Hardware Retailing October 2024

Propelling the Future

Meet the NHPA 2024 Young Retailer of the Year Honorees Page 18

Top Productivity Metrics to Track Page 30

Leadership Essentials

Empower your team to understand their leadership strengths, fostering personal growth and setting the stage for effective leadership within your business.

Leading Your Team

Supply your managers with advanced skills in team building, communication, and performance management, enabling them to lead high-performing teams that drive store success.

Financial Management

Equip managers with the financial insights and skills to navigate the financial framework of a successful business and make data-driven decisions from key sales drivers, retail metrics and analyses.

Mentoring

Build future leaders from within by providing your team with the expertise to mentor effectively, fostering a culture of growth, guidance, development and mentorship.

Merchandising Management Tactics for Store Operations

Prepare retail professionals with essential merchandising management and store operations strategies to drive sales and enhance store customer experience.

Merchandising Management Strategies for Buyers

Elevate the expertise of your experienced managers and buyers with advanced training in

and merchandising,

improvements

Propelling the Future

Meet the NHPA 2024 Young Retailer of the Year Honorees Page 18

Top Productivity Metrics to Track Page 30

“Having everything our customers need in one stop allows us to stay competitive with big box stores. Providing quality customer service also helps contribute to our success.”

Rick Kilts, Sr. - Owner, Mattsons Hardware

CONNECTIONS Follow Us Online

HEADQUARTERS

1025 East 54th St. Indianapolis, Indiana 317-275-9400

NHPA@YourNHPA.org YourNHPA.org

OUR MISSION

The North American Hardware and Paint Association (NHPA) helps independent home improvement 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

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

DIRECTORS

Alesia Anderson, Handy Ace Hardware, Tucker, Georgia

Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri

Ash Ebbo, Clement’s Paint, Austin, Texas

Scott Jerousek, Farm and Home Hardware, Wellington, Ohio

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

COMING IN NOVEMBER

EXECUTIVE STAFF

PRESIDENT & CEO

Bob Cutter

CHIEF OPERATING OFFICER & PUBLISHER

Dan Tratensek

CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES

David Gowan

EXECUTIVE DIRECTOR OF CONTENT

DEVELOPMENT & EXECUTIVE EDITOR

Scott Wright, swright@YourNHPA.org

CONTENT AND PRODUCTION

317-275-9400, editorial@YourNHPA.org

Navigating OSHA

Ensuring a safe workplace is critical to your reputation as a small business operator, an employer and a member of your community. In the November issue, meet a retailer who worked through an OSHA violation and is sharing his story so you can learn from his missteps.

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.

MANAGING EDITOR

Lindsey Thompson, lthompson@YourNHPA.org

MANAGER OF MARKETING AND PARTNER RELATIONS

Austin Vance, avance@yourNHPA.org

CONTENT COORDINATOR

Jacob Musselman, jmusselman@YourNHPA.org

LEAD GRAPHIC DESIGNER

Autumn Ricketts

GRAPHIC DESIGNER

Olivia Shroyer

PRODUCTION & DESIGN ASSISTANT

Samantha Mitchell

SALES & PRODUCTION ASSISTANT

Freda Creech

MARKETING COORDINATOR

Nathan Piper

SALES

NATIONAL SALES MANAGER

Greg Cole gcole@YourNHPA.org | 317-775-2206

ASSOCIATION PROGRAMS

800-772-4424, NHPA@YourNHPA.org

EXECUTIVE DIRECTOR OF RETAIL

ENGAGEMENT & EVENTS

Katie McHone-Jones, kmchone-jones@YourNHPA.org

TRAINING MANAGER & EDITOR

Jesse Carleton, jcarleton@YourNHPA.org

RETAIL ENGAGEMENT SPECIALIST

Renee Changnon, rchangnon@YourNHPA.org

An Eye on Excellence

Meet the 2024 NHPA Young Retailer of the Year honorees and learn more about these high-achieving, dedicated and forward-thinking retailers. This year’s class has made a positive impact in their operations, communities and beyond and proves that the future of the channel is bright.

Benchmarking for Success

See highlights from the 2024 Cost of Doing Business Study , including the employee productivity metrics you should be tracking in your business and how to implement them.

Unpacking the IHI Conference

Returning with best practices and new industry connections, attendees of the 2024 Independent Home Improvement Conference share highlights of the event.

Heating Up the Data

Our friends at the Home Improvement Research Institute share details on the top projects for homeowners in three critical categories: electrical, HVAC and smart home.

Plumbing Your HVAC Category

Discover how one retailer uses his HVAC contracting business to build relationships and drive sales to the HVAC category in his hardware store.

EDITORIALLY SPEAKING

Send Lindsey a Message lthompson@YourNHPA.org

Lindsey Thompson

“The IHI Conference was a wonderful microcosm of the village that is the independent channel.”

FROM THE EDITOR

Finding Your People

I AM IN A SEASON. Between accomplishing my to-do list at work, chauffeuring my two teenagers to school and various extracurricular activities, managing the household logistics, trying to sneak in a walk or yoga and spending time with my husband, each day feels a little crazy. On top of the day-to-day busyness, my mom is going through some health struggles, and I try to visit and help my parents as often as I can.

When the kids are out of the house, I know I will miss these days—the hustle and bustle and the constant stream of activities. But while I am in the midst, I am so thankful for my tribe. It really does take a village. From my amazing husband who splits kid and house duties (including all the cooking!) to our dear friends who pick up on one ring to help to wonderful work colleagues who offer support and collaboration, I wouldn’t make it through without them.

At the end of August, the North American Hardware and Paint Association (NHPA) had the privilege of hosting the Independent Home Improvement Conference (IHI Conference) in beautiful Marco Island, Florida. While there, retailers from all affiliations came together to take part in educational sessions, networking opportunities and fun in the sun.

Even though everyone there was in their own season, that didn’t stop them from bouncing ideas off one another, sharing challenges and opportunities and coming together as independent retailers. The IHI Conference was a wonderful microcosm of the village that is the independent channel. You can read all about it on Page 38. I hope the collaboration and excitement we got to be a part of there continues well into 2025 and beyond.

It’s one of the best things about my job—getting to meet passionate and dedicated retailers who are all in for their companies, customers, communities and the channel. They rely on one another for advice, feedback and a listening ear. You’ve heard it before, but the channel really is stronger together.

As the year winds down and you look toward a new year, I encourage you to take a moment to thank your village. And if you feel like you don’t have a village, remember that NHPA is here for you, no matter what flag you fly. From education to training, best practices to industry insights, our mission is to make you better and more profitable. And whatever season you find yourself in, NHPA will be there for you.

Lindsey Thompson Managing Editor

TAKING CARE OF BUSINESS

CONNECTIONS

Send Dan a Message dant@YourNHPA.org

Dan Tratensek

“Rather than being served, today’s customers want an ally, a consultant to help walk them through a purchase, when and where they need input.”

FROM THE PUBLISHER

Redefining Retail Success

FOR AS LONG AS I HAVE BEEN AROUND THIS INDUSTRY, independent retailers were able to use pretty much the same value proposition to remain competitive in their markets. Simply put, independent retailers relied on the three-legged stool of convenience, service and product knowledge to find their niche.

Unfortunately, much has changed in the past five years, and this old value proposition no longer represents the competitive edge it once did. And yet, so many independent retailers still cling to it.

The concept of convenience is vastly different today than it was five years ago. Today, I can whip out my phone and have any home improvement item imaginable delivered to my doorstep, sometimes within hours.

As the faces—and ages—of customers have changed, so has their definition of good service. Most shoppers under the age of 40 don’t want someone hovering over them while they make a purchase and often consider that high-touch approach to be condescending.

Product knowledge is more of a commodity now than it ever was. With the touch of a button, I can watch six different videos explaining the features and benefits of a product or walking me through my project.

So, where does that leave independent retailers?

I would suggest there is still a very powerful value proposition that independent retailers can own, but instead of being built around convenience, service and product knowledge, it is made up of three different legs—curation, consultation and confirmation.

Customers are often overwhelmed by choices and need a retailer to help them through their decisions. They want a curated selection of items to narrow down their choices.

Rather than being served, today’s customers want an ally, a consultant to help walk them through a purchase, when and where they need input.

And lastly, despite the raft of product knowledge available today, customers ultimately want “confirmation” that what they want to buy or how they want to approach a project is the correct decision.

Independent retailers can own all three of these areas and are in a unique position to offer an alternative to the big boxes and online-only purveyors.

In order to make this switch though, retailers must first accept that change has happened, it is here and it isn’t reverting back to the way it used to be.

Then, they need to truly embrace the new paradigm and build their business around being the best in all these areas.

As you begin planning for next year and for growth, I encourage all of you to consider swapping your old, three-legged stool out for this new one. It’s likely to support you—and your growth—for a much longer stretch of time.

