Hardware Retailing December 2024

Congratulations to all our new 2024 Certified Hardware Destinations !

Stone’s Home Centers

“We like the ‘hands on’ appeal of having a regular salesman visit. We feel confident that our fastener section is being taken care of so that it doesn’t require a great deal of purchasing attention. They’ve been an excellent partner and we’re proud to carry their line.”

Provision Ace Southern Pines

“The partnership that we have formed with their team from the first time we met, has been something special. The hours they spent listening to our needs and creating the ideal ‘stop in shop’ of fasteners was impressive. Their packaging, presentation and selection are the best, without comparison, so the choice was easy- Midwest Fastener.”

“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.”

“The partnership with Midwest Fasteners has been truly invaluable for TNT Ace Hardware. Their cutting-edge setup and ongoing collaboration have been instrumental in our ability to deliver unparalleled quality and variety to our customers.”

“We’ve been in this industry for 46 years, we pride ourselves on carrying inventory that you can’t get at the “big box stores”, it’s one of the things that sets us apart. We consider ourselves experts in old school quality and service, carrying Midwest allows us to provide our customers with an outstanding selection of quality fasteners.”

“The support from Midwest, in our store, is top notch. Our rep, Katie, is amazing. She takes care of everything so that all we have to do is put the order away and sell. Our partnership with Midwest has helped us become the premier fastener destination in the state. Customers come from far and wide, knowing we will have the fasteners they need, Bypassing the big box stores that ‘have everything’. “

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

NHPA@YourNHPA.org YourNHPA.org

OUR MISSION

CONNECTIONS Follow Us Online

Creating Communication HEADQUARTERS

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 JANUARY

Crossed wires of communication can wreak havoc on your relationships with your employees and their connections as coworkers. Next month, hear from two retailers who have made productive communication a priority in their operations and share their best practices and insights into how to communicate more effectively across the board.

Hardware Retailing (ISSN0889-2989) is published monthly by the North American Hardware and Paint Association, 1025 East 54th St., Indianapolis, IN 46220. Subscription rates: Hardware Retailing (Payable in advance): U.S. & possessions $50/year. Canada $75/year. All other countries $110/year. Single copy $7. The Annual Report issue can be purchased for $30.

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

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

All editorial contents © 2024 North American Hardware and Paint Association. No editorial may be reproduced without prior permission of the publisher.

REPRINTS: For price quotations, contact the Editorial Department at editorial@YourNHPA.org. Printed in the U.S.

EXECUTIVE STAFF

PRESIDENT & CEO

Bob Cutter

CHIEF OPERATING OFFICER & PUBLISHER

Dan Tratensek

CHIEF FINANCIAL OFFICER & EXECUTIVE VICE PRESIDENT, BUSINESS SERVICES

David Gowan

EXECUTIVE DIRECTOR OF CONTENT

DEVELOPMENT & EXECUTIVE EDITOR

Scott Wright, swright@YourNHPA.org

CONTENT AND PRODUCTION

317-275-9400, editorial@YourNHPA.org

MANAGING EDITOR

Lindsey Thompson, lthompson@YourNHPA.org

MANAGER OF MARKETING AND PARTNER RELATIONS

Austin Vance, avance@YourNHPA.org

NEWS AND DIGITAL EDITOR

Jacob Musselman, jmusselman@YourNHPA.org

CONTENT DEVELOPMENT COORDINATOR

Annie Palmer, apalmer@YourNHPA.org

LEAD GRAPHIC DESIGNER

Autumn Ricketts

MARKETING AND DESIGN SPECIALIST

Olivia Shroyer

PRODUCTION & DESIGN ASSISTANT

Samantha Mitchell

SALES & PRODUCTION ASSISTANT

Freda Creech

OPERATIONS COORDINATOR-ADVANCED EDUCATION & TRAINING

Amy Hayes

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

In case you missed it, we’ve compiled the biggest operational stories from 2024 with quick takeaways from each piece for you to apply to your operation as you prepare for 2025. Plus, see the industry events and other highlights that defined the year.

22 PRODUCTS

The new year is always a good time to start planning your product strategy. Whether you’re looking for new vendors to expand existing categories or you want to branch into something completely new, this guide should be a key component in your research process. The 2025 Hot Products Buying Guide features products from across the spectrum of core categories and

84 INDUSTRY NEWS

From industry-shaking acquisitions to store milestones, this year brought massive amounts of change to businesses both large and small. Read excerpts from the 10 biggest news stories that impacted the industry in 2024.

98 OPERATIONS

A Line of Defense

Learn how to educate yourself on the common cybersecurity threats and mistakes to course-correct and transform your cybersecurity programs from a niche IT responsibility to an all-hands-on-deck, companywide mission.

90

specialized departments. Use this guide to fill out your assortments for 2025 and stay up to date with all of the industry’s latest product trends.

Subscribe to Hardware Retailing e-newsletters at YourNHPA.org/subscribe to stay tuned into more product innovations and trends all yearlong.

OPERATIONS

Surpassing Service

Independent Home Improvement Conference

keynote speaker Arthur Greeno shared his “secret sauce” for achieving high-caliber customer service based on his experience as the owner of two Chick-fil-A restaurants in Oklahoma.

102 CATEGORY SPOTLIGHT

Lighting a Spark

From providing in-depth product knowledge to offering customized services to curating product selection, discover how retailers have powered up their electrical departments to bring in new customers, build loyalty and increase sales.

96 RESEARCH

The Data Is In

See how the independent channel performed in Q3 based on the data from the latest edition of the Independent Retail Index, which includes input from retailers of all sizes from across the country.

110 CATEGORY SPOTLIGHT

Beyond the Basics

Going beyond the core categories in your store is crucial for your success. As you consider what niches best suit your operation, see how these retailers found success with niche categories in their businesses.

EDITORIALLY SPEAKING

CONNECTIONS

Send Lindsey a Message lthompson@YourNHPA.org

Lindsey Thompson

“These retailers make their communities, the independent channel and this world a better place.”

FROM THE EDITOR

Cheers to Another Year

I LOVE MY BIRTHDAY. For 364 days a year, I shy away from the limelight, but on that one day—February 18—I adore the attention. My husband’s birthday is the day before mine, and he always jokes that he gets one birth day while I get a whole birth month.

I also love other people’s birthdays and making them feel extra special on their special day. For our children’s birthdays, my husband and I decorate their bedroom doors with streamers, signs and balloons, plan special meals and make a big fuss over them. I still send handwritten birthday cards to family and friends and love the opportunity to pick out just the right birthday gift for someone special. While it’s true we should celebrate those we love everyday, birthdays provide a stage to acknowledge what makes them so great and give thanks for them being in our life.

My love for birthdays makes me extremely excited for a big celebration taking place in 2025. Next year, the North American Hardware and Paint Association (NHPA) will celebrate 125 years serving the independent channel. While I won’t be able to send NHPA a card or decorate its bedroom door, I will get to celebrate what makes NHPA great, including its mission focus:

Educate. NHPA provides retailers with best practices, industry insights, helpful resources, informative online courses and college-level programs to educate themselves and their employees at all levels.

Advocate. NHPA serves as a collective voice for independent retailers across the industry, advocating on behalf of retailers by maintaining close ties with industry distributors and manufacturers.

Associate. NHPA gives retailers across North America opportunities to come together to meet one another, discuss challenges, create solutions and share ideas and best practices.

What a privilege it is to get to educate, advocate and associate for the incredible home improvement retailers who make up our industry. I love so many aspects of my job, but my favorite part is getting to meet and work with retailers and share their stories of hard work, perseverance, family and community. These retailers make their communities, the independent channel and this world a better place. When we celebrate 125 years as the industry’s trade association, we’ll be celebrating the retailers, vendors and wholesalers who have built the channel alongside us. As we look forward to 2025, I hope that you’ll join me in wishing NHPA the happiest of birthdays.

I’ll bring the decorations and a card!

Lindsey Thompson Managing Editor

TAKING CARE OF BUSINESS

CONNECTIONS

Send Dan a Message dant@YourNHPA.org

Dan Tratensek

“By revolutionizing the way consumers and contractors purchased their home improvement products, Marcus threw down a gauntlet to the entire retail channel.”

FROM THE PUBLISHER

Pushed to Improvement

THERE’S AN IDIOM that has always resonated with me, and as I age, the saying takes on even greater meaning: “Smooth seas never made a great sailor.”

It’s a simple sentiment that finds its roots in a much more complex stoic philosophy, one that welcomes adversity in life as a way to improve oneself.

About midday on Nov. 5, as I sat down to write this column for this issue, I learned that The Home Depot co-founder Bernie Marcus passed away at the age of 95.

Marcus represented a lot of things in this world and particularly in this industry. He was a visionary who, together with his co-founder Arthur Blank, not only changed the landscape of home improvement retailing but the nature of retail itself.

Marcus and Blank’s brainchild, a home improvement warehouse that is open to the public, helped spur the do-it-yourself movement that took root in the U.S. back in the 1990s and helped shape the industry as we know it.

To many, Marcus was also an antihero. Sure, he was a visionary, but the proliferation of his big-box stores across the U.S. sealed the fate for many small businesses that couldn’t compete with the size, scope and leverage Home Depot wielded.

Like most people who have made a major impact on society, the reality of Marcus’ legacy is more complicated than a simple portrait of an innovator or a ruthless competitor.

One thing is certain—the wheels Marcus and his partners set into motion with the launch, growth and evolution of Home Depot forced small business operators in our industry to become better merchants. The calm seas any home improvement retailers were navigating prior to the launch of Home Depot quickly disappeared.

By revolutionizing the way consumers and contractors purchased their home improvement products, Marcus threw down a gauntlet to the entire retail channel.

Independent retailers had to focus on competing against stores with massive selections, low prices and streamlined operations, and for the most part, they have.

Retailers learned to double their efforts to fill the gaps left by Home Depot. They would focus on personal service, market-focused selections and convenience. Unlike many other industries that saw the virtual extinction of small, independent proprietors, in the hardware channel, the emergence of Home Depot made all retailers better.

As we remember Marcus and his contributions to this industry, let’s not forget the role he played in making all of the retailers in this channel better and ensuring they are equipped to navigate whatever seas might lie ahead.

Dan M. Tratensek Chief Operating Officer & Publisher

PRODUCT VIEWPOINT

Jacob Musselman

“Local products can be an easy way to mix up your product assortment and low-risk opportunity to expand your selection.”

FROM THE EDITOR

Step Out of Your Comfort Zone

DON’T BE AFRAID to try something new. This is something that I should’ve told myself when I was younger.

For years, I had a limited diet consisting of chicken nuggets, spaghetti and other foods that 6-year-old Jacob enjoyed and nothing else. In hardware terms, I had the basics in the core categories, but I didn’t have any niche departments or services. The older I got, the more I branched out and tried new foods. Ultimately, trying new things has served me well and opened my world to amazing food from around the world that younger me would’ve never dreamed of eating.

As a store owner, don’t be afraid to try something new when it comes to your product selection. Bringing in new products is like trying new foods—you may have the meat and potatoes, but if you’re not looking outside the core categories, you won’t discover foods like tikka masala or squid ink pasta.

Local products can be an easy way to mix up your product assortment and low-risk opportunity to expand your selection. Adding a diverse local product selection is key but getting feet in the door is the next, and arguably more important, step in trying something new. Your customers won’t care if you have a new selection of local hot sauces or handmade products from a local artisan if you don’t give them a reason to come into your store to try these new products.

Earlier this year, I visited McGuckin Hardware in Boulder, Colorado, and was blown away with the amount of options the store had in its sauces and seasonings. What McGuckin does differently is, in addition to its best sellers, it stocks a variety of locally made sauces and seasonings, which as somewhat of a home chef myself, I enjoyed. McGuckin Hardware goes one step further and hosts occasional tastings, which bring people into the store, giving them a reason to give the sauces and seasonings a try.

As you start buying for 2025, I encourage you to branch out and try something new in your product selection, whether locally made or just something you’ve never carried before. And take it even farther by getting creative and coming up with new ways to bring customers into your store to purchase these new products.

In this issue, we’re giving you a head start on finding new products with the 2025 Hot Products Buying Guide, which starts on Page 22. Plus, every issue of Hardware Retailing in 2025 will have a plethora of new products, and don’t miss the weekly Hot Products newsletter every Wednesday starting in the new year. I look forward to seeing what’s new in 2025 and can’t wait to share what I find with you.

Bon appetit!

Jacob Musselman News and Digital Editor

OPERATIONS

Know Your Value

Discover effective pricing strategies that cater to the needs of independent home improvement retailers at hardwareretailing.com/effective-pricing

EXPERT INSIGHTS

Meet Jim Facing Your Pricing Challenges Head-On

Jim Robisch has been working in the home improvement channel for over 40 years. He recently retired from The Farnsworth Group, where he was a senior partner and adviser focusing on retail research and consulting. He directed retailer and wholesaler services activities for the firm, including customer intelligence, brand image and positioning, market expansion, customer satisfaction, growth and strategic planning. Jim has worked with more than 1,000 independent retailers and over 50 of the top industry chains and the largest wholesale groups. He has evaluated over 1,000 trading areas and visited over 10,000 stores. In retirement, Jim remains active with consulting work and serving on numerous industry and non-industry advisory boards.

Many of the most difficult questions that dealers face involve pricing strategy. These questions have plagued retailers for years. With changing competitive dynamics and constantly evolving customers, pricing has become the most important retail mix component today.

Price shopping accelerated with the arrival of the big boxes. Now there is Amazon and a plethora of online alternatives. Today’s market is also influenced by an unpredictable economy and worldwide uncertainties, further driving price shopping.

In the past, independents were somewhat resistant to this price shopping. Industry veterans would say things like: “Customers expect us to be high priced, let’s not disappoint them!” So tragic. Those who didn’t subscribe to this flawed philosophy seemed to flourish. Those who believed that customers had not become price driven had a different experience.

Technology assisted shopping and price transparency are the new norms. Pricing and price position management are mandatory.

Inflation (and interest rates) are influencing where, what and if customers purchase. Casual price shoppers have become price driven. Consumers are maxing out their credit cards. Independents must take action.

“Take action with your current price strategy. Aggressively price monitor your competition and make changes as needed.”

Take action with your current price strategy. Aggressively price monitor your competition and make changes as needed. Suppliers can help with pricing guidance. Maximize your high/low pricing strategy to improve your price image. Be focused with your promotions and shout your price messages.

Offset price with your value. Be the best at what your customers really want. Find out how your customers get their information and adjust your communication accordingly and don’t forget in-store communications. Be creative with your promotions. Execute. Monitor your price position, evaluate and adjust your tactics.

Until next time.

Jim Robisch Senior Partner & Adviser, Ret. The Farnsworth Group

RETAIL OPERATIONS

TRAINING

Teamwork Connections

Learn how to use Everything DiSC® to create a more engaged and collaborative workforce at YourNHPA.org/disc

Meet Jared

Jared Brown is the director of business intelligence for The Aubuchon Co. He has a degree in kinesiology and biomechanics from Miami University and came to Aubuchon in 2015 from the banking world. Jared grew up in Ohio and moved to Massachusetts in 2012, where he currently lives with his wife and daughter. At Aubuchon, he is involved in inventory planning and forecasting, margin management and retail pricing and process improvement and operations. Jared has been integral in streamlining and modernizing Aubuchon’s inventory management strategies after the company closed its distribution operations and transitioned to a supplier-based model.

We’re All in This Together

Navigating the world of hardware retail, I’ve come to realize that managing conflicts, especially with vendors, salespeople and your own team, is not just part of the job—it’s an art. Whether you’re dealing with a change in sales mix, unexpected problems with a product line or personnel performance, it’s rarely you against the “person responsible.” It’s both of you against the problem.

One of the common, instinctive approaches is to address the problem head on, which usually means talking to the responsible person. Now, depending on your angle of approach, this can feel like an attack to this person. Immediately putting someone on the defensive is like drawing a line in the sand. You’re positioned opposite this person instead of alongside them. I’m certain we’ve all been on the receiving end of this too, where someone comes in hot and fast to address their concern with something you worked on. It doesn’t feel good, and you spend more time breaking down these walls and getting to the issue than you do working on the solution. Context matters. Tone matters.

Over the years, I’ve used this phrase more times than I’d like to count, and it’s often my last resort to get a little support: “S—t flows downhill, and we’re both here at the bottom.” It’s usually when I’m down to the 11th hour, reaching out to people I’ve never met, looking for a little support from someone else with skin in the game. I’m not sure why, but some of my closest friends and allies have been made in these times.

I could have approached those moments like a traditional you versus me conflict, but instead, I took away the fight by taking away the adversary. A much stronger fight is us versus the monster.

Perhaps it’s the fear of failure or the shared desire to not let people down that unites us, especially in the hardware industry. The last four years have indeed been a whirlwind of challenges: tariffs, COVID, vanishing manufacturers and mounting wage pressures. These hurdles have continually tested our resilience and adaptability. You’d think, with all these curveballs, our collective batting average would have improved by now. And in many ways, it has. We’ve learned that we’re all in this together—striving to serve our customers, support our communities and safeguard our bottom lines.

It’s in these trying times that the true essence of collaboration shines through. We realize that what truly matters is not how fiercely we can argue our point, but how effectively we can work alongside others to navigate these rough waters. This approach not only helps us tackle the immediate challenges—be it poor sales or a misunderstanding with a vendor—but also fosters a sense of unity and partnership.

Jared Brown Director of Business Intelligence The Aubuchon Co.

RETAIL INNOVATION

TRAINING

Build Up Strong Leaders

Gain actionable tools for your rising leaders through NHPA’s Retail Management Certification Program. Learn more at YourNHPA.org/rmcp

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.

CONNECT

Email rmathews@bsu.edu

LinkedIn Dr. Rob Mathews

Lessons Learned From Fall Ball

Ifound myself engrossed in the MLB World Series. Despite not having a dog in the fight, I found the matchup between traditional titans—the New York Yankees and Los Angeles Dodgers—with all of their star power fascinating. The Dodgers dominated the series out of the gates, winning the first three of the best-of-seven fall classic. However, the Yankees woke up in dominating fashion in Game 4, winning 11-4. They continued to stay hot early in Game 5, taking a 5-0 lead in the opening innings.

But then the unthinkable happened. New York self-destructed in the fifth inning, giving up five unearned runs with two blatant fielding errors and a third mental error by two experienced players. In those moments in the fifth inning, everything changed for the Yankees. All of the momentum they had captured in the last 14 innings was gone. The Yankees looked defeated the rest of the game, while the Dodgers took advantage and won, closing out the series and the threat of the Yankees getting hot again.

Business lessons are aplenty in this story. Failure and mistakes happen—our reaction to them is key to getting momentum and positive results back on our side.

Diagnose the lapse of focus. It’s important to diagnose the lapse of focus that led to a costly mistake. What made Aaron Judge drop that routine fly ball that started the meltdown? We may never know, but rational conversations based in strong relationships are important in being honest about what happened, how we bounce back and how we course correct. It’s equally important to reiterate the many successes and positives your teammate in error brings to the table. The dropped ball was not the norm. If it becomes the norm, however, you will have to consider making changes.

Ride the hot hand. The Yankees rode the bottom of the lineup in youngsters Anthony Volpe and Alex Verdugo to get back into the series. The Dodgers rode proven veteran Freddie Freeman. You’ll have employees who surprise you. Ride their energy, give them due credit and let them have the stage. The more I mature as a leader, the more excited I get about my teammates getting the attention they deserve for their outstanding work. The more each person on your team can feel the excitement of being a key cog in meaningful purpose for the business, the more you get their full attention and commitment.

Experience matters. Know who can handle the pressure, but also coach people up for those moments and give them experience, even if it means taking some lumps in the interim. Aaron Judge is a spectacular player, but his postseason woes were obvious. But you don’t give up on a player like Judge. He was put in the situation, made some strides, had a setback and will likely be better for it in the future.

Acknowledge mental and physical fatigue. The MLB season is long. It’s a grueling run both mentally and physically. Mistakes are understandable. Translate this to your business. Retail is tough, and has become especially grueling between increasing consumer demands and changes in workforce culture since the pandemic. We rely on our top performers now more than ever. They’re fatigued emotionally and physically like never before, so it’s paramount we acknowledge this, reward them, show them grace and encourage them without ceasing.

Mistakes can be frustrating. It’s important to remember they are typically just blips on the radar. So, ask yourself if it’s a recurring theme or a relatively benign low point outweighed by countless other productive moments for the employee or team. Lead with decisiveness, grace and encouragement. Make corrections as needed. Love your team. Build relationships of accountability with them.

Dr. Rob Mathews

Assistant Teaching Professor of Management and Leadership

Executive Director of Entrepreneurship Center, Entrepreneurial Leader Institute

Ball State University

EDUCATION

Ready for What’s Next

Gary Pittsford shares the four buckets for financial security all young retailers should know at hardwareretailing.com/stay-the-course.

Meet Gary

Gary Pittsford has helped hundreds of family business owners with valuations, exit planning, estate documents, retirement income security and net worth protection. Gary served as president and CEO of Castle Wealth Advisors, which was acquired in 2021 by Creative Planning to form a new division providing services for corporations, LLCs, family limited partnerships and others across a range of industries. Creative Planning Business Services offers expanded services for business owners. Gary retired from Creative Planning in December 2023 and now functions as a consultant, continuing to work with business owners nationwide.

gary@castleconsultingco.com LinkedIn Gary Pittsford

EXPERT INSIGHTS

Financially Staying the Course

In August, the North American Hardware and Paint Association (NHPA) recognized its 2024 Young Retailer of the Year honorees at the Independent Home Improvement Conference. In light of that celebration, I want to cover a few important financial topics for all young retailers, whether they be the next generation buying out their parents or a young employee who wants to own a retail hardware operation.

According to data from the NHPA Cost of Doing Business Study , a typical hardware store with about $3 million in sales has a return on net worth of about 22%. For a high profit hardware store with about $4 million in sales, the return on net worth is about 46%. These are excellent returns for any business owner. Most asset managers on Wall Street do not average 20% a year on the investments that they manage. They would kill to make 20% per year for their clients.

The retail hardware industry is old and well-established. Stores tend to do well when the economy is great and when the economy is bad. If you are buying an existing store then you have the immediate advantage of having an existing inventory, lots of equipment, well-trained employees and a loyal customer base.

Over time, most young retailers will grow the company by adding more retail space to their existing building or possibly buying another hardware store and adding more stores in the future. Over the last 10 to 15 years, the number of store owners who have added multiple locations has grown rapidly. Well-trained store managers, better computers and better software makes this growth a little easier.

As you grow your business, strive to make smart financial decisions. You need at least three people on your business advisory team to help you. One of these advisers should include an excellent accounting firm that’s large enough to provide great accounting advice every year as tax laws continue to change.

Second, you need an excellent corporate attorney who works with family-held businesses and helps those owners with buying and selling decisions every month. And third would be a fee-only business financial adviser who can help you make financial decisions with the profits you make every year and work with the attorney and accountant to protect your business and your family. To find these well-trained business advisers, you may have to go to a larger firm located in a bigger city.

Besides the financial rewards of running your own retail hardware operation, most of you will also benefit from helping your community, your favorite local charities, your employees and your family.

For most young individuals with that driving entrepreneurial spirit, owning and growing your own company is always a better choice than going to work for some big corporation and being an employee in one of many departments.

Best of luck to all of you in the future.

Gary Pittsford Partner & Chief Valuation Officer (ret.) and Consultant

Creative Planning Business Services

Real-Life Training

NHPA offers Foundations of Retail Program courses to help managers and key employees understand the key concepts of leadership, personal development, merchandising and more. Learn more at YourNHPA.org/foundations

Meet Tony

Tony Corsberg’s nearly 45-year career began as a stocker at Friedman Bros. Hardware in Santa Rosa, California. He eventually served as vice president of merchandising, where he spearheaded the rebranding initiative that created Friedman’s Home Improvement, which today operates four large-format home centers with lumberyards in northern California. Tony retired from Friedman’s in 2018 and later started his consulting firm Merchant5 Advisors, guiding independent retailers in merchandising initiatives. In 2022, he was integral in the development of NHPA’s Foundations of Merchandising Management program.

