Loud & Clear
6 Platforms to Improve Internal Communications Page 20
The National Hardware Show Welcomes Independents Page 30
Making Over Your Fasteners Category Page 50
Loud & Clear
6 Platforms to Improve Internal Communications Page 20
The National Hardware Show Welcomes Independents Page 30
Making Over Your Fasteners Category Page 50
ASSORTMENTS + 1,600
60,000 + hrs. 48 ITEMS OFFERED
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COST-EFFECTIVE INVENTORY
BULK SELECTION OFFERS
COST-EFFECTIVE INVENTORY
Based in Kalamazoo, Michigan, Midwest Fastener is a family-owned hardware supplier that services customers all over the country, from Alaska to Hawaii. We have a long-standing reputation in the general and construction fastener aisle for being a knowledgeable, responsive, and trusted partner for your hardware needs. We accomplish this through a fully customer-focused approach by offering quality products and keeping commitments. Our national sales force is dedicated to servicing local hardware stores, lumberyards and more. Your Hardware. Our Business.
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
Ned Green, Weider’s Paint & Hardware, Rochester, New York
EXECUTIVE VICE CHAIRMAN
Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia
DIRECTORS
Alesia Anderson, Handy Ace Hardware, Tucker, Georgia
Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri
Ash Ebbo, Clement’s Paint, Austin, Texas
Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia
Michelle Meny, Meny’s True Value, Jasper, Indiana
Michael Sacks, FLC Holdings, LaGrange, 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 APRIL
EXECUTIVE STAFF
PRESIDENT & CEO
Bob Cutter
CHIEF OPERATING OFFICER
Dan Tratensek
CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES
David Gowan
VICE PRESIDENT OF CONTENT DEVELOPMENT & PUBLISHER
Scott Wright, swright@YourNHPA.org
CONTENT AND PRODUCTION
Top-Tier Merchandising
Unveiled this month at the National Hardware Show, NHPA’s Merchandising for Profit Study is both a resource for best-in-class merchandising techniques and a scorecard retailers can use to measure the effectiveness of their in-store merchandising. Get a closer look at the study in the April issue of Hardware Retailing to learn merchandising techniques and best practices for improving your store’s merchandising strategies.
Hardware Retailing (ISSN0889-2989) is published monthly by the North American Hardware and Paint 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 © 2025 North American Hardware and Paint 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.
317-275-9400, editorial@YourNHPA.org
MANAGING EDITOR
Lindsey Thompson, lthompson@YourNHPA.org
MANAGER OF MARKETING & PARTNER RELATIONS
Austin Vance, avance@YourNHPA.org
NEWS & DIGITAL EDITOR
Jacob Musselman, jmusselman@YourNHPA.org
CONTENT DEVELOPMENT COORDINATOR
Annie Palmer, apalmer@YourNHPA.org
LEAD GRAPHIC DESIGNER
Autumn Ricketts
MARKETING & DESIGN SPECIALIST
Olivia Shroyer
PRODUCTION & DESIGN ASSISTANT
Samantha Mitchell
SALES & PRODUCTION ASSISTANT
Freda Creech
SALES
NATIONAL SALES MANAGER
Greg Cole gcole@YourNHPA.org | 317-775-2206
REGIONAL SALES DIRECTOR Jordan Rice jrice@YourNHPA.org | 217-808-1641
ASSOCIATION PROGRAMS
800-772-4424, NHPA@YourNHPA.org
EXECUTIVE DIRECTOR OF RETAIL ENGAGEMENT & EVENTS
Katie McHone-Jones, kmchone-jones@YourNHPA.org
TRAINING MANAGER & EDITOR
Jesse Carleton, jcarleton@YourNHPA.org
MEMBERSHIP MANAGER
Renee Changnon, rchangnon@YourNHPA.org
OPERATIONS COORDINATOR—ADVANCED EDUCATION & TRAINING Amy Hayes, ahayes@YourNHPA.org
Sending a Clear Message
While it’s hard to measure as an intangible aspect of the workplace, communication is crucial to the success of the entire operation. Learn from two retailers who share the tools they have implemented to address their own communications obstacles.
Where the Industry Meets
If you have never been, or it’s been a few years since you’ve attended the National Hardware Show, this is the year to go. From educational sessions to product discovery to networking opportunities, NHS 2025 promises to be bigger and better than ever.
Break Down the Data
In partnership with The Farnsworth Group, NHPA released its Independent Retailer Index for the fourth quarter of 2024. Take a closer look at the data that retailers reported late last year to benchmark your own operation.
Dual Duties
Currently serving in the Indiana Air National Guard and in the communications department at Do it Best, Helmets to Home Improvement honoree Dan Walton shares his love for both and how the two distinct jobs work well together.
50 CATEGORY SPOTLIGHT Fasteners Redefined
Learn from one retailer who identified a problem in his fasteners category and became a catalyst for change for the department, resulting in increased profits, improved efficiency and a higher level of customer service.
CONNECTIONS
Send Dan a Message dant@YourNHPA.org
Dan Tratensek
BUSINESS
TAKING CARE OF
“Managing the variables you can control is one of the best ways to ensure your business isn’t overcome by the circumstances that are beyond your control.”
FROM THE ASSOCIATION
A Renewed Focus on Margin
AS WE PREPARE to put a bow on the first quarter of 2025, we can all agree there is still a great deal of uncertainty facing our industry and the economy in general. With this uncertainty comes many questions about how best to approach business decisions.
As I have said many times in the past in this same space, there is no magic formula for finding business success during uncertain times. However, the best thing you can do to navigate uncharted waters is to focus on the areas of your business that you can control.
Right now, the macroeconomic climate, wage inflation, general inflation and geopolitical unrest are all issues that impact your operation, but that you have little control over.
How do you respond? By renewing your focus on core business principles.
One principle that seems to be getting a lot attention these days is margin management. As a business owner, you are always concerned about maximizing your margin potential, but especially given some of the external challenges businesses are facing today, focusing on margins should be a top priority.
For example, increasing wage pressures combined with inflation are putting a lot of strain on your operation right now. Efforts to keep up with rising payroll costs while also seeing consumers become more judicious with their discretionary spending can be a daunting hurdle to overcome.
While you might have little control over the forces creating this dynamic, you can control how your business responds. Better margin management can be key.
In NHPA’s annual Cost of Doing Business Study, it is abundantly clear that margin discipline is one of the key factors of success for the businesses that find their way into the top 25% of companies in this industry.
Take your average hardware store, which is running at an overall gross margin after rebate of 41.1%, and compare it to a high-profit store that is earning 43.1%. For an average store with top-line sales of about $4 million, this margin difference alone translates to an additional $80,000 in gross margin dollars.
In general, we find that higher-profit retailers make margin management a top priority. This means taking advantage of purchasing deals, maximizing rebate opportunities, being disciplined in buying practices and being diligent with your pricing strategies.
