Hardware Connection November 2017

PREVIEW OF 2017 HARDWARE CONFERENCE IN PONTE VEDRA BEACH

November 2017 Vol. 9, No. 7

THE INDUSTRY’S DIGITAL LEADER

Community Involvement That Makes

a Difference

ALSO INSIDE:

Christmas Display Ideas Lawn & Garden Product Trends

CONTENTS November 2017 n Vol. 9, No. 7

30

FEATURE: COMMUNITY INVOLVEMENT THAT MAKES A DIFFERENCE

PREVIEW OF THE HARDWARE CONFERENCE

50

Editor’s Note: Chris Jensen

6

The Way I See It: Tom Chasteen

10

Digby’s Hardware cartoon: Scott Jensen

16

Amazing But True Hardware Stories

18

How’s Business? Regional Reports on Business Conditions

20

From Tom’s Shop: Hardware Products Review

25

Cover Story: Community Involvement That Makes a Difference

30

Dealer Profile: Blackhawk Hardware

42

Preview of The Hardware Conference

50

Category Report: Lawn & Garden

53

In the News

57

Upcoming Events

59

Retail Ideas

60

Behind the Numbers

64

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THE HARDWARE Connection ■ November 2017 ■ 3

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ADVERTISER’S INDEX Benjamin Moore & Company | www.benjaminmoore.com . . . . . . . . . . 9 Big Time Products | www.bigtimeproducts.net . . . . . . . . . . . . . . . . . . . 29 Do it Best Corp. | www.independentsdoitbest.com . . . . . . . . . . . . . . . . . 2 ECi Software Solutions | www.ECiSolutions.com . . . . . . . . . . . . . . . 7, 19 EcoSmart U.S. | www.ecosmartus.com . . . . . . . . . . . . . . . . . . . . . . . . . . 32 Epicor Software Corp. | www.epicor.com . . . . . . . . . . . . . . . . . . . 14, 33 Ganymede Technologies Corp./J3 Point-of-Sale | www.j3pos.biz . . . 24 Hyde Tools | www.hydetools.com . . . . . . . . . . . . . . . . . . . . . . . . . 26, 27 Kaba Ilco | www.ilco.us . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Kaigo/Taiwan Hardware Show | www.hardwareshow.com.tw . . . . . 17 Nite Ize Inc. | www.niteize.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 Purdy Corp. | www.purdy.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 WD-40 Company | www.wd40.com . . . . . . . . . . . . . . . . . . . . . . . . 4, 36 Werner Company | www.wernerco.com . . . . . . . . . . . . . . . . . . . . . . . . 44 Wooster Brush Company | www.woosterbrush.com . . . . . . . . . . . . . . 11

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91900 Overseas Highway | Tavernier, FL 33070 | www.thehardwareconnection.com Publisher/Principal: Tom Chasteen tom@thehardwareconnection.com 305-852-6126 Editor/Principal: Chris Jensen chris@thehardwareconnection.com 317-514-8864 Marketing & Creative Director/Principal: Dan Akers dan@thehardwareconnection.com 317-797-6609 Associate Publisher: Craig Cope craig@thehardwareconnection.com 804-690-0666

www.TheHardwareConnection.com

Senior Business Advisor: John Hammond jhammond@thehardwareconnection.com National Account Manager: Cathy Karabag cathy@thehardwareconnection.com 408-772-7961 Contributing Writers: John Franklin, Doug Donaldson, Gary Pittsford The Hardware Connection is published eight times a year by The Hardware Connection, Inc. All editorial contents copyrighted 2017 by the publisher. No editorial may be reproduced without the prior permission of the publisher.

THE HARDWARE Connection ■ November 2017 ■ 5

EDITOR’S NOTE

W

By Chris Jensen

Honoring the Best of the Best

ell-respected magazines such as Harvard Business Review, O, The Oprah Magazine, Inc. Magazine, AARP The Magazine, Kiwanis Magazine, Adweek and Chip and Joanna Gaines’ The Magnolia Journal all have something in common with The Hardware Connection.

These respected magazine brands joined The Hardware Connection as 2017 winners of prestigious Eddie or Ozzie Awards from FOLIO magazine.

The Hardware Connection is proud and excited to announce that the industry’s leading digital publication has been honored with the 2017 Eddie Digital Award from FOLIO magazine for Best Standalone Digital Magazine in the B2B category.

For more than 20 years, the Eddie & Ozzie Awards have recognized excellence in magazine editorial and design across all sectors of the industry.

FOLIO’s cornerstone awards program involved more than 300 magazine professionals serving as judges to narrow 2,800 entries down to the winners across all digital and print sectors.

The 2017 winners were honored during the FOLIO awards luncheon in New York City on October 11. The Hardware Connection, which was founded in 2009,

6 ■ THE HARDWARE Connection ■ November 2017

Upper: The Hardware Connection has been honored as Best Standalone Digital Magazine.

Lower: Chris Jensen, editor/principal of The Hardware Connection, was on hand in New York City to receive the Eddie Digital Award for Best Standalone Digital Magazine from FOLIO magazine.

www.TheHardwareConnection.com

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EDITOR’S NOTE I was in attendance at the FOLIO Awards luncheon in New York City, and the talk around the tables centered on some familiar topics. What is the future of the print industry and how do printcentric publishing companies shift gears to capitalize on the many benefits of digital publishing technology? There is no question that traditional business models are being upended, and we are very glad that we chose to launch a digital magazine at the right time.

Next month, we will be honoring the was one of the newest publications cited “Best of the Best” hardware retailers in for excellence. the industry. Our 2017 Beacon Award We strive to bring our readers editohonorees will be recognized during The rial content that is relevant and retailHardware Conference, which has been focused while helping our advertising rescheduled for December 8-10 in Ponte partners build their brand message in Vedra Beach, Fla. The conference was the market. Gaining this recognition forced to be postponed when Hurricane as “Best of the Best” from the premier Irma decided to hit Marco Island, Fla., awards program in the media and the same weekend the event was suppublishing industry is especially grati- posed to be held in September. For fying, because it signifies that leading more information, turn to page 50. publishing experts agree that our ediThis month’s cover story shines the torial approach is hitting the mark. spotlight on a deserving retailer, who The world is going digital, and The just happens to be my local indepenHardware Connection is recognized as dent retailer. I live about a mile from the award-winning digital leader in the Akard True Value, so I have been able hardware industry. Everyone wants to to witness firsthand what an amazing associate with a winning brand, which job Leigh Ann Akard does with comis why Chip and Joanna Gaines reached munity involvement. It’s personal for one million in circulation by the third me, but I hope you gain some insights issue of The Magnolia Journal in 2014, into how you can do a better job conand their next issue will go to 1.2 million necting with your community. I hope people. Wouldn’t it be nice to be that you enjoy reading her story, which popular and admired? begins on page 30. n 8 ■ THE HARDWARE Connection ■ November 2017

www.TheHardwareConnection.com

©2017 Benjamin Moore & Co. Benjamin Moore, Paint like no other, and the triangle “M” symbol are registered trademarks licensed to Benjamin Moore & Co.

When you join the Benjamin Moore retailer network, it’s your store, not a franchise. Which means no franchise fee, and 100% of your investment goes into your own store.

Go to benjaminmoore.com/newdealers to learn more.

THE WAY I SEE IT

By Tom Chasteen

What’s in a Brand—Integrity?

I

was recently reading an article about branding and the importance of retail store identity. After reading the article, I think the author made the issue far more complex that it actually is. In my mind, a product or store brand is nothing more than a “promise” the manufacturer or retailer makes to the consumer in the marketplace.

When a manufacturer is building a brand, it is nothing more than marketing their promise to the marketplace that their products will perform a certain way. Once they make that marketing promise, they need to make sure they don’t break it or their credibility in the market will suffer.

An example would be if a manufacturer makes a screwdriver and builds their brand or promise on the quality of their screwdrivers and backs that up with a lifetime guarantee. It is imperative that they don’t compromise that promise.

It is irrelevant at what point in the distribution chain the promise is broken, since there is never a good reason to break a branding promise.

The consumer really doesn’t care

why the promise is not being kept.

The result to them is the same—the manufacturer’s brand promise is worthless.

So if a manufacturer does build their brand promise around a lifetime guarantee, then it is imperative that no one in the distribution chain compromises that brand promise for any reason. More importantly, the manufacturer must never leave the wholesaler or the retailer in a situation where they honor the manufacturer’s brand promise and then are left holding the bag waiting on a credit for a returned product.

The same principle applies to retail hardware store owners. If they build their local market brand on the promise that they will guarantee every screwdriver they sell with a lifetime guarantee, then they cannot back away from that promise for any reason. If they do, their customer loses complete confidence that they will stand behind the other products they sell.

If the local retailer is not willing to stand behind the products they sell, then they give up one of the biggest

10 ■ THE HARDWARE Connection ■ November 2017

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THE WAY I SEE IT advantages they have—integrity—and then they must compete on nothing but price with anyone who sells a screwdriver in a store or on the internet.

This is not a foreign concept for independent hardware store owners. They understand this basic concept the moment they open the front doors to their stores every morning.

We teach this concept to our children from the moment they are able to understand a “promise is a promise” and learn the consequences of not keeping a promise.

However, I believe the issue is more basic and much deeper than a promise. The core component to any branding message is integrity. Anyone can make a promise—that is the easiest thing in the world to do. Standing behind that branding message is much more difficult and requires a strong commitment to maintaining a high degree of integrity.