Email tonycorsberg@gmail.com Merchant5.com

Managing vs. Merchandising Promotional Space

In previous columns on merchandising management, we covered the 5P Recipe of Merchandising philosophy, the importance of supply chain management and effective assortment planning. Promotional space management is the next critical piece. This is timely as the North American Hardware and Paint Association (NHPA) is currently conducting its third study of Merchandising for Profit with participating independent retailers. The purpose of the study is to quantify the sales lift generated by different merchandising techniques in several promotional spaces. The study originated in 2002, was repeated in 2016 and the 2025 study will be unveiled at the National Hardware show in March 2025.

In the NHPA course, Foundations for Merchandising Management, the promotional space management segment probably gets the most traction with students who implement what they learn in their stores. So why the buzz about promotional space?

One of the most economical ways to increase sales is by increasing the average transaction value with the customers already in the store. When promotional spaces are managed with purpose and intent, and not just randomly merchandised, these spaces will provide those positive results. The retailer creates a more complete shopping experience for the customer, while meeting the overarching objective of merchandising management to optimize the performance of the inventory and the retail floor space.

Promotional spaces include store entryway, endcaps, stackouts, dump bins, sidekicks (wing panels), clip strips, satellite displays, four-way gondolas, service counters and checkouts. These spaces provide an opportunity to motivate impulse purchases while customers navigate the store. Each of the promotional spaces needs specific guidelines regarding the right product assortment, value pricing and presentation standards to accomplish these objectives, while being consistent with the overall merchandising strategy of the retailer.

Effective promotional space management is being done every day in this channel. Many retailers determine three to 12 market-specific selling periods. They partner with key vendors within the supply chain ecosystem to plan and execute the right product assortment and pricing strategies and coordinate with relevant marketing campaigns months in advance. These retailers have intentional strategies with specific guidelines and expectations.

They also measure the performance of these spaces to continually improve the execution tactics in the future. This management approach will increase sales by raising average transaction values, creating a more complete shopping experience for both the customer and retailer. The promotional spaces are there, the inventory is available and the execution puts it all together. It’s that simple.

Tony Corsberg Founder Merchant5 Advisors

FOCUS ON THESE AREAS

Checkouts

Queuing checkouts are all the rage these days. Take low-profile fixturing, up to 60 inches tall, to create an easy to navigate valley of assorted merchandise such as snacks, incidentals and consumables that appeal to a large audience. Choose low price points for that grab-and-go purchasing decision.

Power and Main Aisle Endcaps, Stackouts, Dump Bins and Four-Way Gondolas

This is a communication superhighway to share the retailer’s value proposition with relevant merchandise and value pricing, all presented for an easy-to-process purchasing decision to be made right now. Don’t overcomplicate the assortment. Less is more, and one SKU can be best in these spaces. And shout out a great deal that is only available for a limited time.

Free-Standing Satellite Displays

Be intentional with the placement of these factory supplied displays. Don’t clutter the shopping environment or obstruct the traffic flow with randomly placed displays that get in the way or are placed wherever without purpose and intent people.

Service Counters

These include contractor desks, paint counters, information desks and others. Products should relate to the customer’s time at these service counters, be priced accordingly and be impulse oriented with a “of course I could use this” decision process. Again, the placement of the product should be intentional and not just clutter on the service counter.

Entryway

I refer to this as the “Wall of Values.” It is the first thing a shopper sees after transitioning through the decompression zone just inside the front door. Greet the customers with an impactful presentation of the right merchandise relevant to the retailer’s brand, priced to communicate value or urgency and a presentation that sets the stage for the rest of the store. Don’t greet customers with some stack of miscellaneous special buys, clearance specials or a service counter. Impress them with merchandise.

Sidekicks and Clip Strips

Keep these simple too—a single item or single price point works best. Make it easy for the customer to process and recognize the product and how it is relevant to the destination “host” product in the area and price it for a grab-and-go purchase decision.

RETAIL INNOVATION

OPERATIONS

More Must-Track KPIs

Hear from two retailers who used their KPIs as a starting point for addressing challenges in their operations at hardwareretailing.com/financial-check-up

Meet Gina

Gina Schaefer is the founder and former CEO of 13 hardware stores in Washington, D.C., Baltimore and their suburbs. She and her team of 300 have helped millions of customers shop right where they live, in their urban communities, despite continuous pressure from bigger, stronger competitors. Gina is a professional speaker and storyteller, engaging audiences on topics, including competing in a male-dominated field, building a strong corporate culture, business succession planning and all things small business. In her book, “Recovery Hardware,” Gina chronicles her experiences building a business while learning from nontraditional teachers like folks from the recovery community and returning citizens. She serves as an advocate and spokesperson for causes directly related to raising wages, antimonopoly legislation and small business development.

CONNECT

Email Gina@ginaschaefer.com

LinkedIn Gina Schaefer

Scan the QR code to learn more about Gina’s work to promote small businesses and second chances.

RETAILER INSIGHTS

Retail Accounting 101

When I launched our first store in 2003, I knew that managing “the numbers” wasn’t going to be my strong suit. I also knew that it was vital to start off on the right foot and to lay the foundation of a financially strong business that was being built to last. Fortunately for me, my husband Marc joined the business shortly after we opened and made accounting his priority. This month, I sat down with Marc to get his best advice about healthy retail accounting practices and his answers are reflected below.

Top 2 KPIs to Track

Marc did not hesitate to list his top two “must-dos” when it comes to managing key performance indicators (KPIs).

1. Sales per payroll hour

We know that payroll costs will continue to rise, so tracking sales per payroll hour (SPH) is the tool we use to ensure efficient and productive teams. The simple formula of dividing sales by payroll hour, adjusted monthly, ensures we are not overspending. We follow local guidelines for minimum hours per shift, scheduling laws and overtime rules to balance out this very important metric. Our store managers are responsible for SPH implementation.

2. Profit margin

Maintaining a high gross margin dollar number via our pricing structure is one of the best levers we have for success. This year we implemented a fine-line review of our prices utilizing Margin Master with the intent of identifying opportunities to raise and lower prices. Our intent, a 1% gross margin increase, was achieved within six months, resulting in a $260,000 margin gain.

What Pitfalls Can We Avoid

I asked Marc about the biggest pitfalls retailers face in their finance departments, and he had one overarching recommendation for all of us.

He said: “For many of us, 70% of our expenses are our cost of goods and payroll dollars, yet we disproportionately focus on the bottom 30%, trying to make an impact with line items that represent 2% or less of our expenses, things like trash and recycling services, credit card fees, marketing costs, etc.”

To counteract this, he recommends we first concentrate on that top 70% and get those big ticket items right. Then we chase the smaller buckets, which will effectively add up to a bigger, stronger organization.

“Don’t chase pennies until the dollars are in order,” was his closing advice.

Get Your Team Involved

We bonus our team on the stuff they have control over. This structure reflects the top KPIs, particularly sales per payroll hour, rounded out by other metrics that may change annually. Marc doesn’t think it’s healthy or smart to focus solely on numbers to measure the health of our companies. Track and train on employee engagement scores, OSATs and customer feedback to build a strong organization. Make sure your whole team is involved and understands the process—the health and vitality of our businesses depend on it!

Gina Schaefer Founder and Former CEO A Few Cool Hardware Stores

RETAIL

Loss Prevention Basics

Give your team the tools to protect your operation with NHPA Basic Training. Learn more at YourNHPA.org/academy or email us at nhpa@YourNHPA.org to determine your membership status.

Meet Jim

Jim Close is a loss prevention professional with 24 years of experience working with independent home improvement retailers. Prior to working in loss prevention, Jim was an investigator with a major metropolitan law enforcement agency. He also teaches loss prevention in NHPA’s Retail Management Certification Program, and he helped develop NHPA’s Loss Prevention online training program.

CONNECT

Email jim@rmslp.com

LinkedIn Jim Close

EXPERT INSIGHTS

An Internal Theft Method Most Miss

In the previous article, we looked at some of the most common methods dishonest employees use to steal. The focus was primarily around fraudulent register transactions. In this article, we will examine an often-overlooked way employees and sometimes customers use to steal. In some cases, the employee and customer work together to commit fraud using customer charge accounts or house accounts. Of all the cases of employee theft I have investigated over the years, charge account fraud tended to have the highest dollar amounts.

There are a few different ways an employee will use to steal using a house account. The first is straightforward: The employee will pick a high-volume customer who is in the store frequently. When that customer purchases items for a project, the store employee will add additional items to the order and steal the additional items. Once the additional items are out of the store, they can be re-sold online on websites like eBay or Facebook Marketplace. If you have customers who have orders delivered to them by your employees, this type of fraud is even easier to accomplish and harder to detect. A customer who purchases $6,000 a month from you most likely will not miss a few hundred dollars in extra charges a month, particularly if those items are things like cleaning supplies, paint or other items that are used in larger projects.

A variation of house account fraud involves a store employee, as well as an employee from a company on a house account. That house account employee will request additional items be added to an order without their company’s knowledge. The store employee will add the items to the order and then bill the customer’s account. In this case the house account’s employee will use the stolen items for side projects or sell them. In either case, the store employee is paid for providing the extra product.

The reason house charge fraud cases tend to have high dollar totals is because they are hard to detect. Most commercial accounts are given 30-day dating. A store may get an inquiry about what was ordered three to four weeks after the theft took place. Since most camera systems only store about 30 days’ worth of video, the chances of verifying what items were in the order or who may have signed for them is no longer available.

Further complicating things for the store owner is this type of theft creates a murky legal situation. Many owners I work with are surprised to find out that while they can terminate employment if an employee engages in this type of behavior, they cannot initiate prosecution because technically the store owner is not the victim of a crime, their customer is.

While there are no statistics that specially track this type of theft (it gets lumped into general employee theft statistics), I can tell you from 24 years of investigating employee cases that I have never investigated one of these cases that resulted in losses of less than $10,000.

Jim Close Managing Partner Risk Management Services Loss Prevention

RETAIL INNOVATION

RESOURCES

Tech Smart

Browse NHPA’s technology resources for best practices, insights, guides and more at YourNHPA.org/tools-and-guides/technology

Meet Adam

Adam Gunnett embarked on his journey with Busy Beaver Building Centers in 2015, starting as an IT specialist and holding the roles of director of IT and then director of IT & marketing, where he skillfully merged the technical aspects of IT with the creative demands of marketing. Most recently, Adam’s career trajectory took another turn as he was promoted to director of IT & business intelligence. In this latest role, he seamlessly integrates IT solutions with insightful business intelligence strategies, aiming to optimize both operational efficiency and market impact. Throughout his tenure with Busy Beaver, Adam has been pivotal in fostering a technology-driven environment. His unique approach ensures the company’s associates are equipped with cutting-edge tools, enabling them to focus on delivering legendary customer service while reducing the time spent on manual, repetitive tasks. This evolution in Adam’s career at Busy Beaver highlights his adaptability, technical prowess and visionary leadership in the ever-evolving landscape of IT and business intelligence.

CONNECT

Email agunnett@busybeaver.com

LinkedIn Adam Gunnett

RETAILER INSIGHTS

Implementing Intentional Internal Communications

In hardware retail, effective employee communication is essential for smooth operations and a positive workplace culture. Using intent-based communication mapping allows managers to categorize information by importance and urgency, ensuring the right message is delivered through the most appropriate channel. Here’s how to apply this approach in your store:

Need-to-know information includes time-sensitive, actionable tasks. In home improvement retail, this could involve inventory counts, daily sales targets or restocking schedules. Since this information directly impacts daily operations, it should be communicated quickly and clearly. Delivery mechanisms like task management systems or in-person huddles are ideal for these urgent messages. It’s crucial that employees understand the urgency and know exactly what action is needed to keep operations on track.

Evergreen information is long-term and foundational. This includes employee handbooks, company policies, seasonal product training guides and safety procedures. While not immediately actionable, this information is vital for the store’s overall success. Keeping this information easily accessible, such as in a shared online library or a physical binder in the break room, allows employees to reference it when needed without being overwhelmed by constant reminders.

Managers should ensure this information is periodically updated, particularly as new products or seasonal changes occur. For example, before a major sale season, reviewing promotional guidelines with employees can help prevent confusion and ensure consistent customer service.

Dialogue and discussion is about fostering collaboration and idea-sharing among employees. This could be brainstorming ways to improve store layout, product displays or promotion ideas. Informal channels like team meetings, group chats or suggestion boxes are great ways to encourage this type of communication. By using these less formal methods, managers can create an open environment where employees feel comfortable contributing ideas.

Nice-to-know information focuses on building morale and strengthening the team’s connection to the business. This could include congratulatory notes for reaching sales goals, recognition of excellent customer service or acknowledging work anniversaries and/or birthdays. For this type of communication, delivery mechanisms like bulletin boards, social media or companywide emails work well to spread positivity and build a sense of community.

By using intent-based communication mapping, home improvement retailers can tailor their communications to the situation and choose the most effective delivery channel. This structured approach ensures that critical tasks are addressed promptly, long-term information is always available, collaboration is encouraged and morale is boosted—creating a more engaged and effective team.

Adam Gunnett Director of IT and Business Intelligence Busy Beaver Building Centers Inc.

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

BUSINESS FOR SALE

Northwest Farm & Home Supply Co.

Location: Lemmon, SD

Gross Revenue: $3.21 million

The main building is a total 27,213 sq. ft. of retail and warehouse space on 4 acres. The main bldg. was constructed in 1994 with additions constructed in 2002 and 2004.

Single story with 22’ clear height in 11,459 sq. ft. of lumber warehouse, three grade level doors and two dock height doors.

BUSINESS FOR SALE

Hoosick True Value

Location: Hoosick Falls, NY

Gross Revenue: $1.26 million

Price: $1.875 million

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

SEEKING BUSINESSES

The Aubuchon Company

For our next acquisition, we are looking for:

• Single-store and multi-store hardware operations

• Located in northeast and southeast United States

• Store size of 5,000-30,000 ft 2

• At least $3 million in average store sales

SEEKING BUSINESSES

BUSINESS FOR SALE

Home Improvement Supply Store

Location: Missouri

Gross Revenue: $1.04 million

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

BUSINESS FOR SALE

Albrights Hardware & Garden Center

Location: Allentown, PA

Gross Revenue: $1.9 million

Price: $800,000

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

SEEKING BUSINESSES

Bolster Hardware

We are looking for:

• Geography agnostic

• With or without real estate

• Store revenues of $1.5M+

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

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

JOB LISTING

The Helpful Hardware Company

We are looking for:

• Single-store units in the southeast and multi-store groups with 3+ units nationwide

• Store size of 5,000 ft2-35,000 ft2

• Supplier agnostic

• Store revenue: $1.75M+

BUSINESS FOR SALE

Central Vermont Paint, Flooring and Decorating Business

Location: Vermont

Gross Revenue: $2.82 million

Price: $1.1 million

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

BUSINESS FOR SALE

Private Business

Location: Alabama

Gross Revenue: $2.21 million

Price: $649,000

BUSINESS FOR SALE

Private Business

Location: Pennsylvania

Gross Revenue: $1.6 million

SEEKING BUSINESSES

Gold Beach Lumber Yard

We are looking for:

• Single-store and multi-store hardware operations

• Located in the Pacific Northwest

• Store size of 5,000 ft2-30,000 ft2

Randall Lumber & Hardware, Inc.

Position: Hardware, Ranch and Feed Department Manager

• Annual Salary: $48,000-$55,000

• Bachelor’s Degree or 5 years of experience in similar role preferred

• Strong leadership skills and creative thinking are a bonus

TRENDS OPERATIONS

From Brick to Byte

Embrace these omnichannel strategies to find success in your brick-and-mortar location and with customers online. Learn more at hardwareretailing.com/omnichannel-strategies

Best

STUDY FINDS CONSUMERS WANT A WELL-BALANCED OMNICHANNEL EXPERIENCE

IN SEPTEMBER, Ryder System Inc. released its 2024 study, The Influence of Omnichannel Excellence on Consumer Behavior, which benchmarked consumer behaviors, preferences and expectations when shopping online. The study

found that consumers want a mix of online and brick-and-mortar shopping experiences. Finesse your omnichannel strategy and tap into these best practices to provide an engaging experience for your customers in-person and online.

of consumers shop in-store specifically because they enjoy the experience, up 21% from 2023

5 WAYS TO ENHANCE CUSTOMER EXPERIENCE

of consumers search for items on a mobile device while in a store

5 WAYS TO INCREASE ADD-ON SALES

1. Educate employees with product-specific training

2. Cross-merchandise across categories

3. Train employees to ask questions that start a conversation

31% want to learn more about a product

17% want to see other items frequently purchased with a product they’re considering

4. Use thoughtful signage that promotes add-on products

5. Share product information and add-on product suggestions online

TAKE THE FIRST STEP INTO 2025

Curate Your Product Assortment

With the new year just around the corner, now is the perfect time to start planning your product strategy. Whether you’re looking for new vendors to expand existing categories or you want to branch into something completely new, the 2025 Hot Products Buying Guide should be a key component in your research process.

The 2025 Hot Products Buying Guide features products from across the spectrum of core categories and specialized departments. From lawn care products to

Letter From the Editor

Spaint sundries to fasteners and hardware, you are certain to find opportunities to differentiate your business and show your customers that you have the variety and breadth they are looking for.

Use this guide to fill out your assortments for 2025 and stay up to date with all of the industry’s latest product trends. Don’t forget to subscribe to Hardware Retailing e-newsletters at YourNHPA.org/subscribe to stay tuned into more product innovations and trends all year long.

ince I’ve jumped back into the editorial realm this year at NHPA, I’ve loved seeing independent retailer’s tenacious pursuit of differentiators. Whether you are considering your big-box competitor down the road or you are responding to local customers’ requests for products, independent retailers are always seeking the perfectly curated product mix to draw customers to your business.

To help the independent channel in its pursuits, Hardware Retailing has committed to delivering new product information and trends to the independent channel for more than 120 years in the pages of our magazines and digitally through our newsletters.

The 2025 Hot Products Buying Guide continues this commitment to sharing the latest and greatest and features hundreds of new and unique products from 23 vendors that can help you set your operation apart. There may be brands you recognize, having stocked them for years. You’ll also find many new ideas throughout these pages, whether it’s a new launch from a trusted vendor or a brand new company that has just what you’ve been looking for.

I want to note that these companies are investing in this channel—and in this guide specifically—because they recognize the buying power of independents.

The time is right to explore this guide. Don’t forget to share it with your buyers and merchandise managers to be sure you don’t miss anything that could help your business stand out.

Scott Wright Executive Director of Content Development and Executive Editor

“Hardware Retailing has committed to delivering new product information and trends to the independent channel for more than 120 years.”

Cocono

20 Small Safe

Shown in Ivory (closed) and Graphite (open)

Cocono 40 Medium Safe

Shown in Graphite (closed) and Ivory (open with optional drawers)

Reliable Security

With three robust active bolts, two deadbolts, an impact alarm that blasts a 120dB alert as loud as a jackhammer if attacked and an included Anchor Kit, each Cocono fire safe is equipped to keep your things secure.

Robust Fire Safety

Cocono fire safes are certified fireproof for 90 minutes, tested to NT 017 - Paper 90 by the RISE Research Institute of Sweden. This rigorous, industry standard test confirms that the interior temperature of the safe will not exceed 177°C (350.6°F) for 90 minutes in the event of a fire.

Consistent Ease of Use

From the inclusion of both electronic keypad and biometric opening mechanisms to customizable drawers and shelving (on the Cocono 40), Coconos are designed to simplify security and organization. For more information, Visit coconosafes.com Email info@coconosafes.com Call 303-277-1795

The only safe on the market with a 90-minute fire rating, biometric and keypad entry and an alarm system as loud as a jackhammer. Available in three colors and two sizes with optional configurations.

Please call for other safe lines not shown. We have a wide variety of residential and commercial safes that we would be happy to discuss.

49413 – Klutch Electric Cement Mixer

The Klutch portable cement mixer features an easy-to-clean polypropylene drum with 3.5-cubic-foot drum capacity and 1.77-cubic-foot mixing capacity. The ½ HP 120V 5.3 amp electric motor delivers 1,720 RPM, and the mixer rolls on 13-inch flat-free tires that never need to be inflated.

Jrco Tine Rake Dethatcher

The Jrco front-mount tine rake dethatcher is available in multiple widths for commercial mowers, making it the perfect tool for spring clean-ups, dethatching and fall lawn care. Its patented tines remove thatch without harming turfgrass, while surface aerating soil for thicker, healthier lawns. Easy to attach with clevis pins.

MMXR-3221 – MudMixer Portable Concrete Mixer

The MudMixer® is the fastest and easiest multiuse mixer on the market. Featuring a fully-adjustable water input designed to be used with concrete, mortar or stucco mix, it quickly and effortlessly provides reliable consistency wherever it’s needed. The electric drivetrain has the power to chew through 40 bags of mix per hour.

GPE211005 – Brave MIXZR

The portable Brave MIXZR is designed for small jobs yet is built to handle the demands of the rental industry. Operate as a wheelbarrow design or stationery (stand included). It features large 11-inch flat-free tires and a 5.5-cubic-foot drum that is perfect for a variety of jobs.

For more information, visit gnedi.com, call 800-822-0295 or email sales@gnedi.com.

BRPPD20H – Brave Power Rake Dethatcher

The Brave power dethatching rake, powered by a Honda GX160 engine, features a 20-inch width and five-position depth control for optimal lawn care. It offers an ergonomic, folding handle and efficiently removes dead grass and debris to promote healthier lawns. Ideal for dealers and rental stores.

BRPPFP135H – Brave Forward Plate Compactor

This Brave forward plate compactor is the ultimate tool for all general applications, including landscaping, creating a subbase for sidewalks and various smallto-medium-compaction tasks. Delivering approximately 2,697 pounds of centrifugal force, it is perfect for compacting loose, granular soils. Its compact size ensures easy maneuverability around obstacles.

Great Northern Equipment Distributing Inc. (GNE) is a leading manufacturer and B2B wholesale distributor of top-quality power equipment, professional and DIY job tools, Honda engines and parts. Since we began in 1983, our commitment has been to understand our customers’ businesses and work together to develop a complete product and support solution. Headquartered in Rogers, Minnesota, GNE proudly stands as the largest Honda Engine distributor in the U.S. We also distribute over 50 lines of commercial quality power equipment, tools and parts to the reseller, rental and OEM markets.

K&M Replacement Seats

These top-quality, ergonomically designed aftermarket replacement seats include a wide range of bucket seats, seat tops, seat assemblies, air ride seats and mechanical suspension seats for application on various equipment such as compact tractors, lawnmowers, skid steers and UTVs. These seats are effortless to install, delivering convenience alongside exceptional quality.

MTC35H – Maxim Mini Tiller & Cultivator

The Maxim Mini Max tiller and cultivator is a portable machine that is ideal for small-to-medium professional and homeowner gardens. Prep your soil for planting by loosening and mixing hard soil in gardens. This machine also fits perfectly between rows for optimum weed control.

67969 – Strongway Appliance Truck

This heavy-duty Strongway two-wheel appliance truck features kickback swivel wheels for support and easily converts to a four-wheel truck. It has exceptional stair climbing ability and includes easy auto-rewind ratchet belt tightening for secure cargo hold. Great for transporting vending machines, appliances, safes, furniture and other large items. Easy to attach with clevis pins.

115069 – Powerhorse High Wheel Trimmer

The Powerhorse high-wheeled string trimmer delivers powerful 173cc performance for tough trimming tasks. Its 22-inch cutting swath clears large areas quickly, while the easy walk-behind design ensures smooth maneuverability on rough terrain. Includes a 10-pack of 4mm x 4mm trimmer lines for precise cutting efficiency.

115061 – Powerhorse Wood Chipper/Shredder

The Powerhorse wood chipper features a 9-inch chipper drum that feeds sticks and branches up to 5 inches in diameter into the double-edged steel cutting blades for easy chipping and shredding. It’s powered by a 420cc, 15-HP engine and features 16-inch tires and a 2-inch coupler for easy towing.

