Hardware Retailing February 2021

CALL FOR 2021 NOMINATIONS

Recognizing young leaders who represent the future of independent hardware and paint retailing

Nominations are open for the 2021 Young Retailer of the Year awards. Do you know someone outstanding?

The deadline to submit nominations is February 28, 2021. Learn more at Your NHPA .org/yroty

Introducing Our Full

At ….

We build for the builders. We make for the makers.

CONSTRUCTION

We innovate for the craftsman, those who accept only the very best.

In the recent decade Midwest entered the Construction Fastener business with our Midwest brand and the SaberDrive® brand. We are excited to announce, in 2021 we are re-launching our brands and launching new brands, with new items; Innovation across all construction fasteners.

BuildRight™ Replaces our Midwest brand – Quality products to complete your job, BuildRight™

SaberDrive® our proven construction fastener line, strong and tough to complete the job.

SaberDrive Platinum™, premium and innovative. Certified tough – to ICC, ASTM, MCQ and ACQ standards*.

*Pending

FASTENER PROGRAM

Bite

Cabinet Scre

Truss

Lag Screws

Ledger Screws

Timber Screws

Structur Screws Screws

Structural

HEADQUARTERS

136 N. Delaware St. #200 Indianapolis, Indiana 317-275-9400

NHPA@YourNHPA.org YourNHPA.org

OUR MISSION

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

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

Daniel Harris, Palos Ace Hardware, Palos Heights, Illinois; Lemont Ace Hardware, Lemont, Illinois

EXECUTIVE VICE CHAIRMAN

Jared Smith, Jared’s Ace Hardware, Bishopville, South Carolina

DIRECTORS

Craig Bond, Tommy’s Paint Pot, Eugene, Oregon

David Dishke, Grand River Home Hardware, Caledonia, Ontario

Scott Jerousek, Farm and Home Hardware, Wellington, Ohio

Ryan Ringer, Gold Beach Lumber Yard Inc., Gold Beach, Oregon

Jackie Sacks, Round Top Mercantile Co., Round Top, Texas

Matt Woods, Woods Hardware, Cincinnati, Ohio

SECRETARY-TREASURER

Bob Cutter, NHPA President and CEO

STATE & REGIONAL ASSOCIATIONS

MIDWEST HARDWARE ASSOCIATION

John Haka, 201 Frontenac Ave., P.O. Box 8033 Stevens Point, WI 54481-8033; 715-341-7100; 800-888-1817; Fax: 715-341-4080

NHPA CANADA

NHPA CANADA

Michael McLarney, +1 416-489-3396, mike@hardlines.ca 330 Bay Street, Suite 1400 Toronto, ON, Canada M5H 2S8

CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES

CIRCULATION DIRECTOR

Richard Jarrett, 314-432-7511, Fax: 314-432-7665

COMING IN MARCH

Managing Projects

If you need more structure to the way you handle projects around your business or want to increase the efficiency of your daily operations, consider studying the art and science of project management. Next month, project management professionals and retailers will share best practices that can help keep your projects on time and on budget. Sometimes initiating projects brings about changes to an organization, so attend our webinar to learn more about the skills you need to manage that change.

Join Us for a Webinar “Leading Through Change” Hosted by Brian Landis, Ancrage Consulting LLC Wednesday, Feb. 17 Register at YourNHPA.org/webinars

EDITORIAL, DESIGN & PRODUCTION 317-275-9400, editorial@YourNHPA.org

MANAGING EDITOR

Melanie Moul, mmoul@YourNHPA.org

PROFILES EDITOR

Kate Klein, kklein@YourNHPA.org

TRENDS EDITOR

Todd Taber, ttaber@YourNHPA.org

PRODUCTS & DIGITAL EDITOR

Hans Cummings, hcummings@YourNHPA.org

ASSOCIATE EDITOR

Lindsey Thompson, lthompson@YourNHPA.org

SENIOR DESIGNER

Aubrey Smith

GRAPHIC DESIGNER

Autumn Ricketts

DIGITAL MEDIA SPECIALIST

Kevin Trehan

PRODUCTION MANAGER

Austin Vance

SALES & PRODUCTION ASSISTANT

Freda Creech

MARKETING & COMMUNICATIONS

DIRECTOR OF MARKETING & COMMUNICATIONS

Whitney Daulton

CORPORATE COMMUNICATIONS MANAGER & EDITOR

Julie Leinwand

NHPA SALES

FIELD SALES MANAGER

Scott Gilcrest, sgilcrest@YourNHPA.org, 317-508-7680

MIDWEST SALES DIRECTOR

David Brodowski, dbrodowski@YourNHPA.org, 440-520-9551

SOUTHERN SALES DIRECTOR

Scott Gilcrest, sgilcrest@YourNHPA.org, 317-508-7680

NORTHEAST & NORTHWEST SALES DIRECTOR Jordan Rice, jrice@YourNHPA.org, 217-808-1641

CANADA SALES DIRECTOR

Matt Caruso, mcaruso@YourNHPA.org, 224-456-3366

EXECUTIVE STAFF

PRESIDENT & CEO

Bob Cutter

CHIEF OPERATING OFFICER & PUBLISHER

Dan Tratensek

Hardware Retailing (ISSN0889-2989) is published monthly by the North American Paint and Hardware Association, 136 N. Delaware St. #200, Indianapolis, IN 46204. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $100/year. (Air Mail $60/year additional). 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 copyrighted 2021 by the North American Paint and Hardware 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.

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

MEMBER SERVICES & TRAINING 800-772-4424, NHPA@YourNHPA.org

TRAINING MANAGER & EDITOR Jesse Carleton, jcarleton@YourNHPA.org

RETAIL OUTREACH COORDINATOR

Renee Changnon, rchangnon@YourNHPA.org

DATA & INFORMATION COORDINATOR

Natalie Harris

EVENT MANAGER & RETAIL SUPPORT

Katie McHone-Jones, kmchone-jones@YourNHPA.org

EXECUTIVE DIRECTOR, PAINT & DECORATING PROGRAMS

LeAnn Day, lday@YourNHPA.org

EXECUTIVE DIRECTOR, ADVANCED TRAINING PROGRAMS

Scott Wright, swright@YourNHPA.org

Leading With Efficiency

Effectively leading your staff is not always easy, especially with varying personalities. See how two retail operations incorporated personality assessments and discover the impact on communication when teammates better understand each other.

Feeding the Need for Bees

As consumers continue to seek solitary, outdoor hobbies this spring, you may see a rise in novice beekeepers. Learn how to grow this niche and support your customers as they take on this unique and beneficial pastime.

Social Media 360

More than ever, customers expect businesses to have strong social media presences. Take a tour of four of the world’s largest social media platforms and get fresh tips on how you can best use them to position your business for success in 2021.

Growing Up With America

Foster Farrar Co. started selling blacksmith supplies near Northampton, Massachusetts, and it may now be the oldest hardware store in the U.S. More than two centuries after its beginning, the company has survived wars, recessions and business transitions.

A Complete Line of Room Air Products

Thru-the-Wall Room A/C 8,000 - 14,000 BTUH

8,000 - 25,000 BTUH

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ON THE WEB

CONNECTIONS Stay Informed

There’s much more to discover from this month’s issue of Hardware Retailing. Visit hardwareretailing.com/februrary to browse these articles and find new ways to see your business excel.

Personality Fit

This month’s feature story shows how DiSC profiles can help you understand and improve employee engagement and communication. Here are three tools you can use as you make your business an even better place to work.

1. DiSC personality tags. With these stickers, employees will be able to quickly identify each other’s DiSC type.

2. Comparing assessment tools. There are a lot of personality assessments out there. Find which one works for you.

3. Culture survey. How do your employees see your company’s culture? Get insights with this simple survey.

Find More Stories Online

CATEGORY Beekeepers’ Delight

Beekeeping is a popular pastime that’s gaining traction. Discover the must-have tools and products you need to develop a strong beekeeper niche that appeals to beginners to master beekeepers.

MARKETING Social on Your Schedule

Planning much of your social media outreach can be automated. Download custom content calendars to add structure to your 2021 social media plans.

Source: HubSpot of businesses actively invest in social media marketing.

CATEGORY Color Connection

Major paint manufacturers are releasing their 2021 color of the year projections. Review some of the key selections now to help your paint department succeed with flying colors this year.

Head to hardwareretailing.com/subscribe to sign up for newsletters on industry headlines, new products and more.

EDITORIALLY SPEAKING

CONNECTIONS

Send Melanie a Message mmoul@YourNHPA.org

Melanie Moul

YourNHPA.org/es-pod

“When you make an effort to know your staff and you’re open about your own life, they are more likely to come to you for assistance or to offer help.”

Know Your People

IT’S NORMAL TO form friendships at work,but how well do you really know your co-workers and the people who report to you? The North American Hardware and Paint Association is a fairly small company, so we have the benefit of knowing everyone’s name and a few general details about them: what part of the city they live in, if they have kids and/or pets and what sports teams to rub in their faces when they lose.

Over the last year, despite working remotely, we’ve all had a chance to get to know pieces of our co-workers’ lives we didn’t previously get to see. Having those insights—who has kids learning at home, whose dog hates the mail carrier the most and what’s going on in the background during the work day—are details we never had about the people we spent 40+ hours with every week.

