing personalized service with digital convenience. The retailers who solve this cost-effectively will be best positioned over the next five years.

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improve profitability and actionable next steps they can put to work right away in their stores and yards.

HR: What will be some highlights at the Fall Market?

Flatjord: There is always something new at a Do it Best and True Value Market, and Indianapolis will be no exception. Members and retailers will see new product introductions, expanded vendor programs, exclusive market-only buying opportunities and continued progress on the tools and resources designed to help them run stronger, more profitable businesses.

We will also be continuing our plans to bring technology to retailers’ stores to help them in their everyday business. Retail Pulse, which was introduced at our Spring Market, will have its own dedicated space on the market floor where retailers can learn more, see the platform in action and get hands-on guidance on how those data-driven insights can help improve store performance. We will also have a few other surprises around tech tools that make our members’ lives easier.

And, with the new partnership with Sherwin-Williams, we will have an immersive paint area where members can learn details about our plans for our Valspar, Best Look and EasyCare paints.

HR: What new vendors or products will be at the Fall Market?

Flatjord: The Fall Market will feature more than 1,200 vendors, along with new product introductions, expanded vendor programs and exclusive buying opportunities across key retail and LBM categories. We’ll be sharing more details soon about new vendors and product opportunities, but retailers can expect a strong lineup designed to help them strengthen assortments, prepare for upcoming selling seasons and identify new ways to grow sales and margin.

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HR: How will the Fall Market help retailers prepare for the upcoming holiday season and winter selling season?

Flatjord: The timing of the Fall Market gives retailers an important opportunity to finalize plans for the holiday and winter selling seasons while also looking ahead to the first half of 2027. Attendees will be able to explore seasonal products, take advantage of market-only buying opportunities, connect directly with vendor partners and compare programs that can help them build stronger assortments for the months ahead.

Beyond product selection, the market gives store owners access to category experts, education sessions and business tools that can help them think more strategically about inventory, promotions, merchandising, staffing and customer engagement during critical selling periods. The goal is to help retailers leave with practical ideas and buying decisions that can support stronger performance through the end of the year and into the next.

HR: What topics will be covered in the educational sessions?

Flatjord: Our Knowledge Central sessions will focus on practical, business-building topics attendees can put to work right away.

This year’s lineup includes sessions on AI, customer loyalty, employee retention, culture building, conflict resolution, succession planning, marketing and e-commerce growth, digital strategy, warehouse efficiency, suggested ordering, inventory productivity, paint problem-solving, live goods performance, team training and growth planning for owners considering expansion.

We’ll also feature an LBM Learning Stage devoted to lumber and building materials dealers, with sessions focused on the industry-specific opportunities, challenges and strategies that can help that segment of the industry improve operations, serve pros more effectively and grow their business.

ORGILL FALL AND WINTER BUYING EVENTS

August 3-16, 2026 and November 2-16, 2026 Virtual

Heading into the fall buying season, Orgill will kick off its Online Buying Event at the start of August. The Fall Online Buying Event is one of five structured buying opportunities Orgill offers its customers throughout the year, which include its in-person Spring Dealer Market and four additional online opportunities, including the Winter Online Buying Event.

Similar to what a retailer might expect to find during the distributor's traditional in-person market, Orgill’s Online Buying Events are designed to help dealers improve margins, prepare for upcoming selling seasons and take advantage of exclusive buying opportunities.

Orgill’s vice president of hardlines merchandise Heath Kennedy and vice president of seasonal merchandise Alan Shore shared how retailers can maximize their opportunities around these events and how the products, programs and services showcased can help customers position their businesses for a successful holiday and winter selling season.

HR: What advice would you give to retailers to ensure they get the most out of Orgill’s Online Buying Events?

Alan Shore: Typically, we see the dealers who get the most value from Orgill’s Online Buying Events as the ones who approach them as more than just a short-term buying opportunity.

Instead, they position these Alan Shore Orgill, Vice events as part of President their standard of Seasonal annual buying cycle Merchandise

3 TIPS TO MAKE YOUR WHOLESALE MARKET TRIPS MORE PROFITABLE 1. Filter & Select

Nobody knows your store better than you and your team. Schedule a time to sit down with managers, key associates and everyone else who attended the market. If you attended the market alone, distribute the information you collected to managers and key department associates and ask them to read and review. Before meeting with your team, ask each member to bring his or her recommendations on programs and products based on what they learned.

Take turns going around the room having each attendee explain his or her top two or three recommendations. Note that this type of roundtable discussion is not just designed to learn about new products and programs, it is also meant to encourage creativity and promote open discussion about your store in order to best meet the needs of your customer while increasing transactions.

When it’s time to make final decisions, just remember to make a point of following up with each participant and thank them for their thoughts and input whether you ultimately incorporate their ideas or not. Your team is the greatest asset in your organization; by respecting their input and thoughts, you will receive their respect and loyalty in return.

2. Implement & Assign

Once you have selected the products and programs with which you want to move forward, it’s time to put a plan into action. But, as you all know, this is not that easy. Whether it’s assigning new SKUs to products and adding them to your inventory management system or trying to free up 2 feet of gondola space for a new niche assortment program, there is a lot work that needs to be done. This is where many retailers stall or stop all together. It’s important to be realistic in setting deadlines and diligent in prioritizing tasks. It’s better to have two programs successfully implemented than it is to have 10 nobly attempted and none finished.

