Join us this February in New Orleans to experience nearly 1 million square feet of innovative retail solutions, exclusive products, promotions, and industry-leading workshops. Connect with top vendors, retailers, and retail experts, and see firsthand how Orgill can drive your business forward. Whether you're a valued Orgill customer or exploring new opportunities, our commitment to your success has never been stronger. Don’t miss this chance to discover how Orgill can fuel your growth!
Visit orgill.com/NewOrleans, email customerservice@orgill.com or call 800-347-2860 ext. 5141.
After the floodwaters in the wake of Hurricane Helene receded, Jeanne Caldwell Gentry with the help of volunteers began the rebuilding of Gentry Hardware in Hot Springs, N.C.
Like us on Facebook by clicking here.
ADVERTISERS’ INDEX
SBy Doug Donaldson
How Did We Get Here? Where Do We Go?
ince the news about True Value’s bankruptcy in early October, I’ve talked with several True Value retailers and seen many retailers’ comments on social media, including several on Hardware Connection’s Facebook page. Some retailers felt blindsided, while others expressed zero surprise. Many look forward to Do it Best acquiring the company.
While writing stories about the bankruptcy and potential sale to Do it Best, I turned back to this magazine’s coverage of ACON buying True Value in 2018. At the time, some retailers expressed optimism that the private equity firm would be able to pump cash into the business to upgrade technology and operations. Other retailers were more pessimistic.
After the ACON purchase, True Value focused on restructuring its supply chain, evolving its product assortments, and repositioning its branding. While some of these initiatives aimed to stay competitive against larger chains and adapt to new consumer behaviors, they also brought unforeseen consequences. Supply chain disruptions, coupled with ambitious realignment goals, led to logistical hiccups that sometimes left retailers in the lurch with inconsistent stock and longer wait times.
One retailer who stayed with True Value through those years was Lori Colgan, owner of Brown’s True Value Hardware in Atwood, Kansas. For her, True Value was a badge of honor she held high in her community. She even raised her son in the store and always called herself a proud member of the True Value family. Now, she anxiously awaits the bankruptcy to play out to determine her next move. You can read more about what Colgan and other True Value retailers have been dealing with in store operations the past few weeks in the article “News Update: Green Light for Do it Best Purchase of True Value.”
Within a few days, there will be more clarity about the True Value bankruptcy and Do it Best’s acquisition. Look for continued coverage on Hardware Connection’s website. However, while lawyers maneuver in court, it’s been the True Value retailers who have had to bear the brunt of customer questions and possible uncertainty in their supply chain. True Value retailers have had to explain to customers that their stores aren’t going out of business; many have made social media posts detailing the True Value bankruptcy and asking for customer patience.
For independent hardware store owners, the stakes are incredibly high. True
Value retailers are now finding themselves trapped in a cycle of playing catch-up, losing valuable customer trust in the process. With inconsistent inventory, retailers face situations where customers leave empty-handed, a scenario that doesn’t just result in one lost sale but potentially a lost customer.
This “behind the eight ball” feeling goes deeper than just business metrics—it hits the heart of what these community-based stores represent. Independent retailers pride themselves on being reliable problem solvers for their customers. When their supply chains falter or product availability dwindles, they risk losing not just
revenue, but their reputation and role within their communities. This is particularly troubling in small towns where a local hardware store isn’t just a shop, it’s a trusted institution.
Do it Best purchasing the company could be a way forward for the True Value brand. Please see our October issue “Bold Move: Do it Best to Buy True Value” for a more in-depth look at the deal. There are some hurdles left to jump on this path and some challenges yet to be faced for True Value retailers. However, the independent retail hardware channel has a long history of weathering storms and finding ways to adapt and persevere.
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. ■
The hardware industry’s response to recent natural disasters showcases the extraordinary power of community, resilience, and unity. From stores like Hudson’s Hardware organizing debrisclearing crews to the coordinated efforts of distributors such as Do it Best, HouseHasson, Orgill, and Ace Hardware ensuring rapid supply deliveries, the industry proved itself as more than just a provider of goods—it served as a vital lifeline. These stories of unwavering commitment and generosity exemplify the spirit of the hardware industry and its dedication to helping communities rebuild and recover.
For more on these inspiring efforts, see this issue’s article “Special Report: Strength Through the Storms,” which highlights how these distributors and will weather the storm together. n had extensive experience with the product. So we recruited d-i-yers to solicit their feedback.
CHAMPION OF INDEPENDENTS: THE ADVANTAGES OF A MEMBER-OWNED CO-OP
Discover how Do it Best supports independents with record-breaking rebates and data-driven strategies.
Independent retailers need a strong partner to thrive in a competitive, ever-changing industry. As the leading member-owned co-op for independent hardware, building materials, and lumber dealers, Do it Best is focused on driving growth, profit, and success for its members. With 80 years of industry experience, data expertise, and a servant-led culture, Do it Best is a true champion of independents.
This commitment is illustrated in its outstanding financial performance, delivering its second-highest rebate of $159.1 million back to its members.
“Our role as a co-op is to be more than a supplier,” said President and CEO Dan Starr. “We’re a partner, working hand-in-hand with our members to ensure their long-term success and profitability.”
Do it Best is transforming efficiency. It boasts an impressive 99.8% order accuracy rate, while consistently achieving a 95.4% on-time dispatch rate and a 92.2% on-time delivery rate,
— Dan Starr, President and CEO
regardless of traffic or weather conditions. These efficiencies contribute to significant annual savings and record-setting member rebates.
Ecommerce plays a key role in the co-op’s success. Its Product Information Management (PIM) system helps drive sales online and in-store by providing members with access to over 1.7 million items of premium product content—20% more than its closest competitor. One member reported a 44% increase in online sales within the first month of launching their site on the Do it Best platform, with a 130% year-over-year sales increase.
Data-driven strategies are another cornerstone of the co-op’s success, helping members make informed decisions. With tools like Inventory Productivity Analysis (IPA), retailers can easily analyze sales performance to improve inventory turnover.
“Partnering with Do it Best isn’t just a smart choice— it’s a secure investment in the future,” said Starr. “Our focus on data-driven initiatives, coupled with our commitment to member growth and industry-leading rebates, empowers independent businesses to thrive and win in a competitive market. There’s no doubt that together, we’re creating a pathway to unparalleled growth and success.”
TREND WATCH
By Craig Cope
Healthy Minds, Stronger Teams: Mental Health Awareness for Hardware Retailers
Mental health awareness is essential in every workplace, but it is particularly important for independent hardware retailers. In an industry where tight-knit teams work closely in high-demand environments, mental health challenges can ripple across individual employees and business operations. With one in five adults in the United States experiencing mental health issues each year, and the average store employing 8.2 employees, someone in every hardware store is likely impacted.
The American Psychiatric Association notes that more than half of those with mental health challenges delay seeking help, often due to stigma, fears about job security, or concerns about being treated differently. Untreated mental health issues can escalate, potentially affecting workplace morale, productivity, and ultimately, the bottom line.
In a small business, every customer interaction matters, and each team member plays a vital role. Mental health isn’t just a corporate policy—it’s part of taking care of our work family.
By creating a space where folks feel comfortable talking about their struggles and know they are supported, we’re not just helping individuals; we’re ensuring the whole team can thrive and the business can prosper.
RECOGNIZE EARLY WARNING SIGNS
MentalHealth.gov offers a list of mental health early warning signs, which include:
• Changes in sleeping or eating patterns
• 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 childcare
Being aware of these indicators, employers and colleagues can better support individuals who may be struggling. Addressing mental health in the workplace can reduce the stigma that often prevents people from seeking help.
TREND WATCH
ACTIONABLE STEPS FOR EMPLOYERS
Creating a supportive workplace can help employees feel comfortable discussing mental health issues. Here are some practical steps:
1. Display information: Place mental health resources and hotline information in employee areas.
2. Include mental health in meetings: Regularly incorporate mental health topics into team meetings.
3. Review benefits: Ensure health plans cover mental health and addiction support.
4. Reassure confidentiality: Let employees know their privacy will be respected and that seeking help will not lead to discrimination.
These measures can make a difference in creating a safe environment where employees feel supported.
RESOURCES AVAILABLE TO HARDWARE RETAILERS
The following resources are beneficial for both employees and employers:
Center for Workplace Mental Health –Offers extensive resources tailored for employers to support workplace mental health initiatives.
Right Direction – Provides free resources to help employers address depression in the workplace.
MentalHealth.gov – Offers comprehensive information on mental health,
including warning signs, symptoms, and treatment options.
Substance Abuse and Mental Health Services Administration (SAMHSA) – Offers a confidential helpline (800-662-HELP) for support and information.
National Suicide Prevention Lifeline –
Accessible by dialing 988, this resource provides immediate crisis support by call, text, or chat.
DIGITAL PLATFORMS PROVIDE SUPPORT
With telepsychiatry and online mental health resources becoming more accessible, employees can seek support in privacy. Platforms like the American Psychological Association’s database can help individuals find licensed therapists for remote sessions. Digital access broadens options for help, making it easier for people to connect with support from home.
HOW TO MOVE FORWARD
Promoting mental health awareness is essential for individual wellbeing and creating a safe and productive workplace. In small teams, everyone’s well-being affects the whole group. When mental health is openly discussed and employees feel comfortable seeking support, it enhances both workplace safety and team productivity. n
Welcome to the Hardware Connection Century Club!
The Hardware Connection Century Club, sponsored by the National Hardware Show®, recognizes “The Innovators and Survivors Who Helped Build America.” Our Century Club currently includes 804 hardware and LBM retailers, 21 wholesalers and 207 manufacturers that were founded in the United States of America and remain in business after 100 or more years.
You can find the complete list of Century Club members including old store photos and links to company history by clicking here. We congratulate the following retailers who have been added to the Hardware Connection Century Club this 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
H&W Hardware, New York, NY—1924
SPONSORED BY
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
Valley Park Elevator & Hardware, Valley Park, MO—1874
Western Materials Inc., Yakima, WA—1915
William B. Morse Lumber Company, Rochester, NY—1853
butAmazing TRUE
HARDWARE STORIES
Alittle while ago, a gentleman came in and bought some bear spray. He took the product back to his hotel and before his family went out for a hike, he sprayed them so that they wouldn’t be attacked by bears. Yeah, he thought it worked like bug spray. In small towns, stories like that travel fast when your store is next to the fire department and ambulance station.
Greg Forsythe Westmart Building Center
West Yellowstone, Mont.
One Christmas, my family was away from the store and there was a bad bliz zard. The storm was so bad that our True Value rep got snowed in here, his truck stuck in front of the store. It snowed so much so quickly that the “Value” part of our True Value sign fell off the building. A longtime employee and the True Value rep dug out the sign and truck. I always joke that’s when I lost my value.
Lori Colgan Brown’s True Value Hardware Atwood, Kan.
HARDWARE PRODUCTS REVIEW ShopTalk
By Craig Cope
PRODUCT #1
JOHNSON GREENBRITE® 3X360° PLANE LASER
Celebrating over 75 years of innovation, Johnson Level & Tool has established itself as a cornerstone in the world of precision tools, with a longstanding commitment to quality and reliability. Since its founding in 1947, Johnson has evolved from a small wood-level manufacturer into a global leader in advanced levels, lasers, and layout tools. Known for its dedication to helping professionals achieve accuracy, speed, and safety, Johnson
remains at the forefront of technology in its field. The GreenBrite® 3x360° Plane Laser exemplifies Johnson’s heritage, combining high-performance features with a durable design that meets the demands of modern job sites.
