CONNECTIONS Follow Us Online
HEADQUARTERS
1025 East 54th St. Indianapolis, Indiana 317-275-9400
NHPA@YourNHPA.org YourNHPA.org
OUR MISSION
The North American Hardware and Paint Association (NHPA) helps independent home improvement and paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
NHPA BOARD OF DIRECTORS
CHAIRMAN OF THE BOARD
Jared Smith, Jared’s Ace Hardware, Bishopville, South Carolina
EXECUTIVE VICE CHAIRMAN
Craig Bond, Tommy’s Paint Pot, Eugene, Oregon
DIRECTORS
Alesia Anderson, Handy Ace Hardware, Tucker, Georgia
Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri
Ned Green, Weiders Paint & Hardware, Rochester, New York
Scott Jerousek, Farm and Home Hardware, Wellington, Ohio
Ryan Ringer, Gold Beach Lumber Yard Inc., Gold Beach, Oregon
Jackie Sacks, Round Top Mercantile Co., Round Top, Texas
SECRETARY-TREASURER
Bob Cutter, NHPA President and CEO
STATE & REGIONAL ASSOCIATIONS
MIDWEST HARDWARE ASSOCIATION
Jody Kohl, 201 Frontenac Ave., P.O. Box 8033 Stevens Point, WI 54481-8033
800-888-1817; Fax: 715-341-4080
NHPA CANADA
NHPA CANADA
Michael McLarney, +1 416-489-3396, mike@hardlines.ca 330 Bay Street, Suite 1400 Toronto, ON, Canada M5H 2S8
CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES
CIRCULATION DIRECTOR
Richard Jarrett, 314-432-7511, Fax: 314-432-7665
COMING IN AUGUST
Taking on Technology
Technology is more important to retail than ever before, and it is crucial to curate technology offerings to your customers’ needs and your company’s capabilities. In the August issue, Hardware Retailing shares examples of retail technology from three retailers, covering programs that any operation can implement to technology that seems lightyears in the future.
Hardware Retailing (ISSN0889-2989) is published monthly by the North American Paint and Hardware Association, 1025 East 54th St., Indianapolis, IN 46220. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $110/year. Single copy $7. The Annual Report issue can be purchased for $30.
Periodical postage paid at Indianapolis, Indiana, and additional mailing offices.
POSTMASTER: Send address changes to Hardware Retailing P.O. Box 16709, St. Louis, MO 63105-1209.
All editorial contents © 2022 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.
EDITORIAL, DESIGN & PRODUCTION 317-275-9400, editorial@YourNHPA.org
COMMUNICATIONS & CONTENT MANAGER
Melanie Moul, mmoul@YourNHPA.org
PRODUCTS & DIGITAL EDITOR
Hans Cummings, hcummings@YourNHPA.org
ASSOCIATE EDITOR
Lindsey Thompson, lthompson@YourNHPA.org
ASSOCIATE EDITOR
Carly Froderman, cfroderman@YourNHPA.org
GRAPHIC DESIGNER
Autumn Ricketts
DIGITAL MEDIA SPECIALIST
Kevin Trehan
PRODUCTION MANAGER
Austin Vance
SALES & PRODUCTION ASSISTANT
Freda Creech
MARKETING & COMMUNICATIONS
EXECUTIVE DIRECTOR, INNOVATION & ENGAGEMENT
Whitney Daulton
MARKETING MANAGER
Julie Leinwand
NHPA SALES
FIELD SALES MANAGER & SOUTHERN SALES DIRECTOR
Scott Gilcrest, sgilcrest@YourNHPA.org, 317-508-7680
MIDWEST SALES DIRECTOR
David Brodowski, dbrodowski@YourNHPA.org, 440-520-9551
NORTHEAST, NORTHWEST & CANADA SALES DIRECTOR Jordan Rice, jrice@YourNHPA.org, 217-808-1641
EXECUTIVE STAFF
PRESIDENT & CEO
Bob Cutter
CHIEF OPERATING OFFICER & PUBLISHER
Dan Tratensek
CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES
David Gowan
MEMBER SERVICES & TRAINING
800-772-4424, NHPA@YourNHPA.org
DIRECTOR OF MEMBER SERVICES & EVENTS
Katie McHone-Jones, kmchone-jones@YourNHPA.org
TRAINING MANAGER & EDITOR
Jesse Carleton, jcarleton@YourNHPA.org
RETAIL ENGAGEMENT SPECIALIST
Renee Changnon, rchangnon@YourNHPA.org
DATA & INFORMATION COORDINATOR
Natalie Harris
EXECUTIVE DIRECTOR, PAINT & DECORATING PROGRAMS
LeAnn Day, lday@YourNHPA.org
EXECUTIVE DIRECTOR, ADVANCED RETAIL EDUCATION PROGRAMS Scott Wright, swright@YourNHPA.org
DIRECTOR, ORGANIZATIONAL DEVELOPMENT & CONSULTING Kim Peffley, kpeffley@YourNHPA.org
The Future of Flooring
Pack Your Outdoor Bags
Outdoor
On the Floor
From wide plank wood floors to gray-toned carpet, customers have many options when it comes to flooring. Discover the latest trends in flooring from Coakley Home and Hardware.
As a Do it Best member-owner, you can invite your customers to explore the industry’s largest selection of liquid paints, primers, and sundries.
The Color Bar™ transforms your paint department into an informative, inspirational customer experience that will keep them coming back.
Add product training and support, exclusive brands, and efficient delivery from our warehouses, and it‘s easy to see how Do it Best can establish your business as the first, best and only choice for paint.
Discover how Do it Best can help you become your community’s paint shopping destination. Call us today at 888-DO-IT-BEST (888-364-8237) or visit doitbestonline.com.
ONLINE
Stay Informed
Scan this QR code or visit hardwareretailing.com/july to read these stories and more resources for your operation.
INDUSTRY AWARDS
A Promising Future
Through the Young Retailer of the Year recognition program, the North American Hardware and Paint Association identifies the next generation of aspiring independent home improvement and paint retailers and recognizes individual achievements in the industry. See how this year’s honorees are making an impact in their operations and communities.
