We have an aggressive growth strategy, and Do it Best makes it happen.
Do it Best is partnering with Ryan and his team to re-envision the Cascade
Join a company that’s committed to taking your business as far as you can dream it.
Read about Ryan’s success story at doitbestonline.com/GoldBeach.
Our merchandising and LBM expertise, distribution, retail insights, store design, and growth-driven mindset have propelled member-owner Ryan Ringer’s family business into an eight-location powerhouse.
store brand.
“The
has been truly
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have been instrumental in our ability to deliver unparalleled quality and variety to our
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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 and 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
Scott Jerousek, Farm and Home Hardware, Wellington, Ohio
DIRECTORS
Alesia Anderson, Handy Ace Hardware, Tucker, Georgia
Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri
Ash Ebbo, Clement’s Paint, Austin, Texas
Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia
Michelle Meny, Meny’s True Value, Jasper, Indiana
Michael Sacks, FLC Holdings, LaGrange, Texas
SECRETARY-TREASURER
Bob Cutter, NHPA President and CEO
STATE & REGIONAL ASSOCIATIONS
MIDWEST HARDWARE ASSOCIATION
Jody Kohl, 201 Frontenac Ave., P.O. Box 8033 Stevens Point, WI 54481-8033 800-888-1817; Fax: 715-341-4080
NHPA CANADA
NHPA CANADA
Michael McLarney, +1 416-489-3396, mike@hardlines.ca
330 Bay Street, Suite 1400 Toronto, ON, Canada M5H 2S8
CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES
CIRCULATION DIRECTOR
Richard Jarrett, 314-432-7511, Fax: 314-432-7665
In the April issue of Hardware Retailing, we’ll meet the first of three North American Hardware and Paint Association Top Guns Award honorees. These innovative, passionate retailers are leading their operations and the independent home improvement industry at large with strategic investments focused on preserving independence and growing the channel. This award recognizes individuals as representatives of their operations—who through the work of engaged, dedicated staff—are making marks in their local communities.
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 © 2024 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 & PUBLISHER
Dan Tratensek
CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES
David Gowan
EXECUTIVE DIRECTOR, ADVANCED RETAIL EDUCATION PROGRAMS
Scott Wright, swright@YourNHPA.org
EXECUTIVE DIRECTOR, MARKETING, SALES & PARTNERSHIPS
Whitney Mancuso
CONTENT AND PRODUCTION 317-275-9400, editorial@YourNHPA.org
SENIOR CONTENT MANAGER
Lindsey Thompson, lthompson@YourNHPA.org
RESEARCH & ENTERPRISE CONTENT MANAGER
Melanie Moul, mmoul@YourNHPA.org
CONTENT COORDINATOR
Jacob Musselman, jmusselman@YourNHPA.org
GRAPHIC DESIGNER
Autumn Ricketts
GRAPHIC DESIGNER
Olivia Shroyer
PRODUCTION MANAGER
Austin Vance
PRODUCTION & DESIGN ASSISTANT
Samantha Mitchell
SALES & PRODUCTION ASSISTANT
Freda Creech
SPECIAL PROJECTS MANAGER
Julie Leinwand
MARKETING COORDINATOR
Nathan Piper
SALES
NORTHERN REGIONAL SALES DIRECTOR
Karen Hopkinson khopkinson@YourNHPA.org | 419-345-3306
SOUTHERN REGIONAL SALES DIRECTOR
Faith Zucker faith.zucker@YourNHPA.org | 216-316-8203
ASSOCIATION PROGRAMS 800-772-4424, NHPA@YourNHPA.org
DIRECTOR OF MEMBER OUTREACH & EVENTS
Katie McHone-Jones, kmchone-jones@YourNHPA.org
DIRECTOR OF ORGANIZATIONAL DEVELOPMENT & CONSULTING
Kim Peffley, kpeffley@YourNHPA.org
TRAINING MANAGER & EDITOR
Jesse Carleton, jcarleton@YourNHPA.org
RETAIL ENGAGEMENT SPECIALIST
Renee Changnon, rchangnon@YourNHPA.org
From cool, wet springs to dry, warm winters, if the seasons don’t change like expected, it can blow in trouble for an operation. See how fellow retailers season-proof their operations and guard against the ups and downs of weather-related sales.
Learn more about new and returning categories on the NHS show floor, education at the NHS Executive Summit and Independent Retail Center and ways you can relax and unwind during this event.
We’re stronger together and can’t wait to come together for the Independent Home Improvement Conference in August, which will combine two of the channel’s biggest events into one.
In an increasingly digital world, cyber awareness is no longer optional to protect your operation against potentially devastating attacks. Discover ways to make your business safer and add cybersecurity to your loss prevention strategies.
With an IT background and a mind for plumbing, this retailer has grown his store and expanded his supply of traditional plumbing parts with his ability to create customized plumbing pieces with his fleet of 3D printers.
We have an aggressive growth strategy, and Do it Best makes it happen.
Do it Best is partnering with Ryan and his team to re-envision the Cascade
Join a company that’s committed to taking your business as far as you can dream it.
Read about Ryan’s success story at doitbestonline.com/GoldBeach.
store brand.
Our merchandising and LBM expertise, distribution, retail insights, store design, and growth-driven mindset have propelled member-owner Ryan Ringer’s family business into an eight-location powerhouse.
Send Lindsey a Message
lthompson@YourNHPA.org
EDITORIALLY SPEAKING Lindsey Thompson
“It’s just as crucial to prepare your operation for what might fall from the clouds.”
Ever since I was young, I have been fascinated by all things weather, but especially by tornadoes. In my adult years, I’ve become a trained weather spotter and have been known to hop in my truck to chase down a potential twister. I have more than one weather app on my phone and love to have the Weather Channel playing in the background. My dream vacation is taking a week off in the spring to storm chase in Tornado Alley. And my favorite movie of all time is—you can probably guess—“Twister.”
I want to hear the roar, feel the wind blow my face, smell the turned up earth and see a tornado form and suck back into the sky—all from a safe distance, of course. I am in awe at the unpredictability and power of a tornado and love how tornadoes can be both beautiful and horrifying.
Sometimes I feel a little guilty for being so enamored with such a dangerous vessel that destroys lives and property. But then I realized that if people weren’t obsessed with tornadoes, hurricanes and other weather phenomena and how they operate, then advanced warnings and systems to track storms wouldn’t exist and people wouldn’t be prepared.
In this issue, starting on Page 28, we get an inside look into the ways operations can weather the ups and downs of seasonal ebbs and flows. Retailers share ways to balance sales when you get a too-warm winter when you need to move snowblowers or when spring brings a ton of rain that ruins the planting season and sales in your lawn and garden department.
Head online to hardwareretailing.com/weather-recovery to hear from retailers who have faced literal storms and share the best practices for preparing for and recuperating from wild weather. From floods to hurricanes, these retailers have been through the weather wringer but have come out stronger on the other side.
It’s important to prepare your home and family for a storm—have flashlights and candles ready, put together an emergency kit, create a plan on where to meet if you have to leave your home. It’s just as crucial to prepare your operation for what might fall from the clouds. Have plans in place for before, during and after a weather emergency and create contingencies for when the seasons can’t be predicted.
Here’s hoping it’s all blue skies for you and your business, but just in case it’s not, keep an umbrella handy.
Lindsey Thompson Senior Content Manager
“As an association, we gather strength and create mass by coordinating support from others throughout the industry.”
NEXT YEAR, the North American Hardware and Paint Association (NHPA) will celebrate its 125th anniversary, and while my headshot may suggest differently, I have only been a part of this organization for 28 of those years.
When I joined NHPA, I had little idea about how a trade association worked and some may argue that 28 years later, I don’t have a much better grasp on this concept.
But one thing I am confident I have learned in my quarter-century plus of work here at NHPA is that the term “association” really needs to be at the heart of what organizations like ours do.
When asked what I do for a living, my standard answer is, “I go to meetings.” While that might be a smart-aleck response to the question, there is a lot of truth in it. A big part of my role here is coordinating stuff. Please don’t confuse “coordinating stuff” with “getting stuff done.” Lord knows we have people who are far better at that than I.
In the grand scheme of the home improvement industry, NHPA is a small fleck floating in the wake of giants when it comes to revenue or staff size.
However, as an association, we gather strength and create mass by coordinating support from others throughout the industry. We bring together as many parties as we can to concentrate efforts on a singular cause, helping independent home improvement retailers become better and more profitable.
Believe me, there is a lot of power and influence when we bring these resources together. Still, it is often a monumental task to bring together outside organizations that are oftentimes competitive with one another.
Even with these challenges, great things can happen when the industry does come together, and in the coming months, there will be some great examples of this kind of industry harmony in action.
One such opportunity will come later this month when the home improvement industry descends on Las Vegas from March 26-28 for the National Hardware Show (nationalhardwareshow.com). Here, attendees can learn from a broad cross-section of industry representatives and one another.
Later this summer, NHPA will join the team from The Hardware Conference to create a truly one-of-a-kind event—The Independent Home Improvement Conference (ihiconference.org). The event will be held August 27-29 in Marco Island, Florida.
Not only has NHPA joined forces with The Hardware Conference to create a new, powerful event, but we are also counting on support from the industry’s distribution and manufacturing communities to once again make this event a valuable resource for independent retailers of all shapes, sizes and affiliations.
Dan
M. TratensekChief Operating Officer & Publisher
Know Your Value
Head to YourNHPA.org/marketplace for access to valuation services, provided by experts who have been working in the home improvement industry for decades.
Jim Robisch has been working in the home improvement channel for over 40 years. He recently 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.
One thing that I have learned over the years about business strategy is that a great deal of confusion exists around what business strategy really means. This confusion centers around questions on “what is strategy?” (hence strategic plan) and “what are tactics?” (or tactical plans). Ironically, some business leaders that should know don’t entirely understand the difference. Adding to this conundrum is that industry management has always been better at executing or “getting things done” over developing strategy or planning what it is that needs to get done.
I have worked with companies on their strategy planning for decades. When working with some, their executives and key staff are knowledgeable about developing business strategy, more specifically, their business strategy. However, working with others, they tend to get bogged down in the minutia of things that are tactical, not strategic.
I believe that the more simply something is defined, the easier it is to understand. Simply put, strategy is what you are going (or want) to do. Tactics are how you are going to accomplish the objectives of your strategy. It is as simple as that.
