Stepping into a management role brings new responsibilities and challenges. Intro to Leadership is a 9-week, online course designed to help new managers understand their leadership style and strengths to better communicate and guide teams.
Class starts in February. Apply today!
We build for the builders. We make for the makers.
We innovate for the craftsman, those who accept only the very best.
In the recent decade Midwest entered the Construction Fastener business with our Midwest brand and the SaberDrive® brand. We are excited to announce, in 2021 we are re-launching our brands and launching new brands, with new items; Innovation across all construction fasteners.
BuildRight™ Replaces our Midwest brand – Quality products to complete your job, BuildRight™
SaberDrive® our proven construction fastener line, strong and tough to complete the job.
SaberDrive Platinum™, premium and innovative. Certified tough – to ICC, ASTM, MCQ and ACQ standards*.
*Pending
Bite
Cabinet Scre
Truss
Lag Screws
Ledger Screws
Timber Screws
Structur Screws Screws
Structural
136 N. Delaware St. #200 Indianapolis, Indiana 317-275-9400
NHPA@YourNHPA.org YourNHPA.org
OUR MISSION
The North American Hardware and Paint Association (NHPA) helps independent home improvement and paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
NHPA BOARD OF DIRECTORS
CHAIRMAN OF THE BOARD
Daniel Harris, Palos Ace Hardware, Palos Heights, Illinois; Lemont Ace Hardware, Lemont, Illinois
EXECUTIVE VICE CHAIRMAN
Jared Smith, Jared’s Ace Hardware, Bishopville, South Carolina
DIRECTORS
Craig Bond, Tommy’s Paint Pot, Eugene, Oregon
David Dishke, Grand River Home Hardware, Caledonia, Ontario
Scott Jerousek, Farm and Home Hardware, Wellington, Ohio
Ryan Ringer, Gold Beach Lumber Yard Inc., Gold Beach, Oregon
Jackie Sacks, Round Top Mercantile Co., Round Top, Texas
Matt Woods, Woods Hardware, Cincinnati, Ohio
SECRETARY-TREASURER
Bob Cutter, NHPA President and CEO
STATE & REGIONAL ASSOCIATIONS
MIDWEST HARDWARE ASSOCIATION
John Haka, 201 Frontenac Ave., P.O. Box 8033 Stevens Point, WI 54481-8033; 715-341-7100; 800-888-1817; Fax: 715-341-4080
NHPA CANADA
NHPA CANADA
Michael McLarney, +1 416-489-3396, mike@hardlines.ca 330 Bay Street, Suite 1400 Toronto, ON, Canada M5H 2S8
CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES
CIRCULATION DIRECTOR
Richard Jarrett, 314-432-7511, Fax: 314-432-7665
Do you struggle with leading your team? Are there frequent communication breakdowns? Then you won’t want to miss next month’s cover story. We’ll showcase how two retailers are utilizing the DiSC personality assessment to better understand and lead the various personalities on their retail teams. One group has been using these assessments for nearly a year and the other is brand new to personality assessments. Discover how these evaluations have helped them approach team work with a new perspective.
Join Us for a Webinar “Managing Through Personality Profiles” hosted by NHPA’s Kim Peffley Wednesday, Jan. 20 Register at YourNHPA.org/webinars
EDITORIAL, DESIGN & PRODUCTION 317-275-9400, editorial@YourNHPA.org
MANAGING EDITOR
Melanie Moul, mmoul@YourNHPA.org
PROFILES EDITOR
Kate Klein, kklein@YourNHPA.org
TRENDS EDITOR
Todd Taber, ttaber@YourNHPA.org
PRODUCTS & DIGITAL EDITOR
Hans Cummings, hcummings@YourNHPA.org
SENIOR DESIGNER
Aubrey Smith
GRAPHIC DESIGNER
Autumn Ricketts
DIGITAL MEDIA SPECIALIST
Kevin Trehan
EDITORIAL & RESEARCH PRODUCTION
COORDINATOR
Natalie Harris
PRODUCTION MANAGERS
Austin Vance
Nancy A. Vondersaar
SALES & PRODUCTION ASSISTANT
Freda Creech
MARKETING & COMMUNICATIONS
DIRECTOR OF MARKETING & COMMUNICATIONS
Whitney Daulton
CORPORATE COMMUNICATIONS MANAGER & EDITOR
Julie Leinwand
NHPA SALES
VICE PRESIDENT OF SALES
Bob Cutter, sales@YourNHPA.org
MIDWEST SALES DIRECTOR
David Brodowski, dbrodowski@YourNHPA.org, 440-520-9551
SOUTHERN SALES DIRECTOR
Scott Gilcrest, sgilcrest@YourNHPA.org, 317-508-7680
NORTHEAST & NORTHWEST SALES DIRECTOR
Jordan Rice, jrice@YourNHPA.org, 217-808-1641
CANADA SALES DIRECTOR
Matt Caruso, mcaruso@YourNHPA.org, 224-456-3366
EXECUTIVE STAFF
PRESIDENT & CEO
Bob Cutter
Hardware Retailing (ISSN0889-2989) is published monthly by the North American Paint and Hardware Association, 136 N. Delaware St. #200, Indianapolis, IN 46204. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $100/year. (Air Mail $60/year additional). Single copy $7. The Annual Report issue can be purchased for $30.
Periodical postage paid at Indianapolis, Indiana, and additional mailing offices.
POSTMASTER: Send address changes to Hardware Retailing, P.O. Box 16709, St. Louis, MO 63105-1209.
All editorial contents copyrighted 2021 by the North American Paint and Hardware Association. No editorial may be reproduced without prior permission of the publisher.
REPRINTS: For price quotations, contact the Editorial Department at editorial@YourNHPA.org. Printed in the U.S.
CHIEF OPERATING OFFICER & PUBLISHER
Dan Tratensek
CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT OF BUSINESS SERVICES
David Gowan
MEMBER SERVICES & TRAINING
800-772-4424, NHPA@YourNHPA.org
TRAINING MANAGER & EDITOR
Jesse Carleton, jcarleton@YourNHPA.org
RETAIL OUTREACH COORDINATOR
Renee Changnon, rchangnon@YourNHPA.org
EVENT MANAGER & RETAIL SUPPORT
Katie McHone-Jones, kmchone-jones@YourNHPA.org
EXECUTIVE DIRECTOR, PAINT & DECORATING PROGRAMS
LeAnn Day, lday@YourNHPA.org
EXECUTIVE DIRECTOR, ADVANCED TRAINING PROGRAMS
Scott Wright, swright@YourNHPA.org
A REBATE LIKE NO OTHER PRESENTS OPPORTUNITIES LIKE NO OTHER.
Faced with the year’s many challenges, Do it Best member-owners still found ways to shatter existing sales records and earn a record rebate of $128 million. Now, you have exciting opportunities to invest in your business like never before.
“THE
ABILITY TO DELIVER LARGE PRODUCTS AND MATERIALS BUILDS A STRONGER CONNECTION BETWEEN MY CUSTOMERS AND MY BUSINESS.”
Kelvin Zafke
Hackensack Lumber & Hardware
Hackensack, MN
Professional contractors and do-it-yourselfers alike rely on Hackensack Lumber & Hardware to meet their needs for building materials and hardware. This year’s exceptional rebate empowered Do it Best member Kelvin Zafke to make strategic moves in his business — enhancing the service his customers value. With a new flatbed truck to upgrade his delivery fleet and dynamic new product assortments, Kelvin’s rebate is being put to use as an investment in growth.
As a Do it Best member, you’re starting a new year with strong momentum and the resources to make a major difference in your business. Now is the time to fuel your growth — contact your Do it Best territory sales manager or call 888-DO-IT-BEST (888.364.8237) today.
“MAJOR REBATES MEAN MAJOR CHANGES — THIS IS THE PERFECT OPPORTUNITY TO MOVE MY BUSINESS FORWARD IN A BIG WAY.”
Matthew Fox Southern Wholesale Harlan, KY
Harlan, Kentucky, is about to have a new shopping experience at Southern Wholesale. Do it Best member Matthew Fox is using his rebate to launch an ambitious store improvement project, adding lawn & garden and sporting goods to his product offerings for the first time. He is also investing in several new flatbed trucks to bring his hardworking fleet up to date.
Dan Harris is starting his second term as NHPA board chairman, leading through changes at the association and in the industry. He operates two successful stores in Illinois, but his path wasn’t straightforward. Learn how he overcame challenges and why he is committed to giving back.
People have been cooped up inside for a lot longer than they anticipated over the last year. Inspire your customers to make the most of their outdoor spaces with these merchandising vignette concepts.
Take stock of key insights from original research and what retailers have learned throughout the COVID-19 pandemic to guide your decision-making in 2021.
PROFILE
Hatchet Hardware has grown fast since 2014. Learn how the team serves their communities across five stores in The Empire State.
Jack’s Country Store opened before Washington became a state. Learn how unique niches have kept it thriving.
There is no denying 2020 was an extraordinary year. Early on we all faced uncertainty and conflicting information on a daily basis. It was easy to feel anxious and confused. We knew that the worst thing any of us could do, as either individuals or a business, was to act impulsively or out of fear. At STIHL, we chose to stay the course, remain focused on quality production, logistics and service to ensure we continued to support you, the dealer, and our customers around the country. The results of our combined efforts are clear. Your dealerships, and other essential
services, like arborists, landscapers and first responders were able to continue their critical work in our communities and keep our country running. Thank you!
As we look towards 2021, there are still many things we don’t know. But what we do know is that STIHL will continue to invest in our American manufacturing and distribution. We are adding to our American workforce and strengthening our supply chain, while also expanding and modernizing several of our wholesale operations. And we are delivering new technologies to the market — launching a new line of high-tech professional STIHL battery products, in addition to
expanding the gas and battery range for both professionals and homeowners.
