Hardware Retailing September 2023

“Switching to Midwest Fasteners from our previous vendor removed a giant headache for us. Our previous vendor was unable to keep the bins full of product, fill special orders or help us expand our nuts and bolts selection. This directly affected our bottom line and irritated our customers daily. A few years later, every issue we had with our fastener section is a long fading memory, all thanks to Midwest Fastener. The rep service provided to us by Midwest has allowed us to have our fastener department stay on auto pilot, freeing up our time to focus our attention on other neglected parts of the store. Our only regret is not switching to Midwest sooner.”

pictured left to right, Paul

HEADQUARTERS

CONNECTIONS

Follow Us Online

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

Jared Smith, Jared’s Ace Hardware, Bishopville, South Carolina

EXECUTIVE VICE CHAIRMAN

Jackie Sacks, Round Top Mercantile Co., Round Top, Texas

DIRECTORS

Alesia Anderson, Handy Ace Hardware, Tucker, Georgia

Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri

Ned Green, Weiders Paint & Hardware, Rochester, New York

Scott Jerousek, Farm and Home Hardware, Wellington, Ohio

Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia

Ryan Ringer, Gold Beach Lumber Yard Inc., Gold Beach, Oregon

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

Rocking the Employee Engagement Boat

When even just one employee becomes disengaged, it can cause a business to sink. Next month, Hardware Retailing shares insights from three retailers on how they continue to engage employees to keep their operations afloat.

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 © 2023 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, INNOVATION & ENGAGEMENT

Whitney Mancuso

COMMUNICATIONS

317-275-9400, editorial@YourNHPA.org

COMMUNICATIONS & CONTENT MANAGER

Melanie Moul, mmoul@YourNHPA.org

SENIOR EDITOR

Lindsey Thompson, lthompson@YourNHPA.org

ASSOCIATE EDITOR

Carly Froderman, cfroderman@YourNHPA.org

RETAIL TRAINING EDITOR

Jess Tillman, jtillman@YourNHPA.org

GRAPHIC DESIGNER

Autumn Ricketts

GRAPHIC DESIGNER

Olivia Adam

DIGITAL MEDIA SPECIALIST

Kevin Trehan

PRODUCTION MANAGER

Austin Vance

SALES & PRODUCTION ASSISTANT

Freda Creech

MARKETING MANAGER

Julie Leinwand

SALES

NORTHERN REGIONAL SALES DIRECTOR

Karen Hopkinson khopkinson@YourNHPA.org | 317-275-9430

SOUTHERN REGIONAL SALES DIRECTOR

Faith Zucker fzucker@YourNHPA.org | 317-275-9427

ASSOCIATION PROGRAMS

800-772-4424, NHPA@YourNHPA.org

DIRECTOR OF MEMBER SERVICES & 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

Forging the Future

With a record number of honorees, this year’s Young Retailer of the Year class proves the future is bright. Learn more about each of the honorees, their outlook on the industry and what excites them most about the independent channel.

46 INDUSTRY EVENTS

The Event of the Year

The 2023 NHPA Independents Conference brought together retailers, vendors and other industry players for informative sessions, networking opportunities and innovative solutions to challenges.

48 ASSOCIATION

Dive Into the Data

See inside the 2023 Cost of Doing Business Study for highlights from the industry’s benchmark resource. Compare your operation to industry averages and learn how this tool can guide you to growth.

54 CATEGORY SPOTLIGHT

Pest Success

Discover how one operation successfully expanded its pest control category, met customers’ needs and capitalized on consistent demand through smart merchandising and selling best practices.

COVER

Stay Informed

Scan this QR code or visit hardwareretailing.com/september to read these stories and more.

Recognizing the Future of the Industry

With a record 11 retailers, this year’s class of Young Retailer of the Year honorees exemplify what it means to positively impact the independent channel, even at a young age. On Page 24, learn more about the awards program, meet the outstanding honorees and see the ways they are making a difference in their businesses and communities.

Celebrating the Honorees

See highlights from the Young Retailer of the Year reception held during the 2023 NHPA Independents Conference on Aug. 2 in Dallas.

Above and Beyond

Learn more about this year’s Young Retailer of the Year honorees, including their career accomplishments and community involvement.

Find More Online OPERATIONS Spending Switch

See how consumer spending has changed because of rising inflation costs and how customers now prioritize purchases.

RESOURCES

Loss Prevention 101

With retail theft and fraud on the rise, check out these updated NHPA training courses to educate your employees on the basics of loss and theft prevention and store safety.

PODCAST Where We’re Heading

Hear from NHPA COO and publisher Dan Tratensek as he shares his state of the industry address from the 2023 NHPA Independents Conference and provides ways the independent channel can come together.

EDITORIALLY SPEAKING

CONNECTIONS

Send Melanie a Message

mmoul@YourNHPA.org

Melanie Moul

Nothing Else Like It

IF YOU HAVEN’T HAD THE OPPORTUNITY to attend a Young Retailer of the Year award reception, there’s really nothing like it.

We’ve seen over 200 passionate young retailers under the age of 35 come through this program and express their gratitude, their challenges and their hopes for the last 27 years. And you’ve read their stories in the pages of this magazine and on our website.

But if you haven’t been in the room to hear their stories in person, it’s hard to describe the atmosphere. There’s an energy that radiates throughout the audience, which often includes those closest to the honorees—family, colleagues and industry partners.

Last month, as part of the 2023 NHPA Independents Conference, we celebrated a record 11 Young Retailer of the Year honorees. There is a unique camaraderie that exists among retailers who are honored in the same year. These retailers came together as strangers, and—if you can’t tell by the photo on the cover—left as friends.

At first blush, you may not expect, for example, a single-store operator in the Northeast to relate to a multistore retailer in the Midwest. But they have at least one thing in common.

They represent the future of the independent channel. And based on the energy at that reception, they are thrilled about that responsibility.

What’s incredible about a program like Young Retailer of the Year recognizing high-achieving young people for over a quarter century is that now we’re getting into a second generation of honorees. In this group, we have a second-time honoree (which has only happened once before), and we have the employee of a former honoree.