Assigning responsibility to managers and associates with clear direction and expectations when implementing a program can make all the difference.

In turn, the ownership and accountability those associates will have to the programs once instated will exponentially influence your ROI.

3. Assess & Adjust

Once a new program is initiated or products added to stock, the job is still not over.

Assessing these programs can be the most difficult part of the process. It’s easy to identify and expand upon

a successful program or new product assortment, but what about the failing ones? The fact is, we all take pride in our decisions, and at times it is not easy to admit we were wrong about a product or program. It is, however, imperative we learn to objectively assess our decisions, make adjustments if needed and pull the plug before it’s too late. Not all new programs will be successful.

Not all new products are the next best thing, and that’s OK. Innovation, growth and expansion are all dependent on failure for their successes.

Success boils down to this: Keeping programs fresh and product assortments relevant are pillars of any turnkey retail operation in any industry. The home improvement business is no exception. Wholesalers and co-ops work day in and day out learning, researching and developing product assortments and programs with the sole intent of helping you, the retailer, grow and sell more product.

Their annual or biannual markets are designed specifically to present and demonstrate new programs and products to aid in your success. So take a chance on adding a couple new items.

Do some research and try out a new niche program or possibly expand on a core category. Take full advantage of your market and attend religiously, because, in the end, it’s your store and nobody else is going to do it for you.

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to make sure they take advantage of the best pricing during these seasonal windows for purchasing.

Heath Kennedy: I think it’s also important to point out that, with any buying event, the retailers who reap the greatest returns from their Heath Kennedy participation are the Orgill, Vice ones who spend a fair President bit of time preparing of Hardlines before the event even Merchandise starts. The greatest returns come from preparation, smart use of data and planning ahead for seasonal demand.

We advise all of our customers to get ready for the event by reviewing their sales histories, looking at inventory movement and previous buying patterns to understand what is already performing well in their stores.

We also try to make this as easy as possible for our customers by giving them both support and tools in advance of any of our buying events.

For starters, they can lean on their Orgill sales consultant for guidance and support in advance of an event.

They can provide the customer with information, insights into promotions or products they want to look at and just serve as a guide to the event and a sounding board to help the retailers develop a plan.

Another powerful tool retailers can use to help maximize these opportunities is our EDGE reports. Any customer can have access to these reports, and they provide insight into product velocity, category performance and assortment gaps. Having access to this kind of information helps dealers make more informed purchasing decisions rather than relying solely on instinct.

Shore: Retailers should also pay close attention to the promotional opportunities our merchandising teams build into each event. These would be our Power Buys, Door Busters and other limited-time offers that are

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typically some of the best deals we can offer on the most popular products and assortments.

Paying attention to these offerings and taking advantage of what is often the best pricing and terms available can help retailers compete more effectively with larger national chains by providing compelling promotional products with strong value and attractive margins. The items featured in these special opportunity buys can also create opportunities for in-store merchandising, digital marketing and local advertising that can help drive customer traffic.

I also agree that planning ahead for these events is critical, whether it is an in-person market or an Online Buying Event. One of the reasons we increased the frequency of our buying events was to offer our customers more opportunities to order merchandise during the buying window that aligns with the appropriate selling season.

Kennedy: It’s also important to point out that dealers really need to make sure they are taking advantage of the extended dating and favorable terms Orgill and our vendor partners offer during these events. With this extended dating, shipping windows and release dates, retailers can better align their inventory arrivals with expected selling periods. This allows them to manage cash flow while ensuring products arrive when they are needed—not months too early.

Ultimately, the most successful dealers prepare in advance, use the available data, capitalize on promotional opportunities and make buying decisions with the upcoming selling season in mind. Done well, Online Buying Events become a vital tool for improving margins, strengthening inventory decisions and remaining competitive in local markets.

HR: What new vendors and product introductions can dealers expect to see during the Online Buying Events?

Kennedy: Our merchandising team works closely with our vendor partners

to make sure we continue delivering value to our customers through these events, and one of the biggest values we can offer is the steady introduction of new products, programs and vendors.

The Fall Online Buying Event has no shortage of these on offer.

Retailers participating in the event will see a number of exciting new vendor partnerships, expanded assortments and exclusive product introductions across several key categories.

One of the biggest additions is our new partnership with Benjamin Moore, which includes a strong assortment of Insl-X specialty paint products, as well as Benjamin Moore Premium paint for qualified dealers. We’re also introducing Evolve Paints, an eco-friendly line of interior and exterior paint solutions, along with Retique It, an innovative paint system that allows DIYers to create authentic wood finishes on virtually any hard surface.

Shore: In the outdoor living category, we’ve added Drip EZ, which features grilling preparation tubs and premium grill mitts, as well as Monument Grills, a feature-rich line of mid-market grills that combines premium styling

“We also try to make this as easy as possible for our customers by giving them both support and tools in advance of any of our buying events.”

—Heath Kennedy, Orgill

with innovative cooking features.

To complement those offerings, we’re introducing Rufus Teague’s award-winning barbecue sauces and rubs, giving dealers another great opportunity to increase impulse purchases while enhancing their grilling assortment.

We’re also expanding our lawn and garden offerings with Rhino Seed and EZ-Straw, a premium line of lawn repair and erosion control products.

The assortment includes innovative Seeding Mulch with Tackifier and straw blanket solutions designed to protect new seed from washouts, wind and birds, and these products are now stocked in all of Orgill’s U.S. distribution centers.