There are two reasons why now is a great time to refocus on driving margins.
First, we are in the middle of spring market season where you can secure some of the best deals on products, allowing you some extra room to pad your margins. Second, we are about to go into the busiest season for the industry—spring.
There is NO time to waste. Now is the time to focus on how to drive your margins. Managing the variables you can control is one of the best ways to ensure your business isn’t overcome by the circumstances that are beyond your control.
Dan M. Tratensek Chief Operating Officer
EDITORIALLY SPEAKING
Lindsey Thompson
“ Communication methods you implement don’t always have to be the latest and greatest—they just need to work for your operation.”
FROM THE EDITOR
Evolving Communication
HELLO, MY NAME IS LINDSEY, and I am a geriatric Millennial.
What a horrible name for my sliver of generation that is sandwiched between Generation X and Millennials. I’ve read we’re named so because most of us experienced both analog and digital technologies growing up but are generally still more comfortable with traditional communication methods like phone calls and face-to-face interactions. I have to admit, that’s pretty on point.
Looking back, experiencing leaving the analog world and jumping into technology was a weird, but exciting, time. When I was in high school, I wrote my first paper on our shared family computer. I didn’t get a cell phone until my freshman year of college, and even then, I only got it out of my car’s glove box every Sunday to call my parents.
At Ohio University, each dorm room came with a desktop PC for all the roommates to share, so we didn’t have to go to a computer lab. MySpace and AOL Instant Messenger were forerunners to Facebook, Instagram, SnapChat and TikTok. I bought my first (very expensive!) laptop junior year and listened to an MP3 player that held a mere eight songs. My wedding pictures are all on film, not digital, and my oldest’s first pictures were taken on a digital camera. I didn’t get an iPhone until right before my second child was born.
More than just a history lesson that would make my children roll their eyes, I share all this because as I wrote this month’s feature story (Page 20), I was thinking about how communications technology has changed in the workplace as well. With technology constantly changing, owners and managers need to continually evaluate how they communicate with employees and how employees communicate with one another.
Communication methods you implement don’t always have to be the latest and greatest—they just need to work for your operation. I love how the retailers I interviewed implemented the methods of communication that are best for their employees, taking into account that their people—from their Boomer employees to their Gen Z staff members—communicate differently. I encourage you to dive into their insights to improve your own operation’s communication.
And if you need other ideas, the National Hardware Show, taking place March 18-20 in Las Vegas, will be the perfect place to connect with fellow retailers in the Independent Retail Center (learn more on Page 30) to share ideas. Plus, you can meet a number of communications-related vendors on the show floor to see what’s out there that might work for your operation.
For all my fellow Millennials...insert an ironic AIM away message here.
Lindsey Thompson Managing Editor
At Hardlines Distribution Alliance, we work tirelessly to deliver tools, services and communications to help you make connections that lead to growth. With accounting, merchandising, marketing, and advertising services, our distributor members, vendor partners, and retailer customers know they will always have the resources they need, whenever they need them. And, with an ever expanding offering of value-added services, HDA offers a dependable source of tools to help successful businesses thrive, from everyday supplies to digital event management. We’re with you, every step of the way.
Learn more about HDA by contacting Katie Bravo, Advertising & Communications Manager, at 303.792.3000 or katie.bravo@hdaworks.com • Find us online at www.hdaworks.com
Fully customize a hotel suite for guaranteed meetings with industry leading Distributors only at the Group Merchandising Conference! May 5-8, 2025
Embassy Suites Cincinnati River Center • Covington, Kentucky
TRAINING
A Firm Foundation
Set your employees on the right path with NHPA Foundations of Retail courses. Learn more at YourNHPA.org/foundations INDUSTRY VIEWPOINT
Meet Jim
Jim Robisch has been working in the home improvement channel for over 40 years. He is retired from The Farnsworth Group, where he was a senior partner and adviser focusing on retail research and consulting. He directed retailer and wholesaler services activities for the firm, including customer intelligence, brand image and positioning, market expansion, customer satisfaction, growth and strategic planning. Jim has worked with more than 1,000 independent retailers and over 50 of the top industry chains and the largest wholesale groups. He has evaluated over 1,000 trading areas and visited over 10,000 stores. In retirement, Jim remains active with consulting work and serving on numerous industry and nonindustry advisory boards.
CONNECT Email jrobisch@thefarnsworthgroup.com
OPERATIONS
A Customer Focus
There’s a quote I remember from a while ago that went something like this: “I’ve never seen any company go out of business for trying to be the best at serving its customers.”
If this is true, then what is a customer? When formulating your own definition of customer, some context and a little perspective might be helpful for you to consider. Your own definition is so important because it transcends your mission, culture, hiring practices, marketing, buying and more.
We’ve all heard and used the buzzwords of the day: customer focused, customer oriented, customer centric and others. These are great, but they lack the passion that your customers rightfully deserve.
Customers bring you their needs and wants. It is your duty to respond profitably to both your customers and your company.
Customers are not just data points on your income statement. They have emotions and feelings. They have opinions, biases, priorities and preferences. A golden rule to remember is that you can never argue with your customer, because you just won’t win.
“Customers do us a great favor in giving us the opportunity to serve them. They are not dependent on you—you are dependent on them for business.”
Customers are your business. They aren’t strangers. When they visit your store, they’re not an interruption—they are the reason you are in business. Customers do us a great favor in giving us the opportunity to serve them. They are not dependent on you—you are dependent on them for business. These ideals seem to have somehow been lost along the way for many. They need to be integrated or re-introduced into your business and certainly your culture. They should prominently be posted and celebrated at every chance. Your customers are the most important people to exist—in person, online, over the phone or through any interaction. Until next time.
Jim Robisch Senior Partner & Adviser, Ret. The Farnsworth Group
INDEPENDENT INSIGHTS
BROUGHT TO YOU BY OPERATIONS
Next Gen
Discover the DIY projects Gen Z are tackling most frequently and need guidance on at hardwareretailing.com/gen-z-diyers
Challenge Accepted
WHY MORE HOMEOWNERS ARE OPTING FOR DIY PROJECTS
AS THE U.S. continues to tackle inflation, many homeowners are taking on DIY projects rather than hiring a professional to complete those tasks. The Farnsworth Group recently released its Quarterly Homeowner Activity Tracker for Q3 2024, which shares homeowners’ attitudes toward DIY projects during Q3.
Challenges Encountered During Home Improvement Projects
In Q3, 3% more homeowners faced challenges tackling DIY projects, compared to the previous quarter. Cost remained the top issue, with knowledge and quality concerns increasing from Q2.
Challenges Hiring a Professional
Source: Quarterly Homeowner Activity Tracker for Q3 2024, The Farnsworth Group
STAY INFORMED. STAY AHEAD.
Whether you’re a retailer, manufacturer or service provider, Hardware Retailing’s Industry Newsletter delivers must-know information straight to your inbox—every weekday morning.
