Retailers Share Best Practices for Getting the Most Out of Buying Markets Page 16
REAL DEALS
How to Buy at Markets to Protect Your Margins Page 24
MARK YOUR CALENDAR
Preview the Markets You Don’t Want to Miss This Spring Page 36
The Retail Sourcing Show.
Retailers Share Best Practices for Getting the Most Out of Buying Markets Page 16
REAL DEALS
How to Buy at Markets to Protect Your Margins Page 24
MARK YOUR CALENDAR
Preview the Markets You Don’t Want to Miss This Spring Page 36
Based in Kalamazoo, Michigan, Midwest is a family-owned hardware supplier that services customers all over the country, from Alaska to Hawaii. We have a long-standing reputation in the fastener, hardware, and electrical aisle for being a knowledgeable, responsive, and trusted partner. We accomplish this through a fully customer-focused approach by offering quality products and keeping commitments. Our national sales force is dedicated to servicing local hardware stores, lumberyards and more. Our business is your hardware.
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1025 East 54th St. Indianapolis, Indiana 317-275-9400 NHPA@YourNHPA.org YourNHPA.org
OUR MISSION
The North American Hardware and Paint Association (NHPA) helps independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
NHPA BOARD OF DIRECTORS
CHAIRMAN OF THE BOARD
Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia
EXECUTIVE VICE CHAIRMAN
Ash Ebbo, Clement’s Paint, Austin, Texas
IMMEDIATE PAST CHAIRMAN
Ned Green, Weider’s Paint & Hardware, Rochester, New York
DIRECTORS
Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia
Michelle Meny, Meny’s True Value, Jasper, Indiana
Jeremy Peterson, Family Hardware, Florida
Katie Prus, Abbotsford Paint and Decorating, British Columbia, Canada
Michael Sacks, FLC Holdings, LaGrange, Texas Emily Wood, Wood’s Ace Hardware, Bolts & Brews
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
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SUPPLY-BUILD CANADA
Rebekah Doerksen, Executive Assistant Direct: 204-953-1692 | Cell: 204-990-3536 Toll-Free: 1.800.661.0253 ext. 103 102-226 Osborne St. N. Winnipeg, MB R3C 1V4
CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES
CIRCULATION DIRECTOR
Richard Jarrett, 314-432-7511, gcscs8@gmail.com
COMING IN MARCH
Whether you know it or not, your operation has a digital twin that is often the first interaction a customer has with your operation. In Hardware Retailing next month, learn more about how to take control of your operation’s digital footprint and the steps to take to assure your digital presence is giving off the right impression.
EXECUTIVE STAFF
CEO Bob Cutter
PRESIDENT & PUBLISHER
Scott Wright, swright@YourNHPA.org
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Dan Tratensek
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David Gowan
CONTENT AND PRODUCTION 317-275-9400, editorial@YourNHPA.org
EDITOR AND DIRECTOR OF CONTENT DEVELOPMENT Lindsey Thompson, lthompson@YourNHPA.org
DIRECTOR OF SALES & MARKETING
Austin Vance, avance@YourNHPA.org
MARKETING MANAGER Olivia Shroyer
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Jacob Musselman, jmusselman@YourNHPA.org
CONTENT DEVELOPMENT COORDINATOR
Annie Dameworth, adameworth@YourNHPA.org
SENIOR DESIGNER
Autumn Ricketts
PRODUCTION & DESIGN ASSISTANT
Samantha Mitchell
MARKETING & DIGITAL CONTENT ASSISTANT
Cassie Reed
Hardware Retailing (ISSN 0889_2989), Copyright© 2026 by the North American Hardware and Paint Association (NHPA), is published eight (8) times per year (January/February, March, April, May, June, July/August, September/October, November/December) by the North American Hardware and Paint Association, 1025 E 54 St, Indianapolis, IN 46220.
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TRAINING MANAGER & EDITOR
Jesse Carleton, jcarleton@YourNHPA.org
You’re Invited
REGISTRATION IS OPEN FOR IHI 2026
Join 700+ independent retailers, industry partners and channel leaders to connect with peers, explore new ideas and take home solutions that drive your business forward.
Why Attend?
Unlock Business Potential: Get practical strategies and tools from industry experts, keynote speakers and educational sessions to solve challenges and boost profitability.
Forge Valuable Connections: Discover new products, tools and solutions from trusted, industry-leading service providers and manufacturers in our robust exhibit hall.
Lead Through Change: See how top retailers embrace emerging trends and leverage smart strategies to stay competitive in a constantly evolving market.
93% of attendees plan to return in 2026
30+ educational session covering four topics
Honor the Best of Independent Retail: Recognize innovation, leadership and excellence at our Independent Awards Gala featuring NHPA’s Top Guns and Young Retailer of the Year and The Hardware Connection's Beacon Award recipients. For information on sponsorship, or to become an exhibitor, contact Austin Vance | avance@YourNHPA.org
3 industry awards celebrating excellence
An Itinerary for Success
Before
24 OPERATIONS Spend Wisely
Margin expert Mike Aylen shares tips for assuring your spring market visit goes beyond a buying excursion to an opportunity to invest in your gross profit.
30 OPERATIONS
Go All In on Outdoor Living
While the majority of prep work for the outdoor living category takes place in the fall, retailers can take advantage of spring market season to round out the department.
36 INDUSTRY EVENTS Market Roundup
See a detailed overview of the top spring markets in the industry and hear the can’t-miss opportunities at each event from the wholesalers themselves.
42 OPERATIONS Navigating Market Buys
A staple of any wholesaler’s buying market, special deals and show-only buys are a key way to pad margins. Industry expert Tony Corsberg provides insights on taking advantage of market deals.
The Retail Sourcing Show.
TAKING CARE OF BUSINESS
dant@YourNHPA.org
Dan Tratensek
Pondering the Dilemma of Pricing
ompared to a heart surgeon or criminal defense attorney, the ethical dilemmas presented to owners or managers at retail operations might not feel so weighty. Every once in a while, however, issues do arise that might give you pause and call for deeper consideration.
As the implementation of technology continues to impact every aspect of retail management, I think we might be headed quickly into one of these “ethical conundrums.”
I am not here to weigh in on one side or the other, but to present you with a situation that, while may seem hypothetical right now, is quickly becoming reality.
Within the last year, several large retailers have been experimenting with different forms of AI-driven dynamic pricing. Simply put, they are using customer profiles and algorithms to determine item pricing in real time.
In many ways, this technology might very well represent the next natural evolution of variable pricing that most all of you are likely familiar with and using in some form.
With variable pricing, however, the benchmarks were typically based on how a retailer aligns his or her pricing versus the competition. This new kind of dynamic pricing instead can and does have the ability to base pricing not on other retail standards but on actual customer behavior.
For example, a customer whose profile shows they often buy highend products or brands might be charged more for a product simply because the algorithm shows they are less likely to quibble over a dollar here or there.
Whereas, a customer whose profile shows them to be “value-conscious” might get the same item at a cheaper price because they are more likely to balk as the price goes up.
As might be expected, the airline industry was among the first to experiment with this model. A business traveler whose company is picking up the tab would be less likely to reject a higher fare than someone who flies less frequently and on their own dime. So, in the
airline’s view, why not just charge the business traveler more for the same seat to the same destination?
For the most part, consumers are bristling at the thought of this kind of pricing dynamic being unleashed upon them but many retailers are taking a harder look at its potential.
With the speed in which technology is advancing, this “test” concept today is likely to reach greater implementation within a short period of time.
Like most technology, if dynamic pricing has legs, you will likely see the large chains roll it out first. But if and when this happens, it will undoubtedly have a downstream effect on how you manage margins and set pricing policy.
So I leave you with the question: Do you have a problem charging some customers more for the same item than other customers simply because your data shows they are willing to pay it? It’s not heart surgery but it’s still a bit of a thorny ethical question.
Dan M. Tratensek Chief Operating Officer
“This new kind of dynamic pricing instead can and does have the ability to base pricing not on other retail standards but on actual customer behavior.”
BUILDERS
& CONTRACTORS TRUST TITEBOND
EDITORIALLY SPEAKING
Scott Wright CONNECT swright@YourNHPA.org
CONSULT Schedule a Meeting
Scan the QR code to book your one-on-one meeting with one of NHPA’s Strategic Consultants or visit YourNHPA.org/consulting
Show (and Tell) Time
This issue of Hardware Retailing is a first of its kind…kind of. It’s the first time we’ve dedicated an entire issue to helping you prepare for the upcoming spring wholesaler and co-op markets that start next week.
Just that last phrase alone and the immediacy of being able to publish and deploy Hardware Retailing magazine one week before the start of an event (in this case Orgill’s Spring Buying Market in Orlando the first week of February) has been a long time coming, and something that we are excited to add to our lineup.
I’m sure like me, many of you have taken more of a hybrid approach to how you consume information in the magazines you read each month, versus five years ago. Flipping digital pages such as you are doing right now, is much more commonplace today and allows publishers like NHPA more freedom to bring the most current information to readers without the lead time necessary to get an issue printed and mailed to our readers.
Don’t get me wrong, we are still committed to providing a printed magazine to your physical mailbox, and in 2026 we will deliver eight printed issues. But like everything else we do, (i.e. NHPA’s Retail Management Certification Program with both in-person and virtual sessions) we will make the most of both print and digital to continue to provide you with the most pertinent information in a timely manner to help you succeed as an independent retailer.