Dan M. Tratensek Chief Operating Officer & Publisher

MARKETING

Make Your Marketing Work

Discover marketing insights and resources to get the word out about your operation at YourNHPA.org/marketing-guides.

Meet Jim

Jim Carpenter serves as the director of marketing for Curtis Lumber, a family-owned business that has been operating since 1890. Over the past 18 years, he has been instrumental in implementing various marketing strategies that have helped the company grow and expand to encompass 23 locations across New York and Vermont and exceed over $300 million in annual sales. In his role, Jim is committed to finding new and innovative ways to reach customers and improve the customer experience at each of the Curtis Lumber locations.

RETAILER INSIGHTS

Do It Right or Not at All

The summer of 2024 was the hottest on record in my upstate New York hometown. As the heat built from days to weeks, I realized that my air conditioning-averse older parents were finally coming around to the idea of having a window air conditioner in their home. Working in this industry, we all know that heat waves are the time when we sell all the window fans, air conditioners and any other cooling supplies people can get their hands on. I knew the challenge to get them something promptly would be difficult. Unfortunately, being out of stock at our stores and any store nearby led me to place an online order for pickup at an orange big-box store 40 minutes from their home. I’ve used buy online, pick up in-store (BOPIS) a few times before when I needed something quickly. I decided to use it again this time but chose the curbside pickup option to get help loading and avoid going into the chaos inside. The software flow from the huge national retailer was seamless, friendly and frankly a little concerning as an independent retailer. This type of tech is something that will be hard to replicate. I arrived at the store, parked in the marked space for pickup orders and pressed the “I’m Here” button. I also opened my trunk—like a fool. The app asked me to be patient and the screen changed to “Someone’s getting your order.” After 30 minutes had passed, I closed my trunk and walked inside.

Inside was a disaster. After waiting another 20 minutes for help at the customer service desk, I was told that they don’t do curbside when they are really busy. The associate scanned my order and handed me the handle to a cart with the AC on it. I wheeled it to my car and asked another customer to help me put it in my trunk. What the app promised would be a fast and easy process ended up taking over an hour and required the help of a stranger.

It was a great example of what not to do as an independent retailer. We all feel pressure to compete by implementing new systems for shopping online, adding customer service chat on our websites and providing local same-day deliveries. If you can do these things repeatedly without fail, these services are great as they provide added value and service to our stores and brands. However, if we cannot staff, support, understand or communicate new systems and services to our teams, our customers will see it, feel it and experience pain firsthand.

Customers have come to trust and expect our service and fair prices from friendly faces they know and rely on. While our businesses must evolve and embrace technology, we cannot forget the core values our customers care about. Our success will come from our people using technology to allow them time to focus on the human part of our business. However, we have to make sure we can follow through on what we promise and do it right.

Jim Carpenter Director of Marketing Curtis Lumber

TRENDS

RESEARCH

Retail’s Leaders

See the complete list of NRF’s fastest growing retail companies and their year-over-year sales growth at hardwareretailing.com/nrf-fast-retail

LOOKING

FOR DEALS

NRF’S TOP 25 FASTEST GROWING RETAIL STORES FEATURE DISCOUNT OPERATIONS

EVERY YEAR, the National Retail Federation (NRF) ranks the retail industry’s fastest growing companies based on year-over-year retail sales. The 2024 list suggests finding ways to save is still a priority for consumers as five of the top 25 companies are discount

retailers, including two grocery operations. The growth percentages are for retail sales from 2022 to 2023. According to NRF, rankings are determined by increases in domestic sales year over year, and all retail companies with global sales in excess of $2 billion are eligible.

Superior Grocers made the list at #15 with 11.7% year-over-year growth. The operation is an independent grocery chain with 73 locations in California and Nevada. The company debuted on the list last year at No. 6 with year-over-year sales up over 30% from 2021 to 2022.

Out of Dry Time.

3M ™ High Strength Color Changing Spackling Compound

3M™ High Strength Color Changing Spackling Compound changes from blue to white, so you know when it’s ready to sand. Patch dents, dings or even holes up to 3-inches. Make wall repairs with confidence. For when results matter.

built to perform

3M ™ PRO GRADE PRECISION ™ Dust Channeling Sanding Block Sponge

Dust-channeling design for less clogging and a faster finish.* It’s a dual-purpose tool for both detail and flat sanding. A tool that’s engineered for endurance. built to perform

NEW PRODUCTS

Retailer Recommendations

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

Self-Watering Planter

The Rolling Self-Watering Planter With Trellis from Vego Garden comes in three color options. The planter features a design that involves filling an internal planter with soil and a surrounding water reservoir with water to hold for later.

VEGO GARDEN | vegogarden.com

Handicap Accessible Turnpiece

The Estate ADA Turnpiece from Baldwin Hardware is made from solid brass and crafted to allow for effortless operation. It is available in 14 finish options and can be installed on inside and outside doorways. The turnpiece also features Baldwin Hardware’s Limited Lifetime Finish warranty.

BALDWIN HARDWARE | baldwinhardware.com

Lighter

The EZ-Squeeze Torch Flame Wind Resistant Lighter from Calico Brands is an easy-to-use squeeze grip lighter with an ergonomic design and eco-friendly refillable tank. Through a small window, the fuel supply can be viewed, and the flame is adjustable for flexibility in lighting.

CALICO BRANDS | calicobrands.com

Paint Drying Rack

The Wall Mounted ProDrying Rack from PaintLine is a shop-based solution for drying cabinet doors. The 15-shelf rack can be mounted to a wall with the included hardware and fasteners, creating a stationary rack for the drying process. The shelves are removable and can be configured to suit a variety of sizes.

PAINTLINE | paintline.com

Body Scrubber

Rust Lubricant

Rust Patrol provides up to one year of rust prevention, works as a lubricant and a fast penetrating oil and displaces moisture to protect electronics. Rust Patrol unsticks locks and parts, protects equipment, stops squeaks, restores vehicles and keeps stainless steel appliances looking like new.

RUST PATROL | rustpatrol.com

The Body Scrubber 2.0 from Tooletries features 10-mm silicone bristles engineered for an optimal lather. It features a nonslip handle and can be sold alone or with a hook for safe and hygienic storage.

TOOLETRIES | tooletries.com

Barn Door Kit

The Masonite sliding barn door with hardware kit is an all-in-one solution, allowing for DIY installation in under 90 minutes. It turns a doorway into a space-saving barn door that glides on a track. The glass provides 90% privacy and the faux wood finish comes in black with black hardware.

MASONITE | masonite.com

Air Compressor

The new Grip-Rite® RED System hand-carry compressor combines versatility, performance and quietness, making it the ultimate work companion for trade professionals. Operating at less than 60 decibels, it helps provide a quieter work environment without compromising performance.

GRIP-RITE | grip-rite.com

Drywall Saw

The ALLWAY® Drywall Jab Saw features a 6 ½-inch blade that easily cuts drywall openings for switch plates and outlets and a sturdy wood handle that offers control while cutting.

ALLWAY TOOLS | allwaytools.com

Photo Courtesy of Grip-Rite

Smokeless Firepit

Weighing only 40 pounds, the Yukon 2.0 from Solo Stove is a smokeless firepit made for larger gatherings. Made of 304 stainless steel, this firepit has Solo Stove’s Signature 360° Airflow, which heats the air enough to burn off smoke before it can get into your clothes or hair.

SOLO STOVE | solostove.com

Tie Down Strap

The Dual CamJam 1-inch Webbing Tensioner is designed to allow users to create tie down connection systems. Coming in 8-foot and 12-foot lengths, the tie down has a working load limit of 600 pounds and a break strength up to 1,800 pounds.

NITE IZE | nightize.com

Toilet Flange Extension Kit

The Oatey Set-Rite® Toilet Flange Extension Kit is a UPC-listed, water-tight solution for raising the toilet flange during a remodel. It can correct flange elevations ranging from ¼-inch to 1 ⅝-inches with different spacer sizes. The kit includes four sizes of spacers and six self-tapping screws to complete the installation.

OATEY | oatey.com

Moving the Channel FORWARD

BY LINDSEY THOMPSON

The North American Hardware and Paint Association (NHPA) Young Retailer of the Year program, now in its 28th year, identifies and promotes the next generation of aspiring independent home improvement retailers.

Honorees are chosen based on a number of criteria, including professional milestones, community engagement, continuing home improvement industry education and extracurricular activities. They are recognized in three categories: Multiple Stores, Over $3 Million in Sales and Under $3 Million in Sales.

Sponsors of the 2024 Young Retailer of the Year program include: American Hardware and Lumber Insurance (AHLI), Arrow Fastener, Intertape Polymer Group (IPG), Midwest Fastener, Pony Jorgensen, PPG and The Wooster Brush Company.

“The Young Retailer of the Year program highlights the bright future of the independent channel,” says Scott Wright, NHPA executive director of content development and executive editor. “It is a privilege to recognize these outstanding young retailers who are making positive impacts in their operations, communities and beyond.”

