and then they fall so far behind in their accounts payable that they can never dig out of the hole? These are all slow, painful business deaths that affect real people, hard-working people who just didn’t find the time to review their business plan.
Having a business plan does not ensure these things won’t happen, but if we are honest with ourselves when reviewing our business plan, it will certainly force us, at the very least, to acknowledge we may have a business issue that we need to address in a timely manner.
Or better yet, reviewing and modifying our business plan may give us the ability to take advantage of some great opportunities that we might not otherwise be able to do if we had not planned for them. As an independent business owner, I really don’t have any desire to be a part of someone else’s plan. That was the whole reason for going into business for myself in the first place.
We can make a business plan and we can spend every waking hour tweaking our business plan, just like some people watch their stock portfolio go up and down by the hour on the internet. That is not me. I like to keep our business plan as simple as possible using four components for each segment:
1. Past market conditions.
2. Current market conditions.
3. Growth opportunities.
4. Objectives.
Also, I like to have four business plans:
1. Current year’s plan. This is an overview of the current 12 months and focuses on inventory levels and turns, cash flow, expenses and overview of the financials. One thing I do quickly when reviewing our financials is look for shifts up or down by percentage in our expenses compared to the previous year. I also like to review current expenses as a percentage to gross sales and I typically don’t spend a lot of time reviewing expenses that are less than 1 percent of gross sales. Typically, expenses less than 1 percent of gross sales in a small business are not worth the time when there are bigger issues in the financials to look at that offer greater opportunities to make a meaningful adjustment.
2. Two-year plan. This is where I like to look at immediate business opportunities such as adding niches, remerchandising a department, looking at liquidating dead inventory and where to reinvest the money.
3. Five-year plan. I like to focus on where we would like to take our business. Is the marketplace still viable? Are there any major demographic shifts that we should take advantage of? I also like to look at longterm financial planning in this plan
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AWn elderly gentleman came in looking for a Shop-Vac cleaning attachment. The guy had already been to Home Depot and Menards looking for the Shop-Vac adapter for his faucet. Turns out, he didn’t need to buy a whole new adapter. I just told him how to flip around the one he already had to accom- modate the faucet. The guy then told me, “Obviously, you’re not the owner. You didn’t try to sell me anything.” It was funny to see his face when he heard that I was the owner.
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Hyytinen Hardware Hank Aitkin, Minn.
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hen we first opened this hardware store, we put in a full rental department. One day, I walked in the front door and could hear a customer all the way in the back complaining about a 100-foot sewer auger that we rented. I walked back to the area and stood by the man’s friend, who was standing about six feet behind the man doing all the talking. He was telling our rental manager how the auger “just broke” and that they weren’t doing anything wrong. About that time, the guy standing next to me turned to me—and you could tell he had been drink- ing—and said “You should have seen that auger snap out of that pipe when we hooked the truck to it!” His friend turned around and if looks could have killed, that guy would have been dead!
Cadiz Ace Hardware Cadiz, Ky.
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How’s Business?
MIDWEST
Sales and customer counts in 2018? We’ve been steady, about the same as last year. We haven’t had a whole lot of bad weather, so sales and customer counts have been flat.
Best niche categories? We have an electronics department and sell a lot of printer ink. We also install antennas and do other minor installations such as garage door openers. We do about one or two antenna installs a week. We tell customers about this service through newspaper advertising and signage in the store, along with word of mouth. Office supply has turned into a pretty good niche. We find out what ink people need, then stock that. It’s a real
convenience and people don’t care about price on ink.
Best strategies for growing sales?
We’re building a new store. We’re a downtown location and have been here for 32 years. We’ve partnered with a fairly new grocery store and bought some land next to it and will be connected to them. We hope to tap into their foot traffic. In June or July, we’ll be going from a 7,500-square-foot building to a 14,000-square-foot building.
New initiatives for 2018? Along with the new building, we’ll be adding lumber. We’re about 30 miles from any Lowe’s or Menards, so we’re in a good market to sell lumber. We’ve also put in rental.
Mark Swift
Brown’s True Value Hardware | Marengo, Iowa
NORTHEAST
Sales and customer counts in 2018? We’re a brand new
Brown’s True Value.
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store, so we don’t have any benchmarks yet. We just opened August 1. But so far, we’ve been ahead of our projections. There has been more growth and potential sales in the area than we thought.
Best niche categories? We have sold a lot of feed and developed a lot of connections to the 4-H and farmers around here. We’ve promoted our feed through Facebook and our website. We make sure to post sales or when we get a new item in the store.
Best strategies for growing sales? We want to attract more contractors and expand lumber selection. For contractors, we go above and beyond by offering a delivery service. We are always asking what products they need and filling those needs as soon as possible.
New initiatives for 2018? We just picked up LP gas to fill propane tanks, so
that should show some real growth this year. We’re also working with an outside vendor to sell metal roofing, and we’ve sold more than we ever thought. We’ll likely increase that as well.
Kevin Fluharty
Ace Hardware | Salem, W.Va.
SOUTH
Sales and customer counts in 2018? Sales are up about 15 percent over last year and customer count is down just slightly. Most of the increase is because of our new power equipment line. Our average ticket is up considerably. But being heavy in power equipment, our margin is slipping a little.
Best niche categories? Grills are a pretty big niche for us. We’re an oldtime hardware store and we’re big in lawn and garden, selling a lot plants and seeds. We rely on the Ace advertising and Facebook to spread the word about our niches. If we get a new item, we post it on Facebook along with any specials.
Best strategies for growing sales? Ace has several initiatives we’ll
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be doing this year. They have a Paint Party in March and a Grill Party in May. We also plan on doing several demos for grills. We are also looking to use Ace Rewards and their personalized advertising to target customers.
New initiatives for 2018? We’re actually going to be moving at some point. We’re looking to move into a better location that’s more accessible.
David Echols
Morgan Ace Hardware Woodstock, Ga.
SOUTHWEST
Sales and customer counts in 2018? Sales are great for this particular store, up about 10 percent, but customer counts are flat. We have five stores in this market. Employees have been upselling and making sure customers get everything they need to complete
How’s Business?
projects. The employees’ knowledge of products has really boosted sales.
Best niche categories? We do well with grills and outdoor furniture.
Best strategies for growing sales? We teach employees how to better help customers. Better knowledge equals more sales. We send employees to classes about plumbing and electrical
David Echols of Morgan Ace.
Ace Hardware Circle is one of five stores in Colorado Springs owned by Darek Barnes.
Ace Hardware Circle holds grills parties.
products. We also do online training and then managers sit down with employees
to be sure they understand what they learn. Supervisors quiz employees and there are secret shoppers to test employees’ knowledge.
New initiatives for 2018? We’re looking to do a little bit more with marketing. We’re going to do some grill parties in the parking lot and are planning to do a huge grill event with radio stations and scavenger hunts in the store.
Peter Federico
Ace Hardware Circle Colorado Springs, Colo.
