THE INDUSTRY’S DIGITAL LEADER
Thriving After Disaster
Product
Disaster Disaster
Lots of companies make pliers. And they all have a brand name for their products. CHANNELLOCK® is the brand name for the variety of tools we offer–including the famous 440® Straight Jaw Tongue & Groove Plier. So when you’re referring to our tools, please call them CHANNELLOCK® pliers, CHANNELLOCK® screwdrivers or CHANNELLOCK® wrenches. The same applies to all the other products we make, too. Because CHANNELLOCK® is a brand, not a tool.
SMOOTH CUTS
Unique blade serrations spread cutting force across the blade, improving cut quality and tool life
ULTRA-TOUGH
Industry leading pivot bolt design provides longer overall snip life
PRECISION
Integrated stops make sure the blades open all the way to the same position every time, for maximum length of cut
EASE
Compound-leverage mechanism makes cutting easier and reduces hand fatigue
CONTROL
Easy-to-operate finger latch locks blades—even when wearing gloves
COMFORT
Redesigned dual material handle grips provide greater comfort
For decades, Wiss has been the professional’s go-to snip. Now, the new Wiss ® Edge ™ series redefines performance with a total system designed for increased durability, consistent control and exceptional comfort. The result...reliable performance, job after job after job.
By Chris Jensen
Is Your Store Prepared for Disaster?
The Walker family spent 38 years building a successful business, Discount Building Supply in Guntersville, Ala. It took 38 seconds for a tornado to destroy it.
The tornado roared through Guntersville on April 27, 2011, leaving a devastating path of destruction in its wake. Fortunately, the tornado hit an hour before the store opened, or there might have been serious injuries to employees or customers.
“We had four or five employees across the street when it struck at 6 a.m., but no one was in the store yet,” explains President Brian Walker. “I pulled up shortly after and found destruction everywhere. It was heartbreaking to see.”
The flooring shed was completely gone. Parts of the store were found a half-mile away.
“It tore the roof off the main building and then we got heavy rain, so we had some flooding in the salesfloor,” recalls Brian. “Whole pallets of merchandise were flooded and not a lot was salvageable.”
It was time to spring into action. The Walkers put an emergency plan into place and everyone started
working seven days a week. Their wholesaler, House-Hasson, sent generators, water and lots of supplies—18 tractor trailers loaded with products, which enabled them to keep selling uninterrupted. Fifteen trailers filled with debris were hauled off to the salvage yard.
“We weren’t insured enough to cover everything, but were insured enough to continue,” Brian admits. “We were wanting to do something different with the store, but the tornado made sure we had to do something just to stay in business.”
Ten months after disaster struck the Walkers held a grand reopening for a new 25,500-square-foot store that is bigger and better than ever. Brian managed to find a silver lining in the cloud. “We had a real bad day when the storm hit, but we’ve rebounded in a big way,” he says. “It’s all good now.”
Turn to page 31 to see how another retailer, Vince Christofora of Woodstock Do it Best Hardware in Woodstock, N.Y., thrived in the aftermath of a fire and consider how prepared your store is if disaster were to strike. n
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the way i see it
OBy Tom Chasteen
Which One Are You Going to Be?
ver the past five years of writing this column I have often referred to the lessons my father taught me when I was working for him learning the family hardware business after returning from college and graduate school. I only mention the college and graduate school part because we assume if you’ve had five to six years of college education you should either be “educated” or have had a wonderful time partying for six years.
The truth is, at least in my case, each time I let my grades slip I would get a very nice letter from the academic dean’s office advising me that if my grades didn’t improve I would be asked to leave college prematurely before I had earned my degree.
However, it wasn’t until after I had left college with my coveted diploma that I realized how little I really knew concerning just about everything going forward with my life. So when I decided to accept my father’s offer to join the family business, it pretty much fell to him to show me how little I actually knew about the “real world” and teach me how to navigate my way through it.
Like a lot of father and son relationships this was often a rocky road with my mother trying to fill the role as
part-time referee and peacekeeper. Those of you who are reading this and are in a family-owned business know exactly what I am describing. Those hardware dealers who are first generation and hope to bring their family into the business will no doubt witness this “old bull vs. young bull” behavior firsthand sometime in the future.
As I got older and more mature, I realized just how much my father knew and how little I knew. However, when I first came into the family business I was young, cocky, opinionated, ambitious and totally naive as to what it took to run a successful retail hardware business.
As a result, I would propose halfbaked ideas of how to expand our business by opening additional stores or increasing our sales by lowering prices (reduced margin) to stimulate increased sales. More times than I care to recall my father would say “it doesn’t work that way, it can’t be done, we aren’t going to do that,” or one of my favorites: “Are you crazy?”
At one point, I would refer to these comments by saying, “There you go again raining on the parade before it even gets started.” Which, as I’m sure
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the way i see it
you can imagine, only escalated the frustration between us.
Then one day my father, who was so conservative he made the Tea Party look like flaming liberals, said something to me that has stuck with me for 30 years as though he shared it with me yesterday.
“Tom, anyone can think of all the reasons why something can’t be done or shouldn’t be done. It takes a person of vision and intelligence to think of the ways how something could be done and then evaluate if it is still worth doing.”
Then he asked me, “Which one are you?”
As I recently shared this story with a senior wholesaler executive in our industry, it was at that moment I truly understood just how smart my father was.
In the next 10 years, just like the past 10 years and the 10 years before that, we will be faced with some seriously challenging issues in our industry such as technology and succession planning. The technology landscape is changing at such a rapid rate it is difficult to find a solid footing. More importantly, we have not had enough new retailers coming into our industry to replace the retailers who are retiring.
Twenty years ago we didn’t have cell phones or the internet. Computers were just coming along and were more of a
fascination than a viable tool to run our businesses. Fax machines were starting to come of age and now they are on their way out. FedEx was primarily used for sending important next-day letters and UPS was for shipping small packages less than 20 pounds.
Today, anyone can order a pair of shoes from Zappos at three in the afternoon, pay with a credit card and the shoes will be in their hands the next day sometime before noon. And that is just the beginning of the technology revolution. As we continue down this path that is both exciting and intimidating there are going to be a multitude of opportunities, just like there will be for new people to come into our industry.
Like my father told me 30 years ago:
“Anyone can think of all the reasons why something can’t be done or shouldn’t be done. It takes a person of vision and intelligence to think of the ways how something could be done and then evaluate if it is still worth doing.”
So the question I pose to our retail readers is this: “Which one are you going to be?”
In closing, I would suggest all of us try to consider the possible before we determine the inevitable. As always, send me your thoughts retailer to retailer at tom@thehardwareconnection.com. n
Tom Chasteen, the publisher/principal of The Hardware Connection, operates Tavernier Hardware in the Florida Keys.
HARDWARE HUMOR
AHARDWARE STORIES Amazing but TRUE
Years ago, I caught a guy stealing a set of door locks. When he was walking out the door, I asked him if he forgot to pay for something, then he took off running. I had another employee call 911 and I took off and chased the guy. I went over a guardrail, across six lanes of traffic, yelling at him the whole way. He could hear police cars coming, so he throws down the lockset. I grab it and keep chasing him. Then, I wonder why I’m chasing him because I have my stuff back. So, I stop. Afterward, one of the cops I knew said that I had a lot of nerve running after him, but to never do that again.
few years ago, a guy was trying to steal a bungee cord by stuffing it down his pants. Well, I grabbed hold of the cord and ripped it out. A girl saw me do that and thought it was the funniest thing in the world. She thought I had ripped his privates out. Doug Greene Manlius True Value Manlius, N.Y.
Lenny Goldfarb Cedar Center Hardware | South Euclid, Ohio
Acustomer came in who appeared blind and was led around the store by his daughter. As he was leaving, an employee said that he’d stolen an LED flashlight. I ran out of the store as they were getting in a car. I told them I was writing down the license plate and said a few other things that can’t be repeated. I got the flashlight back and thanked them for stealing from our store. Also turns out he wasn’t as blind as he led on.
Lindsey Locklear Pembroke True Value | Pembroke, N.C.
