Hardware Connection March 2025 by NHPA

THE INDUSTRY’S DIGITAL LEADER

OUTDOORLIVING GRILLING& SPECIALSECTION HOTTER

Brownsboro Hardware & Paint owner Doug Carroll celebrates community with EggFEST grilling event.

BUT FORWARD WE’RE NOT GOING ANYWHERE...

Orgill has been serving the industry for more than 175 years but what’s more important than how long the company has been around is where it is going. For the past three decades, Orgill has been the fastest-growing distributor in the industry and today, the company continues to invest in enhancing its products, programs and services to continue this legacy of growth.

Find out why thousands of retailers trust Orgill as their partner of choice by visiting Orgill.com/opportunity.

During markets, wholesalers showcase expansive outdoor grilling areas, such as at the Ace Hardware 2025 Spring Convention in San Antonio.

ADVERTISERS’ INDEX

WBy Doug Donaldson

Cooking Up Community, Innovation and Digital Excellence

alk into any great hardware store, and you’ll see more than just shelves stocked with tools, fasteners and home improvement essentials. You’ll see a business that’s woven into the fabric of its community—one that understands how people gather and celebrate.

Nothing proves that more than the growing role of grilling and outdoor living in independent hardware stores. Take Brownsboro Hardware & Paint in Louisville, Ky. Need proof that a store can bring a community together? Stop by Brownsboro’s EggFEST. What started as a small event to showcase the Big Green Egg has exploded into a massive twoday festival with more than 3,000 attendees, dozens of grills fired up across the parking lot and some of the best barbecue you’ll ever eat. What’s most impressive is the roughly $400,000 the event has raised for local food charities.

Folks from all over northern Kentucky circle the first weekend in August on their calendars every year to be part of this community tradition. In this issue, Brownsboro Hardware & Paint owner Doug Carroll shares a first-person account about how his store has become a grilling sensation in “ Grill, Gather, Give. ”

Brownsboro isn’t alone. Last year, Hardware Connection profiled Deale Hardware , a family-owned store in Maryland that has built a similar tradition. Their annual grilling events bring in hundreds of food lovers from all over, creating an experience that’s so much more than a store promotion—it’s about connection.

RETAILERS BRING THE SIZZLE

Walking the aisles at recent hardware shows, it’s clear that the independent hardware channel is embracing outdoor living like never before. There’s real momentum behind new products and creative merchandising that make outdoor spaces more inviting, functional and fun.

To get a broader perspective on where the industry is heading, don’t miss our exclusive Q&A: Thought Leadership: Do it Best CEO Dan Starr, who shares his bold prediction for the future of independent hardware retail.

As one of the industry’s most influential leaders, Starr offers a clear-eyed look at the challenges and opportunities ahead for Do it Best and True Value and provides a glimpse of what retailers can expect at the upcoming combined Do it Best/True Value Spring Market in Orlando, Fla.

Speaking of shifting landscapes, be sure to check out Craig Webb’s

“ 2024 Retail Hardware Deals Report ” to get a big-picture look at where the industry is headed.

If you want to see that future in action, events like the National Hardware Show in Las Vegas capture the essence of the industry. From showcasing the latest products to networking and learning sessions, NHS is where retailers, vendors and industry leaders come together to exchange ideas and spot trends. Oh, and let’s not forget the grilling demonstrations—because nothing quite says hardware innovation like watching the newest outdoor-cooking technology in action. See “ Stay Ahead with the National Hardware Show ” for a full preview of this year’s NHS.

Hardware Connection is also continuing our yearlong fifteenth-anniversary celebration. Every issue this year, we’re digging into our archives to highlight some of the best tips we’ve ever published. One that jumped out this time: a piece of advice from over a decade ago warning against chasing Google’s algorithm changes. Turns out, that’s just as true today as it was then— consistency, quality and understanding your audience always win out over quick, cut-and-paste hacks.

ANNOUNCING THE DIGITAL BEACON AWARDS

As the digital leader in the industry, it’s only natural that Hardware Connection celebrates digital

excellence. This year, we’re introducing a new way to recognize retailers who push the boundaries of digital engagement. The Digital Beacon Awards , an addition to the Beacon Awards program, will honor outstanding achievements in digital marketing, customer engagement and innovation. From standout social media campaigns to e-commerce excellence and community-driven digital outreach, these awards celebrate the ways retailers use technology to connect with customers and strengthen their businesses. The top overall submission will receive the Beacon Award for Digital Excellence, presented at the Independent Home Improvement Conference in July. Entries are open through May 1, and we can’t wait to see the best of the best in digital innovation among independent hardware retailers.

As we head into the rest of the year, one thing is clear: Something is sizzling in the independent hardware channel. Retailers aren’t just selling products—they’re creating experiences, from immersive grilling events to standout outdoor living displays. The Digital Beacon Awards celebrate those pushing retail forward, using digital tools to engage customers, drive sales and build stronger businesses. I can’t wait to see the Digital Beacon Awards nominees and honor the winners in Orlando during the IHI Conference! n

IBy Craig Cope

TREND WATCH From Dust to Data: How Automation Is Reshaping Retail

n the evolving landscape of retail, automation is reshaping traditional roles. While evaluating cleaning services, our team encountered an unexpected question: Have robots advanced enough to replace routine cleaning? Once a futuristic fantasy, reminiscent of Rosie the Robot from The Jetsons , robotic cleaning technology has advanced to a point where its practicality—and affordability—is worth serious consideration.

For independent hardware stores, this question is relevant. With labor shortages, rising costs and efficiency concerns, could robotics provide a viable alternative for store maintenance?

Like many small businesses, our office operations mirror those of a typical hardware store. Our cleaning routine was disrupted when our provider could no longer continue, prompting us to explore robotic solutions. With prices lower than before and capabilities improving, investing in automation became a serious consideration rather than a novelty. Cleanliness affects customer experience and safety, making automated solutions appealing. Here’s how robotics can streamline operations:

ROBOTIC FLOOR CLEANERS FOR STORE MAINTENANCE

Autonomous vacuums and mops, like iRobot, Roborock and Whiz by SoftBank Robotics, maintain floors with minimal intervention. These models vacuum, mop, empty canisters and clean mop heads autonomously. They recharge and rerun as needed, working efficiently overnight or during slow periods. Some even navigate around shelving and high-traffic areas, making them well-suited for retail settings.

AUTOMATING BACKROOM AND WAREHOUSE CLEANING

Warehouse-style hardware stores accumulate dust and debris. Industrial robotic sweepers, such as those from Tennant or Nilfisk, clean large areas efficiently after hours, allowing employees to focus on customer service and inventory.

ROBOTIC WINDOW CLEANERS FOR CURB APPEAL

First impressions matter. Robotic window cleaners, like the Hobot series, keep storefront windows

TREND WATCH

spotless without requiring ladders or manual effort, reducing the need for outsourced services.

AI-POWERED INVENTORY AND SHELF MANAGEMENT

Automation extends beyond cleaning. We recently covered McCoy’s Building Supply, with more than 85 stores, using Badger Technologies robots to improve inventory management. These robots have reduced out-of-stock products by 50 percent and improved pricing accuracy to over 97 percent, helping retailers maintain well-stocked shelves and pricing integrity.

While robotic solutions require an upfront investment, long-term savings can be substantial. Cleaning services can cost hundreds to thousands per month, while commercial-grade robotic devices range from $500 to $3,000, often paying for themselves within a year.

With many store owners struggling to find reliable maintenance staff, robots offer consistent performance without sick days, turnover or wage increases. As prices drop and capabilities improve, independent hardware stores should consider automation as a strategic advantage. Whether you’re maintaining spotless aisles, warehouse floors or storefronts, robotics is no longer science fiction. n

HARDWARE STORIES butAmazing TRUE

In our town, we had a historic theater that was bringing in a tribute band as part of a big fundraiser. People could get their photos taken with the band, and there were drawings and giveaways. In the past, my store has always donated items for the theater’s fundraiser. A new hardware store opens down the road and decides it wants in on the action. It was irritating. They gave a $1,000 Traeger grill for a drawing. People put their names in at the event and the winner got called that day. You had to be present to win. They started calling the names, and after about 20 were called, no one had shown up. Then they called my name. I won it!

I ran all the way down to claim my prize. I told them that I wasn’t going to keep it. I held a drawing in my store and gave it away!

Carolyn Turkowski Hemet True Value Hardware Hemet, Calif.

Aguy walks in with a Master Lock M1 key. “I need a key cut.”

I make him one, and off he goes. Thirty minutes later, he’s back. “This key doesn’t work.”

No problem. I cut him another. Thirty minutes later, he’s back again.

Now I’m suspicious. Key cutting machine issue, maybe? But I stay patient and make a third.

Then it hits me. “Sir, does the key you have even work?”

He stares. Thinks. Then, with total confidence, says, “If it did, I wouldn’t need a new key.”

Ah. There it is.

I break it to him. “Sir, I am just making a duplicate of what you already have.”

Silence. Realization. A slow blink. “Oh.”

And with that, he walked out. Never saw him again. I assume he’s still out there, fighting that lock.

Drew McKenzie McKenzie Lumber Co. Rich Creek, Va.

By Craig Cope

HARDWARE PRODUCTS REVIEW ShopTalk

NEW WD-40 ® MULTI-USE PRODUCT LOW ODOR

WD-40 is more than just a household name—it’s a global powerhouse in the hardware industry. Sold in over 176 countries and territories, the brand carries an unmatched level of trust and recognition, making its products a muststock for retailers. Customers don’t just know WD-40; they actively seek it out, relying on its proven performance for a wide range of applications. The brand has a track record of continuous innovation, as seen with WD-40 EZ-Reach, the Smart Straw system and WD-40 Specialist products. WD-40’s legendary multiuse formula is known for its ability to lubricate, protect and loosen rusted parts, all while displacing moisture. The Low Odor version

delivers the same results but without the strong petroleum smell often associated with traditional lubricants. Whether customers are working in a garage, basement or poorly ventilated area, this version ensures comfort without compromising effectiveness. Click here to view a brief company video.

Retailers aiming to enhance revenue should leverage WD-40’s broad recognition and customer loyalty. Positioning the Low Odor formula in high-traffic areas and using the company’s promotional displays for additional placement ensures

maximum visibility and greater sales opportunities.

All our testers reported that the product performed as expected. They noted that the reduced odor allowed them to use WD-40 in more applications—one tester even used it to lubricate a squeaky door hinge in their newborn’s room.

WD-40 Multi-Use Product Low Odor is an essential addition to any hardware store’s inventory. It upholds the high standards of a proven best-seller while catering to customers who prefer a lowodor option without compromising performance. Stop by the WD-40 booth at your next wholesaler show to discover how it can boost your sales.

ith questions:

Scan this code to see IRC working

We know we’re new.

Like any new tool, you want to try it. You need to make your own evaluation: Does it live up to the statements and video claims?

That’s why we’re offering this special Introduction Package; along with the It’s a Real Cinch sets, we’ve added test-size swatches of tarp fabric, canvas drop cloth and heavy poly sheeting. Please see the review in February’s Hardware Connection.

The intro-pack price includes delivery, and if your evaluation leads to a case or bulk purchase, we’ll discount that purchase to offset the price you paid for the trial package.

IT’S A REAL CINCH®

PRODUCT #2

POWERHORSE

RESIDENTIAL GASPOWERED HOT WATER PRESSURE WASHER

Hardware retailers know offering reliable professional-grade equipment is key to customer loyalty and repeat business. The Powerhorse Residential GasPowered Hot Water Pressure Washer is a strong propane-powered cleaning solution that meets the high expectations of homeowners, contractors and mechanics alike.

The pressure washer is designed to tackle oil, grease and grime. Hot water pressure washers clean up to two times faster than cold-water models when tackling oil and grease, significantly cutting down cleaning time and water use. Watch it in action: Click here to view a quick video.

The Powerhorse Hot Water Pressure Washer packs some impressive features:

• High-performance cleaning: Delivers 3,600 PSI at 2.6 GPM, powered by a 212cc OHV Powerhorse engine for tackling heavy-duty grime.

