Issuu

“Turn

your problems into assets by choosing Midwest

“My grandfather started this company in 1967 with a core value of putting our customers as the #1 priority. That remains true now and for the years to come…”

-Andy DeVries, President, Midwest Fastener Corp.

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 and paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

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

EXECUTIVE VICE CHAIRMAN

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

DIRECTORS

Alesia Anderson, Handy Ace Hardware, Tucker, Georgia

Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri

Ned Green, Weiders Paint & Hardware, Rochester, New York

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

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

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

COMING IN MARCH

Anatomy of a Sale

Some say that selling Is an artform, but fortunately it’s also a teachable skill. In the March issue of Hardware Retailing, discover four best practices from retail thought leaders Rich Kizer and Georganne Bender for teaching your employees how to sell more effectively. See how their method of explaining the sales process can help your employees create an atmosphere of excellent customer service and encourage customers to purchase.

“Add-on selling needs to be a natural part of the conversation. There needs to be a level of comfort with selling

All-Industry Conference

INVESTING IN PEOPLE, PRODUCTS AND TECHNOLOGY

April 5-7 | Las Vegas

To navigate today’s market, retailers need to be agile and strategic. Join us and hear from industry leaders, subject matter experts and successful retailers who will deliver insights into the current and future state of the id tyL t Y rNHPA.org/conference.

industry. Learn more at YourNHPA.org/conference

SPEAKER ANNOUNCED

Grant Farnsworth

President, The Farnsworth Group

In this presentation, learn how independent home improvement retailers are faring in today’s market and their challenges and opportunities for growth.

Finding Good Help

The current job market has made it difficult for retailers in all industries to find workers to fill empty roles. Discover how several independent home improvement retailers have utilized unique hiring strategies to find potential employees.

Preparing for Pool

Being

From Baseball to Bolts

The Odom family joined Andrews Hardware & Seed Co. in the 1940s when Lilburn Odom needed a job after an injury ended his Great Depression minor league baseball career.

Growing Wild

Discover

• Super strong

• Aggressive adhesion

• Tested in accordance with UL723

• All-weather

• Use for bundling, patching and repair

• Available in 35 yard and 10 yard rolls

ONLINE Stay Informed

Check out these stories and more at hardwareretailing.com/february

Follow the magazine on Instagram for industry trends and news, how-to management resources and more exclusive content.

HardwareRetailing HardwareRetail HardwareRetailing NEW!

customers.

OPERATIONS

Equipping Your Team

Retailers across the U.S. are facing labor issues, struggling to find good help and people to fill open roles. Use these resources to help with recruiting and retaining quality workers in any labor market, whether up or down.

Template Job Descriptions

NHPA has put a library of home improvement job descriptions for common jobs in the industry. Browse our list for inspiration in crafting your own job descriptions or edit the existing templates to fit your needs.

Write With Might

Your job postings should be engaging and informative, letting job seekers know why they should work for your company. Learn best practices for crafting an effective job posting to attract quality workers.

Come Together

Hosting monthly group interviews has allowed HomCo Lumber & Hardware to save time during the interview process. Discover their best practices for hosting these types of open interviews.

Find More Stories Online

CATEGORY Chemical Choices

Chlorine isn’t the only chemical customers can use for pool and hot tub maintenance. Learn the chemical alternatives that also keep pools and hot tubs clean.

Low-Maintenance Solutions

Discover two low-maintenance lawn and garden solutions to share with your customers so they spend more time relaxing and less time working outdoors.

Popular Pool Products

We’ve put together a list of some of 2022’s hottest pool and hot tub toys and accessories your customers will love this pool season.

Leadership at Hagan Ace Hardware has worked to put together a team of employees who are dedicated to the company and its

EDITORIALLY SPEAKING

CONNECTIONS

Send Melanie a Message mmoul@YourNHPA.org

Melanie Moul

“Put on a smile, say thank you as loudly as you can and always be the first to wish people a great day.”

Thanks for Being a Friend

WHEN PEOPLE FIRST GET TO KNOW ME , I think it probably surprises them to learn I consider myself a pessimist. The phrase I’ve heard people use most often to describe me is “go with the flow” and so pessimist might be considered counter to that.

I’m not a mopey pessimist. I don’t go out of my way to think that something bad will happen. I just don’t anticipate the best outcome from a situation, and I sometimes struggle to see how something will come together, despite a well developed plan of execution.

At the same time, I don’t dwell on a bad outcome when it happens. I consider the combination of decisions that led to that result and I move on with that information to correct or improve the next time.

Now, as a pessimist, I find optimists especially captivating (and maybe sometimes a little frustrating). I have a friend, let’s call her Amy, who is pure optimism. She’s had her fair share of dark times, but she always finds the light. She is always interested in knowing people’s stories, once telling me that she thinks everyone is inherently interesting. Her thank yous—and her laughs—are always the loudest in the room, which can admittedly sometimes be mortifying to the introverts around her like me.

I went to lunch with Amy the other day, and I noticed that she went above and beyond to create a great customer experience for herself and the people who were serving us. Before she was even done paying, she told the cashier to “have a great day,” beating them to the punch with the standard customer service send off.

I don’t think I’m ever going to reach Amy’s level of optimism, but there are things we can learn from someone who is, at least outwardly, ready to approach a situation with a smile and a great attitude.

Customer service is a core tenet of any retail operation. How your customers perceive your staff is crucial to their overall perception of your business. If your team is struggling to make those connections, have them take a cue from Amy. Put on a smile, say thank you as loudly as you can and always be the first to wish people a great day. Ask questions and listen intently—people are always ready to tell their stories.

Melanie Moul Managing Editor

TAKING CARE OF BUSINESS

Send Dan a Message

dant@YourNHPA.org

Dan Tratensek

YourNHPA.org/tcb-pod

“The attitude of a single employee can change the entire customer experience for your operation.”

Want Fries With That Smile?

MY MOTHER LIVES IN A SMALL TOWN in central Illinois and the closest “real town” to her is about 10 miles away.

The only reason I refer to this neighboring city as a real town is because it has the types of things most city dwellers are accustomed to. There is a high school, a couple of gas stations, a car dealer, a small hospital and a handful of fast-food restaurants.

Whenever I pick my mother up for a visit, she always likes to stop at one of these fast-food places to grab a cup of coffee and a hamburger for our ride.

For the past two years, the McBurger joint we stop at has honestly become one of the highlights of our trips. Why? Because they have a young man working the drive-through line who tries his hardest to put a smile on every customer’s face.

He sings hello to you through the speaker. He cracks jokes when you pull up to the window. He asks you what you’re doing today and how your day is going.

Last time we were in line he asked a driver to roll down the back window so he could high-five the toddler in the back seat and hand the child some stickers.