115177 - Powerhorse Gas Hot Water Pressure Washer

The Powerhorse hot water pressure washer delivers powerful hot water performance to clean oil, grease and grime two times faster than cold water. The propane-powered burner heats water up to 150 degrees in minutes. It features a lightweight design, pneumatic tires and simple connection to propane tanks to power the burner.

SaberDrive Deck Screw

Our flagship brand, SaberDrive, has been trusted by retailers, contractors and DIYers for over 20 years! The SaberDrive Deck screw has our premium coating—XL1500®, a proprietary coating that’s been tested by the (ICC) and has been shown to exceed the protection offered by hot-dipped galvanized fasteners. It is approved for use in exterior applications and ACQ lumber. Type-17 tip, serrated threads, cleanout threads, seating nibs and a star drive head type makes this deck screw reliable and consistent every time.

TorqueMaster Black Concrete Screws

When your concrete project demands the best, choose TorqueMaster for unbeatable performance. We were the first company to develop a blue star drive concrete screw, and recently, due to popular demand, our blue concrete screws are also available in black. Our DuraPro™ coating is approved for use in exterior environments and chemically treated lumber, providing exceptional corrosion resistance for long-lasting durability. TorqueMaster concrete screws have been evaluated by International Code Council (ICC) and code listed under IBC® and IRC®, and they have a Florida Product Approval for use in HVHZ, proving they can withstand the harshest conditions mother nature can throw at them.

SaberDrive Platinum Structural Lag Screw

When looking for lag screws for heavy duty applications, our SaberDrive Platinum structural lag is unmatched. Engineered with precision and designed for excellence, these screws offer a seamless blend of strength, durability and ease of use, ensuring your projects are completed to the highest standards. Equipped with our durable XL1500 coating, Type-17 Tip and more, this construction lag is the forefront of quality. We even beefed up the star drive for stronger bit-to-screw contact and had the head stamped for easy identification after installation. Our SaberDrive Platinum® structural screws are tested according to AC233 and AC257 standards for structural properties and corrosion resistance (ICC ESR #-4214), guaranteeing long-lasting performance in demanding environments. Meticulously designed to far exceed expectations of the industry.

Based in Kalamazoo, Michigan, Midwest Fastener is a family-owned hardware supplier that services customers all over the country, from Alaska to Hawaii. We have a long-standing reputation in the general and construction fastener aisle for being a knowledgeable, responsive and trusted partner for your hardware needs. We accomplish this through a fully customer-focused approach by offering quality products and keeping commitments. Our national sales force is dedicated to servicing local hardware stores, lumberyards and more. Your hardware is our business.

TV Wall Mount Hardware Kit

One of the top-selling kits available in today’s market: the TV Wall Mount Hardware Kit. This comprehensive 69-piece kit is compatible with most wall mounting brackets and major TV brands. Ideal for both home and commercial use, it ensures you have the right pieces on hand when those hard-to-find sizes go missing or when upgrading and relocating your TV. The universal replacement hardware kit is perfect for both flat and curved screens.

Project Master Kits

A contractor, DIYer or homeowner’s dream come true. Imagine everything needed for a project in a complete kit eliminating those frustrating trips for the one size you didn’t have. Now bigger, better and more complete kits are available by Project Master. Contractors are known to carry 3-4 different kits to cover all their needs for that day’s project. Homeowners can hang them in the garage for the next home repair or fun project—anyone can use them! Our kits have a detailed label with a clear description and outline exactly which size is where, plus helpful information such as pilot hole size recommendation. As the gold winner of the 2024 Innovations Award, Project Master Kits are the definition of what the modern hardware kit should be.

ChipKey Defender

Protect your high-tech car keys from theft with the ChipKey® Defender. This pouch blocks the RFID signal that car keys emit so thieves can’t capture and use the signal to steal your vehicle. The attached keychain keeps the pouch attached for easy use and also has a separate pocket to protect your credit cards. Whether you’re traveling or at home, keep your keys safe with the ChipKey® Defender!

Since 1935, Allway Tools Inc. has been, and continues to be, a leader in the paint sundry hand tools category. ALLWAY takes pride in its innovative and function-focused product offering and is confident its tools will enable you to work like a pro. ALLWAY products are available through all major paint and hardware wholesalers.

Please contact your ALLWAY sales representative or send your inquiries to sales@allwaytools.com

Allway Tools Inc. 1255 Seabury Ave. Bronx, NY 10462 (718) 792-3636 www.allwaytools.com

One-Piece Stainless Steel 12-in-1 Multi-Tool

The brand-new ALLWAY One-Piece Stainless Steel 12-in-1 Multi-Tool is the perfect tool for professionals and DIYers alike. Composed of rust-free stainless steel, the one-piece construction includes a professionally ground, mirror polished blade and an ergonomic handle shape with built-in hammer end function for excellent balance during use. Features include a chisel/scraper edge, spreader/smoother, paint can opener, crack opener, nail puller, paint roller cleaner, concave scraper, bottle opener, ⅜-inch wrench, ⅝-inch wrench and ¾-inch wrench. This unique, premium tool will be a staple in any toolbox for the long haul.

Stainless Steel Tape Knives

Trusted by professionals, the ALLWAY Stainless Steel Taping Knives are essential tools for drywall joint taping, finishing and patching, as well as smoothing and trimming wallcoverings. Built with a rust-free stainless-steel blade and handle, these premium knives are designed for durability and precision. An integrated hammer end allows for quick nail setting, while the strong dual-rivet construction ensures a secure attachment between the blade and handle, providing reliability on every job. The ergonomic, long handle provides excellent balance in use and long-lasting comfort. Available in 8-inch, 10-inch, 12-inch and 14-inch knives.

36” Aluminum Spray Shield

The popular ALLWAY 36” Aluminum Spray Shield helps protect against unwanted paint spray spatter and allows users to spray quickly without taping. The innovative clamp design allows for a quick and easy adjustment of the pivoting spray angle and one-handed operation. The acme threaded 18-inch pole detaches and stores within the frame of the spray shield. The 36-inch by 9-inch blade provides a large surface to protect the surroundings from unwanted staining and spatter. Made of durable aluminum, the ALLWAY 36” Aluminum Spray Shield is an indispensable tool for use with any paint sprayer.

3-Piece Stripping Brush Set

The brand-new ALLWAY Stripping Brush Set offers a unique and versatile solution for paint, rust and scale removal. Included are three detachable brush heads with a convenient scraper edge, which can easily be changed at the push of the button, brass bristles for metal burning and paint/rust removal, stainless steel bristles for paint/rust removal and nylon bristles for finishing and lighter duty paint/rust removal. The comfortable, soft-grip handle is offset to protect users’ hands during use.

Heavy Duty Aluminum Helix Mixer

The new Heavy-Duty Aluminum Helix Mixer joins ALLWAY’s line of bestselling mixers. Attach the hex shaft to a ½-inch or larger drill to mix thicker liquid and mud. The aluminum vanes bring ALLWAY’s patented helix mixing action to heavier duty compounds to reach the corners and bottom of the containers.

Premium Snap Knives and Blades

Introducing ALLWAY’s expanded offering of premium snap-off utility knives and blades—these professional knives include options with standard slide locks, auto-lock safety mechanisms or heavy-duty wheel locks. Offered for the first time, ALLWAY’s premium blackened carbon steel blades provide superior hardness, edge retention and long-lasting efficiency, while the titanium blades provide superior sharpness and exceptional corrosion resistance. Available options include 9mm, 18mm and 25mm knives and blades for all professional and DIY cutting jobs.

Quart/Cup Helix Mixers

The ALLWAY Quart/Cup Helix Mixer is a must-have for mixing paints, epoxies and other liquids. The newest addition to ALLWAY’s top-selling line of helix mixers, this handy two-pack is perfect for smaller jobs and craft projects. Each mixer uniformly mixes throughout the container, creating fewer air bubbles, making it ideal for epoxies and finer finishing products. They can also be used to mix most viscous fluids, paints, coatings, stains and adhesives, making them a perfect addition to any paint job.

Snap N’ Patch Small Hole Repair Kits

The ALLWAY Snap N’ Patch Small Hole Repair kits are the handiest and quickest way to repair small hole damage in drywall and other surfaces. With nothing like it on the market, each card comes with six separate repair kits consisting of a pod containing spackle and a spreader/smoother end. This unique kit is intelligently designed to provide just the right amount to fill small holes and cracks in the wall surface. The ALLWAY Snap N’ Patch Small Hole Repair kits are the perfect do-it-yourself option for fixing nail holes and small cracks on drywall, wood, plaster and stucco.

Twin Power 2000 Lumen Flashlight

• Lumens: 2000

• Battery: Built-in Rechargeable & 3AA Batteries

• Run Time: Max 13 Hours

• Beam Distance: 225 Meters

Twin Power 800 Lumen Headlamp

• Lumens: 800

• Battery: Built-in Rechargeable & 3AAA Batteries

• Run Time: Max 17 Hours

• Beam Distance: 80 Meters

Twin Power 600 Lumen Flashlight

• Lumens: 600

• Battery: Built-in Rechargeable & 4AAA Batteries

• Run Time: Max 6.5 Hours

• Beam Distance: 120 Meters

Twin Power 550 Lumen Headlamp

• Lumens: 550

• Battery: Built-in Rechargeable & 3AAA Batteries

• Run Time: Max 14 Hours

• Beam Distance: 150 Meters

Twin Power 450 Lumen Long Throw Flashlight

• Lumens: 450

• Battery: Built-in Rechargeable & 4AAA Batteries

• Run Time: Max 8 Hours

• Beam Distance: ¼ Mile

Twin Power Lantern

• Lumens: 400

• Battery: Built-in Rechargeable & 4AA Batteries

• Run Time: Max 23 Hours

Police Security Flashlights is a fast-growing company committed to manufacturing and delivering innovative flashlights. It has quickly become the dominant flashlight brand in the U.S. and Canadian retail markets. With consumer-driven designs featuring state-of-the-art technology, Police Security Flashlights are constructed with the highest quality materials and produce the brightest lights. Focused on reliability, Police Security’s mission is to provide a wide range of value-driven lighting products in a variety of sizes, shapes and weights for multiple purposes. For more information, visit policesecurity.com

GripTech®

MORE COMFORT, MORE CONTROL

Wooster® GripTech® features a rubberized grip built into each side of the handle for increased comfort and control. Designed for enhanced ergonomics, GripTech provides reduced slip during prolonged use. Its firm polyester filament blend is formulated to deliver excellent cut-in ability and smooth finishes in all paints.

Flex & Fit® FLEXES FOR COMFORT, FITS YOUR PROJECT™

This innovative line of paintbrushes with soft-grip, flexible handles conform to the user’s hand, providing comfortable ergonomics. Each comes with a unique head shape to fit any painting project around the house: triangles are perfect for corners and trim, round is great for spindles or curved surfaces, flat edge works along edges, trim and flat surfaces, and squares are ideal on window frames and detail. Completing the line, the large Round Craft brush is tailored for furniture refinishing and chalk paints.

For more information, visit woosterbrush.com

GripTech MAX™

MAX COMFORT, MAX CONTROL

Introducing GripTech MAX,™ an innovative handle technology exclusively from Wooster®. Designed to maximize both comfort and control, its rubberized soft-grip texture extends up and around the handle to provide extra grip and reduced slip in the places it’s needed most. Available in Silver Tip® & Ultra/Pro® Firm brush lines.

Established in 1851, The Wooster Brush Company is the oldest independent manufacturer of paint applicators in the USA. Based in Wooster, Ohio, the privately held company with 600 employees produces more than 2,000 products for both professional and DIY painters. As a leader in innovation, Wooster has developed and crafted the highest-quality, American-made paint applicators and accessories in the industry for over 170 years. Wooster tools are available at traditional paint and decorating centers, hardware stores, paint sundry distributors or retailers and home centers.

Prep Tools

Hook & Hold®

TRY IT AND YOU’LL BE HOOKED™

Wooster® Hook & Hold® helps make paint projects easier. Featuring a convenient swivel hook for hanging the brush on the side of a paint can, tray or bucket, Hook & Hold allows you to keep your brush out of the paint and right where you need it. Its synthetic filament blend is designed for all paints and offers a smooth finish for cut-in and trim work.

PAINTING STARTS WITH PREP™

Your paint job is only as good as the preparation that precedes it. To help you lay the right foundation for your finish, Wooster ® has developed a new line of high-quality scrapers, putty knives and painter’s multitool. Engineered with durable, stainless-steel blades and soft-grip, ergonomic handles, these tools are built to deliver the professional performance you require. For your next paint project, start with high-quality prep tools from the brand pros trust.

Painter’s Backpack

PAINTING TOOL ORGANIZATION

MEETS TRANSPORTATION

Wooster® Painter’s Backpack, where painting tool organization meets convenient transportation. Built for the pro and featuring multiple brush pockets, storage for roller frames and covers and zippered compartments for prep tools, screwdrivers or other accessories, this rugged backpack easily carries all your tools to the job site.

DEWALT Ultra-Tough Duct Tape

Now available in a 2-pack and 10-yard rolls, DEWALT Ultra-Tough Duct Tape can handle the most extreme uses. It features a heavy-duty woven cloth backing delivering maximum strength, but it can still be torn by hand. You can count on the super thick adhesive to fill gaps and securely adhere to smooth and rough surfaces.

For more information, visit itape.com or contact Intertape Polymer Group at 888-898-7834

Headquartered in Sarasota, Florida, IPG is a global provider of packaging and protective solutions across a diversified set of geographies and end-markets. The company develops, manufactures and sells a variety of solutions including paper and film-based pressure-sensitive and water-activated tapes, stretch and shrink films, protective packaging, woven and non-woven products and packaging machinery.

Power Pro® Exterior Wood Screws

Power Pro® Premium Exterior Wood Screws are engineered to provide simple solutions for your projects. The cross-cut thread and self-starting tip help to provide you with 20% faster engagement into wood, 75% less wood splitting than standard wood screws and a 20% faster installation from start to finish.

Power Pro® Interior Wood Screws

Power Pro® Interior Wood Screws are engineered to make fastening solutions easier and reduce call-backs. The unique thread design and self-starting tip help to provide 20% faster engagement into wood, less wood splitting than standard wood screws and a 20% faster installation time from start to finish. The star drive increases the number of contact points to virtually eliminate cam-out during installation. Countersinking blades clean out wood debris and enable a clean and secure finish. The no-split twist shank reduces the likelihood of splitting wood and our patented Bore-Fast™ thread drives 20% faster without pre-drilling.

Power Pro® TimberTite® Structural Wood Screws

Power Pro® TimberTite® Structural Wood Screws are ideal for a variety of projects both indoors and outdoors to use in place of standard lag screws. With a proprietary corrosion resistant coating that is compliant with ACQ and other forms of treated lumber, Power Pro® TimberTite® Structural Wood Screws have a hex drive and a built-in washer for one-step fastening. Unlike competitor structural fasteners, the Power Pro® TimberTite® Structural Screw features a self-drilling tip to penetrate and sink into wood quickly, requiring no pre-drilling. The innovative thread design provides 30% faster installation time versus the leading competitors and a faster install versus standard lag screws. Drive more screws per battery charge. Higher pullout values mean you get a stronger, more secure hold.

For more information, visit hillmangroup.com, call 800-800-4900 or email Info@hillmangroup.com

Power Pro® LumberTite® Structural Wood Screws

Power Pro® LumberTite® Structural Wood Screws have a star drive and low profile wafer head, which provides a finished look upon installation. The star drive increases the number of contact points to virtually eliminate cam-out during installation. Innovative thread design helps drive screws faster and more efficiently, resulting in 30% faster installs versus the competition’s standard lag screws, and drive more screws per battery charge. Our exclusive four-layer epoxy coating offers superior corrosion protection in treated lumber and outdoor applications. Easy-to-read depth code imprinted on the head allows for quick post-inspection.

Founded in 1964 in Cincinnati, Ohio, The Hillman Group is a leading provider of hardware-related products and solutions to retail markets in North America. Hillman proudly sells hardware and home improvement products, protective and job site gear, including work gloves and job site storage, and Robotic kiosk technologies, including key duplication, engraving and knife sharpening. The company sells to hardware stores, home centers, pet supply stores and other retail outlets. On average, Hillman has been selling to its top customers for 24 years. Products flow through Hillman’s 22 distribution centers. Although it has grown to ship to over 46,000 locations across the country with a diverse product portfolio of 114,000 SKUs, it continues to take a small company approach when it comes to customer service. Hillman is consistently awarded Vendor of the Year awards by top customers for delivering value and growth.

Power Pro® ONE™ Multi-Materials Screws

The Power Pro ® ONE™ Multi-Material Screw features a three-sided pyramid point that allows the Multi-Material Screw to drive into wood, drywall, plastic and metal up to 20 gauge quickly and easily without pre-drilling. Concrete and masonry applications do require pre-drilling. The spiral flutes provide increased pullout and torsion strength, delivering a longer lasting and more secure connection. The serrated hi-lo threads increase drive speed while reducing the torque necessary to drive the screw to help extend battery life. Our exclusive four-layer bronze epoxy coating offers superior corrosion protection in treated lumber and outdoor applications. Power Pro Multi-Material screws are the ONE screw you’ll ever need.

Power Pro® Concrete Anchors

Power Pro Flat-Head Concrete Screw Anchors are the best performing code-approved screw anchor for fastening into concrete and masonry materials. The durable epoxy coating provides superior, multilayer corrosion protection in treated lumber and outdoor applications. These screw anchors also surpass 1,500 hours of rigorous salt spray testing and carry various building code approvals and listings, including ICC ES ratings for concrete, masonry and chemically treated wood.

Power Pro® Cement Board Screws

Power Pro cement board screws are ideal for fastening cement board to wood or light-gauge metal studs. These screws work great in all cement board brands. You can use Power Pro cement board screws for a variety of projects, including bathtubs and showers, countertops and flooring applications. These screws feature a textured surface for improved mortar adhesion. The T20 star drive and free included Pro-Stik bit prevent cam-out and increase stability while driving. A special ribbed design under the screw head countersinks for flush, crack-resistant seating in board. The unique thread design drives faster and easier than other screws. Power Pro cement board screws also feature a self-piercing point and 1,000-hour gray ceramic coating for superior corrosion protection. Recommended for use with treated lumber.

Power Pro® LedgerTite® Structural Wood Screws

Engineered with precision and built to last, Power Pro® LedgerTite® Structural Wood Screws boast a corrosion-resistant coating that ensures exceptional durability, even in the most challenging environments. With their innovative thread pattern and self-drilling tip, these screws offer a faster install versus standard lag screws and install 30% faster than leading competitive ledger screws. Drive more screws per battery charge. The integrated washer head eliminates the need for additional washers, simplifying installation. Power Pro® LedgerTite® Structural Wood Screws are the ultimate solution for professionals and DIY enthusiasts, guaranteeing a secure connection that meets or exceeds code requirements. With their robust construction and highload-bearing capacity, these screws excel in critical ledger board applications. Whether you’re a professional contractor or a passionate DIYer, Power Pro® LedgerTite® Structural Wood Screws are your reliable partner, ensuring a secure and long-lasting connection that will withstand the test of time.

Power Pro® Structural Lag Screws

Power Pro® Structural Screws are ideal for a variety of projects both indoors and outdoors. The proprietary corrosion resistant coating is compliant with ACQ and other forms of treated lumber. Unlike competitor structural fasteners, the Power Pro® Structural Lag Screw features an innovative thread design and a self-drilling tip to penetrate and sink into wood quickly, resulting in a 30% faster installation and no pre-drilling. Drive more screws per battery charge. Easy-to-read depth code imprinted on the head allows for quick post-inspection.

Power Pro® TrussTite® Structural Wood Screws

Power Pro® TrussTite® Structural Wood Screws boast a corrosion-resistant coating that ensures exceptional durability, even in the most challenging environments. With their innovative thread pattern and self-drilling tip, these screws offer a faster install versus standard lag screws, install 30% faster than leading competitive ledger screws and require no pre-drilling. Drive more screws per battery charge. Higher pullout values mean you get a stronger, more secure hold.

INNOVATIVE JOBSITE STORAGE SOLUTIONS

We know your tools are your livelihood, so AWP has developed innovative jobsite storage solutions that keep your expensive tools safe and organized. AWP provides a wide range of versatile tool bags, totes, rolling bags, and backpacks for when you’re looking for the right mix of durability, organization, and security.

AWP® 12 Inch Pro Tool Tote

Designed to keep you organized and efficient on the job site, the AWP 12 Inch Pro Tool Tote is loaded with extra conveniences that enhance tool accessibility. The padded carry handle rotates so it can be moved out of the way for open tool access. This tote also provides an external metal tape clip, electrical tape tether, carabiner snap clip and an adjustable, padded shoulder strap for easy carry. Rugged and water-resistant, the 12 Inch Pro Tool Tote is a solid choice when it comes to job site efficiency.

AWP® Extreme Tool Backpack

Tough and mobile for the pro on the go, the AWP Extreme Tool Backpack keeps your gear organized for a full day on the job site. Constructed with rugged, water-resistant 600 denier polyester and 1680 denier reinforcements, this backpack has a waterproof, molded bottom that provides a solid base to keep it standing while you work. Designed for comfort, the air-mesh padded back, straps and waist belt make for an easy carry. The four zippered compartments and 23 pockets provide optimal tool organization.

AWP® TrapJaw™ Suspension Tool Rig

Featuring the innovative, spring-loaded technology from AWP, the Suspension Tool Rig includes dual TrapJaw pouches that snap open wide to provide easy-access and snap closed to secure small tools and fasteners inside. Constructed of rugged, 1680 denier polyester with reinforced wear areas for long-term durability, this rig delivers a total of 19 total pockets and sleeves for holding tools, including five large pouches with high-visibility interiors for quick tool identification. The dual speed square pockets, cell phone pocket and multiple tool loops and pockets keep you organized on the job. A breathable air-mesh padded belt and suspenders distribute weight for all-day comfort.

AWP® Gel Pro Flooring Knee Pads

The perfect choice for hardwood, laminate, carpet, tile and more, AWP Gel Pro Flooring Knee Pads feature a heavy-duty, 1680 denier shell for enhanced abrasion resistance that won’t mar or scratch delicate surfaces. Bonded gel/foam padding provides all-day comfort and the wide comfort neoprene straps stay in place and won’t bind up behind your knees.

AWP® Gel Stabilizer Knee Pads

The Gel Stabilizer Knee Pads are great for roofing, subfloor/underlayment, tiling and more. AWP Gel Stabilizer Knee Pads have a flat cap design that provides stability and reduces fatigue whileyou work. Bonded gel/foam padding provides all-day comfort and the wide comfort neoprene straps stay in place and won’t bind up behind your knees.

AWP® Extreme Fit Gloves

Delivering uncompromised performance, AWP Extreme Fit work gloves combine form, function and fit for jobs that require enhanced dexterity. Designed to fit like athletic gloves, these work gloves feature a durable, four-way stretch back that naturally fits the hand and a synthetic leather textured palm for a tactile grip.

AWP® Dura-Knit Work Gloves

Combining state-of-the-art 3D-knit technology with durable protection, AWP Dura-Knit Work Gloves deliver the performance and versatility professionals can trust. Digitally optimized to mold to your hands, Dura-Knit offers 360-degree stretch for a second-skin fit with a breathable, seamless back design for best-in-class comfort and durability while eliminating common failure points. Tough, synthetic leather and a grip-enhanced palm let you confidently and safely handle everything from large power tools to small parts requiring precision and dexterity. Whether on the job site or tackling the latest DIY project, Dura-Knit work gloves are built stronger to last longer.

AWP® Max Impact Work Gloves

Enhanced with D3O® technology, the world’s thinnest and most advanced impact absorbing material, AWP Max Impact work gloves deliver cutting-edge, industrial grade impact protection. Ideal for heavy duty construction and demolition, these work gloves redefine tough while maintaining outstanding dexterity, movement and comfort. Max Impact gloves are certified to provide an ANSI impact rating to keep your hands protected on the job.