Since 1851, Wooster has been manufacturing the best paintbrushes and rollers, right in Wooster, Ohio. Cheap ingredients don't cut it. We take pride in Wooster quality, innovation, and performance. After all these years, our 500 employees still cook up something new every day.
How’s
Business?
MIDWEST
Sales and customer counts this summer and YTD? We just opened our fourth store about six weeks ago and that’s plugging along like we expected. Sales and customer counts are up in two stores and even in the others. Weather is dry out here.
Best niche categories? Paint in one store, lawn and garden in another and plumbing in the third. We get 80% of sales from d-i-yers.
Do you have a plan to deal with natural disaster? Only thing we run up against is a tornado and I don’t know how you practice for a tornado because it happens so quick. Fires aren’t going to bother us because there’s not enough to burn. Kent Carmichael Ace Hardware Marion, Ulysses, Larned and Scott City, Kan.
NORTHEAST
Sales and customer counts this summer and YTD? Our summer is better than last year. Our second quarter is up a little over 10% in sales and 8.5% in traffic. Our first quarter was even better. We did very well in ice melt in January.
Best niche categories? We got into pet food and have a larger pet department. Pet food is lower margin but drives traffic and is rarely the only thing on the ticket. It gets people to come into the store and shop other departments. We also do well with propane filling.
New initiatives planned for 2014? We’re in the process of tripling the size of our main store and we’ve got another branch store opening by the end of the year.
Hank Brinkmann Brinkmann True Value Hardware Blue Point, Sayville and Holbrook, N.Y.
SOUTH
Sales and customer counts this summer and YTD? We are up and doing very well. We’re in a low-income area but the economy has been doing better for our farmers.
Pet food at Brinkmann True Value.
Best niche categories? We do a lot in power tools and lumber and clothing is a nice niche. Plumbing and electrical are our biggest departments.
New initiatives for 2014? None are planned because we did a big remodel two to three years ago.
Do you have a plan to deal with natural disaster? We are a True Value
Hyde Brothers True Value
store and they are prepared for disasters. All we need to do is make one call and we’ll get what we need from them. We learned that when we had a sleet storm. Ginger Johnson Hyde Brothers True Value Clarksdale, Miss.
Steve Linn, Chuck Pool and Robert Pool are the three partners of Main Street Companies.
well, so the mood is good. Our niche is the custom home builders and we go into north Dallas for new houses.
Best niche categories? Framing lumber and we have a door shop with millwork.
Do you have a plan to deal with natural disaster? It’s not written down but we have a system in place. Years ago we had a server fry on us and we had to reconstruct everything, so that taught us to have redundant features and start doing backups. We take backups offsite every night and keep five backups, one for every day. We have everyone’s phone number with a phone tree set up. A sleet storm once caused a 250-foot long shed to collapse on three trucks and a trailer. You learn how to react. That’s the only time we have ever closed the store in 40 years.
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New initiatives planned for 2014? Keep on growing. We’ve been using Mobile Visual Pro (MVP) technology to provide graphic take-offs and estimates and that’s been taking off for us.
Robert Pool
Main Street Do it Best Lumber Denison, Texas
WEST
Sales and customer counts this summer and YTD? We are down from last year mainly because of the weather. Everyone’s wells are drying up.
Best niche categories? Outdoor power equipment. Pool testing is also growing nicely for us.
New initiatives planned for 2014? We’ve been working on an expansion plan for three years.
Do you have a plan to deal with natural disaster?
We’ve had several big forest fires out here and our store is a staging area. All employees are instructed to take care of their own families first and if they can make it here, then do whatever they can to get people what they need. We had a fire a few years ago and we got an emergency truck from True Value the next day. We have a small, tight-knit community and if something happens then we all pitch in to help. No one in this town goes without.
Monica Evans Foster True Value Mariposa, Calif.
Monica Evans (right) is general manager of Foster True Value.
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From Tom’s Shop hardware products review
2014 is halfway gone; summer is here, no question about it. Business continues to improve at a painfully slow pace for many parts of the country and I will go out on a limb and say I think the worst of our economic “mess” is behind us.
For those parts of the country that are experiencing a robust and profitable comeback, I’m sincerely happy for you and wish you continued success. For those parts of our country that are still struggling with the effects of our economic meltdown, I would encourage you to find those opportunities wherever you can and build upon your
By Tom Chasteen
successes. I’m convinced that if our economy is to fully recover it will be as a result of the extraordinary efforts of the small business owners in our country, not Washington, D.C.
As hardware store owners’ businesses begin to improve and confidence improves so does the willingness of hardware manufacturers to develop and launch new products and improve upon existing products. The three brands we will review in this issue are typical of this movement within our manufacturing community. manufacturing community.
product #1: MetaL sNips, scissors, caBLe cutter wiss®/apeX tooL Group
Wiss®, one of the oldest brands in our industry, is making a bold move to substantially improve its cutting tools. You might ask how can you improve upon snips, scissors and cable cutters? Believe me, these new tools are not at all like the ones in your grandfather’s tool chest.
First, let’s examine the scissor line. The grips have been changed and enlarged, which is great news for people like me with big hands. The titanium-coated blades are three times harder than steel. The shop sheers have full-body metal, meaning the steel of the blade extends all the way though the handle so they are significantly more durable than other sheers that don’t have a full-body metal frame. The small utility sheers are just that: small and easy to keep in your pocket. All of our testers were impressed
From
Tom’s Shop
hardware products review with how tough they are. The “MAX CUT” Sheers are the big daddy of the bunch and are capable of cutting up to 20 gauge rolled steel as well as one-inch rubber hose—not all sheers have that kind of diversity.
The old standard aviation snips we have all sold for years have also been improved. They now cut sheet metal with 20 percent less force, have a better grip handle, have a new pivot bolt that is six times longer and feature stronger spring that will last four times longer than the old-style aviation snips. One thing all of our testers mentioned immediately was how comfortable the new handles are and noted they have a loop at the end of the handle making them easy to hang up.
The cable cutter has been improved as well. They were always excellent at cutting large gauge electrical wire and Romex®, but now you can flip the handle reversing the jaw and you can use the cutting blade as a knife to cut wire insulation such as the jacket around romex. In addition, at the tip of the jaws is a small indention that makes it possible to strip even 18 gauge electrical wire stranded or solid.
Click on the links below to see a video of each product.
Scissors: click here
Metal Snips: click here
Wire Cutter: click here
product #2: superFLeXX™ puttY KNiFe | hYde tooLs
Hyde Tools, one of the oldest names in painter’s tools and in our industry, has just come out with a complete line of SuperFlexx™ stainless steel putty knives and taping knives that range between 1.5” and 6” with Hyde’s softgrip handle.
Most stainless steel putty knives produced over the years are simply too stiff (rigid) to get a feel for the surface you are attempting to repair. This is not the case with the Hyde SuperFlexx™ knives. They have designed their tools to give you the flexibility of the traditional carbon steel knives, but these don’t rust when not in use like traditional carbon steel putty knives.
This fall when you are at one of your wholesaler shows, stop by the Hyde booth and pick up one of the
From
Shop
product #2: chaLK-tiQue
SuperFlexx™ putty knives. You will immediately know what I mean and no one will ever complain that they had to spend 20 minutes cleaning the rust off their putty knife before they could use it again. Click here to see what’s so great about the Super Flexx™ stainless steel putty knives by Hyde Tools. so great about the Super
Werner Ladder, another “gold standard” brand in our industry, has just come out with a unique platform ladder called the Podium Ladder. These ladders fold up like a conventional step ladder, but they have a large working platform that allows the user to stand in any direction and still have compete mobility and access to whatever they are working on.
In addition to the large platform the Podium ladder has a security guard rail to
product #3: podiuM Ladder werNer Ladder
prevent the user from falling off the ladder and also has the ability to hold the Werner tool tray accessories. The Podium Ladder comes in heights from 3 feet to 10 feet and has a load capacity of 300 lbs. If your customers are working at fixed heights, then this is the right ladder for the job and it’s a whole lot easier than setting up scaffolding or a highlow lift to do the job.