Integrity is not conditional. It doesn’t take a vacation or a day off.

It’s not something you honor on Tuesdays and Thursdays. Integrity is an everyday commitment and sometimes can completely contradict the concept of profitability. However, I would challenge you to look around any local or national marketplace for a company that has been in business for more than 20 years that does not command a high degree of integrity.

As you look around the marketplace start thinking about bell-cow companies that have fallen on hard times and have either gone out of business or are in the process of going out of business. I think you will agree that most have lost the integrity within their branding promise somewhere along the line or their promise is no longer relevant.

Obviously, there are other reasons for their failure, but nine times out of ten the cornerstone of their commitment and integrity to the marketplace has lost its relevance.

Where I’m going with this is I think it is important that when a manufacturer or retailer is developing their branding promise that they make sure they have the ability and the determination to stand behind it and maintain their integrity in the marketplace.

Think about the last time you were really upset with a company’s product or service. I’ll bet that what really upset you the most is that they didn’t keep their branding promise and they failed to make it right, thereby compromising their integrity. When that happens most people will vow not to do business with that company again.

It is easy to lose the value of integrity when you consider the impersonal way some consumers choose to interact with companies. However, once they have a problem, they often go to great

12 ■ THE HARDWARE Connection ■ November 2017

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THE WAY I SEE IT lengths to get someone else (another retailer) to stand behind the lack of commitment to a branding promise.

I had a favorite saying that I would tell customers when they tried to return something to our store they bought somewhere else. I would say “If you thought enough to buy this product from XYZ Company, then perhaps you should think enough of them to take it back to them so they can fix your problem.”

Some people would suggest I may have missed an opportunity to convert a new customer. I would say after 40 years in the retail hardware

business the chances of converting over a customer who bought something somewhere else and brought it back to my store for service or replacement was less than 1 percent.

Customers who don’t value integrity are really not the kind of retail customer we wanted to build our business on.

So for me building a brand is as simple as making and marketing a promise to the marketplace and having the integrity to stand behind that promise. Let me know your thoughts, from one retailer to another, at tom@ thehardwarestore.com. n

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HARDWARE HUMOR

16 ■ THE HARDWARE Connection ■ November 2017

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HARDWARE HUMOR

Amazing but TRUE

HARDWARE

STORIES A

guy came in and was standing by our wire cutting rack. I went over to ask him if I could help him, only to discover he was cutting his fingernails with our hand-held cable cutter. Ick! Karla Robson Slavens True Value Cortez, Colo.

just starte had a new employee ees, we tell ing. For all new employ know where them that if they don’t e right area and look something is to get in th omer come in and around. So, I see a cust r a petcock. The new ask a new employee fo omer to the pet supemployee takes the cust ng so hard, I couldn’t plies area. I was laughi bing. tell him to look in plum e had a drunk woman Tom Veasey come in. She wanted True Value of Wilmington les something to pull stap Wilmington, Del. d not have from her head. She di ctor. We told money to go to the do to perit was not a good idea r he e have an employee who hermedical procedures on rm fo was hired in 1958, and w mbed e but she was already nu lf, se had a barbecue for his 90 ld not hear any of it. ou th w d an up birthday. We did the math on the hobby pliers. It is also ht ug bo e Sh number of customers he’s served hat people will buy w ng ki oc sh over the years, and it’s in im the miley will use them to tr th g in m ai cl lions. It’s been great to kn ow and toe nails. work with him.

Matthew Abramsky Paul Filice Tony’s Ace Hardware Miner’s Ace Hardware Hazel Park, Mich.

Grover Beach, Calif.

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18 ■ THE HARDWARE Connection ■ November 2017

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How’s Business?

MIDWEST

Sales and customer counts in 2017? Sales are a little flat, but we’re slightly up for the year. Customer counts are just a little bit down but not drastically. I attribute the flat year to the cold, late spring weather pattern. It was also a very wet spring.

Best niche categories? For us, it’s grilling. We carry Big Green Egg and Weber. We’re known as the destination for grilling and houseware items. YETI has been doing well for us, too. We promote our niches with regular advertising and through a newsletter that we send to house account customers. We also do grilling demos in the community once or twice a year.

Best and worst business decisions? The big successes have to be bringing in the Big Green Egg and YETI. I can’t think of any worst decision.

New initiatives planned? I want to train associates and get them as

Rob Livingston is general manager of Geneva Ace Hardware.

knowledgeable as possible. I want to further employee development. Ace has tremendous resources as far as training is concerned. We plan on having associates attend training events along with having in-store training. I also want to concentrate on our business-to-business category and develop and capture more local business opportunities.

Rob Livingston Geneva Ace Hardware Geneva, Ill.

NORTHEAST

Sales and customer counts in 2017? Recently, sales and customer counts have picked up pretty good, about 10 to 15 percent over last year. A Walmart was just built and a library is

20 ■ THE HARDWARE Connection ■ November 2017

www.TheHardwareConnection.com

Sticks & Stuff operates four stores in Vermont.

SOUTH also being constructed, so those projects brought in more business.

Best niche categories? We carry Festool— high-end German tools.

We’re the only store in the area that carries those tools.

Mainly contractors seek out Festool, and they’ve done really well for us.

Best and worst business decisions? One of the best decisions has been to advertise more. The store has done more TV commercials and that has really increased customer counts.

The commercials have been aimed toward contractors and homeowners and advertised our new showroom. No idea on worst decision.

New initiatives planned? Sticks & Stuff has four stores and a new, remodeled showroom just opened in St. Albans, so we look to continue to promote our services to contractors and homeowners in the trade areas we serve.

Spencer Curtis Sticks & Stuff | Newport, Vt. www.TheHardwareConnection.com

Sales and customer counts in 2017?

Sales are north of 10 percent and customer count is up close to 10 percent also. We’ve had two hurricanes here in the last 11 months and had a tornado on the island. We’ve had a lot of repair work and sold a lot of storm merchandise.

Best niche categories? We have a pretty decent size clothing department, and we have a nice gift shop. The ladies do a real good job staying current with latest styles and trends. We also have a U.S. Post Office in the back of the store, which helps drive traffic.

We have a nice lawn and garden live

THE HARDWARE Connection ■ November 2017 ■ 21

How’s Business?

The garden center at Islands Ace attracts female shoppers.

Randy West in the clothing department at Islands Ace.

goods area with plants, tropicals and a lot of pottery.

Best and worst business decisions? Investing in good people. Your staff is your best investment. If you’ve

got a really good team and everyone is on same page and working together, you’re going to have a successful store.

As far as worst business decision, it was not having the right people in the right job. I had some department managers who weren’t the right fit.

New initiatives planned? We’re getting into toys. We’re ramping up now and planning on having two aisles, about 72 feet of toys. We’re getting that department ready for the holidays, but we’re planning on continuing with it beyond that. We’re always looking at ways to keep the foot traffic coming and ways to appeal to the younger family, creating new shoppers. We also revamped our paint department. We’re trying to stay current with the assortment mix. We’re affiliated with Ace, and we try to participate in latest planograms, which keeps us up to date with the latest products.

Randy West Islands Ace Hardware Savannah, Ga.

Sales and customer counts in 2017? We’ve been up a little, about 5 percent. I believe the economy has picked up a little more and people have more confidence and are spending some money.

Best niche categories? Our main thing is lumber. We’re one of the bigger

22 ■ THE HARDWARE Connection ■ November 2017

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lumberyards in the area. We also sell windows and doors and have done a good business with those.

Best and worst business decisions? One of the best decisions was to start carrying I-joists and engineered lumber. When I-joists came out, we were the first in the area to stock and sell them. Even now, a lot of yards here don’t stock them. One of the worst decisions was putting in a cabinet shop. We had it for about two years and it just didn’t take off. It didn’t sell.

New initiatives planned? If it’s not broke, why fix it? We plan on continuing to do what we’re doing.

Bob Barnes B&B Supply | Pineville, Ark.

WEST

Sales and customer counts in 2017? Actually, very good. We’re up about 10 percent over last year. In this area, there have been several major construction jobs and public facilities getting built. We’ve had somewhat of a recovery in housing, not a full recovery, but definitely a step in the right direction.

Best niche categories? People mostly come here for lumber, but we do offer a full range of products. We’re a general retailer. People do need lumber even in the worst weather, so we have about 40 containers, some of them we customized. To make these customized containers, we cut a 53-foot container in www.TheHardwareConnection.com

Michael Langlie is owner of The Lumber Yard in Alaska.

half to make two 26.5-foot containers.

We use some of those for insulation, but they don’t work as well for lumber.

Best and worst business decisions? The best has to be switching from doing contracting work to being

THE HARDWARE Connection ■ November 2017 ■ 23

How’s Business? a lumber and building materials dealer.

We made the switch about 20 years ago and that turned out to be a very good choice. As far as worst decisions, one has to be bringing in a specialty siding franchise. It was a terrible decision. We felt it would take off, but it didn’t. We were able to sell it and were lucky to get our money back out of it. For any other retailers considering adding a franchise, be sure you know all the hassles associated with the franchise and whether it’s worth the return. For us, it wasn’t.

New initiatives planned? We’re attempting to purchase some new land for a new store. The current space is too small. We need to grow.

The Lumber Yard stores LBM products in customized containers.

