Hardware Retailing December 2025

Digital Playbook

The Retail Sourcing Show.

Digital Playbook

“Going with Midwest Fastener has truly made a difference for our hardware store. Their products are consistently reliable, which means our customers are always satisfied and keep coming back. Beyond the quality, their program has genuinely simplified our inventory and made our fastener aisle so much easier to shop. It’s a partnership that’s clearly boosted our sales and made our daily operations smoother. We couldn’t be happier with Midwest Fastener.”

Frank Tropepe, Owner, Deerfield Ace Hardware

Exceeding Expectations. One Fastener Destination at a Time!

HEADQUARTERS

1025 East 54th St. Indianapolis, Indiana 317-275-9400 NHPA@YourNHPA.org YourNHPA.org

OUR MISSION

The North American Hardware and Paint Association (NHPA) helps independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

Ned Green, Weider’s Paint & Hardware, Rochester, New York

EXECUTIVE VICE CHAIRMAN

Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia

DIRECTORS

Alesia Anderson, Handy Ace Hardware, Tucker, Georgia

Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri

Ash Ebbo, Clement’s Paint, Austin, Texas

Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia

Michelle Meny, Meny’s True Value, Jasper, Indiana

Michael Sacks, FLC Holdings, LaGrange, Texas

SECRETARY-TREASURER

Bob Cutter, NHPA President and CEO

STATE & REGIONAL ASSOCIATIONS

MIDWEST HARDWARE ASSOCIATION

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

NHPA CANADA

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

CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES

CIRCULATION DIRECTOR

Richard Jarrett, 314-432-7511, gcscs8@gmail.com

COMING IN JANUARY

EXECUTIVE STAFF

PRESIDENT & CEO

Bob Cutter

CHIEF OPERATING OFFICER

Dan Tratensek

CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES

David Gowan

A Roadmap for the New Year

Coming in January, the NHPA 2026 Market Measure will give an in-depth look at the state of the independent home improvement industry. See where the industry is heading and how the opportunities and challenges of the past year will propel the channel forward.

Hardware Retailing (ISSN0889-2989) is published monthly by the North American Hardware and Paint Association, 1025 East 54th St., Indianapolis, IN 46220. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $110/year. Single copy $7. The Annual Report issue can be purchased for $30.

Periodical postage paid at Indianapolis, Indiana, and additional mailing offices.

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

All editorial contents © 2025 North American Hardware and Paint Association. No editorial may be reproduced without prior permission of the publisher.

REPRINTS: For price quotations, contact the Editorial Department at editorial@YourNHPA.org. Printed in the U.S.

VICE PRESIDENT OF CONTENT

DEVELOPMENT & PUBLISHER

Scott Wright, swright@YourNHPA.org

CONTENT AND PRODUCTION 317-275-9400, editorial@YourNHPA.org

EDITOR AND DIRECTOR OF CONTENT DEVELOPMENT

Lindsey Thompson, lthompson@YourNHPA.org

DIRECTOR OF SALES & MARKETING

Austin Vance, avance@YourNHPA.org

MARKETING MANAGER

Olivia Shroyer

NEWS & DIGITAL EDITOR

Jacob Musselman, jmusselman@YourNHPA.org

CONTENT DEVELOPMENT COORDINATOR

Annie Palmer, apalmer@YourNHPA.org

SENIOR DESIGNER

Autumn Ricketts

PRODUCTION & DESIGN ASSISTANT

Samantha Mitchell

MARKETING & DIGITAL CONTENT ASSISTANT

Cassie Reed

SALES & PRODUCTION ASSISTANT

Freda Creech

SALES

REGIONAL SALES DIRECTOR Jordan Rice jrice@YourNHPA.org | 217-808-1641

SENIOR BUSINESS DEVELOPMENT REPRESENTATIVE—WEST COAST Renee Changnon rchangnon@YourNHPA.org | 217-621-7363

ASSOCIATION PROGRAMS 800-772-4424, NHPA@YourNHPA.org

DIRECTOR OF EDUCATION & TRAINING Cody Goeppner, cgoeppner@YourNHPA.org

TRAINING MANAGER & EDITOR

Jesse Carleton, jcarleton@YourNHPA.org

OPERATIONS COORDINATOR—ADVANCED EDUCATION & TRAINING

Amy Hayes, ahayes@YourNHPA.org

What’s New and Next

The 2026 Hot Products Buying Guide highlights the latest tools, tech, and innovations helping independent retailers stay competitive and serve customers better—all in one easy-to-browse digital issue. 2026

Digital Marketing 101

While digital marketing can feel like the final frontier, getting back to the basics can be an easy way to navigate reaching your audience online. Learn how to master these fundamentals to lay the foundation for successful online growth.

Reflections 1 Year Later

Making waves in the independent channel, True Value’s bankruptcy and Do it Best’s purchase of the wholesaler marks one year. See the timeline of the companies coming together and hear from company execs and retailers on how the process has gone and their expectations for the future.

Benchmarking Business

Independent retailers saw modest gains in sales and inventory in Q3 2025, signaling cautious optimism as transaction counts continue to rise amid ongoing cost pressures.

PROFILE

An Unbreakable Bond

With an unwavering devotion to serving others, Michael Almeida, this month’s Helmets to Home Improvement honoree, brought his passion for putting others first from the military to the independent channel in his role at Sunset and Co. Home, Hardware and Gift.

of the Box

While core categories drive most traffic and sales, niche products can attract new customers and spark impulse buys. Discover four niche categories to set your operation apart.

TAKING CARE OF BUSINESS

Send Dan a Message dant@YourNHPA.org

Dan Tratensek

“We all need to work constantly to change our businesses and ourselves to be better and more responsive to the evolving world around us. At the same time, don’t overlook the positive traits and decisions that have gotten you and your business to where you are. ”

FROM THE ASSOCIATION

Remember Your Achievements

AS WE ARE READY to close the book on 2025 and I am sitting down to write my final column for the year, I’ve decided to dust off an often-used December trope and spend a few minutes talking about resolutions.

Many columnists, news shows and social media types all rely on the old “resolutions” content as a crutch this time of year—possibly because it’s an easy way to wring out a final annual column from a brain that’s weary from 11 months of activity, but also because it taps into what a lot of people are thinking about—renewal and redemption.

There really is no reason that the turning of the calendar is any more or less important of a time to commit to making positive changes, but it’s a habit that was established long ago, and who am I to question it?

So I don’t regurgitate the countless December screeds that implore readers to list all the meaningful changes they hope to make in the New Year, I want to take a little bit of a different tack.

It has been a tough year in our industry. Who’s kidding, it’s been a tough couple years in our industry. And while there is likely a long list of things you want to commit to doing differently after the ball has dropped in 2025, I want to focus instead on the things you don’t want to change.

That’s right: let’s end 2025 with a little bit of self appreciation.

Sure, there have been things you have done wrong over the past 12 months, bad habits you want to change or new ideas you want to try. But at the same time, there are likely a lot of good things you have accomplished, traits you feel serve you well and ideas that have worked out.

Here is my year-end challenge for all of you as you sit down to chart your course for 2026: Don’t just focus on all the things you need to change. Give yourself and your business some grace and make a list of the things you did well in the last 12 months. Add to that list how you are going to lean into those positive changes in the coming months.

Change is important. We all need to work constantly to change our businesses and ourselves to be better and more responsive to the evolving world around us. At the same time, don’t overlook the positive traits and decisions that have gotten you and your business to where you are.

As the calendar for 2025 draws to a close, make that list of achievements, positive decisions and strong character traits that make you and your business successful and resolve to keep doing those things no matter what other changes might make your list.

It’s also a good time to share with others about all the positive things they bring to your life and your business. By focusing on the positive, we might just set a tone for the New Year that translates to a better, more productive and healthier future for yourself, your business, your family and your community.

Dan M. Tratensek Chief Operating Officer

CONNECTIONS

Send Lindsey a Message lthompson@YourNHPA.org

Lindsey Thompson EDITORIALLY SPEAKING

“ Independent retailers should embrace what they can—that starts with knowing what’s available to them.”

FROM THE EDITOR

Don’t Leave Tech to the Teenagers

I HAVE ALWAYS PRIDED MYSELF on staying up to date and being pretty savvy when it comes to technology. But then I gave my teenagers technology.

Our family signed the nationwide “Wait Until 8th” pledge where we promised, to the kids’ dismay, that we would not get them a phone until eighth grade. Through some whining and pouting, exclamations of “But everyone else has one” and times when we thought to ourselves it would just be nice for them to have a phone, we held true to that pledge for both of them, giving them a new-to-them Apple iPhone as they started eighth grade.