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SPRING PRODUCT PREVIEW
PRODUCTS
Retailer Recommendations
Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and why you love it.
BEING PREPARED for the spring market season is important. As you visit these markets, take time to analyze trends, assess emerging customer needs and consider how new products can enhance your current offerings. Whether it’s seasonal must-haves, new power tools or smart home solutions, having the right mix of products can set your business apart. To help you make informed purchasing decisions, Hardware Retailing has identified some of the most sought-after products that will capture your customers’ interest and drive sales this year. Be sure to check out these hot products at the National Hardware Show (NHS) March 18-20, 2025, at the Las Vegas Convention Center.
Ant Bait
The Ant Bait Kit from RESCUE! is a mess-free, child-resistant solution for indoor ant problems. Using a dual-bait gel formula with separate protein and sugar compartments, these baits attract and eliminate most common household ants by targeting both workers and larvae. Place the bait station in areas with ant activity and leave for up to three months.
STERLING INTERNATIONAL | rescue.com or NHS Booth W3223
Home Repair Kits
The Project Master Kits from Midwest Fastener are award-winning bolt, screw and drill bit kits made for homeowners to tackle basic repairs. These kits from Midwest Fastener are packaged with detailed labels and clear descriptions, outlined to show where each kit is made to be used with information on home repairs.
MIDWEST FASTENER | fastenerconnection.com or NHS Booth W1331
Ladder Tray
The Third Hand Pro is a multipurpose project platform for painters, homeowners and anybody working on a stepladder. The Third Hand Pro features a tray with slots for paint cans, brushes and cell phones, freeing up hands for added safety while giving customers a working area. The platform is made of plastic resin and will fit most 4-foot, 6-foot and 8-foot stepladders with a slotted top cap.
P3HPRO | thirdhandpro.com or NHS Booth W440
Hardwood Cleaner
Paint Storage Bag
The Steward from StopLossBags is a reusable stand-up pouch that stores paint, keeping it fresher, reducing waste and saving money. Mix, dispense and store paint conveniently from touch-ups to project leftovers. The bags are designed for latex and oil paints and are formulated with a three-ply construction that prevents solvent loss with a gas barrier. Each bag holds 1 quart of paint.
STOPLOSSBAGS
stoplossbags.com or NHS Booth N54
The Wood-N-Floors Hardwood Floor Cleaner from Howard Products is a ready-to-use, water-based cleaner for hardwood, vinyl and laminate flooring. The spray is residue and streak free and dries in up to two minutes.
HOWARD PRODUCTS
howardproducts.com or NHS Booth W432
Point-of-Sale System
Rundoo is an all-in-one software solution tailored to help paint and hardware stores streamline their business. Rundoo’s system offers an intuitive checkout experience, a mobile point-of-sale for business tracking and a mobile app for contractors.
RUNDOO | getrundoo.com or NHS Booth W4311
Wood Screws
The HeadLOK structural wood screw from FastenMaster features an internal drive and flat head with a higher design sheer than traditional lag screws. HeadLOKs do not require pre-drilling and are approved for use in ACQ or treated lumber.
FASTENMASTER | fastenmaster.com
Flood Barrier
The Flood Barriers from Quick Dam provide fast flood protection by absorbing and expanding on contact with water. Compact and easy to deploy, these flood barriers come in 5-foot, 10-foot or 17-foot lengths and are made for doorways and garages. These flood barriers are not made for use with salt water.
QUICK DAM | quickdams.com
22_0470_Poly_PolySheet_HalfHoriz_US_MXsp Mod: January 2, 2025 1:55 PM Print: 01/02/25 page 1 v2.5
Merchandising System
The ZipTrack Merchandising System is a cost-effective anchored merchandising system that maintains and fronts its products in place at all times. Use the product displayed to set the lane width and slide the product from front to back to fill each lane.
TRION INDUSTRIES | triononline.com
BECOME A DEALER
• High quality products, made by welders, for welders
• Committed to supporting your company’s growth plans
• High fill rates, ensuring you get what you need when you need it
• Tailored customer service to make your experience hassle-free
• Drive sales with our signage, POP and marketing support
• Over 30,000 retail locations served
• On-site and online product knowledge training
• NEW and exciting product offerings
Bucket Seat
The Uni Pro 225 Bucket Seat from Great Northern Equipment is a high-back seat with universal mounting for lawnmowers and construction and turf equipment that is made to replace 16-inch and 19-inch seats. These seats have multiple mounting patterns and accept an operator presence switch with a twist-in mount. These seats are made of waterproof vinyl and are available in black, gray or yellow.
GREAT NORTHERN EQUIPMENT DISTRIBUTING gnedi.com
OPERATIONS
Bolster Your Communications
Tap into these five best practices to improve your operation’s communication and avoid the pitfalls of poor communication at hardwareretailing.com/bolster-communications
Crystal Clear
6 Tools to Address Workplace Communication Challenges
BY LINDSEY THOMPSON
On any given day, we have a plethora of ways—from face-to-face to FaceTime, phone calls to text messages, digital to analog—to communicate with one another. No matter what method you choose, it is frustrating when messages get lost or ignored and communication breaks down, which makes it important to choose the right channel. When it comes to communication in the workplace, the same holds true. There are a lot of options for employees to communicate with one another, and choosing the right one can mean
According to the Communication in the Workplace Statistics 2024 report from Pumble, a communication platform, 86% of employees and executives cite the the main causes of workplace failures. Nearly 70% of employees believe that wasted time is one of the worst consequences of poor communication.
As you consider your workplace communication challenges, these two retailers share the tools they have implemented to address their own obstacles.
D&B Supply director of operations Kevin Lundergan (left) introduced a new communication platform that has seen much success.
Improving Communication Flow
When Kevin Lundergan started working for D&B Supply as a teenager, he didn’t realize he was beginning his career in the independent home improvement industry.
college to pursue this dream while still working part-time with D&B Supply, which has 15 locations in Idaho and manager position with another D&B Supply location. He took it and never looked back. Lundergan moved into several manager roles, and now 20 years later, he serves as the director of operations for D&B Supply.
That extensive experience in a number of locations, combined with the variety of roles he’s held, has given Lundergan a unique perspective when it comes to company communications, which Lundergan addressed in his business improvement project he completed as part of the North American Hardware and Paint Association’s
Addressing Growing Pains
During his business improvement project, Lundergan looked at the way D&B Supply employees at all levels were communicating and the challenges the operation faced when it came to communications.
“We have grown so fast in the last few years and were always accustomed to the old school ways of doing things,” Lundergan says. “During the Retail Management
One big challenge was follow-up, as management employees in each of the stores.