Honoring the Honorees
Don’t miss the Young Retailer of the Year virtual ceremony on July 20 at 2 p.m. EST, where we’ll learn more about the honorees and recognize their achievements. Register today at YourNHPA.org/yroty
One Goal, Different Roads
From finance to food service, this year’s Young Retailer of the Year honorees come from a variety of backgrounds. Hear from each of the honorees as they share about their journeys into the home improvement industry.
Upper-Level Learning
Several of this year’s honorees have participated in NHPA’s Retail Management Certification Program. Learn how this college-level program gives retailers the skills to grow their operations in a changing retail landscape.
Find More Stories Online
ASSOCIATION
NHPA in NYC
Come along for the ride as NHPA’s Renee Changnon and Katie McHone-Jones take on the Big Apple and visit NYC retailers in Renee on the Road.
PRODUCTS Beat the Heat
Just in time for the dog days of summer, discover the must-have coolers you should be stocking to keep your customers cool for picnics, parties and perfect summer days.
CATEGORY
Eco-Friendly Floors
More than a passing trend, eco-friendly options are in high demand for all parts of the home, including flooring. See the green options you can stock to give your customers sustainable options for their homes in a variety of textures, colors and materials.
CATEGORY
Who’s Who in Flooring
From neutral colors to wide planks to extra texture, learn the latest trends in wood flooring to share with your customers to help them choose the best option for their spaces.
The eight 2022 Young Retailer of the Year honorees represent independent home improvement and paint operations from across North America.
Fresh ideas or home improvement. for
Strength and selection go together with Outdoor Accents ® decorative hardware from Simpson Strong-Tie. We’re always expanding our Mission Collection ® and Avant Collection™ lines with new products and accessories, making it easy to enhance outdoor structures and living spaces. Both lines feature an innovative hex-head washer and fastener combo for the look of a bolted connection that installs as easily as driving a screw. Plus, our code-listed connectors and fasteners are rigorously tested for performance. So whether your customers are building a planter box or a pavilion, it will be strong, safe and beautiful for years to come. To see our complete lines of Outdoor Accents decorative hardware, visit go.strongtie.com/outdooraccents or call (800) 999-5099.
EDITORIALLY SPEAKING
CONNECTIONS
Send Melanie a Message mmoul@YourNHPA.org
Melanie Moul
“This industry relies on tenacious, passionate young people to take charge.”
The Young Aren’t Restless
WHEN I WAS IN KINDERGARTEN , I spent the morning at school, and then I would be home just in time to join my mom for her daily stories. In her case, it was “The Young & the Restless.” I’m not necessarily advocating for 6-year-olds to be subjected to the drama of soap operas, but I did develop an affinity for moody lighting and overly complex storylines that are the basis of any good daytime drama.
While I have fond memories of watching that show with my mom, I certainly didn’t get a realistic perspective of what it means to be young and determined. Luckily, in this issue of Hardware Retailing, you have the opportunity to meet eight young people who are the future of the independent home improvement industry, and determination is an inherent trait.
Starting on Page 22, we are recognizing the recipients of the 2022 Young Retailer of the Year Award, from the North American Hardware and Paint Association (NHPA). For 26 years, NHPA has been celebrating the achievements of young professionals who can be described as anything but restless. This year’s honorees are proud to have found fulfilling careers in this industry—whether they have been sweeping floors since they were children or only recently discovered the possibilities it offers. And they’re thrilled to share their stories and passion for what they do.
The highlights you’ll see here in the magazine are just the beginning.
I invite you to visit YourNHPA.org/yroty to watch video clips to learn more about each honoree’s background and read about their successes. Additionally, you’ll be able to register to attend the virtual ceremony that will celebrate all of their achievements. On July 20 at 2 p.m. EST, join us to hear from each honoree about what this award means to them, to their teams and to the future of their operations.
This industry relies on tenacious, passionate young people to take charge, and the Young Retailer of the Year Awards have consistently shown that the next generation is out there, ready to engage. So, turn off the mood lighting and let go of 40 years of daytime TV grudges. It’s time to celebrate The Young & the Resolute.
Melanie Moul Communications & Content Manager
Leading Dealers Choose the Industry Leader.
For over 116 years, House-Hasson has been the wholesale hardware supplier of choice for the world’s most successful dealers. Why? Because we customize a store solution just for you.
Whether store set design and fixtures, point-of-sale, pricing and bar-coding, marketing and advertising, market feasibility demographics research, or digital merchandising and inventory control, we integrate it all for you, so that together, we can help you operate your store successfully in a world that’s changing by the hour. Supply chain issues? We have our own fleet of trucks and logistics systems so that we can deliver when others can’t.
Our industry experts work hard to ensure that we design and deliver the programs, products, and services that make you profits. And isn’t that what it’s all about? Join us.
TAKING CARE OF BUSINESS
Dan Tratensek
YourNHPA.org/tcb-pod
“Just like we encourage you, as retailers to expand your horizons, we also feel that it’s important to expand ours.”
Think Global, Sell Local
AS I WRITE MY COLUMN , I also find myself gazing out a hotel window at the lush Danish countryside where rolling green hills meet with the water’s edge. I consider myself rather lucky to actually be tending to business with such a beautiful backdrop.
So, what am I doing on the outskirts of Copenhagen, you might ask?
I’m participating in the annual meeting of the International Hardware Association (IHA), which takes place prior to the Global DIY Summit. IHA is actually an association of other hardware associations, and I have served on its board of directors for the past three years. Just recently, IHA merged with another organization called the Global Home Improvement Network.
Together with the European DIY Retailers Association, all of these organizations come together annually at the Global DIY Summit to hear speakers from around the world and share interests about the industry. We also get a unique opportunity to tour the region’s most prominent home improvement retailers. The area’s most prominent retailers participate in these tours, so we get to see everything from the largest operators to smaller, family-owned businesses.
I wanted to discuss my trip this month for a couple reasons.
One, I wanted to illustrate that, at the North American Hardware and Paint Association (NHPA), we practice what we preach. Just like we encourage you as retailers to expand your horizons, we also feel that it’s important to expand ours. Seeing what is taking place in other areas of the world in regard to retailing is very eye-opening.