Because he works the order and pay window, and you have to pull up to the next window to actually get your coffee and burgers, almost every customer pulling up to that window is smiling and laughing. The ladies working the next window smile back and joke about whatever antics the order taker was up to.

My mother gets a huge kick out of this. She always jokes with the young man and tells me how she loves the drive-through line here.

There is nothing different about 95 percent of her experience at this restaurant compared to any others she might visit. Same burgers. Same coffee. Same prices. The one difference is this young man and the joy that he offers.

I tell this story to illustrate a few points.

One, the attitude of a single employee (even one likely earning minimum wage) can change the entire customer experience for your operation.

Two, this cookie-cutter franchise operation’s management has created a culture and atmosphere where employees feel free to express themselves and are encouraged to interact with customers in a positive way.

Lastly, this little story truly underscores how important it is to hire for attitude and train for skills.

I know hiring and retaining employees is harder than it ever has been, but if the McDonald’s in Clinton, Illinois, can find a way to make visits memorable for every customer passing through the drive-through line, I think anyone can find a way to do the same.

Dan M. Tratensek Chief Operations Officer & Publisher

Do it Best provides the freedom to grow your business your way. Better yet, you can reinvest your record-breaking rebate to make it happen. Expand your sales floor to attract new customers. Use powerful Do it Best ecommerce tools to create a dynamic online shopping experience. Maximize your market share with a full store reset. Acquire a new location or build one from the ground up.

No matter which growth strategy is right for you, Do it Best stands ready with the resources, support, and guidance of the only total solution in the independent home improvement industry.

The time has never been better to take the next step in your business growth plan. Call us today at 888-DO-IT-BEST (888-364-8237) or visit doitbestonline.com.

MARKETPLACE

Special Offer

Read the story for details on how you

Take the Next Step for Growth

THE TIME IS NOW TO INVEST

in your operation.

Whether you’re in the market to add a new location or if you are looking to enhance your team, the North American Hardware and Paint Association’s NHPA Retail Marketplace is the solution.

The Retail Marketplace launched last year as a platform for retailers who are ready to sell their business. Now, the Retail Marketplace has expanded its capabilities to include listings for retailers who are ready to buy existing operations and listings for career opportunities.

“The NHPA Retail Marketplace employee listings offer companies like ours an opportunity to fill professional roles with experienced people,” says Nick DeMao, CFO and vice president of administration for Busy Beaver, a multistore home center operation based in Pittsburgh. “This platform will allow us to look beyond our immediate market and find the right fit for our operation. We look forward to the possibilities this service will offer.”

To put your business on a growth path for the new year, head to YourNHPA.org/marketplace to see sample listings and read the FAQs. If you have any questions, email marketplace@YourNHPA.org.

Take Advantage of This Special Offer

Through March 31, you can access a special offer if you’re ready to take the next step. List your business for sale, post a buyer’s listing or post your open job by the end of the first quarter and get 25 percent off the listing price. To take the next step for your business, visit YourNHPA.org/marketplace

Check Your Email

Visit YourNHPA.org/subscribe to sign up for newsletters that are right for you.

Podcasts to Play

Subscribe or listen to the podcast at

Taking Care of Business

EPISODE 53 – INDUSTRY

PREDICTIONS

Dan goes over some of his predictions for the industry in 2022. He looks at everything from employees’ changing demands to supply chain updates.

“We think there’s going to be a certain degree of reset. We saw 2020 and 2021 real raise that high water mark for sales, but we really think things are going to normalize.”

—Dan Tratensek, NHPA

WEBINAR

Webinars to Watch

Visit YourNHPA.org/webinars to view NHPA’s library of webinar content.

5 Future-Focused Industry Insights

NHPA’s Dan Tratensek and The Farnsworth Group’s Grant Farnsworth discuss key industry data and retailers’ top challenges and opportunities going into 2022.

2021 Conference

This collection of presentations and panel discussions features content from experts, retailers and channel partners on sustainability, e-commerce, leardership and more.

Contactless Commerce

Learn what the next year—and decade—look like for retail technology and how your business can use tech to take new steps forward.

Inventory Management

What long-term effects will the pandemic have on the way retailers manage their inventory? This webinar analyzes how retail inventory management has changed.

NHPA NEWS ASSOCIATION

Discover the Benefits

Visit YourNHPA.org/membership to learn about services and training for NHPA Premier Members.

EVENTS

Attend the NHPA All-Industry Conference

Learn more about the conference at YourNHPA.org/conference

INVEST IN YOUR PEOPLE, explore new products and discover retail technology solutions at the 2022 NHPA All-Industry Conference.

The conference is co-located with the National Hardware Show and will deliver industry-specific educational programming and networking opportunities for show attendees. Conference speakers include successful retailers and industry leaders and experts who will discuss the topics and innovations affecting home improvement retailers today.

“The NHPA All-Industry Conference is an opportunity for the industry to come together and for home improvement retailers to connect with other independent retailers, industry leaders and vendors,” says NHPA president and CEO Bob Cutter. “We look forward to presenting this year’s educational offerings, which are designed to help retailers grow and succeed, and we are proud to partner once again with the National Hardware Show.”

a Glance

What: NHPA All-Industry Conference at the National Hardware Show

When: April 5-7

Where: Las Vegas Convention Center

Top reasons to attend: Keynote speakers, new products, networking and more!

Additional co-locating events include Coverings, the tile and stone industry trade show, and the IDA Expo, the International Door Association’s trade show.

EDUCATION

Explore Free Educational Offerings

Visit YourNHPA.org/training for Train the Trainer, Trainer’s Toolbox and other free tools for home improvement retailers.

TRAINING

Stay Current With Safety Training

Courses are available for purchase in the NHPA Training Store. Visit YourNHPA.org/training-store

EMPLOYEES NEED PROPER TRAINING to maintain a safe workplace, both for themselves and for customers. To make that training easy, NHPA offers online courses on a range of safety and compliance related topics, such as how to operate a forklift, correctly lift heavy boxes or prevent workplace harassment. Through a partnership with a trusted name in compliance training, JJ Keller & Associates Inc., NHPA’s training helps retailers follow best practices while staying current and compliant in some of the topics required by the Occupational Safety and Health Administration (OSHA) and other federal regulations.

The JJ Keller courses are now available in NHPA’s Training Store. Each course includes interactive elements, videos and a test. A number of courses are available in both English and Spanish. While these courses will help meet some regulations, retailers may still need to check with their local authorities to see what requirements they must meet for full compliance.