Many seem to make business strategy, or developing a strategy, such a complicated thing. It’s not. It essentially involves focus and basic management responsibilities. Some may call these responsibilities by different names. Again, adding confusion. But they are fundamentally the same.
According to strategy gurus Arthur A. Thompson and A.J. Strickland, authors of “Strategic Management,” the market leader on the topic used universally as a bible on business strategy, developing a business strategy is a process involving five tasks.
1. Forming a strategic vision of what the company’s future will be.
2. Setting objectives and converting the vision into tasks.
3. Developing a strategy to achieve desired outcomes.
4. Implementing and executing.
5. Evaluating performance and initiating corrective enhancements and adjustments. Many executives and senior leaders want to exercise strategy development as a team event. It really shouldn’t be. Some key players in the organization should be involved and provide input. These folks should have intellect, objectivity and creativity and not be scared to speak up with their ideas. I would also suggest an outside perspective. It never hurts to have a sounding board without any biases.
Again, follow the process. Keep it simple and short—100-page business strategies don’t seem to get read, let alone get executed.
Jim Robisch Senior Partner & Adviser, Ret. The Farnsworth GroupNHPA Premier Members can access training resources focused on core operational functions, including inventory management. Learn more at YourNHPA.org/academy.
Jared Brown is the director of business intelligence for The Aubuchon Co. He has a degree in kinesiology and biomechanics from Miami University and came to Aubuchon in 2015 from the banking world. Jared grew up in Ohio and moved to Massachusetts in 2012, where he currently lives with his wife and daughter. At Aubuchon, he is involved in inventory planning and forecasting, margin management and retail pricing and process improvement and operations. Jared has been integral in streamlining and modernizing Aubuchon’s inventory management strategies after the company closed its distribution operations and transitioned to a supplier-based model.
From the trusty coffee pot to the regular paths through the store, we tend to stick to the same patterns. But in the midst of this daily grind, there’s a simple way to make more of our time—check on our neighbors.
This concept applies literally and figuratively. On your way to work, take a moment to consider neighboring businesses your customers likely visit. Is there a chance they need something from your business or vice versa? It’s not just good business; it’s about building relationships and fostering a healthy business community.
Shift your focus inside your store. Neighbors aren’t just those living or working nearby; they’re also your colleagues. While you greet plenty of customers, have you greeted every employee? It’s easy to overlook those who seem self-sufficient, but they’re still part of the workplace community.
The neighbor concept stretches to products too. If you’re stocking preseasonal soils, think about related items like gardening decor, seed starter and 5-gallon buckets. Customers count on us for various needs, and their baskets are a mix of items. If your baskets lack variety, consider expanding your product range. What neighboring products are you missing?
When you’re out on the salesfloor or in the yard, look at neighboring products. How often is an extra large glove put back on the large glove hook? How often are plumbing fittings put back in the wrong bin? When putting up new price tickets, check how they align with the old ones. You’ve already deemed it an important enough task to walk to the item’s home; while you’re here, what else needs your attention? By combining tasks with neighboring considerations, you effectively double your impact.
Checking on your neighbors isn’t about adding more tasks. It’s about approaching your routine with curiosity and a fresh perspective. You’re not just a hardware store employee; you’re part of a community. So, let your cycle counts do their job, acknowledge your cashiers and frontline staff, explore beyond your store and position yourself as the go-to for an even broader customer base. It’s not just about efficiency; it’s about building meaningful connections in your community.
Jared Brown Director of Business IntelligenceThe Aubuchon Co.
The Retail Management Certification Program teaches how to grow profits in a changing retail landscape. Learn more at YourNHPA.org/rmcp
Dr. Rob Mathews specializes in how to build highly effective teams. His teaching style combines theory of human capital development mixed with practical knowledge that comes from previously owning a home center and growing up in his family’s chain of hardware and grocery stores. At Ball State, Mathews teaches a wide range of entrepreneurship courses, including business planning, decision-making, management ethics and finance. Mathews was part owner of San Marco Realty Inc., a retail home improvement business and real estate company, where he led a complete remodel that resulted in a more than 200% increase in revenue. Mathews was also owner and managing member of 67 Realty LLC, a retail home center and property management company, where he managed all strategic activities of the business.
Email rmathews@bsu.edu
LinkedIn Dr. Rob Mathews
Let’s face it—service-based business, including retail, has been really tough the past few years. So tough, in fact, that many of us even question whether “normal” will ever return.
When we get beaten down, it’s easy to start losing hope, but the truth is there’s a proven formula and body of evidence for success. We know engaged employees equal engaged customers, and engaged customers are loyal and emotionally connected to your brand. But now, more than even, getting there is a different story.
The good news is the how of building engagement in employees hasn’t really changed since things became more challenging a few years ago. You may be asking then, “What should I do to improve engagement?”
You can start by understanding what drives employee engagement and why it is the single most important practice in your business. There is no shortage of companies that are willing to sell you a system and their services. The key is to find one you can trust that has a reliable history of success with getting results when it comes to increasing engagement and the associated business performance metrics that are most important to you.
Depending on the role, these metrics could include number of customers served per hour, average ticket, merchandise handled without damage per hour of stocking or receiving, accuracy during the checkout process, positive customer reviews or department sales growth.
Gallup essentially created the employee engagement industry and holds the most significant and most scientifically reliable bank of employee engagement and business performance data on the planet. I’d even argue Gallup’s efforts on engagement are the most significant scientific work in the history of the organizational behavior and performance field.
Gallup’s system is simple. You can choose to use their helpful employee engagement surveys or you can simply learn, train, coach and reward based on the 12 elements of engagement—also referred to as the 12 elements of a great leader—to improve the four employee need levels of engagement: basic, individual, teamwork and growth.
Think of these levels as Gallup’s employee engagement version of Maslow’s hierarchy of needs pyramid, where striving for employee satisfaction by getting the bare minimums right—compensation, scheduling, nature of work, etc.—is merely a base for the four need levels of employees. These behaviors from Gallup are both learnable and actionable. It simply takes commitment, intentional behavior and accountability.
The good news is you don’t have to tackle engagement alone. Our expertise is available through the North American Hardware and Paint Association for retailers who participate in the Retail Management Certification Program and through the association’s organizational development consulting programs.
Dr. Rob Mathews
Assistant Teaching Professor of Management and Leadership Executive Director of Entrepreneurship Center, Entrepreneurial Leader Institute Ball State University
Discover marketing insights and resources to get the word out about your operation at YourNHPA.org/marketing-guides.
Builders was founded in 1977 by Stacy’s father Myron Andersen. Stacy serves the company as CCO and second generation owner, running the company alongside her brother Chad Andersen. Her vision and strategy while managing the business is winning customers, motivating team members and crucially, figuring out ways to remove the challenges that stand in the way of the company’s success. Stacy traded her career in fashion and design for a career in the home design and construction industry. Stacy has held roles in sales, design, purchasing, advertising, marketing and management at Builders. Her favorite part of the job is the people, both the customers and her Builders family.
In a world buzzing with trends and rapid changes, it’s crucial to ensure that our store and brand are giving off the right vibes. But what exactly does that mean?
Well, think of it as a “vibe check” or a gut check to ensure that the energy your business emits is inviting, friendly and capable of meeting your customers’ needs.
Imagine this—you walk into a store and immediately you’re put at ease, greeted with a warm smile and a genuine, “How can I help you today?” That greeting is followed by personable and helpful conversation to identify your project or product needs. That’s the vibe we want to create. It’s not just about selling products; it’s about fostering a sense of belonging and trust with our customers.
Why is doing a vibe check of your store and brand so important? Let’s break it down.
We see our store as more than just a physical space; it’s a reflection of our brand’s personality. When customers step through the door, they should feel welcomed and comfortable. Are our displays visually appealing? Is the layout easy to navigate? These are all factors that contribute to the overall vibe of our store. After undergoing a huge remodel in our flagship store, these questions were on the forefront of our minds throughout the entire project. But it’s not just about aesthetics. A key aspect of the store vibe is the interaction between customers and our team. We must be more knowledgeable and able to answer questions accurately and offer helpful advice better than our competitors do. This is where the true magic happens—when customers feel valued and supported throughout their shopping experience.
Do not underestimate the power of a positive vibe. It is difficult to measure, fun to experience and takes time. Beyond the four walls of our store lies our brand, the essence of who we are and what we stand for. Every interaction, whether it’s through social media, advertising or customer service shapes the perception of our brand. Be noticed but be humble. Be smart but be collaborative. Be positive but honest. It’s not about shouting from the rooftops; it’s about quietly making a difference in the lives of our customers.
And how do you know if you are doing it right? You just have to ask. Find out through personal conversations or use a third-party survey asking your customer base what they think about your store and brand. For us, we have been excited to receive such positive feedback and requests for more styles of our company branded apparel. We are loving it!
It’s not just about making a sale. It’s about creating meaningful connections with your customers. Go ahead—vibe check yourself and let your light shine bright. Your customers will thank you for it.
Stacy Bivona COO and 2nd Generation Owner BuildersDiscover how to learn the communication preferences of your employees and open up dialogue in your operation. Learn more at YourNHPA.org/disc
Kim Peffley is the director of organizational development and consulting with the North American Hardware and Paint Association (NHPA). With 30 years of retail experience, her management and leadership knowledge enables her to offer professional training covering many aspects related to effectively leading a team in a home improvement retailing environment. Peffley leads retailers through comprehensive organizational change to improve internal communications and create stronger teams.
What are some of the most effective ways to offer regular, valuable communication to your team when the traditional “morning meeting” is not an option?
—Shanna West, H&H Home and Hardware, Marion, Kentucky
Clear, consistent and effective communication is crucial for a high-performing team. Ensuring your team understands your messages is more challenging than it seems, and it can sometimes be downright brutal. This month, I’ve compiled a few tools I have found to be successful.
Test Your Tools: Send a test message using your current communication tools and see who receives it. Make it fun by asking what their favorite candy is. If someone doesn’t get the message, find out why. Clearing the path can improve effectiveness.
Huddle Meetings: Use this time for short development or learning lessons, sharing top information, daily news and sales updates.
Regular Check-Ins: Holding short meetings with each team member ensures everyone feels supported, has the necessary tools and understands their role.
