Senior Business Advisor: John Hammond jhammond@thehardwareconnection.com
Director of Vendor Programs: Diane Allen diane@thehardwareconnection.com 317-432-9177
National Account Manager: Cathy Karabag cathy@thehardwareconnection.com 408-772-7961
Beacon Awards Director: Tom Delph tdelph@thehardwareconnection.com
Contributing Writers: John Franklin, John Fix III, Doug Donaldson
By Chris Jensen
The Road to Recovery Still Contains Some Potholes
During his keynote address during the National Hardware Show in Las Vegas earlier this month, Mark Herbek of the Cleveland Research Company provided an in-depth review of the U.S. economy and evaluated how the home improvement industry recovery is taking shape.
“We’ve seen an uptick in activity over the past 45-60 days after 18 months of deterioration, but it’s still a challenging environment,” Herbek said. He noted capital spending is projected to be cut back, the Fed says the labor market is getting worse and the country is in an industrial recession, with retail sales tending to track industrial production.
“Housing is still 30 percent below what is considered normal, because entry-level buyers are not participating in the recovery,” said Herbek, who added that the housing market has contracted every year since the recovery began but that consumer debt is at an all-time low.
Building products suppliers saw 6 percent growth in 2015, and through mid-April the growth rate was 6.4 percent, according to Herbek. As much as 50 percent of the upside in the first quarter was deferred maintenance from the last five years.
“We’ve had five straight years of order growth being below sales growth for
home centers, as retailers are running lean with inventory. Big boxes are testing higher inventory levels as project walkaway rates approach 40 percent due to poor job-lot quantities,” said Herbek.
In the next 12 to 24 months, 38 percent of homeowners will be spending more on home improvement projects, according to Cleveland Research Company surveys. All four regions of the country are expecting growth, so it’s balanced, according to Herbek.
Total home improvement growth is projected to be stable in the 4-5 percent range from 2016 to 2018, with bigger upside for pros as pro annual sales growth is estimated at 9.9 percent for 2016.
Another trend noted by Herbek: Print advertising is going away and digital is the wave of the future. “Everyone is on their smartphone, and traffic and conversion are growing on mobile. There are 1 billion daily mobile active users on Facebook. It’s the cheapest way for dealers or manufacturers to gain an impression,” he said, while encouraging companies to study opportunities in digital and e-commerce to drive future growth.
“The economy is still fragile in total, but we see home improvement as an area of upside versus the rest of retail,” Herbek concluded. ■
Lthe way i see it
By Tom Chasteen
Reflections on Doing Business Today
ast month I turned 60. I don’t feel like I’m 60—at least most days— and I certainly hope I don’t act like I’m 60. However, like a lot of people my age, I tend to refl ect more often on the 40-plus years I’ve spent in the independent hardware channel and I would like to share some of those thoughts.
When I fi rst came into the family business in 1972, Home Depot did not exist. Computer technology was just beginning to be developed for the independent hardware retailers. Al Gore had not yet “developed the internet” and Bluetooth technology was only a conceptual dream of people a lot smarter than me.
I remember listening to a senior vice president at one of the co-ops give a presentation at the co-op’s show in Atlanta and emphatically say that Home Depot would never become a national chain. We all have also witnessed the fall of Builders Square (which was out of business by 1999) and the reinventing of the Sears business model, if it can be reinvented at all. Competition is nothing new to the independent
hardware store owner. Ever since I can remember people have been trying to gain market share at our expense, both within our industry and from outside our industry.
STRESS…Is defined when the demands put upon you exceed your ability to satisfy them.
But I honestly believe it is more diffi cult to do business today than it ever has been. That opinion is not limited to independent store owners in the hardware channel. I think it is just as diffi cult and in some ways even more diffi cult for corporate people as well. And at the risk of sounding like an old fuddy-duddy, I believe the primary reason is technology.
On my desk I have a quote: “STRESS…Is defined when the
the way i see it
demands put upon you exceed your ability to satisfy them.” Today, because of the technological advancements of computer hardware, software and cell phones, technology has exceeded our ability to process the information as quickly as it comes to us. Ask yourself how many people that you do business with today are operating in the proactive mode or are they in the reactive mode?
How often are you able to go home at the end of a work day and say I got everything done today? I cannot remember the last time I went home and felt like I got everything done. So what do we do to compensate for our inability to get everything done? Usually we work later than 5:00 p.m. and most of the corporate people I know now have email on their cell phones and more times than not will respond to email in the evening or during the weekend when they are supposed to be decompressing and resting.
I said to my wife, Dale, a couple of nights ago, “I think I know how a hamster feels when he is running on the hamster wheel, thinking eventually he is going to get somewhere.” It’s a funny thing to watch as long as you’re not the one running on the hamster wheel. Each time I try to analyze how I might take more control of my life and avoid long
How often are you able to go home at the end of a work day and say I got everything done today?
durations of time running on the hamster wheel I eventually come to the same conclusion: that I will never get ahead of technology.
Computers can work nonstop without taking a break. They can store and analyze vast amounts of information and can consistently recall that information instantly. If the computer ever slows down or quits completely, which happens occasionally, we replace it with an even faster computer with even more memory and a faster processing speed. If I continue to try and keep pace with technology then something is going to give, like personal relationships, or I will have to take shortcuts and compromise my honesty and or integrity which I’m just unwilling to do.
I was speaking with someone I respect a great deal and I was sharing my frustration of all the demands being put upon me and my inability to satisfy them all no matter how hard I worked. The response
the
way i see it
was so simple it took me by complete surprise. He said, “Quit promising or committing something to so many people.”
As I was pondering that piece of advice, I thought about how the faster the hamster runs the faster the wheel goes around and yet I invariably laugh at how foolish the hamster is in his quest to get somewhere.
So my first objective to try and figure out is how I can use technology more effectively and control the amount of information that comes to me each day. The other thing is I need to do a better job of prioritizing what is expected of me so I can meet those demands that are put on me and I put
on myself. And the toughest one of all is accepting that I simply cannot do it all, some things will simply have to wait until tomorrow or next week.
I’ll let you know how I’m doing at some later point. However, one thing I can tell you for sure is that I’m unwilling to compromise when it comes to honesty and integrity. There are very few things you can carry to the grave but integrity is one, and I would like mine to be the best it can be.
I would be very interested to get some fresh ideas, so let me know what you think from one retailer to another. Email me at tom@thehardwarestore.com . n
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HARDWARE HUMOR
HARDWARE STORIES Amazing but TRUE
Alady came in and she had a chicken stuck in a septic tank. She could see it, but she just needed something to get the chicken out. Unfortunately, we were all out of stock of long-poled, chicken septic tank grabbers.
Brad Plotner
Plotner PRO Hardware
Richwood, Ohio
TShere was a guy who would come in and tell tall tales, like the CIA forced him to go to Cuba to assassinate Castro. One day he told our cashier that aliens had abducted him, taken him up in their spacecraft and implanted a microchip behind his ear. When I got up to the regis- ter, after hearing the customers all laugh- ing and carrying on, it seemed our cashier had disputed his story. They were arguing because when aliens abducted her and beamed her up to their spacecraft, they implanted a microchip behind her eye. Therefore his story could not be true, as aliens don’t put microchips behind human’s ears but always behind their eyes.