Available Courses

• Back Safety

• Diversity and Discrimination

• Fire Extinguisher Use

• FMLA for Supervisors

• Forklift Safety

• How to Prepare and Respond to an Active Shooter Threat

• Sexual Harassment Prevention

• Workplace Bullying and Violence

• Workplace Safety Basics

TRENDS

PRODUCTS

Dwellings Healthy

4 AT-HOME WELLNESS TRENDS TO PRACTICE IN 2022

Indoor Air Quality

The pandemic made many homeowners think twice about their home’s air quality, leading to an increase in demand for filtration products.

Mental Wellness

Consumers will look for ways to promote mental wellness at home, including taking on new hobbies and finding ways to relax.

Home Offices

Home office spaces continue to be important, and homeowners will strive to make them even more comfortable and productive.

Fitness

A major part of improving mental health, engaging in fitness activities at home will become a priority for many consumers this year.

Products to Stock

Air purifiers

• Dehumidifiers

• HVAC filters

Products to Stock

• Pet accessories

Gardening items

Toys and games

Products to Stock

• Ergonomic furniture

• Laptop stands

Plants

Products to Stock

Weight sets

• Yoga mats

• Exercise bands

Source: Dr. Jie Zhao and the Home Improvement Research Institute, 4 Major Home Wellness Trends

When you’re browsing your feed in search of industry, news, trends and operations tips, look no further than the Hardware Retailing. Follow us on all your favorite platforms for daily deliveries of how-to management content, new products and downloadable resources.

we pride ourselves on building mighty, damn good equipment. It’s what sets us apart from our competition. Our industrial line is built to withstand demanding work conditions. When you purchase equipment with the Mi-T-M name on it, you are buying dependable equipment that is designed, built, and tested by good people.

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 it.

Hand Moisturizer

Happy Cow Udder Balm provides relief for skin exposed to frequent hand washing and irritated, cracked and chapped skin. Its unique formula contains vitamins A, D and E, aloe vera and lanolin.

A&E BALM CO. udderbalmonline.com

Professional Stud Finder

With the FRANKLIN SENSORS® ProSensor M210 Professional Stud Finder workers can easily and accurately find the center and edges of studs simultaneously. To operate, simply press and hold the button to instantly detect studs; no calibration is required. The 21 tightly spaced LEDs more precisely track the edges of studs and the live Wire Meter lights illuminate in sequence when an electric field is present. More Live Wire Meter lights indicate the proximity of a live wire.

FRANKLIN SENSORS franklinsensors.com

Wooden Articulated Mills

This articulated hand grinder is sure to be a conversation piece at customers’ dining tables. They stand 13 inches tall and are available in a right hand or left hand for salt or pepper. Made of solid beechwood for long-lasting construction, they use a ceramic grinder to crush the spices without leaving a metallic taste behind.

MOBI USA mobicreations.com or 914-763-6351

Reinforced Bottom Garden Bag

Hardshell® Bottom Kangaroo® Garden Bags feature a reinforced bottom for enhanced durability, prevent damage when dragging, even over rough terrains. It can be used for pulling up weeds, grass clippings, gathering laundry, storing toys and more. It folds down to 3 ½ inches for space-saving storage. An internal spring pops it open for use. It features sturdy handles and a tear- and mildew-resistant design.

FISKARS

fiskars.com or 866-348-5661

Cleaning Paste

Scrub Daddy Power Paste is a non-toxic, environmentally safe natural cleaning agent. It is effective with just water used in conjunction with a scrubber to remove surface debris, or with a microfiber cloth. It is suitable for use around the home—it cleans, polishes and protects surfaces. It includes a Scrub Mommy, a two-sided sponge that resists mold and odors, is dye-free, made with no added colorants and is dishwasher safe.

SCRUB DADDY scrubdaddy.com 844-35-SCRUB (72782)

Weather-Resistant Receptacle

Leviton Decora Weather-Resistant Receptacles are built to withstand the elements and meet NEC® Section 406.8 requirements, as well as UL standards. It is made from UV-stabilized and corrosion-resistant materials. The receptacle is available in a 15A model and is tamper-resistant, featuring a built-in shutter mechanism to prevent insertion of foreign objects.

LEVITON

leviton.com or 800-323-8920

NEW PRODUCTS

“ We sell out of it weekly. It doesn’t matter how much I buy. We always sell out.”

—Bethany Guevara, Eagle Hardware Farm & Ranch

Wild Bird Seed

Thomas Moore Feed Texas Wild Bird Seed contains high-quality seeds such as black oil sunflower and safflower. It attracts colorful birds like cardinals, chickadees, blue jays and finches, adding color and variety to backyards.

THOMAS MOORE FEED orbitonline.com or 800-488-6156

Wall Scanner

The Zircon® SuperScan® W4 Advanced Wall Scanner is tuned for wood studs while filtering out metallic false positive objects, such as plumbing, conduit, straps, brackets or ducts. The W4 scanner projects a beam of light to visualize stud locations, identifies the edges and centers of studs, can detect and avoid live AC voltage and includes a backlit LCD display and low-battery indicator.

ZIRCON zircon.com or 408-963-4550

Arch-Control Insoles

SelectFlex Arch-Control Insoles dynamically align with the foot arches and prevent or correct over pronation to give users day-long comfort by providing up to 50 percent more ankle alignment and stability, reducing knee pain. Designed with three layers, they wick away moisture to keep feet fresh.

SELECTFLEX® selectflex.com or amcintosh@mbamarketinginc.com

Portable Standing Desk

Plan Station Pro is a heavy-duty portable standing desk and workstation that folds up and installs at any height, providing an instant place to work for building sites, home offices, garages, workshops or any place a portable workspace is needed. Constructed of rugged fabric, it includes heavy-duty rings for quick installation. It fits 24-inch x 36-inch blueprints.

NIELSEN PRODUCTS planstation.biz or 800-217-1114

Fire Starters

Boom Fire Starters are 100 percent organic and eco-friendly, made entirely from coconut fibers. A single fire starter is equivalent to three to five starters of leading competitors. It emits a 10-inch high flame, reaches over 1500 F and burns for 20+ minutes. Boom Fire Starters are water-resistant, virtually smokeless, odorless and add no flavor to food.

JEALOUS DEVIL jealousdevil.com or 661-532-8767

Duct Tape

Built with Forge-Link™ Technology, T-Rex® Brute Force® high performance duct tape features double-thick adhesive on a durable, UV-resistant waterproof backing. One loop of tape holds over 700 pounds.

SHURTAPE TECHNOLOGIES trextape.com or 800-321-0253

Removing old paint doesn’t have to mean toxic smells that linger long after a project is done.

