Hardware Retailing May 2016

Serving Hardware, Home Center & Building Material Retailers

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the industry’s top guns Volume 191 • Issue 2

Meet This Year’s Exceptional Top Gun Honorees 78 A 360-Degree Look at Walmart 98

VOLUME 210 • ISSUE 5 • MAY 2016 • HARDWARERETAILING.COM

Tips for Promoting Your Business on the Cheap 122

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Staying Competitive “Orgill’s pricing helps us stay competitive while stocking the latest and greatest items.”

Knowing What We Need “When we expanded, Orgill helped us every step of the way, from selecting which products would work to merchandising the store.”

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the industry Volume 191 • Issue 2

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VOLUME 210 • ISSUE 5 • MAY 2016 • HARDWARERETAILING.COM

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Participate in the annual Cost of Doing Business Study to help improve your business and the overall home improvement industry.

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Meet This Year’s Exceptional Top Gun Honorees 78 A 360-Degree Look at Walmart 98

VOLUME 210 • ISSUE 5 • MAY 2016 • HARDWARERETAILING.COM

Tips for Promoting Your Business on the Cheap 122

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NEXT MONTH

Giving for the Greater Good

I

n the June issue, we’ll explore several ways retailers are contributing to and supporting the communities that they call home.

From hosting pet adoption days to promoting other small businesses, independent retailers like you demonstrate in a variety of ways how much they value their communities. This article will provide

you with examples of how you can get your business involved in your town, or build up your active involvement even more.

Also, take a look at our article about finding opportunities to sell farm, pet and ranch products. In this article, we will be looking at some trending niches you can use to expand your customer base and draw more traffic.

As long as there are pipes to be ft, carburetors to be rebuilt and wiring to be run, there will be pros whose frst instinct is to grab a Channellock® tool and get to work. That’s why we do everything we can to ensure a seamless buying experience for our valued retail partners. The brand America trusts for tough, reliable hand tools is the brand you can count on for streamlined ordering and comprehensive sales support.

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1

At Do it Best Corp., we recognize that each of our diverse 3,800+ independent member-owners has a unique definition of success. That’s why we provide a broad range of flexible, scalable, affordable and customizable programs and services that are proven to fuel their growth. The ongoing success of our members is a testament to this approach and it’s why our #1 goal is

Helping our members grow and achieve their dreams.

independentsdoitbest.com

Headquarters Staff

PUBLISHING

NRHA MISSION

PUBLISHER, VICE PRESIDENT OF PUBLISHING Dan Tratensek

The North American Retail Hardware Association’s (NRHA) mission is to help independent hardware stores, home centers and lumberyards, regardless of wholesale affiliation, become better and more profitable retailers.

COMMUNICATIONS

136 N. Delaware St. #200, Indianapolis, Indiana 46204 Phone: 317-275-9400 Fax: 317-275-9403 Email: nrha@nrha.org Website: www.nrha.org HEADQUARTERS STAFF PRESIDENT AND CEO Bill Lee

DIRECTOR OF COMMUNICATIONS Whitney Daulton ASSOCIATE EDITOR Liz Lichtenberger ASSISTANT EDITOR Renee Changnon

LEAD GRAPHIC DESIGNER Lynnea Verville

CONTROLLER David Gowan

GRAPHIC DESIGNER Graeme Haase

EDUCATION

WEB DEVELOPER Kevin Trehan

DIRECTOR OF MEMBER SERVICES Allison DeWitt, 317-275-9414, adewitt@nrha.org

MARKET RESEARCH ANALYST Sara Logel

TRAINING MANAGER Jesse Carleton, 317-275-9418, jcarleton@nrha.org

PRODUCTION SERVICES

MEMBER SERVICES AND COMMUNICATIONS COORDINATOR Hilary Welter, 317-275-9435, hwelter@nrha.org

PRODUCTION MANAGER Nancy A. Vondersaar

MEMBER SERVICES AND MEETING COORDINATOR Kamille Stokes, 317-275-9435, kstokes@nrha.org

SALES AND PRODUCTION ASSISTANT Freda Creech

RETAIL LEADERSHIP INSTITUTE

CIRCULATION

EXECUTIVE DIRECTOR-RETAIL LEADERSHIP INSTITUTE Scott Wright, 317-275-9430, swright@nrha.org

CIRCULATION DIRECTOR Richard Jarrett

DIRECTOR OF RETAIL OUTREACH Tom Marcum, 317-275-9430, tmarcum@nrha.org

CIRCULATION/SUBSCRIPTION/ LIST RENTAL INQUIRIES PHONE 314-432-7511 FAX 314-432-7665

NRHA VENDOR PARTNER VENDOR INTEGRATION MANAGER Marci Taschler, 317-275-9421, mtaschler@nrha.org

NRHA CANADA NRHA CANADA Michael McLarney, 360 Dupont St., Toronto, Ontario, Canada M5R 1V9; 416-489-3396, mike@hardlines.ca

STATE AND REGIONAL ASSOCIATIONS MICHIGAN RETAIL HARDWARE ASSOCIATION Patrick Harrington, 4414 S. Pennsylvania Ave., Lansing, MI 48910; 517-394-1710; FAX 517-394-6754 MIDWEST HARDWARE ASSOCIATION John Haka, 2301 Country Club Drive, Suite A, P.O. Box 8033, Stevens Point, WI 54481-8033; 715-341-7100; 800-888-1817; FAX 715-341-4080 PACIFIC NORTHWEST REGION Ronald F. Moore, 3857 Wolverine NE, Suite 20, Salem, or 97305 (UPS,FedEx); P.O. Box 17819, Salem or 97305 (U.S. Mail); 503-375-9024; FAX 503-375-7980; Alaska, Idaho, Ore., Wash.

SOUTHWESTERN REGION Jeff Flora, 638 W. 39th St., Kansas City, MO 64111; P.O. Box 419264, Kansas City, MO 64141; 816-561-5323; FAX 816-561-1249; Ark., Kan., La., Mo., Neb., N.M., Texas

SALES VICE PRESIDENT OF SALES Bob Cutter NATIONAL SALES MANAGER Lowell Huffman MIDWEST REGION MANAGER Tony Sarantakis, 404 Afton Circle, Barrington, Ill. 60010; 847-934-9515, Fax: 847-934-2494, tonytakis@aol.com WEST REGION MANAGER Chris Miller, 506 Citadel Circle, Westmont, Ill. 60559; 630-234-3272, Fax: 847-934-2494, cmiller7288@gmail.com NORTHEST REGION MANAGER Brian Ziff, 17 Cutler Knoll, Watertown, Conn. 06795; 203-509-0125, Fax: 317-275-9406, bziff@nrha.org GREAT LAKES REGION MANAGER Brad Lyons, 136 N. Delaware St. #200, Indianapolis, Ind. 46204; 317-275-9424, Fax: 317-275-9403, blyons@nrha.org SOUTHEAST REGION MANAGER Nick O’Connor, 136 N. Delaware St. #200, Indianapolis, Ind. 46204; 317-275-9409, Fax: 317-275-9403, noconnor@nrha.org CANADA John Magner, 500 Queens Quay W., #101 W. Toronto, ON M5V 3K8; 416-598-0101 x220, Fax: 416-598-9191, jmagner@yorkmedia.net

Hardware Retailing (ISSN0889-2989) is published monthly by the North American Retail Hardware Association, 136 N. Delaware St. #200, Indianapolis, Ind. 46204. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50.00 year. Canada $75.00 year. All other countries $100.00 year.

(Air Mail $60.00 year additional). Single copy $7.00. The Annual Report issue can be purchased for $30.00.

Periodical postage paid at Indianapolis, Indiana, and additional mailing offices.

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

All editorial contents copyrighted 2016 by the North American Retail Hardware Association.

No editorial may be reproduced without prior permission of the publisher.

REPRINTS: Contact the Editorial Department at 317-275-9400 for price quotations. Printed in the USA.

4

HARDWARE RETAILING | May 2016

FEATURED NRHA BOARD MEMBER

ASSISTANT EDITOR Kate Klein

“I never go to a

show where I don’t bring something back. I truly love hardware shows.

I go to learn.

”

GARY COPELAND IMMEDIATE PAST CHAIRMAN

Gary Copeland of Valley Supply in Rising Sun, Indiana, was elected to the NRHA board in 2004. After completing his bachelor’s degree, he worked for his father at the family hardware store. In 1981, Copeland and his wife Judy bought the business. He is actively involved in the industry and his local community.

WHAT IS SOMETHING PEOPLE MIGHT NOT KNOW ABOUT YOU? I have eight grandkids who are very important to me. During the week, the school bus will drop them off at the store since their parents are still at work. Judy even made a playhouse for them. We enjoy having them here.

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Contents INDUSTRY AWARDS

78 MAY 2016 | VOLUME 210 | ISSUE 5

“The key is to focus on areas where you can compete.”

–Eli Bliffert Bliffert Lumber & Hardware

“This industry is challenged by labor forces today and will continue to be in the future.”

–Tim Fansler

–Jack Foxworth

Family Farm & Home

Foxworth-Galbraith

84

122 MARKETING & PROMOTIONS 132 CATEGORY SPOTLIGHT Small Budget, Big Impact

Outdoor Power Equipment

Take tips on how to maximize the impact of your promotions, ad spending, social media activity and community presence to attract customers.

Find out from some high-performing retail veterans how to grow this category and kick your sales into high gear.

HARDWARE RETAILING | May 2016

NRHA recognizes four innovative industry veterans with the highest honor in the industry, identifying them as retail leaders who are creative problem solvers, visionaries and business pioneers.

“You’ve got to make a decision about who you are and what you want to be.”

80

6

The Industry’s Top Guns

“One of the biggest risks in retail is to have all your eggs in one basket.”

–Jeremy Melnick Gordon’s Ace Hardware

88

Did you know 81 percent of consumers perform landscaping services themselves? For more stats on opportunities to sell power equipment, head to Page 24.

92

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Contents

98

OPERATIONS

Walmart 360

Get a 360-degree look at Walmart, the giant that has dominated retailing. Read up on the company’s start as a business in Arkansas, its years as a fast-growing retail powerhouse and its recent initiatives.

Then look to the company’s future with insight from Charles Fishman, world-renowned journalist and author of “The Wal-Mart Effect.”

28

11,500 in

Countries

Stores

WALMART

Departments

142 INDUSTRY EVENTS

National Hardware Show® NRHA All-Industry Conference Take a look at our guide to new features, the layout, seminars and other highlights of the co-located show, and check out the following: NRHA Village Map NRHA Village Stage Schedule 8 Things You Don’t Want to Miss

8

HARDWARE RETAILING | May 2016

152 INDUSTRY EVENTS

International Hardware Fair Get a rundown on the global home improvement market with a look at the recent International Hardware Fair.

182 INDUSTRY AWARDS Packaging and Merchandising Awards

Take a look at the manufacturers being honored for the best packaging and merchandising design.

10 12 14 18 24 28 70 198 206

On the Web Independent Thinking Taking Care of Business NRHA News Trends Spring Product Preview Checkouts Newsmakers/Calendar The Last Word

On the Cover NRHA’s 2016 Top Gun honorees from left, Tim Fansler of Family Farm & Home in Michigan, Indiana and Ohio; Eli Bliffert of Bliffert Lumber & Hardware in Wisconsin; Jack Foxworth of Foxworth-Galbraith Lumber Co. in Arizona, Colorado, New Mexcio and Texas; and Jeremy Melnick of Gordon’s Ace Hardware in Chicago, have each carved their own paths in the home improvement industry and found success along the way All four will be honored at the NRHA All-Industry Conference in Las Vegas

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2) LANTERN

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On the Web

ROAD TRIP Stories From Main Street America

Q&A

Gain More Insights From This Year’s Top Gun Honorees

ON THE ROAD

Independents on Route 66 NRHA and Independent We Stand spent a week traveling on historic Route 66 and stopping at some amazing independent businesses along the way. You can find a visual diary of the highlights at TheRedT.com/2016RoadTrip.

#NHSShow

After you read this month’s article about four of the industry’s top retailers, head online to TheRedT.com/2016TopGuns for additional insights from these industry leaders.

This series of quick lessons on topics such as selling skills, merchandising, product knowledge and operations is geared toward all levels of employees.

Use them at your next meeting! Visit nrha.org/freetraining to download this month’s lessons, listed below.

1 PowerPoint: Effective Stack Displays

STAY UPDATED WITH LIVE COVERAGE

Don’t Miss a Minute of This Year’s Show!

Whether you’re attending the National Hardware Show® or working at your store, follow us on social media to find trends spotted on the Show floor, takeaways from keynote speakers and other must-see Show events!

2 Worksheet: Keeping Customers Safe 3 Video: Push Mower Selling Tips

CATEGORY TRENDS

What Are the Latest Trends in OPE? Stay on top of five trends emerging in outdoor power equipment that will help you stay competitive. Find them at TheRedT.com/trends-ope.

4 Video: Products Your Customers

Need to Winterize Lawn Mowers

SOCIAL MEDIA LINKS

@hardwareretail facebook.com/HardwareRetailing

Website links can get long and wordy, so Hardware Retailing is making it easier to find our online content.

Simply type in TheRedT.com/ followed by the unique code for each link. Why “The Red T?” Check out our logo!

10

HARDWARE RETAILING | May 2016

Harry Smith True Value Hardware Eunice, LA

Colmar True Value Home Center Margate City, NJ

Murdale True Value Hardware Carbondale, IL

2015 National Winner Hugh Durham Cash True Value Home Center Mystic, CT

Belgrade True Value Hardware Belgrade, MT

True Value Home Center Oakhurst, CA

Howard’s True Value Glendale, AZ

CONGRATULATIONS TO THE 2015 BEST HARDWARE STORE IN TOWN WINNERS.

Earning the title of Best Hardware Store in Town is an accomplishment for storeowners that have made a commitment to doing retail the right way – by implementing best-inclass retail programs, while also leveraging the strong national True Value brand. If you value what we value, join our co-op of storeowners by calling 888-291-7229 or visiting TrueValueCompany.com/openastore.

Taheem True Value Safat, Kuwait

Grafton True Value Hardware Grafton, VA Handyman True Value Hardware Florissant, MO

Sawyer’s True Value The Dalles, OR

Stevenson True Value Hardware Ransomville, NY

©2016 True Value® Company. All rights reserved.

Nelson Agri-Center True Value Viroqua, WI

For more information about our winners, visit TrueValueCompany.com.

Independent Thinking

We’re Stronger, Together

E

“Trade associations

help industries become more efficient, overcome isolation and disadvantages of scale and provide a place to share best practices.

”

ach year in May, our home improvement industry gathers in Las Vegas for the largest and only event that welcomes every retailer, vendor and distributor that sells, or hopes to sell, home improvement products in this marketplace. Being a part of this event causes me to reflect on competition, our industry and your association’s role.

Competition tends to drive industries apart; associations bring them together. To be sure, competition is a great thing; it’s the driving force behind our amazing market-driven capitalist system. It forces organizations to become better, tends to improve quality and lowers costs. It drives innovation and brings ever-higher value to the products all of us need.

But competition also leaves organizations isolated and defensive. We see this every day in our channel. It’s in the constant re-invention of the wheel that saps resources. Throughout the supply chain, this isolation takes its toll.

For retailers, it’s particularly costly. We have 35,000 independent, mostly family-owned, small businesses driving the independent retail segment of our market. They sell about half of all products sold in the channel; they’re vitally important to the channel.

And yet, most of these businesses are re-inventing the wheel on their own.

They’re already strapped for resources to serve their customers, but they’re also spending time, energy and money re-creating training programs, succession plans, and more. Repeated 35,000 times, it’s a huge waste of resources.

Trade associations like the North American Retail Hardware Association (NRHA) serve to counteract the fragmentation and isolation of this environment.

Your association’s mission is to help independent hardware stores, home centers and lumberyards, regardless of wholesale affiliation, become better and more profitable retailers. This ability to transcend competitive differences and be a place where all independents and channel partners come together, voice common concerns and learn from each other is a powerful thing.

Through the pages of Hardware Retailing, your association brings together every retail outlet in the U.S. and Canada, binding independent retailers together in a community of shared knowledge. About 150,000 retail employees and owners read this magazine every month.

Through the NRHA Retail Leadership Institute and its management school, NRHA is building a library of retail best practices, tested in stores and developed by some of our industry’s best retailers, to be shared openly for the good of all retailers. Your association is also working on a new education program to help develop leadership skills, which will be available to all retailers this year.

Your association also focuses on market research across all retail types, like the annual Cost of Doing Business Study and the newest version of the popular Merchandising for Profit Study, which will be available this year.

And, through numerous events hosted by your association, retailers come together to share and explore best practices and create a network of friends.

Trade associations help industries become more efficient, overcome isolation and disadvantages of scale and provide a place to share best practices. We invite you to get involved with NRHA in any way that will help make your business better. Get in touch, and we can help you get started.

Bill Lee, President and CEO

blee@nrha.org

12

HARDWARE RETAILING | May 2016

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Taking Care of Business

What Walmart Has That You Don’t—Yet

W

“Behind this simple

‘stack’em deep and sell ‘em cheap’ mentality is a highly sophisticated retail operation with world-class logistics, procurement, marketing, advertising and research capabilities.

”

hen reading this month’s feature package on Walmart, I dredged up one of those weird memories from long ago that somehow lodges itself in your brain.

I distinctly recalled the moment when I was driving home on 91 North in Southern California one sunny afternoon and heard on the radio that we were going to be getting one of those Walmart stores everyone was talking about.

Though this oddly memorable moment occurred more than a quarter century ago, today it seems hard to believe that there was once a densely populated area of the planet where Walmart didn’t have a retail location.

Today, there likely aren’t too many adults in North America who don’t at least know what Walmart is and the brand ideals it represents.

With this kind of presence and brand recognition, it really doesn’t matter what kind of products you are selling or what corner of North America you are headquartered in—you are likely competing against Walmart.

From shoes and potato chips to hammers and paint, Walmart stocks, ships and sells just about everything, and all with the promise of everyday low prices.

But behind this simple “stack ‘em deep and sell ‘em cheap” mentality is a highly sophisticated retail operation with world-class logistics, procurement, marketing, advertising and research capabilities.

Sure, the Walmart model has its flaws (for more, see our article beginning on Page 98), but there is a reason it has risen from a small regional discount chain to the largest, most powerful retail operation on the planet.

And while you, as an independent retailer, can compete with Walmart in a variety of ways, such as convenience, specialized assortments and superior service, there is one thing that the blue behemoth has that an independent retailer simply doesn’t—economy of scale.

Walmart has the revenue and size to invest in world-class operational systems; the connectivity to reap and analyze billions of points of transaction data; and the means to test, evaluate and roll out myriad retail concepts.

As an independent retailer, you simply cannot do this alone. Yes, you are nimble and can make market-based decisions quickly and know your customers on a firstname basis—but in the future, these characteristics alone might not be enough.

So, what do you do?

First, you work closely with your distributors to take advantage of the economies of scale they offer. Be an active participant with your supplier. Give them feedback on programs, products and offerings. Share data when you can.

Those can get you a long way, but you also MUST take advantage of the economies of scale you can achieve by working with OTHER independent retailers—sharing ideas, best practices, concepts and opinions.

Your association and magazine can help. Our goal is to bring retailers together, regardless of affiliation, to share ideas and achieve more parity when it comes to economies of scale. Just like I encourage you to get actively involved with your distributor, you must ALSO become active in YOUR association if you are going to compete against Walmart or whatever mega-retail concept lies ahead!

Dan M. Tratensek, Publisher

dant@nrha.org

14

HARDWARE RETAILING | May 2016

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JunoJumper Portable jump starter

c Paint2it Anti-gravity paint tray

One-stop sourcing. Easy ordering. No fees.

New products added weekly at wholesale.thegrommet.com

Bee’s Knees All-purpose household wax

Traction Mat Multi-link car mat

Chateau Spill Red wine stain remover

Discover What’s NextTM

National Hardware Show, booth 4424 Order at wholesale.thegrommet.com. Use code NRHA2016 for free shipping on frst orders over $200.

iRoller

Lofti

Touchscreen cleaner

Laundry drying rack

My Mold Detective Mold test kit

Duke Cannon Men’s personal care

KeySmart Minimalist key organizer

Tadpole Tape Cutter Easy-to-handle tape dispenser

BeardMat Shaving cover

NRHA News

Spring Your Business to New Heights

S

pring is a great time of the year for one huge reason—customers are starting lots of home improvement projects and keeping your store busy. To help you make this selling season even more successful, the North American Retail Hardware Association (NRHA) and Hardware Retailing have created a library of resources to help you make small improvements this season in marketing, training and operations.

18

SHOP-LOCAL MARKETING

SOCIAL MEDIA GUIDE

TRAINER’S TOOLBOX

Remind customers that when they shop at your store, twice as much money stays in the community than if they were to make the same purchase at a big-box store. To share your local identity, we’ve created free Mother’s and Father’s Day shop-local signage that includes posters, shelf talkers, bag stuffers and more. Download it at TheRedT.com/momdad.

Is it time to spruce up your store’s social media presence? Make sure your store is top of mind for customers as they shop for spring home improvement projects by engaging with them online and using social media to its full potential. Download this free toolkit, which includes best practices, an analytics template and more, at TheRedT.com/SMkit.

You’re entering the busiest season of the year, so it might be hard to find time for employee training. NRHA’s Trainer’s Toolbox series includes several 3- to 5-minute lessons you can use to keep your staff sharp. Great topics for this season include: Project Sales, Taking Care of Live Plants, Keeping a Cleaner Store and more. You can find 14 free lessons at nrha.org/freetraining.

PROJECT-BASED SELLING

INVENTORY MANAGEMENT

FINANCIAL VIDEOS

When a customer comes in searching for products for a specific project, it is crucial that your employees are knowledgeable about how to complete and sell common DIY projects to increase customer service and boost average transaction size. Consider giving your staff a refresher with NRHA’s Project PRO online training course.

Learn more at nrha.org.

It’s easy to let inventory get out of hand, especially during this busy season. To help you keep things in check, Hardware Retailing created two simple, easy-to-use resources to help you improve your inventory management process: an out-of-stock inventory calculator and an inventory counting chart. They can be found at TheRedT.com/inventory.

You may have a good handle on your business’s financials, but does your staff understand their impact on the bottom line? NRHA breaks down transaction size and payroll in two short videos that you can share with your employees to help them better understand these metrics. Check out these videos and resources at TheRedT.com/codb-payroll.

HARDWARE RETAILING | May 2016

NRHA News

Eight Young Retailers Honored for Business Achievements

T

he North American Retail Hardware Association (NRHA) recently named eight home improvement retailers as 2016 Young Retailer of the Year honorees.

The distinguished program, celebrating its 20th anniversary this year, identifies and honors the next generation of aspiring independent home improvement retailers and recognizes individual achievements of retailers age 35 and younger from the U.S. and Canada.

Honorees are chosen based on criteria that includes career accomplishments, community involvement, hardware industry education and extracurricular activities.

The honorees represent three categories: stores with annual sales under $2 million, stores with annual sales over $2 million and retailers operating multiple locations.

2016 Young Retailer of the Year Honorees: Under $2 Million in Annual Sales •

Travis Hellvig – operations manager, Hartford Building Center, Hartford, South Dakota

Over $2 Million in Annual Sales • • • •

Marc Currie – president, Niece Lumber, Lambertville, New Jersey Richard Lukowiak – general manager, Johns Creek Ace Hardware, Johns Creek, Georgia Kyle Martinez – owner/president, Interstate Building Materials, Many, Louisiana Jared Sawyer – owner/manager, Sawyer’s True Value, The Dalles, Oregon

Multiple Stores •

Christian Herrick – CEO, Randy’s Do it Best Hardware, Timberville, Virginia • Dan Moulton – dealer-owner, Alliston Home Hardware Building Centre and Hanover Home Hardware Building Centre, Alliston, Ontario and Hanover, Ontario • Aimee Nichols – business owner and manager, Berger Hardware, Hawthorne, New York “Each year, the industry looks forward to the selection and celebration of the impressive honorees of this

By MAVERICK

is smart GriLLiNG Turn Your Smart Phone into a Barbecuing Command Center

iCHEF ET-735 REmoTE BluETooTH® BaRBECuE THERmomETER TER Maverick makes the best remote cooking thermometers on the planet and we keep making them better! In 1991, Maverick introduced the BarBChek, the frst electronic LED cooking thermometer. Today, our next generation line of remote cooking thermometers includes the iChef ET-735 Remote Bluetooth® Barbecue Thermometer. This stateof-the-art model is app-enabled to work with your smart device and can be used with up to 4 probes! Call us today to fnd out more about this exciting revolution in remote cooking.

94 Mayfield Avenue, Edison, New Jersey 08837 Tel: 732-417-9666 • Fax: 732-417-9673 • www.maverickhousewares.com

20

HARDWARE RETAILING | May 2016

maverick is proud to sponsor steven raichlen’s Project smoke on Public television.

PEEL IT. SEAL IT. DONE!

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800-882-7663 | www.mfmbp.com

NRHA News

prestigious program,” says Bill Lee, NRHA president and CEO. “To be selected as a Young Retailer of the Year is a high honor, and these honorees exemplify the essence of this award through their business achievements and commitment to the independent retail industry and their communities. We’re thrilled to be honoring extraordinary retailers for the 20th year in a row, and look forward to continuing the tradition for many years to come.”

Sponsors of the 2016 Young Retailer of the Year program include the American Hardware Manufacturers Association, Apex Tool Group, Delta Faucet Company, Fluidmaster, Intertape Polymer Group and Midwest Fastener Corporation.

The Young Retailer of the Year banquet will be May 3 at the Renaissance Las Vegas Hotel prior to the opening of the NRHA All-Industry Conference and the National Hardware Show® in Las Vegas. For more information on the awards program and conference, please visit nrhaconference.com.

Young Retailer Year of the

Want to Know More About These Honorees?

YEARS

Don’t miss Hardware Retailing’s July issue, where we will feature each of these honorees and provide additional information as to why they were selected as the best young retailers in the industry.

Magnets attract profts. Increase impulse sales with the industry’s top-selling magnet product line for home, offce, garage and jobsite.

Booth 7219

Learn more about the advantages of being a Magnet Source® Retailer at magnetsource.com/hr

22

HARDWARE RETAILING | May 2016

(EM)POWERING YOUR HARDWARE BUSINESS INTRODUCING

An all-new, innovative business management solution for hardware dealers.

RockSolid MAX is a cloud-based solution, so it will reduce server/software maintenance and equipment issues and protect your data should disaster strike. Best of all, RockSolid MAX is easily flexible and scalable to YOUR business, with the features you need to power your business.

POINT OF SALE

INVENTORY

PURCHASING

MOBILE

SPECIAL ORDERS

REPORTING

For more information on RockSolid MAX visit http://www2.ecisolutions.com/getrocksolidmax 800.588.5128

info@ecisolutions.com

www.ecirocksolid.com

ECi, the ECi Red Box and ECi RockSolid are trademarks or registered trademarks of ECi Software Solutions, Inc. All rights reserved.

MORE

Trends Banking on Better Lawns

In-Store Educational Opportunities: Teach What Customers Don’t Know

The market for selling outdoor power equipment is growing because of consumers’ increasing interest in riding and zero-turn lawn mowers and lithium-ion battery powered tools.

In 2014, total retail sales were $10.2 billion in the lawn and garden equipment market, according to Packaged Facts, a division of MarketResearch.com.

1 in 3 U.S. adults say they are not sure how frequently they should water their lawns.

Outdoor power equipment, which accounted for 68 percent or nearly $7 billion of total sales, has driven growth of the lawn and garden equipment market, the company states.

This strong sales performance presents an opportunity for home improvement retailers. Since more than 78 percent of U.S. adults have a home with a lawn and/ or landscaping, according to the National Association of Landscape Professionals, retailers need to not only provide outdoor power equipment and repair services, but also offer education in lawn care. The following data shows that many homeowners could use the educational help.

Applied to Retail: The outdoor power equipment category is an easy area for add-on sales of products such as fertilizer, sprinklers or fuel cans. Be sure to cross-merchandise your lawn and garden products within your outdoor power equipment section.

Each season, hang posters describing common lawn care needs for that time of year, and be sure signage directs customers to where they can find the tools to do the work.

For more information on how to enhance your outdoor power equipment sales, turn to Page 132.

Who Cares for Homeowners’ Lawns?

81%

44%

of homeowners perform landscape services themselves.

of homeowners hire a professional for landscape services.

Source: A Look at Americans’ Lawn Care Knowledge, National Association of Landscape Professionals

24

HARDWARE RETAILING | May 2016

31 percent of Americans who have a lawn say they aren’t sure how to get it to be lush and healthy.

69 percent of Americans who have a lawn say their lawns could be improved.

not in your warehouse?

special order suppliers of door hardware products

r special orde are door hardw

visit hardwaresuppliers.com/retail to download our

625 4-5liers.c -33resupp 800ardwa om www.h

special order door hardware catalog

not a problem.

HSI ofers hardware retailers thousands of door hardware products not typically stocked in distributor warehouses. And with same day shipping and fve distribution centers nationwide, your customer won’t have to endure factory lead times to get the products they need.

This is how special order is supposed to work.

this is hsi.

800-334-5625 | www.hardwaresuppliers.com

SPRING PRODUCT

PREVIEW

A

s consumers head into the spring season, home improvement projects, spring cleaning and organization are all top of mind. As a retailer, it’s important that you are in the know about the types of products your customers will be looking for.

Hardware Retailing’s annual Spring Product Preview gives you the advantage of learning about all of the latest products to hit the market and will help give you a leg up on the competition.

28

HARDWARE RETAILING | May 2016

As you flip through the following pages, you’ll see unique products and trends in the categories that mean the most to you. From smart technology-enabled locksets to mold removers and everything in between, these products are bound to attract your attention. After seeing what the manufacturers have to offer, be sure to visit them in person at the 2016 National Hardware Show®, May 4-6 in Las Vegas.

For more information about the National Hardware Show, visit www.nationalhardwareshow.com.

Spring Product Preview

1

2

1. DRYWALL REPAIR

2. WIRELESS CALLBOX

KRACK KOTE® is a new product that makes it easy to make quick, invisible, permanent repairs to cracked drywall and plaster. It requires no sanding and can be applied and painted in under an hour. This specially formulated acrylic emulsion is used with an ultra-fine Krack Bridge Fabric, which creates a flexible repair as it dries, without shrinking. This allows KRACK KOTE to move as the walls move, leaving a seamless repair that won’t reopen like other fillers or putties.

Improve the customer experience by installing indoor and outdoor callboxes in unattended locations. When customers press the callbox button, radio-equipped workers will be alerted. The customer will hear a message that assistance is coming. Popular locations include: the garden center, the key counter, changing rooms, the lumber desk, the rental counter, the propane island and the receiving dock.

