Issuu

Leading With Vision

NHPA Welcomes New Board Chair

Joanne Lawrie Page 22

IMPORTING SUCCESS

SALES ASSIST

NHS Evolves to Solve Retailers’ Sourcing Needs Page 38

Service Meets Selection in the Fastener Category Page 58

Construction Lag

Hex Construction Lag

Timber

Structural

Ledger

Leading With Vision

NHPA Welcomes New Board Chair

Joanne Lawrie Page 22

IMPORTING SUCCESS

SALES ASSIST

NHS Evolves to Solve Retailers’ Sourcing Needs Page 38

Service Meets Selection in the Fastener Category Page 58

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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 APRIL

Playing the Wage Game

With several states increasing minimum wage in 2026 and employee expectations continually changing when it comes to wages and benefits, retailers can struggle to not only find but keep quality employees. In the April issue of Hardware Retailing, retailers share how they are managing the wage game and how they are attracting and keeping employees through benefits and other perks.

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

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.

PRODUCTION & DESIGN ASSISTANT

Samantha Mitchell

MARKETING & DIGITAL CONTENT ASSISTANT

Cassie Reed

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

B E T T E R

F O R YO U R

B US I N E S S

Bottom Line.

Discover what 9,000 locations already know. Our suppor t goes beyond the initial sale. Learn how we ’re better for your business.

Scan the QR code to see how much better it can get .

28 OPERATIONS Make a Statement

If you don’t know what your digital “twin” is saying about you online to potential and existing customers, now is the time to pay attention. Learn how to make the best first impression online and assure your brand doesn’t get lost in the digital noise.

INDUSTRY EVENTS

A New NHS

An evolution of the National Hardware Show, NHS Concept to Commerce takes place in a familiar location—Las Vegas—but brings a new format to better meet the needs of a dynamic home improvement industry.

From a legacy of military service to finding a new home at Do it Best, Cole Atwood’s journey from the U.S. Army to the independent home improvement industry was marked by dedication and teamwork.

The NHPA board of directors welcomed a new board chair for 2026. Meet Joanne Lawrie and learn more about her operation, her thoughts on the future of the channel and how she plans on driving growth.

RESEARCH

Gauging Growth

Data from the Q4 2025 Independent Retailer Index found average year-over-year sales growth of less than 1%. Dive into all of the data to see how your operation compares to your peers’.

OPERATIONS

Connections That Matter

From organization tools to personalized reset recommendations, see how having the right industry partners has helped one retailer’s fastener category become a powerhouse and key revenue driver.

The Retail Sourcing Show.

TAKING CARE OF BUSINESS

dant@YourNHPA.org

Dan Tratensek

Writing Your Own Final Chapter

Idon’t know that I have courted much controversy in my column over the past 20 or so years that I have been writing it, but this month I do want to bring up what may be a bit of a touchy subject.

Recent discussions in the industry have centered around certain “mindsets” that go along with succession planning. Namely, asserting that the concept of “preparing to sell your business” might be akin to “giving up” on your family’s legacy. This vein of thinking supposes that this “seller’s” mindset could also have negative implications on how the business is run, replacing an aggressive commitment to grow the operation with tendencies toward conservative preservation.

I have been an active observer of family businesses in this industry for three decades now. Myriad times

owners of these businesses were certain someone in their own family would eventually warm to the idea of stepping in to run the operation started so many years ago.

Other times, the decision is forced upon owners by an illness or

“ Selling a business is not a failure. In many cases, it is the best way to ensure that a legacy business continues to have a positive impact on its employees and community long after the original owners step away.”

I have seen how business legacies begin and end. Sometimes it is through a thoughtfully executed succession plan but many times it is a disjointed last chapter in a multigenerational story.

The reason for this sad, final stanza in many of these cases comes down to a lack of planning on the part of owners. Why? Because

unexpected life event that simply overtakes their ability to adequately run the operation.

When any of these scenarios unfold, unprepared owners are left with few decisions: close the business and liquidate assets or search for a buyer whose valuation of the company is rarely influenced by the charm of a rich family history.

Watching so many businesses come to an end in this fashion compelled me to write this column.

I wholeheartedly agree with the idea that no one should operate a business with a mindset fixed on how to exit the business. But I also find it a bit unsettling for anyone to assert that selling a business or preparing to sell a business is somehow akin to betraying a family legacy. Selling a business is not a failure. In many cases, it is the best way to ensure that a legacy business continues to have a positive impact on its employees and community long after the original owners step away.

In fact, I would put forward that the day anyone steps in as steward of a family business, they should begin planning for how they want that story to end. Many times, this requires consideration of multiple scenarios, one of which is always selling the business.

This is responsible leadership. It is not a failing any more than buying life insurance or drafting a will is a failing—to suggest any different is simply irresponsible.

Of course you should always invest in your business, improve your operations, plan for growth and prepare for the future. One of the most valuable ways you can ensure that your business and family legacy are secured is by planning for your own exit. This way, all the hard work, sweat and tears that your family has poured into the business for so long will not come to a sad end.

Dan M. Tratensek Chief Operating Officer

RECOGNIZE RETAIL’S RISING LEADERS

NOMINATIONS FOR NHPA’S 2026 YOUNG RETAILER OF THE YEAR AWARDS ARE OPEN!

For three decades, NHPA’s Young Retailer of the Year Awards program has honored the innovators, problem-solvers and next-generation leaders shaping independent retail. Now it’s your turn to help us ﬁnd the industry’s best young talent.

Nominate a young retailer under 35 who’s driving results, leading teams and strengthening their business and community.

Nominate a Standout Leader

Nominations Close March 29, 2026

EDITORIALLY SPEAKING

lthompson@YourNHPA.org

Lindsey Thompson

“When it comes to your operation’s digital twin, you want to be as identical to your brick-and-mortar presence as possible.”

Twinning Is Winning

Growing up, I never really wanted to have children. Sorry Liesl and Gavin, it’s true. Rest assured, I cannot live without the two of you now! Obviously, God knew what I needed more than I did, which is typically the deal. Even though I never really wanted children, I always thought it would be so neat to have twins. I blame the TV shows, movies and books like “Sister, Sister,” “The Parent Trap” and “Sweet Valley High” for making having a twin look so amazing and fun.

The reality is, I could have never handled twins. However, my best friend Melissa has twin boys, and while it was rarely easy, Melissa has thrived as a twin mom, raising three (the twins have an older sister) incredible humans who are already making this world a better place. My unbiological nephews—Lukas and Caleb—are two of my favorite humans on earth.

They are fraternal twins, with one favoring their mother’s side of the family when it comes to looks and the other looking more like their father’s side, and they have different personalities and interests. It’s been a privilege and honor to watch them grow up and be a part of their lives since they came into this world.

That’s all very sweet Lindsey, but what does this have to do with the independent home improvement industry? Well, a lot actually. This month,

we’re talking about digital twins (see Page 28). As different as my bestie’s twins are and awesome because of those differences, the reality is, when it comes to your operation’s digital twin, you want your digital you to be as identical to your real-life you as possible.

In the article, industry experts share how your digital presence is more important than most retailers realize and share best practices for assuring that your online presence is giving off the right impression.

We also hear from a number of retailers who created a digital presence that fully represents their operation and mirrors their brick-and-mortar identity. These insights are easy-to-implement and provide a stepping stone to creating that digital footprint that will hopefully (literally) open more doors by bringing more customers into your store. These best practices also will help assure that no matter where your customers find you, they experience your brand the way you want them to.

Here’s to all the twins out there, digital and otherwise.

Lindsey Thompson Editor & Director of Content Development

BUILDERS

& CONTRACTORS TRUST TITEBOND

INDUSTRY VIEWPOINT

TRENDS

Service Strategies

See three techniques to build brand loyalty and create a seamless customer experience at hardwareretailing.com/service-strategies

Examine the Customer Experience From Every Angle

Today’s average customer is hypersensitive and not overly loyal. With 43% of consumers reporting a poor customer service experience prevents them from making a repeat purchase, there is little margin for error in the modern marketplace. Some elements of customer experience are obvious, such as first impressions, online presence and purchase transactions. However, others may not be so apparent.