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SUCCESS STORY
LOA BUILDERS SUPPLY
GREG PACE, OWNER OF LOA BUILDERS SUPPLY
RockSolid™ and RockSolid MAX™keep building materials supplier on a strong growth track
Loa, Utah, is not exactly one of the country’s great growth markets. It’s a small town in central Utah with a population of just over 500 and an economy driven largely by agriculture and the town’s location in the heart of some of the most spectacular natural resources in America. Just ask Greg Pace at Do it Best member Loa Builders Supply. Since taking over Loa Builders from his parents in 2014, Greg has embarked on an ambitious expansion track, opening a second store in Escalante some 80 miles to the south and adding both a rental center and door and window installation to the mix.
Managing expansion on multiple levels can be challenging for any business. The good news for Greg and his team is that thanks initially to RockSolid™, and more recently to RockSolid MAX™ building materials software, they have a technology platform to keep them healthy. It can also match them stride for stride as they grow.
ROCKSOLID SOFTWARE ALLOWS EXPANSION TO A SECOND STORE
It was Greg’s expansion plans, in part, that led him to make the switch to RockSolid™ POS software back in 2011. Up until then, he had been using the Eagle® system from Activant. But as he looked into upgrading that program in preparation for a second location, it became clear that just wasn’t an option.
“Staying with Activant to run two stores would have been too expensive—it was that simple,” Greg recalls. At the same time, he adds, he and his team had never
found the Activant system particularly easy to use and communications with Do it Best could have been a lot better.
Greg did his due diligence and after evaluating several possible options, he decided to make the move to RockSolid; price, he admits candidly, being the primary factor that clinched the deal.
Less than four months after making that call, Loa Builders went live on the RockSolid hardware software. “The switch to RockSolid went very smoothly,” he remembers. “The RockSolid support team took our data late one evening, uploaded it into the system through the course of the night and we were up and running early the next morning. We were literally using Eagle one day and RockSolid the next.”
CLOUD-BASED ROCKSOLID MAX SOFTWARE MAKES RUNNING TWO STORES AS EASY AS RUNNING ONE
And if Greg had any doubts about the wisdom of converting from Activant to RockSolid, those doubts disappeared very quickly. “With RockSolid, I was paying less for the hardware and software I needed to run two stores than I had been paying for one store with Activant,” he recalls. “That was a pretty strong reason to switch to RockSolid right there!”
Fast forward five years and it was time for another software switch at Loa Builders—this time to RockSolid MAX cloud-based POS software.
“Moving to a cloud-based system had a lot of appeal,”
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Greg explains. “We’re not big enough to have a dedicated systems administrator or anyone like that. I’m the IT guy and I’ve got a lot better and more productive ways to spend my time.”
Moving to the cloud meant Greg no longer had to worry about server maintenance and updates. He no longer had the hassle of making data backups and taking them off site every day. RockSolid MAX POS software also gave Greg and his team access to the system on a 24/7 basis from anywhere with an internet connection.
“With the way our two stores work together, a cloudbased system like RockSolid MAX is a huge asset for us,” Greg explains. “RockSolid MAX really does an awesome job of managing multiple locations!”
ROCKSOLID MAX MANAGES THE ENTIRE ORDER PROCESS
Greg also gives RockSolid MAX hardware software kudos for its ability to manage the entire order process from beginning to end.
“With RockSolid MAX, we can track the whole process from quotes to orders to sales to invoicing,” he
explains. “The flow and the way the process works is excellent!”
It doesn’t hurt that RockSolid MAX POS software is supported by a team of service oriented software experts who are just as committed to keeping Loa Builders running smoothly as Greg is.
After little more than a year of using RockSolid MAX building supply software, the program, says Greg, is living up to expectations and then some.
“There’s no question we have got a positive return on our investment in RockSolid MAX,” he says. “The way they’ve been adding upgrades and enhancements to the program since we switched has been another big plus,” he says. And would Greg recommend RockSolid MAX POS software to other stores like his? “Absolutely,” he says. “Without hesitation.
“For hardware, lumber and building materials retailers like us, particularly with multiple locations, I would very highly recommend RockSolid MAX. It’s doing a great job for us and we’re very happy with it!”
WEST
Sales and customer counts in 2018? It’s been consistent with the previous years; it’s flat right now. Perhaps we’re a little slow because of the weather.
Best niche categories? Lumber is big for us along with plumbing. Plumbing is our leading department; we carry just about everything in plumbing.
Best strategies for growing sales? We’re looking at getting out to the community and advertising a little more. We’re bringing in national brands to set our store apart from other stores. For advertising, we’re using local papers and targeting zip codes within a fivemile radius of the store. We’re also using social media such as Facebook. There are Facebook groups that cover our local area—we’ll make announcements on those pages when we have specials. In the store, we have a monitor that shows what’s new and what’s on sale.
How’s
Business?
New initiatives planned for 2018? We’re really looking at breadth and depth of product lines. If we’re currently only carrying one item, we may add higher or lower price points to give customers choices. For example, we currently carry Echo chainsaws, so I’m trying to get a different brand. We’re also looking to carry additional lumber such as cedar or bigger pieces. We’re always asking ourselves if we’re carrying all the items customers need. Are we deep enough? The store is about 6,000 square feet and we carry about 20,000 SKUs, so we will definitely increase the number of SKUs. I’m looking at cutting the bottomperforming 10 percent of SKUs and adding another 20 percent.
Mike Fong Divide Supply Ace Hardware Greenwood, Calif.
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TREND WATCH
By Craig Cope
Cracking Down on Cybersecurity
It seems like daily we are hearing reports of hackers stealing personal data online. Many consider 2017 as one of the worst in cybersecurity. It appeared no one was safe from hackers. Some of the most notable were HBO, Yahoo and Equifax.
Equifax was arguably the worst breach of all time, as it revealed more than 145 million individuals’ most sensitive data including Social Security numbers. Even the Pentagon, political parties and school districts were targets.
While 2017 was extremely bad for cybersecurity the same could be said in 2016 and each year prior. As we age, a common perception is time is speeding up. How many times have you looked at a photograph and thought “where did time go?” Well, the same is true for technology and cybersecurity. Our smartphones have more computing power and memory storage than most of our first computers.
Cybersecurity is complex, but business owners, employees and
consumers can take a simple step to help safeguard against hackers—having complex passwords. While this seems obvious to most, how many of us actually adhere to this practice?
Recently, I attended a trade show and while having a conversation with a friend, who will remain nameless, I noticed a Post-it® note on his laptop. So I said, “please tell me that is not your password for your laptop.” The answer was a predictable yes.
Imagine if that laptop had been stolen and what data it could reveal. Does it have sensitive information stored on it like tax returns or medical information? Or even worse, is it connected to his business or financial institutions? This simple cybersecurity lapse could cause issues for years to come for my friend.
Personally, I have always taken precautions to protect my passwords and attempted to make them complex to prevent any hack. Two years ago, I learned I was wrong. On my home computer I had a password-protected folder, which contained sensitive
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information. This is a great idea, until you forget the password to unlock the folder.
I knew the password was a combination of a couple different passwords that I frequently used. After a few hours trying different combinations with no luck, I began searching the internet for help.
