Locals in Woodbine, Ga., welcomed Sawgrass Hardware for the value and service it brought to the small town. Front row, from left: Laura Ward and Erika Brown; back row, from left: David Ward and Frank Brown.
C.C. Gibbs Owner of Gibbs Hardware Grayson, Kentucky
Switching suppliers can make any retailer uneasy especially when it means replacing brands your customers have trusted for decades. However, for C.C. Gibbs and his team at Gibbs Hardware the decision to partner with a new supplier turned out to be one of their best.
Thanks to Orgill’s broad product range, customizable assortments, and reliable supply chain, the Gibbs team made a smooth, confident transition and the results speak for themselves
“One of our biggest concerns was switching from the distributor-branded paint line we’d supported for years. It had been a staple in our rural town, and we were one of the top paint buyers through our previous distributor. But the change went better than we imagined our customers embraced the new line, and we didn’t miss a beat. Sales have kept climbing ever since.”
C.C. Gibbs, Orgill Dealer, Grayson, KY
Discover what Orgill can do for your business at Orgill.com/opportunity
Laura and Erika transformed an old NAPA store into Sawgrass Hardware with a hands-on approach, refurbishing Kroger shelving and crafting a checkout counter from a repurposed workbench. Their resourcefulness and personal touch are evident throughout the store.
By Doug Donaldson
For independent hardware retailers, it’s not the square footage that counts, but the heart and soul poured into every neighborly interaction. In this issue of Hardware Connection , we’re spotlighting two remarkable stores that, despite their size differences, share a common thread: an unwavering commitment to their communities.
Let’s first visit the small town of Woodbine, Ga., which boasts just a smidge over 1,000 residents. It was in this little city in the southeast corner of Georgia that sisters Erika Brown and Laura Ward, along with their husbands, transformed a shared dream into reality by opening Sawgrass Hardware. Born out of a desire to serve the community better, they took on the challenge of completely renovating a 5,000-squarefoot auto parts store and turning it into a welcoming home for DIYers and contractors. Their dedication is evident in every corner of the store, from the refurbished fixtures to the curated selection of local merchandise. Sawgrass Hardware’s involvement in community events, like the annual
Crawfish Festival, further cements their role as more than just retailers—they’re neighbors, friends and integral parts of the community fabric.
Read the full Sawgrass Hardware story in this issue’s feature “ Sisters at the Helm .”
Now let’s head north to contrast Sawgrass Hardware with Ohio’s Hartville Hardware, the world’s largest independently owned hardware store. Despite its vast 305,000-square-foot space, Hartville maintains a hometown feel, thanks to its deep-rooted values and commitment to personalized service. Under the leadership of COO Zach Coblentz, the store has expanded thoughtfully, ensuring that each new location—such as Lehman’s, which it acquired in 2021—aligns with the company’s core principles. Their approach emphasizes genuine human connection, resisting over-automation, and fostering a culture in which employees are encouraged to know customers by name and participate in local events.
Coblentz conveys these kinds of deep community connection in his
first-person Retailer2Retailer article, “ Serving Forward .”
Independent hardware retailers have long been the backbone of their communities, offering personalized service and fostering neighborly connections. However, in today’s challenging market landscape, staying community-focused requires a blend of traditional values and modern business acumen. The 2024 Construction Supply 150 (CS150) report by Webb Analytics highlights this balance. While many large chains experienced revenue fluctuations, often relying on expansion to offset declines, the report underscores the importance of strategic growth and operational efficiency. For independent stores, this means embracing tools like customer relationship management systems, enhancing e-commerce capabilities and staying attuned to market trends. By doing so, they can continue to serve their communities effectively while ensuring long-term sustainability. In essence, the key lies in blending the warmth of local service with the insights of data-driven decision making. Read more about hardware store–specific insights from the CS150 in Webb’s “ What the 2024 CS150 Says About Hardware Retailing Now.”
What binds together Sawgrass and Hartville and, really, all independents throughout the country is their understanding that success isn’t measured solely by sales figures but by the strength of community ties. Whether it’s a small-town store or an impressively huge retail space, the secret sauce is a blend of authenticity, dedication and a genuine desire to serve. These stories serve as a testament to the enduring power of independent hardware stores and their pivotal role in the places they call home. n
May is Mental Health Awareness Month, offering an important opportunity to shine a light on a topic that affects every business, especially independent hardware retailers. In our industry, where tight-knit teams put in long hours in high-pressure environments, mental health challenges don’t just affect individuals—they reverberate through the entire operation.
With one in five adults in the U.S. experiencing mental health issues each year, and the average hardware store employing 8.2 people, odds are that someone on your team is affected. Mental health isn’t just a personal concern; it’s a workplace issue that can affect morale, productivity and retention. As owners and managers, we can’t afford to ignore it—and we don’t have to.
The American Psychiatric Association notes that more than half of those facing mental health challenges delay seeking help, often due to stigma or fear of being treated differently. Supporting mental health isn’t just the right thing to do—it’s good for business.
MentalHealth.gov highlights common indicators of mental health concerns, including:
• Changes in sleeping or eating patterns
By
• Withdrawing from social interactions
• Feelings of helplessness, worthlessness or detachment
• Increased use of substances
• Severe mood swings affecting relationships
• Difficulty completing daily tasks, such as work or child care By learning to recognize these signs, employers and colleagues can offer timely support and help reduce the stigma that keeps people from speaking up.
Fostering a mentally healthy workplace doesn’t require expensive programs—it starts with creating a culture of care. Here are a few effective steps:
• Display Information: Post mental health hotline numbers and resources in employee areas.
• Include Mental Health in Meetings: Make mental wellness part of regular conversations.
• Review Benefits: Ensure that your health plan includes mental health and addiction services.
• Respect Privacy: Reassure staff that seeking help is confidential and won’t result in discrimination. These simple steps help create a workplace where employees feel safe, supported and understood.
Trash
Semi-Trash
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• Multi-Use Mixers
• Concrete, Mortar, or Stucco
• Wood Chipper/ Shredders
• Walk-Behind Stump Grinders
• Brush Chippers
• Manual Kindling Cutters
• Regular or King Models
Tine Rake Dethatchers
Blower Buggies
Broadcast Spreaders
Encourage your team to take advantage of free, confidential resources:
• Center for Workplace Mental Health
– Practical tools for employers to support staff
• Right Direction – Depression-focused support for workplace use
• MentalHealth.gov – Centralized mental health education and resources
• SAMHSA Helpline (800-662-HELP) – 24/7 confidential treatment referrals and support
• National Suicide Prevention Lifeline (Dial 988) – Free, immediate crisis support
Online platforms now offer expanded access to licensed mental health professionals. Employees can discreetly schedule remote sessions through resources like the American Psychological Association ’s therapist locator. Digital access removes common barriers and increases the likelihood of people getting help when they need it most.
This May, let’s do more than acknowledge Mental Health Awareness Month— let’s act. Whether it’s checking in on a team member, updating benefit plans or simply starting the conversation, every step makes a difference. n
We hadn’t even flipped the open sign yet when we spotted a guy waiting patiently outside. Just standing there, calm but clearly with some sort of mission. As soon as the doors unlocked, he comes in in a rush. He says, “I need glue. Something strong. Works on plastic. Has to set fast.” OK, sure, of course we’ve got something. I walk him to the adhesives section and point him toward the five-minute epoxy. At the checkout counter after I ring him up, he says, completely deadpan: “I need to glue my hand back on.” Turns out he has an artificial arm, and the hand popped off. Not ideal timing, either—he was literally on his way to the airport. No time for repairs, no prosthetics specialist on call. Just him, a tube of epoxy and the determination to reattach his hand in the parking lot before takeoff. I help him glue his hand back on, and off he goes—presumably hoping TSA doesn’t notice the faint smell of curing adhesive. We’ve seen a lot; I’ve been doing this for 50 years. But gluing a hand back on with five-minute epoxy before catching a flight? That one sticks with you.
Tom Christopher Sr. Christopher’s Hardware
Sandy Spring, Md.
Aguy living in his truck came in—someone had busted out his back window. He was just trying to get by and really needed a helping hand. We traced a template on cardboard, cut a piece of plexiglass, gave him a discount and didn’t charge for the extra cut or labor. He was beyond thankful. For us, it’s not about the sale. It’s about helping people in our neighborhood when they need it most.
Ben Van Loh
Barry’s Ace Phoenix
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By Craig Cope
Founded in 1936 by Italian immigrant Ettore Steccone, Ettore Products Company introduced the original brass squeegee that set a new standard in window cleaning. Nearly nine decades later, the company remains a leader
in the cleaning tools category, known for pairing durable construction with ergonomic design across its full line of professional-grade equipment.