• Hot water advantage: The propanepowered burner heats water up to 150°F, making grease and oil

removal twice as effective as coldwater models.

• Quick-connect nozzles: Comes with four quick-connect nozzles (15°, 25°, 40° and soap) for versatile cleaning applications.

• Durable construction: Built with a triplex plunger pump with thermal protection, low oil shutdown and a sturdy steel frame for long-term reliability.

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 804 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 past 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

Hunter’s Hardware, Berkley Spring, WV—1870

REVIEW

• Extended reach and control: Includes a 50-foot reinforced braided hose and an ergonomic spray gun for enhanced control and efficiency.

• Adjustable pressure settings: Enables users to customize the washer’s power output, making it suitable for both light- and heavyduty cleaning.

• Easy portability: Features 12-inch pneumatic tires for effortless transport across job sites.

As a trusted manufacturer and B2B wholesale distributor, GNE ensures that retailers can confidently offer top-tier equipment. With a legacy of providing high-quality outdoor power equipment, professional job tools and durable construction solutions, GNE partners with independent retailers to supply innovative and trusted brands that enhance product offerings and build customer loyalty.

We provided a sample unit to a local mechanic shop offering engine bay cleaning services. The tester was highly impressed by the effectiveness of hot water cleaning compared to cold water. For professional mechanics, time is money, and the Powerhorse significantly boosted service profitability by reducing labor time, water and effort.

For independent hardware retailers, the Powerhorse Residential GasPowered Hot Water Pressure Washer is a premium product that delivers professional-grade performance and profit-driving potential. Customers will appreciate its efficiency, durability and trusted GNE-backed reliability. Offering this washer in your store is a smart way to increase sales, attract repeat business and establish your reputation as a go-to source for high-quality power equipment.

RESCUE! BIRDSEED MOTH TRAP

Nothing is more frustrating than opening a fresh bag of birdseed only to find unwelcome guests: pantry and birdseed moths. These pests, primarily Indian meal moths and Mediterranean flour moths, are notorious for invading dry goods, including pet food, grains and, of course, birdseed. If left unchecked, they can spread quickly, contaminating food and requiring extensive cleanup. Enter the RESCUE!

PRODUCT #3

Birdseed Moth Trap—a simple yet highly effective solution designed to attract and eliminate these persistent intruders.

The RESCUE! Birdseed Moth Trap specifically targets birdseed moths and pantry moths by using a pheromone lure that mimics the scent of female moths. Once male moths are drawn in, they become trapped, breaking the breeding cycle and reducing future infestations. Unlike some other pest control solutions, this trap is pesticide-free, making it a safe choice for use in homes, pantries and storage areas where food is kept.

Setting up the trap is effortless: Simply open the lure packet, insert the knob into the trap, and place it near the affected areas. The discreet, low-profile design allows it to fit seamlessly in cabinets and storage bins and near pet food areas. The sticky surface ensures that once moths enter, they don’t escape, providing peace of mind to homeowners and pet owners alike. Click here to watch a brief video from RESCUE!

Pantry moths and birdseed moths thrive in warm, humid environments, making infestations more common in regions with moderate to high temperatures. However, these pests can be found across North America, from coastal states with year-round mild climates to colder regions where they hitch a ride indoors through infested products. Whether you’re in Florida, California or the Midwest, if you store birdseed or dry food, you’re at risk.

For those dealing with persistent moth infestations, the RESCUE!

Birdseed Moth Trap is a game-changer. It’s an affordable, chemical-free and highly effective solution for stopping moth populations before they get out of control. Since pantry and birdseed moths are prevalent across the United States, retailers should strongly consider adding the RESCUE! Birdseed Moth Trap to their product lineup. For maximum visibility, create an additional merchandising display in the birdseed section. n

How’s Business?

MIDWEST

How were sales and customer counts in 2024? They are growing. We’re in a small town, and we have some housing additions going in the next couple years. About a thousand new homes are almost ready. There’s also a big data center, like 200,000 square-feet, coming soon. My business is only going to grow in the next two or three years.

What’s unique about your business? The customer service. We go above and beyond. We go the extra mile to sell a 20-cent bolt. We make our customers feel like they matter and give them attention.

What new initiatives do you have planned for 2025? We’re real small, 4,000 square feet. I want to add some lumber and drywall and stuff like that. I’m planning on building a warehouse later in the year and have started looking for builders. I’m expanding my Case knives, going from a silver to platinum dealer. I’ll also start selling knives online. I’m putting in a lot of new Diablo products and finally getting some power tools.

Nancy Lee of Nancy’s Hardware & Feed in Monrovia, Ind., is gearing up for growth in 2025, planning to add lumber, drywall and power tools; expand her Case knife selection to platinum dealer status; and launch online knife sales.

What are your strongest niche categories? Feed is probably the biggest. We have every kind of feed, from guinea pigs to horses. Otherwise, we have a pretty large variety, and people are shocked when they come in for the first time. Looking from the outside, it doesn’t look like we have as much, but it’s pretty packed.

Nancy

Lee Nancy’s Hardware & Feed Monrovia, Ind.

NORTHEAST

How were sales and customer counts in 2024? We haven’t gone backward since Covid.

It’s been a positive increase every year since. In 2024, we were up at least 10 percent. Our area is strong in the marketplace. We’re contractor-oriented, with at least 70 percent contractor, 30 percent do-it-yourselfer. We do really well helping customers with restoration and remodeling.

What’s unique about your business? Our store is fourthgeneration, family-owned. My greatgrandfather bought it in 1919. The store was around before that and

Elverson Supply Co. in Elverson, Pa., has seen steady growth, with sales up at least 10 percent in 2024. A fourth-generation family business dating to 1919, the store is a go-to resource for contractors, known for windows and doors, tool sales and repair services.

has been on our property since 1875. We serve the community well, and I like to say we’re too big to be small and too small to be big. What new initiatives do you have planned for 2025? The walls of the new warehouse are being put up today. It’s going to be a molding-andmillwork kind of building, big garage doors across the front. It’s going to enable us to be more efficient.

What’s your strongest niche category? We’re more a lumberyard. We’re known for windows and doors, quality lumber tools, sales and repairs. We’re also an authorized service center for several brands, so that keeps customers coming back after they buy the products.

Dave Cook Elverson Supply Co. Elverson, Pa.

HOW’S BUSINESS?

SOUTH

How were sales and customer counts in 2024? Slow. The good accounts were great, but the bad accounts were terrible. Election years are always hard.

What’s unique about your business? I’m the fourth generation, and we opened in 1939.

What new initiatives do you have planned for 2025? We’re looking to pick up some new suppliers for our paint. I do hope we get some new home contractors this year.

What are your strongest niche categories? Definitely customer

Above: McKenzie Lumber Co. in Rich Creek, Va.,

been family-owned for four generations, serving the community since 1939.

service. A person can walk into any big-box store and buy things. But if customers don’t know what they want or need, we’re the ones they go to.

Drew McKenzie McKenzie Lumber Co.

Rich Creek, Va.

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Right: Drew McKenzie of McKenzie Lumber Co. says he’s looking to looking to expand paint suppliers and build relationships with new home contractors this year.

has

SOUTHWEST

How were sales and customer counts in 2024? Last year was good. We were up in 2023, and in 2024 we were up some. We’re in the downtown area of Chickasha [Okla.], and it’s going through an upswing right now and revitalization. The oil and agriculture industries are big in our area. There have been some school bond issues.

separates us from our competitors. We have three employees and several subcontractors that work through us, but also just an array of customers and local people. We have relationships with contractors and

customers within a 50-mile radius. We support our community the best way that we can through different organizations. We supplied drinking water to the sheriff’s department, the local jail and the school systems.

What’s unique thing about your business? We’ve got a strong niche with kitchens, floors and bathrooms. We’re in an area with three to four local hardware stores, and we just took a different approach. We offer installations for the products that we sell, which

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customize

Carl Swan of Swan Hardware Do it Best, Akron, Ohio tells us how Retail Automation fits his business.

What new initiatives do have you have planned for 2025? I’m looking to retire in two or three years. Our next step is an exit strategy. Over the next year, we’re wanting to grow a little bit more. We’re trying to upgrade our showroom and always looking for new product lines. I think you can get stagnant if you don’t, so we want to bring new products into our store on a regular basis.

What is your strongest niche category? Flooring, by far. It’s about 65 percent of our business. About 30 percent of that is do-it-yourself; the rest is contractor, builder. The big-box stores have a lot of the same products, but they don’t offer the services. People come to us for our expertise. They want full service, not just to carry out the product. We promote those products and services through our website, Facebook and a couple of small local papers and radio ads. With flooring and kitchen and bath, you have

Right: Kyle McComas, owner of All American Home Center in Chickasha, Okla., has built a strong niche in flooring, kitchens and bath remodels—and offers full-service installations that set the store apart from big-box competitors.

Above: All American Home Center has grown alongside Chickasha’s revitalization, serving customers within a roughly 50-mile radius.

to be on top of the trends. Colors are probably one of the big things now. While white Shaker style has been big for years, we’re seeing more toward grays, greens and blues. In the flooring market, we’re seeing a trend with luxury vinyl, a waterproof plank. When we started with flooring several years ago, tile was the go-to for everybody. Now it’s luxury vinyl.

Kyle McComas

All American Home Center

Chickasha, Okla.

WEST

How were sales and customer counts for you in 2024? Declining. In January, alone, we were down. In our area, the difference is propane sales. This year it wasn’t as cold as previous years. The local economy seems to be on the rise.

What’s unique about your business? We’re in a very rural area. The nearest Home Depot or Lowe’s is a good hour away. People want to support a local business, and we have everything for our area.

“ PEOPLE WANT TO SUPPORT A LOCAL BUSINESS, AND WE HAVE EVERYTHING FOR OUR AREA. ”

What new initiatives do you have planned for 2025? We plan to expand our DeWalt and Milwaukee lines, because previously our tool sections have always been plug-in. We haven’t had battery power tools. Orgill stepped up with those lines so we can

Chris and Jaymee Cisneros of Mills Hardware in Phelan, Calif., say their store has carved a niche with manufactured home parts and plans to expand DeWalt and Milwaukee battery-powered tool lines.

compete with the big-box stores at their prices. That’s pretty great.

What’s your strongest niche category? Manufactured home parts. A lot of big-box stores don’t carry them. Other local businesses that are about 30 minutes away are very, very limited on PEX piping, specifically fittings for faucets and other household repairs for manufacturing homes.

How do you approach marketing? We have a lot of regular local customers who just know us. We sponsor a lot of local events. Our town is really small, and the store hosts the Chamber of Commerce in town. We also do Easter and Christmas events.

Chris and Jaymee Cisneros Mills Hardware Phelan, Calif.

FOR IDEAS

WASTE BAG DISPENSERS FOR PET OWNERS IN A PINCH

Having a location in a city neighborhood, I pass by so many adorable pups and their owners every morning. There’s even a dogsitting business and dog run located in the same building as my shop! Despite this, I realized there isn’t a local pet store in our area and nowhere for folks to buy supplies. So I thought it would be a good idea to stock some basic dog waste bags and dispensers so people could pop by and grab, just in case.

After attending the National Hardware Show a few years ago, I connected with the team from LitezAll , a company that makes innovative, portable lighting across multiple categories (camping, home, office, outdoor and more). After looking through their inventory, I came across a great product called the Waste Bag Dispenser, a dog waste bag dispenser and flashlight in one.

Included is a three-mode flashlight with high, low and high-visibility strobe, plus a waste dispenser preloaded with 15 bags. A convenient carabiner clip is included, too. It’s a great product and so helpful to have clipped on your dog’s leash. I’ve been using it with my own

A flashlight and waste bag dispenser in one, designed for convenience during evening dog walks. This compact, clip-on tool is a smart addition for hardware stores offering innovative, practical pet products.

dog for several weeks now and am very satisfied with the quality and usefulness. I’ve had several dog owners come into the shop telling me they’ve never seen a bag dispenser with a flashlight! It’s been a surprising thing I’ve added into our rotation and seems to get a really good response so far. n

Kelly Wright is the founder of YUNS, a hardware store focused on beginners. Her shop began online, where she wanted to create a new context around hardware by making it simple, welcoming and insightful. She recently opened her first storefront in Philadelphia inside an old tech high school that was repurposed into workspaces for makers, businesses, nonprofits and artists.