We also have people who are brand new to the industry and those who are running multigenerational businesses alongside their families.

Starting on Page 24, you can get a little more insight into this year’s class. The range of knowledge and life experience these honorees bring to the table is representative of the industry as a whole.

If you want to get a glimpse into the excitement of the Young Retailer of the Year reception, you’re in luck. Head to YourNHPA.org/yroty-virtual to RSVP for the virtual ceremony and help us celebrate the future of the independent channel.

Melanie Moul Communications & Content Manager

“They represent the future of the independent channel...and they are thrilled about that responsibility.”

dant@YourNHPA.org

Dan Tratensek

Tech and Culture

ABOUT A YEAR AGO, the team here at the North American Hardware and Paint Association (NHPA) reviewed our strategic focus for the near future. Our goal was to take the post-pandemic temperature of the channel (no pun intended) and figure out the most important challenges independent retailers were facing.

After much discussion, input and debate, we settled on three areas: technology, business transition and employee engagement.

While there were certainly other topics that demanded attention, these three seemed to be the most pressing issues facing our segment of the channel.

Over the past year, we have been talking to you a lot about technology. In fact, technology was the central theme for the first-ever NHPA Independents Conference we hosted last month in Dallas.

Judging by feedback from attendees, the subject matter was well received. The conference content made it clear that technology, with thoughtful implementation and management, can effectively impact a small business in multiple ways.

While “retail technology” initially means e-commerce for most people, that thought process does a disservice to how technology makes an impact at the store level.

From inventory management and marketing to merchandising and customer loyalty, retailers of all shapes and sizes are seizing tech-based solutions to improve operational efficiencies.

Another place where tech is having an impact bleeds over into one of NHPA’s other focus areas—employee engagement.

Whether it is using electronic shelf labels or inventory scanning robots to free up employees’ time or implementing AI to answer basic customer inquiries, retailers are leaning toward tech to make their teams more productive.

After all, technological solutions provide retailers with a new set of tools for their toolboxes. That being said, it is important to remember that real, live beating hearts are thumping away in each of your employees’ chests (hopefully).

It’s important to remember that, unlike machines, humans require more than just chips and processors to deliver high-level performance. Unlike a robot, your employees want to know the work they do is appreciated, there is a cause to believe in and expectations are clear.

Failure to cultivate a positive culture within a company can kill employee productivity as quickly as low pay or lack of resources, yet so few organizations take the time to address culture.

So, where do you start?

Well, the first step is to commit to understanding what culture is. What does the culture within your company currently look like? What do you want it to look like? How do you get there?

Like many things, this is a tough process to tackle on your own, but NHPA can help you navigate this path. You can start by exploring the NHPA Academy Catalog at YourNHPA.org/catalog, but also by sitting down with your leadership team to discuss the questions listed above.

Dan M. Tratensek Chief Operating Officer & Publisher

“Failure to cultivate a positive culture within a company can kill employee productivity.”

Retailers Take Home Prizes

Custom Insurance Provides Options

To learn more about the NHPA Health Insurance Program, visit YourNHPA.org/business-services.

AS THE EMPLOYEE shortage continues across the country, find ways to help your business stand out. The North American Hardware and Paint Association’s NHPA Health Insurance Program provides health insurance benefits that can give your business a competitive edge when it comes to recruiting new employees.

The NHPA Health Insurance Program, now in its 10th year, is managed by Custom Benefits Insurance Group, which allows independent operators to access benefits at lower rates because of the volume of retailers who participate in the program nationwide.

Retailers who take advantage of the NHPA Health Insurance group rate don’t have to sacrifice the flexibility of designing a plan best suited for their business and

employees. Custom Benefits Insurance Group is certified in all states and with all insurance companies to offer retailers the best options for their business.

“Health insurance rates are at the highest they have ever been, and independent retailers can find it difficult to compete with big-box retailers who offer insurance coverage,” says Bob Chiesa, president and CEO of Custom Benefits Insurance Group. “We partnered with NHPA to offer affordable health insurance options and have added plans for retailers to offer employees, including vision, dental, life, short-term and long-term disability and pet insurance.”

Attendees walked away with more than education at the 2023 NHPA Independents Conference.

Winning ideas and operational solutions were not the only takeaways from the 2023 NHPA Independents Conference. Retailers from Knudson Lumber & Hardware in Ellensburg, Washington; Alf Curtis Home Improvement Centers in Peterborough, Ontario, Canada; and Kellogg Supply Co. in Manteo, North Carolina, took home fun and relevant prizes for attending and engaging on-site. Read the full story online.

TRAINING

Explore Our Free Educational Offerings

Visit YourNHPA.org/training for Train the Trainer, Trainer’s Toolbox and other free tools and guides for home improvement retailers.

TRAINING

Updated Online Courses Focus on Loss Prevention

Employee training will help retailers fight retail theft.

RETAIL SHRINKAGE is a growing problem for retailers. According to NHPA’s 2022 Cost of Doing Business Study, retailers report an average of 1.6% of sales lost to shrinkage. For the average retailer, that’s nearly $47,000 walking out the door that could be reinvested in their business. Fortunately, some of that loss is preventable. While investing in technologies such as surveillance cameras will aid your fight against crime, the best strategy is preventing theft by training employees in good customer service techniques and in learning how to discourage thieves before they strike.

To keep retailers current on what is happening in retail loss prevention, NHPA recently updated three of its online courses— Internal Theft Prevention, External Theft Prevention and Store Safety. Each addresses a different area of retail shrinkage. The course and updates were developed with the assistance of Jim Close, managing partner at Risk Management Services Loss Prevention, and Jason Buchanan, loss control specialist at American Hardware & Lumber Insurance.

All courses are available with an NHPA Premier Membership. If you’re not a member, go to YourNHPA.org/membership to learn more.

These courses should be on your training curriculum for both new and longtime employees.

Internal Theft Prevention

According to the National Retail Federation, nearly one-third of retail shrink comes from employee theft. Employees can steal money from the cash register or product from the salesfloor. The course will help you understand why employees steal, common methods they use and the most effective prevention techniques, such as good hiring practices and exception reporting.

