Leaders in Bloom
Introducing NHPA’s 2025 Young Retailer of the Year Honorees Page 20
Choose Quality Over Quantity in Caulk & Adhesives Page 44
Smart Training Smarter Teams
RetailWise is NHPA’s new AI-powered micro-training program, built exclusively for independent hardware, paint, and lumber retailers. Designed for today’s fast-paced retail environment, RetailWise delivers 52 professionally scripted, two-minute video lessons that fit seamlessly into your store’s daily rhythm — no long classroom sessions or complicated schedules required.
100% DEVICE ACCESSIBILITY
RetailWise can be accessed across multiple platforms including, mobile devices, desktops and in-store screens.
COURSE CATEGORIES: Customer Experience & Sales Techniques
& People Development
the QR Code to sign up for RetailWise AI-powered micro-training or visit YourNHPA.org/retailwise
Have Questions? Contact Cody Goeppner at cgoeppner@YourNHPA.org.
Leaders in Bloom
Introducing NHPA’s 2025 Young Retailer of the Year Honorees Page 20
Choose Quality Over Quantity in Caulk & Adhesives Page 44
BOTTOM LINE
with the BuildRight® Advantage BOOST YOUR
Maximize your fastener category’s profitability with the BuildRight Advantage. Our great price point translates directly into better margins for your store. What’s more, our program is meticulously organized and highly shoppable, ensuring a seamless experience that helps both contractors and DIYers quickly find exactly what they need. This intuitive setup, combined with the reliable and consistent performance of every BuildRight product, guarantees customer satisfaction and keeps them coming back, directly boosting your bottom line.
HEADQUARTERS
1025 East 54th St. Indianapolis, Indiana 317-275-9400 NHPA@YourNHPA.org YourNHPA.org
OUR MISSION
The North American Hardware and Paint Association (NHPA) helps independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
NHPA BOARD OF DIRECTORS
CHAIRMAN OF THE BOARD
Ned Green, Weider’s Paint & Hardware, Rochester, New York
EXECUTIVE VICE CHAIRMAN
Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia
DIRECTORS
Alesia Anderson, Handy Ace Hardware, Tucker, Georgia
Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri
Ash Ebbo, Clement’s Paint, Austin, Texas
Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia
Michelle Meny, Meny’s True Value, Jasper, Indiana
Michael Sacks, FLC Holdings, LaGrange, Texas
SECRETARY-TREASURER
Bob Cutter, NHPA President and CEO
STATE & REGIONAL ASSOCIATIONS
MIDWEST HARDWARE ASSOCIATION
Jody Kohl, 201 Frontenac Ave., P.O. Box 8033 Stevens Point, WI 54481-8033
800-888-1817; Fax: 715-341-4080
NHPA CANADA
SUPPLY-BUILD CANADA
Rebekah Doerksen, Executive Assistant Direct: 204-953-1692 | Cell: 204-990-3536 Toll-Free: 1.800.661.0253 ext. 103 102-226 Osborne St. N. Winnipeg, MB R3C 1V4
CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES
CIRCULATION DIRECTOR
Richard Jarrett, 314-432-7511, gcscs8@gmail.com
COMING IN OCTOBER
Boost Revenue With Outside Sales
As retailers look for ways to differentiate in a tight market, successful B2B programs can provide a way to expand their reach, deepen customer relationships and unlock new revenue streams without adding square footage. Next month, hear from retailers who have embraced B2B through contractor services, outside sales teams, pro pricing models, operational partnerships and more.
Hardware Retailing (ISSN0889-2989) is published monthly by the North American Hardware and Paint Association, 1025 East 54th St., Indianapolis, IN 46220. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $110/year. Single copy $7. The Annual Report issue can be purchased for $30.
Periodical postage paid at Indianapolis, Indiana, and additional mailing offices.
POSTMASTER: Send address changes to Hardware Retailing, P.O. Box 16709, St. Louis, MO 63105-1209.
All editorial contents © 2025 North American Hardware and Paint Association. No editorial may be reproduced without prior permission of the publisher.
REPRINTS: For price quotations, contact the Editorial Department at editorial@YourNHPA.org. Printed in the U.S.
EXECUTIVE STAFF
PRESIDENT & CEO
Bob Cutter
CHIEF OPERATING OFFICER
Dan Tratensek
CHIEF FINANCIAL OFFICER &
EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES
David Gowan
VICE PRESIDENT OF CONTENT
DEVELOPMENT & PUBLISHER
Scott Wright, swright@YourNHPA.org
CONTENT AND PRODUCTION
317-275-9400, editorial@YourNHPA.org
MANAGING EDITOR
Lindsey Thompson, lthompson@YourNHPA.org
MANAGER OF MARKETING & PARTNER RELATIONS
Austin Vance, avance@YourNHPA.org
NEWS & DIGITAL EDITOR
Jacob Musselman, jmusselman@YourNHPA.org
CONTENT DEVELOPMENT COORDINATOR
Annie Palmer, apalmer@YourNHPA.org
LEAD GRAPHIC DESIGNER
Autumn Ricketts
MARKETING & DESIGN SPECIALIST
Olivia Shroyer
PRODUCTION & DESIGN ASSISTANT
Samantha Mitchell
MARKETING & DIGITAL CONTENT ASSISTANT
Cassie Reed
SALES & PRODUCTION ASSISTANT
Freda Creech
SALES
NATIONAL SALES MANAGER
Greg Cole gcole@YourNHPA.org | 317-775-2206
REGIONAL SALES DIRECTOR
Jordan Rice jrice@YourNHPA.org | 217-808-1641
SENIOR BUSINESS DEVELOPMENT
REPRESENTATIVE—WEST COAST Renee Changnon rchangnon@YourNHPA.org | 217-621-7363
ASSOCIATION PROGRAMS
800-772-4424, NHPA@YourNHPA.org
DIRECTOR OF EDUCATION & TRAINING Cody Goeppner, cgoeppner@YourNHPA.org
TRAINING MANAGER & EDITOR Jesse Carleton, jcarleton@YourNHPA.org
OPERATIONS COORDINATOR—ADVANCED EDUCATION & TRAINING Amy Hayes, ahayes@YourNHPA.org
Working for You Since 1900
The mission of the North American Hardware and Paint Association (NHPA) is to help independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
INDUSTRY-LEADING PUBLICATIONS
NHPA publishes two monthly magazines, Hardware Retailing and Paint & Decorating Retailer, featuring best practices, strategic solutions, new products and trends.
COST OF DOING BUSINESS STUDY
For 100+ years, independent home improvement retailers have used NHPA’s Cost of Doing Business Study to benchmark their business and plan for financial growth.
BUSINESS SERVICES
NHPA offers a wide range of business services, including workers’ compensation and liability insurance, health insurance, credit card processing and more to help retailers save time and money.
TRAINING & LICENSING
With 43+ training courses and 273+ modules, NHPA’s training and licensing solutions are the most comprehensive in the industry.
INDUSTRY NEWS & TRENDS
The association’s publications— Hardware Retailing and Paint & Decorating Retailer—deliver relevant, timely industry news and trends in e-newsletters and on social media every week.
LEADERSHIP TRAINING
NHPA’s Foundations of Leadership online courses build leadership skills and confidence, empowering managers to lead and drive team success.
PREMIER MANAGEMENT PROGRAM
300+ retailers over 11+ years have chosen the Retail Management Certification Program to master innovative retail practices and strategic management skills to grow their careers and businesses.