• Removes paint, varnish, urethane, enamel & more

• Convenient to use indoors or outdoors

• Stays wet for more than 24 hours, so busy people can finish projects on their schedules

• Strips multiple layers in a single application

BLUE BEAR® Safenol™ Paint & Urethane Stripper is a revolutionary, low-odor formula that works without harsh chemicals and hazardous fumes. See us at the Do it Best

• Easy-to-use gel formula is ideal for the DIYer www.franmar.com • 800-538-5069 • custserv@franmar.com

PRODUCTS

See More Products

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

Compact Cooler

The PACKOUT ™ 16QT Compact Cooler holds ice for over 30 hours and is constructed of impact-resistant polymers for jobsite durability. It features an integrated bottle opener, interior storage tray and a no-sweat exterior. It has a 50 lb. weight capacity and IP65 rated protection for harsh environments and jobsite debris.

MILWAUKEE TOOL

milwaukeetool.com or 800-729-3878

Zero Waste Dental Floss

Dental Lace is a 99 percent zero waste dental floss that comes in a refillable glass container. It is non-toxic and biodegradable. The refill bags are certified compostable and the boxes are 100 percent post-consumer paperboard. The floss is available in 100 percent silk or plant-based vegan options.

DENTAL LACE

dentallace.com or contact@dentallace.com

Shower Drain

Oatey® 130 Series Accessories, designed for use with 130 Series Shower Drains, provide a decorative finish to shower drain installations. They are available in square or round configurations in both snap-in or screw-in mountings. They include a beauty ring to protect grout and caulk lines and come in polished stainless steel, brushed nickel, oil-rubbed bronze or new matte black finishes.

OATEY

oatey.com or 800-843-7584

Magnetic Cable Gripper

Mockett’s WM44 Magnetic Cable Grippers feature an embedded magnet for use on metal surfaces and include an adhesive metal plate for mounting to non-metallic surfaces. They fasten anywhere to tuck cable away and out of sight.

DOUG MOCKETT & CO. mockett.com or 800-523-1269

Work Sneaker

Featuring KEEN.BELLOWS Flex technology, Kansas City Work Sneakers offer multidirectional flexion making bending, squatting, kneeling and knee-down work easier and more comfortable. Additional safety features include asymmetrical carbon fiber toes 15 percent lighter than steel, the KONNECTFIT Heel Locking System and completely non-metallic construction combined with EH-rated protection underfoot from live electrical circuits. It is available in low and mid-height styles for men.

KEEN UTILITY keenfootwear.com or sales@keenfootwear.com

CleanSeal helps you avoid catastrophes like this

Eliminates mold without having to scrub

Enzymes are permanently active

Won’t crack, tear, or pull away from bathtub, shower or countertop surfaces It’s easy to

Guns easily, no offensive smells Soap and water clean up

OPERATIONS

Dynamic Descriptions

NHPA offers a library of home improvement industry job descriptions that you can use as is or edit to fit your needs. Learn more at YourNHPA.org/job-descriptions. COVER STORY

(Good) Help Wanted

6 STRATEGIES FOR FILLING JOB OPENINGS IN YOUR OPERATION

BY LINDSEY THOMPSON

Help Wanted. Now Hiring. These signs have become part of the landscape at many businesses across the country as companies struggle to fill open positions. The obstacles go beyond finding quality employees; many businesses are having a difficult time just finding people to fill job openings.

One data point the U.S. Bureau of Labor Statistics gathers is number of unemployed persons per job opening. When that number is above one, there are more unemployed persons than there are jobs available. Since June 2021, that number has been below one, indicating there are more job openings than unemployed persons to fill those spots. As of the end of 2021, there were 10.6 million available jobs but only 6.9 million unemployed persons to fill those spots.

Finding workers to fill open roles has become one of the biggest hurdles for employers, and the home improvement industry is not immune. In late 2021, the North American Hardware and Paint Association (NHPA) conducted an informal survey and found that 60 percent of respondents indicated having trouble finding workers to fill open slots.

Hardware Retailing spoke to several retailers who shared their insights on the hiring strategies they use to find and hire new employees and the ways they have navigated the recent hiring and labor shortage issues. Whether you are feeling the effects of the labor shortage or have been able to consistently find good help, these best practices are helpful for recruiting and retaining quality workers in any labor market.

Employee Appeal

Learn best practices for crafting an effective job posting to attract quality workers at hardwareretailing.com/effective-job-listings.

EMBRACE FLEXIBILITY

Be willing and open to change strategies, especially with advances in technology and changing conditions in the job market.

If the pandemic taught us anything, it was the importance of flexibility and being able to adapt to constantly changing environments. The staff at Hagan Ace Hardware discovered that being adaptable was one hiring strategy that has helped find workers to fill open job positions.

Hagan Ace’s director of human resources LaDonna Silcox says that the pandemic changed the way the company hires and onboards employees. Prior to the pandemic, when Hagan Ace would hire a new employee, that employee’s first day took place on one of the biweekly New Employee Orientation (NEO) meeting days.

“In the past few months, we found that we were losing workers before they even started. We would hire someone but they would change their mind or decide to go another route between the time we hired them and their first day of NEO. So, we changed our policies,” Silcox says. “Managers now have an employee start on any day and come to the next available NEO day for that training after they start.

An employee doesn’t necessarily have to start on an NEO day.”

For Factory Paint & Decorating, which has locations in Pembroke and Plymouth, Massachusetts, being flexible means responding immediately to any job applicants rather than waiting.

“We’ve been lucky to have retained most of our employees, but with the few hires we have made this year, our new strategy has been to respond instantly to the application rather than take a few days to review,” says marketing director Kristen van Dyk.

“When the candidate seems like a good fit, we request an interview via text and email to cover both avenues of communication.”

The company also posts open job positions more often, and has tried posting in different places online.

“We typically advertise our open positions on Indeed, Facebook and our company website, but I have also added our job openings to Linkedin and ZipRecruiter,” van Dyk says.

THINK

OUTSIDE THE JOB POOL BOX

Look to hire from groups you may not have considered before.

Another way companies are filling open positions is by looking beyond their normal pool of job candidates. Deniece Maston, a knowledge adviser with the Society for Human Resource Management (SHRM), says she has heard from numerous SHRM members who are getting creative and tapping into resources they may not have used before.

“These members are looking at job candidates with criminal backgrounds and from tech schools and tapping into groups they may not have even looked at before,” she says. “A big push in some industries has been looking at mature candidates and retirees, while I’ve heard from others who are posting on job boards they have never considered before and partnering with organizations in their communities that help people find work.”

Maston says the Equal Employment Opportunity Commission (EEOC) discourages employers from having blanket policies

that deny employment to any person with a criminal history. Rather, the EEOC advises employers to conduct individualized assessments to determine a candidate's employment suitability.

“I hear from members that generally employees with criminal records are no more likely to be fired for misconduct than people without records,” she says. “Also, they are statistically less likely to resign, which saves employers in turnover costs.”

SHRM also notes that all 50 states offer insurance bonds to employers who hire risky populations through the Federal Bonding Program under the Department of Labor. Employers may also be eligible for tax credits or other incentives from their state.