Communication Training: Utilizing communication tools like Everything DiSC® will help team members become more self-aware of their communication styles and learn to flex and adapt to better communicate with others.
Ice Breakers or Team-Building Activities: Fun activities can help employees feel more connected and open to communication. Organize challenges, scavenger hunts or team-building games to encourage collaboration and development.
Get the Team Involved: Ask about preferred communication methods and constantly seek feedback. Engage those who want to help improve communication and development.
Humanize Your Communication: Connecting with team members using different communication styles allows you to share wins and lessons learned; everything is a learning experience.
To
The key to effective communication is finding what works for your business, using it consistently and setting checkpoints to ensure it works.
Do YOU have any questions you would like to know more about or have communication tools and tips you are using in your store that are working? We would love to hear them; send us an email at AskKim@YourNHPA.org.
Now, let’s go make a difference in someone’s day today.
Peffley
As hardware store acquisition loan experts, Live Oak Bank knows what a successful ownership transition entails and shares comprehensive insights in their Guide to Buying a Business. Scan the QR code to download the free guide.
Meet Live Oak Bank
Live Oak Bank’s hardware store experts fully understand the nuances of your specific business model and will support you with customized banking products focused on your success. Live Oak offers loans, business checking and business savings nationwide. Beyond the traditional banking experience, they strive to be an asset to each one of their customers by turning obstacles into opportunities and by helping you avoid costly mistakes. Let their team confidently guide you through the business banking or loan process and craft a unique plan that will help you and your business thrive.
brian.misenheimer@liveoak.bank
s you strategize on how to expand your hardware store business, consider the benefits of Small Business Administration (SBA) expansion loans. If you have a well-defined approach to expansion and a proven business model, a business expansion loan could be an ideal fit to evolve your customer base and increase your profits. Investing in your business often requires extra capital to help you reach an untapped market, expand your physical location or generate new streams of revenue.
Depending on your specific goals and path to expansion, you have multiple options for expansion loans. SBA expansion loans are designed for established businesses and are based on cash flow analysis. Each SBA loan program has unique benefits and uses, so be sure to speak with your lender to understand the ideal loan type for your goals. SBA loans have specific maximum dollar amounts, so in certain scenarios, lenders may combine it with a conventional loan depending on your capital needs. That’s where a lender like Live Oak Bank comes in. We are experts in expansion financing and can help determine the best program to fit your needs.
Two of the most common expansion financing uses are expansion through acquisition and expansion through commercial real estate. Some examples include:
• Acquiring a competitor
• Buying/constructing commercial real estate to grow your physical location
• Opening a new location
• Renovating your existing location to operate more efficiently
• Entering a new market to boost your customer base
• Hiring employees to grow your team
• Releasing new products or expanding your current offerings
Expansion loans offer flexibility and favorable terms because lenders can easily view the business’s historical performance to make decisions. Because you are an established business and not a start-up, there are minimum equity injection requirements—which means less cash that you’ll have to put down. Little to no equity injection is a leading advantage of expansion through acquisition. Certain criteria must be met for a project to be considered an expansion instead of an acquisition. Be sure to speak with a hardware financing expert like Live Oak Bank; we are experts at structuring SBA loans to finance a business expansion and understand the specific criteria necessary for a project to be considered an expansion.
Want to learn more about acquisition? Scan the QR code to download Live Oak’s Guide to Buying a Business.
Brian Misenheimer
Vice President, Franchise Lending
Live Oak Bank
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.
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.
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
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.
Location: Allentown, PA
Gross Revenue: $1.9 million
Price: $1 million
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.
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
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.
Private Business
Location: Alabama
Gross Revenue: $2.21 million
Price: $649,000
Private Business
Location: Pennsylvania
Gross Revenue: $1.6 million
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
To see full listings, visit YourNHPA.org/marketplace or email marketplace@yournhpa.org
RESEARCH
Lend Your Voice
NHPA is researching e-commerce in the independent home improvement channel. Sign up to be part of the research at YourNHPA.org/research
CONSUMERS HAVE PREFERENCES—and expectations—for how technology intersects with their retail experiences, according to the 2024 Future of Retail Report from business technology platform Square. See highlights from the data here and read more insights at hardwareretailing.com/future.
Nearly two-thirds of shoppers say loyalty program perks for in-store shoppers will bring them in. Here are some other in-store shopping drivers.
Interactive displays, kiosks, exhibits or activities
QR codes for product information or promotions
In-store virtual experiences, like virtual reality or augmented reality
On average, 25% of respondents say they prefer to interact with technology over live staff for the following tasks.
Checking product inventory
Ordering out-of-stock products
Gathering information about a product
Picking up an item ordered online
Arranging home delivery
Non-traditional payment options are on the rise to accommodate consumer preferences. Here’s the breakdown of some tech-forward payment methods retailers are accepting.
57% MOBILE WALLET APPS, SUCH AS APPLE PAY OR CASHAPP
52%
43% BUY NOW, PAY LATER, LIKE AFTERPAY
LEARN MORE
Look for Yellow
Celebrate 100 years of the pioneers of plastic and discover product lines to differentiate your business at flexoglass.com
Meet Flex-O-Glass
Flex-O-Glass, Inc. is a pioneer in the plastic manufacturing industry established in 1924. From its humble beginnings, Flex-O-Glass has evolved into an industry leader, setting standards for excellence in plastics proudly made in the USA. With three distinct divisions—Warp Brothers, Inc., Flex-O-Films, Inc., and Warp’s Greenhouse Films, Inc.
Flex-O-Glass, Inc. offers innovative solutions ranging from top-quality extruded polyethylene plastic sheeting, acrylic safety glazing, and storm window materials to premium plastic films and long-lasting greenhouse coverings. With over a century of expertise, Flex-O-Glass stands on core values that have defined its legacy for a century: resilience, innovation, and ingenuity.
n a recent episode of the “Taking Care of Business” podcast, NHPA’s Melanie Moul talked to Chris Warp, president of Warp Bros./Flex-O-Glass, about the company’s milestone of reaching 100 years in business in 2024. Read an excerpt from the conversation below and scan the QR code to listen to the full episode.
Congratulations on 100 years! Tell us about the history of the company.
Chris Warp (CW): My grandfather actually started the company back in 1924. His parents immigrated over from northern Europe and they were out on the Great Plains and times were tight, but due to the need and pinching pennies and making do with what they had, my grandpa came up with what is known today as Flex-O-Glass. It’s a simple invention: It’s a glass substitute for a chicken coop house that involved basically impregnating canvas with a paraffin wax. In November 1924, he came to Chicago to start the company. So from that point, it has just been a lot of development, innovation, spanning different products, different markets, serving different customers.
What was one product is today thousands of products across three sales divisions. Warp Bros. is the one that I think most people are familiar with, hopefully. But we also serve the agricultural market with our Warps Greenhouse products. And we do also get into industrial applications like packaging under our Flex-O-Film sales division.
How has the company evolved over the last 100 years?
CW: It’s hard to pick a favorite story, whether that be related to product, man, machine, material, method, market. There’s a few that really stand out for me. We make a consumer sheeting product called Carry-Home® under the Warp division, and that product came into existence back in 1954. We still sell it today, and it’s very well-recognized. It was also around the same time that we developed our Flex-O-Bag product, which today we serve with multiple SKUs. That has great popularity among our contractor base specifically. That was also a significant era because the market got into blown film extrusion. It was so early during that period that we made a lot of the equipment that those products were manufactured on. We had an entire footprint dedicated to tooling and creating the extrusion equipment. So it was that ingenuity, that pioneering spirit that I think really manifested and helped really propel the company into who we are today.
And what we continue to hope to be is leaders, innovators and always looking at things a little bit differently.
What are some specific innovations that are integral to the company?
CW: One thing that’s specific to us that has helped us in our continued success and pursuit of excellence is our top-quality plastics. We try to provide a product based on nominal—if it’s a 4 mil by 10 ft. by 100 ft., it is what it is. You’re not going to get any less than that when you buy a Warp product. Is it innovative? I think it is, especially in today’s age, there can be modifications, or there’s tolerance and things that go into the product, but we really like to stick to that level of integrity in what we provide the customer. Also, we are made in USA. We take pride in providing jobs to locals in our community and even local vendors for that matter. We take pride in our products having been and continuing to be made in the U.S.
Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and reasons why you love it.
As you prepare for the spring buying season, Hardware Retailing has gathered some of the hottest products your customers want and need this year.
Gear Hugger’s heavy-duty degreaser offers a powerful and eco-friendly solution, combining high-performance detergents and bio solvents to effectively remove grease, oil and tough dirt. Free from petroleum, fossil fuels and VOCs, it’s safe to use around children and pets. This plant and water-based, nonflammable and biodegradable degreaser is crafted with upcycled waste from tequila production, which ultimately reduces the waste of approximately 400,000 tons of bagasse and 300,000 tons of plant leaves.
GEAR HUGGER | gear-hugger.com
The Back to the Roots Organic Strawberry Indoor Grow Kit lets you grow your own strawberries with ease. The kit provides the perfect soil composition, organic strawberry seeds and an eco-friendly reusable large glass mason jar planter.
BACK TO THE ROOTS | backtotheroots.com
FlyPad is an indoor and outdoor fly trap that lures insects with exclusive colors and patterns. Flies and other insects are caught in the sticky glue-filled troughs and can’t escape. TouchSafe™ ridges allow the trap to be handled without touching. FlyPad is manufactured in the U.S. and sold in sets of two.
STERLING INTERNATIONAL, INC. rescue.com
The DrillMate portable drill guide from Milescraft makes it easy to drill holes at multiple angles and in all types and shapes of stock. It features metal angle adjusters for easily setting drilling angles to 45 degrees, 60 degrees, 75 degrees and 90 degrees. The DrillMate metal head uses ball bearings for the ⅜-inch keyed chuck. Nonslip TPE feet prevent slipping and marring on the work surface, and an adjustable Stop Collar is also included for repetitive drilling. Compatible with most ⅜-inch drill accessories.
MILESCRAFT | milescraft.com
The Kindling Cracker makes cutting kindling safer, quicker and easier. To use, place a piece of firewood inside the cast iron safety ring and strike with a blunt object such as a hammer, mallet or another piece of wood, driving the wood down onto the splitting wedge for an easy split. This wood splitter has no moving blade, reducing the risk of injury, and is available in two sizes: 6 ½-inch and 9-inch diameters.
