Hardware Connection March 2024

Sunny Bowman CEO and owner, Dakota Lumber Company Farmington, Minn.

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ADVERTISERS’ INDEX

craig@thehardwareconnection.com 804-690-0666

DOUG DONALDSON doug@thehardwareconnection.com 646-508-7904

MARKETING & CREATIVE DIRECTOR / PRINCIPAL DAN AKERS dan@thehardwareconnection.com 317-797-6609

FOUNDER / PRINCIPAL TOM CHASTEEN tom@heading180.com 305-852-6126

FOUNDER / PRINCIPAL CHRIS JENSEN chris@thehardwareconnection.com 317-514-8864

SENIOR BUSINESS ADVISOR JOHN HAMMOND jhammond2@comcast.net

NATIONAL ACCOUNT MANAGER DAN BECK dbeck@thehardwareconnection.com 518-852-9624 CONTRIBUTORS

JENSEN

LITTLE

WEBB Hardware Connection is published eight times a year by The Hardware Connection, Inc. All editorial contents copyrighted 2024 by the publisher. No editorial may be reproduced without the prior permission of the publisher.

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

SHELF LIFE Do the Right Thing

Icount myself fortunate to have several strong, resilient, independent and smart women in my life. Foremost among them: my wife Liesa, sister Jenny, and daughters Kate and Cassie. However, a woman who shone as a brilliant example not only to me but just about everyone in south-central Kentucky was my aunt, Louise Edwards.

Literally born in a log cabin, Louise broke through so many glass ceilings that Andersen and Marvin should have considered sponsoring her career. She helped raise her siblings (including my mother) yet still made her own education a priority. She began her career humbly in a one-room school. Through the years, she worked her way up, earning additional degrees and certifications, becoming a principal and member of the local board of education.

When visiting Aunt Louise, she would share stories about what it was like to be a woman scaling the career ladder, often reaching rungs only previously attained by male counterparts. She told stories of sometimes shocking and awful behavior of male colleagues. Throughout her career, she butted heads with the good

By Doug Donaldson

ol’ boys network and would beat them at their own game by following one unwavering principle: Do the right thing.

Even if a choice was difficult, even if a decision put her at odds with others who sought a path of less resistance, she would do the right thing. It is with that same kind of spirit that Hardware Connection is presenting a series of articles called She Builds: Conversations with Women Retailers. The series kicks off in this issue during Women’s History Month as we talk with Sunny Bowman, owner and CEO of Dakota Lumber, based in Farmington, Minn.

During our conversation, Bowman offers this advice for other women in the hardware industry: “I would remind women that you don’t have to do the job the way the guy before you did it; you can and should approach the same position in a different way that stays authentic to who you are and your unique strengths.”

Bowman leads not just her company but in her community. See why a local business publication dubbed Bowman a Most Admired CEO and read her opinions on the future of women in the hardware

With Do it Best, we can expand our vision without limits.

LET’S GET GROWING

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industry as part of our feature “Through the Door, Respect Follows.”

Also, in this issue, Carly Little, manager of H.W. Little & Co., writes in a Retailer2Retailer article about how her store supports a girls’ softball team, which has enabled many players to attend college and pursue lives they may not have been able to otherwise. This line from Little’s article, “Making Diamond Dreams Come True,” chokes me up every time: “It makes me proud that they are making their mark on the world and doing good things. Just seeing the kids live out their dreams is worth everything.”

Little and Bowman are leading by doing the right thing. In coming issues of

Hardware Connection, you will read more about other women retailers doing the right thing and much, much more.

In lumberyards, hardware stores, and distributor and manufacturer corporate offices, women are making inroads in the hardware industry. We should all be thankful, and the industry will be better and stronger because of the influence of women. While every day is a good day to be thankful for the women in your life, in this issue of Hardware Connection, I’m particularly thankful to the women hardware retailers who shared their stories to help the magazine celebrate Women’s History Month and beyond. Thank you to one and all! n

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LTREND WATCH Discover AI Tools for Business Operations

ast year marked the beginning of my exploration into Artificial Intelligence (AI), with a two-part Trend Watch series spanning Jan/Feb 2023 and March 2023, followed by a subsequent installment in May/June 2023. In the latter article, I pledged to deliver updates on significant developments that would impact us all. Fast forward a few months, and application developers are now releasing AI-powered tools. But which among them could help your business operations?

I have curated a list of applications to assist average store owners in streamlining their businesses. This compilation is not influenced by sponsorship. Instead, it is a recommended starting point for integrating AI tools into your business operations.

In today’s digital landscape, much of our communication occurs in written form, encompassing emails, chat tools, SMS messaging and more. Like many, I rely on proofreading tools, and thankfully, several AI-powered options are available.

By Craig Cope

creation, ensures grammatical accuracy, provides spelling suggestions, and enhances clarity, among other features. Its versatility spans various communication platforms, including email, SMS messaging, chatbots, websites, and social media. Personally, I find Grammarly invaluable for both business and personal purposes.

While Grammarly is a prominent choice, alternatives such as Wordtune and ProWritingAid also offer compelling features. Many of these tools provide free trial periods for users to explore their capabilities.

Grammarly stands out as an AI writing assistant that facilitates document

Email management remains a cornerstone of business communication, yet staying on top of it can feel like a daunting task. Fortunately, AI-powered email inbox organizers have emerged to alleviate this burden, identifying essential emails and organizing the rest to minimize time wastage. Leading companies in this field include SaneBox, MailButler, and Email Tree. These platforms cater to various email account types, including Gmail, Outlook, iCloud, and others. Personally, I’ve started using SaneBox to streamline my inboxes and stay updated on critical projects,

TREND WATCH

and I intend to purchase a license once my free trial concludes.

Microsoft 365, formerly known as Office, boasts a staggering user base, with millions of companies worldwide leveraging its suite of productivity tools. Microsoft offers two AI-powered solutions aimed at automating tasks, analyzing data, and simplifying workflows.

The first is Microsoft 365 Copilot, a recently announced tool that integrates with various Microsoft 365 applications (Word, Excel, PowerPoint, Outlook, Teams, Loop, etc.) to enhance user productivity. For instance, Copilot can swiftly generate pivot tables based on Excel data, serving as a valuable resource

for back-office staff seeking to optimize their Microsoft 365 proficiency.

The second offering is Power Automate, empowering businesses to automate tasks and streamline processes effortlessly. While the technical jargon in the accompanying video may seem daunting, Power Automate essentially connects disparate tools to automate routine tasks such as generating monthly reports.

Both Microsoft Copilot and Power Automate operate on a subscription basis, offering users access to cuttingedge AI capabilities for a monthly fee.

Let me know your favorites at craig@thehardwareconnection.com. n

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HARDWARE STORIES Amazing but TRUE

WSin our rental depart ment working on a BCS walk-behind tiller. Maybe he’d never worked on one before. While testing it, he skipped first and second gears, threw it in third and held on for dear life. He was pulled across the parking lot before he finally let go. That’s a whole other definition of drag racing.

Matt Vlach, manager Montrose Hardware Montrose, Colo.

ometimes being a hardware retailer means also being a translator, and I had a couple examples of that not too long ago. A lady called and asked if we had any face bowls. I’d never heard of a face bowl, so I asked her to tell me how it is used. She described a sink. Yes, we did have sinks. Had another customer call and ask for “Toby Foes.” I thought she was asking about an employee. Turns out the customer was just asking if we had “two-by-fours,” but it sounded really fast and bunched together. So, now we joke that Toby Foes works here.

Brady Smith Sunflower Lumber | Indianola, Miss.

Once my brother, who prided himself on how well he made keys, had a lady come back and say the car key he made her didn’t work. Come see, she said. So, he walked outside with her, and she cranked the car with the key he had cut. Then she cranked the key with her original. “Do you hear the difference?” she asked. He just returned her money.

Susan Harlan Vickery Hardware Smyrna, Ga.

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HARDWARE PRODUCTS REVIEW ShopTalk

By Craig Cope

SENIX 20 VOLT MAX CORDLESS JOBSITE BLOWER

Last year, we had the opportunity to introduce a new brand to the independent hardware channel when we reviewed the Senix 20 Volt Max 2 Tool Cordless Brushless Combo Kit. Senix is the “Official Power Tool of Richard Childress Racing,” and “strives to create powerful, affordable products that remain eco-minded with low-to-no

emissions and a reduced environmental impact. Bottom line, we deliver premium performance at an exceptional value.”

For this review, the company shipped us their 20 Volt Max Cordless Jobsite Blower. While unpacking the blowers, we immediately took note of their size, which measured only 19.76”

ShopTalk

HARDWARE PRODUCTS REVIEW

long and just 2.89 pounds. While it might be small, it packs an impressive list of features, including a three-speed trigger delivering speeds of 70 mph, 100 mph and 180 mph powered by the 20 Volt Max motor. The blower’s 20-volt battery is also compatible with all X2 Series Senix products. Click here to view a brief company video.

We provided samples to a couple of local warehouse-style businesses and one homeowner for their opinions. A few testers commented on the small stature of the blower, and one even

questioned if it packed enough power to do the job. Those questions were quickly answered when they slid in the 20-volt battery, selected the highest setting, and felt the 180-mph airflow on the floor. Our testers could not get over how such a small, handheld tool could provide such force.