Factory Paint & Decorating also expanded its candidate pool by widening the mile search radius on the job sites where van Dyk posts open positions. Widening the search net allows the company to reach more people within the stores’ different zip codes.

HOST REGULAR INTERVIEWS

Be on the lookout for potential employees who would fit well on your company’s team.

Whether the store has job openings or not, once a month, the management team at HomCo Lumber & Hardware in Flagstaff, Arizona, gathers in the store’s conference room for a group interview, says chief operating officer Todd Callan.

“People don’t believe us when we say we don’t have a labor problem. Businesses say there are no good people out there to hire, but they are there, they just may not be available when you need them,” Callan says. “That’s the philosophy behind having these monthly interviews—we hire good people when they are available and find spots for them in our company.”

Callan hosts the monthly interviews, and the store manager Christy Engle and chief financial officer Dan Groth help facilitate. Other members of the HomCo staff also participate in the group interviews; for example, if there is a job candidate who would be a good fit for the lumberyard, Callan will bring a lumberyard employee to be a part of that group interview.

“We like to bring in a mix of staff because they are the ones the job candidates will actually be working with,” he says.

Having one set time each month for interviews saves time and energy. Callan says they normally can finish the group interviews for five people in an hour, which saves hours over meeting with each of those candidates individually.

“The process works. It’s fun and has really helped us bring on some great employees,” Callan says.

PROMOTE FROM WITHIN

Show your employees you want them to succeed by giving them the guidance and resources to move up the ranks.

When looking to fill management or other associate roles, recognize the excellent employees you already have on staff and focus on promoting from within your company.

Silcox says that the management team at Hagan Ace Hardware strives to promote from within whenever they can to reward those employees who want to move up. The company tasks store managers with meeting with their employees regularly to learn their goals and how they see themselves advancing in the company.

Joan Saunders, the manager at the Hagan Ace Green Cove Springs store, has been with the company for 47 years. She meets with her employees once a quarter for a review of their job performance, but also to talk about each employee’s goals with the company and how she and the other management team members can help them achieve those goals.

If Saunders hears from employees who want to advance to other job positions or sees potential in an employee to move up in the company,

she has those employees shadow herself or other management team members.

“When I make decisions, I’ll include those employees in the process, showing them different ways I would handle issues,” Saunders says. “Having them shadow and learn from me and other managers is especially helpful when things happen on the floor because they can see work in action and the steps we take to get everyone on the same page and working together.”

Saunders also sets an example for her employees on the skills, attitude and dedication it takes to be promoted and be successful in the company.

“I’m on the floor about half the time I’m here because I want them to see me out there working with them, and see that being a manager includes helping out wherever you’re needed,” she says. “I also have an open-door policy, that if there’s an issue at work, or even at home, I want to be there for my employees. I’ve found through the years that the more you’re involved in your employees’ lives the better employees they’re going to be.”

Hiring Questions

We asked NHPA staff and retailers to share their favorite interview questions they ask that get interviewees to think on their feet and provide a peek into their personalities. Consider adding one or more of these to your list of go-to questions during your next interview.

1 4 8 2 6 3 7 5 9

What’s the best movie you've seen recently?

Do you like working with a team or independently?

A penguin walks through that door right now wearing a sombrero. What does he say and why is he here?

How many marbles do you think are in this jar?

Give me an example of the last time you disagreed with your boss and how you handled it.

Tell me your favorite joke.

What color would you be and why?

If a truck was stuck under an overpass, how would you get it out?

Tell me something unique about you that will help me remember you.

Teaming Up

See how group interviews have helped one retailer save time during the hiring process at hardwareretailing.com/group-interviews

EMPHASIZE COMPANY CULTURE

Hire employees who fit well into your company’s culture and team dynamics and train them for the role you need.

Rather than hiring for a specific job opening, companies should consider hiring for its culture, looking for workers who fit in well with the team and who can be trained to do well in a certain role. Your company’s culture can also be a major selling point in attracting quality employees. The PricewaterhouseCoopers 2019 Future of Recruiting Survey found that the top influences for accepting a job offer were overall compensation at 38 percent, company location at 34 percent and company values and culture at 29 percent.

Saunders says it’s the family atmosphere at Hagan Ace Hardware that draws employees in and motivates them to stay. Employees also appreciate

76 percent of job seekers and employees report that a diverse workforce is a top factor when evaluating companies and job offers.

Source: Glassdoor, Diversity and Inclusion Workplace Survey

the company’s culture of giving back to the community and local organizations.

Hagan Ace Hardware donates money, products and time to local charities, and in 2021, it donated over $110,000 to local causes and organizations.

“Several times a year, we’ll host a weeklong event where customers can round up their purchases and all the money raised goes to a local food pantry or other charitable organizations,” Saunders says.

“Usually the Hagan family will match whatever we collect at the store level, making our contributions go even farther. They set an excellent example for what it truly means to be part of a community and a giving culture.”

At HomCo Lumber & Hardware, an employee must be a good fit for the company’s culture above all else. Callan says the company competes with large employers in the area, so it needs to set itself apart with a culture that welcomes and allows for growth. The company’s careers page on its website shares its vision and mission, and those facets of the company’s mission and focus are even painted on the walls in the group interview room for potential employees to see.

“Most people don’t realize that working in hardware can be a career and not just a job,” Callan says. “Our culture focuses on helping our employees grow while serving our customers.”

Must-Ask Questions

Discover the 10 questions you should ask any potential employee at hardwareretailing.com/10-interview-questions

6 UTILIZE SOCIAL MEDIA

Embrace digital tools, such as virtual interviews and social media, to find and hire candidates.

Jobvite, an applicant tracking software and recruiting platform, surveyed 1,500 working adults in the U.S. at the start of 2021. The 2021 Job Seeker Nation Report found that 44 percent used social media sites to search for jobs.

Along the same vein, some companies, like Bennett’s Paint in North Logan, Utah, have turned to social media as part of their hiring strategies. Co-owner Ben Jenkins says the store posted a job opening on Facebook for the first time in 2017 and has used the medium several times since then for job openings.

“We use social media as part of a larger hiring strategy, which includes posting on our website, our marquee sign, online job search websites, local job services and putting signs up in the store,” he says. “Logan has one of the lowest unemployment rates in the nation, and every store you walk into has a ‘Now Hiring’ sign, so social media has been one more way to reach potential candidates.”

Maston from SHRM predicts that technology and the digital world will continue to trend into

the future. She has heard from SHRM members who are specifically looking for resources about virtual resumes and interviewing.

“Even before the pandemic, employers had been relying on and turning to interviews via virtual outlets,” Maston says. “Looking toward the future, I would not be surprised to see more employers and employees embracing technology during the hiring process. Instead of sending a cover letter, a job applicant might send a link to a TikTok video explaining why they want that job and why they would be a good candidate.”