GREAT NORTHERN EQUIPMENT | gnedi.com
These licensed scented candles harness the brand equity from some of the most iconic baked goods and confection brands. These domestically sourced fragrances are created using state-of-the-art flavor-matching technology. Some scents feature smells from Hostess Brands, Hershey Brands and Just Born Brands. Scents include Twizzlers, Twinkies, Mike & Ike, apple pie, Reese’s Peanut Butter Cups and Hershey S’Mores. INTERNATIONAL WHOLESALE | Internationalwholesale.com
This beeswax polish is made with the addition of organic carnauba wax to harden the shine and deodorize the mineral spirit solvent, which contains no aromatic hydrocarbons. It is safe, easy to use and makes wood, stone, marble and concrete shine.
CLAPHAM’S | claphams.com
The T2 Werkpant is a tear-resistant softshell work pant treated with durable water repellent for performance from fall to spring. Inspired by the technical apparel worn by professional mountain guides and elite military personnel, these pants are built for performance on the job.
TRUEWERK | truewerk.com
Sure, rodents have been around for millions of years - but we’ve studied their habits.
Our Snap-E® Mousetrap is engineered to be the most effective snap trap on the market, and whether you’re dealing with one mouse or many, our Pro-Ketch® and Ketch-All® Multiple Catch Mousetraps are always set and ready to protect. Put your trust in Kness - manufacturer of mousetraps for 100 years.
The Forney Easy Weld 140 FC-i is a flux-core welder that can weld up to ¼-inch mild steel. This machine does not require gas and can run off standard household power, requiring a minimum 20 AMP breaker. This unit is easy to use and features infinite voltage and wire feed speed control. Applications include DIY, maintenance, repair, metal fabrication and hobbyists.
FORNEY INDUSTRIES | forneyind.com
Regal Select is a 100% acrylic interior paint that delivers a durable and washable finish. Ideal for surfaces subject to abuse and soil, it uses a proprietary stain release technology that allows common household stains to be easily removed with soap and water. It offers even flow and leveling for a smooth application.
BENJAMIN MOORE & CO.benjaminmoore.com or 1-866-708-9180
The gourmet Season Salt from Meat Church can be used to season a variety of dishes from beef, poultry, pork and vegetables. Available in 6-ounce bottles, the gourmet seasoning salt is gluten-free and contains no MSG.
MEAT CHURCH | meatchurch.com
The Fiber Reinforced Ultra High-Performance Blacktop Repair Mix from Package Pavement features micro-fibers designed to be used for permanent repairing of potholes and cracks greater than 1-inch wide. The formula provides greater flexural strength and reduced repair creep for instant use in high-traffic applications.
PACKAGE PAVEMENT packagepavement.com
When devastating floods hit these retailers’ operations, they turned to their communities to recover. Learn more at hardwareretailing.com/weather-recovery
From ice storms in Texas to wildfires in Canada, weather in North America continues to become wilder, more extreme and less predictable. Whether you rely on the annual Farmers’ Almanac or check the Weather Channel app on your phone, paying attention to the weather is necessary beyond knowing if you need a jacket or umbrella for the day. Weather can wreak havoc on a small business or it can provide a major windfall, so having a plan for whatever way the wind blows is crucial to weathering the storm.
According to the U.S. Billion-Dollar Weather and Climate Disasters Report from the National Oceanic and Atmospheric Administration (NOAA) National Centers for Environmental Information, in the first 11 months of 2023, the U.S. experienced 25 weather or climate disaster events with losses that exceeded $1 billion. The report found the U.S. has sustained 373 weather and climate disasters since 1980 where overall damages and costs reached or exceeded $1 billion, totaling more than $2.6 trillion.
It’s not just extreme weather that creates issues for retailers, and because of the rarity of big weather events, it’s the normal weather ebbs and flows that can cause more issues.
While many retailers count on moving lawn and garden and outdoor living products in the spring,
a colder-than-normal or a very wet spring often leads to lower sales in these categories because customers can’t get outside to complete projects. On the other hand, a heavier-than-average snow year can mean a boon for snowblower and shovel sales, but can also stress inventory levels.
A National Retail Federation (NRF) report revealed that the weather directly impacts consumers’ shopping habits, with changes in temperature and precipitation affecting purchases. The NRF estimates changes in temperature and precipitation influence over 90% of a business’s weather-driven sales, according to the 5 Myths About the Weather and Its Impact on Retail report from NRF and Planalytics. The report found that favorable weather—hot or cold—brings customers into the store for seasonal items, which can lead to add-on and impulse purchases. Bad weather often keeps customers away and means low sales across the board in all categories and departments.
While retailers can’t control the weather and its impacts—negative or positive—there are ways they can season-proof their operations and post strong sales even when the weather doesn’t cooperate. Read on to discover four ways to handle whatever Mother Nature sends your way and manage the ebbs and flows of the seasons with insights courtesy of fellow retailers who have weathered the storm themselves.
Instead of trying to rein in something as uncontrollable as the weather, focus on what you can control.
Leadership at Hagan Ace Hardware mitigates the shifts from the weather by striving to focus on key strategies and initiatives that are not impacted by weather each year, says director of operations Jacob Hagan. With 11 locations in and around Jacksonville, Florida, the operation sees its fair share of weather fluctuations.
“Our strategies include counting on business-to-business growth, looking to improve a specific brand, department or class or refining a niche category to counteract the benefits of weather,” Hagan says. “Having a yearly plan to grow, and counting the weather as a bonus, is what our biggest focal point is year over year.”
Payroll control is a huge factor when it comes to weather because a business needs extra employees and extra hours before a major storm or during busy seasons but also needs to reduce hours on adverse weather days.
Hagan says they strive to minimize controllable expenses when the sales are reduced due to weather. When that doesn’t happen, they take advantage of slow traffic in the stores because of weather and focus on training and customer service.
“We strive to have the most helpful staff possible, so more and longer one-on-one time with our employees and customers is a positive to us,” Hagan says.
Hadlock’s House of Paint, which has three locations in Rochester, New York, rolls with the seasonal changes by looking at other ways to supplement sales beyond paint during slow periods. Paint specialist and social media coordinator Todd Gonzalez says Rochester is notorious for cold, snowy winters so exterior paint sales are slow to nonexistent from November through March.
“Some painters and contractors have adapted and can do a small amount of exterior work inside, but it is definitely at a minimum,” Gonzalez says. “We do try to keep a small amount of exterior inventory available for their needs.”
During the winter months, Gonzalez says they focus on products retail customers want and need, including interior paint, wallpaper, window treatments, basement waterproofing products and caulking and sealants to combat winter leaks and cold weather issues.
“Small projects to get homes ready for the holidays help drive our business during the slower winter months,” Gonzalez says. “When people are inside more often, they notice things around the house that could be improved, and we have the products they need ready during this time.”
The employees at Hadlock’s House of Paint also take advantage of the quiet times to catch up on other operational tasks. They focus on cleaning and organizing the store and researching and learning about new products coming from vendors. Gonzalez says when Benjamin Moore transitioned from Arborcoat to WoodLuxe earlier this year, the operation hosted an informative seminar and training demonstration instructed by the experts that was open to all local dealers.
Refining or adding a niche category can counteract some of the negative effects of weather. Below are three best practices to guide you in managing inventory in a niche category.
Get the most out of your endcaps by changing out merchandise once a month. Some progressive retailers even change them out every couple of weeks.
Niche categories lend themselves to being more creative in merchandising and signage, so think outside the box when promoting niche categories.
Niche categories can often include trendy or fad items, so be mindful of what’s trending, removing any products that have gone out of style or are no longer selling.
When severe weather strikes, see what products your customers will need to weather the storm at hardwareretailing.com/weather-products
“We try to embrace the slower times. They do make inventory easier, and a little downtime after a busy exterior season is always welcomed as well,” Gonzalez says. “When sales are slow, it gives us an opportunity to clean up our stores and make room for the upcoming spring and summer seasons.”
Becca Kagley, owner and designer at Blevins Paint Center in Maryville, Tennessee, focuses on keeping seasonal items in stock. Whether it’s a streak of cold and rainy days or several days of extreme heat when painters can’t accomplish outdoor jobs, weather plays a large role in the store’s operations. Kagley says heat doesn’t play as big of a role in sales and operation shifts as the colder temps do, but they prepare for both.
“Because of our size we find it is best to cut back the best we can, keeping stock in popular seasonal supplies and allowing the stock in the less-bought categories to dwindle,” Kagley says. “As long as we are not having supply issues and can count on all of our orders arriving in a couple of days, this strategy typically allows us to scale our orders back tremendously.”
As impactful as the weather can be on operations at Blevins, there are other factors retailers should also be considering, including the current state of the economy.
“The economy itself has its own seasons that have nothing to do with the weather,” Kagley says. “We have seen a drop in sales that I feel are more directly related to current economic issues than what we have seen with the weather.”
2
Weather impacts only repeat year to year 15% of the time, according to the
5 Myths About the Weather and Its Impact on Retail report from NRF and Planalytics. While it’s important to take into account weather each year, it’s most helpful to “de-weatherize” sales stats, which involves removing extreme weather-based distortions to provide a normalized baseline for planning.
Mike Frattallone from Frattallone’s Hardware & Garden, which is part of the Central Network Retail Group (CNRG), says he plans for average weather each year for his operation’s stores.
“Even though we have had extreme weather through the years, we plan for average, just average,” Frattallone says. “Nothing really more or less.”
It’s important to have good relationships established with your wholesalers and vendors to be able to pivot if the weather doesn’t follow an average pattern for your operation and you need to deviate from your original purchasing plan.
Bob Nelson has been in the hardware business for over four decades, and during that time he has learned that having a strong relationship with your vendors is one of the best ways to ride the highs and lows of the seasons. Nelson and his wife Linda own Nelson Ace Hardware located in Barre, Vermont, and when it comes time to order seasonal items, they rely on the multiple deliveries in a week to stay in stock and on top of the weather.
In the past, Nelson says he relied on the 30-day extended forecast when ordering, but now that the store receives several deliveries a week, he can utilize the more-accurate seven-day forecast.