Legendary football coach Vince Lombardi’s formula for success was to stick to the fundamentals. In tumultuous times like these, STIHL will continue to stay the course and focus on the things that have made STIHL and STIHL Dealers successful for 95 years; quality products, sold and serviced by quality dealers.
Wishing you a prosperous year,
Sincerely
Sincerely,
Visit hardwareretailing.com to browse industry news, retailer profiles, podcasts and webinars.
IN 2021, the North American Hardware and Paint Association (NHPA) will host monthly webinars to help you improve your strategic outlook, streamline your operations and grow as a leader. Review the first three webinars here and visit YourNHPA.org/webinars to register.
January 20
Learn from NHPA retail consultant Kim Peffley about the ways DiSC personality profiles can unlock key insights into your operation.
February 17
Find ways to empower each member of your team to perform to their highest standard and bring new opportunities to your business.
March 17
Discover how to evaluate the success of your business by unlocking insight into employee productivity, marketing and more.
Catch Up on NHPA Podcasts
NHPA produces podcasts highlighting home improvement excellence. Take a look at some of the most recent podcast episodes below to hear how key figures are innovating in the industry. Stream these episodes and browse the archives more by visiting YourNHPA.org/podcasts
What Your Displays Say
Get helpful suggestions from your industry peers on how to improve your product merchandising by visiting TheRedT.com/merch-tips
See COVID-19 Guidelines
Get the latest information on COVID-19 safety protocols for U.S. states and Canadian provinces by visiting TheRedT.com/covid-safety
Review home construction data to understand how recent market shifts could impact your sales in the new year at TheRedT.com/housing-2021.
EDITORIALLY SPEAKING CONNECTIONS
Send Melanie a Message
Email mmoul@YourNHPA.org
LinkedIn Melanie Moul
Podcast YourNHPA.org/es-pod
“It is my fervent hope that ‘normal’ becomes something new itself, a redefined normal based on what we’ve learned in an extraordinary year.”
but wow, am I glad 2020 is behind us. Despite it’s obvious challenges, last year went by quickly for me, and I was very fortunate to have an “easy” year. My family and close friends are all healthy, and I’m starting my fifth year at the North American Hardware and Paint Association (NHPA).
While the pandemic remains an urgent crisis throughout the country and people are continuing to navigate its impacts on their daily lives, there emerged over the last year some incredible feats of community and compassion, innovation and inspiration, many of which we told in the pages of this publication. As front-line health workers and high-risk individuals are receiving vaccines and logistics are being determined for the rest of the population, there is a lot of talk of the “return to normal” on the horizon. But I don’t think “return” is the right frame of mind. It is my fervent hope that “normal” becomes something new itself, a redefined normal based on what we’ve learned in an extraordinary year.
If you’re a regular reader of Hardware Retailing—and I hope you are— you’ll likely notice that the pages in this issue are new, a fresh vision for a new year. The design team worked diligently behind the scenes over the last several months to come up with a concept that would help modernize the magazine, make it more enjoyable to look at and make it easier for you to discover additional resources to help you in your operation. At the top of nearly every page in this issue, you’ll be directed to more stories about your peers, details about becoming an NHPA member and where to register for the first monthly webinar we’re hosting this year, and much more.
The magazine redesign is just one component of our new year for content. We’re also kicking off three new series that will help you find the resources that apply specifically to your priorities. If you’re interested in big-picture content, you’ll discover insights in the Strategic series. For those of you interested in becoming a leader in your business and in the industry, I invite you to explore the Leadership series. Finally, the Operations series is tailored to retailers who are focused on improving day-to-day processes in their businesses.
To get started, head to YourNHPA.org/subscribe and update your subscription preferences to receive the newsletters and information that align with your needs. We’re excited about all of the newness that’s ahead in 2021, and we hope you join us.
Melanie Moul Managing Editor
FEBRUARY 23 - 26, 2021
Join us for the Emery Jensen Edge, our semi-annual trade show featuring top vendors, great promotions, and pricing to drive your profitability. Attend our 4-day virtual event February 23-26 and gain an edge over your competition!
Not just a buying event, but a complete digital experience:
Broadest assortment in the industry
Massive savings on our biggest promotions of the year
Vendor demonstrations on the newest products in the market
To learn more about the Emery Jensen Edge and to register, visit emeryjensendisribution.com/edge
TAKING CARE OF BUSINESS
CONNECTIONS
Send Dan a Message
Email dant@YourNHPA.org
LinkedIn Dan Tratensek
Podcast YourNHPA.org/tcb-pod
“It is important to remain pragmatic about the nature of what is and is not within our control.”
SO, HEY, IT’S A NEW YEAR! I don’t think there has been a time in the last half-century that so many people around the planet were so eagerly anticipating the simple turn of a calendar page. After all, there is no real magic to the start of a new year. Days, months, weeks, hours are all a simple construct that mankind developed to help us mark the changing of the seasons and the passing of time. But… maybe it’s just a little different this year.
I don’t want to get caught up in talking about things like New Year’s resolutions or schmaltzy reaffirmations about how everything is going to be OK now that we are starting fresh. The truth is, no one knows if things are going to be OK. And who’s to say that 2021 doesn’t have some equally diabolical surprises in store for us?
I don’t want this to sound scary or ominous, but I think it is important to remain pragmatic about the nature of what is and is not within our control. While we might not be able to control the external forces that shape the world around us (at least not to the extent we might like), we can control how we react to them. And, if there is one thing I have learned in my half-century (plus) on this planet, it’s that the best thing to do when you go through challenging times is to learn from your experiences.
If you put your new car in a ditch, at first you are scared. Then you might be angry. But after you have worked through those immediate emotions, you want to learn from the situation. Were you driving too fast? Is the route you traveled unsafe to take during inclement weather? Were you checking football scores when you should have been looking at the road? You can’t change the fact that you put your car into a ditch, but you can learn from the experience and find ways to improve because of it.
What we have all been through with COVID-19 and all it entails is no different than the scenario I just illustrated. The pandemic created a brutal, unkind, tiring reality for all of us. But for those of us who remained largely unscathed, we need to learn from the experience.
That’s exactly what we are talking about in this issue of Hardware Retailing What did retailers learn during 2020? There were plenty of teaching moments.
For one, we learned that customers want to be able to do business with us without having to come into a physical location. I mean, in large part, we already knew this, but the pandemic smacked us in the side of the head with it.
So, what are you going to do with everything you learned? If you think of it like the “car in a ditch” scenario, are you just going to keep driving too fast, while it’s snowing and you are checking how much the Bears are losing by?
Let’s hope not. And let’s hope you take inventory of all those things you learned last year and you spend a good amount of time thinking about how you are going to change your behaviors because of what you experienced.
Dan M. Tratensek Chief Operating Officer & Publisher
Recognizing young leaders who represent the future of independent hardware and paint retailing
Nominations are open for the 2021 Young Retailer of the Year awards. Do you know someone outstanding? The deadline to submit nominations is February 28, 2021. Learn more at YourNHPA.org/yroty
MEMBERSHIP
Explore Your Options
Visit YourNHPA.org/membership to learn more about what NHPA can do for you and your business.
THERE ARE NEARLY UNLIMITED
the North American Hardware and Paint Association (NHPA) works toward its mission to help independent home improvement, paint and decorating retailers, regardless of affiliation, become better and more profitable retailers. Discover how your association can help you by taking advantage of our resources, tools, events and training. We’ve created a Top 10 list of ways NHPA works for you below—and be sure to consult the membership guide that arrived with this issue. ASSOCIATION
1. Two Magazines
NHPA publishes two monthly magazines, Hardware Retailing and Paint & Decorating Retailer, that feature strategic solutions and new products and trends.
2. Employee Training
The association has a library of online training with more than 40 courses that cover product knowledge, project sales, customer service, operations and more.
3. Manager Training
NHPA offers online training courses to help new and seasoned managers with leadership, finances, team building and more.
4. Comprehensive Training
The Retail Management Certification Program teaches business owners and key employees the ins and outs of running a successful business.
5. Roundtables
NHPA hosts and moderates nearly a dozen annual retailer roundtables on topics such as finance, human resources, IT, young retailers and more.
6. Podcasts
NHPA offers three different podcast series that feature unique perspectives on industry trends, retail success stories and how-to management advice.
7. Newsletters
NHPA produces several digital newsletters to help retailers dive into the topics most important to them, including new products, strategy and leadership.
For more than 100 years, NHPA has fielded this study to help retailers compare their businesses to industry averages and make more informed operations decisions.
9. Business Services
The association offers a wide range of business services, including health insurance, to help retailers save time and money.
10. Virtual and Live Events
NHPA hosts events throughout the year, including the NHPA All-Industry Conference and the Young Retailer of the Year Awards along with free monthly webinars.
Check Your Email
Confirm your email preferences by visiting YourNHPA.org/subscribe.
Subscribe to receive emails from NHPA so you get updates on the content, news and events that are important to you by visiting YourNHPA.org/subscribe. Learn about the various emails NHPA offers and choose the ones you want to receive.
Once a month, get the latest digital edition of Hardware Retailing in your inbox.
Paint & Decorating Retailer
Once a month, get the latest digital edition of Paint & Decorating Retailer in your inbox.
NHPA Association Updates, Events and Products
Subscribe for association updates throughout the year.
Every Monday, receive industry news, exclusive resources and how-to articles.
This twice-monthly newsletter features articles on today’s popular category trends and hot products.
Strategy and Data-Driven Insights
This monthly newsletter provides resources to help you build long-term plans and growth strategies.
This monthly newsletter provides resources to help you build a strong company culture and leaders in your organization.
Operations and Retail Best Practices
This monthly newsletter provides resources to help you improve your processes and teams.