CODY GOEPPNER

PROJECT LEAD

PROGRAM PARTNER

Coming full circle, Cody Goeppner, a 2020 Young Retailer of the Year honoree, is joining NHPA to support independent retailers through education programs that empower them to strengthen their businesses and communities. As part of this new partnership, Goeppner will be working closely with the Young Retailer of the Year program to celebrate and cultivate the next generation of leaders in the industry.

“Partnering with NHPA feels like a natural extension of the journey I’ve been on in the independent hardware industry,” Goeppner says. “NHPA has been instrumental in my own growth, from my time in the Retail Management Certifi cation Program to being honored with the Young Retailer of the Year Award. Now, I’m excited to give back to the organization that has played such a signifi cant role in my career.”

CELEBRATE THE HONOREES

Celebrate the future of the channel during the 2024 Young Retailer of the Year virtual ceremony on Oct. 10, 2024 at 2 p.m. EST. Don't miss this chance to hear from each honoree and recognize these outstanding retailers. Learn more at YourNHPA.org/yroty

JARED BROWN

MULTIPLE STORES

Director of Business Intelligence

The Aubuchon Company

In the last decade, Jared has dedicated his career to The Aubuchon Company's growth, which has grown nearly 69% in sales. He’s not only made a major impact on the growth of The Aubuchon Company, his exceptional contributions have set new standards in inventory and replenishment management, retail price optimization and margin management. His commitment to data governance, accuracy and integrity also address critical concerns facing many other organizations today.

During the pandemic, Jared developed a "flip flop" logic algorithm, a groundbreaking solution that offers deeper logic and responsive replenishment. This initiative was pivotal in ensuring that Aubuchon stores continued serving their communities with critically needed products despite global supply chain disruptions.

When Aubuchon made the conversion to Ace Hardware, Jared’s collaboration on the modeling and his work on inventory and margin forecasting were crucial. His involvement in visiting new store locations ensured a smooth integration of best practices and standards.

Currently, Jared is pioneering a third version of his algorithm to further optimize purchasing decisions, incorporating factors such as case pack, break pack fees and freight costs. His role in store acquisitions and leading a three-year inventory optimization project further demonstrates his comprehensive approach to retail management.

Even after achieving milestone after milestone, Jared has committed to growth and evolution through professional development. He completed NHPA’s Retail Management Certification Program, where he received the Marcus Moran Jr. Best

in Class Award, which is named for a former leader of The Aubuchon Company. He has taken NHPA’s Foundations of Leadership course, and he engages in extensive networking, learning from and collaborating with industry experts to enhance retail operations and promotional ordering, among other areas. Recognizing the value of shared knowledge, Jared initiated the establishment of an inventory best practices round table, inviting collaboration with other retailers to foster industrywide improvements.

Jared's impact extends into the community and his leadership skills and commitment to community service are seen through his participation in the North Central Mass Chamber of Commerce Leadership Program. Through this program, Jared supported the Montachusett Opportunity Council with window insulation kits, directly benefiting local families and promoting energy efficiency. His efforts to maintain a strong partnership between The Aubuchon Company and Habitat for Humanity ensure vital resources like code-compliant smoke and carbon monoxide detectors are available for housing projects.

Throughout his career, Jared has forged strategic partnerships and driven innovation within the independent hardware channel. Looking forward, his Retail Management Certificate Program project is set to significantly impact Aubuchon's growth strategy and aims to enhance profitability and operational efficiency as the company expands. Jared's vision for Aubuchon involves internal growth and the cultivation of industry standards and practices that will benefit the broader hardware retail community.

TYLER GARRETT

MULTIPLE STORES

President, CEO and Co-Owner Moscow & Pullman Building Supply

Tyler is a third-generation owner of Moscow & Pullman Building Supply (MPBS), and while he grew up helping his father Pat Garrett in the business, he didn’t immediately join the operation when he finished high school.

A phone call from his father in late 2010 put his future with the family business into perspective—his father had an offer to buy the business. If Tyler had no interest in returning to the company, Pat was going to sell the business.

In December of that year, Tyler returned to work at Moscow Building Supply, working in the contractor sales division, running the inside sales desk and learning the POS system. When an outside sales role opened, he transitioned into that role.

Two years into his return to the family business, Tyler and Pat started the conversation about expanding their Pullman facility. The new building was an important project that required Tyler’s full attention, so he transitioned out of his outside sales position and focused on handling all of the facility design management for the new Pullman Building Supply.

Tyler had designed a full-service home center that was a huge upgrade for the Pullman market. But he didn’t just include items typically found in a lumberyard. He also included niche categories, like higher-end housewares and gifts. During the holidays, they have a huge selection of Christmas trees on display. Because of the lack of any clothing retailers in town, Tyler added a full apparel area to the store with Carhartt clothes. He also added a full nursery with live plants and green goods. The nursery

continues to be a big hit with customers. Between the two stores, MPBS sold more than $1 million in green goods in 2022 alone.

At just 25 years old, Tyler took over as general manager for the Pullman location. Shortly after the Pullman store opened, the Moscow location lost its general manager, so Tyler served in the role for both. As he oversaw operations at both locations and helped find a replacement for the manager in Moscow, he continued to keep the business on a trajectory of growth. Sales increased another $3.2 million in 2017, an 11% increase, and Tyler was promoted to vice president of operations.

In 2018, Pat started the ownership transition process with Tyler and his sister Katie, the company’s chief financial officer. In 2019, Tyler became the majority owner. As a testament to Tyler’s management skills and the respect he had earned from the staff, everyone on the team stayed on when Tyler took over.

Tyler continues to deliver an impressive record of growth since becoming owner. He has grown sales at the operation by $18.3 million to nearly $55 million in 2023, an increase of more than 50%.

Looking ahead to the future, Tyler says with new residents coming into the communities from the West Coast, there is stable economic growth. In addition, he’s looking forward to seeing his two young sons, who are 5 and 8 years old, get more involved in the operation. Tyler says he will let them make their own life plans just as his father did for him, but is looking forward to having them be involved in any way.

LEE HEINRICH

OVER $3 MILLION

Owner

H&R Hardware and Lumber

With an independent spirit and the determination to revitalize a local hardware store, Lee Heinrich purchased H&R Hardware and Lumber in Hohenwald, Tennessee, in 2017. He began working at the store in 2014 after leaving Nashville to seek a quieter lifestyle and a deeper connection to the community. Lee teamed up with his mother Lena Rayfield to acquire the store, rebranding it as H&R Hardware to reflect both of their last names. Under Heinrich’s leadership, the store experienced a surge in sales, with a 50% increase in the first 18 months and a remarkable 72% growth in 2022.

All of the changes Lee implemented in the 8,100-square-foot store had the goal of increasing customer service. Lee and Lena revamped the store with a vintage vibe that is both warm and welcoming. They then increased the store’s inventory from $300,000 to $1.4 million, adding new categories such as grilling and a gift and housewares department. Taking the profits made in the first three years, Lee and Lena reinvested back into inventory and improvements on the building.

Building a business-to-business sales program from the ground up was another major shift Lee implemented that resulted in a 95% increase in commercial sales in five years and the expansion of the department from a small section in the store to a 7,200-square-foot warehouse. Lee created a maintenance, repair and operations system that supplies large manufacturing facilities, city and county governments and school systems.

The store’s best-selling categories are plumbing, paint and hand tools. H&R Hardware is currently the No. 1 Benjamin Moore paint store in the region and has consistently been the No. 1 paint store overall for the area.

As a result of Lee and Lena’s hard work the last few years, H&R Hardware won several area accolades from the Lewis County Herald, including Best Customer Service, Best Hardware Store, Best Paint Store, Best Building Supply, Friendliest Staff and Best Entrepreneur.

Lee plans to grow the lawn and garden and electrical categories in the future and is opening a greenhouse later this year. To keep the store’s product selection fresh, Lee regularly attends industry trade shows and wholesaler markets for product discovery and relies on vendor reps to keep him informed about the latest offerings. When traveling out of town, he enjoys stopping by local stores to see how they do business.

Lee is continually improving himself and striving to become a better owner and operator and engages with training from NHPA and takes part in vendor training.

Involvement in the community is high on Lee’s priority list. He served on a vocational and technical education advisory committee for the Lewis County Board of Education, and the store hires students from Lewis County High School’s vocational technical program. Lee served on the Lewis County Chamber of Commerce Board of Directors and supports the Davis House Child Advocacy Center. The store also hosts a customer appreciation cookout each year and sponsors local teams and organizations.

JONATHAN JASIK

MULTIPLE STORES

Born into the paint business, Jonathan grew up in his grandfather’s paint store. In 2002, when Jonathan was 4 years old, his father purchased Sarasota Paint, and Jonathan spent a lot of time with his father at the paint store, doing small jobs around the store to earn money for Legos. He officially started working part time at age 14 and spent the first three years in the business watching, listening and learning from his father.