Michael Langlie The Lumber Yard Bethel, Alaska

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From

p o h S s ’ m o T

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TS RE C U D O R P E HARDWAR

VIEW

have never had an opportunity to write a review for products that were put to the test like this month’s products were. Bosch Tools sent us two of their newest half-inch hammer/drill drivers and their most recently introduced impact driver to be tested. All three have the new lithium-ion batteries and Bosch’s new EC brushless motors.

The reason I say these tools were tested harder than any previous product reviews we’ve done is because

By Tom Chasteen

we distributed these drill/drivers and impact driver to our testers 10 days before Hurricane Irma made landfall in the Florida Keys and went up through the center of the state of Florida.

At the time, we had no idea where Hurricane Irma would eventually go.

As you can imagine, the number of masonry holes drilled and Tapcon® concrete screws installed with these tools in such a short period of time was off the charts.

PRODUCT #1: DH183B HAMMER DRILL/DRIVER ROBERT BOSCH TOOL CORP. The Bosch HDH183B 18V Brushless Brute Tough™ 1/2” Hammer Drill/ Driver lived up to its name—it is brute tough. This is truly one heavy-duty hammer drill/driver. Matched up with a 6.3 amp hour battery this hammer drill/driver will outlast most professional users. Make no mistake about it, this is a heavy hammer drill/driver, but it is designed for the toughest and most demanding jobs.

There are several features our testers really liked and specifically commented on such as: • It has serious torque but the new “kickback control” is a great safety www.TheHardwareConnection.com

feature that stops the motor to prevent the drill from severely twisting your wrist if it gets bound up.

THE HARDWARE Connection ■ November 2017 ■ 25

p

o h S s ’ Tom

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• The variable speed allows the user to maintain great control for both hammer drilling, drilling and driver jobs.

• The clutch settings are extremely easy to change, as well as the ability to switch between hammer, drill and driver modes.

• While the drill is heavy with the 6.3 amp hour battery, the handle forms perfectly to your hand and is easy to control.

All three of our testers used this 1/2” drill/driver to drill concrete holes and set tapcons for hurricane shutters in preparation for Hurricane Irma.

Only one of our testers was able to use the tool to the point where Bosch’s new electric motor protection prevents the drill or the battery cell from overheating, thereby extending the run time, which our tester commented was a really nice feature.

All of our testers agreed that this is one of the most serious heavy-duty cordless hammer drill/drivers they have ever held or used. All three rated Bosch’s 18V EC Brushless Hammer Drill/ Driver with five stars and would highly recommend it for heavy-duty jobs.

Click on this video to learn more of the features. www.TheHardwareConnection.com

PRODUCT #2: DDS183-02 DRILL/ DRIVER | ROBERT BOSCH TOOL CORP.

The Bosch DDS183-02 18V EC Brushless Compact Tough™ 1/2” Drill/ Driver features some serious torque, but it is slightly more compact and lighter than the Bosch Hammer Drill/ Drive above. Because it has so much torque it also has the kickback control in case the drill gets bound up. It has the electric motor protection and battery protection to prevent overheating and extending run time. Some of the other features our testers specifically commented on were: • The ½ drill/driver is more compact and easy to maneuver in tighter spaces.

• All of our testers liked the LED light that shines up to the drill point, www.TheHardwareConnection.com

Guaranteed for never.

p o h S m’s

From

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W REVIE UCTS D O R P WARE HARD

eliminating shadows so you can see exactly where your drill point or driver tip is.

• They also like the wide range of clutch settings and the all-metal keyless chuck.

• Like the Hammer Drill/Driver they all commented on how nice and smooth the variable speed trigger was.

The Compact Tough™ ½ Drill/Driver comes with two 2.0 amp hour batteries and a fast charger, but you can also use the bigger 6.0 amp hour batteries if you would like.

All of our testers commented on how well balanced the Compact Tough ½ Drill/Driver is and noted that it did not fatigue their arms to use it. Like their opinion of the Brute Tough ½ Hammer Drill Driver, they all gave the Compact Tough ½ Drill/Driver five stars for its power and versatility.

Click on this video link to see some of the other features of this Drill/Driver.

PRODUCT #3: SOCKET READY™ HEX IMPACT DRIVER ROBERT BOSCH TOOL CORP.

The Bosch IDH182 Socket Ready™ Hex Impact Driver is one really handy and powerful impact driver.

Like the other Bosch tools in this review it has the EC brushless motor that makes it extremely efficient. However, it has one really nice feature and this impact driver has more than enough power to make this feature a real benefit.

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Like most impact drivers the Bosch Socket Ready™ Impact Driver handles all sizes of 1/4” hex drill bits, but it also has the ability to attach a 1/2” impact socket on it as well and it has the power to drive a 1/2” socket.

Another really cool feature that all of our testers commented on was the performance control setting at the bottom of the impact driver handle. This allows the user to determine how much torque they need for any given job. If you are setting cabinets, then the first setting is perfect. If you are driving lad screws, then the second setting is ideal. If you are taking the lug nuts off a tire, then obviously the third setting gives you ample power to do the job.

Our testers also really liked the three LED lights that light up the work area, making it really easy to work in dark areas like when setting cabinets.

The Bosch Socket Ready Hex Impact Driver comes standard with two 2.0 amp hour batteries, but

you can also use the bigger Bosch 4.0 and 6.0 amp hour batteries if you would like. All of our testers rated the Bosch Socket Ready Hex Impact Driver with five stars.

For more information click on this video link.

www.TheHardwareConnection.com

THE HARDWARE Connection ■ November 2017 ■ 29

COVER STORY

Community Involvement Click to Learn How Akard True Value Connects with the Community

That Makes a Difference

By Chris Jensen

Leigh Ann Akard

Leigh Ann Akard is the third-generation owner of Akard True Value in Zionsville, Ind., who places a major emphasis on community service projects.

Leigh Ann is the third-generation owner is in perpetual motion. That is what happens when you have of Akard True Value Hardware in Zionsville, Ind., a suburb of Indianapolis. The store a big heart, know lots of peo- features a 25,000-square-foot sales floor ple and are unable to ignore that includes a standalone rental center.

To her, the store is about giving kids the needs of the community and retirees a job and those employees become family. It has an integral place you grew up in and love.

30 ■ THE HARDWARE Connection ■ November 2017

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EMBRACING THE NEEDS OF THE COMMUNITY

Since her husband is a firefighter, Leigh Ann Akard gets involved in many community projects that support the local fire department.

serving all the needs of the community, not just supplying hardware for d-i-y projects. “You see what’s happening out there and ask how you can be involved,” she explains.

Akard True Value opened on Main Street in downtown Zionsville in 1955 and moved to the Boone Village shopping center in the late 1970s. The business was started by Leigh Ann’s grandfather, J.J. Akard, and she grew up helping her father Steve run the business before eventually taking over the reins.

Her three sons worked in the store at various times growing up, as did her sister and her mother Marsha.

“The old-school thinking is that people should know we’re here, since we’ve been open for a long time, but that’s not necessarily true,” Leigh Ann points out. “People want that feel-good environment. They want to know and feel you’re involved. It’s been good to branch out into so many community projects and get the staff involved.”

It is hard to find a community initiative in Zionsville that doesn’t have some www.TheHardwareConnection.com

Here are some of the community initiatives supported by Akard True Value: 1. Flagpole for Heroes—Program developed in conjunction with local firefighters to place flagpoles in the yards of veterans in the community.

2. Resuse Heart & Sole shoe drive—Collected 265 pairs of new and used shoes for the needy.

3. Pet adoption—Finding new homes for animals sheltered by the Humane Society.

4. Blood drive— Bloodmobile comes regularly for four hours in front of store.

5. Backpack Attack—Communitywide drive to provide backpacks and school supplies to needy students throughout the county.

6. Slushies for Special Olympics— “A little boy came into the store and said his sister, Dakota, wasn’t able to be in Special Olympics even though she had some special needs, so we made him the torch bearer and raised over $600 for Special Olympics. More importantly, it

THE HARDWARE Connection ■ November 2017 ■ 31

Akard True Value has been sponsoring a Halloween party and costume contest for more than 40 years, bringing the community together for a safe trick-or-treating experience.

degree of involvement by the store or Leigh Ann, who has served as president of the local Lions Club twice and remains an active member. She was honored with the Lions Club Presidential Award in 2013 for her dedicated service.

“Community involvement is a labor of love. What better hobby could I be involved in? I don’t golf or play tennis.

What is better than doing for and with others? The Lions Club fulfills my social needs,” Leigh Ann explains.

She adds, “I have a lot of early mornings. Part of it is a team effort. My managers pick up the slack. I like to say we

synchronize dance all the time as a staff. I never think of it as time spent but rather time invested. Whether it converts to footsteps in the store we’ll never know.”

made Dakota feel good. You’re on the right track any time you make someone feel better,” says Leigh Ann Akard.

PROUD SUPPORTER OF MILITARY Several of the store’s community projects have a connection to the military. As Leigh Ann explains, “My manager, Joe Hollingsworth, is a former Marine. His son worked here until he went active military. My dad was in the Army and we’ve had other employees who have served in the military. We support those guys.”

One of Akard True Value’s most recognized community initiatives is the Veterans Tree, which came about

7.

Pop-up Farmers Market—20 vendors were rounded up to provide locally grown fruit, vegetables, meat and dairy products, a temporary replacement for a recently closed

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nearly 15 years ago. The Lions Club was collecting photos of local veterans for a display at the annual Fall Festival (Yes, Leigh Ann has chaired that festival a number of times).