EPISODE 7 – AUBREY SMITH
On this episode, NHPA managing editor Melanie Moul talks to NHPA senior designer Aubrey Smith about updates to the magazines and the association’s new approach to content development and delivery in 2021.
EPISODE 30 – JIM ROBISCH
Dan Tratensek sits down with The Farnsworth Group’s Jim Robisch to reflect on 2020 and look forward to what 2021 might have in store for the industry.
EPISODE 22 – SHAYNA ROBERTS
Renee Changnon chats with Shayna Roberts of Morris Hardware in McConnelsville, Ohio. The store has been serving the community since 1845.
EPISODE 31 – BOB CUTTER AND LEANN DAY
NHPA president and CEO Bob Cutter and LeAnn Day, NHPA’s executive director of paint and decorating programs, talk about the association’s expanded membership.
EPISODE 23 – CODY GOEPPNER
Cody Goeppner of Blehyl Co-op returns to the podcast to discuss the challenges and bright spots of 2020, as well as how retailers can focus on 2021 goals.
WEBINAR
Reserve Your Seat
Visit YourNHPA.org/webinars to register for upcoming live webinars and to view past webinars.
Reserve your seat for upcoming live webinars or view past webinars at YourNHPA.org/webinars
PERSONALITY PROFILES - JAN. 20 AT 2 P.M. EST
NHPA’s Kim Peffley talks with TJ Comstock, Kandis Albertson and Jade Haynie from Northwest Hardware to learn about their experience implementing the Everything DiSC Personal Development personality assessments.
PROJECT MANAGEMENT - FEB. 17 AT 2 P.M. EST
Brian Landis, president of Ancrage Consulting LLC and an instructor in NHPA’s Retail Management Certification Program, will discuss how leaders can successfully navigate projects and change within their organizations.
2020 MARKET MEASURE - DECEMBER
NHPA’s Dan Tratensek and The Farnsworth Group’s Jim Robisch discuss the factors impacting the industry’s performance in 2020 as part of NHPA’s 2020 Market Measure report.
THE DISRUPTION SERIES - NOVEMBER
Access educational webinars from the 2020 NRHA All-Industry Conference, which was held virtually in conjunction with the 2020 National Hardware Virtual Show. These presentations feature industry experts and leaders discussing the theme of “Industry Disrupters.”
Through NHPA, independent home improvement retailers can train their employees on essential product knowledge so they are ready to provide the best customer service. Now, NHPA offers retailers a way to publicly recognize their employees’ proficiency with the new Certified to Help distinction.
To be eligible for this designation, retailers must have their employees successfully complete a prescribed set of retail sales training courses from NHPA. Then, retailers will receive marketing materials from NHPA with the message, “Certified to Help.” Materials will include window clings and electronic files you can use to print out as signage or put on your website. As a bonus, eligible retailers will be entered into a drawing to receive a free lunch, sponsored by NHPA. It’s also a great way to recognize the hard work your employees have done to pass an array of training courses.
3 Steps to Get Certified to Help
� Have employees take the required courses
• Apply for Certified to Help designation at YourNHPA.org/membership
• Use marketing materials to promote your outstanding customer service
„The
Get more DIY information at hardwareretailing.com/2020-trends.
A RECENT STUDY REVEALS what projects new homeowners are undertaking. The Home Improvement Research Institute (HIRI) partnered with market research firm Decision Analyst for the 2020 Recent Home Buyer tracking report. Their goal was to learn more about new homeowners’ DIY priorities.
The report includes responses from 809 people who had purchased their home within 12 months of September 2020. The responses include insight from first-time buyers and people who had purchased homes before. Roughly 80 percent of respondents made some kind of improvement to their homes after purchasing them. On average, those improvements cost $5,000.
The quantity of new homes available for purchase fell to a three-year low in October. That limited supply could drive home prices higher, and may strain the budgets of new homeowners who want to complete DIY projects on their new dwellings. Analyzing which projects are popular among recent homebuyers can help you strategize for continued success in 2021.
For more insights into DIY behavior, contractor concerns and opportunities in the home improvement market, visit HIRI online at hiri.org.
Attend our Virtual Market January 27-29, 2021
• Unmatched Super Savers • Lots of Cash Spiffs
• Hot Deals on Bonus Buy Merchandisers
• Amazing Coupon Deals
• Extended Payment Terms and Dating
• Deal of the Hour and Givea-Ways
• Fast and Easy Ordering • Industry Leading Vendor Participation & Assistance • House-Hasson Staff Available • Pre-order Items Two Weeks Early • State-of-the-Art Marketing Programs
• Advertising & Merchandising Solutions • Educational Seminar Videos
Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and reasons why you love it.
FOR THE PAST 54 YEARS, the Retailers’ Choice Awards has honored manufacturers for their innovation. The awards are presented by the North American Hardware and Paint Association and rely on the opinions of actual retailers who know what their peers need in a product to attract customers. The panel’s judges, all independent home improvement retailers, selected products they felt were unique, interesting and held great promise from the product presentations and webinars at the National Hardware Virtual Show. This year’s judges were: Ted McDonald, Boltz Hardware; Jackie Sacks, Round Top Mercantile Co.; Franklin Cloninger, Triangle True Value and Rental; and Cody Goeppner, Bleyhl Co-Op. 2020 RETAILERS’
Dr. Bronner’s classic 18-in-1 Castile soap formula is simple and ecological, based on Old World quality and expertise. The combination of organic extra virgin coconut, jojoba and hemp oils, together with pure essential oils, creates a unique soap that cleans effectively without being abrasive. Plant-derived vitamin E and citric acid protect freshness. It’s available in eight fragrances.
DR. BRONNER’S
drbronner.com or 844-937-2551
Designed to make organization simple in garages, workshops and other areas of the home, the Armadillo Two-Door Cabinet assembles in minutes and lasts a lifetime, providing organized storage. It is built with heavy-duty 21-gauge steel and the scratch- and stain-resistant powder-coat paint finish protects the cabinets from everyday heavy use. Adjustable steel shelves provide the flexibility to store items of all sizes. Fully lockable doors with visual lock-unlock indicators keeps gear safe.
ARMADILLO TOUGH LLC
armadillotough.com or 888-350-7306
AirCanditioner is the first handheld air conditioner that is also a drink koozie. A powerful fan moves air through AirCanditioner’s spiral air channel, making thermal contact with the pre-frozen cold core before it exits the device through the ergonomically designed opening. Patented and well-tested, AirCanditioner is currently seeking a licensing partnership to bring the product to market.
PI2RAD LLC
aircanditioner.com or team@aircanditioner.com
RIDOF Wipes effectively remove all kinds of industrial grease and grime, such as silicone, oil, tar, paint, adhesive, sealant and more. These wipes contain none of the substances from EU REACH SVHC Candidate List, CA65 List or any VOCs that are commonly used for industrial cleaning. They are safe to use on human skin, tools, machines and most surfaces.
DONZEE ENTERPRISES LTD. donzee.com or info@donzee.com
Made in the U.S. by Amish trained craftsmen, the Large OverEZ Chicken Coop is constructed out of heavy-duty wood. Whether you live in the south with high humidity and heat or in the north with subfreezing temperatures and snow, it can be used in cold and hot climates. This coop assembles in less than 30 minutes with only a screw gun.
OVEREZ CHICKEN COOP overezchickencoop.com OR 855-333-3041
The SmartFold® portable workbench features an industrial-strength steel frame with locking casters, large working surface and a place to store tools. It folds in seconds, making it easy to store. Available in three different top options including butcher block, food-grade type 304 Stainless Steel or MDF.
COSCO
coscoproducts.com or 800-628-8321
Rubber King’s Agriculture Mats are non-vulcanized and are manufactured without the use of oils, solvents or other ozone-depleting materials. Certified for the highest levels of indoor air quality, these 100 percent recycled rubber mats offer superior traction (slip resistance), comfort and safety for your animals and come with a five-year warranty. They are precision cut, easy to clean and great for surfaces around the home and farm. This product is manufactured in North America.
RUBBER KING BY DINOFLEX dinoflex.com or 877-713-1899
The 36 inch Adjust-A-Strap is a universal bungee strap made from FlexaPure® and contains no rubber or latex. This bungee features two integrated nylon glass reinforced hooks. The hooks are non-marring and won’t scratch or gouge paint and surfaces. The cord features six reinforced, evenly spaced, pre-molded holes which allow for quick and easy adjustments and also enable users to adjust or add tension on their gear. They are made in the US and are available in black, blue, red, safety orange or olive green.
THE PERFECT BUNGEE theperfectbungee.com or 908-329-9136
Easily and safely split logs into firewood and kindling with the Kindle Quick log splitter. With only light force and a mallet, the Kindle Quick splits logs up to 8 inches in diameter and features an extra tall base to prevent jamming. Made of all-weather coated cast steel, the Kindle Quick can be used anywhere and anytime and comes with carrying handles and pre-drilled bolt holes for optional mounting.
KABIN BY MASONTOPS INC. kabintool.com or hello@kabintool.com
The Kness Ketch-All® is a live-capture mousetrap that operates without the use of harmful chemicals and requires no bait, making it safe to use around children and pets. It is efficient, often capturing several mice in one setting, and automatically resets after every catch.
KNESS MANUFACTURING kness.com or 800-247-5062
Dr. Earth Liquid fertilizer kits provide a three-step system for growing success. Each kit comes with a fertilizer for three stages of growth as well as a feeding schedule. Each fertilizer is 100 percent organic, contains no synthetic ingredients or GMOs and is made sustainably.
DR. EARTH INC. drearth.com or 707-448-4676
The Aqua Lily Pad is a floating foam island that allows users to hang out, lounge or participate in water activities like skiing, wakeboarding, kayaking, paddleboarding and even fishing. Pads are made in the U.S. with cross-linked polyethylene foam designed for maximum durability. They are easily portable and require little to no maintenance.