External Theft Prevention

Incidents of shoplifting are increasing and organized retail crime is a growing threat. As retailers increase their arsenal of tools to detect and prevent theft, employees who understand shoplifting tactics will remain the best defense. This course covers common methods thieves use, the best ways to prevent shoplifters and how to confront them when you’re sure a crime has taken place.

Store Safety

Creating a safer workplace protects employees and customers while reducing your cost due to insurance and workers’ compensation claims. Since safety is everyone’s responsibility, it’s important to know how to reduce the likelihood of accidents happening in your business and know what to do when an accident happens. This course covers basic store safety and why it’s important to develop a store safety program.

TRENDS

TRENDS Eco-Friendly Kitchens

See how sustainability is impacting kitchen design this year at hardwareretailing.com/houzz-kitchen-2023

SPICE

SIZZLING KITCHEN DESIGN TRENDS

CONSULTING WITH TOP INTERIOR design experts, Fixr.com, a remodeling research organization, compiled the latest kitchen trends in its Kitchen Trends Report 2023. Here are some insights from the 62 design experts featured in the survey.

74% say mixing materials is the top kitchen trend in 2023.

Upgrade Priorities

A majority of the design experts surveyed, over 70%, say countertops are the highest priority for homeowners to update this year. Here are the other upgrades topping the list.

Cabinets 47%

Appliances 36%

65% say homeowners are willing to spend more on a kitchen remodel in 2023 with functionality as the top reason for a remodel.

Lighting 29%

47% say white and gray color scheme kitchens are on their way out in 2023.

Source: Kitchen Trends Report 2023, Fixr.com.

Backsplash 23%

Heavy Duty Aluminum Screen

Heavy Duty Aluminum Screen is an extra durable and unique addition to the window, door and porch screening market.

• Woven with larger diameter wires for extra durability

• Helps deter insects, squirrels and other pests from entering through it

• Durable black powder-coated paint finish

PRODUCTS Retailer Recommendations

Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and reasons why you love it.

Electronic Hearing Protection

The 3M™ Pro-Protect Electronic Hearing Protector with active microphones helps protect you from hazardous noises while also allowing you to hear the sounds around you. It is ideal for talking to your team, making calls or listening to music without taking off your hearing protection. Bluetooth® Wireless Technology seamlessly syncs with mobile devices and soft, conformable ear cushions provide all-day comfort. It is powered by two, easy-to-replace AA batteries (not included) so there’s no downtime and no need for outlets. It features a 60-plus hour battery life with four-hour auto shut-off and an NRR of 25dB.

3M | 3M.com

Water Alarm

The Watchdog 360° Water Alarm® has a patented design utilizing 360° Sensing TechnologyTM that allows it to detect water when placed on any side. The piercing, 110 dB alarm goes off in as little as ¹⁄₃₂ inches of water, so the problem is detected before a flood occurs or mold can grow. The water alarm can be placed anywhere a water leak may occur. Its slim design is perfect for protecting appliances—slide it between a washer and dryer, behind a fridge where the water line comes in or under a dishwasher.

Glentronics | glentronics.com

Window Shades

Graber’s expanded Natural Shades collection includes new, refined fabrics handwoven from sustainable materials. Natural Shades are available with a range of lift control options and customizable light-filtering options like room darkening.

Springs Window Fashions | graberblinds.com

Snow Tube

The Glitter Galaxy Snow Tube uses RealPrint technology to replicate the deep space super region photo taken by the Hubble Space Telescope. This image is a wavelength composite of images featuring numerous galaxies and looks like twinkling stars in the sunlight. The snow tube comes with comfort grip handles that can navigate any snow hill.

PoolCandy | poolcandy.net

Tabletop Fire Pit

Colsen’s Hex Large Tabletop Fire Pit is fueled by smokeless and odorless rubbing alcohol and can be used indoors or outdoors. It is light and easy to transport, adds warmth and ambiance and can be used on your desk, side table in your living room, centerpiece for your main dining table or anywhere outdoors.

Colsen | colsenfirepits.com

Paintbrush

The Wooster Brush Co. Shortcut paintbrush comes with a flexible purple Shergrip® handle that adds comfort and maneuverability in tight spaces. The synthetic blend is ideal for all paints and water-based stains, and the brass-plated steel ferrule offers longevity.

The Wooster Brush Co. woosterbrush.com

“The rubber handle prevents calluses on my fingers. I have been buying these for years for small projects, and they are especially great for painting trims.”

—Rebecca McKenzie, Adelaide’s Paint & Decor

Satin Brass Knobs

The Baldwin® Prestige Torrey Pines collection goes to the next level thanks to a new finish. Polished to smooth perfection, this transitional design evokes luxury in any space. The Baldwin Prestige Satin Brass finish has a lifetime-limited warranty for as long as you own your home, so you can enjoy this statement piece for years to come.

Baldwin Hardware | baldwinhardware.com

Pet Hair Remover

The FurDozer X6 6-in-1 Pet Hair Remover is compact, portable and doesn’t require any power cords, allowing you to use it anywhere, at any time. It combines revolutionary design with hi-tech materials to work on all surfaces including carpets, cars, couches, clothes and more. The FurDozer X6 features six tools, including a multifeatured center pad, small squeegee, multiridged curved pad, serrated squeegee, large squeegee and crevice tool.

Neater Pets | neaterpets.com

Stovetop Spice Holder

The StoveShelf transforms the back of a stove into a storage rack to keep condiments, spices or oils at the ready. The shelf installs in seconds with magnets to ensure it’s wobble-free, and it works on flat and slightly curved surfaces. The built-in backstop keeps items from falling and the removable design is rental-home friendly. The shelf is made in the U.S. and comes in food-grade stainless steel, black or white finishes in three sizes: 20, 24 and 30 inches.

StoveShelf | stoveshelf.com

Sleep Sound Machine

The LectroFan EVO sleep sound machine uses state-of-the-art technology to generate dynamic, realistic fan sounds, white noises and ocean sounds to help block intrusive noises. It features 10 fan sounds, 10 white, pink and brown noises and two variations of ocean noise. The EVO includes a headphone connector and portable speaker to match your environment and sleep style.