Dick Beal
Retired retailer
Merritt Island, Fla.
ometimes we help people deal with personal emergencies. One day a woman comes running into the store and says a bee is in her blouse. Before I could say anything, she took everything off. And we were just standing there in the store. I just hoped that no one came in the store, especially my wife.
Dean Haley
Haley Do it Best Hardware Elkton, Ky.
Ilike the job applications with a seven-year break between listed employment. I told my daughter her generation is in deep trouble when guys like us hang it up. It will take three of them to fill our hours and two won’t show up half the time.
Kenny Rowland
Young’s
True Value Hardware Columbia, S.C.
He just nished a paint scraping project using the Viper Scraper®.
Which means he had no mess to clean up after his project. (All the scraped debris was captured inside his Dust Deputy®—not all over the oor of his shop.)
His Dust Deputy kept that debris away from his wet/dry vac’s lter, so that didn’t clog or slow him down, either.
He found both of these great products at his local hardware store.
Viper is ideal for:
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How’s Business?
NORTHEAST
Sales and customer counts in 2016?
Fantastic until we hit late April, early May. The weather played a big factor in customer counts and sales. We’re about a week or two behind last year. But last May was also the best year in our history. Sales and store traffic is down maybe 5 to 6 percent. I’ve found that the Ace program and our customer service level have contributed to keeping customers and bringing in new customers.
Best niche categories?
We carry a lot of the oddball stuff in plumbing and electrical. Contractors know that if they need something unusual, we will have it. We stock what people need to complete projects. We carry a lot of fittings—just about any type brass, galvanized pipe, PEX and PVC. Our rule: If we get a couple calls, we’ll add it to the assortment.
New initiatives planned for this year?
We’re always refreshing our sets. We just finished doing a faucet set in plumbing, and we’re redoing hand and power tools.
What new items have been strong sellers?
The new paint product lines Valspar Aspire and Optimus have taken off for us. We’re also doing a real good job with Weber grills. Also, the larger
smokers have done well, along with grilling accessories.
Bruce Camp
Attica Ace Hardware | Attica and Warsaw, N.Y.
Sales and customer counts in 2016?
We’re located in a very seasonal area, on the east end of Long Island. It’s a big vacation home area, so most of our business is in spring and summer. We are up a little over last year.
Best niche categories?
We’ve been doing a lot with irrigation, especially in the early spring. Contractors are installing irrigation systems, so they need a lot of pipe fittings and sprinkler-related products.
New initiatives planned for this year?
We haven’t planned any for this year. We’re still fairly new. We opened in 2012.
What new items have been strong sellers?
Lawn and garden fertilizers and hoses have done well. We’re a new store, so we’re finally getting into the groove of knowing what is going to sell this time of year.
Maria Bartelme
Wainscott Hardware | Wainscott, N.Y.
Faucet reset at Attica Ace.
Wainscott Hardware
How’s Business?
Sales and customer counts in 2016?
Strong. We’re up about 5 percent. We tried some different things with advertising and social media. We had a young employee in the store post more on Facebook, Twitter and LinkedIn to make us more visible. We’re also up in paint. We have been going after more contractor business. We also expanded our grill and live goods assortment. I made a change with the live goods. We no longer do any of the flats with small cells. We wanted to get out of that competition with the big boxes and grocery stores. Instead, we’re selling live plants in four and five inch pots. We’ve found that it gives customers instant gratification and those plants are often healthier than the small cell beds.
Best niche categories?
We have a very strong custom mailbox business. Our average mailbox sale is about $500. And in the winter, we do custom fireplace doors and screens.
What new items have been strong sellers?
We’ve always had candy, but recently we brought in drinks and we’re selling a ton of them. We went entirely with Jonathan Green grass seed and that’s been an extremely strong seller. We also sell our own custom grass seed called Chubby’s Special Mix. My father supervised the initial blend 30 years ago and it’s still a strong seller.
Joe DiPietro
SOUTH
Sales and customer counts in 2016?
Joe DiPietro
Chubby’s Hardware | Pound Ridge, N.Y.
Sales are up about 7 to 8 percent for the year, and customer counts are flat, maybe up a little bit. However, our average basket is up about three percent because we’ve been selling some bigger-ticket items. Items like driveway tile drive ticket prices up. When a customer comes in for driveway tile, they will spend $400 to $500.
Best niche categories?
The rental department was good last month, as it has been for the past several years. We carry a lot of specialty finishes. Also, we offer some assembled electrical items. For example, temporary power poles where customers just need to put it in the ground and plug it in. It includes the electrical box, conduit and wire. We assemble it in the store, so they can pick up and go. Beekeeping products have been strong, too. We recently updated the store and added 20 feet of beekeeping accessories.
New initiatives planned for this year?
Mitchell Webb shows off the beekeeping supplies.
In 2008, we doubled the size of the store and are now revisiting and resetting some departments. It’s not a remodel but a refresh—just updating some displays.
What new items have been strong sellers?
In addition to beekeeping, we added some new decking products. Last year we added propane and that’s been a strong seller. Propane sales were strong during the winter and didn’t require a lot of investment.
Mitchell Webb Wilton Springs True Value Hardware Newport, Tenn.
SOUTHWEST
Sales and customer counts in 2016?
We’re running at about a 30 percent increase. We did an expansion two years ago and we’re continually growing. We added 12,000 square feet and we’re now at 28,000.
Best niche categories?
Our grilling section is definitely our best. We have the largest grilling section in Houston. We have a tremendous amount of grills and a huge gift
department along with animal feed and animal health supplies. We are also known for our own in-house fudge. We sell quite a bit of fudge.
New initiatives planned for this year?
Nothing new; we just want to continue what we’ve been doing. Each year, we host the Grill Your Ace Off Cook-off. Last year, our event was Ace’s secondlargest fundraiser for the Children’s Miracle Network. During the cook-off, 1,200 to 1,500 people come into the store. That will be our big event for the fall. We also set up a remote store at the local school district during ag selection, where the kids pick their animals for competition. We have a point-ofsale system and are trying to win the younger customers by having a presence there.
What new items have been strong sellers?
The Big Green Egg has catapulted us. Also, in our gift section, wine has been selling well, as has craft beer.
Bill Murff
Cypress Ace Hardware | Houston, Texas
WEST
Sales and customer counts in 2016?
January and February have been good with winter sales of ice melt and shovels. But March
has been soft. Overall, we’re up a little over last year.
Best niche categories?
We sell Stihl in two of our stores and those have been strong. Also, barbecue has been strong. And in two stores that are in recreational markets, items like bathing suits, towels and marine supplies have done well.
New initiatives planned for this year?
We opened our fifth store and want to get that one up and running. So far,
A
Ace sign greets customers
the store has met expectations and we’ll keep working on that one.
What new items have been strong sellers?
Lawn and garden live goods have taken off. Since Mother’s Day, perennials have done really well. We haven’t carried them in the past, but it’s really paid off this year.
Daniel Moldenhauer
Dan’s Ace Hardware Idaho Falls, Rexburg, Lava Hot Springs, Saint Anthony, Idaho; Garden City, Utah
Innovation AT WORK
Cypress Ace attracts a big crowd to its Grill Your Ace Off fundraiser.
vintage
at the new Dan’s Ace Hardware in Idaho Falls.