Let’s explore some of those drivers of experience so you can examine critical moments in your customer journey.

Processes

The Savannah Bananas are thriving. The founder and owner, Jesse Cole, has been very up front about wanting to control everything about the brand. While much of it is good business, I do wonder if the ticketing process has become too cumbersome. Customers can enter one ticket lottery for the year. If they are caught making multiple entries in the same year their entries are deleted. Further, customers can either win the right to purchase tickets outright in the lottery or go into a secondary group should the first group decline their tickets, but they have very limited time to claim and purchase their tickets. What happens if you can’t make the game after you’ve purchased the tickets? Cole and company controls the resale market as well. While demand is still extremely high for tickets across the nation, what’s the long-term impact on the brand of this process? When the path is winding, long, overly controlling and confusing, customers can lose energy and trust in your brand. Do you have unnecessary steps in your processes? Could steps be eliminated to make the experience more seamless?

Handoffs

Disney Parks and Resorts are still the golden standard in their respective industries. I’ve booked team development trips to Walt Disney World for nearly 20 years through Disney Group Travel, yet I still don’t have a great understanding of the handoffs that occur during that group booking and planning process. A simple flow chart graphic with names, titles, contact information and roles would instantly solve that problem. How many times do you hand the customer off from one associate to another? Are the handoffs clear to them?

Paths (Decisions)

I’ve loved Southwest Airlines for decades because of the simplicity of their system. Coupled with highly engaged, friendly and fun employees, Southwest really kept things as simple as possible for their customers. The new Southwest isn’t so simple. There are many decisions to be made regarding fare type, luggage, seat choices, boarding group and even loyalty program and points levels. While people love choice, those decisions need to be intuitive, limited and simple. Otherwise, you overwhelm and frustrate your customer. Are your paths straightforward and fairly limited in scope? Do you effectively communicate the options?

Consider how your processes, handoffs and paths impact your customer experience. It’s more important now than ever before to streamline and provide clarity around your customer touchpoints and journey to create a positive experience.

Rob Mathews Executive Director of the Ball State University Entrepreneurship Center

About Rob

Dr. Rob Mathews specializes in how to build highly effective teams. His teaching style combines theory of human capital development mixed with practical knowledge that comes from previously owning a home center and growing up in his family’s chain of hardware and grocery stores. At Ball State, Mathews teaches a wide range of entrepreneurship courses, including business planning, decision-making, management ethics and finance.

CONNECT

Send Rob a Message rmathews@bsu.edu

Dr. Rob Mathews

Scan the QR Code to book a consultation with Rob.

Embracing Change

Why Every Retailer Needs an AI-Friendly E-Commerce Site

AI Query: “I live in Denver. Where can I pick up the snowplow ‘THE ORIGINAL SNOW PUSHER 30 X 56?’”

Do you have a plan for intercepting the consumer who is asking this question of their AI service?

PaladinShopTM is a native POS e-commerce solution that is simple to implement and has no startup fees.

Not long ago, small retailers only had to focus on offering quality products at fair prices to build loyal customers. Times changed when shoppers everywhere embraced smartphone applications to search for products, compare prices and have items delivered to their door within days. Times are changing again as shoppers are less inclined to start with their smartphone app and use AI instead. This opens the door for smaller hardware retailers who implement e-commerce solutions that will intercept the AI query and lead consumers to their door.

Why? The Numbers

Tell the Story

AI-driven traffic to U.S. retail websites surged 4,700% between July 2024 and July 2025, and it has only increased shoppers’ adoption when they’re seeking product recommendations. The takeaway? Retailers need more than just a website. They need a shoppable and mobile-friendly, e-commerce solution that can also inform consumer AI queries.

“Our hardware industry needs to assume that all shopping journeys begin online, and that this new consumer behavior represents an opportunity to grow foot traffic,” says Paladin Data Corporation Director of Business Development Paul Butcher.

What

Makes an AI-friendly E-commerce Site?

E-commerce essentials

• Easy navigation and search: Filters, categories and predictive search are non-negotiable.

• Clear calls to action and checkout: A smooth buying process boosts satisfaction and reviews.

• Multiple payment options: More choices mean happier customers and better ratings.

• Google Business Profile: Google owns over 91% of global search queries, so having a profile is essential to being seen.

• Supports AI Citations: AI bots crawl your Google’s local business profile and if properly linked, they will crawl your e-commerce site to inform consumer AI queries by citations that include your business.

Content optimization

• Detailed product descriptions: Include keywords and specifications for better visibility.

• High-quality images with alt text: AI relies on alt text for image recognition.

• Unique, valuable content: Avoid duplicates. Add guides, blogs and FAQs to improve AI optimization.

Accessibility and compliance

• ADA/WCAG compliance: Screen reader support.

• Privacy compliance: GDPR and CCPA standards for data handling.

Technical SEO & AI readability

• Structured data (JSON-LD): Helps AI and search engines interpret your content.

• Clean URLs: They should be short, descriptive and keyword-rich.

• Mobile optimization: 65% of global traffic comes from mobile, so speed matters.

• Fast loading times: Optimize images and descriptions for quick page loads.

• Security: SSL certificates build trust and improve rankings.

Why Many Small Businesses Still Struggle

Despite the need, only 40–60% of U.S. small business websites are shoppable. Common barriers include:

• Limited resources and budget

• Lack of technical expertise

• Operational complexity and hidden costs

• Uncertainty about ROI

How PaladinShop™ Removes These Barriers

Paladin Data Corporation makes e-commerce simple with PaladinShop™, an online shopping platform built into Paladin Point of Sale (POS). Here’s what makes it different:

• Ready-built: Integrated with PaladinPOS. No setup required.

• Maintenance-free: Inventory updates automatically. New products are added instantly.

• AI-powered: Uses supplier catalogs and AI to display product images and descriptions.

• Seamless transactions: Every online order flows through your POS system.

• Customer convenience: Online payments, invoice printing and purchase history access.

With PaladinShop, your store is online 24/7—without extra cost or complexity. Visit paladinpos.com or call 800-725-2346 to learn more.

TRENDS

INDUSTRY EVENTS

Made in the USA in Action

The National Hardware Show features a Made in the USA exhibit with the latest in American-made products. Learn more at nhsconcepttocommerce.com

Made in the USA

Perceived Value of ‘Made in America’ in Home Improvement Purchases

Consumer preferences for products made in the U.S. are shifting, especially in light of significant tariffs causing prices to soar. The Made in America study from the Home Improvement Research Institute (HIRI) details how consumers perceive and

value American-made products versus imported goods and the factors influencing their decisions. Hardware Retailing broke down the data, identifying which consumers value American-made products over others to help retailers decide how much to prioritize the Made in America label.

Importance of Made in America in Product Purchases by DIY Skill

American-Made Quality Perception

Compared to foreign-manufactured products, consumers view American-made products as:

AI Training Upgraded

RetailWise Plus is NHPA’s new AI-powered microtraining program, built exclusively for independent hardware, paint and lumber retailers. Designed for today’s fast-paced retail environment, RetailWise Plus delivers 365 professionally scripted, two-minute video lessons—available in English, Spanish and French-Canadian—that ﬁt seamlessly into your store’s daily rhythm. No long classroom sessions or complicated schedules required.

100% DEVICE ACCESSIBILITY

RetailWise Plus can be accessed on mobile devices, desktops and in-store screens, with download-ready ﬁles available for LMS use, newsletters and in-store TV.

Scan the QR Code to sign up for RetailWise Plus or visit YourNHPA.org/retailwise

Have Questions?

Contact Cody Goeppner at cgoeppner@YourNHPA.org

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.

Buy Smart, Sell Strong

Being prepared for the spring selling season is important. As you prepare, 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 and services that will capture your customers’ interest and drive sales this year.

