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BIG-TIME REVITALIZATION

Cory Martin and Julie Walker-Martin, owners of Howard Walker’s True Value Hardware in Henrietta, Texas, transformed an historic building to honor Julie’s late father.

Innovation Starts Here

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Cory Martin and Julie Walker-Martin stand beside the original fire door inside Howard Walker’s True Value Hardware, where a portrait of Julie’s late father (inset)—teacher, pastor and the store’s namesake—reminds them daily why they built it.

What Store Managers Are Saying

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Engineered to slash put-away time by 40-50%

Substantial weekly time savings equals significant annual labor cost reductions

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Easy learning curve for new hires

SBy Doug Donaldson

Hardware Connection 2026: Twice as Often, Just as Strong

ince its inception, Hardware Connection has been more like a meeting place than a publication.

Within our digital pages, independent hardware retailers share tips about what works, as well as observations and laughs about being in the business of hardware retail. Here, manufacturers connect directly with the people who make the decisions to stock and sell their products. It’s a mirror in which the industry sees its reflection.

In 2026, we’re strengthening all that. Beginning in January, Hardware Connection will publish twice each month—two digital issues filled with trusted reporting, practical retail tips and in-depth industry coverage. We’ll still share C-suite Q&As like “ The Compass of Independent Hardware Retailing ,” in which Do it Best president Nick Talarico explains how data, scale and dealer freedom combine to guide growth across the co-op network.

The goal of our increased frequency: to deliver information as fast as the independent channel moves.

Hardware retailers have told us what they want—news and insights they can access quickly, share easily and apply right away. Going biweekly lets us keep

pace with that desire, bringing readers and sponsors a steady flow of timely coverage, ideas and inspiration.

Each month, one issue will feature in-depth profiles like “ Small-Town Store, Big-Time Revitalization ,” about how one store’s owners helped restore vigor to downtown Henrietta, Texas, as well as the executive interviews and market analysis that have long defined Hardware Connection . The other issue will take a product-driven approach— focusing on fasteners, building materials, grilling, outdoor living and tech innovations that fuel store growth and sharpen operations. You’ll see the familiar Shop Talk products review and Product Spotlight in that issue.

Throughout the year, we’ll roll out special sections spotlighting high-interest categories and smart merchandising strategies. These focused features will highlight opportunities across all kinds of departments and categories—everything from building materials to plumbing to lawn and garden—and give retailers the latest information to help drive both sales and service.

As the industry’s first digital-native publication, Hardware Connection continues to lead the conversation in

BUILT FOR YOU, BACKED BY LEGACY

the format retailers actually use. Our mobile-friendly articles are built for screens—designed for quick reading, easy sharing and direct connection to related content. That’s what keeps our audience growing and our coverage practical.

The heart of our mission remains the same: to publish the stories that define independent retail. From multigenerational stores adapting to new technology to next-gen owners restoring and renovating community mainstays, these profiles capture what makes this industry resilient. They remind us that hardware retailers build far more than sales—they build communities.

Our role is to keep sharing those stories, connecting readers to new ideas and offering proven advice that strengthens local businesses. Whether it’s a retailer’s staffing insight, a wholesaler’s merchandising strategy or a breakdown of key category trends, Hardware Connection will continue to publish content with purpose—helping you run smarter, grow stronger and stay competitive.

The move to twice-monthly publication is a bold step built on a foundation of consistency, credibility and community. Each issue will continue to feature the same clear, practical perspective readers trust—just more often, and with more relevance to the industry’s changing pace.

“ OUR ROLE IS TO KEEP SHARING THOSE STORIES, CONNECTING READERS TO NEW IDEAS AND OFFERING PROVEN ADVICE THAT STRENGTHENS LOCAL BUSINESSES. ”

In 2026, expect more of what matters: more features on successful retailers, more insights into business operations and more spotlights on the innovative products shaping the market.

To our readers, thank you for being a critical part of this growing community. To our sponsors and partners, your continued support fuels this work and strengthens the independent channel we all believe in.

Here’s an early cheers to a new year, a new rhythm and the same commitment to serving the people who make this industry thrive. Twice a month, all year, Hardware Connection will be right there with you sharing the stories, strategies and great new ideas that keep hardware retail strong. Can’t wait to see y’all in 2026! n

AHardware Connection Evolves to Meet the Moment

s we turn the page toward 2026, I’m thrilled to share that some big changes are coming to Hardware Connection. These aren’t just cosmetic updates or minor tweaks. They mark an exciting next chapter in the magazine’s history and the way we serve the independent hardware channel.

Since our first issue, Hardware Connection has been guided by one simple mission: to strengthen the link between independent retailers, distributors and manufacturers. We’ve always believed that knowledge shared is knowledge multiplied, and that a connected channel is a stronger channel.

Now it’s time to take the next step. Beginning in January 2026, Hardware Connection will publish twice each month—two digital issues every month packed with industry insight, retailer profiles, category trends and practical ideas that keep pace with how fast this industry moves. The change represents both a new rhythm and a renewed commitment to delivering value in real time.

By Craig Cope

Our readers—store owners, managers and wholesalers—are busier than ever, navigating challenges from staffing to competition to supply chain. You’ve told us you want information that’s faster, easier to access and more directly useful to your business. Publishing twice a month allows us to deliver just that: timely, shareable coverage that helps independent retailers adapt, grow and stay competitive.

Each month, one issue will continue to spotlight the stories that define our industry: successful stores, innovative leaders and evolving market trends. The other will be product-driven, highlighting the tools, materials and technologies that move your business forward.

This new format also brings new opportunities for our partners, with more touchpoints, more engagement and more hardware news. It’s an exciting evolution that strengthens every connection we’ve made over the past 15 years.

For me personally, this change also marks a milestone. With the new format, this will be my final Trend Watch

Welcome to the Hardware Connection Century Club!

The Hardware Connection Century Club, sponsored by the National Hardware Show®, recognizes “The Innovators and Survivors Who Helped Build America.” Our Century Club currently includes 804 hardware and LBM retailers, 21 wholesalers and 207 manufacturers that were founded in the United States of America and remain in business after 100 or more years.

You can find the complete list of Century Club members including old store photos and links to company history by clicking here. We congratulate the following retailers who have been added to the Hardware Connection Century Club this past year:

Andrew Posey & Son Hardware, Jasper, AL—1924

Bourassa True Value Hardware, New Bedford, MA—1924

Bowling’s Feed and Hardware, Catlettsburg, KY—1924

Braun Building Center, Manitowoc, WI—1905

Carl Eliason & Company Lumber & Hardware, Sayner, WI—1924

Chairtown Lumber Company, Gardner, MA—1924

Clark Devon Hardware, Chicago, IL—1924

Congleton Lumber, Lexington, KY—1905

Denver Lumber Company, Denver, CO—1923

Gennett Lumber Company, Fletcher, NC—1901

Guy C. Lee Building Materials, Smithfield, NC—1924

Hamilton Building Supply, Hamilton, NJ—1924

Heller Lumber Company, Arlington Heights, IL—1924

Holman Supply Company, Moultrie, GA—1920

Howell Hardware, Millville, NJ—1924

Hunter’s Hardware, Berkley Spring, WV—1870

TREND WATCH

column. Writing Trend Watch has been one of the most rewarding parts of my role—an opportunity to explore the shifts shaping our industry, from technology adoption to consumer behavior to the creative ways retailers continue to redefine local hardware.

But this isn’t goodbye, just a change of address. I’ll continue to write our Product Reviews section, which remains one of my favorite ways to connect with readers and manufacturers alike. Our product reviews have grown into something special: real-world testing, honest feedback and a focus on

in stores and workshops across the country.

As we look ahead, I couldn’t be more excited about what’s next. The move to biweekly issues will allow Hardware Connection to share even more stories, spotlight more innovation and celebrate the people who make this industry thrive.