And in addition to some of these new offerings, we are also featuring a number of expanded product assortments from a variety of our vendors, including: • Metabo HPT cordless pneumatic nailers • National Nail CAMO Countersink deck screws • Kwikset expanded padlock assortment featuring SmartKey technology • Eazypower Tap & Die Program • Newell Rubbermaid Elmer’s wood, multipurpose and craft glues • ClosetMaid adjustable closet kits and wood shelving • Rust-Oleum Ready Seal Turbo aerosol exterior stains • Purdy Altitude premium roller covers Together, these additions give dealers access to new categories, assortments and innovative products that support both everyday sales opportunities and seasonal merchandising.

HR: How do these Online Buying Events help dealers prepare for the upcoming holiday season and winter selling season?

Shore: One of the greatest advantages of the Online Buying Events is that we’re no longer forcing customers into two narrow buying windows, as was common with traditional in-person shows. They allow retailers to prepare

for multiple selling seasons at the same time and provide a stronger focus on seasonal buying needs. We’re offering buying events that coincide with the seasonal planning already taking place in their businesses.

Some of the key opportunities retailers will see during the Fall Online Buying Event are designed to help them prepare for both the holiday selling season and the months that follow.

One of the biggest is the Holiday Tool Catalog, which serves as the first opportunity to purchase highdemand fourth-quarter products at discounts ranging from 10% to 30%.

That includes everything from cordless tool kits, power tools and accessories to mechanic’s tool sets, storage products, grills and more from leading brands like DeWalt, Stanley, Vulcan, Gearwrench, Barbour, Omaha and Kamado Joe. Dealers will also have access to our Patio Booking Program, which allows them to lock in early pricing on outdoor furniture, fire pits, gazebos, umbrellas and other outdoor living products with February and March release dates.

In addition, the Spring Is Here Pre-Book Program gives retailers the opportunity to purchase qualifying spring products early while taking advantage of promotional pricing and rebate opportunities.

Kennedy: Retailers will see many of these same opportunities at our Winter Online Buying Event, but with a slight shift in the seasons being covered.

The Winter Online Buying Event builds on those holiday buying opportunities while helping dealers begin preparing for the spring and summer selling seasons. Retailers will have a second opportunity to purchase holiday merchandise through the Holiday Tool Catalog at promotional pricing, along with access to the Spring/Summer Pre-Season Promotion, which offers early ordering on spring and summer products with extended dating and February and March shipment windows.

Dealers can also participate in the Fan Booking Program, allowing them

to pre-order a broad assortment of our private-label PowerZone fans so they're well positioned ahead of the spring selling season.

These are just some of the examples of how we feel these events bring together strong promotional pricing, extended dating, seasonal release schedules and forward-looking merchandising opportunities that help retailers maximize holiday sales while positioning their businesses for success well into the following season.

HR: Why do you see Orgill’s Online Buying Events becoming such an important part of your customers’ buying strategy?

Shore: In today’s retail environment, everything is moving so fast. The speed at which things change today really requires dealers to think further ahead than ever before. Successful retailers aren’t simply reacting to seasonal demand—they're planning months in advance, using data to guide buying decisions and taking advantage of promotional opportunities that improve both inventory productivity and margins.

Not only does this help ensure they have the products they need when they need them, it also helps them maximize their margin potential by taking advantage of favorable pricing and terms. In turn, this provides retailers with opportunities for meaningful promotions to their customers throughout the year that can drive traffic and boost basket size.

Kennedy: By offering a combination of seasonal Online Buying Events and our in-person Dealer Market, we give our customers more flexibility to take advantage of these buying opportunities.

By combining exclusive promotions, expanded assortments, flexible purchasing programs and future-focused seasonal planning, these events give independent retailers the tools they need to compete effectively, strengthen profitability and better serve the unique needs of their local markets.

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FUELING GROWTH 10 Promotional Ideas to Optimize Sales

BY LINDSEY THOMPSON

S

erving as a key driver of customer counts and transaction size, promotions bring customers into your store and encourage them to make more or larger purchases. As the busy summer selling season wraps up and retailers begin to

34 HARDWARE RETAILING | August 2026

promote upcoming holidays and fall maintenance projects, Hardware Retailing compiled a list of 10 promotional ideas for the upcoming months and ideas to get customers in the door and making additional purchases throughout the year.

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1

$10 Propane Tank Refills

Around Memorial Day weekend, Koopman Lumber runs a promotion where customers can fill a 20-pound propane tank for $10, half off the normal $20 cost. Additionally, customers receive a $10 Koopon for each tank filled, with a limit of two Koopons per household. That Koopon can be used on a future purchase during the two weeks after Memorial Day weekend at any of Koopman Lumber’s 12 locations in the Northeast.

2

Grill Bundles

TNT Ace, with two locations in Wisconsin, offers a grill bundle with the purchase of a grill that includes a TNT Ace gift card, a TNT Ace goody bag, free fuel and free assembly and delivery. A number of retailers also offer grilling demonstrations and events to promote the grills they sell and team up with a chef at a local restaurant to offer demonstrations of meals customers can prepare on the grill. Another idea: set up a small group of grills in your parking lot and provide hot dogs and hamburgers for your customers to grill so customers can compare products and experience the features of each grill themselves.

