PREVIEW OF 2021 HARDWARE CONFERENCE IN MARCO ISLAND
July/Aug 2021 Vol. 13, No. 5
THE INDUSTRY’S DIGITAL LEADER
Century Club Retailers Share
SUCCESS STRATEGIES ALSO INSIDE: Region-By-Region Look at Business Conditions Amazing But True Hardware Stories
WE HAVE THE TOOLS
Power Up Your Tool Selection
Orgill is the No. 1 distributor of power tools to the independent channel. We offer the widest range of best-selling power tools and accessories from trusted brands so pros and consumers alike won’t leave your store wanting more.
Get in touch to bring real value to your store’s power tool offerings: 1-800-347-2860 Ext. 5141 | Orgill.com/powertools
CONTENTS July/Aug 2021 ■ Vol. 13, No. 5
31
FEATURE: CENTURY CLUB RETAILERS SHARE SUCCESS STRATEGIES
PREVIEW OF 2021 HARDWARE CONFERENCE
Editor’s Note: Chris Jensen Trend Watch: Craig Cope Digby’s Hardware Cartoon: Scott Jensen Amazing But True Hardware Stories How’s Business? Regional Reports on Business Conditions Shop Talk: Hardware Products Review Main Feature: Century Club Retailers Share Success Strategies • Century Club Dealer Profile: Chagrin Hardware • Century Club Dealer Profile: HPM Building Supply • Century Club Dealer Profile: Curtis Lumber Preview of 2021 Hardware Conference Category Report: Plumbing Product Spotlight An Inside Look: Car Shows In the News Upcoming Events Retail Ideas Behind the Numbers
The Hardware Connection app is available for iPhone, iPad, Android and Amazon. Download here.
Like us on Facebook by clicking here.
4 ■ THE HARDWARE Connection ■ July/Aug 2021
43 6 8 12 14 16 25 31 32 37 40 43 49 52 54 57 59 60 64
Connection
TM
www.TheHardwareConnection.com
ADVERTISERS’ INDEX A.O. Smith/Reliance Water Heaters | www.RelianceWaterHeaters.com . . 22 DAP Products Inc. | www.dap.com. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24 Do it Best Corp. | www.doitbestonline.com. . . . . . . . . . . . . . . . . . . . . . . . . . . . .7 ECi Software Solutions | www.ecisolutions.com . . . . . . . . . . . . . . . . . . . . . . . 11 Emery Jensen Distribution | www.emeryjensendistribution.com. . . . . . . . . 15 Epicor Corp. | www.epicor.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 Ganymede Technologies Corp./J3 Point-of-Sale | www.j3pos.biz . . . . . . . 21 House-Hasson Hardware | www.househasson.com . . . . . . . . . . . . . . . . . . . 20 Kaba Ilco | www.ilco.us . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 Oakfair Industrial Inc. | www.tradecraftus.com. . . . . . . . . . . . . . . . . . . . . . . 26 Orgill Inc. | www.orgill.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 3 Pacer Technology/The Original Super Glue Corporation www.supergluecorp.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29 RapidFix / LHB Industries | www.rapidfix.com . . . . . . . . . . . . . . . . . . . . . . . 28 Retail Automation | www.retailautomation.biz . . . . . . . . . . . . . . . . . . . . . . . 23 Shurtape Technologies/FrogTape® | www.frogtape.com . . . . . . . . . . . . . . . 27 STIHL USA | www.stihlusa.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 WD-40 | www.wd40.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9, 30
Connection
TM
91900 Overseas Highway | Tavernier, FL 33070 | www.TheHardwareConnection.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 Founder/Principal: Tom Chasteen tom@thehardwareconnection.com 305-852-6126
www.TheHardwareConnection.com
Senior Business Advisor: John Hammond jhammond@thehardwareconnection.com National Account Manager: Dan Beck dbeck@thehardwareconnection.com 518-852-9624 Contributing Writers: Doug Donaldson, Gary Pittsford, John Fix III The Hardware Connection is published eight times a year by The Hardware Connection, Inc. All editorial contents copyrighted 2021 by the publisher. No editorial may be reproduced without the prior permission of the publisher.
THE HARDWARE Connection ■ July/Aug 2021 ■ 5
EDITOR’S NOTE
O
By Chris Jensen
Retail Longevity Stems From Knowing When to Pivot
ur main feature section contains profiles of three Century Club retailers: Chagrin Hardware & Supply, HPM Building Supply and Curtis Lumber. Chagrin Hardware has not changed much in 164 years and remains at the same location on Main Street in Chagrin Falls, Ohio. The store may look the same inside and out, but it has remained a viable business because the Shutts family continues to change the product mix to meet the evolving needs of customers. Curtis Lumber started as a sawmill, really back in 1827 but the modern history traces back to 1890. The sawmill was rebuilt after it was destroyed by fire in 1910. The company finally opened its first retail store in front of the sawmill in 1955, then the sawmill stopped operating in 1958 after a dam burst. A second store was added in 1966, then a new sawmill was opened in 1972. That sawmill closed after another mill fire a decade later. It’s evidently hard to keep a sawmill going for a long time, but retail stores have staying power if they adapt and change to the market. Curtis Lumber celebrated its centennial anniversary in 1990 by expanding its main store to 130,000 square feet. The company now
6 ■ THE HARDWARE Connection ■ July/Aug 2021
operates 23 stores after acquiring three stores in the past two years and the stores’ merchandise mix has appeal to pros and DIYers. HPM Building Supply is celebrating its 100th anniversary this year in a unique way—by giving back to the communities it serves with 100 Acts of Service. In 1959, HPM established one of Hawaii’s first employee profit-sharing plans. In 1977, HPM created one of Hawaii’s first Employee Stock Ownership Plans (ESOP). Then in 2006, HPM became 100 percent owned by its ESOP. Companies that are owned by employees don’t have problems finding, hiring, retaining and motivating their staff, which should be of interest to those retailers who are struggling in all those areas and lack a succession plan. It’s interesting to note that Lowe’s Companies also turned 100 this year. The industry’s second-largest retailer started as Lowe’s North Wilkesboro Hardware in 1921 with a 1,000-squarefoot sales floor. The company didn’t start growing significantly until it went public in 1961. Lots of hardware retailers have a similar history to the first 40 years of Lowe’s—it’s up to each owner to decide where the vision leads the company. ■ www.TheHardwareConnection.com
It’s time to reconnect and discover even more game-changing opportunities to help your business grow at the Do it Best Fall Market . Gain insights on the latest retailing trends with our Merchandising Preview and Core Solutions: Outdoor Living exhibit. Discover all the newest products in our New Item Gallery. Save big with our Cyber Steals and Sneak Peek deals. And talk one-on-one with Do it Best staff, our top vendors, and industry experts to drive your success even higher. SM
Plus, you’ll once again be able to experience everything Indianapolis has to offer—top restaurants, big city shopping and nightlife, and plenty of safe, family-friendly attractions. Whatever inspires you, there’s something for everyone. Join us at the Do it Best Fall Market—it all happens here!
2021 DO IT BEST FALL MARKET
Indiana Convention Center, Indianapolis September 27–30 For registration information, contact 888-DO IT BEST or sales.support@doitbest.com
trenD WatCH
By Craig Cope
Hotel Room Block Almost Sold Out
W
ith only 30 days left until the 33rd anniversary of The Hardware Conference, we have encountered a problem that we have never faced in our history—hotel room availability. Our hotel room block is almost sold out and the hotel is experiencing an occupancy rate in the high 90th percentile. The hotel and most likely the entire island will be sold out during this year’s Conference. We do have rooms left in the room block, but our block is scheduled to close on Monday, July 26. Once our room block is closed any rooms remaining will be put into general inventory and sold at the market price. The Hardware Conference hotel rate is only $183, but the current market price advertised on the JW Marriott’s reservation site is over $680 during the Conference. Hardware Conference attendees can book their hotel room by either calling 239-394-2511 or online at https://book.passkey.com/e/50162900. The Hardware Conference registration fee for in-person attendees is $109 per person and includes three cocktail
8 ■ The hARDWARe Connection ■ July/Aug 2021
receptions, two breakfasts, two dinners and Saturday’s half-day activity. There simply is no better value in the independent hardware channel than The Hardware Conference.
VIrtUal OPtIOn nOW aCCePtInG reserVatIOns In my last article, I announced that this year’s Conference would also offer a virtual option. Since that publication, our virtual platform is now accepting reservations. The virtual platform will feature two seminars occurring on Thursday, August 12. The first seminar begins at 9:00 a.m. EST with Epicor’s Wade Narita, who will host a full-day training session focusing on the following key topics: • Inventory Best Practices • Mobile Tools to Better Serve Your Customers • What’s New with Epicor for Retail • Advanced Reporting and Analytics The second seminar, sponsored by ECi Software Solutions, begins at 10:00 a.m. EST and features Gary Pittsford, president and CEO of
www.ThehardwareConnection.com
Castle Wealth Advisors® as he discusses “Exit Planning for Store Owners.” Gary will cover the following topics: • Getting ready for a sale • Family-owned businesses succession planning • Monetizing and valuing your business • Ensuring financial security Registration for the virtual option is available at https://hardwareconference. 526event.com and is free of charge. In addition to simulcasting both the Epicor Technology Forum and ECi-sponsored seminar, they are recorded and available for viewing for one full year. All in-person attendees are automatically registered for the virtual Conference and given a login/ password to the virtual platform for viewing at their convenience.
COVID-19 PrOtOCOls UPDateD The JW Marriott Marco Island recently updated its protocols regarding social distancing and face covers. “Consistent with the most recent CDC guidance, fully vaccinated guests are no longer required to wear face coverings or social distance in indoor or outdoor areas of the hotel unless required by local law. We ask that unvaccinated guests continue to wear face coverings and practice social distancing when they are in public spaces inside the hotel.” We have created a dedicated COVID-19 pop-up on our site, https:// thehardwareconference.com, to provide the most up-to-date information regarding hotel protocols. The hotel has also created a dedicated page to 10 ■ The hARDWARe Connection ■ July/Aug 2021
notify guests of any changes in their protocol: https://whattoexpect.marriott. com/mrkfl. Should anything significant change prior to this year’s Hardware Conference, we will notify all registered in-person attendees via email.
