Hardware Retailing June 2026

Intentional Leadership

2026 Top Guns Honoree Jason Blair Goes Back to Basics Page 22

DIGITAL DIFFERENTIATOR

E-Commerce Goes From Nice-to-Have to Must-Have

Page 30

DON’T GET FENCED IN 3 Ways to Grow Sales in Decking and Railing Page 48

Meet the Experts Taking the Stage

Meet the voices helping shape the future of the independent channel at the 2026 Independent Home Improvement Conference (IHI). Explore the featured keynote speakers below and learn more about their sessions, practical insights and strategies designed to help strengthen your business.

Dave King

EXECUTIVE DIRECTOR Home Improvement Research Institute (HIRI)

Jared Brown

THANK YOU TO OUR CONFERENCE SPONSORS

Intentional Leadership

2026 Top Guns Honoree Jason Blair Goes Back to Basics Page 22

DIGITAL DIFFERENTIATOR

E-Commerce Goes From Nice-to-Have to Must-Have

Page 30

DON’T GET FENCED IN 3 Ways to Grow Sales in Decking and Railing Page 48

Your nail aisle shouldn’t confuse customersor slow down sales.

Most nail displays are hard to ship and easy to ignore. BuildRight® fixes that problem with a system designed for how customers actually buy.

Reduces Confusion

Color-coded and descriptive packaging helps customers find products fast

Speed Up Selection

Actual-size graphics and clear windows eliminate guesswork

Increase Basket Size

Packaging encourages add-on purchases such as hammers

Help Staff Sell

Educational signage gives associates confidence and direction

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

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

Joanne Lawrie, Annapolis Home Hardware

Building Centre, Annapolis Royal, Nova Scotia

EXECUTIVE VICE CHAIRMAN

Ash Ebbo, Clement’s Paint, Austin, Texas

IMMEDIATE PAST CHAIRMAN

Ned Green, Weider’s Paint & Hardware, Rochester, New York

DIRECTORS

Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia

Michelle Meny, Meny’s True Value, Jasper, Indiana

Jeremy Peterson, Family Hardware, Florida

Katie Prus, Abbotsford Paint and Decorating, British Columbia, Canada

Michael Sacks, FLC Holdings, LaGrange, Texas

Emily Wood, Wood’s Ace Hardware, Bolts & Brews

SECRETARY-TREASURER

Bob Cutter, NHPA President and CEO

STATE & REGIONAL ASSOCIATIONS

MIDWEST HARDWARE ASSOCIATION

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

NHPA CANADA

SUPPLY-BUILD CANADA

Rebekah Doerksen, Executive Assistant Direct: 204-953-1692 | Cell: 204-990-3536 Toll-Free: 1.800.661.0253 ext. 103 102-226 Osborne St. N. Winnipeg, MB R3C 1V4

CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES

CIRCULATION DIRECTOR

Richard Jarrett, 314-432-7511, gcscs8@gmail.com

COMING IN JULY

Delivering Satisfaction

Delivery services have become a critical component of home improvement retail, enabling customers to receive bulky materials and tools quickly and conveniently. As demand for speed and flexibility grows, check out the July/August issue of Hardware Retailing to see how retailers are investing in logistics and last-mile solutions to stay competitive and improve customer satisfaction.

Hardware Retailing (ISSN 0889_2989), Copyright© 2026 by the North American Hardware and Paint Association (NHPA), is published eight (8) times per year (January/February, March, April, May, June, July/August, September/October, November/December) by the North American Hardware and Paint Association, 1025 E 54 St, Indianapolis, IN 46220.

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.

Business and Editorial Offices: 1025 E 54 St. Indianapolis, IN 46220

Accounting and Circulation Offices: The North American Hardware and Paint Association, 1025 E 54 St., Indianapolis, IN 46220. Call 317-275-9400 to subscribe.

Periodicals postage is paid at Indianapolis, IN and additional mailing offices.

POSTMASTER: Send address changes to Hardware Retailing, P.O. Box 16709, St. Louis, MO 63105-1209.

EXECUTIVE STAFF

CEO Bob Cutter

PRESIDENT & PUBLISHER

Scott Wright

CHIEF OPERATING OFFICER

Dan Tratensek

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

CONTENT AND PRODUCTION 317-275-9400, editorial@YourNHPA.org

EDITOR AND DIRECTOR OF CONTENT DEVELOPMENT Lindsey Thompson, lthompson@YourNHPA.org

DIRECTOR OF SALES & MARKETING Austin Vance, avance@YourNHPA.org

MARKETING MANAGER

Olivia Shroyer

NEWS & DIGITAL EDITOR

Jacob Musselman, jmusselman@YourNHPA.org

CONTENT DEVELOPMENT COORDINATOR

Annie Dameworth, adameworth@YourNHPA.org

SENIOR DESIGNER Autumn Ricketts

PRODUCTION & DESIGN ASSISTANT Samantha Mitchell

SALES & PRODUCTION ASSISTANT Freda Creech

SALES

REGIONAL SALES DIRECTOR Jordan Rice jrice@YourNHPA.org | 217-808-1641

REGIONAL SALES DIRECTOR—WEST COAST Renee Changnon rchangnon@YourNHPA.org | 217-621-7363

REGIONAL SALES REPRESENTATIVE—CENTRAL Jill Perdue jperdue@YourNHPA.org | 463-279-8989

ASSOCIATION PROGRAMS 800-772-4424, NHPA@YourNHPA.org

DIRECTOR OF EDUCATION & TRAINING Cody Goeppner, cgoeppner@YourNHPA.org

TRAINING MANAGER & EDITOR

Jesse Carleton, jcarleton@YourNHPA.org

MEMBER SERVICES & EVENT COORDINATOR Christina Kane, ckane@YourNHPA.org

30 OPERATIONS

From Storefront to Screens

No longer just the future of the channel, e-commerce is the here and now and a key way to engage with new and existing customers and open up additional revenue streams. Learn from fellow retailers who have successfully implemented e-commerce for growth.

22 COVER STORY

Direction With Integrity

Meet 2026 Top Guns Awards honoree Jason Blair and follow his journey in the independent channel and how he achieved his goal of becoming a CEO by age 50 by leading with character.

42 RESEARCH Ahead of the Game

As homeowners grow more selective about decking projects, independent retailers must move beyond product availability to meet a more deliberate, assurance-seeking buyer. Discover strategies to target customers in this category and engage earlier in the purchase journey.

36 INDUSTRY EVENTS Insights That Matter

During the afternoon of each day of the 2026 Independent Home Improvement Conference, attendees can head to the main stage for the general session, featuring engaging expert keynotes and informational retailer panels focused on the independent channel.

38 INDUSTRY HONORS

A Service Mindset

After nearly two decades of military service, Joe Rawson brought the same discipline and leadership that guided him through eight combat deployments to his role as general manager of RJ Dunham’s Inc. See how the skills he learned in uniform translate directly to his success in the independent home improvement channel.

46 RESEARCH Comparisons That Move the Needle

The Independent Retailer Index, conducted in partnership with The Farnsworth Group, is a quarterly benchmarking report that tracks how independent retailers are performing. Read the report to see how your operation’s KPIs stack up against fellow retailers’ numbers.

48 CATEGORY SPOTLIGHT From Concept to Reality

From showroom displays and 3D design tools to employee expertise, discover how one retailer simplifies the decision-making journey for homeowners tackling a decking project, turning customers into confident buyers.

TAKING CARE OF BUSINESS

dant@YourNHPA.org

Dan Tratensek

“ Good, energetic employees can make such a huge difference in a customer’s experience and by extension your store’s brand.”

Service Done Right

Over the past three decades, I have admittedly lost count of the number of home improvement stores I’ve visited. Given my job, it probably goes without saying that the majority of these store visits have been business related.

But even though I work for the association, I am also a consumer. And while this may shock some of you, I actually do a lot of my own DIY stuff around the house.

Just like any consumer, I have had my share of good, bad and mediocre experiences shopping for my project supplies—I realize that even the best stores can have rough days.

Sometimes, however, I’ll have an experience that is so positive that it really stands out to me. I was lucky enough to have one such experience recently when I stopped by Benge’s Ace Hardware, not too far from NHPA’s offices in Indianapolis. I needed some fertilizer and lawn patch. It was a quick stop, and I just wanted to grab what I needed and get home. Most of my visit was pretty typical of my past visits to this store. The salesfloor is always clean and nicely organized. It was when I got to the register and was checking out where my visit took a very positive turn.

The young man who checked me out initiated a fantastic conversation. Not only did he ask me all the solid “retailer” questions like, “Did I find everything I was looking for?” and so on, but he didn’t stop there.

He went on to ask me if I liked the store. Then he asked

me where else I shop for home improvement needs. He followed that up with “I hope you don’t ever go to the big boxes” and said something along the lines of “If you do, then we aren’t doing our job right.”

For a grisled veteran who has visited hundreds of stores literally around the world this was an honestly refreshing interaction. Not only did this young associate engage in a meaningful conversation with me, he genuinely seemed concerned about how they could do a better job meeting my needs. This wasn’t a manager or owner; just a young man working the salesfloor and running the register.