Valentine’s Day Rose Sales Busy Beaver Home Centers, which has 19 locations in the Pittsburgh area, runs a Valentine’s Day rose sale each year. The stores collect pre-sale orders from early January through a few days before Valentine’s Day. Customers can choose between one dozen red roses or one dozen assorted colored roses and pick them up at their local store on Feb. 13 or 14. Each dozen roses also comes with a free Valentine’s Day card, all for $17.99.

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HARDWARE RETAILING | August 2026

3

4

Pet Adoption Events Especially helpful if you have a pet supplies department, pet adoption events not only bring customers into the store, they help support local organizations and the community. At Nelson’s Ace Hardware, the pet adoption event includes the opportunity to adopt local dogs with every adoptive family going home with a $100 store gift card. For every $5 donated to the local shelter running the event, attendees were entered to win a Yeti cooler. Retailers who host pet adoption events can also offer deals on pet supplies, foods and accessories.

Back to School Promotions Print off the school supply lists of every local public and private school in your area and make those available to customers. You can also post the lists in the store, along with all of the items on that list that your store can fulfill. Kane’s Ace Hardware in Homosassa, Florida, hosts an annual school supply drive where customers can not only shop for their own school supplies, but also purchase supplies and donate them to local schools.

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6 The Sale Never Ends 10 Promotional Ideas to Optimize Sales For even more promotional inspiration, check out these additional promotional events and sales that independent home improvement retailers offer.

• 4H and FFA discounts • Sell new homebuyer and home project kits

Off-to-College Kits Students heading off to college will need a lot of the items you may be able to provide, such as storage and organizational products, lamps, small appliances, fans, packing tape and batteries. Consider putting together an off-to-college kit with a few of the essentials they’ll need, which you can sell as a package like at Woodstock Hardware in Woodstock, New York. College students can choose from seven different kits—including cleaning, laundry and organization—that are available for pick-up in store or shipped free to customers.

• Give away food in the store (popcorn, coffee, etc.)

• Provide free ice for contractors’ coolers in the summer • Wedding and baby registries • Set up a booth promoting your store at community events • Free holiday gift wrapping • Tool sales • Bucket sales • Flash sales where items are on sale for a limited time during the day • Discount to first 50 customers on a day that normally has slower traffic

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7

Military Discount Rather than just offering straight percent-off discounts to military members and first responders, take it a step further and offer designated parking spots for military veterans like Valle Vista Home Center in Hemet, California.

Battery Recycling Services Connelly’s Hardware & Rental in Fort Wayne, Indiana, serves as a drop-off location to recycle alkaline, lithium, lithium ion and rechargeable household batteries. Not only does serving as a recycling drop-off location provide a much-needed service to the local community, customers often purchase batteries while they are in the store to replace the ones they dropped off for recycling.

Severe Weather Preparedness

8

9

Along with providing helpful and potentially life-saving information on how to prepare for severe weather—from hurricanes to tornadoes to blizzards—retailers can sell the products customers need to stay safe. Hagan Ace Hardware, with 11 locations in Florida, offers a Hurricane Preparedness page on its website with emergency plan best practices, supply checklists and tips to prep the house before storm season and stocks all those items to keep customers ready for storm season.

10

School Spirit Wear Sales If your town has limited places where residents can purchase school spirit wear, ask the school if you can partner with them to sell logoed hats, shirts and other school spirit paraphernalia. Selling the team colors of your local professional and college teams is also a great way to draw in new customers, like McGuckin Hardware near the campus of Colorado University does.

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MARKETING

Private Label Power Play Moving From Margin to Market Clout

BY CODY GOEPPNER

F

or years, private label has been viewed primarily as a margin play. Across the independent home improvement channel, retailers consistently point to higher margins and price competitiveness as the primary reasons for carrying private label products. In many stores, private label serves as a lower-cost alternative to national brands, often focused on commodity categories or price-sensitive customers.

The financial benefits are real. Retailers routinely report stronger margins on private label products, while direct import programs can create even greater opportunities. Depending on the category and sourcing model, those programs can generate margin improvements ranging from 15% to 35%.

More Americans are embracing private label as well.

According to Ipsos Consumer Tracker data, 69% of consumers report purchasing more private label products today than they did previously, up significantly from just a few months earlier.

Yet focusing solely on margin may be causing retailers to overlook the greatest opportunity private label offers.

Through conversations with independent retailers and insights gathered from the North American Hardware and Paint Association’s Marketing & Merchandising Roundtable, a common theme emerges. Most retailers make private label decisions based on price, supplier reliability and margin expectations. Success is often measured by sell-through rates and cost savings rates rather than customer perception or brand impact.

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In many cases, private label products receive little dedicated marketing support. Instead, they rely on shelf placement, staff recommendations and side-by-side comparisons with national brands to drive adoption. While those tactics can be effective, they also reinforce the idea that private label exists primarily as a value alternative.

The retailers creating the greatest long-term value, however, are those who are approaching private label differently. They are treating it as a branding strategy, not simply a sourcing strategy.

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A Different Approach

One of the clearest examples of this shift comes from lessons learned within the farm and ranch channel.

Earlier in my career, while serving as director of retail operations at Bleyhl Co-op, a multistore farm and ranch retailer in the Pacific Northwest that has since become part of Valley Wide Cooperative, I saw firsthand what happens when private label is treated as a branding strategy rather than simply a margin opportunity.