It is also eye-opening to see that North America does not have the market cornered when it comes to retail innovation. I have seen some of the most impressive operations through these events. (For more on these store visits, go to hardwareretailing.com/nhpa-travels).
I also wanted to stress that we feel it is important for NHPA to participate in the global home improvement community. That means interacting with other organizations, sharing ideas, gleaning best practices and working together to solve issues that stretch beyond our borders.
We often talk about how important it is for you to contribute to the industry, such as attending events like the National Hardware Show or participating in your association. So, while I prepare for a week of meetings with international home improvement industry representatives, I encourage you to consider how to broaden your horizons: Plan a trip, join an organization or become more active in the industry.
I can’t promise breathtaking views of the Baltic Sea or golden, flaky, cheese-filled pastries on every trip you take, but I can promise that it will be rewarding personally and professionally.
Dan M. Tratensek Chief Operating Officer & Publisher
ENGAGE Register to Attend
Join us as we celebrate the 2022 Young Retailer of the Year honorees in a one-hour virtual event on July 20 at 2 p.m. Reserve your seat at YourNHPA.org/yroty
You’re Invited
Meet the next generation of independent home improvement retailers at the 2022 Young Retailer of the Year virtual celebration hosted by the North American Hardware and Paint Association (NHPA) on July 20.
Through the Young Retailer of the Year program, NHPA highlights the achievements of independent home improvement retailers
THANK YOU TO OUR SPONSORS
35 years old and younger. The program honors retailers in three categories: sales under $3 million; sales above $3 million; and multistore operations.
The Young Retailer of the Year virtual ceremony is open to the public, but seats are limited. Visit YourNHPA.org/yroty to learn more and register to attend. Meet the 2022 honorees on Page 22.
This program would not be possible without the support of our sponsors. The following companies have invested in the future of the independent home improvement channel.
2022 Cost of Doing Business Deadline Extended
Complete the survey by July 15 to receive a free copy of the study. Visit YourNHPA.org/codb to get started.
Do you know how your operation measures up to typical and high-profit operators in the home improvement industry?
NHPA’s Cost of Doing Business Study is a financial benchmarking tool that delivers data and insights to help retailers increase profits and strategize for their financial future and success.
The final day to submit your operation’s financial data is July 15. For your participation in the study, you’ll receive a free copy of the study along with a personalized financial analysis of your operation with ratios and other financial tools.
Take the Survey
Participation in the Cost of Doing Business Study is free, easy and confidential. To learn more or participate, visit YourNHPA.org/codb
EDUCATION
Foundations of Leadership
Visit YourNHPA.org/fol to download the Foundations of Leadership Learning Guide.
EDUCATION
Invest in Your Employees With Online Training
The deadline to enroll in the upcoming Foundations of Leadership courses is July 29. Visit YourNHPA.org/fol to learn more.
Are you looking for ways to encourage and retain your managers, supervisors and key employees? Today’s employees are looking for companies that are willing to invest in them, and NHPA’s Foundations of Leadership program courses can help give new and developing leaders the confidence, knowledge and skills they need to succeed.
Foundations of Leadership is an online, industryspecific leadership development program designed to fit students’ busy schedules. The nine-week courses offer self-paced and cohort session options.
TRAINING
About the Foundations of Leadership Courses
Complete all three to get a certificate in leadership.
Your Leadership Style
Apply by July 29 Students will learn about their unique leadership style and strengths for their ongoing leadership growth and development.
Leading Your Team
Apply by Oct. 8 This course teaches students the critical components of building and leading a team.
Financial Management
Apply by July 29 Students will focus on the key financial management skills that developing leaders need to manage the financial side of business.
Help Your Team Master Add-on Sales
Enroll in the Project PRO training series by becoming an NHPA Premier Member. Visit YourNHPA.org/membership.
One tangible way retailers can increase their level of customer service is to make sure customers have everything they need before they leave the store. One-stop shopping helps solidify your place as a destination for their next project.
Merchandising tactics, such as project endcaps, impulse displays and cross-merchandisers, can remind customers of something they may have forgotten. Even more effective are knowledgeable employees who can help customers find everything for a project.
NHPA designed the Project PRO series of online training courses to help employees be more proficient at add-on sales. The series of courses explores 15 projects commonly sold in home improvement stores, such as fixing a leaky toilet, deck maintenance and repair and exterior painting.
Each course helps employees understand:
• Why project sales are important
• Step-by-step instructions for completing the project
• How to recognize a customer’s product needs
• Critical add-on sales for the project
• Answers to customers’ frequently asked questions
TRENDS
RESOURCES
Primed to Paint
Discover painting tips to share with new movers at YourNHPA.org/trainers-toolbox
UP Moving
WHY NEW MOVERS MAKE GOOD CUSTOMERS
ACCORDING TO V12’s 2021 New Mover Trends Report, 83% of new movers take on home improvement projects and 64% purchase home improvement items before their move. As consumers relocate, retailers have the opportunity to gain new customers and cash in on new movers.
Project Selection
A person in the U.S. can expect to move approximately 11.7 times. By the Numbers
$4,500
$4,000
70% of new movers anticipate moving again in the next 12 months.
Source: V12’s 2021 New Mover Trends Report; National Association of Home Builders’ Economic Report; U.S. Bureau Of Census; 2021 Migration Report, North American Moving Services.
The customer has spoken, and when it comes to choosing the best for their paint projects, Benjamin Moore and our network of independent retailers are the BEST! We couldn’t have ranked #1 among Interior Paints and Paint Retailers in the 2022 J.D. Power Paint Satisfaction Study* without you. THANK YOU, RETAILERS!
PRODUCTS
Retailer Recommendations
Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and reasons why you love it.
Pocket Tool
Spirit MXBS is a Swiss-made multitool with 24 lockable functions. It features one-handed opening for quick and easy access to the belt cutter and large blade. The blade is lockable, and other functions include needle-nose pliers, hard and soft wire cutters, screwdrivers, a reamer, a can opener, a bottle opener, a crate opener, a wire bender, scissors, a metal saw, a metal file, a chisel and scraper, cable cover cutters, a wire stripper and a lanyard hole.
