Hardware Connection January/February 2023

The Orgill Advantage:

One of Many

Bryan Gilbert 19 years with Orgill Texas Rep

One of Many Scott Rizzoto 21 years with Orgill Northeast Rep

As a Do it Best member-owner, you can invite your customers to explore the industry’s largest selection of liquid paints, primers, and sundries.

The Color Bar™ transforms your paint department into an informative, inspirational customer experience that will keep them coming back.

Add product training and support, exclusive brands, and efficient delivery from our warehouses, and it‘s easy to see how Do it Best can establish your business as the first, best and only choice for paint.

Discover how Do it Best can help you become your community’s paint shopping destination. Call us today at 888-DO-IT-BEST (888-364-8237) or visit doitbestonline.com.

Publisher/Principal: Craig Cope craig@thehardwareconnection.com 804-690-0666

Editor/Founder/Principal: Chris Jensen chris@thehardwareconnection.com 317-514-8864

Marketing & Creative Director/Principal: Dan Akers dan@thehardwareconnection.com 317-797-6609

Senior Editor: Doug Donaldson doug@thehardwareconnection.com 646-508-7904

Founder/Principal: Tom Chasteen tom@thehardwareconnection.com 305-852-6126

Senior Business Advisor: John Hammond jhammond@thehardwareconnection.com

National Account Manager: Dan Beck dbeck@thehardwareconnection.com 518-852-9624

The Hardware Connection is published eight times a year by The Hardware Connection, Inc. All editorial contents copyrighted 2023 by the publisher. No editorial may be reproduced without the prior permission of the publisher.

The Hardware Connection, Inc. 91900 Overseas Highway Tavernier, FL 33070 www.TheHardwareConnection.com

ITEMS AVAILABLE

Completing orders with a 96% or better fill rate

ORDER PROCESS TIME

Order received, picked, and shipped within 48 hours

BULK SELECTION

There’s no better cost-efficient way than stocking your shelves with our bulk products

50,000+

ITEMS

It’s faster to list the items we don’t carry

1,900+

HIGHLY PROFITABLE

Available in pieces and boxes

Common and hard-to-find items

By Chris Jensen

The Unique Attributes of Successful Retailers

As I reflect back on all the hardware and home improvement stores I have visited over the years, I decided to summarize the common characteristics of the most successful retailers. These high-performance retailers checked several or all of the following five boxes.

Unique product assortments

Hartville Hardware in Ohio is famous for its semi-annual Tool Sale & Expo, which attracts customers from six states. When your tool and hardware department covers 36,000 square feet, the big boxes have to worry about competing against you. Now Hartville Hardware is trying the same approach with its 3,000-square-foot Grill Zone.

Unique niche categories— Fazzio’s Home & Farm in Gulfport, Miss., has become a destination for equine supplies with a large selection of saddles, tack, boots and riding gear. Other niches in the store include baby chicks, hunting supplies, jewelry, toys and pet supplies.

Unique cause marketing—Carr Hardware, with seven stores in the Berkshires, has become known for its cause marketing and community involvement. “It’s about developing an organization that has significant local outreach,” says Owner Bart Raser. “We’re integrated fully in the community

and it’s a core part of our culture. We have focused on organizations that help with kids, food and shelter, animals and the local economy.”

Unique merchandising—Hartville Hardware is blessed with a talented merchandising team that is constantly looking for improvement as it strives to keep a 305,000-square-foot store looking fresh. “We take pride that customers are excited to come in here,” says Amanda Simms, merchandise presentation manager. “The focus for us is that every time a customer sees something in the store, we want to make sure they haven’t seen it anywhere else, even down to the little signs on the shelves.”

Unique people— Dave Warren, former owner of Dave’s Ace in Wisconsin, always put his money where his mouth was when it came to service. Not only did he graduate from Dale Carnegie’s human relations and public speaking course, he used to pay for all his fulltime employees to take the course as well. That’s how you get your employees to stand out for their service.

The common thread for these successful retailers is obviously uniqueness. Take a minute to evaluate how unique your store is in these five areas and seek ways to turn your unique attributes into retail success. n

Dear Dealers:

Since 1926, the secret to STIHL’s success has been our strong relationship with our STIHL Dealers. Nearly 100 years later, we are proud to continue to support local, independent dealers across America who offer customers a key advantage over big box retailers –quality service before, during, and after the sale. Our success depends on yours, and we will continue to offer the products, training, sales tools, and marketing programs you need to grow your business.

While last year certainly brought significant challenges to all of us, we remain optimistic for 2023 and

beyond. We will continue to invest in our manufacturing infrastructure and distribution networks to increase production and improve delivery times of both gas and battery-powered products. More importantly, we will deliver even more high-quality, Made in America* STIHL products to you and your customers. For the people who rely on STIHL products every day, those three words mean something, and I am proud to be a part of a company that can say them.

Thank you all for your continued support. Together in 2023, we will remain STIHL Strong.

Sincerely,

TERRY HORAN President & CEO, STIHL Inc.

*A majority of STIHL products are made in America of U.S. and foreign materials.

By Craig Cope

What Does the Future Hold for Artificial Intelligence?

Artificial intelligence (AI) is no longer the movie theme of some B-rated science fiction film on late-night cable. It’s here, its use has already disrupted numerous industries and we have not even scratched the surface. Personally, I believe AI will be the single greatest disrupter in the history of mankind.

Don’t just take my word for it.

Stephen Hawking, the renowned theoretical physicist, was frequently quoted on the subject. “I believe there is no deep difference between what can be achieved by a biological brain and what can be achieved by a computer. It therefore follows that computers can, in theory, emulate human intelligence—and exceed it,” Hawking once said. “In short, the rise of powerful AI will be either the best, or the worst thing, ever to happen to humanity. We do not yet know which.”

Over the next two issues, I will explore the world of AI and reveal ways hardware retailers can take

advantage of the technology right now to reduce or eliminate redundant tasks that steal our time.

To begin, we need a base understanding of AI, so I turned to an expert on the subject. Artificial intelligence wrote the following text on itself (generated with minimal input and editing).

AI WrItten:

AI is the science of making machines that can think, learn and solve problems like humans do. AI technology has advanced rapidly in recent years, and it’s now being used to automate tasks, increase efficiency and gain valuable insights. Some of

AI Created Image.

the biggest names in tech are already investing heavily in AI. Google, Amazon and Microsoft are all developing new ways for AI technology to be used across industries and we’re likely to see more significant use cases emerge over the coming years.

Machine learning is at the core of AI technology, allowing computers to learn from data without being explicitly programmed to do so. This means that businesses can use machine learning algorithms to identify patterns in data and make predictions about future customer behavior or market trends. Machine learning is used by a variety of industries. It is most commonly used in finance, marketing and manufacturing. More than anything else, AI has been applied in different fields within the technology industry.

Small retailers can also benefit from AI technology by utilizing practical applications such as customer segmentation, personalized product recommendations and automated marketing campaigns. By using AI-driven solutions, small retailers can improve their customer experience while saving time and money on manual tasks.

In addition, AI-powered solutions can be applied to personalize the customer experience across channels—such as self-service kiosks, voice assistance, website-based

chat support and email communication. The system could also provide insight into customer needs and recommend new products or services based on these insights. From automatically finetuning marketing campaigns to know when to send messages based on people’s interests, AI has the potential to transform how businesses market their products.

As artificial intelligence (AI) continues to evolve, it is becoming increasingly clear that it will have a major impact on the job market. AI has the potential to streamline processes, create new industries and provide actionable insights that can help businesses make better decisions. It is also likely to change the way people work and how jobs are structured.

What does this really mean for job roles? What new skills will AI be able to offer workers? In a study in the UK, nearly 80 percent of respondents were positive about using AI in their work. This is largely due to the digital disruption that has been taking place over recent years.

As an example of this, nearly half (49 percent) of respondents said they would consider pursuing a career in technology within five years. In addition, one-third (33 percent) said they already had experience working with emerging technologies such as AI and Blockchain.

End of AI written content. n

HARDWARE HUMOR

HARDWARE STORIES butAmazing TRUE

Wcome in a while back. We’ve never seen her before and haven’t since. This was before we were considering adding a greenhouse. We weren’t sure we were going to add the live plants and hadn’t even told anyone that we were even

considering it. The woman comes in and explains that she lives in an older home that has ghosts and that she can see ghosts. She said that outside our store she saw ghost children and they were chanting ‘We want flowers! We want flowers!’ Our store is in a building that was originally built in 1938 as a schoolhouse. We wanted to keep the ghosts happy, so we built the greenhouse.

Vicki Braly Bralys Ace Hardware

Palestine, Texas

Many customers aren’t recognizing that there are supply chain issues and have started an install job thinking the product will be here waiting for them but it’s three to four weeks from being shipped. There have been instances where a contractor started to install cabinets and then just had to let frames sit without doors, because the hinges and door slides weren’t available.

Ryan Hahl TJ Hardware

Albuquerque, N.M.

Ionce had a lady request that we hold a workshop for “lazy husbands.”

Dick Beal

Retired retailer Merritt Island, Fla. Originally posted in Hardlines Digest

Welcome to The Hardware Connection Century Club!