The laser uses GreenBrite® technology, making it highly visible even in bright settings. Its green beams are up to four times more visible than standard red beams, providing a significant advantage for outdoor projects
ShopTalk
and brightly lit interiors. Equipped with three 360° laser planes, this tool offers exceptional versatility, allowing users to cover an entire room with horizontal, vertical, and cross-line applications. This makes it ideal for a wide range of layout tasks, including installing drop ceilings, framing, and aligning cabinetry.
Constructed with an IP64-rated dust and water-resistant design, this laser level is engineered to withstand harsh job site conditions. It’s powered by long-lasting lithium-ion rechargeable batteries, providing over 25 hours of continuous runtime.
We provided samples of the GreenBrite® 3x360° to two professional crews—one
remodeling a large kitchen and another installing a drop ceiling in an office building. Both teams quickly noted their preference for the green beam over the red, appreciating the enhanced visibility under varying lighting conditions. The laser’s robust construction was also widely praised, with one tester commenting, “job sites and crews are rough on tools, and only those that stand up to daily demands are worth the investment.”
With its rugged design, precision accuracy, and superior beam visibility, the Johnson GreenBrite® 3x360° Plane Laser is an excellent choice for hardware retailers serving the trades.
Product #2
DAP 2-in-1 Wall & Ceiling Spray
Texture
The DAP 2-in-1 Wall & Ceiling Spray Texture is designed to make wall repairs easy and deliver professional-quality results. Ideal for both DIYers and pros, this spray texture addresses the challenge of seamlessly blending textured surfaces. Its patent-pending Aim Tech adjustable nozzle allows users to reach awkward angles, ensuring smooth, even application across various surfaces.
True Value dealers – J3 POS software can help you with a secondary source!
Upgrade Your POS
HARDWARE PRODUCTS REVIEW
A standout feature of the DAP 2-in1 Wall & Ceiling Spray Texture is its ability to create different finishes. The nozzle offers three texture settings—fine, medium, and heavy— suitable for small dents or larger wall and ceiling repairs. To use, simply shake the can vigorously for at least a minute, then apply the texture in sweeping bursts from 12 to 18 inches away. The spray dries quickly, becoming paint-ready in 30 minutes for water-based applications or five minutes for oil-based, allowing for fast project completion.
The product offers further customization with options for Orange Peel, Knockdown, and Popcorn textures. For Knockdown finishes, users can lightly drag a dampened putty knife over the texture after 30 seconds to achieve a smooth, professional look. The quick-drying, paint-ready formula saves time by eliminating the need for priming, speeding up project turnaround. Its ergonomic design and relocking tab add convenience, making it easy to use and store safely. Click here to view a brief demonstration video.
We supplied samples to active DIYers doing routine drywall patch repairs. This group had previously tried several products, but the
GET SOME GREEN IN
finishes often stood out poorly. Each tester commented on how well the DAP finish blended with existing textures, and they were thrilled with the speed and professional results.
Overall, the DAP 2-in-1 Wall & Ceiling Spray Texture is a reliable solution for achieving professional results with minimal hassle, perfect for anyone looking to enhance the appearance and quality of their wall repairs. It’s a must-stock item for hardware stores. n
- Commercial grade inverters and transformers - Solid margin built into each machine
- Support before, during and after the sale
MIDWEST
How’s Business?
How are sales and customer counts so far in 2024? Slower and lower. When we talk to our rep, we see that the sales are good but customer count is down. Prices are higher, so it looks good, but customer count isn’t where it used to be. We’re very agriculturally dependent, and we’ve been in a drought, so the ag economy is down.
What’s unique about your business? We’re a pretty average small-town store. People come in to find odd things. We just sold a plumbing fitting with boxes yellowed from age, but it was just what the customer needed.
Above: In 2025, Brown’s True Value Hardware is looking to expand into the next building thanks to the state of Kansas providing Historic Economic Asset Lifeline (HEAL) grants to revitalize old buildings.
Right: Lori Colgan says Brown’s True Value Hardware has shifted away from bigger-ticket items and power tools.
What new initiatives do you have planned for 2025? Until 2023, we had a variety store, sort of like a Dollar General. We closed it because it was hard to find help. The state of Kansas is providing Historic Economic Asset Lifeline (HEAL) grants to revitalize old buildings. The building next to us has been sitting empty for 25 years, so we’re looking to get a grant and expand by knocking a hole in a wall. With that
space, we’re looking to add more of a general store.
What’s your strongest niche category? What’s working for us is plumbing and electrical. We have a very basic assortment compared to 10 to 15 years ago. We’ve gone away from the big-ticket items or categories we have to be competitive in like power tools. Basic compared to 10 to 15 years ago. We can’t compete with online as far as some of that goes.
Lori Colgan
Brown’s True Value Hardware Atwood, Kan.
NORTHEAST
How are sales and customer counts so far in 2024? It’s kind of hard to say. Sales are down because of not being able
Left: Gloversville True Value Hardware in Gloversville, N.Y., is known for its paint department.
Right: Matt Capano, owner of Gloversville True Value, says he looks forward to Do it Best buying True Value to have access to more product lines.
to get the products we need through True Value. Things are a little tough right now. Plus, business is down because the city has been having a lot of street work.
What’s unique about your business? We’re family run and there’s always a family presence in the store. We’re downtown, right in the middle of Gloversville, so we’re easy to get to for contractors.
What new initiatives do you have planned for 2025? I’m looking forward to getting up and running with Do it Best and having access to new product lines. Business should be better in the new year, because Gloversville is getting a downtown revitalization grant from New York State.
What are your strongest niche categories? We’re known for our paint department. True Value has great paint. Matt Capano
Gloversville True Value Hardware Gloversville, N.Y.
HOW’S BUSINESS?
SOUTH
How are sales and customer counts so far in 2024? We have three stores, two more established and one new. One of the established stores is up three percent, the other is down three percent. The new store is up about 15 percent, but that’s because people are still discovering us. I’d call it pretty much flat. Sales of big-ticket items like grills are down. Consumer confidence isn’t where it was in the past, and people already made their bigger purchases during the pandemic. September had been extremely slow until the hurricane hit.
What’s unique about your business? We’re a niche-oriented business. At our original store, we do commercial steel sales, welding steel and welding supplies. We’ve become very diversified. We realized after the 2008 housing bubble that we needed to diversify our business model.
What new initiatives do you have planned for 2025? In our area, we’ve seen a boom in manufacturing additions and a lot of new housing starts. Within our community, there are 2,400 new home starts. Now, we have to figure out how to harness that. We’re used to a customer base of property managers and do-it-yourselfers. Targeting new homeowners will mean a shift in our marketing approach.
What are your strongest niche categories? Welding supplies, especially at our original location. The other niche at our newest store is mobile home supplies, which has turned into a huge business for us. We didn’t anticipate the level of sales and where that category would take us. We had to do a lot of learning on the fly. Some of the products that we’ve had to stock have been more tubs and doors along with fixtures such as door handles, hinges, and mobile home
plumbing. We were lucky to partner with a mobile home retailer to help make sure we have the right product selection. If you’re not careful, you’ll spend a lot of money that will be dead inventory. For other retailers looking to enter this category, I’d suggest working with a mobile home retailer to help figure out what products to maintain.
Franklin Cloninger
Triangle True Value Hardware and Rental Greenwood, S.C.
SOUTHWEST
How are sales and customer counts so far in 2024? Sales have been better the past few years.
Triangle True Value Hardware and Rental boasts strong niches in welding supplies and mobile home supplies.
HOW’S BUSINESS?
We’re a pretty small town, so it’s tough here. We have to do the best with what we’ve got. We’re the only store that sells hardware around here. But we have to fight to keep prices down so people can still afford to shop here. There’s not a lot of opportunity here but not everybody can afford to drive, so everybody in town has to work hard to keep the business here.
What’s unique about your business? We know everybody who walks through the door. That’s really important for us, and we want to keep it that way. Our customers are our neighbors, and their kids go to the same schools as our kids. We work really hard to treat our customers right and be able to proudly look them in the eye when they come in here.
What new initiatives do you have planned for 2025? We recently invested in some rental equipment, such as excavators and trenchers. We really hope it will bring in extra income, especially in rough months. We hope it takes off, because it was a big investment. We have 10 pieces of medium-sized equipment now and are hoping to get more and keep growing that business.
What’s your strongest niche category? We have a lot of plumbing parts. People don’t want to drive 30, 45 miles away to get parts. There’s also no longer an automotive store in
Naples Hardware & Supply in Naples, Texas, invested in rental equipment and looks to add more in 2025.
town, so people come to us for their nuts and bolts to work on cars.
How are sales and customer counts so far in 2024? Count is good. Sales are down about 30 percent. We
had a couple of big projects in town that were complete. There is also a sewer and water moratorium, which essentially means a housing moratorium. No new home builds.
We’re strictly a tourist town, and tourist season was pretty good.
What’s unique about your business? We’re a small home center, carrying everything from building products to RV parts. We’re oriented to summer residents and people going through Yellowstone National Park. About 75 to 80 percent of our sales are done in just six months. It affects our store economy, but after 45 years, we’ve learned how to handle it. We order heavy in the spring, and we’re fortunate to have Do it Best work with us with a bunch of dating. It’s still a guessing game, and we were a little heavy on inventory this year.
What new initiatives do you have planned for 2025? We’re looking at online sales. We’re 90 miles away from the next largest city, so having broader online sales would be convenient for our customers. We have a pretty good online presence
About 75 to 80 percent of Westmart Do-it Center’s sales are done in just six months, creating a business model that is sometimes challenging.
and can order unique items for customers. That is something we’re looking at, though.
What’s your strongest niche category? Our biggest sales are in building products; next biggest is paint and the RV department. We do a lot of business with our RV department, because we’re right next to a huge RV park and there are lots of other parks and the national park nearby. For retailers looking to get into RV, look at the traffic and whether there’s enough to support it. You don’t have to devote a lot of store space to an RV department but have the necessities, such as sewer hoses. We have about 300 SKU in our RV department.
Greg Forsythe Westmart Do-it Center West Yellowstone, Mont.
NEWS UPDATE
By Doug Donaldson
GREEN LIGHT FOR DO IT BEST PURCHASE OF TRUE VALUE
AS THE BANKRUPTCY AND SALE PROCESS ADVANCES, STORE OWNERS WEIGH OPTIONS FOR FUTURE STABILITY AND SUPPORT.
“We’re at a crossroads,” said Lori Colgan, owner of Brown’s True Value Hardware in Atwood, Kan.
Colgan bought her store when she was 25 and single. She got married and raised her children as “True Value kids.” She fondly recalls meeting Terry Bradshaw at a True Value Reunion and still has the football he signed for her. Like many retailers, Colgan had heard that True Value was looking for a buyer, but she was surprised by the bankruptcy filing.