Adaptive Sound Technologies | asticorp.com

Manual Lawn Coring Aerator

Yard Butler’s Manual Lawn Coring Aerator removes two 3-inch plugs at a time. The tool is rust-resistant, 37 inches long, includes a foot bar to provide extra leverage and is made from heavy-duty, powder-coated steel..

Yard Butler | yardbutler.com

NEW PRODUCTS

PRODUCTS See More Products

To stay informed about new innovations and trends, subscribe to the twice monthly Hot Products newsletter at hardwareretailing.com/subscribe

Fire Starter

Start a fire in seconds, even in the rain or snow or with damp, frozen or fresh-cut wood, with Pull Start Fire. The fire starter burns up to two and a half times hotter than leading brands and for over 30 minutes, and it comes with multiple built-in safety features to protect the user.

Interior and Exterior Paints

Miller Paint’s new Northwest Color Collection includes 132 fresh muted and contemporary hues carefully curated for balance, beauty and harmony. The colors make mixing and matching within the collection effortless, allowing designers to create a harmonious palette that is layered, comfortable and unique. The Northwest Color Collection can be mixed into all Miller Paint product lines, both interior and exterior.

Miller Paint millerpaint.com or 503-255-0190

Closet Organizer System

Neat and minimalistic, the Value Closet Kit from Modular Closets doubles some hanging areas while still accommodating longer garments. With its neutral look blending into and even complementing any decor, this easy-to-install closet is a timeless favorite. The closet system is wall-mounted with the company’s patented cleat system and features eco-friendly wood production. The Value Closet Kit is available in white or grey.

Modular Closets | modularclosets.com

TRAP BEST

Stop mice for good. WITH

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. There is no escape.

 Snap-E®

Ketch-All®   Pro-Ketch® Trap Best, with Kness Kness.com/Mousetraps

Decorative Workout Weight

Ubarre by Equipt can be used as a home decor piece, but also doubles as a workout weight. The Ubarre is a female-founded patented design and comes in four weights: 4, 8, 12 and 16 pounds. Choose from six colors to match any decor, including black, gold, charcoal, white, bronze and rose gold.

Equipt | equiptmovement.com

NEXT GEN

Meet the 2023 Honorees

Now in its 27th year, the North American Hardware and Paint Association (NHPA) Young Retailer of the Year program recognizes high-achieving retailers 35 years of age and younger who represent the next generation of the independent home improvement channel.

Honorees are chosen based on criteria such as career accomplishments, community involvement, ongoing education within the industry and extracurricular activities. The honorees are selected from three categories: Under $3 million in annual sales, over $3 million in annual sales and operations with multiple locations.

This year’s class, which features a record 11 honorees, shares why community is key to a successful operation, the opportunities and challenges facing the independent channel and what excites them most about the industry. Learn more about each honoree at YourNHPA.org/yroty.

What

are the keys to your success in the industry?

“For me, it’s streamlining processes and having that technology base where people can reach out. It’s being a support center so employees don’t feel like they’re out on their own. I set up remote access at every store, so if anybody has a problem, we can fix those problems on the spot. It works as a learning tool as well. Through remote access, I can show them what they need to do and how the processes work, and they have the information they need at their fingertips.”

RYAN CLOUSE, Clouse Family Ace Hardwares

“I focus on getting buy-in from employees on the many changes we go through because we need employees to get behind any changes to be successful. I achieve this through employee-first leadership—working with employees and getting to know them to figure out ways we can be flexible and offer a better work-life balance. Employees who are happy tend to work harder and show up consistently, which is important to developing a culture.”

AUSTIN DIEHL, Randy’s Hardware

Parkersburg Hardware and Garden Center and Allison Hardware and Floral Center

What are the keys to your success in the industry?

“One of the biggest benefits along the way was going to local hardware stores in my area and tapping into the staff’s knowledge. Talking to them and gathering ideas was beneficial because when I came into this industry, I knew nothing about hardware. When I started, I also had an employee who had more years of hardware experience than I had been alive who was able to provide invaluable knowledge.”

JOHN LUHRING, Parkersburg Hardware and Garden Center and Allison Hardware and Floral Center

“For me, my parents have been huge supporters, but my success has also come down to me being willing to embrace opportunity and taking that leap of faith. You have to be willing to learn new things, jump in with both feet and take a chance.”

JESSICA TALERICO, Old Lyme Hardware

LOCATION

Iowa

CATEGORY

Multiple Stores

CONNECT WITH THE STORE

ParkersburgHardware

JOHN LUHRING

OWNER

HEAD OF OPERATIONS

Meny’s True Value

LOCATION

Indiana

Who

or what has helped you achieve what you have so far?

“Thinking outside the box and trying new things has led to our success. Being independent gives us more flexibility regarding what we can do in our stores—that flexibility and personal touch allow us to better serve our customers and community. My parents and our employees have helped a lot with these goals and implementing all these changes we’ve done. Without them, I couldn’t do any of this.”

DALTON MENY, Meny’s True Value

“My family first and foremost has led to my success. If we didn’t support one another, none of us would be where we are. We also have the best customers and employees who help us continually grow and get better each year. I spend a lot of time taking part in ongoing education, so I’m also grateful for the opportunities for education through NHPA and other organizations.”

TRAVIS HELLVIG, Hartford Building Center

CATEGORY

Multiple Stores

CONNECT WITH THE STORE

menystruevalue

JR.

Who or what has helped you achieve what you have so far?

“The team at Gleco has always pushed me; I hold myself to a very high standard because of them. They’ve encouraged me to always be moving forward and not be complacent, which has led me to always look for efficiencies and bring value to the team. My dad’s been my mentor in this industry, showing me the ropes, answering all the questions I have and challenging me at times when I need it.”