Afterwards, Leigh Ann and Joe got the idea to put the photos on a big Christmas tree in the store, which is on display for the holidays. It has grown from about 25 pictures the first year to over 100, as people started bringing in more and telling the stories behind the pictures. Those depicted range from World War II veterans to those currently serving in Afghanistan.

Last year Leigh Ann and Joe came up with another good idea to show their appreciation for those who have served in the military—preferred parking for veterans. A special sign in the store’s parking lot designates the space is reserved for veterans.

Firefighters are also a recurring part of the store’s community involvement.

Leigh Ann’s husband, Todd Scales, is a firefighter and her father used to be a volunteer firefighter in town, so naturally she got involved in fire support services. “I get a call when there’s a fire at 4 a.m. and I’ll make sure the firefighters have water, cups, baby wipes or whatever they need,” she says. “If a fire happens in the middle of the day, my staff will say: ‘You go, we got this.’”

Akard’s has been involved for many years with the annual Pancake Day fundraiser at the firehouse, providing

plates, cups and trash bags and helping promote the event.

REACTING TO COMMUNITY NEED Five years ago Leigh Ann was sitting in a meeting and talking about breast cancer awareness, when it struck her how many worthy organizations are out there. Pumpkins For a Purpose was born.

Each charitable group gets a 4x6 card to explain their cause, which is placed next to a pumpkin they decorate and displayed near the store entrance. People can vote with pennies (or dollars) and the cause with the most votes gets an extra $100. Each group gets to keep the money in their jar. Leigh Ann promotes each one individually on the store’s Facebook page.

“We raise $400 to $600 for the groups each year and we might put a little extra in each bucket,” she says.

The store has been sponsoring a Halloween party and costume contest for more than 40 years. There are awards by age group, but two awards are reserved for kids who make their own costumes.

Leigh Ann embraces the opportunity to sponsor Little League teams, but with a twist. “We hold a cookout at the store so all the kids and their parents come to the store,” she says. “People show true appreciation when you do little things like that and that type of connection provides value to us.”

She adds, “We react when something comes up. It came to our attention that the Caring Center needed donations to

34 ■ THE HARDWARE Connection ■ November 2017

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Akard True Value emphasizes its local roots.

support families in crisis, so we set up a tree in the store to benefit them. Same thing with Hope for Heroes to support homeless veterans. We react when there’s a need.”

When the grocery store next door— the only one in town—was forced to close earlier this year, Leigh Ann saw a need and sprang into action. She organized a pop-up farmers market in the parking lot that started in early July and ran into October.

“I didn’t want people to disassociate this shopping center with their everyday needs and shopping patterns. They were already in the habit of coming here for produce,” she explains.

She had to get permits from the town but was able to line up about 20 local vendors offering eggs, dairy, meat and vegetables, along with craft vendors. “It takes a lot of effort, but supporting local feels good,” she adds.

Community involvement takes effort, but Leigh Ann says the positive feedback she gets from customers is priceless. “It has a halo effect. When you know you’ve made a difference that’s www.TheHardwareConnection.com

grocery store in Akard True Value’s shopping center.

8. Hope for Heroes: Winter Warm-Up for Homeless Veterans—Collect winter wear and personal care items for homeless veterans.

9. The Caring Center—Boy Scouts collect food, clothing and toy donations in store to support The Caring Center’s mission of helping families in crisis. Also, customers can grab a tag off the Giving Tree in the store to support The Caring Center. Suggested items on the tree are for kids ages 12-18 and family fun packages.

10. Community Day—Dunk a firefighter in the dunk tank and purchase a hot dog lunch for a donation that supports community outreach programs in Zionsville.

11. Electronics recycling—Drop-off site for unwanted TVs, computers, VCRs, fax machines, Christmas tree lights and phones. Collected 20 skids of electronics this year.

12. Fix it Mom of the Year—For Mother’s Day, accepted nominations on Facebook page for Fix it Mom of the Year, with winners receiving prizes.

13. Veterans Tree—12foot Christmas tree in

THE HARDWARE Connection ■ November 2017 ■ 35

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Pumpkins for a Purpose was started five years ago to build awareness and raise funds for worthy local causes.

when you want to continue doing small things for people,” she says.

the store that is decorated with more than 100 photos of local veterans.

14. Pumpkins for a Purpose—Charity groups decorate a pumpkin promoting their cause and the pumpkin receiving the most votes ($1 donation = 100 votes) gets an extra $100.

SUPPORTING THE STAFF Leigh Ann treats her staff like they are part of her extended family. She hires kids with special needs and one employee, Pat, suffers from multiple sclerosis (MS). “We have to work around her schedule, letting her work 20 hours a week. We’ve held a fundraiser for MS and there’s a pumpkin for MS—it shows we are supportive of her situation,” she says.

Another employee, Donna, who is 82 years old, suffers from Parkinson’s disease. “She wrote a letter thanking us for letting her work here and said this is how someone would want their grandfather treated,” Leigh Ann says.

When Leigh Ann hires teenagers she sends a letter to the parents explaining expectations. One rule is that the teen needs to call in personally if they cannot make it to work. “You’re training the future work force and it’s important they learn what it takes to be a responsible employee,” she says. “We always tell www.TheHardwareConnection.com

15. Women’s Build Day for Habitat for Humanity—Organized a team of 15 women to spend a day working on a Habitat for Humanity build project. Store also held a bucket sale to raise funds for the build project.

16. Preferred parking for veterans— Special parking space outside store designated for veterans.

17. Alzheimer’s Association—For two days in June, shoppers can

THE HARDWARE Connection ■ November 2017 ■ 37

them we’re going to teach them more than hardware, because we want to teach them life lessons that will stay with them.”

Take the example of Zach Gayheart, who started working at Akard True Value at age 16 after his family moved to town and transferred their membership in the Lions Club. Zach wondered why there wasn’t something similar for younger people who wanted to get involved.

With Leigh Ann spearheading the effort, her two youngest sons, Spencer and Anthony, joined Zach and became founding members of the Alpha Leo Club, a service organization for young adults.

“We thought we’d get six or seven teens to join and we had to cut it off at 90. Zach started working here full time after graduation and he’s grown exponentially, all through a service connection,” Leigh Ann points out.

A CHRISTMAS MIRACLE Leigh Ann’s granddaughter, Charlotte, was 21 months old when she became afflicted with pneumonia and RSV (Respiratory Syncytial Virus) infection, which is an inflammation of the small airways of the lungs. This happened

Right: Leigh Ann Akard is shown letting Hawk Trimmer know that his selfless Christmas wish has been granted by the HAWK Foundation.

Left: Flags representing each branch of the military are flown with pride to support Veterans Appreciation Day.

on December 28 last year and she remained in the pediatric ICU at Riley Children’s Hospital in Indianapolis until late February, with progress interspersed with setbacks like collapsed lungs.

“It was touch and go at times, because she was having trouble breathing and had to be on a ventilator. There were definitely some tough moments,” recalls Leigh Ann. “It was a journey, but the community was so supportive.

They kept asking ‘How is little Bubette?’

People asked what they could do for us, and we said to just pray for us. All we could do was pray. And people in the community said don’t deny us the opportunity to help you, because you’ve done so much for everyone else.”

There’s another important part to this story.

About seven years ago Leigh Ann was instrumental in starting up the HAWK (Helping All With Kindness)

38 ■ THE HARDWARE Connection ■ November 2017

www.TheHardwareConnection.com

COVER STORY Foundation, which is now a 501(c)(3) organization made up entirely of volunteers. The HAWK Foundation’s goal was to set up a free event for families who have members with special needs.

The first event, the VIP Carnival, attracted 38 family members. This past year it attracted over 1,300 attendees who were able to do carnival rides and games and eat for free.

The next step was to add a VIP Christmas, providing a free holiday event for special needs families with elves, reindeer, pictures with Santa, gifts, food, decorations and a sleigh ride through the woods. That event now reaches more than 400 people each year. The latest event is a VIP Luau in the summer.

Hawk is also the name of a special 12-year-old boy, Hawk Trimmer, who made a selfless wish of Santa at the 2013 Christmas event that attracted national attention. Rather than a gift for himself, Hawk asked Santa for a special van for his mother, who had no good way to transport him since he was in a wheelchair.

Leigh Ann and the other community members of the HAWK Foundation raised enough money in two weeks to surprise Hawk and his mother with a new wheelchair accessible van, showing up on their doorstep with Santa, Mrs. Claus and elves in tow.

Back to Leigh Ann and her granddaughter, whose father is her oldest www.TheHardwareConnection.com

buy food for a free-will donation to support the Alzheimer’s Association and buy a purple bucket for $5 and receive a 20% discount on anything that fits in the bucket, with all donations going to the Alzheimer’s Association.

18. Veterans Day appreciation event—Veterans could pick up a Military Thank You Card entitling them to 10% discount, with banners representing all branches of the military hanging outside the store.

19. Photos with Santa—Kids get special gift from Santa if they bring canned food or make a donation to The Caring Center. Akard’s has been doing this since 1999.

20. HAWK Foundation—Providing free seasonal events to help families who have members with special needs.

21. Christmas in the Village— Residents can ride the antique trolley to Akard’s, one of 10 local stores participating in the Elf Scavenger Hunt, or ride it to other destinations in the village for holiday festivities.

22. Zionsville Street Dance—The store sells tickets and helps sponsor the popular community festival.

23. Halloween party and costume contest—A Zionsville tradition for over 40 years, with prizes for best costume by age group and a safe alternative for trick-or-treating.