“When I heard the news, it was an emotional response at first,” Colgan said. “It’s not just about our store name. We could be Brown’s Hardware. If True Value stays around as a brand through Do it Best, we’ll go with Do it Best. If that’s off the table, we’re looking at other options, and other distributors have stopped in.”
Lori Colgan (third from right), owner of Brown’s True Value Hardware in Atwood, Kan., bought her store when she was 25 and single, later got married and raised her children as “True Value kids.”
Other retailers weren’t as surprised as Colgan. Franklin Cloninger, general manager of Triangle True Value Hardware and Rental in Greenwood, S.C., said recent supply line issues following Hurricane Helene raised red flags about the True Value.
“During COVID, we diversified our vendors,” Cloninger said. “We have a
primary, secondary and third. We’re excited to partner with Do it Best to get a little bit more energy, which is key for us.”
Cloninger said that several customers and employees have had questions about the True Value bankruptcy.
“We did some video releases and press releases to customers explaining that we’re shifting from one business model to another as far as a supplier,” Cloninger said. “We are expecting a significant out-of-pocket cost and that part will be a challenge, but we’re optimistic that Do it Best will have a smart plan and way to execute going forward.”
Like Triangle True Value, many other True Value retailers have had to explain to customers that their store isn’t going out of business. The days after the news broke about True Value’s bankruptcy, Solenberger’s True Value in Winchester, Va., posted a message by owner John Solenberger Jr. on its social media that briefly explained the bankruptcy proceedings and offered this assurance:
“Although the bankruptcy and sale of our 75-year-old distributor and co-op is a significant moment, it will not affect our day-to-day operations or the way we serve our customers. We are committed
Franklin Cloninger, general manager of Triangle True Value Hardware and Rental in Greenwood, S.C., said he has had to respond to several customers and employees about the True Value bankruptcy.
to continuing our great tradition of service for many generations to come.”
Similarly, Mike Outlaw, owner of Harpeth True Value in Franklin, Tenn., was interviewed by the local newspaper and emphasized his store’s commitment to stay open and serve his community just south of Nashville.
JUDGE SMOOTHES PROCESS FOR DO IT BEST ACQUISITION
True Value Company has reached a crucial agreement with its lenders to prevent liquidation and move forward with an expedited Chapter 11 bankruptcy process. This arrangement, approved by U.S. Bankruptcy Judge Karen Owens on October 31, enables True Value to proceed with its reorganization while advancing the anticipated sale to Do it Best. Judge Owens, expressing her relief over the agreement, stated, “I’ll sleep much better tonight, and I know you will, too.”
The agreement also lifts a prior condition for True Value to uphold a minimum inventory level, reflecting lender confidence that the company will maintain adequate stock during the sale process. Earlier concerns from PNC Bank, which had objected to True Value’s use of cash collateral, were resolved through this agreement, allowing the
NEWS UPDATE
company to continue operations uninterrupted. Bradford Sandler, representing the unsecured creditors, praised the settlement, saying it was a “terrific result” that enables True Value to move toward a targeted sale completion on November 22.
Designating Do it Best as the stalkinghorse bidder, the agreement sets Do it Best’s bid at $153 million with an additional $10 million if needed to satisfy the $163 million required by True Value’s prepetition lenders. The proposed timeline expedites the process with an auction set for November 11, a sale hearing on November 12, and an expected closing on November 22, weeks ahead of the original December 6 schedule. This swift resolution aims to preserve True Value’s operations, protect jobs, and maintain its role in the hardware industry.
A FEW WEEKS OF LIMBO
From the onset of the bankruptcy proceedings, True Value stated that it will continue operations, providing goods and services. However, on November 4, the company temporarily suspended its drop-ship program to build warehouse inventory in the short term and enhance seasonal fill rates into winter and spring, according to a notification sent to retailers and vendors. The letter stated: “True Value will temporarily restrict direct ship orders that would be billed November 4–November 22.”
On November 4, True Value temporarily suspended its drop-ship program to build warehouse inventory in the short term and enhance seasonal fill rates into winter and spring, according to a notification sent to retailers and vendors.
The True Value notification also included a suggestion to use Do it Best’s drop-ship program in the interim, stating: “Because Do it Best likely will be acquiring our assets and combining our business with theirs in the next few weeks, we think it makes sense to send your direct ship business to them as the right choice to handle that business until our sale transaction is completed.”
The notification suggested True Value retailers contact Do it Best with questions at 260-748-5588 or support@doitbest.com.
While Do it Best announced its bid to acquire substantially all of True Value’s assets and business operations, the transaction remains subject to regulatory and court approvals. Until the bankruptcy is closed, Do it Best must operate as a competing organization. Also, in the interim, the co-op is in the process of aligning staff to assume the day-to-day operations of True Value. Unlike previous Do it Best transactions, such as the mergers with United Hardware earlier
“If any retailer in the marketplace is experiencing uncertainty or supply disruptions, Do it Best stands ready, willing, and able to meet their needs, and they don’t have to rebrand or take their sign down to do it,” said Dan Starr, Do it Best president and CEO.
this year or Our Own Hardware in 1998, True Value is being acquired in whole.
“If any retailer in the marketplace is experiencing uncertainty or supply disruptions, Do it Best stands ready, willing, and able to meet their needs, and they don’t have to rebrand or take their sign down to do it,” said Dan Starr, Do it Best’s president and CEO. “Our message is clear: Do it Best is here to bring stability and to supply independent home improvement retailers with the least disruption so store owners can focus on serving their customers.”
OTHER WHOLESALERS OFFER SUPPORT
As reported in the October issue of Hardware Connection, after the news about True Value’s bankruptcy broke on October 14, Orgill released a statement offering assistance to affected retailers.
Steve Henry, House-Hasson Hardware’s president and CEO, also expressed a commitment to supporting True Value dealers as they navigate the uncertainties surrounding the company’s recent Chapter 11 bankruptcy. Acknowledging that many dealers were caught off guard, Henry emphasized that House-Hasson, as the largest
After the news broke about True Value’s bankruptcy, Solenberger’s True Value in Winchester, Va., posted a message by owner John Solenberger Jr. on its social media that briefly explained the bankruptcy proceedings.
independent regional distributor in the United States, is prepared to step in and assist where needed. “We want to help folks,” Henry stated, adding that many True Value dealers are still assessing their options and waiting for clearer direction. “Our No. 1 priority always has been and always will be to make sure that our Dealers are our primary concern; we would not be in a position to help others if it were not for their loyalty and support.” He pointed out that
NEWS UPDATE
“If someone needs help in our footprint, we’ll visit them,” said Steve Henry, House-Hasson Hardware’s president and CEO, stressing the company’s commitment to ensuring shelves stay stocked and sales are not lost due to supply issues.
House-Hasson stands ready to support any dealer within their territory, whether House-Hasson is their primary or secondary supplier.
Henry also highlighted the recent expansion of House-Hasson’s capacity with two newly acquired warehouses stocked to address potential supply gaps, a result of its acquisition of BostwickBraun earlier in the year. “If someone needs help in our footprint, we’ll visit them,” he said, stressing the company’s commitment to ensuring shelves stay stocked and sales are not lost due to supply issues. While the future remains unclear, Henry was adamant that HouseHasson is focused on building relationships and being a dependable resource for True Value dealers in need, particularly during these challenging times.
THE PATH PAST BANKRUPTCY
In a video released by Do it Best, Lee Kuenning, chairman of the board for the True Value Cooperative, shared thoughts about the bankruptcy and path forward. In 2018, ACON purchased 70 percent of True Value, and the remaining 30 percent is owned by
In a video from Do it Best headquarters in Fort Wayne, Ind., Lee Kuenning, chairman of the board for the True Value Cooperative, shared thoughts about the bankruptcy and path forward. In 2018, ACON purchased 70 percent of True Value, and the remaining 30 percent is owned by True Value Cooperative.
True Value Cooperative. In the video, Kuenning said: “While it’s been disappointing, learning of the challenging financial situation that True Value has had, as a board, we had no visibility to the decisions of the company that were being made. We received the same communication that you did at the exact same time.”
At the conclusion of the video, Kuenning offered hope of returning to a co-op format through Do it Best, saying: “We get to maintain our independence while working with a partner committed to our success. We get to return to a coop, one that is financially strong, truly cares, and is here to hear our thoughts and our opinions.”
Other True Value retailers are looking to the other side of the court proceedings, as well. “We haven’t been able to get products right now,” said Matt Capano, owner of Gloversville True Value Hardware in Gloversville, N.Y. “I want to see everything get up and going with Do it Best. Overall, I think this is going to be a good thing for me.” n
TRUE VALUE CREDITORS CLAIM $90+ MILLION
True Value Company’s Chapter 11 bankruptcy filing has revealed a substantial list of creditors with significant claims. As of November 6, 2024, the company reported 869 total claims amounting to $90,039,430.01, primarily from unsecured creditors. Notable claims exceeding $500,000 include, in descending order:
• Jonathan Green & Sons (Farmingdale, NJ): $531,346.72
• Lawn & Garden LLC (Atlanta, Ga.): $530,490.24
Additionally, The Rosen Plaza Hotel in Orlando, Fla., submitted a claim of $119,182.03 for conference-related expenses, and the North American Hardware & Paint Association filed a claim of $153,200 for online training programs and group membership. The sole secured creditor listed is Uriah Products of Springfield, Mo., with a claim of $283,921.85 secured by a lien on property.
BUILDING A SMARTER RETAIL FUTURE
Jim Rivas, promoted to president of Tyndale Advisors, brings years of retail tech and home improvement expertise from Orgill, where he served as director of retail technology and led advancements in tech solutions.
WITH YEARS OF EXPERIENCE AT ORGILL, JIM RIVAS STEPS INTO HIS NEW ROLE AT TYNDALE ADVISORS WITH A FOCUS ON INNOVATION AND SUPPORTING INDEPENDENT RETAILERS.
Earlier this year, Jim Rivas was promoted to president of Tyndale Advisors, the marketing arm of Orgill. Rivas steps into this role with a wealth of experience in retail technology and home improvement operations, which he looks to rely on as he guides Tyndale Advisors’ growth and innovation. Before his promotion, Rivas served as the director of retail technology at Orgill, where he played a critical role in enhancing the company’s technological offerings. He led initiatives such as the integrated e-commerce rollout for Central Network Retail Group (CNRG), contributing to Orgill’s nationwide expansion of tech solutions. His strategic vision and expertise in retail operations have been recognized by Orgill’s leadership, including President and CEO Boyden Moore, who emphasized Rivas’ ability to build high-performing teams and drive industry trends forward.
Rivas’ career spans more than 25 years, with leadership roles including vice president at Friedman’s Home Improvement and a decade-long tenure at Home Depot. His background in operations has provided him with a comprehensive understanding of retail dynamics, which he seamlessly integrates with technology to improve business outcomes. Now, as he takes on his new role at Tyndale Advisors, Rivas aims to continue supporting independent retailers. He brings a focus on excellence and innovation, setting the stage for Tyndale to expand
Elliott’s Hardware in Texas recently softlaunched Orgill’s first headless e-commerce platform, a flexible, modular system designed to replace traditional monolith setups. This approach allows retailers to add or adjust features without constant replatforming, marking a new direction in retail technology.
its services in retail technology, digital marketing, and integrated solutions. This Hardware Connection questionand-answer article delves into Rivas’ career insights, his approach to leadership, and how he plans to navigate the rapidly evolving landscape of home improvement retail within his new role.