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THE VENDOR CENTER
Product Video Network
GET YOUR VIDEOS IN FRONT OF THE RIGHT AUDIENCE!
The Product Video Network is a new sister program of The Vendor Center. Darrell Wabschall, the founder of the site, explains “The rising demand for video and our dedication to effi ciently connect retailers and vendors inspired us to create this new program!”
Video is an exploding medium that stimulates multiple senses in a viewer—sight and sound—engaging the viewer and generating true excitement about products. Videos not only generate excitement around products, they are an extremely effective way of learning and retaining product information as well.
The folks at The Vendor Center understand how busy an independent hardware store owner is and the struggle manufacturers have trying to affordably and efficiently get product information to the right audience.
Wabschall stated, “We believe product videos strategically coupled with detailed product content and the ability to place drop-ship orders helps both retailers and vendors make the most of their time and efforts.”
The Product Video Network offers a unique marketing and buying platform
focused on product videos. Now the desired product content and ordering power are provided for retailers coupled with powerful marketing for vendors.
Wabschall remarked, “The Product Video Network is rapidly growing. We are excited to provide a much-needed platform to help retailers and vendors connect in a meaningful and efficient way.”
Make sure to check out the product videos from the floor of the National Hardware Show!
own personal dashboard to see their schedule. Another big benefit is you have the ability to attach individual task cards to each employee’s schedule to remind them that a specific task needs to be done such as when to expect a special delivery for a customer so they can call them when it comes in.
The system is very easy to use. It is simply “drag and drop.” Even better you can access the program from anywhere—the office, home or while on vacation. Click on the demo: http://www.schedulingplus.com/ demo/
PRODUCT #2: DUST DEPUTY ONEIDA AIR SYSTEMS
Oneida Air Systems makes a Dust Deputy that turns any shop vacuum into an even better vacuum. However, it takes it one step further by dumping anything you are vacuuming into a separate five-gallon bucket, virtually eliminating the need to stop what you are doing and replace or clean a clogged vacuum filter.
From Tom’s Shop HARDWARE PRODUCTS REVIEW
The Dust Deputy easily connects to any brand of vacuum, creating a powerful cyclone effect dumping almost all of the trash, saw dust, sand, dirt and liquid into the five-gallon bucket before it can clog the vacuum filter. It is a snap to assemble and you can either attach it directly to the vacuum or stand it up next to the vacuum. Our testers used it both ways with equally impressive results. One tester used it with a Hyde drywall sanding tool and said the Dust Deputy captured every bit of the drywall dust and he only changed the filter once. Another tester used it to clean the inside of a small boat bilge with a water and dirt mix, again with great results.
All of our testers gave this product five stars. If you stock shop vacuums in your store this is a great item to offer your customers. Click here to see video.
PRODUCT #3: DUAL-ACTION POLISHER SHURHOLD
sonally known about for many years. In the early 1980s I worked with the founder, Bill Peach. Bill truly strived to make the very best marine scrub brushes in the world. What made Bill so remarkable was he did it and he was one of the classiest men I ever had the pleasure to meet let alone work with. Ask anyone who owns a serious boat and if they don’t recognize the Shurhold brand they will definitely recognize the scrub brushes with a rubber bumper around the wood block to prevent scratches.
When Bill decided to retire Barry Berhoff and his family purchased the Shurhold Company from Bill and have not only continued to make the industry’s finest scrub brushes, but they have expanded the line to include a lot more products associated with cleaning and polishing marine and automotive equipment (boats, cars and trucks).
Shurhold is now launching a new dual-action polisher that complements their polishes and cleaners. As soon as you pick up the box you know from the weight it’s not a cheap tool that you use once and throw away. The Shurhold dual-action polisher is made to professional specs and is built to last a long time. It comes with a heavy-duty canvas tool bag to store it in as well.
Each polisher comes with a 20’ power cord, a “soft touch” head, easy and quick change backing pad as well as an adjustable D handle on the head of the polisher. The secret of this product is the unique “random”
action orbit that makes it almost impossible to leave swirl or burn marks in the finish. Now even a novice can get professional results in half the time using the Shurhold dualaction polisher. If you are looking to add a professional dual-action polisher to your automotive or marine department and you want to deal with a first-rate company I highly recommend you contact Shurhold.
Click here to see automotive video. Click here to see marine video.
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By Chris Jensen
online sales Your Growing
The retail arena is changing at a fast pace, as Amazon continues to aggressively steal business from brick-and-mortar retailers and new online competitors spring up. For independent home improvement retailers to not only survive but thrive under the new rules of engagement, they must recognize the fact that having an online presence will increasingly be a necessity.
to Herbek. “Forty to sixty percent of
Big-box e-commerce growth is 10 points higher than U.S. retail sales growth and Amazon remains a disrupter, points out Mark Herbek of Cleveland Research Company, who adds that Home Depot is growing $1 billion each year in e-commerce.
Pros and homeowners see store pickup as a competitive advantage for brick-and-mortar retailers, according
to Herbek. “Forty to sixty percent of online purchases are picked up instore and 25 percent of those customers buy at least one more item when they come in to pick up their online purchase,” he says.
The numbers show the retail channel is shifting from in-store purchases to e-commerce transactions. There is a 15 percent gap between brick-and-mortar growth and online growth, according to Herbek, and $40 billion of retail sales is moving online every year. In addition, he estimates that 84 percent of U.S. sales growth is driven by online activity.
In the past year, Internet and catalog sales have increased 10.2 percent, more than three times as fast as overall sales, according to the U.S. Department of Commerce.
More customers are starting shopping trips on their smartphones, and increasingly, that’s where their shopping will take place. Having an e-commerce site that has been optimized for mobile will help your store stay in the game.
WeigHing tHe Benefits
Cornell’s True Value in Eastchester, N.Y., has been selling online since 1996, according to Owner John Fix III. “We generate a small amount of business online, but that’s really not my primary focus. The key benefi t (in my opinion) to having an online storefront is letting customers fi nd you and your products to shop instore,” he adds.
“Online selling is a whole other store with almost as much work involved. We are making a few sales on the e-store and have now shipped to almost every state. It is a work in progress and it seems to be continually growing slowly,” says Jessica Bettencourt of Klem’s in Spencer, Mass.
Bettencourt adds, “The largest benefit is for our current customer base to see if we have something in stock. We have customers in every day that use
Jessica Bettencourt is president of Klem’s in Spencer, Mass., which has had an e-commerce site for about six years.
our website for reference before they come into the store. Our website is maintained and updated weekly.”
An e-commerce site is a great way to get your message out about your store, who you are, what you offer and what makes you different, says Virgil Cox of Cox Hardware & Lumber in Houston. “Consumers expect it, but still seem surprised and pleased when they see you actually have a good site. Commercial customers almost demand it, and it makes serving that type of client much, much easier,” he says.