The Mitagator™ Fire Mitigation Tool is more powerful than a rake, pitchfork or McLeod and clears ground fuels down to the dirt. It removes 80 to 90 percent of needles, leaves, twigs and other fine ground debris, but it’s strong enough to quickly pile and move large branches, too. The Mitagator aerates the soil as it clears debris and can remove small rocks from garden beds without damaging living plants.
Trimaco’s Easy Mask® Tape & Drape Pre-taped Masking Film is for use in areas where painters want to catch drips and overspray. Tape is applied along one edge of high-density masking film. This film has a unique coating which helps create cling to the surface protected, even in windy conditions or with spray applicators.
TRIMACO
trimaco.com or 833-655-2215
Quik Stik™ Rafter and Truss Fastening System provides contractors with a versatile solution that makes fastening rafter and truss connections fast, safe and easy. Designed to work with Strong-Drive® SDWC Truss screws for a safe, reliable solution from the leader in structural fastening. Quik Stik drives screws overhead from a standing position without the use of ladders.
SIMPSON STRONG-TIE
strongtie.com or 800-999-5099
Ecboo’s portable telescoping stool is adjustable from 2.4 to 18 inches in height. It is lightweight and compact enough to place into luggage. The adjustable strap makes it easy to carry by hand or hang over a shoulder. It is constructed of heavy-duty ABS plastic and has a maximum load of 350 pounds. It is suitable for indoor and outdoor use, including activities such as camping, fishing, hunting, hiking, gardening, and can be used on public transportation or at outdoor events.
NINGBO LAYSUN IMPORT AND EXPORT CO. LTD. ecboo.com or sales@ecboo.com
SolarCamp’s Base Camp Off-Grid Solar Charger features thin film (CIGS) waterproof panels for outdoor protection and an extended charging cable. It supports fast charging technology and is thin and lightweight, convenient for longterm use outdoors. The bendable, flexible thin film solar cells are shock resistant and shatterproof and contain no glass or metal frames. The charger is foldable for easy storage.
SOLARCAMP TECHNOLOGIES solarcamp-usa.com or 858-361-5032
SolarCamp’s Solympic Hue is lightweight and portable, half the size of other solar charges. It weighs only 10 ounces and folds to 8.9 x 5.8 inches. It uses thin film (CIGS) cells that are 100 percent flexible. The bright colors offer great visibility so the charger doesn’t get misplaced in natural wooded or desert settings and can be used to signal for help if necessary. They are waterproof, shatterproof, shock-resistant and childproof.
SOLARCAMP TECHNOLOGIES
solarcamp-usa.com or 858-361-5032
Tidy Hook Auto helps keep vehicles free of trash and clutter. It attaches to headrest supports, making the trash bags accessible to everyone in the vehicle. The bags are made of durable, heavy-duty plastic and are leakproof and tear resistant. It keeps trash contained and can keep trash from flying out of convertibles.
TIDY HOOK tidyhook.com or chris@tidyhook.com
The Spider Tool Holster clips on to any regular belt or tool belt and allows freedom of movement while keeping tools in place. Its nylon composite and high tensile strength construction stand up to rough, everyday use. The adhesive tool tab locks securely into the holster without rotating and works on all devices.
SPIDER TOOL HOLSTER spidertoolholster.com or toolholster@spidertoolholster.com
The Angle Surface Bracket fits the majority of walls and is designed to increase available storage. It has 25 different adjustment options and can fit most sloped wall angles. It is tested to support up to 125 pounds, made from heavy-duty steel to prevent bending or warping and coated with an electrostatic spray to maintain its white finish. Angle Surface Bracket is designed in Massachusetts by Warren Ignacio, a local contractor with over 35 years of experience.
WEI ANGLE SURFACE BRACKET anglesurfacebracket.com or 603-496-5228
The Biometric Fingerprint Lighter is the only childproof lighter in the world, secured by a user’s unique fingerprint. It features an electronic ignition, magnetic closure, adjustable flame and a refueling port for butane gas. It is rechargeable with the included micro USB cable and has a soft touch matte finish that resists marks, scratches and fingerprints. The heavy-duty metal case is crush resistant.
JOHN GIBSON ENTERPRISES INC. gibsonwholesale.com or 815-516-8555
Soltice Watersports SolFit Aquatic Yoga Fitness Mat features a tract pad for comfort and a rigid, high-pressure drop-stitch construction. Attached are five reinforced neoprene handles for easy transport and resistance band attachment points. It has an FCS fin box and fin for increased control when paddling and a GoPro mount located on the front center of the mat. It includes a carry bag, FCS-style fin, high-pressure pump and a repair kit.
631-254-2155
The Koda™ Linkable Shop Light with Motion Sensor and Remote is a smart shop light solution for any personal or work space. Up to six shop lights can be connected to a single power source. Lights feature advanced motion sensing technology, an energy-efficient LED which offers 4600 lumens, customizable settings with an included remote control and multiple installation methods.
KODA kodabuilt.com or 866-294-9244
Share Your Stories
Send your merchandising tips, event recaps, employee morale boosters and other stories to editorial@YourNHPA.org
CLARKS ACE MAKES ANNIVERSARY A TIME FOR GENEROSITY
For the 175th anniversary of Clarks Ace Hardware, owner Margaret Clark had planned on making 2020 memorable by hosting events and making generous contributions to the community. However, the onset of the COVID-19 pandemic made the celebration even more significant.
NEEDS IN THE COMMUNITY surged at the same time as sales soared at the store. So, Clarks Ace didn’t throw a big anniversary party.
Instead, the company donated more than $100,000 in cash and products to nonprofit organizations, such as Johns Hopkins Children’s Center, Toys for Tots and local groups providing food and protective face masks to local people in need. The store donated $20,000 in personal protective equipment to medical workers. It also offered customers 20 percent discounts on essential products if they wanted to donate supplies to first responders and a local hospital.
During the winter holiday season, Clark planned to donate 10,000 more masks and more food to nonprofits serving people who are homeless or otherwise in need.
“I feel like it’s a duty as a human that, when you’re doing well, you share what you have,” Clark says. “We must give back to humanity.
If you take care of your community, it will take care of you, as well.”
Read suggestions from retailers for how to improve your merchandising at hardwareretailing.com/merch-tips
Orme Hardware Co., which has seven locations in Ohio, has combined casual Friday with fundraising as a feel-good treat for employees. The staff from a different store location picks a nonprofit organization to fundraise for every month. Then, everyone in the company gets the option to contribute $1 per person to the fundraiser in exchange for wearing casual clothes on Fridays. Only employees who donate get to dress down on Fridays. The employees enjoy learning about organizations that serve their communities and together donate $150 or more every month to the nonprofits they choose.
In 2020, Markle Do it Best Hardware in Markle, Indiana, sold a bumper crop of vegetable seeds and plants, as well as canning jars and lids.
When customers began asking what they should do with extra produce from their gardens, Whitney McBride, who co-owns the store with her dad Mark Schaufelberger, offered to host a canning class.
The staff arranged tables and chairs so customers could social distance while watching McBride and Schaufelberger demonstrate how to use pressure canners. The store provided snacks, a canning recipe book and seasoning mixes for attendees to take home. Customers appreciated the class, so they plan to offer it again.
“We just had a blast,” McBride says.
Customers who notice the seasonal displays at Simpson Ace Hardware & Sports in Manning, South Carolina, are most likely spotting the handiwork of employee Linda Bird. For example, Bird recently used supplies such as string, balloons, sheets and hula skirts to create an intricate Halloween display for mums and other fall flowers. She also painted faces on store pumpkins and arranged them with live goods on straw bales. Bird peruses Pinterest for ideas to decorate the store and inspire customers.
“I want to show people, ‘You could do this, too,’” Bird says. “That’s why I do what I do. I’m just lucky enough to be working for people who let me be creative, and customers enjoy it.”
Meet the Team
Get to know the rest of the NHPA board of directors on Page 62
BY KATE KLEIN
Dan Harris has accomplished a tremendous amount in the independent home improvement industry for a man who sought a hardware store job just to work his way through college. Decades later, Harris now oversees two thriving retail businesses and is serving in his second term as chairman of the board of directors for the industry’s trade association, the North American Hardware and Paint Association (NHPA).
He owns Palos Ace Hardware and Lemont Ace Hardware, two suburban Chicago stores, with his wife Pattie. The stores provide essential goods and services to residents and businesses in their communities and have given the Harrises countless opportunities to serve their neighbors and actively support organizations locally and across the country.
More Than a Century of Service
NHPA has a long history of service. Learn about the association’s legacy at YourNHPA.org/NHPA-history
Harris’ connection to the hardware industry started when he needed a job while pursuing a business degree at a small local college. During his sophomore year, he began working as a sales clerk at Park Ace Hardware in Tinley Park, Illinois.
Upon college graduation, Harris worked at Ace Hardware Corp. in Oak Brook, Illinois, providing inventory management programs to independent retailers. Three years later, Harris left Ace to pursue a job overseeing business operations at a manufacturing company.
“We’ve grown, recovered and continue to take our business to the next level.”
—Dan Harris, Palos Ace Hardware and Lemont Ace Hardware
After being away from the hardware industry for a while, Harris and his wife aspired to own a hardware store. Fortunately for them, there was an Ace Hardware store for sale in their hometown with an owner looking to retire quickly.
After careful consideration, Harris quit his job with the manufacturing company and his family bought their first store in Orland Park, Illinois.
The Harrises’ first home improvement store, Orland Park Ace Hardware, was both a shining success aand an eventual disappointment.
Upon purchasing their new hardware store, Harris and his wife spent countless hours optimizing their new business.