I don’t bring this up to brag about how great of parents we are when it comes to technology, because trust me, we aren’t—they both had their fair share of screen time before phones on their tablets, and we are continually figuring out how to manage their screen time now, navigate social media and help them be responsible technology users. I bring it up because it astounds me how quickly they adapted to technology.

My son Gavin received his phone this past August and in the last few months, has become a savant with his phone, teaching me things on my iPhone—that I’ve had for years—I had no idea were possible. If my once-savvy self is finding herself behind when it comes to technology, it got me thinking about how those people who aren’t as adept with tech are feeling about the ever-changing tech landscape.

Enter this month’s feature story found on Page 14. The impetus for this feature was hearing from retailers who wear so many hats that they find their marketing hat often gets left on the peg, especially when digital marketing changes so much they feel like they can’t keep up. But rather than just giving up and doing nothing, independent retailers should embrace what they can—that starts with knowing what’s available to them.

This month, we look at three areas of digital marketing—Google Ads, text message and social media—and the ways independent home improvement retailers are using these digital marketing channels to reach their audiences. These retailers share the basics of these strategies, providing helpful insights on just getting started for those who are stuck on where to begin.

Rather than leaving technology to the teenagers, I hope this story encourages you to embrace what makes sense for your operation, even if that’s just the basics. Because ready or not, digital is the future. TTYL!

Lindsey Thompson Editor and Director of Content Development

Finding Your Edge

Combining in-store and digital marketing expands your reach to current and new customers. Learn more at hardwareretailing.com/digital-boost

Meet Jake

Jake Wilson has been in the multi-store i ndependent retail industry for over 25 years, most of that time in business improvement, merchandising, marketing and digital commerce. He has a bachelors of science in ag business from Oregon State University and an MBA with a marketing emphasis from Willamette University. He’s been in multiple panels and roundtables and is known for his expertise and helpful approach to complex challenges.

Lean and Mean: Building a Digital Presence With Limited Resources

Two truths are in conflict today: We know digital stuff is important and we have limited people and resources to manage it. We have websites and their information—blogs, careers, product pages and e-commerce. We have social media channels—X, Facebook, Instagram, YouTube, TikTok, Pinterest, Snapchat, LinkedIn and more. There are business profile pages and reviews on Yelp, Bing and Google, communication tools like email and text messages (SMS) and countless options for digital advertising. With all this noise, how do we prioritize it all?

One place to start is by looking at areas that take less time but generate traffic at all hours. Like compound interest is to investing, these generate business for us while we sleep. Online marketing is only as effective as the destination, so be sure your website content is as excellent as the foundation where online traffic lands. Complement the site with free business profiles like Google My Business, Yelp, Bing and Nextdoor with accurate information and quality photos. These sites allow people to find you, are quick to set up and take minimal time to manage.

Social media is the online public square where customers already talk about you, so join the conversation and boost your reputation, amplify your brand and bring awareness to events. Select channels that speak to an audience that aligns with your target customer, build out an easily understood content strategy, encourage organic influencers who already love your brand and focus on quality, not quantity. Content quality is critical to success, so limited resources likely allow management of one to two social media platforms before quality falls off.

Your website and social channels are foundational places to send people when doing customer retention through email and text message communication, while digital advertising can be layered in for customer acquisition. Social media ads within the platforms you’re active on are a solid place to start. Local inventory ads on Google are another foundational area for those with e-commerce and live inventory.

The digital space is based on technology, so what worked today may not work tomorrow. Seek out learners who monitor trends, have the courage to try new things and be honest with results even when they’re ugly. Before spending on online ads, have clear goals and understand metrics; increased web traffic doesn’t matter if they are not your potential customers. If you pay attention, try new advertising vehicles and take actions to constantly improve, you will find success online.

Jake Wilson Industry Expert

Enhancing Expectations

To help shape your customer experience strategies, dive into 10 Cx statistics at hardwareretailing.com/experience-stats.

Meet 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 retailer and wholesaler services activities for the firm, including customer intelligence, brand image and positioning, market expansion, customer satisfaction, growth and strategic planning. Jim has worked with more than 1,000 independent retailers and over 50 of the top industry chains and the largest wholesale groups. He has evaluated over 1,000 trading areas and visited over 10,000 stores. In retirement, Jim remains active with consulting work and serving on numerous industry and non-industry advisory boards.

Email jrobisch@thefarnsworthgroup.com LinkedIn Jim Robisch

OPERATIONS

Are You Not Entertained?

Stanley Marcus of Neiman Marcus fame once proclaimed that “retailing is showbiz folks, and you’re only as good as your last performance.”

Nothing is more true today. Retailing is theater. The shows and stages of retail are constantly changing. They’re changing in web presence, advertising and promotions, special events and other areas. Most importantly, they’re changing in the stores, with brick-and-mortar remaining an integral part of the shopping landscape. Recent retail research suggests that almost 80% of consumers consider physical stores as their primary shopping alternative. Further research from NHPA’s Merchandising for Profit Study shows these consumers respond to in-store showmanship.

Not long ago, managing your store space used to be much simpler, more routine and straightforward. A store refresh and reformatting every three to five years or so could provide a 30% or more sales lift.

Today, it’s different. The underlying goal remains the same. The store has to function to increase the opportunity for sales. Specifically, stores have to facilitate customer purchases by aiding them in easily locating products they are looking for and selecting the right products.

However, today customer service just isn’t enough. Customers want and expect an experience. This experience expectation changes depending on their needs at the time they shop. Today, customers want to be entertained.

Just look outside your own space and you can easily see what’s happening. Successful retailers are constantly changing their shows and their stages. From Taco Bell to Walmart, retailers of all types and sizes are changing their in-store experiences to adapt to their customers’ evolving needs and expectations. What’s important to understand is how many conventional, as well as new age, in-store challenges are being addressed with digital solutions.

Given this evolution, I think it’s critical to revisit the revenue equation, which reminds us there are only three manageable variables that can influence sales: traffic count, closure/conversion rate and transaction size. Two are heavily related to the physical store.

Consumers are still looking for products and solutions from your stores. Now though, they are also looking for a comfortable and entertaining shopping experience. Being successful means continuing to master the management of closure rate and transaction size. But step up your showmanship. Ask, to quote Maximus Decimus Meridius, “Are you not entertained?” Till next time.

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

INDEPENDENT INSIGHTS

Retail Theft Reach New Heights

Learn how to keep your business safe in 2026 at hardwareretailing.com/retail-theft

RETAIL’S NEW RULES

4 Consumer Trends Shaping Independent Retail

AS CONSUMERS HABITS shift and change, independent retailers must also adapt by embracing omnichannel strategies. Ryder’s 2025 E-commerce Consumer Study shows shoppers are blending online and in-store experiences, prioritizing value and convenience over speed. Hardware Retailing broke down the study and found the most important key points for your business.

of consumers buy products online and pick them up in-store to avoid shipping fees.

Omnichannel Flexibility Drives Loyalty

Consumers expect to be able to move between in-store to online shopping easily, with over half returning online purchases in-store.

76%

of shoppers say free shipping is their top purchase factor.

say discounts drive holiday purchasing decisions. 71%

Free Shipping and Returns Influence Sales Price transparency and discounts shape buying behavior. Over half of consumers won’t buy from a brand that lacks a free-return policy.

of consumers prefer U.S.-made products, with 48% willing to pay more for them. 74%

Local and Sustainable Products Resonate Consumers continue to value authenticity and eco-conscious practices.

Early Holiday Shopping Boosts Sales Consumers are shopping for the holidays earlier and prioritizing savings, with over half starting their holiday shopping before November.

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Rick Sells

Jeff Woods Construction

Andrew & Ben Schoonover

Twin Brothers Construction

Rick Sells

Jeff Woods Construction

BIGGER, BETTER & DIGITAL

The Hot Products Buying Guide is Hardware Retailing’s annual catalog of new and innovative products and solutions that help independent home improvement retailers stay ahead. Browse the hottest products from anywhere with the fully digital 2026 edition and discover those products that will add to your operation’s bottom line.

Benefits at a Glance

See the top products driving sales and ROI

Stay ahead with the latest industry trends

Make smarter buying decisions fast

Access the guide anytime, anywhere

OPERATIONS

Efficient Improvements

Lee’s Home Center has implemented text messaging to alert customers when online orders are ready. Learn more at hardwareretailing.com/streamline-operations

Only the Essentials

Go Back to the Basics to Find Success in Digital Marketing Strategies

BY LINDSEY THOMPSON

Navigating endless channels. Choosing the right audience. Tracking the analytics. Digital marketing can be a grind, and when marketing is just one of many hats a retailer wears, it can get pushed to the backburner or dropped altogether.

Rather than give up, getting back to the basics can provide clarity on where to start. Hardware Retailing spoke with retailers who have mastered some of the digital marketing basics—social media, Google Ads and SMS marketing—and share their insights on where to start and best practices for making these basics successful.