THE HARDWARE Connection ■ November 2017 ■ 39

COVER STORY son, Stuart. Shortly after Charlotte was released from the hospital the whole family decided they would celebrate her second birthday and Christmas together in March, since they had not been able to celebrate those occasions.

All of a sudden there is a loud knock on the front door. Leigh Ann opens the door and sees the front yard is filled with friends and firefighters from the community in Santa hats, reindeer antlers and elf costumes, showing up to sing Happy Birthday and Christmas carols to a surprised and delighted Charlotte.

“It came back to us in the most wonderful way. We have been so blessed,” Leigh Ann says. “Miracles do happen and prayers are answered.”

SETTING GROUND RULES Leigh Ann created an application for donation for charitable organizations to fill out, which asks for details such as projected attendance and how Akard True Value’s contribution will be recognized.

“Figure out how to make it a win even if you say no. We try to help even if it’s in a small way like giving out bag stuffers or handing out fliers. We did put in some parameters—it has to be in Zionsville or in our county. It doesn’t make sense to sponsor something outside our area,” she says.

Every time the store organizes a collection event the cashiers ask people to take donations to the back, so they have to walk through the store. “They’ll

24. Little League teams—Akard’s sponsors several teams every year.

25. Safety Drive—In conjunction with local gas company, Akard’s provides free lunch to build awareness of safe digging in the community. comment that they didn’t realize what we had. If you don’t give people the right reasons to support the store it won’t be a win-win situation,” Leigh Ann explains.

If the request is for something related to school, they offer a standard package of a paint tray with accessories that also includes a coupon for paint, so they have to come back to the store.

Retailers need to evaluate their motives and their goals for supporting a particular cause, according to Leigh Ann. “If you’re just doing it for money or customer footsteps, then you’re missing the boat. It’s laborious if your goal is profit. You can’t bless others without being blessed yourself.”

In summing up her thoughts about community involvement Leigh Ann adopts the philosophy that the glass is two-thirds full. “If you find a reason to be optimistic you won’t be disappointed. People rally around worthy causes—that’s a huge part of it.

Knowing you’re involved in something that makes a difference, now that’s worth spending your time, talents and money,” she says. n

40 ■ THE HARDWARE Connection ■ November 2017

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THE HARDWARE CONNECTION

WINS A MAJOR AWARD!

The Hardware Connection has been honored with the 2017 Eddie Digital Award from FOLIO magazine for Best Standalone Digital Magazine in the B2B Category.

more than 300 magazine professionals serving as judges to narrow 2,800 entries down to the winners across all digital and print sectors.

The 2017 winners were honored during For more than 20 years, the Eddie & the FOLIO awards luncheon in New York Ozzie Awards have recognized excelCity on October 11. The Hardware Conlence in magazine editorial and design nection, which was founded in 2009, was across all sectors of the industry. FOLIO’s one of the youngest publications cited for cornerstone awards program involved excellence.

Just Another Reason Why We Are the Industry’s Digital Leader!

DEALER PROFILE

Finding Success with

Dominant and Different Assortments Blackhawk Hardware in Charlotte, N.C., has grown to exceed $11 million in sales by focusing on developing different and dominant assortments in key categories.

The Gardens of Blackhawk is a standalone garden center that even features merchandising on the exterior wall.

B

lackhawk Hardware in Charlotte, N.C., is a single-unit operation that has grown from $141 in sales on opening day in 1977 into today’s

30,000-square-foot showplace generating close to $11 million annually. How was it accomplished?

The store’s owners, Jim and Barb Wilkerson,

42 ■ THE HARDWARE Connection ■ November 2017

decided they had to be different from other hardware stores in the city if they were to grow the business. The original location and subsequent locations were all in North Carolina’s first shopping center. Their strategy was to become dominant in certain categories and to search for unique and appealing products that could be obtained only from them.

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Lawn and garden sales account for 18 percent of total sales.

It wasn’t easy and it took patience and some gambles along the way, moving from the first store of 7,500 square feet to a larger unit and then, fortunately, a chance to move into today’s large location.

Since all the moves were in the same shopping center, just different locations within the center, the customer base remained the same. The shopping center’s management recognized it should target women as its primary customer base. Given the shopping center’s location, attracting women with above-average incomes meant focusing on higher-end products as well as unusual items that could not be found elsewhere in the area.

Finding items like that meant attending trade shows beyond their hardware co-op on a regular basis, such as the Atlanta Gift Market twice yearly.

With the number of women shopping in the center, it was natural for the Wilkersons to expand their housewares section well beyond what traditional hardware stores carried in that department. They also decided to merchandise the assortment in a distinctive way, and labeled the department the “Kitchen Shop.”

They wanted women to browse the aisles of the Kitchen Shop, not just come www.TheHardwareConnection.com

The garden center strives to carry unique plants and flowers that cannot be found at other local retailers.

Bottom right: The Wilkersons have been going to the Atlanta Gift Market for years to find new and unique decor and gift items to stock.

into the store when they actually needed something. They focused on generating impulse purchases in the department and sought out those unique, gourmettype items. They also expanded bathrelated items so that the housewares and bath departments are now their largest sales contributor at 19 percent of sales.

Encouraged by the success of this strategy, the Wilkersons decided they needed to expand the concept to other categories, including some that would appeal to men as well as women.

DOMINANT SELECTION In most hardware stores in the 1980s, cabinet hardware was usually limited to a four-foot section offered by Amerock,

THE HARDWARE Connection ■ November 2017 ■ 43

Upper: Kitchen gadgets line an entire wall.

Lower: The Kitchen Shop was designed to bring in female customers.

a well-known supplier of cabinet knobs and pulls. Men might install those items, but women often influenced the style and finish. It was a category that would attract both sexes, so Jim decided to expand it to a 12-foot section.

Consumers and tradespeople soon realized that Blackhawk Hardware offered more choices than any other store in the area and sales began to increase. Soon, the store offered more than 1,000 different styles and finishes and started advertising that impressive fact. Today, they stock 7,000 cabinet knobs. “We realized that being dominant in whatever niche we chose was important to our success,” Jim says.

From that beginning, the store ultimately and logically added locks and door hardware, becoming the area’s dominant retailer of those

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Upper Left: No competitor can come close to Blackhawk Hardware’s assortment of cabinet hardware.

Upper Right: The 30,000-square-foot sales floor is brightly lit and well-merchandised.

Lower Right: A coffee bar was opened in May next to the greeting card section. Dunx is an organic, locally crafted coffee brewer offering specialty coffee drinks and custom grinds of freshly roasted coffee.

two categories and thus furthering its appeal to builders and remodelers as well as do-it-yourselfers. The selection remains so all-encompassing that other retailers and tradesmen send customers to Blackhawk Hardware. The cabinet and door hardware assortment currently represents 13 percent of total sales.

Convinced by now that their strategy of differentiation and dominance was sound, Wilkerson began applying it to other departments. The grill category, for example, goes far beyond entrylevel price-point grills and features high-end brands and models backed with regular demonstrations, after-sale service and a knowledgeable staff.

Grills and related items now represent slightly more than 10 percent of sales.

Andy Wilkerson, son of founders Jim and Barb Wilkerson, is shown setting up the store’s impressive assortment of Christmas products. Ornaments are grouped by themes so customers can easily find what they are looking for.

percent of sales. Their approach to lawn and garden again reflects the desire to be different. When a vacancy elsewhere in the shopping center occurred in 2003, the center’s management offered the space to Blackhawk Hardware so it could set up an outdoor garden department. Instead of simply relying on basic STANDING OUT WITH GREEN GOODS plant sales, which could be very price The store’s second largest department competitive at the beginning of growis lawn and garden, which captures 18 ing season, Wilkerson decided to find www.TheHardwareConnection.com

THE HARDWARE Connection ■ November 2017 ■ 45

Upper Left: Distinctive white shelves make the bath accessories section stand out.

Upper Left: A broad range of grilling accessories is merchandised next to Big Green Egg grills to spur add-on impulse sales.

Middle: The housewares section goes far beyond what the typical hardware store offers.

Lower: The knowledgeable staff is able to help contractors, builders and homeowners choose from the selection of 7,000 cabinets knobs.

unusual plants and flowers that were not offered by other outlets.

With his experience in upgrading the looks of a department far beyond ordinary shelving, Wilkerson applied the same concept to “The Gardens of Blackhawk.” It is very stylish in look. In addition to plants, the section features many decorative and useful garden products, which customers can use to make their lawns and gardens neighborhood showcases.

Two of the other categories the store features with unusual items, rather than limiting itself to the basics, are pets and sporting goods. Along with those categories are a range of products for customers who wish to feed and house wild birds. Together, the pet, birds and sporting goods departments represent 6.1 percent of sales.

It is no surprise that Blackhawk Hardware’s merchandising of Christmas goods is outstanding, with beautifully decorated trees drawing people into the stores. In the short Christmas season, trees and decorations generate more than half a million dollars in sales.

46 ■ THE HARDWARE Connection ■ November 2017

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Upper: The Aisle of Death is the aptly named section for weed and bug killer and pest control.

Upper Middle: The assortment of switch plates shows dominance in the category.

Lower Middle: The courtesy desk is where customers can make returns and exchanges and get free popcorn.

Lower: A UPS shipping station shares a register with the key-cutting shop.

While the Wilkersons pride themselves on being dominant and different in their product selections and merchandising presentations, they are equally proud of their employees, many of whom have been with them for years and render outstanding customer service. Their son, Andy, has joined the business to carry it on into the future.