ABATRON, INC. 800-445-1754 or www.abatron.com

The Perfect Garden Hose

ACS INC. 800-248-5391 or www.acsradios.com

Made in USA

KINK-FREE Hose Ultra Lightweight Extra Flexible

A true innovation, The Perfect Garden Hose is the only kink-proof, ultra lightweight, & ultra fexible garden hose. Believe us when we tell you, “This isn’t just a garden hose, it’s The Perfect Garden Hose”!

JGB Enterprises now ofers a new Point of Sale display for The Perfect Garden Hose, to meet your merchandising & display needs. Contact us today for more information.

enterprises, inc.

Phone: (315) 451.2770

www.theperfectgardenhose.com

tufguardhose@jgbhose.com

www.tufguardhose.com

3

4

3. WIRE SPRINGS

4. FLIP-LID FLOOR BOX ASSEMBLIES

Ajax Wire Specialty Company Inc. supplies the hardware industry with springs and spring assortments. Ajax can help customers find the right product at a reasonable price. Contact Ajax about specialty springs, stock springs and short runs.

Allied Moulded has expanded its line of floor box assemblies to now include flip lids. All models are compatible with multiple substrate materials, including ceramic, hardwood, laminate or carpet. Floor box assemblies are UL® listed and have tamper-resistant devices, deep wiring capacity and cover gaskets for a watertight seal. Multiple configurations are available.

AJAX WIRE SPECIALTY COMPANY, INC. 855-966-2529 or www.ajaxwire.com

ALLIED MOULDED PRODUCTS, INC. 419-636-7269 or www.floorbox.alliedmoulded.com

THE LEADER IN TOOL INNOVATION! For decades Kapro has been revolutionizing layout & measuring tool design.

Our innovative products offer unique and patented features that make work easier and more accurate.

See our latest tool solutions at the National Hardware Show May 4-6, 2016 Las Vegas Convention Center, booth 5034

REPS WANTED IN THE USA CONTACT US (920) 648-2900

WWW.KAPRO.COM May 2016 | HARDWARE RETAILING

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Spring Product Preview

5 6

32

5. RAZOR BLADE DISPENSER

6. TONGUE AND GROOVE PLIERS

The SEB100AD is a patent-pending dispenser for single-edge razor blades. The dispenser provides the quick and convenient blade access by utilizing a spring mechanism. The clear blade case allows users to remove one blade at a time to see how many blades remain. Blades are not paper-wrapped, so they can be used immediately. The dispenser holds a total of 100 high-quality, No. 9 single-edge razor blades. Users can safely dispose of used blades in the built-in compartment.

Crescent® Tongue and Groove Pliers have new features that allow them to do more. A concave, non-marring grip zone lets users work on plated pipes and fixtures without damage. The handles have exposed steel tips that prevent grip pull-off and can be used for tightening tub drains, reaming and prying. The deep “V” jaws provide a better grip on various objects, and a unique tooth design allows users to apply more torque.

ALLWAY TOOLS, INC. 800-42-ALLWAY or www.allwaytools.com

APEX TOOL GROUP 800-621-8814 or www.crescenttool.com

HARDWARE RETAILING | May 2016

8

7

7. INTERIOR AND EXTERIOR PAINT

8. ALL-WEATHER DUCT TAPE

With a complete line of both interior and exterior products, the Regal brand has been delivering to satisfied clients for more than 50 years. Regal Select Interior offers outstanding durability in a zero-VOC formula. Regal Select Exterior, Regal Select Exterior High Build and Regal REVIVE (for vinyl) offer tried-and-true solutions for outdoor jobs.

Nashua® Duct Tape is a trusted product for professionals and homeowners. The 398 All-Weather Duct Tape works in challenging job-site applications to bond, seal, hang, patch, bundle and repair. The tape is available in black, white, silver and red.

BENJAMIN MOORE & CO. 855-724-6802 or www.benjaminmoore.com

BERRY PLASTICS CORPORATION 812-424-2904 or www.nashuatape.com

Spring Product Preview

9 13

11

10

12 9. PEST DETERRENT

11. HUMMINGBIRD FEEDER

The Pest-X Electronic Pest Chaser is easy-to-use and effective.

It is ideal for use in homes and offices. When plugged into a wall outlet, it sends out ultrasonic signals, which are above the average hearing range of humans, cats and dogs, but irritates common rodents and insects. Pest-X is a chemical-free option that is safe to use around pets and children.

The Hummer High Rise™ is a hummingbird feeder with elevated perches to provide stress-free feeding for hummingbirds. The birds relax when they eat and bird watchers get a better view. The feeder is easy to fill and dishwasher-safe.

BIRD-X 800-662-5021 or www.bird-x.com

COLE’S WILD BIRD 770-426-8882 or www.coleswildbird.com

12. PROFESSIONAL SNIPS LINE 10. DEER REPELLENT SYSTEM The Go Away™ Scent-inal® Deer Repellent System ensures deer stay away from plants, avoiding further damage caused by grazing. It even protects succulent new growth, with no need to re-apply as the plant grows. Users simply fill each Scent-inal diffuser with a Scent-inal activator and then attach it to plants. Each kit provides enough activator to re-charge all six diffusers up to four times, totaling 12 months' protection of shrubs, fruit trees, vegetables and evergreens. It contains peppermint, cinnamon and clove oils with sulfur and citric acid vinegar. Kits contain Scent-inal diffusers, twist ties and a 12-ounce Scent-inal® activator in each.

BONIDE PRODUCTS 315-736-8231 or www.bonide.com

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HARDWARE RETAILING | May 2016

Channellock's new line of American-made Professional Snips include: standard, offset, left upright and right upright snips.

Each tool has been designed with an 8:1 compound action.

Learn more at Booth #7226 at the National Hardware Show®.

CHANNELLOCK, INC. 800-724-3018 or www.channellock.com

13. MERCHANDISING SERVICES CaroCon Display & Packaging designs displays and offers complete assembly and fulfillment services. The company has a wide network of warehousing, transportation and contract packaging facilities.

CAROCON DISPLAY & PACKAGING 866-859-3334 or www.caroconusa.com

TM

Applies:

i tape with

Underwater Out-of-Water Multi-Surfaces

The Versatile Underwater Tape

Surfaces:

Specifications: Item Number

Size

VT315

3in x 15ft (76.2mm x 4.6m)

UPC

Rolls/Case

077922996889

12

Gutters

Galvanized Pipe

PE Fuel Hoses

Poly Sheeting

Aluminum

Copper

Vinyl Siding

Wood

Glass

Watch Demo Video:

Spring Product Preview

14

15 14. LED HEADLAMP The FL85 Headlamp is a powerful, front-loaded headlamp. The first button on the headlamp shines an ultra-wide flood beam and can quickly twist the bezel to a bullseye spot beam. The second button provides users with a fixed red LED light. Built with an IPX4 weatherproof rating and equipped with a reflective safety strap, it is ready for any environment. The headlamp is impact-resistant and weather-resistant.

COAST PRODUCTS 800-426-5858 or www.coastportland.com

15. WATER-SAVING SHOWER Delta Faucet offers an expanded selection of showerheads and showering components featuring H2Okinetic® Technology.

Each showerhead and hand shower has an internal system that sculpts the water to create a feeling of greater shower volume. The technology is available on raincan showerheads, hand showers and body jets and sprays, as well as a variety of showerheads.

DELTA FAUCET COMPANY 800-345-3358 or www.deltafaucet.com

36

HARDWARE RETAILING | May 2016

17 ®

Built on quality, expanding on innovation

Press to Test®

16

Industry leader in Pipe Heating Cables and Roof & Gutter De-Icing Cables

70%

nergy Less Ese U

Energy Effcient

16. WIND RESISTANT LIGHTER The Scripto® Torch Flame Wind Resistant Lighter features a patented, high-temperature torch flame for quick lighting. It is a multi-functional lighter for indoor and outdoor activities. The torch flame allows it to light and stay lit in windy conditions. It is great for grilling, camping and tailgating.

Easy Wrap-On® Installation

CALICO BRANDS, INC. 800-LIGHTER or www.calicobrands.com

17. SPRAY FOAM Touch ‘n Foam sealants expand to fill gaps and cracks, creating an effective barrier against the loss of heated (or cooled) air. Touch ‘n Foam sealants are great for blocking moisture, dust, sound and insects, making homes more comfortable. The line includes a maximum expanding sealant and a minimum expanding sealant, a flameresistant sealant, an exterior filler adhesive, a window and door sealant and a latex formula sealant.

CONVENIENCE PRODUCTS 800-325-6180 or www.touch-n-foam.com

Custom Colors Available

No 48 Hr. Shipping

MADE IN U.S.A.

Yes

Prevents Frozen Pipes and Gutters

11756 S. Austin Avenue, Alsip, IL 60803 Phone: 800-621-6947 / 708-496-2150 Fax: 800-558-6609 www.wrap-on.com Booth 2510 National Hardware Show - May 4-6 Las Vegas, NV May 2016 | HARDWARE RETAILING

37

Spring Product Preview

18

19

18. SUMP PUMP

19. DIGITAL ELECTRIC SMOKER

Prevent flooding with the 1/2-horsepower sump pump.

This sump pump has double O-ring seals, ball bearings, cast-iron construction and a high-quality carrying handle.

The PSC low-amp draw motor saves energy while increasing output. A 1.5-inch NPT discharge and clog-resistant stainless steel impeller allows the pump to pass 3/8-inch solids.

The 92541 pump features a vertical float switch and a 10-inch power cord and is backed by a three-year warranty.

The Char-Broil Digital Electric Smoker provides a hassle-free smoking option. Users don’t have to worry about maintaining the chamber temperature, replenishing wood chips or figuring out when a meal is ready. The Digital Electric Smoker with SmartChef™ Technology enables users to have even more ease in the smoking process through the Wi-Fi connected Char-Broil SmartChef™ app. The app sends information to a user's smart device so they can see the cooking status.

DECKO PRODUCTS 800-495-9278 or www.superiorpump.com

CHAR-BROIL 866-239-6777 or www.charbroil.com

DIY friendly products with commercial results

Planning on adding bird control to your product mix? Let us show you how easy it is by partnering with Bird•B•Gone® Increase profits Quick product sell through High customer satisfaction Professional quality at afordable prices

made in the USA | 800.392.6915 | birdbgone.com

Visit us at the National Hardware Show BOOTH #10441

20 21 20. DURABLE SHARPENER

21. TAPE APPLICATION TOOL

DMT’s Diamond Whetstone™ Sharpener is one of the most popular sharpeners in the world. It comes in a plastic case with mounting capability and nonskid rubber feet. The 6-inch by 2-inch by ¾-inch diamond stone addresses the edges of fine cutlery, as well as DIY tools, and is available in DMT’s four standard grits. The sharpeners are built to last and provide fast and easy sharpening dry or with water.

The Double Taper is a one-of-a-kind tool that creates double-sided tape to save time and labor when adhering plastic. It is a useful tool for many applications and industries, including: commercial and residential painting, auto/airplane/boat painting, asbestos abatement, home remodels and more. Use any tape with a standard 3-inch core, including duct tape, red poly tape, cellophane tape, masking tape, fiber tape and more.

DIAMOND MACHINING TECHNOLOGY 800-666-4DMT or www.dmtsharp.com

DOUBLE TAPER, INC. 650-274-5417 or www.doubletaper.com

E1 1-PART EPOXY FLOOR PAINT

n New Low VOC 50 g/L formula. n Can be tinted. Carry one SKU and get endless colors.

n Extreme water resistance, color retention, durability and chemical resistance. n New eye catching packaging design.

Visit us at www.ugl.com or call 1-800-845-5227 to see how we can partner with you to create a successful UGL dealer program.

May 2016 | HARDWARE RETAILING

39

Spring Product Preview

22

23

24

25

26

22. DECK COATING

24. BUSINESS MANAGEMENT SOFTWARE

SUPERDECK® Deck & Dock is the perfect way to refinish old and damaged wood, composite and concrete surfaces instead of a total replacement. Deck & Dock helps beautify and protect and can stand up to extreme weather for years.

The product can repair, resurface, protect and waterproof.

It has a high build, flexible elastomeric formula and fills dimensionally unstable cracks. The product locks down wood splinters and helps smooth rough surfaces.

RockSolid MAX is a Windows®-based business management solution for small- to medium-sized hardware stores and home centers. It simplifies inventory management, point-of-sale, purchasing and receiving, EDI communications and reporting.

DUCKBACK 800-825-5382 or www.superdeck.com

The WS0500ASH Ash Vacuum collects ash from fireplaces, BBQ grills, wood pellet grills and fire pits. The vacuum comes with a HEPA media filter, capturing debris. It also has a metal wand and nozzle that store on-board. It also has a hose with an integrated LED light.

23. BUG TRAPPER The DYNATRAP® Insect and Mosquito Trap offers users an environmentally friendly, three-step protection plan for insect control. It has UV-fluorescent bulbs, which produce a warm light to attract insects to the trap. The exclusive coating of titanium dioxide inside the DYNATRAP® produces carbon dioxide, which is irresistible to mosquitos. After insects are lured to the powerful vacuum fan, they are collected and trapped into the retaining cage, providing the user safe pest protection and a comfortable living space.

DYNAMIC SOLUTIONS WORLDWIDE, LLC 877-403-TRAP or www.dynatrap.com

ECI SOFTWARE SOLUTIONS, INC 800-588-5128 or www.ecirocksolid.com

25. ASH VACUUM

EMERSON TOOL COMPANY 888-455-8724 or www.workshopvacs.com

26. MOLD AND MILDEW CLEANER Consumers looking to erase mold and mildew stains should know about the new Moldex® Instant Mold and Mildew Stain product line. Users can remove mold, mildew and algae stains without scrubbing. They require no mixing, garden spray, ladders or heavy equipment for results.

MOLDEX BRANDS 877-463-2628 or www.moldexbrands.com

40

HARDWARE RETAILING | May 2016

TM

Spring Product Preview

27

28

27. FIREARMS BOUND BOOK SOFTWARE Manage firearms without the headaches and hassles.

Epicor’s FFL Compliance Manager is the new firearms A&D bound-book software that simplifies compliance.

Created with trusted firearms compliance and operations experts, FFL Compliance Manager enables any FFL to quickly complete A&D logging tasks, instantly create ATF-friendly reports and confidently stay compliant.

Use FFL Compliance Manager on its own, or seamlessly integrated with the Epicor Eagle N Series retail business management solution.

EPICOR SOFTWARE CORPORATION 800-999-1809 or www.epicor.com/fflcompliance

28. LEAF HAULER The EZ Leaf Hauler is known as a giant dustpan for leaves.

It is a modified, easy-to-use tarp with sides and holds up to five wheelbarrow loads of leaves and debris. Stakes are attached and can be pressed into the ground to hold the tarp in place. It is durable and folds easily, requiring just inches of storage space. The EZ Leaf Hauler has reinforced sides and pockets, with stitched handles for easy hauling and dumping.

EZ LAWN AND GARDEN 781-413-3079 or www.ezlawnandgarden.com

42

HARDWARE RETAILING | May 2016

See Us at The National Hardware Show Booth # 11307

29

FABRICS FOR EVERY REASON. PRODUCTS FOR EVERY SEASON. DeWitt PRO-5 Weed-Barrier ® Industry’s Best 5 oz. Fabric, PRO-5 blocks weeds, increases growth and conserves water.

It is approved by leading landscape architects.

30

conserves

WATER

BY DESIGN

Polytuf Black Stallion®Mesh Tarps The Black Stallion®Mesh Tarps are ideally suited for a multitude of uses. Great for use as a truck cover, shade cloth cover, netting, landscaping lawn care and nurseries.

NEW

Polytuf SUNSHIELD-UVI ® Silver/Black Tarp

29. FISHING-FILLET KNIFE

30. WEED TORCH KIT

The Bubba Blade brand produces fishing-fillet knives. All Bubba Blade knives feature a unique red No-Slip-Grip™ handle and premium stainless steel blades. The 7-inch Tapered Flex has a protective nonstick coating that makes it versatile for fishing and hunting.

Stop by the company’s booth at the National Hardware Show to see the full line of fishing and hunting knives.

The Weed Dragon Propane Torch Kit

by Flame Engineering is perfect for naturally controlling weeds around the home, in gardens or in the yard. The easy-to-use tool allows for chemical-free weed control around the house, as well as in the garden. The Weed Dragon quickly hooks up to any refillable propane tank and even comes with a hand-tightened tank fitting.

FISH TALES, LLC 844-486-7265 or www.bubbablade.com

FLAME ENGINEERING INC. 800-255-2469 or www.flameengineering.com

SUNSHIELD-UVI ® used with the refective silver side up will divert both heat and ultraviolet light, while using the black side up will absorb heat/divert ultraviolet light. Both sides are heat and cold resistant.

NEW

One Company. One Call. Over 600 Products!

800.888.9669 • dewittcompany.com

May 2016 | HARDWARE RETAILING

43

Spring Product Preview

31

32 33

34

35

31. PAINT AND URETHANE STRIPPER

33. HAND TOWELS

The Blue Bear® Paint & Urethane Stripper effectively removes multiple layers of paint, varnish, enamel, urethane and other single-component coatings and lead-based paint. Made from soybeans, it works well on wood, metal and concrete surfaces.

The product is low-odor and made in the USA.

GOJO® Scrubbing Towels provide heavy-duty hand cleaning.

Made to lift dirt and grime from skin, these towels are portable and easy to use. The 72-count bucket has a handle and silver packaging. SIMPUL™ Nozzle Technology eliminates roping.

FRANMAR 800-538-5069 or www.franmar.com

32. PAINTERS’ TAPE FrogTape® is the only kind of painters’ tape treated with patented PaintBlock® Technology. PaintBlock is an absorbent polymer and reacts with latex paint to instantly gel and form a micro-barrier that seals edges to prevent paint from bleeding through. Multi-Surface is a medium-adhesion painters' tape designed for use on a variety of surfaces, and Delicate Surface is a low-adhesion painters' tape made for a variety of surfaces.

SHURTECH BRANDS, LLC 877-FROGTAPE or www.frogtape.com

GOJO 800-321-9647 or www.gojo.com

34. PAINT AND PRIMER General Paint & Manufacturing produces a complete line of aerosols for all types of projects. X-O RUST is a high-end, rust-preventative paint and primer combination.

GENERAL PAINT & MANUFACTURING 847-462-5329 or bielawa@truetest.com

35. WATER REMOVAL FUEL TREATMENT K100 Fuel Treatment was developed to remove water from fuel. Today’s ethanol fuels attract water, which can badly damage equipment. K100 Fuel Treatment seeks out water in fuel, altering the chemical makeup of water and changing it into a combustible compound that burns clean.

KINETIC FUEL TECHNOLOGY 800-530-6935 or www.k-100.com

44

HARDWARE RETAILING | May 2016

H A R DW A R E C O M P A NY

Celebrating 110 Years in Business!

We Do Hardware Right!!

Come See For Yourself

Burt’s Lumber & Hardware Hardware, Perry Perry, NY

Summerfest A FFestival i l off DEALER Hardware MARKET

June 16-18, 2016 • Sevierville Convention Center • Sevierville, TN

Call Pat McCutcheon at 800-333-0520 ext. 212 or go to www.househasson.com

Spring Product Preview

36

37

39

38

40

36. WORK GLOVES

38. WATERPROOF TAPE

The Kobolt Flex Glove offers hand protection and an unbeatable fit. Goatskin palms with reinforced thumbs and fingertips make the gloves durable while still allowing dexterity for working with even small parts. The closure keeps dirt and debris out, and the breathable backhand keeps users cool on hot days. The Kobolt Flex Glove can be ordered individually or included in a full-rack display with two colors.

Versa™ Tape is a durable, moisture-resistant tape for patching, sealing, wrapping and surface protection. It has a polypropylene film backing and synthetic butyl rubber-based pressure-sensitive adhesive, which bond well to a variety of surfaces.

HESTRA JOB USA 888-939-9969 or www.hestrajobusa.com

37. FAUCET NUT WRENCH The Basin Buddy™ Universal Faucet Nut Wrench is designed to install a faucet with minimal tools. The universal design and unique slots can grab lock and coupling nuts and most metal and plastic toilet supply nuts. The cutaway design also fits a half-inch faucet shank. This nut wrench can be used with a 1/4-inch or 3/8-inch ratchet drive.

MAGNA INDUSTRIES 800-969-3334 or www.magna-insto.com

INTERTAPE POLYMER GROUP 888-898-7834 or www.itape.com

39. MAPLE BACON JERKY Jack Link’s Small Batch Maple Bacon Jerky No. 10 is sure to please customers wanting to pick up a snack while shopping.

The new flavor joins the Small Batch lineup, including Hickory Bacon Jerky No. 9 and handcrafted slivers of premium beef.

JACK LINK’S 715-466-2234 or www.jacklinks.com

40. HOSE NOZZLE The Little Big Shot® places force and water efficiency in the palms of users’ hands. Made from solid brass in the U.S. and assembled by disabled American veterans, it packs a big punch, delivering 40 percent more force while using 40 percent less water. It fully adjusts, going from a powerful sweep to a pinpoint spray.

K-CO PRODUCTS 949-276-5252 or www.kco-innovations.com

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HARDWARE RETAILING | May 2016

Patent Pending

VisionHybrid The

Gamechanger

EASILY SWITCH BETWEEN OR

CHARCOAL

GAS

INCLUDES:

• Calibrated Cast Iron Top Vent • Integrated Branded Temperature Gauge • Stainless Steel Shock Absorber • Pre-Assembled Stainless Steel Spring Assist Hinge and Banding • Drop Down Side Shelves • Powder Coated Cart with 2 Locking Casters • 2-Tier Stainless Steel Flip Cooking Grates with handles & 604 sq. in. cooking space • Branded Full Length Cover with Side Velcro Wrap • ProZone Includes: • Removable Ash Drawer

• Electric Starter Port • Dedicated Smoking & Grilling Dials

• PLUS Quickchange Gas Insert

Quickchange Kamado Gas Insert Patent Pending

Patent Pending

Gas Tank Not Included

APPROVED

Patent Pending

• 25,000 BTU Infrared Stainless Steel Burner • Includes Stainless Steel Infrared Heat Exchanger • Piezo Ignition with built-in thermocoupler for safety • High, Medium and Low Settings • Easily Slides in to replace Ash Drawer for Gas Grilling • Ready to Grill in Minutes • Includes Lava Stone Heat Diffuser & Stainless Steel Bracket • Includes Caddy Cart for Propane Tank with rolling caster • 50% More effcient than other gas grills in the industry • The Vision Grills Limited Lifetime Warranty is the best warranty on the market.

Final product images may vary from advertised.

Distributor & Dealer Inquiries Welcome: 877.917.4273 sales@visiongrills.com

Vision Grills 1531 Fairview Avenue, Suite B, St. Louis, MO 63132

www.visiongrills.com

Spring Product Preview

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42 Booth #5326

41. SMART TECH DEADBOLT The Schlage Sense™ Smart Deadbolt uses Bluetooth technology to allow users to pair the lock with a smartphone or tablet. The deadbolt gives the option to enter the home with an access code on its touchscreen or by using an iPhone®. It is available in two designs and three finishes.

HARDWARE SUPPLIERS, INC. 800-334-5625 or www.hardwaresuppliers.com

42. TOILET TANK LEVER

Booth #5326

The Korky StrongARM Tank Lever adjusts to fit all tank positions, including front, side, angle and down and it is easy to install. Optimized for use with both 2-inch and 3-inch flappers and canister-style flush valves, the engineer-grade material performs as well as brass and aluminum levers.

The StrongARM lever is adjustable to eliminate the need to bend. The lever fits most popular brands, including American Standard®, Kohler®, TOTO® and more.

LAVELLE INDUSTRIES 800-528-3553 or www.korky.com

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43 43. WOOD FINISH FIXER Howard Finish Fixers are semihard putty sticks, made with fade resistant, non-bleeding permanent colors. The Finish Fixers can fill in and repair unsightly scratches, gouges, knicks and nail holes in furniture, antiques, paneling and more. Users rub in, scrape off excess and then buff. Two Finish Fixer colors can be mixed to achieve the look of knots and wood grain.

HOWARD PRODUCTS, INC. 805-227-1000 or www.howardproducts.com

44. SLIDING-DOOR HARDWARE National Hardware has expanded its collection of Decorative Interior Sliding Door Hardware Kits with the new Rustic Horseshoe Kit. It combines functionality and design to provide a durable and unique sliding door hardware option. It is offered in National Hardware’s popular Oil Rubbed Bronze finish and includes two curved brackets.

NATIONAL HARDWARE 800-346-9445 or www.natman.com

May 2016 | HARDWARE RETAILING

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47 46

49

48 45. REINFORCEMENT HARDWARE

47. POWER NAILER

Mascot Metal Manufacturers offer a wide selection of heavy-duty reinforcement hardware, including T-plates, flat corner plates and corner braces suitable for commercial and industrial use. Products are offered in a variety of angles and configurations, as well as custom manufacturing based on drawings or samples. Additional products include a wide range of cabinet, door, window and gate hardware and accessories in a variety of metals, including aluminum, brass, bronze, zinc, steel and stainless steel.

The CN565S2 Power Nailer is lightweight yet powerful enough for cement siding applications. It has a maintenance-free end cap filter, slim contact nose design, a side load magazine, twist adjustable nail plate, easy twist exhaust air cover and more.

MASCOT METAL MANUFACTURERS info@mascotmetal.com or www.mascotmetal.com

46. FOOD THERMOMETER Maverick’s PT-50 is a Thermocouple Thermometer with an LCD readout that rotates 180 degrees for convenient viewing.

Its thin tip enables easy measurement, displaying an accurate reading between -40 degrees Fahrenheit to 660 degrees Fahrenheit in under 5 seconds. The PT-50 automatically turns on when the probe is opened and turns off when it’s closed.

The LCD can be locked once the desired temperature is reached and is backlit. To calibrate, place the probes in ice or boiling water. It measures in Fahrenheit or Celsius, includes a low battery indicator and runs on two AAA batteries.

MAVERICK HOUSEWARES 800-526-0954 or www.maverickhousewares.com

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MAX USA CORPORATION 800-223-4293 or www.maxusacorp.com

48. WATERPROOF ROOF COVER Peel & Seal® is a versatile, self-stick waterproofing membrane designed for a variety of applications. It is ideal for contractors and DIYers for whole roof covering or as a flashing membrane.

MFM BUILDING PRODUCTS 800-882-7663 or www.mfmbp.com

49. CONSTRUCTION LAG SCREWS Structural Construction Lag and Timber Screws are now available in durable plastic tubs from Midwest Fastener.

The Saberdrive line of Construction Lag Screws includes precision tooled threads, star-drive, type-17 point, hardened steel, serrated threads and a large washer head. No predrilling is required.

MIDWEST FASTENER 800-444-5011 or www.fastenerconnection.com

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50 50. BASSWOOD LUMBER

51. WOOD DECK MAINTENANCE

Basswood is a domestic wood cut in Northern Michigan and Wisconsin. The tight homogeneous grain structure makes it ideal for a wide variety of hobby, craft and miniature projects.

Thin basswood may be cut with a hobby knife; thicker basswood requires a saw for cutting. Basswood may be stained or painted to represent any wood type.

Woodmates® products are designed to maintain wood decks. Telewash is the perfect cleaning tool to prepare your wood deck before staining, and Woodmates® tear-resistant foam pads hold and release more stain than other pads.

The premium applicator's extra-wide pad can stain two boards at once and has a built-in gap tool. The contour flexes in and out to easily stain balusters, rails and spindles.

The double-end applicators stain the small details.

MIDWEST PRODUCTS 800-348-3497 or www.midwestproducts.com

NNING PROD WI

-WI

OD

A

RD

UCT

• AW

S•

TS UC

SAFE & EFFECTIVE

AWARD -

MR. LONGARM 800-821-3508 or www.mrlongarm.com

N NIN G P

R

Carry the products they need for their renovation plans.

See Us in Booth #4934 at The National Hardware Show in Las Vegas May 4-6 52

HARDWARE RETAILING | May 2016

MASTIC REMOVERS

PAINT STRIPPERS

• No Petroleum Solvents • Virtually No Odor • Safe for use in occupied spaces

• SAFE! No Methylene Chloride • Removes Multiple Layers with ONE Application • Made with 100% American-Grown Soybeans

Visit: www.franmar.com or Call: 800.538.5069 Made in the USA

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53

52. DRYWALL KNIVES

53. 3-IN-1 FLASHLIGHTS

The Stainless Steel Drywall Knives by Kraft Tool Co.® represent a new line of products, including the flexible 10-inch-wide blade.

Each drywall knife features a non-rust stainless steel blade, a handle with one-piece construction. They are ideal for scraping, painting and drywall applications. The knives are available in six sizes, from 11/2 inches to 10 inches. A flexible, limber blade option is offered on knives 4 inches and wider.

The Nite Ize® 3-in-1 Series is a line of multi-functional lights that include a Mini-LED Flashlight, a full-sized LED Flashlight and a LED FlashStick™ (each sold separately). These LED lights provide multi-functional usage in a durable, machined aluminum body. The flashlights are ultra-bright and can convert into lanterns. They feature a red safety light, which can be switched to glow, flash or SOS mode.

KRAFT TOOL COMPANY 800-422-2448 or www.krafttool.com

NITE IZE, INC. 800-678-6483 or www.niteize.com

WARP’S GENUINE TOP QUALITY PLASTICS Family Owned Since 1924

Please visit us May 4 –6, 2016 Las Vegas National Hardware Show® Booth 7217 – Central Hall

WAR P BROS. • (800) 621-3345 ext. 222 • www.warpbros.com May 2016 | HARDWARE RETAILING

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FOR THE

FIRST TIME EVER

WIFI ENABLED SMOKERS SEE THE NEXT GENERATION OF OUTDOOR COOKERS AT CHARBROIL.COM Digital Electric Smoker with SmartChef ™ technology

55 54. MOBILE SOFTWARE The latest software from Pacsoft is iOpt, a new platform that provides a simple, powerful and mobile software for hardline retailers. Since iOpt incorporates sophisticated apps running on the stable Apple iOS platform to handle functions such as inventory maintenance, promotions and price control, ordering and receipting, users no longer need individual back-office hardware.

charbroil.com

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HARDWARE RETAILING | May 2016

PACSOFT 800-554-6166 or www.pacsoft.com

55. ALUMINUM INSECT SCREENING Phifer offers a variety of insect screening options, including the Aluminum Insect Screening. This screening material is available at the retail level for new or replacement screens on windows, doors or porches. Homeowners, contractors and builders choose Aluminum Insect Screening because of its durability, high visibility and long-lasting qualities.

PHIFER INCORPORATED 800-633-5955 or www.phifer.com

If you’re looking for the best in paintbrushes, Wooster has what you need.

Our range goes from classics like Yachtsman, those natural bristle brushes that first debuted in the 1960s, to hard rockers like Chinex FTP, new on the scene and designed especially for today’s paints. We can match your coating, environment, and preferred feel perfectly.

Whatever mix you choose, you’ll get legendary performance with Wooster cutting-edge technology...and the hits keep on coming!