Cox adds that an e-commerce site is a great tool for internal use by his staff. “It’s much easier to sell over the phone/fax/e-mail if you can show the customer the product you’re discussing,” he says.
perfecting in-store picKup
Even retailers who don’t want to manage a full-blown e-commerce site recognize the benefits of participating in their wholesaler’s “Ship-to-Store” program. “In-store has definitely been worth it for us. We usually average an order a day, if not more,” says
Dennis McCarthy, manager of Mayer Paint & Hardware in Rochester, N.Y.
“The interface takes a while to get used to and it is difficult to have anyone continuously checking the site for new orders, since they can be sparse at times. I definitely recommend setting up the text messaging for new orders for managers. It brings in new faces as well,” he adds.
John Fix III of Cornell’s True Value uses Google AdWords to attract online customers who are searching for home improvement products in his trade area.
Garden City Ace Hardware in Garden City, Mich., set up all managers to get the notification text about online orders, according to Owner Randy Patzer. “We set up the store default email to also be notified. We also created a simplified checklist to follow—one page is best,” he says. “We find that after you do three or four in-store pickups you don’t need the checklist anymore, but it was a great assist while learning. This list needs to be custom to what your store’s practices are.”
Crowder Bros. Ace Hardware in Florida gets a few orders per week, according to General Manager Bob Dannemiller. “It is worth it just so you can take care of the online shopper,” he says.
Matt Mazzone of Mazzone Ace Hardware in Brooklyn says the
“Ship-to-Store” program definitely brings in new customers. “We found it works best if we set up multiple staff members with notifications so that if someone is off or on vacation another staff member will know to follow through on the order.”
Mazzone adds that Amazon is becoming more of a concern for them at retail. “We constantly see customers looking up products and comparing prices on Amazon. We’ve walked away from a bunch of special orders recently because the customer emails me the Amazon link and asks if I can get that product for them. Turns out Amazon’s price is better than our drop-ship or warehouse price,” he says.
“We’ve had some interesting sales with our website,” says Mike Drew of Merrilees Trustworthy Supply, with three stores in Ohio and Indiana. “It’s a great shopping tool for our customers to see what we have to offer. I’m sure
the website will play a bigger role for us in the future.”
Adds his son, Dale Drew, “We have had a website for 13 years but upgraded two years ago to the new dealer website program offered by House-Hasson. People want to buy items and have it shipped to them. The online catalog lets them look at products before they come to the store and they are more knowledgeable about the products.”
Developing Best practices
Whether to include a phone number on their website is something Fix has wrestled with. “Our concern was getting too many phone calls from consumers from far outside our trade area that wind up asking product knowledge questions. We reasoned that Amazon doesn’t have a phone number on their website so why should we?”
He adds, “When we were one of the few hardware stores online in the late 1990s most of our calls were from outside our area, but in the past few years it’s dropped way off. At the same time, we had many local customers comment that they went to our website but couldn’t find our phone number or store hours.”
The last time Fix redesigned the site he put the phone number and store hours right at the top of every page. “We haven’t seen any bump in calls from outside our area but have
seen a bump in inbound calls overall,” he says.
Fix prefers using a contact form rather than an email address as it helps to categorize the inquiry and prevents some of the spam.
He spends about $300 per month on Google AdWords to promote his product listings, with a geographic focus on his region. “That seems to drive in-store visits and calls to the store, but I am not able to fully quantify the results. Our sense is that a lot of customers see our products online and then visit the store,” Fix says.
Cox advises retailers to not overlook the need for a Terms and Conditions page. “That will get read a lot. Policies for privacy, returns, pricing and shipping can help reduce questions,” he says.
Another tip from Cox is to list security badges, as that’s a big concern for everyone. “McAfee Secure is more for e-commerce sites (it’s expensive), but a SSL badge and some industry badges like a Chamber of Commerce or the National Association of Home Builders bring authority. You may also want to add credit card logos for VISA, MC and AMEX,” he adds.
Make sure management has all the IP addresses, user ID’s and passwords to maintain the site, Cox advises. WordPress, the hosting company, backup software and storage site, and any other vendors associated with
managing the website should be regularly updated so you can always get to the site.
“Add detail to your Google Merchant page and link that to the website. You can add photos, address and hours of operation for free. Your Google reviews will also show up there, which can enhance search results,” Cox says.
10
Since Amazon is reportedly planning to open a bunch of brick-and-mortar stores in the near future, it is obvious that online selling works best when it operates in a coordinated fashion with a brick-and-mortar store location so the two complement, rather than compete with, one another. Independent retailers that avoid this two-pronged strategy do so at their own peril. ■
Lakewood Ranch and Bradenton, Fla. www.crowderbros.com
Photos by BJ Jensen
TSee why Ace Hardware Corp. named Crowder Bros. Ace one of its “Coolest Hardware Stores.”
he first Crowder Bros. Hardware store was opened in Sarasota, Fla., in 1955 by brothers John and Chester Crowder. A year later a second store opened in Bradenton. In 2000 the Bradenton store moved to a standalone location and in 2008 a new store was opened in Lakewood Ranch, the largest green-certified, planned community in the United States.
Ron Crowder has positioned his two Crowder Bros. Ace Hardware stores to entice customers with a cool, friendly, vibe and a diverse product assortment that meets all their needs.
Wholesaler: Ace Hardware
Sales floor square footage: 27,000 square feet for Bradenton and 30,000 square feet for Lakewood Ranch. Years in business: 61
Number of employees: 95
Top-selling categories: Grills, marine products, paint, lawn and garden. The Bradenton store is close to the water, so it sometimes gets two deliveries a day from our marine supplier. Best niche categories: In addition to giftware, sportswear such as fishing clothing and YETI® coolers. We sold over $500,000 in YETI® last year.
Transaction size: $25 for hardware and $37 for gifts/gadgets. Margins: 47 for hardware and 51 for gift.
% sales from women: 60%
Second-generation owner Ron Crowder was approached to open the store there because the developers wanted a store that could take care of all of the community’s needs. Crowder strived to design a store that was comfortable for customers and employees. Both locations feature 6,000-squarefoot Gifts & Gadgets standalone stores,
Top: The 30,000-square-foot Lakewood Ranch store, which opened in 2008, features a separate entrance for the Gifts & Gadgets side of the business.
Middle: The store is neat, clean, well-organized and nicely merchandised with full shelves.
Bottom: The Gifts & Gadgets side features Grandma Crowder’s fudge and has a large following on Facebook.
which sell everything from Grandma Crowder’s fudge and Vera Bradley handbags to Yankee candles and Pandora jewelry. The hardware side stocks Costa sunglasses, Tilley hats and Columbia sportswear in addition to core hardware categories.
Left Upper: Selling popular lines like Vera Bradley hand bags ensures Crowder Bros. captures 60 percent of sales from women.
Left Lower: Since Crowder Bros. Ace is three times the size of the average hardware store, it has to differentiate itself from the big boxes by offering personalized service.
Right: The hardware side features niches in hats, sportswear, YETI® coolers and sunglasses, which help boost the average transaction to $25, about $7 higher than the average hardware store. What was it like to be honored as one of Ace’s “Coolest Hardware Stores” in 2012? That was pretty exciting. We had an Ace exec visit the store and he was in awe. He said, “This is the kind of store I wish every member had.”