I believe that when we get back to working in an office together, having had those windows into the mundane, or in some cases poorly timed, interruptions will give us a better understanding of our co-workers and how to communicate with them.

Knowing the people you work with on a deeper level—which doesn’t necessarily mean sharing personal details—improves the way teams function. For example, we recently hired two new staff members, and their interviews happened completely over Zoom. In some of the interviews, we met each other’s cats or children, not as a purposeful part of the interview process, but because they are part of people’s lives, and life happens, even when you’re interviewing for a new job. (My cat Charles is a well loved and recognized member of the NHPA staff at this point. At 18 pounds, he’s hard to miss on video calls.) Those icebreakers early on helped ease any nerves immediately. “We’re all in this together.”

On Page 36, we introduce two retailers who have used personality assessments to help them take steps in their operations to improve communication and create a culture worth sticking up for. The results of these assessments have given the staff at these operations the resources and tools to help each other become better co-workers and better managers, which overall leads to a commitment to providing better service.

It’s been a hard year for many people, and you may have had to manage more unexpected loss or workplace interruptions than in a typical year. But when you make an effort to know your staff and you’re open about your own life, they are more likely to come to you for assistance or to offer help. Open communication and being understanding that people have lives outside work contribute to a strong culture that make people want to go the extra mile for your company.

Melanie Moul Managing Editor

TAKING

CONNECTIONS Send Dan a Message dant@YourNHPA.org

Dan Tratensek

YourNHPA.org/tcb-pod

“One of the biggest benefits of personality assessments is that you get a pretty unfiltered view of your own personality.”

Who the Heck Am I?

NEARLY 10 YEARS AGO, the North American Hardware and Paint Association (NHPA) enlisted the help of an executive education and consulting firm to help us become a “higher-functioning” organization. One of the first things we did as part of this process was a battery of personality assessments.

I did this begrudgingly. My boss at the time saw value in it, so I was going through the motions. I answered each question diligently, though I remained skeptical.

When it was time to review the findings, I peppered the moderator with questions: “Isn’t behavior situational?” “What does my social behavior have to do with how I manage people?” “Aren’t these tests simply set up to make money for the testing organizations?”

He calmly and adequately addressed all my queries and then we proceeded with the meeting. When it was time to review my profiles from both the DiSC assessment and the Myers-Briggs test, my first reaction was—“That’s not me.” Then I saw all my colleagues nodding in agreement with the findings.

When I got home that evening, I went over the results with my wife, expecting her to say, “Why, that’s not like you at all!” Instead she said, “Oh my god. They nailed it. That is so you!”

This was my first lesson down the path to better understanding the value of personality profiles. I learned that one of the biggest benefits of personality assessments is that you get a pretty unfiltered view of your own personality. I knew I was a Type A kind of guy. I never shied away from a good debate, and I was never meek about sharing my opinions. What the personality testing revealed to me was the extent to which these characteristics dominate my communication styles and how this style is perceived by others.

The second lesson I learned is that there is no “right” or “wrong” personality type. However, gaining a better understanding of what type of personality is dominant for you and what communication methods you use most frequently is key to being able to communicate better with others. Understanding how people (including yourself) communicate puts you in a better position to ensure your team is highly functional and should really be at the root of any training program.

In this month’s cover story, starting on Page 36, we address how you can harness the power of personality profiles to improve your communication and management skills. I’d also encourage you to take the time to start learning more about your own personality and communications profile. You might be surprised to learn that you aren’t quite the person you thought you were!

Dan M. Tratensek Chief Operations Officer & Publisher

Extra Strength Insect Screen

Phifer’s latest addition to a wide range of product options, Extra Strength is stronger than standard fiberglass insect screening and provides excellent outward visibility. For more information call (800) 841-9473

WIDTHS 36” and 48” ROLL LENGTH 84” and 100’

FOUR STRATEGIES TO GROW YOUR BUSINESS

1.STORE RESET – Enhance your current layout and assortments to maximize your market share.

2.EXPANSION – Expand your sales floor to attract more customers.

3.ADD A LOCATION – Let Do it Best help you find the ideal acquisition or build a new ground-up location to expand your customer base.

4.ECOMMERCE – Leverage the power of Do it Best ecommerce tools to reach your customers wherever and whenever they’re ready to shop.

LET’S GET GROWING.

From powerful tools to proven expansion strategies, Do it Best is focused on partnering with member-owners to help them grow and achieve their dreams.

FOUR TOOLS FOR CONSISTENT GROWTH

Dating / Discounts

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Preference Shares*

Unleash the value of your preference shares to launch the growth of your business.

Loan Programs*

Expand your inventory or make store improvements with a loan option that fits your business.

Customized Solutions

Share your growth plan with Do it Best and we’ll work with you to make it happen.

Business growth isn’t always easy — Do it Best just makes it look that way. Contact your Territory Sales Manager today or call 888-DOITBEST to learn more.

*Subject to availability, approval, and underwriting.

NHPA NEWS

LEADERSHIP

Submit a Nomination

To nominate someone for the 2021 Young Retailer of the Year program, visit YourNHPA.org/yroty.

Recognizing Young Retailers

WHAT PAST HONOREES SAY THE AWARD MEANS TO THEM

The deadline to submit nominations for the North American Hardware and Paint Association’s (NHPA) Young Retailer of the Year program is Feb. 28.

Katie DeMaris OWNER

DeMaris Hardware St. Ansgar, Iowa

THIS ANNUAL AWARD program recognizes outstanding retailers age 35 or younger for their career accomplishments, community involvement and ongoing education within the industry. Honorees are selected from three categories: stores with less than $2 million in sales, stores with more than $2 million in sales and operations with multiple stores.

For 25 years, the Young Retailer of the Year program has highlighted the skills and successes of the next generation of independent hardware and home improvement leaders (and now paint retailers). Hear from two of last year’s honorees below.

“Winning this award has helped to validate our decisions in opening DeMaris Hardware. While we still have a lot to learn about the hardware store and owning your own business, we’re especially honored to be among an elite few.”

Sam Olson

CO-OWNER & MANAGER

Buffalo Hardware Buffalo, South Dakota

“It was great to be honored as one of the Young Retailers of the Year. I am very proud of my entire team at Buffalo Hardware—they are the ones who made it possible to be recognized for something like this. The entire team takes great pride in the store receiving national recognition.”

NHPA would like to thank the program’s sponsors for their dedication to the independent channel. Thank you to Arrow Fastener, Epicor, Fluidmaster, Intertape Polymer Group (IPG), Midwest Fastener, MiTek and Pony Jorgensen.

Visit YourNHPA.org/yroty to hear from other 2020 honorees on what the award means to them.

PODCAST Subscribe Today

Discover new episodes every week in the month. Visit YourNHPA.org/podcasts to subscribe.

Tune in to Podcast Episodes

Editorially Speaking

EPISODE 7 – AUBREY SMITH

Melanie talks to NHPA senior designer Aubrey Smith about updates to the magazines and the association’s new approach to content development.

EPISODE 8 – CHUCK DAILEY

Learn about the ins and outs of beekeeping from master beekeeper Chuck Dailey and how retailers can support these dedicated hobbyists.

Taking Care of Business

EPISODE 32 – STACY MITCHELL

Stacy Mitchell of the Institute for Local Self Reliance talks about how support for small business can translate into action and what independent retailers can do.

EPISODE 33 – JONATHAN MIZE

Jonathan Mize, CEO and president of Blish-Mize Co., talks to Dan about the distributor’s 150th anniversary and adapting to business in a new era.

Tell Me More

EPISODE 24 – NEW YEAR, NEW FOCUS

Renee hosts her second solocast where she talks about her takeaways from 2020, her favorite past episodes and her podcast goals for the new year.

EPISODE 25 – SCOTT WRIGHT

Renee talks to NHPA’s Scott Wright to discuss the Academy for Retail Development and the comprehensive training options NHPA offers.

NHPA NEWS

WEBINAR

Reserve Your Seat

Visit YourNHPA.org/webinars to register for upcoming live webinars and to view past webinars.

Register to Attend NHPA Webinars

Reserve your seat for upcoming live webinars or view past webinars at YourNHPA.org/webinars

Upcoming Webinars

PROJECT MANAGEMENT - FEB. 17 AT 2 P.M.

NHPA’s Dan Tratensek and The Farnsworth Group’s Jim Robisch discuss the various factors impacting the industry’s performance in 2020 and share their predictions for what might lie ahead as part of NHPA’s 2020 Market Measure report.

NEW RETAIL METRICS - MARCH 17 AT 2 P.M.

Key metrics are gaining prominence among high-performance retailers. Learn how to evaluate the success of your business by unlocking insight into employee productivity, marketing and more.

Past Webinars

2020 MARKET MEASURE - DECEMBER

NHPA’s Dan Tratensek and The Farnsworth Group’s Jim Robisch discuss the factors impacting the industry’s performance in 2020 as part of NHPA’s 2020 Market Measure report.

MANAGING THROUGH PERSONALITY PROFILES - JANUARY

NHPA’s Kim Peffley talks with leadership from Northwest Hardware to learn about their experience implementing the Everything DiSC Personal Development personality assessments.

Explore Your Options

Visit YourNHPA.org/membership to find additional training opportunities that are available to members.

Incentivize Your Training

Motivate your employees to go above and beyond the standard expectations.