This quest introduced me to the world of password-cracking software. After downloading the free software and entering all the different passwords I hit enter. Within a few seconds the software had listed all the mathematical combinations—a little over 2,000. The program then began quickly trying each of the combinations. In less than one minute the software had opened my password-protected folder and displayed the correct password.
After my initial relief that I was able to access the folder had passed, I started to think about my complex password. If free software was able to break my password in less than one minute, then how safe was it?
I reassured myself by thinking I had provided all the potential passwords and it only needed to test the different combinations. Without my assistance the software would be left guessing anything from my dog’s name to the name of the street I grew up on as a child. To most (including myself) this would seem virtually impossible. Sadly it is not.
One of the many tools passwordcracking software uses is the English dictionary. You may think that you are
“TOP PASSWORD-CRACKING SOFTWARE AND A NORMAL COMPUTER CAN RUN THROUGH THE ENTIRE ENGLISH DICTIONARY, VARIOUS CAPITALIZATION OPTIONS, PROPER NAMES AND SHORT PHRASES IN 20 MINUTES OR LESS.”
safe if you add an exclamation point to the end or randomly capitalize a letter. Top password-cracking software and a normal computer can run through the entire English dictionary, various capitalization options, proper names and short phrases in 20 minutes or less.
If that is not disturbing enough, while researching for this article I came across something even more disturbing. I found a website offering a download that contained the following: every wordlist, dictionary, password database leak, every word in Wikipedia in all languages and more than 65,000 books. All of this was available for nothing more than a request for a $5 donation.
So how does someone come up with a complex password that does not require a photographic memory to remember? One method is to use a base word and then substitute a few of the letters with special characters. Example: I grew up in St. Louis, Mo. Using St. Louis, Mo., as the base word I could easily change it to: $1_L0ui$_M0!
Another method that is similar to the base word method is to create a sentence and then select the first letter of each word mixed with a couple of special characters to create your password: Example: “My son loves to play in the dirt with his trucks.” The password now becomes: M$ltpitdwht!
These are two simple tricks you can use to create a safe and easy-toremember password. However, just like software can crack passwords there is software that creates and manages passwords for you. Password software creates, retrieves and stores extremely complex passwords for all your password-related activities
including websites, email accounts and financial institutions. The user then simply creates a “master password” that unlocks all the other passwords when needed.
There are pros and cons to each approach. However, one thing is certain: if you are using a simple password to protect your online security it is not a matter of if but when your security will be hacked. Do yourself a favor and create a password approach that best fits your needs and implement it immediately.
Craig Cope is the publisher of The Hardware Connection and co-director of The Hardware Conference with his wife, Shanti.
By Chris Jensen
10 Ways to Maximize Sales
Every retailer wants to grow sales, but unless you come up with a plan and take steps to enact the plan then you’re mainly engaged in wishful thinking.
What follows are 10 tried and true ways to increase sales and diversify your business. See which approaches are the right fit for your store and then come up with a detailed strategy for achieving your goal.
1. TARGET FEMALE CUSTOMERS
It has been reported that women make or influence 80 percent of hardware and home improvement purchasing decisions, so ignore that customer group at your peril.
Tignor’s Hometown Hardware in Wooster, Ohio, has been around since 2003, and the Do it Best store features a 5,000-square-foot sales floor with 5,000 square feet in the basement.
“About 35 to 45 percent of our customers are women, so that tells me we are
women-friendly,” says Lorrie Tignor, who co-owns the business with her son Matt and daughter Katie.
“We’ve got capable women working here, and our customers know that. I don’t have to know everything,” she adds. “We have 70- to 80-year-old widows, whose husbands took care of everything around the house, and they know they can get the help they need in this store.”
Product demonstrations are a good draw during Ladies Night events at K&B True Value in Annapolis, Md.
Retailers such as K&B True Value in Annapolis, Md.; Keim Lumber in Charm, Ohio; and Harleysville Ace Hardware in Harleysville, Pa., host Ladies Night events each year. Ladies Night events are a great way to introduce your store to new female shoppers, while developing greater loyalty from existing female customers.
Bridget Brennan, CEO of Female Factor and author of the book Why She Buys: The New Strategy for Reaching the World’s Most Powerful Consumers, has good insights into what motivates female shoppers.
“The number one rule in retail is: ‘Know thy customer,’ and at most times and in most places, that customer is female,” Brennan says. “I think the home improvement industry has an enormous opportunity with women, who are worth $70 billion to the industry. The bar for customer service is so low that those who provide it will find a very enthusiastic audience.”
To connect with female customers, Brennan suggests the following 10 tips: Emphasize service above all else. Promote projects, not components. Inspire her—Create a Pinterest page that shows pictures of finished DIY projects. Create a light, bright, clean environment—Put something familiar near the front of the store so she feels at home.
Demo products whenever possible— Confidence closes sales and women like to buy accessories.
Bill’s Ace Truckbox Center sells job-site and truck boxes, truck accessories, hitches, liquid transfer tanks and truck racks.
Hire more women—Do not just make them cashiers.
Advertise to women—Get away from product/price advertising.
Carry female-friendly products— Consider a niche in giftware and home decor.
Show that you appreciate her business.
The little things are the big things— Restrooms are a big deal and a great opportunity to cross-sell. Make aisles wide enough to accommodate strollers.
2. OFFER NICHE CATEGORIES
Without niche departments, hardware dealers are forced to rely on small-ticket sales when people need a few screws or to repair their toilet. Niche categories bring in customers, drive transaction size and can establish a store as a destination for products that cannot be found at other local stores.
Anzen Hardware & Supply in downtown Los Angeles has established a niche selling Japanese culinary and gardening items with a deep assortment of Japanese knives and wooden knife covers. Owner Nori Takatani is known as the go-to supplier for LA’s top chefs.
The Canadian Connection
Hyde Group evolves from a U.S. manufacturer to a North American Consumer Products Group.
Ten years after I.P. Hyde launched Hyde Manufacturing in 1875, two Hyde employees migrated to Canada to start their own company. That company was A. Richard – which, like Hyde, was destined to dominate a number of pro tool categories in its own country.
Fast forward to 2003, when Hyde purchased A. Richard and began a transition from U.S. manufacturer to North American Consumer Products Group. Today, HYDE® and RICHARD comprise the Hyde Group Construction Division, and deliver impressive North American market share in high-quality tools for drywall, paint, tile, masonry, wall repair, sanding, and other categories.
O CANADA
Category managers for RICHARD, in Canada, and HYDE®, in the U.S., share updates on product development via a conferencing system.
The group’s latest success story: a robust paint applicator program created and sold extensively in Canada. That program is now available to U.S. retailers and pro suppliers.
While Hyde supplies a number of international markets, Canada is essentially Hyde Group’s second home. “We have a long history there,” noted Hyde Group President Rob Scoble, “with a large manufacturing plant in Quebec province, an excellent reputation for supply chain management, and substantial retail placements based on RICHARD as Canada’s number one pro brand in its categories.