“By getting multiple orders, you can plan to make sure you have the right stock on hand at the right time,” Nelson says. “We always want to be sure we’re taking care of our customers, so we are constantly looking toward weather forecasts and working with our wholesaler to be sure we can get the products we need when we need them. If we’re down to half a pallet of ice melt in March and get a surprise late-season snowstorm, we need to make sure we get more ice melt in for our customers but also for us to use on our sidewalks and steps.”
For large seasonal items, like snowblowers, Nelson says because the store doesn’t have a large warehouse, he doesn’t buy all the snowblowers they will need for that season at one time.
“We might pre-buy 20 units and then pull whatever additional inventory we need through our wholesaler’s warehouse,” Nelson says. “This doesn’t necessarily mitigate the possibility of carryover but it certainly helps.”
For Hagan, the unpredictability of Florida weather requires the operation to rely on its wholesaler to have excess inventory when they need it. Hagan says the quick order and delivery turnarounds their wholesaler offers allow buying managers to place orders and receive them within a couple of days, and they usually prepare for hurricane orders one week in advance.
“Out-of-sequence trucks are a huge factor to help us supply our communities what they need during these storms,” Hagan says. “The biggest advantage is planning. We strive to get our buying and managerial team together to discuss the wins and losses and prepare better for the next one. This type of open communication helps us prepare for future orders rather than reacting.”
Thanks to over a century handling winter weather in Rochester, Hadlock’s House of Paints has a solid grasp on budgeting for the seasons but also relies on its vendors.
“We use our remaining budget at the end of the year to prepare for the new year,” Gonzalez says. “We usually order a smaller amount of inventory at the end of the year, and then plan on taking advantage of special buying offers our vendors present in the early months of the next year.”
Your marketing channels are your best conduits to engage with customers, so take advantage of those communication avenues to promote purchasing seasonal products early.
With 22 stores in Minnesota, Frattallone’s Hardware & Garden is accustomed to seasonal fluctuations, especially when it comes to wild winter weather and excessively hot and dry summers. Frattallone says he never wants to profit from the bad fortune of others, but with severe weather events like snow, the company changes up the messaging to promote winter-weather items. The operation’s advertising reiterates that Frattallone’s has shovels, salt, ice melt, roof melt pucks and more. Frattallone makes sure that each store has what it advertises in stock.
“The fact is we get snow here in Minnesota, and we want to be the place that people think of when it snows,” Frattallone says.
Canva is a free online design tool to create social media posts. Users can add photos, text and more to create visually engaging posts.
“We use Canva to create most of our posts since it is a great and affordable content creation app.”
Just a couple of large snowstorms early in the year can improve sales by 5%, Frattallone says. To capitalize on sales, Frattallone’s runs a pre-season sale on snowblowers in October. In 2023, the stores sold over 400 snowblowers before the first snowflake fell, compared to selling 50 in October 2022.
“The 2022 snow season was heavy, so we used that message in our pre-sale marketing, reminding people how challenging the snow was the year before,” Frattallone says. “Even if it doesn’t snow the rest of the season, which is unlikely here in Minnesota, we’ve gotten a good head start on sales.”
Frattallone says he has seen a limit to how far in advance customers are willing to buy, however.
“If we have leftover ice melt in season, there is not a discounted price that you can sell ice melt when it is warm,” Frattallone says. “No customers want to think that far ahead.”
Nelson also uses social media to push certain items during specific seasons, mentally preparing customers for what is to come and encouraging them to purchase early.
The Meta Business Suite allows the user to publish, schedule and manage all content on the Facebook and Instagram platforms.
“The Business Suite allows us to connect our Instagram to Facebook and schedule and create ads from our posts.”
With the Later platform, marketers can schedule social media posts across multiple platforms, including Facebook and Instagram.
“While we sometimes use Later as a scheduler, we mainly use it to add links to our photos and have a place to link our monthly sales flyer.”
Nelson says they employ a third party to post on their social media channels, which includes a mix of organic posts and posts from the company’s wholesaler.
“Our social media company does a great job using content that is timely and has content prepared so we can get it out and in front of our people,” Nelson says.
For Kagley, creating marketing messages from Blevins for the seasons includes education along with promotion. She says the spring and fall seasons see more sales for exterior products, while summer and winter are heavier in indoor paints and stains, so they market accordingly, providing education applicable to each season.
For example, it is not uncommon for Tennessee to occasionally see unusually warmer daytime temps during the winter months, which allows for some completion of outdoor jobs. Kagley says the employees are always sure to educate customers on checking the temperatures for later in the day and making sure they wrap up those exterior jobs earlier to allow them to start the drying process before the sun goes down and the temperature begins to fall.
“We like to be prepared by making sure we have the appropriate seasonal products on hand and plenty of it, but we also are sure to be a plethora of knowledge for the customer,” Kagley says. “When it comes to paint, its true archnemesis is freezing temps, so we make certain they know how the weather can affect paint application and
performance and ask the right questions so we know the full scope of their project to ensure they get the perfect product and amount.”
For Hagan Ace Hardware, Hagan says having a plan, along with several backup plans, is key to getting through weather shifts. When it comes to winter weather products, plan A includes ordering enough products to make it through the first freeze and ordering them early enough that they arrive in early December.
“We don’t know if we will have one or five hard freezes, so we receive input from our store managers. Their front-line expertise lets our buying team know where to go heavier and lighter on product assortment,” Hagan says. “When additional hard freezes come, we react to weather forecasts and order accordingly.”
Because winter weather is rare in Florida, Hagan Ace doesn’t normally have to have a plan B for the management of winter products.
When it comes to hurricanes, however, the planning goes beyond initial buying. Hagan says the threat of a hurricane can increase their daily sales four to five times. A direct hurricane impact can see even higher growth, so the stores need to be prepared.
Seasonal elements you can’t control provide reminders that are applicable to life and retail. Discover 10 weather lessons at hardwareretailing.com/weather-lessons
Hurricanes to blistering heat, cyberattacks to pandemics—no matter what type of disaster your business is up against, a business continuity plan (BCP) is a system of prevention and recovery against a myriad of threats. Designed to protect personnel and assets, a BCP starts with defining all the risks that could impact your operation. From there, you figure out how those risks will impact the business and create a plan for what safeguards and procedures will mitigate the risks and allow for a quicker recovery. To get started writing your own, the Department of Homeland Security offers a BCP template at dhs.gov/prepare-my-business-emergency. At the very least, your operation’s BCP should include these three components.
Your staff’s safety should be your first priority in any emergency. Setting up an emergency response routine assures you can communicate quickly and effectively with your employees. Your routine should also include backup options in case the primary form of communication is unavailable.
After your employees, your data is secondary to protect in a disaster. Your data protection plan should include steps to take before, during and after a disaster to protect data. It’s also crucial to have the right type and level of insurance in place to cover IT losses.
No matter how long or intensive your BCP is, be sure to test and assess it regularly so you’re prepared no matter when an emergency happens. Train your employees on the role they play and be sure they understand how they can help.
“It’s all about having plans in place so when or if a major or minor weather event happens, you’re prepared for yourself but also prepared to serve your community.”
—Bob Nelson, Nelson Ace Hardware
“Hurricanes require much more thought and consideration because what if it does not hit us?” Hagan says. “The inventory investment for hurricanes is so great that all directors and the owner are at the table.”
The team at Hagan Ace Hardware has several orders preloaded, including separate orders for hurricane watches and hurricane warnings, with the buying team awaiting the word to order whatever the forecast calls for. They also have a buying list ready for after the hurricane. From the first watches to the hurricane striking, the managers and leadership stay in constant communication through WhatsApp, email and text messages.
“Most of the hurricane orders are already known by our managers, and they have time to review and give insight to heavier and lighter quantities months in advance,” Hagan says. “The largest decision always comes down to how many generators we order.”
No matter where their operation is located, retailers can create a Plan A, Plan B and beyond for any season or weather-related situation.
“It’s all about having plans in place so when or if a major or minor weather event happens, you’re prepared for yourself but also prepared to serve your community,” Nelson says.
INDUSTRY EVENTS
Retailers Attend Free
Register to attend the 2024 National Hardware Show for free at nhs-24.com/NHPA with promo code NHPA INDUSTRY
There is still time to register for the National Hardware Show (NHS) in Las Vegas on March 26-28.
In 2024, registered NHS attendees can explore a revitalized show floor, including new categories such as craft, gift, hobby, services and solutions and sporting goods. Popular returning categories include barbecue and grills, outdoor and garden, building, electrical, hardware and tools, homewares, paint, pet, plumbing, global sourcing, new technologies and more.
NHS will also launch Shop Global, a dedicated area of the show floor featuring a collection of more than 500 small and mid-sized companies from 15-plus countries bringing new and unique products to the show.
“We have finally had a full year to plan and have taken full advantage of it. We are bringing new categories to the table to enhance the shopping experience and new programs and perks to add value to the overall show experience,” says Beth Casson, NHS event vice president. “We strive to create an event that serves the entire hardware and home improvement industry and are committed to helping the industry continue to thrive and grow.”
Learn more about NHS and get your free exhibit hall pass at nhs-24.com/NHPA
NHS welcomes industry professionals. Carpenters, electricians, general contractors, handyworkers, HVAC technicians, landscapers, DIYers, masons, mechanics, painters, plasterers, drywall installers, plumbers and remodelers are invited to attend NHS. In addition, there will be an exclusive pro party for a night of celebration, networking and good times.
NHS Executive Summit hosts sessions with trending industry topics and prominent voices. Speakers include Houzz vice president of industry marketing Liza Hausman and topics include “How Changing Consumer Perceptions Impacts Retailers and Manufacturers” presented by EY Americas and “Consumer Trends in Merchandising and Planning Strategies” presented by EY-Parthenon.
The North American Hardware and Paint Association (NHPA) provides education, roundtables and networking. NHPA will host its Foundations of Merchandising Management Live! event for both new and experienced independent home improvement retail personnel responsible for managing merchandising functions at their stores. The program is designed to provide students with the strategies and tactics to successfully improve and manage their merchandising, assortment planning and vendor relations.
In addition, NHPA will host events at the Independent Retail Center, including roundtable discussions, such as “Outside-the-Box Succession Planning” with retailer Gina Schaefer, and Ask the Expert sessions. At Ask the Expert, independent retailers are invited to book 15-minute appointments where they can meet with experts in valuation, financing and growth strategy and learn more about the NHPA Retail Marketplace. The association will also host its 2024 Retailers’ Choice Awards.