Diving Into a Niche

Strategies for Successfully Selling Pool Accessories

BY LINDSEY THOMPSON

CATEGORY Chemical Choices

Learn about the alternatives to chlorine your customers can use in their pools and hot tubs at hardwareretailing.com/chlorine-alternatives

An untapped but potentially lucrative niche, the sale of swimming pool and hot tub accessories has seen a boom in recent years thanks to an increase in homeowners adding pools and hot tubs to their outdoor living spaces. With the right knowledge and product mix, retailers have the opportunity to make a splash in this unique category.

The pandemic spurred an even greater investment in pools and hot tubs, as homeowners sought ways to enjoy recreation at home. An industry research group, the Pool & Hot Tub Alliance, reported that the addition of new in-ground residential pools jumped 21 percent from 2019 to 2020, and warm weather states Arizona, Texas and Florida saw a 30 percent increase in permits. According to the organization’s 2021 Economic Impact Study, 96,000 new residential in-ground pools were constructed in 2020, the highest number in over a decade.

Owning a pool or hot tub requires a higher level of maintenance than most outdoor spaces. Some of these tasks homeowners can take on themselves, while others are better left to professionals. By selling pool and hot tub accessories, you can be a resource on pool care for your customers and provide the products they need.

A Mix of Knowledge and Products

Jumping into the pool accessories market requires more than just stocking a few tubs of chlorine and a handful of floating tubes and swimming goggles.

At Poultney Pools and Hardware, customers can purchase in-ground and aboveground pools, hot tubs and accessories, and the company also offers installation services and pool services such as openings, closings, maintenance and emergency repairs. Located in West Rutland, Vermont, the business is currently owned by Richard Lantman Jr. It was started in 1971 by Richard Lantman Sr. as strictly a pool business and expanded in 2010 to include a hardware store. Manager Rusty Wescott has been a part of the Poultney team since 1993.

“Our retail counter for pools and accessories is our bread and butter but the hardware portion continues to grow every year,” Wescott says. “And the hardware side of the business brings more people in the door during our slower cold weather months.”

Wescott says the biggest key to finding success in selling pool accessories is stocking the right cleaning and maintenance supplies, including vacuums, hoses and leaf skimmers.

“We also carry the attachments that allow the homeowner to connect their vacuum to the pool’s filtration system,” he says. “These kinds of tools make maintenance easier.”

If a retailer is looking to sell pool filtration and pumping equipment, they need to understand the complexities of those products, Wescott says. The few primary manufacturers of this type of equipment are brand specific, and the parts are not interchangeable.

“If a customer walks through the door with a Pentair part, for example, or has questions about a Pentair pump, but you just carry Hayward products, there’s not going to be a compatibility between parts, and you won’t be able to help that customer,” Wescott says.

“If you can’t support customers with a good level of intelligence and compassion, and if you can’t take care of problems that occur, you’re not going to sell pool accessories for very long.”

—Rusty Wescott, Poultney Pools and Hardware

While selling the right products is one component of being successful in the pool accessories category, Wescott says a retailer also has to have the know-how to support customers. Wescott says many retailers go in with the mindset that because they have the space to sell pool accessories, it will be successful.

“What they find out pretty quickly is that it’s easy enough to sell the products, but if you can’t support customers with a good level of intelligence and compassion, and if you can’t take care of problems that occur, you’re not going to sell pool accessories for very long,” he says.

CATEGORY Pool Must-Dos

Homeowners should perform certain checks to maintain their pools. Get a checklist you can share with customers at YourNHPA.org/pool-checklist

“These pools have ended up driving consumers to us looking for the basic cleaning and maintenance items their pools didn’t come with but should have.”

—Rusty Wescott, Poultney Pools and Hardware

Seizing Other Opportunities

For many parts of North America, pool season is short, typically Memorial Day to Labor Day. At Poultney Pools and Hardware, the quiet season runs November through April, but Wescott has found ways to supplement cash flow during those months.

The store is located near the Killington and Pico Mountain ski resorts and serves residential and

commercial rental and vacation homeowners who need hot tub products and services year-round.

One obstacle Wescott has turned into an opportunity is the prevalence and popularity of quick-set pools. He says different manufacturers have come on the scene in the last few years, selling pools that require minimal installation and effort on the part of the pool owner. However, these pools also come with components that are undersized and sometimes low quality. Wescott says one of the most common complaints he gets from customers who purchase quick-set pools is the filter does not keep the pool as clean as they expect.

“Typically, these inexpensive pools are paired with a filter that is barely large enough to keep an aquarium clean, let alone a swimming pool with thousands of gallons of water,” he says. “These pools have ended up driving consumers to us looking for the basic cleaning and maintenance items their pools didn’t come with but should have.”

A Slice of the Pool Market

Here’s a look at the retail, accessory and service sales numbers for swimming pools and hot tubs in 2020.

Source: Pool & Hot Tub Alliance, 2021 Economic Impact Study

Pools and Hardware serves customers with pool and hot tub sales, installation, maintenance and repair services, and sells a large variety of pool and hot tub accessories.

•

WONDERFUL WARES

Andrews Hardware & Seed Co. is known for the beautiful decor displayed artistically in its housewares department. The store carries products customers can't find anywhere else in the area.

Making It

T heir Own

THE

ODOM FAMILY CONTINUES THE LEGACY OF ANDREWS HARDWARE

BY KATE KLEIN

Andrews Hardware & Seed Co. has been serving the community in Chatom, Alabama, for decades and in that time, the store’s growth has been significant.

The business is far different from its early days during the Great Depression and World War II, when store manager Lilburn Odom did all he could to scrape out an income selling hardware products from the salesfloor and doing embalming for a local funeral home in a building out back.

“He was just trying to make a living,” current co-owner Jon Odom says. “Manufacturing was going toward the war effort, so supplies were sparse and people’s incomes were severely limited.”

Andrews Hardware still sells the core hardware categories, but the Odoms have added seed and fertilizer, sporting goods, small appliances and lumber and building materials.

Today, Andrews Hardware is known for the beautiful decor displayed artistically in its housewares department. In fact, brides and grooms use the store’s popular bridal registry to create wishlists for everything from microwaves to wall art and decorative throw pillows.

GORGEOUS DISPLAYS

Shannon Odom has an eye for home fashions and uses that creativity in the housewares department at Andrews Hardware

“When you walk in, you get personal help. We walk you to the shelf.

That’s what we do.”

—Jon Odom, Andrews Hardware & Seed Co.

A Constant in the Community

In 1938, Sam Andrews Jr., an Alabama businessman, bought the Chatom store as his second Andrews Hardware location.