Our testers reported using the blower for various tasks ranging from nightly warehouse clean-up, truck bed clearing, and even drying their car after a quick wash. Our homeowner used the blower on its lowest setting to clean debris from their garden without removing the topsoil.

The Senix 20 Volt Max Cordless

Jobsite Blower is a compact and powerful tool that fills a niche in the market. The Senix Jobsite Blower makes an outstanding addition to any hardware store’s product mix and should be on the shortlist for recommended gift-giving.

#2:

CRESCENT STEEL FRAMING HAMMER

Crescent Tools stands as an iconic brand, universally recognized for its hand tools, notably the adjustable wrench. With more than a century of history, Crescent® has expanded its offerings by incorporating several legacy brands such as Wiss®, Lufkin®, Nicholson®, H.K. Porter®, and JOBOX®, broadening its product range across various categories.

Hammer for review. Packed with features aimed at reducing user fatigue, enhancing performance and improving ergonomics, this hammer boasts the innovative VibeGuard™ Vibration Control System within the handle, which reduces vibrations by 70 percent. Additionally, it features a 15 percent larger bell, PRODUCT

Recently, Crescent provided us with samples of their 22 oz. Steel Framing

product. So we recruited d-i-yers to solicit their feedback.

Each used FrogTape on multiple surfaces windows, baseboards and corners, and everyone was amazed by the clean lines usually only possible with pros. No one had any instance of paint bleed or difficulty removing the tape even after it stayed in place for over a week. If you currently do not stock FrogTape, then bring in a few SKUs of their Pro Grade Painter’s Tape and Pro Grade Orange Painter’s Tape, which offers higher adhesion. ■

minimizing mis-hits and offering leading power-to-weight performance. The handle is equipped with a textured fawn’s foot grip and a tether hole. Click here to view a brief company video.

We distributed these samples to a group of framers at a local job site. The testers were quick to comment on the hammer’s “feel.” As one tester said, “you know that feeling when a tool just fits perfectly in your hand.”

Others also praised the textured grip and the secure handhold pro vided by the fawn’s foot design. their tools. n

How’s Business?

MIDWEST

How are sales and customer counts? Compared to the prior two years, it was calmer, a more normal year. It’s been warm in Des Moines during December and that was one of the best months ever. Then, the night of caucuses, we had two feet of snow, so the weather slowed us coming into the new year. Interest rates are also affecting us.

Most unique things about your business? We’re 102 years old and been in the same family—currently in the fourth generation—at the same location that whole time. We have been successful for over a century because we’re a conservative, careful business.

Best niche categories? About 80 percent of our customers are builders and contractors. Right now, we have the most experienced staff in Des Moines. We know our customers’ business and act as consultants to builders.

Plans in 2024? Since we’ve been in the same location for so long, we’ve picked up some additional properties on the same block with a total of about 20,000 square feet of space. We may expand some in the future.

Jennifer Leachman, owner of Leachman Lumber in Des Moines, Iowa, with her 91-yearold

How has the role of women changed in the industry? I’ve been in the hardware business for 20 years. I started in the family business after going to school to earn an accounting degree. My father needed an accountant when I needed a job. It took me a couple years to figure out that it’s a great business. Lumber and hardware people are good people and we provide an essential service. In the past, many times I was the only woman sitting at the table. Now, more are there. We’re slow but getting there. It’s good to see the hardware industry embracing the talent pool of women.

Jennifer Leachman Leachman Lumber Des Moines, Iowa

NORTHEAST

How are sales and customer counts? It’s been a rough time. So far this year, it’s been terrible. We haven’t had the weather we normally have. Things

father, John Leachman.

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are way down. Last year was unpredictable and the past couple of years prices have skyrocketed so much that sometimes I’m embarrassed when I ring somebody up. We’ve grown the contractor part of our business in the last five years, and now about 70 percent of our customers are contractors. We noticed more contractors coming in, especially last year.

Most unique things about your business? We are a small town and a small store, about 4,000 square feet. We’re very personal with our shoppers. When someone comes in, we take them to what they want and offer to order it if we don’t have it. We have a lot of customer interactions and are very responsive to what they need.

Best niche categories? Over the years we’ve tried several niche categories, and while a few people like it and come in, it really hasn’t panned out. We’ve found we can use the space for other areas, such as more depth in plumbing and electrical. We still have seeds and pots and smoking chips, but everything else faded out because it’s not worth space.

Plans in 2024? We’re looking to concentrate on expanding our plumbing department with more PEX fittings. We’ll also be updating electrical fixtures.

How has the role of women changed in the industry? In our

Bangor Do it Best Hardware in Bangor, Pa., has been concentrating on expanding its electrical and plumbing assortments.

store, women outnumber the men. That’s one reason that women shoppers feel more at ease. I’ve been here 34 years and once in a while an old-time guy will walk in and want to talk to a man instead. The women on staff have learned by necessity how to do things and about the products.

Cindy Peterson

Bangor Do it Best Hardware Bangor, Pa.

SOUTH

How are sales and customer counts? In North Carolina there’s been no snow but it’s been too cold to do anything else, so it’s a horrible limbo. Last year ended even with sales flat, and margin-wise, we were down. Weather is mainly the reason, and we do have a lot of new people moving into the area. Some longtime

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The gift department at Brawley School Ace Hardware in Mooresville, N.C., has steadily grown to take up an entire aisle, offering toys, apparel and sporting goods equipment.

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Most unique things about your business? We have a large gift area. Our customers grew that. We started with a four-foot section, and now the gift department takes up a whole aisle, about 400 square feet. We offer a lot of toys, apparel and lake sporting goods equipment.

Best niche categories? Along with the gift department, we have apparel that appeals to the visitors and renters. We’re pretty big in grilling with Big Green Egg, Traeger and Weber. We recently started carrying Benjamin Moore paint and Stanley tumblers. Plans in 2024? We’re looking for possibilities to expand, and it might be possible that we open a second location. How has the role of women changed in the industry? In the past 11 years that I’ve been in the industry, I’ve seen more women, which is kind

of nice. I know quite a few in the area. There are probably about six different store managers for Ace stores in the area who are female. Customers coming in asking for help know that the women on our staff have answers for them. I think industrywide the mindset about women has changed. Still, on occasion we get second-guessed. Sometimes, it feels like they’re talking down until I ask questions to show I know what I’m talking about. For customers, sometimes they won’t believe we know what we’re doing until we fix something in front of them.

Samantha Arquitt, manager Brawley School Ace Hardware Mooresville,

N.C.

SOUTHWEST

How are sales and customer counts?

Compared to the previous two years, we’re down 30 percent to 45 percent. It has to do with pricing. The local economy is good.

Most unique things about your business? We provide a full line of services to contractors and builders from slab up. Everything such as framing, doors and windows. We have a lot of outside sales reps with long tenures who take care of our customers.

Best niche categories? What we do best is provide overall packages to builders. The contractors and builders

As COO of Henson Lumber in Cresson, Texas, Casey Wallace believes in being a partner to contractor and builder customers, helping them build projects from the slab up.

know we’ll be competitive on pricing. We help them create a plan, estimate and then create the lumber and millwork order packages. Our outside sales reps coordinate loads and timing for deliveries, really being part of our customers’ business.

Plans in 2024? This past November, we purchased another location in Decatur, Texas. We’ll have more hardware in that showroom, and there’s a lot of potential for growth there. We’re working with Orgill to do a reset. That location will have 15 to 20 employees, compared to this location with 120 employees, but there is a lot of opportunity at that location that we’ll be exploring in the coming year.

Casey Wallace, COO

Henson Lumber Cresson, Texas

WEST

How are sales and customer counts? Overall, in 2023 we were slightly down from the previous year, off 3 or 4 percent. The customer count wasn’t down but the average sale was down. If the average ticket was the same as the previous year, we would have been flat. Probably the biggest

reason behind the number was that the paint business took the biggest hit. People have been home for so long that they’ve painted everything you could possibly paint. Also, houses aren’t turning as fast, and the biggest paint customers are people getting ready to sell a house or people who have just bought a house. So, it was kind of a double whammy in our paint business. Otherwise, the local economy is good. We’re in a growing, affluent community near the tech industry with low unemployment. So far in 2024, we’re seeing a complete swing. We’re up 10 percent in sales and recording record months so far. That’s encouraging.

Most unique things about your business? We’re 15 miles from a very

urban, very built-up area where Microsoft is headquartered. Our customers would be what’s unique. We’re still in a town, but serve a much bigger community.

Best niche categories? Lawn and garden and our nursery are our biggest attractions and the life of our business. We have really strong sales in green goods. Our nursery is about 5,000 square feet and the inside lawn and garden department is about 4,000 square feet. Some surprising sellers have been our high-end soil products such as mulches and compost. They do extremely well.

HOW’S BUSINESS?

Plans in 2024? We just added STIHL a few months ago, so we’re getting up to speed on that. It has been an immediate success and has been a shining light so far this year. We’re deep into building a repair shop and all the training that goes with that, while dealing with the consequences of taking space from other parts of the store to make room for that new business. This year we have a renewed emphasis on customers and employee training. Our management team is showing new employees about customer engagement and leading by example. When the veteran employees talk with customers, they will bring younger employees to engage with customers. That’s

Owner Mat Higgins believes the management team at Duvall Hardware & Garden in Duvall, Wash., should lead by example. Here, Higgins is stocking shelves in the store’s 4,000-square-foot lawn and garden department.

usually the most productive form of training. We show by doing.