ROUNDTABLES
NHPA facilitates and hosts nearly a dozen annual retailer roundtables covering topics such as finance, merchandising, marketing, technology, training and more.
RETAIL MARKETPLACE
NHPA Retail Marketplace is the industry’s resource for buying and selling independent home improvement stores and posting jobs.
INDUSTRY EVENTS
NHPA organizes 14 annual live and virtual events, including the Independent Home Improvement Conference, Top Guns Awards and Young Retailer of the Year Awards.
Visit YourNHPA.org or scan the QR code to see how NHPA’s programs, tools, events and trainings can help you.
Shining Stars
If this year’s class of Young Retailer of the Year honorees is any indication of the future of the home improvement retail industry, the channel is in good hands. Meet the 2025 honorees and their thoughts on leadership, channel opportunities and advice for fellow young retailers.
Moving the Channel Forward
Over three days, retailers, wholesalers, vendors and other industry partners gathered in Orlando for education, networking and fun at the 2025 Independent Home Improvement Conference. See the highlights and high points.
The Industry’s
Get a pulse on the latest industry data with the Independent Retail Index, which shares how the channel performed in Q2 based on retailer responses, and see how your operation stacks up against the industry averages.
Seeing the World in Service
During his time in the U.S. Navy, John Azaltovic was able to experience the world and new cultures and people. Learn more how he brought that passion for new experiences into the independent channel.
Share Your Expertise
Learn how one hardware store owner transformed the challenging caulk and adhesives category into a competitive advantage through strategic product curation and expert customer consultation.
DITCH THE CLIPS
& Make the Switch
5X FASTER
10X FASTER
· No Ladders
· No Nailers
· No Predrilling
SCAN to learn more about FrameFAST & the NLB Connector Faster, Easier & Safer than Traditional Clips
TAKING CARE OF BUSINESS
CONNECTIONS Send Dan a Message dant@YourNHPA.org
Dan Tratensek
“Being innovative simply means finding new solutions to solve problems and applying those solutions in a meaningful way.”
FROM THE ASSOCIATION
Invigorating Innovation
A FEW WEEKS AGO , during the 2025 Independent Home Improvement Conference (IHI Conference) in Orlando, a gentleman by the name of Duncan Wardle was among the keynote speakers.
Like most folks who are on the speaking circuit, Mr. Wardle’s resume included a long list of accomplishments, but the one title that caught my eye as we were vetting speakers for the event was the time Duncan had spent with the small, Florida-based entertainment company, Disney.
Most recently, Mr. Wardle served as Disney’s vice president of innovation and creativity. If there is any company that is known for being innovative and creative, it’s hard to pick one that stands out more than Disney.
At the IHI Conference, he delivered an interactive presentation that inspired the audience to harness some of that Disney innovation in their own businesses.
Without going into the specific lessons Duncan shared with the crowd, I want to address the concept of innovation itself.
Innovation is a word kicked around a lot these days, particularly when we are talking about companies that tend to stand out from the crowd.
So, how can we all make innovation an important part of our own businesses?
The first step is to spend some time thinking about how your business can be more innovative. To do this, however, you need to have a good understanding of what it means to be innovative.
Being innovative simply means finding new solutions to solve problems and applying those solutions in a meaningful way.
To start, identify what problems you or your customers face. Then brainstorm all the possibilities you can to address those problems.
You can’t solve every problem, so you will have to break them down and rank them into easily digestible bites. Then, take a deeper dive into the problems and the possible solutions you and your business could provide.
Unfortunately, so many of us roll from year to year and simply fail to address problems and “solution generation” as part of our planning culture.
As an exercise in innovation, I’d challenge each of you to make this part of your planning and budgeting process for 2026. Identify three problems in your business and then brainstorm a series of innovative solutions to those problems. Not only does this help keep non-financial objectives on your planning radar, but it also helps create a culture of innovation within your organization.
It’s a small step but it’s better than simply “wishing on a star” that things will work out.
Dan M. Tratensek Chief Operating Officer
EDITORIALLY
SPEAKING
Scott Wright
“This is what sets NHPA apart in our industry—our ability to bring together all members of the independent channel to share successful methods and best practices.”
FROM THE PUBLISHER
The Best Retail Minds... At Your Service
THIS PAST MONTH has been one of the most exciting times in the 125-year history of the North American Hardware and Paint Association (NHPA). In mid-July we held the first visit of our newly “remodeled” Retail Management Certification Program (RMCP) with 22 students attending from across the country. The following week we successfully staged the second annual Independent Home Improvement Conference in Orlando, where 600-plus channel members assembled to learn about today’s hottest topics and trends. We also launched our new RetailWise industry-focused training library, powered by an exciting new artificial intelligence model that will allow us to easily and affordably disseminate and customize NHPA’s training content. You can read more about this new program on Page 55
These milestones represent a turning point in NHPA’s 125-year history, where traditional methods of how we provide solutions for success are now intertwining with emerging new technology.
Most of our in-person meetings and educational programs, like RMCP, adopted a hybrid approach during the pandemic, with a mix of both in-person and virtual components to deliver content in a timelier manner. One example is NHPA’s Retailer Roundtable program, where retailers from different affiliations gather for monthly virtual meetings to discuss current topics, but also attend annual in-person meetings where we can spend more time doing deeper dives into the topics that require additional discussion and analysis.
This is what sets NHPA apart in our industry—our ability to bring together all members of the independent channel to share successful methods and best practices. It’s what we do each month in the pages of this publication.
An important aspect of NHPA’s role is our ability to connect you to the brightest retail minds who we know and who we trust.
Starting next month, we will be launching a new service where we are able to connect you with these trusted retail experts, teachers and advisors, one-on-one, through a new consulting platform that will also have both in-person and virtual components.
These experts will each focus on specific retail core competencies. Most of these experts have spent their entire careers working in retail at leading companies that we all know and respect. The solutions they provide are deeply rooted in their experience and extensive track record for innovation and success, with no gimmicks and no bias toward any one entity. We have vetted them and trust they will be able to take your business to new levels of success.
We believe this will be a game-changing extension of how we fulfill NHPA’s mission, which is to help hardware stores, home centers, LBM outlets and paint and decorating stores, regardless of affiliation, be better and more profitable retailers. And there’s perhaps no better way to fulfill this than to connect you with the best retail minds who can provide the best solutions for your specific needs. Want to learn more? Give me a call at 317-441-4136 or email me at swright@YourNHPA.org
Scott Wright Vice President of Content Development and Publisher
RESOURCES
Low-Down on Displays
Once your physical location is secured, discover how to effectively merchandise at YourNHPA.org/research/merchandising-for-profit. INDUSTRY VIEWPOINT
Meet Jim
Jim Robisch has been working in the home improvement channel for over 40 years. He is retired from The Farnsworth Group, where he was a senior partner and adviser focusing on retail research and consulting. He directed retailer and wholesaler services activities for the firm, including customer intelligence, brand image and positioning, market expansion, customer satisfaction, growth and strategic planning. Jim has worked with more than 1,000 independent retailers and over 50 of the top industry chains and the largest wholesale groups. He has evaluated over 1,000 trading areas and visited over 10,000 stores. In retirement, Jim remains active with consulting work and serving on numerous industry and non-industry advisory boards.
jrobisch@thefarnsworthgroup.com
OPERATIONS
Location, Location, Location
Location, location, location is an indisputable retail axiom. Location influences the performance across multiple fronts of retail management: websites, in-the-store product areas, on-the-shelf locations, in-ad product locations and of course, physical stores’ site locations. Let’s focus on store site locations.