This is a great addition to your ladder assortment as it will appeal to painters,
electricians, heating and air conditioning contractors as well as homeowners who have a storage area in the rafters of their garage. Click here and you will see why I think this product will sell.
By Doug Donaldson
Not only is his store more prepared for an emergency, Vince Christofora of Woodstock Hardware makes sure his customers are prepared, too. This storm survival checklist is posted near the front entrance.
Idisaster disaster Thriving After disaster
t was a chilly, winter workday like so many others. On December 3, 2007, Vince Christofora, owner of Woodstock Hardware in Woodstock, N.Y., closed his store and headed home at about 6 p.m. Then, about a half hour later, just as he was settling in for the night with his wife and young son, the store’s burglar alarm service called.
“THEY TOLD ME THAT MULTIPLE doors had been opened, and it seemed like several people were in the store,” Christofora recalls.
“I figured it was a false alarm, but I put on my coat and went out into the snow to meet the police at the store.”
On his drive back, he found firefighters blocking off the town’s main street a few blocks
Blades on the 10" Shop Shears run the entire length of the handle for the strongest cut and maximum durability.
Wiss, the leading name in scissors since 1848, introduces a new family of ultra-durable scissors and shears designed for professional performance. Engineered with precision ground stainless steel blades and industrial-strength handles, these exceptionally tough tools provide razor-sharp cutting for the shop, home and garage.
SHOP SHEARS UTILITY SHEARS ALL-PURPOSE SCISSORS
Spring-Return Blades reduce hand fatigue during repetitive cuts. SHOP SHEARS UTILITY SHEARS
HOME & CRAFT SCISSORS
from his store. “You ought to come on through,” said a firefighter who recognized Christofora as the store owner. As he stepped within view of the store, his stomach dropped. The winter night’s sky was ablaze with flames shooting out of the store’s roof. Firefighters were scrambling to minimize damage and prevent the fire from spreading to other nearby shops.
“I was stunned, shocked,” Christofora says. “I just sat across the street and watched. Thankfully, no one was hurt and the firefighters were able to put out the fire and contain it to my building.”
One Lucky Break
The night of the fire, a fireman asked Christofora if there was anything that
for a natural disaster.
Upper Right: Woodstock Do it Best Hardware was rebuilt and reopened within four months after being decimated by a fire.
Lower Right: A fire destroyed Woodstock Hardware in December 2007, but the store was rebuilt within four months.
he absolutely needed from the building. He asked if the firefighter could retrieve the store’s server under his desk.
“We got really lucky,” Christofora says. “I knew we’re supposed to back up and keep a copy off-site. But who does that, really? I had no backup, and was really lucky the firefighters were able to pull out the server.”
Left: Vince Christofora, owner of Woodstock Do it Best Hardware, has learned the importance of being prepared
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That server contained irreplaceable data, including the store’s accounts receivable.
“The fire happened before saving files to the cloud was common,” Christofora says. “If we weren’t able to retrieve that data, it would have been much more difficult to try to rebuild.”
Christofora was also lucky that the store had strong community support. With a customer base of 75 percent do-it-yourselfers, many in the community wanted to pitch in and help rebuild.
As Christofora assessed the damage to the store and create a plan to rebuild the store, he vowed not to rely on luck again—with the computer system or with the store operations.
rise frOm the ashes
The next day, when Christofora walked through the building, it didn’t seem so bad. The roof had burned off and half-frozen puddles were everywhere, but lots of products on the first floor seemed okay; maybe a little waterlogged, but usable.
“Almost immediately after any disaster, if you’re a store owner, you’ll have
VaLuaBLe adVice On Business insurance feature
During the process of getting his business back up and running after the devastating 2007 fire, Woodstock Hardware Owner Vince Christofora learned several tough lessons. But what is his most essential piece of advice for other retailers?
“Understand what your insurance company means by the term ‘replacement value,’ ” Christofora says emphatically. “While you may think replacement value means that you get your whole store back, it doesn’t—especially if you’re in an older building.”
For insurance companies, replacement value is very literal. After a disaster, you will receive compensation to replace what was lost, but not for the cost of any changes or upgrades needed to meet newer building codes.
For example, as Christofora rebuilt Woodstock Hardware, building codes required him to install more outlets throughout the building. However, insurance only paid for the number of outlets that were previously in the store. The difference between what the insurance company paid in replacement value and what Christofora needed to rebuild Woodstock Hardware was more than $100,000.
Also, Christofora recommends taking a close look at your insurance policy’s code and enforcement provisions. You may be able to increase the amount covered under these clauses, but it may also cause a premium increase.
Built in America. Believing in America.*
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to deal with some business issues,” Christofora says.
For example: After fires or other mishaps, insurance adjusters may show up, offering to negotiate with the insurance company on your behalf. These negotiators take a percentage of any settlement. Christofora decided to forego such an adjuster, though.
“Fortunately, I had a good insurance company, and explained that the merchandise had to go, because of the potential for mold and the smoke odor,” Christofora says.
So, one of the first tasks to be dealt with is documenting the store inventory, so it can be packed and removed by a salvage company. Along with insurance company representatives, store employees and volunteers from the town worked for more than two weeks to catalog and pack the products. After four tractor trailers full of the store’s products left, then the rebuilding could continue.
The store was gutted, leaving only the exterior concrete walls and a concrete slab floor. From there, Christofora was starting from scratch. But he wasn’t alone. The community of Woodstock pitched in.
Local plumbers, electricians, painters and architects rearranged schedules and put in long hours to help rebuild the store. A building supply company down the street provided a forklift to unload supplies. Also, the town’s police
Rebuilding his store after a devastating fire gave owner Vince Christofora the opportunity to expand his business more into housewares.
and maintenance departments allowed the store to use a nearby garage for storage and temporary office space.
Then, many of the same volunteers who helped catalog and pack the store’s ruined inventory gave time to restock shelves with more than 20,000 products. In less than four months after the fire—on April 1, 2008— Woodstock Hardware reopened.
eXpansiOn With hOuseWares
The tragedy made Christofora rethink his entire business. “In the end, the fire really helped us,” Christofora says. “It was sort of a forced remodel. A lot of the store was outdated.”
As part of the rebuilding process, Christofora re-examined suppliers and decided to switch to Do it Best Corp. “Do it Best seemed to be a better fit, to allow me to make my own decisions about the store and how it fits within the community,” he explains.
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Woodstock Do it Best Hardware created systems and documents that address ordering, receiving, communications and credit card processing and allow the store to function during power outages.
One of the biggest decisions Christofora would make would be to expand the store’s second floor. Previously, there was only room for a small office on the second floor. During the rebuild, Christofora added what was supposed to be a rental space for another office. However, he had trouble finding a tenant so he converted the area to a new housewares department, with kitchen and bathroom décor that caters to the upscale market and those who visit the tourist area and stay in vacation rentals.
Now, housewares is a major department for the store, accounting for more than 10 percent of sales. It has become known as a destination in the town of 6,000 residents. Christofora credits the housewares section with bringing in more female customers, which has led to sales in other departments such as paint and gardening.
ready fOr rOugh Weather
The fire taught Christofora that he needed to develop an emergency
preparedness plan, a lesson that came in handy during Hurricanes Irene and Sandy that struck the area soon after the store’s rebuild.
Christofora outlined an emergency preparedness plan and keeps binders of the plan where the store’s three employees can easily access the information.
“We created systems and documents that allow us to function during power outages that address ordering, receiving, communications and credit card processing,” Christofora says.
“We even have pre-made signs to put outside to promote our readiness during these storm events. No running around here—just implementing the plan.”
Not only is the store prepared for emergencies, but the store’s customers are better prepared for disasters and emergencies.
“After Irene and Sandy, we put a lot of time and energy into being better prepared to meet the needs of our customers during such storm events,” Christofora says.
The store now has a reserve of essential supplies in stock for when the supply runs dry. Christofora also created a Storm Emergency Program, which includes emailing customers with information about potential emergencies, updates on the store’s website and in-store signage about emergency
preparedness. Through the program, the store offers preparedness checklists, products and reference materials.