Mat Higgins

Duvall Hardware & Garden Duvall, Wash.

Simpli ed. Supported. Success.

Welcome to the Hardware Connection Century Club!

The Hardware Connection Century Club, sponsored by the National Hardware Show®, recognizes “The Innovators and Survivors Who Helped Build America.” Our Century Club currently includes 802 hardware and LBM retailers, 21 wholesalers and 207 manufacturers that were founded in the United States of America and remain in business after 100 or more years. You can find the complete list of Century Club members including old store photos and links to company history by clicking here. We congratulate the following retailers who have been added to the Hardware Connection Century Club this year:

Andrew Posey & Son Hardware, Jasper, AL—1924

Bourassa True Value Hardware, New Bedford, MA—1924

Bowling’s Feed and Hardware, Catlettsburg, KY—1924

Braun Building Center, Manitowoc, WI—1905

Carl Eliason & Company Lumber & Hardware, Sayner, WI—1924

Chairtown Lumber Company, Gardner, MA—1924

Clark Devon Hardware, Chicago, IL—1924

Congleton Lumber, Lexington, KY—1905

Denver Lumber Company, Denver, CO—1923

Gennett Lumber Company, Fletcher, NC—1901

Guy C. Lee Building Materials, Smithfield, NC—1924

Hamilton Building Supply, Hamilton, NJ—1924

Heller Lumber Company, Arlington Heights, IL—1924

Holman Supply Company, Moultrie, GA—1920

Howell Hardware, Millville, NJ—1924

SPONSORED BY

H&W Hardware, New York, NY—1924

Kelly Seed & Hardware Co., Peoria, IL—1905

Learned Lumber, Hermosa Beach, CA—1924

Legg Lumber Company, Holt, MI—1884

Morrison Terrebonne, Houma, LA—1924

National Lumber Company, Baltimore, MD—1919

Page Lumber, Poughkeepsie, NY—1924—1,000th CC member (4 stores)

Paschal Brothers Hardware & Lumber, Jacksonville, FL—1924

Ransom Brothers Lumber & Supply, Ramona, CA—1924

Requarth Company, Dayton, OH—1860

Southern Builders Supply, Valdosta, GA—1880

Union Lumber Company, New Albany, MS—1902

Western Materials Inc., Yakima, WA—1915

William B. Morse Lumber Company, Rochester, NY—1853

DO IT BEST, UNITED HARDWARE TO MERGE

TWO OF THE NATION’S LARGEST HARDWARE

DISTRIBUTORS

JOIN

FORCES IN AN HISTORIC MERGER

Do it Best and United Hardware will become one company, and the merger is expected to benefit member-owners, employees and customers through enhanced scale, efficiency and innovation, according to a press release issued by the two companies.

This merger will change the landscape of the home improvement industry, creating one of the industry’s biggest cooperatives.

“We are embarking on a significant milestone in our journey as a cooperative that will change our future for the good,” said United Hardware President & CEO Chad Ruth. “By aligning with a like-minded co-op, we’re better positioned to serve our members and help them win in the marketplace.”

United Hardware, based in Maple Grove, Minn., is the distributor for 700 stores in 16 states from as far east as Ohio to as far west as Idaho.

Main Image: Do it Best, headquartered in Fort Wayne, Ind., moved its corporate office to the Electric Works site in December 2022.

Details of the merger, including how the merger will affect staffing and financial considerations, haven’t been released.

The boards of directors of both companies gave unanimous approval for the merger. United Hardware shareholders will vote to make the merger official in the coming weeks.

“We believe deeply in the power of the co-op model. It’s about partnership, mutual growth, and shared success,” said Do it Best President & CEO Dan Starr. “United Hardware joining us is not just a merger. It’s a declaration of our belief in this model, a belief in partnering with our members to compete and win.”

United Hardware is headquartered in Maple Grove, Minn., and includes the Hardware Hank store brand. United is a full-line hardware distributor providing distinctive brands, services and capabilities for independent retailers. United Hardware offers more than 50,000 products from its distribution center in Milbank, S.D., servicing more than 700 stores in 16 states from as far east as Ohio to as far west as Idaho.

Hardware Hank is an equity program offered by United Hardware. Hardware Hank member-dealers are owners of the company, making a stock

Left: Do it Best President and CEO Dan Starr (right) with Indiana Governor Eric Holcomb.

Right: United Hardware President and CEO Chad Ruth.

investment in United Hardware. For Hardware Hank member-dealers, products are purchased on a cost-plus basis through the warehouse.

United also offers a non-equity program that provides products and services to hardware retailers. These dealers do not invest in United Hardware and purchase products at a slightly different cost, than equity members, through the warehouse.

Andy LeVahn, owner of LeVahn Bros Hardware Hank in Maple Grove, Minn., wondered about the logistical elements of the deal and said he was curious to see how the merger would affect different product lines.

“Based on what I’m reading in statements from United Hardware and research into Do it Best, it looks like a good fit,” said LeVahn, whose store is a Century club retailer that has been serving the Minneapolis area since 1923.

“There’s a lot of questions as far as logistical things. Do it Best has a good thing going, and I feel like it could open the potential for bigger opportunities.”

In February 2023, United Hardware named Ruth interim president and CEO.

SPECIAL REPORT

In April 2023, the company removed the “interim” and announced he would continue in the role as CEO. Ruth previously served as the company’s vice president of merchandising and retail operations, as well as a number of other roles. Before he started working for United Hardware, Ruth was a Hardware Hank dealer as the president and co-owner of Lyndale Gardens & Hardware in Richfield, Minn., for nine years.

Fort Wayne, Ind.-based Do it Best is the only member-owned, comprehensive, and fully integrated hardware, lumber and building materials buying cooperative in the home improvement industry in the United States. Do it Best’s origins date to 1945, when Arnold Gerberding founded a dealer-owned cooperative then known as Hardware Wholesalers Inc. (HWI).

In 1998, HWI merged with another Minnesota-based cooperative, Our Own Hardware. As a result of that merger, HWI changed its name to Do it Best Corp. to better tie together members of the two companies including store designs, private brands, and advertising programs.

With annual sales of nearly $5 billion, Do it Best serves thousands of member-owned locations across the United States and in more than 50 other countries. n

By Doug Donaldson

SHE BUILDS THROUGH THE DOOR, RESPECT FOLLOWS

At 31 years old, Sunny Bowman became one of the youngest sole owners of a lumberyard or hardware business. Here, she shares her vision on the future of women in the retail hardware and building materials industry.

By 2018, Bowman became the sole owner and CEO of the Farmington, Minn., lumber company, blazing a new leadership direction and even receiving acknowledgement as one of the most-admired CEOs by a local business publication.

Sunny Bowman watched her father, Steve Finden, build Dakota County Lumber Company from the ground up through hard work, grit, and determination. Sometimes she would lend a hand, stopping by the office to assist the office manager with paperwork.

“I honestly had a perception that the lumber industry was dirty, boring, and only for men, because I rarely saw anyone who looked like me working in the industry,” Bowman says.

In 2012 she began working in the business so her dad could begin retirement planning. By 2018, Bowman had become the sole owner and CEO of the Farmington, Minn., lumber company, blazing a new leadership direction and even receiving acknowledgement as one of the most-admired CEOs by a local business publication.

Hand in hand with running a profitable business, community involvement is a priority for Dakota County Lumber.

“The reason our business exists is to do good work so that all of the people we come into contact with can do good as well, for their families, their employees and their communities,” Bowman says. “We try to support our local community with our time and our resources and are always looking for new and

SHE BUILDS

Sunny Bowman’s father, Steve Finden, started Dakota County Lumber with a single truck and a $7,500 loan.

different ways to get involved in helping where help is needed.”

Bowman is most proud of the company’s partnership with Heart Ministries in Shakopee, Minn. Through this program, Dakota County Lumber provides any materials they can’t sell to contractors (such as crooked boards, scratched decking, mis-sized or mismatched trim or windows) and donates them to Heart Ministries, which ships the materials to areas of the country that are rebuilding from natural disasters. The lumberyard’s culled materials that would have ended up at auction or in a dumpster are now used to build homes for those suffering in the wake of hurricanes, floods or fires and who don’t have the resources to rebuild traditionally.

“It is truly a win-win partnership, and our whole team is passionate about spreading the message of what we do and getting more suppliers and

“ I FIRMLY BELIEVE THAT MOST OF OUR INDUSTRY RESPONDS TO GOOD WORK AND GOOD WORK ONLY, AND IF YOU CAN GET THROUGH THE DOOR AND SHOW PEOPLE WHAT YOU’RE MADE OF, RESPECT WILL FOLLOW. ”

competitors involved in doing good together,” Bowman says.

Hardware Connection talked with Bowman about her experiences in the hardware industry and what she believes is next for women in the business.

What do you enjoy most about being a hardware/LBM retailer now?

It’s funny because now that I am operating the lumberyard myself, the things I enjoy most about the industry are how interesting and different the job is every single day, and the great

SHE BUILDS

Bowman is extensively involved with several Minnesota organizations, providing building materials to areas of the country that are rebuilding from natural disasters.

people I get the chance to meet and do business with from all walks of life. Our industry is filled with good-hearted humans building amazing things, and in our role as a retailer we get to support hundreds of small business owner customers that are on the front lines of making our communities grow and thrive.

How would you describe your leadership style?