Today, Blackhawk Hardware is far different than its humble beginning, but the philosophy of its owners remains the same: Be different. Be dominant.

Be mindful of offering customers great and unusual products and outstanding service.

Go to BlackhawkHardware.com to learn more about all of the store’s departments and get ideas for your store’s website. The site, maintained by a young employee, includes many pictures of the unique products stocked, excellent descriptions of the departments and products, and laudatory customer reviews of the store and its customer service. www.TheHardwareConnection.com

THE HARDWARE Connection ■ November 2017 ■ 47

DESIGNING A UNIQUE CHECKOUT STATION

Blackhawk Hardware Owner Jim Wilkerson shared the following insights on their recent design of a new cash wrap with a posting on Hardlines Digest: “We remodeled our front end to add a queue line. Someone can come behind a cashier without having to squeeze by to get in position. It is also easy to reach baskets before they pile up at the checkout. The registers are spaced so that a cart can be pushed into this space for easy access.

We designed and built these wraps inhouse and used a lot of the concepts we saw at Target. We tried a mock-up with the candy counter in the front and found the sales were poor. People are ready to check out when they get this far in the process.

The impulse aisle backs up to the inside row of registers. The other row of registers backs up to windows that were always hard to merchandise, since they were past the checkouts in the previous set-up. One register also serves as a key shop and UPS counter. The side of the courtesy-returns desks is a register.

The board is triggered by the cashier, with a button by their register. The sign changes to “Proceed to Register 4” and the number at the station starts to flash. Once all this happens you still have to yell that you can help the next customer.

The countertops are laminate. After a year of arguing over what to use—granite, Corian, stainless steel or stained concrete, we went back to laminate. Over the years the shortcoming of laminate

Upper: The ends of the new counters are open to make wrapping of Christmas ornaments easier.

Middle: Blackhawk Hardware’s new checkout stations use an automated queue line system for convenience.

Lower: The front of the checkout stations lift off so that you can service the POS equipment easily.

was the edges and corners chipping and cracking off. We use 1-1/4” steel in mill finish. You can run into it with a shopping cart and it doesn’t even scratch. No matter how much you plan you end up having to drill holes or reposition things and everything else we looked at was a real pain to repair, patch or drill in. Laminate can be replaced in about five minutes when it gets worn.” n

48 ■ THE HARDWARE Connection ■ November 2017

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Sponsors:

Co-Sponsors:

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Due to Hurricane Irma, The Hardware Conference was rescheduled to be held Dec. 8-10, 2017 at the Sawgrass Marriott Golf Resort and Spa.

The Beacon Awards are held annually at The Hardware Conference in beautiful Marco Island, FL, and is Cosponsored by The Hardware Conference and The Hardware Connection magazine.

For more information about attending this event along with all other educational seminars, open floor discussions and social activities at the 2017 Hardware Conference, visit

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HARDWARE CONFERENCE

The Hardware Conference is Back for 29th Year

H

urricane Irma made an untimely arrival in Florida the weekend The Hardware Conference was set to be held in Marco Island in September. The event was postponed for the safety of attendees, but The Hardware Conference is back on with a new location and new dates.

The 2017 Hardware Conference has been rescheduled for December 8-10 at the Sawgrass Marriott Golf Resort and Spa in Ponte Vedra Beach on Florida’s northeast coast. There is still time to register for this year’s Hardware Conference.

Make a splash in one of four pools at the Sawgrass Marriott Resort or take a free shuttle to the recently renovated and private Cabana Beach Club right on the Atlantic Ocean, with 26 miles of private beachfront to explore.

The Hardware Conference began in 1988 with a small group of hardware retailers who wanted to get together once a year with key manufacturers. This small group continued to expand and is now the nation’s largest independent dealer conference.

This year will mark the 29th year for The Hardware Conference, which has traditionally been held each year at

The 2017 Hardware Conference will be held December 8-10 at the Sawgrass Marriott Golf Resort and Spa in Ponte Vedra Beach, Fla.

50 ■ THE HARDWARE Connection ■ November 2017

the JW Marriott Marco Island Beach Resort in Marco Island, Fla. Join colleagues and new friends for this three-day learning and networking event. Share ideas with top retailers on how to grow your business, interact with key vendors on how to increase sales in your store and attend all-industry cocktail receptions and dinners in an exclusive five-star resort setting.

The Conference’s negotiated room rate is $160 per night plus tax and $15 resort fee, which includes high-speed internet access, self-parking, spa and fitness classes, miniature golf, two drinks and private access to the Cabana Beach Club.

To make your hotel reservation with our special group rate contact the hotel at 800-457-4653 and tell them you are with The Hardware Conference.

“We sincerely appreciate the industry’s support of The Hardware Conference and look forward to hosting everyone in Ponte Vedra Beach,” said Craig Cope, who directs the Conference with his wife Shanti.

BEACON AWARDS BANQUET One of the highlights of the event promises to be The Beacon Awards, www.TheHardwareConnection.com

which will recognize the industry’s Best New Stores, as well as Retail Beacon Award winners from participating wholesalers Ace Hardware, Do it Best Corp., True Value and Orgill.

The Beacon Awards are co-sponsored by The Hardware Conference and The Hardware Connection with special sponsorship support from Apex Tool Group, Sunnyside Corporation, Epicor, Sashco and Rust-Oleum. The Beacon Awards banquet will be held Friday evening, December 8.

Vendor booths will be auctioned off Saturday night with the proceeds benefiting the Miami Children’s Health Foundation.

This year’s banquet on Friday evening will showcase a first-class awards ceremony featuring the winners of the Beacon Awards program.

course during the golf outing sponsored

by Krylon on Saturday afternoon.

If you would like to play TPC Sawgrass Stadium Course, which is where The PLAYERS Championship is held each year, you can book via the pro HARDWARE TECHNOLOGY FORUM shop at 904-285-7777.

Kicking off the event is a Hardware Minwax is sponsoring private clubTechnology Forum that starts the day house tours of TPC Sawgrass on before the Conference officially opens Saturday from 1:30-2:30 and 3:30-4:40 on Thursday, December 7. For the fifth p.m. Also, Wooster Brush is sponsoring straight year, Epicor and ECi Advantage/ a St. Augustine trolley tour beginning at ECi RockSolid will offer a full-day, hands- noon on Saturday. on training session for their retailers.

To attend the Technology Forum and MARQUEE SPONSORS the Conference the cost is only $299 per The Hardware Conference would person and includes all training programs like to thank and recognize its Marquee for one day plus breakfast, lunch and Sponsors of this year’s event: The cocktail reception on Thursday in addition Hardware Connection magazine, The to the other Conference meal functions Hillman Group, Krylon, Minwax, Miami and activities the rest of the weekend.

Children’s Health Foundation, The Wooster Brush Company and Hyde Tool.

TIME FOR FUN For more information on attending the Attendees of the 2017 Hardware 2017 Hardware Conference, call Craig or Conference will have the opportunity Shanti Cope at (305) 853-0049 or go to to play Marsh Landing Country Club www.thehardwareconference.com. n www.TheHardwareConnection.com

THE HARDWARE Connection ■ November 2017 ■ 51

CONFERENCE2017 DECEMBER 8-10

REGISTER HERE TODAY!

“Where Relationships Are Formed”

This Year’s Event Will Be Hosted At The Beautiful Sawgrass Marriott Golf Resort & Spa Network, Relax and Learn Meet colleagues and new friends at the industry’s largest conference for independent hardware retailers. Share ideas with top retailers on how to grow your business, interact with key vendors on how to increase sales in your store and attend educational seminars, all-industry cocktail receptions and dinners in an exclusive 5-star resort setting.

Learn More About Your POS System Epicor and ECi Rocksolid will offer fullday, hands-on training sessions for their retailers. Bring your tablet or laptop so you can log right into your store as you learn new “tips and tricks” to make your POS software more productive in your store.

Beacon Awards — Honoring the Industry’s Best Retailers The Beacon Awards are an important recognition program that honors the best of the best dealers who represent the future of the industry.

Sponsors:

Co-Sponsors:

REGISTER TODAY AT WWW.THEHARDWARECONFERENCE.COM

CATEGORY REPORT

LAWN & GARDEN TRENDS Sales of Garden Hoses (Independent Hardware Channel) 12 Months % Change vs. Year Ago Garden Hoses: Units . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . -1 .1% Garden Hoses: Dollars . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 .6% Source: Vista Information Services, div. of Epicor Software Corp.

Unit Sales Breakdown for Garden Hoses Total of 558 Items with Sales Total Category Top 5 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 .7% Top 10 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24 .7% Top 20 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 .5% Top 30 Items % of Unit Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47 .4% Source: Vista Information Services, div. of Epicor Software Corp.

Seasonality of Sales of Garden Hoses (Index=100) 230

230

184

160 184

138 92 46 0

138

201

221

143 109

74

59

44

92 July Aug. Sept. Oct. 46 2016 2016 2016 2016

37

38

42

71

Nov. Dec. Jan. Feb. March Apr. May June 2016 2016 2017 2017 2017 2017 2017 2017

Source: Vista Information Services, div. of Epicor Software Corp.