The Hardware Connection Century Club recognizes “The Innovators and Survivors Who Helped Build America.” Our Century Club currently includes 747 hardware and LBM retailers, 16 wholesalers and 188 manufacturers that were founded in the United States of America and remain in business after 100 or more years.

You can find the complete list of Century Club members including old store photos and links to company history by clicking here. We congratulate the following 22 retailers who are joining The Hardware Connection Century Club this year because they were founded in 1923:

Allers Lumber Company, Lindenhurst, NY

Anawalt Lumber & Hardware, Los Angeles, CA

Andrews Ace Hardware, Citronelle, AL

Arlington Coal and Lumber, Arlington, MA

Bivens Hardware, Pickens, SC

Canaan Hardware and Supply, Canaan, NH

Christensen Lumber Company (now part of Kodiak Building Partners), Fremont, NE

Davis-Hawn Lumber, Dallas, TX

Gasser Hardware & Farm Supply, Boscobel, WI

Gerretsen Building Supply (div. of TAL Holdings), Roseburg, OR

Heuser Hardware, Jeffersonville, IN

LeVahn Brothers Plumbing and Hardware Hank, Maple Grove, MN

Liberty Lumber Yard, New Orleans, LA

Markel Lumber Company, New Orleans, LA

Mt. Pleasant Hardware, Providence, RI

Nitterhouse Masonry & Hardware Supply, Chambersburg, PA

Olson’s Ace Hardware (formerly Dressel’s Hardware), Oak Park, IL

Prince Lumber, Newark, NJ

Schneider Hardware, West Orange, NJ

Shattuck Heights Hardware (formerly Wanamaker Hardware), Arlington, MA

Shelly’s Building Supply (now part of US LBM), Telford, PA

Smith Lumber Company, Valley City, ND

SPONSORED BY

How’s

Business?

MIDWEST

Sales and customer counts in 2022? I just bought the store in October 2020. In the past two years, I’ve been trying to ramp it up. I’ve hired some outside salesmen. We’ve been increasing the contractor business. The previous ownership didn’t advertise, and once we started to get the word out, our numbers are starting to go up. One of the trends that has affected the market here is custom home builders are on the decline. Home builders are building en masse. A lot of them are prefabbing trusses with their own lumberyards and mills. These builders want to put up thousands of 2,500 square-foot houses in three days. That’s definitely changed our market.

What new products are selling well? SharkBite® plumbing products have been doing good. I’m a Do it Best member, so it’s good to have access to all the products that they have online. I can tell customers that I can get whatever Do it Best offers.

New initiatives planned for 2023? I’m upgrading the POS sys-

tem. Also, I plan on updating the store’s website to refl ect our kitchen and bath renovation products and expertise.

Strongest niche categories?

Quality lumber. Where the local bigbox stores pretty much only sell No. 2 lumber, I sell premium. We’re known for our sash and door department. Custom windows are a niche we’re known for. We may be the last place in the county that sells custom windows and restoration work. We’re also a good store for kitchen and bathroom renovations. I’m looking to expand commercial sales, and we supply building materials to some apartment complexes. Mainly, though, we’re the hardware store for contractors to get in and get out.

Brant Cornelison Brain Lumber Springfield, Ohio

Brain Lumber is a Century Club retailer dating back to 1868.

NORTHEAST

Sales and customer counts in 2022? Not bad, average. We’re up a little from last year. I guess we’re doing better because other hardware stores in the area are going out of business. Customers from farther away are coming in from stores that are closing.

What new products are selling well? Just about every product in our line of battery-powered lawn and garden equipment has sold well—lawn mowers, weed whackers and leaf blowers.

Charlie Delaney is

president of Swarthmore Hardware,

which dates back to 1930.

New initiatives planned for 2023? Not a whole lot. We used to use True Value’s e-commerce program, where customers could order products and ship it to our store. Right now, we’re letting customers look at the products and pricing and call us, which I prefer. Strongest niche categories? We just discontinued paint because prices are getting ridiculous. Our strongest

Inventory Control Drives Profits

From paint supplies to power tools, we’re the right fit for your store.

Stock Tracking

Effectively manage long inventory lists, from paint supplies to power tools

Profit Analysis

Determine ways to increase revenue with our robust reporting tools

Estimator Tool

Build estimates while updating inventory to find the right price for customers

The trusted hardware POS, since 1993. Call today!

How’s Business?

niche is in the spring with lawn and garden. Mulches, top soil and potting soils really bring in customers. Charlie Delaney Swarthmore True Value Hardware Swarthmore, Pa.

Owner

Sales and customer counts in 2022? Down from 2021, which is obviously because of the pandemic craziness. We weren’t selling as much PPE and cleaners. Our cleaning department took a big downturn. Paint took a hit, too. Everyone had already painted anything there was to be painted. Lawn and garden took a small hit with fewer people gardening.

What new products are selling well? New electronic products have been a bit of a surprise. We started carrying a lot more smart home products. Some examples include lights that are Wi-Fi enabled, electrical outlets with USB chargers and Roku. Sales of all those types of electronics are growing.

New initiatives planned for 2023? In the coming year, we’re going to look at departments and clear out the slowmoving products. We’ve noticed that

David Billman is carrying on the tradition of service started by his father Clyde.

Clinton Do it Best Hardware is a destination for fasteners.

adhesive bonding products have lots of new competition in that category. We’ll move them out of an endcap and into the glue aisle.

Strongest niche categories? Outdoor cooking with pellets of all different flavors and flavored charcoals draws customers. We’ve also brought in hot sauces and marinades along with turkey cookers, which do well before Thanksgiving.

David Billman

Clinton Do it Best Hardware Clinton, Md.

SOUTH

Sales and customer counts in 2022? We opened a couple years ago, so we’re still trying to figure out what’s normal. Sales have been strong. Our area is a resort area, so that helps with people who have second homes.

What new products are selling well? LP SmartSide® siding has done well. The contractors like it, because it’s lighter and easier to work with. Simpson Strong-Tie has some new finish screws that are strong sellers.

How’s Business?

Grandfather Lumber now operates a full-service hardware store at the site of an old sawmill to provide everything needed to build a house.

For lumber, some contractors have switched from cedar to Douglas fir, because cedar has been so hard to come by.

New initiatives planned for 2023? I want to continue to grow the hardware and add appliances. I’d like to expand the plumbing and electrical departments. So far, that’s been easy with House-Hasson as my distributor. I’m also looking to beef up the moldings, doors and windows business.

Strongest niche categories?

Custom millwork. We have our own on-site sawmill. We even cut beams for other hardware stores. With the sawmill and planer on the property, we can make things quicker than any other companies in the market.

Ryan Whelan

Grandfather Lumber Hardware Store Pineola, N.C.

SOUTHWEST

Sales and customer counts in 2022? I didn’t see any decrease, so the store had a pretty good year. We may have even had a slight increase in sales and customer counts. We’ve used training and teamwork to help sales. We have store goals as far as dollar amounts, and we communicate that to the team and that helps them reach those goals. Cross training has helped, too. In the past, the store had cashiers and floor associates. We cross trained the staff so floor associates could check out guests as well. Because our store is about 5,000 square feet, that kind of flexibility is a big plus for helping guests.

What new products are selling well? We do a lot of core building materials and have for 40 years. My guests don’t come here for new items.

New initiatives planned for 2023? We’re trying to boost businessto-business sales. We look at business-to-business sales as a passive investment. That type of sales can help grow the business and doesn’t

require much more, perhaps just some deliveries. We’re looking to go after light industrial and contractors. There’s a golf cart show that’s a big account and a funeral home that has been steady.

Strongest niche categories? Specialty nuts and bolts and plumbing fittings. That’s been our niche for a while. We carry the kind of items that can’t be found in other stores.

Kent Bamber

Kabat’s Handy Ace Hardware Mesa, Ariz.

Sales and customer counts in 2022? We opened in March 2022 and the past few months we’ve been doing better and starting to expand hardware. We have no competition within 16 miles, so that helps.

What new products are selling well? Diablo blades and accessories have all been selling incredibly well. Along with the saw blades, sandpaper has done well for us, too.

New initiatives planned for 2023? We’re expanding and going

Upper Left: Kent Bamber is the manager of Kabat’s Handy Ace in Mesa, Ariz.

Lower Left: NBA Hall of Famer Charles Barkley recently paid a visit to Kabat’s Handy Ace.

Upper Right: Redding’s Hardware & Goods opened 10 months ago.

Lower Right: Sarah and Jared Redding with daughters Roxie Lynn and Aubrey.

How’s Business?

to add a small selection of lumber, horse feed and chicken feed. We’re also going to be doing a small country store where we feature local artists and local foods.

Strongest niche categories?

Plumbing and RV supplies. Tombstone is a huge tourist attraction for RVers, and we’re the only place that has any kind of RV supplies.

Sarah Redding

Redding’s Hardware & Goods Tombstone, Ariz.

WEST

Sales and customer counts in 2022? Sales are up about 50 percent over last year. Customer counts are about the same. We

boosted sales by finding more ways to ask customers how we can help. We make sure customers are valued and ask them how we can execute and deliver to meet their needs. What new products are selling well? Nothing in particular. We make sure to have it all and some on hand. New initiatives planned for 2023? Rinse and repeat from last year. We are looking to expand some products and services within our irrigation, well and pump business.