The United Inventors Association (UIA) takes the stage. The UIA Stage will offer a platform for inventors to showcase their products and ideas in the style of “Shark Tank,” with Product Pitch Panels hosted by business leaders to guide inventors to success.
The VIP Reception at Sphere kicks off the show in style. A VIP reception hosted at Sphere will offer an exclusive networking opportunity for industry leaders, exhibitors and VIP attendees.
NHS Backyard is where outdoor products come to shine. The NHS Backyard is the home for all things lawn, garden, farm, ranch, outdoor living and grilling. The weather will be perfect to sample food created throughout the day by grilling masters and at the annual NHS Cook-Off. Each day, show attendees are invited to relax and unwind with live music in the Backyard Beer Garden.
The After Dark partnership provides additional experiences and entertainment. NHS will partner with After Dark to provide attendees with exclusive access to popular attractions in Las Vegas, allowing them to experience the best the city has to offer.
INDUSTRY EVENTS
Improve Your Merchandising
Learn more about Foundations of Merchandising Management Live! at NHS by visiting YourNHPA.org/foundationslive
In the retail industry, the escalation of online transactions and digital customer interactions has magnified the importance of cybersecurity. Retail operations, which often hold vast amounts of sensitive data from customer payment information to supplier details, are increasingly targeted by cyberthreats. The interconnectedness of online inventory systems with in-store operations also poses unique vulnerabilities. As such, robust cybersecurity measures are no longer optional but are a cornerstone for safeguarding business continuity, maintaining customer trust and ensuring compliance with data protection regulations. For independent home improvement retailers, where transactions are frequent and stock turnover is high, a breach can be especially damaging, emphasizing the need for a preemptive and comprehensive approach to cybersecurity.
Cybersecurity is increasingly becoming an integral part of traditional loss prevention methods in the retail industry. Where loss prevention once focused primarily on physical theft and fraud, it now encompasses the digital realm where data breaches and cyberattacks can lead to significant financial loss and damage to reputation. Traditional surveillance and security measures are being augmented with cybersecurity protocols to protect against online threats.
The convergence of these two fields involves implementing secure payment systems, protecting against data theft and ensuring that both online and offline defenses are aligned to provide a comprehensive shield against all forms of retail loss. This blending of cybersecurity with physical security strategies is essential for a holistic approach to loss prevention.
Learning from experts is crucial to making the right choices in cybersecurity. Access free cybersecurity resources available to NHPA members at rhisac.org/NHPA.
Retailers face myriad cyberthreats that can disrupt their operations and compromise customer trust. Phishing attacks, where malicious emails masquerade as legitimate correspondence, aim to steal sensitive information such as login credentials and credit card numbers. Ransomware can lock retailers out of their critical systems, demanding payment to restore access. Increasingly, ransomware operators are skipping the locking step and proceeding straight to extortion exchange for not leaking stolen data.
Point-of-sale (POS) system breaches are particularly insidious, allowing cybercriminals to siphon off customer payment information with each transaction. Additionally, distributed denial of service (DDoS) attacks can overload and shut down retail websites, not only halting online sales but also damaging the retailer’s reputation.
Home improvement retailers face specific cybersecurity challenges due to the nature of their inventory and customer base. They often manage large databases of detailed inventory, which can include hazardous materials requiring strict regulatory compliance, making data integrity crucial.
Retailers should also secure their customer loyalty program database, which contains personal customer data vulnerable to theft. The challenge is further compounded by the need to protect online platforms that provide color-matching and custom-order services, which are prime targets for cyberattacks aiming to disrupt operations or steal intellectual property.
Imagine cybersecurity as an advanced security system, where you have locks on doors, alarms and a plan in case of an emergency. For retailers, a similar multilayered approach is key to keeping your digital “house” safe. First, think of regular updates to security systems and the software for POS systems as routine checks to ensure locks are sturdy and alarms are working. These updates act like reinforcements against new methods that digital thieves use to break in.
Next, we have end-to-end encryption for all online transactions. This is like sending a message in a securely locked box that only the sender and receiver can open, ensuring that no one else can read it while it’s in transit. It keeps customer data like names, addresses and credit card information safe from prying eyes from the moment they start the purchase until it’s complete.
Teaching staff about cybersecurity is like having a neighborhood watch. They learn to spot suspicious activities, like phishing—fraudulent attempts to get sensitive information through seemingly legitimate emails—and can avoid giving out the keys by accident.
“I have a small business, so I’m not at risk for cyberattacks.”
According to the National Cybersecurity Alliance, cybercriminals often target small businesses because they are easier to infiltrate. No matter the size of their operation, business owners have a responsibility to protect the information they’re collecting.
“Protecting the company from cybersecurity threats is the responsibility of my whole staff.” More than 90% of cybersecurity incidents start with an email. Send all email users through a cybersecurity training program, and only give people access to the data they need, even executives.
“My customers don’t expect me to make the same investments in cybersecurity as big-box stores.” Consumers expect their data to be protected when they use a credit card or sign up for a rewards program. For small businesses that rely on customer loyalty and trust, it can be difficult to recover from cybersecurity incidents.
“There are cybersecurity solutions within my budget.”
While there are low-cost options, implementing cybersecurity protections should be part of overall loss prevention. Whether you’re protecting against bad weather or the dark web, taking it seriously does require time and money.
The Retail & Hospitality Information Sharing and Analysis Center (RH-ISAC) is the trusted community for sharing sector-specifi c cybersecurity information and intelligence.
The RH-ISAC connects information security teams at the strategic, operational and tactical levels to work together on issues and challenges, to share practices and insights and to benchmark among each other—all with the goal of building better security for consumer-facing industries through collaboration.
Integrating physical and digital security measures in retail stores is a strategic approach that strengthens the overall defense against theft and data breaches.
A robust firewall is the fence around your property, keeping out unwanted visitors. Secure Wi-Fi networks are like having a private road to your house; it’s monitored and less likely to be traveled by criminals looking for an opportunity. Be sure there are separate Wi-Fi networks available for customers to connect to as an additional layer of protection.
Finally, conducting regular security audits is like having a safety inspection to find any weak spots in your home’s security before they can be exploited. And if an intruder does get in, having an incident response plan means knowing exactly who to call and what to do, so you can stop the theft and get back to normal as quickly as possible, thus maintaining the trust of your customers who rely on you to keep their shopping experience safe.
Integrating physical and digital security measures in retail stores is a strategic approach that strengthens the overall defense against theft and data breaches. In a typical retail setting, physical security measures might include surveillance cameras, security personnel, alarm systems and secured access points. Digital security, on the other hand, involves protecting the IT infrastructure with firewalls, anti-malware software, secure Wi-Fi networks and encryption protocols.
In practice, this integration can manifest in various ways. For instance, surveillance cameras can be connected to a network that is monitored remotely through a secure connection. This allows for real-time surveillance and, if the cameras are equipped with advanced features like motion detection, they can trigger alerts to security personnel and simultaneously lock down POS systems in the event of an unauthorized breach.
Furthermore, access control systems at the entrances and exits of a store can work in tandem with employee identification systems to ensure that only authorized personnel have access to sensitive areas, both physically and digitally. For example, a staff member’s access card might grant them entry to a storage room while also allowing access to the store’s inventory management system, tying together their physical movements with their digital access rights.
Another example is the integration of POS systems with inventory databases. The POS system can be programmed to automatically update inventory levels as sales are made,
which requires a secure network to protect against cyberthreats that could lead to inventory discrepancies, affecting both sales data and physical stock levels.
These measures create a cohesive security environment where both the tangible goods and the data that represents them are guarded. By doing so, retailers not only deter and detect theft but can also provide a swift response to any security incidents, thereby minimizing potential losses and maintaining operational integrity.
Cybersecurity is crucial for the independent home improvement industry, serving as a critical part of loss prevention tactics and strategies. Secure transactions, data protection and staff training form the frontline defense against cyberthreats. Combined with physical security and a solid incident response plan, these measures build a comprehensive safeguard for retailers. Proactive cybersecurity is not optional—it’s a vital aspect of maintaining customer trust and ensuring business resilience and longevity.
INDUSTRY EVENTS
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In six months, two respected industry events—the North American Hardware and Paint Association (NHPA) Independents Conference and The Hardware Conference—will come together to form the Independent Home Improvement Conference (IHI Conference). Hardware Retailing sat down with NHPA COO and publisher Dan Tratensek and owner of The Hardware Conference Craig Cope to get their insights on how this event unites the industry and why retailers will want to attend.
Hardware Retailing (HR): What are you most looking forward to as a combined event for independent retailers?
Dan Tratensek (DT): One of the biggest things we preach at NHPA is that independent retailers, and this entire channel in fact, is stronger when it comes together. So when we began talking with Craig about the possibility of joining forces to create one, big event, it was time for us to put our money where our mouth was and do everything we could do to bring as many strengths to bear as we could in support of the independent home improvement community.
Craig Cope (CC): Over the past 35 years, The Hardware Conference became known as a gathering place where independent retailers could come together, regardless of what brand of flag they were flying, and network with each other and the other members of the channel who supported them. Helping them elevate their businesses was always our central goal. This same exact goal is central to NHPA’s mission.
So, ultimately, when we looked at what we were doing at our conference and what NHPA was doing with their events and other activities, it really made perfect sense for us to combine our efforts to produce a single event that was all about bringing the industry together to help recognize, encourage and support the independent retailers in this channel.
HR: What do you hope attendees will come away with from the IHI Conference?
DT: The goal is that they come away with stronger relationships with each other and their channel partners, as well as a basket full of actionable ideas they can use to improve their businesses. That’s really the ideal part of this marriage of conferences, if you will. The Hardware Conference was well known for its networking opportunities, while our events have typically had education and business improvement programming as central themes. Now, these two valuable opportunities are going to come together in one place.
Craig Cope
CC: It has to be valuable for the attendees, exhibitors and sponsors. They all have to come away from the event saying “that was worth my time and investment.” In the past, I think it’s safe to say we have achieved that goal with our separate events. Now that we are combining to host one event, the benefits will be that much better.
HR: How will the educational conference theme of Retail Operations and Innovation resonate with attendees?