To everyone who has read, shared or contributed to Trend Watch over the years, I want to say a sincere thank you. Your passion and commitment are what keep this channel strong. I look forward to seeing you twice a month in 2026 as we start this new chapter together. n

Built by Hardware People ... For Hardware People.

“Our previous system was cumbersome to wor k with and we had ver y little customer suppor t,” Frank Stoltmann of Bullock Supply explains “That’s where J3 POS really helps us out Fred’s family was in the hardware business for 100 years, so this system was bor n out of the hardware industr y,” Frank says “Understanding the requirements for a supply store and designing the POS so it’s easy to use at the front counter speeds up our operation, makes us more infor med when we’re talking to customers, and gives us the ability to track inventor y ”

“We had a ver y shor t window for install and J3 POS went above and beyond to get it done. We had good solid training r ight from the star t Its quick lookup buttons let us click on a depar tment and ﬁnd an item ver y easily And as we’ve gotten more familiar with the system, constant communication with J3 POS staff makes our utilization even easier ”

“J3 POS software is tailored to our growth needs,” Frank adds “It’s what we need for today, tomorrow, and well into the future ”

“We can grow into the software versus modifying ourselves to fit a software.”

“Grade A support— Everything about what you guys do is top notch.”

“Having a server on site gives us a level of confidence… we can see it, touch it, feel it.”

Sponsors:

Wholesale Sponsors:

Thank You to the Sponsors of the 2025 BEACON AWARDS for their Generous Support!

Hardware Connection extends our deepest thanks to Epicor Software Corp., Ettore Products, Fluidmaster, WD-40, Do it Best, Orgill and True Value for their vital sponsorship of the 2025 Beacon Awards. Their generous support is instrumental in making this recognition program possible, allowing us to spotlight outstanding retailers who excel in areas such as financial success, community

impact, innovative merchandising, and employee development. By backing these awards, these sponsors help us continue this tradition of excellence and motivate the next wave of independent retailers to make their own mark in the industry. We are immensely grateful for their partnership and shared commitment to fostering innovation and growth in the independent hardware channel.

Sponsored By

butAmazing TRUE HARDWARE STORIES

Had a guy come in one day looking like he’d just gone three rounds with a heavyweight. Big ol’ knot on his forehead, shirt soaked, eyes wide like he’d seen a ghost made of PVC.

He says, “My shower faucet was leaking, so I figured I’d fix it myself.” I nod, because that’s how every great story starts. Then he says the magic words: “Didn’t realize I had to shut the water off first.”

Turns out he was crouched right at eye level when he pulled that tub stem, and it launched like a torpedo—nailed him square in the forehead. Water shooting everywhere, he’s scrambling like it’s Old Faithful in his bathroom. He says, “I need to get this fixed pronto.”

David Billman

Clinton Do it Best Hardware

Clinton, Md.

We have a sales table where we run a Dutch discount—pricesauction drop 10 percent every Monday and Thursday until the item sells. A gentleman from my church was eyeing a Milwaukee tool set but decided to wait for the next markdown. Later that day, his son came in, bought it at full price for his dad’s Christmas gift and asked me to mark it down like he’d snagged a bargain. When the dad came back in and saw the set was gone, I just gave him a knowing smile.

Len GrabillSchrockHardware Do it Best Grabill, Ind.

HARDWARE PRODUCTS REVIEW ShopTalk

PRODUCT #1

TOPL REUSABLE CUPS

Founded in London, TOPL is a family-run drinkware company focused on creating reusable cups that people actually want to use every day. During our meeting, one company representative summed it up by asking, “What innovation is in the tumbler?” The answer lies not in flashy features but in small, practical improvements that make a real difference in daily routines. TOPL’s patented 360-degree “pourthrough” lid enables users to sip from any side, twist to control flow and even refill without removing the lid. It’s easy to disassemble for cleaning, dishwasher safe and features a clear viewing window so users can see the contents all the way to the bottom. These thoughtful touches eliminate the frustrations often found in traditional travel mugs—leaks,

By Craig Cope

spills or complicated lids that never quite align.

The To Go line is available in stainless steel and recycled plastic, with sizes ranging from eight to 20 ounces. The stainless model is made from 90 percent recycled steel and keeps beverages hot or cold for hours, while the lighter plastic version uses 50 percent recycled material. Both are available in a modern color range that includes Olive, Charcoal, Peach and Navy. Each tumbler fits standard car cup holders, making it a dependable option for

commuters and on-the-go users alike. Click here for a video.

We provided samples to two local testers—a daily commuter and a regular coffee drinker. Both noted the sturdy, leak-free seal and appreciated how easy it was to take apart and clean. Said one, “It’s the first reusable cup I didn’t have to fight with to open or wash.” The clear lid window was another favorite feature, making it simple to check how much was left without removing the lid.

TOPL offers an attractively designed, midrange reusable cup that bridges the gap between generic mugs and high-end drinkware. With strong packaging, practical innovation and a growing focus on sustainability, the brand presents an appealing opportunity for gift, travel and household displays.

EVERYTHING YOU NEED FOR YOUR EVERYDAY PROJECTS!

PRODUCT #2

STAPLL TACK STRAP

Every workshop, garage and job site faces the same problem: keeping cords, cables and hoses organized without creating a tangled mess. The Stapll Tack Strap is a practical and reusable solution that outperforms traditional zip ties and hook-and-loop wraps. Designed for professionals and DIYers, the Tack Strap combines strength, flexibility and ease of use in one smartly engineered tool.

The secret lies in its internal “tack” surface, a proprietary rubberized material that grips securely without slipping or over-tightening. Whether used to bundle electrical cords, hang air hoses

or secure garden tools, the Tack Strap stays firmly in place, even in demanding environments. The durable thermoplastic elastomer construction ensures flexibility across a wide temperature range and resists cracking or stretching with repeated use.

An integrated hanging loop allows users to store items conveniently or daisy-chain multiple straps for larger bundles. Available in several lengths and bright, color-coded sizes, it helps users quickly identify and organize their gear. Its clean design and simple operation make it ideal for use around the home, workshop or vehicle.

Our testers found it easy to apply, quick to release and notably more secure than conventional fastening methods. It maintained its grip through repeated use, exposure to moisture and the rigors of job site conditions without showing wear or loss of elasticity.

For retailers, the Tack Strap presents a compact, high-margin impulse

product that pairs well with electrical, lawn and garden or storage accessories. The packaging clearly communicates its reusability and durability—key selling points that help customers instantly recognize its long-term value.

Stapll’s Tack Strap is proof that even small innovations can have a big impact. By focusing on real-world performance and user convenience, the company has created a dependable fastening solution that makes everyday organization faster, cleaner and more efficient. Independent hardware retailers would do well to add it to their assortments.

How’s Business?

MIDWEST

How are sales and customer counts so far this year? Down a little bit from prior years, probably 10 to 20 percent. We had a bridge that was out most of the year, which caused a lot of traffic to be diverted away from the store. We also had a local cabinetmaker that downsized and then declared bankruptcy, and we used to do a bit of business with them.

What makes your store unique?

Personal attention and customer service. When someone comes in, we recognize them by name, talk with them and tend to them and their project. We want to exceed every customer’s expectations.

What initiatives do you have planned for 2026? In our paint department, we’re resetting—adding a couple new gondolas to replace the old ones, going from six to seven feet high. We’re also looking to do some different marketing, leaning more on e-commerce and social media, even though we’re in a huge Amish area. Our current advertising isn’t working, so we have to do something different. What are your strongest niche

Above: Grabill Hardware remains a trusted stop for the local Amish community. Personal service and familiar faces keep customers coming back.

Right: Len Schrock and Valerie Osborne Schrock of Grabill Hardware focus on personal service and steady growth in lawn and garden, paint and plumbing despite a challenging year.

categories? Paint, plumbing, lawn and garden. In our paint department, we do twice-a-year sales, and especially the Amish will buy gallons and gallons. We’ve steadily expanded our lawn and garden department. We started with fertilizers and added other products. In plumbing, we do pipe threading and cutting and have a large selection of fittings. For any project, we can get you from A to B with all the fittings we have.