SBA Loan Options

Live Oak Bank announced the availability of SBA loan options for independent hardware stores. The financing can be used for acquisitions, commercial real estate, construction or business expansion. Live Oak Bank works with store owners through the SBA loan process and provides lending support tailored to hardware retail operations.

Live Oak Bank | liveoak.bank

Fasteners Display

The BuildRight Contractor Pack Top Sellers Display is an endcap display for fast-moving fasteners. It is designed for both contractors and DIYers who buy in larger quantities. The display focuses on common framing and decking fasteners and helps keep key items in stock in one place. It requires little upkeep and is intended for high-turn products at the pro desk.

Midwest Fastener | fastenerconnection.com

Stone Sealant

DRYLOK Extreme Masonry Waterproofer is a high-performance masonry coating designed to block water and resist hydrostatic pressure in basement walls, concrete and masonry surfaces. It dries to a tough finish that helps stop water penetration and can be applied with a brush, roller or sprayer.

DRYLOK | drylok.com

Hand Truck

Wall Assortment

The Numbers, Letters, Signs 4’ Rural Flat Wall Assortment from Midwest Fastener is a flat wall assortment featuring driveway markers, mailbox numbers and basic property signs such as “No Trespassing.” This display is made for both rural and suburban areas with ongoing demand for address and property identification. The assortment is designed for a pegboard and requires minimal restocking while covering common signage needs. Midwest Fastener | fastenerconnection.com

The GWG311004 is a heavy-duty appliance hand truck designed to move large, heavy items. It converts from a two-wheel to a four-wheel configuration for added balance and control and includes kickback swivel wheels for stair use. It features an auto-rewind ratchet belt, two 8-inch aluminum-center rubber wheels and two retractable 4-inch poly casters. The steel frame has a powder-coat finish with a rubber-coated contact surface to help protect cargo.

Great Northern Equipment | gnedi.com

Display Scan Hooks

Trion’s display and scan hooks are merchandising hooks designed for a pegboard, slatwall or gridwall that let retailers hang and display packaged products while providing good scanner access at checkout.

Trion Industries | triononline.com

Wood Screws

Power-Pro wood screws are a line of coated and uncoated fasteners designed for a range of wood-to-wood and wood-to-other-material applications, offering features such as sharp points, deep threads and corrosion resistance to make installation easier and more long-lasting.

Power-Pro | power-pro.com

Combo sponge featuring a soft & pliable layer for the removal of excess grout and a scrubbing layer for the cleaning of grout haze.

Made from fine pore reticulated polyurethane foam. Ideal for the removal of excess grout during tiling.

© S.M. Arnold, Inc. 2026

Marking Tool

The HandyScribe is a durable marking tool designed for layout and scribing work in millwork, tile, countertops, welding and general construction. Made in the U.S. with domestic and global materials, it is built for consistent accuracy and everyday job site use across multiple trades. HandyScribe | handyscribe.com or 203-06-1544

Brush Sleeve

The Wooster GripTech brush sleeve is a soft rubber cover that slides over a brush handle and ferrule to provide a cushioned, nonslip grip. It’s designed to improve control and reduce hand fatigue during extended painting and detail work. The Wooster Brush Company | woosterbrush.com

Punch Set

The Mayhew 3-piece Heavy-Duty Pin Punch Set includes ³⁄₁₆-inch, ¼-inch and ⁵/₁₆-inch punches, each measuring 10 inches long. The punches feature cushioned, nonslip handles, capped striking surfaces and one-piece alloy steel construction designed for durability when driving out damaged or stuck pins.

Mayhew Tools | mayhew.com

Painter’s Tape

FrogTape Advanced is a painter’s tape made with a washi paper backing and PaintBlock Technology to help reduce paint bleed. The tape is designed to conform around curves, hold clean edges and remove cleanly without tearing or shredding.

Shurtape Technologies | frogtape.com

Grout Sponge

The BNU-523 Combo Sponge from S.M. Arnold features a soft, flexible side for removing excess grout and a scrubbing side for cleaning grout haze. It has buffed edges to help protect grout joints and is made from reticulated polyester foam for durability and high water absorbency.

S.M. Arnold | smarnoldinc.com

Caffeine Pouches

Smokey Mountain Peach Caffeine Pouches provide a discreet source of caffeine made with natural ingredients, including green tea extract. Each pouch contains about half the caffeine of a cup of coffee and is designed for steady energy without liquid or smoke. Made in the U.S., the pouches are an alternative to coffee, energy drinks and smokeless tobacco.

Smokey Mountain Chew | smkymtnsales.com

SMALL BUSINESS LOANS THAT WON’T KILL

CASH FLOW

Oak® Express is your solution for SBA loans under $350,000. It’s designed for business owners who require rapid access to capital without the usual hassles. With our streamlined application, you can expect fast decisions, fair terms and transparent funding from the nation’s Premier SBA Lender.

Wood Instrument Wax

Axe Wax from Howard Products is a wooden instrument polish designed for guitars and other wood-finished instruments. It cleans surface buildup and leaves a light protective layer without silicone or harsh solvents, making it suitable for regular maintenance and finish care. Howard Products | howardproducts.com

Spinning Floor Set

The Noble 4-Sided Floor Spinner Hardware Store Set features American-made wire, terminals and cable ties. The spinning format allows for easy browsing of essential electrical parts without taking up valuable shelf space. Midwest Fastener | fastenerconnection.com

and

• Consumer Tillers

• Commercial Tillers

• Aerators

• Brush Cutters

• Lawn Rollers

• Sod Kickers

• Tine Rake Dethatchers

• Broadcast Spreaders

• Aerators

• Poly Dump Carts

• Lawn Rollers

• Lawn Sweepers

• Plate Compactors

• Tamping Rammers

• Concrete Saws

• Power Trowels

• Rollers

• Concrete Screeds

• Skid Steer

• Tractors

• Fork Lifts

• Lawn & Garden

• Heavy Equipment

New NHPA board chair

Joanne Lawrie has spent her entire career in the independent home improvement channel.

Retail for Life

INDUSTRY NEWS

The Legacy Lives On

NHPA shares several leadership changes, all part of an orderly transition in the exec team. Learn more at hardwareretailing.com/lasting-legacy

GROWING TOGETHER

New NHPA Board Chair Joanne Lawrie Builds on a Foundation of Relationships

BY LINDSEY THOMPSON

When it comes to the independent home improvement industry, it is the only career that Joanne Lawrie has known.

Joanne, who has been in the industry since she was a teenager, currently co-owns The Lawrie Group of Home Hardware Stores with her husband Rob. The Lawrie Group includes eight Home Hardware, Home Hardware Building Center and Home Furniture bannered stores in several rural communities in Nova Scotia, Canada. In 2026, she can add another milestone to her professional journey: serving as the North American Hardware and

Paint Association’s (NHPA) newest board of director’s chair.

At 15, Joanne began working part-time as a cashier at a Canadian Tire store, gaining firsthand exposure to customer service, store operations and the importance of product knowledge on the salesfloor. She went on to attend university and worked at a variety of jobs, and the fundamentals she learned in retail stayed with her. Joanne returned to the home improvement industry, recognizing it as a field where relationships and community engagement could create long-term opportunities.

It was through the home improvement industry that Joanne met Rob, whose family owned an independent hardware store. Together, they took ownership of the family business and began the work of building and expanding the operation. What started as a single-store responsibility evolved over time into a multistore organization, driven by careful growth, a focus on people and a commitment to serving the unique needs of each community where their stores are located.

The Roots of Success

Nearly three decades later, Joanne says their secret to success has

been embracing the roots of what makes independent retail shine: personalized service, community engagement, product knowledge and being authentic.

“I think when customers come into our operation, they feel that they’re being served and that they matter,” Joanne says. “We have a tagline that we use on a lot of our marketing: Where service matters. Everything comes from that idea of treating our customers like we would like to be treated.”

Before the eight stores that Joanne and Rob run now, they had two locations—one in Joanne’s hometown and one in Rob’s. The Lawrie’s divided

“I think when customers come into our operation, they feel that they’re being served and that they matter.”