In our April 2023 issue, we featured Ettore’s ProSeries Super System
( click here
standing ergonomics and ease of use. That same user-first approach is evident in the Ettore Grip’n Grab—a 50-inch heavy-duty reaching tool built for both professional and household tasks for which extra reach and preci sion matter most.
The Grip’n Grab’s standout features include a lightweight aluminum shaft, comfortable soft-grip handle and articu lating rubberized claws that rotate 90 degrees. These enable users to pick up everything from fine paper scraps to heavier objects like canned goods or tools with ease. The non-slip jaws deliver a firm yet gentle hold, eliminating frustrating drops or crushed items.
To test real-world performance, we handed the 50-inch version to a prop erty maintenance supervisor. “The extra length made it perfect for reaching items behind bushes or on top of shelves with out needing a ladder,” he said, adding that the claw grip held up well across uneven outdoor terrain.
Hardware retailers can stock Ettore with confidence. Like its ProSeries win dow system, the Grip’n Grab reflects decades of product refinement and realworld feedback. Whether you’re refresh ing an endcap, expanding safety offer ings or adding to an RV/Marine section, this tool is a practical premium addition that delivers everyday utility and value.
Reading aloud to young children has been shown to boost early literacy, expand vocabulary and strengthen emotional connections between parents and kids. That’s the foundation Moonlite Storytime builds upon with its award-winning line of smartphone-powered story projectors, designed to turn any bedtime into a magical multisensory experience.
Moonlite clips onto your phone and uses the flash light to project vibrant storybook images onto a ceiling or wall. Meanwhile, the companion app dis plays the story text on your screen, enhancing the experience with music and sound effects. It’s an immersive twist on tradi tional story time, one that genuinely engages young listeners.
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Families can choose from more than 80 licensed stories, including iconic titles like The Very Hungry Caterpillar, Goodnight Moon and Corduroy. Starter packs come in one-, three- or four-story options, each with a picture disc and activation code. It’s a gift-worthy package that appeals to parents, grandparents and caregivers of children ages 1 to 7.
What sets Moonlite apart is its focus on bonding and routine. Whether winding down for the night or creating special moments during travel, the system helps establish a calming habit that
supports literacy development and emotional well-being. The projector is compact and easy to use, while the app provides a polished, user-friendly interface that guides adults through the experience.
For independent hardware stores looking to expand their seasonal or gift offerings, Moonlite is an excellent addition. The company offers in-store merchandising support, including a video display unit with qualifying orders, plus shelf talkers to drive customer interest. n
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
SPONSORED BY
H&W Hardware, New York, NY—1924
Kelly Seed & Hardware Co., Peoria, IL—1905
Learned Lumber, Hermosa Beach, CA—1924
Legg Lumber Company, Holt, MI—1884
Morrison Terrebonne, Houma, LA—1924
National Lumber Company, Baltimore, MD—1919
Newton’s True Value Hardware, Cherryvale, KS—1924
Page Lumber, Poughkeepsie, NY—1924—1,000th CC member
Paschal Brothers Hardware & Lumber, Jacksonville, FL—1924
Ransom Brothers Lumber & Supply, Ramona, CA—1924
Requarth Company, Dayton, OH—1860
Southern Builders Supply, Valdosta, GA—1880
Union Lumber Company, New Albany, MS—1902
Valley Park Elevator & Hardware, Valley Park, MO—1874
Western Materials Inc., Yakima, WA—1915
William B. Morse Lumber Company, Rochester, NY—1853
How are sales so far this year?
From the end of the year, it has been flat. People have been cautious on spending and don’t buy more than they need. In our area, we depend on fishermen and hunters. This year wasn’t as cold as previous years and we didn’t have the ice that we normally have, so ice fishing was down. Snow is another factor. We didn’t get much snow, so we didn’t sell as much ice melt or snowblowers.
What’s unique about your business? Our team members and customers. We’re in a small town of about 1,800 people, so we know everybody by name. We have a good relationship with everybody who comes in our store. The team members are really good about communicating with customers and helping them.
What are your best niches? In the area, we’re the only big store— we’re about 10,000 square feet—that opens every single day and weekends. Customers say if we don’t have it, it’s because they don’t need it.
Plans for the rest of 2025?
Above: Webster Ace Hardware saw a slower winter season due to mild weather, with fewer sales tied to ice fishing and snow. Hunters and fishermen remain a key part of the store’s customer base.
Right: Alfredo Garduno of Webster Ace Hardware in Webster, S.D., is preparing for the store’s twenty-fifth-anniversary celebration this May, with special deals and vendor visits planned.
Celebrating our twenty-fifth anniversary. We’re planning a big celebration at the end of May. We’re looking for good deals and talking to vendors about coming to our store when we have our celebration.
Alfredo
Garduno Webster Ace Hardware Webster, S.D.
How are sales so far this year?
I’d say we’re slightly off. The customer counts have gone down just a little, like 1 percent. Most of it has been seasonal fluctuations with the weather. In January, we had a bump with ice melt and snow shovels. But the other months we’ve been down slightly. This April has been a bit of a question mark—not so much weather-related but economy-related. Some people are hanging tight on spending on big ticket items. There are also layoffs in government, individuals affected by reduction in size within the government.
Christopher’s Hardware has been recognized for top-tier service and expertise—ranked among the best of more than 30,000 Mongomery County retailers.
What are your best niches?
Another issue is that undocumented workers who do painting and day labor for contractors and landscape companies aren’t coming in to keep their profile low.
What’s unique about your business? Our customer service levels are very high. We receive a lot of awards, such as Best Retailer of the Year for Montgomery County, and that’s among 30,000 stores. Along with customer service, we’re known for product knowledge and the fact that our inventory is pretty big. We carry about 24,000 SKUs.
Power tools and power tool accessories. We’re also very strong with fasteners with Midwest as our primary supplier. Midwest has been very supportive. They come in every two weeks and have a good fill rate. We’ve been buying from Midwest for 25 to 30 years.
Plans for the rest of 2025? We’re looking at new ways to merchandise and present products. One example is moving the paint department. Also, a year ago, we opened a garden center. It’s one acre and includes a greenhouse. We sold Christmas trees for the first time last winter. This is year two, so the training wheels are off. We’re really looking to keep improving the garden center.
Tom Christopher Sr. Christopher’s Hardware Sandy Spring, Md.
How are sales so far this year? They’re a little bit down this year, about 5 percent, which is not surprising. While that’s not horrible, before this year we’ve been increasing every year since Covid. We’re in a pretty good area, a university town with freshman enrollment the highest ever last August.
Above: David and Susan Shaw, owners of Shaw’s Ace Hardware in Oxford, Miss., focus on helpful service, strong grill and Stihl sales, and staying in step with Ace’s national direction—all while serving a loyal college-town community.
Left: Shaw’s Ace Hardware follows Ace’s national trend with strong grill sales, making it one of the store’s top categories.
What’s unique about your business? We’re an Ace store, so our big push to our associates is helpfulness. Everyone mentions how helpful our people are. That’s our big draw. We’re in a small town, and people want to shop local.
What are your best niches? We sell a lot of grills and grilling accessories. We have a full line of Stihl business with repair services.
Plans for the rest of 2025? We follow where Ace goes. We keep close tabs on what Ace is doing. We’re also seeing what the economy does.
Susan Shaw
Shaw’s
Ace Hardware Oxford, Miss.
How are sales so far this year?
We’re down from what our goal was. But our goal was set from Covid times, when we had the store’s biggest boom, so it’s expected to come down. Over the last year, we’re about 3 percent down. There’s no real local factor affecting the business—just tariffs and people worried about spending.
What’s unique about your business? Our customer service, which far exceeds any other store around here.
What are your best niches? Our service department in the back with screen and window repair and tons of
Sales at Barry’s Ace are down about 3 percent from last year, a drop attributed to post-Covid normalization and cautious consumer spending. The store plans to expand its Stihl lineup and add the new Traeger Woodridge grill in response to customer demand.
miscellaneous repair. The community really counts on us for repairs.
Plans for the rest of 2025?
Expanding the Stihl products and getting the barbecue area cleaned up. This year, we’ll bring in the new Traeger grill, the Woodridge. Also, because some major landscaper customers have asked, we’re bringing in bigger chainsaws.