Len Schrock

Grabill Hardware Do it Best Grabill, Ind.

NORTHEAST

How are sales and customer counts so far this year? In line with last year: about flat. By a long shot, the local economic factor influencing our business the most is the cost of real estate. Or the cost of living in general. People’s discretionary spending is more limited. On the flip side, home preservation and repair is stronger than years past. People are putting more emphasis on repair than improvement.

What makes your store unique?

Our longevity. In fact, we’ve been around longer than the town we’re in. We were founded in 1857. People know they can get the answer to their problems here.

What are your strongest niche categories? Paint and power equipment. Those departments have really done well from customer loyalty and word of mouth.

Christian Lyman

Shattuck Ace Hardware

Arlington, Mass.

Shattuck Ace Hardware has served Arlington, Mass., since before the town existed—offering trusted advice, paint expertise and power equipment backed by more than 165 years of community loyalty.

Above: Logan’s Garden Shop in Raleigh continues to thrive as a garden center first, with expanding hardware offerings and a reputation for one of the region’s widest selections of edible plants.

Right: Joshua Logan, owner of Logan’s Garden Shop, says a new store planned for nearby will build on 60 years of growth rooted in lawn and garden expertise.

SOUTH

How has business been in 2025? Our top-line sales were up about 2 percent. We saw stronger foot traffic than last year, partly because we opened a new location. There was a lot of excitement around

HOW’S BUSINESS?

that, which helped drive additional business.

What makes your store unique? We’re a garden center that has a hardware component, rather than a hardware store with a garden department. We’ve been in business for 60 years, and our core customer base has always been built around lawn and garden.

Any plans for 2026? We’re starting construction next year on a new hardware store in a neighboring town outside Raleigh. That’s the focus of our energy and creativity right now.

What are your strongest niche categories? On the lawn and garden side, we’re known for having one of the region’s broadest selections of edible plants. That drives a huge part of our business. We used to go by Logan’s One-Stop Garden Shop—the idea being that if you can’t find it here, you can’t find it anywhere. We’re still committed to that wide selection but also working to narrow our SKU count and manage inventory more efficiently.

Joshua Logan Logan’s Garden Shop Raleigh, N.C.

SOUTHWEST

How are sales and customer counts so far this year? A little slow. A lot of it is the economy—people are worried. Prices are increasing with tariffs; sometimes on certain products it’s just a couple dollars, sometimes it’s $10 to $15.

What’s unique about your

business? We try to have a little bit of everything. We provide products that the big boxes don’t care to handle. We have a little more variety. Customers know to shop us for knives, air filters and spray paint. Our selection is broad.

Any new initiatives planned for 2026? Not at the moment. We’re seeing what’s going on and how people are reacting. No big purchases or changes planned.

What are your strongest niche categories? We’re known for certain fertilizers—organic ones and the ones with nitrogen compounds that other folks don’t have. Our paint department does the most business. We’re the

Top: Known for its broad selection and hard-to-find products, Southland Hardware remains a community destination for paint, air filters and specialty fertilizers that customers can’t find elsewhere.

Bottom: A popular stop for collectors and tradesmen alike, Southland’s knife display highlights one of its most distinctive features: a large, diverse selection.

destination for air filters because our selection is massive.

Kathleen Maddux Southland Hardware

Houston, Texas

WEST

How are sales and customer counts so far this year? Customer counts are up, but sales are down about 5 percent. We do a lot of building material sales, and new construction is down. Our retail side is up, and we’ve seen more foot traffic.

What makes your store unique? We sell a lot of synthetic stucco, an exterior product for homes that also has commercial applications, like for hotels. It’s something we’ve had for a while with our connection to Columbia Paint. Synthetic stucco has taken off quite a bit, and we’re known for it.

Any new initiatives planned for 2026? We just launched our new website, a full-fledged site connected with Epicor, so customers can see our inventory online, along with accessing their accounts. We’re pushing our site and want customers to be able to see what’s available in stock and ready. Going into 2026, we’re trying

HOW’S BUSINESS?

At Select Source in Kimberly, Idaho, customer traffic is up but overall sales are down about 5 percent, reflecting slower construction activity.

Morgan Godfrey of Select Source says the store is known for its expansive Milwaukee display and growing demand for synthetic stucco, supported by a new Epicor-connected website.

to fine-tune the site. Outside of that, we’re trying to survive the onslaught of inflation, keeping up with pricing and maintaining price changes. We’re looking into electronic tags.

What are your strongest niche categories? Along with the synthetic

stucco, we sell a lot of drywall and have a big Milwaukee display, 38 feet, which is a large section in our 9,000-squarefoot store.

Morgan Godfrey

Select Source

Kimberly, Idaho

By Kelly Wright

WILDE HEX FOLD-UP SET

Wilde is an independent American tool manufacturer that’s owned and run by the fifthgeneration family of the original founders. Started in 1922 as a scissor factory in Missouri, Wilde developed the first design and patent for angle nose pliers before expanding into professionalgrade tools.

The Wilde set keeps a range of sizes all in one place with a handle that gives you torque and grip for easier use. It’s good for assembling furniture and

making minor bike repairs, or to have around the house to use on television sets and other electronics. n

Kelly Wright is the founder of YUNS , a hardware store focused on beginners. Her shop began online; she recently opened her first storefront in Philadelphia inside an old tech high school repurposed into workspaces for makers, businesses, nonprofits and artists.

PRODUCT SPOTLIGHT

AVALANCHE! SNOWRAKE! DELUXE 20

• Removes heavy snow buildup before it melts and refreezes, helping prevent leaks, gutter damage and mold growth.

• Roof-safe design with built-in wheels lets the rake roll easily across the roof without causing damage.

• Can be used on shingles, asphalt, shake, tile, metal and solar panel roofs.

• Wide, 24-inch durable plastic rake head clears large sections of snow quickly.

• Lightweight, snap-together aluminum handles provide a 20-foot reach for use without climbing a ladder.

• Built tough in the USA to withstand harsh winters year after year.

• Tool-free assembly for quick setup and seasonal storage.

• Lightweight materials and rolling head reduce strain on arms and back.

• Included wall-mount bracket allows for neat and accessible storage.

GREENCONNECT™ WIRELESS

LIGHTING CONTROL

• Provides true wireless multiway switching or dimming when paired with compatible GreenConnect load controllers or dimmers.

• Features LED indicators for lightlevel feedback and easy location in dark rooms.

• Mounts directly to wall surfaces or standard wall boxes with no new wiring required.

• Offers up to 50 feet of wireless range and complies with IEEE 802.15.4 mesh standards.

LITTLE GIANT TELECOMBO

• Rated ANSI Type IAA with a 375-pound capacity, designed for heavy-duty professional use.

• Three-in-one fiberglass construction allows use as an extension, step or leaning ladder for multiple job applications.

• Built with nonconductive rails, ideal for telecom, electrical and industrial environments.

• Equipped with a V-Bar top for secure positioning on poles, corners and irregular surfaces.

• Features Sure-Set™ dual-position feet that easily switch between spike and flat settings for stability on any surface.

• Compatible with single and multigang Decora wall plates and multiple load types.

• Uses a CR2025 battery with an estimated five-year life and simple replacement design.

• Supports energy-code compliance.

• Scalable for commercial and industrial installations as part of a full wireless lighting control ecosystem.

• Ground Cue® bottom-step alert provides audible and tactile feedback when stepping off the ladder, reducing risk of missteps and falls.

• Compact seven-inch storage depth and 2.08-foot base width make transport and storage easier in utility vehicles.

• Made in the USA and backed by a one-year warranty for professional reliability and safety compliance. Little Giant littlegiantladders.com 800-453-1192

PRODUCT SPOTLIGHT

MAYHEW TOOLS BIG STICK JR.