I don’t know how long he has worked at Benge’s or what his level of retail experience was, but I can tell you this is the type of young man you all want working for you!

It also was a stark reminder about how good, energetic employees can make such a huge difference in a customer’s experience and by extension your store’s brand.

There’s no doubt I will continue to visit Benge’s, and there is no doubt Indianapolis is blessed with many high-quality independent operators, but for a guy like me who has seen his share of stores, this experience was worth calling out. Well done!

Dan M. Tratensek Chief Operating Officer

EDITORIALLY SPEAKING

Scott Wright

How Do You Stack Up?

NHPA’s Cost of Doing Business Study Measures Your Performance Gaps

hen was the last time you studied every single line item on your income statement? And not just looking at the number and whether it’s up or down compared to last quarter or last year. I mean really digging in to see how that line item compares to your industry peers. Then telling the story of why your gaps exist, and most importantly, the levers you can pull to bring that number back in line with your industry peers.

While I know many retailers who do this on a regular basis, I would guess most hardware stores, home centers, lumberyards and paint and decorating stores do not make this a common practice on a monthly, or even annual basis.

So what might you learn from taking a deep dive from time to time? For starters, the numbers don’t lie, and that forces you to tell the truth about your story, or particular situation, and why that number is what it is.

“The CODB has helped hundreds of thousands of retailers through the years chart their profitability by measuring themselves against their industry peers.”

The North American Hardware and Paint Association (NHPA) has been publishing a tool to help you conduct this type of analysis for more than 100 years. It’s called the Cost of Doing Business Study (CODB) and it has helped hundreds of thousands of retailers through the years chart their profitability by measuring themselves against their industry peers.

The CODB is a key tool in how we serve this industry. Published annually, it contains over 1,000 sets of financials from retailers like you who send us their income statements and balance sheets and then receive a detailed report of their specific financials compared to the whole.

It’s a benchmarking tool because we also include how the high-profit hardware stores, home centers, lumberyards and paint stores are performing so retailers can compare their specific results to the high-performing peers for their same store type. By presenting the information in the form of an income statement, balance sheet and other key performance indicators (KPIs), like annual customer counts, average transaction, sales per employee, etc., retailers can dial in their

results and focus on the most important areas that need to be addressed to improve bottom line profitability.

NHPA’s annual CODB is one of the key tools we use to teach students financial management in both our Retail Management Certification Program and our Foundations of Financial Management course, which was recently updated. When students can conduct a gap analysis using their store’s actual financials and benchmark against their industry peers, we see “lightbulb moments” on a regular basis.

The CODB is also a key tool that our NHPA Strategic Consultants use with their clients to establish baselines for improvement with their clients, regardless of what type of consulting they are seeking.

The best part is that it’s completely free for retailers to participate in the study, and your results are kept completely confidential. We get your numbers, plug them in and send you back a report with your findings measured against the other participants. All you have to do is scan the QR code and follow the instructions. It’s simple, it’s free and it’s probably the most valuable thing you will do for your business all year.

So what’s stopping you?

The deadline to participate is June 30th.

Scott Wright NHPA President and Publisher

Housing affordability is improving but families are still struggling to purchase homes. Learn more at hardwareretailing.com/house-affordability.

Renovate or Relocate?

As Homeownership Slips out of Reach, Kitchen Remodeling Leads the

Way

ccording to the National Association of Home Builders, home prices have risen 53% since 2019, while median household income has increased by only 24% in the same time frame. This has lowered the percentage of first-time homebuyers, which dropped to 21% in 2025, notably lower than 44% in 1981. Even in a constrained housing

market, data shows kitchen renovations remain resilient. These fast facts from the Home Improvement Research Institute (HIRI) share how homeowners are researching and purchasing for kitchen remodels so retailers can craft effective messaging to bring those customers into your store and stock the products they need to make their kitchen renovations a reality.

KITCHEN REMODELING BY THE NUMBERS

1 in 5

The most common mid-size projects are between

$5,000 & $25,000

Regardless of where homeowners purchase kitchen remodeling supplies, most do online research before making purchases through:

August 6-8, 2026

Sevierville Convention Center

Sevierville, TN

The Hardware Exchange Dealer Market is your ticket to discover new products, connect with vendors, and unlock buying opportunities that aren’t available anywhere else.

Best of the Best

See all of the 2026 Retailers’ Choice Awards at the 2026 Independent Home Improvement Conference. Register now at IHIConference.org

Innovation in Action

Celebrating its 60th year in 2026, the Retailers’ Choice Awards honors the best, most creative and most innovative products of the year. Sponsored by the North American Hardware and Paint Association (NHPA), the Retailers’ Choice Awards program has been a channel favorite since the program started at the National Hardware Show in 1966.

A panel of independent retailers browses the show floor at spring buying markets, including wholesaler and distributor shows and NHS Concept to

Commerce, looking for products they think would perform well in their operations. The Retailers’ Choice Awards rely on the opinions of actual retailers who know what their colleagues need in a product to attract customers.

After the spring market season, the judges meet together to share their nominations, and from these nominations, the top products are chosen as Retailers’ Choice Awards winners. All of the winners will be recognized at the Independent Home Improvement Conference.

This year’s panel included:

• Ash Ebbo, Clement’s Paint

• Katie Prus, Abbotsford Paint and Decorating

• Franklin Cloninger, Triangle True Value Hardware

• RJ McDaniel, B&B Hardware

• Diana Newton, South Bay Hardware

• Emily Wood, Wood’s Ace Hardware

• Katie DeMaris, DeMaris Hardware

• Brookelyn McClellan, Hardware Sales

• Joe Franquinha, Crest True Value Hardware and Urban Garden Center

• Jared Brown, Aubuchon Hardware

• Karen Mayer, Busy Beaver Building Centers

• Megan Menzer, Newton’s True Value

THANK YOU TO OUR EXCLUSIVE SPONSOR

Meat Thermometer

The WiFi Display and Predictive Thermometer Bundle from Big Green Egg includes two predictive thermometers with multiple sensors to measure internal, surface and ambient temperatures. The WiFi display unit supports up to four probes and provides monitoring, alerts and timers without requiring a mobile device. The probes are heat-resistant with an IP69K rating and are designed for repeated use in high-temperature cooking environments. Big Green Egg | biggreenegg.com or (404) 344-4323

Seeds

Survival Garden Seeds offers heirloom seed collections packaged as preselected assortments to reduce the need to choose individual packets. The collections are designed for retail display and consolidate multiple seed types into single bundles. Packaging is shelf-stable for storage. The assortments are priced at an equivalent per-packet cost and can be sold as a single unit and produced in small batches.

Survival Garden Seeds | survivalgardenseeds.com

Plant Stimulant

It’s Not Dead Yet from Mitogrow is a plant care product formulated to support plant recovery and ongoing maintenance. It is designed for use on a range of indoor and outdoor plants as part of a routine that includes feeding and care. The product is applied directly to plants to help maintain plant health and support growth.

Mitogrow | mitogrow.com, hello@mitogrow.com or (877) 365-8733

Frozen Cocktail Mix

The Craft Frozen Cocktail Mixes from D’Marie are packaged in pouches and designed to be mixed, sealed and frozen to create a slush-style drink without a blender or ice. Instructions are printed on the packaging and involve adding ingredients directly into the pouch before freezing for 4 to 5 hours. The product can be stored in the freezer for up to one year after opening. It is available in a range of flavors and is formulated to be all natural, gluten free and vegan.

D’Marie | dmarieinc.com or (216) 581-7000

Insulated Tumbler

The Outsider Everyday is a 40-ounce double-wall vacuum-insulated stainless steel tumbler designed for daily use. It features a 180-degree rotating handle for one-handed carrying and a spill-resistant lid for transport. The tumbler is designed to retain cold temperatures for extended periods and maintain heat for several hours. It includes a tapered base sized to fit standard cup holders and comes with a stainless steel straw with a silicone cover. Outsider | outsider.com or 757-450-3165

Lever-Nuts

The 221 Series Lever-Nuts from WAGO are lever-operated wire-splicing connectors designed to connect solid, stranded and flexible conductors. The connectors feature a transparent housing for wire inspection and a compact design for use in electrical boxes and tight spaces. The lever mechanism allows tool-free wire insertion and removal, and the connectors are available in multiple conductor configurations. WAGO | wago.com

Shelving Unit

The K-Steel Shelving Solutions from HOMEDANT are heavy-duty, boltless metal shelving designed for the modern home. Built with a powder-coated steel frame and reversible laminated wood/white shelf boards, K-Steel adjusts to any space. Made in South Korea with over 45 years of manufacturing expertise, K-Steel offers versatile storage in multiple sizes and configurations, combining industrial strength with clean, contemporary design. HOMEDANT | homedant.com, global@homedant.com or (886) 205-0319

Plier Wrench

The Milwaukee Tool 10-inch Pliers Wrench is a hand tool that combines pliers-style adjustment with parallel jaws for gripping and fastening. It features one-handed operation and a wide jaw capacity up to 2 1/4 inches to accommodate a range of fastener sizes. The design allows for continuous adjustment and ratcheting without removing the tool from the fastener. The jaws provide a non-marring grip for use on finished surfaces. The tool is backed by a limited lifetime warranty. Milwaukee Tool | milwaukeetool.com 1 (800) 729-3878