Expanding Social Media Savvy

Quickly moving from nice-to-have to must-have, social media provides an avenue to not only promote your business but also engage with customers in meaningful ways. The stats speak loudly to the importance of social media for reaching customers, especially in the home improvement channel. According to the Home Improvement Research Institute’s Homeowner Social Media Influence on Home Improvement Shopping report, 58% of Gen Z and millennials have started a home improvement project specifically because of social media content and 69% rated home improvement retailers as

trustworthy sources on social media. In the study, homeowners shared the top content they wanted to see on social media—expert advice on common mistakes, product comparisons or reviews, budget breakdowns and cost tips, detailed project tutorials and behind-the-scenes of real projects.

Because of these reasons, when sisters Lauren Melancon Guidry and Vanessa Melancon Pierce opened their hardware store, Melaco Sisters Hardware & Supplies, in Cut Off, Louisiana, social media quickly became their go-to strategy for marketing. The store opened in January 2019 and with Valentine’s Day soon after, Lauren turned to social media to promote products, using one of her 90-year-old employees in the video, which garnered a ton of engagement.

“We realized then that we needed to keep utilizing social media, which is a lot easier said than done,” Lauren says. “Over the past seven years, I have had different people in a full-time position in advertising, and then I’ve also gone through periods when I didn’t have help at all.”

To take some of the marketing burden off her shoulders, Lauren turned to Do it Best’s consumer marketing program and then last year, brought on her other sister, Michelle Melancon, to take on the advertising lead role.

“She has taken all we have done up to this point in social media and elevated it,” Lauren says.

Social media management is Michelle’s secondary role; she also works the paint counter.

“You don’t have to hire an advertising person, you just need a person inside your establishment who is willing to take the lead,” Michelle says.

Strengthen Your Digital Presence

Companies with strong omnichannel engagement strategies retain an average of 89% of their customers.

Companies with weaker omnichannel engagement strategies only retain about 33% of their customers.

Source: The State of Omnichannel Shopping–Statistics and Trends, Invesp

When Lauren (left) and Vanessa Melancon opened their store, social media was an immediate avenue for digital marketing. Get Online

Lauren treats advertising as a full department, giving it the same attention as other operational areas. Every Monday, Michelle and Lauren meet to discuss ideas for social media posts for the week and look ahead to any major events coming up that will need coverage. Vanessa will also provide ideas for posts.

“Michelle has creative authority, and I think as an owner that is very important if you want social media. You have to give some leeway to your staff within the guidelines you have set up,” Lauren says. “We have established a social media culture with rules. We don’t talk about politics or religion. We keep it politically correct and try to be funny and informative.”

Melaco Sisters engages with customers on Instagram, Facebook and TikTok, customizing content to meet the different demographics found on each, but also sharing the same content across all three when it makes sense.

“Each platform requires different posting frequencies and types of posts to be successful, so do your homework,” Lauren says. “Also, don’t be afraid to lean into the input from your employees. I utilized the generational gap in our employees to learn some new things.”

Lauren and Michelle have tried a variety of posts. Those that have been the most engaging have been TikTok and Reels trends, product promotions done in fun and exciting ways, hardware memes and community focused content that supports other local businesses. Michelle has also started a fun collaboration with Ambridge Do it Best in Ambridge, Pennsylvania, to show cohesion outside of the local community.

“Especially living in a rural community, supporting the other businesses in our neighborhood is super important,” Michelle says.

Heading up social media, Michelle Melancon has found the right balance of posts, featuring everything from products to employees.

The Right Post

Connect + Engage

3 Social Media Best Practices

Answer the comments. Melaco Sisters Hardware & Supplies’ Michelle Melancon monitors likes and comments and responds as often as she can to engage with customers and improve the algorithms needed to boost the reach of each post. 1 | 2 |

Incentivize employees to participate. To encourage employees to participate in social media posts, the sisters offered employees a $5 credit on their store account when featured. Michelle says they now even have customers come into the store just to meet the employees they see in the social media videos.

3 |

Utilize technology. Michelle uses the tools provided through Meta to schedule and manage social media posts on Facebook and Instagram, and uses TikTok for Business to schedule those posts. Both programs also provide analytics to help you see if what you’re doing is actually engaging and successful.

Michelle Melancon (left) says the key to social media is just getting started and taking advantage of the free tools available to users.

Digital Start Line

Meet Customers Where They Are

Omnichannel is not just a buzzword but the future of marketing for retailers. Learn how one retailer highlights both the in-store and digital experience at hardwareretailing.com/online-strategy

Founded in 1928, Town Hardware & General Store in Black Mountain, North Carolina, has been offering a traditional in-store experience for nearly 100 years, but recently has focused on modernizing operations with an enhanced digital presence on social media. Owners Peter and Beth Ballhaussen tasked Julie Williams, the wife of one of their employees, with handling social media management last spring.

“She is young and energetic, just had a baby and was looking for work that allowed her to stay home,” Beth says. “We believe that the Lord really tells us things; we’ve learned to listen and felt strongly that Julie might be very good at social media. We were right—she has been excellent and has really taken our social media to a new level.”

Once a week, Peter and Beth meet with Julie to talk through the social media content calendar for the upcoming week. Julie does research on upcoming fun holidays—like National Cat Day, Hot Sauce Appreciation Day, National DIY Day and National Coffee Day—and finds ways to tie those events into products the store sells to create posts. Other types of posts that garner the most engagement include home improvement tips, community-related information and anything featuring store employees.

Town Hardware & General Store’s social media posts feature everything from product promos to home improvement tips to employee and in-store fun.

“I try to look at every post, every day, and I see customers especially engaging with those posts where we include employees,” Beth says. “It gives our customers a touchpoint with those who will help them when they come into our store.”

Peter and Beth have also recently added the “Buy Now” button to their Facebook page. They haven’t been tracking any analytics yet, but anecdotally have seen an increase in online orders since adding it.

“Social media and online is how customers find out about things nowadays, so for us to stay relevant, we need to be there too,” Beth says.

At Country Ace Hardware in Granby, Colorado, social media provides the hyperlocal connection that complements the national advertising reach the store receives from its co-op. President Amy Kaplanis says the store works with a local marketing consultant to manage their social media pages, which include Facebook and Instagram. The consultant helps build a social media content calendar than connects with the community and includes celebrating employees, promoting store and local events and promoting other local businesses.

“That hyper-local marketing is how we differentiate ourselves from other local stores and make people interested in coming in and checking us out when they are in town,” Kaplanis says. “We have developed engagement with the community, which helps us keep top of mind within the community.”

Texting Your Message Out

Launched in November 2024 at Hartville Hardware, SMS marketing, also known as text message marketing, has already proven to be an effective marketing tool.

Hartville Hardware e-commerce copywriter

Beverly Prendergast was the brainchild behind the strategy and chose to launch in November with a few event and sale-centered messages.

“Christmas at Hartville Hardware is a big event, so it was an ideal time to bring in subscribers looking for family-friendly events and Christmas savings,” Prendergast says. “While email is an effective marketing strategy, it’s less common for people to check their emails consistently. SMS is a secure method of ensuring our message reaches the customer.”

Work Smarter, Not Harder

3 Digital Marketing Strategies for Small Businesses

While it certainly doesn’t hurt, having a full marketing team is not necessary to build a successful digital presence. Here are three ways to get the most out of your marketing staff and budget, no matter how small.

1 |

Partner with vendors. Work with your company’s wholesalers and vendors to leverage the marketing and digital programs they offer, such as e-commerce capabilities, product information management (PIM), digital assets and marketing campaigns.

2 |

Send your weekly or biweekly sales circular digitally. Many retailers still find success with a printed mailing circular, but can expand their reach by sending those circulars through email and posting on social media or your website.

3 | Leave it to the experts. For digital marketing tasks like SEO and Google Ads, sometimes it’s better to rely on third-party vendors and service providers, as they can become complicated and time-consuming.

Seasonal

Hartville Hardware’s text message marketing has proven successful to promote seasonal and holiday events happening in the store.

Starting in January 2025, Prendergast expanded SMS marketing, adding national messaging to the local messages going out every week. She develops the topics and content for all SMS messages, sends them out for review and then schedules the dates and times they are sent.

“Since we are still new to SMS, we only target our local and national audiences,” Prendergast says. “As we continue to implement SMS, we will segment our audiences more to target specific hobbyists, such as DIYers and tool enthusiasts.”

Currently, the operation sends one national and one local message each week. Some weeks, the number of messages increase because of in-store events or national promotions. This cadence has kept Hartville Hardware’s audience engaged, without overwhelming their inboxes.