The store has also hosted a Storm Survival Program with about 50 people attending. Representatives from the local utilities and a generator supplier shared information about emergency preparedness, and Christofora provided presentations on several topics.
This past summer, on a clear summer day, business was brisk. Customers explored the housewares department and bought paint. This day was typical for the year. Christofora estimates the store is up 4 percent over last year. And even though the sun was shining, a poster behind the counter provided a list of emergency supplies customers should have on hand.
And while Christofora smiles and helps customers on this bright day in the Hudson Valley, he is secure in the knowledge that he is prepared for the worst. n
10 tips On surViVing a disaster
How you prepare for emergencies can make the difference between staying in business and having to permanently close your doors.
“After the fire and Hurricanes Irene and Sandy, we learned that you can’t depend on anybody else,” says Christofora. “We need to be here for our customers, so preparing for bad weather or some other disaster is essential.”
Here, Christofora shares 10 tips for helping ensure your business can not only survive a disaster, but thrive:
1. Review your insurance policy, especially replacement value clauses.
2. Create emergency procedure plan and make sure all employees know where to find a copy.
3. Back up computers off-site or with cloud computing.
4. Use your e-mail list to send emergency information, such as checklists to be prepared for power outages.
5. Install heat sensors, smoke detectors and CO2 detectors where appropriate.
6. Stock about 5 percent of inventory (especially emergency items such as batteries and flashlights) and keep in reserve.
7. Monitor sales and stock up early. For example, Christofora sold 40 to 50 gas cans a day during Hurricane Irene.
8. Stay in close contact with distributors and ask about their emergency procedures.
9. Keep one paper copy of your distributor’s catalog.
10. Create a phone, fax, and email list of every person and business you may need to contact in an emergency.
Weather Forecast OutCheck the
TK E Y :
Drought per intensifies
U.S. Seasonal Drought Outlook Drought Tendency During the Valid Period
he weather plays an integral role in helping hardware and home improvement retailers make sales and seasonal purchasing decisions. To help retailers make more informed buying decisions for seasonal products, The Hardware Connection has introduced the Weather Monitor. Using forecasts from the National Oceanic and Atmospheric Administration (NOAA), we will keep bringing you short-term and long-term weather projections throughout the year.
temPerature outLooK
you
Drought remains but improves
Drought removal likely Drought development likely
• Temperature outlook for AugustSeptember-October indicates above-normal temperatures across the Western continental United States, southern Texas, much of the Southeast and parts of the mid-Atlantic states.
• Below-normal temperatures through autumn predicted across the central portion of the country, from the northern Rockies to
Click to View Drought Outlook Map
the Midwest, with above-normal temperatures forecast for all of Alaska.
PreCiPitation outLooK
• Enhanced chance of belowaverage precipitation for AugustSeptember-October projected along the western Gulf Coast with above-average precipitation predicted for much of the interior West and Great Plains, specifically from Southern California
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weather monitor
Source: USDA Farm Service Agency
northward to Wyoming and eastward to Missouri, as well as throughout much of the Southwest.
• EL NINO conditions of weak to moderate strength are favored to be in place by early fall. The odds of an EL NINO event peak at 78% by late fall.
• As seasons progress into winter the outlooks favor above-median precipitation amounts throughout much of the South as part of an expected active Southern stream. Belowmedian amounts of precipitation are projected near the Ohio River Valley and in parts of the northern Rockies.
Drought ConDitions
• Extreme weather, such as the intense drought occurring in the western
United States, is putting a strain on water supplies. The U.S. Department of Agriculture is providing $9.7 million in emergency water assistance to 73,000 residents in 25 California counties experiencing the driest year on record.
• The government has designated 57 California counties as disaster areas, making farmers and ranchers eligible for emergency loans.
Click here to see maps showing the temperature and precipitation outlook for Nov.-Dec. 2014-Jan. 2015.
Click here to see maps showing the temperature and precipitation outlook for Feb.-Mar.-April 2015. n
• Made wit h state-of-t he-ar t materials to prevent warping and discoloration.
• Tube feeders have natural grip perc h covers t hat mimic t he feel of a real branc h, encouraging longer feeding times.
• Saving Amer ican jobs one f eeder at a time - proudly made in t he USA!
HARDWARE CONFERENCE
Honored in Marco Island Beacon Award Winners to be
It’s not too late to make plans to attend an event that can have a tremendous impact on your business. The 2014 Hardware Conference will take place Sept. 5-7 at the Marco Island Marriott in Marco Island, Fla. It’s a chance to bring your whole family to a five-star resort right on the Gulf of Mexico with seven miles of pristine white beaches.
For the past 26 years, The Hardware Conference has provided a forum for retailers, regardless of wholesale affiliation, to get together and discuss ways to tackle common challenges. Not only are lasting friendships made, but attendees come away re-energized and filled with new ideas to take back to their stores. It’s impossible to come and not have fun and not learn something that can help you improve your business.
Tom and Dale Chasteen, who operate a hardware store in the Florida Keys, have been putting on the Conference since 1988. “The Hardware Conference is the only industry event where the focus is on building relationships
between dealers, manufacturers and wholesalers. For 26 years our theme has been ‘Where relationships are formed.’ Come see for yourself — it’s the best deal in the industry,” Tom says.
The Hardware Conference is the largest annual dealer event in the industry
The Hardware Conference is held at the beautiful Marco Island Marriott right on the beach.
Join your fellow dealers for fun in the sun.
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• Krylon’s proprietary EZ Touch® conical spray tip ensures control and even coverage without finger fatigue with no runs or drips.
• The expanded recoat window of 4 hours (instead of 1) allows for more time to work on a project instead of waiting until the next day.
Results: Krylon ColorMaster Paint + Primer makes everything, including your sales, look great.
The hospitality suite is on the penthouse level overlooking the beach and Gulf, giving attendees a beautiful setting for casual talk.
Key vendors participate in the event with tabletop exhibits.
and it is the only industry event held exclusively for independent retailers regardless of wholesaler affiliation.
Come and share ideas with fellow independent hardware retailers and wholesalers on how to grow your business and interact with key vendors on how to increase sales in your store. In addition to two open dialogue sessions where no topics are off limits, dealers will have many formal and informal opportunities to network with other attendees.
Key vendors participate in the Conference with tabletop booths showcasing their product lines, and dealers get a chance to have informal conversations with vendors without the pressure of buying. Another hallmark of the event is the open dialogue sessions, where dealers from around the country join vendors
This year’s banquet on Friday evening will showcase a first-class awards ceremony featuring the winners of the Beacon Awards program.
Two open dialogue sessions provide a forum for retailers to exchange ideas on key industry issues.
and wholesaler representatives in a spirited discussion of topics of concern to all.
“It’s so different from the co-op markets — you have the opportunity to see new products, talk to other dealers and learn from both dealers and vendors in a very relaxed setting,” says Rick Heuser of Handyman Hardware in St. Cloud, Fla. Dealer registration for The Hardware Conference is one of the best bargains in the hardware industry — $149 per person. The fee covers:
• Three cocktail receptions, two dinners and two breakfasts plus access to the hospitality suite all weekend.
• Your choice of golf, shelling or beach activities Saturday afternoon.
• Access to manufacturer booths Saturday and Sunday.
• Open dialogue sessions on Saturday and Sunday.
• Dealer-only meeting on Thursday afternoon.
• Wholesaler luncheon on Friday.
The Hardware Conference is open to any independent retailer, regardless of
Hardware conFerence
Testimonials
“Dealers, vendors and wholesalers get together to discuss a variety of issues pertinent to our industry. The facility is wonderful and very affordable. The meals are superb and the entertainment outstanding.”
—Matt Noonan III, Noonan’s True Value, Springfield, Ill.
“The resort is beautiful, the hotel price is at off-season rates and a bargain, and meeting dealers and vendors in a relaxed setting without the buying focus of a market allows time to exchange ideas and suggestions.”
—John Fix III, Cornell’s True Value, Eastchester, N.Y.
wholesaler affiliation. Ace, Do it Best, Orgill and True Value all support the Conference, as do leading vendors who participate with tabletop exhibits.