• Designed for heavy-duty prying applications with a 34-inch curved alloy steel shaft that is hardened and tempered for maximum strength and durability.

• Finished with a green handle, part of Mayhew’s Dominator Pro color line for quick identification on the job.

• Features a trilobular ergonomic handle that enhances grip, reduces hand fatigue and fits naturally in the palm for better leverage.

• Built with a handle cap that doubles as a striking surface, allowing use with a hammer without damaging the handle.

• Includes a black oxide shaft finish that resists corrosion and extends tool life in demanding environments.

• Made in the USA and backed by Mayhew’s lifetime warranty, ensuring performance and reliability trusted by professionals.

MAX USA TWINTIER® RB823T REBAR-TYING TOOL

• Supports two-piece rebar combinations up to #14 x #14 (or #18 x #8) in a single tie, thanks to its largestjaw-capacity design.

• Employs TwinTier® dual-wire feeding technology and delivers approximately 4,100 ties per charge for higher productivity.

• Ties are executed at about a halfsecond each, a significant speed increase over manual methods.

• Features a load-assist mechanism and easy-pull trigger to minimize user fatigue.

• Powered by a 14.4 V lithium-ion battery (JPL91450A) with quick recharge capability; compatible with charger JC925A.

• Lightweight at about six pounds, making it ergonomically suitable for overhead or tight-access work.

• Suitable for demanding applications such as footing, caisson, drill-shaft, column, cell-tower and water-treatment rebar tying.

extensive experience with the product. So we recruited d-i-yers to their feedback. used FrogTape on multiple surfaces windows, baseboards corners, and everyone was amazed by the clean lines usually possible with pros. No one any instance of paint bleed or culty removing the tape even 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 highadhesion. ■

JOHNDOW INDUSTRIES CENTRALIZED FLUID EVACUATION SYSTEM

• Designed for permanent installa tion at service bays with dedicated access lines to a central waste-oil tank, minimizing fluid handling and equipment movement.

• Offers cleaner, quieter and more organized bays by eliminating por table unit clutter and removing the need for compressors.

• Streamlines technician workflow and speeds bay turnover by integrat ing fluid evacuation directly into the facility design.

• Helps reduce warranty claims relat ed to drain plugs and skid plates by improving precision and reducing manual fluid handling.

Engineered for high-volume, multibay operations with consistent performance, organization and professional-grade service efficiency.

johndow.com

CORY MARTIN AND JULIE WALKER-MARTIN SHARE LESSONS THEY LEARNED FROM TRANSFORMING THE HISTORIC OLSEN-STELZER BOOT & SADDLERY BUILDING INTO HOWARD WALKER’S TRUE VALUE HARDWARE, WHICH HELPED REVITALIZE DOWNTOWN HENRIETTA, TEXAS.

By Doug Donaldson

SMALL-TOWN STORE, BIG-TIME REVITALIZATION

Above: On the exterior of Howard Walker’s True Value Hardware, the Martins meticulously restored the historic Olsen-Stelzer lettering— Cory researched old photos and paint layers to match the original colors and design, bringing the landmark’s façade back to life.

Left: Cory Martin and Julie WalkerMartin stand beside the original fire door inside Howard Walker’s True Value Hardware, where a portrait of Julie’s late father (inset)—teacher, pastor and the store’s namesake— reminds them daily why they built it.

In downtown Henrietta, Texas, the past has found new life inside a building that once echoed with the rhythmic thump of mallets, the rasp of files on boot soles and the clatter of tools and murmur of craftsmen shaping hides into saddles. The former Olsen-Stelzer Boot and Saddlery, a landmark from the early 1900s, now hums with the steady rhythm of a modern, well-stocked hardware store. Reimagined as Howard Walker’s True Value Hardware, the 12,000-square-foot space

COVER STORY: RETAILER PROFILE

Julie Walker-Martin meets with local contractors inside Howard Walker’s True Value Hardware, part of her ongoing effort to boost the store’s pro sales by building relationships grounded in trust, service and community connection.

Above: Inside the 12,000-square-foot Howard Walker’s True Value Hardware, bright aisles showcase a full assortment of products—with standout selections in plumbing and electrical—alongside personal touches, such as a vintage jukebox that reflects the store’s lively small-town spirit.

stands as a thriving retail operation—and a living memorial.

Owners Cory Martin and Julie Walker-Martin spent nearly two years refitting and restoring the historic building, transforming it into a cornerstone of Henrietta’s rebounding downtown. More than a new store, Howard Walker’s True Value is the Martins’ way of honoring Julie’s late father, Howard Walker—a beloved math teacher and pastor who devoted more than six decades to serving the Henrietta community. “Dad was just a beloved man in this county— everybody knew him,” Julie says. “He was a lifelong citizen, and not a day goes by that I don’t try to make

COVER STORY: RETAILER PROFILE

him proud. I want people to look at our store and remember him.”

A DOWNTOWN REVIVAL

When the couple began planning the store, they considered other locations, but the pull of Henrietta’s historic downtown proved too strong. “At one point we thought the cost to remodel the Olsen-Stelzer building would be too high,” Cory says. “But we realized coming back downtown would help revitalize the area. It was where we wanted to be in the first place.”

The renovation, which began in 2023, was anything but simple. The building, pieced together in stages since the 1950s, needed everything from its ceiling to foundation replaced. The project kicked off at a time when it was difficult to find contractors, and the building had historic architectural elements whose restoration required special skills.

“We had to find specialists just to rebuild some of the arches,” Cory says. “It took almost two years to clean up the building and bring it up to code.”

Inside, many echoes of the past remain. The couple preserved the original fire door and uncovered murals that had been hidden beneath layers of plaster. On the exterior, Cory researched the building’s original paint and lettering to restore the OlsenStelzer name to its historic look.

“Everyone in Henrietta has a story about this building,” Julie says. “People come in and tell us about the boots or saddles they bought here, or the family member who worked in one of the departments. It means a lot to keep that history alive.”

The couple has even discussed creating a small in-store museum with photos and artifacts from the old saddlery.

“It was something important for the town,” Cory says.

A LABOR OF LOVE—AND MEMORY

Howard Walker had planned to help with the store after retiring.

Restoring the historic Olsen-Stelzer Boot & Saddlery building meant rebuilding its distinctive interior arches—an intricate process that required finding specialized craftsmen to re-create the original curves that define the store’s character today.

“He wasn’t going to run the store but be more like a greeter,” Cory says with a smile. “He loved people. As a pastor, he liked meeting everyone in town, and that’s what he would have done here.”

When Howard passed away in 2022, the couple decided to continue the project in his honor.

“We could have started a scholarship in his name,” Cory says, “but this way,

people will never forget him or his legacy. His name will go on forever.”

Julie took over management of the store in October. “I absolutely love it— it’s a lot of work, but I love it,” she says. Like her father, she’s known for her warmth and connection to customers.

“Old farmers come in and tell me what they’re working on, and I really want to know. That’s what small-town hardware is about.”

The store’s customer service philosophy was deeply influenced by Howard’s example. “Dad was always kind to everybody,” Julie says. “We’re not going to lose a customer because of our service. Carrying things out to someone’s car or taking the time to listen—those are small things that matter.”

TRUE VALUE’S GUIDANCE

From planning to grand opening, True Value played a critical role in the project’s success. “We had some hurdles to jump, and the True Value team helped out tremendously,” Julie says. She credits Territory Sales Manager Kellye Waller and her team for “everything from project management to merchandising, paint and training.”

“They really do honor their members,” Julie says. “They were willing to listen to our ideas. We couldn’t have done it without them.”

COVER STORY: RETAILER PROFILE

Cory echoes that sentiment, noting the ways True Value’s support team made the overwhelming process more manageable.

ROOTED IN THE COMMUNITY

Since its grand opening on April 12, 2025, Howard Walker’s True Value has become part of downtown Henrietta’s revival. Once dotted with empty storefronts, downtown is now more than half full again—and the hardware store has been a major catalyst.