Many of the operation’s local messages focus on events and in-store sales, like its GrillFest event and Tool Sale & Expo, to draw traffic to the stores. Local messages may also feature departments relevant to a specific season. Hartville

Hardware’s Grill Zone and Greenhouse are featured in the spring and summer, while the Christmas Shop is featured in the fall and winter.

National messages cover a wide range of topics, including new products, current sales, holidays and topics relevant to the time of year. Back-to-school messages crop up in August, while a message featuring outdoor toys can appear in June or July.

“As newcomers to SMS marketing, we are encouraged by the steady growth of our subscriber base and proud of maintaining an exceptionally low unsubscribe rate,” Prendergast says. “Even in our first year, SMS has proven to be a meaningful revenue driver, reinforcing its value as part of our broader marketing strategy.”

Currently, Prendergast works with a standard SMS platform that offers only basic functionality and minimal analytics. Moving into 2026, the company will upgrade to Klaviyo—a system with deeper insight and expanded capabilities.

“With a solid baseline established, our move to Klaviyo will allow us to mature our SMS program—broadening functionality, deepening insights and supporting long-term growth objectives,” Prendergast says. “Looking ahead to 2026, this transition positions us to maximize the overall impact of SMS within our customer engagement plan.”

Getting Found With Google Ads

Persuaded by a fellow marketing colleague that Google would be the future of marketing, David Stine, vice president of marketing and merchandising at Stine Home+Yard, added Google Ads to the operation’s digital marketing strategies.

“They made a statement to us that the companies that are going to succeed in the future will be the only ones that are on Google,” Stine says. “The direct comment as I remembered was, ‘If you’re not doing this in five years, you’ll be out of business.’ And so that was kind of an existential comment to me.”

Google Ads allows businesses to create ads that appear across Google’s properties, including Google search, YouTube and partner websites. Google Ads operates on a pay-per-click (PPC) system with advertisers bidding on keywords to have their ads displayed to users who are actively searching for those terms.

When it comes to starting with Google Ads, Stine says it’s crucial to have a high-caliber website. He then recommends joining Google Merchant Center in order to fully engage with all Google Ads has to offer. With Google Merchant Center, a business can upload its product data to Google and make it available to Google Shopping or other Google services.

Many businesses utilize a marketing agency to help them navigate Google Ads, but Stine works directly with a rep from Google. Stine takes part in the Google Performance Max program, which takes products the company wants to promote and determines the spend that company should do based on its goals for Google Ads.

“When you’re spending money in advertising your brand name and building awareness, you really don’t know who you’re advertising to; it’s just a shotgun approach. You’re promoting your name and that you’re in the home improvement business with this product or that product, but you don’t really know whether those people have any interest in purchasing,” Stine says. “We are trying to reach the most engaged customers, those at the bottom of the marketing funnel.”

For example, those customers who know they want a specific grill or brand name tool are searching for it on Google, usually with the phrase “near me,” and ads from nearby stores that carry that product will show up in the search.

“Typically, it will be big boxes that show up, but it won’t be a lot of independents because they don’t have their catalog with Google Merchant Center,” Stine says. “But since we’ve joined Google Ads and Google Merchant Center, we’re now included in those search results, and we actually compete very well in our markets now.”

Pushing the Bar

Latest Updates From Google Ads

Celebrating its 25th anniversary in October, Google Ads has forever changed the digital marketing landscape. In the last quarter century, Google Ads has changed dramatically and continues to evolve rapidly. Here are the latest updates from Google Ads and the features it offers to bring your business to your audience.

AI Max for Search Campaigns: This tool will expand upon existing keywords using broad match and keyword-less technology to find more relevant and high-performing search queries and help advertisers show up in new, relevant searches.

Demand Gen Channel Controls: Allows advertisers to choose where their ads appear, including YouTube, Gmail and YouTube Shorts, with the ability to add Google Display inventory.

Unified Reporting: Web and app insights are integrated into a single workflow, with unified conversion setup and combined overview cards on the Google Ads homepage.

Increasing those impressions is one of Stine’s goals with Google Ads; another big goal is increasing visits to the operation’s website. By utilizing Google Ads, event counts—those specific user actions beyond page views, such as button clicks, video plays, form submissions and purchases—on Stinehome.com are up 40%. Page views are up 36.6%, with 32,200 daily page views and user engagements are up 36 points or 37%.

“While this hasn’t translated to that kind of increase in sales, it has elevated our presence online, which we feel will lead to them stepping into our stores,” Stine says. “We’ve made some inroads, and we’re competing with companies that have been doing this for years, but now we’re in that space.”

Stine ran a seasonal grilling marketing campaign with the slogan “Choose the Better Bucket and Get the Better Service.” The campaign included a comparison of Lowe’s blue bucket, The Home Depot’s orange bucket and Stine’s green bucket.

“The buckets are just metaphors for the three companies. The reason we like the campaign is because it puts us in the same conversation with those guys, which is a win already, because that’s where America shops,” Stine says. “The campaign actually had a 38% lift in sales in just the grilling area that we think is attributed to the marketing we’re doing.”

Overseeing everything from social media to display advertising to retargeting campaigns, Knudson Lumber Co. marketing and advertising director Cheryl Roberts also leads the company’s Google Ads efforts. When Roberts joined the Knudson Lumber team in 2016, one of her first priorities was to establish a Google Business profile for the operation, which is located in Ellensburg, Washington, and launch the store’s first Google Ads campaign.

Roberts manages Google Ads directly, with support from the Google Ads team. She receives monthly performance reports and schedules quarterly calls with a Google Ads associate to review what’s working, fine-tune campaigns

“A large budget isn’t necessary to compete. In today’s marketplace, being present on Google is essential. To compete, you need to be playing in the same sandbox as everyone else.”

—Cheryl Roberts, Knudson Lumber Co.

and adjust the budget to account for seasonal changes, such as busier building months versus slower periods.

“While there are agencies that will take this on for a fee, relying on in-house management is both easier and more cost-effective,” Roberts says. “Instead of spending money on outside management, those dollars go straight into the campaigns themselves. We also use Google Analytics, which is integrated into our website, to track page performance and conversions. Analytics provides a deeper dive into user behavior, while Ads gives us the flexibility to tailor campaigns in real time.”

Recently, Roberts has started utilizing Google Ads’ Performance Max Campaigns, which are designed to meet specific business goals. They can be more expensive, but provide excellent value by automatically optimizing ads to match customer searches and behaviors. Combined with quarterly reviews and seasonal budget shifts, Performance Max has allowed Knudson Lumber to maximize impact and efficiency throughout the year, Roberts says.

For retailers wanting to bring Google Ads to their operation, Roberts recommends taking a “crawl, walk, run” approach by first setting up a Google Smart Campaign and then scheduling a call with a Google Ads representative. These reps ensure advertisers are making the most of Google’s recommendations, show how to monitor campaigns and help tailor campaigns to fit both geographic reach and specific business goals.

“A large budget isn’t necessary to compete. Independent retailers can’t always compete with the spending power of big-box stores, but they do have an advantage in knowing their local markets,” Roberts says. “In today’s marketplace, being present on Google is essential. To compete, you need to be playing in the same sandbox as everyone else.”

If you accepted or processed Discover credit cards between 2007–2023, you could be eligible to get a payment from a class action settlement.

**YOU MAY BE ENTITLED TO A SETTLEMENT PAYMENT**

To receive a payment, file a claim by May 18, 2026. WHAT IS THIS ABOUT?

A proposed class action settlement has been reached in three related lawsuits. The lawsuits allege that, beginning in 2007, Discover misclassified certain Discover-issued consumer credit cards as commercial credit cards, which in turn caused merchants and others to incur excessive interchange fees. The misclassification did not impact cardholders. Discover denies the claims in the lawsuits, and the Court has not decided who is right or wrong. Instead, the proposed settlement, if approved, will resolve the lawsuits and provide benefits to Settlement Class Members.

WHO IS INCLUDED?

The Settlement Class includes all End Merchants, Merchant Acquirers, and Payment Intermediaries involved in processing or accepting a Misclassified Card Transaction during the period from January 1, 2007 through December 31, 2023. To view the full Settlement Class definition, including defined terms and excluded entities, go to www.DiscoverMerchantSettlement.com.

WHAT CAN I GET?

To receive a settlement payment, with very limited exceptions, you will need to file a claim by May 18, 2026 and/or provide additional information to the Settlement Administrator. Under the proposed settlement, Discover will make payments to eligible Settlement Class Members who submit valid claims. Discover has agreed to pay between $540 million and $1.225 billion plus interest in connection with this settlement. Your settlement payment amount will be calculated based on a variety of factors.

YOUR OTHER OPTIONS.