HUrrICane elsa UPDate Summertime in Florida is “fun in the sun,” but also peak hurricane season. This year is no exception with Hurricane Elsa making landfall on Wednesday, July 7 on Florida’s northern Gulf Coast. We have confirmed the hotel sustained no damage and is operating under normal conditions. In our history, a hurricane has only canceled one Hardware Conference. In 2017 Hurricane Irma made the second landfall as a Category 4 storm on Marco Island during our scheduled event, which was later held in December. In the rare event a named storm is threatening Southwest Florida during this year’s Conference, we will notify all attendees of any scheduling changes via email, updates on our website and our Facebook page. If a storm is threatening this year’s event, please check our website before boarding an airplane. My wife Shanti and I are excited to host this year’s Hardware Conference and look forward to seeing everyone in beautiful Marco Island, Florida. If you are like us, it seems like years have passed since we had the opportunity to enjoy each other’s company. n www.ThehardwareConnection.com
Increase Profits and Maintain Loyalty Make your customers and your bottom line happy Focusing on price only leads to lost margins. Instead, concentrate on these loyalty-boosting activities that also increase profitability. Read our free ebook to recapture your profits!
GET THE EBOOK
buildingsupplyerp@ecisolutions.com | How business gets done.
HARDWARE HUMOR
www.DigbysHardware.com | facebook: @DigbysHardware 12 ■ THE HARDWARE Connection ■ July/Aug 2021
www.TheHardwareConnection.com
BATTERY POWER. built in america*. ƒ
ONE BATTERY. MULTIPLE TOOLS. REAL BENEFITS. Legendary STIHL performance in an easy-to-use battery platform — and now built right here in America*. One battery. Multiple tools. And the power to boost your bottom line. *The BGA 57 is built in the United States with domestic and foreign components. Batteries and chargers are sourced internationally. ©2021 STIHL
CHARGE UP YOUR BUSINESS TODAY: STIHLUSA.COM/DEALERS
HARDWARE HUMOR
Amazing but TRUE
T
he other day, a woman was at the counter about to pay for her purchase w ith a fistful of singles. Sh e looks at the singles in her hand and says, “I’m not a stripper.” I nod an d say, “I’m not a strippe r, either, but I’ll still take your singles.” Marc Geller Jaspan Hardware Manasquan, N.J.
E R A W D HAR
S E I R STO
A
little while back, True Value advertised Weber grills and offered free assembly. We had two customers who bought their grills someplace else and brought to our store to be assembled. Doesn’t work that way. Guess that’s why they have that fine print on the bottom of ads. Brad Helms Helms True Value Selah, Wash.
brackets that got these shelf de of the wall, si t h g ri e th n o go to go on the but I need them left side. Matt Fabian Fultz Ace Turner, Pierce & Hardware s Navasota, Texa
I
E
very day is a mystery. We never know what we’re going to get into. One time, a guy stole a nail gun from our store and sold it to his neighbor. The neighbor comes into our store to buy nails for the gun and says he got a real good deal on a nail gun. He was very cordial and helped us, and we were able to catch the thief. Austin Willingham Willingham and Sons Building Supply | Newberry, S.C.
14 ■ THE HARDWARE Connection ■ July/Aug 2021
www.TheHardwareConnection.com
IN-PERSON
O R L A N D O, F L
JOIN US
IT’S GOOD TO BE BACK:
SEPTEMBER
24 - 25 Gain a competitive edge in your market this September as we gather
•
Take advantage of our biggest and best deals of the year
•
Over 1000 vendors representing the best products in the industry
•
Family-friendly destination that offers many attractions and perfect weather
•
Enjoy an interactive outdoor grilling and power equipment demonstration area that will allow you to get hands-on with the latest products
safely in-person!
SCAN THE QR CODE TO REGISTER AND BOOK HOTEL ACCOMMODATIONS TODAY! Or visit https://www.mcisemi.com/ejdedgefall2021/
How’s
Business?
MIDWEST
Sales and customer counts in 2021? What overall impact has COVID-19 had on your business? The store is up over last year about 10 percent. From a sales standpoint, it’s been positive. From a logistics standpoint, it’s been a challenge. The biggest impact of COVID-19 has been contending with the different buying patterns and dealing with how customers have changed their shopping habits. Customers seem to be shopping more local. It was also a challenge to figure out the proper safety protocols and the best ways to protect employees and customers. New initiatives planned for 2021? We want to increase business and staffing. Also for the future, we want to increase stock and have more products on hand. We want to add more to our workwear department, more Carhartt and boots. Strongest niche categories? Our number one category and biggest niche is lumber. On the hardware side,
we have strong sales in grills, such as Traeger, Blackstone, Big Green Egg and Weber. We have seen good sales with wearables and Milwaukee tools. We’ve had some success promoting our niches through Facebook and have had multiple promotions that have done well. Biggest challenge facing your business today? The biggest challenges are the increases in pricing and employee
16 ■ THe HARDWARe Connection ■ July/Aug 2021
www.TheHardwareConnection.com
Upper: Mike MacKay continues to see strong growth after opening a new location for Vassar Building Center. Lower: Vassar Building Center’s new 20,000-square-foot store opened last fall.
® STANDARD BOW Personali-Keys
BIG BOW Personali-Keys® REALTREE® Personali-Keys®
RIBBON Personali-Keys®
Thinner/hybrid versions
of Ilco EZ keys
to accommodate for tolerance deviations in many imported locks. Anthony Haynesworth Kaba Ilco Corp. Retail Channel Sales Manager (c) 252-565-3521
Kaba Ilco Corp. • 1.800.334.1381 • www.ilco.us
////////// /////// ///////// /////////////////////////////////////////////////////////////////
SHAPE Personali-Keys®
///////////////////////////////////////////////// ILCO • SILCA • DORMA KABA
MAKE A STATEMENT WITH ILCO
Made with expertise. Made for you. POS and productivity solutions to simplify your life as a hardware retailer
How’s Business? wages. Finding good people means paying more to keep them. Most effective methods for finding good employees? I’ve been fortunate to find good people. We’ve always had good luck, and it just takes a little bit to sift through them. I’ve always found that good people know good people. We find new employees through our current staff and customers. The benefit of getting references from current employees is that the prospective employees will know what’s involved with the job. I’m willing to hire people with good hearts and souls who start from scratch with their lumber and hardware knowledge and teach them. Mike MacKay Vassar Building Center Vassar, Mich.
NORTHEAST
Learn More
Sales and customer counts in 2021? What overall impact has COVID-19 had on your business? We’re down for June about 10 percent. As far as COVID-19, we saw a lot of new faces—or, as I like to say, a lot of new masks. These new customers didn’t want to go to the big-box stores. We did a lot of shopping for customers and took orders over the phone, leaving bags www.TheHardwareConnection.com
Barbara Werkheiser (left) delivers personalized service to her customers at Nazareth Hometown Hardware.
outside in a cart for pickup. Over the past year and a half, we’ve gained about 5 percent more new customers, who were also surprised that our costs weren’t more than Home Depot. New initiatives planned for 2021? Right now, none. We are a small, 2,000-square-foot store that leases space. With rent and utilities, we start at negative $5,000 every month, and we don’t have much storage space. We listen to customers’ needs and bring in new products when requested. Like this year, we’re bringing in some brass fittings to add to our galvanized and black-iron fittings. Biggest challenge facing your business today? The biggest challenge of our business is trying to please as many customers as we can within a reasonable price margin compared to the big boxes or Amazon. We do our margins manually, so it’s a cumbersome task. We do research and see what others are paying for products. Most effective methods for finding good employees? Right now, it’s just family. Plus, there’s nobody right now who we trust with our store. We www.TheHardwareConnection.com
are very protective of it. And we can’t compete with the hourly wages. There’s no way we can pay $15 an hour. Barbara Werkheiser Nazareth Hometown Hardware Nazareth, Pa.
SOUTH
Sales and customer counts in 2021? What overall impact has COVID-19 had on your business? We are still up from 2020, which was a 42 percent increase over 2019. Really sorry to say, but COVID-19 has helped business tremendously. Our community is about 10 to 15 miles away from a Home Depot or Lowe’s. During COVID, we had a bunch of new customers, with new people moving into this growing community. During the pandemic, people came to us because they didn’t want to wait in line at Home Depot and Lowe’s. We got a lot of their volume, and we don’t plan on giving it back. We’re 11 years old and have had growth every year and look to continue gaining more business. New initiatives planned for 2021? In 2020, we didn’t get to celebrate our 10-year anniversary because of COVID, so in September or October, we’re going to have a thankyou event for our customers. Because we were so busy last year, we had to put our remodel on hold, so we’re
THe HARDWARe Connection ■ July/Aug 2021 ■ 19
How’s Business? looking to finish that. Convenience lumber is a strong Strongest niche at Complete niche Home Center. categories? One of our best niches is convenience lumber, and we just added 7,000 square feet of indoor lumber. We also have 120 linear feet of fasteners, and we do a tremendous amount of sales of Midwest Fastener. We also have done well with Ben Moore and Big Green Egg. Biggest challenge facing your business today? The two biggest challenges are finding new employees and dealing with the supply chain. We don’t have enough employees to walk every customer around like we used
to. And I don’t do purchase orders anymore, I do wish lists. Tom Bradley Complete Home Center Hernando, Miss.
SOUTHWEST
Sales and customer counts in 2021? What overall impact has COVID-19 had on your business? Sales are extremely strong compared to 2019. Compared to 2020, we’ve declined a little as far as customer count, about 15 percent less. But if you compare this year to 2019, we’re up 10 percent as far as customer count. COVID-19 has turned busi-
HARDWARE COMPANY
August 12-14, 2021 Sevierville Events Center Sevierville, TN
We invite you to visit our Market and see what we have to offer:
• Unmatched Super Savers • Lots of Cash Spiffs • Hot Deals at Bonus Buy Breakfasts • Easy Payment Terms and Dating • Industry Leading Vendor Participation • Exciting New Items • Electronic Ordering
• State-of-the-Art Marketing Program • Advertising & Merchandising Solutions • Travel Rewards • Room Reimbursement • Great Food & Entertainment • Educational Seminar - Thursday August 12 • Golf Tournament - Thursday August 12
Register for our Let’s Go Live & In Person Market on etoolbox.net
For more information about our Let’s Go Live & In Person Market, contact us today!