Hardware TecHnology Forum
Kicking off the event is a Hardware Technology Forum that starts the day before the Conference officially opens on Thursday, September 5. For the second time, Epicor, ECi/RockSolid and J-3 POS will offer a full-day, hands-on training session for their retailers. Bring your tablet or laptop so you can log right into your
Technology Forum Sponsors
Epicor
ECi Rock Solid
J-3 Point-of-Sale
store as you learn new “tips and tricks” to make your POS software more productive in your store.
The Technology Forum continues on Friday with morning and afternoon seminars from Fred Pryor & Associates covering Outlook, Word and Facebook.
To attend the Technology Forum and the Conference the cost is only $299 per person and includes all training programs for two days plus breakfast, lunch and cocktail reception on Thursday in addition to the other Conference meal functions and activities the rest of the weekend. The registration fee for attending just The Hardware Conference is $149 per person.
Beacon award winners revealed
One of the highlights of the event promises to be The Beacon Awards, which will recognize the industry’s Best New Stores, as well as Retail Beacon Award winners from participating wholesalers Ace Hardware, True Value and Orgill.
The Beacon Awards are co-sponsored by The Hardware Conference and The Hardware Connection
with special sponsorship support from Apex Tool Group, Sunnyside Corporation, Epicor, 3M and SherwinWilliams Diversified Brands. The Beacon Awards banquet will be held Friday evening, September 5, at the Marriott Marco Island.
Beacon Award winners will receive all-expense paid trips for two to the 2014 Hardware Conference including conference registration, airfare, hotel and meals. They will also receive a special Beacon Award trophy and be featured in The Hardware Connection.
sign Up Today
Vendor booths are auctioned off Saturday night with the proceeds benefiting the Miami Children’s Health Foundation.
The Conference is designed for the whole family, with plenty of free time for fun activities such as golf, sailing, shelling and walking on the beautiful sandy beach.
Attendees enjoy special room rates of $166 per night—a significant savings from regular rates of $250+. To make your room reservations, call the Marriott at 239-394-2511 and be sure to mention you are a part of The Hardware Conference.
To see a photo gallery of the Five-Star Marco Island Marriott resort click here.
For more information on attending the 2014 Hardware Conference, call Tom or Dale at (305) 853-0049 or go to www.thehardwareconference.com. n
HARDWARE CONFERENCE
SCHEDULE OF EVENTS
Wednesday, September 3
Vendor Only Meeting 10:00 AM – 3:00 PM
Technology Forum, Vendor and Dealer Registration 2:00 PM – 4:00 PM
Thursday, September 4
ECi RockSolid, Epicor & J-3 POS
Technology Forums – Dealers 8:00 AM – 5:00 PM
Technology Forum, Vendor and Dealer Registration 8:00 AM – 12:00 PM
Vendor Set Up
. . .9:00 AM – 4:00 PM
Technology Forum, Vendor and Dealer Registration 2:00 PM – 4:00 PM
All-Industry Cocktail Reception 6:30 PM – 8:30 PM
Friday, September 5
Vendor Set Up
8:00 AM – 12:00 PM
Vendor and Dealer Registration 8:00 AM – 5:00 PM
Fred Pryor & Associates Computer Training 8:00 AM – 10:30 AM
Ace Hardware Dealer Meeting/Luncheon 10:30 AM – 2:00 PM
Do it Best Dealer Meeting/Luncheon 10:30 AM – 1:00 PM
True Value Dealer Meeting/Luncheon 10:30 AM – 2:00 PM
Fred Pryor & Associates Training 1:30 PM – 3:30 PM
Dealer Seminar – Vendors Welcome 4:00 PM – 5:30 PM
Cocktail Reception
. .6:00 PM – 7:15 PM
Beacon Awards Banquet Dinner 7:15 PM – 9:30 PM
Hospitality Suite Open 9:30 PM – 11:30 PM
Saturday, September 6
Breakfast 7:00 AM – 8:00 AM
Exhibit Areas Open . .
. .8:15 AM – 10:00 AM
Open Dialogue 10:15 AM – 11:30 AM
Krylon Golf Outing
12:00 PM – 5:45 PM
Beacon Award Winners Private Luncheon 12:30 PM – 2:00 PM
Private Luncheon 12:30 PM – 2:00 PM
Wooster Brush Day at the Beach 12:30 PM – 4:30 PM
Hospitality Suite Open 1:00 PM – 5:30 PM
Minwax Shelling Excursion. .
.2:30 PM – 4:30 PM
Cocktail Reception 6:15 PM – 7:15 PM
Kids’ (ages 4-12) Night Out 6:15 PM – 10:30 PM
Key West Buffet Dinner and Auction
.7:15 PM – 10:30 PM
Hospitality Suite Open 10:30 PM – 11:45 PM
Sunday, September 7
Breakfast
Marquee Sponsors
The Hardware Conference would like to thank and recognize its Marquee Sponsors for their support over the years. It is with their cooperation and that of all of our sponsors, vendors and retailer attendees that The Hardware Conference has become the largest annual dealer event in the hardware industry. The following companies are Marquee Sponsors of this year’s event:
7:00 AM – 8:00 AM
Exhibit Areas Open 8:15 AM – 10:00 AM
Open Dialogue 10:15 AM – 11:30 AM
Closing Remarks 11:30 AM – 12:00 PM
Apex Tool Group is a Proud Sponsor of the 2014 Beacon Awards
Nicholson® Files –on the leading edge for 150 Years
Few manufacturers have a history as rich and enduring as the makers of Nicholson® files. Today, as the Nicholson brand marks its 150th anniversary, it continues to be the leader in rasps and files. And quality, consistency and longevity continue to be the hallmark of Nicholson’s entire product line.
When William Thomas Nicholson launched his company in 1864, he did more than introduce this renowned product brand. He revolutionized file production with a patented process and the file-manufacturing machine he invented. During an era when hand-made files were preferred, Nicholson proved to consumers that his company’s machine-cut files were more affordable and offered more consistent quality than hand-made tools. By the late 19th century, only 10 of
the nation’s 150 file-producing companies were using machines, but these 10 companies supplied 90 percent of the market. Through the decades that followed, Nicholson continued to grow and excel in this highly competitive business, with its closely guarded trade secrets. The acquisition of several companies and product patents enhanced Nicholson’s position as an industry leader. Joining the company’s
original plant in Providence, R.I., new offices and manufacturing facilities were built in the United States, Canada and overseas. Rasps were added to the Nicholson product line.
Maintaining the commitment to uncompromising quality, the Nicholson Company was able to adapt and expand its capacity to make products that served an infinite variety of demands. Imagine the Nicholson exhibit at the 1893 World’s Fair in Chicago, with more than 3,000 unique styles of Nicholson files and rasps on display! By the mid 20th century, Nicholson dominated the worldwide market, providing products for everything from sharpening machetes in the sugar and coffee producing countries of Latin America, to honing the sophisticated machinery that fueled industrial growth in the age of rapidly evolving technology. In 1966, the company made its largest acquisition to date. Purchasing the Borg-Warner Corporation’s Atkins Saw Division made Nicholson one of the top manufacturers of saws. Today, Nicholson saws continue to be in high demand for cutting wood, metal and other materials.
Now, 150 years later, the Nicholson brand is still at the forefront. Celebrating
a century and a half as leaders in the business—surviving fierce competition, rapidly evolving markets and economic downturns—is no simple feat. However, what’s guided this uniquely superior brand is the constant, unwavering dedication to quality and attention to detail instilled by William Thomas Nicholson. The commitment to excellence embodied in the famous slogan—“Twelve perfect files in every dozen”—is evident in every product sold with the Nicholson name.
What’s more, the Nicholson brand today is part of the Apex Tool Group. Based in Sparks, Md., Apex is one of the largest worldwide producers of hand and power tools, serving a multitude of global markets directly and through its subsidiaries. Nicholson joins other well-known names in the Apex Group, including Crescent®, Lufkin®, Wiss®, GearWrench®, Armstrong, Allen, Campbell®, Delta®, H.K. Porter® and Weller®. The Apex Tool Group is extremely proud to share in the celebration, as the Nicholson brand marks 150 years as a leading producer of files, rasps and saws. To learn more, click here to check out the Nicholson anniversary video.
hardlines digest
By John Fix III
Signs can be an effective deterrent against shoplifters.