You can file a claim for a payment by May 18, 2026 and/or provide additional information. Alternatively, you can exclude yourself from the settlement by opting out, in which case you will receive no payment under this settlement and retain any right you may have to sue Discover about the claims in these lawsuits or related to the Misclassified Card Transactions. If you do not exclude yourself, and the Court approves the settlement, you will be bound by the Court’s orders and judgments and will release any claims against Discover in these lawsuits or related to the Misclassified Card Transactions. If you do not exclude yourself, you can object to or comment on any part of the settlement. The deadline to either exclude yourself or object to the settlement is March 25, 2026 Visit the website for information on how to exercise these options.

Pursue the News

Catch up with all the news on the Do it Best purchase of True Value and the process of bringing the two companies together at hardwareretailing.com/true-value-do-it-best

INDUSTRY NEWS

Joining Forces

A Look Back at a Year of Coming Together

BY LINDSEY THOMPSON

Shaking up the independent industry and altering the landscape of the channel, it’s been one year since the bankruptcy of True Value and subsequent sale to Do it Best. During the last 12 months, the two companies have made strides to become one, integrating department after department in an effort to bring cohesion and growth to both sides. Do it Best and True Value CEO Dan Starr spoke with Hardware Retailing, reflecting on the last year and sharing what he wishes would have gone differently, what he’s most proud of and how the two companies will continue to drive growth and success together.

Dan Starr CEO, Do it Best and True Value

Looking Back on a Year of Shared Purpose

Hardware Retailing (HR): Reflecting on the last year, what are some of the things you would have done differently and why?

Dan Starr (DS): I will echo comments I made in front of our dealers during our Fall Market—I would do all of this again, in a heartbeat. Anything we wish that could have been different were all things out of our control, like True Value retailers experiencing the turmoil of bankruptcy. Do it Best was already innovating and evolving, which is why we were ready when that huge surprise hit our industry. I wish I could have spared everyone from the shock of the timing. I am so incredibly proud of how our teams, our members, our retailers, and our vendors bonded together to accomplish everything we have in the past 12 months. We’re going to end 2025 the strongest our company has ever been.

HR: How do you see the Markets evolving? Were you happy with how the 2025 Spring and 2025 Fall Markets played out?

DS: Both Markets were amazing in their own ways, from the first combined event just four months into this process to the scale and unity we experienced in September. We are continuously evolving how we serve our dealers and make it easier for them to win at retail, and each Market is the opportunity to bring that work to life. These events are not just buying shows or corporate conventions—they are a reflection of our partnership with our 9,000 independent dealers.

HR: How has the consolidation of systems (ordering, warehouse management, etc.) been going? Have you set any goals in regards to consolidating systems?

DS: Consolidating systems is incredibly complex, and the impacts of any changes in these areas would be monumental for our stores. This work has been underway from the beginning and will continue to evolve as milestones are achieved. From pricing strategies to ordering systems and fulfillment, we’re optimizing for newfound scale and building long-term growth that directly benefits our dealers.

HR: How is department integration between the two companies coming along? How many departments are fully integrated?

DS: Many of our teams are integrated or already working together. We’ve been taking a phased approach prioritizing the needs of the business, as this transformation is about more than a simple corporate structure. Our teams are the extension of our stores—we are the daily support function for independent dealers around the world. With our teams working more closely now than ever before, we are the strongest partner in the industry. By early 2026, nearly all corporate teams will be integrated.

HR: Will you be making the True Value brands (EasyCare, GreenThumb, etc.) available to Do it Best retailers?

DS: All I can say right now is to stay tuned! We have

exciting updates in the very short term about our go-forward plan for exclusive brands, including EasyCare, GreenThumb, Best Look and more. Similar to our overall brand strategy, we will have options that fit the store’s identity and market needs.

HR: With the new True Value advertising campaign, how are you balancing support for both brands?

DS: Each brand has its own strengths—and I’m not only talking about just two national brands. Our full range of retail marketing and branding options accounts for the store’s own brand, regional chains and Do it Best and True Value as global powerhouses. It’s up to the store to decide how they want to be branded based on what works best for their market, the business goals they’re trying to achieve, and their own identity.

We are the only wholesale partner in our industry to offer the quality of brands and marketing programs we do, matched by the real independence to utilize them. Investment in each of those brands will naturally look a little bit different because they each serve their own purpose to drive success for our dealers.

HR: Will you be sharing the financials from True Value as you did the financials of Do it Best at the Fall Market?

DS: The Fall Market included our annual shareholders meeting for our cooperative members, and I do hope we will have more True Value retailers participating in the future. As for overall company financials, we are committed to sharing on a regular basis. At the end of Q1 FY2026, we shared the financials of that quarter, along with FY2025. That update included combined revenues, as well as any relevant specifics for each company. We’ll continue to share consolidated financials each quarter, and I do provide our stores a brief update each month.

HR: How have retailers handled having a True Value store(s) and a Do it Best store(s) in the same market? Have there been any issues with them moving from competitors to now being on the same team?

DS: Not at all. It has been remarkable to witness how our members and retailers already share tips, insights, best practices, product recommendations—you name it. They have been eager to support one another as independents in the home improvement channel. Our job continues to be prioritizing competitive differentiation for each brand, which is well underway as part of our overall brand and private label strategies.

HR: What do you see are the biggest items on your to-do list for the next 12 months?

DS: As the champion of independents, Do it Best and True Value remain centered on ensuring our independent retailers win. Our to-dos are all based on the needs of our stores right now and years in the future. The last year proved we can both meet the moment and make strategic moves to guarantee the success of the cooperative. I’m proud of the past 12 months, and I’m beyond excited for what we know we can achieve for our dealers in the next 12 months.

“Joining platforms together at the corporate level can only strengthen teams like finance, marketing, sales and logistics in the long run, which in turn, make members like us stronger at the customer service level.”

—RJ McDaniel, B&B Hardware

Retailers Weigh In

Throughout the last year, Hardware Retailing has been keeping a pulse on how retailers from both Do it Best and True Value are handling the transition. One year later, several of these retailers share their impressions on the progress made so far and their questions and challenges for the future.

For Bart Raser, president of Carr Hardware, a Do it Best member with six stores in Massachusetts and Connecticut, the year has been an exciting one, and he is optimistic about what the future holds for both companies.

“I think the brand acquisition is a good one for Do it Best, and I think it’ll be a good one for Carr Hardware,” Raser says. “Both companies have been thoughtful in terms of rolling out operations and communicating details of the rollout, and both are starting to take advantage

of cost savings through the buying power that both companies bring to the table as one.”

Attending both the Do it Best and True Value Spring and Fall Markets, Raser says he heard many positive comments from both retailers and vendors that matched his sentiments.

“I’ve been in the industry for a long time, and it was really nice to hear all these vendors who we’ve had relationships with for so many years be excited to see Do it Best save the True Value brand,” Raser says.

From her perspective as a True Value retailer, Leah Nelson, owner of Caldwell True Value in Caldwell, Idaho, says she has been impressed with how quickly Do it Best was able to get operations up and running in a short amount of time.

“As a True Value retailer who was watching my inventory shrink and access to products disappearing, seeing that access come back

online so quickly was shocking,” Nelson says “I didn’t think it could be done that quickly. The work Do it Best did to get us up and going was phenomenal.”

Nelson says she has also been impressed with how leadership from both companies has asked retailers, “How can we do this better?” and then has been open to listening and helping retailers see growth and find success. This commitment to retailers’ success was seen at both markets in 2025, but especially at the Fall Market, Nelson says.

“The Fall Market was cohesive and there was a positive energy True Value retailers hadn’t felt in awhile,” she says. “I was able to reconnect with other business owners across the country, which I find to be really helpful and inspiring.”

RJ & Helen McDaniel, owners of B&B Hardware in Milan, Illinois, say the additional buying opportunities and the exposure to thousands of new products that will come from the two companies working as one has been the biggest benefit.

“We really do feel joining platforms together at the corporate level can only strengthen teams like finance, marketing, sales and logistics in the long run, which in turn, make members like us stronger at the customer service level,” RJ says.

For Jimmy Orlandini, the Do it Best and True Value news wasn’t the biggest news to hit his operation in the last year. In January, the store he owns with his brother Rob, Altadena Hardware, was destroyed by the Eaton fires. Both Do it Best and True Value have been extremely helpful in aiding the

How it Unfolded

Nov. 22, 2024 Do it Best completes acquisition of True Value

Nov. 24, 2024

Creditors meeting held to address questions and concerns

Dec. 2, 2024 Do it Best announces combined Do it Best and True Value Spring Market in Orlando

Month of December Do it Best hosts Town Hall meetings

Mid-December 2024

True Value drop-ship program resumes

Jan. 21, 2025

True Value estate files a joint Chapter 11 plan and Chapter 11 disclosure statement

Feb. 7, 2025

True Value files amended versions of Chapter 11 plan and Chapter 11 disclosure statement

Feb. 12, 2025

True Value files second amended versions of Chapter 11 plan and disclosure statement

March 21-23, 2025

First combined Do it Best and True Value Spring Market

April 14, 2025

Judge Karen Owens approves True Value’s Chapter 11 bankruptcy plan and disclosure statement

Sept. 5-8, 2025

First combined Do it Best and True Value Fall Market. True Value announces national advertising campaign featuring Nick Offerman

Orlandinis and their store get back to fully operational. As his operation comes back, Orlandini says he is looking forward to the buying power and additional influence with national brands the two companies will bring working together.