My leadership style is always growing and evolving, but right now the

biggest thing I am working on is leading through the empowerment of the other leaders in our company. We are working on decentralizing decision-making and allowing our team members to raise and solve issues as they come up without needing to wait for an opinion from the top. I am a former athlete, so the best analogy I would use for this is moving from the role of player/team captain into a coach’s role. I ask a lot of questions and only flex my commandand-control muscle when absolutely necessary at this stage in our business.

“

I KNOW A LOT OF RISING YOUNG FEMALE LEADERS WHO ARE GOING TO TAKE THIS INDUSTRY BY STORM, AND I LOOK FORWARD TO WATCHING WHAT WE DO TOGETHER AS WOMEN AND AS AN INDUSTRY. ”

How has the role of women in the business changed since you’ve been in the hardware/LBM industry?

In the 12 years since I came into this industry, I have seen the women that have already been in the industry doing great work finally getting elevated and recognized for what they do. And because of that, I think that women are much more visible in the construction industry now than they were a decade ago, which in turn is attracting more talented

women to come join us. I am seeing more women interested in roles outside of those where we have historically seen women in the industry: We are seeing more field reps and operations staff and leadership candidates, and not just the rock-star credit and admin staff that we’ve been lucky to have for decades. I also have seen a shift toward more collaboration among women in the industry through networking groups and women-centric events and awards. I think the women that came before us had to battle a lot harder to be taken seriously than my generation has, and now we get the advantage of standing on all of their accomplishments and working together.

What kind of hurdles did you face as a woman in the hardware/LBM industry? Maybe one or two specific examples or instances?

I was so lucky to come into this industry with an incredible amount of support from my dad and other male allies at our business, and so I think I have faced a lot less adversity than others in my position. I still battle initial perceptions a bit. I took over the operation of the business fully at 25 years old and bought my family out to become the sole owner at 31. People just don’t expect the CEO of a lumber dealer to look like a young woman, but once they know who I am and what I

SHE BUILDS

do, I feel very respected. I have been asked to get the coffee for the meeting more than once, which I do with a smile before I sit down across the table and introduce myself as CEO. But the good news is, once I make the introduction, people find their feet pretty quickly and we move on in a respectful tone. I firmly believe that most of our industry responds to good work and good work only, and if you can get through the door and show people what you’re made of, respect will follow.

When has it been rewarding to be a woman in the hardware/LBM industry?

The most rewarding thing that I’ve experienced as a woman in this industry has been watching the makeup of our own company and the industry as a whole change to become more diverse and inclusive. At our company we went from me being one of two women in the business, to being over 25 percent female. We have women in operations, sales, administration and leadership, and we are seeing more female applicants than we ever have before. It’s rewarding when other women want to work for us, because they’ve seen what we’ve been doing together and can finally picture themselves in a career in construction.

What’s

your advice for women entering the hardware/LBM industry?

I said it before, but this industry responds to good work, so show up confidently and do good work. The advancement will follow. So many of our companies need the soft skills that women statistically more often bring, so they are in an incredible position to help change and advance this industry just by being themselves and showing up. I would remind women that you don’t have to do the job the way the guy before you did it; you can and should approach the same position in a different way that stays authentic to who you are and your unique strengths.

What’s

next for women in the hardware/LBM

industry?

I’m so excited for the future of women in the LBM industry, because I see the momentum we have continued to build. In addition, technological advancements like AI and robotics and cobotics make operations and field positions more accessible to women and other groups that have historically been excluded due to the physicality of those roles. I know a lot of rising young female leaders who are going to take this industry by storm, and I look forward to watching what we do together as women and as an industry. n

With a very active social media account, Bowman often contributes content, sharing insights about the company and community involvement.

ONE-WOMAN HARDWARE STORE, NO BRICKS REQUIRED SHE BUILDS

Kelly Wright’s virtual hardware store, Yuns, has gained attention in national and local publications. Here’s how she runs an online, curated hardware store.

As sort of a family rite of passage, when Kelly Wright left her South Carolina home for New York City, her father gave her a toolbox with a basic set of tools and his advice on repairs: “Figure it out.”

“I really was introduced and learned about tools and being handy from my family, particularly my dad, brother and grandfather,” Wright says. “It is the way of life where I’m from.”

Once in New York, she found that others her age weren’t up to speed with doit-yourself repairs. She saw

a need to share her knowhow, so in May 2021, she launched Yuns, a reimagined, online version of a hardware store. Since then, she’s been a one-woman shop, stocking products, packing and shipping orders herself. From her South Carolina roots, she derived the name of her store and site from the Southern word that condenses “you ones” to make “yuns.”

For her online hardware store, Kelly Wright selects an assortment that is a mix of utilitarian, classic and sometimes eclectic to appeal to beginning do-it-yourselfers.

SHE BUILDS

The name of Wright’s online store is derived from her South Carolina roots and the Southern word that condenses “you ones” to make “yuns.”

Wright describes her typical customers, who number in the dozens each month, as sort of pre-DIYers.

“I try to speak to a very inexperienced, beginner person who doesn’t know how to navigate tools, who may not even own a drill or know how to properly hang a framed piece of art on the wall,” she says. “I enjoy sharing what I know about basic hand tools and the brands that I love, along with insights on how and when to use them. When I tell someone about the multitude of surprising things you could do with slip joint pliers and their eyes light up—that is what I really enjoy.”

When selecting products to offer on her site, Wright puts herself in the mind of a beginning-level do-it-yourselfer.

“Everything begins with the customer,” she says. “If I’m trying to focus

on beginners, what are the essential things they would need for a starter tool set? From there, I try to source quality, tested brands that I respect and admire when possible. Great design or unique elements that are functional yet surprising is something I look at, too.”

She maintains a core set of products and swaps out seasonal items or others she wants to test with customers, looking for new products from wholesalers, the National Hardware Show and Googling. In addition, customers send requests. Sticking with her family connection to hardware, she says her brother and dad always have something to talk about and share.

“Even though I’m currently an online shop, my goal is to essentially be similar to a local hardware store you’d find in your community, except I don’t compete with those,” Wright says. “I find that my customers often buy stuff from me and that motivates them to go shop more frequently at their local stores.”

Wright continues to follow her father’s advice and figure it out. Her

Wright maintains a core set of products and swaps out seasonal items or others she wants to test with customers, looking for new products from wholesalers, the National Hardware Show and by Googling

most recent do-it-yourself project was designing and building a deck on the back of her house, which she finished in four days. n

INDUSTRY TRACKING

By Craig Webb

MERGER TREND DIPS SLIGHTLY

In 2023, the hardware and building materials industry saw fewer merger and acquisition deals yet a similar number of store openings as the previous year.

With one exception, mergers and acquisitions involving hardware stores and home centers were devoid of big deals, with 34 transactions landing just 41 facilities,

Above: This map depicts 2023 acquisitions, new store openings and closures. Locations of construction supply facilities that were acquired are indicated by black pins; greenfield new store openings in green; and closed businesses in red.

Source: Webb Analytics.

In January 2023, Aubuchon Company acquired Zimmerman’s Hardware in Burtonsville, Md. Aubuchon, which operates 114 stores in nine states, continues expanding and acquired Brunswick Ace Hardware in January 2024.

MERGER & ACQUISITION SCORECARD

according to Webb Analytics’ recently released Deals Report for 2023. In 2022, there were 55 deals that brought in 109 facilities. The exception for 2023 is The Home Depot, which announced in November the purchase of 44 International Designs Group stores, which specialize in tile, stone and appliances, and provide new outlets to serve pros and their high-end customers.

Aubuchon did three acquisitions, picking up new locations in Massachusetts, Pennsylvania and Maryland. Further south, The Helpful Hardware Company also did three deals, taking in one store each in North

Carolina, South Carolina, and Georgia. And in Illinois, Coborn’s purchased three Sullivan’s Stores. No other buyers were more active.

As in past years, greenfield store openings were more common than deals, with 70 new locations in 2023 versus 69 in 2022. Ace Hardware Corp. opened eight stores under its Westlake Ace Hardware brand plus three more bearing the Great Lakes Ace Hardware marquee. Great Lakes Ace also bought Akard True Value of Zionsville, Ind., and Bellerive True Value in Nicholasville, Ky. Two companies better known for their lumberyards picked up

INDUSTRY TRACKING

hardware units. TAL Holdings bought Beaverhead Home Center in Dillon, Mont., and Ennis Lumber Company in Ennis, Mont. Meanwhile, Nation’s Best Holdings acquired Cain Hardware of Carthage, Texas; East Texas Hardware of Kilgore, Texas; and Mountain View Home and Hardware in King, N.C.

All told, residentially focused construction supply companies—both DIY and pro-oriented—saw 22 percent fewer deals in 2023, but the number of locations acquired declined just 2.6 percent from the year before. At the same time, the number of greenfield openings dropped only 5 percent.

This year’s edition of the consulting company’s annual report counts 140 merger and acquisition transactions in

Great Lakes Ace purchased Akard True Value in Zionsville, Ind., this past year. Leigh Ann Akard and the store were recognized with the Beacon Award for Community Service in 2020.

2023 by 82 entities and involving 479 locations. That compares to 179 deals by 89 buyers for 492 locations in 2022. Meanwhile, there were 242 greenfield store openings in 2023, not far behind 2022’s 255 openings of new stores.