Maximm 360° Rotating Flat Plug Single Outlet

This extension cord showcases a unique 360° rotating design for maximum flexibility. It’s UL-Certified, SJTW (round) and outdoor-rated, making it ideal for various environments. The cord is available in 16 and 14 AWG, lengths from 6 inches to 50 feet and standard black and white colors. Custom colors are also available upon request.

2-Prong 360 Maximm 360° Rotating Flat Plug SPT Cord 3 Outlets

The Maximm 2-Prong 360° Rotating Flat Plug Extension Cord is perfect for home and office use, featuring a 16 AWG flat wire and three outlets with safety covers. Designed for tight spaces, this UL-Certified cord is ideal for lighting and small appliances. Available in black and white, it combines convenience with safety, ensuring flexibility and protection in every use.

For more information, visit maximmcable.com, call 845-219-1999 or email sales@maximmcable.com.

Maximm 360° Rotating Flat Plug 3 Outlet

This Maximm Extension Cord boasts a 360° Rotating Flat Plug and multi-outlet design, ensuring versatility and safety. Featuring a 3-prong grounded, UL-Certified SPT flat cord, it’s available in 16 and 14 AWG, lengths from 6 inches to 50 feet and comes in both black and white.

2-Prong 360 Maximm 360° Rotating Flat Plug SPT Cord 3 Outlets + On/Off

The Maximm 2-Prong 360° Rotating Flat Plug Extension Cord features a 16 AWG flat wire, three safety-covered outlets and an on/off button—perfect for lamps or Christmas trees. UL-Certified for tight spaces, it enhances safety and convenience in home or office settings. Available in black and white.

Maximm 360° Rotating Flat Plug SPT Cord Single Outlet

The Maximm Extension Cord features a 360° Rotating Flat Plug, offering a sleek, low-profile design with a single outlet, perfect for tight spaces. Available in black and white, this UL-Certified SPT cord is offered in 16 or 14 AWG with lengths from 6 inches to 50 feet, ensuring versatility across different settings.

Maximm 360° Rotating Flat Plug 3 Outlet With USB

The Maximm 360° Rotating Flat Plug Extension Cord features three outlets along with USB-C and USB-A ports for comprehensive connectivity options. This 3-prong, flat wire cord is 16AWG and UL-Certified, ensuring safety and reliability. Available in standard black and white colors, it comes in all sizes to accommodate diverse needs and settings.

Maximm Cable excels in crafting innovative electrical solutions, highlighted by our patented 360° Rotating Extension Cord. Dedicated to safety and convenience, our products meet rigorous UL certification standards. Our diverse product lineup includes multi-outlet configurations and USB-integrated models to suit both residential and commercial needs. Committed to environmental responsibility, we utilize eco-friendly materials and sustainable processes. Renowned for functional and user-friendly designs, Maximm Cable stands as a leader in the electrical supply industry, trusted by customers seeking reliable, advanced power solutions.

Maximm Cable Extension Cord With Mounting Bracket

The Maximm Cable Extension Cord comes equipped with a practical mounting bracket, designed for secure and convenient placement. Available in multiple plug types, this extension cord features three outlets and is offered in black and white across all sizes, ensuring versatility for various installation needs.

Maximm Cable Extension Cord With Removable Hook

The Maximm Cable Extension Cord features a removable hook, enhancing its versatility and convenience. This innovative design allows for easy installation and removal, supporting various placement options. Available with three outlets, the cord comes in black and white, accommodating diverse preferences and sizes for different user requirements.

Maximm Cable also offers a comprehensive range of display options to suit all sizes, ensuring that our products can be effectively showcased in a variety of retail environments. Whether for small countertop displays or larger floor models, we provide versatile solutions to enhance product visibility and accessibility.

Maximm Cable provides a wide range of Ethernet cables, including Cat5e, Cat6, Cat6a and Cat7 options. Engineered for high-speed data transfer and minimal latency, these cables are perfect for enhancing home or office network performance, ensuring reliable and efficient connectivity.

Maximm Cable offers a full line of high-quality HDMI cables, designed to meet all your digital connectivity needs. Our HDMI cables ensure superior video and audio performance, supporting the latest standards for clear, crisp transmission of HD and 4K content. Ideal for home theaters, gaming setups and professional AV systems, Maximm’s HDMI cables are built to deliver reliability and exceptional quality.

Maximm Cable offers a comprehensive selection of extension cords, available in gauges ranging from 16 to 10 and in various lengths and colors. This versatility ensures solutions for every power need, whether for home, office or industrial use.

Sika Thoroseal® Plus Concrete & Masonry Waterproofer

Cement-based waterproof coating for concrete, brick and masonry.

• Crack bridging up to 1⁄32 inches (0.8 mm) wide

• Interior and exterior plus above and below grade applications

• Can be applied to damp surfaces

Over the past 20 years, Sika has worked closely with our retail partners to offer pro contractors and DIYers the same superior performing products developed and used on some of the most spectacular projects throughout the world. Our Sika Pro Select product range encompasses a wide array of specialty construction products from sealants and adhesives to patchers and underlayments. Everything you need for your everyday projects. Now, DRYLOK® is part of Sika’s strong family of brands. These trusted brands help strengthen our product offering and help you complete any home project quickly and simply!

For more information, visit usa.sika.com/retail or email residential.sika@us.sika.com

drylok.com

Sikaflex® Hybrid

Self-Leveling Sealant

One-component, self-leveling, elastomeric and hybrid sealant and crack filler.

• Bonds to asphalt, concrete, block, brick, stone and masonry

• Remains permanently elastic to allow for natural movement between substrates

• Able to fill gaps and cracks up to 1-inch wide

• Eco-friendly: solvent and isocyanate free

Sika Mix&Go®

Mix-in-the bag concrete repair mortar for patching of concrete and masonry.

• Ready to use—just add water

• Vertical or horizontal applications such as driveways, patios, steps, foundations and basements

• Fast setting and good buildup

Sikacryl® Instant Concrete Repair

Fast setting crack and gap filler.

• Sets as fast as 90 seconds

• Repair walkways, sidewalks, steps and patios

• Concrete and mortar-like finish

DRYLOK® Floor & Wall Masonry Waterproofer

A non-pigmented masonry waterproofer specifically formulated for use on bare masonry floor and wall surfaces.

• Clear high-gloss waterproof coating

• High abrasion resistance

• Provides moisture/vapor barrier to floors prior to applying flooring

Sika Boom®

Self-expanding polyurethane spray foam for gaps and cracks up to 1 inch.

• Good thermal insulation in joints around window and door frames

• Forms a permanent weather-tight seal

• Excellent adhesion to many construction materials—wood, metal, masonry, glass and most plastics

DRYLOK® Wet Wall Bonding Primer

A high-quality acrylic interior/exterior primer designed to offer the best start to masonry projects.

• Superior bonding to wet walls to prepare surface for waterproofing

• Excellent efflorescence and mold and mildew resistance

• Stain blocking formula

Owner Vid Lynch’s obsession with hot food began in high school, but it wasn’t until 2004 that he and now business partner

Ben Smith first bottled a crop of homegrown habaneros and they haven’t stopped melting their insides since. Cut to Apr. 1, 2005, and TorchBearer Sauces officially began creating fiery hot sauces and tasty condiments. Our products are made in south central Pennsylvania with all-natural ingredients and are gluten, soy, egg, dairy and nut-free! From the tastiest Honey Mustard to the palate-wrecking

The Rapture, TorchBearer’s commitment to our exceptional sauces is printed on every bottle. “Accidentally Healthy, Intentionally Delicious!”

For more information, visit torchbearersauces.com, call 1-855-732-7373 or email info@torchbearersauces.com

Oh My Garlic ™!

Oh My Garlic ™! Sauce has been our BESTSELLER since its release in 2011 with good reason. Not only is it the most delicious garlic aioli you’ll ever taste, it’s also vegan friendly and all natural. Grab some garlicky goodness now!

Chipotle Barbeque Sauce

Is it sweet? Is it smoky? Is it spicy? Yup. This flavor trifecta comes together brilliantly in our Chipotle BBQ. You may think you know BBQ sauce, but Chipotle BBQ is here to teach you a thing or two.

Zombie Apocalypse (Featured on Seasons 3 & 4 of Hot Ones)

Our original super-hot sauce is packed with ghost peppers for a life-altering heat. But what sets Zombie Apocalypse apart from other super-hot sauces is the immense flavor. At TorchBearer, we LOVE a good burn, but we love all-natural flavor just as much. Heck, it might even be good on brains.

Pineapple Papaya BBQ

Did someone say luau? Count TorchBearer in! This tropical BBQ is made with real fruit and spices for a sweet and tangy flavor that screams of the islands. With Pineapple Papaya BBQ, everyone gets a taste of vacation.

Son of Zombie

(Featured on Season 6 of Hot Ones)

Take a bit of sweetness, a dash of smokiness and the wrath of the risen dead and you get our Son of Zombie Wing Sauce. A superfan mixed three classic TorchBearer sauces (Chipotle BBQ, Honey Garlic and crowd favorite, Zombie Apocalypse) together and said, “Here. Make this.” So, we did.

Honey Badger (Featured on Season 14 of Hot Ones)

Are you searching for a mustard with a vicious bite? Then look no further because Honey Badger is here! We took our award-winning Honey Mustard recipe and eviled it up with a selection of super-hot peppers. Whatever you put it on, be careful, ‘cuz Honey Badger just don’t care!

Garlic

Reaper

(Featured on Season 8 of Hot Ones)

Garlic Reaper is quite the showman. A concoction of Carolina Reaper peppers and garlic, this sauce brings big HEAT and FLAVOR with a creamy texture and just enough savory spices to round out that garlic. Order a bottle (or case!) of Garlic Reaper today!

Sweet

Onion Habanero Sauce

Say hello to this match made in spicy heaven! The distinct flavor of our favorite pepper, the habanero, melds perfectly with oniony goodness and a touch of sugar to help bring out that veggie sweetness. If you can eat it, Sweet Onion Habanero should be on it.

Shinedown’s The Taste of Madness | 3 Bottles with Collector’s Box | 5oz Shinedown collaboration sauces are finally available together in The Taste of Madness box set! From smoky Symptom Chipotle Garlic, to herbaceous Devour Pineapple Jerk and fiery Attention Attention This is Hot!!! Mango Habanero, this lineup is packed with flavor. Spice up your favorites with TorchBearer and Shinedown!

Danny Wood’s Jalapeno Cilantro Sauce

TorchBearer teamed up with musician and The Wood Works creator, Danny Wood, to bring you this perfectly balanced hot sauce. Bright jalapeno shines through with just enough heat to compliment the garlic and vinegar, while fresh, aromatic cilantro rounds everything out. You can’t go wrong with Danny Wood’s Jalapeno Cilantro!

Best Seller’s 3-pack Minis (Featured on Hot Ones)

Our three most famous sauces featured on Hot Ones—Zombie Apocalypse, Son of Zombie and Garlic Reaper—are now in a handy little 3-pack of 1.75-ounce bottles. Perfect for gifting or to throw in your bag, these are all pretty darn hot so just a drop will do you.

Best Seller’s 8-pack Minis

This little box holds eight of our most popular sauces from mild to wild in cute, 1.75-ounce bottles. With bestseller Oh My Garlic, smoky Chipotle BBQ and fiery Garlic Reaper, there’s a sauce for every spice level. Excellent as a travel pack or gift for that foodie in your life.

PerforMAX Fill Valves

Fluidmaster invented the fill valve technology in 1957 and is the largest selling brand of fill valves. In October 2024, Buyers Guide, an independent study, named the 400H PerforMAX fill valve as the No. 1 toilet fill valve. The 400H Toilet Fill Valve has been specifically designed to boost a toilet’s performance, providing a consistent and reliable flush. It fits most toilets, is one of the quietest fill valves available and is incredibly durable and long-lasting.

Everything Kit

Fluidmaster’s Everything Kit, a Complete 2-inch Toilet Repair Kit, is the ultimate solution for all your toilet repair needs. Our kit includes a 2-inch flush valve with a flapper that ensures a complete and powerful flush every time. The adjustable fill valve ensures proper water levels and prevents wasted water. The kit also includes a tank-to-bowl gasket, bolts and a universal flapper, which makes it easy to fit all toilet brands. One of the best things about the Everything Kit is that it is very easy to install with tools included.

PerforMAX Fill Valve and 3-Inch Flapper Kit

The PerforMAX Fill Valve and 3-Inch Flapper kit offers solutions for common toilet problems like noisy, leaky or slow filling toilets. This repair kit includes the 400H fill valve and the 5403 flapper and is designed to offer the same high performance and water-saving performance as our other repair kits, but specifically made for newer HET 3-inch flush valve toilets. Fluidmaster also offers a fill valve kit with a 2-inch flapper to fit 2-inch flush valve toilets including Kohler, Toto, American Standard and more.

Reinforced Wax Ring Kit

The Reinforced Wax Ring Kit fits 3-inch and 4-inch waste lines, features a polyethylene flange for easy installation and includes a “no-rust” bowl-to-floor bolt kit. The “reinforced” wax ensures that the wax does not tear or break away from the surfaces it is binding to when the wax is being applied to the toilet and flange. This reinforcement allows the wax to stay intact and make a good seal.

Super Flapper

This new and revolutionary Super Flapper provides a replacement flapper that fits most toilets, namely those with 2-inch or 3-inch openings. Packaged by itself or with a fill valve to cure most toilet troubles, The Super Flapper takes the guesswork out of sizes and allows you to adjust water levels with just a few easy-to-add or remove parts. The Super Flapper is easy to install for first-time fixers or seasoned DIYers.

Flush and Sparkle

Fluidmaster®’s Flush ‘n Sparkle™ Self-Cleaning Toilet System is designed to achieve safe and effective hands-free cleaning for any toilet. Flush ‘n Sparkle® automatically cleans your toilet with every flush. Unlike drop-in cleaners, Flush ‘n Sparkle® automatic toilet cleaners won’t harm toilet parts especially the flapper. Switch to Flush ‘n Sparkle® today and save your toilet.

Fluidmaster is a leading global manufacturer of toilet repair parts, selling over 100 million parts annually, including the world’s top-selling 400A fill valve. Their comprehensive product line features fill valves, flush valves, flappers, tank levers, dual flush systems, wax and wax-free seals, repair kits and bidet seats. Headquartered in southern California, Fluidmaster’s extensive distribution network reaches more than 80% of the global population across 90+ countries. Known for quality and reliable customer support, Fluidmaster is trusted by both DIY customers and professionals alike.

Since 1969, Howard Products has been manufacturing quality products that customers have come to expect and trust from the brand. So it’s safe to say when they come out with a new product, like their Wax-It-All food-grade paste wax, customers are going to look for it on the shelves.

Over the years, they have also learned how to better listen to customer ideas and suggestions, which is why they recently re-formulated and re-packaged their Stainless Steel Cleaner and Polish.

Most co-ops and distributors carry Howard Products. For more information, contact us at custserv@howardproducts.com or 800-266-9545 or visit howardproducts.com

Wax-It-All Food-Grade Paste Wax

• Enhances beauty and protects surfaces to make them look better and last longer

• Easy to use. Simply rub the wax on, let it absorb and buff off any excess

• Safe for indoor and outdoor countertop surfaces

• Helps delay tarnishing and oxidation of bronze, copper, brass and even wrought iron

• Gives finishes a soft sheen and a smooth feel

• Lock in the oils and waxes after using Howard’s other food-grade products

• Made in the U.S. with food-grade carnauba wax, beeswax and mineral oil

Stainless Steel Cleaner & Polish

• Superior streak-free formula easily removes fingerprints, streaks, grime and grease

• Ideal for polishing stainless steel refrigerators, dishwashers, microwaves, stoves, countertops, grills, toasters, trash cans, faucets and sinks

• Cleans residential and commercial stainless steel kitchen surfaces and appliances

• Perfect addition to your cleaning arsenal for housekeepers and DIYers

• High-quality formula makes routine cleaning of your stainless steel convenient and easy

• Works great on outdoor stainless steel grills and appliances

Just a few of the Howard Products that customers know and trust.

NEW IMPROVED FORMULA

Upholstery Cleaner

• Cleans all types of upholstered furniture without using harsh chemicals

• Coconut-derived cleaning power freshens up your upholstery, carpets, couches, chairs, rugs and blankets

• Quickly removes stains, dirt and odors

• Safe for use on cotton, linen, wool, nylon, polyester and man-made fibers

• Clean fresh scent of Lemongrass-Lime essential oil and fragrance blend

Leather Cleaner

• Safely clean leather goods without damaging the leather

• Gently removes dirt, grime and other stains from leather furniture, automotive leather, luggage, shoes, accessories and more

• Ideal for cleaning and preparing leather surfaces before conditioning with Howard Leather Conditioner or Leather Salve

• Routine leather cleaning and conditioning will help your quality leather goods last a lifetime

Wood-N-Floors

• Quickly removes dirt and grime from hardwood floors

• Great for hardware floors, luxury vinyl planks (LVP), laminate and engineered floors

• This ready to use, water-based formula uses plant-derived surfactants to gently clean your hardwood floors

• Wood-N-Floors cleans to reveal the natural shine on hardwood flooring, cabinets, furniture and more!

• Residue-free, streak-free and dries fast

Leather Conditioner

• Unique blend of deep nourishing moisturizers and natural waxes helps keep leather goods looking and feeling like new

• Revives dried-out leather back to its soft, natural condition without becoming oily or sticky

• Creamy lotion-like conditioner that penetrates, preserves and protects smooth leather

• Conditions with lanolin, neatsfootoil, coconut oil and aloe vera

• Protects with Brazilian carnauba wax and beeswax

• Helps leather resist cracking, scuffing and dry rot

Citrus-Shield Paste Wax

• Conditions and enhances the natural beauty of the wood grain on finished and unfinished woods

• Buffs to a brilliant, long-lasting shine, providing superior protection for all your wood and wood finishes

• Contains real Brazilian Carnauba wax (hardest natural wax available)

• May also be used on painted surfaces, concrete, marble and metal

• Available in Neutral (clear)

Premium Leather Salve

• A deep penetrating conditioner that revives old leather and helps protect new leather

• Premium formula spreads smoothly across any leather surface to reduce scratches and help preserve leather

• Rejuvenates leather surfaces using the finest refined oils including purified Lanolin, Neatsfoot, and Coconut Oil

• Protects leather from future decay with beeswax & carnauba wax

• Easily restores dry leather back to its soft, natural condition

• Prolongs the life of leather furniture, purses, boots, bags, hats, shoes, gloves, apparel, autos, tack, and saddles

• A little goes a long way

Mayhew Steel Products (Mayhew Tools), founded in 1856, is an ISO 9001:2015-certified company and the oldest punch and chisel manufacturer in the U.S. Headquartered in Turners Falls, Massachusetts, the company has transitioned from a small tool house to an industry leader known for its dedication and commitment to quality and craftsmanship of premium hand tools, including punches, chisels, pry bars, screwdrivers, cable ties, socket bit sets and more. Mayhew tools are designed for a wide array of applications and are sold globally through an extensive distributor network.

For more information, visit mayhew.com, call 800-872-0037 or email customerservice@mayhew.com

Mayhew Hammerless Tools 2 Pc. Painter’s Set

Mayhew’s Hammerless Tools 2 Pc. Painter’s Set (#89022) makes painting jobs fast and easy with these two unique spring-powered tools. Delivering up to 3,500 pounds of striking force, the nail set sinks nails and brads and the hinge pin remover quickly drives door pins out. Work with precision while avoiding any miss-hits.

Mayhew 5” 40lb Color Assortment Cable Ties

Mayhew’s 5” 40lb cable ties (part #MB5ICLRC) are now available in various vibrant colors: red, orange, green, blue and purple. The cable ties feature a flexible, self-locking design for quick application and secure fastening and grips on each end enable better tightening. Ideal for packing, organizing, containing or transporting items. Made in USA.

Mayhew Mini Utility Bar

The Mini Utility Bar (part #98602) is an extremely versatile tool. Its compact design makes it perfect for prying applications and removing nails from the hardest woods, providing enhanced strength and leverage in small spaces. The powder-coated finish provides enhanced durability. Made in the USA.

Mayhew 7” 50lb Color Assortment Cable Ties

New 7” 50lb color-assortment cable ties (part #MB7SCLRC) fit various bundle sizes. Made from durable nylon 6/6, they resist abrasives, oils and solvents for long-lasting use in demanding environments. Enhanced pawl design ensures easy insertion and secure locking, with serrated edges for a reliable grip. Made in USA.

Mayhew Scratch Awl

Used for a wide variety of applications, Mayhew’s ¼” Scratch Awl (part #46502) is ideal in confined spaces for scribing lines in metal or wood. It can also be used for O-Ring and cotter pin removal and to break radiator connections. The awl comes with a hardened steel shank for durability and a 5 ½-inch blade. Made in the USA.

Mayhew Economy Dominator® 3 Pc. Curved Pry Bar Set

The Mayhew Dominator® Pry Bar Series features single composite, ergonomic handle pry bars. Each pry bar, made in the USA, offers a black oxide finished blade to help prevent rust and reinforce long-lasting toughness. The capped end allows for striking without damaging the handle and serves as a shock absorber.

Trimec® Platinum All-In-One Weed Control

Introducing Trimec® Platinum All-In-One Weed Control—the only weed killer you’ll need for your lawn. Trimec Platinum combines five active ingredients for effective control of many major weed types, including broadleaf weeds like clovers, dandelion, ground ivy, grassy weeds like crabgrass and foxtail and nutsedges and kyllingas.

Brush Killer for Large Property

Brush Killer for Large Property controls tough listed weeds and brush including poison ivy, poison oak, poison sumac, thistle and black locust. This concentrated formulation is developed specifically for larger properties. Ideal for use along fence rows and property lines.

Barrier® Year-Long Vegetation Control Concentrate

A unique formulation for lasting control. Barrier Year-Long Vegetation Control Concentrate features five active ingredients to deliver unbeatable non-selective control that lasts up to a year. Barrier kills listed grasses, broadleaf weeds, vines, brush and trees. It kills the root and prevents new growth for up to one year.

Amine 400 2,4-D Weed Killer

Gordon’s® Amine 400 2,4-D Weed Killer delivers economical control of broadleaf weeds in lawns, pastures, rangeland, corn, sorghum, wheat and barley. Amine 400 can be mixed with other products and is also labeled for use on fencerows, drainage ditch banks, rights-of-way and industrial sites.

For more information, visit gordonsusa.com, call 800-884-3179 or email SALES@GORDONSUSA.com

LV MAX Fast-Acting Weed Killer

LV MAX Fast-Acting Weed Killer controls more than 90 broadleaf weeds, including ground ivy, thistle, bindweed, horseweed, buttercup and pigweed. It’s labeled for use in lawns, pastures and non-cropland areas, and LV MAX offers visual results in just six hours in warmer temperatures.

Liquid Weed & Feed 15-0-0

Gordon’s® Liquid Weed & Feed 15-0-0 is a concentrated formulation of nitrogen to feed turfgrass, plus a proven herbicide to kill broadleaf weeds. Pre-mixed for convenience and rainfast six to eight hours after application, one gallon of Liquid Weed & Feed2 treats up to 20,000 square feet of turfgrass.

Whether it’s a hobby farm or a suburban landscape, Americans take pride in their property, and Gordon’s® understands that pride. Available at your favorite farm and home retailers and hardware stores, Gordon’s® brands deliver the dependable, economic products property owners need to care for their lawns, landscapes and farms.

XMT-1 – X-Design Medium Duty Auto-Lock Knife

All new 12.5mm knives and blades offer enhanced medium-duty cutting capabilities. The XMT-1 features a durable fiberglass-reinforced ergonomic handle, an ultra-sharp black blade and a built-in metal pick for tape slitting and added functionality.

MT-1 – Medium Duty

Auto-Lock Knife

The new 12.5mm size offers compact grip for right- or left-handed use, with durable all-purpose cutting performance. The MT-1 offers an integrated pocket clip/blade snapper for convenience and ease of use.