VICTORINOX
swissarmy.com or 800-442-2706
Top Handle Chainsaw
Makita’s 18V LXT® Lithium-Ion Brushless Cordless 12-Inch
Top Handle Chain Saw offers up to 150 cuts with 2x2 cedar, 20% faster than a 22cc gas engine chainsaw. Its compact, top handle design is ideal for pruning, trimming and limbing. It features a built-in LED on/off switch with auto power-off function, low noise level, zero emissions and torque boost mode for cutting dense material.
MAKITA USA INC. makitatools.com or 800-462-5482
Portable Wet/Dry Vacuum
Vacmaster’s Beast Wet/Dry Vacuum features a portable 5-gallon polypropylene tank and a 5.5 Peak HP motor. It includes an onboard hose, cord and accessory storage, a high-efficiency fine dust filter and a 25-foot power cord. It has a 25-foot cleaning reach with a hose and power cord and converts to a blower.
VACMASTER
vacmaster.com or 866-384-8432
Carbide Teeth Hole Saw
Available in sizes ranging from ¾ inch to 6 inches, Milwaukee’s HOLE DOZER™ with Carbide Teeth Hole Saws cut through stainless steel, cast iron, fastener-embedded wood, cement board, fiberglass, plaster, asphalt shingle and more. Deep gullets in the saw clear material fast, and all-access slots provide quick plug removal, resulting in efficiency and productivity with less downtime between holes.
MILWAUKEE TOOL milwaukeetool.com or 800-729-3878
“Zamzows lawn food is specially formulated to work on lawns with hard-packed clay and alkaline soil types by giving it the balanced diet it needs to stay healthy and strong. It is also safe for kids and pets. I love it and use it myself!”
—Mara Kirby-Garcia, Kinney & Keele True Value Hardware
Lawn Food
Safe for kids and pets, Zamzows Spring and Summer Lawn food is all natural and designed to build nutrients in the soil and activate the microbes that aid grass health. It improves heavy claw soil conditions with better aeration and moisture retention.
ZAMZOWS zamzows.com or 208-465-3630
Tea Bag Caddy
YouCopia’s TeaStand® Tea Bag Cabinet
Organizer and Caddy organizes over 80 tea bags in a slim space and includes eight removable, dishwasher-safe bins. It stands on any surface and fits in standard cabinets. A 120-bag caddy is also available.
YOUCOPIA
youcopia.com or 888-973-9288
Tool Bag
Klein Tools’ Tool Bag is constructed from heavy-duty No. 8 black canvas and is rivet-reinforced for durability. It features a hinged steel-frame mouth, stitched and riveted leather handles, two retaining straps with buckles, a moisture-resistant vinyl bottom and nonscratch feet on the base.
KLEIN TOOLS kleintools.com or 847-821-5500
Cordless Drill/Driver
Metabo’s BS 18 LTX BL I Cordless Drill/Screwdriver features a selectable impulse mode for the removal of damaged screws and spot-drilling on smooth surfaces, overload protection, precision stop, integrated LED work light with a night light function and electronic safety shutdown of the motor to prevent kickback. It includes a belt hook and bit holder that can be fixed on the left or right side of the tool.
METABO®
metabo.com or 800-638-2264
Mid-Range Impact Wrench
DeWalt’s 20V MAX XR® Cordless ½ Inch Mid-Range Impact Wrench with Detent Pin Anvil delivers 600 ft-lbs of max fastening torque and 800 ft-lbs of max breakaway torque. It is designed to help prevent overtightening in forward and run-off in reverse, integrating a Precision Wrench™ setting to help optimize user control. Its compact size and weight (4 pounds without battery) make it ideal for pipe flanges, grooved couplings, tilt wall braces, wheel lugs, concrete anchor setting and other applications where high torque is needed in compact spaces.
DEWALT
dewalt.com or 800-547-0780
Shelf Pin Jig
The Kreg Shelf Pin Jig features a hardened steel drill guide to allow workers to drill clean, precise holes at 1 to ¼ inch (32mm) increments. Two jigs can be snapped together to drill more holes in one run. It includes a ¼-inch (6mm) brad-point bit.
KREG
kregtool.com or 800-447-8638
Door Pin Removal Tool
MARSHALLTOWN’s Door Pin Removal Tool can be used to easily remove door pins from hinges. A spring-steel retaining clip secures the door pin during removal. The tool features an anti-slip knurled grip, and its plating is rust- and corrosion-resistant.
MARSHALLTOWN
marshalltown.com or 800-888-0127
Scaffold Level
The PREXISO PPL250M Scaffold Level is an aluminum frame bubble level with large, easy-to-read vials. It allows for 90- and 180-degree leveling and features a magnetic base for hands-free operation on most metallic surfaces.
PRIME-LINE PRODUCTS primeline.net or 800-255-3505
SHIPPING SUPPLY SPECIALISTS
Rubberized Sealant Spray
Gorilla Waterproof Patch & Spray is a flexible, rubberized coating designed to smoothly cover small gaps and cracks, forming a watertight seal. It is self-leveling, temperatureand UV-resistant, seals out water, air and moisture and is paintable when dried.
GORILLA GLUE CO.
gorillatough.com or 800-966-3458
BUSINESS FOR S A LE
Hoosick True Value
Location: Hoosick Falls, New York
Gross Revenue: $1.26 million
Price: $1.875 million
This opportunity offers a turnkey sale of a general hardware operation located in northeastern Rensselaer Co., New York. The business serves five towns, southwestern Bennington Co., Vermont, and 25 miles east of Troy, New York
BUSINESS FOR SALE
Private Business
Location: Alabama
Gross Revenue: $2.21 million
Price: $649,000
SEEKING BUSINESSE S
The Aubuchon Company
For our next acquisition, we are looking for :
• Single-store and multi-store hardware operations
• Located in northeast and southeast United States
• Store size of 5,000-30,000 ft2
• At least $3 million in average store sales
SEEKING BUSINESSE S
Bolster Hardware
We are looking for:
• Geography agnostic
• With or without real estate
• Store revenues of $1.5M+
• We prefer to honor the family name and heritage in the local community by not changing the name
• We prefer to keep all employees as part of the acquisition
To see full listings, visit YourNHPA.org/marketplace or email marketplace@yournhpa.org
ASSOCIATION
Rewarding the Future
See how NHPA recognizes rising stars in the industry through the Young Retailer of the Year program. Learn more at YourNHPA.org/yroty
The Future Is BRIGHT
Meet the 2022 Young Retailer of the Year Honorees
BY LINDSEY THOMPSON
Each year, the North American Hardware and Paint Association (NHPA) honors the best and brightest in the independent home improvement industry through its Young Retailer of the Year awards. Honorees are chosen based on criteria such as career accomplishments, community involvement, ongoing education within the industry and extracurricular activities.