In this case, it’s helping you solidify your strategy for conquering the upcoming spring markets. Be sure to check out this month’s editorial lineup on how to maximize your gross margin when making purchases at the spring shows by Mike Aylen on Page 24,
“If you are attending any of these spring events, please stop by the NHPA booth or attend one of our seminars and tell us what you need to be more successful in 2026.”
followed by how to fill in the gaps in your lawn and garden and outdoor living offering by Darrell Baker on Page 30. Tony Corsberg gives you his time-tested approach on what to do to sell all the stuff you buy on Page 42. You’ll also get to hear directly from executives at the various distributors and co-ops staging these events and what they are most excited about.
In addition to buying opportunities, attending these shows is also a way to connect with your association in person
and tell us how you are doing, as we will have a presence at all of them.
If you need help with any aspect of your business, consider booking a one-on-one meeting with one of NHPA’s Strategic Consultants (scan the QR code above to schedule). They are setting appointments for free half-hour one-on-ones to discuss your biggest operational and business challenges. These are the experts who have spent their entire careers attending these shows as retailers and are now focused on sharing their expertise with you, just as many of them are sharing their expertise in the pages of this issue.
In addition to the wholesaler markets, I want to encourage you to attend the National Hardware Show’s new Concept to Commerce event at the end of March. The organizers have reimagined this show to work in tandem with the industry’s wholesaler buying markets. It’s a new take on how you can source products for your business and drive more profitability to your bottom line. The industry’s big boxes will be there, and so should you.
If you are attending any of these spring events, please stop by the NHPA booth or attend one of our seminars (I will be presenting at the Do it Best and True Value market the first week in March) and tell us what you need to be more successful in 2026. I’m confident we can help make 2026 a resounding success for you and your business. That’s why we’re here.
Scott Wright NHPA President and Publisher
TRENDS
Seamless Returns
Learn how using technology like chat bots, AI and loss prevention software can streamline your returns process at hardwareretailing.com/returns-technology
Operation Modernize
How Retailers Plan to Implement Tech in Their Operations in 2026
ith new advancements and the increasing use of technology, the ever-changing tech landscape in retail can be difficult to navigate but is crucial for operational success. Dig into the stats from the How Retailers Can Modernize In-Store Tech with Confidence report conducted by Jumpmind with North American retailers.
Feel conflicted about whether new technology will be beneficial
Struggle to quantify return on their in-store technology investments
Can’t keep up with the pace of technology change
The study also looked at the plans that retailers with year-over-year growth anticipate making in their operations. Here are the top technological shifts these retailers plan to make in 2026:
Source: How Retailers Can Modernize In-Store Tech with Confidence, Jumpmind
NEW PRODUCTS
Retailer Recommendations
Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and why you love it.
Food Prep Tub
The BBQ Prep Tub V2 from BBQ DripEZ is a portable prep tub with a wide opening and built-in drainage. It holds tools, ingredients or scraps and has slots to organize utensils while you work. The tub is sized for tailgating or backyard cooking and wipes clean easily.
BBQ DripEZ | bbqdripez.com
Cabinet Hinges
Institutional Hinges from Grass USA feature a hinge boring pattern used for installing concealed cabinet hinges. Each hinge is designed for cabinets drilled with a 45-millimeter cup spacing and works with frameless and face-frame cabinets. The pattern ensures consistent hinge placement for proper door alignment. Grass USA | grassusa.com
Belt
The Groove Belt from Groove Life is a rubber-style belt with a stretch-fit design and metal buckle. It’s sized to fit waist belts and made to flex with movement for comfort. Groove Life | groovelife.com
Reciprocating Saw
The GSA18V‑126N from Bosch Tools is an 18‑volt cordless reciprocating saw with a brushless motor. It has variable speed control and a keyless blade clamp for cutting wood, metal or plastics. Bosch Tools | boschtools.com
Hose Reel
The Professional Series Hose Reels from JohnDow Industries are wall or ceiling mount reels built to hold and rewind air hoses. They feature steel frames, swivel fittings to reduce hose twist and spring rewind mechanisms for smooth operation. Multiple size options fit a range of hose lengths. JohnDow Industries | johndow.com
“These have been a great addition to our grilling accessories category. With so many available options, there is a blend for anyone’s taste. The price point and packed in flavor keep customers coming back in to get more.”
Brittany Stanley East Texas Hardware
Seasoning
The gourmet Season Salt from Meat Church can be used to season a variety of dishes, including beef, poultry, pork and vegetables. Available in 6 ounce bottles, the gourmet seasoning salt is gluten free and contains no MSG. Photo courtesy of Meat Church Meat Church meatchurch.com
Rust Protection Spray
Rust Protection from Gear Hugger is a protective spray designed to prevent rust and corrosion on metal surfaces. The 11 ounce aerosol bottle applies a thin, even coating to help safeguard tools, automotive parts and equipment. Gear Hugger | gear-hugger.com
Headlamp
The MYCRO 700 Headlamp from NEBO is a compact hands‑free light with output up to 700 lumens. It has adjustable beam settings, a tilting head and multiple brightness modes, including red and green. The head strap is adjustable for a secure fit. NEBO | nebo.acgbrands.com
Floodlight Camera
The Wired Floodlight from Arlo is a hardwired outdoor floodlight with integrated motion sensing and adjustable brightness. It connects to existing wiring and works with Arlo cameras for added illumination when motion is detected. Photo courtesy of Apption Labs. Arlo | us.arlo.com
OUT-OF-THIS-WORLD FLY CONTROL
The RESCUE!® Fly Bucket Top™ lets you turn any five-gallon bucket into the ultimate fly-catching solution. Simply pop the top on any bucket and pair it with the RESCUE!® POP! Fly Trap or Reusable Fly Trap to make flies go away fast.
See How It Works and Place Your Orders at the Spring Shows
Pocket Lighter
The Scripto Hybrid Lighter from Calico Brands is a refillable pocket lighter with a flame that works in various conditions. It combines a traditional flame with wind‑resistant performance and is sized for everyday carry. Calico Brands | calicobrands.com
Gas Pizza Oven
The Pi Pizza Oven Prime from Solo Stove is a portable outdoor pizza oven that reaches high temperatures for quick cooking. It has a compact design for tabletop or countertop use and includes a stone baking surface. Photo courtesy of Solo Stove. Solo Stove | solostove.com
Textured Coatings
The RollerRock Rollable Stone Coating from Daich Coatings is a textured coating designed to mimic natural stone. It comes in a rollable formula that applies with a roller or brush and cures to a durable, decorative finish for walls, columns or surfaces. Daich Coatings | daichcoatings.com
AI Training Upgraded
RetailWise Plus is NHPA’s new AI-powered microtraining program, built exclusively for independent hardware, paint and lumber retailers. Designed for today’s fast-paced retail environment, RetailWise Plus delivers 365 professionally scripted, two-minute video lessons—available in English, Spanish and French-Canadian—that fit seamlessly into your store’s daily rhythm. No long classroom sessions or complicated schedules required.
100% DEVICE ACCESSIBILITY
RetailWise Plus can be accessed on mobile devices, desktops and in-store screens, with download-ready files available for LMS use, newsletters and in-store TV.
Scan the QR Code to sign up for RetailWise Plus or visit YourNHPA.org/retailwise
Have Questions?
Contact Cody Goeppner at cgoeppner@YourNHPA.org
Mark the Date
During spring market season and beyond, reference NHPA’s Industry Calendar for up-to-date information on the biggest industry events at YourNHPA.org/cal
Market Warm-Up
Retailers Share Their Go-To Market Strategies
BY LINDSEY THOMPSON
any retailers are still knee deep in ice melt, snow shovels and ice scrapers, but this month kicks off the spring market season with hot deals, educational sessions and networking opportunities. Each buying market is unique, as is the process for prepping for the event. As you make plans to attend your wholesaler’s market, hear from fellow retailers who share their market prep best practices.
Going Big on Relationship Building
As soon as the fall market concludes, Alex Porter, chief operating officer for Porters Ace Hardware Building Centers, and his team start planning for the spring market. Three generations of the Porter family operate six locations in Missouri.
“We save the dates, book hotels, begin monitoring airfare and take care of any other logistical work needed as soon as possible,” Porter says. “Our director of marketing, director of operations and store managers are part of the planning process and attend the markets as well.”
If the market is within driving distance of the stores, Porter says he will also bring department heads and other employees who have potential for future leadership and would benefit from attending.
“Bringing them along to markets offers them a chance to travel, educates them on our decision making processes and leads to buy-in for new products and programs we may commit to while at the market,” Porter says. “This reduces some of the friction between executive decisions and operational level execution.”
Before the market, Porter and his team develop a master schedule, which includes all meeting times and locations and where each of the team members will be during the day. The team also identifies key training opportunities, vendors who need to be corresponded with and new product sets they are considering adding and want to see in person.
For the Porters, a majority of buying decisions happen before the shows through online buying.
“Pre-buying allows our staff the time to dive deeper into new opportunities rather than spending all their time just placing orders,” Porter says. “Then we make decisions on things we want to see while we are there, and a select few decisions we take home so we can study our space and develop further plans before we commit to the purchase or program.”
During the market, Porter and his team manage vendor relationships through store managers making appointments to visit vendors based on the needs of their store’s location. The leadership team also discusses companywide opportunities with new
vendors. For this upcoming spring market, Porters is focusing on the lawn and garden department with a specific focus on business-to-business opportunities and live goods.