1-800-333-0520 ext. 212 • www.househasson.com • House-Hasson Hardware Co., Knoxville, TN 37914 • service@househasson.com
ness upside down. In 2020, we started getting into the toilet paper business. New initiatives planned for 2021? We’re focusing a new initiative on our online presence. We just rolled out accurate inventory counts to show online what we have on our shelves. We’ve tied our point-of-sale system with the True Value backend system. We want to be more robust with online buying and in-store pickup. Strongest niche categories? In 2019 and 2020, lawn and garden was number one. Now this year with the winter freeze, plumbing has torpedoed to number one. After the freeze, we were able to help the community. We really were able to convey that we’re here for the community and will help them get through this emergency. Biggest challenge facing your business today? The biggest challenge is filling the shelves with inventory. We just kicked off our July circular promotion that we planned out four months ago. We distributed 30,000 circulars that hit mailboxes yesterday. But we don’t have the products we’re advertising, like swimming pool chlorine. We can’t anticipate what inventory we’ll have in stock and available. With customers, we’re trying to be as open about inventory issues as possible. Most effective methods for finding good employees? That is an ongoing issue that we’re facing. www.TheHardwareConnection.com
Hardware POS You Can Trust Your POS needs have been our priority for over 28 years.
Stock Tracking
Effectively manage long inventory lists, from paint supplies to power tools
Lumber Pricing
Manage changes to lumber by percentage of cost, retail, board or square footage
Estimator Tool
Build estimates while updating inventory
Get a demo today!
www.j3pos.biz 1-888-600-5522 sales@j3pos.biz
During the past four months, we’ve lost four key employees. Right now, we have 20 employees. The employees we lost were young employees with great potential. They stuck it out through 2020, but saw signs on doors of a neighboring business that offered a $300 sign-on bonus. They’re jumping ship for that sign-on bonus. We don’t have a response for that. I’ve tried Indeed.com and usually get pretty good responses, about 12 to 18 responses. But last time I tried, I got zero responses. Deepesh “DJ” Jesrani Golfcrest True Value Hardware Houston, Texas
Golfcrest True Value Manager DJ Jesrani (left) makes a paint donation to the Boys and Girls Clubs of Greater Houston.
WEST
Sales and customer counts in 2021? What overall impact has COVID-19 had on your business? Great. This year, we’re almost rivaling during the pandemic year, which was up about 50 percent over 2019. It’s been phenomenal. We’re getting really good sales not only from
WITH UPGRADED RELIANCE PRODUCTS Our 9- and 12-year models* feature added tank protection. Longer lasting products + Happier customers Better margins for you *Limited product warranty
RelianceWaterHeaters.com.
existing customers—they’re shopping more—but I have new contractors who found us because they were waiting an hour to get into Home Depot. We have a lot of first-time customers who are using Home Depot much less. New initiatives planned for 2021? We’re in the process of opening a second location in Highland Park, about 15 minutes away. It’s near enough to the first store to have a little bit of geographical overlap with customers. It’s an absolutely fantastic location. Strongest niche categories? We have an amazing paint department. That’s our number one niche. We’re now a new Benjamin Moore dealer. And what’s interesting is that it’s not taking away from the sales of our Sherwin-Williams line. Biggest challenge facing your business today? Hiring. I tried Indeed. com for the first time, and it was a huge failure. I got all these applications, and out of about 50 resumes, I narrowed it down to 10 that met qualifications. Then, I got no response back from the ones I reached out to. I set up an interview and had a no-show. Craig Cowie Baller Hardware Los Angeles, Calif.
Craig Cowie is opening a second Baller Hardware location soon.
www.TheHardwareConnection.com
We turned EAS into EASY. Now offering RF systems, Sensormatic has the EAS option right for you. It used to be about the technology – RF vs AM vs RFID. Now Sensormatic provides solutions in all three technologies. With a variety of install options such as overhead, concealed, door mount and traditional pedestal, Sensormatic has it all. Sensormatic is your one-stop destination for everything EAS including detachers, deactivators, and a broad selection of labels and tags, such as the popular InFuzion tag. With more than 50 years of industry experience and innovation, Sensormatic experts can help you select the system with the best ROI today, and connectivity and expansion for tomorrow. One company, everything you need – easy.
Please visit us at www.Tek4retail.com/sensormatic Copyright © 2020 Johnson Controls. All rights reserved. SENSORMATIC SOLUTIONS and the product names listed in this document are marks and/or registered marks. Unauthorized use is strictly prohibited.
k l a T p Sho TS R C U D O R P E HARDWAR
By Craig Cope
EVIEW
PRODUCT #1 AND #2 8.5” ALL-PURPOSE SCISSORS / 11” HIGH-LEVERAGE TRADESMEN SHEARS CRESCENT WISS® As one of the largest manufacturers of hand and power tools, Apex Tool Group is no stranger to hardware retailers, professionals and DIYers. Apex Tool Group brands include SATA®, GEARWRENCH®, Crescent®, Campbell®, Cleco®, Weller® and APEX®. In 2017, the Crescent brand was expanded to include other popular brands from Apex. One of those brands is Wiss®, which dates back to 1848 with the launch of their scissor factory in New Jersey. We had the opportunity to review their 8.5” all-purpose scissors and the 11” high-leverage tradesmen shears. During unpacking, one item immediately caught my attention. In the upper righthand corner on the package is an icon depicting the use of the product—either general or job site. I thought it was a clever idea for consumers to quickly identify which scissors or shears best fit their usage. The 8.5” all-purpose scissors feature a stainless knife-edge blade for smooth cuts. The 11” tradesmen shears have a titanium-serrated blade designed to www.TheHardwareConnection.com
THE HARDWARE Connection ■ July/Aug 2021 ■ 25
k l a T p o h S E PROD HARDWAR
UCTS REV
IEW
handle a multitude of uses. Both are designed for right- and left-hand use and feature a limited lifetime warranty. Since the 11” shears are for job site use they also feature a spring-loaded handle to reduce fatigue and the metal blade extends through the handles for extra strength. Click here to view a quick video of the line. We provided the all-purpose scissors to a mix of people for use around the house and in the kitchen. Since the tradesmen shears are meant for job site use, we contacted a few pros in various trades from landscaping to roofing. Both groups commented on
the ergonomics of the handles and overall product quality. Our pros could not stop commenting on the various materials they cut and how easily the blade cut through it with limited hand pressure. If you are looking for high-quality scissors or shears to stock in your store, look no further than the Crescent Wiss® line.
26 ■ THE HARDWARE Connection ■ July/Aug 2021
www.TheHardwareConnection.com
PRODUCT #3 AND #4 TRIGGER-ACTION TRAVEL MUG / QUICK-FLIP GO BOTTLE STANLEY® Within this column, I sometimes have the opportunity to recap testers’ product reviews on products from my childhood. It’s not often someone fondly remembers a thermos in great detail unless it’s the iconic Stanley® green thermos. For me, it was Little League football and our coach took his thermos to every practice and game. Even my father carried the green icon on all our fishing and camping trips throughout the years. I can even recall a Stanley print ad
showing the thermos frozen in a block of ice dispensing hot liquid into the cap that also served as the cup. Stanley was founded in 1913 and is much more than just a thermos
k l a T p o h S E PROD HARDWAR
UCTS REV
IEW
company. They offer full lines of drink ware, food storage, coolers/jugs and camping cookware. We received a range of products from a few of their collection including hydration, travel essentials and camping gear. We elected to focus on the hydration and travel essentials to cover the widest group of stores. First up was the 20 oz. TriggerAction Travel Mug followed by the 24 oz. Quick-Flip GO Bottle. Both feature 18/8 stainless steel, double-wall vacuum insulation and unlike many stainless tumblers/cups they are dishwasher safe. The trigger-action push
button also means they are leakproof and packable for travel. All Stanley products carry the “Built For Life®” tagline backed by a lifetime warranty. Normally our reviews are for specific uses and require specific testers. However, since both products are forms of drinkware our options were limitless. Our testers ranged from tradesmen to soccer moms. Each wanted a simple product that kept drinks cold/hot for hours and were easy to clean after a day’s use. Stanley bottles have survived bullets, 4,000-foot drops, Category 5 hurricanes and according to our soccer
THE MOST VERSATILE TOOL IN YOUR BELT From a busted stich to ripped leather, 'Trust the Bish' to stick it together.
Don’t throw it away, repair it! Fix ripped or torn clothing and accessories in only 3 minutes.
NO SEW Fabric & Leather Repair Adhesive Place your order today! Call 800.542.3697
mom, the most difficult challenge— a child’s class field trip to the zoo. All our reviews reported outstanding thermal properties keeping beverages cold/hot for hours on end. One tester reported accidentally leaving the mug on the kitchen counter overnight with the top off, only to find it the next morning with ice still remaining. Our soccer moms reported the thermos survived the field trip to the zoo, albeit with a few new battle scars. There are numerous companies in the stainless steel tumbler/cups category. Stanley is still the benchmark after more than 100 years. The product line
from Stanley is wide-ranging and sure to fit any hardware store’s product mix. ■
FeAtUre
W
CentUry ClUB retAilers sHAre sUCCess strAtegies
hen The Hardware Connection introduced its Century Club program with a two-part series in 2019, I was able to identify 536 hardware and LBM stores that were over 100 years old. Two years later, the Century Club now comprises 642 hardware and LBM stores, as I keep stumbling upon additional retail businesses that have hit the century mark. All of these Century Club retailers share one additional thing in common—they have now experienced and survived two pandemics, not to mention two World Wars and a Great Depression. There have been 16 economic recessions in the last century, more obstacles for a retailer to overcome. You will find all the Century Club hardware and LBM stores listed by state in the U.S. map. For many of these retailers, you can click on the photo icon beside their name and see a gallery of old store photos. If the store name is underlined, you can click on that hyperlink to read more about the store’s history. To visit the Century Club website, click here. The Century Club also includes 14 wholesalers and 185 manufacturers that were founded in the
United States and remain in business after 100 or more years. As we continue to visit and write about Century Club retailers, it becomes easier to understand how these businesses have been CENTURY CLUB: able to survive for The INNOVATORS and SURVIVORS America such a long time. They Who Helped Build share common traits, such as the ability to change and adapt as their customers and communities change around them; the ability to take risk and innovate; and most importantly, the ability CENTUR CLU to convince the next B: The INNOVATOY RS d SURVIVORS Who Helped Buildan generation of family America members that keeping the legacy going is a noble and worthwhile pursuit. On the pages that follow, read about three very different Century Club retailers who continue to thrive because they have unearthed success strategies that work for them.