The honorees are selected from three categories: Under $3 million in annual sales, over $3 million in annual sales and operations with multiple locations.
On the following pages, each of the honorees shares industry insights and the ways young retailers can make a difference in their operations and communities.
THANK YOU TO OUR SPONSORS
Don’t miss the Young Retailer of the Year virtual awards ceremony on July 20 at 2 p.m. EST, where we’ll learn more about the honorees and recognize their achievements. Register today at YourNHPA.org/yroty
YOUNG LEADERS
The Young Retailer of the Year awards program recognizes high-achieving young people who are the future of the industry.
What advice would you give to a young person considering a career in home improvement or retailing?
KYLE ADAIR
“Go for it. Sometimes you get caught up in the path you think you have to go on, but that path can absolutely change. Coming out of high school and college, I would not have thought I would own a hardware store ever. But then I realized I can build something to have an impact in my community.”
BRANDON WRIGHT
“You need to immerse yourself in everything, but you also have to build the team. If you want to actually be successful in the long term, it can’t just be on you. You have to build a team to help you accomplish your goals. If you don’t, you will either fizzle out, or you’ll be a flash in the pan because you can’t carry the load by yourself forever.”
JADE HAYNIE
“I never thought I was going to be in this industry, and so just doing hands-on training and learning and being a part of a group like NHPA’s Retail Management Certification Program (RMCP) has definitely rubbed off on me. Especially if they’re new like me and never had any retail experience period, join different organizations like RMCP.”
ADAM MOULTON
“My uncle told me before I got into the business that there are going to be a million decisions coming your way. And the part that really hinders people in this type of role is they get bogged down. They freeze because they can’t make a decision because they don’t want to make a wrong decision. His advice to me was to make the best decision you can as quickly as you can at the time, and at the end of the day just make more right ones than wrong ones. You’re going to learn from the wrong decisions.”
HONOREE
Allandalle, Ingersoll & Woodstock Home Hardware Building Centres
LOCATION
Woodstock, Ontario
CATEGORY
Under $3 Million in Annual Sales
CONNECT WITH THE STORES
AllandaleHHBC IngersollHHBC WoodstockHHBC
Why is training and employee development important to your operation?
NICOLE ANDERSON
“We need to be taking part in ongoing education all the time, as things are changing in this world daily. The only way to keep up with the changes is to keep learning. I have taken part in RMCP, I’ve done Dale Carnegie programs. When it comes to our team, I always encourage my team to find free webinars, YouTube videos or other learning outlets, and keep learning. If you are eager to learn, you will do it.”
BRANDON DONAHUE
“I attend a lot of the paint shows and seminars, which are helpful because there are so many different companies showing new products and you can get more hands-on information on them at the shows. We also give our employees a new product and let them try it out to see how it performs, how it works and if they have any questions before they start selling it.”
ADAM MOULTON
“I think a lot of it boils down to different mentorship opportunities. For me, one of those mentors is my older brother who owns a number of Home Hardware locations across Ontario as well. I take the time to discuss and understand how he managed that growth, how he managed that stress. What does it look like as a leader to be able to step in and work with your teams? How do you accomplish that? He’s achieved all those things as he’s been going through and has taught me so much.”
COREEN PIERCE
“I love to learn, no matter what it is, I love to soak up new information. Just this past year, I completed the RMCP courses, so I’m really proud of that and I’m looking forward to sponsoring future attendees from Koopmans. For next year, and hopefully years beyond, we want to send a team every year and keep our business improvement projects going.”
EDUCATION
Build Your Knowledge
Learn
What are some of the biggest opportunities home improvement retailers have?
BRANDON DONAHUE
“Being an independent business, we’re able to go to different companies to find those products that can fill in for other products that might not be in stock. We have more opportunities to serve the customers; if there’s something that might not be available from someone, we can get it from someone else. We can better stay on top of orders every day; right now, I put in an order five days a week. There’s a lot of opportunity to grow your customer base by being able to provide products.
JADE HAYNIE
“We get that one-on-one connection with our customers and get to build relationships, whether they buy something at your store that day or not. We also have the opportunity to walk a customer over to a product, explain it and show them how to use it versus just pointing to an area and making them figure out what they need.”
CORY RHYNEHART
“I think the generations coming up are fed up with the large retailers, they like that personal hometown feel, that service that goes above and beyond. If you look at the Google reviews on a lot of these smaller businesses, they’re filled with people who love that company. As people move away from those bigger retailers back to independents, I think we have an opportunity to capitalize on that.”
BRANDON WRIGHT
“The biggest opportunity I see is being customer focused. The internet has changed the game for everybody, and it’s really easy to order products online. Customers now expect the same convenience they get online at the store level as well. I think being convenience-focused is going to be what independent retailers have to do well in order to succeed. And then a lot of the convenience part for our organization is customer service where if you’re not waiting on customers, you’re not more convenient than your competitors, and therefore they’re not shopping with you.”
COREEN PIERCE
Koopman Lumber
LOCATION
Massachusetts
CATEGORY
HONOREE CONNECT
Koopman_lumber
KoopmanLumber andHardware
What are some of the most valuable lessons that you’ve learned from the pandemic?
KYLE ADAIR
“COVID-19 beat a lot of people down, but it actually inspired us to just do what we do even better. The world changed; everyone put on masks and everyone was just trying to distance themselves. But the hardware store was a place where everyone could almost come back together. We could just be light in the community, be a place where someone knows your name and asks, ‘How are you doing today?’ in a time when that just didn’t happen.”