“We redid the store from top to bottom and expanded the retail selling space. New fixtures and additional merchandise were added to attract new customers,” Harris says.
The hard work proved effective and their store was thriving.
“Within about nine months, we almost tripled what the store was doing in sales when we bought it. It became our launching pad,” Harris says.
In 2003, six years after purchasing their first location, the Harrises bought a second promising store in nearby Palos Heights and began to renovate once again.
Business was going well in both stores when Harris and his wife found themselves facing an eminent domain lawsuit from the city that threatened to shut down their Orland Park location.
“We were taking a business we had put our heart and soul into and being forced to shut it down when there was no business reason to close,” Harris says.
After engaging in many legal hearings, the Harrises realized they could lose far more than their store by continuing the legal engagements, so they consolidated their business into the Palos Heights location.
Although their disappointment was deep, they remained steadfast in their ability to run a successful family-owned business.
After closing the Orland Park store, the Harrises rethought their goals while continuing to grow business at the Palos Heights location. They chose to press forward, and in 2013, they opened a new store located within a brand new building in Lemont, Illinois.
“We’ve grown, recovered and continue to take our businesses to the next level. I’m proud of the success,” Harris says.
The Harrises currently operate a thriving business with two locations that employ a staff of 30 people and serve both of their communities in meaningful ways.
Harris is engaged in volunteering with numerous industry and community organizations. In addition to serving as
chairman of the NHPA board, he has served as group leader and board member for the local Chicago Ace retail group.
Harris recognizes the importance of volunteer work. He donates his time to the Blackfeet Volunteer Medical Corps board, which provides needed health care and educational services to a Native American reservation in Browning, Montana.
In his own community, Harris works with a local organization that provides mental health and other medical services to
people with disabilities while also serving on his church’s board and volunteering with the local Rotary Club and chamber of commerce.
Throughout the COVID-19 pandemic, both of Harris’ stores have remained open, providing essential products, such as protective face coverings and cleaning supplies, to local residents and businesses. The stores provide the smaller shopping space and local access customers want when social distancing.
Keeping employees and customers safe during the COVID-19 pandemic, while continuing to provide the essential goods and services local residents and businesses need, is important to store owners Dan and Pattie Harris and their teams at Lemont Ace Hardware in Lemont, Illinois, and Palos Ace Hardware in Palos Heights, Illinois.
The Harris children, Dan Jr., Meghan and Kaylee, grew up working in the stores and are invested in the family business. Meghan is a pediatric nurse and Kaylee is in college pursuing an accounting degree. Harris’ daughters both help with merchandising, fundraising and accounting work for the business. Dan Jr., who is a physician, recently did a cooking demonstration on grills at one of the family’s hardware stores.
The Harrises’ first store was unfairly shut down, but they have worked through hard times and moved forward.
Harris and his wife are proud of the businesses they have built and the myriad ways they have been able to serve their communities. Harris plans to continue the success in the future.
“Maybe there’s one more store left in me,” he says.
Right now, Harris and his wife’s main goals include safely running their stores through the
Dan Harris (back) considers his staff to be like family. He and his wife Pattie work alongside their employees in the business and care about providing a safe environment for them to work in.
pandemic and appropriately growing business in light of current challenges.
To Harris and Pattie, their staff is like family. They recognize the risks their employees face and maintaining a safe environment is of utmost importance to them.
In terms of business operations, the COVID-19 pandemic has changed customer demographics and purchasing habits. Harris has noticed that younger customers have been attracted to his two stores.
Harris has also seen rapid growth in online ordering, with buy online, pick up in store becoming increasingly popular.
Customers are also browsing in person, searching for essential products. The pandemic has reinforced the necessity of shopping in a smaller, less-crowded environment within a hometown hardware store.
“We have learned, especially during pandemic times, that people are still shopping and they
NHPA now welcomes paint and decorating retailers as members. Learn more at YourNHPA.org/new-era
like to shop locally,” Harris says. “We’ve been rediscovered by a broader, younger audience.”
Harris’ involvement with NHPA has provided opportunities for him to support other independent home improvement retailers. He has served on the association’s board of directors since 2011 and gotten to know other
independent operators throughout the industry.
Beyond the local communities his stores serve, he has found ways to support other retailers throughout North America. Harris is now serving in his second term as NHPA board chairman, leading through a time of transition.
The North American Retail Hardware Association (NRHA) expanded its membership to independent paint and decorating retailers following the closure of the Paint and Decorating Retailers Association (PDRA) in September 2020. To formally recognize the expansion in membership, the association changed its name to NHPA.
TJ Comstock, a former NRHA board chairman, believes Harris is uniquely equipped to lead the association’s expansion to serve paint and decorating retailers.
“Dan has been a part of the association for several years and has been involved in some of our more recent, larger and more challenging transitions,” Comstock says. “He understands our mission as well as the vision of the management staff. Put these things together, couple them with his integrity and there is no better person for the job. You would be hard-pressed to find a more honest and solid individual than Dan Harris. He is undoubtedly a solid asset to our association and a wellgrounded leader.”
Harris is sold on the association’s mission of helping independent home improvement and paint and decorating stores become better and more profitable businesses. He believes NHPA can benefit other retailers in the ways it has helped him.
“Getting involved with this organization was one of the best business decisions I’ve made in my career,” Harris says. “It has helped me grow as a retailer. Plus, I’ve made a huge amount of friends in the industry who share a lot of the same problems and successes. We all have very similar operations, goals and pathways in getting there.”
Read suggestions from your peers for how to improve your merchandising at TheRedT.com/merch-tips
BY MELANIE MOUL
For nearly the last year, many of your consumers have been finding ways to relax, work, learn and play in their homes. With the end of winter on the horizon (pending an update from a certain groundhog), it’s time to create a plan to show people how they can once again extend their living spaces outside.
As snow melts and temperatures rise, your customers will likely be eager to transform their outdoor spaces into peak condition for spring.
On the following pages, find some inspiration on ways to cross-merchandise items from different departments, remind customers about springtime chores and activities and boost your transaction size at the same time.
CATEGORY SPOTLIGHT
Focus on Furniture
Learn best practices for displaying and selling outdoor furniture at TheRedT.com/outdoor-furniture
We’re about at that point in the year where your customers will be heading outside to see what may need to be fixed, cleaned or replaced on their homes and in their yards after the winter. This outdoor living task can be interpreted very broadly or more narrowly, so set up these displays according to task or project and rotate them out regularly through the late winter and early spring. You can start with showcasing a big project, like a display of all the tools a DIYer needs to resurface their deck. Or you can highlight smaller projects, like gutter cleaning must-haves or a mix of tools necessary to refresh flowerbeds for new landscaping.
Your customers have probably been wishing they could tell their kids to “just go play outside” all winter, and now you have a chance to show them how. In a designated area of your salesfloor—think Power Aisle—pile up bags of sandbox sand and add an assortment of toys, outdoor games and sporting goods. Decorate the space with pinwheels or string lights. Be sure to include any tools or accessories customers will need to recreate the play area in their own yards so they have everything they need when they leave the store. If you sell outdoor play gyms or sandboxes, consider setting up this display in the parking lot, weather permitting.
While the ground may not be thawed in many areas to put plants in the ground, there may be houseplants that have spent all winter inside that are itching for a little fresh air. Your customers may also want to explore container gardening to get a head start on their vegetable supply. Put together a display featuring pruning shears, trowels and other tools alongside decorative containers, soil and a selection of live goods and seeds. Include any instructional materials you have to send your customers who are new to container gardening a list of tips and best practices for planting or transplanting.
At the first sign of warmth, people will start thinking about opening up their pools and gearing up for peak pool maintenance heading into the busy season. So, break out your lounges, your straw hats and your pool skimmers to complete this summertime scape. In addition to tools and necessities for above-ground and in-ground pools, consider setting up displays for people who want to start small. Fill a kiddie pool with floats, noodles and other pool-time toys and complete the setup with relaxation inspiration with sunscreen, towels and drinkware.
There’s nothing quite like the first burger of the year hot off the grill. Be sure your customers have everything they need to complete their grilling stations and outdoor dining spaces by making it look like they could fire up the grill right on your salesfloor. Incorporate grilling tools, charcoal and lighter fluid into your setups. Make it homey by adding a few outdoor throw pillows or even an outdoor rug. If you have the space, set up a table, complete with place settings. Keep safety top of mind with fire extinguishers and sunscreen, and help customers get ahead of pest control with cans of bug spray and tabletop candle repellents.
It’s no secret how much people love to spoil their pets. According to a recent study from the American Pet Products Association, pet owners in the U.S. on average said they would spend more than $40 on a holiday gift for their animal companions. A display of treats, toys and accessories for pets is certain to catch the eye of doting animal lovers. As the weather heats up, one key product dog owners in particular may be looking for is a plastic kiddie pool to give their dog a relaxing soak or as a bathtub alternative. Add in some dog bone-shaped ice cube trays and cans of pet-friendly chicken broth to make any dog’s day.
Measuring Success in 2021
Are you evaluating business through the right lens? Register to learn key new retail metrics at YourNHPA.org/webinars
BY TODD TABER
In the final weeks of 2020, it was clear COVID-19 had affected every person in some way: physically, financially, emotionally. Amid the volatility of the year, U.S. retail sales rose and fell dramatically and ultimately ended on a positive note for home improvement operators. Throughout 2020, shifting retail trends and local safety ordinances pushed operators to see their businesses from new vantage points and redefine the customer experience entirely.