“Although most of that planning has already occurred, the early spring market is an opportunity to finalize our timing and ramp up for the season by connecting with relevant vendors and co-op support staff,” Porter says.
Buying and building vendor relationships is just one part of the market experience for Porters. The team also takes advantage of every relevant training opportunity it can while at the show.
“The markets are a great chance to get in-person training with subject matter experts physically present for questions,” Porter says. “Often, the training also presents opportunities that we can get a jump start on with the availability of certain resources at the shows.”
Improving Margin
From the Market Floor
At Koopman Lumber, planning for large dealer markets starts four months ahead of the event, says director of retail
sales Coreen Nolle and vice president of branch operations and retail sales Matt Nichols. In this timeframe, the team decides who will be attending, outlines any large goals to accomplish at the show, such as choosing a new vendor or assortment for a reset, and books travel.
When it comes to deciding who attends the markets, Koopman Lumber leadership employs two schools of thought, alternating between taking a small, curated team and inviting a large number of employees to attend, Nolle says.
“The years we bring a smaller team, it’s usually just our purchasing and merchandising leaders,” Nolle says. “The benefits of a smaller team include simpler travel logistics and straightforward decision-making on new products and assortments.”
A larger team allows for more coverage on the show floor, offers the ability to meet with more vendors and provides additional perspectives and experiences to weigh in on assortment decisions. Traveling with a larger group can also be a great teambuilding experience and exposes more employees to the industry, Nolle says. On the
negative side, a large group means more complicated travel logistics.
“Managing airport commutes and multiple dining preferences can be tough, so it’s important to be organized. Make sure everyone has flight and hotel info, shuttle schedules and meeting and meal times before leaving so everyone knows where to be and how to get there,” Nolle says. “And regardless of how many people you take, assign everyone tasks while they are at the show, otherwise it becomes easy for teams to be unproductive.”
About 1-2 months out from the show, Nolle, Nichols and the Koopman team schedule meetings with vendors they want to meet with at the market.
“Shows can be chaotic, so setting up meeting times or dinners with vendors is the best way to ensure one-on-one conversations can happen,” Nolle says.
A few months out, the team tours each of Koopman Lumber’s 11 stores and develops a list of wants and needs in each store and any large projects or resets planned. Using these lists, Nolle assigns tasks—from visiting specific vendors to
looking at certain product categories—to each employee attending the market. She also includes booth numbers in each employee’s itinerary to speed up time on the market floor.
During this time, Nolle also evaluates the educational sessions that will take place at the market and assigns one or two people to attend pertinent sessions. After the market, these employees present their notes and takeaways to the group.
Koopman Lumber purchases from both Orgill and Emery Jensen and employees attend both shows each year. Prior to its in-person dealer market in early spring each year, Orgill provides each dealer a report of everything ever purchased on promo. Using that list, the Koopman Lumber team performs a replenishment analysis, putting together a forecast of three months’ worth of purchases on anything at the upcoming market that will offer 5% or more in savings.
“We do this for all locations, so by the time we actually fly to the show, our replenishment purchasing at all the promo prices has all been taken care of,”
Nolle says. “When we’re at the show, we can then focus on vendor relations, looking at new products and assortments and show reset deals. It saves a lot of time and effort while we’re at the show and maximizes our trip.”
Along with repurchasing items, Nichols says they utilize the markets to find new products.
“Every market features new vendors who are coming into that wholesaler’s warehouse,” Nichols says. “The markets are probably the best opportunity to understand those new products and new vendors because otherwise you’re just looking at a list.”
During the final 1-2 weeks before the show, Nolle distributes the detailed itinerary to the internal team and finalizes and confirms vendor meetings, dinner reservations and other pre-planned activities.
At the show, Nolle says the team fulfills its assigned duties during the day and then meets up for lunch to share information and takeaways gleaned that day.
“We always come together at lunch and go around the table sharing
anything that we found new and exciting, products we think will improve margin, upcoming trends and anything we learned on the market floor. It’s like our own roundtable,” Nolle says. “A successful market comes down to prep work. The more prep you can do, the more productive you’ll be at the show and the better results you’ll have.”
Finding Ways to Refresh
A big believer in the benefits of attending wholesaler markets, Franklin Cloninger, general manager at Triangle True Value Hardware in Greenwood, South Carolina, starts his market prep a few months ahead of the event.
Cloninger conducts a walkthrough of each of his operation’s three locations with each store’s manager, looking for areas of the store that need improvements or departments that could use a refresh. During the walk-throughs, Cloninger takes photos and videos in the stores to reference later at the market. The visuals allow him to better communicate with vendors that store’s needs in that particular department or area.
“Getting to have product conversations with vendors at the market is much more beneficial to us than having those conversations over the phone,” Cloninger says. “Communication and information flow is much better face-to-face.”
After the walk-throughs, Cloninger and his team conduct data analysis, running reports through their POS software or through True Value and Do it Best to see if the data lines up with what they are seeing in the stores.
Finally, Cloninger turns to industry resources, like Hardware Retailing magazine, for new and upcoming products and checks if those vendors will be at the market so he will be able to see and touch the products in person.
The location of the market determines who from the operation attends. For drivable locations from
South Carolina, Cloninger will bring along each store’s manager, sometimes including the assistant manager so they can experience a market and lend their input to the buying process. For markets farther away, Cloninger typically attends alone.
Even with the ability to take care of much of the market buying online before the actual show, Cloninger says he does a majority of the buying in-person on the market floor.
Cloninger and the team stay for the duration of the market, using Day 1 as a preview. On Day 2, they search out specific deals and vendors and then complete most purchases on Day 3.
“This method works for us for two reasons. First, sometimes you get better deals when you’re purchasing off the floor,” he says. “Second, we’re better able to compare deals from different vendors. If I have two vendors of the same product, I think it’s hard for us to compare them online. But when it’s in person, I have both sell sheets in front of me, and I can see which one will be the better for us in the long term.”
Exceptions to this process are commodity products.
“For example, we buy ice melt one time a year at the show,” Cloninger says. “We know we’re going to buy it by the pallet, so we don’t wait to purchase at the market and buy ahead of time online to be sure we don’t get in a rush and forget about it.”
To manage vendor relationships at the markets, Cloninger says he identifies key vendors for each store, creates a list of must-see vendors and assigns those vendors to each of the managers attending to assure the team is seeing all the key vendors.
“Our market experience goes beyond vendor meetings and buying,” Cloninger says. “We also find a lot of value in the educational sessions and plan on having certain employees attend specific sessions that fit in with their areas of expertise, whether that’s marketing, LBM or other areas.”
Maximize Your Market
Retailer Franklin Cloninger shares three tips for effectively navigating any market.
1. Wear comfortable shoes and drink lots of water.
“It’s easy to feel bad by the third day because you’re dehydrated and exhausted.”
2. Carry plenty of business cards.
“It’s helpful to have a process in place to track business cards that you receive. A lot of people are moving to virtual cards, but I still see a lot of value in paper cards that I can write notes on. Vendors meet so many people and they might not remember my exact issue, but when they go back through and see my business card with a note on it, they know exactly why I’m calling and it makes the process a lot better.”
3. Take advantage of the shipping booth.
“There have been so many times I haven’t been able to bring home brochures or product samples because I didn’t have space in my carry-on. When you spread out the shipping over all the different items, it really pays off to be able to bring those back with you.”
From Window Shopping to Strategy
BY CURTIS GILLMAN
Meet Curtis Gillman
Curtis Gillman has built a 20-plus-year career as a dynamic leader in the retail home improvement industry. Guided by the principles of servant leadership, accountability and KPI measurement, he successfully grew a six-store regional chain into an 18-location industry leader, driving operational excellence and sustainable growth. Curtis is passionate about helping family-owned businesses preserve and strengthen their legacy. He specializes in working with both incoming and exiting generations to develop strategic plans for growth, succession and longterm stability.
Growing up in the hardware and building materials business, some of my fondest memories involve going to markets. As a child, I followed my father around the show floor, watching him interact with vendors and industry peers from around the country, right up until I inevitably wandered off in search of the toy and snack aisles, hoping to score a few samples.
As I got older, my enjoyment of markets never waned. During my college years at Ball State University, I would make the short drive down I-69 to the Do it Best Market in Indianapolis every spring and fall. To this day, I look forward to catching up with my friends in the booths and aisles of a hardware show.
After officially joining the family business, my perception of markets changed. What once felt like a fun place to explore quickly became a business necessity. In my early years as a manager, I walked every aisle meticulously, hunting for promotions and exciting new products. My intentions were good, but initially my strategy wasn’t sound.
Window shopping for the next great thing only fulfills a fraction of the purpose of attending a buying show. More than once early in my career, I jumped on a “can’t-miss” deal, maybe a pallet of caulk or gloves, only to return to the store and discover we were overstocked on said deal. My great buy lost its luster when I faced a years’ worth of inventory on an item that should have five turns in a year.
From Buying More to Buying Smarter
Thankfully, as I gained retailing wisdom, my buying strategies evolved. I went from window shopping to spending hours
analyzing on-hand quantities, turns and weighted average costs. Eventually, this led to building detailed market plans, and later, to delegating much of the buying process to operations managers.
By the time we arrived at the market, 90% of our purchasing decisions had already been made using online planning tools. Just as importantly, we had tied them directly to our marketing plan for the next six months.