At 17, Jonathan became the companywide substitute store manager, where he developed relationships with the entire staff and developed his approach to management. He also took courses on business management from the local community college on his days off. Just two years later, Jonathan became store manager of the second largest location and grew store sales to record levels.

When a position for outside sales became available, Jonathan jumped at the chance to go outside his comfort zone, enrolling in the Benjamin Moore Outside Sales Development Program. Continuing with diligence and persistence, he was able to increase territory sales, plan and execute several contractor buying events and plan several product-based sales events.

Currently, Jonathan serves as general manager of Sarasota Paint and participates in executive planning sessions, working hand in hand with the store managers, supporting the outside sales staff to gain market share, assisting staff in managing yearly budgets and achieving the operation’s strategic goals. Jonathan and his father have started planning for the next chapter, and as part of their strategic business succession plan,

Jonathan will be working step by step with his father to take over ownership of the company.

Jonathan attended NHPA’s Retail Management Certification Program in 2019, where he developed a platform for in-store training modules that is still in use today. He also participates in ALLPRO’s Next-Gen training and attends industry markets and events.

Being able to attend trade and design shows with his father taught him the importance of networking and relationships. Those events also helped him understand the benefit of taking advantage of buying opportunities and the value of improving gross profit margin to maintain a competitive edge.

Jonathan’s passion for relationship-building extends to his customers and community as well. In 2017, Hurricane Irma directly hit Florida’s west coast, and Jonathan gathered donations and set up mobile kitchens to deliver hot meals to disaster relief workers and families in need.

A week later, Hurricane Maria hit Puerto Rico, and Jonathan hosted a food drive, collected donations to buy pallets of supplies and spent 10 days on the island repairing and rebuilding the local communities affected by the storm.

When he is not working at the store, Jonathan spends time with his wife, Faith, and son, Nathan. He is involved with the music ministry at his local church, and his hobbies include hunting and fishing, which he also uses to develop relationships with customers. Jonathan’s vision for Sarasota Paint is to operate as the pinnacle of paint stores and deliver a five-star experience to employees, customers and associates.

General Manager Sarasota Paint

JOEL PLETCH

UNDER $3 MILLION

Dealer-Owner

Walkerton Home Hardware

The Pletch family has had a long history in farming, and from an early age, Joel knew he wanted to forge a different path. As soon as he was old enough, he got a job at the local grocery store, and that’s what sparked his passion for retail. He worked at the store throughout high school and through the co-op program, attending school half days and working at the store the other half of the day, which allowed him to learn scheduling, ordering and other key retail operations.

Near the end of high school, Joel was dreaming about owning a retail store. Because the grocery store in town was part of a large chain, he knew that dream wouldn’t be realized there, so he started exploring other opportunities.

Joel reconnected with his childhood hockey coach, who owned Walkerton Home Hardware. He joined the staff there part time while still working full time at the grocery store. After working seven days a week across both operations, he made a choice to focus on hardware and was welcomed into Walkerton Home Hardware full time.

Five years later, at just 23 years old, Joel purchased the store and now serves as dealer-owner. Joel served as store manager of the business for the last five years, and throughout that time, he committed to growing the business across departments and in unique ways.

With a salesfloor of just 3,300 square feet, Joel has worked diligently over the last five years to grow overall sales and margin by focusing on specific departments and paying attention to the details. In the company’s tools category, which includes hand and power tools, power tool accessories and outdoor power equipment, Joel has driven growth 426% since 2018. Another

successful category for the business has been outdoor living, which has seen 88% growth since Joel started as store manager. Joel notes that strategic merchandising and bringing in impulse items like snacks, barbecue seasonings and cleaning products have allowed them to boost average transaction size by 300%.

Joel’s goal is to make Walkerton Home Hardware the place for pros to shop in the community, and he has been persistent in his efforts. Early on in his tenure, Joel started building a contact list of local contractors and tradespeople, and he curated the lists based on their power tool preferences.

To familiarize himself with the retail hardware industry, Joel has spent a significant amount of time exploring training and creating unique educational opportunities. He completed over 50 product education courses across hardware categories and in retail operations.

In addition to taking courses, Joel sought knowledge from experts. Starting from the beginning, Joel forged relationships within the industry, starting by connecting with other retailers and industry members on LinkedIn.

Joel encourages the same passion for learning and exploring new opportunities in his team. He asks staff to go through the same product knowledge and operations training he completed and encourages them to act on their curiosities in the business.

Being engaged in the community is a priority for Joel, and on the recommendation of another community member, he joined the local Kinsmen Club, a nonprofit service organization. The store also donates money and volunteer hours to local organizations and events, including the hospital foundation and family and sporting events.

ISAAC WEBER

OVER $3 MILLION

Owner and President Lugbill Supply Center

While his path into the home improvement industry didn’t follow a straight path, Isaac has always been focused on growth and achieving his goals. His entrepreneurial spirit started in high school, when Isaac started a paintball business. In his short career since, his resume includes concrete plant payloader, shelf stocker, construction worker, insurance sales, farming, excavating, fitness center owner and now, president and owner of Lugbill Supply Center. Isaac holds an associate’s degree in concrete technology from Rhodes State College and a bachelor’s degree in construction engineering and minor in business from the University of Toledo.

Not long after opening Temple Gym & Fitness with his wife Leslie in 2020, Isaac joined a Bible study with the owner of Lugbill Supply Center. At one study, the owner mentioned wanting to retire and Isaac told him he would be interested in buying the store.

On April 15, 2022, Isaac became the proud owner of Lugbill Supply Center. As soon as he bought the store, Isaac went all-in to change the store’s perception in his market. He undertook an ambitious remodel inside and out that would modernize not only Lugbill’s looks but also its product offering, doubling the amount of product Lugbill offered, ensuring it was well-stocked with the right quantities of key categories so he could properly service his pro customers.

Isaac more than tripled the size of his fastener section and brought in software so his staff could do takeoffs more quickly for their pro customers. Isaac is also planning on bringing in more outside sales reps to serve his contractors. Isaac knew customer service would be crucial, so he established a culture throughout the business that

empowered his team to own their portion of the operation and be accountable for it.

To bring DIYers into his store, Isaac doubled the size of his lawn and garden department, added new product lines like Case knives and ammunition and revamped the store’s custom kitchen design center. He extended the store’s hours, advertised through radio ads, Facebook and Instagram and updated the store’s website, including adding e-commerce.

Since officially opening in 2022, Lugbill Supply Center is averaging 400 more transactions per month and the average ticket has increased 39% since he bought the store. In his first half-year of ownership, Isaac grew sales by 15%. For 2023, he grew sales an additional 20%.

Isaac is looking to continue his expansion by going after more of the DIY market share and making it easier for homeowners to get what they need for home improvement projects without having to drive to a larger city.

With a passion to continually improve and grow, Isaac regularly attends trade shows and talks with vendors to learn more about products. He networks with other industry members so he can gather best practices and share ideas. He also wants to develop and improve the talents of his staff, so he brings them to the shows so they can sit in on seminars and stay up to date on the latest products and trends.

Isaac takes his role in his community seriously, supporting a variety of causes, including Fellowship of Christian Athletes, Habitat for Humanity and Water For Ishmael, an organization that assists refugees with foundational skills for success. He donates to area school fundraisers and supports local Future Farmers of America chapters.

ALEX ZIEGENBEIN

MULTIPLE STORES

Owner Gretna Ace Hardware

With a willingness to take risks and a grace-filled heart, at the age of 24, Alex left his role as a salesman for a farm machinery magazine and embarked on his career in home improvement. His grandfather, Bill Sapp, who owned Sapp Brothers Truck Stop, had a vacant building to fill and saw the need for a hardware store in the fastest growing community in Nebraska. Bill tapped Alex to be his store manager, and after some prayer, he agreed, spending the summer remodeling the vacant building and attending the Ace New Owners Academy.

In January 2014, Alex and his wife Ashley opened Gretna Ace Hardware and brought on five employees, three of whom are still with the company. By year three, the 4,500-square-foot store met its 10-year goal of $1.7 million in sales. Knowing the Gretna community had outgrown its hardware store, Alex began looking to expand in 2020, and in September 2022, moved into a 20,000-square-foot former grocery store. After a full remodel of this new space, the Gretna location saw a 90% increase in sales from 2021 to 2023.

In 2018, Alex opened a 12,000-square-foot ground-up store in Springfield, Nebraska. By the third year, that store marked year-10 sales, pulling in $1.93 million. In 2023, both stores combined had sales of $6.1 million.

With a sixth sense for products, Alex noticed both stores’ communities lacked a grilling destination with expert help and knowledge. He was not only one of the first Ace stores to adopt the reset for a large grilling display, but he went even further to add other local barbecue sauces and spices and trained an employee from each store to be the designated grilling expert.