12.5mm Replacement

Snap-Off Blades

• MTB-1 - OLFA MTB-10B 12.5mm

Medium Duty Snap Blades, 10pk

• MTBB-1 - OLFA MTBB-10B

12.5mm Medium Duty Black Snap Blades, 10pk

SK-15/DSB – Disposable Concealed Blade Safety Knife

– New Individually Wrapped in a Display Box!

Designed to prioritize user safety, this knife offers a premium stainless-steel blade in a shielded channel to ensure it only cuts the material intended. Countertop ready display with SK-15 Concealed Blade Safety Knives wrapped for individual sale, barcoded and vending machine ready.

For more information, visit OLFA.com, call 1-833-663-6532 or email Customer.Service@OLFA.com

WD-L/BRN – Wood Composite Ratchet Lock 18mm Utility Knife

WD-AL/BRN – Wood Composite Auto-Lock 18mm Utility Knife

The innovative non-slip handle is molded from a wood resin material that contains approximately 70% less plastic and is harvested from sustainable, responsibly sourced timber. Material Benefit: The wood composite rough surface creates a non-slip effect when hands are greasy or wet. Available with OLFA’s ultra-sharp black blade in both ratchet and auto-lock designs.

The name “OLFA” comes from two Japanese words that mean “to break a blade.” In 1956, Mr. Yoshio Okada, founder of OLFA CORPORATION, invented the world’s first Snap-Off Blade Cutter. The innovation inspiration came from breaking segments of chocolate bars and analyzing the snapped edges of broken glass. OLFA® brand blades are made with top quality materials, forged with technologies that stem from traditional Japanese sword-making. The handles that allow users to exploit the full performance of these high-quality blades are designed, developed and manufactured in Japan. OLFA® is proud of the unwavering quality that goes into every product we make.

Black Jack All-Natural Rat & Mouse Repellant Powder

• Safe for people, pets and wildlife

• Plant-based ingredients

• Reusable bag with spoon applicator

• Non-staining and biodegradable

• Zero risk on crops

• For use in garages, storage, gardens, basements and attics

• Controls rats and mice the effective way

707-B Bed Bug Spray

• Kills bed bugs

• Use for flea-infested areas

Black Jack Jet Action Crawling Insect Killer

• Kills fleas, cockroaches ants and fire ants

• Kills on contact

• Non-staining

• Unscented

• Indoor use

• Jet Action applicator allows reach to cracks and crevices where pests crawl and hide

• Keeps for weeks

• Highly effective

• Pack: 12 | Size 12.75oz

Safeguard Super Vandel-X Heavy Duty Graffiti Remover

• Easy to apply and remove in minutes

• Specially formulated to remove marks from porous surfaces caused by paint, enamel, shellac, inks, grease, lipstick, crayons and carbon residues from fire and wax buildup

• Industrial strength

• Works the first time

• Pack: 12 | Size: 16oz

707 Fornula II Automatic Indoor Fogger Roach Bomb

Superguard Self Polishing Wax

• A non-yellowing formula that keeps floors shiny, clean and polished in just 20 minutes after application

• Excellent for use on all floors including vinyl, rubber, asbestos, cork, solid vinyl, asphalt, linoleum and hardwood

• Water, scuff, dirt and wear resistant

• Specifically formulated to preserve and protect

• Leaves long-lasting shine

707 Boric Acid Roach Killer

• 100% boric acid powder

• For use on floor rugs, moldings, baseboards, bed frames and mattress seams

• Controls for weeks

• Eliminates eggs

• Kills cockroaches, ants, fleas, mosquitos and ticks

• Kills on contact—controls heavy infection

• Penetrates hard-to-reach areas

• Won’t leave a mess

• Kill cockroaches, ants, silverfish, palmetto and waterbugs

• Easy applicator creates a barrier of powder

• Clinging action

• Long lasting For more information, visit safeguardchemical.com or call 800-536-3170

More than 60 years ago, Safeguard Chemical Corporation began business selling bleach door-to-door to homeowners. Today, Safeguard has established a full line of quality products including Environmental Protection Agency (EPA) compliant insecticides, rodenticides, baits, traps, powders, pet products and a variety of cleaning products. Safeguard’s distribution has grown significantly in the U.S., as well as in other countries around the world. Safeguard’s numerous brands and product lines contain only the highest quality ingredients, all of which are compliant with the EPA. Safeguard Chemical Corporation produces 13 of the top recognized brands in the industry.

Cottage Place | Mineola, NY • 11501

Fast Acting, Slow Release & Extended Release

Line Plant Foods!

View Our Full Catalog

& Product

Since our inception over 70 years ago, our products have become recognized as leaders in the industry.

Since our inception over 70 years ago, our products have become recognized as leaders in the industry.

We’ve grown a lot over the years, and the values we were founded on still ring true. We still take pride in the meaning of a handshake, just like we still take pride in the natural beauty our products provide. And that’s why we’re proud to have Schultz plant foods as part of our family of products.

We’ve grown a lot over the years, and the values we were founded on still ring true. We still take pride in the meaning of a handshake, just like we still take pride in the natural beauty our products provide. And that’s why we’re proud to have Schultz plant foods as part of our family of products.

These superior products are offered with rigid specification standards and quality control. We check our products every step of the way, from incoming raw materials to in-process production to in-depth analytical release protocols. As a result, we guarantee that the products you buy will consistently deliver the performance you expect.

These superior products are offered with rigid specification standards and quality control. We check our products every step of the way, from incoming raw materials to in-process production to in-depth analytical release protocols. As a result, we guarantee that the products you buy will consistently deliver the performance you expect.

Knox Fertilizer’s main facilities in northwest Indiana, near Chicago.

SPF45160 10-15-10

Schultz 4oz All Purpose

Liquid Plant Food PlusTM

Feeds both indoor and outdoor plants. The food provides vital micronutrients every time you water. Encourages new growth. Easy-to-use dropper.

SPF70130 10-54-10

Schultz 1.5lb Bloom Plus®

Water Soluble Plant Food

Feeds both indoor and outdoor plants. The food provides vital micronutrients every time you water. Encourages new growth. Easy-to-use dropper.

SPF44600 .5-.5-.5

Schultz 4oz Orchid Food

Ready To Use Plant Food

Helps grow healthier and more beautiful orchids. “Feeds like nature” by dissolving nutrients and vital micronutrients evenly when it rains.

SPF48100 10-12-12 Schultz

3.5lb Tomato & Vegetable

Slow-Release Plant Food

Great for growing delicious tomatoes and vegetables. Easy-to-use formula that contains slow-release nitrogen that feeds up to three months.

SPF70680 20-20-20

Schultz 1.5lb All Purpose

Water Soluble Plant Food

Excellent for feeding all plants, both indoors and out. “Feeds like nature” by dissolving nutrients and vital micronutrients evenly when it rains.

SPF48410 15-5-15 Schultz

3.5lb Rose & Flower

Slow-Release Plant Food

Great for roses, annuals and perennials. Easy-to-use formula that contains slow-release nitrogen that feeds up to three months.

Knox Fertilizer products lead the lawn and garden plant food industry in consistent performance, quality and reliability. Whether beginning new landscaping or revitalizing and freshening existing gardens, flowers or lawns, Knox Fertilizer has got your plants covered for all seasons.

For more information, visit www.knoxfert.com/schultz, call 574-772-6275 or email orders@knoxfert.com

Schultz is a registered trademark of Spectrum Brands.

Founded in 1865, DAP is a leading manufacturer of caulks, sealants, adhesives and repair products, known for first-to-market innovations. Key products like DryDex Spackling and SmartBond Construction Adhesives have made DAP a trusted name for professionals and DIYers alike. With nearly 160 years of history, DAP continues to innovate, delivering reliable, high-performance solutions for construction and home improvement projects across North America.

For more information, visit dap.com

HD Max

DAP HD Max Construction

Adhesive features a premium hybrid formula with polyurethane strength, bonding virtually everything, including brick, aluminum and drywall. It offers extreme durability, even in temperatures ranging from 0 to 120°F, while delivering a 100% solid, waterproof bond.

Spray Texture

DAP’s 2-in-1 Wall & Ceiling Spray Texture offers professional results with easy application. Featuring adjustable Aim Tech technology, it provides consistent flow and even spray for Orange Peel, Knockdown and Popcorn textures. Fast-drying and paint-ready in as little as five minutes, it’s ideal for hassle-free, durable wall repairs.

Spray Texture Quick Repair

DAP’s touch-up repair for its 2-in-1 Wall & Ceiling Spray Texture line offers quick, seamless repairs in Orange Peel, Knockdown and Popcorn textures. The easy-to-use spray cans provide strong adhesion, fast drying and paint readiness in minutes, ensuring smooth, consistent application for both professionals and DIYers.

ALEX Ultra

DAP ALEX ULTRA

Advanced Latex Sealant features breakthrough antishrink technology for unmatched resistance and flexibility. It bonds to wood, drywall and plaster, creating a crack-resistant seal that’s paint-ready in 15 minutes. With superior mold resistance and a Lifetime Guarantee, it’s perfect for any paint project.

Wall & Cavity Foam With Widespray Applicator

DAP Wall & Cavity Foam with Wide Spray Applicator simplifies spray foam application with a single canister solution that mimics two-component foam. Featuring a wide broadcast spray, it provides excellent thermal insulation, air-sealing and a Class A fire rating. The ergonomic design and 8-foot hose offer comfort and flexibility for large surface areas.

Wall & Cavity Foam

Aerosol Can

DAP’s 20-ounce Wall & Cavity Foam can is a one-component spray foam solution, offering easy application with a patent-pending adjustable wide-spray applicator, simple setup and quick application. It operates in temperatures from 40°F to 120°F, has a high closed-cell structure, is Class A Fire-Rated and is ideal for hard-to-reach areas.

Trac Grabber

Trac Grabber is a simple, on-demand product that straps through your tires to provide instant traction. Get unstuck quickly and safely.

• Snow

• Mud

• Sand

With All Angel-Guard Products

• Immediate shipping, very small case quantities

• Bill through buying groups

• Drop ship to stores

• Territory rep inquiries welcome

Angel-GUARD Products, Inc.

120 Goddard Memorial Dr. Worcester, MA 01603

Since 1991 Angel-GUARD has helped inventors develop innovative products that offer breakthrough methods to complete a job. We offer very low order minimums to encourage trial orders. Call today to offer these great products with great margins.

For more information, visit angelguardproducts.com or call 800-325-4832

Winter - Mobile RoofBrum

Clear the flat roofs of trucks, trailers and buses from the ground. The RoofReach attachment enables users to quickly clear snow without harming the finish.

• Two models featuring a 12-foot handle or a 22-foot handle with a mop head attachment.

• Try a few as three pieces.

Winter - SnoBrum (consumer)

The original, Made in the USA, foam SnoBrum moves even heavy wet snow with ease. Protect the surface of vehicles, pool covers and outdoor furniture.

• Blue and yellow foam available in twelve piece floor display cases.

• Try a few as 12 pieces.

Winter - Fleet/Commercial

Used by car dealers and fleet owners for decades, the SnoPro snow rake is available head only or with our 4-foot long commercial grade handle.

• This model is not packaged for retail sale, bulk packed.

• Try a few as 12 pieces.

Hand Tools - Wrecking Claw

Blast through demolition with the 45-inch Wrecking Claw. Use the leverage of the floor joist as you remove decking and flooring.

• Safely cut demolition time in half as you work from a standing position instead of from your hands and knees.

• Try a few as two pieces.

Electrical - Cord Connect

The only power cord lock that has a water-tight connection. Lock cords together and protect the connection from the weather.

• Available in safety orange or landscape green and packaged in blister cards or wrap labels.

• Try a few as 12 pieces.

UV Activated Repair Patch

RapidFix UV Fiber Patch is an ultraviolet light or sunlight activated, self-adhesive repair patch constructed out of fiberglass reinforced polyester. Flexible until cured, it creates a strong, permanent and waterproof bond. Perfect for electrical, plumbing, automotive, marine and outdoor fixes. Don’t just patch it—RapidFix it!

Falcon Safety Dust-Off® Aerosol Duster

Dust-Off compressed gas dusters deliver powerful, precise cleaning for office and home. Easily blast away dust from keyboards, laptops and hard-to-reach spots like window blinds and collectibles. Includes an extension straw for tight spaces and a bitterant for added safety. Keep your space spotless effortlessly.

For more information, visit lhbindustries.com, email kthomas@lhbindustries.com or call 800-542-3697

Instant Fabric & Leather Adhesive

Tear Mender Fabric & Leather Adhesive permanently repairs rips, tears or holes in any porous fabric in as little as three minutes. This functional adhesive eliminates the need for a needle and thread! Repairs are flexible, durable and washable. Don’t throw away torn clothing or damaged accessories, mend them!

Clear Vinyl Repair Patch

The clear alternative to duct tape! Repair rips, tears and holes instantly with Vinyl Mender! Our clear adhesive patches instantly seal seams and stop rips from spreading on vinyl, fabric, rubber and more. Perfect for awnings, umbrellas, inflatables and outdoor materials fix it fast with Vinyl Mender.

Lighthouse for the Blind is a 501(c)(3) nonprofit organization dedicated to empowering individuals who are legally blind by providing opportunities for employment, education and support services. With three state-of-the-art manufacturing, warehousing and distribution facilities, the Lighthouse produces a diverse range of products catering to businesses, consumers and government clients nationwide. The organization’s mission is supported by proceeds from the sale of its government and commercial brands, such as SKILCRAFT®, Quake Kare®, Tear Mender®, RapidFix®, Badge Magic® and Falcon Safety Products. These funds contribute to outreach programs designed to support children who are blind, helping them achieve independence and a brighter future.

FrogTape ® Multi-Surface Painter’s Tape

The original FrogTape® Multi-Surface Painter’s Tape features medium adhesion and will remove cleanly from most surfaces for up to 21 days and seven days in direct sunlight. This green painter’s tape is ideal for masking a variety of surfaces and is perfect for both basic and advanced paint projects.

For more information, visit frogtape.com, call 800-321-0253 or email AskUs@shurtape.com.

FrogTape ® Delicate Surface Painter’s Tape

FrogTape® Delicate Surface Painter’s Tape features low adhesion and will remove cleanly from most surfaces for up to 60 days. This yellow painter’s tape is ideal for masking delicate or freshly painted surfaces but can be used for application on most common paint projects.

Shurtape Technologies LLC, which is headquartered in Hickory, North Carolina, is a global, industry-leading manufacturer and marketer of adhesive tape and consumer home and office products. Together, the company’s subsidiaries serve markets such as industrial/MRO, construction, packaging, electrical, stucco, HVAC, professional paint, automotive, marine, entertainment, DIY, home and office and retail. Shurtape Technologies offers products under recognizable brand names including Duck®, FrogTape®, T-Rex®, Painter’s Mate®, Shurtape® and Kip®. FrogTape® brand started with the original FrogTape® Multi-Surface Painter’s Tape that changed painting with PaintBlock® Technology. This dedication to improving painting has built the brand from a single tape to a variety of solutions.

FrogTape ® High Bond Exterior Painter’s Tape ®

FrogTape® High Bond Exterior Painter’s Tape® is the only painter’s tape engineered to consistently adhere to hard-to-stick surfaces and self-cleaning paint technology, saving you time and frustration on the job. This exterior painter’s tape offers very high adhesion for tough outdoor uses and provides contractors with the versatility they demand.

FrogTape ® Pro Grade Painter’s Tape

FrogTape® Pro Grade Painter’s Tape is the only blue tape good enough to be FrogTape®. FrogTape Pro Grade combines the value of a traditional blue painter’s tape with PaintBlock® Technology, making FrogTape No. 1 with paint pros for sharp lines with no paint bleed. Available only in contractor multipack.

FrogTape® Double-Sided Poly-Hanging Containment Tape

FrogTape® Double-Sided Poly-Hanging Containment Tape is a one-step solution for hanging poly sheeting that offers 50% time savings compared to standard methods. With a premium grade painter’s tape adhesive on one side and an aggressive adhesive on the other, this all-in-one, high performance containment tape securely holds poly sheeting and ensures protection of surfaces, helping to tackle jobs with speed and ease.

FrogTape ® Pro Grade Orange Painter’s Tape ®

FrogTape® Pro Grade Or ange Painter’s Tape® offers high adhesion to stick to various surfaces, even in hot and humid conditions. It also provides three-day clean removal without shredding, making this the only production painter’s tape needed to get the job done. Pro Grade Orange™ does not contain PaintBlock® Technology.

Safety should never be a hard sell.

North American innovation is revolutionizing the safety of exterior stairs, ramps and walkways with GripStrip®.

Unique: Rain, frost or moss/algae can make any surface a slip hazard. What makes our product so unique is it’s a simple, long-lasting solution to this very common problem. GripStrips® are a screw-down safety product (ACQ-approved screws included with purchase), not an adhesive tape that often peels and/or rips.

Durable and weather resistant: They are made in North America and of plastic with a five-year UV protectant within the raw material to resist fading or crumbling under the sun. GripStrips® can withstand pressure washing, salting and shovelling without damaging the integrity of the product. We expect no less than five years of life and stand behind our products.

Easy to install: Designed so anybody can install onto a wooden surface, GripStrips® are pre-punched and slotted, requiring no drilling—just a screwdriver—and less than one minute. GripStrips® install in almost any weather condition; no need for a dry day like with most adhesives or paints. The simple and clear installation instructions accommodate for the natural swelling and contraction of wood due to moisture and temperature changes.

Low maintenance: GripStrips® require very little maintenance due to their durable design but an annual inspection is always a good idea. If a strip requires replacement, simply remove and replace it quickly and easily. The strips are reusable; when you need to stain or replace your stairs or ramp, just remove the strips and re-install when ready.

Tried and tested: Established in 2007, GripStrips® were first available in retail stores. Now, they are available within Canada’s largest building supply retailers and across North America. GripStrips® are the standard for parks and used by many cities and municipalities. With millions of strips sold, GripStrips® are specced, recommended and purchased by engineers, property managers, school districts, businesses, residential customers and contractors.

Versatile: GripStrips® are available in three lengths—32 inches, 15 inches and 12 inches—and in four colors: black, beige, gray and high visibility yellow. GripStrips® are designed for wood but can be installed on composite, concrete and metal (pre drilling required).

For more information, visit gripstripit.com or call 844-454-4747 Ask us about our Spring and Fall booking discounts!

A CALENDAR OF CONTENT

A Look Back at the Top Stories of 2024

From surprise OSHA safety inspections to picking the right KPIs to track to overcoming challenges to growth, the pages of Hardware Retailing covered a wide variety of operational topics to help retailers become better and more profitable in 2024.

As the year comes to a close, the editorial staff of Hardware Retailing walked back through this year’s issues and compiled the top articles that tell the story of 2024. On the following pages, read excerpts and key takeaways from these stories, and to learn even more, head back into the archives at issuu.com/YourNHPA to read each full story.

5 Best Practices to Avoid Paper Shrink

1. Double check quantity and SKUs on packing slips against purchase orders.

2. Have two people involved in the receiving process.

3. Shoot the outs, or scan for out of stock inventory, weekly.

4. Do regular inventory cycle counts, not just once a year.

5. Never process a return, defective or adjustment without first recording it through the POS.

5 Best Practices to Deter Employee Theft

1. Use exception-based monitoring to catch theft at the point of sale.

2. Limit who can take out the trash, and use clear trash bags.

3. Build a positive company culture so all employees feel they are a valued part of the team.

4. Conduct unannounced cash drawer audits.

5. Rotate cashiers and change their cash drawer assignments regularly to deter collusion.

A Top to Bottom Look at Protecting Your Operation Against Retail Shrink

Regardless of what specific threats are impacting your operation, retail shrink is a drain on your profits and left unchecked, can grow to a larger problem. Hardware Retailing interviewed loss prevention consultants and independent retailers for insights on the trends in retail loss and how to address them. By understanding your operation’s specific vulnerabilities, you can effectively create the best practices for facing these new threats impacting retailers of all types and sizes.

Hardware Retailing | Page 28 February

5 Best Practices to Address Shoplifting

1. Place high-theft items in highly visible areas where staff can easily monitor them.

2. Greet each customer as they enter the store.

3. Always be mindful of where customers are in the store and continually engage with them.

4. Make sure employees understand company policy for what to do during a shoplifting incident.

5. Have a camera system covering the salesfloor and parking lot so you can document shoplifting incidents.

5 Best Practices to Defeat Cybercriminals

1. Train employees to detect phishing, vishing and other scams.

2. Keep all software updated.

3. Use a password manager.

4. Have a cyber rider on your insurance policy.

5. Store data on the cloud.

4 Ways to Season-Proof Your Operation

From ice storms in Texas to wildfires in Canada, weather in North America continues to become wilder, more extreme and less predictable. Whether you rely on the annual Farmers’ Almanac or check the Weather Channel app on your phone, paying attention to the weather is necessary beyond knowing if you need a jacket or umbrella for the day. Weather can wreak havoc on a small business or it can provide a major windfall, so having a plan for whatever way the wind blows is crucial to weathering the storm.

4 Ways to Post Strong Sales When the Weather Doesn’t Cooperate

1. Instead of trying to rein in something as uncontrollable as the weather, focus on what you can control.

2. Your marketing channels are your best conduits to engage with customers, so take advantage of those communication avenues to promote purchasing seasonal products early.

3. Establish good relationships with your wholesalers and vendors to be able to pivot if the weather doesn’t follow an average pattern for your operation and you need to deviate from your original purchasing plan.

4. Have a Plan A, B and beyond.

Drive Engagement With Email Marketing

Sifting through an email inbox can be daunting. Consumers are bombarded with thousands of messages, from promotions to urgent deals to breaking news. However, when a company can draw a customer in with a creative subject line and consistent information, it can mean the difference between a delete and a loyal customer. That’s what Cole Hardware, a family-owned operation with five stores in the San Francisco area, has worked on perfecting since it began its email marketing strategy years ago.

April

Hardware Retailing | Page 30

KEY TAKEAWAYS

3 Facets of a Successful Email Marketing Strategy

1. Experiment with various strategies to see what engages customers the most online, from testing out the days of the week to the times an email is sent.

2. Give the opportunity to help develop content for newsletters or social media to the staff who are on the salesfloor, engaging with customers.

3. Utilize the content from your email marketing to share with followers on Facebook

GETTING EVERYONE TO SELL

Address Your Culture to Drive Higher Profits

A culture of selling is one where everyone in the business, from leadership to front-line associates, all actively work together to meet the same goals of customer satisfaction and sales growth. If that sounds like a slice of retail utopia, it’s not as out of reach as you might think. Hardware Retailing spoke with three retailers who are engaging their teams in achieving sales goals. Their insights offer practical steps for creating a culture of selling where all employees are customer focused, collaborating and contributing to the overall growth and success of the business.

Retailing | Page 26

3 Methods to Encourage Selling Among all Employees

1. Establish clear goals, using KPIs to understand what you want to achieve and why. Identify the big-picture challenges your company faces and then create specific goals to solve them.

2. Create goals for employee behavior. Engaged employees will build loyal customers, which build sales through repeat business.

3. Cultivate a sales mentality. Train employees to recognize opportunities for add-on sales.

WHY RISK IT

Approach Risk Mitigation Like the Big Boxes Do

As an independent home improvement operator, you may not need to report your financials to the Securities and Exchange Commission like your big-box competitors, but you should have a process in place to address financial performance, operational performance and operational risk. To help you navigate a risk assessment in your operation, Hardware Retailing spoke to Scott Reynolds, president and CEO of American Hardware & Lumber Insurance.

May

Hardware Retailing | Page 46

KEY TAKEAWAYS

3 Keys to Avoiding Unnecessary Risk

1. Involve all critical decision-makers in risk assessment.

2. Don’t overlook cybersecurity insurance and employment practices liability insurance.

3. Perform a SWOT—strengths, weaknesses, opportunities and threats—analysis.

THRIVING, NOT JUST SURVIVING

5 Common Challenges to Growth and How to Overcome Them

As the former college football coach and current sports analyst Lou Holtz once said, “In this world you’re either growing or dying, so get in motion and grow.”