YACHTSMAN® Lives on as the top choice for varnishes, polyurethanes, and oil-based paints or stains

ULTRA/PRO® Chart-topping brushes in soft, firm, and extra-firm blends to amplify production

ALPHA™ Smoothest flow with Micro Tip™ technology, paints 30% farther than comparable brushes

The Wooster Brush Company • 800-392-7246 • woosterbrush.com CHINEX is a registered trademark of E.I. DuPont de Nemours and Company.

CHINEX® FTP™ Maintains stiffness and control, resists wear, and cleans up like a dream

Spring Product Preview

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57

56. BUSINESS SOFTWARE

57. ESPRESSO WOOD STAIN

In order to provide better support, Paladin Data Corporation has designed a new business tool—Paladin BizServices™.

As a complement to Paladin’s simple point-of-sale solution and customer service, BizServices™ delivers personalized retail guidance with an expert team of professionals.

Espresso is the newest shade in the Old Masters stain line. The color of the stain is a rich blend of brown and red tones, creating a one-of a-kind stain with added pigment for intense, vibrant color. It is available in gel, wiping, penetrating and professional fast-dry stains.

PALADIN DATA CORPORATION 800-725-2346 or www.paladinpointofsale.com/bizservicesNRHA

OLD MASTERS 800-747-3436 or www.myoldmasters.com

The brands you know and trust for skin care solutions.

• Brand recognition drives consumer confdence • Product performance keeps customers coming back

Stock your store with PURELL brand products » Kills 99.99% of most common germs that may cause illness » Use anytime, anyplace, without water » Convenient impulse sizes » PURELL brand, America's #1 instant hand sanitizer1 ®

TO LEARN MORE, explore www.GOJO.com or call 800.321.9647.

1

PURELL brand is the number one hand sanitizer in food, drug and mass-merchandise retailers according to Information Resources International, Inc.

CELEBRATING 70 YEARS! Made in the U.S.A. © 2016 GOJO Industries, Inc. All rights reserved.

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HARDWARE RETAILING | May 2016

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58 58. SILICONE SEALANT StormGuard™-920 from RED DEVIL® is a premium 100-percent silicone window and door sealant that exceeds the highest test method for joint expansion.

StormGuard™-920 can be exposed to outdoor elements such as rain, and in 30 minutes forms a permanent seal to weatherize your home. It is designed for use on window and door frames, skylights, gutters, trim, vents, pipes or air conditioners. The product adheres to various materials.

RED DEVIL 800-423-3845 or www.reddevil.com

59. PROJECT MOBILE APP THE QUIKRETE® Mobile App provides a retail store and sales team with the knowledge necessary to educate customers, helping them complete a concrete project correctly the first time.

Users can access helpful how-to videos, find product technical specifications, calculate product quantities and more.

It is available to download and use on iPhone and Android devices.

QUIKRETE 800-282-5828 or www.quikrete.com/App

May 2016 | HARDWARE RETAILING

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61 60. ULTRA-CLEAR LEAK SEALANT Through the Roof® Ultra-Clear Roof Sealants are available in resealable, square, quart containers for optimized shelving.

The sealant adheres easily to wet or dry surfaces and remains elastic year after year to permanently seal nagging leaks.

SASHCO 800-767-5656 or www.sashco.com

61. PEDESTAL FRONT LOAD WASHER AND DRYER One new item available in Sears Hometown Stores is the LG 4.5 Cubic Foot Front Load Washer with TWIN Wash™, SideKick™ Pedestal, and 7.4 Cubic Foot Dryer and Pedestal. Washing two loads simultaneously, the main washer can take on bulky loads like towels and bedding, while the Sidekick™ Pedestal Washer cleans delicates. TurboWash® technology cuts wash times by up to 30 minutes. Contact Sears Hometown Stores to learn about adding these exciting new products plus other top brand name appliances to your current store.

SEARS HOMETOWN STORES 865-719-7069 or www.ownasearsstore.com

62

63 62. GAS ENGINE PUMP AND HOSE KIT The Red Lion 5RLAG-2LKIT Gas Engine Driven Pump and Hose Kit is packaged for convenience when high-volume water transfer and dewatering needs arise.

It is powered by a reliable 179cc OHV engine and delivers up to 150 gpm with a maximum head of 92 feet. The hose kit contains a 12-foot reinforced suction hose with a steel suction strainer, a 50-foot lay-flat discharge hose with attached couplings and 2-inch aluminum adaptors for use with quick-connect couplers.

63. PAINT MIXER/SHAKER Santint is a full-line paint equipment manufacturer whose products are distributed globally. Santint also produces mixers and shakers for all sizes of paint containers, offering a unique combo machine for retailers with limited space. The MS3 integrated manual dispenser positioned on top of a multi-sized shaker offers a convenient 32-inch by 32-inch footprint.

SANTINT USA 855-726-8468 or www.santintusa.com

RED LION 888-956-0000 or www.redlionproducts.com

May 2016 | HARDWARE RETAILING

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64 64. 7-IN-1 TOOL KIT

65. DECK AND SIDING PRODUCTS

XDrive is an adjustable 7-in-1-wrench tool kit that includes three screwdriver bits (Phillips, flat and allen), one micro screwdriver and two knives (hook and serrated). It features a magnetic driver socket and stainless-steel construction with an ABS plastic storage compartment. Heavy-duty, rugged and compact, this tool kit travels easily.

United Gilsonite Laboratories (UGL) now offers a ZAR Deck and Siding Cleaner, ZAR Deck and Siding Brightener and ZAR Deck and Siding Stripper to its Deck and Siding line of products.

UGL 800-845-5227 or www.ugl.com

SWISS+TECH 440-573-1000 or www.swisstechtools.com

WE SUPPORT THE INDEPENDENT RETAILER BIG BOX STORES

VISIT US AT BOOTH 4717 IN PAINT SUNDRY

ZIP-UP CONTAINMENT AND PROTECTION PRODUCTS ARE THE CHOICE OF THE DIY MARKET. 24” Wide Retail Floor Display

TWIN ZIPPER DOOR

Create a door in poly sheeting in minutes with the patented Zip-Up peel & stick zippers. Double pull zipper allows for easy access from both sides.

Strong woven poly backing and special adhesive for use indoors or outside.

EMERGENCY REPAIR TAPE

Repair hoses, electrical wiring, pipes in seconds. Water proof, solvent resistant and electrical insulating silicone tape is a must for every tool box.

Multi product retail foor display with repositionable pegs, baskets and shelves allows for a variety of products to be displayed in compact 2 foot wide rack. Counter displays also available.

PROFESSIONAL GRADE CONTAINMENT AND PROTECTION PRODUCTS 1-800-997-8425 I sales@zipup.com | www.zipup.com 60

HARDWARE RETAILING | May 2016

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66. CORDLESS TRIMMER The STIHL FSA 90 R Professional Straight-Shaft Trimmer combines the low-maintenance and cost-effective benefits of lithium-ion battery technology with the power of STIHL. Quiet, yet powerful, this cordless trimmer is designed for professionals landscaping in noise-sensitive or exhaust emissionsensitive areas. It is lightweight and has a 15-inch cutting width, an ergonomic loop handle and a slim profile for easy handling.

STIHL 800-467-8445 or www.stihl.com

67. PAINT AND VARNISH REMOVER Multi-Strip Remover is a professionalstrength paint and varnish remover. It begins working in just 30 minutes and clings to vertical surfaces. The odor-free formula strips up to 15 layers of latex and oil-based paints and varnishes, lacquers and urethanes. It is environmentally friendly, nonflammable and cleans easily with water.

SUNNYSIDE 888-323-8611 or www.sunnysidecorp.com

May 2016 | HARDWARE RETAILING

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69 72

70 68. WOOD PROTECTION SYSTEM ™

Ecolife Stabilized Weather-Resistant Wood is an advanced wood protection system that utilizes a fully integrated wood preservative with a built-in stabilizer for maximum weathering protection and enhanced performance. It is IBC- and IRC-compliant for above ground applications, such as outdoor structural framing, decking, railing, joists and beams for decks, fresh water docks and fence pickets.

VIANCE 800-421-8661 or www.treatedwood.com/options

69. SMALL ENGINE FUEL TREATMENT

71 70. CERAMIC BBQ GRILL The Signature Series Kamado Grills by Vision Grills provide flexibility to sear, grill, smoke and bake food. The ProZone features an electric starter port for lighting, dual-calibrated draft vents for temperature control and a removable ash drawer for easy cleaning. The grill is constructed of highgrade ceramic, two-tiered cast iron and stainless-steel grates. It also has drop-down shelves, a calibrated top vent, a cart with locking casters and a heavy-duty cover.

VISION GRILLS 877-917-4273 or www.visiongrills.com

Fix-It Fuel is designed as a single-use treatment for poor or non-running small engines damaged by ethanol-blended gasoline. With cleaning and rejuvenating properties, Fix-It Fuel is an ethanol-free 89-octane gas and oil blend. Although mixed with oil at 50:1, it works in any 2- and 4-cycle small engine applications. Fortified with Mechanic in a Bottle™, it cleans and repairs fuel systems without having to remove parts.

71. 5-IN-1 MULTI-TOOL

VP FUEL 210-635-7744 or www.vpracingfuels.com

72. PLASTIC SHEETING MERCHANDISER

Warner Tool is introducing a special edition ProGrip 5-N-1 Multi-Tool. The product is conveniently packaged in a 10-unit counter display to help boost point-of-purchase sales.

WARNER TOOL 800-444-0606 or www.warnertool.com

The CHA3 merchandiser holds up to 12 rolls of Carry-Home Coverall consumer plastic sheeting. It features an exclusive wire rack that takes up less than 2 square feet on the retail floor. The merchandiser is made in the USA. WARP BROS. 800-621-3345 or www.warpbros.com

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HARDWARE RETAILING | May 2016

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73 73. SMART GENERATOR

INTRODUCING

KRACK KOTE

®

ACRYLIC CRACK REPAIR KIT FOR DRYWALL AND PLASTER

Makes Invisible, Permanent Repairs that Flex with the Wall

Westpro Power Systems has launched a new series of smart generators. The ST5750 and ST8000 generator are designed to sync with Bluetooth-enabled devices, such as phones, tablets or computers. It will allow users to turn the generators on and off, check the fuel level and wattage output and monitor battery-charge levels. The units are designed with less than 5 percent total harmonic distortion.

WESTPRO POWER 855-944-3571 or www.westpropower.com

ISH BANCKS CRA VER! E FOR

74. PROFESSIONAL LIME AND RUST REMOVER The new professional-strength Lime and Rust Remover by Whink Products dissolves rust stains and lime scale quickly and completely.

The product contains a fast-acting formula that cuts through soap scum, lime and rust stains on chrome, glass, fiberglass and porcelain surfaces.

Repairs up to 6.1 m/20 ft. of cracks Contact ABATRON, Inc. 1-800-445-1754

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HARDWARE RETAILING | May 2016

www.abatron.com

info@abatron.com

WHINK PRODUCTS 800-247-5102 or www.whink.com

THAT’S HOW WE ROLL

For your next do-it-yourself project, stick with Nashua – the tape that contractors have trusted for decades. Nashua offers just the right tape for your task, produced with American-made quality.

So for your tough jobs, rely on the tape that’s created a bond of trust for more than 50 years.

Visit us at the National Hardware Show Booth 4839 Las Vegas May 4-6, 2016 To learn more, visit nashuatape.com

Spring Product Preview

75 75. HOME CONTROL SMART SWITCHES ™

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76 76. PINECAR® ASSORTMENT

The new WiOn Smart Switches are designed for homeowner use. These smart switches are easy to use, offer innovative features and are intuitively programmed. Made for indoor and outdoor use, WiOn Smart Switches maximize their options and capabilities. By connecting to Wi-Fi®, a mobile Internet network or the free app, users can control electrical appliances with ease while at home or away. It can control up to 12 devices at a time.

The PineCar® Power Panel assortment and merchandiser (ASSTP3869) has everything race participants need to compete in a Pinewood Derby®. This assortment includes a full color header and 22 essential products, such as car bodies, weights and speed accessories, as well as racer customizing options. PineCar products are BSA®, Kub Kar™ and RA Racer™ compliant when used with approved wheels and axles.

WIIP, INC. www.woods.com/apps

WOODLAND SCENICS 573-346-5555 or www.pinecar.com

HARDWARE RETAILING | May 2016

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78

77. SHED-RESISTANT ROLLER 4-PACK

78. WORLD PET ASSOCIATION

The Wooster Super Doo-Z® rollers are made for professional and DIY painters. Interlocked fibers resist shedding to deliver a smooth, “no-lint” finish. Super Doo-Z is available in four pile heights and five different lengths to apply all paints, enamels and varnishes.

Retailers with a growing pet department can receive information on products to add to their assortment by attending SuperZoo, a pet industry event. Taking place Aug. 2-4 in Las Vegas, SuperZoo brings together a wide array of pet products, including pet food, grooming supplies and toys. Find more products your customers want for their pets at SuperZoo.

THE WOOSTER BRUSH COMPANY 800-363-7587 or www.woosterbrush.com

WORLD PET ASSOCIATION 626-447-2222 or www.superzoo.org

May 2016 | HARDWARE RETAILING

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Help Us Create Jobs for Solid Brass Original

The Little Big Shot® Super Nozzle delivers more force with less water, and will not leak. Fully adjustable, it provides superior performance and water efciency for a full range of watering and clean- up needs! This powerful nozzle is available in either brass or aircraft-grade aluminum.

Each Little Big Shot®, brass or aluminum, is MADE IN USA and assembled by a disabled US Veteran.

® • Industry Gold Standard

Fully Adjustable

40% More Force

We thank and appreciate all Active and Veteran Members of the U.S. Armed Forces for their service to our country.

K-CO Products,LLC • 30900 Rancho Viejo Rd. STE 150 • San Juan Capistrano, CA 92675

Disabled U.S. Veterans!

Aside from being perhaps the most Earth Friendly nozzle on the planet, the Little Big Shot® sells. Very well. Both in-line and of-shelf. Stock it today and see for yourself!

Aircraft Grade Aluminum!

And rememeber, every Little Big Shot® sold provides much needed income for a disabled US Veteran! Please visit our GoFundMe link below to learn how you can help us create jobs for more disabled U.S. Veterans.

!

W

NE

• Lead Free • Zinc Free

40% Less Water

Will Not Leak!

https://www.gofundme.com/Jobs4Veterans Tel: (949) 276-5252 • FAX: (949) 305-8727 • e-mail: david@kco-products.com • www.kco-innovations.com

Checkouts CUSTOMER SERVICE

Friedman’s Turning Lumberyard Inside Out

A

t Friedman’s Home Improvement in Petaluma, California, customers can shop the entire lumberyard in one aisle inside the store.

It’s the latest evolution of the company’s Express Yard™ concept, which makes buying lumber and building materials fast and easy—another way Friedman’s sets itself apart from the traditional home improvement store.

The idea of the Express Yard started in Friedman’s Ukiah, California, location in 1996. There, each item had an express pick ticket where customers could mark the quantity they wanted to buy, pay for it and then load it into their vehicles.

“We let the customer use their truck as a shopping cart and they never had to come into the store,” says Tony Corsberg, vice president of merchandising at Friedman’s.

The Express Yard continues to be popular with contractor and DIY customers alike. But when Corsberg and his team began to plan for the company’s fourth store in Petaluma, they wanted a way to bring the Express Yard concept onto the retail salesfloor.

The resulting display, which represents more than 3,950 SKUs, consists of a single aisle with a 50-foot display of lumber on one side and a 60-foot display of pipe, farm and ranch items, and building materials on the other. Customers can see and touch samples of the various types and sizes of product normally found in the yard. Each product has a pull tag, or pick ticket,

where customers can write their desired quantity. They then take these tickets to the cashier in the store. After paying, the customer drives through the yard, where they or one of the yard staff loads their vehicle.

The Express Yard display is used mostly by DIY customers, who typically want to browse more than contractor customers. Contractors can still fill out their pick tickets and load their trucks in the yard, but unlike the other Friedman’s locations, contractors shopping the Express Yard in Petaluma must step inside the store to pay. The reason, says Corsberg: an anti-pollution city ordinance, aimed at reducing the time cars spend idling their engines, that doesn’t allow merchants to take payment outside. He has a dedicated contractor’s desk that still makes it easy for those customers to get in and out.

To keep the Express Yard display running smoothly, Corsberg says they regularly have to update the price signs, since most of the items are based on commodity pricing.

His team also needs to maintain the product on the display as it gets worn out from being handled.

“It’s been very well received,” says Corsberg. “It’s convenient and faster than big-box lumberyards, where shoppers have to haul their own lumber through the store before checking out.”

The Express Yard at Friedman’s Petaluma location lets shoppers browse samples of building products, create their orders and pay before going outside to load it up.

Looking for creative ways to engage customers? Whether it’s promotions, merchandising, special events or unique advertising, we cover it here. Have an idea? Contact Liz Lichtenberger, llichtenberger@nrha.org, to have your story considered for publication.

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Checkouts

MERCHANDISING

Hiding the Overstock, Highlighting the Town

W

hen Tony and Denise Brookhouse, along with their business partner Dirk Koopman, decided to open a new Koopman Lumber location in Sharon, Massachusetts, they had a few challenges to address.

First, most of the employees at the new store didn’t live in the tightly knit small town. Tony Brookhouse needed a way to connect with the community and gain the trust of the locals.

Second, Koopman Lumber was moving into a former car dealership that had tall ceilings in some areas.

That meant there was room for tall warehouse-type fixtures. As is common in many big-box stores, the top shelves of those tall fixtures provide a good place for storing overstock.

“High fixtures offered us a great opportunity to get the warehouse up above the displays and make it easier to keep our overstock organized,” Brookhouse says. “It’s a really convenient way to restock shelves.”

The problem is that the top shelf, full of shipping boxes, can be an eyesore.

Booth

#5021

While the two challenges seemed separate, Brookhouse’s merchandising manager, Darrell Baker, had a solution to solve both.

“One of our employees is a longtime resident of the town and suggested we get some historic photos of the town and put them up in the store,” Brookhouse says.

“Then Darrell said we could scan those photos and find a way to print them on pull-down shades to hide our overstock.”

Baker mounted the shades in 4-foot sections to cover the top shelf of the fixtures. They serve to hide the extra inventory on the top shelf while providing a nice decor element that showcases the town’s history.

“The blinds are stock sizes from Levolor and came straight out of our distributor’s warehouse,” Brookhouse says. “Then we scanned the photos and sent them to Vistaprint.com to print on the blinds.

“Everyone who comes into the store comments on how nice it looks,” he says. “They’re not seeing a mess on the shelf.”

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HARDWARE RETAILING | May 2016

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Checkouts

MERCHANDISING

One Cool Endcap

W

hen their co-op’s district manager issued a challenge, the staff at Paul’s Ace Hardware was ready to take it on.

The district manager challenged Ace stores in the area to be more creative with the displays in their electrical departments. The staff at Paul’s Ace, which has six locations in Arizona, came up with several ideas.

The business’s two winning displays were a giant lightbulb at the end of an aisle that held several LED light bulbs (plugged in and turned on), and an endcap with information from the co-op about LEDs and a selection of lightbulbs for customers to choose from.

“I think what’s really fun about both of these was that customers could touch and feel the bulbs,” says Julie Buchkowski, owner of Paul’s Ace Hardware. “It sounds silly because lightbulbs are typically hot—that’s the point; LED bulbs are not hot.

Customers could touch them and realize they aren’t creating heat.

“The customers loved the displays,” she says. “The displays were so helpful in teaching them more about the different kinds of bulbs we sell.”

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The staff at Paul’s Ace Hardware put together several creative displays during a contest conducted by their district manager.

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he staff at Costello’s Ace, which has 23 locations in New York and two in New Jersey, knows employee knowledge leads to better customer service. So they put together a training event to connect employees and vendors, so employees could learn more about the products they sell.

The event was successful and has grown each year.

The fifth annual Spring Training Product Knowledge Event was held in March, and for the first time, a similar event will be held in the fall.

“It started five years ago,” says David Faulhaber, marketing and vendor relationship manager for Costello’s Ace. “We wanted to make sure that, as always, our customers were well taken care of and our employees were well-prepared to handle any of their questions.”

So they began working to bring in vendors to meet with the employees. Now, anywhere from 30 to 40 vendors attend the training event, including representatives from across multiple categories. Representatives from Ace Hardware have also attended.

The two-day training includes morning and afternoon sessions, which allows time for each of the business’s nearly 600 employees to attend, while keeping all stores open and running. (All employees are required to attend at least one session during the two days.)

Vendors can give presentations, offer product demonstrations, conduct question-and-answer sessions or use any other format they like to present product information to the employees.

“We give employees the opportunity to meet with all vendors so they can leave with knowledge they didn’t have before—knowledge they can take back to their stores and to the customers,” Faulhaber says.

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HARDWARE RETAILING | May 2016

The fifth annual Spring Training Product Knowledge Event was in March. For the first time, a similar event will be held this fall.

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Eli Bliffert

Tim Fansler

Jack Foxworth

Jeremy Melnick

HARDWARE RETAILING | May 2016

Best in Class: The Industry’s 2016 Top Guns T

here’s no doubt about it—independent retailers in the home improvement industry are an innovative, thriving and progressive group. The industry is full of profit-focused, forward-thinking retailers committed to the growth and success of their businesses, local communities and the industry as a whole.

In an effort to showcase retailers who exemplify these characteristics, the North American Retail Hardware Association (NRHA), Hardware Retailing magazine and the National Hardware Show® created The Industry’s Top Guns award program.

The Top Guns award is the highest honor an independent retailer can receive from the industry, and has recognized nearly 40 leaders since 2007.

“We started the Top Guns program to recognize best-in-class independent retailers and change perceptions of the independent segment of the market,” says Dan Tratensek, publisher of Hardware Retailing. “We wanted to show that today’s leaders are progressive, dynamic entrepreneurs.”

On the following pages, learn more about this year’s honorees, their businesses and their industry perspectives. If you’re attending the National Hardware Show, see the honorees in a live panel discussion at the NRHA Village at 1 p.m. on Thursday, May 5. You can also read full Q&As with each retailer online at TheRedT.com/2016TopGuns.

The 2016 Top Guns include: Eli Bliffert of Bliffert Lumber & Hardware The Bliffert family has contributed business leaders to Milwaukee since the late 1800s.

Still one of the area’s most successful familyowned businesses, Bliffert Lumber & Hardware continues to grow and thrive. Eli Bliffert became part owner in 2004, and his vision has helped

the business grow to eight locations, streamline operations and find new ways to connect with the community.

Tim Fansler of Family Farm & Home In 2002, three family members, Al Fansler, Bob Tarrant and Tim Fansler, started Family Farm & Home in Muskegon, Michigan. Backed with the Fanslers’ previous experience at Quality Farm and Fleet and Tarrant’s experience as an accountant, they opened three stores in 2002. The company has grown quickly in 14 years, and today operates nearly 50 locations.

Jack Foxworth of Foxworth-Galbraith Foxworth-Galbraith has been a prominent Southwest retailer since 1901. The company operates 25 retail locations, as well as residential and commercial construction supply distribution and component manufacturing operations. It experienced significant difficulties during the Great Recession, when sales fell nearly 80 percent.

The company successfully weathered the storm with the help of Jack Foxworth, coming back in just three years to $300 million in revenue.

Jeremy Melnick of Gordon’s Ace Hardware What began as a small, family-run hardware store in urban Chicago in 1950 has become one of Chicago’s most successful multiple-location retailers. Since Jeremy Melnick left commercial lending and joined Gordon’s Ace Hardware, the business has grown from one location to eight. The business also supports Lurie Children’s Hospital of Chicago and is among the top five Ace Hardware chains in the nation for fundraising for Children’s Miracle Network Hospitals.

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Eli Bliffert Representing Bliffert Lumber & Hardware Eight locations in Wisconsin Hardware Retailing (HR): Could you please give us a little background on your company, including how you got involved in the business?

Eli Bliffert (EB): Bliffert Lumber & Hardware started as a coal, ice and lumber company back in the late 1800s. We eventually grew to six locations.

When my great-grandfather passed away, they got split apart, and each became a stand-alone lumberyard operated by a different family member.

Fast forward to 1993. I graduated from college, moved to Milwaukee for grad school and needed a job. My mom said, “Call your Uncle Fred. He’ll give you a job.” I called my Uncle Fred in April and began working for him that summer. I only finished one semester of grad school before coming to the office full time in January of 1994 as the fifth generation involved in the business.

HR: When you became part-owner of Bliffert Lumber & Hardware, each of your locations was operated independently of the others. You were instrumental in bringing all of these entities together to create a cohesive operation. How has that decision strategically altered your business?

EB: It completely changed us. My side of the family owned two yards before we started the merge, and we’ve added two nonfamily locations since then, making eight total. I don’t believe any of them would still be in business if we were all independent. In our part of the world, there are very few independent single-location lumber companies left—you’re either a national chain or a multi-store operation.

We can leverage our strength and buy so much more with several locations than we ever could have separately, especially as Do it Best Corp. memberowners. When I started, we were a traditional line yard, and it’s amazing what a variety of different

products we sell now. Last year, one of my guys sold a half truckload of charcoal. We never could have done that without the relationships we’ve developed through the depth and breadth of product mix we have now, thanks to our combined buying power.

HR: Bliffert Lumber & Hardware has a rich history as a family business. How do you prepare for the next generation of leaders to move along in the operation?

EB: Start them young. My kids both work part time here to get a feel for the business, and several of our other locations have the next generation participating, as well. One of our managers has all three of his sons working with him.

HR: What advice would you give to other family business owners looking to achieve the same kind of success throughout the generations that Bliffert Lumber & Hardware has seen?

EB: I’d say don’t give up. Too often I’ve seen small retailers just give up—sell the real estate and call it quits. A lot of people regret that; it’s better to merge with somebody else than to quit, and we’re stronger together than we are apart. In my experience, we have more to leverage together, while allowing each location to keep its local identity and its people doing what they’re good at.

HR: What unique challenges do you think independent retailers such as yourself face in today’s market?

EB: The biggest challenge is what we call retail relevance. We struggle to be relevant, especially to a younger generation of potential customers. In the city of Milwaukee, there are 600,000 people, and we are the only lumber company left. There used to be several.

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“The key is to focus on areas

Since becoming part owner, Eli Bliffert has helped realign Bliffert Lumber & Hardware.

where you can compete, where you can offer knowledge and experience to benefit customers in a way e-tailers and big boxes cannot.

”

I look at it this way: if you are a 20-something homebuyer and your parents or grandparents never took you to a lumberyard, you might not even know they exist, much less what they have to offer. There are a lot of markets around the country where the only option is a big-box store, so customers don’t even think about a local store. Add to that the advertising budgets of these large retailers, and it really becomes a struggle to achieve relevance in the minds of that younger generation.

We only had experience in lumberyards until our first retail hardware store opened in 2009, and we still have a lot to learn about the retail market.

Do it Best Corp. is a great partner in helping us improve our layout and merchandising to appeal to this generation of shoppers. We will continue to collaborate with them on retail performance programs and aggressive marketing strategies to grow our relevance with this audience.

HR: What are some of the biggest misconceptions about today’s independent home improvement retailers?

EB: I think it’s still price. Customers think we can’t compete and it’s completely not true— we are priced competitively on most items—but that’s the perception.

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HR: If you could wave a magic wand and change one thing about this industry, what would you change?

EB: I don’t think I’d change anything; it’s a great industry to be in. You can still do so much with a handshake, and it helps so many people. I suppose if I could, I’d slow the tide of independents closing. We’ve had three close in the last six months in this area, and friends of mine owned some of the lumberyards that shut down. That’s a hard reality.

HR: How would you respond to the statement “Independent retailers just can’t compete against the big boxes or the Internet?”

EB: There are times when we can’t compete; there are certain segments where we will be a niche or a fill-in, and that’s OK. The key is to focus on areas where you can compete, where you can offer knowledge and experience to benefit customers in a way e-tailers and big boxes cannot.

HR: Please finish the following statement.

Ten years ago, I never thought our business would…

EB: Be eight locations strong and growing.

I never thought I’d be serving on the board of directors for Do it Best Corp. And I never would have thought so many of my friends and fellow business owners would be gone from the industry.

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Tim Fansler

Representing Family Farm & Home

46 locations in Indiana, Michigan and Ohio Hardware Retailing (HR): Could you please give us a little background on your company, including how you got involved in the business?

Tim Fansler (TF): My father, Al Fansler, brother in-law, Bob Tarrant, and I started the company in 2002 with three stores. Al Fansler serves as our chairman and CEO, Bob is our co-president and chief operations officer and I work as co-president and chief merchandising officer. Our past experience helped us to get the company started. Al Fansler had many years in operations, Bob is an accountant and I had previous experience in buying and replenishment.

My father and I both worked at Quality Farm and Fleet, so we already had experience in the farm store industry. When Quality Farm and Fleet filed for Chapter 11 and closed more than 100 stores, it left a pretty big void in the market, especially in Michigan. That’s when we made the decision to go into business for ourselves and restart that type of store. We knew the format worked, and we seized the opportunity.

Since opening, we have grown rapidly as our brand has gained traction. We’ve been able to gain momentum and continue to grow at this pace for quite a while now. This year alone, we had four grand openings in April and just announced three more locations for the second half of 2016, which will put us at a total of 50 stores by year-end.

HR: What do you feel have been the keys to your operation’s ability to grow and thrive so quickly over the years?

TF: To grow new stores, your comp-store (sales) have to be growing. We have had comp-store growth throughout the years, which has been the engine that fuels our overall growth. You cannot

have growth unless you have the capital to invest back into the company.

One of the specific things we’ve done over the last year is focus on our loyalty program. We really feel it will be a key driver to future growth and sales.

The customer relationships gained with the loyalty program, whether it’s direct email interaction or targeting and segmenting customers by what they’re shopping for and driving them back in with coupons or upcoming specials on items they’ve previously purchased, are really important to us.

We tested it exclusively for about three years, working very closely with True Value to develop it, and just rolled it out company-wide last April. It’s been very successful, and we’re very proud of what the stores have done to explain the program to customers. Signups have been tremendous, and we’re excited about where that’s headed in the future.

HR: As you grow, how do you ensure you’re staying connected with the local consumers in each community?

TF: That’s one of the things we allow the store managers at the local level to drive. The store manager is the face of the store, so we allow them to do things on a local level that can keep us in touch with local supporters who are going to come in to our stores.

The manager communicates with our marketing team in Muskegon to support them in their endeavors, whether it’s through posting on social media, attending local fairs or having 4-H groups come in to sell hot dogs that we supply them with and let them serve to raise funds for their local group.

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“You’ve got to make a

decision about who you are and what you want to be, and make sure you’re conveying that in everything you do.

”

HR: What are some of the biggest misconceptions about today’s independent farm and home retailers?

TF: We at Family Farm & Home have always had the mentality that we weren’t going to be perceived as less sophisticated. We’ve never thought of ourselves as not being able to compete or provide value to our customers just because we’re an independent, family-owned business. So, it’s about a level of confidence.

Independents have a higher level of confidence, keen attention to detail and work ethic that’s going to continue to push them and their businesses forward. We’ve got that same mentality here.