As his operation expands, Alex himself is also growing by embracing lifelong learning through industry workshops, seminars, webinars and leadership conferences and sharing the best of his learning with his

team. He is continually listening to leadership podcasts such as Entreleadership to glean new best practices. Alex and his team take part in regular vendor training and educational courses through his wholesaler, and his goal is to offer a minimum of 15 hours of training per employee each month.

Alex possesses a strong commitment to his core values—compassion for others, generosity, responsibility, integrity—which shine through in his professional dealings and his involvement with the community. He has a very genuine sense of responsibility for his family, his employees whom he views as extended family members and the role of his business within the community.

At both stores, he cultivates an encouraging and fun environment because he believes if the employees are positive the customers can sense it and will enjoy shopping at the store.

He is a supporter of Youth for Christ in the Greater Omaha area, hosts round-up fundraisers in the stores, offers an angel tree at the Springfield store at Christmas and donates to local schools, sports teams and other nonprofits. He works with the local schools to employ high schoolers, training them to continue through life with successful work ethic and skills. Alex is also an active member of the Local Big Red Ace Group (BRAG) Nebraska retailer group.

With an eye to the future, Alex’s drive to always be changing with retail, staying up to date with new emerging products and increasing his business profits never wanes or slows. Some of his goals and dreams include becoming “The Supply Place” for both communities, better serving his business customers and increasing his relationships with other small businesses in his communities.

The Retail Marketplace Can Help You

Buy a Store | Sell Your Business | Post a Job, Get a Business Valuation | Find a Lender and More

BUSINESS FOR SALE

Northwest Farm & Home Supply Co.

Location: Lemmon, SD

Gross Revenue: $3.21 million

The main building is a total 27,213 sq. ft. of retail and warehouse space on 4 acres. The main bldg. was constructed in 1994 with additions constructed in 2002 and 2004. Single story with 22’ clear height in 11,459 sq. ft. of lumber warehouse, three grade level doors and two dock height doors.

BUSINESS FOR SALE

Hoosick True Value

Location: Hoosick Falls, NY

Gross Revenue: $1.26 million

Price: $1.875 million

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

BUSINESS FOR SALE

Home Improvement Supply Store

Location: Missouri

Gross Revenue: $1.04 million

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

BUSINESS FOR SALE

Albrights Hardware & Garden Center

Location: Allentown, PA

Gross Revenue: $1.9 million Price: $800,000

Albrights Hardware is an established hardware store with strong neighborhood ties and has been a Lehigh Valley staple for over 50 years. The current owners have owned the store since 1992. Albrights serves its loyal customer base by providing quality products and exceptional customer service.

BUSINESS FOR SALE

Central Vermont Paint, Flooring and Decorating Business

Location: Vermont

Gross Revenue: $2.82 million

Price: $1.1 million

Full-service decorating store providing flooring, paint, window treatments, kitchen/bathroom remodeling, cabinetry product offerings, design assistance, specialized service, and professional installation.

BUSINESS FOR SALE

Private Business

Location: Alabama

Gross Revenue: $2.21 million

Price: $649,000

BUSINESS FOR SALE

Private Business

Location: Pennsylvania

Gross Revenue: $1.6 million

SEEKING BUSINESSES

The Aubuchon Company

For our next acquisition, we are looking for:

• Single-store and multi-store hardware operations

• Located in northeast and southeast United States

• Store size of 5,000-30,000 ft 2

• At least $3 million in average store sales

SEEKING BUSINESSES

Bolster Hardware

We are looking for:

• Geography agnostic

• With or without real estate

• Store revenues of $1.5M+

• We prefer to honor the family name and heritage in the local community by not changing the name

• We prefer to keep all employees as part of the acquisition

SEEKING BUSINESSES

Gold Beach Lumber Yard

We are looking for:

• Single-store and multi-store hardware operations

• Located in the Pacific Northwest

• Store size of 5,000 ft2-30,000 ft2

IPG® is proud to be a sponsor of NHPA’s Young Retailer of the Year Awards Program. It is a privilege to celebrate these honorees who are committed to succeeding in the independent paint and hardware industry. Congratulations to this year’s recipients!

888-898-7834 www.itape.com

RESEARCH

A Critical Resource

Purchase your copy of the 2024 Cost of Doing Business Study and start benchmarking your business at YourNHPA.org/codb

YOU NEED THIS TOOL

KEY TAKEAWAYS FROM THE 2024 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 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.

Retailers have continually used this data to measure their own performance against industry averages and to establish financial plans to improve profitability.

Methodology

The annual Cost of Doing Business Study is made possible through the cooperation of operators of hardware stores, home centers, LBM outlets and paint and decorating outlets who provide detailed financial and operational information on their individual companies. Questionnaires were either mailed or made available online to a sampling of hardware stores,

home centers, LBM outlets and paint and decorating outlets in the U.S. to collect detailed financial and operational information for 2023. The analysis in this report is the result of extensive review by NHPA. All individual company responses are completely confidential. Most of the figures in this report are medians. The median for a particular calculation is the middle number of all values reported when arranged from lowest to highest. The median represents the typical company’s results and is not influenced by extremely high or low reports.

To determine high-profit stores, all participating companies were ranked based on operating profits. 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 report 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, 1,096 stores across the four operation types participated, which represents a 2.9% decrease from the previous year, but is the fourth highest participation overall.

46 out of 50 states participated

NEW STORES PARTICIPATED

$395K $67.3M $548M

1,096 PARTICIPANTS IN THE 2024 STUDY

4th highest participation in history

2.9% DECREASE VS PRIOR YEAR

Key performance metrics separated by store type so you can gauge your operation’s performance against industry standards including:

O Average sales per customer

O Annual customer count

O Sales per employee

O Inventory turns

O As a percentage of sales...

O Total payroll expenses

O IT & communications expenses

O As a percentage of assets...

O Inventory

O Accounts payable/receivable

And more!

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 study allows my team and I to set better goals and identify areas of improvement in our business based on the benchmarking data in the study. I also believe the more we as independent retailers can collaborate, the better off we all will be.”

Ryan Flaherty Owner, Balsam Lake Ace Hardware

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

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

• $7 billion in purchasing strength

• Thousands of independent retailers

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

Looking to network one-on-one with dozens of the largest distributors in the industry? Join us at the GMC May 5-8, 2025 in Covington, KY. Contact Michele Simes at michele.simes@hdaworks.com for details.

“

“We

look closely at the data and use it to pinpoint our strengths and weaknesses compared with the industry as a whole and compared to similar businesses. Looking at the data, we are able to determine areas where we need to improve and areas we are doing well in. Using this data helps us set goals, formulate plans and get a better idea of what we can do to be more profitable.”

Linda Cottin Owner, Cottin’s Hardware & Rental

Hardware Store Highlights

O Sales per store, sales per square foot and sales per customer are all-time highs

O Sales per customer has increased 54.2% from pre-pandemic levels

O Profit before taxes was the fourth highest ever recorded

Home Center Highlights

O Sales per employee and gross margin per employee were both the second highest ever for typical operations

O Inventory turnover, sales to inventory and GMROI were all the lowest since 2013

O Profit before taxes was the fourth highest ever recorded

LBM Outlet Highlights

O Sales per employee and gross margin per employee were both the third highest ever recorded

O Inventory turnover was the lowest since 2017

O Profit before taxes was the third highest ever recorded

Paint Outlet Highlights

O Profit before taxes is the lowest on record

O Customer count was up 18.2% with sales per customer down 21%

O Single stores were profitable with the highest ever operating profit

Connecting the Data Dots

In September, the 2024 HIRI Summit gathered channel partners from throughout the industry to assess KPIs and see what the data shows for the future. Read the recap at hardwareretailing.com/hiri-summit-2024

CATEGORY

CONNECTIONS

Provided by the Home Improvement Research Institute

It’s time to focus on how smart home, HVAC and electrical systems work together in the retail space. The Home Improvement Research Institute’s (HIRI) Project Decision Study reveals that under the broad project umbrella of electrical system rewiring, most homeowners use products in at least one of the three categories.

Top Projects Bring Categories Together

According to HIRI’s 2024 Retail Selector Study, homeowners reported spending $850 to $900 total on home improvement shopping trips that included purchases made from the electrical, lighting and HVAC departments, with median category spends of $150 and $230, respectively. Two of the top reported electrical projects by homeowners included installing a home automation system and home security products and replacing HVAC systems.

Increasing Demand for Smart Home Systems

According to HIRI research on homeowner trends in energy efficiency, more than one-third of homeowners plan to invest in smart home systems and energy efficient appliances over the next five years.

In the study, 38% of homeowners report that they are likely to adopt smart home systems, which include technology such as smart thermostats. In addition, 18% say they are likely to purchase a home energy management system.

What are some of the main factors driving adoption? HIRI’s 2023 Project Decision Study confirms that when it comes to electrical system rewiring, homeowners have some priorities regarding these types of projects.