Over the years I have visited, assessed and evaluated over 10,000 retail store locations (yes, really!). I have never seen two sites that are exactly the same. I’ve looked at existing sites for expansion. I’ve looked at new sites for brand new stores and for relocation. While no situation is exactly the same, the critical evaluation issues are very similar. I want to provide some experiential perspective around what makes for a solid retail site location assessment for home improvement stores.
Most situations have some sort of “expert” or an individual’s bias at play. The more information the better, but keep in mind who is providing it. Remember, they are not investing their own money—you are investing yours. You’re investing in the future of your company and need educated, experienced, unbiased, relevant and fact-based input. There are numerous things to consider when evaluating a site location. Here are some macro considerations to help you avoid pitfalls of site assessment and to serve as foundations for strategic site selection thought:
• Establish how strong your brand is to drive customers to your store(s) and if your brand strength can offset any site location deficiencies.
• If at all possible, avoid deteriorating neighborhoods or shopping areas.
• Make sure that your site is visible to vehicles passing by on a major thoroughfare.
• In shopping centers, avoid “armpit” space. Being located in the apex of an “L” often limits visibility, reduces convenient parking spaces near your store entrance and encumbers the ability to use the outside space for selling product.
• Avoid “below the grade” sites. On your major thoroughfare, vehicles passing at speed don’t look down.
• Never stop with just demographics analyses (population, income, homeowner status, etc.) Dig deeper and get current, voice of customer feedback.
Overall, your site location should serve to enhance customer attraction and reduce friction in their store selection process. The only way to validate a site is to go see it, talk to area customers and get their thoughts.
Finally, ask: “Would I shop at this location?” And be honest with your answer. Till next time.
Jim Robisch Senior Partner & Adviser, Ret.
Group
INDEPENDENT INSIGHTS
BROUGHT TO YOU BY OPERATIONS
DIY Through the Decades
Explore how generational shifts influence DIY purchasing habits and how to engage them effectively at hardwareretailing.com/diy-decades
Repair Roadblocks
Survey Reveals Most Millennial Homeowners Delay Fixes
ACE HARDWARE HOME SERVICES
released results from its new national survey, spotlighting how U.S. millennial homeowners approach the challenges of home repairs and what’s holding them back.
According to the survey, 87% of U.S. millennial homeowners currently have at least one repair project pending and 84% admit they’ve delayed fixes, underscoring a clear need for convenient, trustworthy home repair products and solutions.
Top Home Maintenance Concerns for Millennial Homeowners
When Facing Urgent Repairs
Project Abandonment
of projects started by millennial homeowners remain unfinished, causing ongoing stress and disrupting daily life
30% of homeowners abandon home improvement projects
Source: July 2025 Survey, Ace Hardware Home Services
NEW PRODUCTS
Retailer Recommendations
Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and why you love it.
Portable Workstation
The Planstation Pro is a heavy-duty, portable standing desk and workstation that provides an instant and efficient place to work for building sites, home offices, garages, workshops or any place where a portable workspace is needed. It folds up and installs at any height and easily hangs wherever your work takes you.
NIELSEN PRODUCTS | planstation.biz
Flood Bag
Freestanding Tub Drain
The Oatey Freestanding Tub Drain Kit removes the complexity of installing a freestanding/island center or offset tub. Connect the drain to the system from above the floor at rough-in. The compact, universally compatible drain works with brass or schedule 40 tailpieces and connects to any plumbing configuration.
OATEY | oatey.com
Quick Dam Flood Bags are sandless sandbags that absorb, contain and divert problem flood water. The bags absorb, swell and gel oncoming water on contact to create a durable barrier. They are compact, lightweight and easy to use and do not take up a lot of space when stored before use.
QUICK DAM | quickdams.com
Freestanding Tub
The Anson Freestanding Bathtub from Hydro Systems features a contemporary design with a seamless acrylic surface and high-gloss finish. It offers an ergonomic interior for comfort and is available in multiple sizes and colors to fit various bathroom layouts.
HYDRO SYSTEMS | hydrosystems.com
Hidden Fastening System
The Cortex Hidden Fastening System from FastenMaster is designed for composite fascia boards and provides a concealed, color-matched installation. Each kit includes plugs made from the same material as the fascia, along with screws and tools for secure installation. The system accommodates board expansion and contraction and installs in three steps: predrill, drive the screw and insert the plug.
SWINGLINE | swingline.com
Waterproof Boot
The Hi Flyer from Loon’r is a waterproof boot made with an EVA outer shell, rubber sole and tread with an ABS toe cap and synthetic polymer liner. The boot’s cuff is made of Oxford cloth with a cinch cord. These boots weigh 3.5 pounds per pair and can be worn in weather down to -30 degrees Fahrenheit.
LOON’R | loonr.com
Cooling Towel
The Original Cooling Towel from Mission uses water-activated cooling technology to help lower body temperature during outdoor activities. It provides UPF 50 sun protection and stays cool for up to two hours when wet.
MISSION | mission.com
Polarized Safety Glasses
The Boss Clear Frame Safety Glasses from EMU Safety feature a lightweight, impact-resistant design with clear lenses and side shields for full eye protection. They feature antifog and antiscratch coatings and integrated nose pads and temple grips for a secure fit. Rated ANSI Z87.1 for industrial safety standards.
EMU SAFETY | emusafety.com
Soap Square
The Little River Soap from Sparta Candle Co. is a handcrafted soap made with natural ingredients, including plant-based oils and butters. It is designed for gentle cleansing and moisturizing and is suitable for daily use.
SPARTA CANDLE CO. | spartacandleco.com
Cabinets
Evolve cabinets feature fully assembled, frameless, full-access cabinets with slab doors and drawer fronts. All hinges are six-way adjustable and feature a color-matched molding and trim. Evolve cabinets are constructed with Sauder Cabinetry’s DuraGuard™ finish, providing resilience against daily wear and tear and come in four woodgrain patterns and four solid color finishes.
SAUDER CABINETRY | saudercabinetry.com
Latex Sealant
The Alex Ultra Advanced Latex Sealant from DAP Global features professional grade latex and Anti-Shrink technology, ensuring a durable, flexible and UV-resistant bead. It is paintable in 15 minutes and forms a waterproof, mold-resistant seal.
GLOBAL | dap.com
Tactical Boot
The Terrascope High-Top Security and Army Boots from NORTIV 8 feature an oxford fabric upper with mesh lining, a side zipper and a hook-loop strap for quick on and off access. They include lightweight ETPU/rubber outsole, breathable fabric, ankle protection wraps and removable cushioned insole for comfort across varied terrains.
8 | nortiv8.com
EVOLUTION? NO. REVOLUTION!
Introducing new Barrier® Year-Long Vegetation Control Concentrate: An advanced formula, non-selective herbicide that delivers results for up to a year.
Tell your customers Barrier is here: The revolution starts now.
INDUSTRY AWARDS
Ongoing Recognition
The celebration of these incredible young retailers continues with the Young Retailer of the Year recap video. Watch it now at YourNHPA.org/yroty
RISING STARS
Meet the 2025 NHPA Young Retailer of the Year Honorees
BY LINDSEY THOMPSON
Embodying leadership, grit and a passion for the independent channel, this year’s Young Retailer of the Year honorees prove that the future of the industry is in good hands.
The Young Retailer of the Year program, now in its 29th year, identifies and promotes the next generation of aspiring independent home improvement, paint and decorating retailers. It recognizes individual achievement by industry retailers age 35 and younger throughout the U.S. and Canada. Honorees are chosen based on a number of criteria, including professional milestones, community engagement, continuing hardware industry education and extracurricular activities.