Hole Saw Kit

The Rapid Core Eject 13-Piece Bi-Metal Hole Saw Kit from Spyder is a cutting kit designed for drilling holes in materials such as wood, plastic and metal. The kit includes multiple bi-metal hole saw sizes and features a core ejection system designed to remove cut material more easily after drilling. Spyder | spyderproducts.com

Funnel

The FunL is a funnel designed to attach directly to fluid containers for controlled pouring. It is compatible with a range of bottle cap sizes and is intended for use with automotive, household and commercial fluids. The design allows the funnel to remain attached for storage and reuse, helping reduce spills during dispensing. CKD Solutions | newfunl.com

Carrying Straps

ShoulderDolly Moving Straps from Nielsen Products are a two-person lifting system designed to move heavy items such as furniture, appliances, mattresses and boxes. The adjustable harness allows users to carry loads while maintaining an upright position. The straps are designed to provide control when moving through doorways, stairs and tight spaces. The system has a load capacity of up to 800 pounds. Nielsen Products | shoulderdolly.com

Griddle

The Carbon Steel Griddle from Made In is a cooking surface designed for use on stovetops and grills. It is constructed from carbon steel for direct heat transfer and even cooking. The griddle features raised welded handles for lifting and sloped sides to help manage grease and moisture. It is manufactured in Sweden and is backed by a lifetime warranty. Made In | madeincookware.com

Trash Can System

The Bags n’ Seals Trash Can System from Bags n’ Seals is an 8.75-gallon waste container designed with an integrated bag management system. It includes a built-in continuous bag roll dispenser for dispensing liners directly from the unit. The system uses a mechanical sealing mechanism that applies tape to close bags, removing the need for drawstrings or knots. It is available in grey, black and white finishes. Bags n’ Seals | bagsnseals.com or (310) 483-5975

Children’s Hammer

The Handy Famm Giraffe Hammer is a functional hammer designed for children ages five and up. It features a metal head for driving nails and a protective guard around the striking area to help reduce impact near fingers. The design includes horn-shaped nail pullers, a soft-grip handle for control and a storage feature that holds nails when not in use. The tool is available in multiple colors. Handy Famm | handyfamm.com or Hello@handyfamm.com

Chair Blanket

The Chair Blanket is a waterproof and windproof chair cover designed to fit most outdoor chairs, including Adirondack and patio styles. It features a fleece surface with a waterproof backing to protect against moisture. The design includes a stretch-to-fit construction for secure placement and an integrated pouch for storage and transport. The Chair Blanket | thechairblanket.com or info@thechairblanket.com

Rubber Band Gun Set

The Tactical Ops Mission Kit from Magnum Enterprises is a rubber band gun set that includes a 9mm-style pistol, a spinner target and a supply of rubber band ammunition. The components are designed for target shooting and play use, with a repeating firing mechanism. The set provides a complete package with both the launcher and target system included.

Magnum Enterprises | rubberbandguns.com, info@rubberbandguns.com or (605) 719-9488

Garbage Disposal

The Composer One from Composer is a food waste disposal unit designed for installation in sinks. It features a 1-horsepower motor for grinding food waste and a drain iris that opens for loading and closes during operation. The system includes automatic water and enzyme injection to assist with flushing debris through the unit during use. Composer | composer.me, (973) 727-0503 or kevin@composer.me

Multiuse Canner

The Electric Bath Canner from Roots & Harvest is a countertop unit designed for water bath canning, multi-cooking and hot beverage dispensing. It features an adjustable temperature range from 120 to 212 degrees Fahrenheit with an indicator light that signals when the set temperature is reached. The unit includes cool-touch handles for transport and a built-in spigot for draining and dispensing liquids. Roots & Harvest | rootsandharvest.com or (513) 202-1188 ext. 121

Adhesive Remover

The TakeOFF Adhesive Remover is a 2-fluid-ounce liquid cleaning solution in a spray bottle designed to dissolve and remove adhesive residue and other contaminants. It is used on sealed surfaces to remove materials such as sticker adhesive, grease, tar, oil, tree sap, gum and wax. The formula is nontoxic and eco-friendly and is designed to leave no residue after use.

TakeOFF Products | takeoffwipe.com

Driver Kit

The Mako Driver Kit from iFixit is a precision screwdriver set that includes a 4 millimeter aluminum driver handle with a magnetic bit socket, knurled grip and swivel cap. The kit contains 64 precision bits covering standard, security and specialty screw types used in electronics and small devices. It also includes a flexible extension for hard-to-reach areas and a case with a magnetic lid and an integrated sorting tray for organizing parts. iFixit | ifixit.com

Magnetic Pencil Holder

The Magnetic Pencil Holder from Quick Draw is a compact magnetic pencil holder that clips to surfaces to keep a writing tool accessible. Its silicone construction holds Pica and OX mechanical pencils, carpenter pencils, No. 2 pencils, pens and markers. It is designed for use in work environments where tools need to be stored within reach.

Quick Draw | quickerdraw.com, (503) 621-6436 or thequickdrawtool@gmail.com

Magnetic Hook

The magnetic hooks from Gator Magnetics come in a variety of sizes and are designed for mounting and organizing tools, accessories and other items on steel surfaces. These hooks use a magnetic attachment for repositionable storage without drilling or adhesives. Gator Magnetics | gatormagnetics.com

Adhesive Bug Catcher

The RESCUE! TrapStik line is a series of adhesive traps designed to capture flying insects such as flies and wasps. The traps use visual attractant patterns to draw insects to a large sticky surface for capture. They are intended for use indoors and outdoors, including areas such as living spaces, patios and outbuildings. The units are weather-resistant and do not use chemical sprays or odors. RESCUE | rescue.com or (401) 524-2004

Magnetic Tool Holder

The MagMaster from Holstery is a magnetic tool holder designed to secure tools and hardware on a belt, harness or bag. It uses a neodymium magnet to hold items such as hammers and small metal parts, with a rated capacity of over 5 pounds. The unit features a clip system for attachment and a lanyard loop for tethering. It is assembled in the U.S. and backed by a lifetime guarantee. Holstery | holstery.com or (336) 253-8805

Keychain Flashlight

The TripleLite TL050 Keychain Flashlight delivers 50 lumens of light across a 180-degree field of view to illuminate left, right and center. The unit is impact- and water-resistant and is designed for portability, with a compact size suitable for keychains, bags or packs. It includes a matching carabiner for attachment and operates on one AAA battery, which is included. The flashlight is available in multiple colors. TripleLite | triplelite.com, (760) 239-7735 or travis@triplelite.com

Post-Setting Foam

PostFix from Sika is a two-component expanding foam designed for setting fence posts, signs and mailboxes. The product expands to fill the surrounding space and cures to secure wood, steel and PVC posts. It is intended as an alternative to traditional concrete post setting methods. Sika Corp. | usa.sika.com

THE PROS CAN ALWAYS COUNT

Portable Coffee Maker

The X2 20V Max Portable Hybrid Coffee Maker from SENIX Tools is a portable coffee maker powered by either a rechargeable battery or power cord. It is designed for use in workspaces, garages and outdoor environments and includes both the charger and cord. The unit is compatible with single-serve coffee pods and ground coffee. SENIX Tools | senixtools.com

Box Beam Level

The Magnetic Box Beam Level from Spec Ops Tools is an aluminum level designed for measuring and leveling applications on jobsites. It features magnetic edges for attachment to metal surfaces and includes integrated bungee functionality for securing the tool during use or transport. The level is built for use in construction and layout work. Spec Ops Tools | specopstools.com

INTRODUCING FORNEY’S NE T GENERATION OF WELDERS

Forney’s® New X-Series family of welders and plasma cutters are built for hard work in the shop, on the job site and on the farm. Reliable, easy to use and built for real-world work, the Forney® X-Series delivers ¼” capability, CSA-certified confidence, a bright easy-to-read LED display and a 3-year warranty — and all at an accessible price. Learn more about the new Forney® X-Series machines at your authorized dealer or at Forneyind.com.

Cleaning Wipes

The Original Cleaning Wipes from Crocodile Cloth are heavy-duty disposable wipes designed for removing dirt, grease, paint, adhesives and other materials from hands and surfaces. The wipes are made for shop, construction and industrial environments and are packaged in a 100-count container. Crocodile Cloth | crocodilecloth.com

Other Winners

Smart Eyewear Lucyd lucyd.co

Prestige PRO 665 NAPOLEON napoleon.com

SoloCam S340 Eufy eufy.com

360-Degree Lid Drinkware Topl toplcup.com

Warmies Stuffed Animals Warmies warmies.com

Magnetic Dog Collar OTRcarry otrcarry.com

Raised Bed Soil Fox Farm Soil & Fertilizer Co. foxfarm.com

Rubs and Spices

Grill Your Ass Off grillyourassoff.com

Home Defense

Mosquito Kill & Prevent Ortho scottsmiraclegro.com

Hummingbird Feeder Feathersnap feathersnap.com

Dog & Pet Bowl Bottle ASOBU asobubottle.com

One Step at a Time

Top Guns Honoree Jason Blair Leads With Intention

BY LINDSEY THOMPSON

Celebrating its 20th year honoring trailblazing retailers in the channel, the North American Hardware and Paint Association (NHPA) has named its 2026 Top Guns Awards honorees, including Jason Blair, CEO of TAL Building Centers, based in the Pacific Northwest.