MICHAEL GLEASON JR., Gleco Paint

“I’m grateful for my dad. He’s definitely worked hard to take our business from one store to four. It was not an easy road for him, but he really paved the road for me. He never forced the business on me but always made it available to me. My restaurant background has also been helpful in the paint industry, teaching me customer service and how to handle sometimes emotionally charged investments.”

KATIE PRUS, Abbotsford Paint and Decorating

MICHAEL GLEASON

ASSISTANT GENERAL MANAGER AND HEAD PURCHASER Gleco

STAND OUT TO CUSTOMERS. STAND UP TO PESTS.

USA-made baits and traps that are safe for children and pets—but e ective on insects. Avoid foreign sourcing and be confi dent knowing RESCUE!® pest control comes from a trusted source.

What are the biggest challenges facing independent retailers this year?

“So many homeowners took on so many projects during the pandemic that I think the biggest challenge right now is figuring out how to still bring customers through the door now that their projects are done. We need to get into a different groove and promote new projects they didn’t do during the pandemic and share new products to supplement this potential slow phase we might see.”

KATIE

PRUS, Abbotsford Paint and Decorating

MANAGER AND PART OWNER

Abbotsford Paint and Decorating, Abbotsford Commercial Paints, Chilliwack Decorating Centre and Garrison Village Paint and Decorating

LOCATION

British Columbia, Canada

CATEGORY

Multiple Locations

customer to find other product selections that are similar. We also we picked up a secondary one to backfill some of those shortages.

everything you can to get a product, they are generally willing to wait

“Supply chain issues are still a challenge for us, so we work with the customer to find other product selections that are similar. We also started pulling from two warehouses; we have our main supplier and we picked up a secondary one to backfill some of those shortages. And as long as you make customers aware that you’re doing everything you can to get a product, they are generally willing to wait for it. They appreciate you taking the effort to find it for them.”

JOHN LUHRING, Parkersburg Hardware and Garden Center and Allison Hardware and Floral Center

KATIE PRUS

“We’re returning to a more traditional purchasing volume and average pricing, so every retailer is fighting for market share and margin opportunities are getting stricter every day. The return to normalcy after the pandemic also means reducing payroll and inventory levels to more normal levels, which can be a challenge with the tighter margins.”

MATT LAMBERT, Nation’s Best

“I think competing against the big-box stores and online retailers is a challenge for the independent channel right now. But these challenges can also be opportunities for our industry to offer something those other retailers can’t—personalized service. People want to connect with others again, they want to walk into a store and know they are not just some number. As independents, we can provide that service.”

JESSICA TALERICO, Old Lyme Hardware

What are the biggest challenges facing independent retailers this year?

What are the biggest opportunities for the independent channel?

“One of the things that really interests me is this evolution of brick-and-mortar retail. In the retail industry it used to be you had brick-and-mortar stores and then you had online retailers, and now they’re both drifting towards each other. It is really important to not only operate in our communities in the physical space, but also the digital space. Just having a website is becoming the bare minimum; we have to ask what the next steps look like.”

AUSTIN DIEHL, Randy’s Hardware

“During the pandemic we were so focused on the sheer number of customers, we let our service slack. Now, we have the opportunity to focus on what we should be focusing on, which is service. The number of people walking through the door might be a little less, but that gives us a chance to get back to our roots and focus on what we want to be known for—offering a high level of customer service. ”

SCOTT FINES, Fines Home Hardware Building Centre

What are the biggest opportunities for the independent channel?

“Consumers are spending more time trying to make decisions, especially large purchase decisions, and as a small independent retailer we have the opportunity to provide that knowledge and service they’re maybe not going to get elsewhere. Being able to make a more personal connection and provide resources and information allows us to pick up some sales we maybe weren’t getting an opportunity at before.”

TRAVIS HELLVIG, Hartford Building Center

“Embracing technology will be key for our industry, especially e-commerce. Even here in my small town, being online is connecting us with customers hundreds of miles away who we never would have guessed would be a target market for us. It’s about changing my mindset and embracing what’s next while still offering the in-store personal service customers also want.”

ZANE WATKINS, Village Hardware

OWNER

Fines Home Hardware Building Centre

LOCATION

Ontario, Canada

CATEGORY

Multiple Locations

CONNECT WITH THE STORE

fineshomehardware

“As business owners we have a responsibility to influence the type of community we want to live, work and raise our kids in through the ways we give back. Sometimes we’re able to give back financially, but sometimes it’s time you’re giving. We try to lead by example and let our local organizations know that we’re in it with them.”

SCOTT FINES, Fines Home Hardware Building Centre

“Our community is our family. The same way we take care of our immediate family, we also take care of our co-workers and watch out for each other. When people see you supporting your community, it becomes like a ripple in water—easily seen and easily felt. What started with just you helping out expands to others joining in, and that can really make its mark.”

RYAN CLOUSE, Clouse Family Ace Hardwares

Why is being involved in the local community important to you?

SCOTT FINES

Why is being involved in the local community important to you?

“I have no home improvement background or experience in owning a business, so going into this adventure, my community has been everything. We’re here for the community, and they’re what keeps us going. As long as they’re coming in, we’re able to stay in business. So it’s a priority for us to be there for the community and support them in whatever way we can.”

JESSICA TALERICO, Old Lyme Hardware

“Our president and co-owner Randy has always talked about how the hardware store is the hub of the community where people come to talk and figure out what’s going on. If you have a question, you can go there for answers. Being a centralized location where people can come together is very important. It’s our kids and our families and our livelihoods growing up in this community, so I want them to grow up in as good of a community as they can. ”

AUSTIN DIEHL, Randy’s Hardware

GENERAL MANAGER AND CO-OWNER Village Hardware

What excites you the most about our industry?

“It’s really cool to be able to be here for others, living life positively and making a difference in people’s lives. I love being able to help customers with their projects big or small, answering their questions or simply making their day better. It’s not always about what I can do for them; often it’s what they do for us to make our days better too.”

ZANE WATKINS, Village Hardware

“For me, as part of an independent business, it’s the ability to have full control over my day. There’s always curveballs, but having control over what we do as a company is empowering. The networking opportunities in our industry also energize me. It’s comforting to know there are other people going through the same struggles, and everybody’s working toward a common goal.”