Q&A: THOUGHT LEADERSHIP

Dan Starr sees the Do it Best Spring Market, March 21-23 in Orlando, Fla., as a key moment to connect with retailers, discuss industry challenges and highlight how the company’s expanded scale and resources are strengthening independent businesses in a changing market.

TECHNOLOGY, TRUST AND GROWTH: WHAT’S NEXT FOR DO IT BEST AND TRUE VALUE

Do it Best’s acquisition of True Value this past fall marked a significant shift in the hardware industry, reshaping the competitive landscape for independent retailers. As industry dynamics evolve, Do it Best CEO Dan Starr is leading the cooperative through a pivotal moment, balancing growth, integration and innovation. The company looks to provide members with greater buying power, improved logistics and enhanced product availability. Starr recognizes the challenges ahead—integrating supply chains, rebuilding vendor trust and supporting a new generation of store owners—but remains confident in Do it Best’s ability to navigate these shifts.

Hardware Connection recently sat down with Starr for this exclusive interview about the new retail hardware landscape and the future of Do it Best and True Value. He believes the combined strength of Do it Best and True Value isn’t just about growth, he told us; it’s about ensuring that

Q&A: THOUGHT LEADERSHIP

independent retailers have the tools, technology and resources to thrive in a rapidly evolving market.

Hardware Connection : Given the changing wholesaler landscape, what do you see as Do it Best’s main challenges and opportunities?

Dan Starr: The wholesaler landscape is shifting rapidly. Do it Best is built for agility, strength and growth. As the Champion of Independents, our focus is ensuring that independent True Value retailers and Do it Best members have the scale, technology and buying power to compete and win in an evolving market. That’s exactly why we made the bold moves we did in 2024. The opportunities ahead are significant: We’re now the largest member-owned hardware and LBM co-op in the world, giving our members and retailers unmatched buying power, enhanced logistics and expanded product availability. Our focus is on leveraging this scale while maintaining the responsiveness and service that set us apart.

Describe the path Do it

Best is taking to integrate the two companies’ supply and distribution chain. Are you finding efficiencies and improvements to benefit the member stores? Are there obstacles?

“

GENERATIONAL TRANSITION ISN’T JUST ABOUT PASSING THE TORCH—IT’S ABOUT LIGHTING THE WAY FORWARD.

”

—DAN STARR

We’re executing a disciplined, data-driven integration to align True Value’s distribution network with our existing infrastructure. The path is straightforward: greater efficiency, lower costs and better product availability for our members that leverages the best practices and operational excellence of both companies. We’re focused on learning from each other rather than just pushing through “the Do it Best way.” We’re already seeing improvements— enhanced fill rates, optimized freight routes and a more resilient supply chain while quickly reducing operating costs. One challenge is ensuring a seamless transition without disrupting service. We’ve tackled this by being transparent with members, retailers, vendors and staff, keeping operations running smoothly while strategically consolidating when and where it makes sense. Every decision is made with long-term member success in mind.

Starr believes technology will shape the future of independent retail and works with staff to emphasize how Do it Best is equipping stores with advanced tools, data-driven insights and e-commerce solutions.

Some vendors were significantly affected by True Value’s bankruptcy. What specific steps is Do it Best taking to rebuild trust with these suppliers and ensure they feel secure in continuing their partnership?

Our commitment to strengthening vendor partnerships is unwavering. Following True Value’s bankruptcy, we understood that restoring trust required decisive action. That’s why Do it Best has taken a proactive, transparent and strategic approach to rebuilding these relationships— because when our vendors succeed, our retailers succeed.

Q&A: THOUGHT LEADERSHIP

At the Do it Best Fall Market in Indianapolis this past September, Starr announced nearly $4.6 billion in sales and a record $352.6 million in gross profit for fiscal year 2024.

We’ve established a clear financial separation between past obligations and the new True Value, ensuring vendors have the security and confidence they need to move forward. We’ve engaged directly, one-on-one, with over 3,000 vendor partners, fostering open and honest dialogue to address concerns, clarify terms and reinforce our commitment to reliable partnerships with a company that is financially sound and primed for substantial growth.

Our efforts are already delivering results. Fill rates have climbed about 30 points in under four months, reflecting the strength of our supply chain and our ability to meet stronger retailer demand. We’ve also forged new

strategic agreements with key partners, expanding opportunities for both vendors and retailers.

We’re not just restoring trust; we are building a stronger, more resilient future. The combination of Do it Best and True Value is not only an opportunity—it’s a commitment to shared success.

What do you believe will be the biggest takeaway members and vendors will get from the new, combined Do it Best/True Value Spring Market?

Our Spring Market represents a defining moment for our members, dealers and vendor partners. It’s not just about a new chapter—it’s about a more resilient future that demonstrates what we can achieve when we’re bigger, stronger and faster than ever.

For retailers and dealers, this Market will make one thing abundantly clear: They now have more buying power, better product availability and greater opportunities for growth than ever. They’ll see firsthand how this partnership is delivering stronger assortments, sharper pricing and expanded merchandising support, all designed to drive their profitability and long-term success.

For our vendors, this is a moment of renewal. We’ve taken decisive action to restore trust, stabilize and rebuild supply chains and create a reliable, high-performing distribution network. With fill rates surging into the nineties

and expanded vendor partnerships in place, our commitment to strengthening these relationships has never been stronger. Vendors will leave this Market knowing that Do it Best and the new True Value are not just customers—we’re a trusted, long-term partner, invested in shared success.

The bottom line is this: We’re delivering. We’re growing. And as the Champion of Independents, we’re building a future where independent home improvement businesses and their suppliers don’t just compete—they win.

More and more Baby Boomer store owners are retiring. What’s your take on this demographic shift and how it will affect the industry?

This demographic shift is one of the most significant transformations in the retail hardware industry. As Baby Boomer store owners retire, we’re seeing a new generation step in—one that’s eager to embrace technology, data-driven decision-making and modern retail strategies.

At Do it Best, we’ve not just been responding to this shift—we’ve been leading it. We’ve been actively working to help store owners with the transition, partnering with other owners who are pursuing growth. We have a whole stable of owners who are ready to acquire stores.

In addition, we offer the most advanced technology in the industry,

Q&A: THOUGHT LEADERSHIP

giving independent retailers the competitive edge they need. While others talk about innovation, we’ve already delivered an industry-leading e-commerce platform, technology tools and supply chain efficiencies.

For the next generation of owners, this leadership matters. They expect real-time data, seamless online and instore integration and precision pricing strategies—and that’s exactly what we provide. We’re equipping them with the tools to run smarter, grow faster and serve customers better in an increasingly digital marketplace.

This generational transition isn’t just about passing the torch—it’s about lighting the way forward. And with Do it Best at their side, the future of independent hardware retail has never been stronger.

What’s your bold prediction for the hardware industry that you believe will occur within the next five years?

In the next five years, the gap between tech-enabled independent business owners and those still relying on outdated models will widen dramatically. Customers are demanding more—real-time pricing, seamless online-to-in-store experiences and personalized service powered by data—and retailers who don’t evolve will get left behind.

Dan Starr is leading Do it Best through a major transition following its acquisition of True Value, focusing on integrating supply chains, strengthening vendor relationships and providing independent retailers with the scale and technology needed to adapt to an evolving industry.

At Do it Best, we’re already leading this transformation. While competitors are still trying to figure out how to develop technology tools and an e-commerce website, we’re delivering the most advanced retail technology in the industry—right now. The future belongs to retailers who can adapt quickly, leverage data effectively and create a frictionless shopping experience.

The bottom line? Survival in this industry won’t be only about size—it will be about strategy. The independent retailers who embrace technology, pricing intelligence and operational efficiency will not only survive but thrive. And we’re making sure independents aligned with Do it Best and True Value are the ones leading the charge. n

JULY 30-31 |

Elevate Your Operations

Join us for two days of education, networking and growth opportunities at the 2025 Independent Home Improvement Conference in Orlando

Why Attend?

• Gain actionable insights from engaging keynote speakers and industry innovators

• Learn new strategies with 30+ targeted breakout sessions designed for independent retailers

• Expand your network with 800+ home improvement industry peers

• Enjoy a world-class, family-friendly venue in vibrant Orlando, FL

Who Should Attend?

The 2025 IHI Conference is designed for independent hardware and home improvement retailers looking to strengthen their operations, explore new business opportunities, and grow their networks.

Scan the QR code to join the waitlist for the 2025 Home Improvement Conference

Sponsorship and Exhibitor Opportunities Available

Nominations Now Open for 2025 Beacon Awards

Do you know a standout hardware retailer? Nominations are now open for the 2025 Beacon Awards, presented by Hardware Connection . Winners will be recognized at the Independent Home Improvement (IHI) Conference July 30-31 at the JW Marriott Orlando Grande Lakes.

Beacon Award winners will be honored during a ceremony as part of the IHI Conference. In addition to the Beacon Awards, the event will offer independent hardware retailers opportunities to network, share ideas and attend breakout sessions about better business practices.

Introduced in 2013, the Beacon Awards recognize the best of the best independent hardware and home improvement retailers from across the country while encouraging a new generation of retailers to make their mark in the industry.

Do it Best and Orgill are wholesale sponsors of the Beacon Awards. Other 2025 sponsors include Epicor Software

Presented By

Beacon Award winners will be recognized at the 2025 Independent Home Improvement JW Marriott Orlando Grande Lakes in Orlando, Fla.

Corp., Ettore Products, Fluidmaster and WD-40 Low Odor.

For each participating wholesaler, the 2025 Beacon Awards will honor the Retail Beacon Award winners and Best New Stores. The Retail Beacon Award is a lifetime achievement award

The 2024 Beacon Award winners and sponsors

for a retailer or company. The Best New Stores category honors existing retailers opening a branch store or a newcomer opening a ground-up business. Recipients of these awards represent the cutting-edge future of the industry.

Here are the 2024 Beacon Award honorees:

• Retail Beacon Award—Buchheit, Perryville, Mo., owned by the Buchheit family.

• Retail Beacon Award—Nation’s Best, Dallas, with CEO Chris Miller.

• Beacon Award for Best New Store—Koopman Lumber, Dennis, Mass., owned by the Koopman family.

• Beacon Award for Best New Store—Village Hardware & Home Center, Findlay, Ohio, owned by the Evers family.

NEW! ANNOUNCING THE DIGITAL BEACON AWARDS

The new Digital Beacon Awards sponsored by WD-40 Low Odor will honor hardware stores and home improvement centers that excel in digital marketing, engagement and innovation. Recognizing creativity and effectiveness in the digital space, these awards highlight excellence in categories including Best Social Media Post, Best Social Media Campaign, Best Website or

DIGITAL BEACON AWARDS

BEACON AWARDS

E-Commerce Experience, Outstanding Community Engagement and Top Digital Advertising Campaign.

The highest digital honor, the Beacon Award for Digital Excellence, will be presented to the best overall submission at the Independent Home Improvement Conference. Individual category winners will be featured on Hardware Connection ’s website and social media. Nominations are open through May 1, 2025, for digital

Winners of the Beacon Awards receive an all-expenses-paid trip for two to the awards ceremony at the JW Marriott Orlando Grande Lakes in Orlando, Fla.

initiatives launched between May 1, 2024, and May 1, 2025.

For more information and to submit nominations, visit Hardware Connection ’s Digital Beacon Awards page , where you’ll provide a brief description and share relevant links.

DEADLINE FOR NOMINATIONS IS MAY 1

The deadline to nominate retailers for the Retail Beacon Award, Best New Store Award and Beacon Award for Digital Excellence is May 1, 2025. Retailers can nominate their own stores, and nominations are accepted from wholesalers.