“This is a launching point that will take you into the future. Lead louder, give more generously and keep growing, even when it’s uncomfortable,” says Cody Goeppner, 2020 Young Retailer of the Year honoree and NHPA director of education and training. “Make sure you lift others up around you as you continue on. Because the future of this industry isn’t just in good hands. It’s in your hands. And the work we do tomorrow together will matter more than any single moment of recognition today.”
Read on for the honorees’ insights on leadership and the future of the independent channel and learn more about the positive impact each is making in their operation, their community and the channel at YourNHPA.org/yroty.
HONOREE INSIGHTS
The Rest of the Story
Scan the QR code to read the press release and learn more about Jay Engler
MULTISTORE
JAY ENGLER
Director of Merchandising
Busy Beaver Building Centers, Inc.
As a young retailer, what does leadership look like to you? Leadership to me is fostering an environment where everyone involved is informed, motivated and has the tools needed to succeed. It’s a dynamic process that involves setting direction with the ability to guide and influence individuals to ensure success.
What advice do you have for other young retailers who aspire to make an impact in the industry? Keep grinding and stick to it. Don’t be afraid to take advice, but also do not be afraid to bring up new ideas or processes to improve efficiency. You are in your role for a reason—always push to grow the company you work for and your career.
HONOREE INSIGHTS
The Rest of the Story
Scan the QR code to read the press release and learn more about Jacqueline Fenton
MULTISTORE
Chief Operating Officer
Hassett Ace Hardware
As a young retailer, what does leadership look like to you?
JACQUELINE FENTON
Being able to lead is a massive gift you should never take for granted and making sure you lead with humility and gratitude is beyond important. I have been lucky to watch some fantastic leaders and draw inspiration from how they have led me.
What does it mean to you to be named a Young Retailer of the Year honoree?
Being named a Young Retailer of the Year means the world to me. A lot of times we all know that retail can be a thankless job, so I am unbelievably grateful to be acknowledged. I am so lucky to have an owner who cares enough to nominate me but most importantly, one who always supports me in everything I do, even my crazy ideas. I also hope that other women see that hardware is a space for them, and if I can be an example of that, that is extremely exciting for me.
HONOREE INSIGHTS
The
Rest of the Story
Scan the QR code to read the press release and learn more about Ryan Leger
MULTISTORE
RYAN LEGER
Dealer-Owner
Richibucto Home Hardware
Building Centre and St. Louis Home Building Centre
What excites you the most about the independent home improvement channel?
What excites me most about the independent home improvement channel is that independent stores can often be more flexible in making decisions, experimenting with new ideas and adapting to market changes. This freedom fosters a sense of ownership and creativity, and I’m thrilled by the opportunities it presents to innovate and make a difference.
What advice do you have for other young retailers who aspire to make an impact in the industry?
Listen more than you speak for your first few years. No one is expecting you to have all of the answers right away. Continue to learn, grow and pay attention to your customers’ feedback, as well as feedback from your staff. Network as much as you can and visit other stores to give you perspective. As you build confidence, start to execute on changes you’d like to see and enjoy the process.
HONOREE INSIGHTS
The Rest of the Story
Scan the QR code to read the press release and learn more about Matthew Spinks
MULTISTORE
MATTHEW SPINKS
Branch Store Manager
Lumber King
As a young retailer, what does leadership look like to you?
What excites you the most about the independent home improvement channel? What excites me most about the independent home improvement channel is the closeness and collaboration of independent retailers across North America. Every day, business owners and young retailers alike are inventing new ways to reach new customers in their markets. Retailers are seizing the opportunities to come together and learn from each other every chance they get. This is making our industry stronger and smarter.
For me, I want to encourage and teach those around me to be the best versions of themselves while our time is spent together. I want to lead by setting the best example I can, not only in the workplace but in everyday life also. I want to lead by showing that I am dedicated to my work and my employees and customers alike.
HONOREE INSIGHTS
The Rest of the Story
Scan the QR code to read the press release and learn more about Huong Luu
UNDER $3M
HUONG LUU
Chief Executive Officer
Luu Color Center, Inc.
What excites you the most about the independent home improvement channel?
The heart! Independent retailers are the soul of our industry. We have the flexibility to make decisions fast, the desire to solve real-world problems and the relationships to make a lasting impact in our neighborhoods. I’m constantly inspired by the dedication and resilience of our fellow independents who continue to elevate the customer experience while staying true to their roots and heritage.
What advice do you have for other young retailers who aspire to make an impact in the industry?
Don’t be afraid. Learn everything you can and trust your instincts and fresh perspective. Be curious, be kind and stay consistent. This industry is built on relationships, so pour into yourself, your team, your customers and your peers. Your impact will grow from the trust you earn and the values you uphold.
HONOREE INSIGHTS
The Rest of the Story
Scan the QR code to read the press release and learn more about Mitchell Stadtlander
UNDER $3M
MITCHELL STADTLANDER
General Manager
Cedar Mountain True Value
What advice do you have for other young retailers who aspire to make an impact in the industry?
It might be unique to my situation, but one thing I’ve had to learn watching our village grow from almost nothing to bordering a full-scale resort is that you have to be comfortable saying no. Taking on work and letting someone down always feels a lot worse than refusing the work in the first place. It’s important to improve on all the things you can do.
What does it mean to you to be named a Young Retailer of the Year honoree? Sometimes you feel like you are grinding away your life just to get by another few years. Winning Young Retailer of the Year validates for me that what I am doing is unique, it is working and it does provide value that other people see as important. With the loss of two employees in my busy season, I’m struggling to handle even day-to-day operations, but I think that finding the will to keep going and carving my business’ path through another year shows just how much it means to myself and the community.
HONOREE INSIGHTS
The Rest of the Story
Scan the QR code to read the press release and learn more about Brookelyn McClellan
OVER $3M
BROOKELYN MCCLELLAN
Marketing and Business Strategy Manager
Hardware Sales
What excites you the most about the independent home improvement channel?
There’s so much potential in the independent home improvement channel, and that’s what makes it so exciting. There are always new innovations and fresh ways of doing things. It’s an industry that’s constantly evolving—it stays interesting, keeps you on your toes and never gets boring.
What does it mean to you to be named a Young Retailer of the Year honoree?
It honestly means so much. When I got the call, I was completely shocked—I couldn’t believe it. There are so many incredible people in this industry who are more than worthy of this recognition. To be considered among them is a huge honor, and it’s only motivating me more to keep pushing toward my goals and continue growing into the kind of leader who truly earns it.
HONOREE INSIGHTS
The Rest of the Story
Scan the QR code to read the press release and learn more about Skylar Stevenson
OVER $3M
SKYLAR STEVENSON
Owner Stevenson’s Ace Hardware
What excites you the most about the independent home improvement channel?
The community aspect excites me the most. I believe the local hardware store has stood the test of time, and if you are listening to your customer’s needs, adapting to what they want, focused on the future and finding ways to give back, the local independent has a strong story for the coming years. I want to be so involved in my community to the point that if my business were gone tomorrow, it would be dearly missed by all generations of our community.
What advice do you have for other young retailers who aspire to make an impact in the industry?
Follow your heart and dreams. Don’t be afraid to dream big and then dream bigger! Ask questions even if you think you will be told no. I often thought a simple phone call would be a rejection, but some have become my greatest accomplishments. Don’t be afraid of rejection.
Ignite. Innovate. Inspire.