As the months continued, insight emerged. Behind each graph was a story; behind each data point a retailer who had persevered and met new shopper demands safely throughout 2020. As a new year begins, review some key retail findings from trusted institutions, including The Farnsworth Group and the Home Improvement Research Institute, to discover how the pandemic reshaped retail.
letter to campaign for state lawmakers to deem home improvement businesses as essential operations. Soon after, government leaders across North America deemed home improvement stores essential, acknowledging the integral role home improvement retail plays in not only the economy, but also in the needs of an entire society. It was a key moment that both unified retailers across the world to continue serving safely, and led to strong sales throughout the year.
See the data in motion with the story of Chris Hyatt, owner of Hemly Hardware in Ohio. Learn how he oversaw a massive store expansion virtually and entered 2021 a more capable retailer and turned his new location into a true destination. Plus, get insights on how you can continue the sales momentum of 2020 into the new year.
Home improvement retail proved essential.
On March 16, leaders from the North American Hardware and Paint Association (NHPA) and every major home improvement co-op and wholesaler banded together in an open
7 out of 10 retailers say the COVID-19 pandemic had “a significant impact” on their bottom line in 2020.
In June, U.S. Census Bureau data showed home improvement sales soared nearly 20 percent higher than in 2019, the highest month-to-month sales increase observed for the sector last year. As of October, home improvement sales hovered more than 13 percent higher
NHPA recently asked retailers how they think overall sales will look in 2021 after a strong year.
41.3 % budgeting for sales to decrease
39.7 %
budgeting for sales to stay flat
19 % budgeting for sales to increase
Online Opportunities
60 % of millennials bought a home improvement product online in September.
Source: NHPA and The Farnsworth Group
Almost 40 percent of retailers have hired additional employees during the COVID-19 pandemic.
than at that point in 2019, proving while painful and hectic, 2020 was a banner year for industry sales.
Earlier this year, NHPA surveyed roughly 300 retailers across the industry, representing 1,500 storefronts. nearly 90 percent of retailers reported a year-to-date sales increase in 2020, with the average sales increase hovering just above 24 percent. Conversely, other retail sectors that were not deemed essential saw stark spring sales declines. Clothing stores (NAICS 448) saw sales drop more than 86 percent from April 2019 to April 2020. Additionally, sporting goods stores, bookstores and music stores (NAICS 451) saw sales plummet nearly 45 percent in the same period, according to the U.S. Census Bureau.
Discover how home improvement retailers are adapting amid COVID-19 at hardwareretailing.com/covid-impact
Shoppers saw their homes in a new light. After home improvement stores across North America were given the green light to continue sales while social distancing and following other safety measures, customers began to arrive in droves, in search of the items they needed to reimagine their homes into offices, gyms, classrooms and entertainment centers.
For shoppers who now needed to convert their homes into offices and classrooms, storage devices became increasingly important and many retailers saw a run in that category. Small electrical goods like powerstrips rounded out those sales, helping keep consumers connected to colleagues, classmates and family.
Shoppers with time on their hands found returning to classic categories like lawn and garden, paint and electrical to be rewarding. Retailers saw opportunities to organically increase transaction size among a new class of engaged shoppers.
Customers also wanted the bare essentials to protect their spaces from COVID-19. Almost every home improvement retailer can share a story about an initial run on N95 masks and cleaning supplies. In addition, consumables and paper products were also critical for this category of shopper.
68 %
77 % of homeowners started a new project in July and August.
of those homeowners say COVID-19 was the motivation for new projects.
Source: The Farnsworth Group
The new year is an opportunity to teach these customers about the importance of routine home maintenance.
In Ohio, Hemly Hardware owner Chris Hyatt, not only had to ensure his operation could serve customers safely amid the pandemic, he and his team also had to oversee the final portion of a dramatic expansion virtually.
New opportunities emerged for retailers. Even with the burden of COVID-19, retailers didn’t sit idle through the events of 2020. Roughly 33 percent of retailers sought to use tax mitigation strategies in 2020 as sales increased, data from NHPA shows.
From buying additional business equipment and increasing employee bonuses to making structural improvements and investing in technology, retailers saw new paths forward for their businesses.
That was the case for Chris Hyatt, owner of Hemly Hardware in Thompson, Ohio. Like many other retailers, he saw an immediate rush on cleaning supplies and N95 masks in March, followed by a lull in sales. But, as spring arrived, sales rose again.
Throughout the tumult of COVID-19, Hyatt and his team were busy converting to a new wholesaler and moving from the location they had occupied for years into an entirely new facility. In October 2019, construction began on a 24,000-square-foot facility to fit Hemly Hardware’s inventory and create a true shopping destination for Thompson and surrounding communities.
As COVID-19 began to spread throughout the U.S. and necessitate social distancing, only the walls of the new facility were complete. Hyatt and his team had to oversee the final pieces of the construction puzzle virtually, collaborating remotely with designers and construction pros to ensure the store’s location not only met their initial vision, but could also pivot to serve customers through the pandemic.
Stay aware of the latest safety protocols for your state or province at hardwareretailing.com/covid19-guide
“We had to design the store virtually,” Hyatt says. “We spent hours on the phone, going through every section of the store item by item.”
The new facility balances a home improvement operator’s basic needs with shopper-focused details. A stamped concrete walkway resembles wood planks, welcoming customers inside. Elsewhere, LED lighting under the company’s perimeter racking features rocker-style switches, making it easy for associates to quickly turn lights on and off with their feet.
The new location gave Hyatt the opportunity to expand existing categories. The Hemly Hardware team was able to double the size of its existing workwear and shoe department in the new space.
It also gave them space to introduce a completely renovated paint department, quadrupling the size of its former offering. Data from The Farnsworth Group shows paint and sundries was one of the most popular DIY home improvement categories during the pandemic, and Hemly Hardware was able to meet that rejuvenated demand.
“We bought the newest technology in paint mixing machines and started offering paints. We had mixed paint very little paint before, so adding that equipment has revived this service,” Hyatt says.
Local businesses gained new prominence.
In the days leading up to the official opening of the new location in early June, Hyatt says he and store manager Robyn Gillett were working 20-hour days, motivated by their desire to see Hemly Hardware emerge as a one-stop shop for DIYers and pros across Thompson.
“We had a vision, and we weren’t going to let anything slow us down,” Hyatt says. “We knew we were going to get it done and we did.”
This move allows Hemly’s industrial tooling, hardware and trucking divisions to be located side by side, making the customer shopping experience truly a one-stop shop no matter what product or service customers need, Hyatt says.
The expansion to a new facility allowed the Hemly Hardware team to invest deeper into categories, including apparel and paint. Owner Chris Hyatt aims to turn the store into a true destination.
Whatever 2021 holds for retail and the home improvement marketplace, using the insight you’ve gained from the COVID-19 crisis can help you plan for the future. Get a few final pointers on how COVID-19 has changed the marketplace as you begin a new year.
Customers grew more comfortable with seeking information on their own. Independent retailers have to focus on delivering insights and inspiration to customers outside the traditional in-store experience. Revive your social media channels and consider how webinars can engage your customer base in new ways.
Shoppers have grown increasingly accustomed to the convenience and speed of low-contact transactions. Whatever COVID-19 or other retail disruptions may have thrown your way in 2020, continuing to offer online and phone orders, curbside pickup and delivery could be a differentiator throughout the year.
Data from The Farnsworth Group shows customers see independent home improvement stores as safer, more responsive and more reliable than big-box counterparts. Ensuring your social media and marketing outreach includes messaging specifically about your reputation as a local leader can convert customers and solidify your position as a safe store. 03 Embrace your local roots.
While customers were seeing new possibilities from their local home improvement stores, the Hemly Hardware team was no exception. Gillett says the company relied largely on local construction crews, and that decision was an advantage in the long run as construction crews were smaller and able to socially distance.
Safe shopping became paramount. As customers began shopping again in the spring and summer, Hyatt quickly moved to offer delivery and curbside service when customers requested it.
“We had always offered delivery services, but curbside pickup was entirely new,” Hyatt says.
Hyatt and his team were not alone. Many retail sectors embraced curbside pickup options, and data from NHPA shows roughly 7 in 10 home improvement operators instituted the service at their businesses amid COVID-19.
As COVID-19 spread, roughly 70 percent of home improvement operators encouraged their employees to wear masks on the salesfloor, and Hemly Hardware was no exception.
“We really stressed the importance of wearing personal protective equipment at
the store,” Gillett says. “No one had an issue with that; everyone knew it was a small thing they could do to keep themselves and the other customers safe.”
As store manager, Gillett oversaw many of the on-the-ground developments the pandemic caused. She helped implement a system by which each employee had their temperature taken before starting their shift. She also ensured hand sanitizer was available throughout the store and employees diligently wore masks. She also oversaw the regular disinfecting of the entire sales floor, as well as shopping carts and baskets.
“It’s not easy to wear a mask for 10 hours at a time, but as the situation got worse, staff members knew they had to protect themselves and our customers,” Gillett says. “In a pandemic, you can never predict what you’re going to need, but we did a great job at having items available that became necessities.”
Hyatt and Gillett say no matter what 2021 holds for retailers in terms of the pandemic, they know no challenge is too great for their store.
“We had our vision. When COVID-19 started, we had a lot full of trees. We cleared it and built a running business all during the pandemic, and for that we’re incredibly grateful,” Hyatt says.
BY RENEE CHANGNON
Every independent retailer has a unique story. Contact Renee at rchangnon@YourNHPA.org to share yours!
The Grasso brothers, Giovanni and Angelo, worked alongside their father Angelo Grasso Sr. in the family business, AG Hardware and Paint in Brooklyn, New York, for 30 years. That experience laid the foundation for them to eventually successfully own and operate their own busines and lead a team of hardworking employees.
When Giovanni and his wife Erika decided to move to upstate New York, opening their own hardware store with Angelo made perfect sense. The family trio opened the first Hatchet Hardware store in Brunswick, New York, in 2014. Since then, they have opened four additional locations in the region.