Van
How are sales so far this year? Pretty flat. We’ve had to contend with California regulations about oil and no water. We’re in an oil producing and agricultural area, so our business depends on those industries. Hopefully, we’ll get some relief on the regulations. But right now, oil industry workers are moving to places like Texas. Agriculture in the area is having a hard time with lack of water for growing.
What’s unique about your business? We opened in 1977 and are in a former bowling alley. We always had popcorn. Kids would call us the “popcorn store” and want to come with their parents. That’s something, to have kids to
Eric Cooper, owner of Cooper’s True Value in Taft, Calif., says sales are flat this year as local oil and ag industries struggle with regulations and water challenges.
ask to go to a hardware store.
What are your best niches? We do a good job with dog food and small-pet feed.
Plans for the rest of 2025? We’re happy with the direction Do it Best has taken with True Value, and getting that back on the right course has been good.
Eric Cooper Cooper’s True Value Taft, Calif.
• Designed for close-clearance dryer installations, allowing the dryer to be installed fewer than three inches from the wall.
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• Includes 20 pneumatic tools: punches, chisels, hammers, scrapers and automotive specialty tools.
• Features standard .401 Turn-Type shanks compatible with most pneumatic hammers.
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• Tray dimensions: 22 inches long by 15.5 inches wide by 1.25 inches deep.
• Made in the United States. Mayhew Tools mayhewtools.com 800-872-0037
• Equipped with a twoinch threaded outlet adaptor that microadjusts without rotation for precise alignment with the finished floor height.
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• Made from 100 percent recycled rubber, diverting millions of tires from landfills annually.
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• Designed for professional artists, graffiti writers and DIY enthusiasts seeking versatility and quality.
• Durable and long-lasting, maintaining structural integrity under various climate conditions.
• Flexible material resists cracking or breaking when dropped or mishandled.
• Low maintenance; easy to clean with a pressure washer or garden hose.
By Doug Donaldson
AT SAWGRASS HARDWARE IN WOODBINE, GA., SISTERS ERIKA BROWN AND LAURA WARD— ALONG WITH THEIR HUSBANDS, FRANK AND DAVID—TURNED A LOCAL NEED INTO A THRIVING, FAMILY-RUN HARDWARE DESTINATION.
For sisters Erika Brown and Laura Ward, opening Sawgrass Hardware in Woodbine, Ga., wasn’t just a business decision. It was a deeply personal leap of faith that transformed a lifelong family bond into a brick-and-mortar retail hardware reality. The idea sparked in 2021 while Erika and her husband, Frank, were renovating an 1882 home in Woodbine, in southeast Georgia near the Florida line. With Frank’s contractor background and Erika’s
The couples who own Sawgrass Hardware have shared decades of friendship and family ties. A pivotal moment came during a road trip to Orgill’s 2023 Spring Dealer Market in New Orleans.
Front
26 years as a realtor, they realized the town lacked a local hardware store.
“We were constantly driving in and out of town for even the simplest hardware items,” Erika recalls. “There used to be a NAPA Auto Parts store here that carried some hardware, but it was long gone.”
Initially, Erika and Frank bought the old NAPA building with no clear plan. Jokingly, Erika suggested her sister and brother-in-law, Laura and David Ward, relocate from Chattanooga, Tennessee, to help open a hardware store. It was a family daydream that turned real: By April 2023, the Wards had packed up and moved to Woodbine. Just four months later, on September 5, Sawgrass Hardware opened its doors.
“We say we jumped off the cliff and grew wings on the way down,” says Erika, who closed her final real estate deal in Atlanta the weekend before store setup began.
The summer was brutal. The family gutted and rebuilt the former NAPA store themselves, armed with little more than elbow grease and dozens of cans of brown spray paint.
“We painted everything out in the parking lot in the South Georgia heat,” Laura says. “By the end of it, I was so good with a spray can, I could’ve painted a car.”
They refurbished every fixture they could get their hands on, including
In just four months, Laura and Erika transformed a former NAPA store into Sawgrass Hardware, enduring the sweltering Georgia summer as they did. Their paint-splattered clothes and tired smiles reflect the hands-on effort they made to infuse the store with their unique personalities.
shelving from a closed Kroger store and a checkout counter built from an old workbench that NAPA left behind.
As they renovated the former NAPA building, Laura and Erika were intentional about creating a space that felt welcoming, personal and rooted in the local lifestyle. They wanted customers to walk in and immediately sense the store’s character—one that reflects both the community and their family’s story. Frank’s family’s midcentury china cabinet anchors a display of hunting and fishing memorabilia, including their great-grandfather’s antique rod and reel, lures and creel. At the front of the store, customers see Laura’s touch: endcaps filled with coastal-themed housewares, Georgia Bulldogs gear,
farm-style décor and thoughtfully chosen children’s gifts. Even the handpainted ornaments—crafted by Erika’s sister-in-law—add a personal, local flair. The goal wasn’t just to stock shelves, but to create a place where personality, heritage and community pride come through in every aisle.
Getting ready for the grand opening was a four-month grind—but one that forged the team’s resilience before a single customer walked in.
Listening to customer requests, Sawgrass Hardware has expanded its selection to include hunting and fishing gear—everything from ammo and turkey calls to well pumps and tackle essentials.
While still in the planning phase, the family visited Orgill’s Dealer Market in New Orleans in 2023—an eight-hour road trip that proved pivotal.
“None of us had hardware experience, but Orgill made it feel doable,” Laura says. “Danny Aldridge, our Orgill rep, calls on us every week. That made the decision easy.”
Every April, the Crawfish Festival parade rolls right past Sawgrass Hardware— and sisters Laura and Erika join the fun in style, riding barrel carts and sporting crawfish headpieces to celebrate with their community.
Orgill’s support went beyond weekly check-ins. The distributor helped plan store layouts, offered planograms and set up the entire store. Orgill also made sure the store was stocked even before the grand opening—because the community needed it. When Hurricane Idalia passed through during setup
week, the store wasn’t even officially open yet—but people came in to buy tarps and supplies. “We were making sales before we even had signs up,” Erika remembers.
Orgill’s FanBuilder program also played a surprising role for Sawgrass Hardware. “It helped us learn customer names so much faster,” she adds. “There’s real value in those little touches.”
Since the store’s grand opening, the owners have become known for their enthusiastic participation in Woodbine’s annual Crawfish Festival, an event that has become a defining part of the store’s identity. Situated on the parade route, Sawgrass Hardware has made crawfish-themed T-shirts that sell out almost instantly.
Since the day it opened, the store has become a community touchstone. The sisters are active in the GFWC Woodbine Women’s Club and support everything from local girls’ softball to fishing tournaments. One regular brought Erika banana bread after surgery; another dropped off two pounds of crawfish.
“People stop at their grandparents’ house, then at Sawgrass Hardware,” Laura says. “Kids run in to get popcorn. Customers bring us eggs, blueberries— you name it. We haven’t bought eggs since we opened.”
The sisters were surprised—and thrilled—by how much customers love their merchandise. Hats fly off the shelves, and crawfish-themed Sawgrass Hardware T-shirts have become a local favorite, selling out during festival season.
This culture of connection was no accident. “Being family-owned is a huge advantage in this town,” Erika says. “There’s no Plan B. This has to work—and people feel that.”
From plumbing to poultry feed, Sawgrass Hardware’s assortment is an ever-evolving mix reflective of its customer base. The nearest big-box store is a 20-mile round trip, so stocking the
Laura and Erika transformed an old NAPA store into Sawgrass Hardware with a hands-on approach, refurbishing Kroger shelving and crafting a checkout counter from a repurposed workbench. Their resourcefulness and personal touch are evident throughout the store.
right items isn’t just a convenience—it’s a necessity.
“We didn’t realize how big hunting and fishing were here,” Laura says. Now, the store carries ammo, deer corn and turkey calls, and even built a display for hunting accessories from an old pallet. David Ward leads much of the outdoor category selections, while Erika handles ordering and financials.
“One of our customers owns a welldrilling company,” Erika says. “We listened and started carrying well pumps and pressure tanks. Now we can hardly keep them in stock.”
There’s also a boutique side to the business, curated by Laura, featuring housewares, Georgia-themed gifts and hand-painted ornaments. “Our assortment works because we all bring something different to the table,” Erika says.
Looking ahead, the team plans to expand the garden center, add convenience lumber and continue fine-tuning
After a year and a half of persistence spent renting U-Hauls to pick up plants themselves, Laura and Erika were ecstatic when Sawgrass Hardware was finally added to the delivery route of the local live plant nursery—a milestone that made them feel truly embraced by the community.
assortments based on feedback.