TRAINING IS MANDATORY for most jobs, and many retailers also understand that rewards, such as pay increases or public recognition, can be powerful incentives for employees to go above and beyond the standard expectations. NHPA offers retailers new ways to motivate employees to keep training.

Gamify Your Training

A new feature on NHPA’s learning management system (LMS) allows employees to earn virtual badges for each course they complete. As employees accumulate badges, they also accumulate points. Those points give them a ranking on a virtual leaderboard, allowing them to compare their progress to their co-workers as they square off in a friendly bout of competition. They will also be able to see how they stack up against other employees across the home improvement industry. If you want another way of tracking employees’ training progress and want to post it in the store, NHPA also offers a printable leaderboard. This chart, which can be posted in the breakroom or any other prominent place, allows the entire staff to see who is progressing through the training. This poster is available in the Resources tab of NHPA’s LMS.

Tell Your Customers

As your team puts in the hard work of learning product knowledge and retail skills essentials, make sure customers know they can find expert advice at your business. The “Certified to Help” designation is available for retailers whose employees have successfully completed a rigorous training curriculum from NHPA. When you and your staff gain this recognition, you also get access to marketing materials that help promote your customer service.

The marketing materials include shelf talkers, posters, cash register decals, window clings and images that can be used on social media. They feature the message “Help is on the way. Our trained employees can answer your questions.” By displaying this signage in your store, you not only give customers added confidence in your customer service, but also give employees something to be proud of and recognize their hard work in training.

These resources are available to NHPA Premier Members. To learn about becoming a member, or to learn more about the “Certified to Help” designation, go to YourNHPA.org/membership.

ADVERTISEMENT About Sashco

Learn more about Sashco’s product offerings at sashco.com, call 303-981-8847 or contact Charles Hunter at chunter@sashco.com.

CAULK AISLES are so confusing, even contractors struggle to keep it all straight! That’s why Sashco takes a stand to end caulk confusion with our Fully Loaded Retail Partner (FLRP) program.

Get FLRP’d with Sashco caulking solutions all together in one high-performance destination. Color-coded merchandising makes recommending product a breeze. We connect your customers’ needs with the right solution and provide hands-on demo boards to show the performance in action. The results? Sealants that are easy to find and customers who leave the caulk aisle with confidence!

Windows, Doors, Siding All homes move. Recommend Big Stretch. It will bend, twist and stretch to handle all the movement homes can dish out.

All Purpose

- Indoor/ Outdoor

Lexel is the No. 2 selling SKU in the caulk aisle! Let customers know—it’s the tough elastic sealant for every job.

Roofs, Gutters, Flashing

Customers tired of nagging leaks? Offer them Through the Roof!—a permanent stop to leaks that can even be applied on wet surfaces.

Mortar & Stucco

Why should customers mix powders and get out the trowels to repair cracked stucco and crumbling mortar? Offer them Mor-Flexx instead.

Kitchen & Bath

Moldy caulking? Recommend CleanSeal—the only sealant with active enzymes that eliminate mold’s ability to grow on or in the sealant.

Concrete

Concrete cracks with shifting soils. Your customers need an elastic repair that sticks, stretches and stays, they need Slab—the serious fix for concrete cracks.

RESEARCH

Explore Market Data

Get more real estate information at hardwareretailing.com/2020-real-estate. TRENDS

Moving Ahead

ANALYZE REAL ESTATE TRENDS FOR SUCCESS

THE PANDEMIC continues to have a major impact on many facets of life, bringing to light new trends and consumer preferences retailers should note to boost sales and anticipate customer needs.

Between October 2019 and October 2020, existing home sales in the U.S. rose more than 25 percent, proving many home improvement shoppers either recently became new homeowners or could possibly join the trend soon.

Real estate listing company Zillow recently published an overview of trending topics on their website. Their insights highlight a consumer base eager to bring comfort, convenience and stability to their lives. Discover some of Zillow’s findings to learn what your new homebuying shoppers need for their spaces and from their local home improvement retailers.

Between October 2019 and October 2020, the rate of existing home sales in the U.S.

Pets are powerful motivators. Zillow’s data finds renters in 11 major U.S. cities cared more about finding spaces that allowed pets than the number of bedrooms in a unit. Be sure your pet supplies are on full display for shoppers who recently adopted pets.

Big backyards are big bonuses.

In 2020, 2 out of 5 Zillow users valued a large outdoor space. No matter what 2021 holds, prioritizing outdoor furniture, lawn and garden equipment and outdoor recreation products will continue to be important.

Convenience is paramount. “In-unit laundry” was one of the top terms in major U.S. metropolitan cities, including Boston and Chicago. Consider investing in large appliances to help shoppers nest comfortably at home.

Let there be light .

Thousands of users searched for “natural light” as a defining feature. If you sell window treatments or offer screen repair services, incorporate those services into your marketing and social media outreach to reach shoppers craving a little sunlight.

NEW PRODUCTS

PRODUCTS

Retailer Recommendations

Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and reasons why you love them.

Solar-Powered Lantern

Eton’s Aqualite is a solar-powered emergency lantern that features a collapsible silicone rubber water bottle body, water purification straw, a built-in SOS and strobe light and a USB smartphone charger. It includes an emergency whistle, carabiner, alcohol pads, sting relief pads, adhesive bandages and a flint and steel fire starter.

ETON CORP.

etoncorp.com or 800-872-2228

Torx® Screwdrivers

Mayhew’s fixed Torx Screwdrivers are precision machined for exact fit and maximum grip. Each set comes in a sturdy pouch to keep the screwdrivers organized, secure and easily accessible. The handles are acetate and the screwdrivers are available in five sets and backed by a lifetime warranty.

MAYHEW TOOLS

mayhew.com or 800-872-0037

Precision Angle

Each INCRA angle is guaranteed +/-0.001 inch from nominal along either side of the blade. INCRA uses advanced manufacturing methods to carve a solid ¼-inch thick slab of aluminum into a one-piece, gold-anodized spine that serves as both the blade and central part of the handle for accuracy and consistency. The spine projects beyond the handle’s cheek plates to produce a support lip to help keep the handle flat on the edge of a board. It also has a machined recess on the inside corner to keep the fuzzy corner of a board from affecting measurement.

INCRA® PRECISION TOOLS

INCRA.COM OR 972-242-9975

Disinfectant and Antimicrobial Spray

MicroGold® Multi-Action Disinfectant & Antimicrobial Spray is EPA approved, tested and proven effective to kill the COVID-19 virus. Suitable for use in hospitals and homes, MicroGold kills 99.9 percent of viruses and bacteria on hard, nonporous surfaces. While common disinfectants last a few short minutes, the additional benefit of an antimicrobial is suppressing the growth of infectious microorganisms. The solution is nonabrasive and is alcohol and bleach free.

GRANITE GOLD INC. getmicrogold.com or 816-674-2531

Outdoor Ceiling Fan

The Basic-Max Outdoor Ceiling Fan from Maxim Lighting is suitable for wet locations and features three speeds with reverse. It can be installed three different ways: close mount, standard stem or with optional stems up to 72 inches long. It is available in black and oil-rubbed bronze finishes and measures 52 inches wide.

MAXIM LIGHTING maximlighting.com or 626-956-4200

Canning Jar

Kilner Round Clip Top Jars include an orange rubber seal and are perfect for storing dry goods such as rice, flour, tea, coffee and more. They are dishwasher safe.

KILNER rayware.co.uk or customerservice@rayware.co.uk

Compact Chalk Reel

Crescent’s Compact Chalk Reel offers 60 percent more line than similar competitive reels and has a 3 to 1 gear ratio for quicker retraction. A push-button release disengages the reel so the line can be pulled out faster, and the fold-away handle locks the retrieval arm in place to prevent breaking or inadvertent unreeling.

APEX TOOL GROUP

crescenttool.com or 800-650-8665

QUARTER PALLETS

Furnace Filter

Filti’s 9500 Home Filter uses highly efficient nanofiber material to capture 95 percent of airborne particles including viruses, bacteria, allergens, pet dander, VOCs, sneeze nuclei and more. These filters have a MERV 16 rating and are available in most residential sizes.

FILTI

filti.com or 913-274-9843

Knee Compression Sleeve

Designed for workers, athletes or anyone needing the benefit of compression, these breathable, knit compression sleeves enable a full range of motion for all-day comfort and reduce pain by improving blood flow and decreasing swelling. Silicone grips on thighs keeps the sleeves in place during use and they’re low-profile to wear under clothes without adding bulk. Ergodyne’s knee compression sleeves are machine washable.

ERGODYNE ergodyne.com or orders@ergodyne.com

Boot Dryer

The Ozone Boot Dryer from Scent Crusher® uses a chemical-free drying method that destroys odors, mold, mildew and viruses by using heated air and ozone. The air pipes adjust to fit tall boots to small slip-on shoes. Its small footprint and weight makes it suitable for use in mudrooms or hallways. It can run up to three hours and has an automatic shutoff timer.

SCENT CRUSHER® scentcrusher.com or 877-575-3173

NEW PRODUCTS

PRODUCTS See More Products

To stay informed about new innovations and trends, subscribe to the twice monthly Hot Products newsletter at hardwareretailing.com/subscribe

Ladder Stabilizer

Ladder’s Little Helper wraps around the lip of the gutter to provide a stable base to lean a ladder against. Rippled rubber on the underside and face of the device provides grip on both the gutter and ladder, while the raised sides help prevent sideways movement. Ladder’s Little Helper’s patented design fits 99 percent of gutters and ladders. Made of lightweight polypropylene, the device is simple to use: Insert a pole into the bottom, place Ladder’s Little Helper on your gutter and lean your ladder against the device for a safer work environment.