Industry Leaders Unite in Orlando to Share Insights, Spark Innovation and Drive the Industry Forward
BY LINDSEY THOMPSON
Addressing top-of-mind topics, gleaning practical operational best practices and learning to be a little more creative, attendees of the 2025 Independent Home Improvement Conference (IHI Conference) left Orlando energized and invigorated to move the channel forward.
Hosted by the North American Hardware and Paint Association (NHPA) and The Hardware Conference, the event was held at the stunning JW Marriott Orlando Grande Lakes and included retailers of all sizes from all affiliations, vendors, wholesalers and other industry partners.
Bringing the Industry Together and Moving It Forward
Each afternoon, the General Session featured speakers and panel presentations from the main stage. Kicking off Day 1, NHPA COO Dan Tratensek gave his State of the Industry presentation, providing insights into how the industry has performed so far in 2025 and where it’s moving. Tratensek says that even though the pandemic was five years ago, the entire industry is still “shell shocked” and facing challenges like inflation, delayed purchases, economic uncertainty and social uncertainty.
INDUSTRY EVENTS
Take a Closer Look
Read about all the other highlights from the 2025 IHI Conference at hardwareretailing.com/2025-IHI-roundup
Leadership Lessons
Top Guns honoree
Jeff Grasty shared his thoughts on leadership and how it’s shaped his time in the independent channel.
Thank You to Our Event Sponsors
“This has caused independent retailers to rethink and reframe the basic value proposition that they stood behind for decades,” Tratensek says. “Convenience, service and product knowledge now mean something completely different. Convenience is giving way to curation, service is evolving to relationship cultivation and product knowledge is transitioning to customer confirmation.”
During Top Guns Live: Leadership Lessons From the Industry’s Boldest Leaders, the 2025 Top Guns honorees shared insights on leading their teams, leaders they admire and what the future of the industry looks like. This year’s honorees included president of Florida Paints Jeff Grasty, president of Gold Beach Lumber Yard Ryan Ringer and president of Home Lumber & Supply Hervey Wright.
During the panel, each honoree shared what leadership means to them, how they build leaders in their organization and the biggest opportunities they see in the channel moving forward.
“Leadership is not just a title; you have to tailor your leadership to who you are leading,” Wright says. “Because of this, my role as a leader has changed over the years and involves more listening and empowering my team to lead.”
Ringer says growth is a top opportunity for all retailers in the independent channel and the main goal for his organization.
“If you manage your piggy bank correctly, the growth opportunities in this industry are huge in the next 10 to 15 years,” Ringer says. “No matter how far technology takes us, brick-and-mortar stores will always be able to provide that personal touch and human experience customers want.”
Reflecting on what being a Top Guns honoree meant to him, Grasty says it’s not about him, but about his team who have put in the long hours and hard work alongside him.
“It’s about everyone who’s worked so hard to take us from zero 13 years ago to where we are now,” Grasty says.
Closing out Day 2, Dave King, executive director of the Home Improvement Research Institute, broke down key economic factors—unemployment, inflation, interest rates and more—influencing home improvement behaviors in 2025 in his presentation, Macro-Economic Factors Impacting Home Improvement Behaviors.
“When it comes to unemployment, in reality, we’re moving back toward historical norms,” King says. “We’re going to be OK.”
The General Session on Day 2 celebrated industry powerhouses during the panel presentation Voices of Impact: A Conversation With Young Retailer of the Year and Beacon Award Honorees. These innovative and forward-thinking retailers shared their stories, strategies and lessons learned from building strong teams, embracing innovation and driving meaningful change in their communities and businesses.
Huong Luu, chief executive officer of Luu Color Center and Young Retailer of the Year honoree, lost her father to COVID-19 and took on his business without any formal training in paint retailing, turning it into a thriving operation.
“When my dad passed away, I threw myself into the one tangible thing that I had left of my dad—his business,” Luu says. “I poured everything I had into bringing his business back to life. Looking back on my decision, I realized I didn’t take over the business because I saw potential. I took it over because of love. And it was that love that got me to the point where I was able to see potential.”
Randy Andes, owner of Randy’s Hardware and Retail Beacon Award winner, takes a more collaborative approach to the operation’s competition, often partnering up with other stores who offer services or products his doesn’t and offering the same to them.
“It’s not uncommon for us to go to a store and meet that department manager and say, ‘I noticed you don’t do this particular service, but we do, and we notice that you do a good job of this, and we don’t,’ and we try to build an alliance or relationship with them,” Andes says. “It turns out, they’re less of a competitor and more of an ally. This collaboration helps build relationships with our customers. We may not have everything, but we can get you to the place that does.”
Former Disney head of innovation and creativity Duncan Wardle sparked creative thoughts in an engaging keynote that appealed to three learning styles—auditory, kinesthetic and visual learners. He says we make creativity too difficult because we overthink everything and experience analysis paralysis.
“Creativity is a muscle. The more you use it, the stronger it gets,” Wardle says. “But we think we can’t break our habits. We think we can’t learn new ones, but the habit of continually doing things in new ways makes a positive difference to our working lives.”
Wardle shared that innovating comes down to being brave.
“Having that butterfly feeling in your stomach is a good sign,” Wardle says. “It’s a sign to you and you
alone, that you are thinking differently, that you are innovative and that you are being brave. As my favorite quote says, ‘The opposite of bravery is not cowardice. It’s conformity.’”
Breakout Sessions Produce Practical Solutions and Helpful Takeaways
From creating a customer experience for every generation to innovating to win to expanding B2B sales, the breakout sessions at the IHI Conference took a deep dive into the most-pressing topics facing retailers in the independent channel.
In Beyond Your 4 Walls: Expanding B2B Sales Strategies for Long-Term Success, Flanagan Paint owner Jay Donnelly says building a successful B2B program starts small.
“Pick two customers a week—chances are you already have their contact information—and make a point to go see their shop,” Donnelly says. “Start small. You don’t build friendships overnight, so it is all about consistency and building trust.”
Isaac Smith, owner of Matt’s Building Materials, shared in the The Future Is Now: How Independent Retailers Are Innovating to Win session that implementing technology starts with finding solutions to your operation’s most-pressing issues, not necessarily relying on the latest and greatest.
“I ask, ‘What do we want to accomplish? What do we want to push? What kind of culture do we want to drive?’” Smith says. “All of these solutions we’ve implemented are really easy, but are cost-effective and have made huge impacts.”
The session From Boomers to Zoomers: Creating a Customer Experience for Every Generation shared insights into what motivates each generation to buy, how expectations differ across age groups and how retailers can bridge the gap without losing their core identity. Ned Green, owner of Weider’s Paint and Hardware, says it’s critical to not stereotype customers based on their generation.
“That value proposition we’re selling, that add-on service, people can use across the age spectrum,” Green says. “You have to be careful and cognizant that you’re allowing people to choose where they’re at and be available to them there, rather than stereotyping.”
During the sponsored breakout sessions, vendors presented on a variety of topics, including AI, disaster recovery, pricing strategies and more. Presenting vendors included Deluxe, It’s a Real Cinch, Pennsylvania Lumbermens Mutual, Rundoo, GenetiQ, National Cooperative Bank, OneBeat, Live Oak Bank, ECI Software Solutions and Watcher Total Protection.
IHI Celebrates the Best of the Best in the Industry
For the first time ever, the NHPA Young Retailer of the Year Awards and the Beacon Awards came together to celebrate excellence in the industry during the All-Industry Awards Gala on the first night of the conference.