We never stopped window shopping entirely, nor should we have. But the ratio flipped from roughly 90% browsing and 10% planned buying to just the opposite.
That shift mattered more than ever as customer expectations and the competitive landscape continued to evolve. A global pandemic accelerated changes in how consumers shop and how retailers interact with suppliers. Markets, like everything else in our business, require greater intentionality.
Making Market Purchases Work After the Show
Market purchases should fit into your broader promotional strategy for the year.
If you can build advertising around the products you buy, great. If not, make sure your purchases support the promotions you already have planned. It is crucial to make sure those purchases are working for you by building customer perception that your store is a price leader.
The key is simple: make a plan and work the plan. Too often, retailers buy well, secure great pricing and then forget to tell their customers about it.
Cash flow matters, too. Do the savings justify tying up additional dollars,
Scan the QR Code to learn more about NHPA Strategic Consulting and book a consultation with Curtis.
especially if you’re operating on a line of credit? Know the cost of your money, understand your turn goals and remember that a few extra points of margin aren’t worth locking up cash for months on end. There will be another market in six months.
Use Suppliers and Technology to Your Advantage
Your greatest resource for improving market buying is your supplier.
“When dealers take time away from their business to come to the market, we want them to have the space and resources to work on their business, not just buy product,” says Justin Hanford, vice president of merchandising at Do it Best. “Utilizing technology ahead of any market makes buying more effective because it enables our dealers to efficiently pre-plan their purchases so they can focus on what they really come to the markets for—to connect.”
Hanford says most attendees are looking to have face time with vendors,
find new items for their assortments and experience the latest trends in person.
“They want to connect with other dealers and learn from them,” Hanford says. “And they want to meet with our corporate teams, from talking to our merchants about category plans and strategies, to sitting down with our marketing team to develop an enhanced strategy for selling online and in-store.”
Advice for First-Time Market Attendees
For new retailers, any market can feel overwhelming. Show floors are enormous and fast-paced, but the key is knowing where to start and going in with a plan.
My approach has always been to build a simple agenda before leaving the office, one that includes:
• Buying priorities
• Vendor meetings
• Networking opportunities
• Educational sessions
Nearly every market offers education focused on product knowledge,
3 Reasons to Buy at Market
1. Price Perception: Taking on the Big Boxes
These are the items you use to make a statement and that your store can go toe-to-toe with the big boxes on—the products that matter to customers. Don’t overthink margin here. Think about building credibility. Focus on items with high price awareness. These are products that customers either already know the normal cost, or they will spend the time to research. Over the years, this has included 5-gallon pails, caulk, tape measures and boxes of commonly used nails or drywall screws, as well as those big-ticket items like power tools or lawnmowers. Buy with confidence, support it with strong execution and don’t be afraid to pick on the competition. A great strategy is
to identify the closest big-box competitor, check their prices and undercut them whenever possible. A simple sign showing their price versus yours sends a powerful message: you can save money by shopping locally.
2. New Items: Smart Risks, Not Big Gambles
technology adoption and even leadership and management. Take advantage of them.
A helpful tidbit if you want uninterrupted time to speak with vendors: Opening day at 10 a.m. may not be your best bet. I’ve learned that the most efficient use of time is when the floor is less chaotic, typically early in the morning or towards the tail end of the show.
Why In-Person Markets Matter
Even with the growth of virtual tools and online planning, in-person markets are here to stay. Personally, I’m grateful for that. They remain one of the few places where our industry truly comes together to learn, connect and strategize.
And if you’re looking for me at the next one, there’s still a good chance you’ll find me lingering near the snack and candy aisle.
If you have thoughts or questions about market strategy, email me at curtis@legacyretailadvisors.com. I look forward to seeing you at the convention center.
3. Margin Makers: Protect the Quiet Winners
These are the steady performers, the products you sell barrels of simply because you have them on the shelf. Markets and promotional buys often allow you to pick up a few extra points on these items. This is not the place to give margin away unnecessarily. Think cedar shims, batteries, electrical boxes or similar staples. The job of these purchases is to generate the extra margin to offset the loss leaders that drive traffic and establish your value message with customers.
This is where window shopping still has a place. Markets give you the opportunity to show customers that you’re on the cutting edge. Everyone has a story about a product that seemed a little crazy at the time—$400 coolers or infrared heaters come to my mind as runaway successes. Take chances and have fun on new items, but don’t bet the farm. Make sure new items fit your customer profile and your store’s identity. Be sure to have an exit strategy, and don’t be afraid to ask vendors for assurances. Many emerging brands are willing to guarantee sales, just be sure to get it in writing.
BEST BUYS
Turn Your Spring Market Buys Into Margin Protectors
BY MIKE AYLEN
ith spring market season upon us, in this “Inside the Margin” article, I will be looking at the best ways to get the most out of your attendance at spring markets with gross profit in mind. As with most best practices that lead to success in business, or any field for that matter, preparation is crucial so that’s where we will start.
STEP 2
Take a Pulse on the Trends
Explore what is new in your marketplace. Get in front of any changes in customer demand based on changes in legislation and laws, market trends and fashions. Being first in your market will impact margin, as these types of products generally require less markdowns and sell through quickly.
STEP 1
Review Last Year's Market
Analyze your performance from last year’s market. This should include a review of products that were purchased and their results. Take note of those products that sold at full retail price and those that required markdowns to clear. Look at what vendors outperformed others and, of the successes, look closely at what retail price points performed the best.
STEP 3
Plan for Updates
Consider any changes to your product mix that will be coming soon. If your wholesaler is planning to change vendors, planograms or products, you may have no choice but to add these to your store, so spring markets are the perfect time to get proactive and buy these products when there is a discount incentive to do so.
STEP 4
Examine Categories
Look at the categories in your store that you will be buying for. What margin levels are you achieving and that need to be met to enable you to hit sales targets and also cover overhead expenses? Set a target margin by category and be ready to buy for higher margin products that offset lower margin products that drive traffic to your store.
STEP 5
Prepare a Buy Plan
Prepare a simple open-to-buy plan that gives you confidence in your decisions. Your open-to-buy plan should lay out by product whether it is a core range product or a one time buy; whether it is an initial purchase; what is the average on-hand and reorder quantities; what are margin targets; and the sales required to achieve results.
Once you hit the show floor, every conversation and purchase becomes part of your margin story. This section highlights how to negotiate smarter, build vendor relationships, buy with intention and focus on depth, not distraction—so each deal you make sets your store up for productivity, sell-through and stronger profitability.
STEP 1
Broker Your Deals
Negotiation with a vendor goes beyond just invoice cost and order quantities. As you know from the previous “Inside the Margin” article, there are many aspects that can impact the final margin you will make on each product. Be prepared to calculate the true landed cost into your store that includes freight, tariffs or any other import fees. Build relationships with vendors, as they often have valuable information that will assure your success, such as the availability of signage, displays or any other marketing support that will assist sales and minimize markdowns. If you talk with confidence about what you need to make this product work and how much you need to sell using your open-to-buy plan, it’s easier to agree on returns with the vendor if these targets are not being met. Remember: Margin relies on sell through.
STEP 2
Buy for Depth
Buy for depth, not width. Focusing on fewer products will help you with sell-through, merchandising and product re-ordering for successes.
STEP 3
Cash Flow Matters
Invoice dating and extended terms are more cash flow enhancers than margin improvers, but getting these things at the market from vendors can offset the impact of markdowns. Dating and terms that improve cash flow also free you up to take advantage of future bulk-buy opportunities that do improve margin.
STEP 4
Make Connections
Networking is important. Engage with your wholesale team and the friends you have created over the years. People want to talk about and share their successes, so ask questions and share your own. Then do some R&D—there is nothing wrong with a bit of ripoff and duplication.
AFTER THE MARKET
Your work isn’t done when you leave the booth. This section shows how to turn your buys into high-performing inventory by pricing with confidence, merchandising strategically, tracking early results and adjusting quickly. Execute well now and your market investment becomes lasting margin—not just another stack of products.
STEP 1
Get Focused on Pricing
Improve your focus on retail pricing. Price with confidence. Many times margin is not lost at the buying stage but at the pricing stage. Consider each product and whether it is part of a core category that drives traffic to your store, and if so, what price point is appropriate. If it is more of a promotional type of product, choose the retail price that grows gross profit but prevents over pricing. Consider how long you give the product to achieve results before it is marked down and cleared completely. Having a plan before the product arrives is crucial. I have been in many hardware stores that suffer from this lack of planning on promotional products and the customer is hit with too many of the stores “gotta-go’s” and not the “gotta-have’s” you want them to buy.
01
02
STEP 2
Work With Your Team
Work with your merchandising team to build a strategy for new products. Don’t just hope that it will sell. Have a plan for displays, price tickets and endcaps that will help with sell through and minimize the need for markdowns.
About Mike
Mike Aylen has been working with hardware store owners in Australia and the U.S. to help them improve their retail pricing for over 15 years. With a no-nonsense approach, he guides retailers in using his SMART Pricing Program to develop more accurate and disciplined pricing strategies. These will grow sales and margin dollars on all items in the business, and more importantly give retailers more confidence in their overall pricing direction.
Scan the QR Code to learn more about NHPA Strategic Consulting and book a consultation with Mike.
04
STEP 3
Be Ready to Take Action
Be ready to monitor your results. Early and accurate tracking is important to enable strategic re-orders to prevent out of stocks and to identify the warning signs of slow movers that can be re-merchandised quickly. Measure actual performance against your plan. Take quick action. All of these things will help you protect margin.