The desire to consolidate the construction supply industry didn’t wane in 2023. However, the jump in lending rates made it harder for some to finance deals, which is likely why some of the privately held companies that were active in previous years did not announce any purchases until late in 2023. Meanwhile, three of the four busiest acquirers were publicly held companies.

The Deals Report for 2023—available for free at www.webb-analytics.com—

STATES WITH MOST 2023 ACQUISITIONS

75 51 49 40

FLORIDA TEXAS

covers actions involving the types of companies where a pro would shop. These firms include lumberyards (and their components plants that make trusses, panels, and millwork), roofing stores, drywall specialists, landscaping companies, flooring retailers, home centers and hardware stores. The report covers only actions in the United States except when a U.S.-based dealer moves into Canada, as happened a few times in 2023.

The roofing, flooring, and hardware/home center categories all had more greenfield openings than stores acquired in deals. Possible reasons may be that the number of desirable independent gypsum and roofing dealers may be dwindling rapidly. In many cases, big dealers have decided it’s easier to plant a store in a new location than to buy out an existing one.

NEW YORK GEORGIA

Florida by far was the busiest state in 2023, with 75 facilities acquired, 22 sites newly opened and just one closure for 98 total actions—one-eighth of all activity. Texas was next at 51, followed by New York at 49 and Georgia at 40. n

The Deals Report for 2023 is available as a 24-page PDF document. It can be downloaded for free from Webb Analytics, a research and consulting firm that helps construction supply companies identify and respond to trends, threats, and opportunities. Founder and president Craig Webb is one of the nation’s leading experts on building material dealers and distributors. He spent 12 years as editor-in-chief of Pro Sales, as well as five years as editor-inchief of Remodeling magazine. Contact Webb at cwebb@webb-analytics.com or 202-374-2068.

HOW SOCIALTECH,MEDIA REVOLUTIONIZE EVENTS

This year, the NHS has implemented a new segmented floor plan to enhance navigation through the exhibit hall along with a new technology called Colleqt that allows attendees to easily exchange contact details with exhibitors and view a show map.

Along with a slew of new categories at The National Hardware Show in Las Vegas March 26-28, event organizers are introducing new technology to enhance the show experience. Here, Lauren Csire, marketing director of RX Global, shares ways to get the most out of your Show experience.

HC: What’s the biggest difference attendees will see at this year’s show from previous years?

Csire: We are more excited than ever for attendees to experience the National Hardware Show (NHS). Based on valuable feedback, we’ve implemented a new segmented floor plan

Lauren Csire, marketing director for RX Global, shares how the National Hardware Show keeps up with technology to make it easier to visit as many vendors as possible.

Q&A: THOUGHT LEADERSHIP

designed to enhance navigation through the exhibit hall. We’re also introducing new technology called Colleqt, where attendees can easily exchange contact details with exhibitors and gain access to an interactive show map—making it easier than ever to navigate the floor and keep track of your activity.

Plus, we’re elevating the educational and networking opportunities with new gatherings and two inaugural conferences: the NHS Executive Summit and PRO Education Day, both scheduled for Day 2, March 27. Be sure to check out the full schedule of events on the NHS website.

HC: What are some of the trends you’re seeing among the vendors as far as presentations in booths and what attendees will see?

Csire: Attendees can expect more interactive demos inside exhibitor booths.

HC: How many new vendors will be part of the show this year? Any notable ones to be sure and stop by?

Csire: With over 1,400 exhibitors spanning 18 product categories, this

year’s event promises a vibrant showcase of innovation. We are excited to bring back our inventor area, NEXT, which is always a favorite among attendees to find innovative products. Additionally, we’re introducing new categories like Hobby, Gift & Specialty, Sport & Outdoor Recreation, Paint & Decor, driven by increasing demand.

HC: What networking events are must-attend?

Csire: Personally, I’m excited about the Welcome Reception on Day 1, March 26, at 4 p.m. in one of the most happening areas of the show—the Backyard Beer Garden. There’s no better way to conclude the first day than with complimentary drinks and live music amid the electrifying atmosphere of the Backyard. This year, the Backyard will remain open until 6 p.m. allowing attendees to grab a beer and continue exploring the outdoor exhibits, many of which will offer grilling demos and samples.

Another awesome event is the awards ceremony on Day 2, March 27, starting at 6:30 p.m. on the third-floor terrace in the West Hall. We will be presenting awards for a variety of categories. We’re also introducing exciting opportunities for retailers to connect at the revamped Independent Retailer Center, offering coffee breaks, Meet the Expert sessions, and Roundtable Discussions across all three days of the Show.

SOCIAL

“

MEDIA HAS REVOLUTIONIZED THE SHOW, EXPANDING OUR REACH AND ENGAGEMENT YEAR-ROUND. ”

Q&A: THOUGHT LEADERSHIP

HC: Give us an insider’s view: What’s the best way to walk the show and see as much as possible?

Csire: I highly recommend activating the Colleqt attendee scanning tool upon badge pickup. This tool provides an interactive map for seamless navigation and allows scanning QR codes at exhibitor booths to track participation and collect information for easy follow-up. Additionally, stay tuned to our social media platforms for live updates and must-see booth demos. Follow us at @nationalhardwareshow.

HC: What’s an example or two of the education opportunities available this year?

Csire: We’re thrilled to introduce the inaugural NHS Executive Summit on March 27, featuring five impactful sessions from 8 a.m. to noon. These sessions are tailored to provide insights into the latest industry trends and address challenges and opportunities through expert perspectives. Attendees will hear from top experts from leading consumer trends and consulting agencies, industry representatives and other renowned companies. Tickets for the summit are available within attendee registration for those seeking to enhance their experience.

The NHS Celebrity Chef Cook-off hosted by Mitche Graf from BBQ Nation challenges chefs to incorporate a secret ingredient to compete for prizes.

HC: How has social media changed the planning and experiences at the NHS?

Csire: Social media has revolutionized the Show, expanding our reach and engagement year-round. We are continuing to grow our Influencer Summit, attracting content creators and influencers to provide audiences with behindthe-scenes glimpses of NHS. Leveraging our own platforms, we showcase innovative products and amplify our influencers’ efforts. It’s awesome to see what gets influencers excited, since they are constantly on the hunt for cutting-edge products to bring to their followers.

HC: If you had time to slip out of the show, what’s your favorite thing to do when in Las Vegas?

Csire: Las Vegas is home to some of the most stunning bars, restaurants and lounges I have ever seen. My team has a tradition of visiting The Chandelier bar inside The Cosmopolitan of Las Vegas and ordering their “secret menu” drink, the Verbena cocktail, which is a lemon verbena and ginger infused

Several networking opportunities will be hosted during the NHS, including a welcome reception on March 26 at 4 p.m. in the Backyard Beer Garden.

margarita garnished with a Sichuan flower that alters your taste buds.

For those seeking entertainment and immersive experiences, I recommend exploring our website for NHS After Dark events, curated in partnership with Jampack, our nightlife partner. These events offer NHS attendee-only perks, including expedited “Guest List” access to Las Vegas’ most exclusive nightclubs. Additionally, you can elevate your experience with optional upgrades such as open bar packages. It’s a fantastic way to hit the town and make the most of your time in Las Vegas.

HC: What’s your favorite snack at the NHS Backyard?

Csire: This is a tough one. I have to say the pizza is always a hit and usually what I look for first. However, for an extraordinary culinary experience, don’t miss the NHS Celebrity Chef Cook-off. Hosted by Mitche Graf from BBQ Nation, this event challenges chefs to incorporate a secret ingredient into their creations, showcasing their creativity and talent as they compete for the top title. Join us in the Backyard on Day 1 from noon to 2:30 p.m. for a little friendly competition between competing chefs and a delightful presentation of appetizers and sliders. n

Hardware retailers can find new products in the NHS inventor area, NEXT, in addition to browsing more than 1,400 exhibitors spanning 18 product categories.

ACE HARDWARE TURNS 100

Welcome to the Century Club, Ace Hardware. This timeline shows the journey from humble beginnings to becoming the world’s largest retailer-owned hardware cooperative with more than 5,800 stores in every U.S. state and 60 countries.

TIMELINE COMPANY HISTORY

1924 Five Chicago hardware retailers— Richard Hesse, William Stauber, Gern Lindquist, Frank Burke and Oscar Fisher—form a venture called Ace Stores to pool their buying power. It is named after the heroic ace fighter pilots of World War I.

1929 Ace Stores opens its first distribution center.

1931 Company changes name to Ace Hardware Corporation.

1934 Sales total $650,000 from 41 retailers.

1959 Wholesale sales total $24.5 million from 325 retail stores.

1960s Expands into the South and West regions and opens distribution centers in Georgia and California.

1973 President and Founder Richard Hesse retires and Ace is sold to its retailers to operate as a dealerowned cooperative, with headquarters located in Oak Brook, Ill.

1975 First international store opens in Guam.

1976 Shareholders elect first board of directors comprised solely of retailers. Wholesale sales are $382 million.

1979 Ace has members in all 50 states.

4 CENTURY CLUB ACE RETAILERS

Because Ace locations are individually owned and operated, their varied origins and stories have been woven together over the decades to become the tapestry of what the cooperative is today. Some stores pre-date the cooperative’s founding and became Ace retailers in later years. Others opened under the Ace banner, drawn by the ubiquitous advertising featuring John Madden. This year, Ace Hardware joins more than 100 of its retailers who are already in the Century Club. Here are a few of their stories of resilience and perseverance during more than a century of hardware retailing:

EARLY ADOPTER: ZIEGLER’S ACE, ELGIN, ILL.