“Top Guns honorees are pillars of innovation and forward-thinking, and have helped grow their businesses through

THANK

strategic leadership with consideration for their communities, their teams and the industry,” says Scott Wright, NHPA president and publisher. “They’ve grown their businesses, challenged the status quo and led their teams through some of the industry’s toughest moments—and they’re not done yet.

This year’s Top Guns are prime examples of what bold leadership looks like in independent home improvement retail today.”

Top Guns Awards program and retailers are positively impacting .

JASON BLAIR

Top of Their Game

Meet the Other 2026 NHPA Top Guns Awards Honorees

Ash Ebbo, Clement’s Paint

The independent paint channel is in Ash Ebbo’s blood. Her father opened Clement’s Paint in 1986, so it has been a part of her entire life. Joining the operation full time 12 years ago, Ash went into the business with a desire to continue the legacy her father started. While she has been building future leaders, she’s been growing as a leader herself and recently earned a master in business administration. As the CEO of the nine-store operation, Ash manages the back-end financials and oversees all operational areas. Learn more about Ash in the May issue of Paint & Decorating Retailer

David Enmark, The Helpful Hardware Co.

David Enmark had set his sights on becoming a federal agent, but after spending time working at his wife’s family’s hardware store, he fell in love with the industry. After that store closed, he worked in the software business in the automotive segment. From there, David took a job with Epicor and later would work on the wholesaler side at Do it Best and True Value. David joined The Helpful Hardware Co. as CEO in November 2023.

Learn more about David in the May issue of Hardware Retailing

Denise Brookhouse, Koopman Lumber

Denise Brookhouse was born into the industry, as her grandfather founded Koopman Lumber. While in college, Denise continued working at the stores but moved on to work as a Certified Public Accountant (CPA) after graduating. After several years in the corporate world, Denise joined the company full-time, and in January 2026, she celebrated 30 years with Koopman Lumber.

Learn more about Denise in the July/August issue of Hardware Retailing

Scan the QR code to subscribe to Hardware Retailing and Paint & Decorating Retailer and meet all of our 2026 Top Gun Award honorees.

Jason says it was a surprise and an amazing honor to be named a Top Guns Awards honoree.

“Watching friends and colleagues receive this award has given me an appreciation for the dedication and impact it recognizes,” Jason says.

For Jason, the honor is a thank you to all the people who helped him get where he is today.

“From my family making sacrifices to my friends who have supported me

personally to the great mentors I’ve had along the way, there were some folks who took some pretty big risks in my career, and I really appreciate that,” Jason says. “They saw something in me, and this award is a reflection of that.”

For TAL Building Centers, Jason says the honor is a reflection of the ownership who believed in the operation’s aggressive growth and pushed to grow a 120-year-old company into what it is today.

“It’s about the team—the employees stocking shelves, building loads, driving trucks, working in the field and those supporting the business every day, along with our executive team,” he says. “We talk at TAL about how doing your job means achieving results because every single role matters. This award is ultimately not a reflection on me, it’s a reflection on all of the 400-plus people who work at TAL and make TAL successful every day.”

INDUSTRY AWARDS

The Best of the Best

Learn more about NHPA’s Top Guns Awards program and see how these outstanding retailers are positively impacting the independent channel at YourNHPA.org/topguns

The Road to Now

Jason’s journey in the independent home improvement channel began after he finished high school in Tucson, Arizona, and has taken several different paths. A friend was working at a local lumberyard, Payless Cashways, and invited him to apply for a job at the same location. Jason started part-time stocking shelves in paint, plumbing and electrical in the 50,000-square-foot store.

After earning a civil engineering degree from the University of Arizona, Jason continued working at Payless Cashways, eventually landing in a role managing 10 employees and joining the company’s management development program. At age 24, Jason became one of the youngest store managers at Payless Cashways.

From there, Jason moved to Foxworth-Galbraith, working as a trainee in the Phoenix market and then running several store locations in Colorado and opening a truss plant in Montrose. During the recession of 2008, Jason moved to Texas to work as a regional manager for Higginbotham Brothers, running between 15 and 18 locations and eventually moving into the director of operations role.

After leaving Higginbotham Brothers, Jason joined the wholesale side of the industry, spending six years with True Value managing their strategic accounts division, and then landed in the Pacific Northwest working for Wilco Farm Stores.

“During that path, my ultimate career goal was to become a CEO by the time I was 50,” Jason says. “The opportunity with TAL came up, and after a monthslong dance, we finally got to the point where I felt like it was the right decision for me to move to TAL to become their next CEO. I followed in the footsteps of a great CEO before me, so it was a smooth transition into an actively growing company.”

For the last four years, Jason has been leading TAL Building Centers, a family-owned business that was founded in 1906 and now has 28 locations in Oregon, Washington, Idaho and Montana. Jason describes the organization as a collection of stores, not a chain of stores, that encompasses 16 different brands. He also serves as the treasurer for the board of directors at Do it Best and True Value.

“My role at TAL is very focused on setting the strategic direction of the company, developing our leadership team and ensuring that we execute consistently across the organization,” he says. “We spend a lot of time working with the executive team on growth initiatives, strengthening our culture and building those unique brands under our umbrella. Ultimately, my job is to make sure we’re

building a business that serves our customers while creating long-term opportunities for our people.”

Back to Basics

In his time at TAL, Jason says it’s been a focus on the basics that has led to continued success as a company. If the stores look good, the shelves are stocked and every employee is taking care of the customer, those basics will lead to success.

For TAL Building Centers CEO Jason Blair, success comes when focusing on the basics.

“I’ve tried lots of different things in my career and it comes back to if you just focus on the basics, you’re going to win,” he says.

When he thinks about his own growth as a leader throughout the years, he reflects on the great people who have pushed him in very different ways. He has worked for different types of leaders and every one of those leaders along the way saw something in him, pushing him and motivating him to the next level.

“I’ve also been very fortunate to work with great teammates. So whether they were peers or people working for me, they also supported my career growth and helped me as a person become the leader I want to be,” Jason says. “I am an aggregate of all those people along the way. I can’t overemphasize how important all those people were who believed in my future career.”

When it comes to building up future leaders in the company, Jason is very intentional.

“I’m a big fan of culture, but I’m an even bigger fan of a culture of accountability,” he says. “The leaders who I have in place running operations have a very strong emphasis on coaching their employees and those emerging leaders and setting very clear expectations and holding them accountable.”

Employees have the responsibility and freedom to make leadership decisions and move those decisions as close to the customer as possible.

“We’ve grown so fast at TAL and have been moving people around a lot, but through it all, have been intentional about making sure everyone understands expectations and feels equipped to lead,” he says.

Along with empowering employees to embrace leadership, they feel a sense of purpose that fits

Plan Your Next Leadership Investment

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within the company’s mission statement of helping build better communities. Employees are given time off to volunteer and contribute in meaningful ways.

“We work in a very noble industry, supplying people with shelter and working them through problems in their homes,” Jason says. “We’re also there during exciting times, such as building a new deck or going through a bathroom remodel. We want our employees to understand the importance of what we’re doing and for that importance to show through their daily interactions with customers.”

Investing in Tomorrow’s Leaders Today

When looking at the future of the independent home improvement channel, Jason says the outlook is strong. He believes there is a spot the independent retailer fits in that’s different and unique than the big boxes,

including the independent’s ability to adapt to local markets quickly and bring in local products that will make a difference in the communities.

While a focus on the basics and the independent’s value proposition of service is crucial, Jason says independents can’t be blind to the need to invest in technology to continue to develop their people and stay competitive.

“Independents can deliver a level of service that I think the national chains struggle to replicate. Independents are able to engage and adapt differently and employ reliable people who are there to help that customer every time,” Jason says. “Even when adopting technology, independents need to stay true to their authentic identity. That’s going to lead to long-term success in the independent channel.”

Investing in future leaders also means going back to the basics and making sure those leaders understand the

fundamentals of retail that have made TAL and other independents successful: taking care of the customer, operating clean stores and stocking the products that customers want and need.

He believes this generation of next gen leaders has the opportunity to fully embrace technology to help them make better decisions, speed up decision making and be more efficient. Future leaders can leverage technology to not eliminate people, but to allow people to focus on the customer.

“If we’re letting analytics drive business behind the scenes, then we’re able to invest in the forward-facing employee who’s going to be dealing with that customer—that’s what makes a difference,” Jason says. “Our future leaders need to focus on their relationships and ensure that they build that network around them. They need to lean forward and not get stagnant in their mindset.”

With two successful e-commerce businesses, see how one retailer has expanded beyond brick-and-mortar at hardwareretailing.com/rolliers-ecommerce

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ONLINE

E-Commerce Quickly Moves From Optional to Necessity

BY LINDSEY THOMPSON

Moving swiftly from nice-to-have to a must-have for independent retailers, an e-commerce site provides an additional channel to engage with customers and a path to other revenue streams.