Sponsors:

Wholesale Sponsors:

For the Retail Beacon Award and Best New Store Award, judging will be based on the following criteria: financial performance (sales, profits, margins); community involvement; store design; merchandising displays; promotion activities; specialized product areas or niches; employee training and recognition programs; and innovative retailing concepts.

Best New Store nominees must have been open at least one year to a maximum of four years. The store could have been built to replace one destroyed by natural disaster; it could also be a new branch store. Nominated stores must feature all the core departments: electrical, hardware, lawn-andgarden, plumbing, paint and tools.

The 2025 Beacon Awards will be presented during the Independent Home Improvement Conference at the JW Marriott Orlando Grande Lakes in Orlando, Fla. Honorees will receive an

all-expenses-paid trip for two to the 2025 Independent Home Improvement Conference including conference registration, airfare, ground transportation, hotel and meals. They will also receive a Beacon Award trophy and be featured in an article in Hardware Connection magazine.

NOMINATION INFORMATION

To nominate a store for the Retail Beacon Award or Best New Store Beacon Award, please include detailed information for each of the judging criteria, attach any relevant pictures and list the date the new store opened. Also provide retailer name, store name, square footage, address, phone number and email address. Email nominations by the May 1, 2025, deadline to editor Doug Donaldson at doug@thehardwareconnection.com . Nominations for the Digital Beacon Awards will be accepted through our website nomination form . n

FLUIDMASTER’S SUPER FLAPPER: ONE FLAPPER, EVERY TOILET

EVERY HARDWARE RETAILER KNOWS THE HASSLE OF RETURNED TOILET FLAPPERS. WHEN CUSTOMERS BUY THE WRONG SIZE—TWO-INCH INSTEAD OF THREE-INCH, OR VICE-VERSA—EVERYONE GETS FRUSTRATED.

FLUIDMASTER IS A PROUD SPONSOR OF THE 2025 BEACON AWARDS

LEARN MORE ABOUT FLUIDMASTER’S 523A UNIVERSAL TOILET 2” AND 3” SUPER FLAPPER

A UNIVERSAL FIT—NO MORE RETURNS

Fluidmaster’s Super Flapper solves that problem. This universal toilet flapper quickly adjusts to fit both two-inch and three-inch toilets, eliminating guesswork. The packaging includes a built-in measuring tool, so customers instantly know which setting to use. Switching configurations takes just seconds—no more returns, no more stapled packaging.

BETTER PERFORMANCE, LESS WATER WASTE

Beyond its universal fit, the Super Flapper lets users customize flush

performance by adjusting water flow with a simple dial, conserving water while ensuring a powerful flush.

For homeowners, it’s a no-fail fix. For retailers, it means fewer returns and happier customers. Toilet repair kits featuring the Super Flapper are also available.

STOCK THE SUPER FLAPPER TODAY—AND FLUSH SIZING MISTAKES AWAY!

OPENINGS, CLOSINGS, DEALS ROUNDUP

By Craig Webb

2024 RETAIL HARDWARE DEALS REPORT

THIS PAST YEAR, 175 HARDWARE STORES AND HOME CENTERS WERE BOUGHT, OPENED OR

Above: This map shows the 175 hardware store facilities that changed hands in 2024, based on joint research by Hardware Connection and Webb Analytics. Green pins mark 81 new greenfield openings, blue pins indicate 55 stores acquired across 28 deals and red pins highlight 39 closures.

Atotal of 175 hardware store facilities were purchased, opened as greenfields or were closed in 2024, joint research by Hardware Connection and Webb Analytics finds. Within that number, 55 were acquired in 28 deals. Another 81 stores opened, while 39 were shuttered.

The biggest single deal saw Ace Corp’s Ace Retail Holdings unit acquire Bishop Ace Hardware’s 11 stores. Another Ace retail unit, Westlake Ace Hardware, did two deals that brought it six stores while opening 11 greenfield locations.

Aubuchon completed four purchases for 13 facilities, and Nation’s Best Holdings made four purchases for six stores. In addition, there was an abundance of individual store purchases, including:

• Rocky’s Ace Hardware took over Hometown Ace Hardware of Gloucester, Mass., and Smith Hardware of Rockport, Mass.

• Cardinal Home Center bought Valley Building Supply of Staunton, Va., and Lake Ann Tractor & Hardware in Mineral, Va.

• Elder’s Ace hardware took over Schofield’s Ace Hardware in Florence, S.C., and Fairley’s Ace Hardware in Dunlap, Tenn.

Over the past year, Nation’s Best strengthened its footprint with four major acquisitions, including South Texas Hardware in Castroville, Lytle and Somerset, Texas. Other additions include Huntington Lumber & Supply in Mississippi, Gambles Hardware in Colorado and Burns Do it Center in New Mexico.

• Gillman Home Center bought the Goecker Building Supply locations in North Vernon and Seymour, Ind.

• Ashley and Matt Lloyd bought Kendall’s Ace Hardware of St. Paul, Minn.

• Boulder Hardware bought Hardware Hank, also based in Boulder, Mont.

• Adam Whanger acquired the Ace Hardware in Rainelle, W.Va.

• Costello’s Ace Hardware bought Warrenville Paint & Hardware of Warren, N.J.

• The wonderfully named Hey Everything acquired Wiehe’s Hardware of Barron, Wis.

OPENINGS, CLOSINGS, DEALS ROUNDUP

R.P. Lumber has grown its Midwest presence with the acquisition of Mount Carroll Home Center in Illinois, bringing its total number of stores to 90 across Illinois, Missouri, Iowa, Wisconsin, Wyoming and South Dakota.

• Door County Hardware purchased Jungwirth Ace Hardware in Sister Bay, Wis.

• Hermsen’s Ace Hardware acquired Heiser Ace Hardware of Platteville, Wis.

• R.P. Lumber bought Mount Carroll Home Center in Illinois.

• Texarkana Ace Hardware acquired Dot’s Ace Hardware, also based in Texarkana, Texas.

• Ossian Hardware bought Markle Do it Best Hardware in Indiana.

• Star Hardware acquired Conyer’s True Value Hardware of Manchester, Conn.

Also noteworthy was the Home Depot, which has resumed growing in the U.S. It opened seven new stores domestically in the past year.

Lowe’s plans to open 10 to 15 new stores annually over the next several years, according to a press release issued by the company in December. In 2024, Tractor Supply Co. opened 80 new stores, bringing its total to 2,296 stores in 49 states.

The 175 actions in 2024 beat the 143 that occurred in 2023 but trailed the 232 in 2022. In 2024, hardware stores and home centers figured in 12.3 percent of all the transactions that Webb Analytics tracked.

The numbers compiled by Hardware Connection and Webb Analytics

“ IN 2024, HARDWARE STORES AND HOME CENTERS FIGURED IN 12.3 PERCENT OF ALL THE TRANSACTIONS THAT WEBB ANALYTICS TRACKED.

exclude reopenings of existing stores. They also excluded Home Depot’s purchase of SRS Distribution, which involved 769 pro-oriented drywall, landscaping and pool supply stores. n

Craig Webb is president of Webb Analytics, a consultancy and information provider for building-material dealers. Webb follows and reports on home center trends at Webb-Analytics.com.

We kicked off our yearlong 15th anniversary celebration with our February issue , and we’re keeping it going as we mark 15 years as the leading digital publication in the independent hardware channel. We were sharing online insights before the first iPad hit shelves, and we remain committed to helping retailers improve their businesses. Each issue this year, we’ll highlight 15 tips from past Hardware Connection editions—a greatest-hits collection of retail wisdom. Whether you’re a veteran retailer or just getting started, these insights offer time-tested advice to help you succeed. Here’s to the next 15 years of innovation and growth!

EMPLOYEES/HIRING

Implement training programs for staff to do on their own time, but offer a bonus after completion. I took a two-day course on Excel. It cost me about $200. It was the best

money and time spent this entire year. Would have paid double and still been happy with it. —Brandon Buckalew East Grand Forks Hardware, East Grand Forks, Minn. September 2012

I put a lot of confidence in the team running the day-to-day, which allows me the freedom to lead the strategic direction of the ship.

—Chris Miller, CEO Nation’s Best September 2024

For your best retail associates, carve out a place in the back to set their photos of their kids and their dogs, a place for them to pin ridiculous things. While big companies like Google let employees bring their dogs to work and maybe you can’t, the goal is to let employees feel at home when they are at work.

—Bob Phibbs

Author, The Retail Doctor’s Guide to Growing Your Business

March 2017

“I’ve learned that numbers alone don’t tell the whole story,” Miller says, and he believes that personal relationships and community ties are so integral to the retail hardware business.

CUSTOMER SERVICE

Customers today know more. They come into our stores and have often already done the research, where historically they have relied much more on our staff’s expertise. This means the shopping experience has to be that much more spectacular. Knowledge and expertise is not enough by itself anymore—customers have many choices, and we must truly excel at executing a top-level service experience for every customer who walks through our doors.

—Bart Raser Carr Hardware, Pittsfield, Mass. February 2016

ANNIVERSARY

Bart Raser, president of Carr Hardware, stresses the importance of cause marketing as part of the culture of the business.

When considering expanding into a new communication channel, or changing the way you use it, think first “How can I use this channel to make things easier for my customers?” Anything you can do to make it easier for customers to find and use information, to put a shopping list together, to locate your store, to share their views, to ask questions or to make purchases will help them be more engaged with your business, and that’s what you want.

—Sam Kirkland

Epicor Software Corp.

April 2018

Focus on connecting with people on an individual basis and enhancing more personalized shopping experiences in-store and online. Provide a personal touch to help customers and employees feel connected with the business. Setting a family tone at the stores and in communities emphasizes multigenerational connections.

—Ann

Chapman Woodson Lumber Company, Texas

April 2024

RETAIL BUSINESS OPERATIONS

Do exit surveys and conduct focus groups to determine how your customers perceive your store’s prices, customer service, selection and shopping environment. Ask how they would describe your store to others. You may not like everything you find out, but you should be able to identify areas of strength that can be further exploited.

—McLendon Hardware Wenton, Wash.

July/August 2012

Concentrate on taking care of customers who provide all your cash flow. Start to review your inventory daily. Keep special attention on the fast-moving A and B items that generate most of your sales. These items got you in

Woodson Lumber is a fourth-generation Century Club member, and the company’s stockholders include, from left: Stu Chapman, Kate Borroni, Ann Chapman and Philip Chapman.

business, and they are the items that will get you back in good fiscal shape.

—John Franklin Williams Lumber & Home Center, N.Y. January/February 2014

SUCCESSION PLANNING

One of the most important factors in the “transferability” of any business is eliminating owner dependency, and the best way to do that is to have a solid succession plan in place. A succession plan ensures continuity of the business should anything happen to the owner. With a succession plan, the business may have a chance of surviving such an

event. Store owners should ask themselves: What would happen to my business and my family if something happened to me?

—Tom Bronson, author of Mastery Partners , Masters Mergers & Acquisitions

July/August 2023

Business owners need to think about their next chapter and what they are going to be doing after the business has been sold. I’ve seen many business owners stress over what they are going to do when they are no longer running the family business. Before completing the sale, think about all the activities you plan to be involved in to keep yourself busy. What have you always wanted to do?

—Gary

Pittsford, CFP

April 2022

ANNIVERSARY

MARKETING/COMMUNITY INVOLVEMENT

Our neighborhood was developed in the 1950s, and some of the original residents are still around, so our store tends to skew older. We stock about eight to 12 feet of personal safety products such as nonslip mats and grab bars. We try to encourage parents to bring their kids in by offering free popcorn. We also have a pumpkin carving contest and partner with local youth groups. We’ll have events where the local youth band plays.

—Craig Franklin Emigh Ace Hardware, Sacramento, Calif. May/June 2013

About one out of 10 social media posts should be focused on selling. The rest? Be creative, post jokes, comments from customers, share local stories, photos of projects, employee photos and features. Offer specials such as prize drawings for those who like the posts.