Strongest niche categories? We’ve become known for our oil pump service and irrigation products. We’re also known to be quite strong and nimble with plumbing wholesale. We will call customers and ask what they want. It’s not anything sexy or magical. We just try to be present and grateful for the opportunity to serve our customers.

Adam Stout Saffron Supply Co. Salem, Ore.

Redding’s Hardware has established a niche with Diablo blades and accessories.

Century Club retailer Saffron Supply Co. has been serving the Salem, Ore., market since 1910.

HARDWARE PRODUCTS REVIEW ShopTalk

By Craig Cope

PERFORMAX® 400H FILL VALVE

FLUIDMASTER

How often does a customer enter your store searching for a solution to fix their toilet filling issue? The standard hardware answer was to replace the fill valve with Fluidmaster’s 400A. Introduced in 1975, the world’s number one selling fill valve seems like the perfect solution.

However, this solution is almost 50 years old and most likely not the solution the customer expects, resulting in an upset customer. The 400A was designed for toilets manufactured before 1994 using 3.5–7 gallons per flush (GPF). The current federal standard is 1.6 GPF, with most toilets using 1.28 GPF—a 20 percent reduction below the standard.

Launched in 2006, WaterSense is a voluntary partnership program sponsored by the U.S. Environmental Protection Agency (EPA) to help Americans save water while reducing their water bill. Through the end of 2021, WaterSense has helped Americans save a cumulative 6.4

trillion gallons of water and more than $135 billion in water and energy bills. Bathrooms are the largest use of water in the home, using more than 50 percent of all indoor water.

The Fluidmaster PerforMAX® 400H was designed to exceed today’s strict standards of 1.6 GPF and even lower to 1.28 GPF to accommodate most newer toilets. The 400H features

tank and bowl water control for more powerful flushes. The EZ-Twist height adjusts from 9 inches to 14 inches to fit more tanks. The 400H also comes with a seven-year warranty.

Fluidmaster went a step further and created the K-400H-021 Everything Repair Kit to solve all toilet problems—literally. The kit contains the 400H PerforMAX 400H, all internal tank parts and tools required for the job. They even designed the package to double as a water drip pan for use during the installation.

We provided complete repair kits to traditional DIYers and one tester who does not even own a traditional

tool set. The DIYers reported that installation was simple and straightforward, and adding the addition of the tools is a nice feature. Our non-traditional DIYer felt the addition of Fluidmaster’s how-to video resources gave them the confidence to successfully complete the installation. Click here to view.

One tester’s comment stood out the most when trying to understand the importance of the “correct” fill valve.

Still think you can’t afford a POS System? You can’t afford not to have a POS System! Hear Jeff’s Story... Point of Sale Your Way.

Retail Automation has been serving LBM and Hardware stores since 2000, offering a robust and flexible software solution that is both intuitive to use and reliable.

EDI communication between store and vendors are critical to maintaining margins, especially in todays inflationary environment. Stay on top of things with RA!

No gimmicks, hidden fees or surprises. Period.

“So, this is similar to LED lightbulbs vs incandescent but for toilets,” the tester said. The K-400H-021

Everything Repair Kit is a “musthave” for hardware retailers to solve all their customer toilet repair needs with one SKU.

PRODUCT #2:

READY SEAL®

READY SEAL INC.

External surfaces are one of the first things that people notice about a property. Therefore, it is important to maintain them in good condition and make sure that they look their

best. The best way to do this is by using professional stain products, which will protect and seal wood

surfaces from external elements such as rain, snow and dirt. However, one of wood stain’s biggest negatives is the multiple-step application process.

Ready Seal® wood and stain sealer was designed to eliminate the timeconsuming process while delivering a superior professional-grade stain. Ease-of-application was a priority throughout the formulation of Ready Seal to ensure a hassle-free application, saving time for the contractor or

homeowner and promising a GoofProof™ process.

Ready Seal® requires no primer or diluting and can be applied by sprayer (airless or pump), roller or brush. The self-leveling product will not lap, run or streak and requires no back brushing.

Click here for a demonstration video.

Living in South Florida enables us to test traditional spring and/or summer products in the middle of winter. However, this is not required since

Ready Seal does not require a specific temperature range for proper application. The wood only needs to be clean and dry, free from mildew, dirt, oil or grease. Once applied, it can withstand rain within minutes and will be completely dried within 48-72 hours, depending on temperature.

The company’s website features an outstanding resource tab for both professional contractors and DIY homeowners. The page features videos on the complete application processes, quick tips and even a ready-to-print brochure for contractors to leave behind with customers and prospects. Click here to view their extensive library of resources and click here to see examples of completed projects.

We supplied Ready Seal to DIY testers on a privacy fence and backyard deck. Both testers raved about how easy

the product was to apply while delivering professional results with limited experience. One commented, “This might be the easiest product I used that far exceeded my expectations.” Ready Seal is a versatile product serving both the professional contractor and simple DIYer, making it a great addition to any hardware store. n

Recent Features From TheHardwareConnection

December 2022: Has Costello’s Ace Found the Key to Long-Term Growth?—Learn more about Costello’s Ace Hardware’s ambitious goal to operate 75 stores doing $250 million in sales by 2025 and the strategies to reach that level.

November 2022: Fourth Generation Helps Position Century Club Retailer for Next 100 Years—With a new, expanded store, Hermann Lumber celebrated its 100-year anniversary this autumn as a new generation moves into management of this fourth-generation hardware business.

September/October 2022: Shining the Spotlight on the Best New Stores—See the Beacon Award winners for 2022. Vassar Building Center, owned by Mike and Brenda MacKay in Michigan, served as the prototype store for Do it Best’s new store design program. Phil and Deanna Cheeves designed a new store, Hometown Hardware in Senoia, Ga., that attracts a diverse customer base.

July/August 2022: Tough Conditions Require Tough Retailers in America’s Last Frontier—Learn how Doug Moore, second-generation owner of Moores’ Hardware & Building Supply in the remote location of Talkeetna, Alaska, has been overcoming tough conditions, harsh weather and supply chain challenges since the business opened in 1981. With 70% of sales coming in the five-month busy season, Moore has learned innovative ways to adapt.

May/June 2022: Special Report on Retail Consolidation: Are You a Buyer or a Seller? — As merger and acquisition activity has been exploding across the industry, independent hardware retailers are increasingly forced to evaluate--am I a buyer or a seller? Read this in-depth special report to learn who the players are, look at recent deals, gain insights into how Central Network Retail Group approaches the acquisition process from John Sieggreen and pick up tips from Gary Pittsford on buying and selling a business.

April 2022: Unlocking the Secret Formula for Growth—Discover how Shanna West has combined her social media savvy with energy and enthusiasm to reach new heights of growth with the family business, H & H Home and Hardware in Marion, Ky.

ABy Chris Jensen and Doug Donaldson

fter navigating several years of challenges during the pandemic amid ongoing supply chain issues, many home improvement retailers are now struggling with the dual issues of rising wages and inflation.

In 1980, when the federal minimum wage was $3.10 ($9.86 in 2019 dollars), 13 percent of hourly workers earned the federal minimum wage or less. Today, only 1.9 percent of hourly workers do. The number of federal minimum wage workers has decreased from 7.7 million in 1980 to less than 1.6 million today. This is partly due to states establishing higher minimum wages than the federal level.

The federal minimum wage was established as part of the Fair Labor Standards Act in 1938. Since then, congressional amendments have periodically increased it—most recently in July 2009, when Congress set the minimum wage at $7.25 per hour. The minimum only applies in the absence of stricter state mandates. At present, 30 states and Washington, D.C. have minimum wages above $7.25, which take precedence over the federal requirement.

Fifteen states have minimum wages that equal the federal minimum requirement. Five states have no minimum wage required: Alabama, Louisiana. Mississippi, South Carolina and Tennessee. To see the list of minimum wages by state, click here.

How Retailers Are Coping with Rising Wages and Inflation

retAiLers sPeAK out

How Are You CoPiNG witH risiNG wAGes AND iNfLAtioN?

“For the longest time, employees here were at minimum wage with no raises. To be competitive with McDonald’s that pays $15 an hour, I bumped up the pay.

Brant Cornelison Brain Lumber | Springfield, Ohio

Delaney

“We’re a small store, only 1,000 square feet with myself, my son and one other part-timer. Right now, I don’t have a problem with the wages side of things. For inflation, we do have to adjust prices on a weekly basis. I download prices from True Value every Friday, and every week for a while there have been 80 pages of price changes.”

Charlie Delaney Swarthmore True Value Hardware Swarthmore, Pa.

Charlie

David Billman

“Not well. There’s not a lot we can do here in Maryland, and we just had another minimum wage increase. Most retail locations in the area are already paying above minimum wage. It’s gotten to a point where I no longer deal with high school kids, because it’s tough to pay them $14 an hour when they’re not going to stay. I’ve also cut back where I can, such as on cleaning services and service plans for our truck. I’m cutting the fat out of the budget where I can.”