Q&A: INDUSTRY INSIGHTS
HC: How does your background as a hardware store manager inform how you approach serving Orgill customers?
Rivas: It puts me in a unique place where I understand everything at a very basic level, just being an operator. I’ve been a store manager; I’ve been a district manager; I’ve been a vice president—all of those things along the way. I always had a mechanical mind, so I want to know how things work, and hardware retailing really hasn’t changed a lot. It’s about having good operations, such as good operations around receiving; it’s having good data; it’s having good inventory, counting practices. Technology isn’t the solution for all of your problems. If you have bad practices, they will show up and be emphasized with technology every time.
HC: How do you apply your background in operations to the technology side of your job?
Rivas: When you deploy a system, you need some kind of organizational structure to support the technology such as signage. In my focus with CNRG as we were scaling e-commerce across the country, that’s one thing that we concentrated on: setting up supply chains for signage, the designs through Tyndale on directional signs, where to place store orders, how the process works, what you have to do
with your POS system as far as invoicing orders.
HC: What technology has changed Orgill’s business the most?
Rivas: We have gotten a lot better at product data. We deploy a PIM (product information management) system with 1.3 million items in it right now. We’re constantly in the process of enriching those entries with images and supporting documentation, such as manufacturer information sheets or installation instructions. The hardest part is getting to that level of enriched data and presenting it so it’s searchable online.
HC: How does Orgill determine what technological solutions to offer retailers?
Rivas: The process begins with gathering feedback directly from retailers, whether at our dealer market or via sales representatives using Salesforce in the field. Right now, there’s strong interest in electronic shelf labels and automated pricing. We’re running a proof of concept on electronic shelf labels at our Germantown, Tennessee, store to assess their impact on cash flow and ROI.
Our approach is deliberate: we use CNRG stores as testing grounds. We typically begin with one location, evaluating the technology’s value and ROI for the customer. When successful, we expand to a broader pilot across different CNRG store formats—like
As a leader, Rivas believes in mentoring. His team, left to right: Adam Cusumano, Unilog EVP of product and marketing; Nancy Brincheiro, Unilog program manager; Grant Morrow, Orgill ecommerce director; Rivas. hardware stores, lumberyards, and home centers—testing the technology’s viability in various environments nationwide.
The benefit of doing business with Orgill is that we fail so the customer doesn’t have to. When we find new, successful initiatives to bring online, then we will expand those efforts and take them more to a pilot. Upon successful pilot results, we negotiate with vendors to secure competitive pricing and ensure the best value for dealers. This process enables us to offer effective, field-tested technology solutions at the dealer market, giving retailers a reliable option backed by Orgill’s support and advantageous pricing.
HC: What will be some new tech we can see in stores soon?
Rivas: We’re rolling out our first headless e-commerce platform. That means that it’s kind of a change from the old monolith programming, where you have to do development for everything. It’s a single engine that has
integrated pieces that you can add to it, kind of like Legos. We did our first soft launch at one of our CNRG brands, Elliott’s Hardware in Texas. I think that is going to be the future of e-commerce. You’ll see providers that are on monolith systems right now coming off that and going to headless, because it’s going to help you so you don’t have to replatform all the time. Retailers can add pieces as needed.
HC: What’s an example of how the new platform benefits retailers?
Rivas: AI search. We have a partner that we’ve integrated with our e-commerce. This AI search learns what to present to the customer. There are other pieces of it where we have PIM integrations. We have roadmapped our priorities for the year based on what our customers are
Q&A: INDUSTRY INSIGHTS
asking for. The last-mile delivery is a high priority for us to get done this year. We want to make sure that the customer expectation for delivery is now about an hour or maybe two hours.
HC: Are there tech innovations Orgill is looking to add in the next couple of years?
Rivas: We are investing tremendously in technology, not just in the retail space, but also in our distribution center. We are putting advanced robotics in our distribution centers that actually bring the picking station to you. It’s pretty neat. You’ll see a lot of that. You’ll see AI. At CNRG, we have deployed some invoice automation. This technology grades an invoice and gives a percentage of certainty. As the certainties gain in the 90-plus percentile, then you no longer need to look at those invoices. So that’s a task where you might have thousands and thousands of invoices coming in, and that’s a task that you no longer have to do.
Orgill’s Germantown, Tenn., store is piloting electronic shelf labels to test the impact of automated pricing on cash flow and ROI. This proof of concept will assess the technology’s potential benefits for retailers before a wider rollout.
HC: Describe your leadership style and what you hope to bring to the culture side of Tyndale Advisors.
Rivas: My default position is curiosity. I am really kind of a curious guy and there’s a lot to be said for mentorship. I think everyone should have a great mentor. I had a lot of great ones in my life, and I owe it to those people. When I reflect upon them in my career, they’ve helped me get to where I’m going. I want to be that person for other people because, really, when you think about it and you think about your job, your job really isn’t who you are, it’s just what you do. And that speaks a lot to my leadership style. I want to make sure that I have a positive impact on people and help them in their careers.
HC: In your new role, you oversee marketing. What do you plan on addressing for retailers related to marketing?
Rivas: We’re going to bring marketing and technology to retailers at the same time as a very holistic approach. I was just talking with a customer this morning about going from print to digital, and that’s something that we’ve been doing over the past few years at CNRG, moving to more of a digital solution. And that’s a perfect case for how those departments come together, because a lot of people need help with that and that’s where the consulting comes in. We want to be a complete solutions provider.
HC: How do you see Tyndale Advisors helping retailers with merchandising?
Rivas: We have a really elite merchandising team run by Jason Burdick, and these guys are the best of the best. Walk the floor at our market and you’ll be able to see what they do in a very short period of time. We want to help our customers come up with solutions that are going to just look great and sell a lot of products. It’s not just about the merchandising aspect; it’s product assortment as well. And that’s where our retail service partners come in and help us with things like conversions. Merchandising and assortment planning are definitely strengths.
HC: How does Tyndale Advisors assist retailers with human resources?
Rivas shares insights during a Dealer Market panel. Left to right: Will Aubuchon, CEO, Aubuchon Hardware; Rivas; and Tony Foy, director, Tyndale Advisors Marketing.
Rivas: That’s in its infancy, and that’s something I would like to focus on. Managing human resources and payroll is something that our customers don’t like to do. They need help with that, and we want to be that partner to help with solutions. I’m delving in and making sure that we have the right human resource and payroll partners.
HC: What trends do you see evolving in the next two, five years?
Rivas: I think you’re going to see pressure on wages in some areas of the country, specifically the West Coast and New York area. People are going to look for ways to get more efficient and they will do that through automation. We’re looking at how to make systems easier and safer, so we don’t have to think about some of these repetitive tasks. Technology could apply to some of those things to where retailers repurpose that labor to be more customer facing. n
FEATURE HOW TO HARNESS BRAND POWER
By Doug Donaldson
Hardware Sales has become a go-to destination for contractors, DIYers, and homeowners in the Pacific Northwest.
Today, the Bellingham, Wash., store occupies more than 37,000 square feet of retail space, spanning four city blocks.
HARDWARE SALES HAS MASTERED EVENT-BASED MARKETING AND COMMUNITY PARTNERSHIPS.
LEARN HOW THIS BELLINGHAM, WASH., DO IT BEST RETAILER BOOSTS SALES WHILE MAKING A DIFFERENCE IN ITS COMMUNITY.
Nestled in the heart of Bellingham, Wash., Hardware Sales has become a community landmark that has adapted and evolved with clever and innovative marketing strategies. From its humble beginnings as a supplier of dynamite to local loggers to becoming a powerhouse retailer in the Pacific Northwest, Hardware Sales has built a legacy of commitment to customers, community, and quality service.
Founded in 1962, Hardware Sales began as a family-run operation when Max and Alta McClellan took over Powder Sales, a small store catering to miners, loggers, and road builders. Originally located on James Street in Bellingham, Powder Sales sold dynamite and other explosives to nearby industrial businesses. As the company gradually transitioned away from the explosives market, it rebranded as Hardware Sales and expanded into general hardware and home improvement supplies.
By the early 1970s, Hardware Sales relocated to its current and much larger retail location in downtown Bellingham. Over the decades, the store has become a go-to destination for contractors, DIYers, and homeowners in the Pacific Northwest. Today, the store occupies over 37,000 square feet of retail space, spanning more than six city blocks. Its operations also include e-commerce distribution centers in Washington and Indiana, serving customers nationwide.
As the business grew, so did the McClellan family’s involvement. Today, the third generation, led by Ty McClellan, continues to operate Hardware Sales. As the sole owner, Ty’s vision has modernized operations and prepared the business for future growth. His daughter, Brookelyn McClellan, is the fourth generation to be part of the Hardware Sales team.
McClellan family leadership has carried the business into the digital age while maintaining the store’s reputation
DEALER PROFILE
Brookelyn McClellan is the fourth generation to be part of the Hardware Sales team and leads the company’s marketing efforts.
for customer service and product variety. The company offers more than 100,000 items and has a growing suite of services including equipment rentals, a lawn equipment service center, and an industrial sales division.
More than half of Hardware Sales’ revenue comes from e-commerce sales, where the company operates as a third-party seller on Amazon. With the experience gained from their online sales, Hardware Sales created Onkata, a division of the company that helps manage other businesses’ Amazon presence.
MARKETING STRATEGIES FOR THE LONG HAUL
Hardware Sales’ ability to adapt to customer needs has been integral to its success.
Hardware Sales branded hoodies and T-shirts have become a collector’s item among locals. In 2023, wearing the Hardware Sales Tool Fair T-shirt offered customers discounts at 10 local breweries and restaurants.
One of the most important marketing strategies is the annual Tool Fair, an event designed to connect customers with the store’s vendors. What started as a small gathering has evolved into a major regional event, attracting customers from all over the Pacific Northwest. Vendors showcase new products, provide live demonstrations, and offer exclusive deals, creating an atmosphere of excitement and engagement.
One of the highlights of the event is the limited-edition Tool Fair merchandise—especially the branded T-shirts, which have become a collector’s item
DEALER PROFILE
among locals. In 2024, the event incorporated a unique twist: wearing the Tool Fair T-shirt offered customers discounts at 10 local breweries and restaurants. This creative strategy not only promoted the event but also fostered partnerships with other local businesses, further embedding Hardware Sales into the fabric of the community.
Hardware Sales relies on several distributors, including Do it Best, Orgill and Emery Jensen Distribution. The company utilizes co-op funds from Do it Best for branded products such as buckets, hoodies and employee uniforms.
SOCIAL MEDIA, GENERATIONAL CONNECTIONS
Social media has become a central pillar of Hardware Sales’ marketing efforts. Led by Brookelyn McClellan,
One of the most impactful marketing strategies is the annual Tool Fair, an event which connects customers with the store’s vendors and includes prize raffles. The fair started as a small gathering and then evolved into a major regional event, attracting customers from all over the Pacific Northwest.
the store’s social media channels showcase everything from new products and in-store promotions to customer stories and community partnerships. During Tool Fair, the store ran a social media raffle where attendees posted photos of themselves at the event to enter a giveaway. The initiative generated significant engagement and spread awareness across multiple platforms.