NICOLE ANDERSON
“One of the things I love about Wilco is that we are a planning company, we plan everything to a tee. But when the pandemic started, we had all these plans ready to go but we couldn’t execute on those plans. One of the most valuable things I’ve learned is that you really need to be flexible, you need to be adaptable. You can have plan A, B and C in place, but potentially, they could all go out the window.”
BRANDON WRIGHT
COREEN
REEN PIERCE
“No woke and twice our communities segment went I think So I
industry is immune to the craziness. One day we ke up and the whole world was different, we were doing ce the business with half the staff. We realized that communities are strong, and the home improvement ment became even more important as peoples’ attention nt to their homes. I think that trend is going to continue; hink people are realizing how important their homes are. don’t think this industry is going anywhere.”
RY RHYNEHAR T
CORY RHYNEHART
e learned you just have to be very fluid and willing to k quickly. Maybe a vendor doesn’t have this one product looking for, but this other vendor has it temporarily, maybe I’ll switch to that. And just using the technology we’re paying for, utilizing that to help us with these porary shifts of product lines and availability.”
“We look quickly. Maybe a vendor doesn’t have this one product I’m so maybe I’ll switch to that. And just using the technology that temporary shifts of product lines and availability.”
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Insights From The Home Improvement Research Institute
BY MATT CRAIG
e at the Home Improvement Research Institute (HIRI) are routinely asked, “Where is the home improvement market headed?” The answer to this question has always been, “Well, it depends on which segment or category of the industry.” This question has become even more common over the last couple of years thanks to the chaos a global epidemic brought us. The flooring market is a great example of this point, showing that not all product categories act similarly and in unison with one another.
Based on recent estimates, there will be a drop in floor sales for renovation and remodels compared to the year of 2021. This is one of the only categories we see dipping in 2022, alongside kitchen and bathroom cabinets. It’s important to mention the spend is going to drop on flooring products in 2022, but this is following a year that saw nearly 24% year-over-year growth over 2020. The total spend on flooring products from 2020 through 2022 would equate to a 3% annual growth rate with an $8.4 billion bonus in 2021.
RESOURCES
Top Trends
Stay up-to-date on home improvement trends by checking out additional trends from HIRI at hardwareretailing.com/hiri-trends
The Nature of the Product
Inflation stemming from material shortages, high demand and shipping delays continually act as headwinds on the sale of flooring products. Other product categories face the same issues, so what makes flooring different? Most of the differences can be explained by the nature of most flooring products. Flooring is a durable, long-lasting product that has a much longer usable life than other product categories, and as such, the lifecycle to replace flooring is longer than most other aspects of a home. The massive influx of renovation spend on flooring in 2021 caused a pull-forward effect on many flooring projects; the influx was potential future-year spend that was pulled into 2021. Compounding on the longer lifecycle is the way in which flooring is installed. Pro installation is much more prevalent in this category than in others. Our data shows that lockdowns and general health concerns had a significant impact on limiting pro activity across most trades throughout much of 2020. As work began to resume, the high demand quickly saturated the skilled tradesman workforce leading to backlogs that many are still working through. To that end, while the total flooring sales are expected to decrease, purchases made by professionals are expected to increase in 2022 and on into 2023.
Dipping in the Short Term, Growing in the Long Term
Looking beyond this year, we see 2022 as a blip in the market for flooring or a slight correction to more historical growth patterns following a year of immense growth. As to how that will affect the long-term product lifecycle, time will tell as it is dependent on which products were installed, where they were installed and the quality of the installation.
“Looking beyond this year, we see 2022 as a blip in the market for flooring or a slight correction to more historical growth patterns following a year of immense growth.”
Matt Craig is the director of research for the Home Improvement Research Institute, a nonprofit organization dedicated to informing and advancing the market research of those in the home improvement and remodeling industry. After earning a B.S. in Microeconomics, Matt spent five years in wireless and mobile technology consulting before moving to HIRI where he has spent the last six years delivering insights to its members.
If you are interested in learning more about this topic, other home improvement product categories, or the Home Improvement Research Institute, visit HIRI.org or contact us at contact@hiri.org
EAGER TO EXPAND
Alex Westerberg, owner of American Valley Hardware in Quincy, California, has worked hard to expand the store’s outdoor recreation offerings.
Responding to Customer Needs in the Outdoor Recreation Category CATEGORY
OUTDOORS
RESOURCES
Speed Through Expansion
Discover best practices for adding a new product category at hardwareretailing.com/category-addition
BY CARLY FRODERMAN
According to the 2021 Outdoor Participation Trends Report produced by the Physical Activity Council, in 2020, 53% of Americans ages six and over participated in outdoor recreation at least once, the highest participation rate on record. With interest growing across North America, the outdoor recreation category brings increased sales and customer engagement opportunities to operations that invest in the department. Hardware Retailing spoke with Alex Westerberg, owner of American Valley Hardware in Quincy, California, about the outdoor recreation category and what it takes to succeed.
Identifying a Need
Looking for a change of pace and a new adventure, in 2020, Westerberg and his wife Alida purchased American Valley Hardware. Located a few hours north of Lake Tahoe, the 15,000-square-foot store had been serving the small community of about 1,600 residents since 1983. With local events like mountain bike races, music festivals and farmers markets drawing seasonal crowds and hiking trails, hot springs, campgrounds and historical landmarks peppering the surrounding region, Quincy, California, is a flourishing tourist destination.
“RVing, fishing and horseback trail riding are extremely popular activities in this area,” Westerberg says. “Our area is also growing into a popular mountain biking destination.”
With the closest large city a little over 80 miles away, and the only local competition being a smaller building supply store that primarily carries lumber products, American Valley Hardware serves a central role in its community. The lack of competition, the popularity of outdoor activities and the drive to become a one-stop shop for locals and tourists led to the focused expansion in this category, Westerberg says.
Procuring Products
Once he identified a need, Westerberg took action. After acquiring the store, the outdoor recreation category was expanded by 396 square feet, Westerberg says. Avid outdoor enthusiasts themselves, the Westerbergs had some idea of what expanded offerings they initially wanted to add to the operation.
“As soon as we took over the store, I started reaching out to vendors to build new relationships so we could expand our outdoor recreation offerings,” Westerberg says.