What is your strategy for finding the right items for the Gifts & Gadgets stores? We spend 10 weeks at shows including Ace and all the gift shows. We have three buyers including my wife. We have made a conscious decision to not buy so much seasonal stuff. Otherwise you have to immediately start discounting and then you run out of everyday gift items. We want to carry enough seasonal items to show we’re in the Christmas spirit without going crazy. Plus, you have to order holiday items in January and then it
ships in July and we have to store in our warehouse.
How do you keep the store so neat and tidy? All employees are supposed to carry a rag in their pocket so they can dust and straighten the shelves when they have down time. We vacuum the floors every day. Our goal has always been to have a nice, clean store so women feel comfortable shopping here. We call it ‘women hardware.’ My dad used to say it just gave us the appearance of being highpriced and that we should rip out the carpet and go with bare concrete floors, leave dust on the shelves and have staff dress in ratty clothes. He might be right about price perception, but we’re pretty satisfied with
the shopping atmosphere we have for our customers.
What is your approach to online selling? We developed our own website to sell products but then had to shut it down within 60 days because Ace launched its Ship to Store program and that was the only way to sell Ace branded products. We’re not doing a ton of online selling, because our customers like to put their hands on items. I had a gentleman come in recently who wanted me to match a Weber grill price he found online. I told him we could deliver it to his door assembled and ready to use and he had to decide if that was worth an extra $50. He came back later and bought it from us.
What are you doing with social media? We hired a young girl who is doing a nice job with the gift side. She works in the gift shop, so she knows when there’s a new type of shirt in. I want to get her to help more with the hardware social media. Right now we’re doing Facebook (2,771 likes), Pinterest (368 followers) and Instagram (912 followers).
What are the biggest challenges facing your business? Number one is staffing. Unemployment is so low in our area and it’s a struggle to keep people working. All the government regulations are becoming more bothersome—it
takes time away from the business.
Does your stores’ size make you more of a target for the big boxes? They don’t worry too much about us. We stress staff training and tell people to come here because they can get good help.
Endcaps incorporate demonstration videos to spur sales of products like STIHL power equipment.
How many customers do you attract to the Gifts & Gadgets stores? We do 100-150 transactions on the weekends, so an average of 125. Our original stores had gifts in with the hardware, but we couldn’t get the nicer lines to sell to a hardware retailer. When we went to a standalone gift shop we were able to attract better, more exclusive product lines.
What new initiatives are planned for 2016? We plan to do some product resets following Ace guidelines. Also, we want to step up our social media presence.
What other family members are involved in the business? Wife Jina runs the gifts side of the business. My mom, who is 93, worked in the store until she was 80. ■
Product
TSpotlight National Hardware Show
his year’s National Hardware Show® in Las Vegas was once again filled with hot new products. The following pages profile 10 innovative products spotted at the Hardware Show that offer sales potential. Click
171-PIECE MECHANIC’S TOOL SET
• CHANNELLOCK® has updated its Mechanic’s Tool Sets. New products include a variety of improved Socket & Ratchet Sets, Mechanic’s Sets and Universal Drive Socket Sets.
• Both the Socket & Ratchet Sets and Mechanic’s Sets feature Chrome Vanadium and the DYNA DRIVE® Torque System that provides 20% more torque, eliminates slippage and prevents damage to fasteners.
on the links to the vendors’ web sites and discover if these new items are the right fit for your business.
• 171 PC. Mechanic’s Tool Set features SAE and metric hex keys, magnetic bit driver with full range of fastener bits, 2 spark plug sockets, magnetic parts tray and durable storage case.
• Change the color and dimness of your individual lights. Make every bulb in your home a different color with millions of color options.
• Turn lights on and off with a simple tap from your smartphone from anywhere in the world.
• Create custom schedules for an easier, simpler lifestyle.
• Bulb features 450 lumens,
20,000 hours.
NHS PRODUCT SPOTLIGHT
ZAR PRO OIL-BASED POLYURETHANE
• New PRO finish is incredibly easy to use and provides beautiful, long-lasting protection on all types of interior wood. Dries in one hour on bare wood.
• This clear, tough coating can be used on interior floors, furniture, doors and moldings. It resists abrasion, foot traffic, alcohol stains, water spotting and more.
• Formulated with premium resins. ZAR PRO Oil-Based Polyurethane Wood Finish protects color beautifully and has excellent adhesion properties.
• Comes in gloss, satin and matte finishes in quart and gallon containers. United Gilsonite Laboratories 570-344-1202 www.ugl.com
SUPER GLUE BRUSH & NOZZLE
• Combines the 10-second, incredibly strong Super Glue formula with an innovative dispenser that provides a two-in-one solution for projects big or small.
• The brush design was developed to offer edge-to-edge coverage, with a quick, easy-spread brush that covers a larger surface area in a faster amount of time.
• The precision tip offers quick, pin-point dispensing for hard-to-reach or small-scale fixes. The combination gives the consumer the choice, based on their specific break.
• No more dabbing on a drop of glue with a brush-on applicator, which results in over-application and mess.
The Gorilla Glue Company 513-271-3300 www.gorillatough.com
a growing community of thousands of
“I created Hardlines Digest in 1996 as a way for my fellow retailers to swap tips about the nitty-gritty of running an independent hardware store. Today, it’s grown to a community of thousands of independent hardware store owners just like you. I hope you’ll join today and start sharing your own expertise.”
John Fix Owner, Cornell’s
Hardware Eastchester, NY
CARPENTER’S APRON
• This 12 Pocket Apron is constructed of durable top-grain leather.
• It has 11 pockets (including center tape pocket), 2 metal hammer loops and 1 sheath pocket.
• It is rivet reinforced on stress points for added durability. With a doubleprong roller buckle belt that fits up to a 54-inch waist it completes all features to be perfect.
WORDLOCK® DISPLAY
• WordLock® maintains the highest standard of security for personal and commercial locks, without using any keys or arbitrary number combinations.
• Instead, WordLock uses your memory’s natural preference for keywords and the alphabet, allowing you to set and change your own combination from thousands of possible word and letter combinations.
• Traditional locks require keys or they make you remember confusing sequences of numbers. Those days are over, thanks to WordLock’s advances in lock technology. Security, creativity and usability come together in the original family of WordLock
• For work around the house or on the jobsite.
padlocks, bike locks, travel locks and cable locks.
• Specially designed back-to-school merchandising displays are available including clip strips, tabletop packs and full in-aisle corrugated displays.
2 IN 1 STEP LADDER
• This 8-foot fiberglass ladder has a Type IA duty rating with load capacity of 300 lbs. This ladder combines the Shelf and Step Ladder for a 2 in 1 combination made for multiple placement locations.
• The shelf design and unique ProTop and innovative locking mechanism allows for positioning against a wall, building or pole. When unlocked, this ladder sets up as a regular step ladder. The angles of the step ladder allow you to get closer to the work area.
• The Cross-Step Ladder is equipped with a V-shape ProTop with nonmarring slip-resistant rubber tread that allows it to be placed safely on corners and poles, plus a magnet and multiple slots that allow quick and easy access to tools.
• Other features include patented SHOX impactabsorption system, new Raptor Boot with bonded heavy-duty, slip-resistant tread, inside spreader braces that protect the ladder during transport, heavy-duty reinforcements and double rivets.