SARGENT CONSUMER PRODUCTS

ladderslittlehelper.com or sales@ladderslittlehelper.com

Vertical Wire Manager

Mockett’s Under Desk Vertical Wire Manager mounts to the underside of a desk and gangs cables together to channel them vertically from the floor to desktop in a controlled fashion. Clamshell flaps open and close for easy access to add or remove cables. It is available in black, white or metallic silver.

DOUG MOCKETT & CO.

mockett.com or 800-523-1269

Keychain Breathalyzer

The BreathIQ keychain is compact and convenient, fitting in pockets, purses, small compartments or in vehicle glove boxes. Each keychain holds one disposable alcohol tester. The tester crystal changes color to blue to indicate the person being tested is over the limit. It is available in .04 percent BAC and .08 BAC, and .02 BAC and .05 BAC by special order. As alcohol impairs judgment, BreathIQ is not intended for self-testing.

Natural Fiber Hats

Sunny Days Hat Co. offers a variety of hats suitable for sun protection during gardening and other outdoor activities. They offer natural palm hats, coco palm leaf hats, cowboy and western hats, Panama and fedora hats, women’s summer hats, children’s hats and more.

SUNNY DAY HAT CO. sales@sunnydayhats.com or 562-342-4328

Shower Bench

QuickDrain Shower Bench Solutions offer multiple configurations for newly constructed or renovated tile showers. They’re made from 2-inch thick extruded plastic composed of 100 percent recycled plastic bottles. Shower benches meet ADA standard guidelines for height and exceed weight requirements. They install with no mechanical fasteners or anchors required. QuickDrain Shower Benches are available in large and small triangles styles, as well as a rectangular style.

QUICKDRAIN

quickdrainusa.com

Shade Sail

Shade Sail was recognized with a Retailers’ Choice award, but was left out of last month’s roundup. We apologize for the omission.

Shade Sail is a functional, artistic application of the Hendee Enterprise Custom Shade product line. The look and multiple color options make this product adaptable, from dressing up an outdoor garden center, a park or business’ seating area, to offering sun protection for children on a playground.

HENDEE PRODUCTION PRODUCTS hendee.com or 800-231-7275

Child-Safe Cutting Board and Knife Set

Handstand Kitchen’s Chopping Block collection features kid-safe kitchen knives and cutting boards designed for young chefs to use safely and comfortably. Knives and cutting boards are made from food-grade BPA-free materials that are reusable and hand washable.

HANDSTAND KITCHEN handstandkitchen.com

NEW PRODUCTS

Digital Level

The 905D Condor™ Digital Level with OPTIVISION™ Red Technology from Kapro Tools features the largest LCD display in its class. The display is tilted at 45 degrees with a flip readout for optimal readability at any angle. The level includes a mode function for selecting degree percentage, pitch in mm/m, in./ft. and in./ft. in fraction format. It also includes electronic recalibration, visual and audible slope indication and a low battery indicator signal. The 905D is IP65-certified waterproof and comes with a lifetime warranty.

KAPRO TOOLS

kapro.com or 920-648-2900

Portable Sanitizing System Backpack

This mobile, lightweight design allows users to sanitize large or small areas quickly and efficiently with the touch of a button. The ExtremeMist® PSS Portable Sanitizing System features a 2-liter reservoir and weighs only 6 pounds fully loaded. It includes an eight-speed wireless remote, allowing total control of the rate and density of the disinfection solution and is suitable for home or commercial sanitizing applications.

EXTREMEMIST PCS LLC portablesanitizingsystem.com or 602-368-9625

Electric Garden Pruner

The STIHL GTA 26 battery-powered garden pruner uses a rechargeable lithium-ion battery to provide up to 80 cuts between charges. It features toolless bar-and-chain replacement, a trigger switch lockout, a retractable chain guard, rubber grips and an LED light display to provide charge level and tool status. It includes a battery, charger, multi-oil and transport bag.

STIHL stihlusa.com or 800-467-8445

www.franmar.com

1-800-538-5069 custserv@franmar.com

The extensive line up of STIHL battery products features four tiers of performance — providing your customers with product offerings as diverse as their yard care needs. STIHL battery tools offer the same legendary quality and performance you’ve come to expect from STIHL in a lightweight and easy to use package.

CHECKOUTS

OUTREACH

Share Your Stories

Send your merchandising tips, event recaps, employee morale boosters and other stories to editorial@YourNHPA.org

Giving More Than Ever

Mark’s Ace Hardware, which has three stores in Tucson, Arizona, has donated supplies to help the local homeless population for three years, but the community’s support grew significantly in 2020.

GENERAL MANAGER CAMILLE GIBSON wanted the stores to help people living on the streets or in homeless camps to stay safe in the winter, so she created four different types of supply bags customers could choose to donate and offered discounts on the products at the stores. In 2019, customers bought nearly 300 bags containing supplies such as winter gloves, blankets, chapstick, socks and first-aid kits to provide to homeless people in the community. The stores donated the bags to nonprofit organizations that distributed them to people in need. In 2020, Gibson added hand sanitizer and masks to all of the donation bags. Shoppers paid for thousands of items, filling 1,388 supply bags.

MARK’S ACE ORGANIZES PROJECT TO HELP HOMELESS

“The community loved it. It just turned out to be a really, really big win.”

—Mike Frattallone, Frattallone’s Ace Hardware

PROMOTIONS

Restaurant Week Wins

Frattallone’s Ace Hardware, which operates 21 stores in Minnesota, has thrived during the COVID-19 pandemic because the state has deemed it essential. Restaurants haven’t been as fortunate, and co-owner Mike Frattallone is keenly aware of that.

“We had a sense of being uncomfortable that we were open and every single restaurant in town was closed,” Frattallone says.

To support local restaurateurs, he organized a restaurant week during which his stores gave customers $10 restaurant gift cards for every $50 they spent at the hardware stores. Frattallone partnered with locally owned restaurant chains to give away gift cards valued at $100,000 total and used advertising to promote the restaurants and the gift card giveaway.

A Christmas Tree Tradition

Coakley Home and Hardware in Canton, New York, has a generous approach to Christmas tree sales. The store sells live balsam and Fraser fir trees after Thanksgiving until its supply runs out, then donates all of the profits to a nonprofit organization that helps local families who need food and other gifts for Christmas.

The store has sold Christmas trees as a fundraiser for many years, continuing a tradition a local veterans organization started but later discontinued.

“It comes at a great time for these families and it’s a great way for us to make a donation,” says Carol Spadaccini, who is a kitchen and bath designer and a member of the Coakley family.

Nostalgic Merchandising

Clinton Hardware in Clinton, Maryland, uses shelving and drawers from its original 1946 store to display its current bulk seed inventory.

Coakley Home and Hardware in New York sells live Christmas trees and donates the proceeds to help people in the community.

LEADERSHIP SERIES

WEBINAR

Decision DiSC

Learn more about Everything DiSC and how it can be used in your operation. Watch a webinar YourNHPA.org/webinar featuring retailers who have used it.

Work Smarter, Not Harder

HOW PERSONALITY ASSESSMENTS IMPROVE COMPANY CULTURE

BY RENEE CHANGNON

Have you ever felt like you and a co-worker just do not see eye to eye? They want things done one way and you want to achieve the same goal differently. Spending so much time with someone you don’t get along with can drain your energy and make work unenjoyable. Imagine you can learn about yourself and your co-workers to ultimately strengthen your relationships and greatly improve happiness and productivity on your team. While it can be difficult to identify the reasons you work well with some individuals and struggle with others, taking a closer look at

yourself and your teammates can lead to a more understanding and collaborative work environment. One suite of tools that can make a difference in your organization’s culture is Everything DiSC® In this article, we look at how the Everything DiSC Workplace Learning Experience can be utilized in retail operations of all sizes and why investing in your team in this way can lead to improved job satisfaction, a more positive work climate and even better employee retention. On the following pages, learn how two retailers have utilized this assessment in unique ways.

LEADERSHIP

Culture Connections

Use the survey at YourNHPA.org/tools-and-guides to learn what your employees think about your company culture.

The team at Northwest Hardware LLC, a chain of five independent hardware stores in Montana, has been using their Everything DiSC results for a year to continue learning and growing by referencing the team’s results.

Paint Fair, a paint and decorating business based in Freeport, Grand Bahama, is brand new to Everything DiSC. In this feature, company vice president Lesley Davies-Baptista will share what it’s like getting started and how her team plans to use the results.

Why DiSC Is Relevant

Everything DiSC is a personal development learning experience that measures an individual’s preferences and tendencies based on the DiSC model.

In an assessment program offered by the North American Hardware and Paint Association (NHPA) and administered by NHPA retail consultant Kim Peffley, retailers and their employees take an individual assessment. Each individual receives personalized insights meant to deepen their understanding of themselves and others by recognizing how each person functions and communicates.

MANAGING EXPECTATIONS

TJ Comstock (right) and his sister and manager Jodi McCully used the Everything DiSC assessment to improve communications on the management team at Northwest Hardware

All About Everything DiSC

What it is

Everything DiSC is a model that assigns four basic behavioral styles based on testers’ responses to an assessment. The styles are: Dominance (D); Influence (i); Steadiness (S); and Conscientiousness (C). Everyone is a blend of all four DiSC styles, and an individual can have one, two or even three styles that stand out.