“We’d love to carry straw and hay,” Laura says. “We just don’t have the space—yet.”
Even without decades of hardware experience, the Sawgrass team is winning over customers one handshake, one egg carton and one crawfish shirt at a time. “A week doesn’t go by without someone saying thank you for being here,” Erika says.
That’s more than a win. That’s the vision made real. n
Running a family business comes with its own set of challenges—but at Sawgrass Hardware in Woodbine, Ga., sisters Laura Ward and Erika Brown have made it work by leaning into communication, trust and clearly defined roles. Along with their husbands, they share these four go-to tips for making a family-run store thrive. Talk it out. “We discuss everything—nothing is off-limits,” Laura says. “Even if it’s a weird idea, we bring it to the table.”
Stay flexible. “No one’s the boss—we all lead in different areas,” Erika says. “We’re fluid, and that works for us.”
Respect one another’s lane. David checks daily P&Ls, Erika manages financials and ordering, Laura handles the front-end vibe and giftware and Frank brings contractor experience.
Listen first. “There’s more than one way to do something,” Erika says. “We make decisions by listening—both to each other and our customers.”
By Zach Coblentz
When people talk about “hometown roots,” to me it’s about more than just where you’re from. It means staying true to the values and traditions that have shaped the community you’re a part of. As a leader, I make decisions every day that reflect that
Hosting local events helps Hartville Hardware stay true to its community-first philosophy—celebrating traditions, supporting local needs and creating a welcoming place where everyone feels they belong.
When Hartville Hardware acquired Lehman’s in Kidron, Ohio, the integration felt seamless thanks to both companies’ deep commitment to community, tradition and customer-first values. With shared small-town roots and a focus on serving with purpose, the partnership reinforced Hartville’s people-centered approach to thoughtful growth.
commitment. That can mean prioritizing local needs, supporting community events and making sure our stores remain welcoming places where everyone feels like they belong. It’s about fostering a sense of belonging and continuity in everything we do.
As we’ve grown—adding new locations like Lehman’s, which we acquired in 2021—balancing that expansion with preserving a community-first culture has been critical. We don’t just bolt new stores onto the network and call it a day. We integrate carefully, weaving in our Guiding Statements—the core values that drive how we operate. It’s about hiring and training Team Members who genuinely live those values every day. When we acquired Lehman’s, for
At Hartville Hardware, the team lives by a “neighbor helping neighbor” philosophy— backed by real training, daily reinforcement and a culture of doing more than expected. Whether it’s greeting customers by name or showing up for local events, service here starts with relationships.
example, it was a natural fit because their culture already aligned so closely with ours. As we’ve added new Team Members, we’ve looked for those traits that enhance, not dilute, the culture that makes our stores special.
There are also things we deliberately don’t do. We haven’t switched to automated phone systems or thinned out our sales floors in the name of efficiency. We believe that personal interaction matters. When customers call, they
get a person. When they walk in, there’s someone ready to help. Maintaining that human touch is essential to keeping our small-town feel, even as we grow. When it comes to bringing new Team Members into the fold, especially at larger or acquired locations, we focus on “neighbor helping neighbor” service.
Hartville Hardware’s Idea Garage reflects the store’s thoughtful approach to merchandising—designed to spark inspiration while staying approachable and familiar. With local products, clear navigation and a welcoming layout, every detail helps customers feel at home.
From the first day, we talk about our values: “We do whatever it takes” and “We
In November 2024, Hartville Hardware & Lumber acquired Coshocton Lumber Company, a Century Club lumberyard established in 1898. True to its community-first philosophy, Hartville integrated the new location by preserving its legacy, retaining its staff and aligning operations with the company’s Guiding Statements.
give more than expected.” It’s not just lip service. It’s part of our onboarding programs, our leadership training and our daily conversations. We encourage Team Members to build relationships— know customers by name when you can, get involved in local events and be a real part of the community you serve.
Merchandising plays a big role in maintaining that welcoming atmosphere too. We work hard to make our stores approachable and easy to navigate, especially for longtime customers who may be used to smaller spaces. Featuring local products and creating inviting layouts help customers feel at
home the moment they walk through the door. Our in-house merchandising experts understand what our customers want, and they design experiences that feel personal and familiar.
If I could offer one piece of advice to a retailer thinking about expanding but worried about losing that hometown feel, it would be this: Start with the Team. You can have the best products, the nicest store, the most advanced technology—but if you don’t have friendly, genuine people, you won’t have that personal connection that sets you apart from the big boxes. Find people who make customers feel welcome, and you’ll preserve that hometown magic.
Ultimately, staying true to your roots while growing comes down to clarity and consistency. Define your Guiding Statements—the principles that matter most to you and your customers—and then hire, train and lead based on those principles every day. Growth should be an extension of who you are, not a replacement for it. n
Zach Coblentz is the chief operating officer of HRM Enterprises in Hartville, Ohio, parent company of Hartville Hardware—the largest independently owned hardware store in the world—along with Hartville Kitchen, Hartville MarketPlace and Lehman’s. A fourth-generation leader, Coblentz is committed to preserving hometown values while fostering thoughtful growth across HRM’s family of businesses.
Here, Zach Coblentz, COO of HRM Enterprises and leader of Hartville Hardware, shares six pointers for staying true to your roots even as you grow.
1. Stay human. Resist over-automation when it comes to customer touch points. Keep real people answering phones and greeting customers.
2. Hire for heart. Skills can be taught; genuine friendliness can’t. Prioritize people who live your values.
3. Feature local. Showcase local products and support local causes to strengthen community ties.
Hartville Hardware in Hartville, Ohio, reflects the scale and spirit of the world’s largest independently owned hardware store—welcoming customers with a strong sense of place, purpose and community pride.
4. Train the “why.” Make sure Team Members understand not just what you do, but why you do it.
5. Design for comfort. Keep store layouts familiar, friendly and easy to navigate, especially for longtime customers.
6. Let growth amplify your culture. Use expansion to deepen— not dilute—what made your store special in the first place.
FROM PRICING TECH TO CUSTOMER ENGAGEMENT AND GLOBAL SCALE, CLAY JACKSON, ORGILL’S NEW COO, BRINGS A LEADERSHIP APPROACH ROOTED IN CULTURE AND READINESS
TO BUILD WHAT’S NEXT.
Clay Jackson, a retail executive with more than two decades of experience at Tractor Supply Company, joined Orgill as executive vice president and chief operating officer in January. As part of his previous role as vice president of merchandise planning and inventory at Tractor Supply, he oversaw $15 billion in
merchandise strategy and category management.
At Orgill, he’s responsible for overseeing purchasing, operations and retail services, reporting directly to president and CEO Boyden Moore. His leadership is expected to enhance Orgill’s strategic growth and operational excellence.
Jackson’s arrival coincides with Orgill’s significant investments in infrastructure and technology, including the development of a new 500,000-squarefoot Concept Center in Collierville, Tennessee. This facility is designed to serve as a real-world retail laboratory, enabling Orgill to build and test retail
Left: Orgill’s new Concept Center isn’t just a showplace—it’s a yearround collaboration space where Clay Jackson, the company’s new executive vice president and chief operating officer, says he envisions customers, vendors and teams coming together to explore ideas, test solutions and shape the future of retail.
Right: Jackson draws on decades of experience at Tractor Supply to lead with a servant leadership style and a focus on strategic growth, innovation and retailer support.
concepts, and is expected to be completed in Q2 of this year.
In an exclusive interview with Hardware Connection , Jackson discusses his move to Orgill, the company’s evolving strategies and the future of independent retailers in a rapidly changing marketplace.
Hardware Connection : You had a long and successful career with Tractor Supply. Which lessons from your time there are you bringing to Orgill?
Clay Jackson: First, let me say how truly blessed I was to grow up at Tractor Supply and help build it out.
Just a fantastic company, and I think the results speak for themselves.
I’ll bring an understanding of how to drive enterprise alignment, synchronization and the ability to optimize across the entire end-to-end value chain, coupled with a growth mindset and high expectations to consistently deliver top performance. I’d be remiss if I didn’t also mention the ability to strengthen culture as a competitive advantage and develop talent.
Tractor Supply built a strong customer loyalty engagement program, Neighbor’s Club. What kind of opportunities do you see for something similar at Orgill?
We already have FanBuilder, and it’s been up and running for a number of years. I see the potential of using FanBuilder to further understand our customers’ needs, segmentation and how that shapes our assortment, pricing and promotional strategies across the 50-plus countries we serve.
Tractor Supply was a fastpaced, high-growth environment. Could you compare that to what you’re seeing so far at Orgill?