Catch a Shoplifter
Summer heat is stretched across the country, and that means vacation for some. However, withering heat and vacations didn’t keep folks from chatting on Hardlines during the past few months.
stoP thieF
Brandon Buckalew of East Grand Forks
Hardware Hank had an idea to encourage employees to be more vigilant. “Is it a bad idea to offer a reward for catching a thief? Or is it a part of the staff’s job? Our plumbing is getting hit hard right now and I know I would be financially better off to just reward my staff for catching a thief or two, but on the other side, shouldn’t that be a part of their job? If they can’t stop theft, shouldn’t I replace them with people that can? What’s everyone else doing?” asks Buckalew, who adds that a camera system is coming in the future.
Karla Robson of Slavens True Value in Cortez, Colo., offers rewards, but with
limited success. “We offer a hundred bucks to anyone who catches a thief redhanded. We are terrible at it. I can’t tell you the last time I got to do a payout for one.”
John Buchner of Masonry Depot wondered about the next step after catching a thief. “Brandon, you should inquire with the police department in your jurisdiction and ask, “What exactly happens when and after shoplifters are caught?”
Believe it or not, in New York City it’s not worth the effort to catch them, detain them and show up to court to prosecute them. George’s True Value [now shuttered] on Tremont Avenue in the Bronx used to catch shoplifters most every day—and got to the point they stopped using the police. After nabbing someone, a Harley riding employee would hold the suspect. Then they’d simply snap a Polaroid, and hang the photo alongside dozens of others on the ‘Wall of Thieves.’ After a month or two, the picture would come down, to make room for newly
SEPTEMBER 5-7
register here todaY! CONFERENCE2014
3 Days of Networking, Relaxing and Learning
Meet colleagues and new friends at the industry’s largest conference for independent hardware retailers. Share ideas with top retailers on how to grow your business, interact with key vendors on how to increase sales in your store and attend educational seminars, all-industry cocktail receptions and dinners in an exclusive 5-star resort setting.
Learn More About Your POS System at the Hardware Technology Forum
Epicor, ECi Advantage/ECi RockSolid and J-3 POS will offer full-day, hands-on training sessions for their retailers. Bring your tablet or laptop so you can log right into your store as you learn new “tips and tricks” to make your POS software more productive in your store.
Honor the Industry’s Best
Retailers at the 2014 Beacon Awards
The Beacon Awards are an important recognition program that honors the best of the best dealers who represent the future of the industry.
Sponsors:
Co-Sponsors:
For More inForMation aBout attending the BeaCon aWards along With all other eduCational seMinars, oPen Floor disCussions and soCial aCtiVities at
hardlines digest
nabbed shoplifters, and filed away in one of several photo albums.
If cages aren’t an option, depending on your volume in plumbing (or fasteners for that matter), it might be worth putting the most pilfered items behind a separate sales counter.
John Keely pointed out the possible legal issues with offering rewards for catching shoplifters. “A (very) long time ago when I was in college I was a store detective for Central Hardware. We would have folks bait us into stopping them. They would clearly hide something , duck around a corner and then dump it and head straight out the door hoping they would be stopped, cause a scene, fall down, etc., then try to sue the company. Make sure if you see someone conceal goods that you do not lose sight of them for even a moment until they have passed by the registers (their last place they can pay for it).”
Keely added, “Most times shoplifters are unarmed but, do you really want to put your staff in harm’s way over this? What if they are permanently injured? If you place a bounty on catching shoplifters, then some lawyer will have his way with you if it goes bad on you. If I was a lawyer I’d tell the jury that Mr. Businessman paid a bounty, which encouraged his employees with no law enforcement training to stop my perfectly innocent client with the hopes of collecting their bounty. How are you going to fare in court if you detain a kindly looking
grandma? Will you pay the legal or medical bills for your employee that arise if they have to use force to detain a suspect? If you were your employee would you risk it? Personally I’d lock the stuff up.”
Youngsters Working in the store
Matthew Burch of A&G True Value in Gillespie, Ill., wondered about letting younger relatives work at the store. “With regards to related children helping out around the store and learning where inventory is located, how have you compensated them for their time? If you did pay them, how did you handle the bookkeeping for a minor under 14 years old?”
Doug Bowen of Ramsey Hardware in Front Royal, Va., had a novel idea. “We pay mine on gumballs and Oreo cookies. Not sure that that would fly with a 14 year old, but I’m thrilled to know that they can be put to work in the office.”
Whitney McKellar Stevens of M&M Lumber in Tulsa recalled her experience. “Growing up, if we wanted to watch Saturday morning cartoons we would be filing end of day tickets from the week— no payment, just TV time. As we got older we were allowed to stock the pop and candy machine, which was a coveted job because you got your choice of a coke or candy bar as payment.”
She added, “If we were to have a 14-year-old family member working here today we’d probably just pay them out of
pocket…and give them their choice of a pop or candy bar during their break!”
Tim from Avilla Hardware in Avilla, Ind., decided to pay out of his pocket. “My daughter, having recently turned 16, wanted to earn some money by working at the store. I pay her cash out of my pocket since this is strictly a part-time summer job and she has to be assisted often while she learns. She could have gotten a job elsewhere but at the store I can teach her the work ethic that we as small business owners must have (which is much different than that gained at McDonald’s).”
Bob Brame of Cadiz Hardware in Cadiz, Ky., also had daughters work in the business. “All three of our daughters either worked in our farm equipment business or the hardware store. I think our middle daughter was 19 or 20 when we went on a seven-day vacation out west. Yes, we had great help, but she was definitely in charge! We were sitting on the rocks at the Sedona airport waiting for the beautiful sunset when she called and said she had been in a serious accident, a person t-boned her and totaled the car. She was sore but ok!”
Susan from Bob’s True Value pointed out there may be legal issues to consider. “Here in the great state of New Jersey there are strict laws about minors working and they cannot work around power equipment. They have to work only certain hours, have a physical, get working papers from the state and get frequent breaks. Years ago I worked at a hardware
Whitney McKellar Stevens of M&M Lumber in Tulsa (shown with husband Sean) recalled her experiences working in the family store.
store that hired a 16 year old and paid him under the table. He claimed he tripped in the parking lot and his parents sued and the state labor board came down hard on the owners. The mother had begged for the son to be hired and paid in cash as the family was hard up and then she sued.”
Jessica Bettencourt of Klem’s in Spencer, Mass., suggested there may be exceptions to the laws when hiring family members. “Do any of the laws apply for family members? I am not sure, but I don’t believe so. I do know that there are some very strict rules in Massachusetts for 14 and 15 year olds, which we usually only have one on staff. Quite the timely discussion as my daughter just turned 14 and I have been contemplating her summer schedule.”
Kenny Rowland of Young’s True Value in Columbia, S.C., looked into exceptions for family members in his state. “We can have them if they are in a specific training program recognized by the state, but there are still significant
hardlines digest
restrictions even if family. There are so many pitfalls I no longer try.”
Dan Schiffman of Pasadena True Value related his experience growing up in the hardware business. “I started working here in the store at age five (1966) for 10 cents an hour most Saturdays. We were open 8 a.m. to 5:30 p.m. then. I worked nine hours, went out with my dad for lunch for a half an hour, with a 10 cent tip from my dad or grandfather—that equaled $1.00. I was rich! It took many years before I made minimum wage. My family always believed in paying me for my work. I was never forced to work in the store. I started out putting the nuts on machine screws as we sold them that way.”
Schiffman added, “At 16, my dad and grandfather went out of town for an extra-long weekend and left me in charge of the store. That was the first time I had to terminate anyone. A longtime employee came to work ‘drunk as a skunk’ and I did what I had to do. I think my family was glad it was me doing the deed.”
These are two of the many topics discussed during the past few months on Hardlines Digest. To read more or subscribe, head to www.hardlinesdigest. com.