DT: Now, more than ever, finding success in retail is about the small things, the incremental improvements you can make in your business to shift the balance between failing or just getting along to thriving and growing. I’ve been covering and researching this industry for nearly 30 years and I don’t think there has ever been a time where focusing on continuous improvement for your business, in all aspects of the operation, has ever been more important.
HR: The conference will feature a variety of educational formats, from keynote speakers to breakout sessions. Why is it important to offer different learning opportunities for attendees?
DT: When a retailer leaves his or her store, there has to be a reason. Time away from the business has to be productive. That’s what we promise to give them at the IHI Conference. To do that, we are going to offer a variety of opportunities for them to reap value during their time at the conference. There will be track-based breakout sessions in the mornings where attendees can go to sessions that are focused on helping them improve in particular areas such as technology, advertising and marketing, employee engagement and operational improvement. In the afternoons, we will be hosting valuable keynote presentations and panel discussions where attendees can gather ideas from top industry presenters and practitioners.
CC: Add to all of these educational and actionable learning opportunities the fact that we will also have the industry’s top vendors and service providers on hand to share ideas and network with attendees about the latest advances they are bringing to the channel and you have a really powerful, valuable event.
HR: How will the event allow retailers to build relationships with vendors and service providers?
CC: Throughout the history of The Hardware Conference, the event was well known for its networking opportunities. One of the reasons it was so successful at helping attendees and vendors and service providers build relationships is that the atmosphere is truly unique. We build in a lot of time for attendees and exhibitors and sponsors to just interact. There isn’t the pressure you find at other events where the retailers are focused on getting through their to-do lists and filling orders. At this conference, the focus is learning how to run your business more effectively but also building relationships that strengthen your entire operation. You really have the opportunity to work ON your business because you aren’t so deep in the weeds working IN it while you are here.
HR: The Hardware Connection and NHPA are known for high-caliber industry awards. What does it mean to be able to host these award programs at one event?
DT: It’s always been our philosophy that one of the best ways for other retailers to learn is by shining a spotlight on the organizations that are already doing a great job. At the IHI Conference, attendees are going to see a wide range of independent retailers and hear their success stories with three of the industry’s most prominent awards programs taking place throughout the event. On the first full night of the conference, Hardware Connection magazine will be hosting its Beacon Awards, on night two NHPA will be hosting our Young Retailer of the Year Awards and as part of the conference programming, we will also be recognizing the Top Gun Award winners from the stage and hosting a discussion panel with this year’s recipients.
CC: By having all of these awards take place during the IHI Conference we hope it will cast an even larger spotlight on the accomplishments of the award recipients. We know that it will expose a broader segment of the industry to the fact that independent retailers continue to innovate and push the boundaries within this channel.
HR: What are you most excited about having the conference in Marco Island, Florida?
CC: Marco Island and the JW Marco Island Beach Resort served as home to The Hardware Conference for its entire run and there’s a reason for that. It is a world-class property that sits right on the waterfront. For anyone who hasn’t taken a look at the property, I would encourage them to go to the website and take a look at the venue and all it has to offer. That alone should convince you to book your tickets to the IHI Conference.
DT: The best part is our event will have complete run of the property, so all that learning and networking will continue throughout the event, whether you are in a session, grabbing a drink at the oceanfront bar or just walking on the beach. The experience will be truly unique and valuable.
Nearly anything is possible when it comes to plumbing parts at Bonnets and Stems in Tucson, Arizona.
Like MacGyver getting out of tough situations with the creative use of tools, third-generation owner Bruce Nevins and his coworker, Tatjana McCombs, listen to customers’ problems, parse through their memory of plumbing parts and find the right part in his collection. And if they don’t have it, they use one of the store’s 12 3D printers to create a custom part.
“When thinking about 3D printing parts for any situation, it’s a no-brainer because of the quality, precision and speed at which we can make the new products,” Nevins says.
Along with creating custom plumbing parts, Nevins uses the 3D printers to manufacture everything from automotive parts to classroom kits for origami.
“We don’t restrict ourselves to plumbing,” Nevins says. “It’s our bread and butter but there’s nothing better than a new challenge. Tatjana even designed the parts and made a special housing for a Volkswagen van”
One retailer shares how he ensures his store’s plumbing department meets the needs of a diverse set of customers at hardwareretailing.com/improve-plumbing.
The average cost for a plumbing repair in 2023 was $325, but can range from $74 to over $4,000 according to Angi, the online home service directory.
3D printing allows your store to provide a unique service for your customers to set your store apart from the competition, but knowing where to start can be a challenge.
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Connect to your operation. Learn as much as you can about 3D printing and how it could improve your customer’s shopping experience. Is there something unique about your area where 3D printing can fit in? How can your business blend 3D printing with products you already sell?
Nevins had been interested in 3D printing long before he took over his family business in 2010.
“I’ve been following 3D printing since its inception,” Nevins says. “I had friends making toys but I wanted to make something people could use.”
When he took over the store, the cost of 3D printing was prohibitive. But five years after he started running the store, his vision finally became financially viable and he began creating custom plumbing parts. Not long after, he hit a roadblock, as the materials were not suitable for plumbing parts.
“Fortunately, the materials started to improve and the printers started to become more available and affordable,” Nevins says. “3D printing software is also open source, which means anybody can use it and make improvements to it, making it exponentially better over the years.”
Now, his store has over 750 square feet dedicated to 3D printing equipment, including 12 printers.
2
Educate yourself. LinkedIn and YouTube both offer countless courses on 3D printing and can be a great, and free way, to learn more about 3D printing and how it could fit into your operation.
Join together.
Seeking partnerships with local educational outlets that are already well-versed in 3D printing is a great way to get guidance when entering this space. Many colleges and high schools have 3D printing clubs and classes that could provide your store with opportunities to partner and help initiate your endeavor.
With 3D printers becoming more common, they are available at a variety of retail electronic outlets in-store and online.
Nevins says he gets calls from homeowners from around the U.S. daily. When Nevins asks how they found out about his business, almost all of them tell him they found the business on home renovation websites.
Through the community connections he built around Tucson, Nevins organically grew his business nationwide by being the person who can do things others can’t.
Nevins says he inherited his mother’s knack for understanding plumbing and shares that knowledge with customers to build loyalty along with sales.
“The technicians who come to our store may not have a lot of experience or training, and for a long time, my mother was the person they would fall back on,” Nevins says. “She could identify anything because she knew the industry. I’ve become that way too, where if I’ve seen a part once, I know what it is.”
Repairs to plumbing systems accounted for 21% of the most common types of home repairs in 2023, according to Hippo Insurance Service’s 2023 HousePower Report.
Pennsylvania Lumbermens Mutual Insurance Company (PLM) has protected businesses in the lumber industry since 1895. Often, people think we only write large retail operations, sawmills, or manufacturing plants. While we do, we also insure many smaller businesses like one-man woodworking shops and hardware stores.
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3D-printed custom parts provide a more cost-effective alternative to conventional parts. For his custom parts, Nevins uses two types of plastics. Polyethylene terephthalate glycol (PETG) plastic filament is durable but flexible. PETG is a good option for plumbing because of its heat resistance, ability to take an impact and resistance to solvents. Polylactic acid (PLA) filament is another type of plastic Nevins uses, which is a strong organic plastic but has low impact resistance and low chemical and temperature resistance.
Whether you make your plumbing parts in-house or order from a manufacturer, merchandising effectively is key to helping your customers find what they need.
Nevins prides himself on being available almost all of the time. He answers help requests via phone, social media and even a text-only number he has specifically for homeowners and plumbers as a direct line of communication.
“Our text-only number is extremely useful for homeowners to send pictures to us so we can identify parts,” Nevins says. “If they need help identifying a part, they can text us seven days a week, 20 hours a day, and somebody from the shop will see it and answer it.”
Through this free service, Nevins has been able to assist plumbers who are out on job sites by using pictures to solve their problems.
Nevins says last year he received a text late at night on the weekend from a plumber at an apartment complex with over 450 units that had no water. One of the shower cartridges ruptured and shut off the water in the entire complex. Nevins walked the plumber and the owner through temporary solutions over the phone and was able to stop any more problems until the next morning when the plumber came into his store.
“When the plumber came in the following day to get spare parts to mitigate that problem in the future, he was shocked that I would help him so late,” Nevins says. “I told him, ‘With 450 units, that’s over 1,000 people with no toilets and no showers. It’d be cruel not to help.’”
2024 Ace Hardware Spring Convention
12-14,
IN 2024, Ace Hardware Corp. is celebrating a huge milestone of 100 years—one that few companies can claim. Throughout the year, Ace will look back at the contributions made by the early trailblazers and celebrate those who carry on the traditions today, while also looking forward to a brighter future where we all recognize that the view is worth the climb. Two of those instances will occur at the biannual conventions.
Ace Hardware hosts two conventions annually that are can’t-miss occasions for retailers and guests. The conventions offer a unique opportunity to explore the latest innovations, trends and products in the hardware industry. A key highlight of the conventions is the chance to connect with industry experts and leaders. Attendees can engage in insightful discussions, gain valuable knowledge and network with like-minded individuals who share a passion for all things hardware. The convention floors will be buzzing with activity, featuring booths and exhibits from leading brands in the hardware industry. From cutting-edge tools and services to innovative building materials, attendees can explore a wide array of products that are shaping the future of the industry. In addition to the exciting product showcases, the Ace Hardware conventions offer a series of educational sessions and training workshops. Industry experts share their insights on the latest trends, best practices and strategies to stay ahead in the ever-evolving hardware landscape.
The first convention of 2024 is the Ace Hardware Spring Convention, which will be held March 12-14 at the Kay Bailey Hutchison Convention Center in Dallas, Texas. Dallas will welcome over 15,000 Ace Hardware retailers, vendor partners and Ace associates for an action-packed three days, including 1,000 vendor booths, dozens of training sessions, an evening outdoor BBQ party and an invitation to watch the Dallas Mavericks play the Golden State Warriors at an NBA game.
For those unable to attend the spring convention, plans are in full swing for the second biannual convention, including a “100-years” celebration in Ace’s home city of Chicago at McCormick Place in early August. The general session will be unlike any the hardware leader has ever hosted before, followed by a private concert from one of America’s biggest musical acts. Stay tuned for more details about this exciting event, which prospective Ace Hardware retail owners are also invited to and welcome to attend.