—Mickey Thurman

Levee Lumber, Hoquiam, Wash. July/August 2012

Adam Taylor keeps Trust Hardware in Indianapolis open 24/7, because he believes that is his best strategy to compete against Amazon.

more frequently than those who work with it would like. Google often rewrites its algorithms in response to those who try to use their knowledge to “fool” the system. As with many other aspects of your business, developing your website and making it visible to the community is a job that is never truly completed.

Land on the top page or two of Google search results and you’ve got a chance. SEO is somewhat of a science, and the requirements change

—Phil Mitchell Author, 10 Weeks to a Better Retail Operation March/April 2013

NICHES

Grow your outdoor power equipment department with these strategies: Service products and carry on-hand parts for repairs to earn the confidence of younger shoppers who need a local, trusted expert. Be female-friendly with female sales associates and service representatives to make specifically the outdoor power equipment department more welcoming to female shoppers. Extend hours to include weekends to make shopping more convenient.

—Scott Jerousek

Farm & Home Hardware, Ohio December 2022

For commercial/industrial and government sales, the biggest change has been on the technology side of the business. Being up to speed on the technology side of government sales enables W.S. Jenks & Son to keep up with changing product demands, especially during the pandemic, when demands shifted significantly.

—Mike Siegel

W.S. Jenks & Son, Washington, D.C. November/December 2023

—Compiled by Sean Donaldson

Brothers Howard (left) and Wayne Miller felt that maintaining Hartville Hardware in Hartville, Ohio, as a large store with many niches, was necessary to keep the business strong for future generations of family members.

The National Hardware Show offers a prime opportunity to connect with industry leaders, suppliers and fellow retailers. Build relationships, share insights and discover new opportunities to grow your business in one dynamic setting.

STAY AHEAD WITH THE

NATIONAL HARDWARE SHOW

DISCOVER THE LATEST PRODUCTS AND CUTTING-EDGE VENDORS, AND LEARN RETAIL STRATEGIES DESIGNED TO TAKE YOUR STORE TO THE NEXT LEVEL.

The National Hardware Show (NHS) is set to return to the Las Vegas Convention Center’s West Hall from March 18-20, 2025. A premier event in the hardware and home

improvement industry, NHS 2025 promises to offer hardware store owners an unparalleled opportunity to explore the latest products, engage in educational sessions and network with industry peers.

NHS 2025 provides a platform for discovering innovative products and understanding emerging trends. The event will feature a diverse range of exhibitors, from established brands to new inventors, showcasing products across various categories, including:

• BBQ & Grill

• Outdoor & Garden

• Hardware & Tools

• Building Materials

• Lighting & Electrical

• Homewares

• Paint

• Plumbing & HVAC

• Gifts, Hobbies & Crafts

• Sporting Goods

• Holiday Items

• Services & Solutions

• Global Sourcing

• New Technologies

5 MUST-SEE HIGHLIGHTS FOR HARDWARE STORE OWNERS

1. Weber Immersive Grilling Classes. In collaboration with the Kansas City Barbeque Society (KCBS), NHS will offer handson grilling sessions led by Weber Pitmasters. These classes are designed to equip store owners with

Learn from Weber Pitmasters at NHS with hands-on grilling sessions in partnership with KCBS. These immersive classes help hardware retailers sharpen their BBQ expertise, enhancing in-store demos and driving outdoor cooking sales.

practical knowledge to share with customers, enhancing in-store demonstrations and boosting sales in the BBQ and outdoor cooking categories.

2. How Women Rise in Hardware Event. Partnering with Build Women, this event celebrates and empowers women leaders in the hardware industry. Featuring keynotes from industry trailblazers Stefanie Couch and Gina Schaefer,

NHS 2025

the How Women Rise in Hardware sessions will provide insights into overcoming challenges and thriving in a traditionally male-dominated field. Recognizing the contributions of women can inspire store owners to foster a more inclusive workplace culture.

3. NHS Influencer Summit. The NHS Influencer Summit is tailored for content creators and social media influencers, offering sessions on effective storytelling and brand partnerships. Hardware store owners can gain insights into leveraging

The National Hardware Show brings everything under one roof, showcasing a wide range of products from BBQ and outdoor living to tools, homewares and new technologies. Retailers can discover the latest innovations and connect with top brands and emerging inventors.

social media to enhance their stores’ online presence, attract a broader customer base and engage with the community more effectively.

4. Educational Sessions and Workshops. NHS 2025 will host a series of educational programs covering topics such as retail technology integration, inventory

management and customer engagement strategies. These sessions are invaluable for store owners looking to modernize operations and stay competitive in the evolving market.

5. Networking Opportunities.

With thousands of industry professionals in attendance, NHS provides a fertile ground for networking. Store owners can connect with suppliers, discover new products and establish relationships that could lead to exclusive deals or collaborations.

WHY SHOULD HARDWARE RETAILERS ATTEND NHS 2025?

• Discover Innovations. Stay ahead of market trends by exploring cuttingedge products and technologies that can differentiate your store from competitors.

• Enhance Product Offerings. Engage directly with manufacturers and

The How Women Rise in Hardware event at NHS, in partnership with Build Women, celebrates and empowers women in the industry. From left, Kathryn Emery, correspondent for the National Hardware Show, and Stefanie Couch, Founder of Build Women.

suppliers to curate a product mix that resonates with your customer base.

• Gain Industry Insights. Participate in sessions that provide actionable strategies to improve store operations, marketing and customer service.

• Expand Professional Network. Build connections with peers, industry leaders and potential business partners.

REGISTRATION AND ADDITIONAL INFORMATION

Registration for NHS 2025 is now open. For detailed information on registration, event schedules and accommodations, visit the official NHS website . n

OUTDOORLIVING GRILLING&

By Doug Donaldson

FEATURE

HOTTER THAN EVER

INDEPENDENT

HARDWARE RETAILERS ARE FIRING UP GRILLING SALES WITH LIVE DEMOS, HANDS-ON CLASSES, SMART MARKETING AND EXPANDED ACCESSORIES, KEEPING CUSTOMERS ENGAGED AND BACKYARD COOKING, YES, HOTTER THAN EVER.

From monthly barbecue events to hands-on grilling classes, independent hardware retailers are finding new ways to connect with customers and drive sales in the grilling and outdoor living category. While some stores are experiencing shifts in consumer spending, demand for grills, accessories and specialty products remains strong, particularly when paired with in-store experiences and strategic marketing efforts.

TURNING UP CUSTOMER EXCITEMENT

Karsten’s Ace Hardware in Cave Creek, Ariz., has seen grill sales increase 30 percent in the past year, driven in part by monthly barbecue events. These gatherings, often tied to holidays or Ace Hardware promotions, feature free burgers and hot dogs, giving attendees a chance to experience grilling firsthand while also donating to Phoenix Children’s Hospital.

During markets, wholesalers showcase expansive outdoor grilling areas, such as at the Ace Hardware 2025 Spring Convention in San Antonio. Giving retailers a firsthand look at grills in action, these interactive spaces allowed attendees to see, test and compare products before bringing them to their stores.

OUTDOORLIVING GRILLING&

Traeger plays a significant role in these events, supplying demo grills that let customers see the latest grilling technology in action. “These events help people get comfortable with grilling and show them what’s possible with the right setup,” says Jordan Thorpe of Karsten’s Ace Hardware.

Qualheim’s True Value in Shawano, Wis., also leverages live demonstrations to engage customers. The store frequently hosts Weber and Traeger representatives for grilling events, giving shoppers a chance to see products in use. In addition, social media promotions and seasonal flyers have helped drive awareness and increase grill sales.

GRILLING GEAR THAT REALLY COOKS

Retailers recognize that grilling is about more than just selling grills. Accessories, spices and sauces have become high-margin categories, with many stores expanding their selections to meet growing customer demand.

Qualheim’s True Value was initially hesitant to carry spice rubs, but the category has since proven to be a strong seller. “That was one of those things I laughed at, thinking we’d never sell it, but now we keep adding more,” says owner Willis Qualheim. The store has six linear feet dedicated to spices and rubs, and employees encourage customers to try new flavors by offering free samples to frequent grillers.

Qualheim’s True Value in Shawano, Wis., brings grilling to life with live demos from Weber and Traeger reps, giving customers a hands-on look at top brands while boosting sales through social media and seasonal promotions.

At Wagner Do it Best Hardware in Wilmington, Del., accessories are also a major focus, with 18 feet of grillingrelated items. According to owner Chuck Wagner, this is where higher margins exist, and the store continues to evaluate new products, including the potential addition of Big Green Egg grills.

SMOKIN’ HOT SALES STRATEGIES

Retailers are using targeted marketing efforts to generate sales and attract new customers to their grilling departments. Wagner Do it Best has found direct mail advertising to be particularly effective, with a recent 50,000-home mailer leading to the sale of 1,000 grills priced at $300 each. The store also participates in Do it Best’s rewards program, helping drive repeat business.

Qualheim’s True Value employs Weber point-of-purchase (POP) displays, co-op advertising with True

Value and seasonal flyers to keep grilling products top of mind for customers. These promotions, combined with in-store demonstrations, help maintain steady interest in the category year-round.

A RECIPE FOR GRILLING GREATNESS

Sullivan Hardware & Garden in Indianapolis takes customer engagement a step further with Sully’s Grill, a dedicated grilling education space offering hands-on classes. These classes, focused primarily on Big

Anyone like a hot dog? Karsten’s Ace Hardware has a little fun with its grillingrelated social media posts. No pups were harmed in the making of this content.

Green Egg cooking, provide a mix of demonstration, Q&A and hands-on grilling practice.

Each session lasts about two hours, with participants enjoying the food they prepare along with featured sides and dessert. For those who prefer to watch rather than cook, Sully’s Grill chefs are available to handle the grilling while

OUTDOORLIVING GRILLING&

attendees enjoy the experience. Class sizes are limited to ensure a quality experience, and private classes are available for groups of 10 or more.

KEEPING UP WITH GRILLING TRENDS

While grilling remains a strong category, some retailers note shifts in purchasing behavior. Wagner Do it Best has observed that grill sales are slower than two years ago, with some consumers holding back on nonessential purchases. However, the store maintains 500 to 2,000 grills in stock, covering both natural gas and LP models to ensure availability for customers ready to buy.

At Qualheim’s True Value, midrange grills priced around $800 account for the

Left: Karsten’s Ace Hardware in Cave Creek, Ariz., has boosted grill sales by 30 percent with monthly barbecue events, where customers enjoy free food, live grilling demos and the chance to support Phoenix Children’s Hospital.

Right: Sully’s Grill, part of Sullivan Hardware & Garden in Indianapolis, offers hands-on grilling classes focused on the Big Green Egg. The space combines education and demonstration, enabling customers to learn new techniques while exploring grilling products available at the store.

majority of sales, though the store also carries budget-friendly options starting at $399 and premium models up to $1,800. “Not everybody can afford a $1,000 grill, so we make sure to offer a range of choices,” Qualheim says.

GRILLING AND OUTDOOR LIVING MARKET SNAPSHOT

The grilling and outdoor living market continues to grow, fueled by consumer demand for high-quality equipment, increased outdoor cooking habits and ongoing innovation in the barbecue space. Hardware retailers, including independent stores, remain key players in the category, with in-person shopping still driving the majority of sales. Below are eight key takeaways from the latest industry research.

• Growing Market Value: The U.S. barbecue grill market was valued at $3.35 billion in 2024 and is projected to reach $4.81 billion by 2030, with a compound annual growth rate (CAGR) of 6.27 percent, according to Yahoo Finance.

• Retail Stores Dominate Sales: Seventy percent of grill sales occur in retail stores, reinforcing the importance of in-person shopping, per OpenBrand.

• Consumers Research Before Buying: Some 55 percent of grill buyers research online before purchasing, and 39 percent of in-store buyers look up product information beforehand, according to GlobeNewswire.

• Average Grill Spend: Consumers spent an average of $316 per grill in 2024, demonstrating a willingness to invest in quality equipment, according to OpenBrand.

• Increased Grill Ownership: Seventy percent of U.S. homeowners owned a grill or smoker in 2023, up from 64 percent in 2019, according to CNN.