In the U.S. Census Bureau Quarterly Retail E-Commerce Sales Report from the fourth quarter of 2025, retail e-commerce sales, adjusted for seasonal variation, increased 1.7% from Q3 2025 and e-commerce sales in the fourth quarter of 2025 accounted for 16.6% of total sales. Total e-commerce sales for 2025 increased 5.4% from 2024, and those e-commerce sales accounted for 16.4% of total sales.

The stats speak loudly—e-commerce isn’t going anywhere and will only continue to grow. Forrester’s U.S. Retail E-Commerce Forecast, 2025 To 2030 predicts that U.S. e-commerce sales will hit $1.8 trillion by 2030 and will account for 29% of total retail sales.

Independent retailers who want to continue competing in the future need to have e-commerce on their radar now. If you’re looking to jump start e-commerce for the first time or finesse your existing strategies, two retailers share their best practices for getting online selling off the ground and how it has helped differentiate their business and open up new revenue streams.

Meeting Customers’ Needs

It’s been less than a year since HPM Building Supply launched its e-commerce site and in that short time, customer response has been overwhelmingly positive, especially from the company’s pro customers, who have embraced the platform to link their accounts, view their contractor pricing, pay bills, place orders and submit quote requests all in one place, says Sebastian Calaway, vice president of merchandising & marketing at HPM Building Supply.

“That kind of account integration has been a genuine gamechanger for that segment,” Calaway says. “For our everyday customers, the ability to check availability before making the drive, especially on an island where options are more limited, has been consistently appreciated.”

Calaway says one trend he’s noticed is a steady volume of purchases coming in during off hours—evenings and weekends—when the company’s stores are closed.

“It tells us customers value the convenience of shopping on their own schedule, not just ours,” he says.

HPM Building Supply has been providing high-quality materials, innovative technology, well-equipped facilities and superior customer service in Hawaii for over 100 years. The company carries more than 2,200 product lines at 19 locations throughout Hawaii and two in Washington.

Leadership at HPM Building Supply was seeing customers’ expectations shifting significantly, with customers wanting to be able to check product availability, compare pricing and place orders on their own schedule, not just during store hours. The COVID-19 pandemic was also a turning point for the company to make the shift to e-commerce, as customers expected to be able to confirm that the stores had on hand what they needed before making the trip, and they expected to be able to order on their own terms.

“Like many independent retailers, we watched customer shopping behavior shift in real time, and it became clear that convenience and online accessibility were no longer a nice-to-have. As a company rooted in

community, we felt a responsibility to modernize and meet them where they are,” Calaway says. “E-commerce wasn’t just a business decision, it was about serving our customers better and honoring the trust they’ve placed in HPM for generations.”

HPM Building Supply leadership evaluated platforms and partners for several years, looking for the right fit and ended up partnering with ToolBx as the company’s primary vendor to build and power the online store, Calaway says.

The e-commerce site is integrated directly with the company’s Epicor Bistrack ERP, a connection that is the backbone of the whole operation and keeps inventory data accurate and all teams working from the same information in real time.

Inventory is synced between the ERP and online store through an API that refreshes every five minutes. The team at HPM Building Supply also built a secondary safeguard into the checkout process where if availability changes between when a customer adds something to their cart and when they complete their order, they’re notified immediately.

“It’s a layered approach, and for a business with multiple locations across the Hawaiian Islands that reliability matters,” Calaway says.

The company also leveraged its existing relationship with Orgill to take advantage of their product information management (PIM) system, which provided e-commerce ready product descriptions and images, a significant head start

Online Sales

HPM Building Supply recently added e-commerce capabilities to better serve customers and increase sales.

OPERATIONS

An Online Future

Hear from wholesalers on why e-commerce will be crucial to compete in the market moving forward at hardwareretailing.com/ecommerce-matters

on catalog content that would have otherwise taken considerable time to build from scratch, Calaway says.

Given HPM’s broad product offering, the initial online catalog was built to reflect a balance, leading with top-performing items while ensuring representation across all major product categories. The new e-commerce website provides customers the ability to browse and order from over 25,000 products and view detailed product information, specifications and real-time inventory.

“The goal was to give customers a meaningful cross-section of what we carry from Day 1, rather than a narrow slice that might not reflect the full HPM experience,” Calaway says. “Since launch, we’ve continued to build out the catalog, and at this point, the majority of our products are available on HPM Building Supply’s e-commerce platform.”

The site also includes a quote request feature to upload a file or simply write the products and quantities a customer is looking for and a member of the sales team follows up with an updated quote. Contractors can access their established volume-based pricing, organize orders by job site for better project management and easily reorder frequently used items through saved lists and order history.

HPM’s e-commerce launched with in-store pickup, and the team is actively working toward adding local delivery, which is especially important for the operation’s contractor customer segment.

“For contractors on a jobsite, the ability to place an order and have it ready or delivered without losing time on the road is a meaningful value-add,” Calaway says. “That’s a natural and near-term next step for us.”

Existing teams at HPM Building Supply Stores—including order fulfillment, admin, pro sales and branch staff—handle the day-to-day operations for the e-commerce site. Additionally, two members of the merchandising and marketing team dedicate roughly half their time to the platform, focusing

on catalog quality, user experience, training, process development and ongoing enhancements.

Leadership trained employees to support e-commerce in segments by working through order fulfillment, admin, retail, pro sales and branch leadership separately, so each group understood their specific role. HPM also held a companywide session so every owner-employee could confidently answer basic questions from customers, neighbors and family members, Calaway says. This training is now also a part of new hire orientation training so any new hire coming onboard will be familiar with the company’s e-commerce process and platform. Step-by-step reference materials are stored on the HPM Building Supply intranet so employees can easily access the information anytime they need.

“Getting everyone prepared, not just the teams directly involved, made a real difference in the rollout of our launch,” Calaway says.

In the last few months, as the company has been evaluating the success of the new e-commerce platform, the teams have been looking at gross profit alongside a core set of customer metrics, including conversion rate, traffic, customer acquisition cost, average order value and retention.

“No single number tells the full story,” Calaway says. “What we’re really watching is whether our growth is healthy and sustainable: Are we acquiring the right customers, are they coming back and are we generating quality revenue? Those metrics in balance give us the clearest read.”

Reflecting on the process so far, Kā‘eo Awana, e-commerce channel and analysis manager, says he wishes he would have known how much bigger everything is than it looks from the outside. The catalog work—building out accurate, complete product content across thousands of SKUs—takes far longer than anticipated, and the technical integration with the ERP was more complex than it appeared on paper. And because e-commerce

touches every corner of the business operationally, from fulfillment to finance to customer service, the ripple effects are felt throughout the organization.

“None of these are reasons not to do it, but going in with a clear-eyed sense of the true scope, rather than the projected scope, would have helped us plan and set expectations better,” Awana says.

For other retailers considering adding e-commerce, the team at HPM Building Supply says the biggest piece of advice, based on their experience through implementation, is to bring everyone to the table before you start building to help you establish clear requirements for your vendor partners and prevent costly surprises on both sides.

“The earlier you can get that alignment, the smoother everything downstream becomes,” Calaway says.

Despite some bumps along the way, the whole process has been worth it, which he realized the moment the first order was placed and picked up by a customer, Awana says.

“There’s something about seeing the full cycle complete—a customer browsing online, placing an order and walking out of the store with what they needed—that makes it real,” he says. “That said, we see e-commerce as a long-term investment, not a project with a finish line. We’ll continue to build and refine the platform because our customers deserve a better experience at every step, and that work is never really done.”

Catching New Customers

Bringing first-time customers into your business is a challenge every retailer contends with, regardless of how long an operation has been in a community. For a business to make 25% of its overall sales from single-purchase or first-time customers seems nearly impossible. But that’s the case for Family Hardware and its e-commerce program.

Family Hardware in Cape Coral, Florida, opened in 1976 under a different name and was operated by several owners until current owner Jeremy Peterson bought the business in 2012.

THE GOLD STANDARD

3 Best Practices for E-Commerce Success

Once your e-commerce site is implemented and launched, it can’t be set-it-and-forget-it. Your e-commerce site should continually be evaluated and updated to stay on top of trends and assure you’re meeting customers’ online needs and expectations. Lean into these best practices to keep your e-commerce site fresh and effective.

1. Create content for AI. Whether you use it in your daily life or not, AI now plays a huge role in whether or your not your online e-commerce site will be seen by the right people. Product pages should include detailed information that both shoppers and AI systems can interpret, including thorough product features and specs.

2. Provide high-quality photos.

No longer will one product photo suffice. Customers want to see multiple photos of the product with different angles, including front, back, close-up and a lifestyle image.

3. Make navigation seamless. Use clear category names that match how customers think and group categories logically. Keep the search bar always visible so customers can easily navigate from browsing to finding specific products.

Source: eCommerce Web Design Best Practices in 2026, Shift8

He built a second store in a converted strip mall in Fort Myers in 2022. Peterson has made significant investments in the business to create the reputation of “family,” specializing in offering a customized experience for every customer who walks in the door.

A customized experience is what online shoppers get as well. And it’s truly custom, as the POS, website and e-commerce platform Family Hardware uses is a completely tailor-made system that Peterson and a developer built entirely themselves. Peterson says he does not have a formal education in IT but grew up surrounded by technology and enjoys experimenting with innovation.