As a Young Retailer of the Year honoree himself in 2020, Cody Goeppner, NHPA director of education and training, says hosting the All-Industry Awards was a full circle moment and shared with this year’s honorees how to make the most of this honor moving forward.
‘The evening was a celebration of momentum, innovation and legacy,” Goeppner says. “It was all about recognizing how far passion and purpose can take you and honoring the people who are building, growing and giving back at every level. It was a celebration that both humbled and inspired.”
To cap off the celebrations and the conference, IHI Conference attendees honored the Top Guns honorees at a reception.
Making Connections in the Partner Pavilion
In the Partner Pavilion, exhibitors engaged with attendees and shared their services that can help attendees take their business to the next level in a variety of operational areas.
Jeff Flogel from Seattle, Washington, attended the IHI Conference looking for inspiration to set-up his new store.
“In the Partner Pavilion, I spent a lot of time with the vendors I met and was able to get a lot of help from the distributors and vendors attending on setting up and stocking a new store,” Flogel says.
Partner Events Expanded Learning and Networking
Partner Events at the IHI Conference took place the day prior to the event and welcomed all attendees to gain insights on a variety of topics and learn from industry wholesalers and other partners.
Addressing hot topics impacting the independent channel, Do it Best and True Value hosted two informational sessions presented by Stefanie Couch, nationally recognized speaker, lifelong leader in the hardware and building industry and strategic brand partner for Do it Best and True Value. The session Unmistakable: Why Visibility Is Leadership showed business owners how to turn visibility into a real growth strategy and the session AI Unleashed: Embracing the Power of AI and Automation broke down what AI really means for independent business owners.
Epicor’s training sessions took a closer look at the products and services the company provides for retail operations and covered topics like Epicor pricing tools and Epicor Eagle.
The Orgill Partner Event included the Orgill Services Area, where attendees explored the tools, programs and support Orgill offers and educational sessions, covering topics like tariffs, cost volatility, store planning, assortment strategy, managing payroll, employee loyalty, strategies for selling paint and the new Orgill Innovation Center.
The Orgill Technology Symposium focused on the latest innovations shaping independent retail, from real-world lessons in tech implementation to breakthrough strategies in electronic shelf labels (ESLs) and loyalty programs.
BUILDERS
& CONTRACTORS TRUST TITEBOND
A LEGACY OF SERVICE
John Azaltovic Follows in Family’s Military Footsteps
BY LINDSEY THOMPSON
Honoring a family legacy of military service, John Azaltovic served in the U.S. Navy from 1995 to 2004 on a submarine as a culinary specialist. He followed in the footsteps of his father, who served in the Navy as a SeaBee during Vietnam and both of his grandfathers who each served in the Navy during World War II on small gun boats.
ASSOCIATION
An Honor to Serve
NHPA is sharing the stories of these hometown heroes in all of its media brands. Visit YourNHPA.org/veterans to read more about these honorees.
PAYING TRIBUTE
While there is no way to repay the sacrifices made by veterans of the armed forces, the North American Hardware and Paint Association (NHPA) recognizes that not only have these individuals made a lasting impact on their country, but they are also a prominent and positive influence within the home improvement industry.
To honor the ongoing impact military veterans make throughout the home improvement industry, in 2025 NHPA launched the Helmets to Home Improvement recognition program, with the National Hardware Show (NHS) as the program’s official founding sponsor and venue partner.
We need your help honoring these amazing men and women. Please visit YourNHPA.org/veterans to nominate a Helmets to Home Improvement honoree.
John Azaltovic served in the U.S. Navy from 1995 to 2004 on submarines as a culinary specialist and now serves as a manager for Cole’s Hardware.
Nominate a Veteran
Help us honor those who have served our country and our channel. Visit YourNHPA.org/veterans to nominate a veteran from your business to be recognized.
John Azaltovic spent time on the USS James K Polk and the USS Montpelier, both out of Norfolk, Virginia. Service at Sea
“I am very proud of the company I work for. It is that same proud feeling I had from my service in the Navy. I love my job and the people I work with and for.”
—John Azaltovic, Cole’s Hardware
During his time in the Navy, John served on the USS James K Polk, a slow approach Navy Seal delivery submarine, and the USS Montpelier, a fast attack submarine, both of which served out of Norfolk, Virginia.
As a Petty Officer First Class (SS), John says he loved getting to travel to other countries as part of his military duties.
“My favorite part of my time in service was the lifelong friends I gained,” John says.
After getting out of the Navy, John started his career with Best Buy, helping them open three new stores in North Carolina, South Carolina and Pennsylvania over his nine-year stint with the company.
From there, he followed a recruitment call to Dick’s Sporting Goods where he spent another five years as a hardlines manager, merchandising multiple departments of the store and leading customer service.
“Then an opportunity came along to work for a very well-known hardware chain in central Pennsylvania that I had always loved shopping at,” John says.
He took the leap of faith and joined the Cole’s Hardware family, starting out as an assistant manager and customer service manager at one of the stores.
“I just love that when you work for Cole’s Hardware, you don’t feel like a number; my input actually matters to the company’s leaders,” John says.
After about a year, John took over as the store manager of the Danville location, which is where the company
started back in 1883 under the guidance of J.H. Cole. Cole’s Hardware is still family-owned and now has 12 locations, stocking over 15,000 different branded items.
“I am very proud of the company I work for. It is that same proud feeling I had from my service in the Navy,” John says. “I love my job and the people I work with and for.”
One of the biggest lessons John has transferred from the military is how to be an effective leader and bring people along for success.
“I am not a boss, but I am a leader,” John says. “My team knows not to call me their boss, but rather, I want to be known as their coworker who just has a higher pay grade.”
Along with leadership attributes, John says military veterans bring a number of other employable skills to the independent home improvement channel that businesses are looking for.
“Veterans show dedication, reliability and pride in self,” John says. “They also have the ability to adapt and overcome any number of obstacles, all important qualities in this industry.”
RESOURCES
The Data You Need
Access the data from the quarterly Independent Retailer Index to see how your operation compares. Learn more at YourNHPA.org/research/retailer-index
SALES STAY RELATIVELY FLAT IN Q2
UNDERSTANDING how independent home improvement operations are performing throughout the year helps retailers in the channel compare themselves to others and use that data to make improvements to their operations.
Since 2022, the North American Hardware and Paint Association (NHPA) has partnered with The Farnsworth Group to produce the Independent Retailer Index, which tracks key performance metrics quarterly. Every quarter, the index asks independent home improvement retailers to share year-over-year changes in:
• Transaction count and size
• Inventory investment
• Cost of goods
• Profit margin dollars
• Future operational investments
The most recent Independent Retail Index shares some potentially positive signs about independent retailers’ performance in Q2, but a deeper look at the numbers somewhat tempers this outlook.
According to the index, which fielded responses from 68 different companies, representing hundreds of independent storefronts across the U.S., 38% of respondents reported that sales increased in Q2 2025 versus Q2 2024. This number compares to the 37% reporting sales declines and 25% posting flat sales during the period.
The mean sales increase from respondents in Q2 2025 versus the same period last year was 2.8%; however, looking at the median data, sales for the group were flat year over year. This median data more closely corresponds with some of the national averages being reported by the Department of Commerce, which shows the industry down 0.5% through the first six months of the year and off slightly in Q2.
“I think, in essence, this data is showing us that the industry and independents are kind of stalled right now,” says Dan Tratensek, NHPA COO. “There are pockets of the country that are definitely performing better than the average, but overall I think we are still trying to get things moving in a positive direction.”