Hyde’s evolution into a North American supplier was both timely and fortuitous, Scoble notes. “In the last few years, a large number of our U.S. customers have expanded into Canada. Our supplier capacity is now at a premium for helping major customers grow that market.”
Perhaps most important is the rich contribution both Hyde Group companies make to category management.
“We have similar expertise, but we also each have specialties.” says Corey Talbot, Vice President of Sales and Product Development for the Construction Division. “Richard, for example, is very strong in high-end paint applicators, tile tools and sanding. Together we bring significant innovation to many categories.”
Hyde Group packaging has been North American-compliant for nearly a decade, he added, using a three-language format that meets U.S. and Canadian standards. “We’re a very experienced partner for companies doing business beyond the border.”
UNITED WE SELL
[right] Hyde Group showcases category innovation from “Two Quality Brands” at the National Hardware Show.
[top photo] Corey Talbot discusses the level of quality in the RICHARD paint applicator program.
HYDE GROUP Construction Division rolls out high-end paint applicator program to U.S. retailers and pro suppliers
FEATURE
Bill’s Ace Hardware operates a standalone store called Bill’s Ace Truckbox Center in Martinez, Calif., that sells jobsite and truck boxes, truck accessories, hitches, liquid transfer tanks and truck racks. “There is no one in the USA that has a bigger display, selection or stock levels,” says Owner Bill Wygal.
Brown’s Do it Center in Goodrich, Mich., features an archery shop with archery shooting range, plus fishing and hunting supplies, animal and horse feed, large equipment rental and 350unit Goodrich Storage Facility.
Dunsmuir True Value Hardware in Dunsmuir, Calif., which dates back to 1894, offers old prospecting supplies, model trains, music CDs, blue jeans, giftware, electronics, office supplies and fishing gear.
When your store becomes more of a one-stop shop, you give customers fewer reasons to visit other retailers.
3. GET INTO COMMERCIALINDUSTRIAL SALES
Gordon Do it Best Hardware in DeKalb, Ill., captures about 70 percent of its sales from commercial-industrial accounts. Those customers include contractors, small manufacturers and property managers. Owner Trixy O’Flaherty operates without outside salespeople.
“It’s pretty much just me reaching out to commercial-industrial customers one on one. I go on-site to visit C/I accounts occasionally,” she says. “There’s a small
Trixy O’Flaherty, owner of Gordon Do it Best Hardware in DeKalb, Ill., calls on commercial-industrial accounts herself.
enamel manufacturing plant that buys from us, so I’ve gotten to know what their needs are.”
Being in a college town there are a wide range of prospective customers from maintenance people to professors. “The business has changed over the years. What customers are buying has changed,” O’Flaherty says. “I can’t just rely on foot traffic for hardware items.”
Clark-Devon Hardware has been supplying commercial and industrial hardware on the north side of Chicago since 1924.
“MRO (Maintenance, repair and operations) is the name of the game for us. We’ve been doing MRO sales for three generations. We take care of property management firms and building maintenance people,” says President Ken Walchak. “We like to call ourselves ‘Janitors ‘R Us,’” he adds.
The secret to success in the commercial arena is having what customers need, when they need it, according to
FEATURE
Walchak. “If we’re going to sell them cases of product, then we can’t be out of it. It’s also about having the specific brand that each customer wants. We stock five different cleaner degreasers including one with our label on it,” he points out. “When you put in a new item you can’t just drop old items, because you still need parts for 25-yearold toilets.”
Competition has gotten fierce, as the internet has dramatically impacted the commercial-industrial sales process. “It’s much more difficult for us. There’s almost nothing that’s special anymore,” Walchak says. “There are no secrets—everyone knows the prices of every product. You have to keep your eye on the ball.”
4. HIRE OUTSIDE SALESPEOPLE
Rather than sit back and hope customers come into their stores, some retailers hire outside salespeople to proactively go after contractor, government, commercial or industrial sales.
Clark-Devon Hardware uses three outside salespersons who call on commercial customers, each focusing on specific areas. One of them is a specialist in heating systems. “We have to keep our name in front of customers,” Walchak says.
The biggest issue with hiring outside salespeople revolves around compensation—how to balance salary with commission-based incentives.
Brandon Buckalew of East Grand Forks Hardware Hank in East Grand Forks, Minn., strives to pay his outside salespeople
well and combines with a bonus structure based on gross margin dollars.
“This way I figure they fight for margin and don’t just sell everything as low as they can,” he says. “We do a year-end bonus. If the gross margin dollars hit a certain amount they get 2 percent; if it’s a bit higher they get 2.5 percent and so on. Salespeople are driven by the incentive that they can get more for working harder.”
Buckalew points out that maintenance staff, repairmen, painters and a lot of the other customers that they are going to be calling on often start before 7 a.m., are hard to get ahold of during the day and rarely order anything after 3:30. “So your outside sales team might start before you open the store and work odd hours,” he adds.
Ken Walchak of Clark-Devon Hardware in Chicago focuses on selling to maintenance men and
property managers.
When using an outside sales team, plan on making your money on the buy end and not the sell end, Buckalew says. “If you find a guy that is going to take a case of WD-40 a week, you might need to order in a year’s supply to be competitive in price. Never stop looking for new vendors. Your outside sales staff needs to be comfortable with looking for new vendors and for getting better prices on things,” he says.
Nutter’s Ace Hardware in Columbus, Ohio, diversifies with a handyman service.
5. EXPAND INTO HOME SERVICES
Chuck Nutter started a handyman business in 2005—Nutter Handyman Services—and then six years later he opened Nutter’s Ace Hardware in Columbus, Ohio. The handyman service includes everything from plumbing and painting to tile work and roof repairs.
“We will do anything to repair or maintain a home,” says Nutter, who runs five vans and two trucks. “All our guys are clean-cut and no job is too small for us. Having a hardware store and handyman service works perfect together. We get a lot of referrals from the hardware store.”
Tignor’s Hometown Hardware offers a full-service licensed plumber service that can address any plumbing needs. Matt Tignor has his master plumber’s license and is in charge of the in-home plumbing service.
“Our in-home plumbing service represents one-third of our business,” says Lorrie Tignor. “We have three licensed plumbers and need another plumber or
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two to keep up with demand. We have turned into a hub for service work. We go into 100-year-old homes and work on some tough plumbing issues.”
6. HOST SPECIAL EVENTS
High-performance retailers typically host some type of special event every month in their stores. They understand the importance of generating foot traffic, which is a key component of driving sales increases.
The best special events are ones that have people talking about it for weeks or months afterwards. The goal is not always to sell a lot of merchandise during the special event, but to build goodwill with the local customer base and establish your business as a reliable store of first choice. People also have a tendency to return to stores that offer a fun shopping atmosphere.
When Malone Do it Best Lumber in Greenville, Ky., puts on a Ladies Night event, it goes all out. Employees get dressed up with black pants and white shirts, and customers are treated to free valet parking, massages and manicures.
After all, it’s not truly a special event unless your customers leave with a feeling that they have been treated extra special. And that’s a feeling that keeps them coming back again and again.