There, private label was not viewed as a program that needed to exist across every category.

Instead, it was deployed strategically in areas where it could strengthen both the business and the brand.

In the orchard and vineyard segment, private label focused on products customers used every day in the field. Tree paint, electrical tape, vine guards and wire were all opportunities to place the retailer’s brand directly into the customer’s own operation.

The objective was not simply to sell a product. It was to create a recurring brand touchpoint.

When customers reached for those products throughout their workday,

the retailer’s brand remained visible.

When supplies ran low, contact information was often printed directly on the packaging, creating a natural path back to the store. Private label extended beyond products as well.

Apparel, buckets and utility items reinforced the same brand presence long after customers left the salesfloor.

Just as importantly, categories with strong brand loyalty were left alone.

Power tools, equipment and other highly branded products continued to leverage the trust and equity built by national manufacturers. Instead

of competing against those brands, private label opportunities were identified in adjacent categories where loyalty was lower and differentiation was easier to establish.

The lesson was simple: Not every category should be private labeled. The most effective private label strategies are selective, intentional and aligned with the role each category plays in the customer’s buying decision.

One of the most common challenges retailers face with private label is positioning. Too often, private label is presented as the “good” option while

national brands occupy the “better” and “best” tiers. While this approach may simplify assortment decisions, it can also reinforce the perception that private label is inherently inferior.

The most successful private label programs challenge that assumption.

In many cases, private label products can be positioned as the recommended choice, offering the right balance of quality, value and trust. When customers view private label as a retailer’s endorsement rather than a compromise, the conversation changes entirely.

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Looking Beyond Home Improvement

Loyalty Wins One of the most recognizable and well-known private brands, Kirkland Signature brand by Costco connects customers to brand not just a price.

Kirkland enjoys a level of loyalty that rivals or exceeds national brands.

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The strongest evidence that private label can be more than a margin play comes from outside the independent channel.

Some of retail’s most successful brands have proven that private label can become one of the most powerful drivers of customer loyalty, differentiation and long-term growth.

Grocery chains, warehouse clubs and mass merchants have spent decades building private label portfolios that drive customer loyalty, reinforce brand identity and create meaningful competitive advantages. In many cases, customers actively seek out these products not because they are less expensive, but because they trust them.

Packaging, merchandising and marketing play a central role in that success. Private label products are positioned as brands with their own identity rather than alternatives to national brands.

One of the most compelling examples is Costco’s Kirkland Signature brand.

What began as a private label program has become one of the most recognized and trusted brands in retail. Customers routinely purchase Kirkland products not because they are the least expensive option, but because they believe they deliver exceptional value and quality. In many categories, Kirkland enjoys a level of loyalty that rivals or exceeds national brands.

The significance isn’t simply that Costco created a successful private label line. It’s that Kirkland reinforces the Costco brand every time a customer uses one of its products. The private label strategy and the retailer’s identity work together to strengthen trust, loyalty and customer retention.

Independent retailers may not have the scale of these organizations, but they possess something equally valuable: deep relationships within their communities.

The opportunity is not to replicate big-box retail. The opportunity is to apply the same principles by creating products that reflect the store’s expertise, reputation and promise to customers.

Retailers such as Target, Aldi and Costco have demonstrated that private label can become a competitive advantage when it is treated as a brand rather than a product. Consumers increasingly view these offerings as destinations in their own right, not simply substitutes for national brands.

Independent retailers may not have the scale of these organizations, but they possess something equally valuable: deep relationships within their communities. The opportunity is not to replicate big-box retail. The opportunity is to apply the same principles by creating products that reflect the store’s expertise, reputation and promise to customers.

The Branding Multiplier

The connection between private label and brand building became particularly evident during a major brand refresh

at Bleyhl Co-op. While the company retained its name, it introduced a new visual identity, logo and overall brand system. As with many rebranding efforts, customer adoption did not happen overnight.

Private label products accelerated that transition.

Customers didn’t just see the new logo on advertisements or storefront signage. They encountered it in the products they used, the apparel they wore and the supplies they relied on every day. The brand became part of their experience rather than simply part of the retailer’s marketing.

That is the true power of private label.

The retailers that will gain the most from private label in the years ahead will move beyond viewing it as a margin tool. They will treat it as a strategic extension of their brand.

They will position it with purpose

rather than price, merchandise it with confidence and market it as part of the customer experience.

Margins will always matter. But private label represents one of the few areas where independent retailers have complete control over their assortment, pricing and brand presence.

In an increasingly competitive marketplace, that level of control is rare. The retailers that recognize it will discover that the greatest return on private label may not come from the margin it generates, but from the brand equity it builds.

Private label is not just a way to improve profitability. It is one of the most powerful tools independent retailers have to strengthen customer loyalty, differentiate themselves from competitors and build a brand that extends far beyond the four walls of the store.

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A Foot in the Door Bringing Customers in With Buy Online, Pickup in Store BY

LINDS EY

W

hile many retailers jumped on offering buy online, pickup in store (BOPIS) during the COVID-19 pandemic, the service continues to provide an extra layer of customer service and a way for retailers to differentiate. BOPIS also brings customers through your doors, allowing them to see what else your operation offers,

85%

of U.S. BOPIS shoppers have made an additional purchase when they went to the store to collect an order

59%

THO M P S O N

creating opportunities for cross-selling and opening up the doors for additional in-person purchases and relationship building through in-person interactions. With BOPIS, customers can often pick up products the same day and they gain the confidence that the item they want is available before they travel to the store.