The same adage holds true for the independent home improvement channel. If you’re not growing, you’re likely getting complacent or even worse, declining. But don’t panic—growth comes in different forms and methods, and one operation’s goals for growth do not have to match another’s objectives. What matters is that you are growing or making plans to grow.

June

Hardware Retailing | Page 32

KEY TAKEAWAYS

5 Strategies to Overcome Growth Obstacles

1. Seek out opportunities to provide something others currently don’t offer. Rely on what you know and build on past successes in growth, no matter how small.

2. Grow through trial-and-error and a willingness to step out in faith. Don’t be afraid to fail, but rather learn from those experiences.

3. Whatever it looks like, growth should mean staying true to your operation’s values and committed to customers.

4. Embrace growth that allows your operation to take advantage of scale.

5. Rather than letting fears get in the way of growth, look at the areas you can control.

In Case You Missed It...

Relieving the Year’s Top Industry Events and Awards

The independent channel had a lot to celebrate in 2024 and plenty of opportunities to come together. Here’s a look back at the must-attend events and outstanding retailers honored this year.

National Hardware Show

Attendees of the 2024 National Hardware Show (NHS) left Las Vegas with new product ideas, insightful takeaways from educational sessions and an infusion of positive energy and new business relationships. The event brought together retailers, vendors and others from the home improvement industry.

March

Las Vegas, Nevada

“The chance for relationship building was crucial, as human interaction is so important in building businesses.”

—Joelle Cohn, VIP Attendee Manager, NHS

Independent Home Improvement Conference

Bringing together retailers from all affiliations, of all sizes and from across North America and beyond, the 2024 Independent Home Improvement Conference (IHI Conference) sent attendees home with practical takeaways, new connections and a renewed energy to grow as a channel. Taking place at the stunning JW Marriott Marco Island Beach Resort in Marco Island, Florida, the IHI Conference welcomed over 700 attendees from across the independent channel to take part in breakout sessions, general session keynotes and panels, industry awards, networking and plenty of fun in the sun.

August

Marco Island, Florida

NHPA Industry Awards

During the Independent Home Improvement Conference, NHPA recognized outstanding retailers with its Top Guns Awards and Young Retailer of the Year Awards. Top Guns Award honorees were Glen Morosohk, Wendy Stine and Darren Tomasini. The Young Retailer of the Year program identified seven exceptional young retailers: Jared Brown, Tyler Garrett, Lee Heinrich, Jonathan Jasik, Joel Pletch, Isaac Weber and Alex Ziegenbein.

UNTANGLING THE WEB

How 3 Retailers Approach Unique Online Strategies

Customer expectations around a retail experience are significantly different than they were just a few years ago, and the North American Hardware and Paint Association (NHPA) wanted to find out how retailers have been responding to those changes. In a survey to about 200 retailers representing nearly 600 stores, NHPA asked respondents to share their approach to an online presence, including websites, e-commerce and digital marketing. Some respondents were gracious enough to offer additional insight into their strategies and shared about their distinct approaches to being online.

KEY TAKEAWAYS

3 Keys to Successful E-Commerce

1. A critical piece of a successful e-commerce strategy is accurate inventory and having someone at the company invested in managing that data.

2. Rely on your wholesaler for product information management, or PIM, whether it’s images, product descriptions or specifications.

3. The search function is a crucial part of e-commerce and is closely tied to the system being able to suggest related products or products frequently purchased together.

AI IS NOW

Bring Efficiencies to Your Operation With This Emerging Technology

From sentient supercomputers taking over space missions in “2001: A Space Odyssey” to a robot helping solve a murder and save the day in “Big Hero 6,” artificial intelligence (AI) has been a main character in pop culture for over a century.

No longer just a scene from science-fiction, AI is a constantly evolving technology that simulates human intelligence using machines, allowing computers to complete tasks typically only humans can handle.

Depending on which side of the technology spectrum you’re on, this short acronym can either strike fear or conjure excitement. Regardless of your feelings on AI, it’s already here in the independent channel and has shown its usefulness in improving efficiencies within operations. And in these continually uncertain times, any gains in efficiencies that lead to a solid bottom line are welcome, no matter the size of your operation.

Retailing | Page 26

A Boost in Business

Becoming Better and More Profitable With NHPA Programs

NHPA served independent retailers and the channel with a wide variety of educational offerings, training programs and operational resources in 2024 and will continue providing these tools in 2025 and beyond.

Cost of Doing Business Study

Market Measure

This report provides retailers and channel partners an annual overview of the state of the independent home improvement industry. This resource offers opportunities to look back at a year of changes, successes and challenges in the industry and provides insights into how things might change in the year ahead. Visit YourNHPA.org/market-measure to read this year’s report.

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. Retailers have continually used this data to measure their own performance against industry averages and to establish financial plans to improve profitability. Visit YourNHPA.org/codb for more information.

NHPA Welcomed Board Chairman Ned Green

Ned Green and his wife Lisa, current owners of Weider’s Paint & Hardware, along with their children Mitch and Mikayla, have taken up the banner for the Weider family name. Founder John Weider’s same commitment to “give them what they want” can be seen across all three locations in Brighton, Honeoye Falls and Perinton, New York. During his tenure as board chairman, Ned says he is looking forward to helping the industry come together for education, training and networking through all the programs NHPA offers. He wants to continue fostering a welcoming environment for independent retailers and see the organization’s vision come together to unite the industry.

“NHPA is the organization at the center of the industry that brings the distributors and manufacturers together with the retailers, all with the mission to make independent retailers more profitable.”

—Ned Green, Board Chairman, NHPA

NHPA Ambassadors

The North American Hardware and Paint Association (NHPA) introduced the Ambassador Program in 2024. The program brings together a small group of NHPA members from across the industry who are passionate about the independent home improvement channel and have a deep involvement with the association. NHPA Ambassadors help connect their retailer networks to NHPA, encouraging retailers to become more involved with the association’s offerings, like online training, consulting, college-level courses and more. Visit YourNHPA.org/ambassador for more information.

FINANCIAL CHECK-UP

Understanding the Numbers That Drive Your Business

Much like a report from your doctor, financial statements provide valuable insight into the health of your business. They can explain some of the aches and pains you might be feeling and uncover hidden issues you should address before they become full-blown problems. Even if the financial health report is good, your income statement and balance sheet can offer direction on the ways to best spend your resources as you grow the business.

September

Hardware Retailing | Page 22

KEY TAKEAWAYS

3 Ways to Use KPIs

1. Reference industry benchmarking tools, like NHPA’s Cost of Doing Business Study, to see how you stack up against similar operations and where you have room to improve.

2. Look at each KPI in context and understand what the data means to your business as a whole. Use your KPI analysis to create an action plan for addressing past challenges.

3. Show employees portions of your operation’s finances so they understand the ways they can help the business be profitable.

RESOURCES

Dig Deeper

To read the full stories and other operational content from the year, please check out our digital issues at issuu.com/YourNHPA

SAFETY FIRST OSHA Violation Leads Ohio Retailer to Develop Comprehensive Safety Program

It’s a call no retailer ever wants to get—the Occupational Safety and Health Administration (OSHA) is on-site for a surprise safety inspection. For Scott Jerousek, owner of Farm & Home Hardware, which operates two stores in north central Ohio, with a third opening by the end of the year, it was more of a wake-up call that led to the development of a comprehensive safety program for the business and a “safety first” culture among his 130 employees.

November

Hardware Retailing | Page 18

KEY TAKEAWAYS

3 Lessons Jerousek Learned

1. If an owner wants OSHA to visit their store to do a consultation, OSHA will not fine them for what they find but will want them to fix any violations.

2. Choose a reliable employee or group of employees to put in charge of overseeing company safety initiatives.

3. Obtain all proper OSHA certifications, implement safety training protocols and properly log records for all safety training.

Your News, Your Way

Sign up for our newsletters at YourNHPA.org/subscribe to get the latest industry, operations, products and trends news.

A Year of Change

From major industry-shaking acquisitions to store milestones, industrywide legislation to current events that impacted the channel, the headlines reflected what a monumental year 2024 was for the independent home improvement

industry. The Hardware Retailing editorial team took a look back at the news stories that impacted the hardware industry in 2024 and share the 10 hottest headlines and excerpts from these news stories. Visit hardwareretailing.com/ industry-news for the full stories.

1

True Value Files for Chapter 11 Bankruptcy, Do it Best Bids to Acquire Assets

In one of the biggest deals the independent home improvement industry has seen in decades, Do it Best announced its bid in October to acquire substantially all assets from True Value, which filed for Chapter 11 bankruptcy under private equity ownership. The proposed acquisition would create a worldwide store network exceeding 8,000 locations in the U.S. and more than 50 countries.

Kelly-Moore Paints Announces Immediate Cease in Operations

2

After nearly 80 years in business, the Texas-based paint manufacturer abruptly ceased its operations in January. The immediate closing was caused by mounting legal liabilities in relation to nearly $600 million in payments on asbestos lawsuit settlements still owed. The company was also impacted by the inability to address supply chain challenges coming out of the COVID-19 pandemic.

3

House-Hasson Acquires Bostwick-Braun

House-Hasson Hardware finalized its acquisition of former Midwestern U.S. wholesale hardware distributor Bostwick-Braun’s warehouses and inventory in July. The acquisition adds two warehouses in Indiana and Arkansas, as well as more than 45,000 stock-keeping units (SKU) to its existing 55,000 SKU inventory.

Orgill a Major Supporter of 2024 Independent Home Improvement Conference

4

Bringing together the independent channel, the 2024 Independent Home Improvement Conference had a strong Orgill presence. Along with being a wholesaler sponsor, Orgill hosted the Celebration of Independents with Do it Best and organized several partner events to unite the industry.

5

Ace Hardware Celebrates 100 Years

The largest retailer-owned hardware cooperative in the world celebrated 100 years of operations in 2024, along with opening over 100 new stores in the first half of the year, including its 5,000th domestic location. Ace’s growth was fueled by existing retailers opening additional locations and competitor stores converting to Ace.

6

Do it Best, United Hardware Merge

In March, the intent to merge between both Do it Best and United Hardware was approved, bringing together two industry leaders with a shared commitment to exceptional service, quality products and a comprehensive range of programs designed to support the growth and success of independent retailers. The merger delivered benefits to member-owners, employees and customers through enhanced scale, efficiency and innovation.

7

Home Hardware Celebrates 60 Years in Business

Since its inception in 1964, Canadian home improvement retailer Home Hardware Stores Limited has grown to more than 1,000 stores operating under its brand. The yearlong celebration included a nostalgic brand campaign and store contests to celebrate the anniversary. 8

Credit Card Competition Act Stagnant in 2024

The Credit Card Competition Act, introduced in 2023, aims at increasing competition in the credit card market by requiring large credit card issuing banks to offer a choice of at least two networks for processing transactions or an alternative to Visa or Mastercard. Since its introduction in the U.S. Senate, it has not moved forward for voting, largely due to opposition from Visa, Mastercard, American Airlines and United Airlines.

Retailers Assist in Hurricane Relief Efforts

As communities across the southeast recovered from the devastating impacts of Hurricanes Helene and Milton, independent home improvement retailers in those areas and beyond stepped up and spearheaded recovery efforts, collecting donations and sending important supplies to those in need.

Port Strike Affects Retailers Nationwide

In October, the International Longshoremen’s Association (ILA) began its first large-scale strike in over 50 years, which lasted three days before a tentative agreement on wages was made between the ILA and the U.S. Maritime Alliance. The strike was suspended until January 15 to allow time to negotiate.

With Gen-Zers starting to flex their purchasing power, retailers will want to cater to this generation’s customer service needs. Learn how at hardwareretailing.com/qa-genz

Order Up

DIGEST THE SECRET SAUCE OF CUSTOMER SERVICE

BY LINDSEY THOMPSON

As an entrepreneur, author and owner of two Chick-fil-A restaurants in Tulsa, Oklahoma, Arthur Greeno lives and breathes customer service every day. With over three decades of experience in hospitality, Greeno has experienced the good, the bad and the ugly of customer engagement, and has found a successful customer service formula.

During the 2024 Independent Home Improvement Conference in August, Greeno served as one of the event’s keynote speakers and shared these five ingredients that make up his “secret sauce” of customer service.

Keep It Simple

Greeno says he received a 3-foot-tall pepper grinder one year at a Chick-fil-A conference to use in the restaurant. It used to just sit near the manager’s station, but one day employees began using it as a way to naturally connect with customers.

Instead of just walking around from table to table asking if they needed anything, the pepper grinder provided a way to engage with customers beyond just “Do you need anything else?” Employees can offer customers fresh pepper, something typically only available in fine dining establishments, and connect with the customers in a way that elevates the experience.

“It’s not about the pepper, but it’s a simple tool to engage with our guests. My team told me that the pepper grinder, a tool I had just sitting around, makes it less awkward for them to interact with customers, so it was a no-brainer to include that in our daily interactions,” Greeno says. “Customer service is all about looking around at what you already have that can provide simple paths to a great experience.”

Go the Extra Step

At Chick-fil-A, children who order a Kid’s Meal can exchange the toy for an ice cream cone. Greeno says one day in the store, he was training some new teams when a young child came up to ask to exchange his toy for ice cream. Greeno asked him if he’d like to make the ice cream cone himself. The child gave an enthusiastic “Yes!” and the team members took him to the back, had him wash his hands and then let him make his own cone.

“What do you think Mom was doing while this young man was making his ice cream?” Greeno says. “She was over there pretty quick with her camera, taking pictures, making videos and sharing those on social media, letting people know how Chick-fil-A created this fun and memorable experience for her child. Now we're advertising along with providing an exciting customer experience, and it just took a few extra minutes out of our routine to make it happen.”

Training Is Critically Important

Before an employee can be successful in their role, they need to have the training that equips them to be effective. An employee can set all kinds of goals, but won’t be able to reach them without the right preparation and tools, which comes from training.

“We don't rise to the level of our expectations, we fall to the level of our training,” Greeno says.

For Greeno and his crew, that effective training looks like demonstrating, imitating and repeating. During the training process, training leaders demonstrate a procedure and then have the employee imitate that same procedure, repeating it until they fully grasp it.

Greeno and his team do the same for situations that will come up during the course of a work day, demonstrating various scenarios and having the employee role play along.

“We do it over and over so we get that muscle memory working,” Greeno says. “No matter the moment or situation, the employees know what to say, how to do it, how to behave and how to react."

“Customer service is all about looking around at what you already have that can provide simple paths to a great experience.”

—Arthur Greeno, Chick-fil-A Owner

INDUSTRY EVENTS

In Case You Missed It

Where We’re Going

During the 2024 Independent Home Improvement Conference, North American Hardware and Paint Association (NHPA) chief operating officer Dan Tratensek provided an inside look at the independent channel in his State of the Industry address, sharing how the industry can continue to find success into the future.

CONVENIENCE IS GIVING WAY TO CURATION

“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.”

Here’s a closer look at three ways independent retailers' are evolving what differentiates them from the competition.

SERVICE HAS EVOLVED INTO RELATIONSHIP CULTIVATION

Consumers today are bombarded by options, but independent retailers are doing a good job at curating the selection of their operations based on knowledge of market needs, which becomes more attractive to consumers.

PRODUCT KNOWLEDGE IS TRANSFORMING TO CUSTOMER CONFIRMATION

It’s occurring more often when a customer comes into a retailer’s store having already done their research. Independent retailers can provide confirmation to the customer that what they think they need based on their research is actually what they need.

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

Independent retailers are leveraging loyalty programs, creating social bonds with customers, becoming a fixture in their communities and cementing a new measure of service.

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

Keep Employees Accountable

At each of Greeno’s restaurants, employees are considered a part of the family and are treated as such. A phrase Greeno often uses in regards to his employees is, “It’s easy to quit a job, but hard to quit a family.”

When employees join Greeno’s team, he wants to be sure they are treated so well that it makes it hard for them to want to quit and gives them motivation to stay with the organization. This uplifting environment also makes keeping employees accountable less taxing—it’s easier to say the hard words and easier for the person to hear hard words in a positive atmosphere.

“Accountability can be hard. I take pictures of mistakes and post them for the whole team to see so that everyone can see how to fix it, which can seem harsh,” Greeno says. “But when you create spaces where employees feel valued and are well equipped for their jobs, it makes it easier for them to hear what went wrong and how they can fix it.”

“Accountability can be hard. When you create spaces where employees feel valued and are well equipped for their jobs, it makes it easier for them to hear what went wrong and how they can fix it.”

—Arthur Greeno, Chick-fil-A Owner

Behind-the-Scenes Elements of Customer Service

Many of the elements you incorporate to fortify customer service may be visible to customers, but there are also numerous aspects you can implement that aren’t customer-facing but still make an impact on improving your customers’ experience. Here are three behind-the-scenes ways to boost customer service.

Be sure all your employees know your business’s core values and understand it is critical to give customers attention and care.

Keep employees up-to-date with product and project advancements so they can share that information with customers.

Stay informed on what your competition and other retailers are doing in the realm of customer service to keep your own service fresh.

5 Underrated Customer Service Must-Dos

On the very first day of training camp in July 1961, Green Bay Packers head coach Vince Lombardi started practice by holding up a football and telling his players, “Gentlemen, this is a football!” He wasn’t insulting their intelligence as professional football players but rather pointing out the importance of sometimes starting from scratch and building on a foundation of fundamentals.

The same principle can apply to your retail operation. Sometimes, you need to go back to the basics of customer service and build a top-tier customer experience from there. While they may seem obvious, these five underrated building blocks of quality customer service are key to a successful customer experience.

GIVE A GREETING

Go beyond just saying “Hello” or “Welcome to our store.” Ask each customer how they are doing and if you can help them find anything.

ASK QUESTIONS

When a customer tells you how you can help them, ask follow-up questions to get a better feel for their project and the products and any instruction they need.

BE AVAILABLE

Instead of just pointing a customer in the right direction, if you can, physically walk them to the products they need. If they want to browse, stay close by to answer any follow-up questions.

FOLLOW UP

After you make a sale, or even if you don’t, let them know they can always come back with questions or projects. Share your website or social media so they connect outside of the store.

BE KIND

You have no idea what people are going through at any given time, so even if they are unkind to you, be a positive spot in their day.

Take Care of Your Employees

Part of making employees feel like part of the family is seeing each employee as an individual and meeting them where they are, Greeno says. Everyone has a story and different challenges or situations they are going through at times, and it’s important for managers to understand that about their employees. Greeno has created a culture of caring at his stores, which colors how his team members care for customers.

“If you’re caring for your team, they will care for your guests,” Greeno says. “It’s that simple.”

Greeno is continually looking for ways to make his team feel special and celebrate them. He publicly

celebrates birthdays, anniversaries and other milestones. When each employee joins the team, Greeno gives them a survey asking for their favorite drink, restaurant, snacks and more, so he has a way to personalize how he celebrates them.

“They feel special because we’ve listened to them. Having a culture of care is the glue that keeps everything else together,” Greeno says. “Every organization is going to have rough days, but if you’re constantly building into your employees, when those things get tough, they’re going to be able to move forward. They want to do the best job that they can, because they know the organization they’re working for.”

As an entrepreneur and owner of two Chick-fil-A restaurants in Tulsa, Oklahoma, Arthur Greeno has discovered the “secret sauce” to elevating customer service, which includes taking excellent care of your employees, so they can take care of your customers.

RESOURCES

Dive Into the Data

NHPA conducts industry research annually, providing data that will help retailers be better and more profitable. Learn more at YourNHPA.org/research

MAKING IT COUNT

MEASURING

HOW independent home improvement operations are performing throughout the year helps the entire channel understand how they compare to the industry at large and how to use that data to make incremental improvements to their operations. Since 2022, the North American Hardware and Paint Association (NHPA), in partnership with The Farnsworth Group, has fielded the Independent Retailer Index (IRI), which tracks key performance metrics on a quarterly basis.

RESPONDENT PROFILES

Every quarter, the index asks independent home improvement retailers to share year-over-year changes in:

• Transaction count and size

• Inventory investment

• Cost of goods

• Profit margin dollars

• Future operational investments

We recently surveyed retailers on their performance in the third quarter of 2024 compared to Q3 2023. See highlights of the data here and download the full report at YourNHPA.org/retailer-index

A good mix of independent retailers took part in the survey, with over two-thirds having just one store unit and nearly half operating stores smaller than 10,000 square feet located in a rural area.

respondents were one-store operations

respondents were small stores (less than 10,000 sq ft)

respondents were located in a rural area

Dig Deeper

Take a closer look at the data from the Independent Retailer Index in NHPA’s Market Measure report, which will be featured in the January 2025 issue of Hardware Retailing. Along with helpful data, Market Measure provides retailers and channel partners an annual overview of the state of the independent home improvement industry. Learn more at YourNHPA.org/market-measure

CHANGES IN COST OF GOODS

4.6%

The highest average change since Q3 2023. Cost of Goods continues to be a thorn in retailers side and isn’t getting any better or worse from 2023. Cost of Goods is the only KPI measured in the IRI in which lower average change is a positive indicator.

CHANGES IN TRANSACTION COUNT

-0.5%

The average decline in transaction count from Q2 to Q3 2024. While still a decrease, this represents the smallest decline in transactions since Q4 2022, which saw a 0.1% average reduction.

CHANGES IN TRANSACTION SIZE

0.1%

The average size of change from Q2 to Q3 2024. Transaction size is on par with Q3 2023 with an average size of change almost zero (0.1%) compared to Q3 2023 (0.0%).

ACCESS THE INDEX

Be sure you’re on the list to receive the newest data from the Independent Retailer Index every quarter. Head to YourNHPA.org/research to subscribe today.

3 Ways Employees Can Help Increase Transaction Size

Increasing transaction size is one of the easiest ways to increase profits, and one way to do it is to train employees on their role in the sales process.

Start an item of the month challenge. Set a sales goal for that item and challenge your staff to meet it, rewarding the team when you reach the goal. Post regular progress updates to build excitement.

Use POS prompts. Check with your point-of-sales system to see if you can set up prompts to remind cashiers to ask about add-on sales for certain items.

Focus on project training. Employees with a working knowledge of the top projects you can sell will be better equipped to create larger transaction sizes.

RESOURCES

Protection You Need

Cybersecurity should be an integral part of your traditional loss prevention methods. Learn more at hardwareretailing.com/cybersecurity-strategy

Your Risk REDUCE

BEST PRACTICES TO STRENGTHEN YOUR CYBERSECURITY DEFENSES

BY LUKE VANDER LINDEN

Today, 81% of IT and security professionals feel at least “somewhat” prepared to handle a cyber incident, per the 2024 CDW Cybersecurity Report

But with steep financial, reputation and even legal consequences to contend with should bad actors successfully infiltrate a business, “somewhat” isn’t enough. Just one data breach

or other cyber incident can lead to revenue loss, diminished customer trust and potential regulatory fines and penalties.

To stay protected, retailers must educate themselves on common cybersecurity threats and mistakes to transform their cybersecurity programs from a niche IT responsibility to an all-hands-on-deck, companywide mission.

About Luke Vander Linden

As vice president of membership for the Retail & Hospitality ISAC (RH-ISAC), Luke Vander Linden is responsible for member growth, engagement and overall organizational strategy. RH-ISAC is the cybersecurity sharing and collaboration community for the consumer-facing business sector that partners with key trade associations such as NHPA to strengthen the collective efforts to improve cybersecurity in shared sectors.

RETAIL

BEWARE

With the holiday shopping season upon us, the 2024 Trustwave Risk Radar Report: Retail Sector highlights the threats to the retail sector. Here are some of the report’s key findings:

62% of ransomware attacks struck U.S. targets

$3.5 MILLION

is the average cost of a data breach in the retail sector

15% of ransomware attacks targeted home improvement retailers

58% of attacks originated with a phishing incident

Source: 2024 Risk Radar Report: Retail Sector, Trustwave SpiderLabs

Common Cybersecurity Threats Retailers Faced in 2024

All businesses face cybersecurity threats, but the retail industry is particularly at risk. According to IBM’s latest Cost of Data Breach Report, retailers were the victims of 14% of all last year’s cyberattacks. With growing attack surfaces due to an increased use of IoT and connected devices, cyberthreats come from seemingly all directions. Still, certain entry points prove higher risks than others. For example, one common means of entry is via POS systems, where hackers exploit vulnerabilities in retailers’ systems to make off with customers’ credit card data. Bad actors also hunt for credit card data through social engineering, a tactic in which they manipulate employees and dupe them into revealing confidential information. One popular social engineering technique is phishing. Attackers send employees deceptive emails, usually posing as their boss or another trusted source, and trick them into divulging log-in credentials, credit card information or other sensitive data.