“We have contractor breakfasts twice a year. About 30 to 40 contractors show up,” says David Mosher of Mosher Lumber in Clarence Center, N.Y. “We
Kenyon Noble Lumber & Hardware in Montana holds an annual tool sale and BBQ.
have it at a local restaurant and send out invitations and postcard reminders. We buy the contractors breakfast and they have to sit through a couple of presentations. We show what new products manufacturers are offering and change the topics from year to year. It builds loyalty with our pro customers.”
7. TRAIN STAFF ON SELLING SKILLS
It’s just a fact that a trained employee is going to sell more than an untrained employee. New hires need to gain confidence quickly, or they will lose interest and go work somewhere else. All
employees should receive ongoing training on product and project knowledge, but training on selling skills is just as important.
Some people possess the natural ability to sell, but for most people that it is an acquired skill. If you expect your store to provide world-class service, then you need to make sure all employees know how to make a great first impression,
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handle customer complaints, describe product features and benefits, overcome objections and close the sale.
Get your experienced employees involved in mentoring new hires and set aside time for training during company meetings.
“We teach employees how to better help customers. Better knowledge equals more sales,” says Peter Federico, manager of Ace Hardware Circle in Colorado Springs, Colo. “We send employees to classes about plumbing and electrical products. We also do online training and then managers sit down with employees to be sure they understand what they learn. Supervisors quiz employees and there are secret shoppers to test employees’ knowledge.”
8. EMBRACE E-COMMERCE
As more and more people shift their spending to online purchases, independent retailers risk losing sales if they are not entering the e-commerce arena. After all, who knows more about local customer needs than the trusted local retailer? That credibility can carry through to online sales, if done properly.
“We have had a website for 15 years but upgraded to the new dealer website program offered by HouseHasson,” says Dale Drew of Merrilees Trustworthy, with three stores in Ohio and Indiana.
“People want to buy items and have it shipped to them. The online catalog lets them look at products before they come to the store, and they are more knowledgeable about the products,” Drew adds.
9. PROMOTE ADD-ON SALES
Don’t forget to teach staff the importance of add-on suggestive selling. After all, customers don’t like getting home and discovering they don’t have all the products they need to complete their project.
Employees need to do a good job of listening to customers to discover what project they are working on, so they know which products to recommend. Is there a tool or accessory that will make the project easier to accomplish? Do they need safety goggles, drop cloths, work gloves or painter’s tape?
Some employees are afraid they will come off as too pushy, so they are hesitant to suggest additional products. That is typically unfounded. If the employee watches the customer closely, then they should pick up on clues as to whether the employee is being viewed as helpful or a pest.
Suggesting the right drill bit or saw blade can reflect favorably on a store. In many cases, customers don’t want to admit they are not knowledgeable or don’t know what product to purchase.
Promote add-on sales by stressing how much time or money customers
will save by tackling a project by themselves. Buying that power tool, paint sprayer or wheelbarrow will enable them to take control of the project’s timeline.
Cashiers should be trained to ask whether customers have what they need. If a can of paint is being bought, cashiers should make sure the customer has enough drop cloths, brushes, rollers and painter’s tape.
Finally, add-on sales can be increased by cross-merchandising throughout the store and placing lots of impulse items by the checkout such as snack food, batteries and WD-40.
10. ELIMINATE OUT OF STOCKS
You cannot sell what you don’t have. This fundamental rule of retail is often overlooked by retailers, many of whom don’t pay enough attention to order history. Empty peg hooks result in lost sales, and customers see these blank spots and wonder why someone didn’t just order more.
You have to stock the right quantity all the time. The correct quantity has a lot to do with the rate of sale, but it also has a lot to do with what it is and how it must be sold, advises John Franklin, who spent more than 20 years as merchandise manager at Williams Home Center in New York and now does retail consulting work.
For example, how many table legs can you sell if you just stock one? How many casters, close line pulleys, shelf
brackets or shelf standards can you sell if you only stock one at a time?
Franklin has seen many stores that did not understand the weakness of their computer and allowed the system to set order points based only on an arbitrary computer-generated percent of last year’s unit sales.
“Your computer is very good at math, but it just does not know things that humans know. You almost always need four table legs at a time to make a table or you need a pair of 3-way switches to do a complete job,” Franklin says.
Even if you only sell eight table legs a year, you can sell these eight legs a year and make a good profit if you do stock four at a time. You must maintain the minimum sales threshold to sell these types of product, he advises.
Right perpetuation means that you have to replace the good sellers, Franklin points out. “You must have a system in place to automatically replenish all stocked items that sell at a proper time to keep sales at maximum level,” he adds.
Franklin has seen many fast-selling items sell out and never be replaced because of a system order point error. “You cannot sell out twice unless you order a second time. Keep the selling items in stock at the proper quantity only for the season they are sold. You should work to keep inventory at proper levels. Do not have too much, but never have too little,” he says.
Maximizing Sales with
Strong Niches
Deerfield Ace Hardware is located across the street from a new Orchard Supply Hardware in Deerfield Beach, Fla.
Frank Tropepe owns two Ace Hardware stores in Florida.
Frank Tropepe has been a hardware retailer going on 39 years now. He has been busy consolidating his operations over the past few years and now owns two hardware stores: Deerfield Ace Hardware in Deerfield Beach, Fla., and Beach Ace Hardware in Lauderdale-by-the-Sea, Fla. He recently sold two other hardware stores, an e-commerce business and a shopping center, as he starts moving closer to retirement. Within the past 18 months, seven Orchard Supply Hardware stores have opened up within 23 miles, including one across the street from his Deerfield Beach store.
Frank Tropepe
Deerfield Ace Hardware, Deerfield Beach, Fla.
Beach Ace Hardware, Lauderdaleby-the-Sea, Fla.
Wholesaler: Ace Hardware Corp.
Sales floor square footage: 8,00010,000 sq. ft.
Number of employees: 30, most of them full time.
Top-selling categories: Hardware and fasteners, paint, cleaning products.
Best niche categories: STIHL power equipment, grills and barbecue accessories. We’ve ventured into knives, fishing, sporting goods and commercial mailboxes. We have contracts with the U.S. Post Office to refurbish drop boxes. You have to hustle today to keep your sales growing.
Key to your success with fasteners? We have everything from metric and stainless up to 24 millimeter bolts. We stock the whole gamut of screws, and our knowledgeable employees know how to help you find the right fastener for your project. Our fasteners assortment is much deeper than the chain competition across the street.
How much impact has Orchard Supply Hardware had on your business? They have had little or no impact on our business. We responded by remodeling our store at the end of 2016—moving our checkout, expanding grills and adding Big Green Egg. We also added a nice assortment of STIHL power equipment,
Upper: Deerfield Ace stands out with personalized service from knowledgeable employees.
Middle: Beach Ace Hardware is a second store owned by Frank Tropepe in Lauderdaleby-the-Sea, Fla.
Lower: The fasteners selection at Deerfield Ace outpaces the competition.
which has been doing very well for us. We know what people need, and we give it to them with friendly, helpful service.