www.TheHardwareConnection.com
THe HARDWARe Connection ■ July/Aug 2021 ■ 31
PART I OF 2-PART SERIES
NIES OVER ON HARDWARE/LBM COMPA
100 YEARS OLD
May/June 2019 Vol. 11, No. 4
LEADER THE INDUSTRY’S DIGITAL
PART II OF 2-PA
RT SERIES ON
HARDWARE/L
THE INDUSTR Y’S
BM COMPAN
IES OVER 100
DIGITAL LEADE R
YEARS OLD
July/Aug 2019 Vol. 11, No. 5
Chris Jensen, Editor
FeAtUre
PAst is Present
By Doug Donaldson
A
Century Club retailer, Chagrin Hardware & Supply in Chagrin Falls, Ohio, has a deep connection to its northeast Ohio community which is echoed in its eclectic assortment that combines the latest LED light bulbs and antiques almost as old as the store. The routine never gets old or dull. Six days a week, Steve Shutts walks to the door of Chagrin Hardware & Supply, and with continually renewed excitement and anticipation, he slides the key into the door of a building that has been a hardware store since 1857. When he turns the key, he feels like he is unlocking another day of adventure.
32 ■ THe HARDWARe Connection ■ July/Aug 2021
Steve Shutts’ family has owned Chagrin Hardware & Supply in Chagrin Falls, Ohio, for more than 100 years.
“You have no idea what’s going to happen,” Shutts says with a smile. “I go with the flow and see what happens.” For the Shutts family, that door has opened many, many times. Steve’s parents, Ben and Jean, purchased the business in 1964, which had previously been owned by an uncle. The Shutts www.TheHardwareConnection.com
family has owned the store for more than 100 years. Now, Steve owns the store with his brother Jack and sister Susie. Residents of Chagrin Falls, about 23 miles southeast of Cleveland, have counted on having a hardware store at 82 North Main Street for 164 years. It is a store that has been a community touchstone for more than a century and could even be credited for launching the television career of one of the nation’s most famous comedic actors. In the 1950s, Chagrin Falls native Tim Conway (then known as Tom) walked past the hardware store on his way to school. At the time, the hardware store sold newfangled televisions and had them displayed in the front window. Conway would often stand in front of the store, watching the new medium until shooed away.
Upper: Chagrin Hardware & Supply has been in the same location in Chagrin Falls, Ohio, since opening in 1857. Lower left: You never know what you’ll find when you open a drawer at Chagrin Hardware.
UniqUe Assortment
Lower right: Fasteners can be found behind glass doors in century-old wooden cabinets, with antiques on display above.
The Shutts family has charted its own, unique course in hardware retailing. For example, when Steve’s parents ran the store, his mother, Jean, would incorporate antiques into the store’s assortment. That
aesthetic is still present today. Next to Do it Best-branded sprayers sits a vintage Underwood typewriter. On the pegboard behind cleaning products, customers can also select
www.TheHardwareConnection.com
THe HARDWARe Connection ■ July/Aug 2021 ■ 33
He knows what we’re looking for and is very responsive.” One example Shutts points to is when the store had to change paint lines. The store’s longtime paint vendor went out of business, so Facemire helped them add the Pratt & Lambert paint line. “It was a very smooth transition,” Shutts recalls. “We continue to offer customers a high-quality line of paint. Matt really made that easy. When I call Do it Best, they listen when we have a problem and find a solution fast.”
loCAl FiXtUres While some things always change, other things in the store stay the same. For example, the store still sells nails by the pound. On the same scale that weighs nails, it has become local tradition for Chagrin Falls residents to bring their newborn babies to the store to have their photos taken as they are Helping customers find what they need is a long tradition at Chagrin Hardware. weighed on the scale. The store has several fixtures that from a wide assortment of cast-iron, have been in place for decades. The wooden flooring in the main part of decades-old trivets. the store was taken from a roller rink For less vintage assortment needs, next door that closed in the early Chagrin Hardware has relied on Do it Best as its distributor for more than 55 1900s. Wooden shotgun cartridge cases, about a foot by a foot square, are years. Shutts says he has stayed with the co-op because they have respected stacked in the store’s backroom and now serve as sturdy shelves. The shotthe store’s somewhat eclectic, oldgun cartridge manufacturer names are school vibe. still visible on the sides of the boxes. “Our Do it Best sales representaIn its early history, Chagrin Falls tive, Matt Facemire, really fits with us,” was a major manufacturing town, Shutts says. “He really looks at merand a large, wooden-slatted cylinder chandising on a store-to-store basis. 34 ■ THe HARDWARe Connection ■ July/Aug 2021
www.TheHardwareConnection.com
mounted to the ceiling of the store was used to stow the long lengths of leather belting used in the machinery that harnessed water power in the nearby river. Later, that contraption was repurposed to store tubing used to connect maple sugaring taps and buckets. In the middle of the store is a safe that has been on site since the 1800s and is so heavy that extra supports were needed to be built in the basement. The safe’s knob and handle were knocked off during a robbery attempt in the 1920s. Now, Shutts uses the safe as a sort of overwrought filing cabinet. In the 1960s and 1970s, children had to have permission slips to buy BBs in the store. Shutts has kept a file of these slips, most of them forgeries, written on school notebook paper. “My favorite reads: ‘Johnny has my permission to buy BBs, signed Johnny’s mom,’” laughs Shutts. “While some things change, lots of things remain the same,” he says. “The nice thing about being a small store is that we’re able to adapt. If we were bigger, there would be layers of how we buy and merchandise. We wouldn’t be able to serve the customers as well.” For Shutts, the memorable example of the store’s buying agility was during the first Gulf War, when U.S. flag sales spiked. While other retailers sold out of flags and couldn’t restock, Chagrin Hardware was able to keep stocking www.TheHardwareConnection.com
FeAtUre
Many of the tools in this display were used to build the early Ohio settlements. In paying tribute to Ohio’s earliest inhabitants—the American Indian—a sign notes that the current owners’ greatgrandfather, Reverend Henry Shutts, married an Ohio Southern Cherokee woman. In protest for marrying a Shutts, the rest of the tribe migrated to Kentucky.
and selling the red, white and blue necessities because of longstanding relationships with vendors.
tWo-WAy loyAlty For the Chagrin Falls community and Chagrin Hardware & Supply, loyalty is a two-way street. “It’s an honor to serve the community for so long,” says Shutts, apologizing for the cliche. “But it really is. Our customer base is very loyal. They’ll wait and have us order something rather than having it the next day from Amazon.” THe HARDWARe Connection ■ July/Aug 2021 ■ 35
The loyalty of Chagrin Hardware customers was on full display in January 2012, when a customer sent an email to 40 local friends suggesting shopping at the store and spending at least $20. That email was forwarded even more and then became a viral event. During the designated day, a steady stream of customers poured into the store, and several customers called the store to place orders. By 10 a.m., the store was packed with customers from the “cash mob” and at 1:30 p.m., the store’s credit card machine was overloaded and needed to be reset. With more than a century of family expertise, Shutts shares this one word of advice for other independent retail- An eclectic mix of antiques and oddities can be found in the store’s window displays. ers: “Listen.” To serve the community by remainsteering us into picking up new proding independent, he credits listening ucts or services.” to customer requests, projects and Known for screen repair, the store responses to changing trends. Shutts added lamp repair a few years ago cites the store’s light bulb assortment based on customer requests. That seras a prime example of how he has lisvice has become a strong niche for tened and responded to customers. Chagrin Hardware. Electricians even Customers requested energy-efficient drop off lamps from their customers. alternatives to incandescent light As he fields new product suggesbulbs, which led to the store stocking a tions, Shutts has an eye to the next large selection of LED bulbs. generation of store owners—there may Shutts says he always keeps his be nieces and nephews who may take ears open for new ways to serve his over—but for the moment, he is still customers. thrilled every time he slides the key in “We see more women customers the front door and unlocks another day than men,” he says about the store’s demographics. “They’re really good at of…who knows? ■ 36 ■ THe HARDWARe Connection ■ July/Aug 2021
www.TheHardwareConnection.com
100 ACts oF serViCe
FeAtUre
HPM
Building Supply, which just joined the Century Club this year, has reached the halfway mark of its pledge to complete 100 Acts of Service to mark its centennial anniversary. Through partnerships with nonprofit and service-based organizations, HPM owner-employees are fanning out across the state to give back to the communities that have supported HPM for a century. “As we mark our centennial anniversary, HPM owes so much of our success to the communities that have supported us,” says Jason Fujimoto, president and CEO of the fifth-generation, family-run business. “These 100 Acts of Service are our way of showing appreciation and giving back—especially as our communities continue to recover from the pandemic. We look forward to strengthening connections through these service projects and continuing our commitment to a more resilient, sustainable Hawaii.” The 100 Acts of Service initiative is led by a group of 22 owner-employees who serve as Community Building Team Champions. They organized more than 50 projects, which owneremployees from across the state have completed. HPM’s goal is to complete 100 Acts by the end of the year. Completed projects include collecting diaper donations for the Hawaii www.TheHardwareConnection.com
Upper: HPM Building Supply owneremployees pack meals at the Hawaii Food Basket as part of the 100 Acts of Service initiative to commemorate the company’s centennial anniversary this year. Lower: Miyake-HPM owner-employees collect keiki mask donations on Maui.