STEP 4
Document Wins
Document your wins and losses. What vendors or brands outperformed others? What mistakes lead to markdowns? Use each market as a learning opportunity.
In an environment of cautious customers and rising costs, margin is not guaranteed, but is a result of good planning and strong execution. By preparing well, you will hit the show floor with more confidence on where to allocate your resources, what deals to say yes and no to and how to buy with more intention and less emotion. Plan well, price well and execute well. Make sure that this trip to the market, as well as any future ones, are an investment in your gross profit and not just a buying trip.
Outdoor Done Right
Utilize Spring Markets to Enhance Your Outdoor Living Department
BY DARRELL BAKER
Spring is a great season to breathe new life into merchandising. As days get longer, foliage is starting to bloom and customers are ready to get outside. For retailers, this is a great time to revive displays and bring in fresh, fun merchandise. As you source outdoor living goods for spring, there are a few key aspects to keep in mind.
For your key vendors of grass seed, fertilizer, mulches and controls and soils, you should have already had seasonal bulk buys in place a few months ago. Arranging truck loads, nailing down the marketing and merchandising plans and negotiating for maximum marketing support from these vendors should be wrapped up in the late fall. It doesn’t hurt to dust off those 2026 plans, confirm with suppliers and
see if there’s any additional support you can get before the season gets into full swing, as sometimes vendors will have additional funds for event support or other initiatives added since the fall.
Maintain a positive personal working relationship with your top five spring vendors and brainstorm with them about what they have seen work elsewhere. Make sure they know you’re looking out for their brand in your stores. Vendors love to work with retailers who care about representing their brand well and will go the extra mile to support you.
All that fall planning doesn’t mean you can’t take advantage of special offers at the early spring markets. Now is a great time to add some color and splash to your main aisle or bulk display areas. The extra foot traffic of spring is a great opportunity to generate impulse sales with a spinner of gloves or small gardening tools. Decorative planters and pots can be a great compliment to a nice live goods presentation. If you’re not doing live goods yet, consider adding them. They offer an amazing opportunity to increase average sales and diversify the market basket for your customers.
Shop the pallet and special buy areas at the show, and keep an open mind as you weave through the offerings. A $300 to $600 rack of something fun can add some vibrancy to your standard displays, and creates an opportunity to capture impulse sales in adjacent or new categories that you wouldn’t necessarily put in line with your core departments. Try to avoid displayers with hundreds of SKUs, as they create a lot of work in data setup and pricing.
Think of these spring displays as “in and out” items that you’ll stock for the season and then let them go without adding to your normal run of products. Keep an eye on them during the season, and if they don’t start moving within the first month or two, mark them down 20% and move them out faster. There’s no need to hang onto a slow spring item into the fall. If the spinner is looking sparse, move the remaining products to an endcap to finish them out. Selling the last 10% to 20% of the inventory at half off is a great way to end the season clean and cash out.
PRODUCTS Live Is Good
A live goods category can bring tons of color, life and vibrancy to your operation. Discover best practices on sourcing and selling at hardwareretailing.com/live-goods
Colorful Spending
While most spring buying is done at the fall markets, the spring markets are a great place to shop for fun and exciting add-on items to complement your outdoor living selection.
Keep a look out for items with cool new features. For example, bypass loppers are my kryptonite; I think I have at least four of them in the shed. Extended handles, extra gears to increase leverage and titanium coating are all cool features that make another pair a fun purchase. Find exciting new takes on standard tools, but watch the price points. Splurging at $29.99 might be palatable, but $49 might be too much for an impulse tool purchase in your market.
Spring is a great time to experiment. If a new buy turns out to be a slow mover and you end up marking it down to clean it out, don’t consider it a failure. You added life to a dull category and made some customers happy. With a reasonable amount of caution you can pretty easily avoid losing money and you may just hit it out of the park. Obviously, being able to replenish from the warehouse is a big plus in case you do add a new winner. But I wouldn’t let that stop you from trying new things. Avoid doing drop-ship replenishment orders on these types of items unless they turn into a run away hit. It’s rarely worth the operational cost to keep that impulse item in stock for a long period of time. Blow it out and move on to grab the next winner. Use this time to keep the assortments looking fresh and new and keep the customers’ interest to keep them coming back.
If you’re a multistore operation or have staff you’re bringing to a show, use this opportunity to have them pick out products they would like to sell in their store. Once a store leader commits to a purchase, they almost always make sure it sells. You can put the same spinner in five similar stores, and it will always be the store leader
About Darrell
“Demonstrations are great at shows and attract a lot of attention, but after the demo is done, picture that item on a shelf or endcap in your store and see if it tells a compelling enough story that customers will pick it up on their own.”
—Darrell Baker, Prescott Business Advisors
that picks it out that makes sure it sells out. It’s a great way to get buy-in participation from team members who may not officially make purchasing or merchandising decisions normally.
Also, have these employees engage with vendors in booths by suggesting they find the next hot new item or maybe a hot item you don’t have in your stores yet. Multiply your efforts by having others do some of the legwork at the market.
One word of caution I learned after working many dozens of trade shows is if a product has to be demonstrated to sell, proceed with extreme caution. Demonstrations are great at shows and attract a lot of attention, but after the demo is done, picture that item on a shelf or endcap in your store and see if it tells a compelling enough story
that customers will pick it up on their own. Encouraging staff to engage with customers and show them cool new products is great, but in the busyness of the spring traffic influx, it’s probably not going to happen enough to move a product that totally relies on a demonstration.
Finally, have fun at the markets. The craziness of spring is right around the corner and the energy coming from customers emerging from hibernation will hopefully power you through the long hours and moving all those pallets of bagged goods. Enjoy the time with vendors and other retailers and prepare to make a difference in your store aisles every day. Serious purchasing planning for the big items, along with a little experimentation with new ones, will combine to make 2026 a great spring season.
Growing up in his family’s toy store, Darrell Baker was sweeping floors at 10 years old and running his own department in his teens, as the company computerized its inventory. Fast forward past college and a stint running a concrete R&D company, Darrell returned to the family business to be a part of doubling sales in a short period of time, including launching transactional e-commerce with live inventory before Amazon existed. Local dynamics ultimately led to selling off the business, and he joined another family business with four locations in the hardware and building materials market. From there, he moved on to support distributor operations before becoming vice president of marketing & merchandising at Aubuchon Hardware. Darrell now pursues his dream of helping many retailers as the owner of Prescott Business Advisors. He serves as a consultant with the NHPA Strategic Consulting program with a focus on retail operations assessment and planning, inventory management and change management. Learn more about Darrell and the other consultants at YourNHPA.org/consulting.
RESOURCES Right to Your Inbox
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Spring Show Spotlight
Get a Preview of the Industry’s Top Spring Markets
pring show season is right around the corner and Hardware Retailing has curated previews from all the major markets taking place in the next few weeks.
ACE HARDWARE
Held at the Kentucky Exposition Center in Louisville, Kentucky, from Feb. 24-26, the Ace Hardware Spring 2026 Convention will include opportunities for vendors to collaborate with industry professionals on business strategies, network with other retailers and vendors and discover new products.
Clinton Harris, director of conventions at Ace Hardware spoke to Hardware Retailing about the market, providing valuable insight into the 2026 event.
HR: Is this the first time the convention has been held in Louisville? What are you most excited about with the new space?
Clinton Harris
BY ANNIE DAMEWORTH
Downs, the Bourbon Trail and the Muhammad Ali Museum to name a few. There is certainly too much to see in one visit, but the options are many.
HR: What do you hope retailers will take away from the Spring Convention?
Harris: We hope our retailers walk away from their time in Louisville with a host of new and exciting products to bring to their consumers, increased knowledge from many of our Retailer Training Sessions and a renewed sense of excitement that their company continues to work tirelessly to bring the latest innovations, processes and products to our consumers.
BLISH-MIZE
evaluating products and talking with vendors at the market.
“The Blish-Mize App makes it a thousand times easier to find what I need and navigate the show floor,” says AJ Zillinger, manager of Oberlin Farm and Supply in Oberlin, Kansas.
Other highlights of the market will include the Business Workshop that will cover AI and technology, Assortment Avenue, offering popular assortments and merchandising tips for appealing displays and Aisle Openers with endcap and impulse displays from stocking and non-stocking vendors.
By visiting sponsoring vendor booths, attendees can qualify for an exclusive prize ticket and there will also be Thursday and Friday night drawings for special prizes.
DO IT BEST AND TRUE VALUE
Harris: Yes, this is our first time having the Ace Convention in Louisville. We’re most excited about bringing our Ace Convention to Louisville so our retailers can experience a new city, with a rich, vibrant history. There is so much to see, namely the Louisville Slugger Museum, Churchill
Overland Park, Kansas, will be the site of Blish-Mize’s 2026 Spring Buying Market, featuring seminars, product specials and drop ship and special out-of-stock pricing on products. The market will run from March 19-21 at the Overland Park Convention Center, providing opportunities for attendees to take advantage of unique deals and events.
Ace Hardware, Director of Conventions
The Blish-Mize Buying Market App simplifies retailers’ market experience by putting planning, ordering and product information in one place. With the app, retailers can search products, review show specials and build orders before they arrive. That preparation reduces errors, prevents missed deals and allows buyers to spend more time
Retailers, vendors and industry leaders will gather in Denver, Colorado, from March 6-8, for the Do it Best and True Value Spring Market, set to feature exclusive buying opportunities, impactful educational seminars at the market’s Knowledge Central and several training sessions.