The Odom family has been involved with the Chatom store almost since the beginning, when Andrews hired Lilburn around 1940 on a recommendation from his brother Walter Andrews.

“Because he had a relationship with Mr. Andrews, he was able to come here, work and establish a family,” Jon says.

In the 1960s, the Andrews family negotiated a deal to sell the Chatom store to Lilburn and his sons, Dwain and Travis. Lilburn spent the rest of his career operating the business and Dwain and Travis worked with him.

Now, Dwain co-owns the store with his two sons, Jon and Eric. Together, the three of them have grown the business at least 10 times larger than it was when their family bought it.

The store has 14 full-time employees and five part-time employees who work together to take care of shoppers.

“When you walk in, you get personal help. We walk you to the shelf, it’s what we do,” Jon says. “We don’t have

anybody who just checks out at the cash register. Everybody here goes with the customers and helps gather up pipe fittings or breakers or whatever they need. One-on-one personal service is one of the reasons I think we’ve been successful over the years.”

Andrews Hardware primarily serves the town of Chatom and the surrounding counties. Other home improvement stores are located at least 15 miles away, so the store fulfills a local need. Customers come to the store from about a 30-mile radius, according to Jon.

The Odoms know their customers well. Dwain, Jon and Eric have lived in the area nearly their entire lives and have worked at the store much of the time. They serve the community by sponsoring the local schools and youth sports teams.

“We try to be a good member of the community,” Jon says. “We enjoy serving our community and seeing our neighbors.”

All three of them make themselves available to customers outside of business hours when needed.

“If they call on a Sunday or come to my house to get me, then it’s an emergency,” Jon says.

“We’ve always been here and it’s just kind of evolved over the years. We’ve decided to add this, pick up that, expand that. It just keeps growing.”

—Jon Odom, Andrews Hardware & Seed Co.

A Modern Evolution

Much has changed at Andrews Hardware in Chatom since it began. The Odoms replaced the original store building with a lumber warehouse, which provides storage for the building materials that produce about half of the store’s revenue.

Nearly 20 percent of customers are pro contractors, but most are DIYers or local handymen who do small projects, such as building decks and porches, as side jobs.

In 2016, the Odoms bought 8.5 acres of land and have plans to add an additional lumber storage building within the next few years. In 2017 and 2018, the Odoms changed wholesalers, expanded their inventory and completed a full store remodel.

The store is currently 8,000 square feet, and in addition to core hardware categories, the store carries guns and ammunition and housewares. They have a goal of expanding the retail salesfloor to better display home goods, patio furniture and grills which Jon anticipates going a long way toward growing sales in outdoor living.

Beautiful displays have helped make Andrews Hardware a show stopper.

“It draws people in. That part of the business has grown tremendously in the last 20 years or so,” Jon says. “When my grandfather got started, nobody in our town sold that kind of stuff.”

Jon’s wife, Shannon, works as a teacher, but she has an eye for home fashions and uses that creativity at the store. She chooses the products for the housewares department and does most of the merchandising, creating aspirational displays and using antique furniture to showcase products. Her home fashion sense is good for sales, helping customers imagine how products could beautify their own living spaces.

Business has boomed in recent years, and the COVID-19 pandemic has only grown the community’s need for Andrews Hardware.

“We’ve always been here and it’s just kind of evolved over the years," Jon says. “We’ve decided to add this, pick up that, expand that. It just keeps growing.”

Wild GOING

GUIDING CUSTOMERS TOWARD NATURAL LAWNS & GARDENS

ABY CARLY FRODERMAN

s people head back into offices and spend more time away from home, consumers will look for low-maintenance outdoor spaces that save them time and effort. One solution you can recommend are native plants.

Reems Creek Nursery in Weaverville, North Carolina, was started in 1979 by Bill and Wilma Penland. They recognized a need for a nursery in the area and began selling plants from the front yard of their home. Hardware Retailing spoke with Reems Creek employees Tanya LaCorte, perennial buyer, and Ruth Gonzalez, marketing director, about the benefits of native plants and tips on selling them.

CATEGORY SPOTLIGHT

RESOURCES

Profiting Off Plants

Download our native plant shelf talker to guide your customers at YourNHPA.org/native-plants

“Grouping our native plants together has really helped our sales a lot.”

—Tanya LaCorte, Reems Creek Nursery

3 Tips for Merchandising

Native Plants

SET IT UP

LaCorte has set up two displays for native plants in the perennial area of the store and estimates the store has seen a 30 percent increase in sales since. Not only does this practice bring attention to native plants as a whole, but it also serves as a silent sales associate, especially when paired with take-home native plant lists.

SHOW NOT TELL

Reems Creek Nursery has a certified pollinator, wildlife habitat and a monarch butterfly waystation on the property. Every plant in the habitat and waystation is labeled, with the tag stating the name of the plant and whether it is native or not. This allows customers to see what a plant looks like throughout the season, says Gonzalez.

HOST CLASSES

LaCorte, Gonzalez and other staff members host informational sessions for customers, explaining and showing the benefits of native plants. They also invite speakers from the community who are experts on the subject. The classes are usually free, occur every week or two and attendees often range in age.

BETTER TOGETHER

The Numbers and the People to Drive Retailer Success

The PRO Hardware and FARM MART programs help independent retailers thrive because of a simple philosophy: we’re better when we work together. With over $6 billion in buying power, over 60 member distributors serving all 50 states and hundreds of retailers across the country, the PRO Hardware and FARM MART programs offer a vast network of resources working toward the common goal of helping each retailer succeed. Within the network, there are thousands of people who work to manufacture product, buy and distribute product, create merchandising and advertising tools and deliver a final shopping experience to the end user. It is these people who drive PRO Hardware and FARM MART and who understand that when independent retailers succeed, the entire network and their communities thrive as well.

Learn more about the PRO Hardware and FARM MART programs by contacting Katie Westervelt, Advertising & Communications Manager, at 303.792.3000 or katie.westervelt@pro-group.com Find us online at www.prohardware.com or www.farmmart.com

TOOLS & GUIDES

Let Us Do It for You

PROJECT POINT

Welcome to a new resource for your operation, Project Point. This one-stop department offers project ideas you can share with your customers.

Basket Rolling

This rolling basket provides an attractive way for your customers to organize their homes. The wheels make it easy to move within a room or from one room to another, and it’s great for books, toys and more. You can also use the basket in your store to create interesting displays for impulse items.

Dynamic Displays

See how retailers use creative merchandising to sell impulse items at hardwareretailing.com/impulse-merchandising

What’s in Your Project Point Package

Visit YourNHPA.org/project-point to download your Project Point Package for this DIY today.

DIY Instructional Guide

This downloadable and printable PDF makes it easy to share this project with your customers. The guide includes step-by-step instructions, a supply list, necessary tools and color photos of each step. There is also a editable version to include your company’s logo and information.