“We were always constantly getting on the phone or sending an email to follow up,” Lundergan says. methods to communicate with employees, which made it every employee has access to anyone else in the company via email, which Lundergan says is great to create a culture of openness, but having to constantly answer whether employees were getting the information sent out to them. Lundergan says managers were unable to track how many employees were reading the newsletters, and while they could see who had logged into email, they
Making the Grade
D&B Supply’s Kevin Lundergan used his NHPA business improvement project to advance communications in the stores.
A Comprehensive Solution
As he worked on his business improvement project, Lundergan discovered Zipline, a task management platform, and saw how it could improve communications at D&B Supply. It wouldn’t be an easy sell, however.
“Moving to Zipline ended up being a bit of a culture shock, not just because we had never really had a task management program before, but because it has essentially changed the way we communicate as
management to their employees,” Lundergan says.
With Zipline, employees can access everything on one system. Many of the company’s documents that are employee-facing live in Zipline and the learning management system (LMS) is tied into the platform as well, allowing employees to log into one platform to access all their training. The platform also houses all safety documents and audits.
Lundergan says Zipline’s search functions make it
tags such as “marketing” or “operations” for even easier organization.
“All of that time adds up when you’re not having to search for documents and can access everything in one place,” Lundergan says. “We’ve seen an improvement in employee engagement and more engagement in training. And when our employees are better trained, it leads to less turnover.”
communication is streamlined. Information from versa. The platform also has a messaging feature that
“With email, you’re looking at all these reply-all messages and you’re trying to count which stores have responded and which stores haven’t,” Lundergan says. “Zipline shows who has responded, who has opened and who’s in the middle of doing a task.”
Managers can assign tasks to employees directly through the system, and when an employee completes was completed.
“Because we aren’t always able to do employee huddles at every shift, Zipline has allowed the managers to put together a list that’s ready for the employee when their shift starts; each employee knows exactly what they need to do,” Lundergan says. “Each manager can see in real time who checked in so they can better manage their employees.”
Implementing Intentional Internal Communications
BY ADAM GUNNETT Director of IT & Business Intelligence Busy Beaver Building Centers Inc.
Need-to-know information includes time-sensitive, actionable tasks.
Dialogue and discussion is about fostering collaboration and idea-sharing among employees.
Evergreen information is long-term and foundational.
Nice-to-know information focuses on building morale and strengthening the team’s connection to the business.
“By using intent-based communication mapping, home improvement retailers can tailor their communications to the situation and choose the
Adam Gunnett
Lead With Confidence
Discover the value of excellent communications when serving as a manager or in other leadership roles at hardwareretailing.com/communication-management
The new communications platform Kevin Lundergan implemented at D&B Supply has already saved the company over $87,000. Bottom Line Boost
D&B Supply employees utilize hand-held communications devices in the store and the Zipline app is included on each of those so employees can take advantage of the platform’s real-time features. Zipline can also be accessed from company desktops and workstations throughout the stores. The positive impacts have gone beyond antidotes as well. Lundergan says so far, the company has been able to eliminate over 550 company emails, saving over $87,000 a year. Lundergan estimates that the time savings will add up to over 40 hours a week across all locations.
better customer service,” he says. “We also want to concentrate more on merchandising, price integrity, out of stocks, training and other areas of the store.”
Offering a Variety of Solutions
For Koopman Lumber, which has 12 locations in Massachusetts, keeping communications straight from employee to employee and store to store can get complicated. Vice president of branch operations and retail sales Matt Nichols says the company doesn’t rely on just one communication platform, but has implemented several,
communicating across locations as employees are always available via the Teams chat feature. Because Teams also syncs with employees’ calendars, everyone can see if an employee is in a meeting or unavailable. Teams is also used for any virtual video meetings.
Messaging is also done through the company’s payroll system. Koopman Lumber human resources employees use the company’s payroll system to send messages to all employees—even employees who might not have a Koopman Lumber email address—regarding important human resources information such as insurance policies or open enrollments.
project and work management that Koopman Lumber utilizes is Asana, a platform to organize, track and manage
since 2015, and the company currently has over 50 users coordinating and collaborating on projects.
“I can see upcoming due dates for my team and what says. “It also has a number of automation features that allow us to quickly check the status of any project.”
Asana has helped with store-to-store communication, as each of the stores has its own board within Asana. Employees of each store post tasks or information other employees of that store need to know, such as merchandising tasks that need to be completed. Each store can also share information to the other stores.
“An employee can post a picture of an endcap that’s been done in one location, and then other locations can
Choose the Right Channel
Not only do you need to choose the right channels for communication, you need to be willing to evolve or change if that channel stops being effective.
For Franklin Cloninger, general manager at Triangle True Value Hardware in Greenwood, South Carolina, the problem hasn’t been overcommunication, but communicating in the wrong way.
Cloninger says they ask every potential employee during the interview process how they prefer to communicate and for a long time, the answer has consistently been text messaging.
“It has now shifted, especially with some of our younger employees, that in-person is the most desired way to communicate,” Cloninger says.
Cloninger had to re-evaluate what had been working for him in terms of communication. He is currently using the Homebase app, which provides a way to send frequent messages to everyone on staff. The app also shows who opened the message and who didn’t, so individual follow-ups can happen as needed.
messages are getting lost or just not read,” Cloninger says.
Based on the feedback from employees and input from interviewees, Cloninger says he plans on moving to more in-person communication, and he will continue evaluating what is working and what isn’t.
“It’s coming full circle, and we’re coming back to having more direct communication,” he says. “We want it to be casual and more in the moment while still remaining intentional.”
Koopman Lumber store manager Mike DiVirgilio appreciates the variety of platforms available to communicate with his employees.
INDUSTRY EVENTS
INDUSTRY EVENTS
Independents Invited
Independent home improvement retailers can receive a free expo pass for the 2025 National Hardware Show. Visit NHS2025.com/NHPA to register.
Networking
BY LINDSEY THOMPSON
attending the National Hardware Show
Come Away With Valuable Insights
The NHS Conference Program is the gateway to unlocking your operation’s full potential. Designed for professionals seeking to enhance their skills and grow their network, this program takes place March 19
across key topics within the industry through several tracks. Topics covered will include remodeling trends, merchandising, marketing, innovation, storytelling, returns and more, with each session featuring industry experts, retailers and professionals.
Celebrate and Empower
Women in Home Improvement
The How Women Rise in Hardware event, presented in partnership with Build Women, will take place on March 18 on the NHS Main Stage. This new NHS Conference experience is dedicated to celebrating and empowering women leaders in the hardware and home improvement industry.
In the keynote “The Power of Building Your Personal Brand,” Stefanie Couch, founder of Build Women, will share strategies for developing a strong personal brand, overcoming obstacles and positioning oneself for leadership opportunities.
Gina Schaefer, co-founder of A Few Cool Hardware Stores and author of “Recovery Hardware,” will present the keynote “Building a Culture That Helps You Thrive as a Woman in Business” and discuss creating organizational
cultures that support women’s success, focusing on business growth.