Do it Best has also announced Dierks Bentley will headline the market’s Saturday night entertainment with a private concert for attendees.
Hardware Retailing spoke with Justin Hanford, vice president of merchandising at Do it Best, about what to expect at the 2026 market.
Justin Hanford Do it Best, Vice President of Merchandising
HR: What will be new at the 2026 Spring Market?
Justin Hanford: New assortments, new vendors and new items are just a few reasons dealers need to be at the Spring Market in Denver.
Our team is in the practice of rolling out new opportunities for our dealers as soon as we’re able to, so we roll out new things all the time. The market is your chance to get out of your store, get hands-on with the products, meet and build connections with the vendors and get your questions answered. It’s also the place to have face-to-face conversations with our merchants who are here to help you develop the right plans to integrate the items into your assortment strategies. Plus, you can meet in-person with our marketing team, who will help you promote those new items effectively.
At this market, dealers will experience more assortments that are built across our full network and work well in all stores. These assortments are positioned with our best strategic vendor partners whose items are what customers are shopping for every day, and at price points that drive profitability. Additionally, our popular Solutions in Action (Do it Best) and Assortment City (True Value) exhibits will look even more like a typical store, featuring a little bit of every category. These are probably the biggest draws on our market floor, and rightfully so.
HR:
What do you hope retailers will take away from
the Spring Market?
Hanford: In my opinion, the most important things the market offers dealers are: product deals, building relationships and education. This is the
More to See and Do
The International Hardware Fair
The International Hardware Fair, Eisenwarenmesse, is set to feature over 2,600 international exhibitors from 48 countries from March 3-6 in Cologne, Germany. The show will highlight multiple themes across featured tools, accessories and building materials at the market, including user-friendly and safe tool design, improved health protection, mini tools, sustainability and adaptable tools.
NHS: Concept to Commerce
The National Hardware Show is bringing the industry together in a new way this year through NHS Concept to Commerce. Retailers, brands, manufacturers and distributors will come together in Las Vegas to discover products, strengthen partnerships and speed up time to shelf. The newly redesigned event will take place at the Las Vegas Convention Center from March 31–April 2, preceded by an International Exhibitor Summit on March 30.
Photo: Koelnmesse/International Hardware Fair
absolute best place to get product deals on individual items, off-shelf selling through PDQs and pallet deals and full category assortments. These are designed to help our stores drive their customers in and be even more profitable through those sales.
The market is where dealers entertain new ideas, build stronger strategies and develop partnerships that grow their businesses. One of the biggest benefits for dealers has always been the opportunity to reconnect with other dealers (or meet new ones) and cultivate relationships among themselves that are just as important and valuable as the relationships they build with vendors and our teams.
Our popular Knowledge Central sessions held on Friday offer specific learning in key areas. Our general sessions allow dealers to hear about ways we’re investing in their growth, and the merchandise hubs and vendor booths on the market floor offer dealers insights into new products and how they’ll fit into their assortments and appeal to their customers.
In the end, we want all dealers to take away the absolute best deals on products they’ll find all season. This is the time to really hone in on products, product lines and categories you want in your stores for the summer and fall.
HR: How can Do it Best and True Value retailers best prepare for the Spring Market?
Hanford: I’d say the top three things dealers need to do to prepare for the Spring Market are: consider your travel, your buying plan and your goals to walk out of the market with wins.
First and foremost, all of our dealers should register for the Spring Market in Denver if they haven’t already done so. We’re really excited to have country superstar Dierks Bentley headlining the Spring Market, and dealers should be sure to add that concert to their
registration if they want to attend. It’s going to be a great event.
They can register to attend the market and the concert, reserve their hotel and familiarize themselves with everything we have planned on our market website. I encourage them to visit the website regularly to familiarize themselves with the Colorado Convention Center, what’s nearby, the market schedule, educational opportunities and any new deals and promotions added along the way.
To prepare their buying plan, Do it Best members and True Value retailers can head to Market Savings Builder and Netwarehouse. Utilizing this technology enables dealers to efficiently pre-plan their purchases (and at the best savings around) so they can focus on working on their business in more ways while in Denver.
When arriving at the market, they should think about their business goals and then utilize the merchandising team as an extension of their team. Our merchandise managers are ready to talk about strategies, hear feedback on new items and offer ways to make assortments more effective with recommendations that maximize dealers’ purchasing power. They have the experience and knowledge to be a dealer’s support arm for merchandising and buying.
I encourage all dealers to be sure to connect with them on the market floor because they’re here to support you. And remember, no matter your brand, you can buy from both sides of the house at our Spring Market, and dealers do not want to miss out on the best deals of the season.
HR: What can retailers expect in terms of new vendors at the market?
Hanford: For many years, we’ve used the market to introduce new vendors to our dealers. They have the chance to see and test new items in the vendor booths, which helps them visualize how
to present and promote them in their store and understand why their customer would want to buy them. On the market floor, be sure to stop by all of the booths marked by the “New Vendor” flags.
Just like our past markets, we’ll have several new vendors there offering new items. As of early January, more than 50 new vendors are already slated to attend for their first time ever. In the coming weeks, we anticipate reaching, if not surpassing, our typical number of new vendors attending, which is more than 80 just a few weeks out from the event.
The Launch Zone features some of our most exciting new vendor products, and it’s typically one of the busiest areas of the floor. It’s really a must-visit area at the Spring Market.
HR: What new categories or product trends are you seeing for spring 2026?
Hanford: Developing the best assortments for our stores is a key function of our merchandising team every day. Through multiple line reviews over the last few months, we’ve had the opportunity to enhance our offerings, get better pricing for dealers and develop plans on how we can help them execute in their stores.
Our merchants are excited to share all the great deals and assortments with dealers during our Merchandising Preview. This is always a must-attend event where dealers get firsthand insights from our merchants on the hottest products across most categories, at the best prices, all weekendlong.
HR: What are those factors you’re seeing that are driving buying decisions this season?
Hanford: Buying decisions by retailers this season are being driven by a more disciplined balance between customer demand, competitive differentiation and margin performance.
On the demand side, customers remain value-focused, but that value is increasingly defined by quality,
functionality and longevity rather than simply low price. Products that clearly articulate their benefit and justify their retail are performing best, even in a cautious spending environment. Shoppers are also responding better to the best-priced items and more promotional opportunities.
From a margin perspective for stores, dealers should prioritize categories with greater cost stability and more predictable profitability. This allows for deeper investment in proven items while being more selective with trend-driven or higher-risk bets.
There is also a stronger focus on margin mix: using higher-margin core products to support strategic price points elsewhere in the assortment. At the market, be sure to visit the VIP Zone with margin-enhanced opportunities, and the Pallet Zone, which has great programs for your store to improve profitability.
Overall, the season is defined by tighter assortments, clearer value propositions and more intentional buying decisions aligned to how customers are spending today.
ORGILL
Orgill is set to host its 2026 Orgill Dealer Market from Feb. 5-7 in Orlando. Hardware Retailing spoke to multiple Orgill executives about the upcoming market and the opportunities that await attendees.
HR: What will be new at the 2026 Spring
Market?
Clay Jackson, executive vice president and chief operating officer: First off, we understand that customers coming to the Spring Market are making an investment of their time and resources to be at the event. We never want to lose sight of that because it motivates us to make sure that attendees come away from the Spring Market seeing a return on their investment.
This return can come in a variety of ways—it can come through realizing substantial savings from the promotional
Clay Jackson Orgill, Executive Vice President and COO
buying opportunities our vendors are offering, discovering new products and categories to drive traffic at their stores or sparking new ideas by visiting our concept store, attending seminars or by interacting with our retail services vendors and team.
Our goal is to put on a meaningful live event that is complementary to the other events, both live and virtual, that we host throughout the year. We want all of these events to deliver tangible value and showcase Orgill’s commitment to innovation, helping our retailers grow and showing retailers how we are uniquely positioned to customize the solutions we offer to meet their unique needs.
We also understand that we will likely have a record number of first-time customers and prospects on hand in Orlando so we want to use this opportunity to greet them and show them the complete range of what Orgill can offer them and also illustrate how we go to market differently than our competitors.
In addition to all of the benefits that our customers are used to finding at
our Spring Dealer Market, we will be showcasing several new initiatives.
One of the most exciting additions for 2026 is our never-before-seen model store, Homestead Hardware & Tools. This is a unique twist on some of the model stores we have featured in the past because this one was intentionally designed to reflect the real operating conditions faced by today’s rural and small-town hardware retailers.
What I mean by that is that Homestead breaks away from the idea of a perfect, square-box store. Unless a retailer is building a store from the ground up, oftentimes it isn’t neatly situated in a square box. So we wanted this new model store to reflect that reality. That’s why Homestead Hardware & Tools is built within a second-use strip-mall footprint—exactly the type of space many independent dealers find themselves inheriting. The layout emulates the irregular walls, sight line challenges and space constraints a retailer might face, demonstrating how a well-assorted, well-merchandised hardware store can thrive without forcing a rigid template.