Next in the long list of cyberthreats plaguing retailers are ransomware attacks, where hackers deploy malicious

software to encrypt a retailer’s data and lock them out of their own systems, demanding hefty ransom payments in exchange for restored access.

In the last year alone, almost half (45%) of retail organizations reported being victims of a ransomware attack, says The State of Ransomware in Retail 2024 report from Sophos.

To add to retailers’ woes, new tools in e-commerce are creating additional opportunities for attacks, such as formjacking, a method in which hackers implant malicious code into a retailer’s online form, allowing them to covertly steal customers’ sensitive data, like emails, phone numbers and addresses.

Naturally, hacking stories covered in the news largely detail cyberattacks on the industry’s biggest companies, but that doesn’t mean small retailers aren’t also at risk. Even small businesses still process and store, at minimum, their customers’ credit card information, leaving room for bad actors to swoop in and wreak havoc. In fact, in 2023, 41% of small businesses reported falling victim to a cyberattack, just a 3% increase from the prior year but almost double 2021’s figure.

Top Cybersecurity Mistakes Committed by Retailers

With retailers managing thousands, if not millions of customers’ personal and payment information, it’s no wonder they’re attractive targets for cyberattackers. And unfortunately, it only takes a small mistake for retailers to accidentally give hackers entry—and free rein to do damage.

Perhaps the biggest mistake committed by retailers is failing to sufficiently educate their staff on cybersecurity. Too often, cybersecurity awareness is limited to the IT team and a few select business leaders. Sometimes, even senior management and key shareholders are left in the dark about their business’s cybersecurity posture, lacking basic insight into information like security policies and incident response plans. This is a mistake that only prepares a company to fall right into attackers’ clutches. After all, without a complete understanding of their business’s cybersecurity posture and the many factors that threaten it, how can a retailer be prepared to protect their infrastructure, their staff and their customers?

Similarly, many retailers make the mistake of putting all the onus of cybersecurity exclusively on the IT team. This is a major misstep. From on-the-ground employees to the most senior executives, everyone in a

“An important first step is changing cybersecurity from the IT team’s sole responsibility to an organization-wide, high-level priority.”

—Luke Vander Linden, RH-ISAC

retail organization can be exposed to cybersecurity risks; therefore, it’s everyone’s responsibility to understand and uphold cybersecurity best practices. Unfortunately, this is more of the exception than the norm. Not only do most employees not understand the overall cybersecurity posture of their company, but more than half (52%) don’t even think that IT and cybersecurity are related to their jobs, per a new report from TerraNova Security.

These are just some examples of common mistakes retailers make that expose them and their customers to cybersecurity risks—but not everything is an internal problem.

As the global supply chain continues to grow and retailers continue to expand their partnerships with third-party vendors and suppliers, they must be wary of tying themselves up in so many integrations. The more third-party service providers a retailer works with, the more teams can get their hands on the retailer’s (and their customers’) sensitive data—and the more opportunities there are for hackers to find vulnerabilities to exploit. Of course, it’s no mistake for retailers to collaborate with third parties. It is a mistake, however, for them to do so without caution and without regard for the cybersecurity risks that come with it.

Practical Advice for Retailers to Avoid Cybersecurity Mistakes

Cybersecurity threats are an unfortunate reality that is here to stay. But there are simple strategies retailers can deploy to strengthen their cybersecurity defenses and help keep bad actors away.

First and foremost, executives should cultivate an organization-wide culture of cybersecurity awareness. After all, teams can’t fix a problem they’re unaware of. If not already done, assign someone to spearhead your company’s cybersecurity initiatives. This person should help your team leaders stay up to date with changing rules, regulations and policies in cybersecurity—and then transmit these best practices to employees via regular cybersecurity training. For example, support employees with workshops and training with information about deflecting phishing tactics and maintaining password best practices, like never share passwords, don’t reuse passwords and how to create strong passwords.

Next, make security monitoring and data backups part of your retail organization’s regular activities. With security monitoring, your team can identify, detect

and analyze security threats, vulnerabilities or any other suspicious activity—and then take action to patch these vulnerabilities to prevent and contain breaches.

A key part of these tests should include surveilling third-party integrations for signs of risk or unusual activity. Meanwhile, regular data backups ensure your IT team is prepared to restore critical information in the event of a cyber incident, such as ransomware attacks or system failures, to minimize business downtime and lost revenue.

The retail industry is a hot target for cyberattacks. But just a few small fixes can make a big difference in strengthening a retailer’s cyber defenses and protecting their and their customers’ sensitive data.

An important first step is changing cybersecurity from the IT team’s sole responsibility to an organization-wide, high-level priority. Retail leaders can drive this culture shift by participating in relevant industry groups, like RH-ISAC, a global community dedicated to sharing cybersecurity information and intelligence among retailers. Open to all retail companies, RH-ISAC is a confidential, trusted place for industry leaders to share best practices, get real-time cyber intelligence, and work together on common issues to build better security for everyone.

Seeing the Light

Discover how one retailer showcases specialty and decorative light fixtures at the front of his store to bring customers inside at hardwareretailing.com/electrical-specialty

SPARKING SUCCESS

ABY JACOB MUSSELMAN

s a core category for most retailers, the electrical department can get stale and sometimes overlooked unless you’re putting forth the effort to keep it fresh and meeting your customers’ needs.

By offering specialty products to bring in new customers, having well-trained and knowledgeable employees and utilizing thoughtful merchandising, you can take your electrical category to the next level.

At Wilkes County Hardware, the electrical aisle is organized by product type, with related products in close proximity. Organization Is Key

Strategic Product Selection

For Amanda and Richard Searcy, owners of Wilkes County Hardware in Wilkesboro, North Carolina, their store’s electrical department caters to the needs of DIYers. From wire cutters to outlet testers, the Searcys listened to their customers when building out their electrical category.

“We’ve brought in outlet cover night-lights after having several requests from customers who couldn’t find those anywhere,” Amanda says. “We thought it was an unusual product to stock, but we’ve added many other products to our electrical category we didn’t realize we needed thanks to customer input.”

Another electrical product the Searcys found through their customers is replacement appliance lights.

“We can’t keep those appliance lights in stock,” she says. “We’re constantly ordering to keep up with our inventory.”

5 Must-Have Electrical Tools to Stock for DIYers

Circuit/Voltage Testers

A tester checks if the power to a source is turned off so you can safely proceed with repairs.

Lineman Pliers

With several functions in one tool, lineman pliers allow users to grip, twist, cut, pull, crimp and bend wires.

Electrical Tape

Used to cover and insulate wires, electrical tape is specially made of plastic vinyl to easily adhere to wires.

Insulated Screwdrivers

Made with special handles that safeguard against electrical sparks, an insulated screwdriver protects against electrocution.

Flashlight

Once the power is off, a flashlight provides much-needed light to see what you’re doing while you work.

Richard says the electrical category is still a work in progress, and he is always looking to his customers for new products to bring in and curate this category.

“I’m always trying to listen, and I’m wanting to know what my customers need,” Richard says. “If I have more than one person ask if we have a certain electrical item, I know that we need to make room in our planogram for it.”

By stocking core products and fitting in products from customer needs, Wilkes County Hardware has a well-rounded electrical category.

“If we have a diverse product selection, and we consistently have what people want, they’re going to come back time and time again,” Richard says. “Long term, that’s a good scenario.”

Lighting the Way

Wilkes County Hardware uses its repair services to create a loyal following.

In-Depth Product Knowledge

By providing in-depth knowledge to its customers, Decorum Hardware & Nostalgia Lighting in Falmouth, Maine, differentiates itself from its competitors. Each employee is trained not just in sales, but in the intricacies of electrical products and how they’re used.

“Our staff aren’t just salespeople—they’re experts in the electrical field,” says Kimry Corrette, Decorum Hardware & Nostalgia Lighting manager. “They can tell you how to use the product, where it works best and any issues they may face during installation. Customers don’t come here just to buy, they come here to learn.”

By being a place where people can learn more than what’s on the sale card for the product, Decorum Hardware & Nostalgia has entrenched itself in its community. For contractors and DIY enthusiasts, having access to employees who

understand the nuances of each product has become a significant draw.

“Many times, customers come in because they’ve hit a roadblock in their project,” Corrette says. “They don’t just need a product, they need help figuring out what’s wrong. Our team can walk them through the options, offer practical advice and ensure they leave with the right solution.”

Decorum Hardware & Nostalgia Lighting owner Nick Harding’s dedication to providing expert product knowledge is what’s kept his business around for almost 50 years. Harding has built a loyal customer base through his extensive product knowledge and created a space where customers know they can go with questions.

“We’ve been resilient, and we offer people what they want, rather than what the industry trends want you to buy,” Harding says.

“Our staff aren’t just salespeople—they’re experts in the electrical field. They can tell you how to use the product, where it works best and any issues they may face during installation. Customers don’t come here just to buy, they come here to learn.”

—Kimry Corrette, Decorum Hardware & Nostalgia Lighting

OPERATIONS

Spark Your Sales

Keep the electrical and lighting category from going dim at your operation with these five best practices. Learn more at hardwareretailing.com/spark-sales

Organization Is Key

After moving to their current location, Harding transitioned from having ample shelf space to having very little—just 500 square feet of salesfloor—which led him to keep catalogs, rather than have the items at his store.

“We offer people choices,” Harding says. “We can still sell them all of the products we used to, but we just have to order them. Fortunately, our customers don’t seem to mind that.”

When Harding was planning his store, which is on the first floor of a refurbished residential building, he didn’t want to clutter the floor with aisles and displays—opting for a cleaner, more open concept.

“We’ve designed the layout to make it easy for people to find what they need and get answers fast,” Corrette says. “When someone walks into Decorum, they’re usually not looking to browse—they know they’re here for something specific, and we make that process as straightforward as possible.”

The store’s layout is also built around providing access to staff, with displays and counters that encourage interaction between the employees and customers.

“Our customers appreciate the opportunity to speak with someone face-to-face, especially when they’re dealing with electrical products where there’s little room for error,” Corrette says. “That interaction sets us apart.”

In its less than 500 feet of retail space, Decorum Hardware & Nostalgia Lighting keeps its lighting options on the ceiling to showcase what the store can repair and craft.

Shining Stars

The electrical category is a broad one and extends far beyond traditional products. Finding niche products to supplement your electrical department year-round is a great way to snatch add-on sales.

Smart Home

• Electrical doorbells

• Motion-activated flood lights

• Smart plugs

• Security systems

Emergency Preparedness

• Flashlights

• Batteries

• Weather radios

• Generators

Holiday

• Christmas light repair kits

• Pre-lit trees

• Christmas lights

• Light timers

Lightbulbs

• LED

• CFL

• Edison bulbs

• Color-changing lightbulbs

Impulse

• Extension cords

• Surge protectors

• Electrical tape

• Outlet covers

Offer What Others Don’t

“If someone needs a specific product, something unusual or specialized, there’s a good chance they’ll come here because they know we’ll have it.”

—Kimry

Corrette, Decorum Hardware & Nostalgia Lighting

By stocking hard-to-find products, Harding sets himself apart from the competition.

“Big-box stores may offer the basics,” Corrette says. “But if someone needs a specific product, something unusual or specialized, there’s a good chance they’ll come here because they know we’ll have it.”

Setting your store apart from your competition can also include offering specialized services that your competition doesn't. Decorum Hardware & Nostalgia Lighting’s two main forms of revenue are traditional lighting repair and custom lighting construction.

Some of the areas the store specializes in include chandelier restoration, dimmer switch repairs, outdoor lighting restoration and cord replacements, Corrette says.

When a customer comes to them with a lighting need, a staff member will learn the entire scope of their project and how the lighting is a part of that project, he says.

Since Decorum custom makes all of its light fixtures, they’re able to offer their customers full customization from the style, materials and dimensions.

“A lot of the lights we create are for an unusual need,” Harding says. “People come to us because they can’t find what they need at a traditional hardware store.”

Decorum Hardware & Nostalgia Lighting uses its location to attract customers and places examples of hardware and lighting outside its store for potential customers passing by.

Sailing Sales

Create a Canning Niche

Discover how one store owner took a flourishing housewares section and made it more successful at hardwareretailing.com/canning-niche.

Beyond THE BASICS

TBY JACOB MUSSELMAN AND LINDSEY THOMPSON

he core categories in a home improvement store—such as electrical, plumbing and paint—might be the cash cows for most retailers, but diving into niche categories can also add to the bottom line. Adding niche categories is also an excellent way to cater to your customers’ wants and differentiate yourself from the competition. As you consider what niches best suit your operation, see how these five retailers found success with niche categories.

Part of a lake community, Robinson Home Hardware keeps marine and boating products in stock year-round.

MARINE AND BOATING

Situated near Lake Simcoe in Barrie, Ontario, Robinson Home Hardware has been serving customers with a robust marine and boating category.

Jim Robinson, who owns the store with his brother John Robinson, says the store has two 20-foot aisles of marine and boating products.

“It’s not one of our biggest categories, but it certainly pulls its weight,” Robinson says.

While the store has been in business for over 100 years, it didn’t start carrying marine and boating products until about 40 years ago. Robinson says the previous location of the store backed up to the town dock, which was the catalyst for adding this niche. The store moved to a more residential location five years after they added the marine and boating category, but it has remained a strong department even after moving away from the water. Robinson is also a boater, so he’s familiar with the products customers want in this category and can provide insights into what boaters need.

The store carries mostly boat maintenance products and accessories, including cleaning products, marine paints, epoxies, fiberglass cloths and resins, dock lines, boat hardware, life jackets and rope by the foot. Robinson Home Hardware also offers special ordering for larger, big-ticket items like boat refrigerators.

Boating in that part of Canada is seasonal, and Robinson says the store sees slower sales from September through February, made up mostly of customers looking for products to winterize their boats.

“It’s funny how quick the turnaround between seasons is though,” Robinson says. “When the Toronto International Boat Show opens at the end of January, people start getting excited about the boating season for spring, and we start getting busy selling boating and marine products.”

Despite the slower winter sales, Robinson still keeps all the boating products merchandised all yearlong, just in a compressed space to make room for other seasonal hardware items customers want during the winter months.

“It doesn’t stay compressed very long, because we have a lot of suppliers we work with who offer early pricing for the coming year, so we start having product roll in the door in January,” Robinson says.

When it comes to promoting the store’s marine and boating category, Robinson says they rely mainly on advertising they are already doing through Home Hardware. He also purchases additional radio advertising in the spring, going beyond their usual advertising radius, as the store attracts customers for marine and boating products from an hour away.

CHECKOUTS

Maryland Retailer Takes Part in Boat Shrinkwrap Recycling Program

In an effort to support conservation efforts and provide a helpful service to customers, Rommel’s Ace located in Stevensville, Maryland, has joined the Queen Anne’s County Boat Shrinkwrap Recycling Program.

The Chesapeake Bay area is popular for boating and many owners store their boats on land during the winter months, keeping them safe from the winter weather with winterizing shrinkwrap. Rather than tons of plastic shrinkwrap ending up in landfills, the program provides a way for boat owners to recycle the shrinkwrap used for boat winterization.

Stevensville store manager Kellie Barker says she was approached by Sara Shelley, executive director of Plastic Free QAC, asking if the store would provide the recycling bags to customers, which are free for residents of Queen Anne’s County.

“We thought it was a great idea and an easy way to provide an extra service to our customers,” Barker says. “Plastic Free QAC supplied signage, literature and directions on processing of shrinkwrap, making it easy for us.”

“This is a specialized department with a limited audience, but because of our selection, we get customers coming in from all over,” Robinson says.

“Those customers who come in the store for our marine products often aren’t our regular neighborhood customers, so the department has been a great way to bring in a few fresh faces.”

FURNITURE AND APPLIANCES

When Lisa and Gary Kruse bought their hardware store in 1990 in Hartington, Nebraska, Gary brought numerous years of experience in appliance sales and service and heating and air conditioning service and repair to the business. Since taking over the store, which was selling a few appliances, the Kruses rebranded to Kruse True Value and have added other brands like Maytag, Whirlpool, Amana and KitchenAid, as well as TVs.

Along with product selection, Lisa says the store has found success in this category because the store is an authorized service center that provides service after the sale.

“We deliver and install appliances and TVs, and we also do Dish Network installs in addition to the TV sales,” Lisa says. “Being able to repair appliances is a great selling point.”

Merchandising is also key. Lisa says they have dedicated around 820 square feet to appliances, with 84 pieces on the salesfloor, including refrigerators, ranges, dishwashers, microwaves, freezers, washers and dryers.

“You need to have a larger area to display appliances on the floor,” Lisa says. “We also have a website that shows our complete line of appliances, so if customers are wanting something we don’t have on the floor, we can add it to our order. We do a lot of new houses, remodel constructions and custom packages and order and get shipments twice a week.”

Appliances is a year-round category for Kruse True Value, with duress purchases—when the appliances break down and can't be repaired—making up the largest percentage of sales. Thanksgiving and Black Friday is the busiest time of year, accounting for 35% of sales, with higher sales volumes during Labor Day, Memorial Day and 4th of July.

“Throughout the rest of the year, we advertise through Google searches and utilize a digital marketing company, AVB Marketing, for advertising,” Lisa says.

Gaining Local Market Share

At Gow’s Home Hardware & Furniture in Bridgewater, Nova Scotia, owner Amanda Fancy says the store began carrying furniture and appliances in 2019, when the store moved to a new location and amalgamated with a local furniture business.

“They were looking to sell and retire, and we were looking to grow and build a new store,” Fancy says. “We knew there was a huge opportunity in this category because locally there wasn’t a lot of competition. We knew we would drive a lot of foot traffic from the hardware side of the business, which would ultimately increase the furniture and appliance business.”

A Big Impact

The appliances and furniture department at Gow's Home Hardware encompasses 12,000 square feet of the 60,000-square-foot store.

Finishing Touches

Another reason Fancy decided to expand into this category was market share, as she knew by having a fresh new location and a strong social media presence, the store could draw more customers and keep them shopping locally in this category.

“These days it’s very hard to identify product categories with such growth potential such as furniture and appliances,” Fancy says. “It still is a huge opportunity for us in our current store. It continues to grow, and we continue to pivot as needed to come up with new lines to bring our customers in the front door.”

To remain successful, Fancy says they will continue to listen to their customers, taking their feedback seriously. She is also always looking for new ways to get products in front of customers.

“We watch what our competitors are doing and always try to provide the extra level of customer service that our customers today are not necessarily used to, which will always give us an advantage over our competition,” Fancy says.

Like Kruse True Value, merchandising also plays a key role to be successful in this category, Fancy says.

“We merchandise to tell a story. It’s very important to make the space inviting, so the customer feels like they’re in their own living room if they’re buying furniture or can picture the appliances in their kitchen if they’re buying appliances,” Fancy says. “By merchandising in this way, we feel it gives us an advantage over our competition and increases the basket size of our customers.”

Add-On Products to Boost Sales in Your Furniture and Appliance Department

Stage your furniture and appliance section to make the space inviting and help customers envision the pieces in their own spaces. Cross-merchandise the following items from your housewares department to help customers complete the look.

AUTOMOTIVE PRODUCTS

Automotive products may not be the first category that comes to mind when customers think about their local hardware store, but for McKeithen’s True Value Hardware in Statesboro, Georgia, it’s a valuable niche category, driving consistent traffic and adding significant value to the business.

Owner Tom McKeithen has turned this category into a reliable source of sales by carefully curating his product selection and giving automotive a prominent spot in his store.

Strategic Merchandising and Expansion

McKeithen’s automotive section occupies about 35 feet of shelf space, but it wasn’t always a large presence in his store. Initially, automotive products were housed toward the back, near the hand and power tools. As McKeithen expanded his store’s power tool selection, he found himself needing to rework the layout, ultimately moving the automotive section closer to the front.

“It made sense at first to have automotive near hand tools, but the demand for more power tools meant we had to rethink the layout,” McKeithen says. “Moving automotive to the front gave it more visibility, and the increase in sales reflected that.”

Today, the automotive section is located near the store entrance, positioned as the second main area along the front wall, which ensures it gets noticed by both regular and new customers.

Diverse Product Offerings

McKeithen has curated this niche by stocking an array of essential items, including cleaning products, engine oils, brake cleaners, gas cans, pre-mixed fuel for outdoor power equipment and WD-40.

After a local RV supply business shuttered its doors, McKeithen capitalized on the need in his community for those products and started offering various trailer hitches, wiring for trailers and towing accessories.

“Customers come in looking for specific towing accessories, and because we’re now one of the few places offering them, it’s been a steady source of revenue,” McKeithen says.

Additionally, the McKeithen’s automotive category features 4 feet of products dedicated to RVs, an area McKeithen sees potential to expand further.

The

“Customers come in looking for specific towing accessories, and because we’re now one of the few places offering them, it’s been a steady source of revenue.”

—Tom McKeithen, McKeithen’s True Value Hardware

McKeithen's True Value stocks add-on products to supplement its automotive products.

Extra Mile

Add-On Services

Five years ago, McKeithen took his automotive offerings a step further by introducing electronic car key cutting, a service that’s attracted significant foot traffic.

“Even though there are multiple automotive chain stores in our area, we find a lot of customers coming in for our electronic keys,” Mckeithen says.

Adding this service required upfront training. McKeithen and his staff learned how to program the keys and use the cutting equipment through hands-on demonstrations from a company representative, video tutorials and trial and error.

“There was definitely a learning curve with the key cutting, but once we got the hang of it, it became a popular service,” McKeithen says.

Strategic Partnerships

Statesboro is a college town, and McKeithen’s store is located two miles from Georgia Southern University, making his store one of the closest options for students moving in and out of town. The partnership with U-Haul not only helps him sell related automotive products like trailer hitches and wiring, but it also drives additional foot traffic from students and residents alike who visit for moving supplies and vehicle rentals.

“I’d recommend any hardware store in a college town consider becoming a U-Haul location,” McKeithen says. “It’s an easy setup, but you need to be prepared to adjust staffing levels and have enough space to store the vehicles.”

Drive Extra Sales With Add-On Automotive Products

Stocking add-on products in the aisle and near the register for customers already purchasing automotive products can help snatch extra sales.

Regional Decor Stock officially licensed products that support your favorite local professional or high school sports teams.

Air Fresheners

Car air fresheners are an inexpensive and easy product to stock around your store. With diverse options like sprays, plug-ins and gels, air fresheners can be cross-promoted with detailing supplies.

Phone Mount

With hands-free driving being a law in the U.S., having a mount for your phone allows drivers to utilize their directions from their phone without having to hold their phones, making driving safer. Phone mounts from various brands fit every phone available and can be mounted to vents, dashboards and windshields.

Tire Repair Kits

Simple, yet necessary, tire repair kits are products nobody wants to have to buy but will eventually need. Tire repair kits are made for all types of vehicles and are generally inexpensive. Stocking these near your automotive section or by the cash register can encourage impulse buys.

SPORTING GOODS 04

One major key to finding success in the sporting goods category is curating your selection to the needs and wants of your customers.

Ouray Hardware & Mercantile and Granby Ace Hardware are both located in outdoor adventure hotspots, and capitalized on their locations by expanding into sporting goods. By stocking camping essentials, outdoor gear and seasonal items that appeal to tourists and locals alike, these stores have transformed themselves into destinations for both adventure and hardware needs and turned sporadic foot traffic into loyal customers.

Understand the Local Market

Ouray, Colorado, is a year-round outdoor adventure destination, which puts Ouray Hardware & Mercantile in a prime location to sell sporting goods to locals and visitors.

Owner Brad Clark opened the store with his wife Carol in 2011 and almost immediately, he knew he couldn’t operate like a traditional hardware store.