“People tell us all the time how happy they are that the store is here,” Cory says—and its community involvement extends far beyond retail. “We’re involved in everything: barbecue teams, the baseball parade, the [Future Farmers of America] and Turkey Fest. Keeping Howard’s memory alive means being part of the town, not just doing business here.”

Julie agrees. “I wanted shopping local to happen again. When I was a kid, downtown was always active—you

5 REMODELING LESSONS FROM HOWARD WALKER’S TRUE VALUE

Bringing a historic building back to life takes patience, planning and a willingness to adapt on the fly. Based on their experience renovating the 120-year-old OlsenStelzer Boot & Saddlery building, Cory Martin and Julie Walker-Martin share five takeaways for other independent retailers.

1. Have patience—and a budget buffer. “When you open one thing up, something else pops out,” Cory says. “You have to have money set aside for the unexpected.”

2. Preserve what makes the building special. Julie advises keeping original features whenever possible. “We kept the mural, the arches and even the old fire door,” she says. “Those details connect the store to the town’s history and give it character that people recognize.”

Cory and Julie gained firsthand experience through the challenges of restoring a century-old building— learning patience, adaptability and the importance of planning for surprises hidden behind every wall.

3. Lean on your co-op team. Julie credits True Value’s guidance as essential. “They walked us through every step—merchandising, hiring, training, everything. Their willingness to listen made all the difference.”

4. Engage with the community early. For both owners, being visible and involved is essential. “You can’t just open your doors and wait for people to come,” Cory says. “Get out there—sponsor events, talk to people, make them feel part of it.”

5. Find joy in the process. “Don’t lose sight of why you’re doing it,” Julie says. “For us, it was about honoring my dad and helping our town. That’s what makes all the hard work worth it.”

COVER STORY: RETAILER PROFILE

could walk to stores, see people you knew. Now we’re seeing that come back. There’s a big pull from younger generations, too. They’re supportive of local businesses and want Henrietta to thrive again.”

The 12,000-square-foot store carries everything from plumbing and electrical

supplies to farm and ranch goods, with plans to expand its equine offerings.

“We’re developing strong niches and a great contractor base,” Julie says. “Every week we grow stronger.”

As they manage the business, they find ways to serve their community and improve operations. “I was really

surprised by how well wildlife licenses and sporting goods have sold,” she says. “We didn’t expect that to be such a steady category.”

Through it all, the store’s purpose remains clear: to serve the town Howard Walker loved. “Not a day goes by that his name doesn’t come up,”

During renovation, the Martins uncovered a long-hidden mural beneath layers of plaster—now fully preserved as a centerpiece inside Howard Walker’s True Value Hardware, linking the store’s modern purpose to the building’s storied past.

Julie says. “I continue to feel his presence here. He would have been thrilled to see what we’ve built.” n

MOM & POP HARDWARE

Beth DeCarbo’s story tells of growing up in McPherson, Kan., with parents who ran competing hardware stores—different models, different styles—yet made it work, with their daughter clocking hours in both.

By Beth DeCarbo

THIS MEMOIR OF GROWING UP BETWEEN TWO SIDE-BY-SIDE KANSAS HARDWARE STORES IS A TRIBUTE TO HARDWARE RETAILERS’ GRIT AND GRACE. THIS EXCERPT WAS ADAPTED FROM THE BOOK EXCLUSIVELY FOR READERS OF HARDWARE CONNECTION.

Iwas in the second grade in 1972, the year my mother entered the hardware business. She didn’t know a whit about hinges or toggle bolts or plumber’s putty. But it was obvious to her that my father’s junkyard alone couldn’t support our family of six.

DeCarbo’s father, Gene Copeland, at Copeland Supply in McPherson, Kan., won over farmers and oilfield hands by sketching repairs on a paper sack and sending them out with the exact parts they needed.

So when an old-fashioned hardware store came on the market in McPherson, Kansas, our small farming community of roughly 10,000 souls, my parents decided to buy it. They named it B&G Hardware after themselves: Betty and Gene Copeland. But not long after the store was up and running on Main Street, Betty cut Gene out of the name entirely, telling people that B&G stood for “Betty and God.” The store, my mother decided, would be hers alone.

The most memorable feature of B&G Hardware was the antique oak cabinetry. Housewares and small appliances were arranged on bookcase-style shelving. Other merchandise was displayed

in tall cases with glass doors and wooden drawers. Lengths of sisal rope were unspooled from the ceiling and cut with a pocketknife. Nails were raked from bins using a metal claw and weighed on a scale.

In 1974, the building next door to my mother’s came up for sale. The structure, a former auto dealership, was much larger than my father’s junkyard, fueling his ambitions to scrap the salvage business and expand.

Dad organized his store into three main sections. The front primarily carried tools and paint supplies, with an auto parts counter on the side. The middle part, the bolt room, held practically every type of fastener imaginable. In back was a full-service metal-fabrication shop.

Even though Mom and Dad carried much of the same merchandise, the stores were markedly different. Copeland Supply was both bigger and busier, serving mainly farmers, oilfield workers and those with jobs in manufacturing. Dad’s greatest gift was that he knew how to fix just about anything. When a customer faced a complicated repair or project, Dad diagrammed the solution on the back of a paper sack, then filled it with the necessary parts or fittings the customer needed to buy.

Mom’s store served mainly homeowners and hobbyists. The pace was slower, the mood set by elevator music on the local radio station. Next to the cash register was a candy case, where

RETAILER2RETAILER

customers often lingered to buy a chocolate confection and chat.

Each store was independently run. For one thing, my mom charged higher prices, even when the same thing could be purchased for less money from my dad. That embarrassed me sometimes, but Mom made it clear, saying, “Never apologize for the prices.” Also, Mom didn’t accept credit cards because she didn’t want to pay any credit-card company fees. And only certain customers were allowed to open an in-house charge account, which lowered the risk of losing money when someone couldn’t pay their bills.

At Dad’s store, credit cards were gladly accepted, and pretty much any customer could open a charge account.

Starting at age 10, it was my job to empty the trash and sweep the floor as retired farmers and oilfield workers milled about to enjoy free coffee while cracking open peanuts. For some inexplicable reason, they nicknamed me “Miss Nuisance.”

As I grew older, my parents gave me more responsibility. I still remember my very first sale as a newly minted clerk. A man named Red, who owned a ditchdigging service, set a roll of gray tape on the counter and said to me, “duct tape.” On the sales ticket, I dutifully wrote “duck tape,” because that’s what duct sounds like when spoken. Red let out a big laugh.

Betty Copeland, at B&G Hardware, cultivated a different store aesthetic with oak cabinets and elevator music. Customers lingered at the candy case, chatted and left with neatly wrapped gifts.

Over time, I grew pretty comfortable working at both of my parents’ stores. But no matter how comfortable I got, I never stopped dreading Christmas.

At Mom’s store, gift wrapping was free. After school and on the weekends, I got stuck in a small, drab room with a concrete floor and a single light fixture: the wrapping room. It was my personal jail cell throughout the holidays. Each day, I would work my way through a pile of purchases that customers had left behind. At closing time, I loaded the gifts into the back seat of Mom’s car, and she drove me around town to deliver them to customers’ houses.

My days were long, and occasionally I reminded my mother of America’s child-labor laws. She pretended not to hear me.

Free gift-wrapping was just one part of what Mom called her “winning strategy.” And her words weren’t just idle talk. A Kmart had recently opened in town, and it was selling some of the same household goods as my mother, but at lower prices.

My parents had a Golden Rule: If someone does business with you, then you do business with them. So, if our last car came from the Ford dealership, the next car came from the Dodge dealership. Same with TVs and furniture, purchased from storefronts along Main Street that boasted four lanes of traffic and a meter maid who ticketed anyone who exceeded the time limit on their parking space.

That’s how small towns work: People look out for each other. Many of our customers were likely the same people we went to church with. Or they were the parents of my friends at school. Or they belonged to the same clubs or fraternal organizations.