The day’s events will also include a panel discussion, “Breaking Barriers: Overcoming Challenges in a Male-Dominated Industry,” and educational session, “How Women Rise: Overcoming Behaviors That Hold You Back.”
The day will conclude with a relaxed networking session that recognizes nominees and winners for the prestigious How Women Rise Awards. Awards will honor outstanding women in the industry in seven categories: Leadership Excellence, Rising Star, Entrepreneur of the Year, Mentorship, Community Impact, Sustainability Advocate and Lifetime Achievement.
Enjoy a Flavorful Experience
Attendees of NHS will have the opportunity to get their grill on at the Weber Grilling Classes, taking place on Tuesday of the show. Attendees can choose from a beginner or advanced class, and the cost of the class includes all supplies, a gift bag with apron, bottle opener, can koozie,
Sponsored by NHS and the Kansas City Barbecue Society (KCBS), Weber Immersive Grilling Classes will provide a hands-on grilling experience led by Weber pitmasters that showcases new techniques and secret tips on elevating the grilling experience for both beginner and advanced grill enthusiasts.
Gina Schaefer
Stefanie Couch
Get a First Look at the
The North American Hardware and Paint Association’s (NHPA) is a resource for best-in-class merchandising techniques and a scorecard retailers can use to measure
the Made in USA exhibits highlight best-in-class
Attendees of the National Hardware Show will discover the latest and greatest products and services for the home improvement industry. Product Discovery
Relax in the NHS Backyard
Always a crowd favorite, the NHS Backyard will once again be a go-to destination for everything lawn, garden, farm, ranch, outdoor living and grilling. Grill masters will be serving up mouth-watering expert chefs. Each day winds down with live music and refreshing brews in the Backyard Beer Garden—making NHS Backyard the ultimate spot to relax, connect and get inspired.
Outdoor Living
The NHS Backyard at the National Hardware Show is always a crowd favorite with outdoor living vendors showing off their products and offering free food samples.
Take Part in Foundations of
Merchandising Management Live!
Foundations of Merchandising Management Live! is a two-day industry-focused, educational program for both new and seasoned home improvement retail professionals responsible for managing merchandising functions at their stores.
Designed by NHPA with industry retailers, the program provides strategies and tactics
for participants to successfully improve and manage merchandising, assortment planning and vendor relations.
expert-led course sessions, breakout workshops, networking opportunities, hands-on learning assignments to take back to their stores.
Photo Credit: National Hardware Show
BUILDERS
& CONTRACTORS TRUST TITEBOND
Attend the Retailers’ Choice Awards Ceremony
Celebrating its 59th year, the Retailers’ Choice Awards honor the best, most creative and most innovative products on
retailers think would perform well in their Retailers’ Choice Awards program has been an attendee favorite since the program started in 1966.
A panel of independent retailers products they think would perform well in their operations. The judges meet together to share their nominations, and from these nominations, the top 30 or so products are chosen as Retailers’ Choice Awards winners.
On Wednesday evening, the Retailers' Choice Awards winners are recognized and the products are highlighted in a fun and engaging ceremony.
The Retailers’ Choice Awards honor best-in-class products seen at the National Hardware Show
Enjoy Programming Catered to Independent Retailers
During NHS, independent retailers will have their own space to learn, network and relax in the Independent Retail Center (IRC), hosted by NHPA. In the IRC, hear from fellow retailers in three roundtables that will cover topics ranging from innovation to selling.
In “Navigating the Path to Retail Leadership,” retailers will gain best practices to increase their impact and grow their leadership in the industry, connect with peers to discuss shared challenges and explore opportunities for personal and professional growth.
The “Innovation in Retail Technology” roundtable will explore how tech innovations can streamline operations, improve customer experiences and future-proof the business.
“Building a Culture of Selling” will take a look at practical strategies for boosting employee morale, improving retention and fostering a exceptional customer experiences.
NHPA Programming: Education, Insights and Connections,” which will provide an overview of key initiatives for the association, including Foundations of Leadership, Retail Management Cost of Doing Business Study and the IHI Conference.
In “Merchandising for Gen Z: Adapting to the Future of Retail,” attendees will learn what matters most in attracting Gen Z customers to their stores.
retailers, this engaging session will immerse participants in real-world merchandising strategies to attract and engage Gen Z shoppers to their stores.
This session will be held in the Merchandising allowing attendees to take away valuable insights directly from Gen Z students on strategies to
Find Your Space
The Independent Retail Center at the National Hardware Show invites independent retailers to engage with educational sessions and panels, network with fellow retailers and enjoy a space just for them.
The 2025 National Hardware Show will raise the bar with hands-on sessions, live storytelling
that honors the outstanding contributions of professionals in the home improvement industry.
Photo Credit: National Hardware Show
DOUBLE DUTY
Do it Best’s Dan Walton Serves the Country and the Channel
BY LINDSEY THOMPSON
Dan Walton has one foot in the independent home improvement industry and one in the military but is fully dedicated to both. As a communications specialist for Do it Best, Dan also currently serves in the Indiana Air National Guard.
His career in the military started in 1993 when he joined the Air Force after spending three years at Indiana University. He served active duty in the Air Force for four years, working in avionics on the navigation systems,
At the end of 2010, Dan enlisted in the Indiana Air National Guard, this time going into munitions, where he builds bombs, does missile testing and handles other related tasks.
two stints in the military because of what was available at the time,” Walton says. “Both of them are a lot of fun, and I’ve had a great time learning both. They’re all related to planes, but
deployed in Saudi Arabia and has also been and one in Kuwait.
Dan’s father was a Marine and enlisted in the Indiana Air National Guard shortly after Dan was born.
Overseas Service
Dan Walton has served several stints overseas as a part of the Indiana Air National Guard and appreciates the support he receives from his other employer, Do it Best
“He was a master sergeant, so it was really neat when I got to call him the day I became master sergeant to let him know there’s another master sergeant Walton in the family,” Dan says.
While his father was an inspiration to him, it was falling in love in college that drove him to the military. Dan met his now-wife Michelle during his third year in college and wanted
“I realized this was the girl who I was going to be spending my entire life with,” Dan says. “I thought instead of racking up student debt spinning my wheels at college, I could go into the military and start making money to build our lives together. So my motivation for going into the military was more of a romantic thing.”
After he left active duty, Dan worked in a factory, but he didn’t see a strong future there. When his oldest son was just
a newborn, Dan heard about an opening at Do it Best in IT background, and went for it. His instincts were right, and he moved up into the communications department where he still works 23 years later.
“I joined Do it Best for the same reason I got into the military—it was what was best for my family,” Dan says.
Tradition Lives On
Being part of a tradition that dates back to the start of the country is one of Dan’s favorite parts of serving.
“When we were deployed in Kuwait in 2014 and 2015, we in the coalition air strikes against ISIS,” Dan says. “They reactivated us as the 332nd Air Expeditionary Wing—that 332nd designation hadn’t been used since World War II when it
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.
was used for the Tuskegee airman. So the tradition part of serving is very cool.”