Diaper Bank, volunteering at the Hawaii Food Basket, organizing beach and park cleanups, and donating THe HARDWARe Connection ■ July/Aug 2021 ■ 37
FeAtUre
HPM is rewarding 100 customers with an HPM bucket, each filled with a $100 HPM gift card and $200 or more in sponsored gifts and/or merchandise. Ten lucky winners are announced every month from January through October.
renovation supplies to organizations in need. Founded in 1921 as Hawaii Planing Mill, HPM Building Supply is also marking its 100th anniversary with giveaways and other initiatives across its 14 locations on Hawaii Island, Kauai, Oahu and Maui. “HPM’s founding values of integrity, respect and continuous improvement in pursuit of excellence still embody who we are today. As we move forward, our core values of heart, character and growth will push us to work even harder to create a more resilient, sustainable Hawaii,” says Fujimoto. ■
Upper: Mike, Bobby and Jason Fujimoto represent three generations of their family to run HPM Building Supply. Bobby passed away in 2020 at the age of 93. Upper middle: HPM’s Hilo store was destroyed by a tsunami in 1946. Lower middle: HPM Building Supply’s 14 stores include this location in Kona. Lower: HPM pioneered metal roofing in Hawaii in 1963.
38 ■ THe HARDWARe Connection ■ July/Aug 2021
www.TheHardwareConnection.com
HPm BUilding sUPPly tHroUgH tHe yeArs 1921
Hawaii Planing Mill Ltd. Is founded by local contractors Kametaro Fujimoto and Sanzo Kawasaki.
1929
Fujimoto’s son, Barney, becomes GM and adds paint, plumbing and hardware products.
1946
A tsunami destroys most of the store.
1954
Barney’s son, Bobby Fujimoto, is named president.
1959
Kona branch opens as Captain Cook Building Supply.
1959
HPM establishes one of Hawaii’s first employee profit-sharing plans.
1960
A tsunami destroys HPM’s Hilo facility.
1961
HPM opens Hilo Home Design Center.
1977
HPM creates ones of Hawaii’s first Employee Stock Ownership Plan (ESOP).
1983
HPM opens the Waimea branch and all 3 branches unite as HPM Building Supply.
1992
Bobby Fujimoto retires and son Mike becomes president.
1992
Keaau facility opens as home to HPM’s manufacturing operations, offices and lumberyard.
1996
New Hilo store opens.
1997
HPM Custom Metal Roofing opens sales office and warehouse in Honolulu.
1998
HPM’s Kitchen & Bath Showroom opens in Hilo.
2001
HPM Kona moves to new location with Hawaii’s first drive-through lumberyard.
2005
HPM opens a distribution center in Keaukaha.
2006
HPM becomes 100% owned by its ESOP.
2008
HPM doubles the size of its Waimea branch.
2010
HPM begins manufacturing wood wall panels.
2011
HPM acquires Kauai Lumber.
2015
HPM adds second Kauai location in Kapaa.
2016
Mike’s son Jason becomes president and COO.
2017
Kona store gets a $3 million remodel.
2020
HPM merges with Maui-based Miyake Concrete.
2021
HPM launches a year-long celebration of its 100th anniversary.
www.TheHardwareConnection.com
THe HARDWARe Connection ■ July/Aug 2021 ■ 39
FeAtUre
A sHining neW stAr By Chris Jensen
E
ven before Curtis Lumber opened its Sidney, N.Y., location in July 2020, the store was embraced by the local community. “From the minute we announced we were coming to this town, chamber members and town officials got behind it and asked how they could help and support us,’” says Manager Bill Cairns. The store joins the Curtis Lumber family, one of 23 stores throughout New York and Vermont. Elmer Curtis founded Curtis Lumber Company in 1890, and the business is currently owned by Jay Curtis, Elmer’s great-grandson. Before it opened, Cairns says the Sidney store underwent a major transformation, with design and layout assistance from Orgill. The former lumberyard was taken down to the studs and rebuilt from the ground up with all-new plumbing, electrical, heating, ceiling and flooring. All shelving was set tall to enhance the amount of product located at eye level.
40 ■ THe HARDWARe Connection ■ July/Aug 2021
Curtis Lumber’s Sidney, N.Y., location reopened in July 2020 after undergoing a major transformation.
They replaced well-worn tongue and groove cedar siding on the storefront with a Versetta Stone facade that welcomes customers and showcases an example of the Versetta products the store sells. The new aisle and department signs on the nearly 10,000-square-foot sales floor have a sleek, modern look and create a cohesive look for the Curtis Lumber brand. “We hear on a daily basis from customers how amazed they are at the difference,” Cairns says. “If you would have seen what this place looked like when we bought it versus what it looks like today, that in itself is a success story.” Along with its appearance, the store’s performance has improved, with profit margins up 3 to 5 percent and overall customer count up 10 percent month over month. Store sales are 33 percent more than what the company forecasted for the first year. www.TheHardwareConnection.com
Left: Bill Cairns, manager of Curtis Lumber’s Sidney, N.Y., store, has been a visible presence in the community, delivering donated materials to local groups. Above: The sales counter and checkout are purposely placed so employees can easily greet customers as they come into the store.
“The store has exceeded projections every month, and sales have grown as the community has learned about the new Sidney store,” Cairns says. “Profitability throughout COVID-19 has been strong everywhere, and this store has been no exception.” All Curtis Lumber locations focus on selling the whole project, including decks, kitchens and flooring, and the Sidney location also has everything customers need to see a project through from beginning to end. The Sidney store has already seen success in paint, electrical, plumbing, seasonal and power tools, and plans to continually remerchandise to bring in new products. Strong niches include ceiling fans specialty lighting and cleaning supplies. “We’re a year in and it’s still rare for a day to go by without someone saying what a nice-looking store we have,” Cairns points out. www.TheHardwareConnection.com
All Curtis Lumber employees, including the eight employees at the Sidney store, go through a full week of training before starting their roles, and are also assigned a mentor. “The mentors help new employees learn about our culture and systems over their first 90 days,” Cairns says. “This helps set them up for success as a member of the Curtis Lumber family.” The Sidney staff was hired in February and since COVID delayed the opening by a few months, they ended up working in other Curtis locations to gain experience, according to Cairns. In its first year of business, the Sidney store even took part in a customer-favorite companywide event, Petapalooza, hosted at several Curtis Lumber locations. It brings together local animal shelters and rescue groups for a pet adoption day and shares photos from the event on social media. THe HARDWARe Connection ■ July/Aug 2021 ■ 41
FeAtUre
The event is just one example of how the Sidney store is already making a positive impact in the community. Store employees bought cat food and cleaning supplies out of their own pockets and donated the goods to the Delaware Valley Humane Society after the shelter took in 91 cats from one household. “Right from the get-go, I could see the community pride shown in this area and the way residents come together and get behind each other,” Cairns says. “We’re proud to be a small part of it.” He adds, “We would hear comments that ‘this is where I’ll shop from now on because you’re all wearing masks.’ People will remember how you make them feel.” Innovative retailing concepts are focused on technology. Customers can take a virtual tour of the showroom online via the Curtis Lumber website. Curtis Lumber utilizes AI (artificial intelligence) technology to sort and respond to web leads to get a customer’s information faster while they wait for a response from a Curtis Lumber salesperson.
Upper: Curtis Lumber held a grand opening for its new store in East Greenbush, N.Y., on June 25. Lower: Curtis Lumber’s new store in East Greenbush, N.Y., features a 25,500-squarefoot sales floor that is 7,500 square feet larger than the store it replaced.
the store it replaces. The old store was repurposed to serve as a warehouse. The East Greenbush store now features a much larger showroom that can display expanded assortments of lighting, windows and kitchen products. more store oPenings In January 2020, Curtis Lumber On June 25, Curtis Lumber held a opened a new, remodeled store in grand opening for a new, larger store Richmondville, N.Y., a business that in East Greenbush, N.Y. The rebuild features a 25,500-square-foot store on had been acquired as the same time as 12 acres—7,500 square feet larger than the Sidney store in August 2019. ■ 42 ■ THe HARDWARe Connection ■ July/Aug 2021
www.TheHardwareConnection.com
The Hardware Conference is set for August 13-15 at the JW Marriott right on the water in Marco Island, Fla.
HARDWARE CONFERENCE
Independent Channel to
REUNITE The Hardware Conference at
A
fter dealing with the constant stress of operating during the pandemic, most hardware retailers are exhausted and ready for some serious relaxation. Why not kick back on a sandy beach while learning new ways to improve your business? It’s not too late to make plans to attend the 2021 Hardware Conference, set for August 13-15 at the JW Marriott Marco Island Beach Resort in Marco Island, Fla. The event is designed to be affordable and family-friendly. The Hardware Conference began in 1988 with a small group of retailers who wanted to get together once a year with key manufacturers. The event, preparing for its 33rd edition, is the industry’s www.TheHardwareConnection.com
It’s hard to beat a Marco Island sunset.
Craig and Shanti Cope are the directors of The Hardware Conference. THE HARDWARE Connection ■ July/Aug 2021 ■ 43
The 2020 and 2021 Beacon Award winners will be honored during an awards banquet on Friday evening.
Retail attendees have a chance for one-onone dialogue with vendors.
largest event bringing together independent retailers regardless of wholesaler affiliation. The Hardware Conference offers the perfect opportunity to find ways to improve your business while having fun and relaxation at a world-class resort right on the Gulf of Mexico, with miles of sandy white beaches. Join colleagues and new friends for this three-day learning and networking event. Upgraded in 2017 to JW Marriott status, the resort offers an oasis of luxurious comfort with activities designed for the whole family. The JW Marriott has adopted a COVID-based safety initiative, “Connect with Confidence,” to ensure the safety of Conference attendees. “We are actively monitoring the COVID-19 virus outbreak for this year’s Hardware Conference based upon the CDC guidelines for mass gatherings. The safety of our guests, employees and hotel staff is our number one priority,” said Craig Cope, who directs the Conference with his wife, Shanti. Interact with key vendors on how to increase sales in your store during open exhibit hours, then pick up new ideas for 44 ■ THE HARDWARE Connection ■ July/Aug 2021
your store while interacting with fellow retailers at three cocktail receptions, two breakfasts and two dinner banquets. The Conference schedule leaves you and your family plenty of time to enjoy three swimming pools, a wide variety of water activities, spa services at the Spa by JW® or a relaxing walk along the white sand beach. Saturday afternoon is set aside with a golf outing, beach activities, a shelling excursion and Everglades airboat excursion. The industry’s premier event for the independent retail hardware channel offers an awards program that was launched in 2013 to recognize the “best of the best” retailers. The Beacon Awards are co-sponsored by The Hardware Conference and The Hardware Connection. Epicor, Ettore Products, Do it Best Corp. and Orgill provide additional sponsorship support for the program. Since The Hardware Conference was forced to cancel last year due to the pandemic, the 2020 Beacon Award winners will be recognized during Friday evening’s banquet, along with the 2021 Beacon Award honorees. Retail Beacon www.TheHardwareConnection.com
Meals are a great time to network and relax with other retailers.