DEFENDER KEY FOB
• Regular garage door remotes are outdated, unsafe and not secure. Criminals target them and steal them to break into our homes.
• The Defender Key Fob is a pin code activated garage door remote.
• Thieves cannot use it without your pin code, so the Defender Key Fob provides another layer of home security and peace of mind.
• Installs easily and opens one or several garage doors.
NHS PRODUCT SPOTLIGHT
WALL MOUNT HOSE REEL
• Features AMES’ NeverLeak® Aluminum Water System, which has eight times more strength and durability than traditional plastic, and resistance to cross-threading at connection points due to wear and tear or weathering.
• Whiskey Barrel Swivel Wall Mount Hose Reel holds up to 100 feet of hose.
• Its decorative panel hides the hose when locked against the wall and swivels outward 180 degrees when unlocked for use.
• It also features an easy-spin crank handle for smooth winding.
VICTORIAN SOLAR LED LAMPS
• New solar LED bulb technology will now be offered in the company’s Victorian collection.
• With its unique, old world design, Gama Sonic’s Victorian collection features a wide range of styles, including a single solar lamp, double solar lamp, triple solar lamp and a solar lamp with 3 mounting options for walls, flat surfaces and posts, all of which can be used in residential and commercial applications.
• The new solar LED bulb mimics the common 360° light spread of traditional incandescent bulbs.
• Designed with multiple LEDs positioned in a strategic grouping at the bulb’s center, paired with Gama Sonic’s patented cone reflector, the level of brightness spreads generously.
Sonic USA
Sponsors:
Co-Sponsors:
By John Fix III
Employee Incentives That PAY OFF
All retailers have issues with employees, whether it’s figuring out how to find good ones and discipline bad ones or settling on a proper mix of salary and benefits. What follows is some recent discussion on Hardlines about employee incentive programs and how to come up with guidelines for employee attire.
EmployEE inCEntiVEs
Brandon Buckalew at East Grand
Forks Hardware Hank has started a recognition program. “I want to give a little incentive to get people to participate. I’m thinking that each month the top giver and the top receiver at each store would get a $5 credit on their account or a free t-shirt or something. I don’t want to give away the farm, but I don’t want the incentive to be so small that it’s not really an incentive. What do others do?”
Phil Brakefield replied, “One thought might be to move away from a point, credit or coupon system, which employees can easily determine the monetary value of. The danger there is that someone might say, ‘Wow, all my efforts are only worth $2?’ And I think you have to be careful with using a t-shirt as a recognition piece. Perhaps an alternative would be to hold a monthly or quarterly pizza party for all the employees where everyone is recognized and thanked for his/her efforts. Studies show that associates are more likely to respond favorably to appreciation for a job well-done, even more so than a monetary reward, and
The staff at Boland’s True Value in Chapin, S.C., all present a uniform look with matching shirts.
if the appreciation is shown in front of the group so much the better. Those same studies show that associates love to feel they are an integral part of the company’s financial success, so sharing positive reports on how their efforts have impacted the bottom line is an effective team-building strategy.”
Steve Fusek of Fusek’s True Value in Indianapolis responded, “I would be careful here, as it is a very slippery slope. To reward people for what you are already paying them to do, I think is wrong, and will lead you nowhere. I feel the philosophy of ‘everybody gets a trophy’ leads to a dead end. I have read multiple studies that say millennial employees just want to feel a part of the team. They really do not want to be singled out.”
Fusek added, “We set a clear sales culture and work culture. It has to be black and white and enforced from day one of employment. Then we incorporate different sales games, friendly rivalries on how many special orders they get or how many color keys vs. standard, how many Bargain of the Month items did they sell. The employees communicate wins on our radios and it motivates everybody. That seems to engage employees and makes them a part of the team. It has worked well for us without any material incentives.”
Karla Robson at Slavens True Value in Cortez, Colo., posted, “We do Bravo
cards, which I stole from another store, if an employee goes out of his or her way to help another employee. The helped employee gives the helper a Bravo card, thanking them for the help. They then bring to me so I can see it. I put in a box and draw a name each month, clearing out the box each time I draw. I have given gift certificates to local restaurants, grocery stores and coffee shops. I normally give a $20 gift certificate. At Christmas I give a $25 Visa card to be used anywhere. We have been doing it a couple years now and it has been well received. I really like that they reward each other.”
EmployEE AttirE
Bill Round of Round’s Hardware in Stoneham, Mass., raised the following issue. “Young women now routinely appear for work dressed in what were once called ‘tights.’ I see that the word ‘tights’ is actually associated with ‘business casual’ attire. This has not caused any trouble at our store, but I wonder if we ought to have a policy to accept or reject the form-hugging clothing that might be referred to as ‘tights.’
Our standard at Cornell’s is mostly based on the local high school dress code (since some of our part-time staff comes to work directly from school). Standards are different now, and while I wouldn’t have allowed my
daughter out in the clothes that some young women wear, I also know that fashion has changed. We have customers that shop dressed in pajama bottoms, or nasty sweat pants. Other customers shop dressed in their tightfitting workout clothes (some pull it off better than others). We require sleeves on shirts/tops, and will comment on low-cut blouses or shirts and flop-flops, but tightness of pants is a challenge.
Lee Mayfield at Mayfield Ace Hardware in Georgia responded, “If the outline of your underwear (or lack thereof) is visible, then the pants do not meet the dress code requirements. This same rule of thumb could
also apply to the saggy pants some guys wear.”
Tony Esposito added, “Call me oldfashioned but we tell our employees that they need to dress so as not to bring attention to their attributes. We actually buy inexpensive collared tops for both men and women and tell them cut-off or torn pants are not acceptable. We are trying to brand ourselves and inappropriate attire is unacceptable.”
Matt Mazzone at Mazzone Hardware in Brooklyn added, “We just addressed this as well. No frumpy sweatpants and no supertight clothes that leave nothing to the imagination, regardless of how many
the movement which has inspired tens of thousands of Americans to loyally use the Two Old Goats products to soothe aches and pains. Made with therapeuticgrade essential oils and goat’s milk, Two Old Goats lotions, balms and body wash products are sure to perform well in the alternative medicinal market.
times certain contractors come in during the day to look.”
Mazzone wondered what policies other retailers have on shorts. “We currently let our garden center staff wear shorts during the summer, however we are considering changing our policy so that no staff inside the store may wear shorts unless it’s exceptionally hot out,” he noted.
Robson posted, “We allow leggings if your top is long enough to cover your bum, even when you bend over to get a sack. Shorts have to be fingertip length, just like in school. We also do not allow low-cut tops. I just try to remind them that they will bend a lot.”
Amy Earls at Page Hardware & Appliance in Guilford, Conn., posted, “Our employees get store t-shirts and are required to wear them tucked in. Tucking a shirt into leggings is definitely a deterrent against wearing skin-tight leg coverings.