Sure—it definitely feels very similar in terms of pace, with good revenue growth over the last 25 years, just on a smaller scale. I believe there’s even more significant growth opportunity
ahead, both in the United States and internationally as market and industry disruption continue to play out. It’s a big reason I’m here.
How would you describe your leadership style?
Servant leader. And a situational leader. That is really, really important to me. It’s about putting the needs of the company, the business, the teams and the customers we serve ahead of everything else. My role is to serve all the teams across the enterprise who work hard every day to serve our distribution centers, that serve our customers, who serve the end consumer. A very customer-centric mindset, which aligns well with the Orgill mission.
Orgill has been expanding its service offerings to retailers. Is there any initiative you’re particularly excited about?
We’re in the middle of implementing a new pricing tool which will only build on our price intelligence capabilities. The continued buildout of FanBuilder. The integrated e-commerce platform is great, and we have a robust pipeline of enhancements to continue to evolve it. We also champion our industry PIM. It makes product data available to our customers for so many items across the industry, regardless of whether we sell the items or not. That was revolutionary when Orgill did that several years ago.
We also have several in-store technology pilots being tested. Overall, we’re finding ways to get better and better at all those things. With Orgill’s retail services, we work hard to eliminate scale disadvantages for small businesses and independent retailers.
How will the opening of the Orgill Concept Center change your job?
Ah, another reason I joined the team. What an incredible facility and investment—a 500,000-square-foot facility that will allow us to collaborate with our customers year-round, showcasing the latest in product innovation and assortments. It will also be a great facility for our vendor community to utilize. It has been really impressive to see the thought the team has put into every detail, and we’re just a couple months from the grand opening.
Jackson stays close to the day-to-day work, supporting his teams and focusing on what they need to succeed and grow together. Here, Jackson meets with team members at the Orgill headquarters in Collierville, Tenn. From left: Lisa Pirtle, vice president of purchasing, replenishment and vendor support; Andrew Yount, director of vendor support; Jackson; Jodi Fontana, senior vice president, accounting and controller.
What advice would you give to independent retailers as they contend with the recent marketplace and supply chain unpredictability due to tariffs?
Stay agile and responsive. Reemphasize the importance of customer service, personalization and communication with all store team members. Stay updated with Orgill communications and be ready to flex products and assortments across the 80,000 SKUs we carry. n
INDEPENDENT HARDWARE STORES ARE WATCHING MARGINS, ADJUSTING PRICING AND TRYING TO STAY ONE STEP AHEAD.
As new tariffs loom and economic uncertainty lingers, independent hardware retailers are bracing for what could be a volatile stretch of months. From coast to coast, store owners are closely watching vendor pricing, consumer behavior and global trade policy shifts that threaten to ripple through local shelves.
As tariffs loom, independent retailers are rechecking price tags, scanning vendor updates and weighing whether suppliers will absorb added costs—or pass them down the line.
“Economic conditions have definitely had an effect,” says Susan Shaw of Shaw’s Ace Hardware in Oxford, Miss. “We’ve had to raise prices, and my husband and I are absorbing a little of the
At Christopher’s Hardware locations in Maryland, staff use vendor systems and real-time UPC scans to track pricing shifts and stay competitive— often in quick five-minute bursts throughout the day.
margin ourselves so it’s not such a hit to our customers. It’s hurting them, and it’s hurting us.”
That sentiment is echoed throughout the channel. Retailers are already seeing signs of a slowdown, especially on discretionary items such as barbecue grills. “There’s been a decrease in customers spending on nonessentials,” says Ben Van Loh of Barry’s Ace in Phoenix. “Grill sales are down, and while essential repair-related items are still moving, we see the impact in dayto-day foot traffic.”
Tom Christopher Sr. of Christopher’s Hardware in Sandy Spring, Md., says that while he hasn’t seen a sharp increase in prices yet, he’s staying vigilant. “They haven’t dramatically crept through, but I’d run out and buy anything not made domestically now,” he adds. “We’re waiting for the increases. You have to keep your retail pricing aligned or your margins get squeezed.”
For many, managing that squeeze is a daily task. Christopher says his store uses vendor pricing systems to stay ahead, but it still takes time. “It might be someone working five to ten minutes here and there just to track which products are imported and how much vendors are adjusting.”
Retailers also report using realtime competitive checks. “I scan UPCs and check where we land compared to Amazon, Home Depot,
Lowe’s,” Christopher says. “If we’re within 20 percent, that’s usually good. Sometimes we’re better. Sometimes worse. It depends on the product.”
For retailers tied into co-ops, advance ordering systems provide some buffer. “Ace went to a preorder model years ago, so we’ve already ordered our Christmas stock,” Shaw says. “It’s a done deal. If it gets here, that’s another matter. But this year is already mostly locked in. It’s future years I’m more worried about.”
Some suppliers are adjusting in anticipation of further trade disruptions. According to an article from Licensing International, hardware suppliers are
leaning into licensing agreements with domestic manufacturers to help mitigate tariff exposure.
Michael Ritchie, CEO of Arrow Machine & Fabrication Group, recently wrote that his company is working to stabilize pricing through diversified sourcing. “While we cannot control the economic conditions or global politics, we can be transparent, proactive and intentional with our supply chain and partnerships,” he noted in a company statement.
Retailers in the Midwest are echoing similar caution. In an interview with Fox 47 News, a manager at Isthmus Hardware in Wisconsin said the store expects to see tool prices rise soon. “We’re not sure how much yet, but it will impact what we can stock and how we price it.”
The Toledo Blade reports that some Ohio retailers have already seen a rise in appliance and tool costs as a direct result of tariffs. “We’re trying to explain to customers why prices have changed, but not everyone wants to hear about global economics when they just want a drill bit,” said one store manager.
In Georgia, 11Alive News covered rising grill prices, noting that many stores are seeing higher costs from distributors as tariffs on Chinese steel and aluminum begin to take effect.
Lumber prices, too, are once again under scrutiny. Erie News Now in
At Shaw’s Ace Hardware in Oxford, Miss., Susan Shaw says rising costs are being felt across local shelves—with her family absorbing some of the margin to ease the impact on customers.
Pennsylvania reports concerns among building supply retailers about the effect of tariffs on imported wood, particularly from Canada and South America.
Retailers are preparing for price hikes but uncertain how much of the increase will ultimately be passed on to them— and how much to the customer.
“Will the manufacturers spread the tariffs across global markets, or will the U.S. just absorb it all?” Christopher says. “Nobody knows yet.”
What most agree on is that constant monitoring and adaptability are essential. From scanning price tags to rechecking order quantities, independent retailers continue to walk the line between global complexity and neighborhood service.
“Being on guard is the job now,” Christopher says. “Every week, you’re waiting to see what’s going to change next. You just have to be ready.” n
We’ve spent the past 15 years doing what matters most—delivering realworld, actionable advice to help independent hardware retailers grow, adapt and thrive. Long before apps and algorithms (and even before the first iPad) flooded the industry, Hardware Connection was offering practical insights tailored to your business.
As part of our yearlong 15th Anniversary celebration, each issue features 15 standout tips from our archives—tried-and-true ideas that have stood the test of time. Whether you’ve been in the aisle for decades or just opened your doors, these tools and strategies are built to work.
Let’s keep building better stores, improving business and serving customers—one great idea at a time.
It’s important to be very clear about exactly what you want in a potential new employee to clear up any confusion from people who either aren’t right for the job or simply don’t have the qualifications. That means thinking very carefully about the following factors:
• Which objectives the position should achieve 15-YEAR ANNIVERSARY
• The core skills required to meet these objectives
• Description of a typical day in the position, including regular duties, occasional tasks, etc. By spending a little extra time going into detail about necessary skills and objectives, you can signal to unqualified applicants that the job isn’t right for them. This in turn will save you from going through these applications (and potentially interviewing extra unqualified candidates).
Tim Austin, vice president of sales for GMS February 2021
Put someone in charge of decorating the store. Decorating your store sets the stage for holiday buying. Seek a volunteer (or designate someone) who
Chris Miller (right), with employees such as Buddy Stewart, Nation’s Best’s events coordination manager (left), foster a company culture that can make decisions on the go and quickly change direction as needed.
is willing to oversee the whole process. Use fake snow, set up holiday figurines and a toy train set, display lighted wreaths and inflatables, hang ornaments and place artificial trees with all the trimmings on the sales floor.
Hardware Connection December 2019
Stay in tune with local trends: Understand what your customers want and what’s popular in your community. Our customers love when we inject some creativity into our merchandising.