HARDWARE CONFERENCE
training session focusing on the following key topics: • Inventory Best Practices • Mobile Tools to Better Serve Your Customers • What’s New with Epicor for Retail • Advanced Reporting and Analytics The second seminar, sponsored Award winners for each sponsoring by ECi Software Solutions, begins wholesaler will be honored, plus eight at 10:00 a.m. EST and features Gary retailers will be recognized for their community service initiatives during the Pittsford, president and CEO of Castle pandemic and two retailers will be hon- Wealth Advisors, as he discusses “Exit Planning for Store Owners.” Gary will ored for Best New Store. cover the following topics: All Beacon winners will receive all• Getting ready for a sale expense paid trips for two to the 2021 • Family-owned businesses succession Hardware Conference including conplanning ference registration, airfare, hotel and • Monetizing and valuing your meals. They will also receive a special business Beacon Award trophy and be featured in • Ensuring financial security an article in The Hardware Connection. Virtual attendees will hear and see Leading vendors participate in everything taking place in the training. the Conference with tabletop booths And like in-person attendees, virtual showcasing their latest product introattendees can ask questions of the ductions. Dealers can engage in informal conversations with manufacturers trainer by raising their “virtual hand” and submitting their questions. The without the pressure of buying, both during exhibit hours and at meal func- Epicor Technology Forum is scheduled to conclude at 2:30 p.m. Since this is tions and receptions. the first year of offering both in-person and virtual options, one-on-one meetVIRTUAL OPTION ADDED ings following the forum are reserved This year’s Conference will also offer for those in attendance. a virtual option. The virtual platform Registration for the virtual will feature two seminars occurring on option is now available at https:// Thursday, August 12. The first seminar hardwareconference.526event.com and begins at 9:00 a.m. EST with Epicor’s is free. In addition to simulcasting both Wade Narita, who will host a full-day www.TheHardwareConnection.com
THE HARDWARE Connection ■ July/Aug 2021 ■ 45
HARDWARE CONFERENCE Beacon Award honorees get a chance to share what the award means to them.
Sponsors:
The “Best of the Best” retailers in the industry are recognized during Friday’s Beacon Awards banquet.
the Epicor Technology Forum and ECisponsored seminar, both sessions will be recorded and available for viewing for one full year. All in-person attendees are automatically registered for the virtual Conference and given a login/password to the virtual platform for viewing at their convenience.
SIGN UP TODAY There are still some rooms left in the room block, but that block is scheduled to close on Monday, July 26. The Hardware Conference hotel rate is only $183, a huge discount from the current market price of $680 and up found on JW Marriott’s reservation site. 46 ■ THE HARDWARE Connection ■ July/Aug 2021
Co-Sponsors:
Hardware Conference attendees can book their hotel room by either calling 239-394-2511 or going online at https://book.passkey.com/e/50162900. The Hardware Conference registration fee for inperson attendees is $109 per person and includes three cocktail receptions, two breakfasts, two dinners and Saturday’s half-day activity. There is no better value in the independent hardware channel than attending The Hardware Conference. For more information, go to www.thehardwareconference.com or contact Craig or Shanti Cope at 305-853-0049. ■ www.TheHardwareConnection.com
2021 HARDWARE CONFERENCE SCHEDULE Wednesday, August 11 2:00 p.m. - 4:00 p.m. Technology Forum, Vendor and Dealer Registration, Banyan North Foyer Thursday, August 12 8:00 a.m. - 9:00 a.m. Epicor Breakfast, Calusa Terrace 8:00 a.m. - 12:00 p.m. Technology Forum, Vendor and Dealer Registration 9:00 a.m. – 5:00 p.m. Epicor Technology Forum 10 a.m. – 2:00 p.m. “Start Your Exit Plan—Now,” presented by Gary Pittsford, sponsored by ECi Software Solutions 11:00 a.m. - 3:30 p.m. Vendor Only Meeting, sponsored by The Hardware Connection 6:30 p.m. - 8:30 p.m. All-Industry Cocktail Reception, sponsored by ECi Software Solutions and Epicor Friday, August 13 8:00 a.m. - 4:00 p.m. 8:00 a.m. - 4:00 p.m. 10:30 a.m. - 2:00 p.m. 10:30 a.m. - 2:00 p.m. 2:30 p.m. - 3:30 p.m. 6:00 p.m. - 7:15 p.m. 6:15 p.m. – 10:30 p.m. 7:15 p.m. - 9:30 p.m.
Vendor Set Up Dealer and Vendor Registration Do it Best Corp. Meeting & Luncheon—Dealers only. Orgill Meeting & Luncheon—Dealers only. Beacon Award Winner Private Reception Cocktail Reception, sponsored by Hyde Tools “Kids Night Out,” (Ages 5-12) sponsored by Nicklaus Children’s Hospital Foundation Beacon Awards Banquet Dinner, sponsored by The Hardware Connection. At conclusion of dinner, hospitality suite is open, PH 1106, Islands Tower.
Marquee Sponsors: The Hardware Conference would like to thank and recognize its Marquee Sponsors for their support over the years. The following companies are Marquee Sponsors of this year’s event:
Additional Sponsors Include:
Saturday, August 14 7:00 a.m. - 8:00 a.m. Breakfast, Sunset Terrace 8:15 a.m. - 10:00 a.m. Exhibit Areas Open, sponsored by Sunnyside 10:15 a.m. - 11:30 a.m. Beacon Award winner panel discussion 12:00 p.m. - 5:45 p.m. Golf Outing at The Rookery Golf Course 12:30 p.m. - 4:30 p.m. Day at the Beach, sponsored by The Hillman Group, JW Marriott Beach 12:00 p.m. - 5:00 p.m. Everglades Airboat Excursion 1:00 p.m. - 5:00 p.m. Hospitality Suite is open, sponsored by Duracell 1:30 p.m. – 3:30 p.m. Shelling Excursion, JW Marriott Beach 6:15 p.m. - 7:15 p.m. Cocktail Reception, sponsored by WD-40 7:15 p.m. – 9:00 p.m. Key West Buffet Dinner Party and Auction. At conclusion of dinner, Hospitality Suite is open, PH 1106, Islands Tower. Sunday, August 15 7:00 a.m. - 8:00 a.m. Breakfast, Sunset Terrace 8:15 a.m. - 10:00 a.m. Exhibit Areas Open, sponsored by Sunnyside 10:15 a.m. - 11:30 a.m. Open Dialogue session, sponsored by Apex Tool Group 11:30 a.m. - 12:00 p.m. Closing Remarks of 2021 Hardware Conference
www.TheHardwareConnection.com
THE HARDWARE Connection ■ July/Aug 2021 ■ 47
CONFERENCE2021 AUGUST 13-15
REGISTER HERE TODAY!
“Where Relationships Are Formed”
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 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 2020 & 2021 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 THE HARDWARE CONFERENCE, VISIT WWW.THEHARDWARECONFERENCE.COM
categOrY rePOrt
PLUMBING TRENDS Sales of Toilet Repair (Independent Hardware Channel) 12 Months % Change vs. Year Ago Toilet Repair: Units . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3.2% Toilet Repair: Dollars. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7.4% Source: Epicor’s Industry Data Analytics
Unit Sales Breakdown for Toilet Repair Total of 930 Items with Sales Total Category Top 5 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20.1% Top 10 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30.1% Top 20 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44.1% Top 30 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 53.8% Source: Epicor’s Industry Data Analytics
Seasonality 120 of Sales of Toilet Repair (Index=100) 120 111 102 93 84 75
111
102 101
102
107 109 107 107 97
97
88
96 87
93 84Apr.
2020
102
May June July 2020 2020 2020
Aug. Sept. Oct. Nov. Dec. Jan. Feb. March 2020 2020 2020 2020 2020 2021 2021 2021
75 Industry Data Analytics Source: Epicor’s
Toilet Repair Share of Sales (Latest 12 Months) Tank Flapper/Tank Ball Repair Kit 0Fill Valve/Ballcock 5 Tank Flush Lever Toilet Wax/Install Ring Toilet Waxless/Install Ring Gaskets Flush Valve Flush Valve Kit/Dual Flush Kit
10
15
20
18.3% 20.3% 17.9% 16.9%
25
Source: Epicor’s Industry Data Analytics
14.4% 5.1% 4.1% 1.5% 1.5%
0
5
10
www.ThehardwareConnection.com
15
20
25
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 512278-5800 or email epicorindustryanalytics@epicor.com.
The hARDWARe Connection ■ July/Aug 2021 ■ 49
Plumbing dePartment merchandising : Upper Left: Belmont Hardware in Belmont, Calif. Middle Left: Jerry’s Home Improvement Center in Eugene, Ore. Lower Left: Sells Do it Best Hardware in Avilla, Ind. Upper Right: Del Rey Fine Plumbing & Hardware in Seaside, Calif. Middle Right: Miller’s Fine Hardware in Jupiter, Fla. Lower Right: Mount Airy Ace Hardware in Mount Airy, Md. 50 ■ The hARDWARe Connection ■ July/Aug 2021
www.ThehardwareConnection.com
Sponsors:
Co-Sponsors:
Honoring the Industry’s Best Retailers With the 2021 BEACON AWARDS Join us for this important recognition program that honors the best of the best dealers who represent the future of the industry.
The Hardware Conference will be held Aug. 13-15, 2021
For more information about The Beacon Awards are held annu- attending this event along with ally at The Hardware Conference in all other educational seminars, beautiful Marco Island, FL, and are open floor discussions and social activities at the 2021 co-sponsored by The Hardware Hardware Conference, visit Conference and The Hardware www.TheHardwareConference.com Connection magazine.
Learn more at www.TheHardwareConnection.com
PRODUCT SPOTLIGHT ZAPIT® GLUE • ZAPIT® is the light curing glue that bonds virtually anything. The key is the unique dual-cure system that allows the adhesive to cure with or without the light, giving you flexibility in completing your project. • This system also ensures that the adhered surface is cured throughout the bond and not just where the bond is visible. • The bond line is dry to the touch so no dust will stick to the cured surface. • Odorless, gap filling, paintable, sandable and strong– the perfect glue for every situation.