Aligning messaging to the demographics of customers and staying in touch with trends have been key
considerations to Hardware Sales’ marketing efforts.
“One of our hurdles will be connecting with our next generation of customers,” Brookelyn says. “Our focus will be maintaining our community presence while also holding the door open to future community members.”
In the future, the company looks to explore ways to get more involved with training programs for tradespeople.
“The current statistics say that we are losing more tradespeople to retirement than we are bringing into the economy,” Brookelyn says. “Our business is heavily reliant on the general trades and industrial markets, and we hope to continue being a part of getting new people into the trades.”
PARTNERSHIPS STRENGTHEN COMMUNITY TIES
Along with being focused on selling products, Hardware Sales supports and contributes to the Bellingham community it serves. The store has long been involved with local businesses and nonprofits, lending tools and equipment for events and projects. One prominent collaboration is with Stemma Brewing, a brewery just down the street from Hardware Sales. The brewery and the store have cultivated a mutually beneficial relationship over the years, which led to the
FOUR TIPS FOR BETTER BRAND AWARENESS
Here, Brookelyn McClellan, operations and marketing coordinator for Hardware Sales, shares tips for boosting brand presence through merchandise:
1. Stay in tune with local trends: Understand what your customers want and what’s popular in your community.
2. Add fun to the experience: “Our customers love when we inject some creativity into our merchandising,” Brookelyn says. “For example, we have a neon sign of our logo, and it’s a big hit.”
3. Keep it fresh: “We’ve never repeated a hoodie design, creating a sense of urgency for customers to collect them,” she says.
4. Think outside the box: Tailor your merchandising to fit the unique vibe of your community. What works for one place may not work for another.
DEALER PROFILE
creation of a collaborative beer, “The Hazy Contractor.” This hoppy partnership captures the spirit of Hardware Sales as a business built on relationships and mutual support.
Other collaborations with local restaurants and bars involve branded merchandise such as pint glasses and coasters, which have helped increase visibility. By offering these branded items, Hardware Sales ensures that its name is present in local spaces where its customers are likely to spend time. In fact, customers often send photos of Hardware Sales merchandise from all corners of the globe, a testament to the store’s far-reaching influence.
THE POWER OF BRANDED MERCHANDISE
One of Hardware Sales’ cleverest marketing strategies has been its approach to branded merchandise. The store offers a wide range of custom T-shirts, sweatshirts, hats, pint glasses, and other items, all adorned with the Hardware Sales logo. These products are affordable and well-made, which has made them popular not only locally but also with
From coffee mugs to hats, T-shirts and beer, customers often send photos of Hardware Sales merchandise from all corners of the globe, a testament to the store’s farreaching influence.
Hardware Sales branded clothing is available for even for the youngest members of the Bellingham, Wash., community.
HOW TO CREATE, NURTURE LOCAL PARTNERSHIPS
1. Don’t be afraid to ask: “From our experience, only about 10 percent of local businesses we approach decline collaboration opportunities—people love to partner up,” Brookelyn says.
2. Choose the right fit: Identify what’s popular in your town.
customers who visit from out of town.
The graphics are well-designed and so cool that some of the store’s branded merchandise has become local collector’s items.
The marketing team at Hardware Sales ensures that new merchandise is introduced regularly, often in coordination with events like Tool Fair or seasonal changes. By keeping a fresh rotation of items, customers are encouraged to return to the store and check out the latest gear. And the best part? The community proudly wears the merchandise, turning customers into walking advertisements.
The merchandise also fosters a sense of community among loyal customers. Whether it’s at a local bar, a community event, or even while traveling abroad, spotting someone in a Hardware Sales shirt often sparks a conversation and reinforces the store’s status as a beloved local institution. n
“For us, with over 14 local breweries, beer collaborations made perfect sense,” Brookelyn says.
3. Support local causes: “We often get our rental department involved in local nonprofit events, allowing us to give back while building strong relationships,” she says.
4. Collaborations resonate with customers: When you align your brand with reputable local businesses, your customers will respond positively.
RETAILER2RETAILER
The streets of Hot Springs were unrecognizable, transformed into rivers that carried debris and mud.
By Jeanne Caldwell Gentry
GENTRY HARDWARE WON’T DIE
After the floodwaters in the wake of Hurricane Helene receded, Jeanne Caldwell Gentry, with the help of volunteers, began rebuilding Gentry Hardware in Hot Springs, N.C.
AFTER HURRICANE HELENE, WE FACED A HARDWARE STORE FAMILY’S WORST NIGHTMARE, BUT THE HANDS AND HEARTS OF FRIENDS AND STRANGERS ARE HELPING BRING US BACK.
The Gentry family has lived in Hot Springs, N.C., for generations and ran a general merchandise store before laying the foundations of Gentry Hardware in 1946. The stonework building was constructed with pride, using locally sourced river rock and skilled local craftsmen. It continues to be a family-owned and operated oldtimey hardware store and is the oldest business in Hot Springs.
RETAILER2RETAILER
The Gentry name has been around here a long time, and hometown people know it is a family name you can trust. My husband, Keith Gentry, falls into that category. Keith took over the store about 18 years ago while still working as an electrician, until he eventually retired and focused on the store full time. I met him in 2008 and began to work on my days off learning a little bit about the hardware business. After I retired from my job in 2015 and we finally got married, we began working at the store together. We created a hardware store that is the go-to for contractors along with locals making home repairs and items that attract our huge tourism base. My husband focuses on plumbing and electrical, and I deal
with the hardware, paint, home, and pet sections of the store.
Our business is in a small rural mountain town of about 600 residents, and we do everything in the store the old-fashioned way. We are 30 miles in either direction to a big-box store, which makes our location unique. We do not use a point-of-sale system; instead, we rely on our memory and daily manual inventory checks. With every square inch of our 1,500-squarefoot store packed tight, Keith and I
After Hurricane Helene, the inside of Gentry Hardware was a ruin. Every window but one had blown out, three feet of mud caked the interior and the floor had collapsed.
have built strong relationships with the 600 residents, contractors and tourists who come from all over. Hot Springs is known for the Hot Springs Resort and Spa, which also features a campground along the French Broad River, and the sidewalk in front of the store is part of the Appalachian Trail. This brings tourists, campers, and hikers who stop in and say Gentry Hardware’s wooden floors remind them of when they went to the hardware store with their dads back as kids.
THEN HURRICANE HELENE ARRIVED
Hot Springs is in a bowl, a valley below the mountains. Sometimes, it may not rain much in town but up on the mountains the heavier rains flow
down. Gentry Hardware is right next to a bridge over Spring Creek, which runs right beside the store.
On Friday, September 27, it had rained three inches overnight from Hurricane Helene but it had rained the previous two days, saturating the ground to the point where it couldn’t absorb any more water. On that morning, the creek surged. We thought we might be safe after piling sandbags two to three feet high. The night before I filmed the entire store, expecting we might face a couple feet of water, but nothing more. By 10 a.m., the creek was already breaching the sandbags, and the water was lapping at the wheels of the parked cars. Keith and I exchanged worried glances and retreated up the hill
The 101st Airborne from Fort Campbell came to assist with cleaning the historic wooden floors, forming an assembly line to wash, sand, and prepare them for reinstallation.
RETAILER2RETAILER
behind the store, watching helplessly as the water continued to rise.
From our vantage point, we saw the water was up near the window awnings, about 10 feet above the street level. The streets were unrecognizable, transformed into rivers that carried debris and mud. It was then that I felt a sickening realization in my stomach—we had lost more than we had prepared for. Our store, our livelihood, was submerged. I could not watch any more, and we turned and went home.
In 1977, another bad flood took out several buildings in town and got into Gentry Hardware. The store’s floor collapsed with that one, but with this flood there was a significant difference: mud. We returned that afternoon as the water began to recede, only to find that every window but one had blown out. Three feet of mud caked the interior and the floor had collapsed just like in 1977. The sight was devastating; With huge sinkholes gouged into the one main road, the town itself had been torn apart. Twelve businesses were destroyed along with the Town Hall Building and Community Center. The Post Office was damaged as well as several homes.
It is so mind-boggling. It is so surreal, like it didn’t really happen.
SUNSHINE AFTER THE STORM
In the face of this destruction, something incredible happened. By Saturday
For four straight days, the community worked side by side, removing debris, cleaning up what they could, and showing us a level of support that went beyond anything we had ever imagined.
morning, around 30 local community people showed up to help, shoveling mud out of the back door. It was not just our longtime customers and friends; people we didn’t even know showed up, drawn by the sheer need to help.
For four straight days, the community worked side by side, removing debris, cleaning up what they could, and showing us a level of support that went beyond anything we had ever imagined. Mud covered a good 85 percent of our inventory. We cleaned off what we could, but so much of it was a total loss. We continue to clean even after five weeks.
Volunteers came from everywhere: locals, loyal tourists, even people from out of state who had heard about the town’s plight. There was muddy inventory all over the place. A young man in his 30s showed up, asking if he could help organize. By the end of the day, he had the plumbing, electrical, and
houseware sections sorted, something I had not thought was possible amid all the chaos. That moment made me realize that everyone has a talent, and every effort counts.
The donations are mind-boggling. A friend, Ken Wilbanks, who works in the lumber industry, stepped up to source and donate essential materials for our reconstruction. His network brought in support from all over the country. Another contractor and his family got enough donations to buy us a large storage shed. The local trucking company loaned us a tractor trailer for storage as well. One day, he secured sponsorships for eight new windows, which are now on order. The 101st Airborne from Fort Campbell even came to assist with cleaning the historic wooden floors, forming an assembly line to wash, sand, and prepare them for reinstallation. Watching them work was awe-inspiring, a testament to the human spirit and the power of community.
Today, in early November, we are still in the thick of recovery. Instead of welcoming customers and helping them with their home projects, Keith and I walk into the store to sort through what remains and push forward with the reconstruction. It is almost surreal, like we’re stuck in an endless routine of cleanup and rebuilding. Yet, every day, someone new shows up to lend a hand. On weekends, we have volunteers lining up, ready to lift, move, and organize. Their
presence keeps us motivated, proving that resilience is a community effort.
Through all of this, prayer is the most important thing, because without prayers, we would not have gotten to where we are.
We still have a long way to go, especially with inventory and restocking. But our hope has never wavered. We had a huge donation from a hardware store supplied by Orgill (our supplier as well) of $5,000 worth of materials, which included essentials like brooms, shovels, and PPE—items that we desperately needed. Two other hardware stores have pledged donations and offers of help in the future with inventory placement. This gesture, along with countless others, reminds us why we’re doing this: not just to keep Gentry Hardware running, but to uphold the legacy of service and trust that started back in 1946. There are so, so, so many people to thank.
Rebuilding isn’t just about putting things back in their place; it’s about honoring the past and returning to being that same small store the community has counted on for generations. We hope to reopen in mid-2025. n Jeanne Caldwell Gentry and her husband, Keith Gentry, run Gentry Hardware in Hot Springs, N.C. Jeanne leaves the key cutting and chain saw sharpening to Keith.