Started as Meehan’s Hardware in 1856, the business was purchased by Lyle Ziegler in 1930, joining the 10-year-old Ace Hardware in 1934. As one of the longest continuously operating businesses in Illinois, Continued on page 66

INDUSTRY MILESTONE

Continued from page 65

Ziegler’s Ace has found success through its affiliation with Ace.

Lyle’s sons Gregg and James led the company into the 1970s. At one point during the 1960s, Ziegler’s Ace was the leading purchaser of products from Ace. Into the 1980s, the third generation of Brian and David took over operations, with David also serving as chairman of the board for Ace Hardware Corp. In 2013, David’s son, Adam, became the fourth generation to join the family business.

The business now boasts nine stores in the Fox River Valley in northern Illinois and continues to look for opportunities to expand.

Continued on page 67

1985 Company surpasses $1 billion in wholesale sales.

1986 Roger Peterson named president. Under his tenure, Ace more than doubles sales.

1987 John Madden becomes a spokesperson for Ace, a relationship that continues to 2009.

1990 Ace International division created.

1991 Al-Futtaim Group obtains licensing rights for Ace in the Middle East.

1991 Ace begins partnering to raise money for Children’s Miracle Network hospitals.

1993 Ace surpasses $2 billion in sales.

1994 Ace unveils “The New Age of Ace” strategic plan to boost retail performance, open more stores and grow internationally.

1996 Dave Hodnik is named president.

1998 Ace surpasses $3 billion in sales.

2002 Lou Manfredini becomes Ace Hardware’s resident “Home Expert” and editorial media spokesperson.

2005 Ray Griffith named president.

GROWING WITH FOUR GENERATIONS: ACE HOME CENTER, TARBORO, N.C.

William C. Pitt founded the business 1913 as the Marrow-Pitt Hardware Company, and it has been owned and managed by four generations of the family. Today, the company is led by third-generation family member Joe Pitt and his son, Mears Pitt.

Joining the co-op in 1994, Ace Home Center is known as the area’s go-to spot for live plants with three greenhouses for hanging baskets, ferns, geraniums and many other plants. Along with lawn and garden, the 10,000-square-foot store’s paint department also attracts a lot of attention, offering Benjamin Moore paint along with Ace’s private-label paint.

ON THE CUTTING EDGE OF TECH: BATES HARDWARE, ATLANTA

This Century Club retailer has innovated and evolved by embracing technology and change. Originally opened in 1921 as the Bates Hardware and Grocery, the store grew and took the step of becoming an Ace member in 1961. In 1973, David Doss bought the store from the Bates family, who had decided to retire from the business.

The store became a family business through and through. All of David’s children worked at the store while going to school. In the early 1980s, son Wade implemented a computer system to keep track of inventory and sales. Currently, the store remains on the cutting edge of technology in the hardware industry.

Continued on page 68

INDUSTRY MILESTONE

Continued from page 67

In 1993, the store moved into a 22,000-square-foot groundup building, which includes a 12,000-square-foot showroom and a 1,000-square-foot lawn and garden center with space for a live nursery, fertilizer and potting soil. In 2002, the store added a 1,000-square-foot greenhouse as well.

Throughout the store’s history, it has won several awards and honors as it continues to rely on technology with an active social media feed. You can even pop in and take a look at what’s going on inside with the store’s live feed at store cam.

EXPRESSING THE GOOD LIFE: OWENHOUSE ACE HARDWARE, BOZEMAN, MONT.

For more than 140 years, Bozeman residents have relied on Owenhouse Ace Hardware

Continued on page 69

2010 Tim-Br Mart Group acquires licensing rights to the Ace brand name in Canada. 2011 Ace Hardware International subsidiary and franchise model launched.

2012 Ace acquires its largest member, Westlake Ace Hardware, for $88 million.

2013 John Venhuizen named president and CEO.

2013 Ace launches 20/20 Vision with a focus on customer service and faster adoption of Discovery planograms.

2013 Ace surpasses $4 billion in sales and records first year with more than $100 million in net income.

2014 Rona agrees to a master license to control the Ace brand in Canada.

2014 Ace acquires Emery-Waterhouse, a Maine-based independent wholesaler.

2015 Ace acquires Jensen Distribution Services, a Washington-based independent wholesaler.

2015 Ace forms Emery Jensen Distribution as a national alternative to co-op membership. Ace Wholesale Holdings operates as a subsidiary of Ace to supply non-Ace independent retailers.

2015 Surpasses $5 billion in wholesale sales.

2017 After acquiring Rona, Lowe’s begins to service Ace Canada retailers.

2017 Ace acquires The Grommet, a website that markets unique products; Ace Ecommerce Holdings is formed.

2018 Company opens 1.1 million squarefoot Retail Support Center (RSC) in Fredericksburg, Pa.

2018 Ace launches Magnolia Home by Joanna Gaines® Paint, marking the brand’s first-ever exclusive paint

Continued from page 68

to provide buggies and plows and more recently, power tools, appliances and lawn mowers. A 1955 book about the company shared this quote about the downtown Bozeman company: “The business is more than a mere business; it is a form of expressing the good life.”

Founded in 1879, the store originally focused on providing farm supplies like buggies, wagons, harnesses, hay and grain. Throughout the years, the company evolved from a farm supply store to a full-service hardware store. To increase buying power and remain competitive against an influx of chain stores, Owenhouse joined Ace Hardware in 1964.

Current owner Larry Bowman purchased an interest in the business in 1975, and Larry’s son, Eric, is currently active in the business. As one of the longest-running businesses in the state, Owenhouse Ace Hardware continues to share the good life with its customers.

partnership with a hardware cooperative.

2019 Ace increases stake to become controlling shareholder of ACO Inc., which operates under Great Lakes Ace store brand.

2020 Peavey Mart acquires the master license to service the 107 Ace stores in Canada.

2020 Ace surpassed $7 billion in revenue.

2021 Company opens new 715,000-square-foot RSC in Plant City, Fla.

2021 Ace expands into Mexico with a turnkey franchise model.

2022 Ace surpasses $9 billion in revenue with $340.6 million in net income.

2023 Opens new 1.1 million square-foot RSC in Visalia, Calif.

2023 Begins construction on new 1.5 million square-foot RSC in Kansas City, Mo.

2023 Ace earns J.D. Power’s highest ranking for customer satisfaction among home improvement retail stores for 16th time in past 17 years.

2023 Ace moves into new 250,000-squarefoot corporate headquarters in Oak Brook, Ill.

2024 Company marks 100th anniversary. n

RETAILER2RETAILER

By Carly Little

MAKING DIAMOND DREAMS COME TRUE

Girls who played on the H.W. Little & Co.-sponsored softball team have been recruited by colleges, an opportunity many may not have had without the store’s support.

Lower: When H.W. Little & Company first sponsored the softball team in conjunction with the Anson County Parks & Recreation department, the team’s name was Dirt Divas.

Main Image: Now, the team is known as the Greene Street Diamond Elite, named after the hardware store’s street.

I’m the fourth generation in this hardware store in Wadesboro, N.C., and I got started by coming here before school with my dad to open up the store. Then, I would spend time in afternoons helping out and back on Saturdays.

Most of the times, I’d break light bulbs and skin my knees. My favorite thing to do was help put price stickers on products. While I was in college, I’d come home and work some more in the store. They taught me how to run the cash register and I did a lot of pricing.

Now, as the owner and vice president, and being full time for more than 20 years, I do a little bit of everything. I guess that’s pretty much how the store has been run since it opened in 1894. I wanted to join the family business and skip college, but my dad made sure I got a college education before coming back to the family business.

SWINGING FOR FENCES OPPORTUNITIES

The best things about being in the hardware business are the people you meet and relationships you establish, getting to know so many people from different walks of life. We’re in a pretty rural area, so I feel fortunate that my family gave me the chance to go to college. I know that there are other girls here who may not have that chance. I work hard to understand customers and demographics. I’m involved in the community not because I want people to come in and shop the hardware store, but I want kids to have opportunities.

A four-generation Century Club retailer, H.W. Little & Company has been a Do it Best retailer since 1985.

Understanding your customers should also mean you know opportunities to make something happen for the better. Here, so many kids are desperate for that extra from an adult. Or maybe some have love and care at home but don’t have opportunities. That’s why we support many things in the community. The main thing we’ve done is the softball team, the Greene Street Diamonds. About 10 years ago, the store’s involvement started with the Anson County Parks & Recreation. We like to sponsor all kinds of different sports to give kids something to do. We’re in the country and the textile mill industry that was big here is now down to just a couple, so opportunities for kids aren’t a lot.

Through the involvement with the Parks & Recreation, I found out that not a lot was happening with girls softball. Especially the girls who didn’t make the school ball team didn’t have opportunities. The store began with sponsorship of the girls softball and it sort of took off and really became the spirit of the store.

RETAILER2RETAILER

Greene Street Diamond Elite players have earned many trophies, rings and accolades, including a plaque for pitching a perfect game in a 2021 softball tournament.

A couple customers ended up coaching them in local leagues and tournaments and as the girls in the program advanced and got better, the team became a travel team. The hardware store covered the cost of the tournaments and anything they needed for support.