HR: How would you respond to the statement “Independent retailers just can’t compete against the big boxes or Internet?”

TF: You really don’t have a choice, because you’re already directly competing with them every day. You’ve got to make a decision about

who you are and what you want to be, and make sure you’re conveying that in everything you do.

For us, we’ve chosen to be a farm store first.

We have other products, but it’s that unique mix of products that keeps us relevant. You can find everything in our store someplace else, but you really can’t find it all in one place unless you shop us.

We’ve also got good prices every day and knowledgeable team members that service the customer well—it isn’t just one thing you can focus on. You’ve got to do everything really, really well to compete with the big boxes and, for us, to compete with other national and regional farm stores.

HR: Where do you see your business in five years?

TF: We are a growth company and plan to keep going.

We’re going to continue to grow at our current pace, which is comfortable for us, and a lot of it will be dependent upon the results we have at year-end.

When it comes to store count, how many locations we want to have, everybody asks me, “What’s your total store count goal?” We have no idea. The three of us have never sat down together and set a goal number or put a cap on it. However, if we do continue to grow at the pace we’re growing at now, we’ll be at 100 stores in another five years.

In short, we’re going to continue to move forward and expand at a rate that’s best for our company.

Family Farm & Home continues to grow and expects to have 50 stores by the end of 2016.

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Jack Foxworth Representing Foxworth-Galbraith 25 locations in Arizona, Colorado, New Mexico and Texas Hardware Retailing (HR): Could you please give us a little background on your company, including how you got involved in the business?

Jack Foxworth (JF): We’re a 115-year-old business that two families, the Foxworths and the Galbraiths, have owned since 1901. I am one of the fourth-generation family members involved in the business.

We’re largely pro-focused—about 85 percent of our revenue comes from that customer base, which is largely residential construction and some light commercial business, but also includes repair and remodeling customers. The balance of our business is consumer and DIY via our 25 retail locations.

Our company also does some light manufacturing, building construction components such as floor trusses, roof trusses, wall panels and doors in select markets.

We grew to about $830 million in revenue in 2005, which was a big run-up for us in the early 2000s when construction was still thriving in the United States. We were up to 75 locations and 2,800 associates. Then when the financial crisis hit in 2008, we had a five-year window where our company contracted, most of it intentionally, from $830 million to $145 million. We went from 75 locations down to 23 and 500 associates. But the good thing is we’re back, thriving again, growing and feeling very positive about where we are today.

As for me, I was a nerd—and I consider the term a compliment. I worked for Intel from 1980 to 1982 and joined Foxworth-Galbraith in late 1982. I had a good gig going at Intel, but I got a little impatient and wanted to be a bigger fish in a smaller pond. Because of my computer background, I started out in emerging POS systems. I really found my first opportunity to grow when the company was hit by the

recession in the late 1980s. That’s when we experienced some personnel changes and had some voids in the company, so I took the opportunity to fill them in terms of finance and our banking relationships.

HR: What do you feel have been the keys to your operation’s ability to adapt and maintain your position as a leading lumber and building materials company during changing economic climates and the Great Recession?

JF: It was very painful. In my opinion, what got us through was the company culture. It was about living up to our reputation in the industry and the commitments we made—whether to our customers, who were also struggling at the time, our shareholders or our vendors. Conservative financing and an incredibly strong balance sheet really helped us weather the tough times. We had little debt and owned all of our own facilities, and people were committed to the survival and success of the company. Where other families may have been very demanding of the business, our shareholders really understood the situation.

Throughout the experience, we were very transparent with everyone, and our communication was very proactive. Our mission statement today strongly emphasizes customer loyalty. Even back in the toughest times of 2008-2012, those pro customers that survived the recession were very loyal to us, as was our retail customer base.

HR: What unique challenges do you think independent retailers such as yourself face in today’s market?

JF: I think there is always a perception that big boxes have the lowest prices. The boxes can set a perception in many markets with some really

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low-priced offerings, but overall, most of us independents can compete with the boxes on price.

Something else that has emerged recently is recruiting young people in an industry that I think a lot of people consider to be an older industry. I think this industry is challenged by labor forces today and will continue to be in the future.

HR: How can the industry work to combat this misconception and attract the next generation of store employees and leaders?

JF: I recently heard a speaker at a roundtable meeting who discussed generational differences.

Really starting to listen and understand what drives millennials, and to some extent Gen Xers, puts us in a better position to understand them and create

Foxworth-Galbraith began in 1901 when two families formed five lumberyards.

a culture in which they want to participate. It’s not about money; that’s not the driving force. There are other things that we as independent retailers can bring to work environments to be more appealing, but that’s a big change for us as an industry. It’s going to take some time, culturally, for us to adapt and to get the older generation that thinks one way and the newer generation that thinks another way to mesh. I think we have the opportunity to make it work, but it won’t be easy.

HR: Where do you see your business in five years?

JF: We’re feeling very positive about the future. We want to focus on who we are and not dilute ourselves.

But like any other surviving and thriving organization, we’ll be larger. We are in acquisition mode. We’ve been speaking to a variety of organizations over the last couple of years and are hopeful we are going to grow through some acquisitions. I also see us growing organically as our customer base grows with new construction and new housing starts in our current markets. I’m sure we’ll also be adapting to new products and construction techniques, and we’ll also have some evolution with technology. I think we’ll be in the same geographical areas. We might stretch it a little bit, but we’ll stay focused in the Southwestern United States.

HR: If you could wave a magic wand and change one thing about this industry, what would you change?

JF: I’m torn between two things. First, if I could, I would create some stability in commodity pricing and the availability of commodities, creating some consistency over a longer period of time. I would love to create some predictability there, which would do a world of good for our customers and for us.

Second, I would also love to create a stable labor pool for our industry. I’d love to wave a wand and get younger people to see, understand and embrace the opportunities within our industry. I’m pretty sure even a magic wand won’t help with commodity pricing and supply availability, but it might be a little more value in terms of educating and helping us as an industry evolve to accommodate millennials. I think there is more hope in that area.

HR: Please finish the following statement.

Ten years ago, I never thought our business would…

JF: Go to hell and back, and now growing profitably.

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Jeremy Melnick Representing Gordon’s Ace Hardware Eight locations in the Greater Chicago Area Hardware Retailing (HR): Could you please give us a little background on your company, including how you got involved in the business?

Jeremy Melnick (JM): The Gordon’s Hardware family business has been around since 1950, when my grandfather, Art Gordon, opened a small 2,000-square-foot hardware store in downtown Chicago. My father, Les Melnick, took over the business in 1970. He did a tremendous job of growing the business into one that allowed me to join the team in 1998. Together, my dad and I have grown Gordon’s into an eight-store chain, culminating with our most recent expansion of three new stores, two of which were our first-ever foray into the suburbs. Our newest store is located back in the heart of Chicago. I can truly say I’m incredibly proud to be a third-generation hardware retailer.

HR: You spent some time in the commercial lending business before coming back to run Gordon’s Ace Hardware with your father.

What unique perspectives do you think your time in that industry provided you that you were able to bring to your retail business?

JM: My time in the financial industry, particularly with Bank of America, taught me two extremely critical points that carry through to our retail business operations.

The first is financial acumen. Throughout my corporate career, I was exposed to a myriad of different financial models from a variety of industries, including retail. As a result, I knew what it would take to grow a business from small to large, and I tried to model our blueprint for growth off of what worked best for other companies.

Secondly, work ethic. Anyone who operates in this industry knows that, as entrepreneurs and small business owners, we don’t ever get to take a day off.

Being in commercial lending and investment banking laid the groundwork for the rigorous schedule that comes along with a lifestyle of entrepreneurship.

In the banking world, I would work an entire day, leave and go to my MBA courses in the evening, then go back to work late at night before starting all over again the next day. It taught me to push ahead and multitask, and the value of true work ethic.

HR: You recognized early on in your career that growing the number of store locations was essential to the success of your business, quickly moving from one to two locations, and then adding four more a few years later. What advice would you give another home improvement retailer looking to expand?

JM: Quite honestly, I would tell you to look bigger.

Going from one to two stores is nice, but I would challenge anyone looking to grow to set goals based on a specific dollar volume and unit number of stores. One of the biggest risks in retail is to have all of your eggs in one basket. You need to diversify your investment—and having multiple stores can help you mitigate your risk.

In my opinion, running multiple stores is actually easier than running a single store. I have my teams in place, which for the most part can run the day-today operations, so that I can focus on the strategic business plan.

HR: What unique challenges do you think independent retailers such as yourself face in today’s market?

JM: As independent retailers, we face challenges every day, in nearly every facet of our business. I’ll be the first to tell you my business is not perfect. We know we have work to do, and I’d say we’re about halfway there. There’s always room for improvement.

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As it relates to specific challenges, we’re always going to be faced with bigger, better, more well-funded competition—whether that’s the big box down the street or the online giants that are capturing more transactions than ever before.

But, we also can’t try to be something we’re not.

Probably the biggest challenge of all is one that we put on ourselves—the feeling that we have to wear every hat within our organization, all the time. It’s that constant juggling and prioritization of day-to-day operations, including human resources, financial operations, inventory and training—the list could go on and on. We have to challenge ourselves to take a step back so that, as leaders, we can focus on long-term growth.

HR: Where do you see your business in five years?

JM: We are going to be different than we are today, for sure. We will be larger. We will be more efficient than ever before. That’s part of the spirit of small business—you have to change and evolve or you run the risk of becoming insignificant to the competition. My hope is that in five years, if an opportunity presents itself, my company may be able to serve as a succession path for my industry peers who are ready to retire.

HR: Where do you see the home improvement industry in five years?

JM: I’ve been extremely fortunate to have the opportunity to visit with many independent retailers across the country. What I’ve seen in so many stores over the last decade is retailers embracing technology. We have only just scratched the surface on what technology can do for our businesses—it will keep us nimble and better able to compete and enable us to move faster. With more and better technology acceptance, the hardware store will be more than the mom and pop corner store—we’ll be more sophisticated than ever.

HR: If you could wave a magic wand and change one thing about this industry, what would you change?

JM: I want consumers and local businesses to think of the hardware store first. I don’t want to be their second or third stop in the purchase process. Before they click “buy now” on something online that they’re not 100 percent confident in, or before they drive 10 or 20 miles to the nearest big box, I want them to start with us, the neighborhood family-owned store, and let them see just how much we have to offer.

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Jeremy Melnick says he wants consumers to think of local hardware stores as their first stop when they shop.

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HARDWARE RETAILING | May 2016

WALMART E

arth’s biggest traditional retailer has an impressive resume: logistics powerhouse, everyday-low-price pioneer, global influencer and billionaire maker.

Starting in the 1960s, Walmart began turning retail upside down when it pioneered mass expansion of big-box discount stores. The company rapidly became an expert in buying huge amounts of merchandise, pressuring manufacturers to price products lower and lower and creating logistical efficiencies.

Today, Walmart is bigger than ever, and its 50-year-old retailing model still works.

The company, though, is no longer the innovator it was, trailing more nimble companies such as Amazon when it comes to capitalizing on e-commerce and using new technology in business. Plus, the company’s sales have been flat and, earlier this year, the retailer initiated its first large-scale closure of stores, shutting down 269 locations.

But Walmart is still a gigantic retailer, and regardless of what retail categories you sell, you are competing against this giant. Knowing how the company goes to market, as well as its strengths and weaknesses, could be critical to your success.

In the following pages, we’ll look at Walmart’s 1962 start as a fledgling business in Arkansas, its years of rapid growth and its newest initiatives. We’ll end the article looking to the future, with exclusive insight from Charles Fishman, world-renowned Walmart expert and author of “The Wal-Mart Effect.”

What We’ll Cover 100 The History of Walmart 34 102 Timeline: 1962 to the Present 104 Fun Facts About Walmart 106 Walmart Today 112 SWOT Analysis 114 The Financials 116 Expert Perspective:

Walmart’s Future

The information in this 360-degree overview was gathered

by Hardware Retailing staff from a variety of resources that are attributed throughout.

May 2016 | HARDWARE RETAILING

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360

Walmart: A Brief History

A brief history of Walmart has to start with the story of Sam Walton, the entrepreneur who launched the phenomenon that, as of 2015, was still the world’s largest company.

Walton was a character who was known to pick up coins off the ground even after he was leading a multibillion-dollar company. He was an experimenter, thrifty money manager, a taker of opportunities and a dogged worker.

He had worked in retail for years when he opened the first Walmart store in 1962 that started out as a single-location underdog behind J.C. Penney, Sears, Kmart and Woolworth’s, while following the pricing lead of the era’s small discount stores.

“He decided to adopt a new strategy— discounting—dramatically cutting prices in hopes of undercutting his competition and making up the difference in price through a higher volume of sales,” Entrepreneur reports in a profile of Walton. “The practice wasn’t exactly new, but at the time, discount stores tended to be small, to be located in cities, and to only discount specialty items. Walton’s idea was to build big stores that discounted everything they stocked, and to place them in small towns.”

The model worked, and the company grew rapidly.

“I had no vision of the scope of what I would start.

But I always had confidence that as long as we did our work well, and were good to our customers, there would be no limits to us,” Sam Walton said, according to a 1984 article from The New York Times.

In 1972, the company’s stock began trading on the New York Stock Exchange. In 1980, just 18 years after the first store opened, Walmart had spread across the U.S. and had more than 275 store locations. In 1991, Walmart began spreading around the world.

Consumers flocked to Walmart stores, where they could rely on getting the lowest prices on products they bought every day, instead of expecting the price markups other stores made using the high-low pricing model.

“The reason Walmart is a success is because they gave people what they wanted,” says Charles Fishman, journalist and Walmart expert.

Walton was shrewd, and he was able to continuously beat competitors on pricing by using his growing company’s sales volume and financial clout to influence manufacturers. For example, he began requiring manufacturers to open offices near Walmart’s Arkansas headquarters. A conversation with a representative from Procter & Gamble exemplifies the power Walmart had acquired.

“He said, ‘Wal-Mart accounts for more of your business than the entire country of Japan, and you don’t even have anybody who will call on me in Bentonville, much less be based here. Everything’s going to change,’” John Huey, a journalist who helped Walton write his autobiography, told Fortune magazine. “‘You’re going to open an office here.

You’re going to treat us like we’re Japan.’ And he pretty much did that to the rest of the world, and as a result, he ended up taking all the pricing power away from the manufacturers.”

The company’s complex logistics system—a strategy that combines moving huge quantities of product efficiently and understanding consumers’ buying habits to stock just-in-time quantities—is still one of the company’s greatest strengths.

And the company, which has stores around the world, is ubiquitous in the U.S. “Walmart has populated the whole country with stores,” Fishman says.

Three Quick Facts About Walmart

1

2

3

In 2015, comparable-store sales for Walmart U.S. increased 1.0 percent from the previous year.

Walmart has 137 distribution facilities in the U.S., and 13 of those are e-commerce fulfillment centers.

Walmart U.S. operates under both the “Walmart” and “Wal-Mart” brands, as well as Walmart.com.

Source: Walmart 2016 Annual Report

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HARDWARE RETAILING | May 2016

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360

Timeline: 1962 to the Present 1962 Sam Walton opens the first Walmart store in Rogers, Arkansas.

1972 Walmart is listed on the New York Stock Exchange with the ticker WMT. Two years prior, Walmart became a publicly traded company, with the first stock selling at $16.50 per share.

1980 Walmart achieves $1 billion in annual sales in less than 20 years.

1983 The first Sam’s Club opens in Midwest City, Oklahoma.

1988 The first Walmart Supercenter opens in Washington, Missouri.

1991 Walmart opens its first international store in Mexico City.

2000 Walmart.com was established.

2002 Walmart tops the Fortune 500 ranking of the world’s largest companies for the first time.

2005

2007 Walmart.com launches Site to Store service so customers can buy online and pick up products in store.

During Hurricane Katrina, Walmart uses its logistics expertise to deliver free products, meals and $20 million in cash donations faster than the U.S. government can help.

2015 Walmart initiates plan to increase wages and improve employee benefits.

2016 All Walmart Express stores close five years after their introduction.

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HARDWARE RETAILING | May 2016

Sources: Walmart.com, PBS.org and The Washington Post

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Fun Facts About Walmart

Each Week, 260 MILLION Customers Visit

11,500

in

Stores

If Walmart were a country, it would be the 28th-largest economy in the world, just ahead of Austria in size.

28 Countries

WALMART

37 MILLION people shop at Walmart every day

and E-Commerce Websites in

That is more than the population of Canada.

11 Countries

2.3 MILLION Associates Worldwide 3849 753 1726 543 3849 753 1726 543

8 MILLION

140,000

Walmart.com

Walmart Store

Walmart.com offers 8 million SKUs, while the average Walmart Supercenter carries 140,000 SKUs. 104

HARDWARE RETAILING | May 2016

1 BILLION LBS. of bananas are sold by Walmart each year.

Walmart has had 6 LOGOS over its lifetime:

Walmart’s average hourly wage in 2016:

1964-1981

1962-1964

$13.38 $10.58 Full-Time

Part-Time

1968-1981 1981-1992

9% of Walmart’s sales over the past four years are accounted for by hardlines goods.

1992-2008 2008-Now

Walmart is mentioned

55%

60,000 TIMES on social media each day.

1962

2002

Between Walmart’s opening in 1962 and 2002, the number of single-store, independent retailers declined by 55 percent in the U.S. Sources: Walmart 2016 Annual Report, fortune.com/2015/06/06/walmart-facts, businessinsider.com/facts-about-wal-mart-2015-6 and Walmart.com.

May 2016 | HARDWARE RETAILING

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360

What Is Happening in the World of Walmart?

Re-Evaluating Neighborhood Market/ Walmart Express In October 2015, Walmart shared that a review of its 11,600 worldwide stores was underway. In January 2016, Walmart announced it was closing 269 stores globally in the first large-scale closing in the company’s history.

Of the 269 stores, 154 were located in the U.S. and 102 were small-format Walmart Express stores.

The smaller-format Walmart Express stores were part of a pilot program that started in 2011. The stores were an average of 12,000 to 15,000 square feet, which is less than one-tenth the size of a typical, 180,000-square-foot supercenter.

The Walmart Express stores were doomed from the start, according to a Time article.

“The company hoped its price advantage would benefit the smaller-footprint stores, and that it would complement trips to Supercenters,” the article says. “However, the company overlooked two major obstacles in doing so.”

These two obstacles were that groceries have become Walmart’s dominant business–56 percent of its sales come from groceries–and the Express formats, similar in size to Walgreens stores, were too small to supply all of a consumer’s grocery needs.

“Instead of targeting urban areas as its dollarstore and convenience store rivals were doing, Wal-Mart opened Express stores in the rural Southern areas it already dominated, with the majority located within 10 miles of a Supercenter,” the Times article states.

This poor geographical targeting is different than what Walmart’s competitors are doing. Target, for example, is adding small format stores to urban areas and is selling products such as clothing and home goods.

Now that Walmart has closed all of the Walmart Express stores, the retailer will put more focus on its supercenters and Neighborhood Markets.

Neighborhood Markets average 42,000 square feet and sell items found in typical grocery stores, such as food, household supplies and health and beauty items, according to Walmart. These midsized stores, which are similar in size to Whole Foods retail outlets, offer enough space for a full grocery store, unlike the Walmart Express format.

Walmart Changes Its Fuel Sales Model Walmart is ending a 20-year partnership with fuel company Murphy USA, which operated

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HARDWARE RETAILING | May 2016

gas stations at more than 1,000 Walmart stores.

Going forward, Walmart gas stations will have Walmart branding and Walmart employees.

The big-box retailer will also pick up add-on sales from cigarettes and other convenience store items. Walmart’s plans, as announced in February 2016, will include adding additional gas stations at stores. Murphy USA will operate and expand its own business elsewhere, according to USA Today. Walmart has operated its own gas stations at Walmart stores since 1997, but Murphy USA has overseen the majority of them, USA Today reports.

The Collapse of Project Impact With more than 1 billion square feet of retail space to manage, updates and changes are constantly being made in Walmart stores. Store updates were a main focus a few years ago.

The push to remodel stores began in 2009 and was known as Project Impact within the Walmart community.

“Aimed at reducing clutter, it eliminated around 15 percent of items in the stores, according to some analyst estimates. The project would create cleaner and friendlier stores since staff would have more time to help customers,” a 2010 DailyFinance article states.

The project also removed Action Alley, the main aisle and major walkway lined with pallets of fastselling items.

In addition to creating a less cluttered store with better customer service, Project Impact was also meant to hone in on categories where the competition could be beat, such as toys and crafts, says a Time article.

However, Project Impact did not go according to plan. Sales decreased within the year. The decline happened for many reasons, including that Walmart tried to get wealthier customers, who purchase groceries, and convert them into clothing and jewelry buyers, as well. This move didn’t work because wealthy families go to Walmart for only that one reason: to purchase groceries at everyday low prices. Wealthy families were checking items off of grocery lists, not looking to browse clothing racks.

The removal of Action Alley was also credited with sales decreases, so Walmart added Action Alley back to stores, along with some of the merchandise that had been removed.

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360

What Is Happening in the World of Walmart?

Placing an Emphasis on Employees In October 2014, Doug McMillon, Walmart’s CEO, announced that changes to Walmart’s pay scale were coming. In February 2015, McMillon laid out the plan that began in April 2015.

April 2015 • Walmart increased its starting wage to $9 per hour in all markets, and any existing employee paid below that level increased to $9 per hour.

• In addition, more than 500,000 associates received raises. As a result, the average full-time hourly wage became $13 and the average part-time wage became $10.

February 2016 • All associates hired before Jan. 1, 2016, earn at least $10 per hour.

• A new hire continues to receive $9 per hour but will increase to $10 per hour upon completion of a new training program, which could happen in as quickly as six months.

• Walmart re-evaluated its pay scale for all levels of employees. The average full-time hourly wage

became $13.38 and the average part-time hourly wage became $10.58.

• Walmart also altered its benefits program and implemented a simplified paid time off policy, giving employees more control over their schedules.

All of these changes accounted for a $2.7 billion investment between 2015 and 2016.

The change in pay scale is not reaching every employee equally, though.

“Some workers are complaining that new employees are receiving relatively big step-ups in pay, bringing the recent hires’ pay close to their own. Others aren’t seeing any raise at all,” a CBS News article reports.

In addition to the increase in pay and improved benefits, Walmart is focusing on training and helping associates set goals. The new training program, Pathways, will provide training in three areas: the retail business model, the basic skills needed to do their jobs and the soft skills critical to success, according to Walmart.

“Pathways is a unique combination of handson training and demonstration of skills mastery in the areas of teamwork, merchandising and communication,” states the Walmart 2015 Global Responsibility Report. “After completion of the first step of Pathways, associates have the opportunity to choose where they would like to go, whether it’s to an hourly supervisor role or a management position in one of our specialty departments like bakery or electronics, or elsewhere.”

Going Global Walmart is located in 28 countries and therefore is susceptible to a variety of economic fluctuations felt in foreign markets. In addition to foreign currency fluctuations, economic turmoil, such as in Brazil, also affects Walmart’s international success.

• Global Women’s Economic Empowerment Initiative: The goal of this program is to provide more training, market access and career opportunities to nearly 1 million women around the world. This initiative also aims to increase sourcing from female-owned businesses.

• International Portfolio: Walmart is not only modifying its portfolio domestically with the closure of Walmart Express, but it is also trimming its portfolio abroad.

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360

What Is Happening in the World of Walmart?

“Last month, the retailer announced 115 store closures in Brazil and Latin America, while planning to open 200-240 stores in other locations in fiscal 2017,” according to research firm Market Realist. “That’s similar to the reset strategy employed in China, where the company closed several stores in underperforming locations while opening others in new ones.”

Chasing Technology Trends In October 2015, Walmart shared its strategic plan of investing $0.9 billion in e-commerce and digital initiatives in 2016 and $1.1 billion in 2017.

“The investments outlined are part of a framework designed to drive sales growth by strengthening the U.S. and e-commerce businesses,” according to Walmart.

A substantial amount of Walmart’s online plans are in direct competition with Amazon’s services.

Walmart is playing catch up rather than innovating.

• @WalmartLabs: @WalmartLabs, originally known as Kosmix—a social media firm focused on e-commerce—was a 2011 acquisition. This research division develops technology retail solutions for Walmart and created Polaris, an internal search engine for Walmart.com that optimizes product searches on the website.

Polaris boosted product views by 20 percent with a conversion increase of 10-15 percent, a Reuters article states.

• Walmart App: The app includes Walmart Pay so shoppers can check out in store via smartphones. About 22 million individual people use Wal-Mart’s mobile app in a month, according to analytics company comScore.

• Shipping Service: In June 2015, Walmart piloted a delivery service called ShippingPass.

This service has a $50 annual fee for unlimited, free three-day shipping, according to a Fortune article.

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• Vudu Spark: An HDMI-streaming stick from Walmart that costs $25 and competes with Amazon’s Fire TV stick.

• Walmart Grocery Pickup: This initiative, which is only available in certain areas, is a new way to deliver customers’ groceries.

According to a Fortune article, “After a customer has placed an order online, paid and scheduled a pick-up time, he or she can pull up to the kiosk at the designated time, and punch in a code that tells the customer where to pull up. A Walmart worker then delivers the order to the car and prints off a receipt, similar to a car rental check-out, before sending the customer on his or her way.”

• Walmart Marketplace: In 2009, Walmart Marketplace launched as an addition to Walmart’s e-commerce site. It allows select third parties to sell merchandise on Walmart.com.

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111

360

SWOT Analysis

S

STRENGTHS

WEAKNESSES

• World’s Largest Company: In 2015, Walmart was still the largest company in the world, and with that rank comes extreme strategic benefits, such as economies of scale and massive buying power.

• Poor Public Image: Walmart has experienced image issues over the years due to employee complaints about working conditions and wages and the retail giant’s impact on small businesses.

• Carries a Variety of Products: While more than 56 percent of Walmart’s sales are from its grocery category, the retailer also offers an assortment of other categories, including health and wellness, entertainment, hardlines, apparel and home. Some Walmart stores offer automotive services such as tire installation and oil changes.

• Multiple Formats: Walmart is in more than two dozen countries and has multiple store formats, which can inhibit specialization. Early in 2016, Walmart closed its Walmart Express stores due to poor performance. As Walmart tries to expand and open more formats, it may dedicate less time and development to other areas of the business.

• Convenience: There are 4,574 Walmart stores throughout the U.S. According to the U.S. Geological Survey, Walmart has 1.4 locations per county in the U.S. And, according to a Business Insider article, 90 percent of Americans live within 15 minutes of a Walmart.

• Wide Variety of Products: Walmart’s strength is also a weakness. Since the average Walmart supercenter carries 140,000 SKUs, according to Business Insider, it cannot specialize. Its inventory includes bicycles, toothpaste, milk, paint, socks, crayons, baby clothes and items from nearly every other category.

• Recognized Global Brand: Walmart has 6,299 store units in 27 countries, not including the U.S. Apart from the U.S., Mexico has the most Walmart stores, followed by Central America.

• Supply Chain Management: Walmart has become a supply chain expert, as it has one of the largest supply chains in the world, and has benefited from using the cross-docking inventory management system.

• EDLP: Walmart pioneered the pricing strategy of Everyday Low Prices. “EDLP is our pricing philosophy under which we price items at a low price every day so our customers trust that our prices will not change under frequent promotional activity,” states the Walmart 2016 Annual Report.

“Price leadership is core to who we are.”

112

W

HARDWARE RETAILING | May 2016

• Size and Position: Walmart’s size has made it sluggish when it comes to adapting to technology and retail industry changes in recent years, and also allowed the company to get a little sloppy when expanding. That means the company has kept unprofitable stores open and allowed some product categories to become stale.

• Customer Base: While Walmart’s customers help it thrive, many of its shoppers are lower income consumers who don’t have checking accounts, let alone the ability to shop online. The company is trying to draw Amazon customers with its e-commerce platform, but has been limited by its focus, as a business, on customers looking for cheap, consumable products at the lowest prices.

O

T

OPPORTUNITIES

THREATS

• Expand Into More Countries: While Walmart is currently in 28 countries, there is still plenty of room for growth via mergers, acquisitions, strategic alliances and other growth methods. For example, China currently only has 432 stores throughout the country, but has a population more than four times bigger than that of the U.S.

• Change in Preferences: As consumers increasingly pursue green and healthier lifestyles, they may rethink their shopping patterns and stray from the low-cost, low-quality perception of Walmart.

• Various Store Formats: Walmart is not confined to supercenters. According to the Walmart 2016 Annual Report, its overseas operations include a variety of formats such as supercenters, supermarkets, hypermarkets, warehouse clubs, cash and carry, home improvement, specialty electronics, apparel stores, drug stores and convenience stores, as well as digital retail.

• Better Treatment of Employees: Walmart is changing the way it compensates and manages employees. Employees have received improved pay scales over the past two years, more training and have more flexibility with paid time off, which could positively impact customer service.

• Improvement of Online Presence: Walmart strives to offer a seamless shopping experience, be it online or in store. While it is not an online innovator like Amazon, Walmart is making strides to remain competitive.

• Refocus on Categories: Walmart’s main focus is on grocery, however it stocks substantial offerings in a variety of other categories, such as home improvement goods. Improving the customer service offered in its home improvement aisles could make Walmart more competitive in this product set.

• Vendor Relationships: Walmart has to consistently communicate with its product vendors to ensure it can provide customers with everyday low prices. Starting in June, Walmart will charge new fees to its vendors for the use of its distribution centers and will alter payment schedules, meaning vendors could get paid months later than in the past.

• Protecting Customers’ Information: With the recent data breaches at Target and Home Depot, along with many other retailers, Walmart could be susceptible to large-scale data theft.

• Continued Deterioration of Image: As the shoplocal movement grows, Walmart may experience some backlash as it expands in the U.S., especially through its Neighborhood Markets. Its expansions have put small stores out of business, negatively impacting Walmart’s public image.

• Competitors: Walmart’s new direct competition is online. Amazon can compete directly with Walmart on everyday low prices.

• Economic Improvements: As the economy returns to pre-recession levels, customers who may have shopped at Walmart during the downturn to save money, may not stay loyal to Walmart. Now that consumers have more money in their pockets, they are more focused on retailers that have a “competitive price” rather than the “lowest price,” according to research from The Farnsworth Group.

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360

The Financials

Net Sales of Walmart U.S., Walmart International, Sam’s Club (in millions) 2012

2013

2014

2015

2016

Percent Growth (2012 - 2016)

U.S. Net Sales

264,186

274,433

279,406

288,049

298,378

13.0%

Walmart International Net Sales

125,435

134,748

136,513

136,160

123,408

-1.6%

Sam’s Club Net Sales*

53,795

56,423

57,157

58,020

56,828

5.6%

*includes fuel

Strategic Merchandise Units Percent of net sales for Walmart U.S.