“When I was redesigning and updating the company website, the backend was similar to what we needed for the POS system,” Peterson says.

“So as we were getting the store in Fort Myers ready to open, we were building out the website and POS system with the developer. We were able to get the new POS system ready for launch on Day 1 of the store opening.”

The system they were running e-commerce on before building the new platform didn’t meet Peterson’s expectations. The system couldn’t accommodate all of the SKUs Peterson wanted to sell, which includes over 60,000 items from their wholesaler and products sourced from other vendors.

“The previous platform didn’t manage traffic well, and if any little thing broke, it would crash,” he says. “The new system is so fast, and it performs well on mobile.”

The e-commerce platform now brings in about 25% of Family Hardware’s overall sales, and Peterson says most of those are small orders for niche products.

Generally speaking, every e-commerce sale is the result of someone with a problem searching for a solution on Google or another search engine, Peterson says. His goal with the Family Hardware e-commerce site is to be near the top of their search results and earn that sale.

Peterson connects his store’s inventory to Google Products, which means when someone searches a part number or a product name, Family Hardware’s inventory shows up in the product results at the top of the page.

“The traffic coming to our website is purpose-driven,” he says. “People can’t find a product locally, so they search for it online, and our website comes up for them.”

Peterson says the most challenging part of driving sales online is determining what products to promote so they show up on Google Products. He spends a few hours a week putting Google Ads marketing dollars behind certain products to try to push them to the top of search results.

“You can’t single out one item that does well because as soon as you focus on something, the trend goes away,” he says. “The more you tweak the products you’re promoting, the worse it is. It’s very important to tweak and observe. In the beginning, I was very guilty about tweaking and not giving it time to work before fixing it again.”

Right now, Family Hardware only offers buy online, ship to home, and shoppers pay for shipping up to a certain dollar value. For the majority of items, they charge a $3.99 flat fee for shipping, and then, depending on the margin, orders over $75 earn free shipping. The system automatically calculates the shipping fee. For expedited shipping, shoppers have the option for UPS or FedEx, which they pay for regardless of the basket size.

“We are scaling back from the $3.99 shipping because in the ever-evolving ecom world, we found the profitability was in the larger orders and someone willing to spend $500 on an order was not going to worry about $3.99 shipping vs $11 or so,” Peterson says. “Our order

volume went down, but sales volume is holding steady.”

All of the orders are shipped from one of Family Hardware’s wholesalers’ distribution centers, whichever is closest to the shopper. Peterson says this system works well for him, and it wouldn’t make sense from a labor perspective for him to bring someone in-house to manage orders and shipping from the store.

Peterson also relies on his wholesaler for PIM, whether it’s images, product descriptions or specifications. He says when building an e-commerce website, PIM is the most important component. The second most important piece is the search function, which is closely tied to the system being able to suggest related products or products that are frequently purchased together.

On the Family Hardware website, nearly every product shows variations of that item, for example, a PVC elbow that comes in a few different sizes. Each available size is shown as an option underneath the selected item.

Peterson is in the process of launching an AI assistant called Howard, named after his grandfather, to complement the e-commerce site.

“I think chat-based e-commerce is going to be the future,” Peterson says.

“We are programming it to always try and close the sale and upsell, though not too pushy. It also will geo locate the customer on the site or ask for their zip code, so it knows if we are talking shipping or in-store pickup.

I think for people who are local, it will be great for closing special order items that we don’t have in stock.”

INDEPENDENT

BIG IDEAS ON THE BIG STAGE

IHI 2026 General Session to Address the Topics That Matter Most

Partner With Us

Scan the QR code to learn more about sponsorship and exhibitor opportunities to support the independent channel at IHI 2026.

Bringing together the independent channel for two days of education, industry insights and networking, the 2026 Independent Home Improvement Conference (IHI Conference) will send attendees back to their operations with practical takeaways and applicable best practices. The IHI Conference will take place July 29-30 at the JW Marriott Orlando Grande Lakes and is hosted by the North American Hardware and Paint Association (NHPA) and The Hardware Conference.

After the morning’s breakout sessions and dedicated time in the exhibit hall engaging with vendors, the general session will open each afternoon, featuring keynote speakers and panels.

retailers will share how they move the needle operationally, engage with customers and connect with their communities in positive ways.

Day 1 will conclude with Matt Nicols, vice president of branch operations and retail sales at Koopman Lumber, and Jared Brown, director of business intelligence for Aubuchon Hardware, providing insights and best practices for aligning strategy, structure and opportunity for growth.

Don’t Miss the Can’t-Miss Industry Event of the Year

On Day 2, Dave King, executive director of the Home Improvement Research Institute (HIRI), will present Unpacking Macroeconomics’ Impact on the Independent Channel, diving into the current state of macroeconomics and the impact of economic factors on the home improvement industry.

NHPA’s COO, Dan Tratensek, will welcome everyone on Day 1 and present the State of the Industry: Embracing What’s Next, diving deeper into how the industry is performing this year, what the future holds for independent home improvement retail and how retailers can embrace opportunities.

Following the State of the Industry, meet some of the top-performing retailers in the channel during the Independent Awards Panel: Raising the Bar in Retail, featuring NHPA’s Top Guns and Young Retailer of the Year honorees and The Hardware Connection’s Beacon Award winners. These outstanding

During the Helmets to Home Improvement Panel: From Hero to Hardware, we will honor military veterans who are now part of the independent channel and hear their stories of how their military experience has translated into their roles in the independent channel.

Join hundreds of retailers, channel partners and industry vendors for this dynamic two-day learning and networking event. Whether you’re a long-time veteran or new to the industry, this is where the industry’s best come together to swap ideas, explore cutting-edge technology, discover new products and walk away with fresh inspiration. Don’t miss your chance to connect with the channel. Register today at IHIConference.org

The day’s general session will wrap up with Shaping the Future of Independent Retail, where Bogucki Enterprises owner Anthony Bogucki and Sullivan’s Hardware owner Pat Sullivan will share how to effectively utilize e-commerce and experiential retail to prepare for the future.

THANK YOU TO OUR CONFERENCE SPONSORS

STEPPING UP TO SERVE

Joe Rawson’s Journey From Military Service to the Home Improvement Channel

BY ANNIE DAMEWORTH

Adream since childhood, Joe Rawson always knew he wanted to serve in the military.

Rawson served in the U.S. Air Force starting in 1998. He served on active duty until 2004, and then full time in the Pennsylvania Air National Guard until

October 2018, when he transitioned to his current role as a drilling status guardsman.

During his time in service, Rawson served in eight deployments in Iraq, Afghanistan and the Horn of Africa. He worked as an Airlift and Special Operations Navigator, directing low level flight navigation and airdrop operations.

ASSOCIATION

An Honor to Serve

NHPA will share the stories of these hometown heroes in all of its media brands. Visit YourNHPA.org/veterans to learn more and nominate a veteran from your business to honor.

A New Way to Serve

NHPA Program Honors Military Veterans Who Have Served Our Country, Channel

While there is no way to repay the sacrifi ces made by veterans of the armed forces, the North American Hardware and Paint Association (NHPA) recognizes that not only have these individuals made a lasting impact on their country, but they are also a prominent and positive infl uence within the home improvement industry. NHPA honors the ongoing impact military veterans make throughout the home improvement industry through its Helmets to Home Improvement recognition program, with NHS Concept to Commerce and DIY Con as the program’s official founding sponsor and venue partner.

ASSOCIATION

Nominate a Veteran

Help us honor those who have served our country and our channel. Visit YourNHPA.org/veterans to nominate a veteran from your business to be recognized.

“My favorite part about serving was getting to see the world and gaining the friends I’ve made and the experiences I’ve had,” Rawson says.

Taking on a New Role

Stepping in to help his wife’s family’s business when they lost a general manager, Rawson began working at RJ Dunham’s Inc. in Wellsboro, Pennsylvania. Today, Rawson works as general manager and part owner for the hardware division of RJ Dunham’s Inc., where he has served for over six years.

His experience working for his father as a teenager prepared Rawson well for a role in the hardware industry.

“My dad was a contractor, and I worked for him through high school and college,” he says. “That knowledge has been invaluable.”

The independence of running his own operation and being able to meet the needs of his local community are a few things Rawson loves most about working in the independent channel.

“It is also much easier to adapt my operations and stock what my customers need in an independent operation,” he says.

Prepared for Professionalism

Rawson’s military experience was invaluable in readying him for his professional role today. The discipline, professionalism, desire to serve and ability to interact with a variety of customers set military veterans apart from others working in the independent home improvement channel, Rawson says.

“Leading people is the same in uniform or out,” he says. “The skills and techniques the military taught me—like planning, problem analysis, problem-solving and the ability to make decisions, reevaluate and adjust as required—work well in this channel.”

THANK YOU TO OUR PROGRAM SPONSORS

Discipline and a desire to serve are a few of the qualities Joe Rawson brought from the military into his role in the independent home improvement channel.