MICHAEL GLEASON JR., Gleco Paint

LOCATION New Mexico

CATEGORY

Under $3 Million In Sales

CONNECT WITH THE STORE

villagehardwarehatchnm

ZANE WATKINS

Real Solutions for Your Real-life Challenges

Build the people side of your business and improve communication, reduce conflict and increase overall productivity with NHPA’s Organizational Development and Consulting services.

YourNHPA.org/development

TeamBuilder

TeamBuilder is an assessment of the people side of your business. It analyzes your current organizational structure and staff members to help you maximize their potential.

DiSC

Everything DiSC® is a personal development learning experience measuring an individual’s communication preferences and tendencies based on the DiSC model.

Vision Process

The Vision Process is a year-long journey toward strengthening your team, defining company values and building processes and best practices that fit your goals.

Consulting & Mentoring

Retailers looking for custom solutions can take advantage of our hourly consulting options, ranging from owner support, manager mentoring, operational support and more.

“Whatever concerns you have about seeing ROI with these programs, set them aside. The way our business has grown, expanded, come together and pushed forward has been worth what we put into the program. Kim makes it all worth it.”

About Kim Peffley Director of Organizational Development & Consulting,

NHPA

Kim Peffley began her career over 25 years ago, working at her family-owned True Value, and then served as General Manager for a seven-store Ace chain. As a certified Everything DiSC® Facilitator and Consultant, Peffley uses her industry-specific retail management and leadership experience to offer professional training and support to retailers.

Contact Kim

kpeffley@YourNHPA.org 219-776-0094

Get started with a free one-hour consultation to get immediate feedback and advice for your business. Visit YourNHPA.org/development to schedule an appointment with NHPA’s Kim Peffley.

Sean Ploskina, Bill’s True Value, Virginia

ASSOCIATION

Rewarding the Future

See how NHPA recognizes rising stars in the industry through the annual Young Retailer of the Year program. Learn more at YourNHPA.org/yroty

Thank You to Our Sponsors

Celebrate the 2023 Young Retailer of the Year Honorees

SEPTEMBER 27TH | 2PM EST

Join

are making their mark on the industry at the virtual ceremony for the 27th annual Young Retailer of the Year Awards!

Don’t miss this unforgettable virtual event and the opportunity to recognize these extraordinary retailers.

To register to attend the virtual ceremony, visit YourNHPA.org/yroty-virtual

ASSOCIATION Be in the Know

Head to YourNHPA.org/2024 to sign up to be the first to know about next year’s event.

Innovative Takeaways

THE INDEPENDENT CHANNEL CONNECTS OVER TECHNOLOGY SOLUTIONS

The 2023 NHPA Independents Conference brought the industry together, with retailers, vendors, wholesale representatives and others from the independent channel meeting in Dallas to talk through challenges, share ideas and celebrate industry successes.

“The conference was great. I enjoyed the keynote speakers because they each gave me a new perspective and made me think of things in a way I hadn't before.”

—Deborah Clark, Yeagers Hardware

“It’s always good to see other retailers in the same boat as you. We are all trying to achieve the same goals.”

—Jenna Terry, Smith County Lumber

“I had a really great time at the NHPA Independents Conference participating as a panel member. This was a great conference and offered numerous helpful takeaways.”

—Jim Carpenter, Curtis Lumber

“The conference was a successful time. We met a lot of new retailers and received several leads. We’re glad we could be a part of the NHPA Independents Conference and look forward to further connecting with independent retailers.”

—Rand Jenkins, Mountain Mojo Group

“The conference had a lot of great vendors, and I appreciated the focus on technology because that is what we need to go further and be successful.”

—Ronnie Pollard Tile Liquidators

RESEARCH Buy This Benchmark Tool

See how your business stacks up against your typical and high-profit peers. Purchase the 2023 Cost of Doing Business Study at YourNHPA.org/codb

DIG INTO DATA

KEY TAKEAWAYS FROM THE 2023 COST OF DOING BUSINESS STUDY

The latest data you need to keep your operation on track is now available. For over 100 years, the North American Hardware and Paint Association (NHPA) has surveyed home improvement operators throughout the U.S. to develop the benchmark report known as the Cost of Doing Business Study. Retailers have continually relied on the data in this benchmark tool to measure their own performance against industry averages and to establish financial plans to improve profitability.

The study assesses the financial performance of home improvement retailers who graciously submit confidential financial reports from the prior fiscal year to NHPA. The study presents composite income statements and balance sheets plus averages for key financial performance ratios.

The data is segmented for hardware stores, home centers, LBM outlets and paint and decorating outlets. In each segment, data is presented for the typical store, for high-profit stores, for single-unit and multiple-unit companies and for sales volume categories. In addition, there is a five-year historical trend for typical stores in each segment except paint.

Methodology

The analysis in the report is the result of extensive review by NHPA. All individual company responses are completely confidential. Most of the figures are medians.

To determine high-profit stores, all participating companies are ranked based on net profit before taxes. The high-profit companies in each segment are those that make up the top 25%. The figures reported for each of the high-profit segments represent the median for that group.

It is extremely important to note that each year, the study contains figures from a different sample group of stores. That means overall figures have the potential to vary widely from year to year based on the respondent group of stores participating each year. NHPA uses year-to-year comparisons to illustrate general trends over time, not to draw specific year-over-year conclusions.

In this year’s study, 1,129 independent home improvement stores are represented in the data, a record number of participants for the study, and a 7.5% increase from last year.

On the following pages, see highlights from the 2023 Doing Business Study and purchase your copy at YourNHPA.org/codb

1,129 PARTICIPANTS IN

STUDY

record number of participants 7.5% GROWTH OVER LAST YEAR

O Inventory

MEDIAN SALES PER SEGMENT

HOW TO USE THE STUDY

The Cost of Doing Business Study presents financial and operational data for you to evaluate your business and plan strategic changes. Here are ways you can use this report.

• Determine your expenses as a percent of sales and calculate your balance sheet as a percent of total assets. Compare your numbers to the study results for both typical and high-profit stores.