Frank Blair at Schnarr’s Do it Best Hardware in St. Louis said they recently reprinted the dress code section of their employee manual and included it with the payroll. “My daughter runs our Ladue location and she is much better at enforcing this than I am,” he pointed out.” Generally, our part-timers get two logo shirts and one logo sweatshirt (in winter months). Full timers get four shirts and two sweatshirts. When their shirts become stained or worn
Frank Blair at Schnarr’s Do it Best Hardware recently reprinted the store’s dress code and attached it to employee paychecks to help associates “balance personal comfort with professional appearance.”
they trade them in for new ones. The old shirts/sweatshirts are cut up for rags to clean around the store.”
John Price at JBK Ace Hardware in Chestertown, Md., said, “We used to provide shirts, which was quite an expense. We now require all employees to wear black collared shirts and we provide red vests for everyone. Our uniform expense has dropped drastically.” ■
John Fix started the Hardlines Digest in 1996. The list was run for many years using servers in John’s hardware store, but recently the list migrated to Google Groups. There are currently more than 1,500 subscribers reading Hardlines Digest. To read more or subscribe, go to www.hardlinesdigest.com .
Be Part of the Hardware Industry’s Exclusive and Professional Women in Hardware Program!
Designed for professional women and men in the two-step hardware industry to exchange ideas, educate, network and provide support and access to opportunities to further careers and help grow the independent channel.
Who’s Eligible to Join?
• Independent Hardware Store Owners and Managers
• Vendors Involved in the Two Step Hardware Industry
• Service Providers Involved in the Two Step Hardware Industry
• Wholesalers/Distributors
• Industry Professionals
Activities
• Membership benefits include up to six networking events per year held in conjunction with other industry events.
• Each event will have a business focus offering direct and immediate benefits.
• Vendor and Service Providers will have the ability to interact with business owners and others in management positions sharing experience, concerns and solutions.
• While focus is on women and their opportunities, men are welcome and encouraged to participate to better understand and lend their perspective of the industry.
Marquee Sponsors Presented by
ELECTRICAL AND LIGHTING TRENDS
Sales of Light Fixtures
(Independent Hardware Channel)
12 Months % Change vs. Year Ago Light Fixtures:
Source: Vista Information Services, div. of Epicor Software Corp.
Unit Sales Breakdown for Light Fixtures
Total of 2,475 Items with Sales
ELECTRICAL AND LIGHTING BUYING UPDATE
• LED bulb prices continue to go down, from $30 a few years ago to about $5 now, and incandescent bulbs are mostly a thing of the past. Utility companies are helping educate homeowners about the benefits of LED technology.
• LED bulb sales increased 237 percent in 2014 and 2015, according to the National Electrical Manufacturers Association.
• Using more LED lighting in homes and businesses will help cut lighting energy consumption in half by 2030, according to the Department of Energy.
Left: McLendon Hardware promotes LED bulbs on an endcap with instant rebates from the local utility company.
Right: Keim Lumber in Ohio offers a wide selection of indoor and outdoor lights.
• GE announced it will stop making compact fluorescent light bulbs by the end of 2016, since CFL bulbs no longer meet government regulations for energy efficiency.
• The Energy Star efficiency standards for bulbs will increase to 80 lumens per watt in 2017, which is why CFLs will no longer qualify for utility rebates.
• LED lighting will comprise 75 percent of all lighting sales by 2030, according to a forecast by the U.S. Department of Energy, so consumers can be assured it is not a short-term fad.
• LED lights are six to seven times more efficient than conventional lighting and can last up to 25 times longer.
• According to research firm IMS Research, LEDs will be the most commonly used A-line bulb by 2016. ■
hardware conference hardware conference focuses on deaLer-To-deaLer TaLK
This year’s Hardware Conference, scheduled for September 9-11 at the Marco Island Marriott in Marco Island, Fla., will continue building on tradition, as the industry’s largest gathering of independent retailers will be celebrating its 28th year.
The Hardware Conference is open to any independent retailer, regardless of wholesaler affiliation. Ace, Do it Best, Orgill and True Value all support the Conference, as do the key vendors who participate with tabletop exhibits.
The event is an opportunity for retailers to get together and discuss ways to improve their businesses and grow sales/profits in the face
Upper: The Friday evening banquet will showcase a first-class awards ceremony featuring the winners of the Beacon Awards program.
Left: The Hardware Conference is held at the Marco Island Marriott right on the beach.
hardware conference
of competition. Not only are lasting memories and friendships made, but attendees return to their stores with lots of new ideas to implement.
This year’s event will again feature the Beacon Awards, which are co-sponsored by The Hardware Conference and The Hardware Connection with special sponsorship support from Apex Tool Group, Sunnyside Corporation, 3M and Epicor.
On Friday evening, September 9, the Beacon Awards will recognize the industry’s Best New Stores, as well as Retail Beacon Award winners from the four participating wholesalers.
Beacon Award winners will receive all-expense paid trips for two to the 2016 Hardware Conference including conference registration, airfare, hotel and meals. They will also receive a special Beacon Award plaque and be featured in The Hardware Connection.
Key vendors participate in the event with tabletop exhibits.
Hurry—the nomination deadline for the Best New Store Awards is June 1. Nomination materials should be emailed to Tom Delph, Beacon Awards program director, at tdelph@thehardwareconnection.com.
“You have the opportunity to see new products, talk to other dealers and learn from both dealers and vendors in a very relaxed setting,” says Rick Heuser of Handyman Hardware in St. Cloud, Fla. Marquee sponsors for this year’s event include The Hardware Connection, Wooster Brush, Krylon, The Hillman Group, Minwax and the Miami Children’s Hospital Foundation. Vendor booths are auctioned off Saturday night with the proceeds benefiting the Miami Children’s Hospital Foundation.
Start making plans to attend an uplifting event that can have a positive impact on your business. It’s the perfect opportunity to bring your whole family to a five-star resort right on the Gulf of Mexico with three miles of pristine white beaches.
For more information on attending the 2016 Hardware Conference, call conference directors Shanti or Craig Cope at (305) 853-0049 or go to www. thehardwareconference.com. n
IN THE NEWS
NEW STORES:
• E&H Hardware Group is opening a new Ace Hardware store in North Olmstead, Ohio.
• Joe Cotton is the new owner of A&K Ace Hardware in Genevieve, Mo.
• Hancock Lumber has opened a new location in Kennebunk, Maine.
• Carr Hardware & Supply of Pittsfield, Mass., and Brightwood Hardware of Longmeadow, Mass., are teaming up to open a new store, Carr Hardware at Brightwood Center, in Enfield, Conn., this fall.
• Short & Paulk Supply has opened a new store in Cuthbert, Ga.
• Arrow Building Center is opening a new location in Chippewa Falls, Wis.
• Dave and Cindy Burgei and Todd and Karen Keysor have opened Spencerville Hardware in Spencerville, Ohio.
Spencerville Hardware
• Craig and Jeff Smith are opening their second Twins Ace Hardware in Arlington, Va.
• Attken International has announced a partnership with Do
it Best Corp. to develop the first store of its kind in Saudi Arabia. Attken Do it Best is opening in Dammam at the end of May, with plans to open three branch stores throughout Saudi Arabia each year.
• Dan Durgan opened Riverside Hardware in Livingston, Mont.
KUDOS TO:
• Jim Rankin is celebrating the 50th anniversary of Rankin’s True Value Hardware, with three stores in Virginia.