0

Garden Hoses Share of Sales by Type (Latest 12 Months) All-Purpose Garden Hose Expandable/Lightweight Hose 10 .6% 0 10 20Hose30 40 Commercial/Industrial 5 .6% 50 Leader Hose 5 .6% Soaker Hose 5 .5% Boat & Camper Hose 3 .5% Premium Rubber Hose 2 .9% Sprinkler Hose 2 .2% Coil Hose 1 .4% Hot Water Rubber Hose 1 .1%

0

10

Source: Vista Information Services, div. of Epicor Software Corp.

60 .7%

60

20

70

30

www.TheHardwareConnection.com

80

40

50

60

70

80

Manufacturers and retailers use Vista’s retail POS and Consumer Panel data to better sell to their customers. Go to www.vistainfoservices.com.

THE HARDWARE Connection ■ November 2017 ■ 53

Right: Chase Ace Hardware in Gainesville, Ga., stocks a deep assortment of plant food.

Left: Miner’s Ace

Hardware has eight stores in California that feature outdoor garden centers.

LAWN & GARDEN BUYING UPDATE • Ornamental trees and shrubs with vibrant colors are expected to remain in demand next year, as well as color-changing conifers that change color with the season .

• The DIY yard and garden industry is a $36 .9 billion industry, according to the National Gardening Association’s 2016 National Gardening Survey .

The average U .S . household spends $407 annually on lawn and garden products, according to the survey .

• Vertical gardening systems, which are gaining in popularity, enable homeowners to grow plants and herbs in a decorative manner inside their kitchen, or on trellises, balconies and walls outside . Container gardening lets those in colder climates move their garden indoors when the weather gets chilly .

• Outdoor areas have become an extension of homeowners’ interior

•

•

•

•

54 ■ THE HARDWARE Connection ■ November 2017

decorating, with careful attention paid to furniture, statuary, accessories, yard art and related products such as patio heaters and fire pits to add comfort and style to outdoor gatherings .

Native and drought-tolerant plants are in vogue as the first step toward an eco-friendly garden, along with low-irrigation gardening .

Backyard edible gardening is a growing trend as one in three households are now growing food .

Perennial herbs are increasingly being added to gardens .

Bright, bold colors were a trend in 2017 that should continue .

Consumers will be looking to add color to their gardens with flowers such as pink azaleas, snapdragons, pansies, tulips and daffodils .

Landscape designers are using statement plants as a focal point of a garden with boxwood, hydrangea or pomengrates displayed in large planters . n www.TheHardwareConnection.com

LAWN & GARDEN PRODUCTS

VEGETABLE GARDEN KITS HSA 25 GARDEN SHEARS • The HSA 25 Battery-Powered Garden Shears is the first STIHL tool designed for detail-oriented trimming tasks and is ideal for urban or suburban homeowners living in noise-sensitive areas .

• Part of the STIHL Lightning Battery System™ line of products, the HSA 25 is lightweight with a rubberized handle for user comfort and secure grip .

• It features two attachments—grass shear and shrub shear—to meet specific trimming needs . With run times of up to 110 minutes on a single charge, the HSA 25 allows users to complete tasks with clean, efficient cuts, and faster than with manual garden shears .

• It comes in a kit including a carrying bag, battery and charger for convenient transportation and storage .

STIHL www.stihlusa.com 800-467-8445 www.TheHardwareConnection.com

• With Vegepod Container Gardens you get the size of a raised garden bed with all the benefits of container gardens .

Plus, you get all the features of the ecoclimate covers that extend growing seasons and accelerate plant growth .

• Garden maintenance is minimal and watering is only required during the early stages of plant growth . Vegepod Container Gardens are the easiest way to grow your own backyard vegetables .

• Self-watering, modular container gardens come in 3 sizes . Also comes with protective greenhouse covers for extended growing seasons and stands to raise garden to waist height .

• It protects soil, stops contamination and trees pilfering nutrients, controls nutrient levels, retains warmth, is portable, easily raised, and easy to fill, set up and maintain .

Vegepod 800-711-6881 www.vegepod.com

THE HARDWARE Connection ■ November 2017 ■ 55

LAWN & GARDEN PRODUCTS

MEN’S GARDENING GLOVE

• Bed Wetters puts water where it’s needed without waste . The soaker hose watering system is designed for raised beds and large containers .

• The slow-drip system waters thoroughly while keeping foliage dry, saving water and reducing foliar disease .

• Meets the lead-free standard under the Federal Safe Drinking Water Act .

• Available in 3 sizes: 4’, 10 .5’ and 13 .5’ .

High Caliber Growing Systems www.smartpots.com 405-842-7700

• Landscapers love the snug fit and extra hand protection this touchscreen-compatible, high-performance Digz® glove provides .

• Made with durable synthetic leather, it has padded knuckle protection and Spandex stretch panels between fingers for extra comfort and ventilation .

• Natural Pull tab makes it easy to put on and pull off .

• Available in medium, large and extra large sizes .

Big Time Products www.bigtimeproducts.net 877-929-7837

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BED WETTERS SOAKER HOSE

IN THE NEWS NEW STORES:

PEOPLE ON THE MOVE:

• Gillman Do it Best Home Center in Batesville, Ind., has acquired Aurora Do it Best Lumber in Aurora, Ind. • Park Ace Hardware is opening its third location in Frankfort, Ill. • Jill and Randy Saunders, Randy West and Kathy Hooper are opening a second Southern Pines Ace Hardware early next year in Seven Lakes, N.C. • Mark LaFountain and Van Calkins have purchased Adirondack Hardware in Willsboro, N.Y., from Roger Long.

• Hitachi has named Joe Leffler vice president of sales and marketing and promoted Kristopher Miles to vice president of operations.

• ECi Software Solutions has named Brian Dufour vice president of advantage migrations.

Brian Dufour

• The Hillman Companies hired Robert Kraft as chief financial officer and treasurer.

KUDOS TO: • Philip Hardware in Philip S.D., owned by Colton and Erin Fitzgerald, was named Small Business Startup of the Year by the Black Hills Community Economic Development.

• Dave Umber, owner of Umber’s Do it Best Hardware in Fort Wayne, Ind., was honored with the Ernestine M. Raclin Community Leadership Award by 1st Source Bank.

• Muller True Value Hardware in Ferdinand, Ind., is celebrating its 45th anniversary.

• Michael Wynn, president of Sunshine Ace Hardware in Naples, Fla., was recognized as “Best Large Company Boss” by Gulfshore Business. www.TheHardwareConnection.com

Gary Loosle

Jeff Ridgeway

Tom Witta

• Do it Best Corp. has promoted Gary Loosle to divisional merchandise manager, named Jeff Ridgeway merchandise manager for lawn and garden, and hired Tom Witta as merchandise manager for outdoor power equipment.

OTHER NEWS: • Westlake Ace Hardware announced plans to acquire seven stores from Buikema’s Ace Hardware in Napierville, Plainfield, Wheaton and Romeoville, Ill.

THE HARDWARE Connection ■ November 2017 ■ 57

IN THE NEWS Westlake will operate 115 stores after the deal closes in January. “We are excited to expand in the Chicago area, and look forward to continuing Buikema’s Ace Hardware’s outstanding tradition of customer service,” said Tom Knox, CEO of Westlake.

America” that chronicled the important role the hardware industry has played in the formation and growth of the United States. A lifetime member of Irvington United Methodist Church and Women in Communications, she enjoyed volunteering at her church and at election polling sites.

IN MEMORY: • Stewart Elliott, who operated four Elliott’s Ace Hardware stores in • Arthur “Bill” Niebling, owner the Milwaukee area, died October of Menlo Park’s Ace Hardware, 10 at the age of 86. An All-American passed away September 24 at the swimmer at the University of age of 93. He served in the Army Air Michigan, Elliott purchased Behnke Forces during World War II and later Hardware and Appliance in Elm served as a TV cameraman for Betty Grove, Wis., in 1957. Additional White. He is survived by his wife stores were opened in West Allis, Nancy and three sons.

Muskego and Pewaukee, Wis. He • Ellen Hackney passed away is survived by his sister Eileen; October 7 at the age of 79. Ellen children Stew, Kate and Mate; and spent 49 years working as an editor nine grandchildren. and communications director for the • Jack Tweedy, president of Tweedy National Retail Hardware Association Lumber Company, passed away in Indianapolis. Her father, Glendon October 22 at the age of 87. Tweedy Hackney, was the long-time editor operated stores in Rushville, of Hardware Retailer magazine, Carthage and Knightstown, Ind., and she followed him there after and later opened Fishers Do it graduating from Indiana University.

Center in Fishers, Ind. He was an Ellen was a skilled and detailEagle Scout and Army veteran. He oriented writer who was passionate is survived by his wife of 65 years, about helping independent hardware Bernice; daughter Kimberlee; sons retailers. She spent many years Jay, Gray and Kyle; 6 grandchildren tracking and writing about legislative and 4 great-grandchildren. issues that affected hardware FOR THE FULL STORY: retailers. In addition to writing a 100th anniversary book detailing • Lowe’s to start selling Craftsman the history of NRHA in 2001, Ellen tools. Click here. authored a notable special section • Overtime rule has been in Do-it-Yourself Retailing in June overturned. Click here. of 1986 called “The Building of 58 ■ THE HARDWARE Connection ■ November 2017

www.TheHardwareConnection.com

UPCOMING EVENTS NOVEMBER

House-Hasson Hardware Dealer Market February 1-3, Opryland Convention Center, Nashville, Tenn.

Distribution America/PRO Group Executive Planning Conference November 14-16, JW Marriott Resort, Marco Island, Fla.