The people he has worked and served with have also been a highlight, and Dan appreciates the bonds he built with them and the commitment each of them has for the military. Dan says the military is his other family.
“You’ve literally gone around the world with them, gone to war with them, been in bunkers during rocket attacks with them,” Dan says. “The commitment to excellence in its equal in the civilian world. Working at Do it Best is as close as it gets. I think that’s one of the reasons why I have been here for 23 years now.”
Just Like Family
Just like Dan has his military family, he’s also become a part of the Do it Best family and the larger independent home improvement retail family. One of his favorite parts of his job is putting together the North American Hardware and Paint Association (NHPA) Young Retailer of the Year nominations.
retailers in this channel, and I have met some of the coolest people from across the country who have become great friends. Some of them even check on me when I am deployed overseas.”
Dan says the Air Force teaches service before self,
“Those are the same values we uphold here at Do it Best, Dan says. “It truly is the closest thing I’ve ever experienced in the civilian world that equals the level of dedication you’re taught as the norm in the military.”
Do it Best has also been extremely supportive of Dan during his time in the Indiana Air National Guard. He
and his unit was working out of a building where the power lines had been cut, so they were building bombs by
“The commitment to excellence in the military is unmatched, and I’ve its equal in the civilian world. Working at Do it Best is as close as it gets. I think that’s one of the reasons why I have been here for 23 years now.”
—Dan Walton, Do it Best
“I sent a wish list back to Do it Best, and less than two weeks later, tons of supplies showed up,” Dan says. “Do it Best doesn’t just let me be in the Air National Guard, they support me in doing it.”
In 2016, Do it Best won the Pro Patria Award from the Indiana Employer Support of the Guard and Reserve in recognition of their support of employees in the Guard and Reserves. This award is given to only one employer statewide each year.
While his military skills haven’t directly translated to his role at Do it Best, he has transferred many of the characteristics he honed, including being a quick learner
“I had no clue how to do either of my military jobs before I started, but learned quickly,” Dan says. “Also, everything changes in the military all the time so you have to learn to take it in stride and how to work through it.”
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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
BENCHMARK YOUR BUSINESS
DIGGING INTO how independent home improvement operations are performing throughout the year helps the entire channel understand how they compare to others in the industry and how to use that data to make improvements to their 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.
RESPONDENT PROFILES
Every quarter, the index asks independent home improvement retailers to share year-over-year changes in:
• Transaction count and size
• Inventory investment
• Cost of goods
• Profit margin dollars
• Future operational investments We surveyed retailers on their performance in the fourth quarter of 2024 compared to Q4 2023. See highlights of the data here and download the full report at YourNHPA.org/retailer-index
A wide range of independent retailers participated in the survey, with over half of respondents from rural stores (57%) and almost two-thirds (65%) having just one store. of respondents were store owners
have 11-50 full-time employees
Dig Deeper
Download the NHPA 2025 Market Measure Report, an annual overview of the state of the independent home improvement industry. This resource offers opportunities to look back at a year of changes, successes and challenges in the industry and provides insights into how things might change in the year ahead. Learn more at YourNHPA.org/market-measure.
have annual sales of less than $2 million 26%
CHANGES IN TOTAL SALES
30% of retailers saw year-over-year sales growth in Q4 2024, 7% higher than the previous year’s performance but lower than the 53% growth from two years prior. On average, total sales decreased 0.2% year over year, an improvement from Q4 2023.
Investment Plans for the Next 12 Months
Top Responses
As the new year is in full swing, here are the technology solutions respondents are planning to allocate funds to in 2025.
CHANGES IN GROSS PROFIT MARGINS
margin is up from Q4 2023 (-3.0%) and now a positive at 0.4% average change.
Be sure you’re on the list to receive the newest data from the Independent Retailer Index quarterly. Head to YourNHPA.org/research to subscribe today.
DITCH THE CLIPS &
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CATEGORY
SPOTLIGHT
OPERATIONS
Flourish in the Fastener Category
Discover six ways to invest in your fasteners department to lead to more satisfied and loyal customers and increased sales at hardwareretailing.com/flourishing-fasteners
The fastener aisle redesign at McGuckin Hardware included adding additional lighting and a wider aisle to allow for better vision and more space. Lighting the Way
RESETTING FOR GR W H
Fastener Reset Leads to Increased Sales
BY JACOB MUSSELMAN
Tackling a category reset can be a daunting challenge, but is often necessary to keep your store fresh and customers satisfied. With the right partner and planning, a reset can transform the product offering and the customers’ experience. Learn from one retailer who revamped his fasteners category—a project requiring extensive preparation, collaboration and adaptation.
Pick the Right Partner
Change was needed at McGuckin Hardware in Boulder, Colorado. Plumbing, hardware and fasteners manager Michael Gillette says the store had struggled with challenges in the fastener department, which led to the search for a supplier who could meet the store’s needs unique needs in this department.
“When we found the right supplier, we met with them and discussed the logistics, looked at timelines and figured out how to reset this category in the easiest and most efficient way possible,” Gillette says.
Gillette says his team went into the store’s current fasteners area, sketched different layout options and sent those proposals to the supplier.
The vendor took the team’s suggestions and made adjustments based on the vendor’s existing planograms, while still giving Gillette’s team what they asked for and needed in the most effective way possible for the store.
Keep Customers Top of Mind
Gillette says any store looking to reset a category like fasteners should do so during their slowest periods, which for McGuckin’s was January through March. This allowed the team to maintain
Dn’t Get Tripped Up
While the reset of the fasteners category at McGuckin Hardware was a success, the process didn’t come without challenges. From shelving delays to customer retraining, the team encountered hurdles that required
category reset success.
FOCUS ON ONE PROJECT AT A TIME
a reset. It’s important to focus on one project at a time and not attempt to tackle multiple resets simultaneously.
“At one point, we had three category resets happening concurrently, which caused some challenges with so many moving parts, people and personalities,” Gillette says. “If you’re going to do a reset,
CHOOSE THE RIGHT PARTNER
Having a supportive vendor is crucial. If to assist you, it’s worth looking for other partners who will.
“Finding the right partner is essential,” Gillette says. “I can’t emphasize how important it is to have a strong relationship with your vendor.”
PLAN FOR THE LONG TERM
A reset isn’t complete once the new layout is in place. After the category reset
margins and processes.
TRAIN EMPLOYEES AND CUSTOMERS
Retraining your employees and customers is essential. Employees need to understand the new layout and where products are now located to help customers.
“If you’re doing a category reset, you’re going to have customers come up to you and say, ‘You used to have this product 20 years ago and you don’t have it anymore,’ when in reality, it’s just in a different spot,” Gillette says. “Pay attention
The team at McGuckin Hardware worked with its supplier to find the right time for the reset.
the old fastener aisle’s functionality while transitioning to the new setup.