—Joanne Lawrie, The Lawrie Group

Local Support

Joanne and Rob Lawrie own eight Home Hardware stores in small, rural communities throughout Nova Scotia.

their time equally between the two communities as well as they could for them being an hour and 15 minutes apart, staying involved with local organizations and donating to area causes. Since the operation has expanded, Joanne and Rob have mentored the leadership teams at each store and their employees to be the ones involved in their communities.

“We’re in very small rural towns and so being present matters. In today’s day and age and especially since the pandemic, being present matters to people,” Joanne says. “During the pandemic, people trusted us to be a safe place for them and to be there for them as an essential business. I think that resonated then and still does now. We’ve always been essential and a core part of our communities, but I think it’s even more important now than ever.”

Learning to Lead

As she has grown into a leader, Joanne says she falls back on several pieces of professional advice she’s received.

“I was a female entrepreneur in an era when there weren’t very many female entrepreneurs. At that time, I was told to focus on building relationships because this is a relationship business,” she says. “As I grew in leadership, someone encouraged me to focus on creating a strong team culture and invest in training. When you do that, your people will be the foundation of your success. I think that’s the gift that I give—I invest my time and energy in my employees to make them better.”

Joanne takes that advice into each day and loves that each day in the independent channel is different. Being a part of the industry has been challenging but has also brought her great joy and validation.

“It takes a little while to get this game underway,” Joanne says. “You have to be comfortable with the fact that you’re not going to know all the answers, but if you’re willing to learn and invest in and educate yourself, that will get you where you need to be.”

While Joanne is grateful for the awards and accolades she and the company have received over the years, it’s the growth of the business and the ability to serve customers and communities that drives her.

“We’re running a substantial little entity here, and it has all been self-taught. There’s no written textbook on how to run an independent store and grow it successfully,” Joanne says. “Every community where we have stores has its own needs, and being able to service those needs with our stores has been the success I am most proud of.”

Steps Ahead

As Joanne starts her tenure as board chair, she looks forward to being a part of the next phase of growth for NHPA. The association celebrated 125 years in business last year and future growth will depend on strengthening the collaboration between members and industry partners.

“We have to focus on what the independent home improvement retailer is going to be looking for, whether it’s innovation, employee engagement or just what it takes to survive in the industry,” Joanne says. “I’m looking forward to building more on that strong foundation. Regardless of where we head, we need to go with the mindset of being collaborative.”

When looking at the future of the independent channel, Joanne says she has been telling her teams to focus on going back to the basics because her operation is at a crossroads. With several veteran employees getting ready to retire and the need to share that knowledge with the next generation of employees, Joanne is looking at employee training as one of those basics.

For her, the advancement of training delivery that cuts down on time for the employer and employee will be key.

“NHPA’s RetailWise AI training program is a great example of how automation and accessibility in training will be the future,” Joanne says. “No matter where technology goes, we will always be in the people business, and our employees need that knowledge base. The easier we can get that knowledge to them, the better.”

Along with Joanne becoming board chair, the NHPA board underwent several other changes. Ash Ebbo, CEO of Clement’s Paint in Austin, Texas, is now serving as vice chair. The board also welcomed three new directors: Emily Wood, Wood’s Ace Hardware and Mercantile; Katie Prus, Abbotsford Paint and Decorating, Abbotsford Commercial Paints, Chilliwack Decorating Centre and Garrison Village Paint and Decorating; and Jeremy Peterson, Family Hardware.

“We have some new young leaders in director roles. How they think of their business isn’t how I think of my business, so I’m excited to learn from them,” Joanne says. “I think NHPA has established itself as the channel authority and is setting up to confidently continue leading the industry, making retailers better and more profitable.”

MIRROR, ON THE WEB

Align Your Operation’s Digital and Brick-and-Mortar Presence

BY LINDSEY THOMPSON

Whether you want it or not, your store has a digital “twin” living online and providing a first impression to existing and potential customers online. Not only is your digital twin interacting with customers, it’s what artificial intelligence (AI) is using to determine whether or not your online presence is trustworthy and worth sharing in search results.

Rather than leaving what your digital footprint is telling customers to chance, you have the ability to mold it and provide the first impression you want your operation to give. Discover best practices for influencing how AI views your digital content and controlling what current and potential customers are gleaning from your digital presence.

MIRROR WEB

“Your Google Business Proﬁle is often AI’s ﬁrst and most trusted source of basic information.”

—Jaz Seehra, Ignite Digital

BRICK-AND-MORTAR MEETS DIGITAL

Every day you enter your store, you’re looking—or should be looking—at it from a customer’s point of view. That same critical eye should be on your digital storefront, which starts with a strong Google Business Proﬁle, says Jaz Seehra, business development manager for Ignite Digital, a digital marketing company that specializes

in a comprehensive suite of services, including search engine optimization (SEO), pay-per-click (PPC) advertising, social media management and website development. Ignite Digital also creates free-to-use tools for individuals curious about digital marketing, including a Google Ads grader, a website audit tool.

“Your Google Business Profile is the new Yellow Pages,” Seehra says. “It must be perfectly optimized with your correct services, hours, photos and a

constant stream of fresh reviews. Your Google Business Proﬁle is often AI’s first and most trusted source of basic information.”

The first step to optimize your Google Business profile is claiming it by searching for your business on Google and then clicking on “Claim this business.” Second, check that your Google Business Profile is complete and accurate with your business’ name, full store address and any service areas, phone number and

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website address. Your proﬁle should also include a primary category and any relevant secondary categories.

Another way to enhance your Google Business Profile even further includes adding products that you sell in your store, including quality photos, prices and descriptions for each product. Adding products will help your store rank in product-specific searches, such as “paint near me.” Collecting customer reviews and adding high-quality photos of your store, employees and events to your profile also improves your visibility online.

Once your Google Business Proﬁle is polished, it is critical to check that any information you share on the internet is consistent. Your operation’s name, address and phone should be the same—and correct—on any online

directory, including Yelp, HomeAdvisor or any local business website, like a chamber of commerce listing.

“Inconsistencies create doubt and erode trust,” Seehra says.

For decades, a key value proposition of the independent home improvement retailer has been the connection to local. That value proposition is still alive and well, and an area retailers need to embrace in the digital realm as well. Seehra suggests creating speciﬁc service pages for every neighborhood and suburb you serve, embedding maps of local neighborhoods and including local landmarks in your content to prove your deep community ties.

“Your website can’t be generic, it needs to be infused with local signals,” Seehra says.

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CONTENT THAT COUNTS

When evaluating what content to share during a search, Google will reward content that demonstrates experience, expertise, authoritativeness and trustworthiness, Seehra says.

“For independent local hardware and paint stores, this means going beyond just listing the services that you oﬀer. It’s about strategically building and signaling credibility with your content,” Seehra says. “This is exactly what the AI is trained to ﬁnd. AI wants to cite sources that are genuinely helpful, comprehensive and written by experts. That’s your authority blueprint.”

When it comes to showing experience and expertise, home improvement retailers should look to include content that shows experts solving real-world challenges. Detailed guides and how-to posts go a long way to show your operation has the know-how customers need and want.

The Sutherland Hardware and Mercantile website includes a drop-down menu called “Resources” that includes several pages of content that demonstrate the operation’s expertise in the industry. Sutherland’s operates 49 stores in 13 states, and the operation’s Resources pages include a Customer Project Photo Gallery highlighting projects that customers completed with the help of Sutherland and its professionals, an

Emergency Preparedness Page with tips on staying safe in various severe weather and a Project Tips and Guides page full of best practices for everything from appliances and cabinets to electrical and lighting to ﬂooring.

The Resources section also includes a comprehensive frequently asked questions page, Supplier Web Directory with a list of websites operated by Sutherland suppliers and the Sutherland Blog, covering DIY, crafts, how-to and more.

Albany Hardware, located in Albany, Indiana, features a website with an extensive blog that oﬀers how-to tips for customers to upgrade, refresh and maintain all parts of their homes.