David Billman

Clinton Do it Best Hardware | Clinton, Md.

“Just trying to sell more and make the business as efficient as possible. We look at different aspects of the business and see where we can improve. We found that we could be more efficient with our delivery drivers, so we cut out a lot of wasted time there. I also keep great employees and that really pays off.”

Ryan Whelan Grandfather Lumber Hardware Store Pineola, N.C.

“The best I can. Costs are going up. I haven’t had complaints from customers about prices. I think they know inflation is an issue. I think a lot of guests understand. As far as wages, I have 10 employees. The company-wide minimum wage is $15 an hour, and we offer 401(k), sick time, PTO and health benefits for full-time employees. The actual pay is about the same as some other employers in the area, but they don’t offer those kinds of benefits.”

Kent Bamber

Kabat’s Handy Ace Hardware | Mesa, Ariz.

New Profit oPPortuNities

Jessica Bettencourt is president of Klem’s in Massachusetts, where the minimum wage has risen annually until it is now $15 an hour. She started acting to combat rising wages several years ago. “All staff who are close to the new minimum will ask for raises. They won’t sit around and wait for minimum to catch up to them. Price changes matter, expenses matter, add-on sales matter. Once you know your hit, then you can design additional revenue/cost reductions to help control it,” she advises.

Bettencourt’s strategy has been to pay full-time employees more and have fewer part timers such as kids with their first job. She has also been more creative with adding revenue, buys more closeouts for better margin, scrutinizes all expenses, schedules employees more efficiently and works on margins by keeping up with price changes and seeking out better assortments.

Andy Wilkerson of Blackhawk Hardware in Charlotte, N.C., sees the issues of rising wages and

Kent Bamber

inflation not as a negative but as an opportunity to raise profits. He posted recently on Hardlines Digest: “Setting aside the political minefield of minimum wage discussion, there is huge profit potential in readjusting your margin and having price levels. We did it a few years ago and it turbocharged profitability. We run close to 49-50 percent gross margin. One of the biggest pieces was setting up price levels. Instead of $2.29 on something move it to $2.49. We have nothing in our store that doesn’t end in .49 or .99. Also, if someone is willing to pay $13.99 for something they probably won’t think twice about paying $14.99.”

Wilkerson continued, “There will be some people that complain about any price difference. What we have found

over the years is that they comprise less than 10 percent of our customer base but 90 percent of the complaints. In addition, no matter how price competitive we are there is no winning with them. That segment of customer is not loyal. They will go across town for 10 cents.”

He added, “The other thing we have found is that our staff will complain bitterly as well. They will say things like ‘no one is going to pay that price’ or ‘we are losing so many sales because of the price.’ But when we look at the sales history there has been no drop and even increases in sales. Use these payroll adjustments to your advantage to increase your margin. Once you have done it the rewards are incredible. It will also provide you the financial

Duracell AA/AAA Coppertop batteries with POWER BOOST™ Ingredients deliver dependable power

FORMULATED WITH POWER BOOST™

alkaline batteries contain Duracell’s patented POWER BOOST™ Ingredients which deliver

Sarah Redding

“As good as anybody else. When we order from Emery Jensen, we have to pick and choose every single week what we need. We’re only stocking in ones and twos and carefully watching what we order. From the time we opened in March 2022, we’re paying 25 to 30 percent more.”

Sarah Redding

Redding’s Hardware & Goods | Tombstone, Ariz.

“I tell my people that I love them and appreciate them coming to work. I make sure that my 15 employees realize what they do is not who we are and it’s more important to take care of who they are. I live that belief with every breath. As far as inflation, every time my price goes up, the customer’s price goes up. It really hasn’t impacted demand.”

Adam Stout Saffron Supply | Salem, Ore.

resources to take advantage of other opportunities.”

Some retailers use one wage rate for weekdays and a higher wage for employees working weekend hours. Doug Johnson of Johnson True Value Hardware in Mt. Pulaski, Ill., sets up a weekend bonus pay type that is $1/ hour and adds it to the checks of those working on the weekends.

“Our payroll software has an alternative pay rate field that allows us to set a weekend pay rate that is $2 an hour more than their normal pay rate,” notes Wilkerson at Blackhawk Hardware. “The payroll software then applies the correct

rate to the time entry. Any overtime would be calculated based on the rate used. The pay bonus for weekends is one of the strategies that we have been using to attract and retain a higher level of a professional.”

iMPACt of iNfLAtioN

The Home Improvement Research Institute (HIRI has forecasted the current national inflation bulge to continue to decelerate home improvement spending. Growth in the total home improvement products market is expected to decelerate from 7.2 percent in 2022 to 1.5 percent in 2023, with the consumer market growing by 0.6 percent and the professional market growing by 3.6 percent.

Recent home improvement product market growth appears to have peaked

in 2021 at 15.8 percent, driving by surging demand for home renovation during the height of the COVID-19 pandemic, according to the Home Improvement Research Institute (HIRI).

Today, rising prices on core personal consumption expenditures are eroding households’ real income growth and slowing consumer spending, including on home improvement projects.

While wages across the nation are slowly increasing, they have not yet outpaced the ongoing impacts of inflation.

HIRI predicts that core prices will continue to rise, at least in the short term. A softening of demand is expected to ease price increases over the coming months, and core prices are expected to decline slowly over the next year. ■

Epicor for Retail solutions equip your team with intuitive tools that streamline operations and drive more revenue and profitability. That’s working with you, for you.

By Doug Donaldson

Surviving and Adapting for 135 YEARS

From the era of horses and wagons to today’s digital age, Century Club retailer Solenberger’s True Value Hardware has served the Winchester, Va., community through five generations of family ownership.

John T. Solenberger Jr.’s work nametag reads: Steward. Not manager and not owner, even though he represents the fourth generation of family ownership of Solenberger’s True Value Hardware in Winchester, Va. As co-owner with his sister Cyndi Solenberger,

Above: The fourth, fifth and sixth generations are represented. From left to right: Patti Solenberger; Jaime Solenberger-McManigle holding son Weston; directly behind Jaime is John T. Solenberger Jr. holding Logan Snyder, son of Jenna Solenberger-Snyder; Seth McManigle holding son Liam; Cyndi Solenberger, Jenna Solenberger-Snyder, Drew Dopson and Jackie Dopson.

John T. believes that he’s more of a guardian, keeping the 135-year-old store running for the community and for future generations of the family.

The fifth generation of the family is learning the business and preparing for their roles as stewards. John’s daughters have already become immersed in the family business. Jenna Solenberger works in the retail side of the business. Jaime Solenberger-McManigle handles finance for the company. Daughter Jackie Dopson works part time in the store as well.

“Our vision is that we serve and will have the future generations serving this community forever,” says Patti Solenberger, John’s wife and the store’s marketing director and community liaison.

Opened in 1888, JNO. S. Solenberger & Company epitomizes the grit, determination and adaptability of Century Club retailers. The store started because of such tenacity. John Stouffer Solenberger founded the hardware store because of his know-how with farm equipment and the fact he was

Solenberger’s True Value has a strong following on social media.

unable to work the family farm fields due to the debilitating effects of polio.

John, known as JNO by everyone, including generations of family afterward, realized that the business needed to continually change. Wagons and horses gave way to tractors and cars, and JNO shifted the business from agriculture to building supplies and home goods, even selling fine China and silver wares along with washing machines.

Thirty years ago, the store faced one of the biggest decisions in its existence. It moved from its longtime downtown location that wasn’t able to serve contractors because of the limited

A recent class on home canning attracted a good turnout.

parking. Also, the three-story building made accessing building materials for contractors more time consuming. In 1992, the business moved into a 50,000-square-foot building with 300 parking spaces that was previously a department store in a retail center. The store, which has a customer base evenly split between contractors and do-ityourselfers, added a contractor drive-up and separate entrance, separated from the retail section of the store.

Reflecting the community

The store has become synonymous with the Winchester community that it serves. A mural on the side of the building details the store and local area history and has become an Instagramworthy location. Out-of-state visitors frequently stop by to take a selfie in front of the colorful mural.

Much more than a photo op, the store has deep roots with the community. Store staff members serve on the boards of community organizations. For example, Patti volunteers as a

member of the Top of Virginia Regional Chamber. The store also coordinates raffles for local non-profit organizations such as 4-H and regularly donates to the fire and rescue and police auxiliary organizations, local homeless shelter and schools. Solenberger’s Hardware often lends its parking lot for community events, such as car shows, Boy Scout food drives and community yard sales.

“We believe a community is only as strong as its weakest link and our weak links need to be addressed and helped,” Patti says. “Our best business decision is to support the community and give back. When we give back, we build the community.”

The community has recognized the business for its contributions over the years. In 2015, Solenberger’s Hardware was named Small Business of the Year by the regional chamber of commerce. And in March 2022, the local chamber awarded the store the James R. Wilkins Sr. Legacy Award for business leadership and community involvement.

The store’s history can be told in the employees who clock in every day. The store employs 40 people and some have worked at the store for more than 40 years. For many, they only leave when they retire. Every Saturday, the store provides a lunch for employees.