Along with showcasing how to make the most out of any space, another key insight behind Homestead is creating an environment that shows the evolution of consumer shopping behavior in an omnichannel world. For example, one of
“We want all of these events to deliver tangible value and showcase Orgill’s commitment to innovations. ” —Clay Jackson, Orgill
the changes we are seeing in shopping behavior is that decorative categories that once drove reliable add-on sales, such as bath hardware or specialty electrical fixtures, have increasingly shifted online. Many retailers are seeing slower turns in those categories, so Homestead intentionally scales back the floorspace dedicated to these products.
Instead, the store reallocates this valuable square footage to the categories where independent retailers hold a decisive edge: electrical, plumbing, fasteners, tools and other project-critical items. When a customer needs a P-trap, an outlet or a repair component immediately, online simply isn’t an option. Homestead reinforces the local dealer’s role as the first and best stop for urgent, essential needs but also showcases how any retailer can broaden its offering through an omnichannel presence.
Focusing again on solving real-world problems, Homestead also illustrates how a retailer can utilize their parking lot as an extension of the salesfloor. In many rural markets, outdoor space becomes prime real estate for seasonal categories. Homestead leans into that reality by staging lawn and garden, grilling and other seasonal assortments outside during peak periods—mirroring how real dealers expand selling space, drive impulse purchases and move big-ticket items.
Like all of our model stores, Homestead also acts as a live demonstration of our fully digitized planograms, POS integration, our FanBuilder loyalty program and electronic shelf labels. But its real strength is authenticity. It’s not aspirational like a concept car or something you might find at the Consumer Electronics Show, but it’s practical. It shows retailers how innovation works inside the real constraints of their communities.
Beyond the model stores, the Orgill Services area will also return as a central hub for our customers to explore the
array of programs we offer. This area will be home to our retail services teams as well as interactive stages, private meeting rooms and dedicated experts across six core disciplines—including e-commerce, merchandising, leadership, pricing and store operations—it’s designed to help retailers leave with actionable strategies, not just ideas.
As private label products continue to gain more space on retail shelves, we will be putting our private-branded assortments on the market floor with a 36,000-square-foot experience showcasing more than 7,000 products, including new items, power buys and complete planogram assortments. It’s a hands-on opportunity for retailers to learn how private-label products can help them build margin, differentiate their offerings and build consistency across their stores.
HR: What do you hope retailers take away from the Spring Market?
David Mobley Orgill, Executive Vice President, Sales & Services
David Mobley, executive vice president, sales & services: Our goal is simple: We want every retailer to leave the market better positioned to grow their sales and improve profitability. The solution to achieving sales and profitability growth, however, is never a one-size-fits-all answer. For every retailer the answer is different and that’s why we focus so much of what we offer around customization, including customizing services, assortments and retail presentation to meet the specific needs of each individual market.
We embrace this need for custom retail solutions, and that’s why our sales team works with every customer in advance of the event to build a personalized Dealer
Market plan. This ensures that their time on the show floor is spent strategically focused on the categories, promotions and assortments that will have the greatest impact when spring demand hits.
One need we are seeing across the majority of retailers centers around inventory optimization. Not only is inventory optimization a major driver for growth but it also helps control expenses and build margin. We want retailers to have their shelves full when demand peaks, especially in high-growth, high-margin impulse categories where it is incredibly important to take advantage of promotional buying opportunities like we will have at the market. For example, consumables like beverages and other add-on items may seem small individually, but they drive transaction growth and offer an immediate impact.
In addition to working with retailers to create custom solutions, at Orgill we also feel that innovation is highly important to retail success. Orgill is committed to innovating when it comes to technology, our distribution systems and how we approach our customer relationships.
For retailers, we want to showcase in-store innovations and solutions like you will see in our model stores and retail services area. Understanding innovation also means understanding how the products you sell are evolving. The Spring Market is a great place to see the latest trends so you can better guide your customers’ purchasing decisions.
Take for instance the evolution of power tools. While at the Dealer Market, retailers can explore the latest innovations in the category and capitalize on buying opportunities through Orgill’s Promotional Minimum Advertised Pricing Program (PMAPP)—a strategic initiative designed to help independent retailers compete more effectively in highly competitive markets.
This is a great example of Orgill working with vendors to come up with innovative initiatives to help retailers remain competitive. This is a program
that appeals to just about any home improvement retailer because it focuses on some of the most popular and competitive categories including power tools, hand tools, power tool accessories and other categories seasonally. It’s also our hope to continue expanding this program to touch on even more highly pricesensitive categories in the future.
Through the PMAPP program, Orgill partners with industry-leading brands to provide access to high-demand products at compelling promotional costs.
The program features quarterly, seasonally aligned product rotations and access to promotional materials, enabling retailers to plan confidently, maintain strong margins and price competitively against big-box and e-commerce rivals. By combining disciplined promotional pricing, fresh assortments and support for in-store merchandising, Orgill’s PMAPP initiative helps retailers grow their power tool business and stand toe-to-toe with the largest players in their market.
We’re also focused on helping our customers build what we refer to as assortment credibility. What we mean by this is helping them build assortments that offer a strong selection of choices for their customer that feature well-known, powerhouse brands that carry weight within their markets. Adding these high-caliber brands isn’t about chasing logos—it’s about giving retailers the trusted, modern assortments customers expect. A fresh, fun-to-shop environment drives repeat visits and long-term loyalty.
Finally, when we talk about innovation we also talk about finding innovative ways to manage and grow margins. The Dealer Market is the best place to identify high-margin, promotable items and design promotional spaces and events that differentiate your store. Again, this is where we lean on the assistance and guidance of our team of professional
sales consultants. They can help our customers prepare before getting to Orlando and identify those margin building products and promotional buys they want to make a priority during their time at the show.
HR: How can retailers best prepare for the Spring Dealer Market?
Heath Kennedy Orgill, Vice President— Hardlines
Alan Shore Orgill, Vice President— Seasonal Merchandise
Alan Shore, vice president— seasonal merchandise: Preparation starts with data. For our current customers, we offer something we refer to as our EDGE reports. These reports provide critical information to retailers in advance of their trip to the market including insights into purchase histories alongside all the programs and specials available during the market. By reviewing the EDGE report prior to the show, retailers can easily identify the products and assortments they want to order during the event. By quickly handling those “must-buys,” they have more time at the show for exploration of new ideas, categories or products.
Speaking of making their time at the Dealer Market as efficient as possible, we are also reintroducing our Timesaver promotion, which allows dealers to order bulky items—such as water heaters, pipe and fencing—early. This spreads out shipments, reduces capacity issues and frees up time at the market to focus on learning and new opportunities.
Heath Kennedy, vice president— hardlines: Education is another key piece of what we feel differentiates and drives value at our events. Obviously, the Dealer Market is a great place for product and assortment discovery but
they also offer a great opportunity for retailers to work on their businesses by exploring new things and learning from each other and other leaders throughout the industry. Our events attract leaders from the industry’s top vendors, retail service providers and organizations from across the industry, so they offer a great stage for interacting with some of the best minds in retail.
By being at the market and interacting with our supporters and exhibitors, attendees can really gain valuable insights into the latest trends, product developments and more.
That’s why we put a lot of time and effort into curating our learning opportunities at the market. We encourage retailers to participate in pre-market and on-site educational sessions to gain insight into trends, tools and strategies that will help them navigate the show more effectively.
HR: What can retailers expect in terms of new vendors?
Shore: We will have hundreds of new vendors at the 2026 Dealer Market that we are excited to introduce to our customers.
I think it is important to point out that whenever we consider adding vendors, we always run the selection through a process to ensure that any additions are designed to solve specific retailer needs and that each vendor understands the importance of helping our customers be more successful. So when vendors participate in our buying events, we are confident that they are aligned with our goals and are eager to work with our customers to help them.
Making Market Buys Successful
How Thoughtful Planning, Execution and Follow-Through Turn Market Deals Into Profit Drivers
BY TONY CORSBERG
As we are entering the market buying season, I would like to offer some insights to help retailers achieve success with their market buys to benefit all segments of our independent channel. Manufacturers, co-ops and distributors invest significant effort in creating attractive buying opportunities for retailers, who are then responsible for
delivering these products to end-users. The following best practices are designed to streamline the journey from identifying deals to placing products on shelves, ultimately driving profitable sell-through to the end users. Making the buys is somewhat straightforward, but the success relies on effective planning, execution and follow-through by the retailer to maximize your market purchases through the door.
4 Key Advantages of Market Buys
Market buys provide several key advantages for retailers, including improving gross margin in dollars and percentage, providing value and savings to customers, strengthening price image and testing new items at a discount.
1
Improve Your Gross Margin
Buying everyday stock items at a discounted price will create increased margin percentage and gross profit dollars. Select any larger market buys to purchase velocity items that are being replenished regularly. It’s important to consider how order quantities affect incoming freight handling, storage and gross margin return on inventory (GMROI). “Too much of a good thing” happens. Manage the order quantities carefully. I recommend cutting several purchase orders with staggered shipping dates with the ability to modify orders based on sell-through within the vendor’s parameters.
2
Provide Promotional Opportunities
Market buys as a promotional strategy requires more planning and goes beyond simply placing the order and feeling good about a “good deal.” Consider the following when making these purchases:
• Know the core selling season
Know unit sales velocity by month in season
Have an entry strategy
Select the best promotional space vehicle (endcap, stackout, Wall of Values, satellite, etc.)