“Once the planning phase was done, we were left with nailing down a time to begin,” he says. “Early in the year worked best for us to interrupt our customers’ shopping in the least-intrusive way possible.”
Once the time came to begin the fastener category reset, Gillette says his supplier brought in a team of employees to help dismantle the old setup and take away old stock before bringing in the new assets.
Gillette says customers have responded positively to the brighter, more spacious aisles and expanded product selection. The new aisle layout and added space allow Gillette’s team to add touchpoints in the fasteners category and be there to help customers.
The new fastener aisle is more than just a visual improvement. The selection has grown significantly to meet the unique demands of the store’s diverse customer base, which includes tech developers, high-end electronics specialists and even national laboratories.
“I’ve had a customer come in and ask for a very specific stainless steel component, which ended up in space,” Gillette says. “We’re proud we have set a high standard for
McGuckin Hardware plumbing, hardware and fasteners manager Michael Gillette says the reset has greatly improved how his customers shop this aisle.
performance, customer satisfaction and meeting customer’s expectations. Resetting our fasteners category has helped us exceed those standards.”
Once the reset was completed, which took Gillette’s team and their supplier three months, products were added and removed to adapt to McGuckin’s customer base.
“Our supplier didn’t anticipate some of the products we were stocking,” Gillette says. “When they looked at a typical hardware store in our zip code, they were surprised at what we were selling and helped us adapt our purchasing to fit.”
Pivot to Meet Challenges
Gillette says he planned for challenges, which fortunately ended up not being as severe as he was expecting.
During the fastener category reset, shelving for the aisles was delayed in transit, but the team working on the reset didn’t let that stop them from finding a solution, which included securing new vendors for the same product and having the products expedited.
“We’re proud we have set a high standard for performance, customer satisfaction and meeting customer’s expectations. Resetting our fasteners category has helped us exceed those standards.”
—Michael Gillette, McGuckin Hardware
The fastener category reset at McGuckin Hardware included changes to product merchandising, making the products easier for customers to see and shop the store's extensive inventory.
McGuckin’s fasteners vendor was able to prefabricate the new aisles before bringing them into the store, allowing the aisles to still function during the reset.
“The people who assisted us in this category reset weren’t just hired for this project,” Gillette says. “They were people we’d be working with long after the project was finished. That level of commitment spoke volumes. We had some problems, but when you have the regional sales director calling people and fixing problems, it makes everything easier.”
Admittedly, Gillette says making this big of a change was daunting, but throughout the process, he knew he made the right choice.
“Now, we have a greater variety of products, and for our customer base, that is a necessity,” he says. “Are we satisfied? Not yet. We’re continuously refining our inventory and layout to meet our customer needs. But we’ve made great strides and the feedback we’ve received has been positive.”
RESOURCES
News to You
Subscribe to our daily newsletters at hardwareretailing.com/subscribe for the latest news, trends and more.
New NHPA Partnership Benefits Canadian Retailers
organization like Supply-Build Canada to provide ongoing access and service to the Canadian retailers utilizing our programs,” says Dan Tratensek, NHPA’s chief operations officer.
THE NORTH AMERICAN HARDWARE AND PAINT ASSOCIATION announced its partnership with Supply-Build Canada, formerly the Western Retail Lumber Association, to act as the association’s licensed provider of educational and training materials throughout Canada.
“NHPA has been serving retailers in Canada since 2006, and we are pleased to now work with a well-respected
INDUSTRY EVENTS
This new arrangement will ensure that Canadian retailers interested in utilizing any NHPA training programs will have both an ally and a resource keenly in tune with the unique needs of their markets.
All NHPA programs available to retailers in Canada can now be accessed through Supply-Build Canada, who will also service all Canadian retailers and industry partners currently utilizing NHPA programs.
Unlock Success at the 2025 IHI Conference
THE WAIT IS OVER! Registration for the must-attend event of the industry is officially open. Join us July 30-31 for the 2025 Independent Home Improvement Conference, taking place at the stunning JW Marriott Orlando, Grande Lakes.
Strengthen your business. Dive into actionable educational sessions led by industry experts. Discover innovative tools and solutions to tackle business challenges and drive profitability in your operations
Build your network. Connect with like-minded retailers, industry leaders and service providers to share ideas, explore partnerships and gain valuable insights.
Recharge and refocus. Enjoy the luxurious amenities of a family-friendly, world-class resort
golf and the renowned Ritz-Carlton Spa. Don’t miss this opportunity to explore new ideas, partnerships and solutions. Invest in yourself and elevate your operations at the 2025 Independent Home Improvement Conference.
THE WAIT IS OVER
Why Attend?
• Gain actionable insights from en a n eynote spea ers and industry innovators
• Learn new strategies with tar eted brea out sess ons designed for independent retailers
• E pand your networ w t home improvement industry peers
• Enjoy a world-class, family-friendly venue in vibrant Orlando, FL
Registration is open for the 2025 Independent Home Improvement Conference, a two-day education and networking event taking place at the stunning JW Marriott Orlando, Grand Lakes.
Who Should Attend?
The 2025 IHI Conference is designed for independent hardware and home improvement retailers looking to strengthen their operations, explore new business opportunities and grow their networks.
Scan the QR code to register today!
INDUSTRY EVENTS Market Ready
Don't miss a chance for product discovery, education and networking. Visit YourNHPA.org/cal for upcoming industry events.
WHOLESALER CENTRAL
Orgill Establishes New Vendor Relationships
IN FEBRUARY, Orgill announced several new vendor partnerships designed to augment its product selection and provide additional options to both its current customers and retailers seeking new sources of supply.
“Orgill serves possibly the most diverse base of retail customers of any distributor in this industry,” says Boyden Moore, Orgill’s president and CEO. “From many of the industry’s top pro dealers to suburban hardware stores and farm and ranch dealers, we are constantly working to build a more robust range of products to meet all of these dealer’s needs and we think these new partnerships are a good illustration of those efforts.”
Expanding its vendor network and establishing new relationships has always been a focus for Orgill, says executive vice president and chief operating officer Clay Jackson, and these recent vendor additions are part of this ongoing evolution.
access to brands, assortments and the latest in product innovation so they can be successful in their markets is really
at the heart of what we should be doing as a distributor,” Jackson says. “The better job we do partnering with vendors, establishing new relationships and strengthening existing relationships, the better job we can do serving the unique,
Orgill’s purchasing team is a key player in assuring the company’s retail customers have access to products at competitive prices through strategic partnerships,
Securing Quality and Competitive Pricing
Orgill’s merchandising team works with a diverse range of
products. The team also takes a strategic approach by sourcing products from both domestic and international sources and building strong relationships.
the team is able to negotiate aggressive deals, securing bulk discounts and compelling pricing,” says Heath Kennedy, Orgill’s director of hardlines merchandise. “These savings are passed on to retailers, allowing them to offer exceptional products at competitive prices.”