“We seek out people who want to take pride in their work,” Patti says. “We let employees run departments like it is their own.

eveRything in Stock, all at once

One of the best testimonials for Solenberger’s Hardware is employees at other hardware stores. Frequently, employees at nearby big-box stores will refer customers to Solenberger’s Hardware because items, such as specialty bolts and screws, are always in stock.

Along with the extensive hardware department, the store is known for its plumbing and electrical assortments and knowledgeable employees who have extensive experience in the plumbing and electrical fields.

The store branches out beyond hardware basics, stocking birding supplies for the past 10 years. Patti says she’s been surprised how well that category

Hardware

Right: A box truck with banner advertisements serves as a mobile billboard.

has performed. Another smaller niche that has earned Solenberger’s a reputation is furnace filters.

Canning has also become a niche for the store. In addition to carrying several different sizes of canning jars throughout the year, the store hosts canning classes.

on taRget with SpoRting goodS SaleS

Sporting goods is another niche that has significantly contributed to the store’s bottom line. Solenberger’s Hardware sold guns until the 1960s, when it ceased its firearms sales, but then brought back the category about eight years ago. The store now devotes about 5,000 square feet to sporting goods. In addition to guns and ammo, Solenberger’s offers customers the expertise of an on-site gunsmith. Once a month, the store hosts a conceal-carry class.

“The guys who work in the gun department are really knowledgeable and are very good at customer service, because selling a firearm is a

Left: Solenberger’s True Value

has been serving Winchester, Va., since 1888.

very personal transaction,” Patti says.

“We get compliments on our willingness to take time with customers and to be sure customers understand how their firearm works and what they need to do to keep it in good operating condition. Having firearms and ammo in a hardware store is such a great marriage.”

She notes that electrical and plumbing customers will often visit the sporting goods section of the store as well. And as part of the customer service and marketing for the sporting goods department, the store makes an effort to appeal to women.

“We’ve found that buying a gun is a very social transaction,” Patti says.

m ode R n take on m a R keting, t echnology

JNO, the founder of Solenberger’s Hardware, would likely approve of the forward-thinking approach the store has taken with marketing. With active Facebook and Instagram feeds (more than 1,300 followers on Instagram alone), the store posts frequently, sharing information about specials, in-store events and new products.

In addition to the store’s primary Facebook page, it also has pages

Lower: Owners John T. Solenberger Jr. and his sister Cyndi Solenberger pose in front of a mural depiction of founder John S. Solenberger.

devoted to specialties within the store, such as canning and sporting goods.

“The biggest thing is to make sure every message aligns with our core values, who we are,” Patti says.

“Through social media, we hope to convey our vision and how we serve the community.”

This past year, the store stopped radio advertising, and while much of the store’s marketing efforts goes into digital media, traditional media is still in the mix, too. Although the store has

Upper: Even tourists come to see the mural on the side of Solenberger’s Hardware building, which recaps town and store history.

Todd, Sandi and Dave have nearly 90 years of industrial supply parts service. The store offers a full line of hydraulic and pneumatic hoses, hose fittings, flanges, bearings, conveyor belts and more. Dave and Todd do in-house hose builds and repair.

scaled back its newspaper advertising, it still utilizes True Value’s circular program, customizing the circulars to the store’s specific needs. Another more traditional form of advertising that Patti says has performed well is a box truck with banner advertisements, sort of a mobile billboard.

Sometimes products do marketing for the store. In the parking lot, there are hunting tree stands on display, which brings in customers.

Along with social media technology, Solenberger’s Hardware has kept pace with point-of-sale and inventory technology. Throughout the store’s history, it has been on the forefront of technological advances. In the 1970s, the store first introduced computers.

“Some employees threatened to leave instead of learning computers,” Patti recalls. “Eventually, they saw the value in running the sales through a cash register.”

More recently, Solenberger’s Hardware has updated technology to monitor inventory and keep track of margins. Especially with the recent need to keep pace with price changes, the computer system helps store employees quickly update store prices.

In addition, being able to check competitors’ pricing and quickly make any changes has helped ensure the store remains competitive.

nimble pRoduct SouRcing

Winchester, Va., the county seat of Frederick County, is about 75 miles northwest of Washington, D.C. With a customer base of about 100,000 residents, the area is a tough market for retail hardware. Within 10 minutes of Solenberger’s Hardware, there’s a Home Depot and two Lowe’s. Along with three Walmart Supercenters, there are two other independent hardware stores within 10 miles.

Because of this stiff competition, Solenberger’s Hardware has been selective with its product offerings. For example, the store doesn’t sell lumber and doesn’t have an extensive line of lighting.

The lessons from Solenberger’s founder resonate with buying practices today. A True Value retailer since 1998, the store was previously a ServiStar dealer before the merger with Cotter & Company. Weekly product deliveries from True Value have been a big plus, according to Patti Solenberger. “It’s been a great partnership,” she says. “We’ve been able to use True Value for

Once a month, the store hosts a concealcarry class.

marketing and merchandising. And our sales rep has been helpful in many ways, because he knows our business and is a great resource.”

The store manages inventory with frequent drop-ship orders, especially for plumbing and electrical products. Orgill supplements product lines as well. With an Orgill warehouse 20 minutes away, a Solenberger’s employee can stop by to pick up any orders as needed.

“With supply-chain issues and challenges during the COVID-19 pandemic, having Orgill just up the road has been a wonderful asset,” Patti says.

With 10,000 square feet of warehouse space, the store has room to maintain overstock. Prior to the pandemic, the store maintained very little stock and would buy stock on a weekly basis. But the pandemic flipped that model on its head, according to Patti. Since 2020, if the store can buy pipe, they buy as much as they can and store extra.

dealeR pRofile

Similarly, the store buys canning jars by the pallet to keep them stocked.

Also during the pandemic, the store seized the opportunity to fill online orders.

“We make decisions very slowly and deliberately,” Patti says. “We had been considering filling online orders for a couple years, and COVID-19 gave us that push we needed. Curbside delivery was another way to help our customers.”

the next geneRation and beyond

This month, the Solenberger family members met to discuss the store’s future. In addition to refining merchandise selection and reviewing profitability, Patti says they may consider opening a coffee shop in the store.

To commemorate the family business’s 135th anniversary in October, the store will open a museum. Throughout the years, the family has kept storerelated and Winchester-themed memorabilia. These photos and mementos will be on display in a special section within the store.

Along with those initiatives, the store will continue to find new ways to adapt and change. With sixth-generation family members already clocking in, new rounds of innovation are being fostered.

“We have to continually change to be profitable,” Patti says. “God has been gracious to allow us to be in business for 135 years.” n

National Hardware Show® to

SHOWCASE NEW VISION

The National Hardware Show (NHS) is set to open the new year with a bang, as the annual event moves to new dates with a new vision. The event is scheduled for January 31–February 2 in Las Vegas. To register, go to www.nhs23.com/THC-Free and use code THC for a free expo pass.

NHS will occupy the South Hall and Bronze Lots at the Las Vegas Convention Center. The show shares a badge that gains access to four other industry-leading shows including NAHB International Builders’ Show (IBS), NKBA’s Kitchen & Bath Industry Show (KBIS), International Surface Event and Las Vegas Market (Winter) show.

NHS is an experience and a resource for brands, inventors, buyers and industry leaders to see/show the hottest products for barbecue and grills, outdoor and garden, building, electrical, hardware and tools, homewares, paint, plumbing, global sourcing and more.

Highlights include:

• NHS Backyard – relaunching in 2023 with a new vision is the National Hardware Show’s dedicated home for all things lawn, garden, farm, ranch, outdoor living and grilling. Expect a hands-on demonstration area with products from throughout the entire show floor and on-stage product

NHS PREVIEW

The National Hardware Show is moving to late January for the 2023 edition.

SHOW HOURS:

Tuesday, Jan. 31: 9 a.m. – 5 p.m. Wednesday, Feb. 1: 9 a.m. – 5 p.m. Thursday, Feb. 2: 9 a.m. – 5 p.m.

presentations from leading press/ influencers. Wrap each day with a happy hour networking opportunity and live entertainment.

• HABITAT – the home for innovation and discovery encompasses three feature areas:

CURATED: a selection of products that align with consumer trends and buying behaviors; NEW: filled with products that have had alterations, innovations and improvements made; NEXT: inventors bringing their ideas to life for the first time. Altogether you will see nearly 300 products on display in this feature area.

NHS Backyard will feature hands-on demonstration areas for outdoor living and grilling innovations.

This year HABITAT is sponsored by Popular Mechanics magazine. Popular Mechanics brings its audience of over 15 million across digital, print and social the latest news on innovations and inventions, from DIY to outdoor spaces. The Popular Mechanics Test Team creates helpful, reliable and authentic reviews of tools, outdoor gear, consumer tech and more. This opportunity is only open to NHS exhibitors’ part of the HABITAT area. HABITAT connects retailers with the trends, products and merchandising techniques that will drive impactful growth and top-line revenue within their stores. This year’s focus is to introduce solutions that support customers’ state-of-mind, mood, mental wellness and connection.

• NHS Retail Solutions Center – a new area at the show dedicated to showcasing evolving technologies and merchandising solutions that improve functionality and drive sales in retail stores.