LBM Advantage Annual Meeting & Trade Show February 19-21, Gaylord Palms Resort & Convention Center, Kissimmee, Fla.

STAFDA Annual Convention & Trade Show November 12-14, Austin Convention Center, Austin, Texas

Northeastern Retail Lumber Association LBM Expo ’18 February 14-16, Rhode Island Convention Center, Providence, R.I.

December

The Hardware Conference December 8-10, Sawgrass Marriott Golf Orgill Spring Market February 22-24, Orange County Resort and Spa, Ponte Vedra Beach, Convention Center, Orlando, Fla. Fla. www.thehardwareconference.com True Value Spring Reunion JANUARY 2018 February 10-12, Walter E. Washington Do it Best Corp. Winter Convention Center, Washington, D.C. Conference MARCH 2018 January 18-19, Hilton La Jolla Torrey Ace Hardware Corp. Spring Pines, La Jolla, Calif.

Convention International Builders’ Show March 15-17, Kay Bailey Hutchinson January 9-11, Orange County Convention Center, Dallas Convention Center, Orlando, Fla.

Northwestern Building Products Expo Blish-Mize Spring Buying Market January 22-23, Rivers Edge Convention March 23-24, Overland Park Convention Center, Overland Park, Kan. Center, St. Cloud, Minn.

Hearth, Patio & Barbecue Expo United Hardware Spring & March 8-10, Music City Center, Summer Buying Market Nashville, Tenn.

January 5-7, Minneapolis Convention Home & Housewares Show March 10-13, McCormick Place, Chicago

Center, Minneapolis

FEBRUARY 2018 Hardware Distribution Warehouses Inc. Spring Market January 19-21, Kay Bailey Hutchinson Convention Center, Dallas

International Hardware Fair 2018 March 4-7, Koelnmesse, Cologne, Germany

For a complete listing of calendar dates, click here. www.TheHardwareConnection.com

THE HARDWARE Connection ■ November 2017 ■ 59

RETAIL IDEAS

PICK & SHOVEL IS THE KING OF NICHES Brothers Chris and Greg Hamblett are owners of Pick & Shovel in Newport, Vt., which features a pet store, major appliances, clothing, laundromat and seasonal ice cream stand. However, the Do it Best store’s biggest niche is maple sugaring supplies, which is big business in that part of the country.

They cater to the backyard hobbyists who are tapping just a few trees on up to the large commercial operations with equipment worth a quarter of a million dollars. It’s all on display in a separate building that used to store doors and pet food. “People will drive 100 miles to get what they need,” says Chris, who adds that they do on-site consultations.

Maple sugaring supplies account for about 12 percent of their annual gross sales, according to Chris, who says the only slow months for that business are June and July, which is when seasonal sales pick up from tourists.

The coin-operated laundromat, which attracts locals and tourists, has its own entrance. Folks put their clothes in the washer and then walk next door to shop the hardware store. “Anything you can do to build traffic pays off,” Chris adds.

Upper: Pick & Shovel Home Center is With the nearest shopping center more than known as Vermont’s hidden treasure. an hour away in any direction, Pick & Shovel Upper Middle: Maple sugaring is big has evolved into a one-stop shop to keep people business at Pick & Shovel. buying local. You can find work clothing, boots, Lower Middle: Tim & Doug’s Ice scarves, patio furniture, fire pits, puzzles, handCream shop attracts customers during made donuts, beekeeping supplies, beer- and season. wine-making supplies, pellet and wood-burning Lower: Vermont fresh maple syrup is stoves, craft paint, feed, maple syrup, toys, pool sold in the store.

60 ■ THE HARDWARE Connection ■ November 2017

www.TheHardwareConnection.com

chemicals and UPS shipping, in addition to core hardware categories.

“We’ve never felt comfortable calling ourselves a general store, because that’s an old-timey, wooden creaky floor kind of business. We’re not far from that, but we have too much to offer to be called a general store,” says Chris.

Pick & Shovel’s 2,500-square-foot pet shop, which has been in business since the early 1980s, has a dedicated staff of five and sells everything from snakes, goldfish and parakeet to turtles, rabbits, baby chicks and hamsters.

Selling a pet leads to all kinds of return trips to purchase food, tanks and related accessories, which is the sign of a good niche.

Left: A nice niche has been developed selling work clothing and boots.

Middle: Kids love coming to the pet shop, where they can pet a parakeet or beg their parent to buy a baby chick or hamster.

Right: You can’t buy dwarf bunnies at Home Depot.

“People come in all the time and comment: ‘We used to have a place like this in our town, but not anymore.” says Greg. “Our father’s big goal was to pass this business on to another generation and see what he created carry on, and that’s what we’re doing.”

Click here to view a short video and here to view a long video detailing what is unique about the business.

PARKER’S BUILDING SUPPLY PAINTS A PICTURE OF HOPE With nearly 25 locations throughout Texas and Southern California, Parker’s Building Supply sells a lot of paint. For the fifth consecutive year, they used that fact to help do a lot of good.

Running from May 31 to June 11, Parker’s fifth annual Paint for the Cure sale donated $5 for each gallon of paint sold to the MD Anderson Children’s Cancer Hospital in Houston.

The Do it Best retailer, which has been family owned and operated since 1930, leverages a strong marketing push to raise awareness of the sale and its cancer-fighting goals, helping Parker’s to raise $20,000 through this year’s sale and more than $74,000 in total since they took up the cause. www.TheHardwareConnection.com

Parker’s Building Supply raised $20,000 this year for a children’s cancer center with its Paint for the Cure sale.

THE HARDWARE Connection ■ November 2017 ■ 61

RETAIL IDEAS

TIS THE SEASON TO SET UP CHRISTMAS DISPLAYS With the holiday selling season fast approaching, we thought it beneficial to show you holiday displays from all over the country.

Last year Ace Hardware Corp. held a Coolest Christmas display contest

on Facebook for its members. Some of the finalists are depicted in the photo slideshow. The photo with the highest number of likes got a $10,000 donation to their local Children’s Miracle Hospital. The winner was Ace Hardware Tucson in Tucson, Ariz. n

CLICK HERE TO VIEW SLIDESHOW OF CHRISTMAS DISPLAY IDEAS

62 ■ THE HARDWARE Connection ■ November 2017

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Connection

TM

N o m i N at i o N s o p e N f o r r e ta i l B e ac o N awa r d s

N o m i N at i o N s o p e N f o r r e ta i l B e ac o N awa r d s

February 2016 Vol. 8, No. 1

the iNdustry’s digital leader

DISCOVER THE BEST NEW PRODUCTS FROM THE HARDWARE SHOW

March 2016 Vol. 8, No. 2

the iNdustry’s digital leader

S P E C I A L R E P O R T: H O w T H E I n d u S T R y R E S P O n d S TO H u R R I C A n E S

Preview of 2017 Hardware ConferenCe in Ponte vedra BeaCH

Sept/Oct 2017 Vol. 9, No. 6

May/June 2016 Vol. 8, No. 4

THE InduSTRy’S dIgITAL LEAdER

THE INDUSTRY’S DIGITAL LEADER

November 2017 Vol. 9, No. 7

Creating a

Undercover Retail

•

Success ALSO INSIDE:

Are Your Employees Robbing You Blind?

Amazing But True Hardware Stories Trends in Paint & Decorating Products

The Best Little Hardware

Store in America

ComfortableShopping

Experience

the

ALSO INSIDE:

Growing Your Online Sales Employee Incentives That Pay Off Amazing But True Hardware Stories

CLICK HERE & SUBSCRIBE YOUR ENTIRE STAFF FOR FREE!

the Best

&

Dalton Do it Center

ALSO INSIDE:

Getting Control of Employee Scheduling Amazing But True Hardware Stories Trends in Hand and Power Tools

Honoring Best of

tHe industry’s digital leader

Handiman Ace North

ALSO INSIDE:

Profiles of Beacon Award Winners Latest Plumbing Trends Amazing But True Hardware Stories

Community Involvement That Makes

a Difference

ALSO INSIDE:

Christmas Display Ideas Lawn & Garden Product Trends

Visit www.TheHardwareConnection.com and learn why The Hardware Connection has the industry’s most retailer subscribers.

The Hardware Connection is a digital-only publication distributed 8 times a year via e-mail to more than 63,000 independent hardware retailers, wholesalers and hardware industry executives world-wide.

We offer the most retail-focused editorial so you’ll gain the know-how and advice you need to help grow your business.

Sign up your entire team for a free subscription to the only industry magazine written by retailers for retailers.

We know hardware. We live it every day! www.TheHardwareConnection.com

E H T D N I H E B NUMBERS

70%

Percentage of Americans who have confidence in small business, compared to just 21% that have confidence in big business, according to a Gallup poll.

52% $60 Billion

Percentage of customers who reported convenience as the reason they like online shopping, according to research

by Imprint Plus. Other main reasons were wide range of merchandise to choose from, free shipping and returns, price comparisons and online customer reviews.

44%

Percentage of small business owners who offer bonuses or profit sharing based on business performance, according to a small business poll by the National Federation of Independent Business.

Size of the global market for smarthome products, according to research firm MarketsandMarkets.

64%

Percentage of small business owners who feel they need to delegate more responsibility, according to a survey from The Alternative Board.

42%

Percentage of women who take pictures of products in stores to remember for later, compared to 30% of men, according to research by Euclid Analytics. Also, 37% of women are on their smartphones actively communicating with family and friends about what to buy.

64 ■ THE HARDWARE Connection ■ November 2017

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