What is your strategy for competing against Amazon? Amazon is the biggest threat to everyone out there. The only thing to compete on is service. Amazon can now deliver in 3-4 hours, so Ace is now stepping up with its Express Delivery same-day or next-day service.
You ran an e-commerce business for 25 years—what lessons did you learn? We were selling online when
Upper Left: Stihl power equipment, which was recently added, is highly visible at the front of the store.
Middle Left: One of the strongest niches is grills and barbecue accessories.
Lower Left: Commemorative and specialty knives are displayed near the front.
Right: Cleaning supplies has emerged as a key niche.
everyone else was just using the internet as a search engine. You learn as you go and see what works. You need to be all in it and can’t dabble in it. Amazon owns the e-commerce market now. They use you for market research and development. Once a product starts selling, they’ll take it over. I would search for a product for weeks, start selling it online and all of a sudden it’s on Amazon for less because the vendor sold it to them cheaper. Most vendors don’t understand their own MAP pricing.
How do you ensure your customer service stands out? Most Ace stores offer outstanding service. The big boxes can’t afford to pay experienced employees like we have. I was really nervous when the big boxes first started opening, but now they’re hiring inexperienced people. Customers can come into our stores and talk to someone who knows what they’re doing.
Join Us in Marco Island as Hardware Conference Turns 30
As everyone deals with the cold winter weather, it’s nice to dream about warm, sandy beaches. You can do more than dream about it by attending the 2018 Hardware Conference, set for September 7-9 at the JW Marriott Marco Island Beach Resort in Marco Island, Fla.
The event, which is celebrating its 30th anniversary this year, offers the perfect opportunity to find ways to improve your business while having fun at a worldclass resort right on the Gulf of Mexico, with miles of gleaming white beaches.
After Hurricane Irma forced last year’s Conference to be rescheduled for December at the Sawgrass Marriott in Ponte Vedra Beach, Fla., longtime attendees are eager to return to Marco Island, where the event has been held the other 28 years.
Following a $320 million renovation and upgrade to JW Marriott status, the resort offers an oasis of luxurious comfort with activities designed for the whole family. You can check out the latest vendor product innovations in the
Upper: The Hardware Conference is set for September 7-9 at the newly remodeled JW Marriott right on the water in Marco Island, Fla.
Lower: Craig and Shanti Cope, along with Dale and Tom Chasteen, are looking forward to celebrating the 30th anniversary of The Hardware Conference.
brand-new JW Marriott ballroom during open exhibit hours.
That still leaves plenty of time for you and your family to enjoy three swimming pools, a wide variety of water activities, spa services at the newly remodeled Spa by JW®, a children’s Tiki Tribe camp or a relaxing walk along the private white sand beach.
Craig and Shanti Cope, along with Tom and Dale Chasteen, are looking forward to marking the 30th anniversary of hosting the Conference. The Hardware Conference is a family-friendly, affordable event that brings independent
The Hardware Conference is organized as an event where relationships are formed.
dealers together, regardless of wholesaler affiliation.
The industry’s premier event for the independent retail hardware channel offers an awards program that was developed five years ago to recognize the “best of the best” retailers. The Beacon Awards are co-sponsored by The Hardware Conference and The Hardware Connection. Additional sponsorship support comes from Apex Tool Group, Sunnyside Corporation, Epicor, Rust-Oleum, Sashco, Ace Hardware, Do it Best Corp., Orgill and True Value.
In addition to Retail Beacon Awards for each of the participating wholesalers, the awards banquet honors the industry’s best new stores in two categories: over 20,000 square feet and under 20,000 square feet.
The 2018 Beacon Awards banquet will be held Friday evening, September 7, at the JW Marriott Marco Island. Winners will receive all-expense paid trips for two to the 2018 Hardware Conference including conference registration, airfare, hotel and meals. They will also receive a special Beacon
Sponsors:
Co-Sponsors:
Award trophy and be featured in an article in The Hardware Connection.
Get your nominations in now for the Best New Store category—the entry deadline is May 10, 2018. For more information on the nomination process, contact Chris Jensen at chris@thehardwareconnection.com.
Leading vendors participate in the Conference with tabletop booths showcasing their latest new products. Dealers also have the opportunity to engage in informal conversations with manufacturers without the pressure of buying, both during exhibit hours and at meal functions and receptions.
“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.
The Conference is designed for the whole family, with Saturday afternoon set aside with vendor-sponsored golf, beach activities, a shelling excursion and Everglades airboat excursion. For more information, go to www.thehardwareconference.com or contact Craig or Shanti Cope at 305-853-0049.
By Fred Fischer
Understanding the World of Technology
As always, there are a number of changes going on in the technology world. I would like to touch on just a few of these to help keep you informed. TLS 1.0, flawed computer processors and ransomware are heading your way, so are you ready? Also, something exciting is happening in the wireless speeds you know and may not love.
Problem number one is TLS 1.0. It is a cryptographic protocol that was used for communications security of network traffic over a computer network and has been used in internet communications and for credit card processing. Why does this affect you? It is old and outdated.
The PCI Council, which sets standards for credit card processing and communications, has set June 30, 2018 as the end-of-life date on using TLS 1.0 on computers processing credit card transactions. In short, this means that if you have computers with the very old Windows XP operating system, it is time to put those computers out of their misery and replace them. The Windows XP computers need to be removed from
your network and replaced by June 30 or credit card processors will literally shut down your ability to process credit cards on July 1.
The TLS 1.0 security protocol has been replaced by newer, more advanced and secure encryption software and the new protocols will not run on Windows XP. Windows 7 and new computers support the newer standards.
Problem number two is the computer processor that runs all of your computers. There is a design flaw that has been in the very core, or kernel, of the computer processors for 20 years, specifically Intel and some other processors.
This flaw allows the bad guys to get to stored data (credit card info, password, bank info, etc.) on your computers. Programmers are scrambling to fix the problem for Microsoft and Linux users. It has not been pretty, because some patches in some situations can create serious problems. This usually shows up in Windows as the famous “blue screen of death.”
Because this flaw is so deep in the processing kernel, when you restart or turn on the computer, many times after updates are installed, this blue screen appears. There is a button on the blue screen to repair, but you end up in an endless loop.
TECHNOLOGY UPDATE
What is actually going on is the processor (Bios) cannot find the hard drives. If computer technicians do not know what they are looking at, then they will unknowingly sell you a new hard drive, which fixes the problem because they reinstall Windows. The old drive actually works fine.
If you know what you are doing, there are some ways in about 75 percent of the cases using the command prompt to remove patches, one at a time, that caused the problem. If that does not work, then you must reinstall Windows. You don’t need new hardware.
Problem number three is ransomware. Does your point-of-sale system have a physical firewall? The biggest threat to a retailer’s computer system today is ransomware, not viruses. Firewalls are able to block the incoming threats and also limit ransomware from going out and getting an encryption key.
In most cases without the key, the ransomware cannot encrypt your file. Some ransomware starts out as an attachment to an email. If you have the slightest thought that an email is questionable or you are not sure where it came from, don’t open the attachment or click on the link.