For example, we have a neon sign of our logo, and it’s a big hit. We keep it fresh and never repeat a hoodie design, creating a sense of urgency for customers to collect them. Tailor your merchandising to fit the unique vibe of your community.
Brookelyn McClellan, Hardware Sales
November 2024
Industry consolidation at the retail level (and recently at the wholesale level) continues to have an impact. Corporate involvement is more important than ever as in many instances, the decision-making process is removed from the individual stores. We are also seeing SKU rationalization coming front and center again, as retailers review set and location productivity. Analytical marketing will be needed to steer and retain customers.
Glen Gevaart, Midwest Fastener
May/June 2024
The use of black shelves to highlight products is a strategic design choice. Black shelving creates a striking contrast, drawing attention to the merchandise and making it easier for customers to find and appreciate the products on display. This not only enhances the aesthetic appeal of the store but also improves the overall shopping
At this past year’s Smokin’ on the Creek BBQ, about 3,000 people showed up to enjoy music, games and, of course, some barbecue.
experience by making navigation intuitive and visually appealing. This thoughtful approach to store design not only boosts customer satisfaction but also increases the likelihood of repeat visits and positive word-of-mouth recommendations.
Phil
August 2024
Retail technology has improved significantly and is now very capable of eliminating a lot of unnecessary human intervention. In turn, digital networks and applications are capable of empowering retail staff with a wealth of customer, pricing and product information. These advancements in store technology are supporting the evolution of two vastly different but equally relevant consumer experiences. And it’s up to retailers to decide which experience best reflects their brand and the needs of their consumers.
Doug Stephens, founder, Retail Prophet Consulting
Winter 2010
Do it Best retailer Deale Hardware & Home Center devotes about 2,400 square feet to its grilling and outdoor living department.
Convenience has emerged as a top consumer decision driver, one that often surpasses price. Deliver DIY convenience through text notifications, instore kiosks, same-day delivery, pickup spaces and easy access to frequently purchased items.
Carol Spieckerman, Retail Trajectories— Global Expert December 2019
In inflationary times, replacement cost, as the basis for retail, will help preserve cash flow and margins. Commodity retails, especially in the lumber and building material business (or the bulk plumbing business), are generally managed manually based on competitive pressure. I would not
recommend using average cost as a basis for retails generally. What tends to happen is that when you make a great deal on a purchase, you give savings to the customer instead of to your company.
Mike Mayfield, Mendo Mill and Lumber Co., Ukiah, Calif.
November/December 2012
Good merchandising can be a delicate balancing act. It is having wide enough but not too wide aisles. It is having high enough but not too high gondolas. It is proper adjacencies of related product to help customers make a quick choice because all items necessary for a complete job are in the same general area.
John Franklin, merchandise manager at Williams Lumber & Home Centers in New York
October 2014
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
If you plan to exit your business in the next one to three years, it is very important to put together an exit planning team now. Pick a corporate attorney who knows how to do corporate sales for closely held family businesses. Make sure your accountant thoroughly knows your tax bracket and your basis in the stock value that you have in your company. Pick a financial advisor who works with a lot of businesses and can help coordinate and design a blueprint for the transition of your company by working with your chosen attorney and accountant. Gary Pittsford, chief valuation officer, Creative Planning
April 2022
Six second-generation siblings are part of the leadership team at Costello’s Ace in Deer Park, N.Y. From left: Bobby Costello, Joey Costello, Danny Costello, Jaime Maloney, Timothy Costello and Michael Costello.
How and when to prepare to sell your business? The simple answer is to always prepare your business to sell, even if you aren’t planning to sell. Family/ownership dynamics can change, and you may need to execute a transaction unexpectedly. Therefore, continuously focus your efforts on driving profitability, maintaining a clean balance sheet, investing in infrastructure and growth, upgrading technology systems, building a strong bench of managers, striving for best-in-class metrics and cleaning up shareholder agreements.
Brett Millard, Anchor Peabody
July/August 2023
Commercial, industrial and government business is not for everyone. You almost have to run a separate business because it’s so different. And this kind of business won’t come overnight. You must research and develop commercial, industrial and government
Adding handyman services has expanded the opportunities at Hassett Ace Hardware in California, according to co-owner Eric Hassett.
customers. Pursuing this business also requires an investment in personnel, creating catalogs and developing ecommerce. This isn’t the kind of business you can do halfway.
Gary & Joe Sanchez, Hacienda Home Centers, New Mexico
March 2023
Evaluate competition within 30 miles. When the Hennicks opened the furniture store, there wasn’t another furniture store in town. We were going to add something locally that wasn’t available. We did market research about the furniture-buying customer base to determine if the business was viable.
Mike Hennick Jr., Hennick’s Home Center
October 2023
When adding a handyman service, staff up with experience. An organized,
Some hardware stores offer more extensive services, such as this porch renovation from 113 Ace Hardware in Shelby, Ohio.
efficient office manager is the heartbeat of a handyman service. Ideally, the craftspeople who go in the field will have already worked in the field but don’t enjoy dealing with the paperwork and scheduling aspects of handyman services.
Eric Hassett, Hassett Ace Hardware, California
November/December 2023
—Compiled by Sean Donaldson
By Craig Webb
WEBB ANALYTICS’
DEEP DIVE SHOWS THIN MARGINS OF GROWTH, SOFT DIY DEMAND AND RELIANCE ON EXPANSION TO PROP UP REVENUE.
There was little consistency among America’s biggest hardware stores and home centers in 2024, Webb Analytics’ latest Construction Supply 150 reveals. Revenue changes ranged from a 10.5
The 2024 CS150 report paints a complex picture of the construction supply industry— where modest overall gains masked sharp contrasts between dealer types, growth strategies and shifting demand across the U.S. market.
percent increase to a 7.8 percent decline at the 20 companies in the CS150 in the home centers/hardware category.
Together, the stores in the category posted a 1.6 percent increase, but the gain was only 0.2 percent when you remove The Home Depot, Lowe’s and Menards.
Half of the home centers and hardware stores regressed in 2024, and same-store sales reports indicate the total would have been higher were it not for acquisitions and greenfield expansions. For instance, Webb Analytics estimates Westlake Ace Hardware’s overall sales rose 3.9 percent, but sales at only those stores open in both 2023 and 2024 declined 0.7 percent. The difference in overall revenue lies in the roughly 17 new stores Westlake opened.
In 2024, half of hardware and home center companies in the CS150 saw revenue declines—despite many opening new stores—highlighting how growth often obscured deeper challenges in core sales and customer demand.
In other cases, even expansion didn’t overcome the decline in business. One example: Gillman Home Centers opened two new stores in 2024 and still ended up with 2.1 percent less revenue.
Indeed, The Home Depot’s 4.5 percent overall increase (overcoming a 1.8 percent drop in comps) was a key reason why the entire Construction Supply 150 recorded a modest 1.3 percent gain to nearly $412 billion. Take away sales at The Home Depot and Lowe’s, and the other 148 companies posted a mere 0.7 percent gain. The 70 companies that expanded reported a 1.6
percent rise in sales. The 77 that didn’t fell 2.4 percent. The other three had no change.
At 59 pages and featuring dozens of charts and tables, CS150 is the biggest, deepest publicly available report on the companies that supply lumber and building materials (LBM) to professional homebuilders and remodelers—the source of 83 percent of CS150 members’ revenue. Webb Analytics
estimates that CS150 companies account for more than two-thirds of a more than $600 billion U.S. market for their products. That number grows to $620 billion if you add the roughly $17 billion that some CS150 members get from operations in Canada and Mexico. CS150 members had to slog through weak economic conditions in 2024. The number of single-family housing units under construction dropped 5.3 percent in 2024, multifamily units under construction were down 22 percent and remodeling expenditures shrank 1.4 percent. In years like this, DIYer spending can be a lifeline, but volume was down in this area, too.
This year has a mixed outlook as well. Of the 112 CS150 companies that gave predictions for the year, 17
Westlake Ace Hardware posted a 3.9 percent revenue gain in 2024, but same-store sales fell 0.7 percent—growth came from roughly 17 new locations added during the year, according to the 2025 CS150.
predicted declines, 10 expected no change and 40 predicted increases of just 1 percent to 5 percent.
There were stark differences between dealer types. Revenues at lumberyards without manufacturing operations collectively declined 8.5 percent from 2023’s sales, while lumberyards with manufacturing declined 2.1 percent. The drop in 2023 from 2022 was easy to spot: Lumber prices dropped 48 percent over the year. But the decline was just
2.4 percent in 2024. Specialty dealers (dealers that get most of their revenue from non-lumber products, such as roofing or drywall) rose 3.1 percent.