Being the daughter of the stores’ owners gave me a fair amount of job security. Luckily that worked in my favor after I made my biggest mistake ever. The incident will be forever known as “The Day Bethy Lost the Bank Bag.”

One morning, my mother put all the cash and checks collected the previous day into the zippered bank bag and asked me to make a deposit. Using bungee cords, I strapped the bag to a rack on the back of my bicycle. Then I rode down the alley between my

parents’ stores and the bank. When I arrived, I got off my bike—and the bag was gone! The bungee cords were just hanging from my bike rack. Somewhere along the way, the bag must have fallen off. I frantically searched the bank parking lot and rode up and down the alley in hopes of seeing it on the ground. But, no, the bank bag was gone.

When I returned to my mom’s store, I was blubbering so much that she couldn’t understand what I was saying. Eventually, I was able to choke out that I had lost the bank bag. Mom called Dad, and together they retraced my route along the alley between the stores and the bank. But the bag was nowhere to be found. An entire day’s worth of business was lost. Mom didn’t punish me— even though I totally deserved it.

My mom took a big financial hit that day, and the guilt affects me even now. But there was a small measure of redemption. The following month, my mother’s customers started coming back to her store to say that their checks hadn’t cleared. Each one was told, “Bethy lost the bank bag.”

And each one wrote a new check to my mother. n

Beth DeCarbo is a former Wall Street Journal columnist and the author of “Mom & Pop Hardware: A Kansas Girl’s Quirky Childhood at My Folks’ Competing Stores” (Flint Hills Publishing), available via Amazon.com and at Bookshop.org .

THE COMPASS OF INDEPENDENT

DO IT BEST PRESIDENT NICK TALARICO EXPLAINS HOW DATA, SCALE AND DEALER FREEDOM COMBINE TO GUIDE GROWTH ACROSS THE CO-OP NETWORK.

As president of Do it Best, Nick Talarico leads one of the industry’s largest independent home improvement cooperatives, helping thousands of memberowned stores compete and grow in a changing market. Since joining Do it Best in 2009, he has moved from internal audit to merchandising leadership and then to executive vice president of sales and marketing, giving him a broad

Far left: At the first joint Fall Market, Do it Best president Nick Talarico saw proof that integration works. “Each Market sets a new standard for how we serve dealers,” he says. “We’re already building on what worked to deliver an even stronger experience next time.”

Near left: Talarico says the co-op’s strength lies in giving 9,000 independent dealers “menus, not mandates.” By combining data-driven tools with dealer freedom, he’s steering the organization toward smarter growth and stronger local businesses.

HARDWARE RETAILING

view of how programs, brands and data tools translate into real value for dealers.

In this exclusive conversation, Talarico discusses what stood out most from Do it Best and True Value’s first joint Fall Market, how innovation is reaching retailers of every size and why

the next phase of integration will focus on creating a stronger, more flexible foundation for independent hardware retailers.

Q&A: THOUGHT LEADERSHIP

“ INDEPENDENT DEALERS ARE EAGER FOR AN EXPERIENCE THAT GIVES THEM STRONG BRANDS, TRUE PARTNERSHIP AND THE FLEXIBILITY TO RUN THEIR BUSINESS THEIR WAY. ”

—NICK TALARICO

Market, what stood out to you most about how Do it Best and True Value retailers interacted on the show floor? Overall, what was your biggest takeaway from the Fall Market?

Talarico: What struck me most was how natural it all felt. We’re one thriving independent community. That says a lot about the cooperative spirit that defines both Do it Best and True Value. The energy on the floor was incredible, and it genuinely felt like we’ve always been one team. I loved seeing our retailers share ideas and talk about ways to bring the best from both sides together.

It was a great confirmation that we’re already delivering measurable value as we continue this integration.

Independent dealers are eager for an experience that gives them strong brands, true partnership and the flexibility to run their business their way. Seeing thousands of retailers respond so positively—and watching that same excitement spread to our vendors— made it clear we’re building something really powerful together.

Were there any challenges or lessons from hosting a shared market that will shape future events?

This market proved that when we bring the best of both systems together, dealers win: higher vendor participation, more show-floor sales and record attendance. Each Market sets a new standard for how we serve dealers, and we’re already building on what worked to deliver an even stronger experience next time.

Every market is an opportunity to evolve and to raise the bar for what our dealers should expect from their partner. We’re always focused on what’s next to keep them winning, not just settling for what’s “ready” in an exact moment. Our dealers, our vendors and our staff were excited about the possibilities ahead after experiencing this first truly integrated Market.

How are you ensuring that innovation reaches retailers of all sizes, especially smaller independents that may have limited resources to adopt new tools? Whether you’re a single-store dealer or a regional/national multistore, we provide data-backed tools, services and support to match your goals. We’re taking the best Do it Best programs and tools and combining them with the best True Value programs and tools to create accessible, affordable and customizable programs for every independent.

Looking ahead to 2026, what milestones or performance indicators will tell you that the integration between Do it Best and True Value is delivering the impact you envisioned?

Talarico says the first combined Do it Best and True Value Fall Market “felt natural”—a reflection of the cooperative spirit uniting the two organizations. “We’re one thriving independent community,” he adds. “The energy on the floor was incredible.”

We’re already seeing results. In Q1 of fiscal 2026, which ended September 30, revenue was up 6 percent and net income grew nearly 17 percent. That’s sustainable, profitable growth, and it’s just the start. Our early financial results confirm what we’ve been building toward—not just growth on paper, but real value flowing back to members and retailers through stronger rebates, more efficient logistics and smarter data use.

What is your next logistics or supply-chain milestone? Are you

Q&A: THOUGHT LEADERSHIP

targeting further DC consolidation or network re-optimization?

In this industry, you’re never done improving. We’re leveraging our combined scale to improve areas where we already lead: order accuracy, reducing lead times and making daily ordering simpler for all 9,000 dealers. We’ve done the important work to build a strong, reliable network—and like any world-class operation, we’ll keep optimizing it so our dealers always get faster, more efficient service.

Given the current macroeconomic headwinds (inflation, softening DIY demand, supply-chain volatility), what are your biggest risks, and how are you positioning Do it Best to stay resilient and grow?

There’s no doubt the economy is challenging right now—inflation, shifting consumer demand, ongoing supplychain pressures—but this isn’t new territory for us. Do it Best has been through just about every kind of economic cycle in our 80-year history, and we’ve always come out stronger. People will always take care of their homes. The types of projects may change—maybe more repairs than remodels right now—but our dealers are there to meet those needs. Our job is to make sure they have the right products, insights and programs to

“

DO IT BEST HAS BEEN THROUGH JUST ABOUT EVERY KIND OF ECONOMIC CYCLE IN OUR 80-YEAR HISTORY, AND WE’VE ALWAYS COME OUT STRONGER. ”

—NICK TALARICO

keep their communities engaged. Home improvement never stops; it just evolves, and we’ll be there to help our members stay ahead of it.

Digital and contractor channels are becoming more critical. How are you balancing investment between DIY retail-member business versus pro and contractor business, and how does that align with your overall brand strategy heading into 2026?

This is another great example of how bringing Do it Best and True Value together makes us stronger. Each brand has areas where it leads, and together, those strengths make our company and our dealers even more competitive.

True Value’s powerful consumer brand and leadership in paint and outdoor living complement Do it Best’s deep expertise in LBM and the professional contract space. As one organization, we’re equipped to help every member and retailer in any market. Both companies have markets and categories they excel in, and other areas are complemented well by the other company. Each brand and each channel deserves its own thoughtful investment strategy, and that’s exactly what we’re doing. Our approach isn’t about one brand or category taking priority over another— it’s about leveraging the best of both to serve all 9,000 of our dealers. Do it Best has always stood for “menus, not mandates,” and that remains true. We’re building a comprehensive, data-driven set of tools and programs so every dealer can grow their business their way.

Going forward, what key competitive advantages will you press to gain more ground in the marketplace?