• Don’t look at percentages alone. Compare your real-dollar expenditures as well.

• Compare your results with key profitability and productivity measurements summarized.

• Compare your numbers to stores of a similar size. Don’t limit your comparison to one type of store. Defining hardware stores, home centers, LBM outlets and paint and decorating outlets is practical for statistical purposes, but your store may have attributes of more than one type.

• If your numbers differ significantly, determine the cause. Then develop a plan to bring your numbers more in line with high-profit stores.

“The Cost of Doing Business Study provides us with a quantitative and qualitative benchmark to improve our balance sheet and profit and loss statement. We can work smarter, not harder, thanks to the study.”

John Samore Jr. Vermont Outlet True Value Hardware

“The Cost of Doing Business Study assists with our planning process, specifically in setting future objectives. The data it provides shows us where we have done well and where we have room for improvement in relation to our peers. There is no other comprehensive source available that allows us to benchmark our performance.”

Peter Ballhaussen, Town Hardware & General Store

CONQUERING Critters

3 Ways to Terminate Pest Problems

BY CARLY FRODERMAN

While the specific type might vary, pests are a common challenge for homeowners. According to a survey conducted by The Harris Poll on behalf of the National Pest Management Association, 85% of homeowners reported seeing or having trouble getting rid of insects, rodents or vermin in their homes in 2021.

Lanier Do it Best in Burgaw, North Carolina, has capitalized on this consistently in-demand

1 Cater product selection to regional and customer needs.

category, expanding its pest control category from 12 to 44 linear feet of selling space in 2021. Amos Lanier, who is in the process of taking ownership of the company from his parents, gives insights into how he boosted this category by paying attention to regional and seasonal factors and being intentional with product arrangement.

Lanier shares his best practices for selling and merchandising pest control products that have led to the category’s successful sales.

WHAT’S BUGGING HOMEOWNERS?

Stock the products needed to combat the top five household pests that homeowners encounter.

The expansion of the pest control department was part of a 5,000-square-foot addition to the store. To fill the additional space, the Lanier Do it Best team initially purchased discounted pest control planograms from the store’s wholesaler. Since then, Lanier and his team have curated the category’s selection further by tracking sales history data provided through the POS system.

Lanier says the operation has been stocking pest control products needed in the Southeastern U.S. since the category’s inception, but demand and customer requests motivated the business to add alternative product choices and increase the stock quantity in areas with unusually high demand.

“Fire ants, mosquitoes and snakes are notorious pests in our region,” Lanier says. “Mole and vole issues have been unexpectedly high, and we’ve noticed an increased demand for bedbug products, so we added more of those products during the expansion.”

SPIDERS MOSQUITOES

WASPS RODENTS

Source: What’s Bugging You: 2022 Survey of Homeowners, Hometeam Pest Defense.

OPERATIONS A Clear Sign

See how one retailer uses clever signage to direct customers to the right pest control products at hardwareretailing.com/pest-signage

2 Rotate displays with the seasons.

Consumer pest control needs often hinge on the season—so should your merchandising. Lanier says planning merchandising and circulars around what pests are most active in each season will lead to higher sales and a streamlined shopping experience for customers.

“For example, when it gets cold outside, mice and rats try to sneak into customers’ homes for food and warmth,” he says. “Displaying rodent prevention and traps prominently on endcaps during the winter months will catch customers’ attention and lead to sales.”

KILL IT WITH PEST CONTROL MERCHANDISING

A well-merchandised pest control category will promote a convenient shopping experience and encourage return customers.

Display seasonal products in highly visible areas. Promote seasonal pest control products by utilizing endcaps and stack displays in power aisles to draw customers’ attention.

Use cross-merchandising. Cross-merchandising leads to impulse sales and reminds customers of items they may have forgotten to put on their list.

Group chemicals by end use.

Displaying all insecticides or all rodent products together organizes the department, making it easier to see the various product options.

Merchandise different product sizes with intent.

Place larger sizes, like gallon buckets, on the bottom shelves for easy maneuvering. Sprayers and refills go on the middle shelves at eye level and smaller sizes sit on the top shelves.

Keep the area organized, full and clean. Remove damaged packages, clean up any spills and keep aisles clear to make the department easy to shop. Ensure shelves are stocked so customers are confident all their needs will be met.

For a refresher on pest control product knowledge, employees can take the lawn and garden module of the Basic Training Course. It is available to North American Hardware and Paint Association members at YourNHPA.org/academy

Source: Lawn and Garden Merchandising Tips Trainer’s Toolbox, NHPA

The Right Answers

5 Pest Control Solutions to Share With Customers

Lanier says customers sometimes end up choosing the wrong product to combat their pest issues because identifying the most effective solution isn’t always straightforward. Encourage employees to share these pest control solutions.

1. Remove grubs from the yard to get rid of moles.

2. Use a spray to eliminate flying insects from the yard.

3. Utilize dunks to kill insect larvae in standing water.

4. Employ foggers to spray a yard and temporarily clear out insects.

5. Use granular products and sprays to get rid of ticks.

Source: Selling Lawn Pest Control Trainer’s Toolbox, NHPA

Goodbye Pests

Learn how one operation rents live animal traps for pest control at hardwareretailing.com/animal-traps

Consider add-on opportunities.

PEST CONTROL ADD-ONS

Boosting Revenue

With Extra Sales

Lanier shares the add-on opportunities that go with different products in the pest control category.

According to the Hometeam Pest Defense Survey of U.S. Homeowners 2022, 64% of homeowners who treat pest problems on their own are unable to fully resolve their issues. Lanier says his employees’ knowledge of add-on opportunities and ability to sell complete pest control solutions have equipped customers with the know-how they need to solve their pest control problems on their own.

Granular

Traps

B U SI N E S S F O R S AL E

Northwest Farm & Home Supply Co.