“We all need a little advice when it comes to home repairs and maintenance, so our blog provides that service to our customers,” says Albany Hardware owner Lance Eagle.

To demonstrate authoritativeness, your website should include mentions of your business in the local news, highlight partnerships with local businesses and share those ways you connect with your community.

E&H Ace Hardware, which operates 31 locations throughout Ohio, includes a community page on its website with information on the ways the operation supports local fundraising eﬀorts and local events each store is hosting or participating in.

The Aubuchon Company takes a diﬀerent approach with its web presence, with two diﬀerent websites, one focused on the online presence of the company’s 130 retail stores (hardwarestore.com) and one that serves as an informational website to support store acquisition and hiring (aubuchon.company). While it’s not directed toward retail customers, the informational website’s inclusion of news highlights recent store acquisitions

WEBINAR

Stay Connected for More Retail Insights

In partnership with Ignite Digital, NHPA brings you SEO Made Simple: An AI-Enhanced Local Playbook for Independent Retailers. Scan the QR code to watch the webinar.

“If you’re able to allocate your budget and focus your SEO efforts on improving your authority and your organic reach, you have the ability to actually dominate where the big-box chains can’t, because they’ll just keep pumping money into the ads.”

—Jaz Seehra, Ignite Digital

and signals to potential sellers that Aubuchon is actively expanding, says Mike Mattson, marketing director for The Aubuchon Company.

“The News section has built significant confidence among store owners seeking an exit strategy that preserves their brand’s legacy,” Mattson says. “While these stories help establish Aubuchon as an industry leader, I believe our LinkedIn presence, which leverages updates from the company site, is even more effective in that regard.”

Showing trustworthiness is the easiest way to get Google’s attention and is as simple as providing clear pricing, easy-to-ﬁnd contact info and abundant positive reviews on your website, Seehra says.

Along with a full page dedicated to testimonials, Akroyd Hardware’s website also features customer testimonials on the front page. The testimonies and

reviews of the Bethlehem, Pennsylvania, store are frequently rotated out to provide fresh content for the AI bots to ﬁnd.

The Hardware Store at Asbury Park in Asbury Park, New Jersey, operates a website that includes testimonies on the front page and also highlights on that main page how other customers can provide their reviews with a link to the store’s Google Business Proﬁle.

“AIO and Google don’t care how much money you’re willing to spend, they just care how authoritative you are and how organic your content is,” Seehra says. “So if you’re able to allocate your budget and focus your SEO eﬀorts on improving your authority and your organic reach, you have the ability to actually dominate where the big-box chains can’t, because they’ll just keep pumping money into the ads. This is your secret weapon as a smaller and midsize business.”

BUILDING NEVER STOPS.

CONCEPT TO C OMMERCE

FASTER, BETTER, STRONGER

Growth Awaits at the Newly Imagined National Hardware Show

BY LINDSEY THOMPSON

Providing the space to source smarter and scale faster, NHS Concept to Commerce is the retail industry’s premier event connecting retailers, product development teams, wholesalers and distributors with inventors, private label partners and global factories, streamlining product discovery, supplier sourcing and speed to market.

The National Hardware Show (NHS) has evolved into NHS Concept to Commerce to better meet the needs of a dynamic home improvement industry.

“We’re excited that this year the event has evolved into NHS Concept to Commerce,” says Joelle Cohn, VIP attendee manager. “We listened to our exhibitor and attendee feedback, and our new show will reflect that. We know seeing new products is one of the main reasons retailers come to NHS, and that certainly will be the case in 2026, along with offering even more.”

INDUSTRY EVENTS

Don’t Miss Out

Learn more and register for NHS Concept to Commerce at nhsconcepttocommerce.com

What to Expect at NHS Concept to Commerce

Discover the latest innovations, emerging creators and trend-driven solutions across every major retail category.

TAILORED DISCOVERY

Receive curated recommendations tailored to your unique needs and criteria

VIP MEETING SPACES

Enjoy private meeting space for VIPs complete with your branding

GLOBAL SUPPLIER ACCESS

Meet hundreds of manufacturers, brands and inventors all in one place

NETWORKING & CONNECTIONS

Engage with peers, partners and experts across multiple networking events

EXPERT TALKS EDUCATION

Experience actionable insights on consumer trends, private brand strategy, sourcing best practices and margin-driving innovation

NEW PRODUCT SHOWCASES

Discover the latest innovations, emerging creators and trend-driven solutions across every major retail category

Q A&

Inside the Event: From Idea to Shelf

NHS Marketing Director Highlights What’s Coming

Hardware Retailing (HR): What will NHS Concept to Commerce offer that past National Hardware Shows did not?

Lauren Csire, NHS marketing director (LC): NHS Concept to Commerce expands beyond merchandising to reﬂect how products are developed and sourced today, building on what made the National Hardware Show valuable and giving retailers clearer insight into the decisions shaping what reaches store shelves.

The event will still feature the ready-for-market product showcases, established and emerging brands and inventors, the elements long associated with the National Hardware Show, while broadening to include product development, private brand growth, global sourcing and supplier collaboration. Attendees can engage earlier in the process by exploring materials, manufacturing partners and design expertise that impact cost, speed to market and margins.

For corporate sourcing teams, this creates a more strategic environment to evaluate

suppliers and reduce risk. For hardware retailers, wholesalers and distributors, it offers greater visibility into where innovation begins and how sourcing decisions are made earlier in the process.

HR: Will there be any aspects of NHS that will still be a part of NHS Concept to Commerce?

LC: Absolutely. The core strengths of NHS remain, but they’ve been reﬁned and expanded.

Attendees will still ﬁnd product discovery and innovation showcases, be able to engage in face-to-face supplier meetings and discover category-spanning assortments relevant to home improvement and hardware. What’s new is how those elements are organized and supported. NHS Concept to Commerce introduces purposeful environments based on business need, deeper educational content, curated exhibitor recommendations and networking designed to connect the right people faster, whether that’s a buyer evaluating ﬁnished goods or a sourcing team vetting manufacturing partners.

In short, the familiarity and energy of NHS are still there but with a clearer structure and stronger focus on helping attendees make smarter, more proﬁtable decisions at every stage, from idea to shelf.

HR: What are you looking forward to most at NHS Concept to Commerce?

LC: The quality of conversations and the outcomes that result from partnerships formed on the show ﬂoor. NHS brings together the full retail supply chain to solve shared challenges—from margin pressure and lead-time volatility to private brand growth and cost control.

The 2026 event is designed to encourage more meaningful, solution-driven discussions, supported by conference tracks that help initiate and accelerate real-world results. We’re especially excited to see crossfunctional retail teams—buying, sourcing, product development and innovation—coming together to align decisions that ultimately impact proﬁtability across the organization. That collaboration is where real value is created, and it’s what the new NHS is designed to enable.

Bringing together the people and processes that shape modern retail products, at NHS Concept to Commerce retailers will be able to compare capabilities, capacity and quality across a wide range of manufacturing and private label partners in one place, helping you make better-informed decisions that support margin and growth.

The show will offer a spot for retail buyers seeking exclusive, early-stage access to new products and innovation.

“We’ve redesigned the show to reflect our customers’ needs today, who have more pressure and less time to bring new products to market in order to stay competitive,” says event director Hector Morfin Chong.

“This event is about helping attendees move smarter and faster—so they leave with connections, products and partners that actually drive business.”

In the Global Manufacturing and Private Label Pavilion, attendees will meet vetted international suppliers from over 40 countries, while the Brand Pavilion will feature a curated showcase of new products from leading brands and emerging creators debuting at NHS. The Inventor Pavilion will be expanded for 2026 and new this year is the Product Journey Experience, an immersive experience where you can sketch a product and leverage technologies and AI tools to make the product shelf ready in an instant.

“We’re focusing on efficiency this year; attendee feedback was very strong about this. Attendees will be able to shop between 20 to 40 countries in one stop in Vegas,” Morfin Chong says. “We are also encouraging retailers to bring their entire team, and we’re giving them meeting room space so they can hold meetings in private to discuss business they might not necessarily want to discuss on the show floor. NHS Concept to Commerce will be a great opportunity for operations to bring a number of team members.”