WHOLE NEW GAME, LIVES

I know the softball team makes a difference. Some kids here didn’t previously travel outside the county. That just isn’t what they did. I’ve seen sports take kids and give them opportunities. With the confidence and team building, the girls made friendships, and the coaches worked hard to provide an environment for the girls to be their unique selves.

I really wanted the girls to have this opportunity, no matter if they could afford it or not. I feel like this is an opportunity for the girls to be confident, to learn what it’s like to be on a team and have leadership skills. Softball has given these girls a good network of other adults who care about them and want to see them succeed. For most of them, they were able to play in front of college coaches and be able to go to college.

This has been a path for them, a path for hope. It’s given them a healthy avenue to learn and grow, and directed them. I have a rack of trophies and championship rings because of the team, but it’s so inspiring to follow them all the way through getting into college, seeing the girls sought after for their individual abilities.

“

IT MAKES ME PROUD THAT THE GIRLS ARE MAKING THEIR MARK ON THE WORLD AND DOING GOOD THINGS. ”

We have followed this group of about 20 from when it seemed like they were babies, and they graduated and now are in college or working. We’re now working to start over and get the next program going. It makes me proud that they are making their mark on the world and doing good things. Just seeing the kids live out their dreams is worth everything.

I’ve enjoyed thinking back over the years of our involvement with the softball team. It’s easy to be wrapped up in the day-to-day of retail hardware and not take the time to think about what we’ve accomplished and appreciate the people we’ve been able to form life-long relationships with and what the softball team truly means to me and the girls. n

Carly Little is manager of H.W. Little & Company Hardware, a Do it Best–affiliated store in Wadesboro, N.C., and has worked full time in the store for more than two decades—even longer if you count the hours before and after school.

PRODUCT SPOTLIGHT

FORNEY

• Ideal for entry-level welder or do-ityourselfers for maintenance, metal fabrication and hobby applications.

• Uses .030-inch flux-core wire with wire feed speed control to dial in optimal welds.

• Features 140 AMP output for ability to weld up to 1/4-inch mild steel.

• Built with tough all-metal case, yet lightweight, easily portable and convenient to store with built-in torch wrap.

• Does not require gas and can run off standard 120-volt, household power as long as it’s on a 20 AMP breaker.

• Can accommodate 2-pound and 10-pound rolls of wire.

• Low, attractive price point for beginning welders.

PAINT DISPENSER

• User and service friendly with frontside service operation.

• Low total cost of ownership over lifetime of dispenser.

• Maintenance is easy with no leaking cannisters or nozzles. Easy cleaning procedure only requires purge and brush cleaning.

• User-friendly, simple operations with intuitive interface that requires only minimal training.

• Very compact with low refilling height and steel frame designed to handle any type of applications or conditions.

• Ready to use upon unpacking, no assembly required.

• Proven, reliable piston pump technology ready for low-VOC paint, and patented canister stirrer reduces colorant build-up.

• Manual adjustment with positioning for quart, gallon and 5-gallon containers.

PRODUCT SPOTLIGHT

• Less mess and cleaner working conditions with a formula that creates about 80 percent less dust than ordinary cement grouts.

• Designed for 1/8” (3 mm) to 1/2” (13 mm) grout joints.

• Residential and commercial applications in dry or wet conditions for interior and exterior floors, walls, countertops and submerged conditions.

• Faster project completion with noslake, no wait—just mix, trowel and install. Also uses less water for consistent hydration and quicker drying.

• Can be used with several tile types including brick, cementbased precast terrazzo, impervious porcelain and glass tile, natural stone tile, granite, slate, vitreous, semi-vitreous or non-vitreous tile, ceramic, mosaic, quarry and cement body tile.

• Stain resistant, color consistent while also being mold and mildew resistant.

PURELL ® ES10 SANITIZER DISPENSER

• Refills include integrated battery to eliminate steps of changing and buying batteries.

• New complimentary app-based technology helps manage dispenser usage and refills remotely, meaning manual dispenser level checks no longer needed.

• Slim profile fits just about anywhere and available in modern finishes to fit into many environments.

• Lower-pitched (timbre/tone/hTz) dispensing sound for quiet places.

• Less waste with 30 percent less plastic per refill, 38 percent lower greenhouse gas emissions. Also easy to recycle.

• Certified by the Women’s Business Enterprise National Council (WBENC) as a Women’s Business Enterprise, so purchasing these dispensing systems and PURELL® refills can help customers achieve supplier diversity goals.

TOTAL TAPE SUPER STRONG MOUNTING TAPE

• Clear, double-sided mounting tape with strength enough to hold up to 300 pounds per roll and 14 pounds per strip.

• Fixes all types of porous and non-porous materials on smooth and slightly rough surfaces, in an easy, clean and immediate way.

• Instant grab and long-term endurance, its exclusive solvent-free formula is reinforced with a structural mesh, providing a permanent bond.

• Moisture resistance makes it great for indoor and outdoor use.

• Uses include cable guides, identification plates, alarm systems, electricity boxes, tiles, moldings, boards, mirrors and hangers.

• Adheres in temperatures ranging from 14°F to 167°F (-10° – 75°C).

The Original Super Glue Corporation 800-538-3091 | supergluecorp.com

IN THE NEWS

HOUSE-HASSON MAKES LEADERSHIP HIRES

On the heels of banner attendance at its January 2024 Leap Into Savings Dealer Market, Knoxville, Tenn.-based distributor HouseHasson Hardware has announced a series of leadership hires.

House-Hasson created the new leadership position of senior vice president of sales, growth and development and named longtime industry veteran Jason Hanegan to fill that role. Hanegan served as a consultant for House-Hasson prior to accepting this new position.

Reporting to him are the sales, marketing, retail services, customer service and strategic retail management departments. According to HouseHasson President and CEO Steve Henry, Hanegan has identified a top-20 list of initiatives focused on company

NEW STORES

Jason Hanegan Wayne Walls

performance and industry best practices, and he is analyzing policies and procedures to ensure their effectiveness in serving customers.

“House-Hasson will be aggressive with process improvement, expansion into new markets, and developing tools for our customers to be better retailers, all while maintaining our local touch,” Hanegan said.

In another move, House-Hasson has named Wayne Walls as vice president of operations in charge of warehousing and transportation for House-Hasson’s 450,000-square-foot Knoxville operation. In his prior position, Walls was a regional general operations manager for True Value Company, where he oversaw the company’s largest distribution center in Pennsylvania.

• Portage Lumber in Portage, Wis., has merged its operation with Milwaukee-based Bliffert Lumber.

• Matt’s Building Materials has started construction on its fourth store in Harlingen, Texas.

• Short & Paulk Supply Co. is building a new store in Tifton, Ga.

• Westlake Ace Hardware opened

• R.P. Lumber has acquired Shrock Lumber Co., a 60-year-old familyowned company in Mediapolis, Iowa.

R.P. Lumber acquires Shrock Lumber Co.

a new store in Lee’s Summit, Mo., and is opening a new store in Wichita, Kan.

• Sal and Manuel Alvarez have opened Ace Hardware Prunedale in Salinas, Calif.

• Baskin’s Ace Hardware is moving to a new location in Orleans, Mass.

• Gerrity’s Ace Hardware opened a new store in Carbondale, Pa.

• Houtzdale Hardware & Building Supply in Houtzdale, Pa., has reopened under the new ownership of Jason Schroeder.

• Stine Lumber has acquired Cassity Jones Lumber in Bossier City, La.

• McKelvey’s True Value opened in Louisburg, Kan.

• Dave Ables purchased Tri-County Lumber in Clearwater, Minn. Ables also owns Three Sons Hardware in Big Lake, Minn.

KUDOS TO

• Ganahl Lumber is marking its 140th anniversary this year.

• Milwaukee Tool celebrates its 100th anniversary, joining the Century Club.

• Solenberger’s True Value in Winchester, Va., has been recognized as a small business of the year by the Virginia Regional Chamber Greater Good Awards.

• Newton’s True Value in Cherryvale, Kan., celebrates its 100th anniversary.

• Dale St. Peters, owner of St. Peters Family True Value stores in Illinois, received the Estwing Golden Hammer Award from Estwing Manufacturing Company for 50 years of service.

• Melaco Sisters Hardware & Supplies in Cut Off, La., has been certified as a Women’s Business Enterprise by the Women’s Business Enterprise Council South.

PEOPLE ON THE MOVE

• Jim Rivas has been promoted to president of Tyndale Advisors, the wholly owned subsidiary and marketing arm of Orgill.

• TAL Building Centers has named Susan Hoshida as chief financial officer.

• STIHL named Eric Bjorling as vice president of marketing.

Patti and John T. Solenberger Jr.

• Zircon Corp. has named Bob Shortt president of global sales and marketing.

• Hancock Lumber, with locations in Maine and New Hampshire, named Anna Russo as its new chief people officer, replacing Wendy Scribner, who is retiring.

• Simpson Strong-Tie has promoted Tina Haro to director of national accounts-national builders, Will Becker to director of national accounts-pro supply, and Jack Grant to national accounts builder and technology manager.

• Spahn & Rose Lumber Co. announced the addition of the new vice president of human resources, Lori Hoffmann and new director of purchasing Ivy Su-Johanson. Longtime industry veteran, Russ Parish, retired as director of purchasing in February.