• Gas Grills Lead the Market: Gas grills account for over 50 percent of sales, while charcoal grills make up over 30 percent and electric grills less than 20 percent, according to Data Insights Market.

• Barbecue Accessories Market Growth: The global barbecue accessories market, valued at $1.6 billion in 2022, is expected to grow to $2.4 billion by 2031, with a CAGR of 5 percent, according to Transparency Market Research.

• Outdoor Furniture & Grills Market Expansion: Retail sales of outdoor furniture and grills in the U.S. are projected to increase 3.2 percent annually through 2028, reaching $21.3 billion, says Freedonia Group.

6 TIPS FOR BUILDING A STRONG GRILLING DEPARTMENT

Charlie Berger Jr., owner of Chatfield True Value in Newton and Southbury, Conn., has made grilling a priority in his stores. His approach blends strong merchandising, handson learning and strategic product selection. Here are his favorite tips for retailers looking to maximize their grilling department.

1. Make grills the first thing customers see. Positioning grills prominently in the store ensures that they grab attention. “Grills are probably the first thing you see when you walk in. It’s a massive area and impressive-looking,” Berger says. Creating a visually striking display helps customers explore different styles and brands.

2. Focus on add-on sales. Merchandise grilling accessories— rubs, sauces and tools—near the grills to drive additional purchases. “We always keep the essentials and fun add-ons in the aisle,” Berger says. Encouraging bundling helps boost margins and gives customers a complete grilling experience.

3. Use demonstrations to engage customers. Hands-on cooking events help both customers and employees learn about grills and accessories. “We’re always outside cooking. The best way to learn is by doing,” Berger says. Teaching customers how to use equipment like pizza stones and smoking rubs can build confidence and drive sales.

4. Keep popular brands in stock. Carrying a wide selection of top grilling brands like Big Green Egg and Traeger ensures that customers have options. Berger works closely with vendors to stock proven sellers while keeping inventory fresh. “Once customers find what they really like, they come back,” he says.

5. Maximize available space. Grills are only one SKU but take up

a lot of room, so using space wisely is key. Berger suggests that stores with space limitations display a few assembled models while keeping others in boxes. “In the BBQ world, customers want to see grills in person before making a big investment,” he explains. Outdoor displays, when possible, can also enhance visibility and engagement.

6. Build vendor relationships. Partnering with vendors for in-store demonstrations and promotional

Chatfield True Value’s strong vendor partnerships help drive customer engagement, from in-store demos to major events like the New England Egg Fest, where Big Green Egg enthusiasts gather to share tips, techniques and great BBQ.

support can help grow the category. Berger emphasizes working with brands that provide marketing assistance and demo support. Strong vendor relationships lead to better customer engagement and higher sales. n

OUTDOORLIVING GRILLING&

By Doug Carroll

GRILL, GATHER, GIVE

DOUG CARROLL, OWNER OF BROWNSBORO HARDWARE & PAINT IN BROWNSBORO, KY., BRINGS THE COMMUNITY TOGETHER EVERY FIRST WEEKEND IN AUGUST FOR THE BIG GREEN EGGFEST FOOD FESTIVAL, A SIZZLING CELEBRATION TO SUPPORT LOCAL FOOD CHARITIES.

Even driving next to the exit near Brownsboro Hardware & Paint’s Big Green EggFEST Food Festival, the first thing that hits you is the smell—hickory and lump charcoal smoke wafting through the air, mingling with the unmistakable aroma of slow-cooked pork, sizzling beef and

The scent of hickory smoke and sizzling meat fills the air as crowds weave through Brownsboro Hardware & Paint’s EggFEST. With more than 75 Big Green Eggs in action, cooks grill, bake and smoke, turning this once-small gathering into a vibrant community tradition.

crispy pizzas. The sight is just as impressive. More than 75 Big Green Eggs are spread across the parking lot, each tended by enthusiastic cooks perfecting their craft: some flipping burgers, others carefully basting ribs or baking desserts, and all day there’s a steady stream of eager tasters ready for the next bite.

This is EggFEST—a community event that started small but has grown into something truly special. I feel so proud to have been part of it since the beginning.

Doug Carroll, owner of Brownsboro Hardware & Paint in Brownsboro, Ky., has made EggFEST about more than grilling. Over the past decade, the event has raised nearly $400,000 for local food charities like A Recipe to End Hunger and Kentucky Harvest, helping families in need while bringing the community together.

OUTDOORLIVING GRILLING&

SINGLE SPARK IGNITES COMMUNITY TRADITION

When we first started selling Big Green Eggs at Brownsboro Hardware more than 16 years ago, we took the manufacturer’s suggestion to host events and showcase the grills. It seemed like a no-brainer. The first few years, it was just me and my longtime mentor and former boss, Jim Lehrer, practically begging people to cook. Thanks to his leadership, the event grew and took on a life of its own. We connected with our local Sysco chapter, brought in more sponsors and made it a true community event. Now it’s not just about selling grills—it’s about coming together to support a greater cause.

LOTS OF RIBS, A WHOLE LOT OF CHARITY

For the past 10 years, the focus of EggFEST has been raising money

For many, EggFEST isn’t just an event— it’s a tradition. Families plan their summer vacations around it, and some even schedule travel from overseas to be there.

for local food charities. This past year alone, we raised over $40,000, pushing our total contributions over the years to nearly $400,000. The money supports organizations such as A Recipe to End Hunger and Kentucky Harvest, ensuring that families in our community have access to meals.

But what really gets me is that the event’s impact extends beyond just financial support—it brings people together, strengthens our community bonds and is a time to celebrate together.

One of the most rewarding parts of EggFEST is hearing from attendees about what it means to them. Some

have been coming for years and plan their summer vacations around it. One guy called me recently to check the date of the 2026 EggFEST so he could plan his international vacation around it. Another told me his family gets together twice a year: Christmas and EggFEST.

Others are first-timers who can’t believe the sheer variety of food being cooked—from traditional barbecue to grilled pineapple upside-down cake. The sense of camaraderie, the excitement and the joy of sharing great food is what keeps us going.

FLAMES, FLAVOR AND A FIGHT FOR THE TROPHY

EggFEST is a two-day event that kicks off on Friday night with two competitions. In one, three local professional chefs compete in a Chopped -style challenge. Each chef is given surprise ingredients and 90 minutes to prepare an appetizer, entrée and dessert on the Big Green Egg. The winning chef gets a trophy and the bragging rights that come with it.

The other contest—so much fun to see in person—is the People’s Choice competition. Local grillers sign up to compete, and it’s a true community event—everyone who walks through the gate receives a token and becomes a judge. Attendees sample dishes from various teams and drop their token in that team’s jar to vote. The team with the most tokens wins the People’s Choice award.

Upper: Slow-smoked and competitionready—teams fire up the Big Green Egg, perfecting their ribs for a shot at the People’s Choice award. Some are in it to win, others just for the love of the grill.

Lower: EggFEST’s success goes beyond great food—it’s built on strong community partnerships. Thanks to sponsorships Carroll secured, from local businesses to Sysco, the event grew from a small gathering into a major fundraiser, bringing people together for great grilling and an even greater cause.

OUTDOORLIVING GRILLING&

At EggFEST’s People’s Choice competition, the crowd decides the winner. Attendees sample dishes from competing grill teams and vote by dropping a token in their favorite team’s jar. The team with the most votes earns the title and bragging rights for the year.

RETAILER2RETAILER

online in late February. This year, all 50 spots filled in just 55 seconds—proof of how much people look forward to the event. As summer approaches, our marketing efforts ramp up, with email campaigns, social media promotions and live local TV segments.

The logistics of setting up a venue of this scale require a dedicated team. Store staff starts assembling the Big Green Eggs in June, storing them until they’re needed. The entire team, from store employees to volunteers, makes sure everything runs smoothly.

Then comes Saturday, the main event, with some 75 to 80 teams cooking up a storm across the parking lot, competing for the titles of Best Pork and Best Beef. Some take it very, very seriously; others just love the chance to show off what they can do on a Big Green Egg.

BEHIND THE SCENES OF A SMOKIN’ SUCCESS

Planning for EggFEST is a yearround effort. Cook registration for the People’s Choice competition opens

It’s a massive undertaking, but worth it. At the end of the day, EggFEST isn’t just about grilling—it’s about giving back, fostering community and celebrating the joy of outdoor cooking. Seeing thousands of people come together, knowing that we’re making a tangible difference, makes every bit of hard work worth it. As long as the community keeps showing up, we’ll keep firing up those Big Green Eggs. n

Doug Carroll began working part-time at Brownsboro Hardware & Paint at 16 years of age—more than 25 years ago—and purchased both store locations in 2021. While he doesn’t vote in the EggFEST competitions, he makes sure to sample the beef and pork entries every year. In 2020, Brownsboro Hardware & Paint received the Retail Beacon Award .

7 SIZZLIN’ SMART TIPS TO HOSTING AN EGGFEST-STYLE EVENT

Planning a successful grilling event takes more than just great food— it’s about organization, community engagement and a little trial and error. Doug Carroll, owner of Brownsboro Hardware & Paint, shares his top tips for hosting an event like EggFEST, built on years of experience:

1. Make it about more than sales. Focus on community involvement and charitable giving. If you do that, sales will follow. In short, invest in the community that invests in you.

2. Start small and let it grow. “Our first few years were small, but consistency and community support helped it expand,” Carroll says.

3. Leverage sponsorships. Connect with local vendors and businesses for donations, supplies and financial support. Some sponsors give merchandise, which Carroll used to create a silent auction held during EggFEST.

4. Plan early and promote often. Open registrations early, push online marketing and engage with local media. “By opening registration as early as six months beforehand, we keep the event in our customers’ minds,” Carroll says.

In the EggFEST Chopped-Style Challenge, three local chefs had 90 minutes to prepare an appetizer, entrée and dessert using surprise ingredients on the Big Green Egg. Winner gets a trophy and bragging rights.

5. Be prepared for logistics. From setting up equipment to ensuring proper sanitation, details matter. “Work with your local health department and fire department on guidelines for such events, and when doing so, my advice is to be nice— that always helps,” Carroll says.

6. Create unique competitions. People love to engage. Competitions like People’s Choice and Chopped keep attendees involved.

7. Make it fun. The best events thrive on energy and enthusiasm. If your team is excited, your attendees will be too.

A NEW MODEL FOR SUBSCRIPTION LAWN CARE

This February, Ace Hardware launched Ace YardRx, its firstever subscription service for yard care, offering a prescriptive approach that delivers customized lawn products directly to customers. For hardware retailers, this represents a potential blueprint for engaging customers, building recurring revenue and

Ace YardRx delivers customized lawn care solutions straight to customers’ doors. Through a subscription model, seasonal treatments tailored to your grass type and location make maintaining a healthy yard easy.

enhancing loyalty through a subscription-based model.

By combining customization, recurring revenue and loyalty integration, Ace is shifting from one-time

transactions to long-term customer relationships. Independent retailers looking to adopt similar approaches should consider how they can leverage personalized recommendations, seasonal engagement and loyalty-driven subscriptions to increase retention and boost repeat sales in their stores.

HOW THE PROGRAM WORKS

Ace YardRx is designed to simplify lawn maintenance for homeowners by providing tailored, seasonally timed deliveries of fertilizers, weed control products and pest treatments. Customers subscribe by entering key details such as grass type, yard size, geographic location and product preferences, allowing Ace to curate a customized regimen for their lawn. The program includes:

• Data-driven customization. The program relies on customer inputs to recommend and deliver the right products, reducing guesswork and increasing product effectiveness.

• Seasonal subscription model. By automating product shipments based on optimal treatment windows, Ace ensures continued customer engagement throughout the year.

• Integration with loyalty programs. The subscription is managed through Ace Rewards, reinforcing customer retention and repeat purchases within the existing ecosystem.

“

ACE YARDRX

IS DESIGNED TO SIMPLIFY

LAWN

MAINTENANCE FOR HOMEOWNERS

BY

PROVIDING TAILORED, SEASONALLY TIMED DELIVERIES OF FERTILIZERS, WEED CONTROL PRODUCTS AND PEST TREATMENTS.