How it works

DiSC assessments use adaptive testing and sophisticated algorithms to analyze a person’s responses and deliver the most precise

feedback possible. The profile then translates these results into a personalized narrative that shows someone’s preferences for interactions with others, communication with others and their environment.

What the benefits are

When everyone on your team takes the assessment, it makes it easier to put processes and best practices in place that meet everyone’s needs and ensure their voices are heard. Strong internal communication leads to a stronger business.

To gain even more insights and grow as a team, Peffley meets with the team to further explain Everything DiSC, review results and help facilitate conversations.

“Each person who takes the DiSC assessment has a unique behavioral profile with different styles and priorities,” Peffley says. “It’s important to understand that no one style is better or worse than the next. In fact, these differences in style can be extremely valuable. Once you assess these differences and harness their value, better workplace communication and healthier organizations become possible.”

Long-Term Impacts

When it comes to strengthening his business, TJ Comstock, owner of Northwest Hardware, is willing to try new programs and invest in his employees. Comstock introduced Everything DiSC in his organization over a year ago. While he entered into it a bit skeptical because he wasn’t sure how it would help, he was hopeful for positive results.

“Talking to other retailers who had found success implenting Everything DiSC in their organizations helped me decide to go for it and try it out with our management teams,” Comstock says.

Comstock has added new team members and managers in the past few years, so having his management team take the assessment and see where they all fell on the Everything DiSC circle helped establish stronger lines of communication.

“What has impressed me the most about Everything DiSC is how accurate it is in describing how people function in the workplace,” he says. “I think every conversation we have now in our manager meetings or phone calls involves us reminding one another of our styles and adjusting how we address each other.”

Comstock himself was surprised at how much he learned about his own personality and how he could better communicate with his employees who have different communication styles.

“What has impressed me the most about Everything DiSC is how accurate it is in describing how people function in the workplace.”

—TJ Comstock, Northwest Hardware

Which Test Is the Best (for You)?

Comparing Personality Assessments

Personality assessment tools are as numerous as the personality types they reveal. We put together a resource comparing a variety of these tools so you can determine which one works best for your operation. Download this resource at hardwareretailing.com/personality

The other person isn’t wrong, but they each have strengths where the other is lacking, which makes them stronger together.

The assessment also provided a big breakthrough moment for two Northwest Hardware employees.

“We had two managers based out of the same store who had been butting heads for a while,” Comstock says. “When we sat down to go over our results, they sat far apart and avoided each other. After their assessments, they understood why they rubbed each other the wrong way and adjusted how they communicated with each other. Now they’re pretty good friends.”

The managers who had struggled with communicating with each other are a dominant-conscientiousness (DC) personality, which prioritizes accuracy and is more forceful, and an influence (i) type, which tends to be more in tune to emotions and more sensitive to criticism. These styles are considered opposites on the DiSC spectrum, so the manager who is a DC wanted to be direct and abrupt in conversations and the other was more social and concerned for everyone else’s needs and feelings. Their light bulb moment came in understanding that the other person isn’t wrong, but they each have strengths where the other is lacking, which makes them stronger together.

To build on the Everything DiSC Workplace Learning Experience, the Northwest Hardware team has also taken additional assessments that are designed to help participants better understand themselves and other people in various realms and expand their capabilities, like developing emotional intelligence and creating impactful leaders through the process of vision, alignment and execution.

“I think incorporating the additional applications have really built the solid foundation of Everything DiSC for us,” Comstock says. “They have helped refine and add another layer of understanding to what we initially learned. It didn’t change the language we had developed, but it deepened our understanding of one another.”

For the managers at all five stores, Everything DiSC has become part of the language they use daily to communicate and understand each other better, Comstock says. Learning a common vocabulary for explaining what they need in terms of clear instructions, affirmation of their work efforts and personal growth has been valuable for the team.

TEAM EFFORT

Lesley Davies-Baptista (right) and her husband Eric Baptista have learned about their DiSC styles and how to lead in their business.

“For all you get out of taking Everything DiSC and exploring it deeper with an expert like Kim, it’s worth the time and investment,” he says. “I’d recommend Everything DiSC to any owner or manager looking to implement it in their own business.”

New to Everything DiSC

When Lesley Davies-Baptista, the vice president of Paint Fair in Freeport, Grand Bahama, learned about the Everything DiSC Workplace Learning Experience, she was eager to try it with her team.

“I’ve been in management a long time, and I’ve done a lot of training and professional and personal development over the years,” Davies-Baptista says. “The DiSC assessment was unique to me in the sense that it has helped me reflect on the strengths and weaknesses in my personality and showed me different ways to interact with my team for better results. It’s relevant for our staff now and anyone we bring in down the line, which is pretty unique from a training perspective.”

Davies-Baptista and her team of 12 employees all took the assessment and then joined a virtual meeting session with NHPA’s Peffley to go over the results.

“When you get a 20-page report, it can feel a little overwhelming,” Davies-Baptista says. “The meeting was helpful because Kim was able to break it down in a way we could all understand together. There were so many light bulbs going off during the discussion, and it was amazing how spot on the results were.”

Overall, the team was made up of a mixture of styles across the circle, with lots of i, S and C types and only a few Ds. With the help of Peffley, the employees immediately saw how people with opposite personality styles would not always see eye to eye and started to find new ways to address problems.

“I think we always took personalities into consideration, but never at this level,” Davies-Baptista says. “This doesn’t just affect how we communicate with each other, but also our customers and business associates. If you look at the different styles for how people receive information, you can take some of the things that derail conversations out of the equation.”

In the days after the meeting with Peffley, she says there was a renewed energy among the members of the

team, who regularly bring up Everything DiSC styles. Additionally, Davies-Baptista was happy the entire staff was able to be involved, have their voices heard and see their styles be recognized as important.

“Participating in Everything DiSC was a great way to allow the staff to be seen individually, which means so much when you’re trying to manage employees,” Davies-Baptista says. “It has given me a clearer and simplified way of looking at how we communicate with each other.”

Moving forward, the team at Paint Fair will continue to use the language learned in their Everything DiSC discussion. Davies-Baptista also plans to offer the tool to new hires so the team can use the information when working with new employees from the beginning.

“I think Everything DiSC would be a great ice breaker for new employees, and it’s something we will provide and continue to use moving forward,” she says. “I think this has been a valuable investment for what it has provided so far and what I think it will continue to provide.”

Any tool that allows you to focus on improving communication within your team is invaluable, Davies-Baptista says.

“If we in business really evaluated the pain points we face, especially retailers, it would be the challenges that come from communication and how we interact with one another,” she says. “Everything DiSC has already been a valuable investment and it wasn’t something we couldn’t manage financially or from a time perspective. It’s worth trying.”

The Ins and Outs of Beekeeping

Master beekeeper Chuck Dailey talks bees and keeping on “Editorially Speaking.” Listen at YourNHPA.org/es-pod

CATEGORY SPOTLIGHT

BE E SMA

Products and Connections to Help

You Serve Local Beekeepers

BY MELANIE MOUL

Last spring, many people rediscovered the fun and sense of accomplishment that growing a home garden can provide. The impact of those hobby gardeners was significant. A September 2020 market forecast report from IHS Markit/ Home Improvement Research Institute showed significant growth in sales of lawn and garden equipment and supplies over the course of last year, up more than 14 percent from 2019. Since these consumers’ thumbs have

become a little greener, they may be looking for more opportunities to cultivate a lusher, healthier garden this spring and summer. Enter, pollinators. According to the U.S. Geological Survey, there are more than 4,000 species of native bees in the country, and they are the primary pollinator. While there is a lot to learn about pollinators and bees in particular—about 10 percent of bees in the U.S. have yet to be named or described— it’s easy and inexpensive to start small, for consumers and retailers.

Eco-Friendly Green Spaces

Learn how to help your customers cultivate spaces that are welcoming to pollinators at hardwareretailing.com/green

Stripes and Starts

The beekeeping niche at Rand’s Hardware in Plymouth, New Hampshire, started somewhat on a whim, but it has developed into a consistent niche for the business. Store manager Laura Dion says she was inspired by a new product line from a vendor at her wholesaler market in fall 2015.

“I checked out the startup planograms and talked to the vendor,” Dion says. “It wasn’t that much money to get started, only a few hundred dollars for a 4-foot display. We decided to go for it because it didn’t take up much space and wasn’t too much of an initial investment.”

One component that Dion says was key to establishing and growing the beekeeping niche was the vendor’s book of state and local beekeeping groups. He gave her the contact information for her local chapter, and that initial introduction has led to nearly five years with a successful beekeeping niche.

“About half of our primary customers belong to beekeeping groups,” Dion says. “The other half are people who are interested in getting started in beekeeping.”

To help those newcomers get started, Dion says the most popular product is a readymade kit that comes with all the pieces and tools someone needs to house a hive. The store also stocks individual pieces, like single frames, which need to be replaced often, and protective equipment, like jackets and hats with veils. Beekeepers return to the store to get replacement frames often throughout the season, which Dion says

Wild and Free

“Our local beekeeping group was so excited to learn we had picked up these products, and they offered to do seminars here.”

Laura Dion, Rand’s Hardware

starts in early spring and can go through early to late fall, depending on how warm it is that year.