• Influencer Summit – the first-ever

NHS Influencer Summit (January 31) will draw all levels/categories of influencers and teach essentials for communicating, storytelling and partnering. Hosted by influencer and business leaders in the home space, who

additionally will be on stage presenting products in NHS Backyard or on the UIA Pitch Panels.

• United Inventors Association (UIA) – will offer educational seminars and “Shark Tank” style UIA Product Pitch Panels on stage hosted by business leaders to guide inventors down the path to success. Affiliated Inventors Summit Group will host an Inventors Showcase January 30 for up-and-coming product developers/inventors.

• The Made in USA trail – will encompass even more outstanding domestic, best-in-class products and services that value high labor standards, top-quality manufacturing and safer products that keep Americans working. According to a recent survey of 500 Americans, nearly 70 percent of respondents prefer American-made products and 83 percent said they would be willing to pay up to 20 percent more for products made domestically.

“NHS and NHS Backyard are focused on delivering innovative and profitable strategies for growth in the hardware, home improvement and outdoor living communities. NHS serves the entire value chain and creates a connection point for the industry at the beginning of the year to learn about new trends, see new inventions, source from global partners, test new products and learn about new technologies and marketing strategies that will grow businesses,” said Beth Casson, Event Leader, National Hardware Show. “We are excited to be the first show

The National Hardware Show is focused on identifying and showcasing the latest trends and product innovations in the home improvement arena.

of the year and are eager to unite the community for a lot of learning and fun!”

KEYNOTE SESSIONS

Head to the NHS Innovation Stage, located in HABITAT, to hear keynotes focused on what the future of retail will look like.

Understanding Today’s Pro & DIY Customer

Presented by Grant Farnsworth, president, The Farnsworth Group

January 31, 10:00 a.m. - 11:00 a.m.

The past two years have forced builders, remodelers and DIYers to think and behave differently. Those actions impacted brand decisions, product decisions and how customers find home improvement and building product manufacturers and suppliers. This session will reveal information to help your business be prepared for the next year as attitudes continue to change and impact purchase decisions.

How Cloud Technology Gives Retailers Capabilities and Security that Define their Future

Presented by Ruben Muruato, senior director–national accounts, Epicor

February 1, 10:00 a.m. – 11:00 a.m.

As the world around us continues to change rapidly, retailers must respond quickly to changing customer expectations, new challenges or competitors. Connecting operations to future-ready technology improves processes, accelerates growth and protects retailers’ data from threats and disruptions. Learn how cloud-based retail management and point-of-sale solutions can help improve data security and address current challenges while preparing your business for whatever comes next.

A LONG INDUSTRY LEGACY

The National Hardware Show® celebrates a rich history spanning 77 years of serving the home improvement marketplace. From its early beginnings in New York during the post-World War II housing boom and eventual move to Chicago in the 1970s, to today’s current location in Las Vegas, NHS is the most comprehensive event, education and networking platform serving the hardware and home improvement industry.

As the industry spearhead, it keeps a focused eye on the cultural, environmental and technological developments shaping the future of modern living. NHS unites and guides the industry at its live events and on its interactive channels by delivering opportunities for fostering connections, deepening insights and building innovative and profitable strategies for growth.

Click here to view the full 2023 exhibitor list.

For more information on the National Hardware Show, visit www.nationalhardwareshow.com. ■

SPOTLIGHT Product

If you want to attract new customers, you have to keep bringing in new products to keep your store fresh. The National Hardware Show® offers the industry’s best opportunity to see the latest product innovations from top manufacturers. The products featured on the following pages can be found at the upcoming National Hardware Show (January 31-February 2, 2023 in Las Vegas) or at upcoming wholesaler shows.

HIGHTOWER TELESCOPIC

BUCKET SYSTEM

• Makes any house painting project safer, faster and hassle free. Solid, durable construction.

• Height-adjustable, locking tripod brings paint/paste bucket to safe working height.

• Quick-release tripod attachment allows convenient removal of bucket for filling.

• Includes detachable tool tray and attachment to keep brushes and tools easily accessible.

10” CODE BLUE® WIDEAZZ® ADJUSTABLE WRENCH

• 10WCB WIDEAZZ® jaws offer 2-inch jaw capacity, providing up to 72% wider opening than a standard wrench of the same size.

• Longer jaws grip better, allowing greater access in tight spaces.

• Measurement scales are laser engraved and handy for sizing nuts, pipe and tube diameters. Features CODE BLUE® comfort grips.

• Optimal head width and non-protruding jaws allow accessibility for hard-to-reach applications.

Channellock Inc. www.channellock.com

Booth SL6065

PROCELL ALKALINE BATTERIES

• Procell Alkaline AA industrial batteries are general-purpose batteries, ideal for powering mid- and low-drain professional devices such as smoke/carbon monoxide detectors, security keypads, remote controls, wireless mice, keyboards and motion sensors.

• Featuring long-lasting, reliable power, Procell batteries are also available in AAA, C, D and 9V sizes. Operating temperatures from -4°F to 129.2°F.

• Manufactured using superior cell design to ensure high-quality cell construction. Each battery comes with a ‘quality warranty.’ Design, safety, manufacturing and qualification follow Procell’s stringent battery standards, which incorporate parts of the ANSI and IEC battery standards.

• Economically packaged in bulk and individually date-coded for effective inventory management.

Duracell-Procell www.procell.com | Booth SL5065

NHS PRODUCT SPOTLIGHT

VERSASWEEP™ 4-IN-1

MAGNETIC SWEEPER

• The VersaSWEEP™ 4-in-1 Magnetic Sweeper can be used in 4 different configurations—tow, mount, hang and push—to quickly and easily clean up hazardous ferrous metal debris from indoor and outdoor traffic areas preventing costly injuries and repairs.

works indoors or outdoors, over any terrain and in any weather condition.

• Right tool to efficiently clear metal debris from sidewalks, loading docks and warehouse aisles to driveways, construction sites, parking lots and roads.

• Available in sweeping widths from 48” to 96”, the VersaSWEEP™

TORQUEMASTER ANCHORS

• Whether you’re looking for concrete anchors, hex screws or any number of other crucial fasteners, you can always trust the durability of TorqueMaster.

• Available in a number of display options, including counter, hanging packs and bulk displays, the

• The adjustable sweeping height allows for efficient cleaning of varying sizes of debris. The quickrelease function makes cleanup fast and safe.

Master Magnetics www.magnetsource.com

Booth SL6070

TorqueMaster brand has gained a reputation for being the safest, easiest and most reliable anchoring solution available, great for indoor and outdoor applications.

• Star-drive concrete screws eliminate cam-out, while hardened alloy steel eliminates breaking.

• Features serrated washer head for a secure grip to the install surface, serrated threads for superior hold to concrete and superior exterior coating suitable for ACQ lumber.

Midwest Fastener www.fastenerconnection.com Booth SL3030

MORF L650 REMOVABLE HEADLAMP AND LANTERN

• Patented MORF™ L650 Headlamp does the work of a 650-lumen headlamp, plus a flashlight and a lantern.

• As a headlamp, it’s perfect for hiking and pitching your tent in the dark. Remove its detachable head for a 300-lumen magnetic flashlight that slides up with a hook that turns it into a hanging lantern. All while the base of the headlamp stays lit, providing 450 lumens of bright light.

RAPIDFIX UV

• It’s impact and water-resistant and features 72 M beam distance and 3-hour runtime.

• Attaches to metal so you can work hands free.

Police Security Flashlights www.policesecurity.com Booth SL3260

• RapidFix UV is a liquid plastic adhesive that only sets when exposed to UV light.

• The RapidFix UV Liquid Plastic Adhesive allows as much time as needed to position pieces properly.

• You control when the adhesive hardens by using the special UV LED flashlight. Simply shine the UV light on the adhesive for 10-20 seconds to cure. Adhesive hardens in seconds and dries crystal clear.

• The high-strength bond can be sanded, filed, drilled and painted. Adhesive will not dry out in the bottle. Guaranteed for 24 months.

LHB Industries / RapidFix www.rapidfix.com Booth SL3128

NHS PRODUCT SPOTLIGHT

SIKAFLEX® ASPHALT SEALANT

• A one-component, self-leveling, sealant used for filling cracks in asphalt.

• Able to fill cracks up to 1.5 in. wide. Easy application, self-levels.

• Fast tack-free time—less than 1 hour. Resists aging and weathering.

• Excellent adhesion, bonds to asphalt and concrete and cures to a black matte finish to blend with existing asphalt. Sika Corp. www.retail.usa.sika.com Booth SL7114

BGA 300 BACKPACK BLOWER

• With high-performance brushless motor, STIHL BGA 300 delivers powerful 25-newtons of blowing force and max air speed of 194 mph for heavy-duty clearing of dry and wet debris. Certified by American Green Zone Alliance, it’s an environmentally conscious and zero-exhaust emission option.

• When paired with STIHL AR 3000 L battery and used on level 1, BGA 300 delivers up to 140 minutes of performance. Three power levels plus a boost mode improve battery efficiency for consistent, longlasting power throughout battery charge.