LESSONS FOR HARDWARE RETAILERS

For independent hardware retailers evaluating ways to increase customer engagement and drive repeat sales, Ace YardRx provides insights into how a subscription model can be implemented effectively in the lawn-andgarden category. Key takeaways:

1. Subscription services drive predictable revenue. By offering a recurring purchase model, Ace has shifted lawn care from an occasional or seasonal purchase into a steady revenue stream.

Retailers with a strong lawn-andgarden department could explore similar models—either through direct subscriptions or by bundling seasonal product packages.

OUTDOORLIVING GRILLING&

Customization enhances customer

Unlike off-the-shelf solutions, Ace YardRx personalizes product selections, increasing the likelihood of customer satisfaction and reducing churn. Retailers looking to compete in this space should consider offering customized lawn care consultations and preplanned treatment kits that match regional growing conditions.

3. Technology and loyalty program integration are key. The success of a subscription program depends on seamless integration with existing loyalty and e-commerce platforms. Ace YardRx ties into the Ace Rewards system, ensuring that customers remain engaged within the Ace ecosystem. Retailers considering a similar model should examine how their point-of-sale systems and loyalty programs could support recurring purchases.

4. Staff expertise enhances program credibility. Ace reinforces its subscription program by leveraging the knowledge of its instore staff. Employees can assist customers with product recommendations, application guidance and troubleshooting. Retailers who want to implement a subscription model should be sure their staff is trained to provide ongoing customer education and support.

5. Seasonal engagement keeps customers connected. By structuring shipments around seasonal lawn care needs, Ace keeps customers engaged year-round. Retailers could take a similar approach by creating seasonal lawn care kits, offering subscriptionbased service reminders or promoting prescheduled product pickups for high-engagement categories like grilling or gardening.

OPPORTUNITIES FOR OTHER RETAILERS

Ace YardRx taps into the growing demand for convenience-driven, subscription-based purchasing. Hardware stores looking to replicate or adapt this model might consider:

• Expanding into subscription bundles. Prepackaged seasonal lawn care kits, pest control plans or grilling-supply bundles could create additional revenue opportunities.

• Leveraging local expertise. A hardware retailer’s biggest advantage over big-box stores is personalized service. Offering free consultations or yard assessments could make a subscription feel more valuable.

• Building membership perks. Instead of direct subscriptions, some retailers might benefit from a VIP membership program that offers discounts on seasonal essentials, early access to new products or free local delivery. n

Ace Hardware launched Ace YardRx on February 2, tying it to Groundhog Day to emphasize seasonally timed lawn care. The event highlighted the subscription service’s customized treatments, reinforcing Ace’s position in the expanding lawn care market.

GRILL & CHILL

Johnsons Home & Garden, Maple Valley, Wash.

From sizzling steaks to cozy fire pits, hardware stores are turning up the heat on outdoor living. These standout grilling and patio departments go beyond selling products—they create destinations where customers can envision everything that goes into the perfect backyard. Send photos of your cool outdoor living and grilling department to doug@thehardwareconnection.com . Outdoor Supply Hardware, Napa, Calif.

Costello’s Ace Hardware, Deer Park, N.Y.

Charlie’s Hardware & Rental, Mosinee, Wis.

Pack’s Hardware, Smithville, Mo.

Downtown Walnut Creek Ace Hardware, Walnut Creek, Calif.

Dalton Lumber Do it Center, Dalton, Pa.

Hemlock Hardware, Fairfield, Conn.

OUTDOORLIVING GRILLING&

CATEGORY REPORT

At Canton Ace Hardware in Baltimore, associates share that exterior stains aren’t just about color but protection and longevity as well. From semitransparent to solid finishes, helping customers make the right choice keeps wood looking great for years.

ASK THE RIGHT QUESTIONS FOR ADD-ON SALES

Train your staff to ask customers a few key questions:

• “What are you staining?” (Deck, fence, furniture, siding?)

• “What type of stain are you using?” (Transparent, semi-transparent or solid?)

• “Do you want speed or precision?”

OUTDOORLIVING GRILLING&

BRUSH, SPRAYER OR ROLLER? HOW TO HELP CUSTOMERS CHOOSE THE BEST STAIN APPLICATOR

The right applicator makes all the difference in getting a smooth, even finish and long-lasting results. Many customers don’t realize this—so it’s up to store staff to help them make the best choice.

q WHEN TO RECOMMEND A BRUSH

Customers working on fences, furniture or small decks will benefit from using a high-quality brush.

Tips for Recommending Brushes:

• Natural-bristle brushes work best for oil-based stains, while synthetic bristles are better for waterbased stains.

• A wide, flat brush (3-4 inches) is ideal for deck boards, while a 2-inch angled brush is great for railings and corners.

Sales Tip: Position good-quality brushes next to the stain aisle and ask, “Do you have the right brush for this stain?”

q WHEN TO RECOMMEND A ROLLER

For customers tackling large, flat surfaces like decks, a roller can speed up the process. Rollers work best with semi-transparent and solid stains, providing an even coat with less effort.

Tips for Recommending Rollers:

• ¾-inch nap rollers hold more stain and work well on rough surfaces

like weathered decks or fences; 3/8-inch nap rollers are better for smoother wood surfaces like new decks or siding.

• Use a roller with a long handle to reduce back strain and make coverage faster.

Sales Tip: Suggest pairing a roller with a brush for cutting in along edges and tight spaces. A combo sale is a win-win!

q WHEN TO RECOMMEND A SPRAYER

For big jobs, like staining an entire fence or home exterior, a sprayer saves time and provides smooth, even coverage.

Tips for Recommending

Sprayers:

• Airless sprayers cover large areas fast but require careful overspray control.

• Handheld pump sprayers are great for thin stains and quick touch-ups.

• Encourage back-brushing after spraying—this helps the stain penetrate and prevents lap marks.

Sales Tip: If a customer is hesitant about using a sprayer, suggest renting one instead of buying.

PRODUCT SPOTLIGHT

DAP SPRAY TEXTURE

• Aim Tech adjustable nozzle rotates 60 degrees, allowing application at various angles for maximum coverage.

• Matches existing surfaces with textures including orange peel, knockdown and popcorn.

• Water-based formulas dry in about 30 minutes, and oil-based options dry in about five minutes.

• Low odor and easy cleanup with water.

• Superior paintability without the need for priming, ensuring a smooth

finish that won’t soften or drag during painting.

• Formulated to minimize pressure loss, providing even coverage without excessive dripping or clogging.

• Available in larger sizes for big projects and new 20-ounce options for quick touch-up repairs.

• Designed for both professionals and DIYers to achieve seamless texture matching and repairs on walls and ceilings.

UNPAINT

• Dries to a solid, film-like layer that can be peeled off by hand when desired.

• Doesn’t leave residue, allowing for effortless color changes.

• Versatile application suitable for multiple surfaces, including walls, furniture and cabinetry.

• Easy to apply using standard painting tools such as brushes, rollers and sprayers.

• Safe for health with ultra-low VOC emissions and biodegradable composition.

• Available in thousands of matte-finish colors to suit design preferences.

SHOP-VAC CORDLESS STICK VAC

• Equipped with a 350W brushless DC motor, delivering suction power ranging from 8KPa to 25KPa.

• Offers three adjustable speed settings to cater to various cleaning needs.

• Powered by a 25.9V, 2200mAh rechargeable battery, providing up to 55 minutes of operation on a full charge.

• Features an expandable aluminum extension tube for extended reach during cleaning tasks.

• Includes a brush nozzle and crevice tool nozzle for versatile cleaning applications.

• Ideal for renters and DIY enthusiasts seeking temporary yet durable home decor solutions.

• No surface preparation required, because the product does not damage or alter the underlying material.

• Provides a matte finish, offering a modern and elegant look to any space.

• Eco-friendly and made from natural and renewable sources.

• Equipped with an LEDlighted power head to illuminate dark areas during cleaning.

• Lightweight design with a 0.5L capacity, making it easy to maneuver and handle.

• Designed for dry debris pickup.

• Comes with a one-year limited warranty, ensuring product reliability.

• For retailer inquiries, please contact Shop-Vac customer service at 877-236-5750.

PRODUCT SPOTLIGHT

WORX NITRO 40V 21” SELF-PROPELLED LAWN MOWER

• Self-propelled rear-wheel drive allows for adjustable pacing to match user preference and lawn conditions.

• Offers three-in-one functionality including mulching, bagging and side-discharge options for versatile lawn care.

• Brushless motor technology provides 50 percent longer run time, 25 percent more power and 10 percent longer life compared to traditional motors.

• Auto-IntelliCut™ technology automatically adjusts performance based on grass conditions to maintain optimal cutting power.

U-POL RAPTOR 1K TRUCK BED COATING AEROSOLS

• Provides a durable protective layer against impact, scratches, corrosion and water damage.

• Delivers an abrasion-resistant finish with strong adhesion to metal, aluminum, fiberglass, plastic and wood.

• Enhances grip and durability while maintaining an attractive appearance.

• Designed for truck beds, tailgates, running boards, fender flares and other vehicle surfaces.

• Clog-free nozzle ensures smooth, easy application for a professionalquality result.

• The 21-inch metal cutting deck is designed for durability and long-lasting performance.

• Seven-position single-lever height adjustment allows for cutting heights from 1.6 to four inches for a customized lawn appearance.

• Two-bushel capacity to reduce the number of stops during mowing.

• LED headlights provide visibility for mowing in low-light conditions.

• Resistant to UV exposure, preventing fading and maintaining long-term color stability.

• Dries quickly to form a tough, weather-resistant coating for lasting protection.

• Provides a reliable shield against harsh road conditions and heavy-duty use.

• Versatile enough for automotive, industrial and outdoor applications.

UPCOMING EVENTS

MARCH 2025

Blish-Mize Spring Customer Buying Market

March 20-22, Overland Park Convention Center, Overland Park, Kan.

Do it Best Spring Market/ True Value Reunion

March 21-23, Orange County Convention Center, Orlando, Fla.

National Hardware Show

March 18-20, Las Vegas Convention Center, Las Vegas

PACOA Spring Dealer Market

March 15-16, Queens College, Flushing, N.Y.

MAY

Hardlines Distribution Alliance— Group Merchandising Conference

May 5-8, Embassy Suites Cincinnati River Center, Covington, Ky.

Orgill Summer Online Buying Event

May 5-18

JUNE

House-Hasson Rise & Shine

Summertime Show & Market

June 12-14, Sevierville Events Center, Sevierville, Tenn.

JULY

Independent Home Improvement Conference

July 30-31, JW Marriott Orlando Grande Lakes, Orlando, Fla.

AUGUST

Ace Hardware Fall Convention

August 12-14, McCormick Place, Chicago

Mid-States Fall Rendezvous

August 19-21, Phoenix Convention Center, Phoenix

Orgill Summer Online Buying Event

August 4-17

SEPTEMBER

Blish-Mize Fall Customer Buying Market

September 11-13, Overland Park Convention Center, Overland Park, Kan.

Do it Best Fall Market

September 5-8, Indiana Convention Center, Indianapolis

Horizon Distribution Fall Expo

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

U.S. TARIFFS POSE CHALLENGES FOR INDEPENDENT HARDWARE RETAILERS; BUYING GROUPS RESPOND

The recent wave of U.S. tariffs is creating new challenges for independent hardware retailers, particularly those who source products from Canada, Mexico and China. With tariffs on imports from Canada and Mexico rising to 25 percent and Chinese tariffs increasing from 10 percent to 20 percent, retailers face rising costs that could affect margins and consumer prices. Additionally, a 25 percent tariff on global steel and aluminum imports, effective March 12, is expected to drive up costs for a range of products, from tools to fasteners and building materials.

In response, major independent hardware buying groups—Ace Hardware, Do it Best and Orgill—are implementing strategies to mitigate the impact of these tariffs and support their members.

DO IT BEST FOCUSES ON PRICING STABILITY, STRATEGIC PURCHASING

Jason Stofleth, Do it Best’s vice president of merchandising, emphasized that the co-op anticipated the tariffs and took proactive measures to shield retailers from immediate cost spikes. “We’re holding our Spring Market pricing steady despite the

anticipated tariff impact, which helps our retailers lock in competitive prices and plan ahead,” he says.