A good firewall, anti-virus software and basic common sense are the best preventive measures. The bad guys are good at making emails look real
and like they are coming from a valid sender. Just remember that no one sends an email that they could not deliver as a package to your door, and the IRS does not use email. There is no 100 percent guarantee, but a firewall with a security suite can make a huge difference. What would it cost you to recover from a total loss of your data?
Let’s finish up by talking about something amazing happening with wireless technology. There are lots of current changes happening and even more coming over the next three to five years. The latest in wireless communication speed is 802.11ac. 802.11 is a family of protocols that started with “b,” then “a” (not sure why “b” came first), then “g,” then “n” and now “ac.” There is more on the way to include “ax” and “ah” and undoubtedly more in the future.
Why all the changes? Speed! Up until a couple of years ago, “n” was the standard, which was about 450 Mbps (Megabits per second). 802.11ac is about 1,300 Mbps or more than three times faster. For that speed to work, both the access point and the receiver in the computer or phone or device has to have a receiver that is “ac.” As an example, most laptops and smartphones have been sold with “ac” radios for at least the last two years. If your access points are three years or older, then it is
time to think about updating and fortunately the cost has dropped signifi cantly.
Faster speeds are coming and what is most likely driving the wagon is the 4K television world. Most smart TVs have small computers built into them so you can wirelessly communicate without using cables. Ultimately, it will lead to the elimination of having to run network cables through your home or your store or use an HDMI cable. Wireless speeds will be faster than today’s wired networks.
You may have heard or seen ads about 5G wireless. From a practical sense, 5G (5th Generation) is still a few years out, but 5G is being installed in some cities this year. It is a whopping
10 Gbps with bursts up to 20 Gbps. That is more than 10 times faster than 802.11ac. Put on your seat belts. Full movies will download in seconds, while tablets and handhelds in your store will run at lightning speed. The future is looking bright for the movement of data.
Keep updates current and installed on your computers, do what is in your means to protect your investments and be careful with email and what attachments you open or links you click. Technology is constantly evolving and you need to keep up with the changes.
Fred Fischer is president of J3 Point-of-Sale –Ganymede Technologies Corp. He can be contacted at fred@j3pos.biz.
HAND AND POWER TOOL TRENDS
Sales of Adjustable Wrenches (Independent Hardware Channel)
12 Months % Change vs. Year Ago
Source:
Unit Sales Breakdown for Adjustable Wrenches
HAND AND POWER TOOL BUYING UPDATE
The global power tool market is projected to grow at a compound annual growth rate of 4.6 percent between 2017 and 2023, reaching $35.6 billion by 2023, according to research from Infiniti Research Ltd.
Tool belts and pouches are being made of lighter weight nylon and similar materials, providing more back support without sacrificing durability.
Hand tool manufacturers are focused on three trends: improving safety, ergonomics and saving time for end users. Safety is particularly important when designing tools targeted to the pro and industrial markets. The industrial segment is estimated to account for 60 percent of the global hand tool market by 2027, up from 55 percent in 2017, according to Future Market Insights.
U.S. demand for power and hand tools is projected to increase 2.9 percent annually through 2018 to $12.7 billion, according to The Freedonia Group.
Cordless electric power tools will remain the fastest-growing segment, and will surpass plug-in electrics as the largest power tool category in 2023, reports The Freedonia Group.
The professional market will remain dominant over the consumer segment, and will grow the fastest.
Upper: Woodland Do it Best Hardware & Home in Woodland Park, Colo., offers a strong assortment of hand tools.
Lower: Muller True Value in Ferdinand, Ind., recently beefed up its power tool selection.
Power tool batteries are being developed that feature wireless charging technology, extended life and increased performance in conditions below freezing.
Bluetooth-enabled batteries for power tools include apps that enable users to monitor the amount of charge that remains for use or if the battery is operating at the optimum temperature. Some feature alerts for when a battery is taken outside of a specific range, and a remote disabling feature that can render the battery unusable until re-enabled by the app.
SELF-CENTERING TAPE MEASURE
Crescent/Lufkin® has introduced a redesigned version of its popular SelfCentering Tape Measure, which makes finding the midpoint of measurements quick and easy.
Improvements include a new ergonomic case for added comfort and a quad-rivet end hook for extended blade life.
It is perfect for hanging pictures, finding the midpoints of walls and many other measuring jobs around the house. It features unique blade markings, resulting in a tape that takes the math out of finding the midpoint of any measured distance.
A black upper scale shows the actual measurement; a lower scale directly beneath it shows the midpoint in red.
4 PIECE PROGRIP HOOK AND PICK SET
Provides a niche tool set for automotive aftermarket applications, including removing seals, o-rings, cotter pins, clamps, gaskets and washers.
Consisting of 4 individual picks, including a straight pick, hook pick, 90° bend pick and dual angle pick, the specialty tools are also ideal for hooking up springs or used as a hole marker or punch.
Made in the USA and backed by a lifetime warranty, each of the picks feature an ergonomically designed and patented ProGrip handle, made of highly resilient polypropylene with an over-molded thermoplastic elastomer soft grip.
The handle’s two patented ribs around its neck allow for maximum transfer of torque from the hand to the tool and a slip-free grip when pushing or prying. The rounded end rolls smoothly onto the heel of the palm, reducing friction and hand fatigue.
Sponsors:
Co-Sponsors:
Join us for this important recognition program that honors the best of the best dealers who represent the future of the industry.
The Beacon Awards are held annually at The Hardware Conference in beautiful Marco Island, FL, and are co-sponsored by The Hardware Conference and The Hardware Connection magazine.
The Hardware Conference will be held Sept. 7-9, 2018
For more information about attending this event along with all other educational seminars, open floor discussions and social activities at the 2018 Hardware Conference, visit www.TheHardwareConference.com
HAND & POWER TOOL PRODUCTS
SMARTPHONE REPAIR KIT
Gives d-i-yers the tools needed to disassemble, fix and reassemble high-tech electronics devices such as tablet computers, smartphones and video game consoles. Includes a precision screwdriver handle and 12 blades for screws of the type and size used by iPhone and Android mobile devices and video game consoles. Blades include the P2 Pentalobe bit for a key screw found in iPhones, as well as Torx and Phillips bits for screws found in video game consoles and phones and tablets from Samsung and Motorola. Other tools include a fine-tip tweezers with magnifier, a suction cup for removing smartphone screens and an SD card removal pick.
General Tools & Instruments
www.generaltools.com 800-697-8665
THREE-PLANE LEVELING AND ALIGNMENT LINE LASERS
Deliver accuracy, long range and convenient all-in-one job layout to meet a variety of tasks on the jobsite. The self-leveling lasers provide a 360° horizontal plane and two 360° vertical planes with references that cover the floor, wall and ceiling to serve all leveling needs.
The GLL3-330C (red beam) and GLL3330CG (green beam) are Bluetooth® connected. With upgraded diodes and brighter beams, these plane lasers offer a visible range up to 200 ft. diameter, increasing to 330 ft. diameter when paired with optional Bosch LR8 or LR 6 receiver.