CHANGES IN TRANSACTION COUNT (YEAR OVER YEAR)
Another potential bright spot for independents revealed in the index is that transaction count held relatively flat against Q2 last year, up 0.2%, which would be only the second time in the last two years that transaction counts have not declined.
(Mean)
CHANGES IN TRANSACTION SIZE (YEAR OVER YEAR)
Transaction size continued to show slight increases YOY in Q2 with 44% of respondents reporting increases against only 18% reporting declines. The mean increase in transaction size among respondents was 1.1%
ACCESS THE INDEX
Be sure you’re on the list to receive the newest data from the Independent Retailer Index quarterly. Head to YourNHPA.org/research to subscribe today.
OPERATIONS
Filling In the Cracks
Discover the right questions to ask your DIY customers to help them find the right caulk or sealant for their needs at hardwareretailing.com/caulk-for-DIY
EXPERT ADVIC
4 Ways to Turn Your Caulk and Adhesives Category Into a Competitive Advantage
BY JACOB MUSSELMAN
The caulk and adhesives category has undergone a dramatic transformation in recent years, evolving from simple, low-cost commodity products to highly specialized solutions requiring expert knowledge to sell effectively.
At Woodstock Hardware in Woodstock, New York, owner Vince Christofora has turned this challenging category into a competitive advantage through strategic product curation and customer education.
“The caulk and adhesives category has completely transformed over the past decade,” Christofora says.
“We’ve gone from shelves full of basic tubes to specialized products that require expertise to match with customer applications. It’s become one of our most consultation-heavy categories.”
After 31 years of serving a customer base that’s 70% homeowners and 30% contractors in his 5,000-square-foot store, Christofora has learned that success in this category isn’t just about stocking shelves—it’s about becoming a problem-solving consultant for every customer who walks through the door.
Focus on Quality Over Quantity
Christofora says his shelves used to be lined with dozens of low-cost options.
“There used to be a lot of cheaper caulks,” he says. “That’s completely changed. Now we focus on fewer varieties but higher-end, specialized products.”
This shift wasn’t arbitrary. Christofora discovered customers prefer paying more for products that solve their problems rather than dealing with failures from
budget options. Today, Woodstock Hardware dedicates 12 feet of shelf space to caulk and adhesives, plus another 8 feet for specialty caulk and adhesive items.
Woodstock Hardware’s caulk and adhesives department is strategically positioned near the paint section, alongside brushes, rollers and drop cloths.
“This strategy creates natural cross-selling opportunities,” Christofora says. “Customers often need multiple related products for the same project.”
Vince Christofora, owner of Woodstock Hardware, has made a concerted effort to evolve his strategy for caulk and adhesives.
Ask Before You Recommend
What sets Woodstock Hardware apart is Christofora and his staff’s approach to customer service. Rather than simply pointing customers toward products, his team conducts personalized, one-on-one training sessions right in the aisle or at the sales counter.
“You need to identify not just what the customer wants, but what they need,” Christofora says. “We ask specific questions: Is this a wet application? How big is the gap? Do you need instant grab or can you wait for the cure time?”
Based on those answers, the staff offers different products for different needs.
Woodstock Hardware offers personalized service to customers to educate them on caulk products and point them to the right item for their project.
22_0470_Tape_TripleGun_HalfHoriz_US_MXsp Mod: May 20, 2025 10:14 AM Print: 07/14/25 page 1 v2.5
SHIPPING SUPPLY SPECIALISTS
The Future of the Category
As the home improvement industry continues to expand, the market for caulk, adhesives and sealants will as well. Hardware Retailing culled data from The Farnsworth Group's June 2025 Size of Market study, showing where the category is headed.
Sales of caulk, adhesives and sealants for the home improvement sector hit $574.3 million in 2024, up 3.7% year over year, with 3.4% growth projected for 2025.
33% of homeowners report concerns over energy efficiency, fueling sales of sealants and adhesives for air sealing and insulation.
Green building trends boost sales for emulsion adhesives as tighter building envelopes drive demand for low-VOC, solventless products.
Source: June 2025 Size of Market Study, The Farnsworth Group
Solve Problems Early
Christofora says he’s trained his staff to be able to inform customers about common problems when using caulks and sealants.
“One of our most frequent situations is customers returning with complaints that ‘the caulk gun didn't work,’” he says. “We discovered the caulk backed out the other end of the tube because they didn't break the inner seal after cutting the tip.”
With his employees conducting short, impromptu training sessions with customers on how to use the tools properly, he’s able to eliminate unsatisfied customers.
“When customers have a problem and you say, ‘This is going to solve it,’ and it actually does—they’re much happier,” he says. “That’s what keeps them coming back.”
“After 31 years, I’ve learned that success isn’t about having every product. It’s about having the right products and the knowledge to match customers with exactly what they need.”
—Vince Christofora, Woodstock Hardware
Another way Christofora has eliminated unhappy customers is by frequently rotating older product so it won’t be dried out when customers make a purchase.
“They’re all dated, so you need to rotate them frequently,” he says. “Some displays make it easy to just shove new stuff in front and push old stuff to the back. We train everyone to pull the old out, put the new in and rotate the stock. Nothing destroys trust faster than selling someone a product that doesn't work because it's too old.”
Build Customer Loyalty
Christofora credits his continued success to staying educated about industry developments. He and his staff attend their wholesaler’s markets, then conduct internal training sessions to share new product knowledge.
“Since products have become much more specific—whether for wet applications, big gaps or instant grab needs—we have to understand the technical differences and match them to customer applications,” he says.
As the adhesives and sealants industry continues to evolve with new technologies and applications, Christofora remains committed to his core philosophy: quality curation, thorough consultation and education during every customer interaction.
“After 31 years, I’ve learned that success isn’t about having every product,” he says. “It’s about having the right products and the knowledge to match customers with exactly what they need.”
Employees at Woodstock Hardware regularly rotate caulk products to keep items fresh and in the best condition for customers.
Smart Training Smarter Teams
RetailWise is NHPA’s new AI-powered micro-training program, built exclusively for independent hardware, paint, and lumber retailers. Designed for today’s fast-paced retail environment, RetailWise delivers 52 professionally scripted, two-minute video lessons that fit seamlessly into your store’s daily rhythm — no long classroom sessions or complicated schedules required.
100% DEVICE ACCESSIBILITY
RetailWise can be accessed across multiple platforms including, mobile devices, desktops and in-store screens.
RESOURCES News to You
Subscribe to our daily newsletters at hardwareretailing.com/subscribe for the latest news, trends and more.
What You Need to Know in September
Canadian Lumber Duties Surge to 35%
The U.S. Department of Commerce announced it is more than doubling its countervailing duties on Canadian lumber imports from 6.74% to 14.63%. Two weeks prior to the announcement, the Commerce Department announced it is significantly increasing its anti-dumping duties on Canadian lumber imports from 7.66% to 20.56% following a review of existing tariffs.
Research Reveals America’s Housing Supply Crisis
The American housing market is facing a persistent shortage with home prices reaching record highs as affordability has decreased, according to an analysis by the National Association of Home Builders’ Eye on Housing. New home construction has not kept up with population growth and household formation, especially following the surge of demand following the pandemic.
Ace Receives Dual ‘Best of the Best’ Franchise List Honors From Entrepreneur
Ace Hardware was named to Entrepreneur magazine’s Best of the Best list for 2025, and subsidiary Ace Handyman Services also earned a place on the list, earning top honors in the home repairs and handyman services category. The designation is for brands that earn the top spot in their respective categories.