TANK BOND™ LIQUID GRIP • Tank Bond™ Liquid Grip prevents stripped screws. Some screws just do not want to install or be removed. When your bit first slips, it’s common to respond by adding more force—but this only increases the potential for the screw to strip. • Adding a drop of Liquid Grip to the screw head provides up to seven times more grip, giving it the extra bit of surface traction needed to easily install or remove, while preventing unnecessary wear and tear on tools. 52 ■ THE HARDWARE Connection ■ July/Aug 2021
The Original Super Glue Corporation 909-987-0550 www.supergluecorp.com
• The Liquid Grip formula works on all fastener types and sizes, and cleans up easily. • The product is ideal for heavily used screws on items such as door hardware, kitchen drawers, recreational equipment and power tools. DAP 410-675-2100 www.dap.com www.TheHardwareConnection.com
STIHL HTA 135 POLE PRUNER • An advanced battery-powered, telescopic pole pruner that extends up to 13 feet, with commercial-grade power and durability. • Featuring the same durable and field-proven metal gearbox found on the gas-powered HT 131, the HTA 135 delivers the cutting performance professional customers have come to expect from STIHL. • The STIHL HTA 135 Pole Pruner combines commercial-grade power and durability comparable to gas, with quiet performance and zero exhaust emissions. • With the ability to adjust speed depending on the job, the variable
speed trigger featured on all 135 platform tools gives users great control over their work. STIHL 800-467-8445 | www.stihlusa.com
COLOR PLASTIC HEAD KEYS • Color plastic head keys are a great way to distinguish similar keys. • These keys are available in the most popular keyways, such as SC1, KW1, KW10, WR5, WK2, AR1, DE6, M1, and Y1. • Order individual colors or assortments. Kaba Ilco 800-334-1381 www.ilco.us www.TheHardwareConnection.com
THE HARDWARE Connection ■ July/Aug 2021 ■ 53
AN INSIDE LOOK
CAR SHOWS T he Hardware Connection provides a pictorial look at car shows that have been held by home improvement retailers. Send pictures to chris@thehardwareconnection.com.
Hagan Ace Hardware in Orange Park, Fla.
Crown Ace Hardware in Huntington Beach, Calif. Clarke’s Hardware in New London, N.H.
Country Store and Farm in Vashon, Wash.
Curtis Lumber in Ballston Spa, N.Y.
Hemley Hardware in Thompson, Ohio.
54 ■ THE HARDWARE Connection ■ July/Aug 2021
www.TheHardwareConnection.com
Madden’s Ace Hardware in Swannanoa, N.C.
Keim in Charm, Ohio. Marine Supply and Hardware in Anacortes, Wash.
Rapid City Hardware in Rapid City, S.D. New Palestine Hardware in New Palestine, Ind. Lansdale Cruise Night at Wilson’s Hardware in Lansdale, Pa. T&M Hardware and Rental in Ellwood City, Pa.
Waters Hardware in Emporia, Kan.
www.TheHardwareConnection.com
THE HARDWARE Connection ■ July/Aug 2021 ■ 55
Recent Features From The Hardware Connection May-June 2021: Retailers Share Their Best and Worst Business Decisions—Independent hardware and home improvement retailers share the best and worst business decisions they have made and what they have learned from those decisions. April 2021: The Next Big Thing in Home Improvement Retailing—We first introduced our readers to Adam Taylor of Trust Hardware in our May/June 2017 issue, outlining how he was testing how to keep a hardware store open 24 hours a day, 7 days a week. Four years later, he just opened his third 24/7 store and has plans for a fourth. With proof of concept now complete, see how Taylor’s innovative idea has a chance to transform home improvement retailing. March 2021: Cause Marketing: Community Support That Connects with Customers—Discover how 7-store Carr Hardware has found the right balance between being a good community citizen and reinforcing that connection with customers. The company’s cause marketing and community involvement helped it be named the National Independent Small Business of the Year in 2017. February 2021: How to Snag the Best Employees--Discover tips from other hardware retailers on the most effective methods for attracting and hiring new employees, as well as retailer feedback on the impact of proposed minimum wage changes. December 2020: Breathing New Life Into a Tired Store— Stace Heston took a big leap of faith when he bought an iconic store that had fallen on hard times and closed. See how he has breathed new life into Miller’s Do it Best Hardware in Spokane, Wash. November 2020: Unleashing the Power of Digital Marketing—Discover how two retailers, Town Hardware & General Store in N.C., and Nabors Do it Best Home Center in Miss., are taking advantage of digital marketing tools to help them attract new customers and grow their businesses.
Click here to see our archive of past issues.
IN THE NEWS NEW STORES: • Shawn and Ashley Janson have acquired Century Club retailer Hartmann’s Hardware Hank in Pierz, Minn., from Lloyd and Donna Boeder. • McCoy’s Building Supply has opened a new store in Liberty Hill, Texas. • Jim and Lisa Hudson have acquired Johnson’s Hardware Hank in Zimmerman, Minn., from Kevin and Maggie Johnson. • Pete and Sherrill Sciortino have opened Franklinville True Value Hardware in Franklinville, N.Y. • Ware-Butler Building Supply and its parent company Pleasant River Lumber have acquired Jordan Lumber Co. in Kingfield, Maine; Puiia Lumber Co. in Mexico, Maine; and Phinney Lumber in Gorham, Maine. • US LBM has acquired J.P. Hart Lumber Co., with 8 Texas locations. • Cotton’s Ace Hardware is opening a 2nd location in Eureka, Mo. • Rocky’s Ace Hardware opened a new store in Medway, Mass. • Philip Salemi is opening a new Ace Hardware store in Victoria, Texas. • Jason and Sara Carpenter are opening their third Steve’s Ace in Peosta, Iowa. • Mike Hubert has purchased the former Wheeler True Value in www.TheHardwareConnection.com
•
• •
• •
•
Warrenton, Ga., and is reopening as Grovetown Ace Hardware. Hamshaw Lumber has acquired Leader Home Centers, with 5 locations in Vermont and Massachusetts. Tupelo Ace Hardware opened a 2nd location in Tupelo, Miss. Mead Lumber is acquiring Heartland Building Center, a Century Club retailer with 3 locations in Kansas. Everyday Hometown has opened in a former Shopko in Waupaca, Wis. Connolly’s Do it Best Hardware & Rental celebrated the grand reopening of its 5th store in Fort Wayne, Ind. Spahn & Rose Lumber Co. has entered into an agreement to purchase Metro Building Products, based in Marietta, Ga.
KUDOS TO: • Stetson Brothers Ace Hardware in North East, Pa., is marking its 75th anniversary. • Matt Noonan III, owner of Noonan True Value Hardware in Springfield, Ill., was inducted into the Sacred Heart-Griffin High School Hall of Fame. A U.S. Army veteran of the Vietnam War, Noonan trained to become an army aviator for the medical service corps, requiring him to fly his medical evacuation THE HARDWARE Connection ■ July/Aug 2021 ■ 57
helicopter into hostile territory to gather wounded soldiers and transport them to military hospitals. Matt Noonan III He evacuated some 2,000 soldiers to medical care. • Mark Driscoll, owner of Sugar Grove Ace and Pet Supply in Sugar Grove, Ill., has been elected to the board of directors for Ace Hardware Corp. • Three Crown Ace Hardware stores raised over $10,000 during April’s Autism Awareness Month for Autism by the Sea, a resource for families with children on the autism spectrum.
PEOPLE ON THE MOVE: • Wendy Stine has been promoted to president of Stine, LLC. • Jeff Schryver has been named CFO of Friedman’s. • Charlie Lawrence has been hired as chief operations officer at ShopVac USA. • Do it Best Corp. has hired Steve Saalfrank as associate merchandise manager for safety and general merchandise and promoted Tyler Mosher to associate merchandise for housewares, cleaning & storage; Kari Ann Ezzell to associate merchandise manager for millwork, cabinets & major appliances; and John Brinker to associate lumber trader. 58 ■ THE HARDWARE Connection ■ July/Aug 2021
WHOLESALERS IN THE NEWS: • Emery Jensen Distribution announced that its national trade show, Emery Jensen Edge, will be a live, in-person event in Orlando, Fla., September 24-25.
IN MEMORY: • Emma Lou Delaune, owner of Delaune’s Do it Center in St. Amant and Prairieville, La., passed away July 4 at the age of 74. Emma Lou • Patrick Hackett, fourthDelaune generation owner of Patrick E. Hackett Hardware Company in Ogdensburg, N.Y., passed away March 26 at the age of 90. • Lester Jantz, co-owner of Jantz Lumber Co. in McPherson, Kan., passed away May 1 at the age of 92. • Harry “Wally” Bennett II, owner of Bennett’s Do it Center in Louisville, Miss., passed away June 19 at the age 63. • Robert “Buck” Wally Dickinson, co-founder Bennett II of Dickinson Brothers Lumber Co., in Spotsylvania, Va., passed away April 30 at the age of 95. • Ed Shannon Jr., former owner of Shannon Lumber Co. in Chicago, died April 25 at the age of 86. • Bob Gove, former owner of Gove Lumber Co. in Beverly, Mass., passed away April 27 at the age of 90. www.TheHardwareConnection.com
UPCOMING EVENTS JULY United Hardware Fall and Winter Virtual Buying Market July 19-25
AUGUST
Hardware Forum Italy September 22-23, Fieramilanocity, Milan, Italy Home Hardware Virtual Fall Market September 27-October 4
True Value Fall Reunion September 30-October 2, McCormick Blish-Mize Fall Buying Market August 26-28, Overland Park Convention Place, Chicago Center, Overland Park, Kan. House-Hasson Hardware Summer Dealer Market August 13-14, Sevierville Events Center, Sevierville, Tenn. Orgill Online Buying Event August 16-27
OCTOBER
China International Hardware Show October 8-10, Shanghai, China GIE + EXPO October 20-22, Kentucky Exposition Center, Louisville, Ky.