Be specific with in-store locations to merchandise (fixture location code)
• Have promotional space merchandising timelines
• Consider if the item will be advertised and when
• Set a targeted sell-through date
• Have an exit strategy, just in case This approach helps determine appropriate purchase quantities, delivery times and promotional space lifecycle, avoiding end of season overstock. Having a promotional space management system helps retailers manage market buys and additional special purchase opportunities throughout the year. This is an essential tool for retailers.
3
Strengthen Price Image
Price is one of the top three factors consumers consider when selecting a home improvement retailer. Market buys help retailers offer competitive prices to strengthen their price image. The key is to communicate these low prices through effective merchandising tactics, not just making the buy at the markets.
4
Test New Items
Market buys include products not stocked by the retailer, providing an opportunity to test new items at a discounted price. To make these buys successful, retailers should apply a similar thoughtful approach as with promotional buys. Consider these aspects:
Core selling season
Entry strategy
• Best promotional space vehicle
• In-store location (has no home location)
Post Market Work
The steps taken after attending the markets could be more important than the activities during the markets. Here are some tips for managing that process back in your store.
• Take notes and photos at the market to capture the vision developed in the booth or during the market.
• Have a merchandising plan for all market buys.
Merchandising timeline
Targeted sell-through date
• Exit strategy
Meet Tony Corsberg
Tony Corsberg’s nearly 45-year career began as a stocker at Friedman Bros. Hardware in Santa Rosa, California. He eventually served as vice president of merchandising, where he spearheaded the rebranding initiative that created Friedman’s Home Improvement, which today operates four large-format home centers with lumberyards in northern California. Tony retired from Friedman’s in 2018 and later started his consulting firm Merchant5 Advisors, guiding independent retailers in merchandising initiatives. In 2022, he was integral in the development of NHPA’s Foundations of Merchandising Management program.
• Have a tracking system to follow up and measure the success of those plans and those buys.
• Create a communication system to share those visions and plans with operations for a seamless execution in the store.
The buying market season has arrived. Take advantage of these markets to boost margins, promote competitive pricing, enhance your price image and experiment with new products. Careful planning and execution will ensure a successful transition from market purchase to in-store customer delivery.
Scan the QR Code to learn more about NHPA Strategic Consulting and book a consultation with Tony.
Industry Events
FEB
Orgill Spring Online Buying Event
February 2-16 | VIRTUAL
Orgill Spring Dealer Market
February 5-7 | ORLANDO, FL
2026 Lancaster Buying Show
February 6-7 | ORLANDO, FL
NAHB International Builders’ Show
February 17-19 | ORLANDO, FL
Kitchen & Bath Industry Show
February 17-19 | ORLANDO, FL
Ace Hardware Spring Convention
February 24-26 | LOUISVILLE, KY
Guidance From a Name You Trust
NHPA Strategic Consulting works with independent retailers to address real business challenges and create clear, practical paths forward.
If you’re attending any of the upcoming spring markets, NHPA Strategic Consulting is offering complimentary 30-minute, in-person consultations during select spring markets. Meetings are limited and available only on-site.
FEBRUARY 5-7, 2026
Orgill Spring Dealer Market
Darrell Baker
PRESCOTT BUSINESS ADVISORS
MARCH 6-8, 2026
LEGACY RETAIL ADVISORS Do it Best / True Value Spring Market
Curtis Gillman
FEBRUARY 24-26, 2026
Jeremy Melnick LJB ADVISORS Ace Spring Convention
MARCH 12-14, 2026
Bob Levitan BLACK MOUNTAIN CONSULTING, LLC All-Pro Spring Show
Scan the QR Code or visit YourNHPA.org/Consulting to sign up and learn more.
LAST WORD
The Legacy Lives On
Learn more about NHPA's 125 years of serving the independent channel and its retailers at hardwareretailing.com/NHPA-125-years
A Lasting Legacy
NHPA Announces Leadership Changes to Drive Continued Growth
In 2025, the North American Hardware and Paint Association (NHPA) marked 125 years serving the independent home improvement channel and fulfilling its mission of helping independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
Building on the legacy of the association, NHPA is announcing several leadership changes that are all part of an orderly transition in the executive
team that will be unfolding over the next several years.
“Internally, we have been working on these changes for the better part of the last 24 months,” says Bob Cutter, NHPA’s CEO. “This association has been supporting the industry for more than 125 years and making sure the organization is around to serve its members for many years to come is of the utmost importance to the current leadership team. That’s why we have been very serious about addressing our leadership succession in a way that
will ensure continuity in the services we provide and a strong vision for how NHPA will serve the industry well into the future.”
One of the first changes to take place as part of this transition will occur at the end of 2026 when Dan Tratensek, NHPA’s chief operating officer, will be retiring from full-time service with the association. Tratensek has been a part of NHPA for 30 years, joining the organization in 1996 as an assistant editor on the association magazine, then known as Do-it-Yourself Retailing
Over the past three decades, Tratensek has served as editor and publisher of the association’s media brands, then as a vice president and EVP with NHPA’s executive team prior to taking on his current role as COO.
“I have been working at NHPA for the better part of my adult life, and I have always been proud that I might have played some small role in helping independent retailers in this industry run their businesses better and more profitably,” Tratensek says. “While I will continue to work with NHPA and throughout the channel in consultative roles moving forward, I look forward to spending the balance of the year helping NHPA position the next generation of leadership to continue its ardent support of the industry I have come to love.”
Shortly after Tratensek’s retirement, NHPA chief financial officer Dave Gowan will be retiring after Q1 2027. Gowan has been with NHPA for 13 years and in addition to managing the ongoing finances for the association, Gowan has also helped spearhead the launch of a number of NHPA programs and training initiatives, including the ongoing production of the annual Cost of Doing Business Study.
“As I prepare to retire, I’m most proud of the role NHPA plays in helping retailers become better operators and more profitable businesses,” Gowan says. “Supporting their long-term success has been incredibly rewarding, and I’m deeply grateful for the dedicated NHPA staff whose talent and commitment made that work possible. I’m confident the association will continue to deliver meaningful value to the industry.”
With Tratensek and Gowan stepping away at the end of 2026 and early 2027, Scott Wright, current vice president of content development and publisher for NHPA, has been promoted to the role of president and publisher as of the first of the year. The current executive team and NHPA’s board of directors has tabbed Wright to succeed Cutter as president and CEO upon Cutter’s planned retirement at the end of 2027.
“I am truly humbled and excited for Scott, and even more excited for the next chapter of NHPA,” Cutter says. “Scott has been instrumental in so many valuable program launches and journeys of success for our independent retail constituency. Above all, Scott has taught us all the path to servant leadership.”
Wright joined NHPA in 1994 as assistant editor on the association’s magazine staff. During his tenure, he has held roles in custom publishing, member services, education and training, and he played a key role in launching and running NHPA’s popular Retail Management Certification and Foundations of Retail Programs.
“It has been a privilege serving our members and this incredible industry since I started with the association 32 years ago, and I am so honored to have been chosen to lead this organization into the future by our board of directors and executive team,” Wright says. “Serving alongside Bob, Dan and Dave for the past two decades has been a great honor, and this industry owes them a huge debt of gratitude for all they have done to help serve our mission.”
The NHPA board of directors also elected Joanne Lawrie, owner The Lawrie Group of Home Hardware Stores in Nova Scotia, Canada, as board chair. Ash Ebbo, CEO of Clement’s Paint in Austin, Texas, is serving as vice chair. The board welcomed three new directors: Emily Wood, Wood’s Ace Hardware and Mercantile; Katie Prus, Abbotsford Paint and Decorating, Abbotsford Commercial Paints, Chilliwack Decorating Centre and Garrison Village Paint and Decorating; and Jeremy Peterson, Family Hardware.
“Whenever I think of Scott, I think of adaptability and strategic vision,” Lawrie says. “Scott is 100% a collaborative leader and fosters trust with his team and anyone he works with. Every time you speak with him, it’s clear that he wants the independent channel to succeed, and he has pulled a team around him that has that same passion.”
Don’t miss the March issue of Hardware Retailing to learn more about the NHPA board chair, Joanne Lawrie.
DAN TRATENSEK Chief Operating Officer
BOB CUTTER Chief Executive Officer
SCOTT WRIGHT President & Publisher
DAVE GOWAN Chief Financial Officer
Innovation Starts Here
Don’t Miss the 2026 Orgill Dealer Market
Join us this February in Orlando, FL to experience nearly 1 million square feet of innovative retail solutions, exclusive products, promotions, and industry-leading workshops. Connect with top vendors, retailers, and retail experts, and see firsthand how Orgill can drive your business forward. Whether you ' re a valued Orgill customer or exploring new opportunities, our commitment to your success has never been stronger.
1,200+
Discover the latest products and promotions from top vendors Vendor Booths Educational Sessions
Learn best practices and strategies to grow your business.
Orgill Services Pro & DIY Concept Stores
Get tailored advice to optimize your operation and drive sales Explore fully merchandised stores for fresh ideas and solutions.
RECOGNIZE RETAIL’S RISING LEADERS
NOMINATIONS FOR NHPA’S 2026 YOUNG RETAILER OF THE YEAR AWARDS ARE OPEN!
For three decades, NHPA’s Young Retailer of the Year Awards program has honored the innovators, problem-solvers and next-generation leaders shaping independent retail. Now it’s your turn to help us find the industry’s best young talent.
Nominate a young retailer under 35 who’s driving results, leading teams and strengthening their business and community.
Nominate a Standout Leader
Nominations Close March 29, 2026