For independent retailers, NHS Concept to Commerce offers a unique way to walk the show floor and find new and innovative products they won't see at other shows, Cohen says.

“This allows them to bring in something new and diﬀerent to their retail location that might not be oﬀered to them at other shows,” she says.

“We’re focusing on efficiency this year; attendee feedback was very strong about this. Attendees will be able to shop between 20 to 40 countries in one stop in Vegas.”

—Hector Morfin Chong, NHS Concept to Commerce

Building Knowledge and Relationships

Along with exploring the show floor, retailers can learn from real-world case studies, educational sessions led by industry experts and on-floor conversations that focus on practical ways to improve profitability, manage risk and build products that succeed in the market.

Sessions that are a part of NHS Expert Talks will include “State of the Industry: The New Realities of Home Improvement and the Acceleration of Private Label” with Scott Wright, president of the North American Hardware and Paint Association, Grant Farnsworth, president of The Farnsworth Group and Marine Sargsyan, head economist at Houzz.

Other presentations will cover how artiﬁcial intelligence is transforming procurement, pricing and demand forecasting, how to drive margins and loyalty

with private brands and ideating with generative AI. Several sessions will also focus on women in the industry, with female leaders sharing how to become unmistakable and seen in the industry, how they built successful businesses and buying, sourcing and shelving products from a woman’s perspective.

On Tuesday evening, attendees are invited to Atomic Golf for an evening designed to bring the industry together in an exciting and unforgettable setting to strengthen existing relationships and spark new ones.

“Events exist to support the industries they serve, and this is the evolution of the NHS,” Morﬁn Chong says. “It’s collaborative, global and built for real results—NHS Concept to Commerce puts the full ecosystem in one room. Find new products. Source smarter. Build your brand with speed and conﬁdence.”

THE PROS CAN ALWAYS COUNT ON MAX TOOLS ALWAYS COUNT

Military to Management

U.S. Army Veteran Finds Meaning in Leading the Independent Channel

BY ANNIE DAMEWORTH

From a legacy of military service to ﬁnding a new home at Do it Best, Cole Atwood’s journey from the U.S. Army to the independent home improvement industry was marked by dedication and teamwork.

Growing up, Atwood was surrounded by military tradition, with his father serving in the Army during the Vietnam War and his grandfather, many of his uncles

and several cousins serving in all branches of the armed forces.

While inﬂuenced by all his military family members, Atwood felt called to follow in his father’s footsteps and serve in the U.S. Army after 9/11 and the U.S. involvement in the Global War on Terror.

“I wanted to do my part to serve my country, just as my father did when he felt he needed to do his part in Vietnam,” says Atwood.

Atwood served for 10 years from 2004 to 2014 in the U.S. Army. He began as a welder and metalworker, and after being promoted to sergeant, Atwood worked as a training non-commissioned oﬃcer (NCO), ran administrative oﬃces and worked in welding shops. He ended his time in the Army serving three and a half years as a recruiter in Arizona.

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 the National Hardware Show 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.

Finding a New Home

Following his service in the Army, Atwood took his military skills, tactics and mindset to Do it Best in Mesquite, Nevada, where he now serves as general manager of the Mesquite Retail Service Center.

“I started with Do it Best after moving to Mesquite and trying to ﬁnd my home after the military,” Atwood says.

Atwood instantly fell in love with Do it Best’s team-centered mentality. Coming from a family of DIY enthusiasts, he felt right at home working at Do it Best with his knowledge of welding, woodworking and mechanics.

“The home improvement part was a perfect ﬁt. I knew the products we sold, and I cared about providing them to our members,” Atwood says. “Do it Best functions as one big team, including our members.”

Atwood quickly felt belonging in the Mesquite community, as well.

“Mesquite, Nevada, is also pretty cool itself,” he says. “I am close enough to the outdoors of southern Utah, but far away enough from the hustle and bustle of Las Vegas.”

The direct, personalized service he provides to customers, and the opportunity independent hardware stores have to compete with big-box stores through the co-op model are a few aspects Atwood appreciates about the independent channel.

“Some of my core memories come from going to the local hardware store with my dad as a kid,” he says.

THANK YOU TO OUR PROGRAM SPONSORS

Whether in the Army or in his role at Do it Best, Cole Atwood knows how to lead a team to success.

Team Mentality

Leadership Lessons Reﬂecting on his time in the armed forces, Atwood says his most beloved memories are those with his brothers and sisters in arms and the team mentality they shared.

“The Army, and my many mentors in uniform, have shaped me to be the leader I am today,” he says. “I still think back to First Sergeant Ian Bush, and I strive to make him proud everyday. Those skills cannot be bought and are very hard to learn. You can’t fake them.”

Atwood believes veterans are well-equipped for the independent hardware industry

with the experience and knowledge they gained while in military service.

“In my opinion, veterans are a great ﬁt for this environment. We are problem solvers, team players and we have done much harder things in our previous roles,” Atwood says. “Most people say the military made us stronger, but I like to think that it just made us better. The wisdom, experience and values that we learned and lived will forever beneﬁt us, as long as we do not forget that while we may be out of uniform, our service to others is still very present in our lives each day.”

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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

A MEASURE OF SUCCESS

Looking at how fellow independent home improvement operations are performing throughout the year gives retailers in the channel a benchmark to make improvements to 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 shares some insight on how retailers are performing amid economic uncertainty.

According to the index, which fielded responses from 57 different companies, representing hundreds of independent stores across the U.S., 57% of respondents reported increased year-over-year sales growth, up 29% from Q4 2024 and continuing the upward trend from 2023.

“The data reflects what we are hearing anecdotally from the market,” says NHPA chief operating officer Dan Tratensek.

“While sales are managing to stay in positive territory, they have yet to show solid positive momentum. We are also continuing to see sluggishness in transaction counts and significant increases in cost of goods over the last several quarters. We are hopeful that a strong start to 2026 might help break some of these patterns and help the industry gain more traction heading into the months ahead.”

ACCESS THE INDEX

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.

In Q4, 41% of retailers reported higher total sales year over year, up 11 percentage points from last year though down 16 percentage points from last quarter. Average total sales increased 0.6% year-over-year, indicating that growth persisted but at a slower pace than the prior two quarters.

< 5% of respondents were unsure

In Q4, 32% of retailers reported higher transaction counts year-over-year, up 4 percentage points from last year, though below last quarter’s levels. Average transaction count was flat at 0.0% year-over-year, down from modest growth in Q4 last year.

ANTICIPATED BUDGETED REVENUE NEXT YEAR OVER THIS YEAR

Anticipated budget growth softened in Q4, with fewer retailers planning increases compared to last quarter. The average expected increase of 8.3% held steady from last quarter, indicating that those planning growth remain relatively optimistic.

OPERATIONS PERFORMANCE THIS YEAR TO DATE OVER THE PREVIOUS YEAR

About two thirds of retailers reported higher cost of goods year to date in 2025 compared to 2024, reﬂecting continued but easing cost pressures relative to earlier in the year. Increases across other operational metrics were reported by a smaller share of retailers, pointing to narrower growth year to date.

CHANGES IN TRANSACTION SIZE (YEAR OVER YEAR)

A larger share of retailers reported higher transaction sizes year-over-year, with 42% seeing increases, up 5 percentage points from last year but down from last quarter. Average transaction size increased 0.5% year-over-year, down sharply from both last year and last quarter.

< 5% of respondents were unsure

CHANGES IN GROSS PROFIT MARGINS (YEAR OVER YEAR)

Gross profit margins showed clearer improvement, with 43% of retailers reporting higher margins year-over-year, up 14 percentage points from last year and the highest share observed in the past two years. Average gross profit margins increased 1.4% year-over-year, up 1 percentage point from a year ago.