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4 Ways to Win on Decking Projects in a More Selective Market

Research from The Home Improvement Research Institute (HIRI) suggests opportunities for independent retailers supplying materials

for decking projects are evolving. Success now depends less on simple availability and more on how well retailers respond to a more deliberate and assurance seeking homeowner.

Focus on Winning Among the “Renovation Ready” Customer Segment 1

HIRI’s 2025 Project Decision Study positions decking as a lifestyle-driven, discretionary project concentrated among “renovation ready” homeowners—those with higher spending intent, broader project scope and stronger engagement in home and outdoor upgrades.

These customers are less price-sensitive but expect clarity, quality and complete solutions. In contrast, HIRI’s 2025 Annual U.S. Homeowner Project Activity Tracker shows rising cost sensitivity among the broader population, with many homeowners scaling back or delaying projects.

This divergence reinforces the importance of targeting the “renovation ready” segment, where demand remains more resilient.

Strategic Takeaway »

Retailers can offer tiered product options and phased project approaches to keep projects moving. Bundling complete systems, like decking, railing and lighting, can also drive larger basket sizes among high-intent customers.

Position Across Research Channels and Sooner 2

Decking has always been inspiration-led, but the path to purchase has expanded.

HIRI’s 2025 Project Decision Study highlights homeowner control over design and materials, while their 2025 Project Activity Tracker shows customer research now starts online and broadens to include in-store visits and professional input.

» Strategic Takeaway

Retailers must engage earlier in the journey. Digital content, project galleries and knowledgeable staff are no longer optional; they are essential tools to convert ideas into action.

Now’s the Time to Register for the 2026 HIRI Summit

For additional insights, join us Sept. 29-30 at HIRI’s 2026 Home Improvement Insights Summit. This event is open to non-members and members alike. Learn more and register today at hirisummit.com

The Decking Difference

Discover three best practices for nailing down the customer experience in decking and railing hardwareretailing.com/decking-difference

4 Reducing Friction Is Now as Important as Price

Local Retailers Can Win on Convenience and Confidence 3

Decking projects often come with evolving material needs and real-time problem-solving. At the same time, barriers to project initiation are expanding beyond cost to include time constraints, labor uncertainty and project complexity.

This is where independent retailers can differentiate by reducing friction and providing increased customer assurance with:

• Clear material takeoffs

• Phased project options

• Trusted contractor referrals

Strategic Takeaway »

Independent retailers can win by leaning into convenience, service and continuity throughout the project lifecycle.

Beyond cost, homeowners increasingly face barriers like time constraints, labor uncertainty and unclear project scope, according to HIRI’s 2025 Project Activity Tracker

Strategic Takeaway »

This creates an opening for retailers to simplify the process. Material calculators, takeoff support, bundled kits and contractor referrals can reduce hesitation and accelerate project starts.

The Bottom Line

As homeowners become more selective and their decision journeys more complex, the winners will be those who do more than stock product.

Independent retailers who help customers plan, simplify and execute their projects will be best positioned to turn today’s cautious demand into tomorrow’s completed builds.

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RESOURCES

Dive Into the Data

NHPA conducts industry research annually, providing data that will help retailers be better and more profitable. Learn more at YourNHPA.org/research

THE METRICS THAT MATTER

Looking at how fellow independent home improvement operations perform throughout the year gives retailers in the channel a benchmark for improving their own operations.

Since 2022, the North American Hardware and Paint Association (NHPA) has partnered with The Farnsworth Group to produce the Independent Retailer Index, which tracks key performance metrics quarterly.

Every quarter, the index asks independent home improvement retailers to share year-over-year changes in:

• Transaction size and count

• Inventory investment

• Cost of goods

• Profit margin dollars

• Future operational investments

The most recent Independent Retailer Index offers insight into how retailers are performing amid economic uncertainty.

According to the index, 58% reported increased year-over-year sales growth. Average total sales grew by 3.9% during this period. This strong performance in the first quarter serves as a positive indicator that the upcoming spring season may surpass 2025 levels.

“I think it is encouraging that we are seeing some positive momentum from the study in terms of sales, but I think it is important to temper our optimism as significant challenges continue to persist,” says Dan Tratensek, NHPA chief operating officer. “External issues like surging gas and utility prices, overall affordability and high interest rates could dampen some of the progress we saw in the first quarter, so we are still cautious with any declarations about this momentum having sticking power. We still feel relatively confident that we should see growth this year over last, the question will just be how meaningful that growth will be.”

CHANGES IN TOTAL SALES (YEAR OVER YEAR)

In Q1, 58% of independent retailers reported a year-over-year increase in total sales, representing a jump of 25 percentage points compared to the previous year.

CHANGES IN TRANSACTION COUNT (YEAR OVER YEAR)

In Q1, only 23% of retailers saw increased transaction counts, a 3-point drop from last year. Average transaction volume fell by 1.1%, nearly mirroring last year’s 1.4% decline.

CHANGES IN TRANSACTION SIZE (YEAR OVER YEAR)

Retailers are seeing a surge in transaction sizes. 59% of retailers reported year-over-year increases in transaction size—a jump of 17 percentage points compared to both last year and last quarter. On average, transaction values grew by 3.3%, nearly doubling the growth rate seen in the previous year.

SHAPE THE INDUSTRY

< 5% of respondents were unsure

IN COST OF GOODS

Cost of Goods (COG) remains a headwind, though pressure is easing. While 48% of retailers reported higher year-over-year costs, this is 4 percentage points lower than last year and a 19-percentage point drop from last quarter. The average COG rose 2.7% year-over-year, holding steady with the rate seen in Q1 2025.

The Cost of Doing Business Study provides detailed financial information from hardware stores, home centers, lumber and building materials outlets and paint and decorating outlets in the U.S. For over 100 years, independent home improvement retailers have used this annual study to benchmark their business against industry averages, identify ways to reduce costs and increase profits, uncover hidden growth opportunities and plan for long-term financial success. NHPA’s Cost of Doing Business Study depends on participation from independent retailers like you. Your input helps ensure the data reflects today’s market and strengthens the value of industry comparisons. In return, you gain access to insights that help improve performance and profitability.

Scan the QR code to participate in the study and give your input.

Built Right

Helping Customers Navigate Deck Projects From Concept to Reality

BY ANNIE DAMEWORTH

When creating outdoor spaces, homeowners are not only building areas to gather and enjoy fresh air, but are making these spaces extensions of their home. According to the 2026 Outdoor Living Report from Deckorators, homeowners look for a balance of functionality, longevity and beauty when choosing design and materials for outdoor projects, like decks and patios.

“In recent years, ‘home’ has taken on a deeper meaning—not just as a place to live, but as a sanctuary for connection, comfort and renewal,” says Michelle Hendricks, director of marketing at Deckorators. “As more people choose to thrive in place rather than relocate, a powerful movement has emerged—transforming outdoor areas into extensions of the home that enhance quality of life, nurture overall well-being and boost property value.”

As more homeowners are desiring elevated outdoor spaces, providing a robust selection of products and services to meet these needs, like an outfitted decking and railing category, can help win sales.

At the Dubuque, Iowa, location of Spahn & Rose Lumber Co., general manager Brian Bowles and his team have created a curated set of deck planning tools, from a stunning showroom to detailed 3D design and visualization services, to help customers envision this large-scale outdoor project. With an emphasis on communicating value, listening first and sharing extensive product knowledge, employees are equipped to lead customers through the design process from start to finish.

“Our showroom is one of our most valuable resources,” Bowles says. “It allows customers to compare multiple

CATEGORY SPOTLIGHT

TRENDS

Decked Out

See three essential decking products for DIY customers at hardwareretailing.com/decking-products

decking styles side-by-side and explore different railing systems, colors, textures and installation approaches in a hands-on environment.”

The store’s 3D design services help homeowners better understand how their deck will look and function within their space. For customers just beginning their projects, the Spahn & Rose website has an online design catalog, including types of materials and their cost ranges, an ‘anatomy of a deck’ section detailing the specific parts of a deck and sample deck plans with photos and outlines for customers to browse through.

“These tools help customers make confident decisions earlier in the process and reduce uncertainty before construction begins,” Bowles says.

Innovation in the Category

As decking materials have evolved in recent years and continue to change, staying on top of trends is necessary to stay relevant in the category.

“We’ve seen strong innovation across the category, including more realistic finishes, improved traction, faster heat dissipation and materials designed specifically for wet or ground-contact environments,” Bowles says. “At the same time, manufacturers continue to introduce cost-efficient structural improvements that make composite decking more accessible to a broader range of homeowners.”

Evolution in decking and railing has moved these products to be more specialized, allowing customers to choose products to specifically match how their deck will actually be used.

Keep it Simple

While Spahn & Rose sells a wide range of brands and materials when it comes to decking and railing products, in-store displays only include the products most frequently recommended by employees. This simplifies decision-making for customers and opens opportunities for customers to talk to employees about their specific needs.

“Because the category includes so many variations, a curated presentation helps simplify decision-making and ensures customers can focus on solutions that are proven and readily available,” Bowles says.

When customers come to the store to start a decking project, Bowles says they are mostly looking to understand the differences between material options.

“Questions about durability—especially resistance to staining, scratching, fading and moisture—are very common,” he says.

Customers are also interested in warranty coverage for specific brands and long-term maintenance of materials.