“I’m also excited about having the True Value brand back on the national stage with the new marketing campaign,” he says. “The legacy of the True Value brand runs deep, and we look forward to continuing being a part of that legacy.”

Relieved that True Value was acquired by another hardware distributor and not another investment company, True Value of Rock Hill owner Jay Simpson has been encouraged by how quickly vendors are willing to do business with his store again. Simpson’s store, which is located in Rock Hill, South Carolina, has received a new regional True Value representative, which has helped answer some of Simpson’s lingering questions.

“Since the merger, I have noticed an increase in warehouse inventory, fill rates and product variety in our regional Atlanta warehouse,” Simpson says. “I am more optimistic about product availability, which has been the biggest issue for our store.”

Samantha Post, marketing manager at T&M Hardware & Rental—a Do it Best member—says from her perspective, it still feels like two separate entities running independent of one another, but it’s too soon to tell.

“It seems like the co-op spent a good portion of the year wrapping their arms around the acquisition and figuring out the way forward,” Post says. “Members were offered a glimpse of the plan and path forward at the recent trade show, so I’ll reserve any judgment until Do it Best has had an actual full year executing their plan under the belt.”

Post says she values that communication from Do it Best has increased, especially for sharing project updates.

“This hasn’t always been the case, as I’ve felt we would only really get updates in-person at the markets every six months when they’d make announcements,” Post says. “There are more communications coming from the different departments about progress and announcements than before, so I’m appreciative of the additional transparency and can make better decisions about our businesses by being better in the know.”

T&M Hardware & Rental operates six locations in western Pennsylvania and eastern Ohio, and four of those stores directly compete with True Value stores.

“Time will tell, but I do foresee where there will be overlaps in buying opportunities and technological advancements that could potentially make us less competitive against each other if we’re offering the same deals and availability, such as website capabilities and sale windows,” Post says. “But, that will force us to be more strategic and innovative with what we do to continue to grow our business in our own unique ways in order for both of us to survive in our communities.”

Recognizing that merging two companies is no easy task, Franklin Cloninger, general manager at Triangle True Value Hardware in Greenwood, South Carolina, says the condensed timeline made it difficult to develop

a true merger plan that would take full advantage of the strengths of True Value as Do it Best took on the company. He says despite these challenges, Do it Best is leveraging the benefits of True Value to compliment Do it Best as a company and the members of both Do it Best and True Value.

As a True Value operation, Cloninger says there are several Do it Best stores already in his market but one is a lumberyard and the other focuses mainly on commercial accounts, so overall he sees their presence as a benefit.

“We all serve different segments of the market so it works out well,” Cloninger says. “I am grateful for how accommodating other Do it Best stores have been towards us. Additionally, with Do it Best being a co-op, their success is our success and vice versa.”

Cloninger is interested to hear more about the long-term strategic plans on supply chain integration and how they plan on maximizing the True Value brand in the months and years ahead.

“One of our stores is big into equipment rental. True Value had a huge and long-standing rental program,” Cloninger says. “How Do it Best plans to integrate these customers, ourselves included, is something I would like to learn more about.”

“I am grateful for how accommodating other Do it Best stores have been towards us. Additionally, with Do it Best being a co-op, their success is our success and vice versa.”

—Franklin Cloninger, Triangle True Value Hardware

THE HEART OF SERVING

Michael Almeida Takes Military Skill to the Independent Channel

BY ANNIE PALMER

Michael Almeida’s motivation for helping others is the undercurrent that brought him to serve in the military and the fuel that drives him in his role in the independent home improvement channel today.

Almeida served in the U.S. Marine Corps from 2002 to 2009 as a machine gunner after the events of 9/11 moved him to military service.

“My favorite part of serving was the bond I created with some of the most wonderful brothers I served with,” he says.

Transitioning into civilian life, Almeida struggled to find his purpose after serving in the Marines. Although he wasn’t sure of the career path he would take, he was sure of two things: he did not want to carry

Continued on Page 34

Honoring Those Who Served

The Helmets to Home Improvement program is dedicated to celebrating industry veterans for their service to our country and their contributions to the independent channel. Learn more about all the 2025 honorees by downloading our 2025 Helmets to Home Improvement digital issue.

While there is no way to repay the sacrifices made by veterans of the armed forces, the North American Hardware and Paint Association (NHPA) recognizes that not only have these individuals made a lasting impact on their country, but they are also a prominent and positive influence within the home improvement industry. NHPA’s Helmets to Home Improvement recognition program, with the National Hardware Show (NHS) as the program’s official founding sponsor and venue partner, honors these amazing men and women.

Visit YourNHPA.org/veterans to nominate a Helmets to Home Improvement honoree.

Michael Almeida is grateful that Sunset and Co. Home, Hardware and Gift owners David and Amy Doyle gave him a job in the industry.

Michael Almeida served in the U.S. Marine Corps from 2002 to 2009, working as a machine gunner.

ASSOCIATION

An Honor to Serve

NHPA is sharing the stories of these hometown heroes in all of its media brands. Visit YourNHPA.org/veterans to read more about these honorees.

Moved to Serve

The events of 9/11 motivated Michael Almeida to join the military, and he cherishes the bonds he created.

The Retail Sourcing Show.

Nominate a Veteran

Help us honor those who have served our country and our channel. Visit YourNHPA.org/veterans to nominate a veteran from your business to be recognized.

Continued from Page 30

Almeida found a true calling in serving customers at this level and saw the impact of his work firsthand through receiving ASSOCIATION

a gun for a job and he did not want to work an outside trade job, as most of his young life was spent in a desert environment wearing weighted vests and other heavy gear.

In 2015, owners David and Amy Doyle of Sunset and Co. Home, Hardware and Gift, an independent hardware store in San Antonio, Texas, took Almeida in as an employee at their store, an act he says he is forever grateful for.

“David and Amy were extremely patient with me and allowed me to find purpose over the years,” Almeida says. “They inspired me with their care of their business, and they also helped me understand the benefit of listening and delivering solutions for the customers.”

handwritten notes, emails and reviews from customers showing their appreciation. Today, he serves as the regional hardware manager for the company, overseeing and building culture at three Sunset and Co. franchise locations.

“I think the ethos and values I gained from the military are instrumental in my leadership roles, as I still learn daily how to improve in the civilian sector workforce,” Almeida says.

The personality of military veterans and the sense of belonging to a unit versus a corporation are reasons Almeida believes make veterans an excellent fit for the independent channel.

“I am emphatic with the independent channel of retail and how we can compete at a national level against big-box chains,” he says. “The relationships we build are more valuable than the day-to-day transactions.”

RESOURCES

Dive Into the Data

NHPA conducts industry research annually, providing data that will help retailers be better and more profitable. Learn more at YourNHPA.org/research

A MEASURE OF SUCCESS

LOOKING AT HOW fellow independent home improvement operations are performing throughout the year gives retailers in the channel the data to make improvements to their operations.

Since 2022, the North American Hardware and Paint Association (NHPA) has partnered with The Farnsworth Group to produce the Independent Retailer Index, which tracks key performance metrics quarterly.

Every quarter, the index asks independent home improvement retailers to share year-over-year changes in:

• Transaction size and count

• Inventory investment

• Cost of goods

• Profit margin dollars

• Future operational investments

The most recent Independent Retailer Index shares some insight on how retailers are performing amid economic uncertainty.

According to the index, which fielded responses from 57 different companies,

representing hundreds of independent stores across the U.S., 57% of respondents reported increased year-over-year sales growth, up 29% from Q3 2024 and continuing the upward trend from 2023.

“The third quarter was a small bright spot in an otherwise mediocre year for independent retailers,” says Dan Tratensek, NHPA chief operating officer. “The majority of our respondents indicated that sales were up year over year during the quarter, on average, about 2%. However, when you factor that 73% of our respondents were reporting increases in cost of goods, a fair bit of this positive momentum is likely due to rising prices. A stronger indicator of potential market momentum might be found in the second straight quarter, where we are registering an increase in transaction count from 2024. If dealers can continue to drive more transactions, it could be one key to breaking out of the malaise the industry has been in.”