WHOLESALER, MANUFACTURER NEWS

• The Orgill 2024 Spring Dealer Market in Orlando set record attendance. For more details with comments from Orgill CEO Boyden Moore, read the full story.

• As part of a $3.9 billion deal, building and construction materials company Owens Corning acquired Masonite, a designer,

Orgill 2024 Spring Dealer Market in Orlando

manufacturer, marketer and distributor of interior and exterior doors and door systems.

• Ace Hardware and ServiceMaster® announced a multi-year agreement where the hardware cooperative will partner with the restoration, cleaning, moving and remediation company. During the Ace Fall 2023 Convention, President and CEO John Venhuizen promoted Ace’s involvement in do-it-for-me services such as those offered by ServiceMaster.

IN MEMORY

• Calvin “Skip” Hodder, owner and president of C.J. Hodder Lumber in Whitehall, Pa., died January 7 at age 71.

• Garry Conklin, owner of Conklin’s Maine Mercantile in Belfast, Northern Ireland, died on Feb. 13 at age 72. Before moving to Northern Ireland, he had a long hardware career, serving as manager of the True Value store in Fishkill, N.Y. n

Lori Hoffmann

Ivy Su-Johanson

UPCOMING EVENTS

MARCH

Ace Hardware Spring Convention

March 12-14, Kay Bailey Hutchison Convention Center, Dallas

Blish-Mize Spring Dealer Market

March 21-23, Overland Park Convention Center, Overland Park, Kan.

Do it Best Spring Market

March 23-25, George R. Brown Convention Center, Houston

Emery Jensen Edge

March 12-13, Kay Bailey Hutchison Convention Center, Dallas

National Hardware Show

March 26-28, Las Vegas Convention Center, Las Vegas

The Inspired Home Show

March 17-19, McCormick Place, Chicago

Wallace Hardware Spring Dealer Market

March 27-28, Sevierville Convention Center, Sevierville, Tenn.

MAY

Orgill Summer 2024 Online Buying Event

May 20-June 2

JUNE

House-Hasson Summer Dealer Market 2024

June 13-15, Sevierville Events Center, Sevierville, Tenn.

spoga + gafa garden trade fair 2024

June 16-18, Messepl. 1, Köln, Germany

AUGUST

Ace Hardware Fall Convention

August 8-10, McCormick Place, Chicago

Independent Home Improvement Conference

August 27-29, JW Marriott Marco Island Beach Resort, Marco Island, Fla.

Orgill Fall 2024 Online Buying Event

August 5-18

SEPTEMBER

Do it Best Fall 2024 Market

September 6-9, Indiana Convention Center, Indianapolis

Horizon Distribution Inc. Fall Expo 2024

September 11-12, Yakima Convention Center, Yakima, Wash.

True Value Fall Reunion

September 9-11, Orange County Convention Center, Orlando, Fla.

OCTOBER

House-Hasson Hardware Fall Dealer Market

October 10-12, Charlotte Convention Center, Charlotte, N.C.

United Hardware Fall Buying Market

October 9-11, River’s Edge Convention Center, St. Cloud, Minn.

Wallace Hardware Fall Dealer Market

October 2-3, Sevierville Convention Center, Sevierville, Tenn.

For a complete listing of calendar dates, click here.

CATEGORY REPORT

WILD BIRD FEEDER TRENDS

Source:

Analytics tracking information is based on sales from a representative sample of hardlines retailers located throughout the U S For more information, call 512-278-5800 or email epicorindustryanalytics@epicor com

3.58%

THE WILD BIRD FEEDING INSTITUTE, A SIOUX FALLS, S.D., NON-PROFIT ORGANIZATION THAT PROMOTES BIRDING AND CONSERVATION, SEES CONTINUED GROWTH OF THE WILD BIRD HOBBY, ESTIMATING THE COMPOUND ANNUAL GROWTH RATE OF WILD BIRD PRODUCTS TO BE 3.58 PERCENT THROUGH 2028.

WILD BIRD FEEDER MERCHANDISING

Upper Left: Aubuchon Hardware, Vergennes, Vt.

Middle Left: John’s Building Supply, Pittsfield, Mass.

Lower Left: Oakland Ace Hardware, Oakland, N.J.

Upper Right: Hall’s Hardware, Milton, Fla.

Lower Right: Spott’s Hardware, Medford, N.J.

CONTEST, EVENTS GENERATE VIEWS, FOOT TRAFFIC IN STORES

With some creativity, you can make wild bird hobbyists flock to your website and into your stores.

One fun example: This past September, Homeco Lumber and Hardware in Flagstaff, Ariz., hosted Build a Birdfeeder event as part of its Young Builders series of workshops. In addition to hosting the event, store staff recorded videos to show how to build the bird feeders.

Also this past February, Armstrong Hardware in Hamilton, Ontario, Canada, found a creative way to promote their wild bird products: A photo contest. Through social media, the store sought photos from customers of wild birds.

The request for photos asked viewers to a page on the store’s website, where they could submit photos. In addition, the page included links to other web pages about the stores wild bird related products, including seed, suet, houses and nectar.

Left: Customers of Armstrong Hardware in Hamilton, Ontario, Canada, voted for their favorite bird photos on the store’s Facebook page.

Right: Homeco Lumber and Hardware in Flagstaff, Ariz., hosted a bird feeder building event, where kids could assemble and decorate feeders.

The store narrowed the submissions to the three images and asked for votes within the comments section on their Facebook page. Dozens voted, earning the store additional traffic and interaction on its social media pages.

WILD BIRD MARKET AT A GLANCE

• The worldwide wild bird product market reached a value of about $1.71 billion, according to Expert Market Research, a market research company based in Sheridan, Wyo.

• Fueling the growth of the market is popularity of wild bird feeding and increasing awareness about bird nutrition, with purchasers of wild bird feed seeking high-quality options.

• Demand for organic bird food processed without insecticides, pesticides or fungicides is increasing. Nutritional levels of organically produced bird feed exceed those produced by traditional farming. n

Here, we share some wry observations about hardware retailing, running a small business and everyday life from exterior billboards, marquees and tacked up in break rooms. Got a funny sign? Email doug@thehardwareconnection.com.

Ganahl Lumber, Anaheim, Calif.

Crafty Beaver Home Center, Chicago

Kellogg Building Materials Home Center, Kitty Hawk, N.C.

Jack’s Hardware, Ann Arbor, Mich.

Bloomington Hardware, Bloomington, Ind.

Hentschel Hardware, Traverse City, Mich.

M&M

Lumber, Tulsa, Okla.

Flint’s Hardware, Batesville, Miss.

MCCOY TRUE VALUE PAINTS A BEAUTIFUL COMMUNITY

Saying Century Club member McCoy True Value Hardware & Just Ask Rental is involved in its community is a bit of an understatement. For more than 125 years, the business has been a foundation of downtown Indianola, Iowa. For the past three years McCoy True Value has teamed up with the Warren County Economic Development Corporation (WCEDC) and local chamber of commerce to offer commercial paint grants to spur business beautification efforts and

Involved in several aspects of their community just south of Des Moines, Iowa, McCoy True Value Hardware & Just Ask Rental offers free paint as part of a beautification project with the local chamber of commerce.

inspire business-to-business engagement and support.

Award winners receive up to five gallons of free paint from McCoy True Value and can choose between single gallons or a five-gallon bucket. Recipients of the paint grant must be located within Warren County, use the paint on a commercial building and preference is given to façade and exterior beautification projects. Winners can choose between interior and exterior Easy Care Paint.

WALK-THROUGH CONVERSATION TALKS UP BUILDER, RETAILER

Social media is all about shares and likes. Carolina Lumber, based in Atlanta, found a way to be both likeable and sharable when Blake Huber, owner, stopped by a job site of one of his customers, Hask Custom Homes.

In a video posted on Instagram, Al Kelecki, a second-generation construction company owner, walked through the new home build, talking with Huber about building materials and the history of Carolina Lumber. Huber explained the company history, which included its founding in 1900 as Portland Cement Company

Above: Carolina Lumber owner Blake Huber, right, shares company history and explains building materials while walking through a stunning home build by one of his customers, Al Kelecki, left, owner of Hask Custom Homes.

in Charleston, S.C. Huber also shared a brief outline of the company’s footprint, which includes five stores in the Southeast in Birmingham, New Orleans and three stores in Atlanta.

“We’re now the fourth generation of ownership with my brother and I,” Huber said. n

BEHIND THE NUMBERS

$2,300

Women spend an average of $2,300 on do-it-yourself projects, according to a 2023 Lombardo Homes survey of more than 1,000 U.S. women. Top home repairs women undertook include unclogging a drain, fixing a hole in the wall, and replacing an appliance.

71%

As opposed to ordering do-ityourself project materials online, 71 percent of women prefer to go to a hardware store, according to the Lombardo Homes survey.

39.1%

Women-owned businesses fuel the economy, representing 39.1 percent of all businesses—over 14 million— employing 12.2 million workers, according to Women in Retail, a business strategy and executive professional development company that hosts the Women in Retail Leadership Summit.

56.5%

About 56.5 percent of American retail workers are women, according to the U.S. Census Bureau.

32%

16%

Of those women going to stores, 16 percent said they were made to feel stupid when asking for help.

Percentage of female entrepreneurs who have experienced sexism as business owners, according to a 2022 SimplyBusiness report about gender bias and inequality affecting women business owners. n