• Weather-resistant design allows users to take on blowing tasks in inclement weather and even approved for use indoors.

• STIHL anti-vibration system helps reduce operator fatigue. STIHL www.stihlusa.com

Nominations Now Open for Beacon Awards

This year’s Hardware Conference, set for August 18-20, 2023 at the JW Marriott in Marco Island, Fla., will give independent retailers a chance to gather in person and share ideas with fellow dealers. The 35th annual Hardware Conference will again be highlighted by the Beacon Awards, a recognition program that was introduced in 2013.

The Beacon Awards, which are cosponsored by The Hardware Conference and The Hardware Connection, are designed to honor the “best of the best” independent hardware/home improvement retailers while encouraging a new generation of retailers to make their mark in the industry. On Friday night, the industry will honor the 2023 winners.

Beacon Award sponsors for 2023 include Epicor Software Corp., Ettore Products and Fluidmaster. Wholesaler sponsors are Do it Best Corp. and Orgill Inc.

The 2023 Beacon Awards will again honor the Retail Beacon Award winners for each of the participating wholesalers, plus the Best New Stores in two categories: under 20,000 square feet and over 20,000 square feet. Whether it’s an existing retailer opening a branch store or a newcomer opening a ground-up business, these new stores represent the future of the industry.

Presented By

Beacon Award winners will be honored at the 2023 Hardware Conference in Marco Island, Fla.

Here are last year’s Beacon Award honorees:

• Best New Store, Under 20,000 sq. ft.—Hometown Hardware, Senoia, Ga., owned by Phil and Deanna Cheeves.

The honorees and sponsors

• Best New Store, Over 20,000 sq. ft. —Vassar Building Center, Vassar, Mich., owned by Mike and Brenda MacKay.

• Retail Beacon Award—LaValley Building Supply, Newport, N.H., owned by Larry and Nancy Huot.

• Retail Beacon Award—Ivey’s

Building Materials, Houghton, La., owned by Mitch and Pam Johnson. Get your nominations in now for the Best New Store award, as the deadline of May 5 is fast approaching. Retailers can nominate their own stores and nominations are accepted from wholesalers.

Judging will be based on any or all of the following criteria: financial performance (sales, profits, margins); community involvement; store design; merchandising displays; promotion activities; specialized product areas/niches; employee training/recognition programs; and innovative retailing concepts.

Store must have been open at least one year, to a maximum of four years.

It can be a store built to replace one destroyed by natural disaster and it can be a branch store. Store must feature all the core departments: electrical, plumbing, tools, hardware, paint and lawn & garden.

The 2023 Beacon Awards Banquet will be held Friday night, August 18, 2023 at the JW Marriott in Marco Island, Fla. Honorees will receive: all-expenses paid trip for two to the 2023 Hardware Conference in Marco Island including conference registration, airfare, hotel and meals; Beacon Award plaque and feature article in The Hardware Connection.

TO cOMPLeTe NOMINATION

Please include detailed information for each of the judging criteria, attach any relevant pictures, list the date of new store opening and also provide retailer name, store name, square footage, address, phone number and email address. Email nominations by the May 5 deadline to Editor Chris Jensen at chris@thehardwareconnection.com. ■

of the 2022 Beacon Awards.

CATEGORY REPORT

PAINT AND DECORATING TRENDS

Sales of Interior Liquid Paint (Independent Hardware Channel) 12 Months % Change vs. Year Ago

Source: Epicor’s Industry Data Analytics

Unit Sales Breakdown for Interior Liquid Paint Total of 4,530 Items with Sales

Epicor’s Industry Data Analytics tracking information is based on sales from a representative sample of hardlines retailers located throughout the U.S. For more information, call 512-278-5800 or email

Source: Epicor’s Industry Data Analytics epicorindustryanalytics@epicor.com

PAINT & DECORATING DEPARTMENT

MERCHANDISING :

Upper Left: Crofton Ace Hardware in Crofton, Md.

Middle Left: Fort Dobbs Hardware in Statesville, N.C.

Lower Left: Wood Shed Lumber & Hardware Supply in Carrollton, Mo.

Upper Right: Hupp Hardware in Wichita, Kan.

Middle Right: Riles Home Hardware in Linton, Ind.

Lower Right: Ritter Lumber in Nederland, Texas

AN INSIDE LOOK

WINDOW DISPLAYS

The Hardware Connection provides a pictorial look at window displays. Send pictures of your store to chris@thehardwareconnection.com.

Black Lumber Co., Greencastle, Ind.

Boyne City Hardware, Boyne City, Mich.

J-town Hardware and Rental, Louisville, Ky.

Chagrin Hardware & Supply, Chagrin Falls, OH

Hardman’s Hardware, Summersville, W.Va.

Chevy Chase Hardware, Lexington, Ky.

Piedmont Hardware, Maiden, N.C.

Main Street Ace Hardware, Bowling Green, Ky.

McNeely’s Do it center, Man, W.Va.

Yellow Springs Hardware, Yellow Springs, Ohio

Reardon Briggs Hardware, Millbrook, N.Y.

Opera House Hardware, Fort Gaines, Ga.

Quincy Hardware & Lumber, Quincy, Wash.

Pini Ace Hardware, Novato, Calif.

Seagren’s Home Hardware Outdoors, Two Harbors, Minn.

IN THE NEWS

NEW STORES:

• Jamey and Dan Flaherty have acquired Solon Springs Mercantile in Solon Springs, Wis., from Ken and Meg Thoreson.

• Sully’s Ace Hardware in Sullivan, Mo., was purchased by the Park family.

• Kodiak Building Partners has acquired two Diamond Home Improvement stores in Oregon.

• Ace Hardware is opening in Princeton, W.Va.

• Jay Poshak and Jackie BreglerPoshak are opening a new location for K&J True Value Hardware in Ely, Minn.

• Ring’s End is acquiring 11 Johnson Paint Company stores in Maine, Massachusetts and New Hampshire.

• Ogden & Adams Building Solutions has acquired the assets of Delhi Lumber in Delhi, Iowa.

• Bliffert Lumber & Hardware has merged in Fillinger Millwork, a Milwaukee-based millwork manufacturer.

• Nation’s Best has acquired Forslund Building Supply, with three locations in Michigan.

• Mark and Monica Walters are opening 1610 Hardware in Santa Fe, N.M.

• Stacey and Jesse Bannor are opening a True Value Hardware store in Madrid, Iowa.

• Ridley’s Family Markets opened

its 12th Ace Hardware, Greybull Ace Hardware in Greybull, Wyo.

• The Hagan family has opened its 10th Hagan Ace Hardware in Orange Park, Fla.

• Rick Heuser has sold Handyman Hardware in St. Cloud, Fla., to UDuke Hardware.

• Westlake Ace Hardware is opening new stores in Simi Valley and Glendale, Calif.

• James and Peggy Pecoraro are opening Crossings True Value Hardware in Sanford, N.C.

• Dave and Kati Thompson have purchased Main Street Ace Hardware in Bowling Green, Ohio, from Floyd Craft.

• Country Hardware Store True Value is opening in Ramona, Calif.

• Ron and Pat McCloud have sold Dunsmuir True Value Hardware in Dunsmuir, Calif., to Jake and Nova Gress.

KUDOS TO:

• Henson Lumber in Cresson, Texas, is celebrating its 50th anniversary.

• Maze Nails is marking its 175th anniversary.

• Mayfield Lumber in McMinnville, Tenn., is celebrating its 50th anniversary.

• McCoy’s Building Supply was honored as the 2022 “Philanthropist of the Year” by the Texas Association of Builders.

Badger Lumber Owner Paul Ferrell (left) accepts a 100th anniversary recognition plaque from Do it Best Territory Sales Manager John Carrier.

• Koopman Lumber was named “Best Family-Owned Business” by the Worcester Business Journal.

• Rocky’s Ace Hardware was awarded the Award of Excellence in Retail by the Retailers Association of Massachusetts and inducted into the Retail Hall of Fame.

PEOPLE ON THE MOVE:

• House-Hasson Hardware has promoted Jonathan Boles to vice president of retail.

• Arrow Fastener has named David Donald vice president of operations.

• Samie Barr was named chief brand officer of Kohler Co.

• The Helpful Hardware Company has promoted Brian Roberts to north Georgia district manager.

• Builders FirstSource has named Dave Rush as CEO.

• Kodiak Building Partners has promoted Tim Ferguson to president of Christensen Lumber, with Tom Christensen transitioning to chairman.

• After serving nearly 20 years as president and CEO of Distribution America, Dave Christmas retired at the end of 2022. He was instrumental in merging DA with PRO Group to form Hardlines Distribution Alliance last year.

• Zach Higgins was promoted to CFO at Ambassador Supply.

• Do it Best Corp. promoted Joe Hutt to merchandise manager for building materials, Lori Cardelli to associate building materials trader, Brittany Peavler to associate merchandise manager for hardware and Brian Christophel to merchandise manager for heating and automotive. They also hired Heather Cannaday as associate merchandise manager and Mike Ocker as LBM business development manager.

WHOLESALERS IN THE NEWS:

• Do it Best Corp. has moved into its new headquarters at 1626 Broadway, Suite 100, Fort Wayne, IN 46802.