Dig Deeper

Don’t miss the NHPA 2026 Market Measure report coming in January, an annual overview of the state of the independent home improvement industry. This resource looks back at a year of changes, successes and challenges in the industry and provides insights into how things might change in the year ahead. Learn more at YourNHPA.org/market-measure 2026

In Q3 2025, 45% of retailers reported an increase in inventory investment, up 19% from Q3 2024 but slightly below the 47% reported in Q3 2023. The average net inventory change rose by 3.9% year over year, a notable jump from 0.3% in Q3 2024 and 2.5% in Q3 2023.

Guidance From a Name You Trust Why

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.

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.

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.

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.

Extensive Retail Experience

Decades of experience in leadership roles at leading independent home improvement stores.

Specialized Areas of Expertise

Each consultant specializes in core areas that drive your business.

Proven Industry Thought Leaders

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

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.

Around 40% of retailers reported they are planning to increase their budgeted revenue for 2026 on a same-store basis compared to 2025. The average margin change anticipated is an 8.3% increase, suggesting confidence in next year’s performance.

ANTICIPATED BUDGETED REVENUE NEXT YEAR OVER THIS YEAR ANTICIPATED

SHIPPING SUPPLY SPECIALISTS

Be sure you’re on the list to receive the newest data from the Independent Retailer Index quarterly. Head to YourNHPA.org/research to subscribe today.

CATEGORY

SPOTLIGHT

CATEGORY

Beyond the Basics

Discover five other niche categories for your store at hardwareretailing.com/beyond-the-basics

Inventive Inventory

4 Winning Niche Categories

BY JACOB MUSSELMAN AND ANNIE PALMER

Ahome improvement operation’s core pillars, like plumbing, electrical and paint, are often the main drivers of customer traffic and product sales. But when handled correctly, niche categories can also pull their weight in attracting additional customers and creating impulse purchases.

Discover how four retailers capitalize on niche categories in their operations and glean insights from their best practices to identify which niches to incorporate in your own operation.

Stand Out With a Firearms Niche Retail Reloaded

At A.F. Boyer in Slatington, Pennsylvania, the local joke is that when a husband says he’s going to the hardware store, he might come home with a gun—and maybe a bag of screws. Firearms are the heart of the business, making up about 80% of sales. Owner Abel Boyer says the category started small but has become a major revenue driver.

“We’ve always sold hardware, but the gun side has grown steadily over the years,” he says.

The Boyer family has owned the business since 1868, when it served the local slate quarries. Firearms became part of the mix in the 1970s, when Boyer’s father expanded the store’s focus. Today, A.F. Boyer is one of the largest federally

Driving Sales

At A.F. Boyer, firearms account for a large portion of the store's sales and help drive traffic.

licensed firearm dealers in Pennsylvania. Boyer has built on that legacy by keeping his inventory fresh and customer-focused.

The store stocks a wide range of firearms, ammunition, holsters and accessories, adding new products frequently.

“There’s always something new coming out,” he says. “We make sure we’re stocking what people want.”

Community involvement is also a big part of the store’s success. Boyer partners with local groups and national organizations such as Ducks Unlimited, the National Wild Turkey Federation and the Rocky Mountain Elk Foundation to support conservation and fundraising efforts.

“A big focus of mine is raising money for nonprofit organizations,” Boyer says. “I strongly believe in conservation, so I help multiple local and national nonprofit organizations.”

One of his biggest events each year is the Glock Day sale, where the store teams up with the manufacturer for a one-day event that blends community outreach with business growth.

“Last year, we sold around 150 Glocks in eight hours,” he says. “It was quite a feat. The event is all-hands-on-deck, but we get a lot of foot traffic and people have fun.”

Boyer says success in any niche takes commitment, teamwork and long hours.

“Every generation of our family has worked in the store,” he says. “Having someone on your side who believes in the business as much as you do makes all the difference. To be successful, focus on what you know, serve your customers well and stay involved in your community.”

“Having someone on your side who believes in the business as much as you do makes all the difference. To be successful, focus on what you know, serve your customers well and stay involved in your community.”

—Abel Boyer, A.F. Boyer

A.F. Boyer stocks firearms and a wide range of accessories, serving hunters and firearm enthusiasts alike.

Curate a Locally Sourced Product Section Neighborhood Love

Showcasing your community and supporting fellow independent businesses in your area through curating a local product section is a great way to differentiate your store and provide unique offerings to your customers.

At Ambridge Do it Best Home Center in Ambridge, Pennsylvania, owner David Strano believes in the importance of celebrating local creations through selling many locally made products in his store.

“Locally owned products are key to any family owned business,” Strano says. “Our customers love seeing we are trying to build the community by carrying local products.”

Ambridge’s local products span from pasta sauce, barbecue sauce and coffee to dog treats, granola, pickles and more. Strano hand selects the local products that make their way into his store, often choosing items while he’s out shopping at other stores.

Ambridge Do it Best Home Center has partnered with local donut shop, Oram's Donuts, for five years.

Special Sauce

“Having a vision and keeping your eye out for these products has been the key to our success. I tend to make a list of products that I see and want to bring into the store.”

—David Strano, Ambridge Do it Best Home Center

“If it is something that I like, I will end up reaching out to the company to bring it into my store,” he says.

Properly showcasing local products and giving them their time in the spotlight is essential to move these products off the shelves and also provides opportunities to highlight a community’s local charm. At Ambridge Do it Best, Strano promotes his local products, specifically food products, by offering sampling events.

“We frequently will do samplings on the weekends for our pasta sauces, pickles and coffee and occasionally other categories as well,” he says.

For five years, the store has also partnered with Oram’s Donuts, a local donut establishment, to sell freshly-baked donuts every Saturday morning to customers, offering both walk-ins and pre-orders.

“Every Saturday, Oram’s delivers the donuts before we open the store,” Strano says. “We sell approximately 400 donuts starting on Saturday morning until they are sold out, which is usually around 10 a.m., give or take. We started selling them 5 years ago and it has been a success since Day 1.”

For Strano, shopping local is the key to stocking local.

“Going to local farmers markets to see what is popular in your own town and surrounding areas and going to local restaurants that sell their own products are great ways to source locally. Having a vision and keeping your eye out for these products has been the key to our success,” he says. “I tend to make a list of products that I see and want to bring into the store and chip away with bringing them in one at a time.”

Locally made pasta sauce is one of Ambridge's bestselling products, earning its own display unit in the store.

All Hands on Deck

Make the Marine Category a Community Staple

Louisiana is known for being a sportsman’s paradise, and at Melaco Sisters Hardware & Supplies in Cut Off, Louisiana, the marine department reflects the local lifestyle more than a retail trend. The store’s assortment caters to trawlers, charter captains and recreational fishermen, who live and work along Bayou Lafourche.

“The reason we have so many niche trawling and fishing products in our store is because our community is a very big shrimping community,” says Lauren Melancon Guidry, co-owner of Melaco Sisters Hardware & Supplies. “Bayou Lafourche goes all the way down to

the gulf, and it serves a lot of offshore oil and gas. Those two industries, shrimping and oil, drive what we stock.”

The store carries gear designed for the area’s commercial trawlers, including net rope, thread and needles commonly used to repair nets by hand. In addition to stocking products for commercial boats, the marine category serves the region’s strong recreational fishing market.

“Everybody living down here has their own boat,” she says. “Knowing that, we always make sure to have our marine category fully stocked.”

Along with a robust marine category, Melaco Sisters Hardware & Supplies offers everything from construction equipment rentals to groceries. Fine Tuned

On The Water

When Guidry and her sister took over the store, they knew they needed to expand the marine category as customers repeatedly came in asking for certain products. Now, many products come directly from the community—from crab traps made by a local fisherman to offshore fishing lures crafted by a local. The store even began working with the Louisiana Department of Wildlife and Fisheries to sell fishing licenses.

Guidry says getting set up with the state was easy and the relationship has been great, but not a moneymaker for the business.

“I think we only make a dollar off each license, but it brings people in, and it allows us to sell them everything else they’ll need before they get out on their boat,” she says.

Located next to a public boat launch, the store sells live bait, ice, worms, beer and other essentials for a day on the bayou.

“When people get off work and want to fish, they can swing by, grab what they need and head straight to the boat launch behind us,” Guidry says. “Everything we do in that department comes back to how people live here—we live on the water.”

Because Of Melaco Sisters Hardware & Supplies' proximity to water, the store stocks products that anglers will need.

Meeting Customer Needs With Agriculture Farming Focus

The farm and ranch category is an essential component of any rural operation, serving a popular industry and way of life for many customers.

At Eagle Hardware Farm & Ranch in Royse City, Texas, farming products are the backbone of the store’s sales. While the store serves a wide customer base, many young and aspiring farmers are regular shoppers, including members of FFA and 4-H groups in the Royse City area.