• Geerlinks Home Hardware Building Centre in St. Thomas, Ontario, owned by Harry and Deborah Geerlink, was named Home Hardware’s 2015 Walter J. Hachborn Store of the Year.
• David and Carrie Hunt are marking the 20-year anniversary of Hunt’s True Value Hardware and Guns in Miller, Mo.
• Gibson’s Ace Hardware in Salina, Kan., is celebrating its 55th anniversary.
• Gary and Nancy Ostrom are marking the 30th anniversary of Ostrom’s Hardware in West Fargo, N.D.
• Member Insurance Agency has formed a new advisory committee by selecting Bruce Ellis of Roswell Do it Best Lumber Co.; John Fix III of Cornell’s True Value Hardware, Steve Fusek of Fusek’s True Value Hardware and Dan Berry of Paradise Home Center.
IN THE NEWS
ON THE MOVE:
Stephen Ballenger
FULL STORY:
• STIHL Inc. has hired Stephen Ballenger as vice president of operations in the U.S.
• Retail sales gain fueled by the web. Click here.
• Science project leads to CFL recycling center at B&C True Value. Click here.
• Sears launches pilot appliance store in Colorado. Click here.
• Plainfield Hardware adds a deli. Click here.
• Olde Towne Ace Hardware fills parking lot with roses for Mother’s Day. Click here.
• Sears Hometown Store format continues to grow. Click here.
• New York City shoppers must pay for disposable bags. Click here.
• Ace Hardware extends loyalty program to grocery stores. Click here.
DO IT BEST LEADER RECEIVES STATE’S HIGHEST HONOR
Indiana Governor Mike Pence has named Do it Best Corp. President Emeritus Bob Taylor a Sagamore of the Wabash, the highest civilian honor bestowed by the state’s governor.
Pence announced the award in late March as part of a retirement celebration for Taylor, who officially stepped down January 4 after 15 years leading Do it Best Corp. and a 40-plus-year career in the home improvement industry.
“Bob has always put others first and led with a servant’s attitude—and few can claim a record as impressive as his,” said Pence. “He has also been a lifelong civic leader, giving countless hours to improve the quality of life here in Indiana; many organizations have benefitted from his experience, his insights, his generosity and his leadership. I can think of no one more deserving of this honor than my friend, Bob Taylor.”
“While not a native Hoosier, I will always be a proud adopted son of Indiana, which makes this recognition from our governor incredibly humbling,” Taylor said. “It has been my honor and privilege to work alongside so many talented and committed individuals in helping to move our state and our region forward.”
Bob Taylor (right), shown here with Do it Best President Dan Starr, was honored as a Sagamore of the Wabash by Indiana Governor Mike Pence.
JUNE
House-Hasson Summer Dealer Market
June 16-18, Sevierville Events Center, Sevierville, Tenn.
United Hardware Fall and Winter Buying Market
June 17-19, Minneapolis Convention Center, Minneapolis
JULY
World and Main Fall Dealer Market
July 28-30, George R. Brown Convention Center, Houston
AUGUST
Ace Hardware Fall Convention
August 18-20, McCormick Place, Chicago
Florida Hardware Company Fall Dealer Market
August 12-14, Double Tree Hotel and Convention Center, Orlando, Fla.
HDW Fall Dealer Market
August 19-21, State House Convention Center, Little Rock, Ark.
Independent Garden Center Chicago
August 16-18, Navy Pier, Chicago
Orgill Fall Dealer Market
August 25-27, Sands Expo & Convention Center, Las Vegas
The Eastern Show for Independent Garden Centers
August 2-4, Valley Forge Casino Resort, Philadelphia
World Pet Association SuperZoo
August 2-4, Mandalay Bay Convention Center, Las Vegas
UPCOMING EVENTS
SEPTEMBER
Blish-Mize Fall Dealer Market
September 16-17, Overland Park Convention Center, Overland Park, Kan.
Bostwick-Braun Company Fall Dealer Market
September 22-24, Seagate Convention Center, Toledo, Ohio
Home Hardware Fall Dealer Market
September 18-20, Henry Sittler Buiding, St. Jacobs, Ontario
Monroe Hardware Fall Dealer Market
September 17-18, Myrtle Beach Convention Center, Myrtle Beach, S.C.
PACOA Fall Market
September 10-11, Queen’s College, Flushing, N.Y.
The Hardware Conference
September 9-11, Marco Island Marriott, Marco Island, Fla. www.thehardwareconference.com
True Value Fall Reunion
September 16-18, Colorado Convention Center, Denver
OCTOBER
Do it Best Corp. October Market
October 13-16, Indiana Convention Center, Indianapolis
House-Hasson Hardware Fall Dealer Market
October 20-22, Sevierville Events Center, Sevierville, Tenn.
For a complete listing of calendar dates, click here: http://thehardwareconnection.com/programfeatures-benefits/calendar-of-events/
A CreAtive ApproACh to hiring the Best
Grant Leavitt at Marcus Lumber in Marcus, Iowa, has helped guide his family’s business through substantial growth in the last few years, which has led to a large increase in staffing as well. To maintain their momentum and ensure they continue to attract and hire the very best candidates, Leavitt created a visually striking marketing piece that is sent out to all candidates ahead of their interview.
As he explains, “The idea of using an employee testimonial as a recruiting tool came about in a business meeting roundtable I attended. The company there used a video piece and I wanted something that was similar, so I created this idea of a printed hands-on piece I can give to a prospective hire. We’re in a very rural area with very low unemployment. Finding good employees is tough, like it is in a lot of places right now. In using a piece like this we hope to create an interest for them to join our family we call Marcus Lumber.”
The Do it Best store, which now has a staff of 35 after hiring six new people in the past year, has never laid off anyone or reduced hours of staff in its 96-year history, according to Leavitt.
He strategically asked for employee testimonials during their year-end
Marcus Lumber created an effective marketing piece to send prospective hires that touts the many attributes of working there.
bonus time.
“Good, hard- working employees want to work with other good, hard-working employees, so most are willing to help obtain the best future coworker possible,” he points out.
Although
they just started using this marketing piece within the last month, it’s already paid dividends. “We just hired a very impressive candidate for a full-time position and they specifically mentioned this marketing piece when accepting our offer, saying how impressed they were with the information it communicated,” Leavitt says.
More than anything, the marketing piece clearly communicates that Marcus Lumber values its people. As Leavitt explains, “This piece can show
Behind the Numbers
5.6%
Growth in hiring reported by small independent businesses in the U.S. in 2015, according to the Institute for Local Self-Reliance.
89.0
U.S. Consumer Sentiment Index declined for the fourth straight month in April 2016, dropping 2.2% due to concerns about future economic growth, according to the Institute for Social Research at the University of Michigan.
$47.9 billion
Size of U.S. equipment rental market in 2016, according to the American Rental Association, which is estimating 4.9% growth in 2017.
1.3%
Percentage annual growth in the paint stores industry through 2021, according to IBISWorld.
$62.75 billion
Size of U.S. pet industry expenditures, including $24.01 billion on food, according to the American Pet Products Association.
25%
Percentage of e-commerce growth for big-box home centers in the fourth quarter of 2015, 10 points higher than e-commerce growth for total retail, according to the Cleveland Research Group.