Grocery

56%

Health and Wellness

11%

Entertainment . . . . . . . . . . . . . . . . . . . 9% Hardlines . . . . . . . . . . . . . . . . . . . . . . . 9% Apparel . . . . . . . . . . . . . . . . . . . . . . . . . 8% Home . . . . . . . . . . . . . . . . . . . . . . . . . . 7%

Walmart Store Count

Percent Growth (2011 - 2016)

U.S. Stores

20.2%

50.3%

6,290

6,299

International Stores

5,287 3,804

4,191

2011

3,868

2012

Source: Walmart 2016 Annual Report

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HARDWARE RETAILING | May 2016

6,107

5,783

4,005

2013

4,203

2014

4,516

2015

4,574

2016

360

Expert Perspective: Walmart’s Future

Walmart Today Walmart has led the way on logistics and low prices and added massive stores at a breathtaking pace—but the company’s growth doesn’t look like a straight arrow upward anymore.

“Walmart, even five years ago, and certainly as recently as 2005, was dominant and felt almost undefeatable. Walmart is almost twice as big as it was 10 years ago, but it doesn’t feel indomitable anymore,” says Fishman, author of “The Wal-Mart Effect.”

Sales have been flat and, in January, the company announced its first large-scale closing of stores, shuttering all of the stores in its small-format Walmart Express pilot program, as well as some supercenters, Sam’s Clubs and Neighborhood Markets.

Those 269 closed stores were located in the U.S. and some Latin American markets, and represented less than 1 percent of store square footage and revenue in the U.S. and internationally, according to the company.

The closures weren’t financially significant, Fishman says.

“It’s significant symbolically,” he says.

The closures were an acknowledgement of the company’s need to shut down what doesn’t work and run a leaner operation, but also an admission that the company makes mistakes and needs some changes, Fishman says.

And though Walmart plans to open more stores in 2016 than it closed, the closures show a cultural shift for the company, Fishman says.

“Closing stores means you sited it wrong. All the analysis of the business you were doing was wrong,” he says. “The willingness to close them, to me, indicates a certain clear-eyedness that is hard.”

The years of building blitzes and opening five locations per week are over.

The reasons include that, in the U.S., the company has saturated the market with stores and also sells from every category, so opportunities for growth are fewer, Fishman says.

“If you already sell everything, how are you going to grow? You only grow as the economy grows,” he says.

Walmart hasn’t figured out how to rule the evergrowing world of e-commerce, trailing far behind online retailers like Amazon and Alibaba.

“Walmart is scrambling to catch up instead of forcing everyone else to catch up. I wouldn’t count them out, but it’s a much different position to be in to

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HARDWARE RETAILING | May 2016

sort of look around and say, ‘We’ve got to catch up.’

In 1971, they were coming from behind, too, but they were the ones setting the agenda,” Fishman says.

Other new experiments, such as Walmart’s efforts to offer mobile payment to customers and its request for federal approval to use drones for product delivery, sound like attempts to keep up with Amazon and other brick-and-mortar big boxes, such as Target.

“To me, it’s a defensive mechanism and a learning mechanism,” Fishman says.

Opportunities for Growth Being on the defensive, though, doesn’t mean Walmart isn’t still a gigantic player in the world’s retail future—but growth will have to look different going forward.

“One of the ways Walmart thinks it can do this is by doing much better with e-commerce, but they don’t know what they’re doing,” he says. “Their stores do literally in nine days what the website does in a year (in sales). The good news is there’s room for growth. The bad news is that they’ve been working on it for 16 years.”

Amazon is expanding subscription-style shopping for consumable goods, which is a method Walmart should know thoroughly because of the way it uses data to understand and predict customer buying patterns. Walmart excels at selling consumables, such as diapers, toothpaste and deodorant, that people buy repeatedly.

“If you are a Walmart shopper, Walmart kind of has you on a monthly payment plan” for those products, Fishman says. Yet the company isn’t making a subscription-style service work well online.

More From Fishman To hear more from Charles Fishman and his perspectives on Walmart and the home improvement industry, be sure to attend his presentation at the 2016 NRHA All-Industry Conference, held in conjunction with the National Hardware Show® in Las Vegas.

Fishman’s keynote, “Succeeding in Spite of Walmart: Understanding ‘The Wal-Mart Effect’ and Using It to Your Advantage” is scheduled for 10:30 a.m. on Wednesday, May 4.

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Expert Perspective: Walmart’s Future

Trying in-store pickup for online orders and experimenting with other delivery methods are good areas for Walmart to be testing, and it is.

However, the company is coming from behind when trying to figure out those opportunities, especially for website sales.

“Why haven’t they figured out a way to do that in a brilliant, innovative, frictionless way?” Fishman says.

The company could also improve what it is already doing in stores, he says. “Once you’re everywhere and in every line of business, then the only way to grow is innovating in stores, then taking business away from someone else,” he says.

Walmart has run many specialty businesses, such as stationary shops and toy stores, out of business.

Now, Walmart could benefit from taking a fresh look at some of the categories it has won in, he says. The company could also improve on hardware and lawn and garden—particularly if it shifted its culture to offer more service in departments, such as hardware, where customers need help, he says.

“I think if they picked two or three departments strategically, they could really light them up,” Fishman says.

Walmart and Home Improvement Walmart hasn’t made itself a shopping destination for home improvement products, and that has worked in the favor of independent store owners.

“I think Walmart has completely let the hardware section wither, if it ever was an important section,” Fishman says.

A typical supercenter offers some patio furniture, a few types of lawn mowers, outdoor grills and a basic selection of fasteners, hand and power tools, paint, plumbing, small electrical and storage products.

The department is weak because its product offering isn’t deep, but also because Walmart doesn’t hire knowledgeable employees to answer project questions, consistently staff the paint counter or assist customers in the aisles, Fishman says.

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Expert Perspective: Walmart’s Future

Consumers go to home improvement stores to solve problems, and they can only find solutions in the Walmart hardware aisles if they know what they need and can help themselves, he says.

“How do you compete? You do what Walmart doesn’t do,” he says. The home improvement marketplace has space for independent retailers for that reason, he says.

“Half the time I go to Ace Hardware, they say, ‘No. That’s not what you want. You want this.’ They redirect you,” he says. “I think that especially the smaller retailers have done a great job of competing with Walmart by helping people.”

The owner of a hardware store Fishman used to visit as a child built a business finding home improvement solutions.

“When you walked in there, he solved your problem,” Fishman says. “That world, God bless you guys, still exists. You’ve won.”

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Where Is Walmart Headed?

When commenting on Walmart’s recent store closures, CEO Doug McMillon addressed growth.

“Closing stores is never an easy decision, but it is necessary to keep the company strong and positioned for the future,” he says. “It’s important to remember that we’ll open well more than 300 stores around the world next year. So we are committed to growing, but we are being disciplined about it.”

Walmart’s focus is on strengthening supercenters, Neighborhood Markets and e-commerce, and expanding pickup services, according to the company.

Experimenting and running a leaner operation are going to be key for Walmart going forward, Fishman says. Sam Walton was willing to take risks and lose money to innovate, he says.

“You’re going to have to stumble around and make some mistakes, and I think McMillon is pressing hard,” he says. “They’re going to do a lot of experiments and lose money.”

Make Some Noise 4 Low-Cost Alternatives to Advertise and Promote Your Business

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irculars, newspaper ads, TV commercials...

These are all traditional methods for spreading the word about your business, methods you’ve more than likely used to bring new customers into your store. While they’ve probably been fairly successful, they cost money.

Most retailers spend about 1 to 2 percent of their gross sales on advertising and promotion, according to the North American Retail Hardware Association’s (NRHA) 2015 Cost of Doing Business Study, and the cost of traditional methods can add up quickly.

While conventional marketing certainly has its place, there are other, lower-cost ways to drive traffic into your store. Companies are taking more sophisticated approaches to integrated marketing, so consider utilizing more mainstream techniques, such as circulars, along with the suggestions we provide on the following pages to maximize your current marketing budget.

We’ll discuss four low-cost ways that can help you drive more traffic. You’ve probably tried some of these before, but we’re here to provide ideas of how you can get the most bang for your buck out of these cost-effective methods or maybe try something you hadn’t considered.

And while you can spend as much as you want (for example, community events can get costly, depending on how big or involved the event is), there are several suggestions that take nothing more than a few phone calls or an hour at the computer.

Read on to learn more about these different strategies, hear what other retailers have tried and find ways you can reach out to your customers.

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Community Events

ABC

HARDWARE

Logo Placement

Local Media

Social Media May 2016 | HARDWARE RETAILING

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Explore Unique Community Events

G

etting involved in the community offers a different kind of return than traditional advertising. Whereas traditional advertising might focus on sale items, community involvement focuses on building relationships and creating a loyalty that has customers returning to the store for their regular shopping, not just a sale.

You can take these events a step further than ladies’ nights or a tax-free weekend; don’t be afraid to think outside the box.

When the local high school football team went to the state title game for the first time, Brad McDaniel, owner of McDaniel’s Do it Center in Snohomish, Washington, hosted a team dinner at his store.

“We sell Traeger grills, so we bought and grilled 100 lbs. of prime rib, and invited the team and the community to dinner and a pep rally to send the players off to state,” he says. “We probably had 300 people in the store that night. It was a lot of work, but a lot of fun.”

Once a year, J & D Supply in Vilonia, Arkansas, hosts a fall hoedown-style party for the community. Owner David Bowie shuts down the store, hires a band (of which he’s a part), brings in vendors to give away product and cooks plenty of food. “We attract several hundred people,” he says. “This event is not really about selling; we just want customers to feel comfortable and feel a part of our community.”

Not every community event organizer will come to your door asking for support; sometimes it’s up to you to be proactive in finding out what’s happening and see how you can contribute.

“We work closely with the city hall and chamber of commerce, so we know everything that is going to be happening in the area,” says Bowie.

This is how he found out the local chamber of commerce hosts a home show each year, a natural fit for J&D Supply. It’s the opportunity for local businesses to show what they have to offer. Bowie uses the time in his booth for demonstrating new products and to talk about the different types of services his store offers.

Louie Potetz of Potetz Home Centers, which has two locations in Texas, goes beyond the mere cash or material donation whenever possible; he wants maximum engagement out of each transaction.

For example, one of the biggest events in the area is the county fair, and Potetz Home Center always has a strong presence there. Children who raise an animal for the fair will usually auction it off when the fair is over. Potetz always buys an animal,

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listing his store as the buyer. Then, he’ll donate the meat to a local non-profit, such as the senior citizens’ home, or he might bring it back to the store and serve a customer appreciation dinner.

McDaniel suggests other retailers decide in advance how much they want to donate, whether it be money, gift cards or products. This way, they can be fair in how much they give to different groups, but don’t have to worry about breaking the bank.

We’ll offer more advice and information about events you can offer to your local community, along with examples from retailers, in the June issue of Hardware Retailing.

When the local high school football team went to the state title game, Brad McDaniel hosted a dinner at his store.

What You Can Do • Think beyond donations and giveaways.

Set up a tent at the local farmers market, participate in city parades or offer your store as an event space for a networking night or an organization’s meeting place.

• Organize a volunteer day with your employees to get them out in the community.

• Partner with other local businesses (preferably those with a different customer base) to share in an event and split the cost. Not only does this lower the cost of the overall event, but also it draws in the customer base of that other business.

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Make Your Logo Prominent

E

ven when you aren’t out in the community, your logo should be.

Potetz Home Center keeps a stock of items such as buckets and nail aprons with the store logo on them. They are available as low-cost items in the store, but they also make for a quick donation if an organization needs a giveaway for an event. Potetz also thinks beyond the bucket when it comes to providing creative ways to advertise with the store’s logo. He’ll give teachers in the local school wooden yardsticks and children’s pens and pencils, all emblazoned with the store’s logo.

Most of his ideas for giving back to the community come from the community itself. “We let the community tell us those areas where they feel they have a need, and that’s how we respond,” he says.

In the past, True Value of New Paltz in New Paltz, New York, created canvas bags with its logo for an event and they later became popular for giveaways and as in-store merchandise. In addition to the canvas bags, the store would provide gift bags to area organizations, which would have the store’s logo on it, says Eileen Hedley, store manager of customer relations.

Sponsoring sports teams is also a good way to get your logo out in the community, and McDaniel and his business have done their fair share of just that.

“I feel like every team jersey here in town has our logo on the back,” he says.

He also puts the sponsorship logos online so they can be seen by fans watching local sporting events over the Internet. “When anyone is watching that game online, or if someone goes back to watch it later, there’s our ad on the website,” he says.

Several years ago, Bowie sponsored a major renovation of the high school football field. The investment was substantial—nearly $30,000 over ten years—but there is a residual effect of that investment every time the team plays a game.

The J & D Supply logo is always visible on the field. During the game, the announcers in the stadium regularly name the field’s sponsors, reminding the crowd to shop there.

What You Can Do • Create merchandise with your logo on it, such as T-shirts or ball caps. Selling these items will not only expand your product offering but will also grow your brand awareness.

• Provide bumper stickers or window clings that have a fun message and include your logo.

• If you have a store vehicle, a tent you use for events or any other materials related to the store, ensure they have the store’s logo on them so it’s displayed as these items travel through town.

• Also look for vendors that will include your logo on non-promotional types of product.

The most common is house wrap, but there may be other items, like caulk.

• Partner with your key contractors to create yard signs they can use at properties where they’ve finished a major project. The sign can tell the name of the contractor doing the work and list your store as the one supplying the materials.

Putting your store logo on T-shirts for your customers, as J & D Supply did here, is an easy way to ensure your logo is seen around town.

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• Find shop-local signage you can customize with your logo at TheRedT.com/shoplocal.

Buddy Up to Your Local Media

I

t’s a good idea to make contacts with your local newspapers, TV stations or websites and let them know you’re a home and garden expert in the community. If you aren’t sure who to contact, make a quick call to the newsroom of the local newspaper or TV stations and find out who might cover news and other happenings with your store.

Since True Value of New Paltz is the only local hardware store in town, it becomes the source of advice during weather crises, such as a hurricane or winter storm, says Hedley.

Local news stations have interviewed the store’s owner and employees on ways to prepare for these events, since the store’s employees are the in-town experts, she says.

The weather also makes McDaniel turn to the local media. “For example, it doesn’t get too hot here very often, but when it does, we will call the local media to let them know we have fans in stock,” he says. “Sometimes they’ll even put a link to our store on their web page so residents know they can come to our store if they need a fan.”

If the local media doesn’t come to you for expert advice, inform them of store events or donations.

The local newspaper frequently puts Potetz Home Center’s name in the paper when they make a notable donation. The paper gives a Spirit of Sharing award to recognize people or companies who give to those in need, and the store has received that award on multiple occasions.

When he gets the store’s name in the paper, Potetz tries to include as many names of his staff as possible. This makes the employees feel good about working at the store, and it helps the public get to know the employees too.

Bowie is fortunate that a friend of the store works at the local newspaper. He’ll send her stories, often those that feature his customers. He prefers putting photos of his customers in the paper rather than his own, although the store always gets mentioned in the article. The customers give the story more interest to the general public.

McDaniel did something similar during a recent store remodel. The store’s territory manager sent a press release to the local newspaper, which wrote a small story about the project.

“It was funny—people came in, saying, ‘I hear you’re expanding the paint department,’” McDaniel says. “I walked into the local cafe at 6 a.m. and already heard customers talking about it. People read the story and got excited about it.”

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True Value of New Paltz uses the local media as an informative source any time a big event or change happens to the store. For example, the store recently added a rental department, says Hedley, and she sent a press release to the local media. She also distributes press releases prior to their annual paint event and anniversary event.

“Any time we do a larger event, I send a press release to the paper and then follow up with a phone call,” Hedley says. “Someone usually comes by and puts a write-up of the event in the paper.”

A local newspaper featured Eileen Hedley and Louis Benson, owner, in an article on True Value of New Paltz.

What You Can Do • Build relationships with the local media so you become their go-to expert during weather events or changes in seasons.

• Create press releases for a variety of topics, such as reasons to shop local at your store during different holidays or the addition of new product lines to your inventory. To help you get started, we created a template that outlines the key elements of a press release.

Download it at TheRedT.com/PressRelease.

• Your employees are experts on paint, gardening and a variety of other product categories; use that to your advantage. Contact your local media and offer ideas to the public, such as tips to protect your garden from frost, the newest paint trends or lawn care suggestions.

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Add Variety to Social Media

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ne common mistake many retailers make with social media is using it to do nothing but post photos and information about products, using it as a sales pitch. Some product information is fine—it’s a great way to cross-promote the items you are advertising in your circulars. However, many customers want to see more of what’s happening at the store.

McDaniel says his store built a Facebook page early on—“back when it was still weird for a store to have one.”

He put his mom in charge of it. “She does a great job,” he says.

She posts frequently about what’s happening around the store, giving customers and followers a look at the store from an employee’s point of view.

“Instead of photos of a drill that’s on sale this week, she might take photos of houseplants and post those, along with a comment like, ‘Aren’t they beautiful?’” McDaniel says. “We posted a photo we’d taken of a cashier on her birthday, and we got plenty of comments from people asking about the plant in the background of that photo.”

Hedley runs True Value of New Paltz’s social media accounts, which include Facebook, Twitter and Instagram.

“I try to make the posts as personable and funny as possible,” she says. “I am in a lot of the photos I post, which creates a connection with the audience. They’ll see me in town or at the store and recognize me from Facebook.”

Currently the store is undergoing a renovation and has used its social media accounts to keep customers updated and informed on the changes occurring in store.

“We are focusing Facebook posts on the renovation and sharing the progress, creating a lot of excitement,” Hedley says. “People come into the store and talk with us about what they saw on Facebook,” which shows that social media is driving in-store traffic.

If you do use social media to post about promotions or sales, be careful of how often you do so.

Bowie runs these on social media about once a month. “It’s important we try not to be overbearing with promotions we run on Facebook,” he says.

Recently, he used Facebook to advertise a sale on a popular line of boots, which included a discount and a free pair of socks. “Within 10 minutes of placing the ad on Facebook, we had people calling and coming in the door looking for the special,” he says.

Know your audience—it may be more suited for Facebook, or perhaps your customers are more likely to follow what you post on Pinterest. But, if it’s fitting for your customer base, try cross-promoting your content among several different platforms.

For example, when McDaniel’s father recently celebrated 60 years in the hardware industry, the company added a short piece about the occasion (and information about a party to celebrate) on its website, posted about it on Facebook and included it in an email, along with sending out a text message inviting everyone to the party.

What You Can Do • Many retailers are using social media, so make sure your accounts stand out.

Post a variety of content, not just new products or promotions.

• Share photos of employees in the store, fun events that are happening, a customer’s dog or anything that adds a personal touch to your social media accounts.

• To download a social media toolkit that can help take your social media platforms to the next level, visit TheRedT.com/SMkit.

Eileen Hedley gets creative with the different pictures she posts on the store’s social media accounts.

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Hardware Retailing staffers Liz Lichtenberger, Jesse Carleton and Sara Logel contributed to this article.

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Operating in High Gear Four Retailers Share Secrets of Selling Outdoor Power Equipment

T

o start the peak spring season, Roy Mason stocks 40 different models of riding mowers, 600 units of handheld equipment, and 40 feet of handheld and mower accessories at Race Brothers Farm and Home Supply in Carthage, Missouri.

The outdoor power equipment department includes 4,000 square feet of showroom space and a full-service repair shop, with nine fulltime and one part-time employees to run various aspects of the department. Not surprisingly, sales from one of his major vendors, Cub Cadet, ranks 13th in the nation.

But success in the category didn’t happen overnight. After starting with just a few pieces of equipment, Mason has had the past 32 years to learn, through trial and error, about what it takes to be successful in the category.

While you may not operate a power equipment department the size and scale of Race Brothers, there is still plenty to learn from retailers like Mason. To find what it takes to put outdoor power equipment sales in high gear, Hardware Retailing spoke with Mason and three additional retailers,

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all veterans in the category. They have all grown their outdoor power equipment sales in recent years, often by double digits. But like Mason, they’ve had years to hone their selling strategies and now lead their local markets in the category.

Here, they share their experience so you, too, can pick up the pace in your outdoor power equipment sales.

Online Exclusives To further help you sell this category, see two short training videos from NRHA: Push Mower Selling Tips and Products Your Customers Need to Winterize Lawn Mowers.

You can find these training videos online at nrha.org/freetraining, along with other employee-focused training material. These short lessons are ideal for use during an employee meeting. Also at TheRedT.com/trends-ope, we have a rundown of some of the trends hitting the outdoor power equipment category today.

RACE BROTHERS FARM SUPPLY

Roy Mason It’s important not to have too many lines. We now have Stihl, Husqvarna and Cub Cadet, and we can do a better job staying current with what those vendors have to offer.

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May 2016 | HARDWARE RETAILING

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moved in Stihl’s planograms. Last year, his outdoor power equipment sales doubled. While Mason and Gladieux have found the brands that work for them, it’s important you research your market and what each vendor offers in order to find the best fit for your store.

Stand out with add-on services.

As he gets ready for spring, Ian McNaughton hangs 250 string trimmers from the ceiling to make a strong statement to customers that he dominates the outdoor power equipment category.

Find the right vendor partners.

Perhaps the biggest learning curve for Mason was finding the right collection of brands. It took him several years and trying different vendors before he was able to assemble his brand dream team that fits his customers’ preferences. Vendor support when selling outdoor power equipment is critical. When he looks for a vendor partner, Mason looks not only for a quality product, but also one with a strong program and support.

Mason’s vendors offer national advertising, merchandising programs and training, and they make it easy for him to get repair parts.

In addition to finding the right vendor partners, don’t try to diversify into too many brands.

“It’s important not to have too many lines,” Mason says. “We now have Stihl, Husqvarna and Cub Cadet, and we can do a better job staying current with what those vendors have to offer.”

Ron Gladieux, president of Gladieux Do it Best Home Center in Oregon, Ohio, uses the merchandising sets recommended by Stihl and says the results have been far better than he expected. A couple of years ago, he gave the category more space and

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What does it mean to out-service your competition? Besides the easy answers of having friendly, knowledgeable staff, it means providing those add-on services big-box stores ignore.

“Don’t sell mowers in a box,” says Dan Stroinski, owner of D & J Farm and Home Hardware Hank in Thorp, Wisconsin. He fully assembles and preps each piece of equipment that goes out the door.

He also fills out the warranty for the customer and submits them to the manufacturer. To make it more convenient for his do-it-yourself customers, he has a service tech on duty later in the evenings and on Saturdays, when most other shops have closed.

Always let the customer test-drive a piece of equipment before making the final purchase.

“Any unit we have in stock is ready to drive,” says Mason. This covers about 40 different models of riders as well as many handheld pieces. Customers may try the unit at the store or have it delivered to their home to try. “Trying it out at home almost assures a sale,” he says, “and we deliver it in a trailer wrapped with our logo, so all the neighbors can see it, too.” He also offers free local delivery on new items.

Before the customer takes a purchase home, make sure a service technician spends time with the customer to explain how to operate the piece of equipment and answer any questions.

Gladieux has a 17-point inspection sheet that a service tech must check off before sending a piece of equipment out the door. It is ready to use as soon as the customer arrives home with the new purchase.

Ian McNaughton, owner of Gravenhurst Home Hardware in Gravenhurst, Ontario, will even put a spool of string on a weed trimmer before he sends it home with a customer after a purchase.

“Customers have the choice where to shop, so we need to provide them every reason we can that they should shop with us,” he says.

The customer support doesn’t end after the sale, either. Every piece of equipment will eventually need maintenance and repair, and customers may want accessories. McNaughton keeps a database of each customer’s purchases. When they come into the store with a question about a piece of equipment they purchased or if they want an accessory, he can look up the exact make and model they purchased and provide the best answer.

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Train tirelessly.

Keep service techs energized and happy.

Any employee dedicated to the outdoor power equipment department in your store must be an expert on every product you sell. But just as important, know all about what your competition sells, too. “Customers are going to ask you a lot of questions, both on your equipment and on your competition’s equipment… especially your competition’s,” says Gladieux. With many consumers researching what they want to buy online before they come into your store, it’s important you know everything they know, and more. “Study what your competitors have so you can compare and show why your product is better.”

He also sends staff to vendor-specialized training during the slower winter months of the year. Sending service techs to yearly training not only keeps them current on new products, but it shows you are willing to invest in their careers.

McNaughton requires all store staff to have some cross-training in the outdoor power equipment department. There will always be dedicated staff in the department to answer technical questions, but he wants anyone to be able to answer basic questions and help customers shopping that area during a busy time of the day.

Where the big boxes may only be interested in pushing product out the front door, successful power equipment dealers know customers eventually need service on the products they buy. A repair shop run by a knowledgeable and efficient service technician will be your competitive advantage. Like any quality employee, a quality service tech can be hard to find, so when you find one, hang on to them.

“Keep your service staff happy and energized,” says McNaughton. “Feedback and communication are key. When you are in the fast repair season, make sure your staff isn’t getting overburdened and burnt out. Make sure they know you appreciate them.”

Also, provide techs the tools and working environment they need to get their jobs done.

Mason provides a shop with heating and air conditioning, lifts for the equipment, and tools that are up to date and in good working condition.

“We try to provide a fantastic shop for them to work in,” he says, “Anything we can do to make them happy and comfortable.”

HARDWARE RETAILING | May 2016

Track down missing billable hours.

Keeping quality service technicians also means providing a competitive wage, and it’s important to regulate billable hours carefully. “I discovered my techs usually undercharge for the work they do,” says Stroinski. Until recently, he let each tech set prices for certain repairs. Now, he’s moving to a standardized list of specific prices for specific repairs. It was a collaborative effort, he says, as he worked with each tech to come up with an appropriate charge for each service. Usually, the billable cost they settled on was much higher than what the tech had been charging.

“In a few instances, when I knew our price was too low, I even took a machine to another shop to get it serviced, then brought the bill back to my tech so we could look at what we were charging compared to what others were charging,” he says.

In addition to a list of set prices for certain projects, Mason changed the pay structure to encourage efficiency among his service techs.

Each tech receives a base wage plus a percentage of billed labor, so the more jobs they complete, the more money they get. “It’s a shared incentive that benefits both the company and the employee,” he says.

Free estimates may cost you; make sure your tech isn’t spending too much time giving an estimate to a customer who decides not to have the equipment repaired. McNaughton recently instituted a flat rate for estimates on repairs to any equipment that comes to his shop.

Customers who have the equipment repaired at the shop can take the cost of the estimate off of the final bill. “In years past, we were spending a lot of time estimating how to fix pieces of

Ron Gladieux (right), president of Gladieux Home Center, and Brandon Ziegelhofer, vice president, send their staff to vendor-specific training each year so they have access to the best and latest product knowledge.

May 2016 | HARDWARE RETAILING

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“If you’re going to be successful, you have to look the part. We spend a lot of time cleaning and straightening the equipment.

”

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old equipment, and many times customers end up not fixing them,” he says. “We weren’t recovering our mechanics’ lost labor time.”

Beware the communication gap.

Another big change Mason made to his service tech staff in recent years was to add a service writer to handle all of the paperwork, such as writing orders and making warranty determinations. Probably the most important thing the service writer does is handle all communication with the customer.

“The service writer helps bridge the communication gap between the technician and the customer,” Mason says. It’s important to use terminology the customer can understand when talking about what needs to be fixed on a machine.

And careful wording is especially important when dealing with warranty repairs. If damage to a machine is because of user abuse, then it’s likely not covered by the manufacturer’s warranty. How you communicate can make all the difference in keeping a loyal customer. “When trying to decide between the failure or the abuse of a machine, it’s easy to put the customer on the defensive,” Mason says. “For example, there’s a difference between saying to the customer, ‘It looks like you backed this mower into a tree,’ and ‘Do you have any idea how this could have happened?’ The first way puts the customer on the defensive.”

The service writer is trained to keep the conversation non-confrontational and work with the customer to figure out what caused the damage.

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Gladieux says he competes against eight other outdoor power equipment dealers within just a few miles of his store. He’s found that a good way to differentiate himself is to provide quality service and a professional showroom. “I’ve visited a lot of other retailers, and many of them don’t keep their showrooms clean,” he says.

“But if you’re going to be successful,

you have to look the part. We spend a lot of time cleaning and straightening the equipment.” Don’t miss the details, like putting prices on each piece of equipment and keeping displays neat and orderly.

Indoor showrooms are best, too. While setting a few pieces of equipment outside is great for attracting attention, the most successful retailers complement that display with an indoor showroom where shoppers can see clean equipment.

Display early and out of the weather.

When Stroinski created a 4,000-square-foot indoor showroom for his outdoor power equipment category, not only was it easier to keep equipment clean and maintained, but he was also able to display equipment earlier in the season; that has already been paying dividends.

“We brought in a large stock of mowers in December. We sold out of that stock by February, when people start getting their tax returns,” he says. That accounted for a 650-percent increase over a three-month period compared to the previous year.

This year, to encourage earlier sales, he also offered customers a down payment option: a $100 down payment would hold their purchase until spring. Most of his customers took him up on the offer.

Don’t be afraid to get a jump start on spring equipment sales.

Whether they are spending their tax returns or are just anxious for spring, shoppers may be ready to buy lawn mowers well before the snow has melted.

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Go deep in stock.

During the spring and summer, between his handheld, walk behind and riding equipment, McNaughton will have more than 400 units in stock. Displaying as much stock as possible on the showfloor sends the message that he is the leader in the category.

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May 2016 | HARDWARE RETAILING

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Take pride in the brand.

As it is with many categories throughout your store, outdoor power equipment accessories carry high margins. In addition to standard accessories like chain oil and safety gear, take advantage of the branded items.

“Our customers take pride in the brands they have, and they wear those with pride,” says McNaughton. He sells items such as jackets and T-shirts branded with his key vendors, and he says they sell well and carry high margins.

Survive the slow months.

A new showroom allows Dan Stroinski to display outdoor power equipment in December, which wasn’t too early for customers to start buying for the coming season.

“You have to give customers confidence that you are not dabbling in the category, but that you have a part or product if they need it,” he says.

Just-in-time delivery offered by some vendors can help alleviate the cash flow and space issues created by large equipment. But it’s important to be able to accommodate during high-demand times, such as a weather emergency.

The repair business can be boom or bust, with service shops full to overflowing during the spring and summer and nearly empty in the winter. Successful operators look for ways to even out the cycle.

The slowest time of the year for Gladieux’s repair shop is December through February. He offers customers a pre-season tune-up special.

Anyone who brings equipment in for a spring tune-up during that time gets a 10-percent discount. “Anything we can do to get customers in here early helps ease the rush during the busy spring,” he says.

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Are You Ready?

Make Sure You’re Prepared for the Industry’s Biggest Event

D

o you have a game plan? Do you know what exhibitors you will visit and which evening activities you will attend? Are you are ready for The National Hardware Show® and the 2016 North American Retail Hardware Association (NRHA) All-Industry Conference?

Together, these events represent the largest gathering of independent home improvement retailers in the world. So, whether you feel you are ready or not, Hardware Retailing can help you get the most out of your time in Las Vegas. The following pages are jam-packed with everything you need to know about this year’s events.