About HIRI

The Home Improvement Research Institute (HIRI) is the only nonprofit organization dedicated to home improvement research. The organization empowers its members with exclusive, ongoing home improvement data and information for making better business decisions. Members are the home improvement industry’s leading manufacturers, retailers and allied organizations. Learn more at hiri.org

Is Cash Being Dethroned?

Between 2019 and 2023, homeowners’ primary sources of funding for electrical system rewiring projects shifted, according to HIRI survey data.

While homeowners may have less expendable cash on hand in current market conditions than they did a few years ago, they are willing to dip into savings or make use of credit opportunities to see their desired projects come to life.

Factors Driving Electrical System Updates

to make house updates or add features, including 37% saying they want more automation and convenience

With the desire to save on utilities top of mind, especially for older homeowners, it makes sense that families with low to moderate incomes are more likely to adopt smart home systems than other segments. Respondents in these categories are naturally concerned about cost savings. They also report higher concerns about privacy and home security. Recognizing the unique concerns of this group can help retailers find products and services that meet homeowner needs, such as by offering an integrated line of smart home appliances, thermostats and security systems.

Come Together

Leaving Marco Island, Florida, a little more tan and hopefully a little wiser, attendees of the 2024 Independent Home Improvement Conference (IHI Conference) returned to their operations with insights into industry trends and practical ways to improve ROI on retail operations. More importantly, the event, which was hosted by the North American Hardware and Paint Association (NHPA) and The Hardware Conference, sent attendees home with a renewed energy to grow the channel.

THE INDEPENDENT HOME IMPROVEMENT CONFERENCE UNITES THE CHANNEL

The event reinforced existing relationships and established new ones and brought together retailers from all affiliations and of all sizes to make new connections with vendors, wholesaler partners and one another.

“The IHI Conference was a firsthand representation of what the industry can do when it comes together,” says NHPA COO Dan Tratensek. “Seeing the energy, support and sharing of ideas during the conference is not just encouraging but truly makes me excited about the future of the independent channel in this industry.”

NEWS

But Wait, There's More

Subscribe to Hardware Retailing’s weekly newsletter at hardwareretailing.com/subscribe for additional takeaways from the IHI Conference we’ll be sharing the rest of the year.

Breakout Sessions Bring the Education

On both days of the conference, the 30 breakout sessions covered four tracks: technology, employee engagement, retail operations and marketing, merchandising and advertising. Attendees heard from industry experts and independent retailers who offered practical takeaways and best practices for improving ROI in all areas of the business.

Dalton Meny, head of operations for Meny’s True Value, says the breakout sessions were interesting and informative.

“It’s good to hear from other retailers and get new ideas,” Meny says. “There were a number of little things we learned at the conference that we want to start changing right away. I also think these breakout sessions help us gain some new excitement for our stores after learning how to make them better.” INDUSTRY EVENTS

Let's Learn

From AI to employee retention to cash flow, attendees gained practical takeaways on a variety of topics.

See You Next Year! We just wrapped up 2024, but can’t wait for 2025. Register now for the 2025 Independent Home Improvement Conference at 2025.ihiconference.org and save big with exclusive launch pricing. Available for a limited time and only for the first 250 registrants. SCAN TO REGISTER

Keynote Speakers Share Insights, Inspiration

On Day 1, Al Comeaux, change agent and former executive with Travelocity, GE and American Airlines, walked the audience through the steps for cultivating a mindset of change in an organization.

“Change is one problem we don’t solve by ourselves. We might have deep business knowledge and lots of experience, but during change, I want to challenge you to approach change as if you know nothing,” Comeaux says. “No matter how long you’ve been in the business, there’s no possible way to understand everything, so rely on those around you.”

On Day 2, Arthur Greeno, owner and operator of two Chick-fil-A restaurants in Tulsa, Oklahoma, shared the “secret sauce” for recruiting individuals with a genuine passion for service. Through engaging anecdotes from his time with Chick-fil-A, he outlined the essential elements for cultivating exceptional customer experiences.

“Cared for people care for people. It’s that simple. If you’re caring for your team, then they’re going to care for your guests,” Greeno says. “Our job as leaders is to be listening for what is going on in our employees’ worlds to find those opportunities to touch their lives.”

Also on Day 2, attendees embarked on an extraordinary journey with Daniel “Rudy” Ruettiger, whose life story epitomizes resilience and determination. Against all odds, Rudy fulfilled his childhood dream of playing football for Notre Dame, immortalized in the film “Rudy.”

“Don’t worry about pain, because it’s going to be painful regardless,” Ruettiger says. “Dreams are painful. Work is painful. It’s painful to be the best of the best in what you do. But the pain will go away when you succeed.”

Taking a Closer Look at the Industry

During the general session, the Day 1 retailer panel shared insights into growing your operation in a flat economy. The panel included Jeff Grasty of Florida Paints, Dave Ables of Three Sons Hardware and Tri-County Lumber and Josiah Gates of The Aubuchon Company.

Also on Day 1, NHPA’s Tratensek provided an inside look at the independent channel in his State of the Industry address.

“Independents in the home improvement channel are doing what you’ve done best for the last several hundred years,” Tratensek says. “You’ve been agile, and those former value propositions are changing. Convenience is giving way to curation, service has evolved into relationship cultivation and product knowledge is transforming to customer confirmation.”

Addressing the pressing labor dilemmas, the Day 2 panelists shared unconventional methods for sourcing, retaining motivating and compensating their teams. The panelists were Yilda Marte of Sunshine Ace Hardware, Leonardo Osorio of Sunpro and Gina Schaefer of A Few Cool Hardware Stores.

Expert Insights

Two panels of retailers talked growth and hiring, sharing stories from their own operations.

IHI Conference keynote speakers Al Comeaux (left), Arthur Greeno (middle) and Rudy Ruettiger inspired and informed attendees.

Relive the Event

Read more highlights and high points from the 2024 Independent Home Improvement Conference at hardwareretailing.com/2024-ihi-conference

Accolades Await

Attendees Make New Connections in the Partner Pavilion

In the Partner Pavilion, over 50 exhibitors shared how their products and services could help retailers boost return on investment in all operational areas.

Jack Crouch from Carpenter Bee Blocker Pro says he appreciated getting to meet a variety of retailers from across the industry during the well-organized event.

“The resort was off-the-charts awesome and everything was so well done,” Crouch says.

Steven Laiss, account executive for 4R Systems, says the smaller, more intimate sessions allowed people to ask questions and discuss topics with a group of their peers.

“The 2023 event was great, but NHPA outdid themselves this year,” Laiss says. “The educational and collaborative sessions drove more members to the exhibit floor to learn more about the solutions and service offerings.”

Honoring the Best of the Best

The Young Retailer of the Year program promotes the next generation of aspiring independent home improvement, paint and decorating retailers. This year’s honorees were recognized at an awards reception where each of their accolades were shared and they had an opportunity to thank those who have helped them get to where they are. Learn more about the 2024 honorees on Page 18.

For nearly two decades, NHPA has honored outstanding retailers in the independent home improvement sector through its esteemed Top Guns Awards program. This year’s cohort of honorees included Glen Morosohk of Ricciardi Bros., Wendy Stine of Stine Home + Yard and Darren Tomasini of Dazey’s Supply.

During the conference, the Top Guns Awards honorees took part in a panel sharing how their operations have found success by focusing on customer service, employee engagement and embracing innovation and were celebrated at a reception to close out the conference.

“For somebody who has spent their life in the industry, it means a lot to me to be named a Top Guns honoree,” Morosohk says. “It means a lot to me to be a part of this outstanding group.”

Attendees celebrated and honored the Young Retailer of the Year and Top Guns Awards honorees.

Must-Stock HVAC Products

Installing or repairing can be challenging for new homeowners. See what HVAC products can help make your customers' systems last longer at hardwareretailing.com/hvac-products.

Stay Cool

2 Ways to Upgrade Your HVAC Category

BY JACOB MUSSELMAN

In 2024, 39% of homeowners said they had to make a repair to their heating, ventilation and air conditioning (HVAC) systems, according to the USA Today Homefront 2024 Home Maintenance Survey, and 33% of homeowners regretted not knowing how to make those repairs on their own.

While inflation is down, homeowners are still looking for ways to save money,

including taking care of their own home repairs. Independent hardware stores can lean into this desire and become the place for expert and one-on-one education for often-expensive HVAC repairs.

Learn how one retailer has tapped into professional experience, educating customers and providing in-store service to find success for his HVAC department.

Partner Up

Jeremy Mirto, owner of A&M Hardware in Accord, New York, combines his experience owning an HVAC repair business with his experience operating a hardware store to educate customers and drive business to both of his companies, generating multiple revenue streams.

In 2010, almost 10 years before he officially joined the hardware industry, Mirto started Reliable Energy Solutions, where he specialized in repairs to HVAC systems. When he took over his family’s hardware store in 2020, Mirto found a way to connect the two businesses by expanding his HVAC product selection.

“I use the store as a platform to sell HVAC products, then I offer installation services through my HVAC company,” he says.