U.S. BOPIS retail sales totaled

of shoppers expect stores to offer BOPIS

Source: Buy Online Pick Up in Store Statistics, Capital One Shopping Research

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$154.3 billion in 2025

Click-and-collect retail sales alone will represent

14.7%

of U.S. e-commerce in 2030

For retailers, BOPIS is more than a fulfillment option—it’s an omnichannel strategy that connects digital and physical shopping experiences. It helps retailers increase revenue, lower costs, leverage store assets and provide the convenience customers increasingly expect.

At Paul’s Ace Hardware, with 11 locations in Arizona, BOPIS serves as another option to get product to customers quickly and seamlessly.

With competition like Amazon, The Home Depot, Lowe’s and Costco offering additional and faster ways to get product in customers’ hands, Paul’s Ace Hardware president Julie Buchkowski says BOPIS allows her operation to better compete and also meet customers where, when and how they shop.

“We need to keep up or we will start losing business,” Buchkowski says. “I don’t think of BOPIS as differentiation any more. I think many of our customers are expecting these services or they will shop somewhere else if we don’t offer them.”

Adding BOPIS did not require any new hires, just simple training.

BOPIS orders are easy to train on and take less time to fill than walking a customer through a complex project in the store, Buchkowski says.

In the pursuit of meeting customers where and how they want to shop, Buchkowski also leans into delivery. The operation has a fleet of delivery trucks to serve all of the stores, has added Door Dash, Instacart, Uber Eats and Bungii and utilizes store associates’ in their personal vehicles to make sure they are getting deliveries completed quickly.

“Our customers love BOPIS and our delivery options,” Buchkowski says. “Both are quick and easy ways to find the specific products they know they want. I think it is critical to adapt BOPIS and delivery to retain your current customers who want to shop with you and are looking for an online opportunity to do so. Adding these services takes a little training and space in the store to stage orders and the return on that investment is worth it.”

IMPROVING PICKUP

5 Ways to Make BOPIS Better Whether you are thinking of starting a BOPIS service or have been running one for some time, it’s important to continually measure its success. Here are five areas to evaluate to improve your BOPIS program.

1. Communication

Have a thorough communication plan in place to educate consumers about your specific BOPIS process.

Use your website, social media communication and in-store signage to promote this service. Conduct a survey with customers who have used it to identify any pain points they experienced, then use that information to improve your process moving forward.

2. Your Team

Arm your team with what they need to be successful.

Develop a group of employees who will continually review every aspect of the BOPIS procedure, including payment processing and fulfillment, to ensure all systems are integrated. Make sure every employee knows the in-store pickup process so BOPIS customers can get in and out quickly.

3. Your Inventory

The success of BOPIS lives and dies with inventory visibility. If you don’t have a well-maintained record of your inventory, then you can’t know for sure what items you have in stock and neither can your customers. A transparent inventory alleviates employee and customer frustration. You won’t be offering products that are out of stock or no longer available. If shoppers discover they have to wait for an item, they are likely to choose another retailer who has it available for immediate pickup.

4. Your Process

Become a secret shopper and browse another retailer offering the BOPIS experience. Evaluate your experience from the viewpoint of a shopper. Is there anything you would do to improve it? Is that retailer doing something you should be doing?

5. Your Success Metrics

Find a reporting mechanism to provide insights into the ROI of your BOPIS service. Consider adding customer satisfaction surveys to assess how you are doing and include open-ended questions for consumer feedback.

Use those results to tweak your program.

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OPERATIONS

The Cost of Complacency Stop Managing by Tradition and Start Managing With Intention BY

C U RT I S

G I L L M AN

A

ny retailer worth their salt will tell you that “because we’ve always done it that way” isn’t a good reason to avoid change.

The problem isn’t that operators don’t believe that statement. It’s that far too many don’t live it.

The road to hell may be paved with good intentions, but in the hardware industry it’s often paved with delayed decisions. Many good stores watch performance slowly decline while intending to make necessary improvements someday, just not today.

Change resistance exists on a spectrum. In extreme cases, it’s easy to spot: obsolete inventory sitting on shelves for years at full retail, lack of computerized inventory management, outdated point-of-sale systems or casual disregard for employment laws and risk management.

Fortunately, those cases are becoming rare, but the resistance often shows up in more subtle ways.

The hard truth is that independent hardware and LBM retailers have a reputation for being just a couple of steps behind the curve—not far enough behind to fail, but rarely far enough ahead to thrive. Over time, those small gaps grow and compound.

Let’s look at how that tendency quietly shows up inside many stores.

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Allowing Inefficient Processes to Continue

Most operators have watched a process unfold in their store to eventually find themselves asking: Why do we still do it this way?

Maybe it’s paperwork that gets filled out and filed away without anyone ever reviewing it or a manual process that once served a purpose but now only consumes time, energy and attention. The real cost isn’t just the annoyance. It’s the opportunity cost of those wasted resources.

One practical exercise I’ve used with leadership teams in the past is something called the “Kill a Rule” practice.

During meetings, employees are invited to challenge any policy or procedure they believe doesn’t add value.

Leadership has a short window to justify why the practice exists. If it can’t be defended, the rule gets eliminated. It’s a surprisingly powerful exercise, because many business practices survive not because they are effective, but because no one has questioned them recently.