John Fix started the Hardlines Digest in 1996. The list was run for many years using servers in John’s hardware store, but recently the list migrated to Google Groups. There are currently more than 1,500 subscribers to Hardlines.
category rePort
LAWN & GARDEN / OUTDOOR LIVING TRENDS
Sales of Wild Bird Seed (Independent Hardware Channel) 12 Months % Change vs. Year Ago
Source: Vista Information Services, div. of Epicor Software Corp.
Unit Sales Breakdown for Wild Bird Seed
lawn & garden/outdoor living buying uPdate:
• Outdoor living furniture trends for this year include modular seating, leaf-inspired designs, floral patterns and furniture that looks like it belongs indoors as consumers look to develop outdoor living rooms.
• Cast and molded concrete material, which offers light weight and comfort, is an emerging trend for outdoor spaces.
• Gliders and swings are starting to decline in popularity for outdoor spaces, while pergolas/arbors, fire pits, outdoor lighting and shade systems are on the rise.
• Wood/teak (63%), cast aluminum (51%), woven/all-weather wicker (51%), stainless steel (49%) and resin/PVC/pipe and other plastic (35%) are the most popular materials for contract outdoor living projects, according to a survey by Casual Living.
• Barbecue grill and smoker shipments declined from 14.4 million in 2012 to 13.9 million in 2013, according to the Hearth, Patio & Barbecue Association (HPBA) . Gas grills comprised 8.05 million units (a slight decline) in 2013, while electric grill shipments rose from 280,000 in 2012 to 302,000 in 2013.
• The 2014 HPBA Barbecue Lifestyle, Usage & Attitude Study revealed that 60% of grill owners use their
Harleysville Ace Hardware in Harleysville, Pa., merchandised colorful hanging flower baskets in the front of the store.
grills year-round and 61% of households that own a grill own a gas grill, followed by charcoal (41%) and electric (10%).
• Consumers say an easy ignition system (49%) and large grilling surface (39%) are the most important features of a gas grill, followed by ease of cleaning (35%), quality of construction (32%) and ability to heat up quickly (29%).
• According to the HBPA survey, 80% of households own an outdoor barbecue, grill or smoker; and nearly half (45%) of grill purchasers were buying a replacement grill, with 29% buying an additional grill.
Crown Ace Hardware in California used this humorous sign to attract customers.
HARDWARE PROGRAM Ambassador
The Hardware Ambassador Program was created to bring the hardware industry together to promote the independent hardware retail channel as the most efficient and profitable channel to distribute hardware and home improvement products and services.
• View Vendor Product Listings by Wholesaler
• Ability to Download Product Listings by Wholesaler Directly into Retailers’ Point-of-Sale Computer Systems
• Check Out Vendor Profiles, Informational Videos & Product Reviews
Click Here to Learn More and View Vendor Product Listings by Wholesaler
Portable gas grill
• TRU-Infrared Grill2Go X200
Portable Gas Grill is the rugged, goanywhere grill that prevents flareups and cooks anything.
• Rugged die-cast aluminum construction with heavy-duty handles and legs is built to last.
• 9,500 BTU patented TRU-Infrared cooking system with 200 sq. inches of stainless steel grates.
• Features hood-mounted temperature gauge, push-button ignition tucked safely inside the front leg to protect it from abuse and powered by a 16.4 oz disposable LP cylinder (sold separately).
Mighty Mesh Feeder™
• This powerhouse of a feeder does it all! Specifically designed for funloving clinging birds like chickadees, titmice, woodpeckers, warblers, finches and bluebirds, it prevents larger birds that cannot cling from hogging the feeder.
• Works well with most Cole’s seed products like Special Feeder, Hot Meats, Nutberry Suet Blend, Suet Kibbles, Suet Pearls, Raw Peanuts, or any sunflower-based seed blend.
• The all-around versatility of the Mighty Mesh Feeder™ makes it the must-have feeder for every level of backyard bird watcher.
Cole’s Wild Bird Seed www.coleswildbird.com 877-426-8882
grass triMMer
• STIHL FS 56-RC-E is a straightshaft grass trimmer with a fuel-efficient engine and STIHL Easy2Start™.
• Features a high-performance, fuelefficient engine that runs cleaner and smoother and provides about 5% more power than the FS 55 R.
• When it’s not squeezing every last ounce of performance from its upright fuel tank, this straight-shaft grass trimmer keeps the weeds at bay, thanks to its AUTOCUT® cutting head.
• Also features Easy2Start™ technology, making starting nearly effortless.
STIHL www.stihlusa.com 800-GO-STIHL
enviro-line titaniuM hori hori garden tool
• Features a titanium bonded transplant/trowel blade that is 3 times harder than untreated steel and will stay sharper longer.
• Handle material is 70% recycled content and rubber is 100% recycled content.
• Features saw and knife edge, weeding tip, measurement scale and twine cutter.
• Corrosion and adhesive resistant. Scotts Miraco-Gro www.miraclegro.com 888-295-6902
“I created Hardlines Digest in 1996 as a way for my fellow retailers to swap tips about the nitty-gritty of running an independent hardware store. Today, it’s grown to a community of thousands of independent hardware store owners just like you. I hope you’ll join today and start sharing your own expertise.”
John Fix Owner, Cornell’s
Hardware Eastchester, NY
IN THE NEWS
NEW STORES:
• Walter and Patti Toole of Toole’s Ace Hardware opened their ninth store, Avalon Ace Hardware in Orlando.
• Blake White opened Ace Hardware of Jackson (Tenn.) in April.
• E&H Family , parent of Buehler’s Fresh Foods, opened an Ace Hardware store in Hilliard, Ohio.
• Matthew Henery is opening his fourth Henery Do it Best location in Bremerton, Wash.
KUDOS TO:
• Michael Wynn , president of Sunshine Ace Hardware in Naples, Fla., was a fi nalist for the Ernst & Young LLP Entrepreneur of the Year award in the family business category.
• The Maxwell family is celebrating the 80 th anniversary of Maxwell Hardware in Delhi, La. Frank Maxwell III is the thirdgeneration owner.
• Jim Ackroyd , chief executive offi cer of Vision Ace Hardware , an 11-store chain in southwest Florida, was elected as the new chairman of Ace Hardware Corp . and also re-elected to another three-year term on the board of directors.
• Mark Schulein , president of Crown Ace Hardware , a 16-store chain based in Huntington Beach, Calif., was elected a member director of Ace Hardware Corp.
• David Karsten, president and CEO of three-store Karsten’s Ace Hardware in Arizona, was re-elected to the Ace Hardware Corp. board of directors.
• Gina Schaefer, owner of nine Ace Hardware stores in the Washington, D.C., and Baltimore areas, was re-elected to the Ace Hardware Corp. board of directors.
• Bill and Jill Chantelois , owners of Bill’s Ace Hardware in Osceola, Wis., are celebrating 30 years in business.
• Non-member director Jeffrey Girard was re-elected to the Ace Hardware Corp. board of directors. Girard owns and
Avalon Ace Hardware
manages Beam Dynamics, Inc., a private business that manufactures precision metal components used in scientifi c research. He is qualifi ed as an audit committee fi nancial expert for SEC purposes based on his tenure as CFO at two Fortune 500 companies.
• The J.D. Power 2014 U.S. Home Improvement Retailer Store Satisfaction Study SM has ranked Ace Hardware “Highest in Customer Satisfaction with Home Improvement Retail Stores” for the eighth year in a row.
PEOPLE ON THE MOVE:
• Ace Hardware Corp. has hired Karen Fedyszyn as vice president of information technology (IT) and chief information offi cer.
• Member Insurance Agency Inc. has hired Bill Montanez as co-op business development manager.
• Emery-Waterhouse hired Charles Chibante as vice president of sales.
• I.C.T.C. Holdings Corp. has appointed Terry Newton as senior vice president global saleskey accounts and Carlos de Melo to the position of vice president and general manager, HERO Products Group, North American operations.
• Ace Hardware Corp. appointed
Richard Bennet III as a nonmember director of the board of directors, fi lling the unexpired term of John Costello . Bennet is co-CEO of CCA Global Partners.