“We have a ton of high school kids and their families coming to our hardware store to get their feed and supplies related to their ag projects," says Bethany Guevara, manager at Eagle Hardware Farm & Ranch. “These customers will often see other products we carry, like chicken food or plumbing products, and make a note to consolidate future trips.”

The farming and feed section at Eagle Hardware is organized in one area of the store, providing a simple

“Customers will often see other products we carry, like chicken food or plumbing products, and make a note to consolidate future trips.”

—Bethany Guevara, Eagle Hardware Farm & Ranch

shopping experience for customers. A 4-foot shelf stocked with show shampoos, conditioners, sprays and other miscellaneous show-related items is also displayed at the front of the store, introducing these products to customers when they enter the front doors and directing them back to the farm section.

“We keep all of the animal-specific feed and show supplements together where the families can find them easily,” Guevara says.

Demonstrations are a popular way to market and showcase specific farming products in your store, showing real-life examples of how these products can be used. Eagle Hardware offers many free events each month for the Royse City community, including pond workshops, chick workshops, succulent planting workshops, tea parties, Valentines family dances, Christmas events and vendor fairs with food trucks, establishing the store as a welcoming community hub.

Eagle Hardware also recently added a show clinic to its list of events, catering to the influx of customers shopping to prepare for the agricultural show season.

“At the show clinic, attendees had the opportunity to spend time with the community, ask questions and hear from a livestock judge and mentor,” Guevara says. “We also had a lot of show supplies goodies to give away as door prizes.”

Best in Show

Sales in Eagle Hardware's agricultural product category pick up in the fall as customers prepare for show season.

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What You Need to Know in December

Through Lens of Data, 2025 HIRI Summit Addresses Industry Pain Points

The 2025 HIRI Summit, hosted by the Home Improvement Research Institute, focused on real-world industry pain points by presenting data and expert insights. The sessions covered U.S. economic growth, housing and homeownership trends, shifts in consumer behavior and life milestones and the growing importance of servicing professional customers alongside DIYers. Attendees left with actionable insights for navigating these evolving market dynamics.

Retail Holiday Spending Forecasted to Hit $1 Trillion

Retail sales in November and December are expected to grow between 3.7% and 4.2% from last year, according to the National Retail Federation’s (NRF) recently released annual holiday forecast. This translates to total spending between $1.01 trillion and $1.02 trillion. NRF predicts retailers will hire 265,000 to 365,000 seasonal workers, down from 442,000 hired in 2024.

New Orgill Innovation Center Focuses on Customization, Forward-Thinking

Orgill opened its 553,000-square-foot Innovation Center in Collierville, Tennessee, an $81 million investment aimed at helping independent retailers compete. The facility includes a full-size model store, vendor booths, seasonal displays and advanced retail technologies for testing products, layouts and merchandising strategies and is designed to give retailers customizable solutions and a place to explore innovative ideas.

Hardlines Distribution Alliance Merges With North American Tool Suppliers

HDA has merged with North American Tool Suppliers (NATS) in a move that will further bolster HDA’s robust network among the independent channel. NATS boasts 19 distributor members and over 60 suppliers.

Do it Best and True Value Open New Tech Center in Texas

Do it Best and True Value opened a new regional technology center in the Dallas-Fort Worth area, reinforcing a commitment to digital transformation, attracting top-tier talent and delivering long-term growth for Do it Best and True Value store owners. The new tech center is part of the company’s broader strategy to expand its capabilities and drive operational excellence across its significantly larger enterprise.

Midwest Fastener Invests in Next Generation of Independent Retailers

During its annual Mike Martin Memorial Golf Tournament, Midwest Fastener raised money and donated part of the proceeds to the North American Hardware and Paint Association’s Retail Management Certification Program scholarship program. The Retail Management Certification Program builds future leaders through practical and hands-on education.

Read these stories and other news at hardwareretailing.com/industry-news

JAN

House-Hasson Dealer Market January 22-24 | NASHVILLE, TN

FEB

Orgill Spring Online Buying Event February 2-16 | VIRTUAL

Orgill Spring Dealer Market February 5-7, 2026 | ORLANDO, FL

NAHB International Builders’ Show February 17-19 | ORLANDO, FL

Kitchen & Bath Industry Show February 17-19 | ORLANDO, FL

Ace Hardware Spring Convention February 24-26 | LOUISVILLE, KY

You're Invited

NHS Concept to Commerce will offer something for everyone in the home improvement channel. Learn more at hardwareretailing.com/nhs-concept-to-commerce

LAST WORD

Scan the QR code to watch the full video podcast with NHS.

NHS Reimagined

NHS CONCEPT TO COMMERCE DEBUTS IN 2026

FOR 80 YEARS, the National Hardware Show (NHS) has brought together the home improvement industry and served as the premier trade event for the industry, connecting global manufacturers, retailers, associations and media to showcase innovations and discuss industry trends. NHS has seen a number of evolutions over the years as it has continually worked to meet the needs of a dynamic home improvement industry. Hardware Retailing sat down with Joelle Cohn, VIP attendee manager, and Hector Morfin-Chong, event director, to learn more about the new and reimagined NHS.

Hardware Retailing (HR): Tell us about the latest iteration of NHS Concept to Commerce and how it will meet the current needs of the home improvement industry.

Joelle Cohn (JC): We’re excited that this year, the event has evolved into NHS Concept to Commerce. We listened to our exhibitor and attendee feedback, and our new show will reflect that. We know seeing new products is one of the main reasons retailers come to NHS, and that certainly will be the case in 2026, along with offering even more. Hector Morfin-Chong (HMC): NHS will continue to be the place for innovation. That has been the centerpiece of the whole show. But now we’re evolving to reflect the real way products come to life in today’s market. It’s no longer just about what’s already produced and ready to buy—it’s about what’s being imagined, what’s being developed and what will be launched in the future.

HR: Walk us through the Show Floor. What’s new with the layout? How will the layout help attendees get the most out of their time at NHS Concept to Commerce?

HMC: This year, we will essentially have two show floors. One side of the show floor will be a brand pavilion and the

other side will include the sourcing side of the show. The brand pavilion will be an exclusive section for curated brands and will include an exclusive attendee area with the VIP lounge actually on the show floor this year. We’re focusing on efficiency this year; attendee feedback was very strong about this. Attendees will be able to shop between 20 to 40 countries in one stop in Vegas. We are also encouraging retailers to bring their entire team, and we’re giving them meeting room space so they can hold meetings in private to discuss business they might not necessarily want to discuss on the show floor. NHS Concept to Commerce will be a great opportunity for operations to bring a number of team members.

HR: What does NHS Concept to Commerce offer to independent retailers?

JC: For independent retailers, NHS Concept to Commerce offers a unique way to walk the show floor and find new and innovative products they won't see at other shows. This allows them to bring in something new and different to their retail location that might not be offered to them at other shows.

HMC: NHS Concept to Commerce gives independents a competitive advantage over other retailers in the neighborhood. Retailers are looking for ways to differentiate, and I think Concept to Commerce will be a great opportunity for them to find ways to set themselves apart.

HR: What are you each most excited about for NHS Concept to Commerce?

JC: We’ve listened to our attendees and our exhibitors on what they are looking for, and I think we’ve really hit some of those pain points of the industry no one else is serving currently. I’m excited to see and hear what people think about the newly evolved NHS.

HMC: We know that retailers and brands are demanding more uniqueness, more control and faster innovation, and that creates a lot of pressure for them, but it also creates great opportunity. We’re designing this event to help them meet those challenges and be able to succeed in the new market.

Joelle Cohn

Hector Morfin-Chong

Innovation Starts Here

Don’t Miss the 2026 Orgill Dealer Market

Join us this February in Orlando, FL to experience nearly 1 million square feet of innovative retail solutions, exclusive products, promotions, and industry-leading workshops. Connect with top vendors, retailers, and retail experts, and see firsthand how Orgill can drive your business forward. Whether you ' re a valued Orgill customer or exploring new opportunities, our commitment to your success has never been stronger.

1,200+ 40+

30+

Discover the latest products and promotions from top vendors. Vendor Booths

Educational Sessions

Learn best practices and strategies to grow your business.

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Orgill Services

Get tailored advice to optimize your operation and drive sales.

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Pro & DIY Concept Stores

Explore fully merchandised stores for fresh ideas and solutions.

RECOGNIZE RETAIL’S RISING LEADERS

NOMINATIONS FOR NHPA’S 2026 YOUNG RETAILER OF THE YEAR AWARDS ARE NOW OPEN!

For three decades, NHPA’s Young Retailer of the Year Awards program has honored the innovators, problem-solvers and next-generation leaders shaping independent retail. Now it’s your turn to help us find the industry’s best young talent.

Nominate a young retailer under 35 who’s driving results, leading teams and strengthening their business and community.

Nominate a Standout Leader

Nominations Close March 29, 2026