As owner of both companies, Mirto offers competitive pricing on materials, which attracts DIY and pro customers.

Keeping Cool

In addition to HVAC repair products, A&M Hardware stocks complete units for customers looking to replace rather than fix an old unit.

TRENDS Making Connections

Turn to Page 36 for a closer look at how smart home, HVAC and electrical systems work together in the retail space, according to research from the Home Improvement Research Institute.

“I use my contacts in the HVAC industry to boost sales at the hardware store,” Mirto says.

You’re likely not in the same position as Mirto, but you can still develop relationships with local HVAC contractors to drive sales to your operation.

“Having local connections is a great benefit for any retailer, even with your competition,” Mirto says.

For example, one of Mirto’s best customers is a local contractor who does the same work Mirto does in HVAC repair and installation services. Mirto gives him business when he’s overwhelmed, and that contractor reciprocates when he’s too busy. That contractor also purchases supplies at Mirto’s store and through their relationship, they’re both able to stay busy serving customers.

As Mirto interacts with customers, if he discovers their HVAC needs are beyond what his store can supply products for, he refers them to his other company.

“Reliable Energy Solutions is a totally separate company, but I’m able to send business between the two,” he says. “It’s a win all around.”

Filling in the Cracks

The perfect complement to your HVAC category, winterization products like caulk are a great way to boost add-on sales and solidify your operation as a knowledgeable and helpful place. If a DIYer comes in, be sure to ask them these three questions to lead them in the right direction for choosing the right winterization products to protect their homes in the winter.

Where will the caulking be applied?

Certain locations, both inside and outside of the home may need specific types of caulking or sealant. Determining the location is important.

What type of surfaces will be caulked?

Similar to location, knowing the substrate the caulking or sealant will be applied to can also help determine what type is needed.

How much stress will be placed on the joint?

Certain types of caulking or sealants perform better under constant pressure. Finding a sealant with elasticity can help certain high-stress areas keep a level temperature.

A&M Hardware owner Jeremy Mirto (left) uses his HVAC experience to provide his customers with the skills to make repairs themselves.

Focusing on Education

Mirto says the majority of customers coming into his store are homeowners looking for DIY solutions to problems.

“Educating the homeowner is one of the most enjoyable aspects of the business,” he says. “If a professional comes in, they most likely know what they’re coming in for, and they’ll grab it and leave. But with the homeowner, there’s a degree of education that needs to happen. I really enjoy that part of the job and give them credit for trying to do things themselves.”

Homeowners can tackle many common HVAC repairs, Mirto says. By educating them and letting them know they can do it themselves, Mirto is saving them from paying a service fee and teaching them a new skill.

A&M Hardware is located two hours from New York City. Mirto says many of his customers are buying

homes in the area but haven’t owned a home before and come from small New York City apartments that have maintenance crews.

“I’ve tried to branch out our heating products because, being in that industry for so long, I know the popular products we’re going to sell, and I know the technology improvements that have happened,” Mirto says.

Mirto says when he assists customers, he makes sure to get the scope of their project to make sure they’re not working on a dangerous project, such as propane heating, which would be better suited for a professional to handle. Product selection is also key to Mirto’s success.

A&M Hardware has an extensive heating section, selling many of the parts needed for installation, maintenance and upkeep.

“Living here in the mountains, when something breaks, tackling repairs themselves is something customers are going to be excited and scared about,” Mirto says. “But with a little bit of guidance, they can do it.”

A&M Hardware is 25 minutes away from the closest big-box store, putting it in a strategic position to serve many rural customers.

INDUSTRY EVENTS

Orgill Winter Online Buying Event

WHOLESALER

November 4-17, 2024

OPERATIONS

Partners in Prosperity

THE ORGILL SALES TEAM BRINGS SUCCESS TO DEALERS AND COMPANY

AS THE SUCCESS of its dealers is a top goal for the company, Orgill has created a sales team of dedicated individuals to serve the needs of dealers.

David Mobley, executive vice president of sales for Orgill, says the company understands the unique needs of independent home improvement retailers and recognizes that every market—whether suburban, rural or metropolitan—is different and requires a deep understanding of customers’ businesses and the specific challenges they face.

Additionally, no two retailers are the same, so there isn’t a one-size-fits-all approach to determining the number of salespeople in a given area. Orgill focuses on ensuring its customers have the right level of representation tailored to their business needs, with Orgill sales representatives available whenever customers require their support.

“Our sales representatives live and work in the markets they serve, regularly visiting customers’ stores,” Mobley says. “This close proximity enables us to build strong relationships and collaborate with our customers to identify and implement strategies for driving retail success together.”

Mobley says Orgill is a full-service sales organization, tailoring its approach to meet the specific needs of each customer.

“Recognizing the unique characteristics of every market and dealer is crucial to driving customer success,” he says. “Proximity not only enables us to identify growth opportunities for our customers, but also helps build strong, lasting relationships with them.”

Training the sales team for success takes high priority, with training programs tailored to the specific needs of each sales role. Mobley says training is further enhanced by the two in-person training sessions held annually at the start and midpoint of the year.

“Our focus is on ensuring our sales team acts as retail consultants to our customers, serving as their closest point of contact,” he says. “By adopting this consultative approach, we take the time to understand the challenges and opportunities our dealers face, working together to address problems and capitalize on growth opportunities in their markets.”

Leadership at Orgill is intensely focused on empowering the sales team to act as retail consultants, which requires a deep understanding of what it takes to successfully run a retail business, Mobley says.

“By closely monitoring key retail metrics from various industry sources, including NHPA’s Cost of Doing Business Study, we continuously seek ways to help our dealers achieve industry-leading results,” Mobley says. “Our goal is to partner with our customers to drive their success. They expect us to bring value to their business and to be a reliable, trustworthy supplier and partner. We are committed to consistently meeting and exceeding that expectation.”

WHOLESALER CENTRAL

INDUSTRY EVENTS

2025 True Value Spring Reunion

March 16-18, 2025 | Denver, Colorado

INDUSTRY

NEWS

Building the True Value Brand for the Future

AS ANOTHER outlet for promoting growth and the success of the True Value brand, the company has started the process of owning and operating retail stores. True Value purchased its first store in Palatine, Illinois, in March 2024.

Eric Lane, senior vice president of retail store development, sat down with Hardware Retailing exclusively at the 2024 Fall Reunion to share the strategy behind the new program and how it will encourage growth and solidify the True Value brand.

Hardware Retailing (HR): What is the reasoning behind this new corporate-owned store program?

Eric Lane (EL): We have recognized for the past several years that our stores continue to struggle with succession plans, and so we want to be supportive of our stores and provide opportunities. Typically, we would provide another True Value store the opportunity to acquire a store up for sale, but we were finding that less than 15% of the time it would be a good match for another True Value retailer to acquire, based on variables like location and other logistics. So us purchasing those stores keeps them under the True Value brand.

Also, as we were introducing our Brand+ program, we knew that the more stores we have operating in a manner supportive with the brand, the more successful it would be. If we think about our overall strategic fit around the brand, commonality of products and building scale, we can help influence that if we own the retail.

HR: Has this first store purchase been successful so far?

EL: The store in Palatine has allowed us to test our programs and theories. From a merchandising and commonality perspective, quickly after we purchased the store, we refreshed assortments to support our overall strategy, as well as those niche categories, such as live goods.

From a merchandising perspective, we’ve been able to increase margins in the store through the operational disciplines we applied. So in a time when transactions are down, margins and profits are up at this store.

HR: How will these stores continue to champion the importance of community True Value retailers embrace?

EL: One of the premises behind our model is that we don’t want these stores to be known as corporate stores. Local community feel is so important to us, so at the Palatine store, we retained all of the staff. So when customers walk into the Palatine store, they’re still seeing the same cashier, the same assistant manager. Other than updated merchandise, I don’t believe any of the customers would know that the store is owned by somebody different, which is extremely important as we move forward.

HR: What is the strategy for growing these stores and acquiring new ones?

EL: Now that we’ve done the one store, we’ve announced more broadly that we are in the business of acquiring stores. We have a pipeline for future acquisitions, and as we roll into 2025, I would say it is a geographic acquisition strategy.

We want to build scale in a region and build a model around our distribution network, which helps us from a service perspective in terms of having a regional manager and regional staff members. Our goal would be to retain as many of each store’s staff as possible, but have a regional manager running that region who can bring operational discipline to help the stores be successful.

HR: How do you see this program bolstering True Value overall as a company?

EL: From that perspective, when we think about the three-way relationship between retailers, vendors and True Value, this program will bring that all together. When our merchants work with our vendor partners, they’re negotiating for the ability to come in and influence 4,000 independent stores to take on that product. As we move forward, we’ll be able to, with our vendor partners, place products in our corporate store footprint and then be able to tell our members that we’ve tried this and provide feedback to both vendors and our retailers.

Also, we absolutely believe there are operational disciplines we can implement and test that will allow us to create synergies and savings as we move forward.