Do it Best and True Value Expand Outdoor Living Lineup With Broil King and Napoleon
Do it Best and True Value have added Broil King and Napoleon to their warehouse and drop ship programs, bringing a good, better, best product strategy to the grilling category. The partnerships come with no mandates or exclusivity and are backed by education, marketing and merchandising resources from both vendors.
To read these news stories and other news, visit hardwareretailing.com/industry-news
Buy a Store | Sell Your Business | Post a Job, Get a Business Valuation | Find a Lender and More
BUSINESS FOR SALE
Northwest Farm & Home Supply Co.
Location: Lemmon, SD
Gross Revenue: $3.21 million
The main building is a total 27,213 sq. ft. of retail and warehouse space on 4 acres. The main bldg. was constructed in 1994 with additions constructed in 2002 and 2004.
Single story with 22’ clear height in 11,459 sq. ft. of lumber warehouse, three grade level doors and two dock height doors.
BUSINESS FOR SALE
Hoosick True Value
Location: Hoosick Falls, NY
Gross Revenue: $1.26 million
Price: $1.875 million
This opportunity offers a turnkey sale of a general hardware business located in northeastern Rensselaer Co., New York. The business serves five towns and southwestern Bennington Co., Vermont, and 25 miles east of Troy, New York.
SEEKING BUSINESSES
The Aubuchon Company
For our next acquisition, we are looking for:
• Single-store and multi-store hardware operations
• Located in northeast and southeast United States
• Store size of 5,000-30,000 ft 2
• At least $3 million in average store sales
SEEKING BUSINESSES
BUSINESS FOR SALE
Home Improvement Supply Store
Location: Missouri
Gross Revenue: $1.04 million
This historic home improvement and hardware store is a staple of its community and operates from its headquarters in the Kansas City Metropolitan Area of Missouri. The Company is a long-standing retailer and installer of consumer and commercial improvement products.
BUSINESS FOR SALE
Albrights Hardware & Garden Center
Location: Allentown, PA
Gross Revenue: $1.9 million
Price: $800,000
Albrights Hardware is an established hardware store with strong neighborhood ties and has been a Lehigh Valley staple for over 50 years. The current owners have owned the store since 1992. Albrights serves its loyal customer base by providing quality products and exceptional customer service.
SEEKING BUSINESSES
Bolster Hardware
We are looking for:
• Geography agnostic
• With or without real estate
• Store revenues of $1.5M+
• We prefer to honor the family name and heritage in the local community by not changing the name
• We prefer to keep all employees as part of the acquisition
JOB LISTING
The Helpful Hardware Company
We are looking for:
• Single-store units in the southeast and multi-store groups with 3+ units nationwide
• Store size of 5,000 ft2-35,000 ft2
• Supplier agnostic
• Store revenue: $1.75M+
BUSINESS FOR SALE
Central Vermont Paint, Flooring and Decorating Business
Location: Vermont
Gross Revenue: $2.82 million
Price: $1.1 million
Full-service decorating store providing flooring, paint, window treatments, kitchen/bathroom remodeling, cabinetry product offerings, design assistance, specialized service, and professional installation.
BUSINESS FOR SALE
Private Business
Location: Alabama
Gross Revenue: $2.21 million
Price: $649,000
BUSINESS FOR SALE
Private Business
Location: Pennsylvania
Gross Revenue: $1.6 million
SEEKING BUSINESSES
Gold Beach Lumber Yard
We are looking for:
• Single-store and multi-store hardware operations
• Located in the Pacific Northwest
• Store size of 5,000 ft2-30,000 ft2
Randall Lumber & Hardware, Inc.
Position: Hardware, Ranch and Feed Department Manager
• Annual Salary: $48,000-$55,000
• Bachelor’s Degree or 5 years of experience in similar role preferred
• Strong leadership skills and creative thinking are a bonus
Do
PACOA – Fall Dealer Market
September 6-7 | FLUSHING, NY
Bradley Caldwell Fall Show September 9-11 | ATLANTIC CITY, NJ
Blish Mize Fall Customer Buying Market
September 11-13 | OVERLAND PARK, KS
OCT
Wallace Fall Dealer Market
October 1-2 | SEVIERVILLE, TN
Wyatt Quarlers Fall Dealers Show October 1-2 | MYRTLE BEACH, SC
Hardlines Conference October 21-22 | BANFF, ALBERTA
House-Hasson Dealer Market October 23-25 | SEVIERVILLE, TN
Summit to Success
Two days of presentations in scenic Ban , Alberta, featuring some of the world’s leading retailers. Plus networking with dealers and industry leaders from across Canada. Ideas.
& 22, 2025, at the beautiful Fairmont Ban Springs.
EDUCATION Training Levels Up
Find solutions for growing your business with the NPHA Academy for Retail Development. Learn more at YourNHPA.org/education/academy
Bite-Sized, High-Impact Learning
NHPA REVEALS AI-POWERED MICRO-TRAINING SESSIONS THROUGH RETAILWISE
As it continually strives to make independent home improvement retailers better and more profitable, the North American Hardware and Paint Association (NHPA) is leaning into technology to bring efficient and time-saving training offerings to the channel.
The new RetailWise program will deliver fast, low-effort and high-impact two-minute training videos developed with artificial intelligence that are designed to strengthen the frontline skills of independent hardware, paint and lumber retailers. Built for use in team huddles, during shift meetings and throughout the onboarding process, this series will help improve performance, culture and consistency—without disrupting store operations.
“Our goal with RetailWise is to make training so easy and effective, it becomes part of the natural rhythm of a retail operation,” says Cody Goeppner, NHPA director of education and training. “Whether you have five employees, 50 or over 100, these short sessions provide real-time tools that build smarter, more confident teams.”
From shortening the ramp-up time for new hires to re-energizing teams with fun, fast learning, RetailWise is easy to implement and will provide a way for employees to improve knowledge retention and reinforce standards in a digestible way.
“The goal was to build something incredibly flexible,” Goeppner says. “We didn’t want to prescribe how retailers should train. Instead, we designed RetailWise to adapt to any store’s pace, priorities and culture.”
The full suite of 52 micro-training videos will cover a range of topics, including customer experience and sales techniques, leadership and people development, operational excellence, merchandising and inventory, marketing and local promotion, safety and risk management, store culture and team engagement, product and project knowledge and financials.
“We’re speaking to the real issues retailers face every day—from customer interactions to internal team dynamics,” Goeppner says. “We made sure the tone, timing and takeaways all reflect the realities of the salesfloor.”
All of the videos will be hosted on NHPA learning platforms that will be 100% accessible from any device and include downloadable discussion guides. RetailWise will also include an integrated feedback loop with retailers, providing opportunities for continuous improvement.
“We’re focused on practical impact—helping stores strengthen culture, improve performance and retain great people,” Goeppner says. “RetailWise makes that possible in just two minutes a week.”
Visit YourNHPA.org/retailwise to learn more.
t Germanto n Hard are, innovation is more t n a buzzword it’s built into the business. As RG’s li ing lab, the store recently tested o er ,00 Electronic Shelf Labels (ESLs) to e plore how al-time pricing and operational efficiency can ansfor retail. Wha bring o retailers e er here: smarter systems, ar er e ecution, and a commitment to testing at orks—b f re e recommend it.
w o c t we learned here informs what
find out about how Orgill is a different kind of ar ner, isit Orgill.com/opportunit .
Uncover the data-driven lessons, practical challenges, and long-term insights that came from testing ESLs at scale. This case study goes deeper into what makes a retail “living lab” work and what you can take from it
See how they did it.
Chris Clark General Manager of Germantown
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