STRENGTH THROUGH THE STORMS
FACED WITH BACK-TO-BACK NATURAL DISASTERS, THE HARDWARE INDUSTRY STEPPED UP, PROVIDING ESSENTIAL SUPPORT, EMERGENCY SUPPLIES, AND WEATHERPROOF DEDICATION TO THE COMMUNITIES THEY SERVE.
The southeastern United States faced consecutive, devastating blows as two powerful hurricanes struck within a few months of each other in 2024. Hurricane Debby, which barreled into the Gulf Coast in July as a Category 3 storm, left a trail of destruction. Before communities could fully recover, Hurricane Helene made landfall in Florida’s Big Bend region on September 26 as a Category 4 storm, packing winds of 140 mph and unleashing destruction across Florida, Georgia, South Carolina, North Carolina, and Tennessee.
On the store’s outdoor sign and social media, Young Ace Hardware in Weaverville, N.C., which lost power after Hurricane Helene, updated customers about relief supply availability.
Solenberger’s True Value in Winchester, Va., partnered with local businesses to collect essential items like bottled water, hygiene products, and baby supplies, ensuring aid reached communities hit hardest by Hurricane Helene.
The compounded impact of these storms left communities reeling. The combined damage exceeded $100 billion, with Helene alone causing an estimated $53 billion in North Carolina. The death toll from Helene surpassed 230 across six states, adding to the human toll left by Debby just weeks earlier. Both hurricanes triggered widespread power outages, affecting more than 1 million customers in North and South Carolina and dismantling critical infrastructure. This Hardware Connection special report highlights the response from hardware stores, distributors, and local communities as they came together to face these back-to-back challenges with resilience and compassion.
Forney Industries supported hurricane relief by donating 11,000 work gloves and 8,000 KN95 masks, providing essential protective gear for safe cleanup and rebuilding in affected areas.
TOLL ON STORES, INDUSTRY IMMEDIATE RESPONSE
Hardware stores in the Southeast felt the brunt of the storms along with other residents and businesses. Handy Andy in Vidalia, Ga., was partially damaged by Hurricane Helene and operated on generator power after losing electricity. Despite damage to the store and many long hours for employees, the store helped residents begin the recovery process after receiving relief supplies from Do it Best just days after the hurricane.
SPECIAL REPORT
Gentry Hardware in Hot Springs, N.C., was flooded and filled with three feet of mud, and as the store was mucking out, it became a hub for community relief efforts. (See “Gentry Hardware Won’t Die” for a first-person account of how owner Keith Gentry and his wife, Jeanne Caldwell, have started to rebuild their store and their community.)
Barnichol Hardware in Boca Grande, Fla., had just begun to stabilize from Debby when Helene hit. However, the store was able to quickly pivot to recovery efforts after receiving a Do it Best truckload of hurricane relief supplies. Meanwhile, Hudson’s Hardware & Outdoor Equipment in Clayton, N.C., partnered with Batista Grading Inc. and local government officials to clear debris and distribute food and water.
Paradise Home Center in Union, S.C., and Handy Andy in Vidalia, Ga., urgently needed generators, chainsaws, tarps and camping stoves for their communities and turned to their co-op, Do it Best, for quick deliveries of these supplies.
In the wake of Hurricane Helene, Triangle True Value Hardware and Rental in Greenwood, S.C., faced a significant challenge that served as a steep learning curve. With three stores, the company was somewhat acclimated to managing power outages, having previously equipped one store to operate with a generator for a
Ace Hardware employees and retailers united to assemble 1,000
“Disaster Relief Buckets” within 24 hours. Partnering with World Vision, these buckets provided essential supplies to 18 relief sites, aiding stormaffected communities.
day. However, after Helene, their three stores endured power loss for eight, nine, and 11 days. The stores closed for a few days to focus on repairing damage, cleaning up debris, and ensuring employee safety. Even six weeks after the hurricane, the company continued to work on building repairs and cleanup.
DISTRIBUTORS FACE STORM
Distributors such as Do it Best, Orgill, Ace Hardware, and HouseHasson Hardware stepped up to face immense logistical challenges in the aftermath of two major hurricanes. Orgill, whose distribution center in Tifton, Ga., endured hurricane-force
Orgill’s Tifton, Ga., distribution center, lashed by hurricane-force winds from Helene, resumed full operations and played a vital role in supporting storm recovery efforts. winds from Helene, played a critical role in supporting recovery for both storms. By September 30, power was restored to the Tifton facility, allowing full operations to resume. The distribution center in Inwood, W. Va., while unaffected directly, proved vital to maintaining the flow of supplies to affected areas, including regions still recovering from Debby.
“Each storm brings different challenges, and facing two major hurricanes in such a short period tested our systems and resolve,” said David Mobley, Orgill’s executive vice president of sales. “But we remained committed to supporting our customers in any way possible.”
Orgill’s field sales team, many based in the affected areas, played a key role in gathering information about where help was needed and coordinating relief efforts. Orgill prioritized the distribution of emergency supplies
such as generators, bottled water, gas cans, and chainsaws to affected areas. Despite road closures and rerouted deliveries, their drivers found creative solutions to the problems the storm presented. For example, drivers often coordinated alternative meet-up points to deliver products to customers.
Do it Best’s Lexington, Ky., warehouse staff operated around the clock, loading trucks with essentials such as tarps, flashlights, batteries, and nonperishable food.
The co-op’s sales and order support manager Tammy Wagner and outbound operations manager Tom Mowery were instrumental in maintaining communication between the warehouses and Do it Best’s
SPECIAL REPORT
member-owners. The coordination ensured that communities affected by both Debby and Helene received timely support. The Lexington warehouse was also backed up by the Sikeston, Mo., warehouse, which took on extra routes to alleviate pressure and maintain delivery schedules.
As an immediate response, HouseHasson quickly delivered 22 pallets of water—approximately 1,600 cases—to assist Blountville Hardware in Blountville, Tenn., whose community was affected. When the immediate need for water was not as high as anticipated, the store shifted its approach, encouraging people to purchase cases of water as donations. The funds from these purchases are being redirected to buy building supplies for rebuilding efforts.
Solenberger’s transformed their parking lot into a hub for relief supply collection, coordinating donations and filling trucks bound for flood-ravaged areas such as Boone, N.C.
House-Hasson President Steve Henry described the swift response: “As soon as we knew how devastated the area was, my phone began to ring, my email began to blow up from our dealers wanting to send us money to make sure it was distributed to the areas that needed it most.” HouseHasson connected with organizations like the Red Cross and Salvation Army to facilitate aid distribution. HouseHasson dealers across the country contributed products, supplies, and funds to assist those affected.
“It’s just been amazing to see how people care … knowing that we are in
a place where we can help get resources where they need to go,” Henry said. “This outpouring of support speaks to the very fiber of the hardware industry. It’s just been amazing to see how people care.”
Ace Hardware saw demand for emergency supplies swell immediately after the storm. Ace’s distribution centers in the East and South along with its vendor partners banded together to push emergency items into retail locations immediately after the storm and afterward, according to Katie Green, public relations manager for Ace Hardware Corp. In addition, The Ace Fund, a support system designed to help employees in times of crisis, played a significant role after the hurricanes.
Ace Hardware employees and retailers nationwide also came together to support impacted communities through the “Ace Disaster Relief Bucket” initiative. Partnering with World Vision, employees from Ace’s Oak Brook office assembled buckets containing essential
The Tennessee Air National Guard played a crucial role in moving relief supplies from Blountville Hardware, helping deliver much-needed aid to affected communities promptly.
items such as gloves, cleaning supplies, and dust masks. They assembled 1,000 buckets within 24 hours, which were distributed across 18 World Vision relief sites, providing crucial assistance to those rebuilding after the storms.
THE HEART OF RECOVERY
Local hardware stores and their communities were at the forefront of relief efforts. Solenberger’s True Value Hardware in Winchester, Va., stood out for its extensive community-driven donation campaigns following both hurricanes. Teaming up with Patton’s Movers and other local businesses, Solenberger’s organized collection drives that gathered bottled water, hygiene products, baby supplies, and nonperishables. Their commitment culminated in trucks packed with supplies bound for hard-hit areas, including Boone, N.C., which suffered flooding during Helene.
Blountville Hardware played a key role in organizing local relief efforts in northeastern Tennesssee following recent hardships. Partnering with WoodmenLife and other community groups, the store became a central
SPECIAL REPORT
hub for gathering and distributing donations. An inspiring moment came when the Miller family from Mitchell, Neb., drove more than 1,500 miles to deliver essential supplies to Blountville. Their 40-cubic-foot triple-axle trailer was filled front to back with clothing, blankets, shoes, baby furniture, and other necessities to be sorted and distributed. Remaining supplies included generators, fuel tanks, pet food, tools, and two pallets of toilet paper, with preparations underway to send items to Creston, N.C. Blountville Hardware’s partnership with House-Hasson and support from the Tennessee Air National Guard ensured these donations reached those in need effectively.
The response from Ace Hardware stores across the region was also robust as well. One particularly moving story came from Young Ace in Asheville, N.C., where manager Krystal Bechtol, despite having lost everything, reported for work to assist her community. Other Ace employees, including those from unaffected areas like Woodville Ace Hardware in Tallahassee, Fla., traveled to support their colleagues and local communities.
The Maddens, owners of an Ace store in Canton, N.C., exemplified resilience. Though a tree had fallen on their home, they opened their doors to shelter neighbors. Ross Apple, owner of Saunders Ace Hardware in Reidsville,
Blountville Hardware in Tennessee served as a key collection and distribution center for community relief efforts, organizing and delivering essential supplies to support those affected by the hurricanes.
N.C., sent a truckload of water to support the Maddens’ efforts.
Many other hardware stores across the country pitched in to help. Leeper Hardware in Jefferson City, Tenn., collected donations to send to those affected by the disasters. Tweedy Lumber & Hardware in Rushville, Ind., partnered with the Purdue Extension Rush County for a donation drive for essential supplies. Several stores—such as Costello’s Ace Hardware in Deer Park, N.Y., and Chattanooga, Tenn.-based Elder’s Ace Hardware—conducted round-up-atregister fundraisers to support those affected by the hurricanes.
CORPORATE CONTRIBUTIONS POUR IN
The hardware industry responded with substantial support for recovery efforts. Donations of protective
“ FORNEY
INDUSTRIES
ADDED TO THE INDUSTRY’S SUPPORT BY DONATING 11,000 PAIRS OF WORK
GLOVES
AND 8,000 KN95 MASKS, ESSENTIAL FOR SAFE CLEANUP AND REBUILDING OPERATIONS.
equipment, financial aid, and essential supplies were directed toward assisting communities with safe cleanup and rebuilding.
For example, Forney Industries added to the industry’s support by donating 11,000 pairs of work gloves and 8,000 KN95 masks, essential for safe cleanup and rebuilding operations. This proactive support ensured that workers and volunteers had protective equipment necessary for navigating hazardous post-storm environments.
The Home Depot Foundation committed up to $2 million for relief efforts following Helene, directing funds toward affected families and rebuilding projects. Lowe’s matched this commitment with their own $2 million pledge, focusing on nonprofit partnerships and community rebuilding initiatives.