When the store first opened, Clark followed the standard merchandising provided by his wholesaler, placing items like drill bits and hand tools near the front. However, this approach wasn’t attracting customers and worse, not attracting tourists, who are a major part of the local economy.

“Our store is located on the main corner in town, and I would stand by our front doors and hear people say, ‘Oh it’s just a hardware store,’ without ever coming in,” Clark says.

After observing low foot traffic for the first season, Clark decided to move his sporting goods and camping gear to the front of the store—and it paid off.

The new displays quickly grabbed the attention of tourists, helping transform the store into a sporting goods and hardware destination in the mountains.

Ouray is also the “Jeep Capital of the World,” boasting over 500 miles of rugged trails, making it a hot spot for 4-wheel driving and camping. So, Clark began stocking and showcasing products catered specifically to Jeep owners and campers.

“We began offering more camping gear like tents and sleeping mats, but we stayed out of the high-end market so we don’t have to compete with the camping store down the street,” Clark says.

By moving camping essentials—like fishing poles, tents and fire pits—to the front of the store, he was able to capture the attention of tourists passing by.

In addition to outdoor gear, Ouray Hardware stocks seasonal items like hand warmers, gloves and wool socks during the winter months, ensuring their product mix aligns with the changing needs of the community.

Expand Your Target Audience

Located on the main thoroughfare through town, Granby Ace Hardware caters its product selection and advertising to tourists. Granby, Colorado, has a population of around 2,000 full-time residents, with many homeowners in the area only living in the area seasonally.

The town is nestled between Rocky Mountain National Park and multiple ski resorts, so tourists make up a large percentage

Granby Ace Hardware collaborates with the Colorado Parks and Wildlife Department to offer fishing and hunting licenses. Fishing for Sales

of their customers, says Amy Kaplanis, president of Granby Ace Hardware.

“Over the course of 20 years, we’ve grown from an 8,000-square-foot store that only carried hardware into an 18,500-square-foot store that not only has core hardware, but anything else you need for Grand County living,” Kaplanis says.

The sporting goods category at Granby Ace Hardware has everything visitors would need if they forget or lose important items during their travels in the area.

“We developed our sporting goods to not be something like you would see in another store,” Kaplanis says. “We have sleeping bags and tents, which are things you wouldn’t think you’d forget to bring on a trip, but people tend to forget these items. We’ve tailored our sporting goods section to serve those needs.”

Sporting goods at Granby Ace Hardware is just as important to overall sales as its core categories. After a recent expansion, Kaplanis was able to expand the store’s sporting goods category.

“If you’re going to get these types of customers in your store, think about what else you can sell them,” Kaplanis says. “There’s hundreds of sales opportunities if you can get them into your store.”

3 Ways to Reel in Sporting Goods Sales

Even if your store isn’t near a national park or in an area where tourists visit to have an adventurous vacation, offering a sporting goods category can drive seasonal sales and impulse purchases for a wide customer demographic.

Narrow Your Selection

Trust your numbers. Bringing in new items can be costly, so it’s a good idea to sell the products that make you money and that your customers are buying. If you don’t want to take up a lot of space or if you’re trying out a new vendor, go for the best sellers with the most universal appeal first instead of offering a wider selection.

Focus on Impulse

For the most effective impulse displays, focus on seasonal sellers, such as tumblers, coolers or pool toys. Also look for unique items that are low-cost with a wide appeal.

Visit Specialty Shows

If you want to make a larger entrance into sporting goods, visit a specialty show with vendors specific to that category. That’s generally where you’ll find the widest selection and best advice.

PET PRODUCTS 05

From puppies to parakeets, cats to chameleons, gerbils to goldfish, we love our pets. A look at anyone’s social media feed proves how devoted we are to our animal companions, but the numbers speak loudly as well. The American Pet Products Association found pet owners spent $147 billion on pet-related products in 2023. The organization predicts sales for 2024 will be $150.6 billion, growing 3% from 2023.

It can be daunting for home improvement retailers to compete with specialty pet stores and online retailers, but there is a place for your operation in this lucrative category.

Start With the Basics

Since it opened in 1988, Franklin Hardware and Pet in Chambersburg, Pennsylvania, has been carrying pet products. Assistant manager Lindsay Deaven says the store owners saw an opportunity to provide local farmers with supplies for not only their farm animals but also their pets.

“The store opened to complement the already existing Franklin Feed and Supply Co.,” Deaven says. “What began as a store with 9,000 square feet of space has morphed into 30,000 square feet of space for lawn and garden, hardware and anything pet under the sun.”

Of that 30,000 square feet, around 10,000 square feet is dedicated to products for pets, wildlife and livestock. Franklin Hardware also has sections for live small animals, domestic birds, reptiles and fish.

Franklin Hardware’s pet department didn’t evolve overnight; it has been a labor of love building it to the size and scope it is today. Retailers looking to get into pet products should start simple, Deaven says.

Deaven suggests launching a pet product section with dog and cat food, carrying brands that are in the middle of the road in price and already have brand recognition with customers.

She also recommends carrying core items pet owners need like puppy pads, cat litter, treats and collars.

“High-turn dog foods with brand recognition get people in the door, and I think a small animal section is key,” Deaven says. “Toys for small animals and treats have a high margin and are a good way to balance the low margins of dog and cat food.”

Equip Your Employees

With its large selection and variety of pet products, it’s important for Franklin Hardware to employ workers who can educate customers on the different products. Hiring employees who share a love for pets is also helpful for building relationships and trust with their pet-loving customers.

Deaven leads employee training on new products and trends, utilizing sessions offered by pet product manufacturers. She also recommends using these companies as resources when starting out in the pet product business, as most are willing to send retailers planograms and provide staff who can help with product merchandising in your store.

“Most of the major brands have really good people working for them who are willing to give you help,” Deaven says. “You can tell them you have 3 feet of space, and they will tell you what products you need in that space.”

Franklin Hardware and Pet started small and now has over 10,000 square feet dedicated to pet products.

Furry Friends

3 Reasons to Welcome Pets Into Your Retail Store

Going beyond stocking its shelves with pet products, Strosniders Hardware has welcomed furry friends into its stores. Strosniders, which has three locations in Maryland, has allowed customers to bring pets into its locations for about 15 years, a policy that has boosted customer relations. Here are three reasons to welcome pets into your store.

Connect with your customers.

Claire Peterson, marketing and events manager for Strosniders, says the stores’ owners saw how much their customers were invested in their furry friends and decided to welcome pets to provide a top-notch experience.

“It’s been less about increasing sales and more about connecting with our customers,” she says. “We love seeing their pets in the stores just as much as they love bringing them in.”

Offer extra convenience.

Chuck Kelley, pet buyer for the company’s Bethesda location, says customers appreciate the convenience of being able to bring their pet along to the hardware store to shop.

“Our customers love that they can get two things done at once—walk their dog and complete their errands,” he says. “We can tell the pets enjoy coming in the stores.”

Engage on social media.

Pets that visit the stores even have their own hashtag, #PetsofStrosniders. The social media campaign started to spread awareness that the stores are pet-friendly, Peterson says, and has been a fun way to interact with customers online. “It’s garnered nothing but positive engagement from the community, and we plan on continuing with it indefinitely,” she says.

WHOLESALER CENTRAL

INDUSTRY EVENTS

Ace Hardware 2025 Spring Convention

March 4-6 | San Antonio, Texas

INDUSTRY NEWS

Excellence in Growth and Service

ACE HARDWARE RECOGNIZES PINNACLE AND PLATINUM RETAILERS

EACH YEAR, Ace Hardware honors its Pinnacle and Platinum retailers, those who have demonstrated exceptional commitment to growth, service and community impact through the company’s long-term retail growth strategy known as Higher Ground. The strategy focuses on delivering quality, service and convenience to customers, while building a strong, sustainable foundation for growth. Ace retailers who commit to and achieve a variety of performance targets see a significant impact on both their customer loyalty and financial performance, with increased sales, stronger community ties and a reputation as trusted local experts.

Achieving Pinnacle or Platinum is no small feat. These honors recognize retailers who display an unwavering commitment to disciplined execution and a relentless focus on quality, service and convenience. These retailers have not only met Ace’s high standards but have set new benchmarks for excellence in the hardware industry. Their commitment to fulfilling Ace’s motto as “The Helpful Place” has earned them recognition as some of the most dedicated and high-achieving leaders within the Ace co-op community.

A Celebration of Success in Las Vegas

In recognition of their achievements, Pinnacle and Platinum retailers are invited to an annual celebration in Las Vegas in January. This exclusive event provides these top-performing retailers with the chance to celebrate their hard-earned successes, connect with fellow leaders and engage in

leadership development tailored to their needs. The event will feature dynamic workshops and inspiring keynote speakers who will discuss the latest trends in growth, innovation and customer engagement, providing valuable insights to support future success.

Ace’s Las Vegas gathering highlights the company’s commitment to rewarding excellence and empowering retailers who exemplify Higher Ground. By recognizing and celebrating these achievements, Ace Hardware demonstrates its dedication to nurturing a culture of growth, learning and continuous improvement.

Leading the Industry by Example

Ace Hardware’s Pinnacle and Platinum retailers are not only achieving success for their own businesses, they’re setting a standard for the entire hardware industry. Through their disciplined execution, commitment to the Ace brand and devotion to their communities, these retailers showcase the best of what service-driven retail can achieve. Their accomplishments underscore the power of Ace’s Higher Ground strategy, proving that sustainable growth and community-centered service go hand-in-hand.

As Ace Hardware continues to climb Higher Ground, it celebrates these pinnacle achievers as beacons of success, showing that with the right strategy, dedication and focus, retailers can thrive in a competitive market while making a meaningful difference in their communities.

WHOLESALER CENTRAL

INDUSTRY NEWS

Leading the Herd: Do it Best Strengthens Farm and Ranch Category

DO IT BEST is reinforcing its leadership in the farm and ranch category by delivering innovative solutions and dedicated support to its members. With strategic partnerships, expanded product offerings and a deep understanding of member needs, Do it Best is committed to delivering value and driving growth in a competitive market.

“We’ve differentiated ourselves by leveraging our import programs and vendor partnerships to offer the best pricing and margins in key areas like fencing,” says Do it Best Merchandise Manager Laci Scheib. “Our goal is to ensure that our members, whether focused on ranching or farming, have the tools they need to thrive.”

Tailored Solutions for Every Member

Do it Best takes a personalized approach to the farm and ranch category, prioritizing the specific needs of its members. This hands-on approach is complemented by the development of regional programming designed to meet the unique demands of different markets.

For members focused on ranching, Do it Best offers specialized support in categories like fencing and livestock supplies, while those involved in farming can benefit from an expanded range of poultry and livestock feed, including new product options added to warehouses to better serve both urban and rural farmers.

“We actively engage with our members to understand their businesses and provide the tailored support they need,” Scheib says.

Expanding Product Lines to Drive Growth

To further strengthen its farm and ranch category, Do it Best has expanded its pet supplies department by adding over 400 SKUs and 12 new vendors. This expansion positions Do it Best as a one-stop shop for members, complete with 35 new planograms designed to optimize in-store marketing displays.

This strategy also underpins aggressive growth targets, including a 3.5% year-over-year increase in volume across feeders, livestock, poultry, and fencing, plus a 4% year-over-year growth target for the pet supplies category.

“Our planogram-centric approach, combined with specialized vendor partnerships, ensures that our members have access to the most effective in-store marketing tools,” Scheib says.

Data-Backed Strategies for a Competitive Edge

Do it Best ensures that its product selections align with member needs by leveraging vendor data and direct feedback.

“By visiting stores and understanding what our members need, we’re able to offer basic and expanded programs that provide the most competitive pricing,” Scheib says.

As trends in hobby farming, beekeeping and other niche areas continue to grow, Do it Best remains committed to leading the Farm and Ranch category.

“Many members have thanked us for making this category a focus, and we’re excited to continue supporting their success,” Scheib says.

WHOLESALER CENTRAL

RESOURCES Get Connected

For more information about HDA, please reach out to president Shari Kalbach at shari.kalbach@hdaworks.com

OPERATIONS

Independent Distribution: In It for the Customer

THERE IS NO ARGUING independent distribution has a large impact on the hardlines industry. HDA’s large network of over 60 independent distributors serve all 50 states, portions of Canada, Mexico and the Caribbean and drive a network with $7 billion in purchasing power.

What truly sets independent distribution apart, however, is that despite servicing every corner of the country and international partners, there is no customer left behind. Independent distribution operates in a space that allows for attention to quality, adjustments to stocked product and a focus on retailers that allow them to nimbly react to the needs of their communities.

To a small or midsize independent retailer focused on growing their business, the benefits of working with an independent distributor are high. These distributors are able to reach smaller markets but offer product found in mass retailers in large markets. In addition to the competitive pricing and quality, retailers are unlikely to face mandatory purchasing requirements and added administration fees, while receiving personalized services and the benefits of strong manufacturer relationships that drive business growth on multiple levels.

In addition, this customer-focused approach means dealer customers have a voice and the freedom to run their business

in a way that serves their geographic region. Independent distributors have the ability to tailor their stock mix to satisfy demands ranging from weather conditions and seasonal changes to regional trends in home improvement and construction. Dealers have the ability to request new items, vendors or categories they feel will be beneficial to their business, keeping them flexible and responsive to an ever-fluctuating marketplace.

As customer demands continue to evolve and technological advances impact the way consumers shop, independent distributors are uniquely poised to offer product, services and competitive pricing that drive growth among an increasingly valuable segment of the economy: local businesses. Like any industry, consolidation of distributor companies may impact the landscape of the hardlines industry but the focus on small markets and family-owned values and ideals will always have a place among independent dealers.

Consumers are hungry to shop local, support their neighbors and support businesses offering unique products catered to their region and needs. Purchasing from an independent distributor is yet another way to “shop local” and to reiterate that small, local businesses have an important role to play in both the national economy and their small communities.

WHOLESALER CENTRAL

INDUSTRY EVENTS

Orgill 2025 Spring Dealer Market Feb. 20-22 | New Orleans, Louisiana

INDUSTRY NEWS

Orgill HR Department Ramps Up Technology

AS ORGILL and its subsidiaries, Tyndale Advisors and Central Network Retail Group (CNRG), continue to grow and evolve, the human resources (HR) team is leading a major upgrade in HR technology, marking a new chapter in talent management and efficiency, designed to provide a seamless experience for employees and managers across the organization.

At the core of this transformation is a unified technology ecosystem that consolidates employee data across Orgill, Tyndale Advisors and CNRG. This centralization allows HR to make data-driven decisions aligned with broader organizational goals.

“Integrating technologies is streamlining our HR processes, optimizing employee experiences and driving greater productivity and engagement across Orgill and its subsidiaries,” says Laura Freeman, Orgill’s EVP and chief human resources officer. “This alignment with operational goals reduces administrative burdens and enhances organizational effectiveness across the Orgill family of companies.”

Enhancing Onboarding and Management

The recruitment and onboarding processes are undergoing a significant upgrade thanks to integrations with services like e-verify and Work Opportunity Tax Credit vendors. These advancements enable immediate processing of new hires, eliminating the delays caused by weekly imports. Employees can begin their journey at Orgill without delay, allowing HR to focus on creating a positive onboarding experience.

With the new system, employees across all companies are empowered to manage their personal information, such as updating tax elections, direct deposits and emergency contacts, directly through an easy-to-use platform. This shift reduces administrative tasks for HR and gives employees more control over their information. Managers also gain streamlined access to employee data, enabling them to make informed decisions on team structure, budget planning and upcoming talent development initiatives.

Data-Driven Decisions, Predictive Analytics

As the new system goes live, Orgill’s HR team looks forward to leveraging predictive analytics to gain deeper insights into employee performance, engagement and turnover trends. With these insights, HR leaders can make data-based decisions in areas such as promotions, training and retention strategies, ultimately increasing employee satisfaction and reducing turnover costs.

“While we’re just starting to see the advantages of our data analytics tools, we’re already developing dashboards for specific employee groups, proactive alerts and compliance reporting,” says Orgill’s VP of HR Amy Heinz. “These tools will support a forward-thinking approach to HR data management across Orgill, Tyndale Advisors and CNRG, helping us make faster decisions and improve workforce planning.”

A Focus on Employee Engagement

With tools that allow for flexible scheduling and shift swaps, Orgill’s distribution centers and facilities at Tyndale Advisors and CNRG provide employees greater control over their work-life balance. Engagement is further enhanced through manager-employee interactions facilitated by new talent development modules. Planned “pulse surveys” will provide real-time feedback from employees, offering insights into the effectiveness of company initiatives and identifying opportunities for improvement.

“Notably, employees can access the same HR functions on their mobile devices, allowing them to manage their schedules, update personal information and search for answers to questions on the go,” Freeman says. “This accessibility is vital in an industry like ours, where a hands-on workforce benefits from modern, user-friendly HR tools.”

Overcoming Challenges in Transition

Integrating multiple companies like Orgill, Tyndale Advisors and CNRG has required careful coordination to ensure the new system accommodates unique needs across branches. With departments having complex reporting structures, automating access and role assignments has been challenging. The HR team has tackled these challenges by re-evaluating old practices and finding new ways to make processes more efficient. This work is ongoing and continuously improving.

“Implementing new technology can be challenging for employees, sometimes leading to resistance,” Heinz says. “We make sure to clearly communicate the benefits, involve employees early in training and openly address any concerns to build support and reduce their worries.”

Leveraging AI and Predictive Tools

Looking forward, Freeman says the HR team is excited to explore AI to refine recruitment strategies and job descriptions.

“The evolving employee record system will begin to form the foundation for succession planning, identifying candidates for internal growth based on work history, certifications and skills,” Freeman says.

Amy Heinz

Laura Freeman

NETWORK Make a Plan

Visit YourNHPA.org/cal

House-Hasson Winter Dealer Market

Jan. 31 - Feb. 1 | NASHVILLE, TN

Lancaster 2025 Buying Show

Jan. 31 - Feb. 1 | ORLANDO, FL

Orgill Spring Dealer Market

February 20-22 | NEW ORLEANS, LA

NAHB International Builders’ Show

February 25-27 | LAS VEGAS, NV

Kitchen & Bath Industry Show

February 25-27 | LAS VEGAS, NV

The Inspired Home Show

March 2-4 | CHICAGO, IL

Ace Hardware Spring Convention

March 4-6 | SAN ANTONIO, TX

LMC Annual

March 6-8 | PHOENIX, AZ

PACOA Spring Dealer Market

March 15-16 | FLUSHINGS, NY

National Hardware Show

March 18-20 | LAS VEGAS, NV

Blish-Mize Spring Market

March 20-22 | OVERLAND PARK, KS

Do it Best Spring Market

March 21-23 | ORLANDO, FL

*Events are current as of press day.

To add your event to the industry calendar, send an email to editorial@YourNHPA.org

Scan the QR code to see our full list of events.

Don’t Reinvent the Wheel

Take advantage of NHPA’s library of 43 training courses and over 273 individual modules . Licensing gives you the ability to easily add any of our courses to your LMS, and we’ll help get it set up.

FULL LIBRARY TRAINING BUNDLE

$4,500

$5,000 per year to license 43 NHPA training courses

per store fee includes $99 per training course if you pick and choose $250

*Must be a premier member of NHPA and a new licensing customer. Discount applies to year one of a two year contract.

Self-Paced

All courses are online and designed for you to learn at your own pace, fitting seamlessly into your busy schedule.

Expertly Created

Courses are developed by industry leaders with decades of retail experience and success.

Cost-Effective

Easily add courses to your learning management system (LMS), saving time and money.

Proven Results

Enhance employee skills, boost productivity and drive growth.

Dedicated Support

Customer support to address any questions or concerns related to the training courses.

Access to Training Materials

Access to digital training materials, resources, and modules for each store, ensuring consistent training across all locations.

Updates and Refreshers

Updates to the training materials to ensure the content remains current and relevant.

Multi-User Licenses

Includes the ability for stores to register multiple users from each store under the same license, promoting widespread adoption of the training program.

Access to New Course Releases

Early access to any new training courses that NHPA releases.

ASSOCIATION

THere for You

From educational programs to training sessions, business services to events and awards, NHPA is here to make you better and more profitable. Learn more at YourNHPA.org.

YOUR ASSOCIATION WILL CELEBRATE 125 YEARS OF SERVICE IN 2025

he start of this coming new year means a little bit more to the North American Hardware and Paint Association (NHPA).

When the clock strikes midnight to usher in 2025, NHPA will begin its yearlong celebration, marking 125 years as the trade association for the independent home improvement industry.

We can’t wait to share the storied history of the association, how the independent channel has evolved through the years, the historical events that have impacted the industry and how NHPA plans to continue supporting independents. In 2025, we’ll include 125th anniversary content

Happy Birthday NHPA!

in each monthly issue of Hardware Retailing and share stories in our daily e-newsletters and on social media. We’ll look at those individuals who have impacted NHPA and the independent channel, highlight partner retailers, vendors and wholesalers and revisit the fan-favorite Mr. Oswald comic strip series. Also be on the lookout for special merchandise at YourNHPA.org/shop

Along with the 125th anniversary, NHPA will also be bringing you engaging programing to help you become better and more profitable. Here’s a look at what’s in store for next year.

Helmets to Home Improvement Program

To honor the ongoing impact veterans make throughout the home improvement industry, NHPA is launching the Helmets to Home Improvement recognition program, with the National Hardware Show as the program’s official founding sponsor and venue partner. The program will officially kick off at the 2025 National Hardware Show in Las Vegas and culminate with a gala event to honor the industry’s military veterans in person at the 2026 National Hardware Show. Visit YourNHPA.org/veterans to learn more.

NHPA Industry Events and Awards

After a highly successful inaugural year for the Independent Home Improvement Conference in 2024, the event that brings together the industry will be back in 2025. We’re excited to welcome retailers, vendors and other industry players for education, networking and fun. In 2025, NHPA will honor the 29th class of Young Retailer of the Year honorees and bring back the Top Guns Awards program for the 19th year. The Young Retailer of the Year program recognizes outstanding retailers 35 years and younger, while Top Guns highlights exceptional retailers who are making a major impact in their operations, communities and the channel. Learn more at YourNHPA.org/YROTY and YourNHPA.org/top-guns.

Foundations of Retail

NHPA offers Foundations of Retail courses to help managers and key employees understand the concepts of leadership, personal development, merchandising and more. These online courses are built with flexibility for busy schedules and feature industry-specific training created with the help of industry-leading retailers. Foundations of Merchandising Management Live! will also be back at the National Hardware Show in 2025, where it will provide industry-focused and practical merchandising best practices. Learn more at YourNHPA.org/foundations.

Retail Management Certifi cation Program

Built for owners and managers in the home improvement industry, the NHPA Retail Management Certification Program teaches skills to grow store sales and profits in today’s changing retail landscape. More than 300 retailers have been a part of the learning experience, gaining new skills that have allowed them to manage and drive their businesses to higher levels of performance. Learn more at YourNHPA.org/RMCP

Cost of Doing Business Study

We need your help! Keep an eye out for the opening of submissions for the NHPA Cost of Doing Business Study. NHPA has been offering this benchmark report for over 100 years, providing the latest data you need to keep your operation on track. The study presents composite income statements and balance sheets plus averages for key financial performance ratios. Learn more at YourNHPA.org/CODB

Level Up Your Merchandising

Hands-On Training and Expert Insights from the North American Hardware and Paint Association

Join Foundations of Merchandising Management Live! on March 18-20, 2025 in Las Vegas at NHS—the industry’s premier annual event. Develop new skills and learn how to optimize the performance of inventory and retail selling space.

Comprehensive sessions led by industry experts on essential topics like:

• Visual Merchandising Standards and Store Design

• Promotional Space Management

• Resets and Remodels

• Assortment Planning and Category Management

• Vendor Relations

• Merchandising and Marketing Key Benefits & Takeaways

• Learn how to work a show and maximize your time at NHS with guidance from retail experts

• Connect with fellow retailers, instructors and vendors and leverage your networking opportunities

• Earn a certificate in merchandising from NHPA upon completion.