National Hardware Show The Hardware Conference August 13-15, JW Marriott, Marco Island, October 21-23, Las Vegas Convention Center, Las Vegas, Nev Fla. www.thehardwareconference.com Shanghai International Hardware Wallace Hardware Co. Fall Dealer Show Market October 20-22, National Exhibition & August 11-13, LeConte Center, Pigeon Convention Center, Shanghai, China Forge, Tenn.
SEPTEMBER
NOVEMBER
Ace Hardware Fall Convention September 21-23, Orange County Convention Center, Orlando, Fla.
Distribution America and PRO Group Executive Planning Conference November 16-18, Sawgrass Marriott Golf Resort, Ponte Vedra, Fla.
Do it Best Corp. Fall Market September 27-30, Indiana Convention Center, Indianapolis Emery Jensen Edge September 24-25, Orange County Convention Center, Orlando, Fla.
Epicor Insights LBM User Conference November 15-17, San Antonio NAWLA Traders Market November 10-12, Kentucky International Convention Center, Louisville, Ky.
For a complete listing of calendar dates, click here. www.TheHardwareConnection.com
THE HARDWARE Connection ■ July/Aug 2021 ■ 59
RetAil ideAS
dAZey’S Supply HAS uneARtHed SecRetS to gRowtH Humboldt County, California, has long had a maverick spirit and countercultural vibe, both of which Steve Dazey personified when he founded Dazey’s Supply there in 1974. He started the company by selling glass, windows and lumber he would haul in his pickup truck from the Bay Area. As time went on, customers would ask him to bring in other items to sell, ranging from fireplaces to chicken manure. He continued to listen and tune in to the suggestions the community was asking for, and Dazey’s Supply quickly grew to be the regional cornerstone that it is today. Employee-owned since 2016, the retailer offers hardware, lumber and building materials across five locations in northern California and southern Oregon. A particular area of growth for Dazey’s has been catering to the region’s budding cannabis gardening and farming communities. Dazey’s expansive product selection and extensive staff expertise has made it a trusted resource for these customers, but President and CEO Darren Tomasini is quick to point out that Dazey’s success as a retail business extends far beyond a niche catering to farms of all sizes that grow cannabis and hemp. 60 ■ THe HARDWARe Connection ■ July/Aug 2021
Dazey’s Supply has been on a major growth curve since becoming an employee-owned company in 2016.
Dazey’s Supply in Redway, Calif., promotes the fact the business is owned by employees.
“We consider ourselves a building center first. We understand that market,” he says. “We bought a store in Oregon and it’s exploding. We look to buy stores where the people are tired.” The store Tomasini referenced, Hubbard’s Hardware in Medford, was feeling its years when Dazey’s bought the 134-year-old business in January 2018. “That store was doing about $6 million every year. We’ll do $32 million there this year,” he says. Dazey’s team members pride themselves on building on Steve’s entrepreneurial vision by creating a truly unique atmosphere and experience reflective of each community they serve. Transitioning to an employee-owned structure has definitely improved morale and created a team of focused and dedicated employees, Tomasini says. “We’re on a major growth curve. We’re opening out sixth store in October www.TheHardwareConnection.com
and when we get to 10 stores we will have to decide if we want to stay there or get to 150 stores,” he says. “Some of our employees will become millionaires, because our profits go back to the employees and not to the government.” Tomasini proudly notes Dazey’s average sale per employee will push $1 million this year. “We’ve got to crush Depot with those metrics,” he says. In fact, Home Depot reported sales per employee of $340,029 for the first quarter of 2021, with Lowe’s reporting $294,825 in sales per employee for the same period. “We’ll have a customer come in and order 40,000 sticks of 1” PVC—that’s a $500,000 order. But you’ve got to be able RAKS Building Supply has found a unique way to promote the business by branding the to supply them with what they need, store name on a hot air balloon that is piloted when they need it,” Tomasini says. “Do by Frankie Martinez, truss yard manager. it Best is amazed at the numbers we do, but they help keep us supplied.” and can soar to thousands of feet above the ground. The balloon serves as a big, beautiful billboard in the sky, prominentRAKS Building Supply SoARS ly positioning the RAKS name and logo to new HeigHtS above the communities it serves. Martinez’s big idea didn’t come comSince its founding in 1986, pletely out of thin air. Albuquerque has long Albuquerque-based RAKS Building had a reputation as the hot air balloon capiSupply has grown into a big success story, with five locations and a truss plant tal of the world, thanks to the International throughout the region. So, when he was Balloon Fiesta that draws more than 600 pilots and 800,000-plus enthusiasts from brainstorming unique ways to promote the business, Truss Yard Manager Frankie around the world each October. Martinez grew up near the festival’s staging grounds, Martinez was thinking big—really big. so he was inspired by and involved with the In May, Martinez piloted the maidballoons from an early age. en voyage of a beautiful new RAKS“I always dreamed about getting my branded hot air balloon that stands more than eight stories tall when fully inflated pilot’s license,” he says. www.TheHardwareConnection.com
THe HARDWARe Connection ■ July/Aug 2021 ■ 61
RetAil ideAS Piloting a hot air balloon is regulated by the Federal Aviation Administration. You have to do ground school, then take a written exam. That gets you a private pilot’s license to do it for fun. The next level requires more training and another written exam to get a commercial pilot’s license, which allows you to charge for balloon rides and corporate work and also work as an instructor. Martinez got his student pilot’s license in 2015, his private license in 2017 and his full commercial license in June. When he brought the idea of a RAKS balloon to company President Richie Tabet and Vice President Kenny Trujillo— his uncles—they loved it. After a two-year production process—in addition to the RAKS logo, the design cleverly includes a saw blade—the balloon was completed and ready for takeoff this spring. The envelope cost about $40,000— Martinez already had the basket, tanks and other necessary equipment. Everything is stored at an 1,800-squarefoot shop at his house. RAKS plans to use the balloon for more than just high-visibility advertising. Martinez says they plan to offer rides to valued customers and employees, providing unique and memorable experiences that are sure to increase loyalty and retention. “It’s neat to take employees and customers up. If a customer has just built a 62 ■ THe HARDWARe Connection ■ July/Aug 2021
house, you can fly over and give them a bird’s eye view of their house,” he says. “It’s an eight-story building that you can put up anywhere. People definitely recognize it and we’re in the right area, because there are 70 balloons flying most weekends.”
JAcK’S countRy StoRe iS digging tHiS nicHe Retailers are always looking to add a unique niche to their merchandise mix to better meet the needs of local customers. Tom Downer of Jack’s Country Store in Ocean Park, Wash., took matters into his own hands. Downer designed and developed his own line of clam-digging equipment specifically for the Pacific razor clam, a meaty shellfish with a habitat ranging from California to Alaska. Several years ago, Downer saw the need for quality equipment made to handle the rigors of clam digging on the Pacific Northwest beaches, as well as the opportunity to provide them to the many clam-digging locals and tourists heading to the area each season. After extensive trial and testing, Downer launched his line—which features PVC, aluminum and stainless steel clam guns, as well as clam shovels and nets—and they’ve been a steady and growing seller at his store ever since. They have gained a reputation as sturdy, reliable and high-quality www.TheHardwareConnection.com
equipment among customers, valued for their superior materials and construction. Downer’s success with RazorClams.com is an example of an entrepreneur not having to dig too deep when searching for unique products and categories to offer his customers. As Downer explains, “Obtaining inventory became more difficult in the 1980s. We were unable to satisfy demand with what was available. Our first effort to augment what we could purchase was the in-house production of a plastic clam gun made from common plumbing parts that we carried.” He adds, “We had also been purchasing aluminum clam guns that were built for us by a man in California. He passed away, leaving us without a source of a popular model. My brotherin-law decided to tackle the project and was able to duplicate the process and built them for a few years.” In 2002, they went all in. “We purchased custom tooling to manufacture clam shovels with steel or stainless-steel blades, clam guns made from aluminum or stainless steel and an injection mold for one-piece plastic clam gun caps. We also constructed a 1,500-squarefoot warehouse to accommodate the inventory,” Downer says, adding that manufacturing for these items is done in Taiwan, and they brought in a 40-foot container as their initial order. Harvest opportunities are sporadic due to fluctuations in populations and www.TheHardwareConnection.com
Tom Downey of Jack’s Country Store in Ocean Park, Wash., has had success designing, developing and selling his own line of clamdigging equipment.
the unpredictable arrival of marine toxins. “We’ve had as many as 100 days of digging in a calendar year and we’ve had closures that lasted a full two years,” according to Downey, who says that makes it a risky venture for a manufacturer. “We’ve had a single day of clam digging in the past 15 months because of the presence of a marine toxin.” They registered the URL www. razorclams.com ahead of manufacturing the products that bear the brand and later trademarked the name. Downey sells to about a dozen dealers directly and another 20-30 through a distributor. “Our store captures a very large market share of the retail market. We’re situated at the geographical center of a peninsula that’s about 1-1/2 miles wide and stretches 28 miles. The peninsula is the most popular clam digging beach in the state. Our nearest competitor is nine miles away,” he says. n THe HARDWARe Connection ■ July/Aug 2021 ■ 63
e h t d n i h e B Numbers 64% Percentage of DIYers who
report they have received the COVID-19 vaccine as of June 2021, with vaccinated DIYers more likely to shop online, according to The Farnsworth Group COVID DIY Home Improvement Impact Tracker.
30% Percentage of U.S. consum- 29% Percentage of DIYers who
ers who say they are either planning or actively working on a home improvement project, according to the J.D. Power 2021 U.S. Home Improvement Retailer Satisfaction Study.
13% Percentage
of home improvement retailer customers who purchased products via a retailer’s website, according to the J.D. Power 2021 U.S. Home Improvement Retailer Satisfaction Study.
66%
report COVID has impacted their DIY projects and they are doing more projects, compared to 12% who are doing less, according to The Farnsworth Group COVID DIY Home Improvement Impact Tracker.
12% Percentage of DIYers who are
planning to start a plumbing project in the next few weeks, along with 9% starting a smart home/home automation project and 8% starting a door project, according to The Farnsworth Group COVID DIY Home Improvement Impact Tracker.
Percentage of customers who say their home improvement retailer didn’t make them spend more than five minutes finding an item or aisle, according to the J.D. Power 2021 U.S. Home Improvement Retailer Satisfaction Study. 64 ■ The hARDWARe Connection ■ July/Aug 2021
www.ThehardwareConnection.com