Some of these numbers might differ from what CS150 companies have reported because the CS150 report seeks to limit a company’s activity to the pro market. Thus, for instance, the CS150 counts only the part of Universal Forest Products that’s in its construction segment, and only the paint store operations at SherwinWilliams. In cases where CS150 members’ fiscal years differ markedly from the calendar, this report pulls from quarterly reports to get 2024 figures. The numbers also include contributions from some eligible companies
Lumberyards with manufacturing capabilities, such as Carter Lumber in Kent, Ohio, saw a smaller revenue decline— down just 2.1 percent in 2024—while those without manufacturing dropped 8.5 percent, underscoring the resilience added by in-house production during a tough year for construction supply.
(none of them hardware stores or home centers) that didn’t want to be identified.
The entire PDF report is available for download at Webb Analytics . n
Craig Webb is president of Webb Analytics, a consultancy and information provider for building-material dealers, and former editor-in-chief of ProSales, the construction supply industries’ most honored publication. Contact him at cwebb@webb-analytics.com.
Duncan Wardle, former head of innovation and creativity at Disney, will share strategies about transforming product-focused businesses into customer-centric experiences.
Set for July 30-31 at the JW Marriott Orlando Grande Lakes in Orlando, Florida, the 2025 IHI Conference invites independent retailers to collaborate on strategies and recognize outstanding accomplishments within the industry. This year’s twoday gathering offers a comprehensive agenda featuring educational sessions, networking opportunities and celebrations of industry excellence.
Bringing a touch of Disney magic to the conference, Duncan Wardle, former head of innovation and creativity at The Walt Disney Company, will deliver the keynote
address, in which he’ll share practical tools and strategies to cultivate a culture of innovation, enhance customer engagement and drive business growth. Drawing from his more than 25 years of experience working with teams at Disney Parks, Lucasfilm, Marvel, Pixar, Imagineering and Animation, he will provide insights into creating magical experiences that resonate with customers.
Wardle has developed a unique approach to fostering innovation and creativity within organizations. Attendees will learn how to harness creativity to transform a product-centric culture into a consumer-centric one, embed innovation into their organization’s DNA, and empower every employee to think creatively. His presentation aims to equip retailers with the mindset and tools necessary to
The JW Marriott Orlando Grande Lakes offers attendees of the 2025 Independent Home Improvement Conference a luxurious retreat featuring a meandering lazy river, an 18-hole Greg Norman–designed golf course and a rejuvenating spa.
differentiate themselves in a competitive market by leveraging creativity and innovative thinking to meet evolving customer expectations.
The IHI Conference’s educational program is structured around four key tracks, each addressing critical aspects of retail operations.
Employee Engagement: With the labor market becoming increasingly competitive, retaining top talent has become a significant challenge for retailers. This track will
present innovative strategies to engage employees, prevent burnout and build productive teams. Attendees will gain insights into best practices and tools that have proven effective for fostering a committed workforce.
Marketing, Merchandising and Advertising: Independent retailers often juggle multiple roles, making efficient marketing and merchandising strategies crucial. This track will showcase current marketing trends and merchandising techniques that can save time and drive success, even for those with limited experience in these areas.
Retail Operations: Navigating the uncertainties of the retail landscape requires adaptability and strategic planning. Sessions under this track will
The Awards Gala Evening at the 2025 Independent Home Improvement Conference honors excellence in retail innovation and leadership, celebrating recipients of the Retail Beacon Awards, Beacon Awards for Best New Stores, Beacon Award for Digital Excellence, and NHPA Young Retailer of the Year Awards.
provide real-life insights into achieving success by focusing on specific operational areas, offering practical advice to help retailers thrive amid economic fluctuations.
Technology: In an era in which consumer expectations are rapidly evolving and employee retention is paramount, integrating technology into retail operations is essential. Sessions in this track will explore how retailers can leverage both small-scale tools
and enterprise-wide solutions to tackle operational challenges, enhance customer experiences and improve efficiency.
A highlight of the IHI Conference is the Awards Gala Evening, where outstanding achievements within the industry are recognized and celebrated. The gala will honor recipients of the prestigious Beacon Awards, which acknowledge the best independent hardware and home improvement retailers across the country. Categories include the Retail Beacon Award for lifetime achievement and the Best New Store Award, recognizing innovative new retail establishments.
Attendees engage in a breakout session at the 2024 Independent Home Improvement Conference, exploring innovative retail-operations strategies to navigate economic uncertainties and enhance business resilience.
Additionally, the event will feature the NHPA Young Retailer of the Year Award, celebrating exceptional leaders who have demonstrated excellence in customer service, employee engagement and innovation.
The gala provides an opportunity for attendees to honor their peers’ accomplishments and gain inspiration from their successes, fostering a sense of community and shared purpose within the industry.
For more information and to register for the conference, visit the IHI Conference website . n
Papa’s Hardware, Shrewsbury, Mass.
Arlington Hardware and Lumber, Arlington, Wash.
Whether it’s kids building their first birdhouse for Mom or picking out the perfect grill with Dad, these stores bring families together. Mother’s Day and Father’s Day remind us that the heart of a hardware store is connection, creativity and care. It’s where gifts are built, traditions start and love gets measured in moments—not just tape.
Epicor’s Industry Data Analytics tracking information is based on sales from a representative sample of hardlines retailers located throughout the U .S . For more information, call 512-278-5800, visit Epicor’s website or email epicorindustryanalytics@epicor com Source:
Just 20 SKUs account for nearly half of all lubricant sales in the independent channel. Focusing on top movers can drive performance and make the most of limited shelf space.
The lubricant selection at White Horse Machine in Gap, Pa., reflects the varied needs of its Amish customer base—from chain and cable lubes to specialty greases. Across the independent channel, lubricant unit sales are down 6 percent year over year, but top items still account for over half of all sales. With peak season in May, now’s the time to finetune assortments and boost aisle performance.
Lubricants are essential—and often purchased with other repair or maintenance products. Smart merchandising and employee prompts can help turn a simple can of WD-40 into a bigger basket sale. Here’s a checklist for boosting add-on sales in the lubricant aisle.
q Cross-merchandise by project. Group lubricants near products they support: hinge repair kits, door hardware, power tools, plumbing parts. Customers often need both.
q Educate associates to upsell. Train staff to ask: “Do you need any lube for that?” when a customer buys fasteners, locks or outdoor tools. It’s an easy, helpful nudge.
q Bundle for savings. Create multiproduct promos—like a value-priced maintenance kit with silicone spray, a rag, gloves and rust remover.
q Use vertical space for accessories. Add clips, grease guns, nozzles and disposable gloves to the lubricant section to encourage grab-and-go purchases.
q Highlight specialty lubes. Most people know WD-40, but spotlight niche items like dry lubricants for door
tracks and chainsaws, or marine grease for trailers to spark curiosity and upsell opportunities.
q Add how-to signage. Simple signs— “Stop That Squeak!” or “Make It Slide Like New”—can drive impulse buys and educate at the same time.
q Lean into seasonal needs. In spring, push lubricants for lawn equipment tune-ups. In winter, showcase lock de-icer and silicone spray for snowblower chutes.
q Leverage endcaps for visibility. Feature top-selling or seasonal lubricants on endcaps with quickuse tips to draw attention.
A dedicated display of chainsaw lubricants at Canadian Lakes Hardware in Stanwood, Mich., puts specialty products front and center—inviting customers to explore niche solutions that meet specific needs and spark add-on sales.
Orgill Summer Online Buying Event
May 5-18
House-Hasson Rise & Shine
Summertime Show & Market
June 12-14, Sevierville Events Center, Sevierville, Tenn.
Independent Home
Improvement Conference
July 30-31, JW Marriott Orlando Grande Lakes, Orlando, Fla.
Ace Hardware Fall Convention
August 12-14, McCormick Place, Chicago
Emery Jensen Fall 2025 Edge Show
August 12-14, McCormick Place, Chicago
Mid-States Fall Rendezvous
August 19-21, Phoenix Convention Center, Phoenix
Orgill Fall Online Buying Event
August 4-17
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.
Equip Expo
October 21-24, Kentucky Exposition Center, Louisville, Ky.
LBM Advantage Fall Planning Conference
October 20-22, Hyatt Regency, Indianapolis
NOVEMBER
LMC Expo 2025
November 3-5, Philadelphia Marriott Downtown, Philadelphia
Orgill Winter Online Buying Event
November 3-16
For a complete listing of calendar dates, click here.