To further stabilize costs, Do it Best has strengthened its inventory position and adjusted restocking plans accordingly. The company is also negotiating with vendors to delay and control price increases for as long as possible. However, Stofleth acknowledges that price hikes are inevitable, particularly in categories affected by steel and aluminum tariffs.

Do it Best is advising its members to assess current inventory and take advantage of Spring Market purchasing opportunities before inflationary pressures set in. The co-op is also providing strategic guidance on adjusting suggested retail prices to protect margins. “Retailers need to stay informed about ongoing price changes and respond accordingly to maintain their competitiveness in the market,” Stofleth says.

ORGILL LEVERAGES SUPPLY CHAIN ADJUSTMENTS TO MINIMIZE IMPACT

Orgill, which has been diversifying its supply chain since 2018, is leveraging those adjustments to navigate the new

landscape. At the Orgill Spring Market in New Orleans in February, CEO Boyden Moore noted that the company has steadily reduced its dependence on Chinese sourcing, bringing it down from 85 percent to below 50 percent, and encouraged retailers to take advantage of special discounts on more than 55,000 items before the tariffs take full effect.

“We went through tariffs a few years ago, and we’ve been working ever since to diversify as much as possible,” Moore said. While acknowledging the complexities of the current trade environment, Moore expressed confidence that Orgill’s experience would help the company manage this round of tariffs effectively.

Retailers at the Orgill Spring Market in New Orleans took advantage of special discounts on over 55,000 items to get ahead of impending tariff-related price increases. Orgill CEO Boyden Moore emphasized the company’s long-term supply chain diversification efforts to mitigate the impact of rising trade costs.

ACE HARDWARE: SOURCING DIVERSIFICATION AND MARGIN PROTECTION

Ace Hardware retailers raised many questions about tariffs during the company’s recent Spring Convention in San Antonio. Senior vice president of merchandising Brian Wiborg reassured attendees that Ace had locked in pretariff pricing for all deals at the show, enabling retailers to buy at discounted rates before higher costs arrive.

IN THE NEWS

“Our sourcing strategy is a strength,” Wiborg explained, noting that Ace sources products from more than 75 countries, with 51 percent of its volume coming from the United States, 26 percent from China and 8 percent from Mexico. The company has sourcing teams in China, Vietnam and Mexico, and is expanding into India to diversify its supply base further.

Wiborg also emphasized that Ace’s priority is protecting retailer margins. “Just like with the [Section] 301 tariffs in 2018 and 2019, we will protect your margin,” he said in San Antonio. Ace

NEW STORES

• Deer Park, N.Y.–based Costello’s Ace Hardware has acquired Century Club member Delta Lumber in Whiteford, Md. The store will rebrand as Delta Lumber Ace Hardware and undergo a major remodel and expand its product selection.

• Aubuchon Company, headquartered in Westminster, Mass., has agreed to acquire Rand’s Hardware in Plymouth, N.H.

buyers are negotiating cost justifications and tariff mitigation plans with vendors. If price increases occur, the company will pass them on to consumers to preserve retailer profitability, according to Wiborg.

Retailers are also being urged to stay proactive. “The key thing is to keep up with tariff changes,” Wiborg said. “Last time, the average store left about $100,000 on the table because they couldn’t adjust quickly enough.” To address this, Ace has introduced a new system to track tariffrelated pricing changes and help retailers adjust in real time.

Established in 1908, Rand’s will be rebranded as Rand’s Ace Hardware. This acquisition expands Aubuchon’s presence to 128 stores across 10 states.

• Westlake Ace Hardware plans to add a new location in Sacramento’s Land Park neighborhood in 2026. The 19,000-square-foot store will join Westlake’s growing regional presence, which includes 10 other locations in Northern California. Westlake

Delta Lumber

Rand’s Hardware

Ace Hardware is also expanding in Shawnee, Kan., and Wesley Chapel, N.C., with stores slated to open in late 2025 and early 2026.

• Mill Member Tri-State Lumber has rebranded to Homan Forest Products, part of the Homan Industries family of companies. This rebrand brings together their four divisions—Tri-State Lumber, Homan Logistics, Homan Forest Products and Homan Wood Products—under one name.

• Golden State Lumber, a thirdgeneration family-owned company based in Petaluma, Calif., has rebranded as Golden State Lumber + Showroom. The company serves the San Francisco Bay Area with nine locations including lumberyards and product showrooms.

• Huntsville, Ala.–based Wilson Lumber Company has acquired Nashville Lumber, expanding its operations into Tennessee.

KUDOS

• The Hillman Group and FC Cincinnati have initiated a five-year

partnership to enhance community engagement in Cincinnati’s West End and neighboring areas. Collaborative projects include constructing public benches for children’s outdoor activities and organizing trade school workshops to introduce students to career opportunities.

• Ettore launched the Ettore Craftsman Education course, a free online training program that covers foundational window cleaning techniques and safety.

• This past year, the Spahn & Rose Charitable Foundation donated $149,500 to 75 local charitable organizations. To celebrate this commitment to community support, Spahn & Rose hosted a Community Day honoring the contributions of these nonprofits.

PEOPLE ON THE MOVE

• Do it Best has hired Scott Morrison as member operational excellence manager to help LBM members improve efficiency. In this role, he will assist with optimizing lumberyard layouts, assessing manufacturing workflows and identifying opportunities to improve operational efficiencies.

• Do it Best has also recently appointed Matt Loprest and Tim Pieper as directors of

Scott Morrison

Wilson Lumber Company

operations. Their expertise follows recent leadership shifts, including Ty Sordelet’s promotion to vice president of logistics.

• After a more than 50-year career in the retail hardware industry, Randy Andes of Randy’s Hardware in Virginia announced his retirement. Christian Herrick, the company’s CEO and Andes’ son-in-law, will lead the business.

• ScottsMiracle-Gro has appointed Jim Safka to lead its e-commerce initiatives. Safka is the former CEO of Match and Ask.com.

• Boise Cascade has promoted Nathan Sikes to senior vice president of Western operations for its Building Materials Distribution division.

• Home Depot has appointed Michael Rowe as executive vice president of Pro and Stephanie Smith as executive vice president of human resources.

• Owens Corning has appointed Gina Beredo as Chief Administrative Officer, overseeing legal, corporate affairs and sustainability. Beredo brings extensive leadership experience, previously serving as EVP and Chief Legal and Compliance Officer at Hanesbrands.

• The Pittsburgh Paints Company has appointed Brian Carson as CEO. Carson brings over 30 years of experience in the building products industry, having previously served as president and CEO of AHF Products and as president of Mohawk Flooring North America.

• LP Building Solutions has appointed Kelly Barrett to its board of directors. Barrett brings extensive leadership experience, including roles at Home Depot.

• Kodiak Building Partners has named Kevin Prosser as area vice president, LBM Idaho & Wyoming. Prosser brings industry experience from US LBM and will oversee operations, efficiency and growth in these markets.

Nathan Sikes

Gina Beredo

Kelly Barrett

Brian Carson

Matt Loprest & Tim Pieper

Randy’s Hardware, from left: Christian Herrick, Randy Andes

Segway Navimow partnered with Orgill to expand availability of lawn-care products in North America.

WHOLESALER, MANUFACTURER NEWS

• Segway Navimow, which specializes in robotic lawn mowers, has partnered with Orgill to expand the availability of its lawn-care products in North America.

• Sika has acquired HPS North America Inc., a supplier of building finishing materials that distributes Schönox-branded products in the United States. This integration aims to enhance Sika’s position in the building finishing segment, offering cross-selling opportunities and improving logistics and production efficiencies.

• Great Northern Equipment has added Diamond Performance and Delta Plus to its product offerings.

• US LBM, based in Buffalo Grove, Ill., has acquired Beach Window and Door in Calabash, N.C. This acquisition expands US LBM’s presence in the Carolinas.

• Barron’s 100 Most Sustainable U.S. Companies list for 2025 includes several companies serving the independent hardware and building materials channel, including Owens Corning, PPG, Stanley Black & Decker and Trex.

• Sherwin-Williams has agreed to acquire BASF’s Brazilian architectural paints business, including the Suvinil brand, for $1.15 billion in cash. The acquisition, expected to close in the second half of 2025 (pending regulatory approval), aims to enhance Sherwin-Williams’ presence in Brazil’s

IN THE NEWS

paint market.

• Beacon Roofing Supply, headquartered in Herndon, Va., has acquired DM Figley Company, a specialty waterproofing distributor based in Menlo Park, Calif., with additional locations in Anaheim, Oakland, Sacramento and San Diego.

IN MEMORIAM

• James Milgard Sr., 84, passed away on Jan. 31. Milgard cofounded Milgard Manufacturing with his father, Maurice Milgard Jr., and his brother, Gary, in 1958. Milgard Manufacturing became part of MITER Brands in 2019, following its acquisition by MI Windows and Doors.

• Douglas H. Long Sr., 89, of Nazareth, Pa., passed away on Feb. 24, 2025. A longtime businessman, he co-owned Long’s True Value Hardware in Easton, Pa.

FOR THE FULL STORY

• The Orgill 2025 Spring Market, held February 20-22 at New Orleans’ Ernest N. Morial Convention Center, attracted thousands of retailers who explored nearly 1 million square feet of exhibits featuring more than 1,200 vendors. The event emphasized competitive pricing and new vendor partnerships—including Big Green Egg. For Hardware Connection’s complete coverage of the Orgill 2025 Spring Market, check out this article.

• Registration is open for the 2025 Independent Home Improvement Conference scheduled for July 30-31 at the JW Marriott Orlando Grande Lakes in Orlando, Fla. This event offers independent hardware and home improvement retailers opportunities for networking and business growth. Find out more here.

• The home improvement sector closed 2024 with mixed results. Home Depot and Lowe’s saw modest sales growth. For a detailed analysis of Q4 and a 2024 wrap-up, read the full article.

• Ace Hardware reported record financial results for 2024, with fourthquarter revenue of $2.3 billion—a 7.6 percent increase from the previous year—and full-year revenue reaching $9.5 billion, up 3.9 percent. The company added 215 new U.S. stores, bringing the total to 5,144 domestically and 5,966 worldwide. Read more here.

• At Ace Hardware’s Spring 2025 Convention in San Antonio, CEO John Venhuizen highlighted record revenue and the strength of independent retailers. Attendees explored new products, addressed operational challenges and discussed strategies for growth and holiday sales success.

• Read the full Ace Hardware 2025 Spring Convention report here. n

BEHIND THE NUMBERS

55%

Before making a purchase, 55 percent of consumers research grills online, and 39 percent of in-store purchasers conduct online research prior to buying, indicating a blend of digital and physical shopping behaviors, according to a January 2025 Research and Markets study.

6.27%

The grilling market continues to grow. The United States barbecue grill market was valued at about $3.35 billion in 2024 and is projected to reach $4.81 billion by 2030, growing at a compound annual growth rate (CAGR) of 6.27 percent.

70%

Grills are more likely to be purchased in-store—accounting for 70 percent of all sales, according to OpenBrand, a marketing research firm. However, of consumers purchasing online, 21 percent have the product shipped to the store for pickup.

$99

Hosting a 10-person barbecue on the Fourth of July in 2024 cost $99, the highest on record, according to the 2024 Rabobank BBQ Index, which measures the cost of staple ingredients for a 10-person barbecue. Beer, beef, soda and lettuce collectively account for 64 percent of the total barbecue cost.

82%

According to the International Casual Furnishings Association (ICFA), 82 percent of consumers feel they underutilize their outdoor spaces, suggesting a strong opportunity for retailers to offer furniture and accessories that make patios, decks and yards more functional and inviting.

$2.94 billion

The spices-and-seasonings market in the United States is valued at $2.94 billion in 2025, with projections reaching $4.02 billion by 2030, reflecting a CAGR of 6.49 percent, as recently reported by Mordor Intelligence. n