Westerberg made efforts to build relationships with manufacturers who provide products such as mountain bike parts and equipment, horse feed, fly repellent for trail riding, RV replacement parts and equipment and camping equipment.
“In my previous life, I worked operations for startup food businesses,” he says. “I learned to be the squeaky wheel when it comes to vendors. If I see a product I am interested in, I keep engaging the vendor until they agree to supply the product.”
As Westerberg grew the outdoor recreation category in his operation, he began to utilize customers as a primary source of inspiration for product selection.
“Our customers were really excited when we took over and started expanding the outdoor recreation department,” Westerberg says. “They began giving recommendations, and we continue to listen to their
“I learned to be the squeaky wheel when it comes to vendors.
If I see a product I am interested in, I keep engaging the vendor until they agree to supply the product.”
—Alex Westerberg, American Valley Hardware
suggestions and input from our employees, many of whom are lifelong residents and outdoor enthusiasts as well.”
The staff of American Valley Hardware not only provide their own product recommendations but also play a major role in collecting product suggestions from customers.
“I encourage our employees to ask our customers what products they would like to see in the store when they are assisting them,” Westerberg says. “That is a large part of why our fishing selection has become so extensive. We have a lot of fishing guides stop in and say, ‘It’s so great that you have this product, but I wish you could get this one now.’”
American Valley Hardware offers specialty fishing products not found in many big-box stores or anywhere else close by, Westerberg says. The store carries a wide variety of rods, reels, combos, flies and waders.
With additional products, there is a need for increased knowledge. Most of American Valley Hardware’s product training and knowledge comes from employees taking the initiative to learn and sharing their knowledge with each other, Westerberg says.
“I do 90% of the purchasing for the store,” Westerberg says. “When I bring in new products for each department, I sit down with the department manager and go through the information I receive from the vendor, and they pass it on to other employees inside and outside of their department. It’s a train-the-trainers cycle that is aided by employee initiative and passion.”
Westerberg also empowers his employees to take ownership of their departments.
“I strive to find the interests of the individual, and then I put them in the best place to succeed,” Westerberg says. “I try to discover what gets an employee excited so they can take the initiative to learn and expand their knowledge base.”
Engaging and Interacting
Stocking products customers want and are excited about is an important segment of any successful category. Exceptional merchandising is also a key aspect of an operation’s prosperity.
“We set up interactive displays with tents, furniture and all kinds of different products,” Westerberg says. “These displays allow customers to get a tactile feel
Fun In the Sun
5 POPULAR OUTDOOR ACTIVITIES
When adding outdoor recreation products to your operation, take into account the most popular outside activities according to the 2021 Outdoor Participation Trends Report produced by the Physical Activity Council.
Source: 2021 Outdoor Participation Trends Report, Physical Activity Council (PAC).
• Hire and retain quality employees?
• Lead productive teams?
• Champion a positive workplace culture?
• Communicate and problem-solve effectively?
If your managers could benefit from additional training in these areas, NHPA offers three online industry-specific courses to give managers confidence with these critical skills. Built with busy schedules in mind, it’s easy to get started!
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On the Map
5 STATES WHERE OUTDOOR RECREATION SPENDING REACHED NEW HEIGHTS
$44.5B CALIFORNIA
$13.7B ILLINOIS
$31.7B TEXAS
of the merchandise and understand the quality of the products. All of our fishing rod and reel combos are out on display so customers can test them out and feel the weight before purchasing.”
With many outdoor recreation products, being able to feel, hold and test out the merchandise can increase the chances of a purchase. A robust e-commerce program and an easily navigable store website also boost sales and increase foot traffic.
“Within the first three months of ownership, we worked in conjunction with our co-op to build an entire e-commerce system and a website,” Westerberg says. “We’ve seen steady growth in terms of capacity utilization for placing orders online.”
The online presence also acts as a hub of information where people can visit and learn more about the products the store carries. With an increasingly large tourist customer base, having product information readily available and easy to find allows visitors to know where they can purchase the items they need, which ultimately brings more foot traffic through the operation and increases sales, Westerberg says.
Customer engagement has not ended there; American Valley Hardware actively supports its community through the sponsorship of local activities like Little League, Westerberg says. American Valley Hardware also holds community engagement events like its Halloween raffle, which is promoted on social media.
$21.1B NEW YORK
Source: U.S. and States 2020 Outdoor Recreation Satellite Account, U.S. Bureau of Economic Analysis.
$33.2B FLORIDA
The store primarily utilizes Instagram, and some Facebook, to share new products, sales and other store information with customers, Westerberg says.
“The local age demographic currently leans on the older side, but with the pandemic and the continuing growth of awareness for our area online, there has been an influx of younger people in our community,” Westerberg says. “This has made Instagram a very useful marketing tool that creates awareness online and in our community; we are able to show our diverse offerings, most of which customers can’t find anywhere else nearby.”
Soaring Success
When a need is filled and best practices are followed, operations typically find success.
Since the expansion of the outdoor recreation department, American Valley Hardware’s revenue from that category has almost tripled, Westerberg says. With the development of other departments such as crafts and outdoor living and the continuation of hardline categories, American Valley Hardware has become a much-needed go-to shop for its community.
“COVID-19 has piqued interest in outdoor recreation, especially with millennials,” Westerberg says. “People want to get back out in nature. Stocking these products and having the product knowledge turns your store into a gathering place for your community.”
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and
FLOOR YOUR CUSTOMERS
WHAT YOUR CUSTOMERS WANT TO SEE UNDER THEIR FEET
BY LINDSEY THOMPSON
The Home Improvement Research Institute is predicting a decrease in flooring sales this year, but retailers can prepare for the downturn by staying up to date on what’s trending and stocking the flooring that customers are most likely to purchase (see Page 34).
Bill Coakley, owner of Coakley Home and Hardware, runs a successful flooring department at his operation and shares his insights on what’s popular this year.
Co-manager Agnes White shows off several samples from the wide selection of flooring that Coakley Home and Hardware carries. PRODUCT SELECTION
CATEGORY SPOTLIGHT
CATEGORY Convenient Clean
Learn how one retailer uses carpet cleaning rentals to provide additional convenience and fulfill a need for customers at hardwareretailing.com/tailoring-services
Flooring Trends
Bill Coakley, owner of Coakley Home and Hardware, shares what his customers want this year in flooring and the products you should be carrying to stay on trend.