Staying Ahead of the Trends
Orgill’s purchasing team also stays ahead of market trends, which is essential for success in a competitive industry.
“By monitoring industry reports, gathering customer feedback and staying informed about competitor activity, the team identifies emerging opportunities and ensures that
says Alan Shore, Orgill’s director of seasonal merchandise.
Exclusive Partnerships for Retailer Success
Exclusive vendor partnerships are another way Orgill helps independent retailers stand out in the marketplace, says Lisa Pirtle, Orgill’s vice president of replenishment and vendor support. These collaborations provide retailers with product offerings unavailable through competitors, giving them a competitive edge. Exclusive relationships also create opportunities for tailored solutions, including customized promotions and pricing models designed to meet the specific needs of local markets.
Read the full story on how Orgill’s purchasing team fulfills the company's mission of helping customers at hardwareretailing.com/Orgill-purchasing-team.
Buy a Store | Sell Your Business | Post a Job, Get a Business Valuation | Find a Lender and More
BUSINESS FOR SALE
Northwest Farm & Home Supply Co.
Location: Lemmon, SD
Gross Revenue: $3.21 million
The main building is a total 27,213 sq. ft. of retail and warehouse space on 4 acres. The main bldg. was constructed in 1994 with additions constructed in 2002 and 2004.
Single story with 22’ clear height in 11,459 sq. ft. of lumber warehouse, three grade level doors and two dock height doors.
BUSINESS FOR SALE
Hoosick True Value
Location: Hoosick Falls, NY
Gross Revenue: $1.26 million
Price: $1.875 million
This opportunity offers a turnkey sale of a general hardware business located in northeastern Rensselaer Co., New York. The business serves five towns and southwestern Bennington Co., Vermont, and 25 miles east of Troy, New York.
SEEKING BUSINESSES
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 BUSINESSES
BUSINESS FOR SALE
Home Improvement Supply Store
Location: Missouri
Gross Revenue: $1.04 million
This historic home improvement and hardware store is a staple of its community and operates from its headquarters in the Kansas City Metropolitan Area of Missouri. The Company is a long-standing retailer and installer of consumer and commercial improvement products.
BUSINESS FOR SALE
Albrights Hardware & Garden Center
Location: Allentown, PA
Gross Revenue: $1.9 million
Price: $800,000
Albrights Hardware is an established hardware store with strong neighborhood ties and has been a Lehigh Valley staple for over 50 years. The current owners have owned the store since 1992. Albrights serves its loyal customer base by providing quality products and exceptional customer service.
SEEKING BUSINESSES
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
JOB LISTING
The Helpful Hardware Company
We are looking for:
• Single-store units in the southeast and multi-store groups with 3+ units nationwide
• Store size of 5,000 ft2-35,000 ft2
• Supplier agnostic
• Store revenue: $1.75M+
BUSINESS FOR SALE
Central Vermont Paint, Flooring and Decorating Business
Location: Vermont
Gross Revenue: $2.82 million
Price: $1.1 million
Full-service decorating store providing flooring, paint, window treatments, kitchen/bathroom remodeling, cabinetry product offerings, design assistance, specialized service, and professional installation.
BUSINESS FOR SALE
Private Business
Location: Alabama
Gross Revenue: $2.21 million
Price: $649,000
BUSINESS FOR SALE
Private Business
Location: Pennsylvania
Gross Revenue: $1.6 million
SEEKING BUSINESSES
Gold Beach Lumber Yard
We are looking for:
• Single-store and multi-store hardware operations
• Located in the Pacific Northwest
• Store size of 5,000 ft2-30,000 ft2
Randall Lumber & Hardware, Inc.
Position: Hardware, Ranch and Feed Department Manager
• Annual Salary: $48,000-$55,000
• Bachelor’s Degree or 5 years of experience in similar role preferred
• Strong leadership skills and creative thinking are a bonus
The Inspired Home Show
March 2-4 | CHICAGO, IL
Ace Hardware Spring Convention
March 4-6 | SAN ANTONIO, TX
LMC Annual
March 6-8 | PHOENIX, AZ
PACOA Spring Dealer Market
March 15-16 | FLUSHINGS, NY
National Hardware Show
March 18-20 | LAS VEGAS, NV
Blish-Mize Spring Market
March 20-22 | OVERLAND PARK, KS
Do it Best & True Value Spring Market
March 21-23 | ORLANDO, FL
*Events are current as of press day.
To add your event to the industry calendar, send an email to editorial@YourNHPA.org
When it comes to pop culture icons, he may not be mainstream, but Mister Oswald has garnered celebrity status and a loyal following in the hardware industry. He first appeared in the comic strip bearing his same name in October 1927 and would delight readers of Hardware Retailer magazine for over eight decades. In honor of the North American Hardware and Paint Association’s 125th anniversary, we invite you to learn more about the legend of Mister Oswald.
THE LEGACY OF The Beginning
Mister Oswald was born from the creative mind of Russell Johnson, an artist and independent retailer. After serving in World War I, Johnson moved back to his hometown of Gibson City, Illinois, where he worked in his father’s hardware store. He drew advertising cartoons for the store’s window displays and created cartoons for one of the local newspapers. An editor for Hardware Retailer saw Johnson’s work in the newspaper and reached out to him to contribute to the magazine, and in 1925, Johnson began a six-decade stint with the magazine and brought Mister Oswald to life.
ASSOCIATION
A Look Back
Read more about Mister Oswald’s history and how Larry Day and Rob Stolzer kept the legend alive at hardwareretailing.com/mister-oswald LAST WORD
Learning From the Best
After retiring from retail in 1963, Johnson continued working on the Mister Oswald comic for two more decades. At the age of 95, he officially retired, passing the reins to illustrator Larry Day, who had been assisting Johnson with the comic since the early 1980s. Johnson had worked on his strip continuously for 62 years, a record for a comic strip done by its original creator. Mister Oswald last appeared in the magazine in 2008.
“Russell’s shoes were not easy to fill,” Day says. “I felt I came close to Russell’s level on a couple of occasions, but it was always Russell’s inspiration in the back of my mind that kept me going. When anyone asked how he came up with his ideas he would always say ‘cocaine.’ He never did cocaine, and neither have I, but his work had an intoxicating magic to it. Russell was a natural. He was sharply in tune with the world around him.”
The Legend Lives On
Today, Mister Oswald lives on through Rob Stolzer, a comic book fan who created a website dedicated to the comic strip.
“Russ created wonderfully believable and flawed characters readers could relate to, whether they were or are in the hardware business or not,” says Stolzer. “Part of that character extends to the spaces he created. I love the family-owned hardware stores, and Mister Oswald’s store is a perfect example of one of those stores where you could go in and ask specific questions about a job or purchase a single bolt.”