First, we highlight six reasons you need to come visit us at the NRHA Village. Second, we provide the NRHA Village Stage schedule so you don’t miss any of the free, educational seminars from well-known industry experts. Third, we’ve put together a must-see list of activities and events.

The conference and Show run May 4-6 at the Las Vegas Convention Center, and there are an abundance of events, programs and seminars to see during these three days.

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The NRHA Village, home to the NRHA All-Industry Conference, will be located inside the convention center’s Main Lobby, between the North and Central Halls. The conference is free to all retailers and National Hardware Show attendees.

Together, the Show and conference provide attendees a well-rounded experience.

The NRHA Village Stage will host a top-notch lineup of industry experts and keynote speakers who will provide attendees with helpful takeaways you can implement in your business. In addition, there will be a variety of networking opportunities for you to mingle with channel partners and fellow retailers.

“The more divided we are as independents, the easier we make it for our large national competitors—competitors we all share!” says Will Aubuchon of Aubuchon Hardware. “We must work to become more united, and the National Hardware Show is the place where it all happens, regardless of our wholesaler affiliations.”

Along with networking and educational opportunities, the event also includes awards programs, new and innovative products to the market and a look at upcoming trends in the home improvement industry.

It is truly an event you don’t want to miss.

Map Out Your Time in the NRHA Village Keynote Speakers Walmart and the economy are topics of the two keynote presentations that will take place on the NRHA Village Stage. Stop by to hear insights on Walmart from well-known author Charles Fishman.

Also, be sure to grab a seat for Mark Herbek’s presentation on the economy and initiatives retailers can use to propel growth in their stores.

Product Awards Ceremonies Take a seat at the NRHA Village Stage to see the variety of products presented during awards ceremonies, such as the Made in the USA Awards and the Lawn, Garden & Outdoor Living Awards. Learn more about other awards ceremonies that will take place on the Village Stage in the schedule on the following pages.

Stay Connected!

Since the National Hardware Show and NRHA All-Industry Conference are such large events, it may be difficult to know what activities and events are happening at different times. We’ve got you covered!

Search #NHShow on Twitter to see live tweets coming from the Show floor, along with coverage provided by NRHA and Hardware Retailing.

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Packaging and Merchandising Awards Expo Want to learn more about packaging and merchandising trends? Be sure to come to the NRHA Village Stage to see the 2016 Packaging and Merchandising Awards presentation.

Also see the winners on display in the NRHA Village for the duration of the conference.

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Learn More About NRHA

NRHA Independent Retailer Reception

Stop by the NRHA Village to learn more about the programs and services NRHA offers independent home improvement retailers. Want free shop-local signage for your store?

Want to start a new training program or develop a leader within your organization? Stop by, and we’ll get you started on the right path.

After a long first day on the floor, visit the NRHA Village for a networking session. Catch up with old friends and mingle with new faces in this casual and welcoming setting, which also includes free drinks and appetizers. If you’re interested in attending, please RSVP to Allison DeWitt, adewitt@nrha.org.

May 2016 | HARDWARE RETAILING

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Conference Events Schedule Wednesday, May 4 8:45 – 9:00 a.m.

NRHA Village Stage Opening 9:30 – 10:15 a.m.

What’s the Best Way to Pay? Speaker: Donna L. Embry, chief payments advisor, Payment Alliance International 10:30 – 11:30 a.m.

KEYNOTE: Succeeding in Spite of Walmart: Understanding ‘The Wal-Mart Effect’ and Using It to Your Advantage Speaker: Charles Fishman, author, “The Wal-Mart Effect” 1:00 – 1:45 p.m.

Think You’re Meeting Your Customers’ Expectations? …Don’t Count on It! Speaker: Jim Robisch, senior partner, The Farnsworth Group

4:00 – 4:45 p.m.

Cyber Attacks on the Rise! Learn How Your Business Is at Risk and How to Protect It Better Speaker: Carl Dent, SCLA, vice president of claims, Member Insurance 5:00 – 6:30 p.m.

NRHA Independent Retailer Reception Presented by NRHA/Hardware Retailing magazine

Thursday, May 5 9:00 – 9:45 a.m.

RETAILER PANEL: My Leadership Journey Moderator: Scott Wright, executive director of RLI, NRHA Panelists: Jim Rivas, Friedman’s Home Improvement; Christian Herrick, Randy’s Do it Best Hardware and Josiah Gates, Aubuchon Hardware

2:00 – 2:45 p.m.

Packaging and Merchandising Awards Speaker: Sara Logel, market research analyst, NRHA

10:00 – 10:45 a.m.

KEYNOTE: The Road to Recovery: Key Initiatives Driving the U.S. Economy and Home Improvement Industry Speaker: Mark Herbek, founding partner and executive director of home improvement research, Cleveland Research Company

3:00 – 3:45 p.m.

Why Mobile Is Bigger Than Web to the Home Improvement Market Speaker: Pat Murphy, vice president, Mobinar

11:00 – 11:45 a.m.

How Innovative Store Design Can Supercharge Your Bottom Line Speaker: Dale Hoover, president, Anza Environments

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12:00 – 12:45 p.m.

NRHA Spirit of Independents Awards Presented by NRHA/Hardware Retailing magazine and The Fuller Center for Housing Moderators: Bill Lee, president and CEO, NRHA, and David Snell, president, The Fuller Center for Housing

4:00 – 4:15 p.m.

Homewares Awards Presented by HomeWorld® Business

1:00 – 1:45 p.m.

NRHA Top Gun Awards Presented by NRHA/Hardware Retailing magazine Moderator: Allison DeWitt, director of member services, NRHA Panelists: Eli Bliffert, Bliffert Lumber & Hardware; Tim Fansler, Family Farm & Home; Jack Foxworth, Foxworth-Galbraith and Jeremy Melnick, Gordon’s Ace Hardware 2:00 – 2:45 p.m.

Understanding the Smart Home Category and Positioning for Future Success Speaker: Tom Stimac, chief innovation manager, GE Lighting, and Steve Hegenderfer, director of development programs, Bluetooth 3:00 – 3:15 p.m.

Made in the USA Awards Presented by Made in USA

5:00 – 6:30 p.m.

NRHA Retailers’ Choice Awards Presented by NRHA/Hardware Retailing magazine Moderator: Dan Tratensek, publisher, Hardware Retailing magazine and NRHA

Friday, May 6 9:00 – 9:45 a.m.

Last Chance Look From the Show Floor: NRHA Panel Moderator: Allison DeWitt, director of member services, NRHA 11:00 – 11:15 a.m.

New Product Launch Awards Presented by Amazon 11:15 – 11:30 a.m.

New Product World Awards Presented by DIY Network

3:30 – 3:45 p.m.

PDRA Scholarship Presentation Presented by Paint & Decorating Retailers Association (PDRA) For a complete seminar schedule, including seminar descriptions and speaker bios, please visit nrhaconference.com.

3:45 – 4:00 p.m.

Lawn, Garden & Outdoor Living Awards Presented by Lawn & Garden Retailer

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8 1 2 3 4 Things You Don’t Want to Miss

Personalized Exhibitor/Product Recommendations When you register for the Show, you’ll be asked to provide information about which product categories you’re interested in learning more about at the Show, and in turn, you’ll receive a personalized list of suggested exhibitors and products.

Brought to you by

NRHA Retailers’ Choice Awards

NRHA Top Gun Awards

Featured Product Gallery

It’s the 50th anniversary of this award, a tradition that not only honors manufacturers for their innovation but also helps retailers identify new, innovative products at the Show. A panel of retailers who buy products for a living are the judges for this long-time tradition.

A favorite session of conference attendees, the NRHA Top Gun Awards program gives you a chance to hear some of the most successful independent retailers’ thoughts on the industry and different initiatives they are implementing in their stores.

The National Hardware Show is the place to find the latest products. Featured product areas include: New Product World, Eco Friendly, Energy Efficient, Emergency Preparedness & Disaster Recovery and Made in USA and can all be found in one place: the Featured Product Gallery.

5 6 7 8 150

Big Brands

Information Line

Want to talk with exhibitors like Channellock or Big Green Egg? More than 100 big brands will be in attendance at the Show, with representatives who are ready to chat with independent retailers like you about the latest products, category trends, recent innovations and much more.

Got questions? Maybe you need the location of an event, or perhaps you’re looking for the booth number for a particular exhibitor. Just call or text this number, which will be provided at the Show, to get the answers you need. Another way to find information is the free NHS Mobile App.

HARDWARE RETAILING | May 2016

A Relaxed Atmosphere

Tailgate, Backyard & BBQ

You have plenty to do at the Show, but there are several opportunities to take a quick break. At the convention center, you can find free coffee and refreshments each morning, live music each day, and happy hour on the Show floor each afternoon.

This lively section, located in the Silver Parking Lot, always provides attendees a good time and energetic atmosphere. Don’t miss the tailgate party that starts at 4:30 p.m. Wednesday, May 6, and includes live entertainment, food and drinks. It’s open to all exhibitors and attendees.

Hardware Abroad International Hardware Fair Brings Industry Together in Germany

F

rom garden tools to battery-powered welders, there was plenty to see at the International Hardware Fair March 6-8 in Cologne, Germany, where more than 44,000 trade visitors from 124 countries gathered for the biennial event.

The Fair featured more than 2,500 exhibitors from 55 countries and showcased a complete range of hardware, plumbing, electrical, tools and fasteners, and spanned more than 1.5 million square feet of the Koelnmesse exhibition center.

“We are delighted about the outstanding results of the…

International Hardware Fair 2016,” says Katharina C. Hamma, chief operating officer of Koelnmesse, which produces the International Hardware Fair. “As a result of the conceptual changes and the integration of further industry themes such as e-commerce, the quality of the event was... improved.”

A strong contingent of representatives from North America were on hand at the Fair representing both the buy- and sell-sides of the channel.

U.S. manufacturers ranging from Channellock to Ajustlock were exhibiting at the event, showcasing their merchandise to an international audience.

American retailers also made their way to Cologne to spot trends as they emerge.

“I don’t just look at the International Hardware Fair as a place where I get to see products,” says Tim Buchheit, who operates Missouri-based Buchheit Enterprises and has attended the last two International Hardware Fairs.

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HARDWARE RETAILING | May 2016

“For me, it is also an opportunity to engage with manufacturers, retailers and other members of the global home improvement community on a much more personal level.”

Buchheit adds that at this year’s Fair, he was able to have meaningful meetings with a number of suppliers as well as retailers from around the globe.

“After attending the event two years ago, I really got more involved in some of the international organizations, like the International Hardware Association (IHA), and I recognized the value this kind of relationship can bring to my business,” he says.

Buchheit, who serves on the board of directors for the North American Retail Hardware Association (NRHA), also recently became involved as the North American representative to IHA. “Networking through organizations like NRHA and IHA has really paid dividends for my business,” he says. “At first, the value in attending an international event like this might not be so apparent, but for me, the meetings and networking alone make it a value to attend.”

North American Themes As is tradition at the International Hardware Fair, Canada Night kicked off the three-day event, hosted by Canadian-based Hardlines and sponsored by Koelnmesse.

NRHA also welcomed representatives from a number of other international hardware associations on the first night

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of the show. Among the contingent hosted by NRHA were representatives from hardware associations in Sweden, France, China and the United Kingdom.

“We view this show as a great way to connect with the international home improvement community and to learn from other companies around the world about how they are finding success in the market,” says Bill Lee, NRHA’s president and CEO. “By seeing what’s taking place in other parts of the world, it better equips us to bring new and innovative ideas to retailers in North America.”

To further welcome North American retailers, manufacturers and distributors present at the event, NRHA sponsored a North American Reception on the second night of the Fair, where attendees, exhibitors and guests gathered.

“Just judging by the attendance at our North American reception, you could see that this show really has an international appeal,” says Bob Cutter, NRHA vice president, who was on hand at the show to represent NRHA and Hardware Retailing.

Show Enhancements While there were millions of square feet of exhibits for show attendees to cover, several areas

of the Fair garnered a good deal of attention, including a brand new feature to this year’s show—the E-Commerce Arena.

The E-Commerce Arena featured a variety of online suppliers and retailers, including companies like Google, who were at the Fair to discuss opportunities available for online selling and sourcing.

To augment the E-Commerce Arena, the Fair also hosted an E-Commerce Theme Day, which included discussion panels and presentations about doing business in the Internet age.

Another new feature at this year’s show was the DIY Boulevard area, where exhibitors were able to showcase a variety of products in an easy-to-browse area outside the show’s central hall.

“The mood of both the exhibitors and visitors was positive throughout the Fair. Both the key themes of E-Commerce and the DIY Boulevard proved very popular,” says Thomas Dammann, executive director of the Central Association of the Hardware Trade.

The next International Hardware Fair is scheduled for March 4-6, 2018. For more information, visit www.eisenwarenmesse.com.

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HARDWARE RETAILING | May 2016

Top Product Innovations One of the biggest benefits for attendees of the International Hardware Fair is the chance to see new and innovative products from around the world.

Here is just a sampling of some of these items that were either nominated for the Eisen Awards or distinguished as winners.

At this year’s show, a number of products on display were honored with Eisen 2016 Innovation Awards.

For a full list, or to learn more about the award, visit www.eisenwarenmesse.com.

The Multi-Function lawn and garden tool from TC Tools Inc. (a Canadian-based company and Eisen nominee) allows users to engage in multiple duties without having to switch tools.

The High-Speed Alumaster® (winner) grinding disc from PFERDWerkzeuge allows users to engage in high-speed grinding of aluminum materials without the generation of hazardous dust.

This MMA/TIG welding system (nominee) from Fronius GmbH features an integrated, high-performance lithium-ion battery pack and the welder weighs in at only about 22 pounds.

The VDE Torque Wrench (winner) from Hazet-Werk allows users to dismount after use, making it possible for on-the-fly adjustments. For these highly precise instruments, this feature is both unique and in demand.

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Support NRHA’s Vendor Partners— They Support You! For more information on becoming an NRHA Vendor Partner, contact Marci Taschler at 317-275-9421 or mtaschler@nrha.org.

ABUS is one of the premier consumer security and safety product manufacturers in the world, offering products including padlocks, chains and cables. www.abus.com

Motorola Business two-way radios are the productivity tool for any business that wants to improve worker productivity, increase customer service and reduce labor cost by permitting workers to instantly communicate with each other.

ACS has been the leading Motorola Distributor to the hardware trade since 1991. www.acsradios.com

Acuity’s property/casualty insurance for retailers is rated A+ by A.M. Best. www.facebook.com/acuitymercantile or www.acuity.com

Ajax Wire has supplied the home improvement industry with quality springs for 80 years. Ajax—where it’s always spring time. www.ajaxwire.com

Hardware Suppliers of America is a specialized wholesale distributor of quality residential door hardware. HSI is your most trusted source when you need product in a hurry. 800-334-5625 or www.hardwaresuppliers.com

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HARDWARE RETAILING | May 2016

Allied Moulded offers the largest, most complete line of outlet boxes in the industry. Molded of impact-resistant, high-strength fiberglass reinforced thermoset polyester, Allied is branded as the Contractor’s Choice for nonmetallic electrical boxes and specialty products. www.alliedmoulded.com

Supplying innovation since 1935, Allway’s paint sundry tool line will enable you to work like a pro. www.allwaytools.com

Ames Research Laboratories, Inc., which manufactures premium grade, elastomeric coatings and paints for waterproofing roofs, walls, decks and basements, produces products that are environmentally friendly and easy to use for both commercial and DIY application. www.amesresearch.com

Apex Tool Group offers DIY customers more than 30 leading brands, including Campbell, Crescent, GearWrench, Lufkin, Nicholson, Weller and Wiss. www.apextoolgroup.com

Benjamin Moore & Co. remains committed to founder Benjamin Moore’s vision when he started his paint company in 1883 producing the highest-quality paints and finishes in the industry.

Today, Benjamin Moore delivers product directly to consumers through a nationwide network of knowledgeable, customer-friendly retail store operators. www.benjaminmoore.com

Berry Plastics is one of the world’s largest manufacturers of plastic products consumers use every day, with top brands including Nashua® Trusted Tape Products, Ruffies®, ColorScents®, Ruffies Pro® Trash Bags, Film-Gard® plastic sheeting and drop cloths, and Party Peacock® seasonal housewares.

Manufacturer of high-quality wood preservatives such as TWP, exterior stains, rust inhibitors such as Zero Rust, specialty products and finishes. www.amteco.com

There is only one, original Big Green Egg. Grilling, baking or smoking—it truly is the ultimate cooking experience. www.biggreenegg.com

Source for all your brass fittings, stops and supplies, valves, brass pipe fittings, brass nipples and other assorted product needs. www.andersonmetals.com

BONIDE offers the broadest line of home, lawn and garden controls, lawn fertilizers and grass seed in the industry. www.bonide.com

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Centurion’s large variety of Dymo® labels, interior and exterior signs and so much more enable you to build your brand along with your business. Store supplies include the POS business forms, receipt printer rolls and ribbons you use every day.

CHANNELLOCK BLUE® gripped tools are standard equipment in the tool belts, buckets and tool boxes of professional electricians, plumbers and mechanics. www.channellock.com

With humble beginnings in the family garage, Cole’s is a true mom and pop company dedicated to helping independent retailers beat the big boxes with nationally recognized best sellers. As testimony to their commitment to the little guy, Cole’s is the only national brand of wild bird feed that is not sold to mass merchants and discounters.

Char-Broil’s full array of grills satisfies all appetites and occasions. Contact Joe Neal at jneal@charbroil.com for more information. www.charbroil.com

Compass Minerals is a leading provider of essential minerals that provide solutions to nature’s challenges, including winter roadway safety and other consumer, industrial and agricultural uses.

Additional product includes specialty plant nutrition minerals that improve the quality and yield of crops. www.compassminerals.com

In business for over 96 years, COAST Products produces premium LED lighting products, including top-rated flashlights, headlamps and EAL Lanterns, as well as fine-crafted knives and world class multi-tools, all backed

by COAST’s guarantee.

Convenience offers premium specialty coatings, sealants and adhesives for commercial, industrial and residential construction and home improvement uses. www.convenienceproducts.com

Series ‘S’ self-priming centrifugal pumps

Lightweight, corrosion resistant pumps for freshwater, saltwater, ag chemicals and road treatment de-icers.

Use for: • Agriculture • Construction • Rental • Flooding • Swimming Pools • Golf courses • Irrigation • Aeration See us at your Spring Market Built in Lancaster County, Pennsylvania since 1974

Ph: 717-925-8240 Toll-free: 800-233-3861 Fax: 717-656-0477 email: sales@pacerpumps.com

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HARDWARE RETAILING | May 2016

Bussmann® manufactures the most complete line of high-quality fuses and circuit protection products for home, auto and industrial uses. www.cooperbussmann.com

Delta® Faucet is dedicated to transforming the ways you experience water. From our interactive Touch2O® technology, to H2Okinetic® shower technology, Delta continues to develop smart, innovative products and solutions.

Dap is the leading supplier and manufacturer of caulks, sealants, construction adhesives, insulating foams, spackling and repair products.

Headquartered in Baltimore and made in the USA. www.dap.com

Unrivaled in both performance and durability, DMT brand sharpeners have earned the reputation as the best sharpeners worldwide. www.dmtsharp.com

Superior Pump is a family-owned pump company founded in the 1990s, which specializes in residential/light commercial duty pumps. In keeping with family values, it continues to sell the highest quality products possible.

Duckback coatings have earned a prestigious reputation by successfully protecting and beautifying stunning and exclusive homes and resorts for over 25 years. The coatings are premium finishes that enhance decks, fences, siding and masonry.

Dutton-Lainson Company manufactures quality, made-in-theUSA products for the farm, ranch, hardware and boating industries. www.dutton-lainson.com

Dynamic Solutions Worldwide’s Dynatrap® brand introduces new and environmentally friendly ways to provide mosquito relief for your yard and home. www.dynatrap.com.

Trusted by generations of professional plumbers, the Eastman brand is synonymous with premium quality water connectors.

The company offers a full line of connectors for faucets, toilets, appliances and water heaters.

Count on Eastman products.

We Make Water Burn!

TM

Four Season Protection for Your Tools Visit Booth #11254 @ National Hardware Show and Toys May 4–6, 4 6, 2016

water in fuel 800.530.6935 0 6935 ElEliminating systems since 1965

K-100.COM 162

HARDWARE RETAILING | May 2016

ATF Compliance Is Mandatory.

Hassles Are Not. Introducing Epicor FFL Compliance Manager™ Epicor FFL Compliance Manager, created in collaboration with trusted frearms compliance and operations experts at Orchid Advisors™, enables any Federal Firearms Licensee (FFL) to: XXQuickly and easily complete A&D logging tasks using built-in guidance and user assistance XXInstantly create ATF-friendly reports for inspections and traces, with just one click XXConfdently stay compliant by performing self-audits XXAccurately reconcile inventory so nothing falls through the cracks XXSpeed customers through with customer kiosk capability on any web-enabled device

Use FFL Compliance Manager on its own, or seamlessly integrated with the Epicor Eagle N Series™ retail business management solution.

Get started today.

epicor.com/fcompliance

Copyright ©2016 Epicor Software Corporation. All rights reserved. Epicor, the Epicor logo, Grow Business, Not Software, and Eagle N series, are trademarks of Epicor Software Corporation in the United States and certain other countries. Orchid Advisors is a trademark or registered trademark of Orchid Advisors LLC.

ECi is the best POS and business management software provider. Its solutions, RockSolid and Spruce Computer Systems, help LBMH dealers gain insight and efficiencies in their businesses to increase profits. www.ecisolutions.com

With over 45 years of Wet/Dry Vac engineering and manufacturing excellence, Emerson produces quality vacs, accessories and filters for commercial, construction and DIY applications. WORKSHOP Wet/Dry Vacs deliver power, performance and durability. www.emersontoolcompany.com

EnviroCare has developed an extensive line of professional grade mold solutions called Moldex® Brands designed specifically for the individual homeowner within the DIY market. Today, Moldex® products empower consumers who want to rid their household of mold and keep the hazard from returning. www.envirocare.com

Epicor is the leading provider of business management software solutions enabling companies to increase efficiency, improve profitability and optimize every aspect of business. www.epicor.com.

For more than a century, Federated Insurance has provided peace of mind to business owners through valued insurance protection. www.federatedinsurance.com

Often imitated, Ettore Steccone’s original design has remained virtually unchanged since its inception in 1936.

His secret: the rubber. With the same security afforded soft drink formulas, the ingredients formulation of Ettore rubber is carefully guarded. At the core of the system is a supple and smooth yet razor sharp square edge, which leaves glass sparkling clean and streak free.

What makes Bubba Blade the fastestselling fillet knife in the country? From the high-carbon stainless steel blade to the distinctive No-Slip-Grip handle, Bubba Blades offer sharpness, durability and control for perfect filleting. www.bubbablade.com

The custom market research and strategic consulting firm serves manufacturers/ retailers in the building material, hardware and home improvement industries. www.thefarnsworthgroup.com

Find out what a Red Dragon torch can do for your customers today—flame, burn, thaw, heat, sterilize, dry and remove. www.flameengineering.com

Mosquito endcap Special discounts and September dating available now Kill Larvae Controlling larvae is a cornerstone to efective mosquito control. Ponds, bird baths or any place with standing water should be treated.

Repel Adults For temporary relief during outdoors events, all natural area mosquito repellents are an added level of protection.

Kill Adults Reducing adult populations is essential to overall control that will allow safer outdoor enjoyment.

Collapse entire populations Thermal fogging is so efective it will collapse entire mosquito populations providing the most efective short and long term control.

CALL: 315-736-8231 x221 EMAIL: sales@bonide.com 164

HARDWARE RETAILING | May 2016

Our local salesperson is ready to assist you

A leading U.S.-based manufacturer of lawn & garden hoses for 60 years, Flexon offers a product line suited for homeowners and professionals alike while maintaining a standard in quality, performance and durability. www.flexonhose.com

Fluidmaster is a plumbing industry icon, offering innovative yet easy-to-use repair products for more than 50 years! www.fluidmaster.com

Red Lion products include an industry-leading water pumping product line that has been trusted in the market since 1935. Red Lion is the name you can rely on for maximum performance in the most demanding applications. www.redlionproducts.com

For over 30 years, Franmar has supplied the industry with environmentally friendly products from soybeans, replacing traditional hazardous products. The consumer eco-smart products deliver performance at a great value. www.franmar.com

General Pipe Cleaners manufactures a full line of high-quality drain cleaning tools in the USA for DIY, rental and professionals. www.drainbrain.com

GOJO Industries, Inc., inventor of PURELL® Advanced Hand Sanitizer, has been an industry leader in improving well-being through hand hygiene and healthy skin since 1946. www.gojo.com

Iron & Oak manufactures premium commercial log splitters. The product lineup includes 15- to 37-ton horizontal, horizontal/vertical and tractor mount splitters. www.ironandoak.com

Known for some of the most durable, high-quality work gloves in the market, family-owned Hestra JOB was founded in Hestra, Sweden, in 1936. Hestra JOB has over 50 high quality comfortablefitting glove styles including Garden & Landscape, Low-Risk, Multi-Use, Heat and Weather.

Howard offers unique, high-quality wood care products such as Restor-A-Finish, Feed-N-Wax and Orange Oil. Made in the USA. See them at the National Hardware Show®. www.howardproducts.com

AdjustAble, NoNmetAllic electricAl boxes Product Features:

Allied Moulded’s SLIDERBOXX® ffamily il of adjustable wall boxes was designed for applications where the wall substrate thickness goes beyond the standard wallboard. With SLIDERBOX, there’s no need to remove or relocate mounting screws to reposition the box!

The complete line of SLIDERBOX products in both new and old work applications includes: • Single, Two, Three, & Four Gang Wall Boxes • 4" Paddle Fan & Fixture Support Boxes • 4" Round Outlet/Ceiling Boxes • Low Voltage Partition • Horizontal Mount Box

• Internal rails guide slider for smooth mounting adjustability in wall substrates from ½" to 1- 3/8" thick

• Notched on side of box for straight sliding action; heavy-duty, non-slip pad for solid mounting

• Square corner design allows for easy cut-in for old work applications; includes molded spline device holes

• Internal screws recessed in slider plate pockets per UL 514C requirements

• Patented (6,365,831 B1) molded in Speed Klamps™ in multi-gang and ceiling boxes • Patented (7,855,338) slider plate holds screws in ready position for faster mounting Scan for more SLIDERBOX information!

Strong and innovative, Allied Moulded’s full range of nonmetallic electrical outlet boxes and specialty products are designed with both the electrical contractor and DIY homeowner in mind, covering a breadth and depth of residential construction applications unmatched in the industry.

w w w . a l l i e d m o u l d e d . c o m © 2016 Allied Moulded Products, Inc.

222 North Union Street • Bryan, Ohio 43506 Ph: 800-722-2679 • Fx: 800-237-7269 May 2016 | HARDWARE RETAILING

165

Yaktrax is proud to offer a wide array of ice traction devices for your shoes that provide solid, predictable traction that you are used to on dry surfaces.

The Independent Garden Center Show is the destination for hardware retailers looking to maximize their garden department profits. Enjoy acts like the Gin Blossoms in concert and three keynotes at each IGC Show. www.igcshow.com

Recognizing all socially responsible businesses, Independent We Stand is focused on helping independently owned, small business owners across the country thrive and survive within their communities while educating fellow neighbors and consumers about the many benefits of buying local.

The International Housewares Association is the industry’s not-forprofit trade association committed to maximizing the success of the home products industry. The Association provides its membership a top home products marketplace, facilitates global commerce and buyer-seller interface, industry research and increases consumer awareness in home products.

K-CO Products markets and distributes unique, USA-manufactured products that compete successfully within large, high-volume categories. www.kco-products.com

Make sure Intertape is in the mix for the next painting job. The entire line of Intertape painting tapes are Americanmade. www.intertapepolymer.com

Jack Link’s Beef Jerky is the leading U.S. meat snack brand and fastest-growing meat snack manufacturer worldwide.

Jack Link’s meat snacks are offered across several categories and are low in calories, fat and carbohydrates, and high in protein.

Ilco offers an extensive line of quality key blanks and provides a broad line of key machines, automotive key equipment, replacement cylinders and storefront hardware. www.ilco.us

Kapro’s patented, innovative levels, lasers, layout, marking/measuring tools help get the job done—in the home and on the job site. www.kapro.com

better torches. better tools.

PLACE AN ORDER TODAY 800.969.3334 www.magna-insto.com

TM

Magna Industries, Inc. Cleveland, OH 44102

All Products Proudly Designed in

USA

Globally, L’Image develops, manufactures and distributes a wide product array, including light bulbs, batteries, indoor and outdoor light fixtures and power electricals to major retailers. www.limagehomeproducts.com

Lavelle is a rubber and plastics manufacturer dedicated to creating precision stock, custom products and assemblies crafted to maximize various products’ capabilities.

Lavelle offers and designs an extensive array of materials that complement a depth of expertise in engineering and tooling. www.lavelle.com

Kissner is a customer-support focused, major ice melt manufacturer supplying a wide range of high-quality products.

Established over 130 years ago, Kissner has evolved to become a trusted market leader, providing reliable service to numerous consumer groups throughout North America. www.kissner.com

LFS Glove is an importer and distributor of Bellingham Glove and Wonder Grip, known for best quality and fit in seamless knit palm-dipped gloves, as well as premium, quality performance gloves.

LEDXpert Lighting is a manufacturer and wholesaler specializing in LED linear tubes, replacement bulbs, and indoor/ outdoor fixtures for commercial and industrial use. Recognizing the need for a cleaner and safer environment, the company is committed to minimizing CO2 emissions and the protection of our natural resources. www.ledxpert.com

Since 1981, Kraft Tool has manufactured trowel trade tools and accessories for concrete, masonry, asphalt, drywall and tile industries. W. Rose™, Sands Level & Tool Co.®, Superior Tile Cutter®, and Hi-Craft are manufactured by Kraft.

For 130 years, Starrett has been known for manufacturing the finest quality precision tools in the industry—Precision Measurement tools for construction and home improvement markets.

MFM Building Products is a manufacturer of a complete envelope of exterior, selfadhering waterproofing membranes and tapes. Count on its 55 continuous years of excellence to the construction industry. www.mfmbp.com

K100 Fuel Treatment was developed in 1965 to remove water from fuel.

Today’s ethanol fuels attract water, which can badly damage equipment if not promptly removed. www.k100fueltreatment.com

ICE

BEETER

™

When nothing else works!

Kissner invites you to come see for yourself and speak directly with our sales team.

National Hardware Show, Las Vegas, NV. Booth 11050. May, 4th-6th 2016. www.ice-beeter.com

1 (800) 434-8248

May 2016 | HARDWARE RETAILING

167

Mr. LongArm is a U.S. innovator and leading manufacturer of extension poles and accessories for painting, staining, window cleaning and more. www.mrlongarm.com

Magna Industries, Inc. is a family-owned manufacturer that offers a variety of DIY and premium hand tools, including the MagTorch brand, delivering an array of Propane and MAP//Pro torches and torch kits. The Superior Tool product line consists of specialty-patented and innovative tools used for a multitude of DIY and professional applications.