< 5% of respondents were unsure

Dedicated to bringing partners from every channel together to share what works, Hardlines Distribution Alliance’s mission is to continue to build the success of retailers so they can become and remain a pillar in their communities. These connections propel the team at HDA to innovate, evolve and succeed as the nation’s largest organization in the hardlines industry.

• 70+ Distributor members serve all 50 states, the Caribbean, Central America & portions of Canada and Mexico

• $7 billion in purchasing strength

• Thousands of independent retailers

Learn more about HDA by contacting Katie Bravo, Advertising & Communications Manager, at 303.792.3000 or katie.bravo@hdaworks.com or find us online at www.hdaworks.com

Looking to network one-on-one with dozens of the largest distributors in the industry? Join us at the GMC May 4 - 7, 2026 in Atlanta, GA. Contact Michele Simes at michele.simes@hdaworks.com for details.

Tight Connections

A Retailer’s Key to Success in the Fastener Category

BY ANNIE DAMEWORTH

Serving both DIYers and professionals, the fastener category can be a strong revenue driver when curated and utilized accurately. The sheer size and detail of a fastener assortment can quickly become overwhelming for

retailers who are balancing selling other product areas in their store. But, engaging with an expert partner to understand the nuances of a fastener category is a good way to stay organized and optimize efficiency.

CATEGORY SPOTLIGHT

OPERATIONS

Explore the Trends

Get a retailer-focused look at fastener trends and what customers are looking for in this category at hardwareretailing.com/fastener-trends.

At Gus Bock’s Ace Hardware, which has four locations in northwestern Indiana, fasteners bring in a steady stream of sales, acting as a major revenue driver for the operation. The operation’s fastener vendor has been a reliable partner to the store for just over a year, providing service and guidance on how to best sell this lucrative category.

“Our fastener display is the quiet giant in our store,” says Rob Grill, Gus Bock’s Ace co-owner. “Our assortment gives us credibility with a wide range of customers, ranging from automotive repair and property management to carpenters and plumbers. They come in for the fasteners and pick up other items from drill bits to work gloves.”

While the fastener display is impressive at Gus Bock’s Ace, it can be overwhelming for customers who are searching for a specific item. The combination of employee expertise and the vendor’s planograms with helpful organization and identification tools has allowed Grill and his employees to easily guide customers to their project needs. Employees receive hands-on training to be able to serve customers in this category, with new associates working side-by-side with a more seasoned employee to acclimate them to all the nuances of the department.

“Our job is to break through our customers’ confusion and get them what they need,” Grill says. “One thing that has been helpful is having access to ordering through our vendor’s website. It is easy to navigate and allows us to view box quantities, costs and availability of certain fasteners that we might not carry in our stores.”

The fastener department at Gus Bock’s Ace includes color-coded sections, providing clear visuals for both employees selling fasteners and customers who come in searching for a specific item. Grill and his team walk

“Our fastener display is the quiet giant in our store. Our assortment gives us credibility with a wide range of customers. They come in for the fasteners and pick up other items from drill bits to work gloves.”

—Rob Grill, Gus Bock's Ace Hardware

Become The Hardware Destination In Your Community

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BULK SELECTION OFFERS COST-EFFECTIVE INVENTORY

ORDER PROCESS, PICKED & SHIPPED FROM TIME OF APPROVAL hrs. 48

Based in Kalamazoo, Michigan, Midwest is a family-owned hardware supplier that services customers all over the country, from Alaska to Hawaii. We have a long-standing reputation in the fastener, hardware, and electrical aisle for being a knowledgeable, responsive, and trusted partner. We accomplish this through a fully customer-focused approach by offering quality products and keeping commitments. Our national sales force is dedicated to servicing local hardware stores, lumberyards and more. Your hardware, is our business.

ABOUT MIDWEST

Based in Kalamazoo, Michigan, Midwest is a family-owned hardware supplier that services customers all over the country, from Alaska to Hawaii. We have a long-standing reputation in the fastener, hardware and electrical aisle for being a knowledgeable, responsive and trusted partner. We accomplish this through a fully customer-focused approach by offering quality products and keeping commitments. Our national sales force is dedicated to servicing local hardware stores, lumberyards and more. Our business is your hardware.

through the fastener aisle a few times a day to keep it looking clean and organized.

“All the metric bulk bins are red and stainless steel is blue,” Grill says. “The rest are black, but those simple touches help our associates and our guests narrow the search.”

The operation’s vendor ships product to Gus Bock’s Ace Hardware in a layout that closely resembles the footprint of the store assortment, setting the store up for success even before the fasteners hit shelves.

For example, items that sit next to each other in the store are packed right next to each other in the shipment Grill receives. All the shipping labels clearly indicate what each product is, eliminating the time it takes for employees to restock the product.

“When a fastener order arrives, the guys enjoy putting the order away,” Grill says. “The labor saved while putting away orders is worthwhile.”

Maintaining inventory is a common problem for the fastener category, especially when demand for these products are high. Grill’s vendor provides Gus Bock’s Ace Hardware with downloadable files to organize inventory and keep in-stock amounts up to date. These files reflect the specific prices of the fasteners so the store can receive orders and keep the quantity on hand accurate.

“This also allows our cashiers to scan bulk boxes and have the prices ring up immediately instead of having our cashier call for a price check every time a guest brings up a box of screws,” Grill says. “They separate the files so assortments that we use a ‘dump SKU’ for are received as a dollar amount and the bulk items that we sell by the box are received with proper quantity and cost.”

Category Reset Tips

From shelving delays to customer retraining, resetting a fastener category can bring up hurdles that require ﬂexibility and quick problem-solving.

Michael Gillette, fasteners manager at McGuckin Hardware in Boulder, Colorado, offers his best practices for success in a category reset.

FOCUS ON ONE PROJECT AT A TIME

During the problem identification stage of a category reset, you may find other categories that could also benefit from 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 and that caused some challenges with so many moving parts, people and personalities,” Gillette says. “If you’re going to do a reset, start one and ﬁnish it before the next.”

FIND THE RIGHT PARTNER

Having a supportive vendor is crucial. If you’re not conﬁdent in your vendor’s ability 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.”

MAKE A LONG-TERM PLAN

A reset isn’t complete once the new layout is in place. After the category reset is ﬁnished, it takes months to ﬁne-tune inventory and placement to maximize margins and processes.

TRAIN EMPLOYEES

Retraining your employees is essential. Employees need to understand the new layout and where products are to best help questioning 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 to your customers’ feedback.”

For the fastener category at Gus Bock’s Ace Hardware, the bulk bins yield the strongest margin opportunities when customers are purchasing fasteners in smaller quantities.

“We worked to tweak our pricing in various categories by going to a .99 price point on boxed items,” Grill says. “In some cases, depending on the category, we either raise or lower retails based upon the sensitivity of the category.”

Grill resets his fastener category every year, offering the most up-to-date products to customers. His vendor sends multiple representatives to assist with the reset.

“They were able to reset our locations in a very timely manner, making the transition painless and efficient,” Grill says. “It was nice to see all the employees for their company coming together as a team, instead of one person having the burden to do everything themselves.”

The fastener category at Gus Bock’s Ace Hardware is expertly organized so customers can easily find items and employees can sell effectively.

Sorted Out

Guidance From a Name You Trust

NHPA Strategic Consulting works with independent retailers to address real business challenges and create clear, practical paths forward.

If you’re attending any of the upcoming spring markets, NHPA Strategic Consulting is offering complimentary 30-minute, in-person consultations during select spring markets. Meetings are limited and available only on-site.

FEBRUARY 24-26, 2026

FEBRUARY 5-7, 2026

MARCH 6-8, 2026

Orgill Spring Dealer Market

Ace Spring Convention

Darrell Baker

Jeremy Melnick LJB ADVISORS

PRESCOTT BUSINESS ADVISORS

MARCH 6-8, 2026

Do it Best & True Value Spring Market

Tony Corsberg

MERCHANT5 ADVISORS

LEGACY RETAIL ADVISORS Do it Best & True Value Spring Market

Curtis Gillman

Scan the QR Code or visit YourNHPA.org/Consulting to sign up and learn more.