CHALLENGES, LESSONS LEARNED
The dual impact of Hurricanes Debby and Helene highlighted the complexities of emergency response for the hardware industry. Road closures, disrupted supply chains, and power outages posed formidable challenges. Yet, these obstacles spurred innovation. For example, many stores coordinated directly with local governments and emergency services to clear routes and prioritize critical deliveries. Handy Andy’s continuing operations by using generators, despite storm damage, showed the importance of preparedness and adaptability in the face of disaster.
The hurricanes also served as a stark reminder of the importance of investing in long-term resilience. Boyden Moore, Orgill’s president and CEO, reflected on the lessons learned: “Responding to two significant hurricanes in one season has strengthened our commitment to refining our emergency protocols. We’re constantly evolving to ensure that we can support our communities when they need us most.” n
CHIP’S EQUIP EXPO FINDS
By Chip Wade
7 TOP TRENDS FROM THE 2024 EQUIP EXPOSITION
IN THIS ISSUE, HARDWARE CONNECTION SHARES CHIP WADE’S
TAKE ON THE LATEST TRENDS FROM THE EQUIP EXPO, WHICH INCLUDES HYBRID-POWERED TOOLS, STYLISH FIRE AND WATER FEATURES, AND SMART IRRIGATION SOLUTIONS.
Louisville’s Equip Exposition just wrapped up, and this year’s show did not disappoint! From sleek zero-turn mowers to luxury fire features, there was no shortage of standout products
The 2024 Equip Exposition showcased cutting-edge trends in outdoor power equipment, landscaping innovations, and hardscape solutions, drawing industry leaders and professionals for networking, product demos, and educational sessions in Louisville, Ky.
for outdoor living and landscaping. The Equip Expo highlighted emerging trends in outdoor and professionalgrade equipment, with an emphasis on blending luxury, efficiency, eco-friendliness, and functionality. After plenty of exploration, here are seven trends along with favorite finds that can help you bring function and style to the great outdoors for your store’s customers:
Homeowners can create a resort-like feel in their backyards with features that combine fire and water elements.
1. OUTDOOR SANCTUARY FEATURES: THE RISE OF FIRE AND WATER ELEMENTS
Outdoor sanctuaries are evolving as a must-have, combining luxury and serenity through integrated fire and water features. The Outdoor Plus exemplifies this trend with USA-made designs such as the Atlas Fire-Water
Fountain, Maya Fire-Water Bowl, and Paradise Falls Waterfall. The Atlas Fountain was a show-stopper, featuring a dome encircled by flames. These products mirror high-end resort aesthetics, offering homeowners ways to unwind right in their backyards.
2. ENHANCED TOOLS FOR PRECISION AND TIME EFFICIENCY
Paver Buddy addresses the need for accuracy in hardscaping, simplifying alignment tasks with tools that maintain consistent spacing between bricks and stones. This product is a response to the growing demand for user-friendly tools that ensure polished, professional results on projects like patios and walkways.
In addition, iQ Powertools iQ1550 Masonry Saw aligns with this trend by
Contractors are constantly on the lookout for job site efficiency, and several Equip Expo products met this need, such as the Paver Buddy.
CHIP’S EQUIP EXPO FINDS
delivering precise, dust-free cuts. Its drycutting system combines speed and cleanliness, essential for contractors focused on both precision and on-site safety.
3. ECO-FRIENDLY AND HYBRID POWER SOLUTIONS
Sustainability remains a primary trend as eco-conscious homeowners and professionals alike seek hybrid and battery-powered solutions that don’t compromise power. The Green Machine Hybrid Zero-Turn Mower combines gas and battery capabilities, seamlessly switching between a 54V lithium-ion battery and a 4kWh gas generator. This ensures extended operation time without the constraints of a single power source—ideal for those who want environmentally friendly options without range anxiety.
Other battery-powered options include Toro’s 900 CFM BatteryPowered Leaf Blower, providing powerful, quiet performance for efficient leaf and debris removal, perfect for large yards and quieter clean-ups.
4. ADAPTABLE EQUIPMENT FOR VERSATILE PROJECTS
As job sites become more complex, there’s a growing demand for versatile tools that handle multiple tasks within confined spaces. The Manitou Rotating Telehandlers are designed with 360-degree rotation, making them ideal
for construction and landscaping tasks that require lifting, digging, or carrying in tight spaces. With interchangeable attachments, these telehandlers offer adaptability, fulfilling several roles in one compact machine and delivering powerful support to construction professionals. Similarly, Wild Badger’s Cordless Snow Shovel is a convenient solution for small-scale snow removal, combining lightweight maneuverability and battery power for quick clean-up on driveways and walkways.
Builders and contractors use heavy-duty mats such as Blue Gator Pro to protect ground and outdoor features like patios and sidewalks.
5. DURABILITY AND PROTECTION FOR OUTDOOR INVESTMENTS
As outdoor investments grow in size and value, so does the demand for protective solutions to maintain them. Blue Gator Pro is a heavy-duty ground protection mat that protects turf, stabilizing soft conditions or even event
Homeowners are looking for more sustainable lawn care solutions, and Irrigreen Smart Sprinkler uses innovative tech to save water while keeping lawns green.
flooring from machinery, temporary roadways and other potential damage. These lightweight, recycled and waterproof mats are the perfect protection for driveways and lawns.
6. SMART AND EFFICIENT WATER CONSERVATION
Water conservation is now a top priority in lawn care, with technologydriven solutions like Irrigreen Smart Sprinkler responding to this need. Using a digital map of a property, the system applies water only where necessary, reducing waste by over 50 percent. By conserving water and maximizing efficiency, this smart irrigation system benefits both the environment and property owners looking to maintain lush lawns responsibly.
7. ELEGANT, DURABLE OUTDOOR DESIGN FOR FUNCTIONAL AESTHETICS
The desire for durable, stylish outdoor spaces has driven innovations in materials and finishes. Daltile’s Xteriors Collection exemplifies this trend, offering tiles that withstand weather conditions while stepping up aesthetics. From sleek patios to textured walkways, these weather-resistant tiles create refined, enduring outdoor spaces, catering to homeowners who prioritize both form and function in their outdoor designs. n
DIY expert Chip Wade has been featured on numerous HGTV shows, including Elbow Room, where he serves as the host, designer, and executive producer, showcasing his innovative design skills. He has also appeared in Curb Appeal: The Block, Designed to Sell, Design Star, Wise Buys, and Showdown.
NHS HOSTED BUYER PROGRAM
FREE STAY, PERKS PART OF NEW NHS HOSTED BUYER PROGRAM
REGISTRATION WILL OPEN SOON FOR THE 2025 SHOW AT THE LAS VEGAS CONVENTION CENTER, MARCH 18-20
Registration for the 2025 National Hardware Show (NHS) will open soon for industry professionals, retailers, and buyers to attend one of the leading trade events in the home improvement and hardware sector. Scheduled for March 18-20, 2025, at the Las Vegas Convention Center, NHS 2025 will feature extensive networking opportunities, product showcases, and industry insights.
NEW HOSTED BUYER PROGRAM INTRODUCED
A new Hosted Buyer Program will improve interactions between prominent buyers and exhibitors. Qualified buyers selected for the program will receive two complimentary hotel nights at the event’s headquarters hotel, Resorts World, along with complimentary lunch throughout the show. The program is designed to streamline
Find new, innovative products and engage with vendors firsthand at the 2025 National Hardware Show, which offers opportunities for industry insight and networking.
meetings, optimize time, and foster productive business interactions.
Buyers interested in participating can nominate themselves or other candidates, though selection is not
SIKA THOROSEAL ® PLUS CONCRETE & MASONRY WATERPROOFER
• Cement-based coating provides protection for concrete, brick, and masonry surfaces.
• Polymer-modified formula enhances adhesion and durability for long-lasting waterproofing.
• Effectively seals cracks up to 1/32 inch (0.8 mm) wide.
• Offers hydrostatic pressure resistance, protecting against positive and negative water pressure.
• Interior and exterior use makes product suitable for applications above and below grade.
• Can be applied to moist surfaces for versatile use and maintains integrity even in damp conditions.
• Mold and mildew resistant and withstands extreme weather changes without damage.
• One 35 lb. pail covers about 160 square feet for a typical first coat and 320 square feet for a typical second coat.
PRODUCT SPOTLIGHT
MAX USA RB443T REBAR TYING TOOL
• Utilizes a dual-wire feeding mechanism for faster tying speeds.
• Completes each tie in less than half a second, increasing productivity, saving time on the job site.
• Wire pull-back mechanism dispenses the precise amount of wire needed, reducing waste and cutting production costs.
• Produces a shorter tie height, requiring less concrete cover.
• Features a new wire loading assist mechanism for easy and efficient wire replacement.
• Slim arm design allows access to tight spaces, improving handling and versatility.
• Enclosed magazine protects tie wire and internal components from debris, enhancing durability.
• Capable of performing up to 5,000 ties per battery charge, ensuring extended operation.
WEST CHESTER BOSS PROTECTIVE FLEECE WITH REALTREE EDGE
• Seamless knit polyester shell provides comfort and flexibility for extended wear.
• Offers excellent grip and abrasion resistance, enhancing durability from foam nitrile coating.
• Touchscreen compatible means being able to keep gloves on and still use phone.
• Stylish design that blends into outdoor environments and is ideal for hunters.
• Fleece lining adds warmth and comfort, ideal for cooler working conditions.
• Ergonomic fit reduces hand fatigue and improves dexterity during extended use.
• Knit wrist cuff keeps out dirt and debris for better cleanliness and comfort.
• Available in multiple sizes to offer optimal comfort.
CATEGORY REPORT
Source: Epicor’s
Data Analytics 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 or email epicorindustryanalytics@epicor com
Source:
Source: Epicor’s Industry Data Analytics
4 SMART TAPE MERCHANDISING TIPS
An ideal add-on sales product in any paint department, tape can have a margin of 30 percent to 50 percent. Higher-end, specialty tapes, such as weatherproof or industrial-grade products, may have even higher margins. Bulk and lower-cost tapes may be on the lower end of the margin scale.
Thoughtfully merchandised tape can lead to easier add-on sales, and tapes should be displayed in a way that attracts customers and supports easy decision-making. Here are four tips for better tape displays:
1. Organize by type, use. Group tapes by their type and primary use (e.g., duct tape for heavy-duty repairs, masking tape for painting, and mounting tape for adhesive projects). This categorization helps customers quickly find the right product for their needs.
2. Create eye-level displays. Display popular or high-turnover products, like duct and masking tape, at eye level. Customers are more likely to purchase items that are easily seen and accessible. Specialty tapes can be positioned on lower or higher shelves, and signage should guide customers to them.
Eye-level displays with easily seen and accessible products make it easier for customers to make decisions and buy tape products.
3. Add end cap and impulse displays. Use end caps for promotions and to spotlight new or seasonal products, like weatherproofing tape in the winter. Impulse displays at checkout areas featuring multi-purpose tapes and small rolls of packaging or duct tape can encourage last-minute purchases.
CATEGORY REPORT
4. Cross-merchandise whenever possible. Place related items nearby to boost sales, such as mounting tape near home décor or shelving units. Packaging tape pairs well with shipping supplies, and masking tape can be placed next to paint and paintbrushes.