WHOLESALERS IN THE NEWS:
• Ace Hardware Corp. and OPI , the world’s premier professional nail lacquer brand, have come together to bring OPI’s most popular colors to life with an exclusive color palette by Clark+Kensington ®, Ace’s premium paint line. The alliance between Ace Hardware and OPI is the fi rstever collaboration of its kind and combines Ace’s expertise in paint with OPI’s expertise in color to create the OPI Color Palette by Clark+Kensington.
• Ace Hardware International Holdings Ltd., has signed an agreement to be a wholesale supplier to Mitre 10, New Zealand’s largest home improvement retailer and a cooperative with 81 memberowned stores. The agreement, effective July 1, 2014, will see Mitre 10 not only expand its product offering through a single source of products from the U.S., but also benefi t from shared knowledge and information and the ability to strengthen its supply
chain capabilities. Mitre 10 CEO Neil Cowie said following strong performance in both revenue and store growth, Mitre 10 decided to seek out a new wholesale relationship that would support its strong business growth. New products sourced from Ace Hardware are expected to hit Mitre 10 store shelves later this year.
• RONA Inc. and Ace Hardware International have announced a long-term agreement for master licensing of the Ace brand in Canada. RONA has specifi c rights and privileges regarding Ace Hardware brands, retail operating systems and web portals and will have access to Ace’s distribution channels including its China direct programs.
OTHER NEWS:
• Building relationships and previewing products is the focus of the mid-year Group Merchandising Conference (GMC), held June 16-18 in Atlanta. Distributors affi liated with PRO Group and Val-Test met with manufacturers during 973 scheduled private 30-minute buyer/vendor appointments over the course of two days. Participants included 140 distributor and manufacturer
attendees. The one-on-one focus on merchandising at the event allows vendors the opportunity to build relationships with distributors, according to Steve Synnott, president and CEO of PRO Group.
• ECi Software Solutions has announced the availability of enhanced functionality designed specifi cally for House-Hasson Hardware retailers in version 5.15 of RockSolid POS ® software.
• Rust-Oleum Group , a division of RPM International Inc ., has acquired Krud Kutter Inc. , a maker of specialty cleaning products for residential and industrial markets.
IN MEMORY:
• Grover Utzinger , owner of Utzinger’s True Value Hardware in Astoria, Ore., for the past 40 years, died June 2 at the age of 86.
FOR THE FULL STORY:
• Say good-bye to credit card swipes and signatures, hello to PINs. Click here .
• New regulations in North Carolina concerning auto keys. Click here .
• Bear walks up to Ferguson Ace Hardware in Cherryville, N.C. Click here .
UPCOMING EVENTS
AUGUST
Florida Hardware Fall Market
August 23-24, Double Tree Hotel & Convention Center, Orlando, Fla.
Handy Hardware Fall Market
August 21-23, Henry B. Gonzalez Convention Center, San Antonio, Texas
HDW Fall Market
August 8-10, Shreveport Convention Center, Shreveport, La.
Orgill Fall Market
August 14-16, McCormick Place, Chicago
SEPTEMBER
Ace Hardware Convention
September 17-19, Orange County Convention Center, Orlando, Fla.
Blish-Mize Fall Market
September 19-20, Overland Park Convention Center, Overland Park, Kan
Horizon Distribution Annual Dealer Market
September 5-7, Yakima Convention Center, Yakima, Wash.
Jensen Marketplace 2014
September 10-12, Spokane Convention Center, Spokane, Wash.
Monroe Hardware Fall Dealer Market
September 20-21, Myrtle Beach Convention Center, Myrtle Beach, S.C.
PACOA 2014 Fall Dealer Show
September 13-14, Queens College, Flushing, N.Y.
The Bostwick-Braun 2014 Fall Dealer Market
September 25-27, Seagate Centre, Toledo, Ohio
The Hardware Conference
September 5-7, Marco Island Marriott, Marco Island, Fla.
www.thehardwareconference.com
OCTOBER
Do it Best Corp. October Market
October 17-20, Indiana Convention Center, Indianapolis, Ind.
House-Hasson Hardware Fall Dealer Market
October 9-11, Sevierville Convention Center, Sevierville, Tenn.
True Value Fall Reunion
October 10-12, Colorado Convention Center, Denver
NOVEMBER
DA/PRO Executive Planning Conference
November 18-20, JW Marriott Desert Springs Resort & Spa, Palm Desert, Calif.
STAFDA Annual Convention
November 9-11, Charlotte Convention Center, Charlotte, N.C.
Cost-Cutting tips that pay off
Here are some steps retailers can take to keep expenses under control:
• Special orders — Make sure you get a deposit from the customer so they have some skin in the game.
• Payroll scheduling — Review your transaction history so you can pinpoint your busy and slow times, then adjust your staffing accordingly.
• Banking — Many banks continue to raise their fees to business customers, and in general the bigger the bank the larger the fees. That’s why it makes sense to shop around for a bank that will help you preserve capital, not spend it. Local credit unions and small community banks often have the lowest fees and tend to offer the highest rates on savings accounts.
• Shrinkage — The average shrink is 1.5% of sales, according to the National Retail Security Survey by the University of Florida, with employee theft accounting for 44%, shoplifting 35% and administrative errors 15%. Install an electronic surveillance system and then aggressively prosecute those you catch.
• Fax service — Drop landlinebased fax service through
telephone company and go with online fax service.
• Yard management — Too many pro retailers don’t bother checking the loads of their customers as they leave the yard, figuring it takes too much time and makes it look like they don’t trust the customer. In actuality, some customers shouldn’t be trusted because they’re robbing you blind. Checking the load can be a service, too, since there will be times you discover a contractor’s load is short, so you can save him a trip back.
• Administrative overhead — Do you really need a full-time person to handle payroll and a few other administrative tasks? Outsource the payroll function and either put the savings to the bottom line or use it to beef up your salesfloor staff.
• Business insurance — Review your business insurance policy annually to make sure it’s up-todate and shop around to get competitive quotes.
Video helps promote store Brand message
Owner Tom Lane and his family do a nice job of demonstrating what makes Lane True Value in Champlin, Minn., stand out from the competition with a well-crafted video. Click here to watch.
summertime merChandising ideas
Summer is a great time to get creative with your merchandising displays, capitalizing on customers’ desire to have family fun and be outdoors. What follows are some summerthemed displays from retailers around the country. n
Upper Left: Barbecue rubs and sauces at B&C True Value Home and Garden Center in Grass Valley, Calif.
Center Middle: Pack It cooler bags at Woodstock Home & Hardware in Woodstock, Vt.
Left Middle: Melissa & Doug yard, pool and beach toys at Woodstock Home & Hardware in Woodstock, Vt.
Upper Right: Green canning jars at Old Takoma Ace Hardware in Takoma Park, Md.
Upper Center: Patio set at Lake Isabella True Value in Lake Isabella, Calif.
Lower Middle: Outdoor toys at B&C True Value Home and Garden Center in Grass Valley, Calif.
Lower Left: Summer emergency products at Sunshine Ace Hardware in Naples, Fla.
Behind the Numbers
49%
Percentage of grill owners who see their outdoor grilling area as a functional cooking area of their home, according to survey by Hearth, Patio & Barbecue Association, while 30% see it as an entertainment area and 21% see it as a place to rest and relax.
575,000
Number of single-family housing starts reported by the U.S. Census Bureau in June, 9% below the revised May figure.
56%
Percentage of kitchen designers who included accessible and/or universal design and easy maintenance features in their kitchens, according to survey by National Kitchen & Bath Association. Contemporary will be the fastest-growing kitchen style, with 62% of respondents saying it’s on the upswing.
89%
Percentage of millennial shoppers (born between 1980 and 2000) who said having access to real-time product availability information would influence their shopping choices in terms of which stores they would frequent, according to survey by Accenture.
$600 billion
Amount spent by millennial shoppers each year in the United States, according to survey by Accenture.
82%
Percentage of global consumers who believe that companies collect too much information on consumers, according to a survey by Adobe.