“Homeowners want to know not only how a product looks today, but how it will perform five, 10 or 20 years from now,” Bowles says.

Translating value to the customer rather than just telling them about the product is essential in answering these questions and selling the category overall. Bowles trains his team to educate customers about materials beyond the product features. With such a vast category, it’s essential employees know how to simplify not only the basic specs, but also qualities like longevity, maintenance, style, safety and comfort.

“Our employee training emphasizes listening first and then guiding customers toward options that best align with how they plan to use the space,” Bowles says. “Ultimately, our role is to act as a matchmaker between customer needs and the wide range of decking products available today.”

Thoughtful Display

The decking category at Spahn & Rose Lumber Co. is curated to help customers choose products without overwhelming them with too many options.

RESOURCES News to You

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Building on Legacy

New House-Hasson CEO Sets Goals Prioritizing a People-First Mindset

Bringing a wealth of experience in the home improvement industry, Jeff Land has taken over as chief executive officer of House-Hasson Hardware Company.

Land joins House-Hasson from Northern Tool & Equipment, where he served as senior vice president of merchandising, inventory management, product management and global sourcing. He has also previously served in senior roles at Generac and Harbor Freight.

Jim Hasson, chairman of the board of House-Hasson, says bringing on Land reflects the company’s commitment to dealer-focused operations and long-term growth opportunities for alternatives to standardized and impersonal sales organizations.

“Jeff Land is a proven leader with deep experience across manufacturing, distribution and retail within the hardware and building materials industry,” Hasson says. “As the company continues to grow in scale and complexity, the Board determined that this was the right moment to bring in a leader with the operational discipline, strategic vision and industry insight needed to guide the company forward. After a comprehensive national search, Jeff clearly emerged as the best fit for the future of House-Hasson.”

Land sat down with Hardware Retailing and provided insights into how his previous experience will benefit him in his new role, how he has been spending his first days in leadership and what excites him most about taking the helm at House-Hasson.

Hardware Retailing (HR): How have your previous professional experiences prepared you to lead at House-Hasson?

Jeff Land (JL): First and foremost, my past experience brings two things together: putting the customer first and putting your people first. At the end of the day, that’s what we’re going to do. We are here to take care of our customers and their customers, but for us to do that, we have to take care of our people here too.

What also helps me in the background that I have is combining knowing what it means to be a really strong retailer, coupled with executing as a high performing supplier. It’s our responsibility to partner with our customers to help them be as successful and profitable as possible, and that goes well beyond just providing a product. Being a retail partner who can offer a personal touch is important to House-Hasson and will be evolving as we move forward.

HR: What are your immediate goals in your first few months in this new role?

JL: Learning from everybody who works here and learning from our customers. I’ve been in and around the industry for a long period of time, and as I’ve started to craft what our strategic plan is as we go forward, it’s very important that I learn first. It can be the instinct of anybody in this role to want to act quickly and act fast, but I think it’s important to pause and really hear everybody and pay attention to what they are saying.

HR: How do you hope to build on the company culture that currently exists at House-Hasson?

JL: Honestly, that culture was one of the biggest factors for me to come here. I have worked at great companies throughout my career, and it’s very important for me to continue to work for a great one. I love the legacy at House-Hasson; we will celebrate 120 years in August. This company has so many really great people who love what they do and they love who they do it for, and no matter how much we grow and where we grow to, we’ll never lose that. That’s really something that is of value to us.

HR: What excites you most about leading this company? How can independents continue to embrace opportunities in the market?

JL: I think the future’s bright and the retail world is changing faster than it ever has. I love the position we’re in to help the independent dealer network be able to thrive. You hear in the marketplace about how all the small retailers are going to get cannibalized by the larger retailers and while there is always going to be some factor of that, I actually believe the opposite will be true. I think there are so many customers in the U.S. who want different kinds of experiences from the big box, who still want that personal touch and personal experience and value what these independent dealers do for their communities.

To allow them to do that and be successful, we all have to partner with them be the best retailers that they can be. At House-Hasson, it’s our job to be the best partner that we can be so they can take care of those customers in their communities who want to and need to shop with them.

Cost of Doing Business Study

Improve Financial Performance

NHPA’s Cost of Doing Business Study shows you where you stand in the paint retail industry. Your participation ensures the benchmarks reflect the latest trends and challenges, helping you plan for growth and profitability.

Why Participate?

Your financial results compared to the industry’s best retailers

Benchmarks for eachlLine item on your profit and loss

Participants receive quarterly updates on financial and operational KPIs

Schedule a financial gap analysis with an NHPA strategic consultant to review your results

Scan the QR Code to learn more and take the survey.

Participate in the survey, share your data and help shape this year’s industry benchmark.

To

Industry Events

JUNE

spoga+gafa

JULY

Independent Home Improvement Conference July 29-30 | ORLANDO, FL

AUG

Orgill Fall Buying Event Aug 3-16 | VIRTUAL House-Hasson Hardware

August 6-8 | SEVIERVILLE TN SUPERZOO

August 12-14 | LAS VEGAS, NV

August 18-20 | NASHVILLE, TN

Make Leadership Development Count

Leadership gaps won’t wait. NHPA’s Retail Management Certification Program (RMCP) equips store managers and emerging leaders with the skills to improve operations and drive measurable results. Enrollment closes soon—don’t miss your chance to strengthen your next generation of leaders.

Confidence Growth

Elevate your leadership presence and leave ready to lead with confidence, influence key decisions and drive meaningful change in your business

Enroll Before June 26

Scan the QR code or visit YourNHPA.org/rmcp

Cody Goeppner

Director of Education & Training | RMCP Class of 2017 cgoeppner@YourNHPA.org

Real-World Application

Turn learning into action through your Business Improvement Project, solving real challenges and driving measurable ROI within your business

Mentorship and Support

Learn from university professors and industry experts while receiving ongoing mentorship and direct guidance from NHPA leadership throughout the program

Industry-Wide

Networking

Build meaningful connections with high-performing peers across the industry, relationships that continue to support and challenge you long after the program ends

Enroll Today

Don’t wait to build the leaders your operation needs. Learn more by visiting YourNHPA.org/rmcp

Confident Leaders, Stronger Teams

Follow the Roadmap to Success With the Industry’s Premier Management School

Built for owners and managers in the home improvement industry looking to boost their leadership skill set, the North American Hardware and Paint Association’s Retail Management Certification Program (RMCP) is the industry’s premier management school focusing on growing store sales and profits in today’s changing retail landscape.

Participants will gain skills in financial management, advanced retail operations, advertising and marketing, budgeting and benchmarking and leadership and teambuilding. The course content, taught by a distinguished team of collegiate-level and retail professors, addresses current issues and focuses on what’s happening in the industry right now, so students can apply

what they learn to their teams and businesses immediately.

“My overall experience with the RMCP program was enlightening,” says Tommy Granger, store manager at Randy’s Do-It-Best. “Being exposed to the different problem-solving perspectives of my classmates and the instructors was super valuable. I was surprised we could all come to the same solution to problems but through 15 different avenues, many of those I would not have thought of myself.”

RMCP is centered around a business improvement project, where participants identify a real operational challenge within their business and build a structured solution they can immediately implement. Each student and their sponsor—the business owner or manager who helps coach the student through the

program—choose what they want to work on based on the current needs of the business. Past projects have improved inventory accuracy, merchandising execution, training systems, operational efficiency and customer experience.

“All the knowledge and centuries of experience you get exposed to here at RMCP is incredible,” says Luke Rogers, store manager of Bridgeport Building Center. “You get to learn and hone your skills to be a better leader, and the whole time you’re here, you’re just getting filled with knowledge.”

Whether your business is new to RMCP or you have sent participants to past programs, apply now to follow in the footsteps of over 300 retailers who have gleaned invaluable knowledge from the program, creating stronger leaders and stronger stores.

A STORY ABOUT GROWING THROUGH AGILITY

Agri Supply has never fit neatly into a single category Since opening in 1962, what began as a small operation has grown into a multi-faceted business built around serving the diverse needs of our customers

At our core, we are a retail and wholesale farm and ag supply company with nine locations across the Southeast, including Virginia, Georgia, North Carolina and South Carolina. Our stores range from 40,000 to 120,000 square feet and carry roughly 40,000 items, with strong assortments in agricultural supplies, trailer and mower parts, fencing and three-point equipment. We’ve also developed our own brands, like Carolina Cooker, which has become an important part of our business.

Because of the markets we serve, there is no one-size-fits-all approach that works for us Our growth has been driven by our ability to stay responsive to customers and adapt store by store.

That same mindset is why our partnership with Orgill has become so valuable. What began as a secondary supplier relationship evolved as we recognized the opportunity to strengthen our hardware business

Working with Orgill, we completed a 10,000-square-foot hardware reset in one store, and the results quickly exceeded expectations. Their team supported everything from assortment planning to execution, creating a department tailored to our customers not a cookie-cutter solution

Because of that success, we’re expanding hardware into additional locations Our goal remains simple: stay agile, serve our customers and continue building on the foundation established more than 60 years ago.

Barry Partlo President & CEO

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Agri

Supply | VA, NC, SC & GA