Avoiding Time-Saving Systems

Another common form of resistance is avoiding improvements simply because they require effort up front.

A perfect example is inventory management.

Believe it or not, some stores still walk their entire floor with a scan gun, or worse, pen and paper to place orders.

When asked why they don’t rely on min/max inventory settings and allow their ERP system to generate purchase orders automatically, the answer is often the same: “We tried that once. It didn’t work right.” Or perhaps, “We just don’t have time to set it up.”

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HARDWARE RETAILING | August 2026

Both explanations miss the larger point. Systems rarely fail because they lack merit. They fail because they are never properly implemented.

Setting up retail performance systems takes time, they require adjustments and re-working, but once effective systems are functioning properly, they can save countless labor hours every year and free your team to focus on customers instead of processes. Returns on operational improvements come after the investment of effort, not before.

Ignoring Changing Employee Expectations

Labor expectations are another area where tradition can quietly hold retailers back. Sometimes you can do everything right and still struggle to recruit great employees. Labor markets fluctuate and talent competition is real.

But sometimes the answer is much simpler. If nearby businesses are consistently hiring stronger employees than you are, it may be worth asking a straightforward question: What are they doing differently?

The answer is usually obvious—compensation, benefits, work environment or recruiting strategies.

It’s common to hear operators say, “We just can’t afford to offer those benefits.” In most cases, the opposite is true.

Retailers who consistently hire stronger employees typically discover something important—better employees are more productive, more engaged with customers and far more efficient with their time. In other words, better employees often pay for themselves.

If you’re paying bottom-of-the-barrel wages, you shouldn’t be surprised when the results match.

Many retailers complain that they struggle to find qualified applicants. When asked how they are recruiting, the answer is often the same: word of mouth, signs in the store or the occasional social media post.

Those tactics may be inexpensive and sometimes effective.

But if they are not producing the results you need, it may be time to rethink the approach.

Promoting job opportunities on platforms like LinkedIn, Indeed and other professional recruiting sites isn’t cheap.

But these platforms put your opportunity in front of a larger, more qualified pool of candidates than traditional methods.

For retailers who are serious about building strong teams, recruiting should be treated like any other investment in the business, not simply an expense to avoid.

Ignoring AI as an Effective Tool

Artificial intelligence has quickly emerged as a divisive topic, seen as either revolutionary or a looming risk.

Regardless of where you stand, one thing is certain—it will impact independent retailers.

The real choice isn’t whether AI matters. It’s whether you view it as a tool reserved for large corporations, or as an opportunity to level the playing field.

Every area discussed in this column will be touched by it.

On the back end, AI can improve inventory management, helping retailers better anticipate demand, reduce excess stock and improve in-stock positions without constant manual adjustment.

In performance management, it can simplify how operators track and interpret data, turning it into clearer KPIs and faster decision-making.

On the salesfloor, it can strengthen the most important part of the business: the customer interaction, equipping employees with real-time access to product knowledge, project guidance and store-specific information.

None of these ideas are entirely new. But they are becoming significantly more powerful, and far more accessible. You don’t have to like it. But you cannot afford to ignore it.

Independent hardware retailers are among the most resilient operators in the entire retail industry, and that resilience has carried many businesses through decades of change. But today’s environment demands more than resilience. It demands intention and action.

The retailers who continue to thrive will be the ones willing to challenge outdated habits, invest in better systems and make decisions based on where the business is going, not where it’s been. Because “We’ve always done it this way” is no longer a strategy.

Meet Curtis Gillman

Curtis is a retail consultant and owner-operator with over 20 years of experience in the independent hardware and home improvement channel. He is the founder of Legacy Retail Advisors, where he works with independent retailers to improve operational performance, strengthen teams, and plan for succession. His approach focuses on disciplined execution, KPI-driven management and intentional leadership development.

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RESOURCES

News to You NEWSMAKERS

Stay updated with the latest news and trends by subscribing to our daily newsletters at hardwareretailing.com/subscribe.

Do it Best Group Brings True Value Headquarters to Fort Wayne J oined by Indiana Gov. Mike Braun, Do it Best Group announced the company’s strategic decision to align the headquarters of Do it Best and True Value in Fort Wayne, Indiana.

Do it Best Group will operate both brands from its world headquarters in Fort Wayne. Do it Best Group is the anchor tenant for the Electric Works innovation district, one of Fort Wayne’s most visible revitalization efforts.

“Do it Best Group has always believed in the power of independent business owners and that commitment is at the center of this decision,” says Dan Starr, Do it Best Group CEO. “By aligning the headquarters of Do it Best and True Value here in Fort Wayne, we are creating the leadership structure, operational focus and shared momentum needed to support all of our store owners, strengthen vendor partnerships and enhance one of the most recognized brands in home improvement. This is a proud moment for our company, for Fort Wayne and for the independent retailers we serve across the country and around the world.”

Since Do it Best Group acquired Chicago-based True Value in November 2024, the company has focused on operational stability and retailer support. This next phase aligns both headquarters in one geographic location, integrating leadership and operations and creating greater opportunities for innovation, efficiency, stability and growth with a vision to strengthen both brands, Starr says.