MARCH 12-14, 2026

Bob Levitan BLACK MOUNTAIN CONSULTING, LLC All-Pro Spring Show

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Building Through Uncertainty

Mixed Signals for Construction and Remodeling as Confidence Slips

The U.S. Housing and construction sector is facing a mix of pressures going into 2026. Builders are pulling back on confidence, remodeling demand remains strong and the industry is warning of a deep labor shortage as construction needs to grow.

“While the upper end of the housing market is holding steady, affordability conditions are taking a toll on the lower and mid-range sectors,” says National Association of Home Builders chairman Buddy Hughes, a homebuilder and developer from Lexington, North Carolina. “Buyers are concerned about high home prices and mortgage rates, with down payments particularly challenging given elevated price to income ratios.”

For independent home improvement retailers, the shift reshapes demand. As new home purchases slow, homeowners are more likely to repair, replace and upgrade existing spaces. That drives steady traffic for everyday project categories such as plumbing and electrical repair, tools, fasteners, lighting, lawn and outdoor maintenance and basic building materials tied to remodels and maintenance work.

Although remodeling activity is holding up, labor needs in the construction sector continue to mount.

According to an analysis by Associated Builders and Contractors (ABC), the construction industry needs to attract an estimated 349,000 net new workers in 2026 to meet construction services demands, and 456,000 by 2027.

“If current consensus forecasts hold true, the construction industry will need to bring in 349,000 new workers in 2026 just to keep the supply and demand for labor in equilibrium,” says Anirban Basu, ABC chief economist. “Failing to do so will worsen labor shortages, especially in certain occupations and regions, placing further upward pressure on labor costs.”

As labor remains tight, larger projects can be delayed or scaled back, creating more demand for smaller jobs handled by homeowners or short-handed pros. That dynamic positions independent home improvement retailers as problem solvers, supplying the products, advice and convenience needed to keep projects moving as broader construction activity faces constraints.

Industry Events

MAR

International

March

March 6-8 |

The Inspired Home Show

March 10-12 | CHICAGO, IL

Blish-Mize Spring Buying Market

March 19-21 | OVERLAND PARK, KS

PACOA Spring Dealer Market

March 21-22 | QUEENS, NY

National Hardware Show

March 30-April 2 | LAS VEGAS, NV

Coverings 2026

March

2 | LAS VEGAS, NV

To add your event to the industry calendar, send an email to editorial@YourNHPA.org

You’re Invited

REGISTRATION IS OPEN FOR IHI 2026

Join 700+ independent retailers, industry partners and channel leaders to connect with peers, explore new ideas and take home solutions that drive your business forward.

Why Attend?

Unlock Business Potential: Get practical strategies and tools from industry experts, keynote speakers and educational sessions to solve challenges and boost profitability.

Forge Valuable Connections: Discover new products, tools and solutions from trusted, industry-leading service providers and manufacturers in our robust exhibit hall.

Lead Through Change: See how top retailers embrace emerging trends and leverage smart strategies to stay competitive in a constantly evolving market.

Honor the Best of Independent Retail: Recognize innovation, leadership and excellence at our Independent Awards Gala featuring NHPA’s Top Guns, NHPA’s Young Retailer of the Year and The Hardware Connection's Beacon Award recipients.

93% of attendees plan to return in 2026

30+ educational session covering four topics

3 industry awards celebrating excellence

ORLANDO

INDUSTRY EVENTS

LAST WORD

Industry Impact

Take Your Business to the Next Level at the 2026 Independent Home Improvement Conference

Sunny Florida awaits as the home of the 2026 Independent Home Improvement Conference (IHI Conference) hosted by the North American Hardware and Paint Association (NHPA) and The Hardware Conference. Independent retailers, industry experts and channel vendors will gather for two days of networking, learning and leisure at the J.W. Marriott Orlando Grande Lakes in Orlando, Florida, from July 29-30, 2026.

Each year, attendees walk away from the IHI conference equipped with the knowledge and expertise to face the industry’s biggest challenges

and inspiration to take their businesses to the next level.

“The conference gave me a renewed focus on my business and highlighted areas for improvement, whether it’s inventory management, technology or merchandising,” says Kerry Thomas, owner of Stan Dawe Building Centers.

The 2025 show was impactful for attendees from all affiliations, so much so that 93% of last year’s attendees plan to return to the conference in 2026 to participate in informative breakout sessions, hear from experts at six main stage events, celebrate fellow retailers at the Independent Awards Gala and network with each other at partner events.

Connect Through Hands-On Learning

A highlight of the IHI Conference are the breakout sessions led by industry powerhouses, covering the most-relevant topics like employee engagement, executive leadership, retail operations and technology and marketing, merchandising and advertising.

• Employee Engagement: From addressing labor challenges to navigating generational gaps with employees and customers, these sessions provide solutions to guide employers to help their employees avoid burnout and provide a framework to develop committed, highly productive teams.

• Executive Leadership: In today’s ever-evolving landscape, leadership requires a blend of vision, strategic thinking and emotional intelligence. These sessions take a deep dive into confidently becoming a leader who can foster innovation, guide through change and inspire high-performance teams.

• Retail Operations and Technology: When you get into the weeds of day-to-day operations, it can be difficult to take a broader look at those processes and strategies that could improve overall operations. These sessions will highlight how retailers can take on today’s operational challenges through small-scale tools or enterprisewide solutions.

• Marketing, Merchandising and Advertising: Independent retailers hold various roles in their operations, especially in marketing and merchandising. These sessions

will showcase effective marketing trends or merchandising strategies that even the least experienced retailers can use to save time and find success.

“The breakout sessions were of great value and gave me different thoughts on approach, risks, marketing ideas and an overall feel that my team is on the right path and can open up and explore different ideas and find that success,” says Gilbert Orona of Valle Vista Home Center. “I feel stronger knowing we have support in our industry from others on the same level, same struggles and need for advice, support and relationship.”

Secure Your Spot

Attendees have endless opportunities to network with other retailers, vendors and channel partners over the two-day event. Don’t miss the opportunity to forge new relationships with peers facing similar industry challenges, exchange ideas and discover new partnership opportunities that can elevate your business long after the conference ends.

“The interaction with the other store owners during IHI is priceless, “ says Ty McClellan, co-owner and vice president of Hardware Sales Inc.

Registration is live for this year’s can’t-miss event. Visit YourNHPA.org/ihiconference to learn more about the event and secure your spot.

“The overall atmosphere of the conference was very productive, professional and constructive,” says Matthew Spinks, store manager of Lumber King, Inc. “IHI was a breath of fresh air for retail burnout.”

CUSTOMER SUCCESS STORY #3

A STORY ABOUT CONTINUING A LEGACY

Whenever I’m asked what makes Morris Hardware special, I start with our story Founded in 1845 by George Morris, our business has been part of the McConnelsville community for 180 years and remains one of the oldest continuously operating, family-owned hardware stores in the country. Today, his great-great-great-greatgreat-great-grandson, Tom Schanken, and I are honored to carry that legacy forward.

This business has weathered wars, depressions, pandemics, and the rise of big-box and online competition. Through it all, our small-town spirit and commitment to serving our employees, customers, and community have held strong Our customers are our neighbors—contractors, farmers, and DIYers—and we take pride in being the heart of Main Street

But even a 180-year-old business must evolve When we realized our previous supplier wasn’t helping us stay current, we looked for a partner who shared our values. That came in 2023 when we were introduced to Orgill. I first got to know Orgill through our sales rep, Jake Thompson, whose genuine kindness and willingness to help made a lasting impression. When it came time to make a change, the choice was clear

Orgill’s team worked alongside us during the conversion, helping modernize assortments, refresh key departments, and refine pricing while respecting our independence Today, Morris Hardware is better positioned to serve modern customers while proving that personal service and community connection never go out of style and we’ve found those same values in our supply partner.

Shayna Roberts

Co-Owner,

Morris Hardware | McConnelsville, Ohio

Shayna Roberts