Mascot is a manufacturer-exporter of metal decorative builders’ hardware products covering a vast range of cabinet door, window, gate, barn, reinforcement, decorative and architectural hardware. www.mascotmetal.com

Maverick Industries’ latest Wi-Fi and Bluetooth-enabled barbecue and roasting digital thermometers offer a connected cooking experience, delivering accurate and reliable temperature readings that foster food safety. Cook smart and grill smart with Maverick. www.maverickhousewares.com

When it comes to product selection, in-store service and the industry’s best merchandising, Midwest Fastener is your preferred partner in profit. www.fastenerconnection.com

For more than 70 years, MAX has been the premier manufacturer of pneumatic nailers. www.maxusacorp.com

Since 1952, Midwest Products has been processing small dimensional woods perfect for a wide variety of projects for crafters, modelers, students and architects.

Since 2008, MIDE Products has manufactured durable, aluminum storage hooks and decorative hangers that can be used throughout the home.

Whether you’re organizing the garage or shed, adding a flower box to the front porch or decluttering a pool deck, MIDE products are a good option.

National Manufacturing Co. began in 1901 as a small wagon company in Sterling, Illinois. Today, the National Hardware brand has reached global status, offering more than 7,500 products worldwide.

Meet Project Smoke TV Host: Steven Raichlen Come to the Maverick Outside Tailgating Booth #Outdr521 to meet Project Smoke TV host Steven Raichlen. See our latest & greatest Maverick products and sample food from Raichlen’s new Project Smoke book and TV show.

Make sure to bring your business card to enter a drawing to win an autographed copy of Steven’s new book.

Maverick is proud to sponsor Steven Raichlen’s Project Smoke on Public Television.

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HARDWARE RETAILING | May 2015 2016

94 Mayfield Avenue, Edison, New Jersey 08837 Tel: 732-417-9666 • Fax: 732-417-9673 www.maverickhousewares.com

TM

Nite Ize products and brands strive to exemplify problem/solution-based thinking with quality and performance at the core. Every product offered is designed with creative innovation.

The leading manufacturer of stains, finishes and sundries is dedicated to serving the independent dealer, contractor and do-it-yourselfer. www.myoldmasters.com

Oneida Air Systems® is an industryleading designer and manufacturer of portable and stationary cyclonic dust collection systems, industrial vacuums, ductwork and components. Our USA made dust collection equipment captures woodworking and other types of dust resulting from manufacturing processes. www.oneida-air.com

Pennsylvania & Indiana Lumbermens Mutual Insurance Companies (PLM/ILM) is the premier insurance provider for the lumber, woodworking and building material industries. The company offers competitive rates, loss control programs and prompt claims response/handling. www.plmilm.com

Pacer Pumps offers lightweight, portable thermoplastic transfer pumps for use with chemicals, fresh and salt water, and fertilizer applications. The thermoplastic material makes the pumps durable in corrosive environments such as agriculture chemicals. Pacer originated the high performance centrifugal pumps molded from thermoplastics, and is known as one of the leading manufacturers. Pump components are molded and assembled in Lancaster, Pennsylvania.

Pacsoft is a family business serving family businesses since 1984.

The dedicated team of seasoned professionals is driven by its purpose to improve customers’ efficiency and profit in the home improvement retail segment. www.pacsoft.com

Founded in 1980, Paladin Data provides point of sale (POS) software specializing in hardware stores, LBM and pharmacies. The system was designed with a user-friendly graphical interface employees can appreciate and adopt quickly.

The company’s dehumidifiers/air conditioners use non-ozone-depleting refrigerants. Energy Star-rated units offer a perfect mix of performance and efficiency. www.perfectaire.us

SPECIALIZED PROTECTION. YOU KNOW YOUR BUSINESS IS NOT LIKE OTHERS. YOU HAVE SPECIFIC NEEDS AND RISKS THAT YOU WORRY ABOUT… THINGS LIKE DUST COLLECTION, AUTO FLEET SAFETY AND FIRE PROTECTION. YOU NEED AN INSURANCE COMPANY THAT UNDERSTANDS THESE UNIQUE RISKS AND ISSUES.

MEET MICHAEL. Michael Culbreth has been a Loss Control Services Consultant with PLM/ILM for over 13 years. Over these years he has visited thousands of lumberyards, sawmills and wood products manufacturing operations.

He lives and breathes the lumber and building material industries. Michael’s specifc knowledge allows him to provide our customers with relevant and practical recommendations to protect their businesses.

He understands that as a business owner there is no good time to experience a loss or disruption. Michael aims to prevent risks that are avoidable and to make sure you are adequately prepared for what may come.

He cares about your business. Let him and PLM/ILM help you keep it safe.

PENNSYLVANIA LUMBERMENS MUTUAL INSURANCE COMPANY INDIANA LUMBERMENS MUTUAL INSURANCE COMPANY MAIN 800.752.1895

WEB WWW.PLMILM.COM

On location at Edwards Wood Products, Inc. in Marshville, NC

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HARDWARE RETAILING | May 2016

Sunnyside Corporation 225 Carpenter Avenue Wheeling, Illinois 60090 www.sunnysidecorp.com

Phifer Incorporated is the leading insect screening brand and only Made in the USA manufacturer and supplier of woven screening and accessory products for the retail hardware industry. Familyowned and operated and headquartered in Tuscaloosa, Alabama, Phifer offers a complete line of aluminum, fiberglass and polyester insect screening, petresistant screening and sun control fabrics. www.phifer.com

Plaskolite offers responsive customer service/superior quality products and an array of smooth sheet acrylic and lighting panels. www.plaskolite.com

Plasti Dip International, the makers of Performix Brand products including Plasti Dip®, has developed and manufactured its own specialty flexible, rubberized and protective foam coatings and adhesives since 1972.

Plews & Edelmann is a leading designer, manufacturer and distributor of parts and tools for industrial, hardware and automotive markets. www.plews-edelmann.com

Quikrete knows concrete, and is No. 1 with a full range of concrete products for the do-it-yourselfer and professional. www.quikretecoatings.com

Prestige Ameritech, America’s largest surgical mask maker, has teamed up with Jordan Enterprises, owner of the immensely popular Realtree® camouflage prints, to introduce the Realtree® Camo Mask. The company says, “Why wear a plain mask when you can wear camo?”

Red Devil has been the leading manufacturer of caulks, sealants, adhesives and painter’s tools for more than 140 years. www.reddevil.com

Dedicated to keeping the independent retailer/wholesaler relationship thriving, PRO Group, Inc. is a marketing and merchandising buying group offering group purchasing power, outstanding advertising and marketing, nationally recognized manufacturer partners and services developed for the success of the independent channel.

Reliance Controls Corporation is a North American manufacturer and supplier of manual transfer switches since introducing the original “loadside” transfer switch design in 1983. Reliance currently offers more than 500 different types of generator transfer switches, panels and accessories to meet generator connection needs.

CONTACT MAX FOR FREE DISPLAY 3 Tool 1 Tool 6 Tool Display kit Display kit Display kit

800-223-4293 www.maxusacorp.com 172

HARDWARE RETAILING | May 2016

Located in eastern Texas, S-Line is a recognized manufacturer of Cargo Control, Transportation Management and Overhead Lifting products for the retail, commercial, motorsports and heavy duty fleet industries. In 2008, S-Line was acquired and is now actively managed by Ancra International, a leading manufacturer of Fleet Cargo Control products.

Santint’s space-saving MS3 Dispenser Mixer Combo is great for hardware stores because it combines a manual dispenser that is ideal for all colorants, including no VOC. It offers a multisize mixer that can handle any size paint can from quarts to 5 gallons. Santint products have a complete three-year warranty.

Located in Brighton, Colorado, and founded in 1936, Sashco, Inc. is a family-owned company dedicated to making quality premium sealants for every application. A commitment to making premium products drives our innovative spirit.

A partnership with Sears Hometown Stores, Inc. gives retailers the opportunity to offer top appliance brands, such as Kenmore®, Maytag®, KitchenAid® and Whirlpool®, and full product lines in their stores and through the Sears website, with no fees or royalties. Inventory is provided on consignment to owners, so store-within-a-store partners are not required to pay for inventory or freight expenses. As of Jan. 31, 2015, dealers and franchisees operated more than 1,100 stores across America.

Nearly 50 years ago, Shop-Vac® pioneered the concept of a rugged vacuum cleaner for heavy duty cleaning. As the recognized world leader in Wet/Dry vacuums, Shop-Vac offers quality products that provide an excellent value and are produced with manufacturing technology second to none.

ShurTech Brands LLC markets do-ityourself tapes, office and housewares products under the Duck®, Painter’s Mate Green®, FrogTape®, Shurtape® and Easy Liner® brands. www.shurtech.com

Simple Green® manufactures nontoxic, biodegradable, environmentally safer cleaning products. Made in the USA for more than 35 years. www.simplegreen.com

Stock The Product That Will Be Leaping Off Your Shelves!

FrogTape® is the only painting tape treated with PaintBlock® Technology which delivers sharp paint lines the first time, every time.

Available in off shelf displays, make sure your store has FrogTape® stocked so customers can experience the FrogTape® difference!

frogtape.com

© ShurTech Brands, LLC 2016/65245

Simpson Strong-Tie is your resource for deck connectors and fasteners as well as education on deck framing and code requirements. www.strongtie.com

Southwire leads in manufacturing residential, commercial, industrial utility electrical wire and cable in copper and aluminum, rod casting machinery and OEM products. www.southwire.com

Stanley Black & Decker is a global provider of hand and power tools and related accessories, mechanical access, healthcare and electronic security solutions and engineered fastening systems. Learn more about the DEWALT, PROTO, BOSTITCH and MAC brands online. www.stanleyblackanddecker.com

STIHL is the No. 1 brand of handheld outdoor gasoline power equipment in America. Learn how to become a STIHL servicing dealer. www.stihlusa.com/contact.php

Stenn International Ltd. is a globally operating, U.K.-based financial company focused on optimizing trade terms between Asian, North American and European buyers. Specializing in financing delayed payment terms, Stenn offers suppliers payment up front while allowing buyers to receive a more favorable O/A payment term.

With over 70 years of experience in the building and home renovation markets, Stratco has become one of the largest producers and marketers of quality building and home improvement products in Australia. www.stratco.com.au

Swiss+Tech Products combine innovation and convenience with affordable price points. See Swiss-Tech’s entire assortment online. www.swisstechtools.com

As North America’s leading supplier of soilless growing mixes to professional greenhouse and nursery growers, Sun Gro’s products have been carefully developed by professional horticulturists and produced under the industry’s highest standards. Technical and sales support helps growers yield continual outstanding results.

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HARDWARE RETAILING | May 2016

Sunnyside has provided quality products since 1893: Sunnyside Paint Thinners, Back to Nature Ready-Strip Safer Paint Removers, M-1 Mildew Treatment and Cleaners.www.sunnysidecorp.com

Tarter Farm and Ranch Equipment is the nation’s largest farm and livestock equipment manufacturer in the USA, offering products in 10 different categories. Tarter is your one-stop shop for everything farm and ranch.

Every weekday, The Grommet reveals innovative products from independent makers and inventors. The Grommet Wholesale provides retailers a onestop source to order from thousands of makers. Named the Rising Star by Gifts & Decorative Accessories magazine in 2015, The Grommet Wholesale now works with more than 6,500 U.S. retailers. www.wholesale.thegrommet.com

Offering a wide selection of residential, commercial and electronic access control products, parts and accessories, Top Notch strives to be the foremost architectural door hardware distributor in the industry by offering exceptional integrity, knowledge and service. www.topnotchinc.com

Transparent Container Co. is a leading designer and manufacturer of retail packaging solutions, including blister and club packaging, clamshells, printed plastic and paperboard folding cartons, and contract packaging. The company services clients from strategically located facilities in Illinois, California, Georgia and Mexico. To learn more about Transparent Container, call 888.449.8520. www.transparentcontainer.com

UGL provides top-quality, wellrecognized and respected products.

Brands include DRYLOK Masonry Care, ZAR Wood Care and UGL Maintenance & Repair. www.ugl.com

USP Structural Connectors is the original connector company, offering more than 3,000 codeapproved structural hardware products for professionals and DIYers. www.uspconnectors.com

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HARDWARE RETAILING | May 2016

(EM)POWERING YOUR HARDWARE BUSINESS INTRODUCING

An all-new, innovative business management solution for hardware dealers.

RockSolid MAX is a cloud-based solution, so it will reduce server/software maintenance and equipment issues and protect your data should disaster strike. Best of all, RockSolid MAX is easily flexible and scalable to YOUR business, with the features you need to power your business.

POINT OF SALE

INVENTORY

PURCHASING

MOBILE

SPECIAL ORDERS

REPORTING

For more information on RockSolid MAX visit http://www2.ecisolutions.com/getrocksolidmax 800.588.5128

info@ecisolutions.com

www.ecirocksolid.com

ECi, the ECi Red Box and ECi RockSolid are trademarks or registered trademarks of ECi Software Solutions, Inc. All rights reserved.

MORE

VP Racing Fuels, best known as the World Leader in Race Fuel Technology™, fuels champions in virtually every form of motorsport on land, sea and air. Having developed fuels for the most sophisticated race engines in the world, VP now formulates VP Small Engine Fuels for outdoor power equipment. www.vpracingfuels.com

Since its humble beginnings 3,000 years ago, the circular clay-based Kamado design has been refined through centuries of trial and error. Vision Grills has added new features, improved the venting design and replaced the brittle clay with a superior ceramic.

However, the core design still remains—a welcome reminder that often simple is truly better.

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HARDWARE RETAILING | May 2016

Warner manufactures contractor-grade paint scrapers, drywall tools, putty knives and other maintenance products.

Smarter. Stronger. Better. The Warner Way. www.warnertool.com

Whink offers a full line of highly effective, professional-strength cleaning solutions. Whink, since 1947—proudly made in the USA. www.whink.com

Warp’s is celebrating its 90th year of producing genuine top-quality plastics for the home improvement industry.

Products are made in the USA.

Wingate offers going out of business, store closing, closeout, retirement, inventory and liquidation services.

Lost lease/quitting business sales produce outstanding results. www.wingatesalesinc.com

Westpro Power Systems was established in March of 2011. The goal was to combine the highest quality, most cost efficient design of power products and accessories with a trusted brand known for integrity, heritage, value and innovation. The result is Westpro Power Systems’ full line of Westinghouse Powered Products.

Wood Industries, Inc. is located in northeast Mississippi. It manufactures and distributes a complete line of air compressors, air tools, parts and accessories.

With three brands—Iron Horse, Eagle and Maxair—Wood caters to the farm ag, industrial, contractor, automotive and home user markets.

Customers shop your store for materials they need for PineCar woodworking projects. Offer other PineCar products to increase add-on sales. pinecar.woodlandscenics.com

Wooster is the leading manufacturer of both pro and DIY painting products, and has been based in Wooster, Ohio, since 1851. www.woosterbrush.com

World and Main uniquely combines product development, merchandising and distribution solutions across the home, hardware and building supply categories. The company makes it easier for customers to navigate the global supply chain by distributing World and Main branded and valueadded products to all retail and commercial channels.

World Pet Association’s SuperZoo is a nonprofit event that provides retailers with pet industry products, intelligence and insights to help them make strategic decisions and run their businesses more profitably while increasing sales and the bottom line. www.superzoo.org

Zip-Up Products, developers of the original patented peel and stick zipper door for dust containment, offers a full line of products for dust barriers and temporary protection of carpets, floors, countertops and more. Zip-Up is dedicated to supporting the independent retailer. www.zipup.com

The Wrap-On® Company has been a U.S. manufacturer of electric pipe heating cables, roof and gutter de-icing cables and a variety of other products for more than 50 years. Wrap-On® manufactures all products at a modern facility near Chicago in Alsip, Illinois.

Xtend+Climb offers a range of innovative climbing products to the professional and domestic DIY landscape by designing easy-to-use solutions while positively impacting consumers’ daily lives. www.xtendandclimb.com

StrongARM

®

fit | function | strength

Chrome Classic Style P/n: 6050BP

Bronze Faucet Style

P/n: 6081BP

Brushed Nickel Faucet Style P/n: 6071BP

Chrome Faucet Style P/n: 6051BP

universal fit: Front

Angled

Side

Side, Down

Right

www.korky.com/levers

“Alongside the great instructors, everyone in attendance is a progressive, well-respected individual within their company. Regardless of size, location or tenure, everyone is in full support of one another.”

—Jonathan Miller, Miller Hardware, Valdosta, Georgia

Don’t miss out! The deadline for the Fall 2016 session is July 31!

These companies are supporting the success of independent retailers by providing scholarships.

An Instant Sense of Community Whether you are beginning your career in home improvement retailing or are looking to prepare the next generation of leaders within your organization, the North American Retail Hardware Association (NRHA) is here to help.

NRHA’s Retail Management Certification Program provides up-and-coming retail leaders with the skills they need to engage in strategic planning, decision making and leadership activities.

The program offers students: • An industry-focused education • Small class sizes • Ongoing networking opportunities • Mentoring from college professors and leading industry experts • Guidance and support developing ROI-focused business improvement projects • A flexible six-month course with the adult learner in mind • Three in-person visits for hands-on learning

To learn more about NRHA’s Retail Management Certification Program and how it helped Jonathan, visit nrharmcp.com/testimonials.

Contact Scott Wright at 317-275-9417 or swright@nrha.org. Visit nrharmcp.com.

PAC K A G I N G A N D MERCHANDISING

AWA R D S

2016 NRHA PACKAGING & MERCHANDISING AWARDS PROGRAM Celebrating the Industry’s Best Merchandising and Packaging

T

he North American Retail Hardware Association (NRHA) is pleased to announce the results of the seventh annual Packaging and Merchandising Awards program. Manufacturers throughout the U.S. and Canada submitted their finest packaging and merchandising/point-of-purchase display materials to the awards committee in hopes of being recognized as the best in the industry.

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To determine the winners, NRHA invited three expert judges to convene in Indianapolis to review and critique each entry thoroughly. Each judge contributed unique experience and knowledge to the program. The judges scores were tallied, and winners were selected for each of the four award levels.

The Whole Package Awards were given to the entries that received the top ranking from judges, scoring highest

for each category. These winners exemplify the highest standard of excellence.

The Environmental Packaging of the Year Award was given to the packaging entry that displayed the greatest progression in green initiatives, such as sustainability and waste elimination. Additionally, entries that received the highest scores and demonstrated a superior level of packaging or merchandising excellence were named Gold Award winners. Silver Award winners displayed above average packaging or merchandising efforts.

Each complete entry is featured in this publication in accordance with the award it received.

2016 National Hardware Show® The National Hardware Show® and Hardware Retailing magazine are sponsors of the 2016 Packaging and Merchandising Awards program.

For the eighth consecutive year, the National Hardware Show is also sponsoring the NRHA Village and All-Industry Conference, which will be held in conjunction with the 2016 National Hardware Show. The event is scheduled for May 4-6 at the Las Vegas Convention Center.

Throughout the Show, all entries will be prominently displayed in the Packaging and Merchandising Expo located in the NRHA Village. Gold Award winners will also be recognized during a presentation hosted on the NRHA Village Stage at 2 p.m. on Wednesday, May 4. Whole Package Awards and the Environmental Packaging of the Year Award will also be presented during the ceremony.

NRHA's Packaging & Merchandising Awards Program is sponsored by:

Meet the Judges Andrew Hufford Advertising Manager Do it Best Corp.

13 years in the packaging industry Hufford currently oversees all advertising and in-store merchandising pieces for Do it Best Corp. He also serves as the chairman for the Do it Best Corp.’s Retail Branding Committee for all private-label packaging. Do it Best Corp. serves 3,800 member-owned locations in the U.S. and more than 50 countries.

Loren Heinzeroth President Heinzeroth Marketing Group 35 years in the branding and marketing industry Heinzeroth runs a creative marketing agency that specializes in the hardware and home improvement channel. He assists brand marketers in gaining and growing shelf position through effective packaging, merchandising, promotional support and media strategies. His background also includes corporate marketing and agency creative work.

Michael Gunning General Manager Fusek’s True Value Hardware 20 years in the retail industry Gunning currently handles management duties for a True Value Hardware store in downtown Indianapolis and plays an integral role in the company’s industrial supply division. Through Fusek’s True Value Industrial Supply, Gunning has done business with unique corporate clients. Previously, he held management-level positions in the big-box market.

Brought to you by

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Whole Package Award The Whole Package Award went to the top entries in both the packaging and merchandising categories. These two winners exemplify the highest standard of packaging and merchandising excellence in this year’s competition.

This special award went to the packaging entry that made the greatest advancement in the field of environmental packaging.

BRASSCRAFT MANUFACTURING

SUNSHINE MAKERS, INC.

SURE2CONNECT FLOOR DISPLAY

SIMPLE GREEN MULTI-PURPOSE FOAMING CLEANER

Sure2Connect is a specially engineered polymer water shutoff valve with pushon technology. The valve also incorporates a new verifcation technology and is rotation-resistant once installed. It can be used on all pipe material types and requires no special tools for installation. It allows the installer to hear, see and feel that the install was complete.

The Simple Green Multi-Purpose Foaming Cleaner wins top honors for environmental packaging because its production process involves less energy, material consumption and waste, emitting four and a half times less carbon dioxide than the production of aluminum. The contents are 100 percent recyclable.

The polymer-coated steel also eliminates the need for solvent-based lining and coatings, reducing harmful emissions, energy usage and hazardous wastes.

Additionally, the printing process omits the use of water and alcohol, reducing waste and resources.

RAIN BIRD CORPORATION EASY-TO-INSTALL IN-GROUND SPRINKLER SYSTEM The frst professional-grade Rain Bird sprinkler system is designed for homeowner installation and provides everything needed to save water while keeping a lawn green season after season. The system attaches to any outside faucet and includes six high-effciency rotary sprinklers, tubing, connectors and Rain Bird’s digital timer for automatic scheduling. The system covers an area of up to 3,000 square feet and retracts into the lawn for a clean, uncluttered mowing process.

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Environmental Packaging of the Year Award

PACKAGING GOLD AWARD

Packaging Gold Award The winners of the Packaging Gold Award were chosen based on the following criteria: overall shelf and sales appeal, graphic design, innovation, packaging efficiency, shelf life and selling features.

BLACK DIAMOND INTERNATIONAL FOREST GROUP BLACK DIAMOND CHARWOOD Black Diamond CharWood is USDA-certifed organic lump charcoal for grilling produced from center-cut hardwoods and regulated for consistent A-1 quality standards. This pure center-cut hardwood allows for lower cost per grilling and is consistent in quality and size.

BERLIN PACKAGING TURTLE WAX JET BLACK, QUICK AND EASY AND PERFORMANCE PLUS LINES Turtle Wax comprises a complete line of top quality automotive appearance products, including interior and exterior cleaners, waxes and polishes.

These innovative car care product lines meet the ever-changing needs of both car consumers and the automotive industry.

SPECTRUM BRANDS— PET, HOME AND GARDEN SPECTRACIDE® FIRE ANT SHIELD™ LINE The Spectracide® brand offers these two newly launched, complementary solutions for consumers to control fre ants.

The Spectracide® Fire Ant Shield™ Mound Destroyer™ Granules works for the spot treatment of visible mounds, and Spectracide® Fire Ant Shield™ Yard Protection™ Granules provides season-long control of fre ants over the entire lawn.

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PACKAGING GOLD AWARD

DAP PRODUCTS INC. DAP® PLASTIC WOOD-X® ALL-PURPOSE WOOD FILLER WITH DRYDEX® DRY TIME INDICATOR This latex-based wood fller is formulated to create a surface that looks and acts like real wood, with a dry time indicator that lets users know when it's time to sand and stain. Used to repair cracks, gouges and holes on surfaces like furniture, molding and plywood, this fller dries to a smooth fnish.

YOUCOPIA STOREMORE LID HOLDER This product features seven adjustable dividers to perfectly organize pot and pan lids. Its strong, coated steel wires are easily adjustable to customize storage space. The base centers round lids to prevent rolling, and four soft, nonslip feet keep the holder frmly in place.

WERNER CO. WERNER PODIUM LADDER This new, easy-to-maneuver style of ladder is ideal for working at fxed heights. The extra-large platform and toe guard create a ground-like standing experience, and the 4X Work Zone allows users to work facing any direction. The extended guardrail provides an extra point of contact and conveniently organizes tools and accessories.

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PACKAGING GOLD AWARD

SASHCO, INC. LEXEL® Lexel® is a fully paintable and extremely elastic sealant that sticks to almost anything. It can be applied to wet or dry surfaces, indoors and outdoors. It's 19 times clearer than silicone, tough and scrubbable and can handle up to 400-percent joint movement.

DAP PRODUCTS INC. DAP® SEAL 'N PEEL® ALL SEASON REMOVABLE WEATHER STRIPPING SEALANT Providing a fast and easy way to seal air leaks and save energy year-round, this product forms a tight, temporary, weatherproof seal against air, water, moisture and pests. It applies like a caulk and peels away easily when no longer needed.

SASHCO, INC. CAPTURE® LOG STAIN AND CASCADE® CLEAR COAT Sashco's Capture® Log Stain and Cascade® Clear Coat water-based semi-transparent stain system is formulated specifcally for log homes, which are made of a material known for high movement. Capture® Log Stain's unique elastic formula moves freely as logs move, instead of cracking and peeling like others.

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MERCHANDISING GOLD AWARD

Merchandising Gold Award

MIDE PRODUCTS, LLC SLIP-ON ALUMINUM FENCE HOOKS COUNTER DISPLAY

These entries represent some of the industry's most superior examples of merchandising and point-of-purchase displays based on the following criteria: ability to attract attention, graphic design, innovation, material useage and selection and informational value.

Slip-on Aluminum Fence Hooks help with organizing and de-cluttering any outdoor space. They slip on most fences or railings. No tools or fasteners are needed, and they will not damage any fence. Uses include storing swimming pool equipment, garden and lawn care items and much more.

BONDIC—LASER BONDING TECH. INC. THE BONDIC® 24 SIDE KICK DISPLAY The Bondic® 24 Side Kick Display offers a corrugated glossy coating in three languages with a push-button monitor. The monitor operates on a battery pack that is guaranteed for three months, allowing for placement anywhere in the store. This merchandiser was designed for wall-mount applications and adapts to standard sidekick mounting.

SASHCO, INC. CAPTURE LOG STAIN SELLING CENTER The Capture Log Stain selling center tells the full story of Sashco's high-performance log stain.

In the store, customers can touch and feel the Capture Log Stain and a competitor's stain to see exactly how elastic Capture really is, see a side-by-side panel showing 18 months of weather exposure and read real-life stories of Capture users—both DIYers and contractors.

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FIREDISC GRILLS FIREDISC DISPLAY RACK The FireDisc Rack is a freestanding display that not only holds the collapsed and hanging FireDisc, but also works as a display for all product accessories, including but not limited to, the cutting board, adaptor hose, ultimate cooking weapon and cover.

It also doubles as a monitor stand, containing a 27-inch monitor to display a brief product video.

PACKAGING SILVER AWARD

Packaging Silver Award Silver Award were given for entries that displayed above-average packaging performance in this year's competition.

SASHCO, INC. THROUGH THE ROOF!

WINSTON PRODUCTS LLC 14' 1,500LB RATCHETX TIEDOWNS 4PK IN ECOCASE

Through the ROOF! clear roof, gutter and fashing sealant makes persistent repairs a thing of the past.

The brush-on formula goes on easily and remains elastic year after year to permanently seal those nagging leaks.

With stronger than standard webbing, these ratchet tiedowns include high-stress, high-impact aluminum construction, a super-wide comfort grip, high-visibility webbing, large head hex bolts, velcro straps and a "soft-tie" loop to secure cargo without damaging paint or chrome.

Patent-pending, this open-style packaging doubles as a reusable storage case.

SPECTRUM BRANDS— PET, HOME AND GARDEN LIQUID FENCE® BRAND RELAUNCH ®

Liquid Fence animal repellents guard consumers’ yards and landscaping against rabbit, deer, dog, cat, snake and mole pests.

The brand’s assortment of scent- and taste-deterrent formulas won’t harm animals or plants.

DAP PRODUCTS INC. DAP® RAPIDFUSE™ FAST CURING WOOD ADHESIVE DAP® RapidFuse™ Fast Curing Wood Adhesive is the latest in advanced hybrid technology, providing woodworkers with a signifcantly faster curing adhesive without compromising strength or performance.

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PACKAGING SILVER AWARD

DAP PRODUCTS INC. DAP® KWIK SEAL ULTRA™ PREMIUM SILICONIZED KITCHEN AND BATH SEALANT DAP® KWIK SEAL ULTRA™ premium kitchen and bath siliconized sealant is formulated with new, innovative ultra hydrophobic technology that repels water, liquids, soap scum, stains and dirt so the sealant is easy to clean and stays looking fresh and new.

DAP PRODUCTS INC. DAP® RAPIDFUSE™ FAST CURING ALL-PURPOSE ADHESIVE DAP® RapidFuse™ All-Purpose Adhesive delivers superior bonding performance and the most versatile adhesive available for projects and repairs. RapidFuse™ bonds virtually everything to anything, achieves a fast set in 30 seconds and cures in just 30 minutes for a truly fast repair solution.

SPECTRUM BRANDS— PET, HOME AND GARDEN ACCUSHOT™ CONTINUOUS POWER SPRAYER EXPANDED LINEUP This new, expanded lineup of products available with the AccuShot™ Continuous Power Sprayer delivers more options to consumers in the battle against bugs and weeds.

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PACKAGING SILVER AWARD

BERLIN PACKAGING LUBE-TECH FUEL TREATMENT WITH DOSING CUP This fuel treatment product, used in lawn mowers, snowmobiles, motorcycles and ATVs, improves throttle response and fuel economy. Its dual antioxidants protect against gum and varnish for easy starting. Alcohol-free, it is safe for all powersports applications.

MESSNER INDUSTRIAL CO INC. GOPHERHAWK® The GopherHawk® trapping set includes all of the tools needed to locate and remove gophers and moles. It comes with a probe and a wedge to help you fnd and boar into the gopher or mole run from above ground, and a GopherHawk® trap that is placed through the hole and set.

WILDLIFE SCIENCES ROYAL WING SUET BALL COMBO PACK The Royal Wing Suet Ball Combo Pack is an easy-to-refill bird feeder that includes four peanut suet balls that attract a wide variety of birds, including the cardinal, bluejay, hairy woodpecker, chickadee and tufted titmouse. A cutout in the front of the box allows consumers to view the product, while the attractively designed graphics provide useful information.

SPECTRUM C BRANDS— PET, H HOME AND GARDEN ® SPECTRACIDE T CONCENTRATES ® The Spectracide e brand offers a variety of concentrate e products for weed and insect control. o The updated concentrate bottles aare more consumer-friendly and easily identifable d to clearly communicate the product's d ability to get the job done.