Eric Lane True Value

INDUSTRY EVENTS Join Our Email List Sign up to receive wholesaler and industry event updates, news and more. Visit YourNHPA.org/subscribe for

Coming Together

MARK YOUR CALENDARS FOR THESE MUST-ATTEND INDUSTRY EVENTS

FALL MARKET SEASON is in full swing, offering the opportunity for product discovery, education and connecting with fellow retailers. See what’s happening this month around the channel.

Working for You Since 1900

The mission of the North American Hardware and Paint Association (NHPA) is to help independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.

INDUSTRY-LEADING PUBLICATIONS

NHPA publishes two monthly magazines, Hardware Retailing and Paint & Decorating Retailer, featuring best practices, strategic solutions, new products and trends.

COST OF DOING BUSINESS STUDY

For 100+ years, independent home improvement retailers have used NHPA’s Cost of Doing Business Study to benchmark their business and plan for financial growth.

BUSINESS SERVICES

NHPA offers a wide range of business services, including workers’ compensation and liability insurance, health insurance, credit card processing and more to help retailers save time and money.

TRAINING & LICENSING

With 43+ training courses and 273+ modules, NHPA’s training and licensing solutions are the most comprehensive in the industry.

RETAIL MARKETPLACE

NHPA Retail Marketplace is the industry’s resource for buying and selling independent home improvement stores and posting jobs.

INDUSTRY NEWS & TRENDS

The association’s publications— Hardware Retailing and Paint & Decorating Retailer—deliver relevant, timely industry news and trends in e-newsletters and on social media every week.

LEADERSHIP TRAINING

NHPA’s Foundations of Leadership online courses build leadership skills and confidence, empowering managers to lead and drive team success.

PREMIER MANAGEMENT PROGRAM

300+ retailers over 11+ years have chosen the Retail Management Certification Program to master innovative retail practices and strategic management skills to grow their careers and businesses.

ROUNDTABLES

NHPA facilitates and hosts nearly a dozen annual retailer roundtables covering topics such as finance, merchandising, marketing, technology, training and more.

INDUSTRY EVENTS

NHPA organizes 14 annual live and virtual events, including the Independent Home Improvement Conference, Top Guns Awards and Young Retailer of the Year Awards.

Visit YourNHPA.org or scan the QR code to see how NHPA’s programs, tools, events and trainings can help you.

RESOURCES News to You

Stay up to date on the latest industry news by subscribing to our newsletters at hardwareretailing.com/subscribe

How the Big-Boxes Performed in Q2

See how three home improvement big-box retailers—Lowe’s, The Home Depot and Tractor Supply Co.—fared during the second quarter of 2024 as Hardware Retailing breaks down the financial data.

THE HOME DEPOT

EA RNINGS

a 27% increase from Q1 2024 $4.6 billion

INCOME $6.5 billion a decrease from 15.5% in Q2 2023 OPERATING MARGIN 15.4%

Maximm Cable: Home of the Patented 360° Rotating Extension Cord

DISCOVER MAXIMM CABLE’S LATEST INNOVATION: the removable mounting bracket for our extension cord line!

This innovative product is designed for anyone seeking a versatile and efficient way to manage their power supply needs, perfect for both home and office environments. CERTIFIED

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TRACTOR SUPPLY CO.

NETWORK Make a Plan Visit YourNHPA.org/cal to find more industry events online.

Wallace Fall Dealer Market

October 2-3 | SEVIERVILLE, TN

House-Hasson Fall Dealer Market

October 10-12 | CHARLOTTE, NC

Hardlines Conference

October 22-23 | CHARLEVOIX, QUEBEC

LMC Expo

3M

3m.com/sanding, 3m.com/wallrepair

American Hardline & Lumber Insurance 28 americanhli.com

Angel-Guard Products 53 angelguardproducts.com

Arrow Fastener/Pony Jorgensen 28 arrowfastener.com, ponyjorgensen.com

Channellock 54 channellock.com

Fluidmaster 5 fluidmaster.com

Gordon’s USA 7 gordonsusa.com

Great Northern Equipment Dist. 43 gnedi.com

Hardlines Distribution Alliance 33 hdaworks.com

House-Hasson 41 househasson.com

Howard Products 52 howardproducts.com

itape.com

Orgill Winter Online Buying Event

November 4-17 | VIRTUAL

Epicor’s Leadership Summit

November 18-20 | LAS VEGAS, NV

ISSA Show North America

November 19-21 | LAS VEGAS, NV

House-Hasson Winter Dealer Market

Jan. 31 - Feb. 1 | NASHVILLE, TN

Lancaster 2025 Buying Show

Jan. 31 - Feb. 1 | ORLANDO, FL

October 23-25 | PHILADELPHIA, PA Scan the QR code to see our full list of events.

EDUCATION

Coaching the Coach

NHPA’s Foundations of Retail programs offer leadership training for employees at all levels of the operation. Learn more at YourNHPA.org/foundations. LAST WORD

EXPERT INSIGHTS

Meet Rob

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

The Critical Elements of Leadership

I’ve had the great fortune of both giving and receiving coaching and mentoring throughout my life and career, but I’m not sure I realized just how valuable those two activities were until the last decade. Life and work can be overwhelming at times. It’s encouraging to have a network of people you can turn to in those valleys, but also in the peak moments and everything in between.

I’ve had various mentors in different stages of my life: My parents during my formative years, my high school baseball coach during my “learn to be a team player” years, a college professor and future supervisor who helped me find and shape my passion and purpose, an experienced store owner I could call when I owned my home center, a seasoned colleague who helped me navigate the politics of working in a university and our university’s baseball coach who has guided me through some challenging times and also encouraged me to simply “keep investing in people” as a leader. I also currently have a handful of friends I’d call mentors and coaches I can turn to in various situations. None of these relationships were or are formal, though formal mentoring programs can be a great jumping off point.

Of course, mentors coach a person, but coaching relationships can also be born from formal relationships. For instance, a good manager will be your coach. They’ll guide you and mentor you while respecting and valuing your individuality and your unique style and talents. Further, we also know from contemporary work relationship research that top-down authoritative relationships rarely work anymore.

Instead, two-way relationships where the employee can “coach up” their supervisor are becoming more effective than transactional arrangements. Managers typically offer a wealth of experience to these relationships, but they can also be coached regarding current trends, changes in technology (think AI), the pulse of the workforce and customer base and meeting the needs of the individual employee.

I loved how Arthur Greeno, owner of two Chick-fil-A franchises and a marketing firm, shared at the Independent Home Improvement Conference that his operation’s secret sauce is love—as he said, “Serve your team and they will go above and beyond.” Part of loving them is investing your time to help them grow, but an equal part is giving them a voice and an open invite to coach you too. Remember, feedback is a gift, and coaching and mentoring relationships are really just a form of feedback and investment in others.

Email rmathews@bsu.edu

LinkedIn Dr. Rob Matthews

Coaching and mentoring relationships can come from anywhere and will evolve naturally. The key is to engage with a wide variety of people in and out of your field of work and learn to build rapport. Coach and be coachable. Be available, be vulnerable, be a sponge and share when you think it may be helpful.

I am grateful for the groups and events that connected me to people who later evolved into mentors. The North American Hardware and Paint Association provides excellent opportunities to connect, including conferences, leadership development, training programs and roundtables. Take advantage of those, but also get involved with your local community, in your church and with the business world. Simply meeting people will open doors to mentoring and being mentored you may have never otherwise dreamed possible.

Dr. Rob Mathews

Assistant Teaching Professor of Management and Leadership

Executive

Director

of Entrepreneurship Center, Entrepreneurial Leader Institute Ball State University

Efficient Service, Dedicated Operators

COMMITTED TO THE LAST MILE

Our Fleet, Our Drivers

Orgill’s commitment to getting products into your store is paramount. Our modern, private fleet of 400+ trucks are all driven by Orgill employees. Not only do our drivers keep things running smoothly, but our operational model controls our expenses and we pass these savings along to our dealers.

We’ll go the extra mile for you. Contact us today.

Invest in Your Team’s Success

Leadership Essentials

Empower your team to understand their leadership strengths, fostering personal growth and setting the stage for effective leadership within your business.

Leading Your Team

Supply your managers with advanced skills in team building, communication, and performance management, enabling them to lead high-performing teams that drive store success.

Financial Management

Equip managers with the financial insights and skills to navigate the financial framework of a successful business and make data-driven decisions from key sales drivers, retail metrics and analyses.

Mentoring

Build future leaders from within by providing your team with the expertise to mentor effectively, fostering a culture of growth, guidance, development and mentorship.

Merchandising Management Tactics for Store Operations

Prepare retail professionals with essential merchandising management and store operations strategies to drive sales and enhance store customer experience.

Merchandising Management Strategies for Buyers

Elevate the expertise of your experienced managers and buyers with advanced training in buying and merchandising,

impactful improvements

performance