COMMERCE IS COMMERCE , whether it’s online or in-store. A recent national shopper study revealed that 81% of consumers research their planned purchases online before stepping into a store. For independent home improvement business owners, embracing this trend creates an opportunity to boost sales by meeting your customers online and seamlessly extending their shopping journey to an in-store experience with the potential for add-on sales.
Leading e-commerce sites are more than mere product listings—they are robust resources for product and project instruction, customer reviews and community engagement. By providing diverse and relatable content, you can build relationships with customers, quickly becoming a trusted, expert resource capable of guiding their buying decisions.
At Do it Best, we provide access to high-quality content for 1.62 million products, including 360-degree product views, how-to videos and customer reviews. This allows our members to focus on running their businesses and leading their teams, and not spend time finding the right content to engage their customers. They can showcase their complete in-store assortments online—and keep their customers engaged. High-quality content paired with a best-in-class platform is the difference maker.
This comprehensive approach enhances the customer shopping experience and drives sales. After the launch of their e-commerce microsite on the new Do it Best platform, one member experienced a 44% increase in online sales within the first month alone. The new doitbest.com marks a strategic investment, providing a unified online presence for our members to thrive in a rapidly evolving marketplace.
Staying attuned to ever-changing trends is critical for continued success. Network with your peers to glean insights on building robust online and in-store connections, analyze digital ads for effective strategies and actively seek customer feedback. Ask your in-store customers how they use your website so you can better understand their shopping experiences. Finally, don’t be afraid to try something new—you may be the first to discover the next market-changing innovation.
1
2
Show them what they want to see. Maintaining a comprehensive, up-to-date display of in-stock products solidifies your business as a trusted, expert resource.
Cross-sell when you can. Project lists suggesting complementary items can effectively drive add-on sales by guiding customers to relevant products even after their initial selection.
Use your experts—everywhere.
3
4
Displaying QR codes throughout the salesfloor that link to short Q&A videos provides customers with one-on-one interactions across platforms, including your website and social media channels.
Outsource where you can. Partner with a proven, knowledgeable vendor to free you from the intricacies of managing your e-commerce platform.
INDUSTRY EVENTS
2024 Spring Group Merchandising Conference
May 6-9, Indianapolis | groupmerchandisingconference.com
Contact: Michele Simes | michele.simes@HDAworks.com | 720-875-2219
IN 2003, the first Group Merchandising Conference (GMC) was held in Atlanta. Inspired by distributor request and a successful one-on-one, prescheduled meeting format, the GMC was designed to be a product-centric event for established and new vendors while simultaneously presenting new vendor programs to the group. After 20 years, the GMC has remained one of the most interactive events in the industry.
“We wanted to present something unique and challenge the industry norm by guaranteeing that a vendor attending one of our events would speak directly to our attending distributor members and truly eliminate the risk of manning a booth with no foot-traffic,” says Shari Kalbach, president of Hardlines Distribution Alliance (HDA). “This collaboration is what has and continues to set HDA and our events apart.”
The GMC challenged the typical booth format by allowing attending vendors to take over a hotel suite and cater their displays, planograms and product samples to utilize the suite to its full potential. As technology evolved, many attending vendors began integrating digital presentations, electronic marketing materials and more elaborate product demonstrations into their private meetings. The suite setting also had the added benefit of providing a quiet meeting space so attending vendors had the undivided attention of a distributor buyer audience.
Now, as plans ramp up for the May 6-9 GMC in Indianapolis, HDA continues to maximize the product-focused event by highlighting new vendors with a product preview, integrating one-on-one meetings with social networking opportunities and bringing industry professionals together during a spring timeline that benefits member distributor fall show schedules. In addition, HDA’s merchandising team guides new and existing vendors on how best to utilize the time they have in front of attending HDA distributors.
Facilitating collaboration, new ideas and success across all channels in the industry, from manufacturers to distribution to retail, remains HDA’s central mission. With another GMC right around the corner, HDA continues to facilitate exceptional events that challenge the norm and drive the hardlines industry forward.
Group Merchandising Conference by the Numbers
1,500 average number of meetings
21 number of years running
250 average number of attendees
95% attendees who formed long-term relationships
AUGUST 27-29 | MARCO ISLAND, FL
Join the excitement at ihiconference.org
Two respected industry events—the NHPA Independents Conference and The Hardware Conference—will come together to form the 2024 Independent Home Improvement Conference.
Gain actionable solutions for today’s toughest retail challenges and celebrate the independent channel’s successes.
ASSOCIATION
Join fellow independent retailers for the Independent Home Improvement Conference. Learn more at ihiconference.org
In early January, the U.S. House of Representatives passed a resolution repealing the National Labor Relations Board’s “joint employer” rule, forcing certain companies to bargain with labor unions.
National Retail Federation (NRF) president and CEO Matthew Shay joined a live podcast to talk about Retail’s Biggest Show, how retailers fared this holiday season and what the year ahead looks like for retailers.
After over five decades advising independent and small business owners, Gary Pittsford is hanging up his financial planning hat and tenure as partner and chief valuation officer of Creative Planning Business Services.
2024 Outdoor Living Report
Decking product company
Deckorators recently released its annual 2024 Outdoor Living Report identifying the latest shifts and trends in the outdoor living design space.
As a platform for industry exchange, the EISENWARENMESSE
International Hardware Fair is also an important trends barometer for the skilled trades and DIY markets.
To read these news stories and other news, visit hardwareretailing.com/industry-news
Receive industry news, trends and product information directly to your inbox with Hardware Retailing newsletters. Sign up at YourNHPA.org/subscribe.
For the last five years, homebuilders have been on a wild ride with fluctuating interest rates, upheaval in building material prices and shifts in priorities for homeowners. As the industry continues to evolve to meet those challenges, here are the top four trends shaping the homebuilding industry in 2024.
Homeowners are willing to spend an additional $50,000 over budget for an eco-friendly home.1
New single-family homes averaged 2,430 square feet in Q3 2023. 2
The number of U.S. citizens in multigenerational homes doubled, from 7% in 1971 to 18% in 2021. 3
Fewer than 5% of homes are accessible. Current trends are redefining the way homes are built and lived in, and the industry must remain agile and innovative.4
Sources: 1. Going Green: How Americans Are Making Their Homes Eco-Friendly, Payless Power. 2. New Residential Construction, U.S. Census Bureau and U.S. Department of Housing and Urban Development. 3. Financial Issues Top the List of Reasons U.S. Adults Live in Multigenerational Homes, Pew Research Center. 4. Laying the Foundation: Housing Accessibility and Affordability for Older Adults and People with Disabilities, Senate Special Committee on Aging.
Learn more at hardwareretailing.com/homebuilding-2024
April
*Events
worldwide
spoga+gafa is the biggest garden and BBQ trade fair in the world. It takes place annually in Cologne, Germany. This in fourteen exhibition halls with a total size of 2,450,000 feet. At this pure B2B trade fair, global buyers will find everything they need for their garden assortment. One-stop shopping for specialist retailers or garden centres for example.
The North American market is showing great interest in high-quality hardware and DIY products for garden and outdoor areas. Our trade fair offers these companies in particular the opportunity to present their products to a large international audience or to discover them as trade visitors. 90 % of th e global DIY market decision-makers are represented at the trade fair.
The trend towards sustainability and environmental awareness remains unbroken and the in -dustry is becoming increasingly aware of its responsibility. W ith the main theme of spoga+gafa 2024, “Responsible Gardens”, we are addressing precisel y these developments.
ASSOCIATION
Become an Industry Beacon
Want to learn more about how to become an ambassador? Reach out to Renee Changnon at rchangnon@YourNHPA.org
What is your proudest moment as part of the independent channel?
My proudest moment was being named the recipient of the Marc Robichaud Community Leader Award as part of the Hardlines 2023 Outstanding Retailer Awards. I feel like one of the most impactful ways I have contributed to our business is my community involvement, and this award reflects that.
How do you stay involved in the community?
I stay involved in the community in many different ways. I maintain great relationships with the people who often lean on us for support, and they know they can call anytime when they need help. I also host a charity event each year called “Chairs for Charity,” which has raised over $30,000 since 2018 just by selling $5 raffle tickets to customers.
What have you enjoyed the most in your relationship with NHPA?
I agreed to become an NHPA ambassador because not only do I love being involved in my local community, but I feel it’s important to be a leader in the hardware community with my peers. We had the chance to attend the National Hardware Show a couple of years back, and I can’t wait to be there again.
What is the best piece of professional advice you’ve been given?
Keep good records. I have a paper trail of almost everything.
What did you want to be when you grew up?
When I was a kid I wanted to be a teacher, but then I went to college to become a news reporter. Never in a million years did I think I would own a hardware store.
Store Nowco Home Hardware
Location Lacombe, Alberta, Canada
What kind of music do you like to play in the store?
I choose a radio station that plays current songs.
What is your favorite part of your job?
My favorite part of my job is the flexibility I have to leave the office and take part in community events.
What do you do for fun when you’re not working?
I love to spend my time at our family cabin or in my photo studio.
The North American Hardware and Paint Association (NHPA) is excited to introduce the newly formed Ambassador Program for 2024. The program brings together a small group of NHPA members from across the industry who are passionate about the independent home improvement channel and have a deep involvement with the association. NHPA Ambassadors help connect their retailer networks to NHPA, encouraging retailers to become more involved with the association’s offerings, like online training, consulting, college-level courses and more.
NHPA’s Retail Management Certification Program is built for owners, managers and key employees in the independent home improvement industry, with a focus on training to grow store sales and profits. Follow in the footsteps of more than 300 retailers who have graduated from the program. Students on average have earned more than 5X the return on tuition paid after implementing their student projects and putting what they have learned into practice!
Application Deadline: June 1, 2024
Scan the QR code or visit the link below to learn more.
YourNHPA.org/rmcp
Scott Wright
NHPA Executive Director of Advanced Retail Education
These companies have advocated for independent retailers by supporting the program.
Backed by outstanding vendors, Orgill’s Smart Start program can improve your categories by quickly & easily switching out product lines to give your salesfloor the kick-start it needs.
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• Manage inventory with warehouse-direct vendor purchases
• Freshen up merchandise & implement the industry’s most innovative POP materials
Ask your Orgill Sales Rep about Smart Start or email retailprogram@orgill.com to learn
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