Education is a key part of maintaining the niche and communicating product availability and knowledge to local beekeepers and people interested in picking up the hobby. Rand’s Hardware hosts a few seminars a year featuring members of the local beekeepers’ group who share tips and best practices.

“Our local beekeeping group was so excited to learn we had picked up these products, and they offered to do seminars here,” Dion says. “That’s the core of what they do, going into stores in the area and hosting seminars to get people interested in beekeeping.”

Continued on Page 46

As of 2019, there are more than 100 native bee species in New Hampshire, including nearly 20 species that had not previously been documented as native.

Source: New Hampshire Agricultural Experiment Station at the University of New Hampshire

The Ins and Outs of Beekeeping

Master beekeeper Chuck Dailey talks bees and keeping on “Editorially Speaking.” Listen at YourNHPA.org/es-pod

How Many Bees Do You See?

A populous colony may contain 40,000 to 60,000 bees during the late spring or early summer.

Source: American Bee Journal

Master beekeeper Chuck Dailey hosts a beekeeping program for children at his church, where he and other members of his beekeeping group maintain hives..

BUZZING ON BUY

• Smoker—used to calm bees 4 TYPES OF

HIVE EQUIPMENT

• A bottom board where the bees enter and exit the hive

• 2 brood boxes with wax foundation—where the queen lays eggs that are fed and monitored by nurse bees

• 2 honey supers with wax foundation—smaller boxes where floral nectar from foraging bees is stored and later converted into honey by workers

• An inner cover allows a beekeeper to remove the hive lid without impacting the colony

• A hive cover protects the hive from external elements, including weather and predators

PROTECTIVE EQUIPMENT

• A veil, protective bee jacket or full bee suit

• Gloves

• Hive tool—a pry-bar type device used to open and separate boxes and frames

HONEY EQUIPMENT

• Extractor

• Bottles/caps

• Knife or other hive tool

BEES

There are a few options to source bees

• A captured swarm

• A box: Typically 3 pounds of bees with a queen shipped via USPS

• A nuc (nucleus): Typically a box that includes 3 frames of bees with a queen

MORE INFORMATION

Find the beekeeping group closest to you through the database at the American Beekeeping Federation and ask how you can help at abfnet.org.

Rand’s Hardware started carrying beekeeping supplies to the delight of their local beekeeping organization. The store now hosts several seminars a year to help introduce people to the hobby.

Buzzworthy Displays

Because beekeeping is a seasonal hobby, the 15 to 20 SKUs Rand’s sells aren’t always front and center. In the early spring, to promote the beekeeper seminars, Dion says they set up a table with the supplies and sign up information at the front of the store. That display also gives employees an opportunity to learn more about the niche before customers come in.

“We’ve actually had one employee take up beekeeping since we launched this niche and started hosting the seminars,” Dion says. “And most of my employees know people who are involved with the beekeepers’ group, so we have a lot of connections.”

As a result, Rand’s Hardware has become a sort of go-between for people who want more information about beekeeping.

One necessary element of beekeeping that Rand’s

doesn’t deal in? Bees. Because of the store’s long relationship with the beekeeping group, Dion says they often refer customers with advanced questions about caring for bees and their hives, where to get local honey and honeycomb and where to get bees themselves. The chapter also hosts its own more in-depth training program than the seminar that’s hosted at the store, so Dion is sure to refer people who are interested in extensive beekeeping.

Keeping Connections

Making that initial contact with the local beekeepers’ chapter was a crucial part of Rand’s success with this niche. Dion says the first recommendation she would make to retailers who are interested in getting started with beekeeper supplies is to find out who in their area is already active with beekeeping.

Good to the Last Drop

The average honey bee will actually make only one twelfth of a teaspoon of honey in its lifetime.

Source: American Bee Journal

“We’ve kept the same supplies over the years because members of the group said it was the right mix to help people get started,” Dion says. “Adding this niche has grown our customer base and it’s introduced our existing customers to a new hobby. It keeps people coming back.

Plan Your Outreach

Visit hardwareretailing.com/social-schedule to download content calendars to guide your socials.

TRENDS

Staking Your Digital Claim

Kick Your Social Media Outreach Up a Notch

BY TODD TABER & JULIE LEINWAND

Throughout 2020, home improvement retailers had to find new ways to engage their customers and boost sales. One of the key ways they achieved this connection was through digital interaction on some of the world’s biggest social media platforms. As more shoppers come to expect robust social media presences from businesses of all sizes, understanding key opportunities in each social media platform is crucial.

Investing in improving your social media outreach could be the winning tactic for small business as a new year begins. Social media marketing company HubSpot recently released its 2020 State of Marketing report, revealing surprising information

on key digital opportunities for retailers. After surveying roughly 3,400 marketers from businesses of all sizes and industries, HubSpot found only 1 in 4 respondents are planning on increasing their content marketing investments. That oversight could be the perfect path for home improvement retailers to stake their claim in the digital space as a new year—and new customer expectations—arrive. But how can you successfully market your content across platforms? On the following pages, take a tour of the world’s most popular social media platforms and get updated tips on how you can leverage their technology to advertise your business to new and returning customers.

Twitter

MAKE HEADLINES FOR YOUR BUSINESS

Number of Users

MILLION

active users

Source: Q3 2020 Company Filings

Twitter can help your business engage a small but loyal audience.

Mission Statement

Twitter aims to give users the “power to create and share ideas and information

INSTANTLY WITHOUT BARRIERS”

through short, text-driven updates.

Engagement Best Practices

Though primarily meant to relay text updates to users, Twitter offers an array of options to help home improvement retailers market their business effectively.

The company suggests small business owners create content pillars, or general themes they want their account to actively explore. Common content pillars include education, inspiration and community. By establishing your own content pillars and ensuring the bulk of your tweets belong to one of those segments, you can grow your business and your audience each day. You can fortify the content in your education pillar by sharing how-to videos from manufacturers alongside

DIY advice from your own team. Take stock of the tools and projects that are selling well in your store and use that knowledge to guide your Tweets. Notice an uptick in paint and sundry sales? Embrace that trend by posting painting tips from your team and paint brands in the following days. The inspiration content pillar is a natural fit for home improvement retailers. Share photos of DIY success stories to help customers feel motivated to tackle their own at-home projects. Retweeting messages from major home improvement stars and TV networks can help your followers see your business in a broader context. Keeping followers updated on your community is crucial. As a small business owner, sharing important updates, business milestones and safety information for your community is one way to increase your visibility and allow your followers to instill trust in your operation.

Twitter By the Numbers

A THOUSAND WORDS

Don’t be limited by text. Enrich your Tweets with smartphone photos and informative graphics. Hubspot advises Tweets containing photos are more likely to be shared than Tweets containing only text.

FOLLOW YOUR FRIENDS

Stay on the lookout for new sources of inspiration. Follow your wholesalers, distributors and @Your_NHPA. Be sure to search for your local chamber of commerce and other independent businesses to lend support across independent industries.

JOIN THE CONVERSATION

Watch for discussions where you can add your insight. Joining active conversations reinforces your expertise and introduces your business to new customers.

Facebook

CONNECT WITH CUSTOMERS

daily users worldwide Number of Users BILLION

Source: Facebook

Facebook is one of the most popular social media platforms and people across generations are active users.

For this reason, it is a great resource to market your business.

Facebook differentiates itself from other social networks with its page features, which are tailored for business use, such as page moderation, address and store hour information, customizable buttons and more.

You can also promote your small business by using the Facebook Ad Center, which offers different paid advertising options, such as boosting existing posts, creating ads that will display on both Facebook and

Mission Statement

Engagement Best Practices

Facebook strives to “give people the power to and bring the world

BUILD COMMUNITY

closer together.”

Instagram and the ability to target specific audiences through ads (you can narrow your audience by location, age, interests and more). Additionally, Facebook social media advertising can often be achieved at a lower price than traditional advertising methods.

Whether you choose to create ads or unpaid posts, showcase your products and include links that take customers to your website. Video, carousel and slideshow posts are very handy for featuring products. You can also share store events by creating posts with seasonal promotions and special events.

Facebook is a social network first, so use your page to communicate regularly and directly with customers and page visitors. Take advantage of the Messenger option to send instant replies letting customers know when they can expect a response or if they have reached you outside of normal business hours.

Facebook By the Numbers

A FACE TO THE NAME

Your business’ Facebook page should represent your company values and people Many users navigate Facebook to stay in touch with family and friends. Remember, customers like to buy from other people, not from faceless companies.

BUILD CONNECTIONS

Engage with your customers! If someone leaves a positive review or comment, reply with a thank you. Responses, especially to questions, should be personable yet speedy—social media users move on quickly.

USE IT OR LOSE IT

Complete your page’s About section with your contact information, store hours and other details. This is one of the first places page visitors will look for up-to-date store information.

Instagram

TELL YOUR STORY WITH PHOTOS

Instagram’s About page states, “We bring you closer to the people and THINGS YOU LOVE.” Mission Statement

Source: Instagram

Instagram is primarily a photo and video sharing social networking site.

In fact, you cannot create a post without attaching a photo or video, so it is best used when you have attractive photos, videos or graphics. It is popular with users of different ages.

Instagram is owned by Facebook and includes some helpful shared features, such as the ability to post to both Facebook and Instagram at the same time or create ads for both platforms. Additionally, Instagram uses Facebook’s Messenger app for sending and receiving direct messages.