“Do it Best is one of Indiana’s great business success stories. From its roots as a company founded in Fort Wayne with strong Hoosier values, Do it Best Group has grown

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Do it Best Group CEO Dan Starr, Fort Wayne Mayor Sharon Tucker and Indiana Gov. Mike Braun gathered together to announce the move of the True Value headquarters to Fort Wayne, Indiana.

into a worldwide partner, serving independent businesses across the country and around the globe,” Gov. Braun says. “Do it Best Group’s decision to establish Fort Wayne as the official world headquarters of True Value demonstrates that Indiana is a place where companies can grow, lead and compete on a national and international stage. I’m thrilled to congratulate the Do it Best Group team and to welcome True Value to Indiana.”

With both brands anchored in Indiana, the integration will cement Fort Wayne’s role as the premier global hub for the home improvement industry. The transition of True Value

operations to Indiana will pave the way for long-term stability, shared momentum and unprecedented support for independent retail.

“Do it Best Group has been an important part of Fort Wayne’s story since 1945, and the company’s move to Electric Works helped bring new energy to one of our city’s most important redevelopment efforts,” says Fort Wayne mayor Sharon Tucker. “Today’s news builds on that momentum and further establishes Fort Wayne as a city where major companies can lead, innovate and make an impact far beyond our region.”

Do it Best Group CEO Dan Starr and Do it Best Group COO Nick Talarico sat down with Hardware Retailing for an exclusive discussion on the headquarters news, how the process of integration and innovation is progressing and what’s next for the company. Scan the QR code to listen to the podcast.

NETWORK

This index is provided for the convenience of our advertisers and readers. The publisher assumes no liability for errors or omissions.

Make a Plan CALENDAR

Visit YourNHPA.org/calendar to find more industry events online.

Industry Events AUG Orgill Fall Buying Event Aug 3-16 | VIRTUAL

House-Hasson Fall Dealer Market August 6-8 | SEVIERVILLE, TN

SUPERZOO August 12-14 | LAS VEGAS, NV

The Garden Center Conference & Expo August 18-20 | NASHVILLE, TN

Epiq Class Action & Claim Solutions.............. 9 epiqglobal.com Franklin International....................................................5 franklininternational.com Handy Scribe........................................................................ 17 handyscribe.com Hardlines............................................................................... 11 hardlines.ca Midwest Fastener....................................................IFC, 1 fastenerconnection.com NHPA Media....................................................................BC YourNHPA.org/media NHPA RetailWise Plus............................................. 13 YourNHPA.org/retailwise

SEPT Home Hardware Fall Homecoming September 16-18 | TORONTO, CANADA

Blish-Mize Fall Buying Event September 17-19 | OVERLAND PARK, KS

Ace Hardware Fall Convention

NHPA Strategic Consulting............................... 55 YourNHPA.org/consulting Oatey Company............................................................... 3 www.oatey.com

September 22-24 | ORLANDO, FL

Do it Best and True Value Fall Dealer Market September 25–28 | INDIANAPOLIS, IN

Wallace Fall Dealer Market September 30-October 1 | SEVIERVILLE, TN

Orgill............................................................................56, IBC orgill.com Pennsylvania Lumbermens Insurance.........7 plmins.com

Stay Informed Scan the QR code to see our full list of industry events.

To add your event to the industry calendar, send an email to editorial@YourNHPA.org.

August 2026 | HARDWARE RETAILING

53

OPERATIONS

Go-To Strategies LAST WORD

Hear from three retailers who share their insights to prep for markets at hardwareretailing.com/market-warm-up.

Do you attend your wholesalers:

List Market

Spring Show Only

17%

Fall Show Only

0%

Both Shows

83%

Of all the following aspects, which one do you consider the most important when attending wholesaler buying markets?

Market Ready A Closer Look at How Retailers Are Attending Buying Markets

A

s the fall market season quickly approaches, retailers are gearing up to make their rounds to secure top buys, meet industry peers and learn best business practices. Hardware Retailing informally surveyed retailers ahead of the markets to see the shows they plan to attend, how they prepare and what they’re hoping to find on the show floors this fall to help you prepare for your trade show visits.

54 HARDWARE RETAILING | August 2026

Learning about new products

66%

Getting special deals on pricing

50%

Networking with new or existing vendors

17%

Prior to the wholesaler market, how do you determine which booths you will seek out and visit?

Review pre-market materials from my wholesaler

33%

Review pre-market mailings from vendors

33%

Work together with my wholesaler sales representative

17%

Other

17%

How much of your annual buying is done at wholesaler markets on average?

25%

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.

CELEBRATING INDUSTRY LEADERS Proudly recognizing g Orgill customers honored for excellence in independent retail

NHPA TOP GUNS AWARD AWAR

Denise i Brookhouse Brookhou u

Honored H onored ffor or e exceptional xceptional and lleadership, eadership, iinnovation nnovation a nd lasting on iimpact mpact o n iindependent ndependent rretail etail

BEACON AWARD BEST NEW STORE AWARD

Riverside Building Materials

Celebrated for delivering an exceptional retail experience through innovative design and execution

BEACON AWARD RETAIL BEACON AWARD

Beaufort Hardware & Paint Co. Honored for leadership, community impact and a commitment to retail excellence

NHPA YOUNG RETAILER OF THE YEAR

Summer Vasquez & Grant Raynor Recognizing emerging leaders shaping the future of independent retail

Proud to Support Independent Retailers Since 1847

Orgill.com/opportunity | 800-347-2860 Ext. 5141 | customerservice@orgill.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.