• Ace Hardware ranked 7th in Entrepreneur Magazine’s Franchise 500 list.

Jonathan Boles

Zach Higgins

IN OTHER NEWS:

• Ambassador Supply has acquired Continental Carpentry Components in Wanatah, Ind.

• Gilmore Home Center in Castleton, Vt., was destroyed by fire January 15.

IN MEMORY:

• Jon Weiss, secondgeneration owner of Weiss Ace Hardware in Glenview, Ill., passed away January 6 after a battle with cancer. He was 87. He served on Ace Hardware’s board of directors in the 1990s. Weiss Ace, which was founded by Jon’s father in 1931 as Ace franchise number 20, was named Business of the Year in 2004 by the Glenview Chamber of Commerce. Click here for more.

• 84 Lumber Founder Joe Hardy III died on his 100th birthday. Click here.

• Bobby Joe Mayfield, founder of Mayfield Lumber in McMinnville, Tenn., passed away October 23. He was 89.

• Howard Vann, former owner of Eldon Hardware and Lumber Co. in Eldon, Mo., passed away November 26 at 81. He was president of MidMO Lumber Association and MidAmerica Lumber Association and was recognized as “Citizen of the Year” by the Eldon Chamber of Commerce.

• Kenneth “K.C.” Stock, past owner of Stock Lumber (now Stock Building Supply), died November 28 at 84.

FOR THE FULL STORY:

• Do it Best aligns team to propel member growth. Click here.

• Tim Johnson, owner and president of Johnson Lumber Co. in Salisbury, Md., died November 12 at the age of 62.

• Robert Keiver, president of Keiver-Willard lumber Corp. in Newburyport, Mass., passed away November 10 at the age of 89.

• Bill Turlington, president of F.L. Turlington Lumber Co. in Clinton, N.C., passed away October 22 at the age of 60.

• Orgill announces changes, additions to leadership team. Click here.

• Do it Best drives sales with record new member growth. Click here.

• Aubuchon Company acquiring Zimmerman’s Hardware. Click here.

• House-Hasson January market sets attendance records. Click here.

• The Helpful Hardware Company acquires Westbury’s Ace. Click here.

• Sears Hometown Stores liquidating after bankruptcy. Click here.

• STIHL to invest $49 million to expand Virginia plant. Click here. ■

Joe Hardy III

Jon Weiss

Eric Knox Mike Melchi

UPCOMING EVENTS

JANUARY

National Hardware Show, International Builders’ Show 2023, National Kitchen & Bath Show

January 31-February 2, Las Vegas Convention Center, Las Vegas

FEBRUARY

Home Hardware Spring Online Buying Market

February 27-March 3

LBM Advantage Annual Buying Show & Shareholders Meeting

February 27-March 1, Coronado Springs Resort, Orlando, Fla.

Monroe Hardware Spring Dealer Market

February 10-12, Myrtle Beach Convention Center, Myrtle Beach, S.C.

Orgill Online Spring Buying Event

February 6-13

Orgill Spring Dealer Market

February 9-11, Morial Convention Center, New Orleans

United Hardware Spring Virtual Buying Market

February 20-March 3

MARCH

Ace Canada Fall & Winter Virtual Buying Show

March 21-23

Ace Hardware Spring 2023 Convention

March 13-16, Henry B. Gonzalez Convention Center, San Antonio

Blish-Mize Spring Customer Buying Market

March 16-18, Overland Park Convention Center, Overland Park, Kan.

Do it Best Spring 2023 Market

March 11-13, Orange County Convention Center, Orlando, Fla.

Hearth, Patio and Barbecue Expo 2023

March 11-13, Kentucky Exposition Center, Louisville, Ky.

LMC Annual Meeting

March 8-10. Charlotte, N.C.

National Lumber & Building Material Dealers Association Spring Meeting & Legislative Conference

March 28-30, Hyatt Regency on Capitol Hill, Washington, D.C.

The Inspired Home Show 2023

March 4-7, McCormick Place, Chicago

True Value Spring Reunion

March 17-19, McCormick Place, Chicago

Wallace Hardware Spring Dealer Market

March 28-30, Sevierville Convention Center, Sevierville, Tenn.

APRIL

Western Wood Products Association Annual Meeting

April 16-18, Embassy Suites PDXPortland Airport, Portland, Ore.

For a complete listing of calendar dates, click here.

retaiL ideas

LLamas Bring Furry Fun to

Wasko HardWare HoLiday

CeLeBration

Stepping proudly on the split-hooved feet, three llamas dressed in Christmas attire walked through the aisles of Wasko Hardware in Keosauqua, Iowa, to where they were about to greet hundreds of kids. Along with Santa, the llamas were the star attraction for the store’s Falalala Llama Day/Christmas Open House on November 26.

“This was one of the most fun days we’ve had in the store,” says Susan Wasko, who owns the store with her husband, Joe. “People were so happy to see the llamas and we had a lot of sales, too.”

About 225 people showed up for the event, which offered visits with Santa, refreshments, discounts and giveaways. Customers could fill a bag and whatever fit in the bag was 20 percent off. They could also win store gift cards. The store had a 50 percent off sale on giftware, a paint sale and doubled reward points for customers. During the day, Milwaukee tools were a big seller, according to Wasko. But the main attraction for the kids was the llamas.

“We’re in a town of about 1,000, so having a couple hundred-plus people show up was really amazing,” Wasko says.

One of Wasko’s friends raises the llamas and visits nursing homes with the

Upper: Joe and Susan Wasko made fast friends with the llamas that came to their store for a holiday event.

Lower two: The llamas were a big hit with kids at Wasko Hardware’s Falalala Llama Day/Christmas Open House.

animals, which are used to being around people. To host the llamas, Wasko set up a 20-foot by 10-foot petting and picturetaking area. The llamas were dressed in Christmas attire. This inaugural event was so successful, that she plans to bring the llamas back for their spring open house on the first Saturday in May and again next holiday season.

Wasko promoted the event through Facebook, radio and the local newspaper. The store provided coloring sheets depicting a llama to nearby preschool and elementary schools and had a contest with prizes for best rendering.

The November event also honored Joe Wasko’s 40 years in hardware retailing. The store celebrated those four decades with a cake and a poster of Joe that customers could sign.

san diego HardWare LaunCHes neW eCommerCe WeBsite

Century Club retailer San Diego Hardware, which offers the largest selection of decorative hardware in the San Diego market, marked 130 years in business in December. Founded in 1892, the company is still owned by one of the original founding families and is one of the 10 oldest family-owned businesses in San Diego. The company recently launched SanDiegoHardware.com, its new e-commerce site, giving consumers even more shopping options and a wealth of resources. SanDiegoHardware.com offers a huge selection of cabinet pulls, door and cabinet hardware and locks with 650 product pages.

“This anniversary we are celebrating not only our deep roots in San Diego, but also our newest way to shop—our online e-commerce site that launched during the pandemic,” says co-owner Bill Haynsworth. “San Diego has been our home for 130 years and we thank our loyal customers who helped us survive these last few challenging years.”

“Our website was many years in the making,” says Hannah Haynsworth, marketing manager for San Diego Hardware, who along with Bryan

Haynsworth developed the site from scratch. “It was a challenge to capture every single piece of hardware in the store and get it up online, but with the pandemic hitting around the time we finished, we couldn’t have been happier to have an online shopping option for our customers.”

Current co-owner Bill Haynsworth is the great nephew of Fred Gazlay, one of four co-founders. Haynsworth bought the business, together with co-owner Rip Fleming, in 1983 from Haynsworth’s father. Haynsworth’s son, Bryan, currently works at the store, making him the fifth generation to work in the business. Hannah Haynsworth is the daughter of Rip Fleming.

The current showroom in Kearney Mesa is 15,000 square feet and features interactive product displays with more than 7,000 door knobs and pulls, 4,000 hinges and 1,000 door locks on display. The second floor offers a plumbing showroom with sinks, faucets and other kitchen and bath products.

The owners of San Diego Hardware also run a separate online business called HardwareSource.com , offering more than 4,000 hinges for everything from 3,000-pound doors to jewelry boxes. n

Coconut greets customers at San Diego Hardware’s showroom in Kearney Mesa, Calif.

Behind the Numbers

1.5%

Projected growth in U.S. home improvement spending in 2023, down from 7.2% in 2022, according to the Home Improvement Research Institute (HIRI).

3.6%

Projected growth in professional market home improvement spending in 2023, down from 10.2% in 2022. This compares to 0.6% growth in consumer spending in 2023 to $386 billion, according to HIRI.

4.8%

Nominal dollar growth rates for lawn and garden equipment and supplies between 2022 and 2026, according to HIRI.

3.8%

Nominal dollar growth rates for paint and preservatives between 2022 and 2026, according to HIRI.

7.5%

Nominal dollar growth rates between 2022 and 2026 for roofing and supplies, the top-growing merchandise line for professionals, according to HIRI.

5.9%

Nominal dollar growth rates between 2022 and 2026 for kitchen and bath cabinets, the fifth-highest merchandise line for professionals, according to HIRI. n