Merchandise Planogram

The merchandise planogram lists all of the supplies and tools a customer would need to complete the project. It offers suggestions on how to display and merchandise the supplies and tools so you can easily promote and sell the project to your customers.

Social Media Posting Guide

The social media posting guide provides everything you need to share this project on your own social media channels. The guide includes suggested copy for Facebook and Instagram, project photos and customizable posts to fit your company’s branding and needs.

CHECKOUTS

OUTREACH

Share Your Stories

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

A Taste of Local Art

DOOR COUNTY HARDWARE SELLS LOCAL TEENAGER’S CREATIONS

When an employee at Door County Hardware started creating her own sculpture pieces, owner Amy Austad LaBott knew they would be a great addition to the store’s outdoor department.

15-YEAR-OLD LILLY CIHLAR took welding classes at her high school and loved them so much that her parents bought her a plasma cutter so she could make her own pieces at home.

LaBott saw some of Cihlar’s pieces on display at a local restaurant and in the Cihlar family’s yard and asked her about selling them in the store.

“The pieces she sells are all original and completely unique. She has not made two of anything alike,” LaBott says. “I think her pieces really complement our outdoor decor section, and it is nice to have some original pieces in the store.”

LaBott does not take a cut from the sale of any of Cihlar’s art pieces. Selling her art in the store is allowing Cihlar to save money for college.

“Lilly has also used some of the money from her artwork sales to buy her first car, a black Volkswagen Beetle,” LaBott says. “It fits her perfectly.”

Door County Hardware employee Lilly Cihlar (left) poses with one of her art pieces and owner Amy Austad LaBott

COMMUNITY

A Friend of Artists

For the last 20 years, Vickery Ace Hardware has been selling handcrafted products and art pieces in an effort to support the local artisan community.

“I wanted the store to stand out in today’s cookie cutter world as a place to find unique, one-of-a-kind items,” says owner Susan Harlan. “We also wanted to be a supporter of people trying to make a living with their artwork.”

Harlan is always open to carrying new items, and she only sells one of each type of item in the store. Some of the current locally made items the store sells include candles, bowls, chapsticks, lotions, ornaments, cards and local honey.

“I think we are looked upon as a friend to artisans around our area,” she says. “I’ve had people tell me that our store selling their wares allowed them to increase their business as an artist.”

COMMUNITY

Support From the Start

Before owners Chris and Anita Lloyd opened the doors to Lloyd’s True Value in Janesville, Wisconsin, in late December 2021, they knew they wanted to carry locally made items in the store.

“As consumers, we prefer to buy local over big-box whenever possible, so we hope to make it easier for our community to support Janesville local vendors and for those vendors to grow their businesses,” Anita says.

Many of the local vendors the store promotes are businesses that the Lloyds have purchased from over the years. Others have come as recommendations from friends, family and other vendors who have stopped by and asked about adding their wares to the store.

“When you help grow and give back to your surrounding community, it’s a huge win not only for our vendors, but for us as well,” Anita says. “As a local hardware store, our success is not only dependent on customer service but on our community and their support.”

COMMUNITY

Connecting Through Cards

Drawing in customers from the surrounding states, Hardware Hank in Minden, Nebraska, sells a rare card game called SomeRset invented by Arthur J. Hodges in 1903. Current store owner Rick Johnson purchased the store and the copyright to the game from Jim Runions in 2004, who bought the copyright in 1970. Johnson continues to produce and sell the card game in the store, the only place in the world that sells it in-person. SomeRset is played by bidding, taking tricks and earning the most points. It was originally invented with 28 cards and has since evolved into two other versions, Double SomeRset and Triple SomeRset.

Vickery Ace Hardware sells locally made products to support the local community.

Hardware Hank in Minden, Nebraska, sells a rare card game called SomeRset.

Before the store opened in 2021, Lloyd’s True Value already had a line-up of locally made goods to sell.

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

17 brushtechbrushes.com Do it Best 12 doitbestonline.com Franmar Chemical Inc. 24 franmar.com Hardware Retailing Social Media 19 HardwareRetailing.com Howard Products 39 howardproducts.com

Intertape Polymer Corp. 5 itape.com

Lighthouse for the Blind 25 tearmender.com

Oak Bank 43 liveoakbank.com/hardware-store

Corp. 19 mitm.com

Fastener Corp. IFC-01 fastenerconnection.com NHPA All-Industry Conference 3 YourNHPA.org/conference

LAST WORD OPERATIONS

Attention Job Seekers

Getting a job applicant’s attention is the first step in the hiring process. For examples of engaging employee hiring pages from fellow retailers, visit hardwareretailing.com/hiring-pages

OPERATIONS

Attracting Potential Employees Online

FINDING HELP CANBEDIFFICULT even in a good job market, so when jobs are tight, adding a hiring page to your website is an effective way to attract quality job applicants. To get you started, we’ve created a checklist of seven must-have details a hiring page should include. Share this information with your web developer to get your hiring page launched and those open jobs filled. 7

Company Culture

Share what makes your company a great place to be employed.

Employee Testimonials

Give the reasons employees love working for you.

Online Application

Make it easy for potential employees to apply for the opening.

Employee Benefits

Let applicants know what they can expect from the company.

List of Open Positions

Clearly show what roles are currently open in your company.

Job Descriptions

Craft informational and robust job postings that appeal to applicants.

HR Contact Information

Provide a convenient way for applicants to ask questions.

is here. Get started today.

NHPA offers three online courses to help managers learn effective leadership, communication, problem-solving and financial management skills.

Your Leadership Style

In this introductory course, managers will learn about their unique leadership style and strengths that will provide a framework for their ongoing leadership growth and career development needs.

Leading Your Team

This course teaches managers the critical components of building and leading a team, including communication skills, conﬂict management, talent development and ongoing performance management.

Financial Management

This course focuses on the key ﬁnancial management skills that developing leaders need to manage the ﬁnancial side of the business, including the basics of expense control, budgeting and benchmarking. Join one of our interactive group sessions or start a self-paced option today. Enroll at YourNHPA.org/fol.

WE’RE BACK!

Join us in Orlando for the 2022 Dealer Market

February 24 - 26, 2022

Join us and celebrate our 175th anniversary at our first in-person event in two years. Leverage our online-buying tools at this truly hybrid event and improve your margins.

Discover something new while you walk the floor and collaborate with any of more than 2,000 vendors. Generate new ideas for your stores and meet face-to-face with Orgill services team members.

Visit our concept stores or rest your feet and attend in-person workshops or clinics — and take home ways to improve your business.

Whether you’re a current Orgill customer or are interested in learning how we can help your business, register today and get ready to join us in Orlando for this one-of-a-kind celebration.