The GLL3-330CG’s green laser diodes generate green lines up to 4 times brighter than standard red beams. The two lasers have dual power technology to accommodate either a Bosch 12V Max Lithium-ion battery or 4 AA batteries. Users can control the operation remotely with a smartphone and the Bosch Leveling Remote App. All lasers feature Boschexclusive VisiMax Technology, which monitors the laser’s temperature to ensure maximum diode performance.
IN THE NEWS
NEW STORES:
Revell Ace Hardware
David Majure Broadmoor
Ace Hardware
Ransdell family opened
Burney True Value Hardware
Ben Gil Germantown Ace Hardware
Foxworth-Galbraith
Builders Do it Center
Busy Beaver Building Centers
Maria and Chris Amir
Ellis Ace Hardware
KUDOS TO:
Ace Hardware Corp. Ace
Barnes Hardware
Camp Abbot Trading Company Proctor
Ace Hardware
Werner Lumber & Ace
Hardware, Handyman True Value Hardware
True Value Company
Fusek’s True Value
Sarver True Value
East Lyme True Value
Northwest True Value
Alpers True Value
True Value
Handyman
Prescott
True Value, Russell’s True Value, Mound True Value, Ennis True Value Hardware, Penn Valley True Value Hardware, Wilco Farm Store
Carter’s General Stores
Pini Ace Hardware
Martin’s Do it Best Hardware
Mike Nelson Nelson’s Ace Hardware
John and Cynthia Brown
Manatee Lumber Do it Express
PEOPLE ON THE MOVE:
H.D. Hudson Mfg. Co. Ron Dorf,
Spahn & Rose Lum ber Co.
John Cook
WHOLESALERS IN THE NEWS:
Ace Hardware Corp.
HARDWARE PROGRAM Ambassador
The Hardware Ambassador ProgramTM 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
IN THE NEWS
TAYLOR HASSON AND JOHN SULLIVAN PROMOTED AT HOUSE-HASSON
Taylor Hasson
John Sullivan
MARCH
Ace Hardware Corp. Spring Convention Blish-Mize Spring Market
JUNE
House-Hasson Hardware Summer Dealer Market
LMC Annual Meeting
APRIL
Home Hardware Spring Market
Lumbermen’s Association of Texas & Louisiana Convention & Buying Show
Oklahoma Lumbermen’s Association SuperZoo Pet Industry Show
NAWLA Leadership Summit
Wallace Hardware Spring Market
JULY
United Hardware Fall & Winter Buying Market
AUGUST
Ace Hardware Corp. Fall Convention Florida Hardware Fall Market
MAY Do it Best Corp. Spring Market
Orgill Fall Market
National Hardware Show
SEPTEMBER
The Hardware Conference
For a complete listing of calendar dates, click here.
HOSTING BBQ CHAMPIONSHIP PAYS
OFF FOR MONTANA STORE
Kenyon Noble Lumber & Hardware in Bozeman, Mont., is one of the state’s largest dealers of Traeger, Big Green Egg, Weber and Napoleon grills. The Do it Best member wanted a unique way to showcase its barbecue prowess and expertise, so it came up with a fun event that benefited the community.
Working with the Kansas City BBQ Society (KCBS)—the world’s largest organization of barbeque and grilling enthusiasts with more than 20,000 members worldwide—Kenyon Noble’s store served as host for the 2017 Montana Pitmaster Classic, the Society’s official state BBQ championship, this past August.
A total of 23 BBQ teams mostly from around the state gathered at Kenyon Noble for the two-day event, which featured live music and an abundance of delicious BBQ. The stakes were high, with $12,000 in prize money, with all teams also receiving swag bags.
“It was a very positive experience and we got a lot of compliments,” said Mike Thompson, general manager. “Some of the teams told us it was the best-run event they’ve ever been to.”
The store’s grill vendors were sponsors of the event, along with some local companies. Grill vendors conducted free BBQ cooking classes to keep attendees entertained while judging went on.
Upper: Hosting the 2017 Montana Pitmaster Classic drew crowds to Kenyon Noble Lumber & Hardware.
Upper Middle: A dozen BBQ teams from around Montana competed in the fun event.
Upper Lower: Attendees were able to participate in free BBQ cooking classes.
Bottom: Who doesn’t love to sample tasty BBQ?
In addition to crowning the state BBQ champ, Kenyon Noble was able to raise more than $4,000 for the Gallatin Valley YMCA through the event. Thirty percent of all food sales Friday night went to the YMCA, which also got to keep all the proceeds from drink sales both days.
The Montana Pitmaster Classic is operated as a separate entity from the store, which publicizes the event. “We are chosen by the state to operate this event—it has to be sanctioned by the governor,” Thompson points out.
Two years ago, Kenyon Noble held a BBQ competition between two assistant managers that turned into a community event that attracted between 500 and 800 people. Customers voted on their favorite BBQ.
“That went really well and we talked about doing it again, but then we started researching BBQ competitions. We got in touch with KCBS about doing a state competition, and we even sent two guys down to Kansas City to work an event and learn how to put on a well-run event.” Thompson adds.
Kenyon Noble Lumber & Hardware puts on about 30 special events each year, so they are experienced at planning and executing big events, according to Thompson.
Although the focus of the event is not on selling grills that weekend, the store did see a 35 percent increase at yearend in BBQ categories. Work is already underway planning the 2018 Montana Pitmaster Classic.
THE TOP 10 WAYS TO KEEP YOUR BEST PEOPLE MOTIVATED
Finding good employees is hard, but keeping good employees on board and motivated may be even harder. HR firm Humetrics provides the following 10 ways to keep your best people on board and motivated.
1. Get rid of marginal or underperforming employees who are not carrying their weight. The ones who, once terminated, will cause everyone to ask: “What took you so long?”
2. Ask them what they need to do their jobs better, easier and faster, and figure out how to give it to them.
3. Whatever is scarce has value and the scarcest thing today is time. Use this to your advantage.
4. Hire great people and let them do their jobs.
5. Make sure you do not have dumb rules.
6. Give them more to do. Keep things interesting and stretch them to grow.
7. Find ways to make work fun. Yes, hard work can be fun too.
8. Find out what activities your people like to do and give them more of it.
9. Communicate, communicate, communicate. Good news or bad it does not matter, but, if you don’t keep them in the loop they will make up their own stories/reasons.
10. Recognize good work and do it every day. Napoleon said, “I cannot get people to die for money, but I can get them to die for a ribbon.”
BEHIND THE NUMBERS
54%
Percentage of U.S. shoppers who have spent $100 or more on an impulse purchase, according to a poll by CreditCards.com.
80%
Percentage of impulse purchases made in brick-and-mortar stores, according to CreditCards.com.
84%
Percentage of all shoppers who have made impulse buys, according to CreditCards.com.
53%
Percentage of candy purchases made on impulse.
42%
Percentage of consumers who make a candy purchase once or twice a week, according to Meyers Research Center.
14%
Percentage of all impulse purchases that are consumables.