Different ways to share and create engaging content within Instagram include Stories image and video posts that expire after

24 hours, Reels for short videos often choreographed or set to music, IGTV for longer videos and paid advertising and shopping features that allow users to browse and buy products without leaving Instagram. These tools are ideal for sharing products and project ideas to inspire DIYers and customers to shop your store.

Instagram has some link limitations—you are limited to one clickable URL in your page’s bio because links included in the text of posts are not clickable. If you wish to include links with your posts, you will need to use paid Instagram advertising or use a paid outside link service such as Linkin.bio by Later, which allows you to share post links from a landing page URL in your bio. Posts that use a link service will include instructions telling users they can find a link for the post by visiting the link in the page’s bio.

Instagram By the Numbers

Engagement Best Practices

SHOW, DON’T TELL

Instagram is a powerful visual storytelling tool. Share your new products, project ideas, interesting areas of your store and other store merchandising through photos and videos.

GET CREATIVE

Take full advantage of the different features Instagram offers to create unique and engaging content , such as Stories, shoppable posts and Reels.

Create an attractive profile page with a little strategy and arranging. Choose a theme and stick to it. Color coordinate or alternate similar post styles and content to make your page pop. PLAN

YouTube

SHOW YOUR BUSINESS IN MOTION

Number of Users

EVERYONE A VOICE Mission Statement active users BILLION

Source: YouTube

YouTube is the second-most popular website on the internet.

It’s a key destination for home improvement retailers who want to elevate their brand and gain new customers. While it may be tempting to think of YouTube as only a video-hosting platform, online marketing company WordStream advises small business owners to view it as a powerful search engine, behind only Google. Presenting your business on YouTube is similar to how you do it for other platforms, but the key difference here is the power to show your business in motion, with audio and video directly from your salesfloor. Most marketers recommend keeping your videos short and snappy, usually under 3 minutes, and there are a number

“GIVE

YouTube is an online video hosting platform that aspires to and show them the world.”

of outlines you can follow to construct your videos.

Lists are incredibly popular. By creating a topic such ‘What are the biggest differences between popular wood stain brands?,’ you can provide three to five responses to quickly inform and engage your audience. How-to videos are also incredibly popular on the platform. If you or a team member are completing a DIY project, shoot some footage of the steps and compile a video summary to share with your followers. Include links to your e-commerce page for materials to help connect customers. Behind-the-scenes videos can feed your YouTube channel. If you’re undertaking a major project, celebrating a special milestone or introducing a new team member, shoot some footage to share with your YouTube followers. This slice-of-life action offers a look at the people powering your business, helping to create a personal connection.

YouTube By the Numbers

Engagement Best Practices

SET YOUR SCHEDULE

For the most part, try to upload YouTube videos regularly. This pattern gives your followers an idea of when to expect videos from your team and will help you slowly build up an archive of your business and the people who work there.

DOLLARS AND CENTS

Consider monetizing your YouTube videos. By placing ads before your content, your business can introduce a new revenue stream that grows stronger as you gain viewers.

KEEP IT SIMPLE

Your smartphone is a great device for capturing, editing and uploading video to YouTube easily. Don’t overthink your videos. Quick, engaging videos are great ways to build your brand.

1

Grow Your Following

6 SOCIAL MEDIA TIPS TO TAKE YOU INTO 2021

As you dive into social media this year and work to highlight your business and promote your products, take stock of a few cross-platform tips. Use these pointers as a guide to solidify your social media strategy and introduce your operation to new customers.

OPTIMIZE YOUR STRATEGY

Social media websites offer free analytics. This data tracks followers, interactions and more. Use this data to discover the content that is popular with your followers and where you should focus your creative energy and time.

Videos are expected to continue growing in popularity as social media creates new ways for you to share and consume them. Take advantage of the features the different platforms offer, such as adding captions, video editing and more. GET YOUR CAMERA READY

2

Hashtags categorize your post topics, which makes for easier post browsing and helps grow your audience. Location tagging allows you to tag your store name and address in social media posts so followers know where to find you.

Social media platforms are an ideal way to create and share your homegrown content, such as project ideas, DIY information and more. Social media users are accepting of homemade videos and content as long as they are useful and engaging.

3

Instagram Stories and Reels are short-form content tools which help you appeal to the public’s attention span. In this case, less is more—and short-form content is projected to continue growing in popularity into 2021.

Use social media to establish your store and employees as trusted sources for expert information. Help pro customers and DIYers by sharing your tips, helpful resources and new project ideas via your social media.

Rooted in History

Foster Farrar Co. has served customers during more than 220 years of U.S. history.

BY KATE KLEIN

MORE PROFILES

The Oldest Hardware Stores

Retailers have helped build the U.S. since the beginning. Read about historic stores at hardwareretailing.com/oldest-stores

eorge Washington was still president when Foster Farrar Co. opened in 1796, just prior to John Adams taking office as the nation’s second president. The business started out selling blacksmith supplies near its current location in Northampton, Massachusetts. Today, it is one of the oldest hardware stores in the country.

Having thrived for more than two centuries since its beginning, Foster Farrar has survived wars, economic turmoil and other national crises.

Like the nation, the business now looks very different from how it started. In fact, nothing has really stayed the same for the store—not even the name or location.

In addition to at least 25 ownership transitions over two centuries, the store’s product mix has also changed significantly based on community needs. The anvils and other blacksmithing tools are long gone, and so are the firearms and dynamite.

Its legacy of adapting to fit the needs of the community has contributed to the business’s success. A solid reputation, deep roots and a constant presence have kept business steady, co-owner Paul Czapienski says.

“It has a good name. It’s always been here,” Paul says.

Northampton is a suburban area in western Massachusetts, and Foster Farrar provides the local DIYers and contractors with a comprehensive assortment of core hardware categories, paint and lawn and garden items. Its services include lamp, window and screen repairs. One service the store offers that harkens back to its historical roots is its locksmith and safe shop, which has proven to be a profitable niche since the owners added it about 20 years ago.

Paul, who co-owns the business with Karel Rescia, has tried to learn and keep track of Foster Farrar’s history since buying into the business in 1996, but the store’s list of prior owners reads like a biblical genealogy.

“It kind of rolled from the blacksmith supply store started by Samuel Clarke to the next person to the next person to the next,” he says.

The store has been named Foster Farrar Co. for a little more than 100 years. In 1914, a businessman named Frederick Farrar bought into a partnership with the Foster brothers. Six owners later, the name is still Foster Farrar Co., although no relatives of those early 20th century owners still work in the business.

A solid reputation, deep roots and a constant presence have kept business steady.

What Paul knows about the company’s history he has gleaned from newspaper archives, stories from customers and prior store owners and artifacts left from the store’s past. In fact, they still have an old apron and yardsticks featuring the store’s original phone number, 11.

Recent History

Paul has co-owned the business for 25 years this year, but his connection to Foster Farrar Co. extends back to his childhood. He grew up about 15 miles away from the store, and he used to visit it with his father who shopped there occasionally.

3 Retailers Selling Unique Categories

Get tips on experimenting with niche product categories at hardwareretailing.com/find-niches

“Everybody who works here wants to be here and wants to help customers. When somebody has a problem and you can help them through it, it just makes you feel good.”

—Paul Czapienski, Foster Farrar

Co.

Paul has spent most of his career working in the home improvement sector, first at a local lumberyard and later at a different hardware store nearby.

“I see a hardware store as a kind of giant toy store for adults, with all the tools and other supplies,” he says. “I was drawn to that type of business.”

He worked at other businesses in the area until he decided he wanted to be his own boss. At his previous hardware store job, he felt like he was putting in long hours like a business owner.

“I decided if I was going to work that hard, I might as well do it for myself,” Paul says.

He investigated the possibility of opening a new store, and then connected

with Karel’s father, Richard Rescia, who was nearly ready to retire. Paul struck a deal to buy out Richard’s business partner in 1996—a full 200 years after the company’s founding. When Richard officially retired in 2000, Karel took his place in the partnership with Paul, creating the current arrangement, with Karel and Paul working together.

With Karel’s family connection to the company, her history extends back even further than Paul’s. She was a toddler when her father bought an ownership stake in the store in 1961, and she has spent at least 50 years working for the business.

When Karel’s father owned the store, it had been in downtown Northampton for many years. In 1990, he decided to move the operation less than a mile away to a property with a parking lot, showing some foresight.

The business grew and the parking lot made a significant difference for store customers, since finding downtown parking had been a hassle that would have especially deterred professional customers, Paul says. About half of the store’s customers are contractors and the other half are local homeowners and other DIYers.

Although Karel never planned to take over the business, she also never made plans to leave.

“I had no idea this was going to be my life,” Karel says. “It’s a great business. I enjoy working with people, and it just seemed like the right fit for me.”

Paul and Karel operate the store together, dividing responsibilities that suit their interests and skills. Karel enjoys

working on the salesfloor and overseeing the merchandising, while Paul works mostly in the back office and does some of the store’s locksmith duties. They collaborate on tasks such as product ordering.

They hope to keep growing and adapting their single store and eventually pass it on to other owners who will keep the history alive.

“We try to adjust the business as we see fit, and we try to keep a staff of people who are knowledgeable and helpful,” Paul says. “Everybody who works here wants to be here and wants to help customers. When a customer has a problem and you can help them through it, it just makes you feel good.”