Sustainable Flooring
Consumers are looking more for eco-friendly options such as carpets and hardwoods made from recycled and upcycled materials and renewable resources like cork and bamboo.
Neutral Colors
Neutral colors in flooring, including grays and beiges are on still on trend. Follow the colors that are popular in the paint department and you’ll find the same colors that are trending in flooring.
Textures
Coakley says he is seeing a decrease in the popularity of berber carpets with customers looking for more plush carpets like shags and friezes that add warmth and comfort to a room.
Hardwoods
More consumers are choosing hardwood over carpet and want smoother finishes. Wider planks are popular for creating a more cohesive look in a room.
Working Together
Along with a robust flooring department, Coakley Home and Hardware also has a kitchen and bath design center and extensive paint department. Coakley says those three departments work well together to provide customers with a comprehensive design experience. When a customer comes in for paint, employees ask them about their project to see if there’s an opportunity to offer more products and services.
“Customers can come in and buy a pound of nails and it’s a transaction, but when someone comes in for flooring or to remodel a kitchen or bath, you develop a relationship with them and they’ll be loyal if you take care of them.”
Bill Coakley, Coakley Home and Hardware
OUTREACH
Share
Your Stories
Send your merchandising tips, event recaps, employee morale boosters and other stories to editorial@YourNHPA.org CHECKOUTS
Fans of Giving Back
FOR THE PAST 10 YEARS, Westlake Ace has been a staunch supporter of The Salvation Army and has hosted an annual fan drive in the communities where it has stores. The fan drive started in a single store in Hutchinson, Kansas, and has grown to include 127 Westlake-owned stores across the U.S. In the past decade, the project has raised over $650,000 to purchase more than 46,000 box fans to help those in need beat the summer heat.
During several weeks in the month of June, customers can round up their purchases or donate any amount to the cause. Westlake Ace uses the donations to sell fans at
cost to local commands of The Salvation Army, and the company also donates 750 fans nationally.
At its annual luncheon in April, The Salvation Army of Western Missouri and Kansas honored Westlake Ace with the “Others Award”, which goes to an organization that is making an extraordinary difference in its community, says Laura Byrne-Harris, vice president, merchandising and marketing for Westlake Ace.
“We are humbled by the honor. Our partnership with The Salvation Army means a great deal to us,” she says. “It speaks to who we are as a company and shows that the Helpful Promise extends beyond the walls of our stores.”
For the last 10 years, Westlake Ace has hosted an annual fan drive to provide fans to families in need. After the drive concludes, several Westlake stores host distribution events to give away the fans in their communities.
COMMUNITY
Thinking outside the box, Woodstock Hardware owners Vince and Diane Christofora launched a YouTube channel sharing DIY and home repair how-tos and tips. The videos cover everything from caulking to painting to gardening.
Vince says the videos have garnered positive feedback from their customers, especially young generations.
“They appreciate the short, informative bits of information that makes a job or project easier and successful,” he says.
Vince and Diane star in the videos, along with their sons Vincent and Anthony. Vince says the boys enjoy working on the videos, even if they are worried about what their friends think and if their hair looks good.
“I think the videos help validate that we are just as good as those big guys,” he says. “The knowledge and expertise we can offer through the videos is priceless.”
EVENTS
Educating and Entertaining
Starting a new tradition, St. Charles Do it Best Hardware in St. Charles, Illinois, recently hosted its first annual Spring Fling. General manager Dave Nestor says customers were treated to product demonstrations from outdoor living and grilling manufacturers and delicious food samples. Experts in lawn and garden, tools, paint and more were also on hand to demo their products.
Several lucky customers went home with products like tools, coolers and even a grill, and one customer was the big winner of a $500 store shopping spree. Other attendees took home a furry friend, as the event included pet adoptions from Anderson Humane.
“Since we opened last fall, this community has been so supportive,” Nestor says. “It was great to be able to return the favor with a fun, family-friendly event.”
MARKETING
Double-Duty Spaces
Making efficient use of space and adding additional income to the business, Dan Juergens, owner of Juergens Do it Best in Huntington, Indiana, added a Park N Sell lot to the store’s parking lot. He had a local sign company create a weatherproof sign that directs interested customers into the store to sign up and pay to sell their vehicles in the lot.
“We have had people over the last three years sell vehicles, boats, tractors, campers and motorhomes. People like that they can safely meet potential buyers away from their homes and have higher visibility. It helps us offset the property taxes and requires little to maintain. I do have a camera for security and to let us know when vehicles arrive and are removed.”
—Dan Juergens, Juergens Do it Best
Woodstock Hardware’s YouTube channel is a family affair, with owners Vince and Diane Christofora and their sons starring in the videos.
St. Charles Do it Best Hardware in St. Charles, Illinois, hosted its first annual Spring Fling event in April.
LAST WORD TRENDS
Watch the Webinar
Learn more about kitchen and bath trends by visiting YourNHPA.org/nkba-webinar
SKILLED LABOR
Building the Future
3
WAYS TO INVEST IN THE NEXT GENERATION
ACCORDING TO THE National Kitchen and Bath Association, 41% of skilled professionals will age out or retire by 2030 and for every five boomers who retire, there’s only one person to fill those jobs. Here are steps retailers can take to ensure that future generations enter the skilled trade workforce.
Team up with competitors
1
Establishing relationships with competitors to grow the skilled trade workforce is mutually beneficial.
Rethink your marketing
2
3
Use your marketing budget to encourage skilled trade development in your community and bring positive attention to your business.
Engage with local schools
Hold career fairs at your store or at local schools and fund scholarships for skilled trade schools.
Trade School Perception
Trade school is often not associated with high pay or job security, which is why it is vital to educate the students in your area.
11%
Only 11% of students think trade school leads to high-paying jobs.
Source: “The New Normal for Kitchen and Bath” presented by Bill Darcy, president and CEO of the National Kitchen and Bath Association at the 2021 NHPA All-Industry Conference
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