Each member of the family brings their own focus to the business. Giovanni and Erika manage the day-to-day operations, spending time at each location throughout the week, while Angelo focuses on business planning, financials and renovations. The business has been able to grow so quickly because the Grassos have made connections with area store owners who are looking to retire. Hatchet Hardware makes it possible for local businesses to continue to serve their communities.
By working with owners in the transition process of each new store, the Hatchet Hardware team gains insights into their customers, the local community, what products move and the items that don’t sell. In several cases, the original team that was there before the transition has remained, like at the Waterford location.
All of the stores, except one, are situated fairly close to one another, within a 15-minute drive in most cases. Each location offers the basics, including hardlines goods, garden supplies and paint. In addition, the home goods section is something Erika has been passionate about from the start and it is strongly represented across all five stores.
To keep a consistent look among the stores, the Grassos have focused on making sure each location provides natural light and has an airy feel to it. By renovating the buildings to make them brighter and opening up the layouts, the Grassos hope to provide a pleasant shopping experience for customers.
Caroline Bolibaugh dreamed of working for a family-owned business. When she learned Hatchet Hardware in Troy, New York, was hiring in July 2018 for a buyer and merchandiser, she jumped at the opportunity. Bolibaugh has since become the social media and marketing manager for the multilocation family-owned operation.
“Individuals who are enthusiastic and creative are a great fit here.”
—Caroline Bolibaugh, Hatchet Hardware
Although she didn’t come into the business with experience in hardware, Bolibaugh says that shouldn’t be a deterrent.
“In the past, people would shy away from applying at the stores because they would think they need a deep knowledge in hardware to join the team,” Bolibaugh says. “We let them know a construction background is a plus but individuals who are enthusiastic and creative are a great fit here. There is something everyone can do to be a part of the team at Hatchet Hardware.”
In addition to passionate employees, the team at Hatchet Hardware has a wealth of supportive customers. That has been significantly more apparent this year as the company has adapted to continue serving its local communities during the pandemic.
Find ready-to-use social media graphics to celebrate this year at YourNHPA.org/marketing
“We have had so much support throughout the past year from our customers,” Bolibaugh says.
“They are great advocates for the stores, constantly sharing on their social media that they found sanitizer, masks or even our hours of operation online. It’s nice to know, even when they aren’t in a store, they are sharing their appreciation for the team at Hatchet Hardware.”
For all retailers, 2020 brought challenges to Hatchet Hardware due to the COVID-19 pandemic.
According to Bolibaugh, once their business was deemed essential in the state, the demand among customers for face masks, hand sanitizer and other household essentials led to lots of customer traffic.
Each of the stores implemented protocols to keep employees and customers safe, including
team members having their temperatures taken before each shift, adding plastic shields to the checkout counters and creating a checklist to make sure employees were properly disinfecting the store throughout the day.
While customers turned to social media during the past year, Facebook and Instagram have been important tools for connecting with customers even before the pandemic.
“Our specialty goods and home goods departments are huge selling points on social media for all Hatchet Hardware locations,” she says. “Instagram has been a great tool to get our customers excited about our products.”
Bolibaugh has even started sharing videos on Instagram and Facebook that teach DIY projects
to customers and gives them the feel for workshops. She says they hope to post more DIY projects in the future. The team also uses social media to let customers know about updates, like the buy online, pickup in store (BOPIS) option the stores launched during the spring of last year.
To establish a positive first impression with new customers who find Hatchet Hardware on social media, Bolibaugh says she makes it a point to respond to all messages and comments like talking to a friend.
“I didn’t come into Hatchet Hardware with a ton of knowledge in the hardware industry, but by putting together content for social media and our email newsletter, I have been able to learn so much more,” she says. “It makes it so fun connecting with our customers, and at the same time, I’m becoming more knowledgeable about the products and projects we sell, too. I’m happy I’ve gotten to use my communication skills and learn along the way.”
Hatchet Hardware stores remain a staple of the communities they serve, with employees like Bolibaugh proving a passion for independent retail and family business will continue.
“Working for a family business is so rewarding,” she says. “They always listen to new ideas and are likely to agree if you show them why you think the team should try something. I love the ability to be creative here in ways I couldn’t be for a corporate retail chain.”
CREATE A HAPPY HOME
STAYING SAFE
The Oldest Hardware Stores
Retailers have helped build the U.S. since the beginning. Read about historic stores at TheRedT.com/old-stores
PROFILE
Jack’s
BY KATE KLEIN
ack’s Country Store began operating in 1885 as part of a deal its founder, J.A. Morehead, made with the owner of a stagecoach line, which used the beach as a roadway, according to Jack’s president Tom Downer.
Morehead originally opened a storefront in 1885 in nearby Oysterville, selling general merchandise to travelers and pioneers during Washington’s earliest years of statehood. The general store now located in Ocean Park, Washington, has prospered, despite the ups and downs of 135 years of U.S. history.
In the beginning, Morehead hired the stagecoach line to haul his freight in exchange for a financial loan that helped him launch the general store.
The Washington territory became a state in 1889, the same year the local Clamshell Railroad was completed, creating a trade route between Washington ports at the city of Ilwaco on the Columbia River and the Nahcotta community on Willapa Bay. Morehead subsequently moved his operation to Nahcotta and then expanded to the Ocean Park area on the North Beach Peninsula.
3 Retailers Selling Unique Categories
Get tips on experimenting with niche product categories at TheRedT.com/find-niches
“We’ve always been driven by what customers ask for. We learn the most about new products when customers ask about a product that will solve their problem.”
—Tom
Since then, the business has outlived the retirement of stagecoaches and the diminished use of railroads for travel.
The store’s buildings have burned three times. And the operation has survived two World Wars, the Great Depression and several other economic downturns. The company lives on, serving an array of customers’ general store and hobby needs.
Downer, whose parents purchased the store from some Morehead descendants, now co-owns the store with two family members and a longtime employee.
Downer’s parents, Jack and Lucille Downer, bought the store from the Morehead family in 1969. Jack Downer had lost his job and was looking for a new career, and the final Morehead relatives operating the business were ready to retire but had no family members interested in running the business.
Jack and Lucille saw an opportunity, despite not having any retail experience.
They ended up leading the business through many years of change and growth. They had a solid operation running when Downer took over in 1984. Downer has worked for the business for 51 years, starting when he was 16.
He estimates that his family has overseen up to 20 construction projects on the 3 acres where Jack’s is located. The operation now has a 25,000-square-foot retail store, two fuel stations and multiple warehouses for storage. The store stocks more than 250,000 product SKUs.
The business is still a general store and sells groceries, home improvement products and a variety of niche categories, such as supplies for clam digging.
Downer works with more than 1,000 vendors to stock the store, but like other home improvement retailers, his job is more about service than products.
He is accustomed to answering questions about home repairs, listening to customers’ problems and helping them brainstorm fixes.
Jack’s home improvement categories include hardware, electrical, plumbing, tools and paint. The plumbing department is comprehensive and supplies pipes to local commercial, industrial and agricultural businesses. Shellfish and cranberry farmers are important agricultural customers for Jack’s.
If Jack’s doesn’t sell a product a customer is searching for, the store staff adds it to a list for Downer to consider adding to the inventory.
“We’ve always been driven by what customers ask for. We learn the most about new products when customers ask about a product that will solve their problem,” Downer says. “We are less in the merchandise business than we are in the solutions business.”
The COVID-19 pandemic has drawn an influx of shoppers to Jack’s during recent off-seasons.
People with vacation homes have chosen to stay along the coast in Washington instead of at their primary residences while they quarantine or work remotely. They have bought everything from cleaning supplies and groceries to vegetable seed and more canning products than Jack’s would typically sell in 10 years.
Jack’s has been able to leverage its large vendor network to stay stocked on most essential products and has managed to avoid running out of important household items such as toilet paper, Downer says.
Jack’s clam-digging equipment niche is an example of the store’s response to the market.
Jack’s Country Store is flanked on two sides by water—the Pacific Ocean and Willapa Bay, as it was when it first opened as a brick-and-mortar store in 1899 in Ocean Park.
The existing store is a stone’s throw from a beach that is popular with clam diggers and other visitors, Downer says. The coastline in front of the store can attract as many as 15,000 clam diggers per day during clam seasons, as well as vacationers, he says.
Business surges when customers flock during peak vacation times, such as spring break, and during the summer when visitors or part-time residents fill up local vacation homes.
“Our beach represents 40 percent of the state’s razor clam harvest area,” Downer says. “It creates a boom and bust cycle we’re accustomed to.”
Clam digging is so popular along the beach that Jack’s couldn’t stock enough clam digging tools through vendor orders to keep up with demand.
Tom Downer (left) of Jack’s Country Store in Ocean Park, Washington, has worked for the business for 51 years and seen significant growth in niche categories, including incandescent oil lamps, which the company has sold online since 1998. Jack’s was ahead of its time, exploring e-commerce before many newer and larger retail companies.
Jack’s found itself ahead of its time and built an e-commerce business before most younger and larger retail companies had given the internet a try.
The Jack’s team began making specialty shovels and tubes for diggers so they could serve customers better and now are a dominant manufacturer in the marketplace, Downer says.
Incandescent oil lamps made by the oldest U.S. manufacturer of kerosene lamps jump-started the company’s e-commerce business.
The Downers grew the category when customers began asking for the lamps in 1998 ahead of Y2K, when many theorists had predicted possible chaos due to computer problems at the turn of the millennium.
To meet demand, Jack’s began selling the oil lamps online in 1998 when the internet was still new to most people.
The store became well known for the lamps, which were hot sellers in 1999, but have remained popular products for the operation to sell worldwide.