A KEY CATEGORY

Al Nadeau

and Brian Dupee work for Foster Farrar in Northampton, Massachusetts. The store’s locksmith and safe shop is a profitable niche business.

POWERED UP

Foster Farrar‘s power tool department showcases familiar technology in the late 1960s or early 1970s. The store’s current inventory has evolved even further over the past 50 years.

Locksmiths

(left)

Build your success on the solid foundation of the PRO Hardware program

Independent businesses are vital; to the economy, to communities and to the American way of life. The PRO Hardware and FARM MART retail programs support you as an independent retailer by providing all of the customizable pieces you need to build your success while maintaining the individuality that benefits your community.

As a member of the PRO Hardware and FARM MART programs, you have access to a $6 billion national network of hardware, farm, and lawn and garden distributors. Additionally, dedicated merchandising and marketing teams create innovative and creative advertising materials to help you promote your unique story and manufacturer programs designed to help independent retailers succeed.

Becoming a PRO Hardware or FARM MART retailer gives you access to the tools and knowledge you need to piece together a complete picture of a successful, independent business.

GROWI NG SOME THING

The

PRO Hardware and FARM MART are a national network of successful, independently-owned home improvement and farm and ag supply stores. With a national brand presence, you will have all the resources you need to grow your success within your community.

• Customizable resources that allow you to maintain your independence and meet the needs of your local market

• A $6 billion network of hardware, lawn and garden, and farm distributors

• Marketing and advertising resources including fully customizable circulars, store signage and endcaps, Value of the Month promotions, email marketing, social media and the PRO Hardware and FARM MART websites. It also includes digital tools such as mobile coupons and giveaways, social media and email marketing

• Merchandising tools including store signage, endcaps and visual merchandising resources directly from manufacturer partners

• Value-added services that provide programs to help your store run smoothly including credit card processing, neighbor welcome packages, SEO and more

• Recognition of excellent retailers with the Achiever’s Club and the Paul L. Cosgrave Memorial Award each year

Change in Time

HOW RETAIL WILL EVOLVE IN 2021

E-COMMERCE PLATFORM Shopify recently unveiled its Future of Commerce 2021 report, highlighting bold predictions for where retail will go throughout 2021. The report combines insights from the company’s 1 million retailers across 11 countries. Discover some of the key takeaways from the report to guide your business through the year.

01 The future of shopping is in young hands.

According to Shopify, young shoppers are responsible for key trends shaping the industry, including 67 percent of young shoppers shifting more of their spending online since the COVID-19 pandemic began, compared to 54 percent of shoppers on average. Notably, younger customers are more likely to discover and shop via social media.

02 Contactless payments will gain traction.

According to Shopify’s data, 62 percent of customers are more comfortable finalizing in-store purchases with digital or contactless payments. Globally, the number of Shopify retailers using contactless payments grew 122 percent from the start of 2020. In the U.S., that figure stood at 155 percent.

03 Customers will personalize.

More than half of shoppers who made purchases online in 2020 used standard shipping to receive those items, but many are also exploring alternative ways to acquire their purchases. More than 20 percent used curbside pickup, and 30 percent of consumers used curbside pickup or BOPIS for the first time in 2020. Nearly two-thirds say they are doing it more often during the pandemic.

04 Independent retailers retain an advantage.

Exactly half of Shopify consumers consider supporting independent businesses to be important. One-third choose independents to support local entrepreneurship, and another 33 percent shop independents to find unique products.

ANALYSIS

Tools for Your Business

Learn how these metrics guide your business at hardwareretailing.com/industry-trends

Monitoring the Market

ANTICIPATE EMERGING OPPORTUNITIES IN THE CHANNEL

Measured by surveys sent to U.S. households; in basis points

MONTHLY RETAIL SALES

Building material and garden centers; in millions

Sources: The Conference Board; U.S. Department of Commerce, NAICS 444; National Association of Realtors; U.S. Census Bureau Data is not seasonally adjusted, meaning these graphs represent real-time shifts in the market.

Canadian Headlines

Bob Holmes Retires From TORBSA

Canadian-owned building supply group TORBSA has announced former general manager Bob Holmes has retired. He joined TORBSA in 1996 and planned in February 2020 to retire by the end of the calendar year. Over the summer, Paul Williams became president of TORBSA.

Federated Co-Op Reports Fiscal Year 2020 Results

Federated Co-ops Ltd. reported revenues of $7.9 billion CAD for its fiscal 2020 year, which ended Oct. 31. In total, the company announced earnings of $177 million and returned roughly $118 million to co-ops across western Canada.

Stephany Robinson Promoted at BMR

Retail chain BMR Group has promoted Stephany Robinson to the position of adviser of strategy and dealer integration. She has served on BMR’s business development team for the past four years.

Beauti-Tone Announces 2021 Color of the Year

Home Hardware has announced its 2021 Beauti-Tone paint color of the year. Dancing in the Rain, a muted but cheerful combination of blue and gray, brings tranquility and calm to bedrooms and offices. It’s available at more than 1,000 Home Hardware locations.

AD INDEX

Ames Research Laboratories .....................................................................44 amesresearch.com; 888-345-0809

Bonide.........................................................................................................................29 bonide.com; 248-427-0825

Disston Tools .........................................................................................................30 disstontools.com; 800-272-4436

Do it Best Corp. ..............................................................................................12-13 doitbestonline.com; 888-364-8237

Franmar Chemical Inc. ...................................................................................31 franmar.com; 800-538-5069

Generac Corporation ........................................................................................15 generac.com; 888-436-3722

Great Northern Equipment Distributing, Inc. .................................7 gnedi.com; 800-822-0295

Howard Products, Inc. ....................................................................................27 howardproducts.com; 800-266-9545

Intertape Polymer Corp. ..............................................................................24 itape.com; 888-898-7834

Lighthouse for the Blind .............................................................................45 lhbindustries.com; 800-542-3697

MARS ............................................................................................................................5 coastair-ac.com

Mi-T-M Corporation .........................................................................................28 mitm.com; 800-553-9053

Midwest Fastener Corp. . ......................................................................IFC - 1 fastenerconnection.com; 800-444-7313

Note: This index is provided for

NHPA Foundations of Leadership Program .....................................21 YourNHPA.org/fol

NHPA Young Retailer of the Year...........................................................47 YourNHPA.org/yroty

Orgill Inc. ....................................................................................................64 - IBC orgill.com; 800-347-2860

Phifer Incorporated ............................................................................................11 phifer.com; 800-841-9473

PRO Group Inc. ............................................................................................58-59 prohardware.com; farmmart.com; 303-792-3000

Rescue! Sterling International .................................................................BC rescue.com/booknow; 800-666-6766

Rust Patrol ................................................................................................................16 rust-patrol.com; 803-396-8400

Sashco ...................................................................................................................18-19 sashco.com; 303-981-8847

Stihl Inc. . ............................................................................................................32-33 stihlusa.com; 800-467-8445

Toysmith...................................................................................................................30 beetleandbee.com; 253-863-0886 x1129; 253-863-0886 x1027

Wallace Hardware ................................................................................................3 wallacehardware.com; 800-776-0976

Wingate Sale Solutions...................................................................................26 wingatesalesinc.com; 888-480-7253

Woodland .................................................................................................................25 pinecar.com; 573-346-5555

LAST WORD

WEBINAR

Personality and Work

Watch a webinar to see how Northwest Hardware uses DiSC profiles at YourNHPA.org/webinars

The Types That Bind

What the NHPA Team Learned About Their Personalities

WORKING WELL TOGETHER in a business requires employees to learn and rely on each other’s strengths. The feature story on Page 36 shows how DiSC personality profiles can help guide those lessons. After finding out how retailers have used DiSC assessments to improve their communications, the NHPA team members who worked together on the project turned the assessment internal. Based on what they already knew about each other’s personalities, it was obvious there would be differences. But discovering the details helped them understand how even similar people can be different and how that can impact communication in the workplace. C

Similar But Not

As you can see, this group is a mix of two very distinct personality types. C’s tend to be private and averse to change, while i’s are more focused on group members’ feelings. But even people who are within the same segment have differences in their communication styles and preferences.

Our Personality Styles

CONSCIENTIOUSNESS (C)

Jesse Carleton, NHPA Training Manager & Editor

Kate Klein, Profiles Editor

INFLUENCE (i)

Renee Changnon, Retail Outreach Coordinator

• Katie McHone-Hones, Event Manager

• Aubrey Smith, Senior Designer

While Jesse and Kate are both C’s, Jesse is naturally more tactful than Kate, who at times can be overly blunt. On the other hand—and literally the opposite spectrum—i’s like Renee, Katie and Aubrey are all outgoing and consider other people’s feelings. But because Katie and Aubrey veer a little closer to the S (steadiness) segment, they are slightly more concerned with process and structure than Renee.

Working Together

To be successful on this project, it was important for Jesse and Kate to give Renee, Katie and Aubrey the chance to express their creativity and to be tactful in any constructive criticism. Renee, Katie and Aubrey needed to recognize that Jesse and Kate were focused on accuracy and need to be pushed to think outside the box every once in a while.

A CUSTOMIZED APPROACH

“Orgill recognizes that no two businesses are alike. They help us tailor our programs and product selection to best serve the needs of our customers.”

Pete Meichtry Ganahl Lumber California