Location: Lemmon, SD

Gross Revenue: $3 21 million

and warehouse space on 4 acres. The main bldg was constructed in 1994 with additions constructed in 2002 & 2004. Single story with 22’ clear height level doors and two dock height doors

B U S I N E S S F O R S AL E

Central Vermont Paint , Flooring , and Decorating

Business

Location: Vermont

Gross Revenue: $2.82 million

Price: $1 1 million

Full-service decorating store providing kitchen/bathroom remodeling, cabinetry product o erings, design assistance, specialized service, and professional installation

B U S I N E S S F O R S AL E

Home Improvement Supply Store

Location: Missouri

Gross Revenue: $1 04 million

This historic home improvement and hardware store is a staple of its community and operates from its headquarters in Missouri. The Company is a long-standing retailer and installer of consumer and commercial improvement products

B U S I N E S S F O R S AL E

Hoosick True Value

Location: Hoosick Falls, New York

Gross Revenue: $1.26 million Price: $1.875 million

This opportunity o ers a turnkey sale of a general hardware operation located in northeastern Rensselaer Co., New York The business serves five towns, southwestern Bennington Co , Vermont, and 25 miles east of Troy, New York

B U S I N E S S F O R S AL E

Private Business

Location: Alabama

Gross Revenue: $2.21 million Price: $649,000

B U S I N E S S F O R S AL E

Private Business

Location: Pennsylvania

Gross Revenue: $1.6 million

SEE KI N G B U S IN E S S E S 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

Engage With Your Customers

Have an idea? Send an email to editorial@YourNHPA.org to have your story considered for publication.

CHECKOUTS

A New View

COVERED UP FOR THREE DECADES,

a historic set of windows at Meyer Ace Hardware in Petoskey, Michigan, are opening up a new view. Co-owner Matt Meyer says the windows were boarded over during the 1970s energy crisis because they were inefficient.

The windows overlook Pennsylvania Park, which is popular with tourists and home to Farragut’s Cannon, the Blue Star Memorial and a statue of a young Ernest Hemingway.

“Previously, when you were in the park and looking toward our store, you wouldn’t have known there’s a hardware store with unique and fun items,” Meyer says. “All you could see was brick and plywood.”

When they first uncovered and restored the windows, Meyer says he planned on putting

up 7-foot fixtures in front of the windows and displaying housewares for people to see from the outside.

“Once we saw the view of the park from inside the store, we completely changed direction,” Meyer says. “We are now using smaller, shorter display tables so customers can see the park out of the windows.”

As a hardware store in a destination town, Meyer Ace Hardware carries local items and gifts, and Meyer says he plans to utilize the new windows to display these specialty items.

“The new windows highlight our housewares and gift items,” he says. “We’re planning on adding more souvenir-type items customers can purchase to remember their time in Petoskey, and we will display those items in this area.”

The uncovered and newly restored windows at Meyer Ace Hardware provide picturesque views from inside the store and highlight the store’s gift and housewares selection from the outside.

Retailers Receive Golden Hammer Honors

One of the most distinguished and hard-to-achieve awards in the home improvement industry, the Golden Hammer Award from Estwing is awarded to retailers with 50 years of service. Learn more about three retailers in the independent channel who were recently bestowed with the honor.

Gene Kelly Kelly’s Ace Hardware

Gene began his long and storied career in the hardware industry in 1958 when he joined his brother Wayne Kelly at Kelly’s Ace Hardware, which opened in 1925 and is located in Chelan, Washington.

“I never expected anything for what I’ve done in my life. I always felt so lucky to be able to have a career as rewarding as this has been,” he says. “We would not be here without the support of our patrons and past employees who made Kelly’s Ace what it is today. We are truly blessed to employ and serve the quality of people we have.”

Dave Nordal Regina Home Building Centre

Dave started his journey in the home improvement industry working for a lumberyard when he was between jobs. He spent 45 years with Regina Home Building Centre before partnering with four of his fellow employees to purchase two Home Building Centre locations in Regina and Moose Jaw, Saskatchewan.

“I’m thankful to all the staff I have had the pleasure of working with over the years and the customers who have played a big part in my journey,” he says. “Thank you to my family and all the friends I have made along the way. It’s been a great life.”

Tom Schanken Morris Hardware

As the sixth-generation owner of Morris Hardware in McConnelsville, Ohio, Tom Schanken’s career in hardware began at a young age, sweeping floors, wiping counters and stocking shelves. A hands-on owner, Tom still performs these tasks several days a week, happy to tell the young workers these jobs were how he got his start.

“I’m proud of the legacy my hard work has created, and I am confident in the direction the next generation is taking,” he says.

Photo Credit: Kelsey Wells

LAST WORD

INDUSTRY AWARDS

Honoring Outstanding Retailers

Learn more about the Top Guns awards program and the retailers making a big impact in the industry at YourNHPA.org/top-guns

INNOVATION TRAILBLAZERS

GET ACQUAINTED WITH THE 2023 TOP GUNS HONOREES

NOW IN ITS 17 TH YEAR, the Top Guns awards program, presented by the North American Hardware and Paint Association (NHPA) recognizes innovative and passionate retailers who are leading their operations and the independent home improvement industry with strategic investments focused on preserving independence and growing the channel. This year’s honorees were chosen for their commitment to innovation and growing technology in their operations.

“We spend a lot of time in R&D, which for us is research and duplicate. We attend industry events, roundtables and look to our industry peers for inspiration and ideas for technology that makes sense in our operation.”

—Scott Sommers, President Hartville Hardware & Lumber

“When it comes to technology, I look at the ways we can improve the customer experience. We are a customer-first organization, and so as we evaluate technology solutions, I’m always looking at what I can delete or what new offerings can eliminate repetitive tasks.”

—Eric Hassett, President & Owner Hassett Hardware

“When you start looking at the needs of each of the teams in your operation—HR, accounting, merchandising, marketing and others—there’s a lot of technology that supports the goals of those departments, and we want to be sure we put in place what makes sense for each.”

—TJ Colson, President Wilco Stores

REFRESH YOUR ASSORTMENTS

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.

• Reinvest dated & obsolete inventory

• Quickly & smoothly convert to Orgill-supported brands

• 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

Benjamin Moore & Co. Benjamin Moore, Element Guard, and the triangle