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PACKAGING SILVER AWARD

SUNSHINE MAKERS, INC. SPRAY AND FORGET HOUSE AND DECK CLEANER WITH HOSE SPRAYER-32OZ Eco-friendly and biodegradable, this unique no-rinse exterior cleaner works on all types of exterior surfaces to remove green and black stains caused by mold, mildew, algae, moss and lichen.

SIMPLE GREEN MULTI-PURPOSE FOAMING CLEANER This specially designed foaming formula clings to vertical surfaces and hard-to-reach spaces, and is safe for use on any washable surface. This foaming cleaner is sprayable from any angle and makes it easy to clean even the most problematic areas.

SPECTRUM BRANDS— PET, HOME AND GARDEN SPECTRACIDE® READY-TO-USE TRIGGER SPRAYERS Spectracide® products help consumers battle weed and insect pests. This line offers an assortment of ready-to-use products, with 32 full-ounces of each, including Spectracide® Weed Stop® For Lawns, Spectracide® Weed & Grass Killer and Spectracide® Bug Stop® Home Barrier.

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SASHCO, INC. MOR-FLEXX® Mor-Flexx® repairs crumbly mortar, cracked stucco or textured walls. It's textured to blend in seamlessly with mortar and stucco, yet is elastic like rubber and can fll cracks for permanent repairs.

MERCHANDISING SILVER AWARD

Merchandising Silver Award

LFS GLOVE ®

BELLINGHAM GLOVE SHOWCASE DISPLAY

Merchandising displays that demonstrated above-average performance were given the Silver Award.

This upscale custom display is designed to showcase gloves and enhance the foor space it occupies. The permanent display is made with durable materials and UV-resistant graphics.

Its warm, woodgrain structure provides two sides of attractive framing for 50 pegs of gloves.

The display rolls easily from one location to another, calling attention to the brand with large graphics.

INTERTAPE POLYMER GROUP VERSA TAPE FLOOR DISPLAY

INTERTAPE POLYMER GROUP FINELINE ULTRA THIN PAINTER'S TAPE SHELF CUT CASE Used almost exclusively in the craft market, Fineline Ultra Thin Painter's tape is a low-profle washi paper tape intended for achieving crisp lines when painting.

Versa Tape is a versatile underwater tape, the frst of its kind and a new product to the industry. The aggressive adhesive sticks to nearly every surface and adheres underwater.

DAP PRODUCTS INC. DAP® KWIK SEAL ULTRA™ COUNTERTOP MERCHANDISER

LFS GLOVE ESTWING® GLOVE 4-PEG PEGBOARD DISPLAY This is a four-peg glove merchandiser, designed to ft standard pegboard to display Estwing® performance style gloves with a point-of-sale sign.

DAP® KWIK SEAL ULTRA™ premium kitchen and bath siliconized sealant is formulated with new, innovative ultra-hydrophobic technology that repels water, liquids, soap scum, stains and dirt so the sealant is easy to clean and stays looking fresh and new. The advanced built-in repelling technology never wears away.

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PACKAGING HONORABLE MENTION

Packaging Honorable Mention

BRASSCRAFT MANUFACTURING SURE2CONNECT Sure2Connect is a specially engineered polymer water shutoff valve with push-on technology. The valve incorporates a new verifcation technology and is rotation-resistant once installed.

M-D BUILDING PRODUCTS PROVA SHOWER SYSTEM 48” X 48” CENTER DRAIN This complete waterproofng shower system is an easy-to-install kit for tiled showers that replaces the need to install a time-consuming mortar base tiled shower. Fully waterproof and vapor-tight, this system can be used with both remodels and new construction.

EATON ALL-PRO REVOLVE This low-profle outdoor LED triple head security foodlight is great for complete corner coverage. It's maintenance-free with 35,000 hours of life. Its motion sensor automatically turns the lights on when motion is detected and includes a dusk-to-dawn sensor that ensures lights only come on after dark.

THE KEENEY MANUFACTURING COMPANY GOURMET KITCHEN SINK STRAINER This gourmet kitchen sink strainer has a deep cup design to accommodate thicker sinks like composite and cast iron.

It includes a deep strainer basket and a stainless steel fnish to match the home/industrial look.

H.D. HUDSON MANUFACTURING COMPANY INSTA-SPRAY® BATTERY-POWERED SPRAYER

SUNSHINE MAKERS, INC. SIMPLE GREEN STONE CLEANER & POLISH Simple Green Stone Cleaner & Polish cleans, polishes, and protects non-foor stone surfaces in one easy, spray-and-wipe step. The ergonomic, easy-to-use bottle and trigger relieve hand strain, making cleaning more enjoyable for consumers.

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There's no pumping required with this battery-powered sprayer from Hudson®. A padded carrying strap, handy on-board storage and adjustable nozzle make this 1.3-gallon sprayer ideal for the home gardener looking for ease of use to keep their home weed- and/or insect-free.

PACKAGING HONORABLE MENTION

EZ LAWN AND GARDEN

WILLERT HOME PRODUCTS

EZ LEAF HAULER PACKAGE

ENOZ NO ZONE™ ANIMAL REPELLENT

The EZ Leaf Hauler is a cost-effective, green alternative for leaf collection and fall cleanups. It holds four times more than a wheelbarrow and includes robust stakes to secure the tarp on windy days. It has six built-in handles for easy transport, folds fat for storage and has reinforced sides for increased capacity.

Enoz No Zone™ Animal Repellent Stations repel deer, rabbits and squirrels from hostas, gardens, fower beds and ornamental plants and keep squirrels and bats from attics and wall voids. The weatherproof, camoufaged stations seamlessly blend with the environment for invisible protection that won't wash away.

LEVITON LEVITON ARC FAULT/GROUND FAULT CIRCUIT INTERRUPTER OUTLET Through advanced technology, the AFCI/GFCI Dual Function Outlet helps protect home and family by working to detect arc-fault and ground fault hazards and, if detected, quickly cuts off power to help avoid a potential fre or shock occurrence.

DECORA® DIMMER/TIMER WITH BLUETOOTH TECHNOLOGY® Decora® Dimmer/Timer with Bluetooth® Technology is a powerful device combining the best of Leviton® dimmer and timer functions with today's technology.

Use the Decora Digital Dimmer & Timer app on a smartphone or tablet to control, adjust and time lighting for daily activities or to ensure a "lived-in" look while away.

LFS GLOVE ESTWING® GLOVES WITH HANGTAGS The Estwing® premium work glove is designed for maximum protection and versatility with a tough, fexible goatskin back and a treated premium split-cowhide palm with aramid-stitched palm and padding. The gunn pattern fnger seams improve comfort and ft and the aramid stitch adds strength and durability.

FLUIDMASTER PERFORMAX® TOILET FILL VALVE AND SPECIALTY SEAL KIT The PerforMax® Toilet Fill Valve & Specialty Seal Kit takes the guesswork out of repairing toilets with specialty fush valves. PerforMax® products provide optimal performance while saving water and money, and this seal combination covers most specialty fush valves.

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PACKAGING HONORABLE MENTION

EATON BUSSMANN DIVISION ™

SURGEPOD PRO Eaton's Bussmann® series SurgePOD™ PRO provides whole-house surge protection and helps prevent damage to high-end appliances and sensitive electronics that are susceptible to damage from electrical surges.

FNA GROUP, INC. SIMPSON® MS60805 MEGASHOT SERIES GAS PRESSURE WASHER The SIMPSON® MegaShot 3000 PSI 2.4 GPM Gas Pressure Washer has an easy-start HONDA™ 160cc gas engine. Its maintenance-free axial cam pump, pro-style spray gun and wand, quick-connect spray nozzles, 12-inch never-fat wheels and on-board one-gallon detergent tank make it effective and user-friendly for the consumer.

SECURITY EQUIPMENT CORPORATION

GUTTERWHIZ, LLC GUTTERWHIZ GutterWhiz is a pole-mounted, rope actuated rain gutter cleaner. Its objective is to allow homeowners to clean their gutters without the need for a ladder, water hose, blower or vacuum. Moving from left to right, the user slides the lower blade in the gutter to accumulate debris, pulls the rope tight to close the upper blade, then lifts out and releases the rope for easy rake-up on the ground.

KUROS!™ KEY CASE PEPPER SPRAY WITH QUICK RELEASE KEY RING The sleek Kuros!™Key Case Pepper Spray with Quick Release Key Ring is helping people around the world defend themselves. Its durable key case with fnger grip helps the user aim pepper spray in the right direction, improving accuracy and retention of the product.

HONEY-CAN-DO INTERNATIONAL TIE AND BELT ORGANIZER Choosing an accessory becomes a lot easier with this easy-to-use organizer from Honey-Can-Do. Effortlessly cycle through up to 72 ties, belts, scarves or necklaces with the press of a button.

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MERCHANDISING HONORABLE MENTION

Merchandising Honorable Mention MR. LONGARM, INC. STEP 1—WOODMATES TELEWASH DISPLAY

M-D BUILDING PRODUCTS

Woodmates Telewash is a flow-through cleaning brush with an extendable handle that is used for cleaning and prep prior to staining wood decks.

3D WALL PANELS DISPLAY 3D Wall Panels, made from recycled sugarcane waste, were recognized by various leading interior designers in Europe and the U.S. The decorative, wall covering panels are innovative eco friendly home design products.

MR. LONGARM, INC. STEP 2 AND 3— WOODMATES CONTOUR AND 7 IN BASIC STAIN APPLICATORS DISPLAY

BRASSCRAFT MANUFACTURING

The Woodmates Contour stain applicator is designed for staining the spindles and rails of your deck. The Woodmates 7-inch Basic Stain Applicator is specially designed for staining small wood decks.

BETTER TOGETHER FLOOR DISPLAY This display contains the top three selling SKUs: the 12-inch poly braided toilet connector, 20-inch poly braided faucet connector and the quarter-turn 3 /8-inch compression water shutoff valve.

MR. LONGARM, INC. STEP 3—WOODMATES 9 IN STANDARD STAIN APPLICATOR DISPLAY Woodmates 9-inch Standard Stain Applicator is designed for staining medium wood decks and comes complete with a beveled pad for staining gaps between boards.

MR. LONGARM, INC. WOODMATES FLEXCORE FENCE STAIN APPLICATOR DISPLAY Woodmates Flexcore stain applicator is specially designed for staining wood fences. The applicator display demonstrates how the tool makes staining fences simpler and show the main features and benefts of the product.

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Newsmakers

Harris Ace Goes Far Beyond Customer Service

Upcoming Events May 4-6 National Hardware Show®/ NRHA All-Industry Conference Las Vegas

20-23 Do it Best Spring Market Indianapolis

June 16-18 House-Hasson Summerfest Dealer Market Sevierville, Tennessee An employee of Harris Ace Hardware in Princess Anne, Maryland, worked hard to ensure the safety of a customer who broke her hip and didn’t have heat.

N

icole Daniels is a cashier and works the paint counter at Harris Ace Hardware.

She’s used to helping customers; that’s her job.

But customer service became far more important in January than it had ever felt to Daniels before.

A 76-year-old shopper named Grace Walston would come into the Princess Anne, Maryland, store about once a week to buy little necessities, such as dish detergent and paper towels. She would walk in the store, announce her entrance with a loud, “Hi,” chat with Daniels briefly and then head out the door with her purchases.

“I just kind of took a liking to her. She’s funny. She’d crack me up,” Daniels says.

However, on a cold day in January, Walston bought two canisters of propane.

When she came back for more propane, Daniels did a double take.

“Miss Gracie, do you have any heat?” she asked. Walston said she did not.

“It upset me. I went home and thought about it all night,” Daniels says. “My main concern was that she was going to run out of propane and she would freeze.”

The next day, Daniels spoke with her boss, Sharon Harris, the next day and started making phone calls to see if they could get help for Walston. The social services office sent a caseworker to check on Walston, but reported that she wasn’t home.

However, Daniels knew Walston lived alone and was probably home, so she went to the house and knocked on the door. Then, she banged on a living room window.

She could see an unmoving pile of blankets on the couch and got frightened.

“I started crying. I just didn’t know,” Daniels says. “Finally she said, ‘I’m here.’”

But Walston couldn’t get herself off the couch.

When police officers got into the house, they discovered that Walston had broken her hip and was immobile in her frigid house, which had no electricity on or running water due to unpaid bills. An ambulance took Walston to the hospital for surgery and further care.

Daniels visited Walston in the hospital, and then in a nursing home, multiple times per week, until the older lady could move back home.

In the meantime, the community stepped in with Harris Ace Hardware’s assistance.

People went to the store to donate clothes, groceries and money, and Sharon Harris has helped ensure Walston’s bills get paid.

Daniels thinks God gave her the sense of urgency to check on Walston.

“I said that the Lord placed that burden on my heart, because she probably would have laid there and passed away, and no one would have been the wiser,” she says.

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HARDWARE RETAILING | May 2016

17-19 United Hardware Buying Market Minneapolis

July 28-30 World and Main Fall Market Houston

August 18-20 Ace Hardware Fall 2016 Convention & Exhibits Chicago

25-27 Orgill, Inc. Fall Dealer Market Las Vegas

September 16-17 Blish-Mize 2016 Fall Market Overland Park, Kansas

16-18 True Value Fall Reunion Denver Find more details about these events and others online at TheRedT.com/calendar.

To have your event added, contact Kate Klein at kklein@nrha.org.

Here in the heartland of Ohio, we don’t have skyscrapers or subways—we have barns, farmland, homes that have been in families for generations, and manufacturers who care about their products and reputation in equal amounts. Yes, “made in America” means jobs stay in this country, and that’s a wonderful thing...but at Wooster Brush it also means high quality, time-saving performance, and innovation built on 164 years of experience in making painting tools.

We hope you will let painters know that you carry Wooster products, proudly made in the USA. The Wooster Brush Company • 800-392-7246 • www.woosterbrush.com

Newsmakers

Exclusive Q&A: Ace to Partner With Lowes in Canada

Lowe’s Still Working to Back Out of Australian Partnership

Ace Hardware is linked to Lowe’s pending purchase of Canadian home improvement company RONA, and the U.S. co-op plans to partner with Lowe’s as the big box expands in Canada. Jay Heubner, president of Ace International, took questions from Hardware Retailing about what Ace Canada’s relationship with Lowe’s will look like going forward.

TheRedT.com/ace-lowes

Lowe’s is working to sell its one-third stake in an unprofitable Australian home improvement store chain after announcing in January that it was leaving the country.

TheRedT.com/lowes-australia

Lumber Liquidators to Pay $2.5M, Pioneer Flooring-Testing Program Lumber Liquidators has committed to paying $2.5 million and pioneering a product-testing program to resolve a California probe into whether flooring the discounter sold contained more formaldehyde than the state’s health and safety standards allow.

TheRedT.com/LL-floor-testing

Sherwin-Williams to Buy Valspar for $11.3B The Sherwin-Williams Company and The Valspar Corporation together announced they had entered into an agreement in which Sherwin-Williams will acquire Valspar for $11.3 billion.

TheRedT.com/sherwin-valspar

Blish-Mize Marks 145th Year at Spring Buying Market At its Spring Buying Market in Overland Park, Kansas, Blish-Mize Company celebrated its 145th anniversary

in business by providing market specials, education and networking opportunities to more than 360 retailer accounts in attendance.

TheRedT.com/blish-spring

True Value Releases Year-End Results True Value Company reported its year-end results on a slight upswing from the previous year. Retail comparable store sales were up 3.1 percent with increases in every region of the country and across all product categories.

TheRedT.com/TV-2015results

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HARDWARE RETAILING | May 2016

7219

Space-saving sidekick display with graphics

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Participate in the annual Cost of Doing Business Study to help improve your business and the overall home improvement industry.

How is your business performing compared to others? Use the Cost of Doing Business Study to benchmark your business and find out.

If you participate in this year’s study, you will receive a free, robust Personalized Financial Analysis that only study participants receive!

Be a part of the 2016 Cost of Doing Business Study.

Visit TheRedT.com/CODB2016.

Newsmakers

in your business community, a social networking site is here to help.

It’s called Alignable.

TheRedT.com/alignable

was the home of Chalifour Canada before its takeover by Orgill earlier this year. Now, the facility is in the process of being converted into Orgill’s first full-line distribution center in Canada.

to its recruitment team in Quebec.

Berchmans Vignola and Ronald Dion have joined TIMBER MART as membership development managers and are responsible for building the group’s membership in the province.

La Coop Fédérée Woos RONA Dealers

Lowe’s Will Maintain Vendor Relationships With RONA Acquisition

Texas Hardware Store Provides 140 Years of Service For nearly 140 years, Weakley-Watson Hardware has been a staple in Brownwood, Texas. Founded on July 4, 1876, the business is now the oldest hardware store in the state. It has remained a family-owned and -operated business and is now run by fifth-generation owner Mike Blagg.

TheRedT.com/weakley-watson

CANADA Orgill Pushes Integration of Canadian DC Orgill, Inc. has been converting systems and operations at its facility in London, Ontario. The distribution center

La Coop fédérée is positioning itself to pick up RONA’s affiliate dealers if they opt not to follow the banner into business with Lowe’s.

According to CEO Gaétan Desroches, La Coop, which operates Groupe BMR and the Unimat retail chain, is in a “courtship phase” with independent RONA merchants.

TIMBER MART Beefs Up Recruitment Team TIMBER MART has announced the addition of two industry veterans

There’s been much talk about the future of RONA and Ace Canada dealers after shareholders and the Canadian Competition Bureau approve Lowe’s takeover of RONA. Yet vendors for both companies have concerns of their own. Lowe’s Canada president Sylvain Prud’homme recently says he and his company are committed to maintaining existing relationships with both RONA and Lowe’s vendors.

For the full story of each of these briefs, visit www.hardlines.ca/hardwareretailing.

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202

HARDWARE RETAILING | May 2016

AD INDEX

204

Abatron Inc. ......................................................... 64 www.abatron.com; 800-445-1754

Duckback ............................................................. 25 www.superdeck.com; 800-825-5382

Kraft Tool Co...................................................... 136 www.krafttool.com; 800-422-2448

ABUS ................................................................... 51 www.abus.com; 800-352-2287

Dutton-Lainson Company .................................. 140 www.dutton-lainson.com; 402-462-4141

L’Image Home Products Inc. ............................ 137 www.limagehomeproducts.com; 514-383-4720

Ajax Wire Specialty Co. Inc. .............................. 160 www.ajaxwire.com; 855-966-2529

Dynatrap ............................................................ 115 www.dynatrap.com; 877-403-8727

Lavelle ............................................................... 179 www.korky.com; 800-528-3553

Allied Moulded Products Inc. ............................ 165 www.alliedmoulded.com; 800-722-2679

ECI Software Solutions ............................... 23, 177 www.ecisolutions.com; 800-588-5128

LHB Industries ..................................................... 90 www.tearmender.com; 800-552-8252

Allway Tools Inc. ................................................. 75 www.allwaytools.com; 800-422-5592

Emerson .............................................................. 29 www.workshopvacs.com; 888-455-8724

Lincoln Products ................................................ 117 www.lincolnproducts.com; 844-223-4770

American Earth Anchors.................................... 120 www.americanearthanchors.com; 508-520-8511

Envirocare ......................................................... 94 www.moldexbrands.com; 877-463-2628

Magna Industries Inc. ........................................ 166 www.magna-insto.com; 800-969-3334

Amteco Inc. ....................................................... 148 www.usetwp.com; 800-969-4811

Epicor Software Corp. ....................................... 163 www.epicor.com; 800-999-1809

Mascot Metals Manufacturers ............................ 33 www.mascotmetal.com; +91(571)240-0600

Apex Tool Group, LLC. .......................................... 7 www.apextoolgroup.com; 800-688-8949

EZ Lawn and Garden .......................................118 www.ezlawnandgarden.com; 781-413-3079

Master Magnetics Inc. ................................ 22, 200 www.magnetsource.com; 888-293-9190

Benjamin Moore & Co. ..................................... 13 www.benjaminmoore.com; 855-724-6802

Fish Tales .......................................................... 156 www.bubbablade.com; 844-486-7265

Maverick ...................................................... 20, 168 www.maverickhousewares.com; 732-417-9666

Berry Plastics Corp. ............................................. 65 www.nashuatape.com; 812-424-2904

Flame Engineering Inc. ........................................ 95 www.RedDragonTorch.com; 800-255-2469

MAX USA CORP. .............................................. 172 www.maxusacorp.com; 800-223-4293

Big Green Egg ................................................... 127 www.biggreenegg.com; 770-934-5300

Flexon ....................................................... 19, 121 www.flexonhose.com; 800-327-4673

MFM Building Products Corp. ............................. 21 www.mfmbp.com; 800-882-7663

Bird•B•Gone Inc. ................................................. 38 www.birdbgone.com; 800-392-6915

Franklin Electric ................................................... 91 www.redlionproducts.com; 844-250-4981

Mide Products LLC............................................ 162 www.mideproducts.com; 888-243-7019

Bird-X ................................................................... 32 www.bird-x.com; 800-900-7613

Franmar ............................................................... 52 www.franmar.com; 800-538-5069

Midwest Fastener ............................................. 101 www.fastenerconnection.com; 800-444-7313

Bonide ............................................................... 164 www.bonide.com; 315-736-8231

General Paint & Mfg., A Division of True Value.... 36 www.generalpaint.com; 800-345-9218

Moonrays........................................................... 151 www.moonrays.com; 800-561-4321

Calico Brands Inc. ................................................ 67 www.calicobrands.com; 800-544-4837

General Pipe Cleaners, Div. of General Wire Spring Co..176 www.drainbrain.com; 800-245-6200

Motorola ............................................................ 135 www.acsradios.com; 800-248-5391

CaroCon Display & Packaging ............................. 74 www.caroconusa.com; 866-859-3334

GOJO Industries Inc. ................................... 56, 154 www.gojo.com; 800-321-9647

Mr. Longarm ........................................................ 57 www.mrlongarm.com; 800-821-3508

Channellock, Inc. ................................................... 1 www.channellock.com; 800-724-3018

Hestra JOB USA................................................ 109 www.hestrajobusa.com; 888-939-9969

National Hardware ............................................. 153 www.natman.com; 800-346-9445

Char-Broil ............................................................. 54 www.charbroil.com; 866-239-6777

Home Products International............................. 155 www.homzproducts.com; 800-457-9881

National Hardware Show................................... 207 www.nationalhardwareshow.com

Coast Products Inc. ..................................... 15, 157 www.coastportland.com; 800-426-5858

House-Hasson Hardware Co. .............................. 45 www.househasson.com; 800-333-0520

Nite Ize .................................................................. 9 www.niteize.com; 800-678-6483

Cole’s Wild Bird Products Co. ....................... 5, 119 www.coleswildbird.com; 877-426-8882

Howard Products Inc. ........................................ 178 www.howardproducts.com; 800-266-9545

NRHA CODB .......................................................201 www.TheRedT.com/CODB2016

Collier Metal Specialties Ltd. ............................... 58 www.colmet.com; 800-829-8225

HSI .................................................................. 26-27 www.hardwaresuppliers.com; 800-334-5625

NRHA Health Insurance ......................................205 www.cbigi.com; 888-201-7408

Convenience Products ........................................ 76 www.touch-n-foam.com; 800-325-6180

Independent Garden Center Show .................... BC www.igcshow.com

NRHA RMCP .............................................. 180-181 www.nrharmcp.com; 317-275-9417

Decko Products ................................................... 71 www.superiorpump.com; 800-495-9278

IPG ....................................................................... 35 www.itape.com; 888-898-7834

Old Masters ....................................................... 147 www.myoldmasters.com; 800-747-3436

Delta Faucet Co. ................................................ 146 www.deltafaucet.com; 800-345-3358

Jack Link’s Beef Jerky ...................................... 175 www.jacklinks.com; 715-466-2234

Orgill Inc. .................................................... 208-IBC www.orgill.com; 800-347-2860

DeWitt .............................................................. 43 www.dewittcompany.com; 800-888-9669

JGB Enterprises Inc............................................. 30 www.tuffguardhose.com; 315-451-2770

Pacer Pumps....................................................160 www.pacerpumps.com; 717-925-8240

DMT..................................................................... 42 www.dmtsharp.com; 508-481-5944

K-100 Fuel Treatment ........................................ 162 www.k-100.com; 800-530-6935

Pacsoft .............................................................. 66 www.pacsoft.com; 800-554-6166

Do it Best Corp. .................................................. 2-3 www.independentsdoitbest.com; 888-364-8237

K-CO Products, LLC ....................................... 68-69 www.kco-products.com; 949-276-5252

Paladin Data Corp. .................................... 41, 169 www.paladinpointofsale.com; 800-725-2346

Double Taper ....................................................... 72 www.doubletaper.com

Kapro ................................................................... 31 www.kapro.com; 920-648-2900

Pennsylvania Lumbermens Mutual Ins. Co. .....170 www.plmilm.com; 800-752-1895

HARDWARE RETAILING | May 2016

Phifer Inc. .......................................................... 103 www.phifer.com; 800-841-9473

Starrett .............................................................139 www.starrett.com; 978-249-3551

VP Racing Fuels................................................. 141 www.vp-sef.com; 877-515-5733

Prestige Ameritech ........................................... 63 www.camo-mask.com; 817-898-0037

Stihl ..................................................................107 www.stihlusa.com; 757-486-9100

Warner Tool ......................................................... 73 www.warnertool.com; 800-444-0606

PRO Hardware ............................................... 96-97 www.prohardware.com; 303-792-3000

Sunnyside Corporation .....................................171 www.sunnysidecorp.com; 800-323-8611

Warp Bros. .......................................................... 53 www.warpbros.com; 800-621-3345

............................................................. 125 www.quikrete.com; 404-634-9100

Tarter Farm & Ranch Equipment .....................129 www.tarterUSA.com; 800-414-2837

Westinghouse ............................................... 59, 61 www.westpropower.com; 262-522-1450

Red Devil Inc. .................................................... 161 www.reddevil.com; 800-423-3845

The Grommet Wholesale ..............................16-17 www.thegrommet.com; 617-229-7140

Whink Products ................................................... 87 www.whink.com; 800-247-5102

Santint ................................................................. 48 www.santintusa.com; 855-726-8468

The Kissner Group ...........................................167 www.ice-beeter.com; 800-434-8248

Wood Industries ................................................ 143 www.eaglecompressor.com; 800-551-2406

Sashco ............................................................. IFC www.sashco.com; 800-767-5656

Top Notch Distributors Inc. ..............................131 www.topnotchinc.com; 800-233-4210

Woodland Scenics ............................................. 174 www.pinecar.com; 573-346-5555

Saunders Midwest LLC ..................................... 138 www.saundersmidwest.com; 312-372-3690

True Value ................................................. 11, 159 www.truevaluecompany.com; 888-291-7229

Wooster Brush Co. ...................................... 55, 199 www.woosterbrush.com; 800-392-7246

Sears Hometown Store ...................................203 www.ownasearsstore.com

Twist and Seal ..................................................... 49 www.twistandseal.com; 888-945-4545

World Pet Association ....................................... 149 www.SuperZoo.org; 800-999-7295

Shop-Vac Corp. ................................................. 77 www.shopvac.com; 507-326-0502

UGL ............................................................. 39, 202 www.ugl.com; 800-845-5227

Wrap-On .............................................................. 37 www.wrap-on.com; 800-621-6947

ShurTech Brands/Frog Tape .............................173 www.frogtape.com; 877-376-4827

Viance ................................................................ 110 www.treatedwood.com; 800-421-8661

XTend+Climb ..................................................... 111 www.xtendandclimb.com; 612-330-9915

Simpson Strong-Tie Co. Inc. ............................. 83 www.strongtie.com; 800-999-5099

Vision Grills .......................................................... 47 www.visiongrills.com; 877-917-4273

Zip-Up .................................................................. 60 www.zipup.com; 800-997-8425

*This index is provided for the convenience of our advertisers and readers. The Publisher assumes no liability for errors or omissions.

In 60 days, you may need to make an important health insurance decision. ...Have you considered your options?

Health insurance can be tricky, but the North American Retail Hardware Association is here to help. We offer an alternative program with a range of coverage options.

To learn more, please contact Bob Chiesa at 888-201-7408 or cbigi@msn.com.

May 2016 | HARDWARE RETAILING

205

Last Word

20 Years of Exceptional Young Retailers

OH, CANADA In 2000, Phillip Fynbo of Essex Home Hardware in Essex, Ontario, and Kevin Steckler of Sylvan Lake True Value Hardware in Sylvan Lake, Alberta, were the first two Canadians to be recognized as Young Retailer of the Year honorees. A total of 15 Canadians have received the Young Retailer of the Year award within the past 19 years.

T

he Young Retailer of the Year award turns 20 this year.

In addition to recognizing the 2016 honorees, the North American Retail Hardware Association (NRHA) will be celebrating the past 19 years’ worth of rising stars in the independent home improvement industry.

Check out these fun facts that even past honorees might not know about the awards.

LOCATION, LOCATION, LOCATION From 1997 until 2010, the NRHA Young Retailer of the Year awards ceremony was held in nine different states and one Canadian province. In 2011, the ceremony moved permanently to Las Vegas, when NRHA began co-locating its All-Industry Conference with the National Hardware Show®.

Before Las Vegas, NRHA held the Young Retailer of the Year awards ceremony all over, from California to South Carolina.

DOUBLE TAKE James Cabirac is the first and only retailer to be honored twice as a Young Retailer of the Year. He won in 2001 and again in 2007. Cabirac continues to make an impact in the industry. He has been on the NRHA Board of Directors since 2010 and today is executive vice chairman.

206

HARDWARE RETAILING | May 2016

TWO’S COMPANY In 2009, brothers Kirby and Nick Kuklenski, who now own the three-store Colorado Springs Ace chain in Colorado, as well as Mile High Ace Hardware & Garden in Denver, were the first siblings to be honored together as Young Retailers of the Year.

When they opened their first store in 2007, they were ages 26 and 23. At that time, they were the youngest to own and operate an Ace store.

COVER STARS 2013 was the first year Hardware Retailing featured the winners on the cover of the magazine. While the honorees have always had a special section in the magazine, the cover photo shoot has become another tradition of being honored.

TOTAL WINNERS 134 up-and-coming leaders from the industry have been honored as Young Retailers of the Year.

Many have made notable careers in the industry, and some have earned further national recognition, including in roles on the NRHA Board of Directors and as recipients of The Industry’s Top Guns award.

THE EARLY DAYS In 1997, the first Young Retailers of the Year were honored in Chicago. Rather than naming eight honorees, NRHA celebrated three honorees and five finalists. Each year since, NRHA has selected as few as five and as many as eight honorees.

BUILD A BETTER BUSINESS. THE NATIONAL HARDWARE SHOW: What’s in Store for you?

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Aubuchon Hardware, Massachusetts

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—Jackie and Michael Sacks, co-owners, Round Top Mercantile Company, Round Top, Texas l An Orgill customer since 1988

ORGILL STANDS BY US FROM EXPANSIONS TO PROGRAMS, ORGILL HELPS US MAKE OUR BUSINESS BETTER

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