The Environmental Protection Agency (EPA) has announced plans to terminate its ENERGY STAR program, a voluntary labeling initiative established in 1992 to identify energy-efficient products. Over the years, ENERGY STAR has become a trusted symbol for consumers seeking to reduce energy consumption and costs.
The program’s elimination is part of a broader reorganization within the EPA aimed at streamlining operations and focusing on statutory obligations. According to the agency, this restructuring is intended to bring efficiencies and better advance its core mission. However, critics argue that discontinuing ENERGY STAR will deprive consumers of valuable information needed to make cost-saving, energyefficient choices.
ENERGY STAR has certified products across more than 75 categories, including appliances, heating and cooling systems, and electronics. Its certifications have helped consumers save over $500 billion on energy costs and reduce greenhouse gas emissions by 4 billion metric tons since inception. The program’s recognizable blue label has
been a key factor in consumer purchasing decisions, with many relying on it to identify products that offer long-term savings and environmental benefits.
The proposed termination has raised concerns among manufacturers, retailers and environmental groups, who emphasize the program’s role in promoting energy efficiency and reducing utility bills for households and businesses.
For hardware stores, the discontinuation of ENERGY STAR may lead to challenges in marketing and selling energy-efficient products. Retailers have relied on the ENERGY STAR label to differentiate products and provide customers with trusted information on energy savings. Without this label, stores might have difficulty communicating the benefits of energyefficient products.
• Westlake Ace Hardware announced in March 2025 that it will acquire Edgebrook Ace Hardware in Chicago, with the sale finalizing June 1; retiring owners are Lou and Mary Beth Manfredini. In addition, Westlake Ace Hardware has acquired Dale Hardware in Fremont, California, expanding its presence on the West Coast. The store, a community fixture since 1955, will retain its name and staff.
• Howard Walker’s True Value Hardware in Henrietta, Texas, celebrated its grand opening in April, honoring the legacy of longtime educator and pastor Howard Walker in the restored historic Olsen-Stelzer Boot and Saddlery building.
• Ace Hardware Somerset Ky in Somerset, Ky., recently hosted a grand opening.
• HPM Building Supply has opened its first Oʻahu Design Centers in Honolulu; the new facility encompasses more than 7,000 square feet and includes three showrooms.
• 84 Lumber has expanded its presence in Colorado with the opening of an 18,324-squarefoot lumberyard in Greeley and a 59,400-square-foot component plant in Fort Collins. The company also plans to open additional facilities in Fort Lupton and Colorado Springs.
• Maxbauer Ace Hardware hosted the grand opening of its new store in Kalkaska, Mich.
• Curt’s Ace Hardware celebrated the grand opening of its new location on East Stuart Drive in Galax, Va., on April 17.
• Gavin’s Ace Hardware opened a new location at Santini Marina Plaza in Fort Myers Beach, Florida, in late April 2025, marking the third Lee County store for owner John Gavin.
• Paramount Hardware and Supply
is opening a new location in Amarillo, Texas, on South Western Street.
• H&W Automotive & Hardware celebrated its grand opening in Antwerp, Ohio, on April 21 with a ribbon-cutting ceremony hosted by the Antwerp Chamber of Commerce.
• Parr Lumber celebrated the grand opening of its newest location in Damascus, Ore., on April 19, marking the company’s 47th branch in the Pacific Northwest.
• Do it Best has been honored with the Association for Corporate Growth (ACG) 2024 Deal of the Year Award (Large Cap) for Indiana, recognizing its acquisition
of True Value Company. The transaction, completed in November 2024, preserved nearly 2,000 jobs and maintained the brand identity of over 4,500 True Value retail stores worldwide, significantly expanding Do it Best’s retailer network.
• Koopman Lumber, a Massachusetts-based hardware retailer and 2024 Beacon Award winner for Best New Store, has pledged $45,000 to the Blackstone Heritage Corridor’s Legacy Campaign to support the completion of the Blackstone River Bikeway/ Greenway.
• Marc Hamer, executive vice president, CIO and CTO of Orgill, has been appointed chair of the Unilog Customer Advisory Board.
• John Ward Ace Hardware in Alexandria, La., joins the
Hardware Connection Century Club and celebrates its 100th anniversary as a fourth-generation, familyowned business.
• Big Creek Lumber recently donated redwood garden bed materials to Live Oak Elementary School in Santa Cruz County, California, as part of its School Garden Bed Grant Program, aiming to support hands-on learning in gardening and sustainability.
• Bibens Ace Hardware in Springfield, Vt., marked its grand reopening with a community celebration following major store renovations.
• WD-40® Brand has launched its 2025 Repair Challenge, inviting
DIYers and professionals to showcase their repair skills for a chance to win a $5,000 grand prize. Participants can submit photos or videos of their repair projects— ranging from tools to household items—by July 14, 2025, at repair. wd40.com.
• PPG Industries announced a $380 million investment to construct a 198,000-square-foot aerospace coatings and sealants manufacturing facility in Shelby, N.C., which is slated to begin construction in October 2025, with completion anticipated in the first half of 2027.
• Badger Technologies, a division of Jabil Inc., has introduced its Digital Teammate platform, featuring next-generation autonomous robots that use AI, computer vision and RFID technology to enhance inventory management, pricing accuracy and hazard detection in retail environments.
• In April, A.O. Smith Corporation announced that Kevin Wheeler will transition from chairman and CEO to executive chairman, effective July 1. At that time, Stephen Shafer , who joined the company as president and COO in March 2024, will become president and CEO.
• Home Hardware Stores Limited has appointed Julie Pouliot as chair of the board, effective May 7, succeeding Christine Hand after her 22 years of dedicated service, including 13 years as chair.
• Ace Retail Holdings , parent company of Westlake Ace Hardware , has promoted Jennifer Schadegg to president and Alicia Weber to executive vice president and COO.
• Do it Best Group has appointed Shane
Burnworth divisional merchandise manager for True Value
• Kodiak Building Partners , headquartered in Englewood, Colo., has appointed Jerry Slomba president of Keys Lumber in Tavernier, Fla., and Susan Fuller president of Valley Lumber & Rental in Victor, Idaho.
• Oatey Co. , a plumbing manufacturer headquartered in Cleveland, has announced that Jim Reginelli has joined as senior vice president, quality and engineering, while Ron Carlson , a veteran of the chemical and plastics industries, was named senior vice president, U.S. operations.
• Hixwood , a Wisconsin-based manufacturer of roll-formed steel panel building supplies, has named Wes Gingerich as its new outside coil salesperson for the Midwest, supporting customers across nine states.
• Spahn & Rose Lumber Co., headquartered in Dubuque, Iowa, has named Mike Elsea as vice president of operations for its Southeastern locations—a newly created role supporting the company’s growth in that region.
Mike Elsea had extensive experience with the product. So we recruited d-i-yers to solicit their feedback. Each used FrogTape on multiple surfaces windows, baseboards and corners, and everyone was amazed by the clean lines usually only possible with pros. No one had any instance of paint bleed or difficulty removing the tape even after it stayed in place for over a week. If you currently do not stock FrogTape, then bring in a few SKUs of their Pro Grade Painter’s Tape and Pro Grade Orange Painter’s Tape, which offers higher adhesion. ■
• Weber-Stephen Products LLC has announced a significant shift in its distribution strategy, designating Emery Jensen Distribution and Ace Hardware its exclusive partners in the convenience hardware channel starting with the 2026 season. This move will end Weber’s partnerships with other distributors, including Do it Best and Orgill,
in-ballpark activations across all 30 MLB teams. Read the article.
53.3%
Of the companies surveyed by Webb Analytics for the 2024 Construction Supply 150, 53 percent have employees who design kitchens; 46.7 percent have bathroom designers. Also, 19.3 percent offer full home design services.
2.8
Home centers in the Construction Supply 150 averaged 2.8 trucks per store and 3.3 forklifts. The number of trucks and forklifts per store averages have slightly increased since 2023.
1.06%
Businesses surveyed in the Construction Supply 150 stated that they spend on average 1.06 percent of their revenue on information technology.
28.4%
The Construction Supply 150 report found that 28.4 percent of surveyed companies plan to invest in cybersecurity software in the coming year, highlighting a growing emphasis on digital security in the construction supply industry.
44.9%
Of those companies responding to the Construction Supply 150, 44.9 percent said they use artificial intelligence software in some functions of company operations. However, almost all the “yes” answers were clustered in the top half of the list, while nearly all replies in the rankings’ bottom half were “no.” n