Our brand strategy and brand offerings is one key advantage. The branding options for our 9,000 independent dealers are unmatched in our industry. Each one of our locally owned businesses needs every tool at their disposal to win in their market, and a strong brand is an incredibly effective way to connect with customers. Others in the

industry offer either no or just one retail branding option. Do it Best and True Value have three distinct programs to meet the marketing needs of our stores. Independence is the center of everything we do, so you’ll see us introduce technology and programs designed to help dealers succeed on their own terms. Our goal is to show why certain programs work and how they benefit dealers. Expect innovation around technology and data for years to come.

Through the process of integrating the two companies, is there anything Do it Best has learned from True Value?

We’ve gained new perspectives on branding and data utilization that are already shaping how we operate. True Value’s analytics capabilities and approach to brand engagement complement Do it Best’s operational and strategic strengths perfectly. It’s a powerful combination that reinforces the importance of transparency and trust, values we share deeply. This integration is helping us bring the best of both worlds to life.

What’s your bold prediction: Where will Do it Best be in five years?

We’ll continue to be the largest network of independent home improvement dealers in the world. I’m very bullish on our future. n

For 15 years, Hardware Connection has shared the stories, insights and day-today wisdom of independent retailers who keep Main Streets strong. From one-store operators to multilocation teams, all retailers who have opened their doors—and their playbooks—have helped build a community of shared experience.

As we close out our anniversary year, this final installment of 15 Years/15 Tips looks back on the practical advice that has guided hardware retailers through change, challenge and growth. These aren’t theories from a conference stage; they’re proven ideas that have helped store owners sharpen their operations, connect with customers and thrive for another generation.

EMPLOYEES/HIRING

New hires go to lunch with a cross-section of leaders across the business, which helps them understand different roles so they feel part of the team. It’s important

to learn the roles of the office. They are then partners on the floor for the first 30 days. Michael Solano Solano’s Do it Best Northern California March 2019

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

Match the reward to the person and the achievement, and be timely and specific. Let’s say you have a department manager who worked long hours to reset the whole department, which led to doubledigit sales increase. Offer a Saturday off and treat the manager to a dinner at a local restaurant.

Bob Nelson, author of 1501 Ways to Reward Employees

March/April 2014

CUSTOMER SERVICE

Every employee from day one is educated on our golden rule: Treat every customer the way you would like to be treated. Imagine every customer is your mother. You wouldn’t wan to treat your momma poorly, would you? The lasting impression your staff makes on every customer must be a good one.

Todd Kirschner

Trio Hardware, Plainview, N.Y. February 2020

We emphasize constantly talking in the store and providing customer service and the power of communication and building relationships. I constantly check in with my office staff each day to figure out where the problems may be. We’re always trying

ANNIVERSARY

to fix systems and make changes to be more efficient.

Jess Gullion

Alvarado Paint & Hardware, Los Angeles

November 2018

RETAIL BUSINESS OPERATIONS

Industry consolidation at the retail level (and recently at the wholesale level) continues to have an impact. Corporate involvement is more important than ever, as in many instances, decision making is removed from the individual stores. We are also seeing SKU rationalization coming front and center again, as retailers review set and location productivity. Analytical marketing will be needed to steer and retain customers.

Glen Gevaart, vice president of sales, Midwest Fastener

May/June 2024

The store’s slogan is “deals down every aisle,” and we use loss leaders to boost the price image. We try to have a minimum of 15 bargains of the month, either hardware or close-out related, plus one manager’s special of the month at up to 50 percent off.

John Glenn

Discount Dan’s, Sheffield, Ala.

November/December 2013

Rob Bantly, the fifth-generation owner of Bantly Hardware in Johnstown, Pa., focuses on taking care of customer needs and staying in stock.

When buying insurance for your business, consider what your insurance company means by “replacement value.” While you may think replacement value means you get your whole store back, it doesn’t—especially if you’re in an older building.

Vince Christofora

Woodstock Hardware

Woodstock, N.Y.

July/August 2014

In peak summer months, Village Hardware solar panels turned what used to be an up to $3,000 electric bill into a credit. If you’re looking to install solar panels, incorporate the plans early in the building process or remodeling, which will save time and money down the road. Also, make sure the installer is current on solar tech, which means you will avoid outdated equipment that could limit performance.

Jeff Evers

Village Hardware, Findlay, Ohio April 2025

NICHES

To pursue commercial and industrial sales, hire flexible sales reps. For C/I and government sales, look for sales reps who understand and can adapt to specific requirements of this business niche. Every site has its own requirements, and every contract has specific stipulations to follow. Sales reps who have wholesale experience can also do well in such a role.

Joe Sanchez

Hacienda Home Centers

Albuquerque, N.M.

March 2023

Our best decision was to bring in U-Haul. We bought a truck, and it’s taken off from there. For any retailers who

The live plant business at Bayport Flower Houses thrives thanks to a team rooted in knowledge, care and a commitment to sustainability. From left: assistant retail manager Patti Kelley, retail manager Nicole LaSpina and owner Karl Auwaerter inside one of the store’s greenhouses.

want to add U-Haul, we recommend having a place to put them, as they do take up a lot of room.

Scott and Karalee Ridder

Midwest Ace Hardware

Manhattan and Junction City, Kan.

November 2018

SUCCESSION PLANNING

Handing a business off to a new owner means lots of details need to be

ANNIVERSARY

exchanged. I would record a video and take notes as the sellers described how to do something, so I could refer to it later. For example, I recorded the previous owner showing how to do the Do it Best order step by step.

Nikki Long

Rose Hardware, Memphis, Mo.

December 2022

At the Smokin’ on the Creek BBQ, about 3,000 people showed up to enjoy music, games and, of course, some barbecue at Deale Hardware & Home Center in Deale, Md.

Taking a vacation without worrying about your hardware store’s operation clearly indicates a well-delegated, highvalue business, which is easier to sell and make part of a succession plan.

Tom Bronson, president, Mastery Partners

July 2024

MARKETING/COMMUNITY INVOLVEMENT

Through involvement with Parks & Recreation, I found out that not a lot was happening with girls’ softball, and the girls who didn’t make the school

team didn’t have opportunities. The store began sponsorship of girls’ softball, and it sort of took off and really became the spirit of the store.

Carly Little

H.W. Little & Company

Wadesboro, N.C.

March 2024

Geofencing has become a powerful marketing tool. The team at Circle Hardware gets notifications anytime someone who has clicked on an ad enters the store. It’s proven to be a unique way for the store to engage potential customers in real time, and to be highly targeted and efficient with its digital marketing budget.

Larry Dagley

Circle Hardware, Waco, Tex.

February 2020

When Hartville Hardware acquired Lehman’s in Kidron, Ohio, the integration felt seamless thanks to both companies’ deep commitment to community, tradition and customer-first values. With shared small-town roots and a focus on serving with purpose, the partnership reinforced Hartville’s people-centered approach to thoughtful growth.

One of the most rewarding—and taxing—responsibilities is staying on top of online business reviews. There are so many channels to communicate with customers. We respond to every review the best we can and let customers know we heard their concerns.

Meg Taylor Pleasants Hardware, Virginia Beach, Va.