Above: An ideal add-on sales product for do-it-yourselfers and pros, tape can have a margin of 30 percent to 50 percent.
Left: To help customers quickly find the tape that is right for their projects, group tapes by their type and primary use, such as duct tape for heavy-duty repairs, masking tape for painting, and mounting tape for adhesive projects.
VERSATILE NEW PRO TAPE FROM FROGTAPE
FrogTape Pro Grade Flashing and Waterproofing Tape from Shurtape
Technologies. This recently released tape is engineered to provide reliable protection against water intrusion and severe weather, supporting long-term structural durability. The tape features a high-strength adhesive that securely
bonds to various building materials, including wood, concrete, vinyl, and metal, ensuring a watertight seal. This seal helps safeguard projects from moisture damage that can compromise construction integrity. The tape’s robust backing resists tearing and stretching, making it suitable for application in challenging conditions such as rain and fluctuating temperatures.
Designed for efficiency, FrogTape
Pro Grade Flashing and Waterproofing
Tape is easy to apply, simplifying installation on roofing, windows, and door
FrogTape Pro Grade Flashing and Waterproofing Tape introduces an advanced acrylic adhesive, eliminating the need for primers and ensuring a watertight seal across various building materials.
frames. This ease of use benefits contractors and builders by saving time during construction or repair projects while maintaining a high standard of weatherproofing. Its durable properties ensure that projects remain protected even after exposure to harsh weather, supporting the longevity and resilience of building exteriors. n
Hartville Hardware,
Hartville, Ohio
GOBBLE UP THANKSGIVING SPIRIT
Step into the warmth and cheer of the season with a collection of photos showcasing Thanksgiving displays in hardware stores. Employees express heartfelt gratitude, children create festive decorations, and pumpkins bring seasonal charm—celebrating the spirit of community, thankfulness, and togetherness. Send your Thanksgiving or autumn celebration photos to doug@thehardwareconnection.com .
Matt’s Building Materials, Pharr, Texas
Hurley Hardware & Company, Hurley, Miss.
Zootown Hardware & Garden, Missoula, Mont.
Morris Hardware, McConnelsville, Ohio
Nyberg’s Ace Hardware, Sioux Falls, S.D.
Ace Hardware Saddle Rock, Aurora, Colo.
Settergren Ace Hardware, Minneapolis
COFOUNDER OF HOME DEPOT PASSES AWAY
Bernie Marcus, cofounder of
The Home Depot, died on Nov. 4, 2024, in Boca Raton, Fla. Marcus was pivotal in reshaping the retail hardware industry by developing a warehouse-style shopping model that catered to DIY customers and professionals. This approach emphasized a wide product selection and competitive pricing.
Under the leadership of Marcus, The Home Depot grew rapidly and became a major player in the home improvement sector, influencing competitors to adopt similar strategies. His business model significantly al-
NEW STORES
• Westminster, Mass.-based Aubuchon Company has acquired Anco Ace Hardware in Villas, N.J. With this acquisition, Aubuchon will operate 123 stores in 10 states.
tered consumer expectations and the way hardware retailers operated. Marcus was also known for his commitment to philanthropy, which continued throughout his life and influenced The Home Depot’s community engagement practices. Marcus’s philanthropic work will be continued by The Marcus Foundation, with a focus on Jewish causes, children, medical research, free enterprise, and the community.
• 2024 Beacon Award winner Nation’s Best has acquired Century Club retailer Burns Do it Center in Clovis, N.M.
• Edwardsville, Ill.-based R.P. Lumber Co., a 2023 Beacon Award winner, is set to acquire Guyot Lumber in Perryville, Mo., marking its eighth acquisition this year.
• Carter Lumber, the fifth-largest
Bernie Marcus
Anco Ace Hardware
Guyot Lumber
building materials supplier in the United States with more than 180 locations across 15 states, has acquired Townsend Building Supply, a winner of the 2023 Beacon Award for Best New Store, which operates six locations in southern Alabama and the Florida panhandle.
• Federal Heights, Colo.-based Elevation Ace Hardware Group recently added two new locations: Rock Springs Ace Hardware in Rock Springs, Wyo., and Green River Ace Hardware in Green River, Wyo.
• Hartville Hardware in Hartville, Ohio, the largest independently owned hardware store at 305,000 square feet of retail space, has acquired Coshocton Lumber based in Coshocton, Ohio.
• Wichita, Kan.-based Star Lumber has acquired Apex Lumber, which has locations in Tulsa and Edmond, Okla.
KUDOS
Peter Kim
• Orgill’s Director of Cybersecurity, Peter Kim, has been recognized as one of Cyber Defense magazine’s Top Global CISOs for 2024.
• In 2024, Do it Best employees throughout nine warehouses raised more than $143,000 for the Do it Best Foundation. The Medina, Ohio, team pitched in $5,597.
• Aubuchon Hardware recently celebrated grand reopenings at three locations: Burtonsville, Md.; Belfast, Maine; and St. Johnsbury, Vt.
• The 2nd annual Women’s Leadership Retreat for the lumber and building materials (LBM) industry celebrated a 50 percent increase in attendance, welcoming store and assistant managers.
• Darien, Conn.-based Ring’s End has acquired A&M Paint & Wallpaper in Portsmouth, N.H.
• US LBM celebrates its 15th anniversary on Oct. 30 and now has more than 460 locations and 15,000 associates nationwide.
• Bliffert Lumber’s pink truck, “Pinky,” has raised $21,547 for local breast
IN THE NEWS
“Pinky,” the Bliffert Lumber pink truck, is driven to raise money for breast cancer awareness.
cancer support since 2019, with $6,060 donated to Susan G. Komen this year. Additionally, 45 employees contributed to the employee-driven fundraising campaign.
The 2nd annual Women’s Leadership Retreat for the lumber and building materials (LBM) industry.
PEOPLE ON THE MOVE
• Do it Best has named Curtis Smith as the new executive director of the Do it Best Foundation.
• SPAX® Engineered Fasteners, part of Altenloh, Brinck & Co. US, welcomes Corey Lovett as a territory representative who will oversee Texas, Oklahoma, New Mexico, Arkansas, and Tennessee.
• Vancouver, Wash.-based TAL Building Centers, a winner of the 2023 Beacon Award for Best New Store, has
Curtis Smith
Corey Lovett
appointed Gaven Gregory as vice president of operations-East.
• Chris Hegeman, manager of Bliffert Lumber, has been elected to the board of directors of BLD Connection as the NLBMDA Representative for 2024-2027 and was also installed on the NLBMDA board in October.
• QXO, Inc., a technology solutions provider headquartered in Greenwich, Conn., has appointed Ashwin Rao as chief artificial intelligence officer.
• Hancock Lumber has appointed Nick Christ as the new general manager of its Brunswick, Maine, location. A Century Club member, Hancock Lumber was established in 1848 and is a seventh-generation, family-owned company operating 17 locations across Maine and New Hampshire.
• The AZEK Company, a manufacturer of sustainable outdoor living products such as TimberTech Decking and StruXure pergolas, has named Rakesh Mohan as chief digital & technology officer.
• Georgia-Pacific, based in Atlanta, has announced that Hudson Pope will become senior
vice president of operations with responsibility for all manufacturing segments in the first quarter 2025.
• Home Hardware Stores Limited, Canada’s largest dealerowned home improvement distributor, appointed Ian White as president and CEO, effective November 18, 2024.
WHOLESALER, MANUFACTURER NEWS
• Epicor has acquired Acadia Software , a company specializing in Connected Worker solutions for manufacturing and supply chain sectors.
• Based in Norcross, Ga., White Cap, a distributor of specialty construction supplies and safety products for professional contractors, has acquired TOOFast Supply, a supplier of professionalgrade tools and fasteners with four locations in Nebraska. White Cap also recently purchased Valley Supply, a distributor of concrete accessories based in Mechanicsburg, Pa.
• American Freight, a prominent furniture and appliance retailer, is closing all 328 stores across the nation as its parent company, Franchise Group Inc. navigates Chapter 11 bankruptcy proceedings. The company has begun nationwide store-closing sales as it winds down operations amid the restructuring. n
Gaven Gregory
Chris Hegeman
Rakesh Mohan
Ian White
UPCOMING EVENTS
NOVEMBER
Hardlines Distribution Alliance
Executive Planning Conference
November 19-21, Westin La Paloma Resort & Spa, Tucson, Ariz.
Orgill Winter Online Buying Event
November 4-17
DECEMBER
International Hardware Fair India
December 6-8, Pragati Maidan, New Delhi, India
Nebraska BLD Connection Conference
December 11, Embassy Suites, La Vista, Neb.
JANUARY
2025
House-Hasson Hardware Spring Dealer Market
January 30-February 1, Gaylord
Opryland Resort, Nashville, Tenn.
McCoy’s Building Supply Vendor Show
January 15-17, Galveston Island Convention Center at San Luis Resort, Galveston, Texas
Mid-States Winter Rendezvous
January 15-17, Phoenix Convention Center, Phoenix, Ariz.
Wisconsin Connection Conference
January 14, Glacier Canyon Conference Center. Wisconsin Dells, Wis.
World of Concrete
January 20-23, Las Vegas Convention Center, Las Vegas, Nev.
FEBRUARY
2025
International Builders’ Show
February 25-27, Las Vegas Convention Center, Las Vegas, Nev.
Monroe Hardware
February 12-15, Myrtle Beach Convention Center, Myrtle Beach, S.C.
Orgill Spring Dealer Market
February 20-22, Ernest N. Morial Convention Center, New Orleans
MARCH 2025
Ace Hardware Spring Convention
March 4-6, Henry B. Gonzalez Convention Center, San Antonio Asia-Pacific Sourcing
March 11-13, Koelnmesse fair ground in Köln-Deutz, Germany
Blish-Mize Spring Customer Buying Market
March 20-22, Overland Park Convention Center, Overland Park, Kan.
Do it Best Spring Market
March 21-23, Orange County Convention Center, Orlando, Fla.
National Hardware Show
March 18-20, Las Vegas Convention Center, Las Vegas, Nev.
For a complete listing of calendar dates, click here.
BEHIND THE NUMBERS
73%
Despite labor challenges, 73 percent of small businesses have grown within the past year, according to the U.S. Bank 2024 Small Business Perspectives report.
83%
Small business owners are taking proactive steps to help their companies attract and retain employees, such as the 83 percent who say they plan to offer flexible hours to support a healthier work/life balance, according to the U.S. Bank 2024 Small Business Perspectives report.
68%
Small business owners are open to AI and automated solutions, with 68 percent believing the technology could benefit their companies. In addition, 6 in 10 have already implemented a solution with AI or automation, according to the U.S. Bank 2024 Small Business Perspectives report.
3-in-10
Small business loan approval times are fast. Three-in-ten banks, including more than half of large banks, can approve a small and simple loan within one business day, according to the 2024 Small Business Lending Survey Report conducted by the Federal Deposit Insurance Corporation (FDIC).
$83,348
The average small business loan in the first quarter of 2024 was $83,348, according to the FDIC.
78%
The majority of small businesses—78 percent—say that the economy and inflation should be the first or second most important priority for the next Congress and presidential administration, according to the U.S. Chamber of Commerce Small Business Index. n