Jack’s found itself ahead of its time and built an e-commerce business before most younger and larger retail companies had given the internet a try. As in decades past, Jack’s adapted in response to customer requests and hasn’t looked back.
“We’ve been selling online ever since,” Downer says.
Tom Downer, co-owner and president of Jack’s Country Store in Washington, has found retail success in listening to customers, meeting their needs and finding niche categories to sell. The store has adapted to serve shoppers better and made a name for itself in unique categories, such as clam-digging tools.
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Class starts in February. Apply today!
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Read the latest home improvement news at hardwareretailing.com/news
HOME IMPROVEMENT RETAILERS have seen sales spike throughout 2020, with each month showing year-over-year highs since COVID-19 began. The story for America’s contractors has been more nuanced. Ken Simonson, chief economist for the Associated General Contractors of America (AGC), says it’s important for retailers to understand how their pro consumers are doing. Discover some of his key industry takeaways now.
In November, the construction trade added 27,000 jobs from October, according to data from the U.S. Bureau of Labor Statistics. Simonson says hiring is still 270,000 jobs below February levels and partly imbalanced.
“There has been a dichotomy between residential construction and employment for nonresidential construction like buildings, specialty trades and heavy and civil engineering,” he says. “Residential construction has added back 93 percent of the jobs it lost in February and March, while nonresidential construction has only added back 58 percent.”
“I expect demand for new homes, additions and renovations to remain strong,” Simonson says. “But most nonresidential construction is likely to remain in a slump until many other sectors have recovered.”
This trend follows previous patterns observed after the Great Recession, when construction employment didn’t hit its bottom until January 2011, a year after the trough in overall nonfarm payroll employment.
Data from the U.S. Census Bureau shows total construction project spend in the first three quarters of 2020 was up 4.1 percent over the same time in 2019. Private nonresidential spending in particular rose nearly 8 percent.
As a new year begins, Simonson says home improvement retailers should know commercial remodeling will be a much stronger market than most other types of new nonresidential construction.
“This fact is going to provide opportunities but also challenges, since the quality of an item needed to remodel a large office building or hospital may exceed the capacity of the supply chain and cause delays for residential remodeling projects,” he says.
Learn how these metrics help your operation at hardwareretailing.com/industry-trends ANTICIPATE EMERGING OPPORTUNITIES IN THE CHANNEL
Building material and garden centers; in millions
Sources: The Conference Board; U.S. Department of Commerce, NAICS 444; National Association of Realtors; U.S. Census Bureau Data is not seasonally adjusted, meaning these graphs represent real-time shifts in the market.
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TIMBER MART Welcomes Quebec Retailer
TIMBER MART is adding retailer Matériaux Audet’s Quebec City and Saint-Marc-des-Carrières locations. Co-owner Mario Audet says the company will provide his operation with increased buying power to stay competitive in key categories. Matériaux Audet has operated for more than 70 years and has an 80-person staff and a fleet of 15 trucks.
Lowe’s Canada Introduces Electronic Tags
Lowe’s is now rolling out the merchandising upgrade across its Canadian locations. Currently, the tags are used exclusively for Lowe’s appliance category, but will soon be used for all departments.
TORBSA Welcomes New Member
Buying group TORBSA has announced that Alberta’s Monarch Centres will be its newest shareholder member. The company currently has multiple locations across Alberta. Monarch Centres has provided building materials to the Alberta marketplace for more than 20 years.
Castle Building Centres has announced that Hayduk Lumber & Hardware Ltd. will be its newest member. Based in Calmar, Alberta, Hayduk Lumber & Hardware was founded 90 years ago and remains operated by the Hayduk family.
Alliance Sports Group .......................................................................................................................7
skeeter-hawk/retailer.com; 800-255-6061
Bonide........................................................................................................................................................23
bonide.com; 248-427-0825
Do it Best Corp. ....................................................................................................................................3 doitbestonline.com; 888-364-8237
Emery Jensen Distribution ...........................................................................................................9 emeryjensendistribution.com; 866-681-1836
Floorotex ...................................................................................................................................................15 floorotex.com; 949-294-7382
House-Hasson Hardware Company ......................................................................................17 househasson.com; 800-333-0520 ext. 212
Midwest Fastener Corp. . .....................................................................................................IFC - 1 fastenerconnection.com; 800-444-7313
NHPA Foundations of Leadership Program ...................................................................57 YourNHPA.org/fol
NHPA Membership.........................................................................................................................BC YourNHPA.org/membership
NHPA Podcasts ...................................................................................................................................59 YourNHPA.org/podcasts
NHPA Subscriptions.........................................................................................................................26 YourNHPA.org/subscribe
NHPA Young Retailer of the Year.............................................................................................11 YourNHPA.org/yroty
Orgill Inc. ...................................................................................................................................64 - IBC orgill.com; 800-347-2860
SONIN, Inc. .............................................................................................................................................14 sonin.com; 800-223-7511
Stihl Inc. . ....................................................................................................................................................5 stihlusa.com; 800-467-8445
ULINE..........................................................................................................................................................14 uline.com; 800-295-5510
Wingate Sale Solutions..................................................................................................................27 wingatesalesinc.com; 888-480-7253
Woodland ................................................................................................................................................22 pinecar.com; 573-346-5555
Note: This index is provided for the convenience of our advertisers and readers. The publisher assumes no liability for errors or omissions.
You’re a Member
For more information about the benefits of being an NHPA member, visit YourNHPA.org.
The North American Hardware and Paint Association (NHPA) board of directors helps the association communicate and prioritize the needs of independent retailers like you.
AS A NOT-FOR-PROFIT, NHPA is governed by a board of directors, which is made up of independent retailers. With the guidance of retailers on the board, the association has existed since 1900, and has provided independent home improvement retailers with a range of educational tools, industry advocacy and opportunities to gather and share ideas and best practices.
This month’s cover story introduces Dan Harris, chairman of the NHPA board of directors. Learn more about Harris, who owns two hardware stores in the Chicago area, on Page 30. Here, meet the retailers who compose the current NHPA board of directors.
Harris and his wife, Pattie, opened their first store after Harris first pursued a career on the corporate side of hardware. They opened a second store shortly after. Some domain challenges with their city led to the closure of their first store, but they were determined. They opened another location in the Chicago area and both stores are successful today. Now, Harris is starting his second year as chairman of the board of the NHPA, which he has been active on for nearly a decade.
Jared’s Ace Hardware BISHOPVILLE, SC
Tommy’s Paint Pot EUGENE, OR
Smith owns Jared’s Ace Hardware and Crossroads Outdoors in Bishopville, South Carolina. He has spent most of his life working in the home improvement industry, first working for his family’s business and then working for several years in the wholesale hardware industry. He returned to Jared’s Ace Hardware to work full time in 1981, expanding his father’s business into the thriving enterprise it is today.
Bond bought Tommy’s Paint Pot in 2002, fulfilling a dream to own his own business after working in retail management and sales in other sectors. He operates three locations in western Oregon. Bond was formerly chairman of the Paint and Decorating Retailers Association, which served retailers for more than 75 years. When NHPA opened its membership to paint and decorating retailers, Bond was eager to represent independent paint retailers on the NHPA board.
David Dishke
Grand River Home Hardware
CALEDONIA, ON
Scott Jerousek
Farm and Home Hardware
WELLINGTON, OH
Ryan Ringer
Gold
Beach
Lumber Co.
GOLD BEACH, OR
Dishke’s family started Grand River Home Hardware nearly 50 years ago, and Dishke began working for the hardware store in 1986 at age 15. In 1996, Dishke became manager and part owner of the business. In 2004, NHPA honored him as a Young Retailer of the Year. He has overseen store remodels and business expansions over the years, steadily growing the family business. In 2018, he purchased a second store in Hagersville, Ontario.
Jerousek is the third generation of his family to own Farm and Home Hardware in Wellington, Ohio, which originally opened in 1960. Jerousek grew up working at the store and bought the business from his father and uncle in 2007. He went on to buy the company’s second location in 2017, and as a result, was able to more than double his operation’s sales volume. NHPA honored him as one of the industry’s Top Guns in 2017.
Ringer represents the fourth generation of his family to own and operate Gold Beach Lumber, which he bought from his parents in 2015. Ringer has worked full time for the company since 2001 and has led the company’s growth in recent years. Under Ringer’s leadership, the company expanded its store count from one to seven locations in the past 12 years, including a handful of acquisitions. NHPA named Ringer a Young Retailer of the Year in 2015.
Round Top Mercantile Co.
ROUND TOP, TX
Matt Woods Woods Hardware
CINCINNATI, OH
Sacks is co-owner and managing partner of the business, which opened in 1984. She started at the company in high school and became an assistant manager in 2005 after she graduated from college. She and her husband Michael bought the business from Michael’s parents in 2014, the same year they expanded the store to its current size of 20,000 square feet. Sacks was named an NHPA Young Retailer of the Year in 2017 for her efforts growing the business.
Woods is president and CEO of his family’s business, which has four locations in Ohio and one location in Kentucky. He oversaw the move of a 1,500-square-foot hardware store and locksmith business to an 8,000-square-foot location after a $1.5 million remodel. He also led the company’s acquisition of a local multistore hardware operation and online business. He oversaw development of the company’s virtual store tours and expansion of its e-commerce business.
The NHPA board of directors represents high-achievers who are committed to giving back to the independent retail industry.
Four of the current North American Hardware and Paint Association (NHPA) board members are former Young Retailer of the Year honorees, a program that recognizes the accomplishments of retailers age 35 and younger. Learn more about the board members’ early accomplishments at YourNHPA.org/YROTY-board and nominate the young retailer in your life at YourNHPA.org/yroty
“Orgill recognizes that no two businesses are alike. They help us tailor our programs and product selection to best serve the needs of our customers.”
Pete Meichtry Ganahl Lumber California