December 2018 —Compiled by Sean

Donaldson

SMART WAYS TO KEEP ADHESIVE SALES STUCK ON STRONG

From quick household fixes to professional repairs, the adhesives aisle is where hardware retailers help customers solve everyday problems fast. Keeping that section organized, clear and confidence-building can turn a one-time fix into repeat sales. Expert insights from Kate Piche, director of product marketing for adhesives at DAP, highlight how retailers can

Easy-to-use, all-purpose products should sit at eye level, with specialty adhesives arranged toward the edges— reducing confusion and boosting shopper confidence, as shown in this glue and adhesive merchandising at Weaver’s Ace Hardware in Fleetwood, Pa.

merchandise smarter and guide shoppers toward the right solution.

q Start with the project. Ask whether the customer is making or fixing

When recommending adhesives, employees should always ask what materials are being joined. DAP RapidFuse, shown here repairing a shoe, works on multiple surfaces—including leather, rubber and plastic—for a strong, fast-setting bond.

something, and what materials are being joined. Piche recommends asking about the size of the area to be bonded and how the finished piece will look and function.

q Consider speed and finish. Talk about how quickly the customer needs strength and what kind of finish they expect. “Speed of set or cure and how the end product will be finished determines what product will work best,” Piche says.

q Use packaging cues to simplify choices. Once you know the application, highlight clear package information such as low-odor formulas, one-part versus two-part mixes or gap-filling ability. Simple callouts on signage help customers compare quickly.

q Merchandise for visibility. “The simpler and easier-to-use glues and adhesives should go to the center,” Piche explains. Keep versatile,

foolproof items at eye level and move specialty adhesives toward the edges where experienced users will look.

q Encourage impulse and add-on sales. Products that fix a wide range of materials sell best near hightraffic areas. Flexible super glues or universal repair adhesives work well near checkout or with outdoor and wood products that use adhesives frequently.

q Use secondary placement strategically. Adhesives perform well when cross-merchandised with paint, stain or repair products and tools. Home-organization aisles also make

4 ADHESIVE TRENDS TO WATCH

• Aesthetic performance: Customers increasingly look for clear, crystalclear or stainable finishes that blend into repairs and refinished furniture.

• Plastic bonding: Demand is rising for adhesives that can handle plastics, reflecting how often these materials appear in everyday repairs.

• Multi-use products: Shoppers want adhesives that work across several surfaces and project types rather than single-purpose formulas.

• Innovation attracts traffic: When flexible or advanced adhesives arrive, customers seek them out—making shelf presence key to capturing new sales.

sense, as many customers use adhesives to customize shelves or storage systems.

q Keep variety, but avoid clutter. “People like choice in this category,” Piche says. Keep proven, easy-to-use items central, and rotate new technology into the set to maintain freshness without overwhelming the aisle.

q Refresh regularly. “Don’t sleep on technology,” Piche notes. “When something is first to market, people go looking for it—and they’ll go to the store that stocks it.” Feature new or first-of-their-kind products prominently and note their advantages clearly.

At Sammy’s Hardware in the Bronx, N.Y., a well-organized endcap turns the adhesives category into a high-visibility destination. This display features versatile products that help shoppers spot quick-fix solutions and drives impulse sales.

A cross the country, hardware retailers get into the holiday spirit with Santa visits and cheerful instore displays. These celebrations create fun, festive spaces that draw customers in and strengthen community ties. Wrap up and send your store’s festive holiday photos to doug@thehardwareconnection.com.

Amish Mike Hardware, Mount Olive, N.J.

Rio Rancho Hardware, Rio Rancho, N.M.

Crete Ace Hardware, Crete, Ill.

Justus True Value Home & Garden, Summit, Pa.

Sety’s Ace Hardware-Wandermere, Spokane, Wash.

Windsor Hardware and Supply Company, Windsor, Va.

UPCOMING EVENTS

NOVEMBER

Hardlines Distribution Alliance 2026

Executive Planning Conference

November 18-20, Marriott Sawgrass Golf Resort & Spa, Ponte Vedra Beach, Fla.

JANUARY 2026

Consumer Electronics Show (CES)

January 6-9, Las Vegas Convention Center, Las Vegas, Nev.

House-Hasson Dealer Market

January 22-24, Gaylord Opryland Hotel and Convention Center, Nashville, Tenn.

International Roofing Expo

January 20-22, Las Vegas Convention Center, Las Vegas, Nev.

Mid-States 2026 Toy Extravaganza

January 28-29, Phoenix Convention Center, Phoenix, Ariz.

Mid-States 2026 Winter Rendezvous

January 30-31, Phoenix Convention Center, Phoenix, Ariz.

NRF 2026: Retail’s Big Show

January 11-13, Jacob K. Javits Convention Center, New York, N.Y.

The International Surface Event (TISE: Surfaces | StonExpo | TileExpo)

January 26-29, Mandalay Bay, Las Vegas, Nev.

World of Concrete

January 19-22, Las Vegas Convention Center, Las Vegas, Nev.

FEBRUARY 2026

Ace Hardware Spring 2026

Convention

February 24-26, Kentucky Exposition Center, Louisville, Ky.

AHR Expo (HVACR)

February 2-4, Las Vegas Convention Center, Las Vegas, Nev.

International Builders’ Show

February 17-19, Orange County Convention Center, Orlando, Fla.

Orgill Spring Market

February 5-7, Orange County Convention Center, Orlando, Fla.

Retail Supply Chain Conference

February 1-4, Gaylord Palms Resort & Convention Center, Orlando, Fla.

Toy Fair New York (North American

International Toy Fair)

February 14-17, Jacob K. Javits Convention Center, New York, N.Y.

MARCH

2026

Do it Best, True Value Spring Market

March 6-8, Colorado Convention Center, Denver, Colo.

Eisenwarenmesse (International Hardware Fair)

March 3-6, Cologne, Germany, Koelnmesse exhibition center

LBM Advantage

March 2-4, Gaylord Opryland, Nashville, Tenn.

2026 LMC ANNUAL

March 10-12, McCormick Place, Chicago, Ill.

NHS Concept to Commerce

March 31–April 2, Las Vegas Convention Center, Las Vegas, Nev.

PACOA Spring Dealer Market

March 21-22, Queens College, Flushing, N.Y.

RETAIL THEFT, VIOLENCE CONTINUE TO SURGE, ACCORDING

TO NRF

Retailers nationwide are grappling with an alarming escalation of theft and violence, according to new data from the recently released National Retail Federation’s Impact of Retail Theft & Violence 2025 study. The report found an 18 percent rise in shoplifting incidents from 2023 to 2024, alongside a 17 percent increase in theft-related aggression. Since 2019, incidents have risen 93 percent, while dollar losses are up 90 percent.

More than half of retailers surveyed cited sharp increases in fraud and organized retail crime (ORC), including phone scams (70 percent), e-commerce fraud (55 percent) and cargo theft (50 percent). Nearly seven in ten retailers said transnational ORC groups were behind many incidents. The hardware and building-materials sector remains especially vulnerable, given the resale value of power tools and small equipment—high-target items for organized theft rings.

To mitigate losses, 81 percent of retailers said they’re investing in advanced video surveillance, 72 percent are expanding in-store staffing and 64 percent are redesigning

To mitigate losses, 81 percent of retailers said they’re investing in advanced video surveillance, according to a recent report from the National Retail Federation.

store layouts to reduce blind spots. However, roughly two-thirds admitted they now report fewer than half of theft incidents to law enforcement, citing slow response times and limited prosecutions.

According to the Associated Press, several major retail chains—including Home Depot and Lowe’s—have begun testing enhanced locking systems and off-site pickup for high-value products. NRF researchers, however, warn that without coordinated data sharing between industry and law enforcement, theft and violence will continue to rise through 2026.

IN THE NEWS

NEW STORES

• Sunshine Ace Hardware , which now operates 16 stores along Florida’s southwest coast, has opened a new location in the Pelican Bay neighborhood of Naples.

Dye Home Improvement

• R.P. Lumber Co ., based in Edwardsville, Ill., has expanded into Indiana with the acquisition of Dye Home Improvement stores in Monticello and Monon, bringing its total to 92 locations across seven states. R.P. Lumber received the 2023 Hardware Connection Retail Beacon Award .

• Koopman Lumber , a 2024 Hardware Connection Beacon Award winner for Best New Store , is expanding its Northeast footprint by acquiring Lyon & Billard , which has four home centers in Connecticut.

• Taylor’s Do It Center and Pleasants Hardware have leased 15,000 square feet at Oxbridge Square in North Chesterfield, Va., for its next store location.

• Manny and Sammy Contreras opened a new 26,000-square-foot MAC Supply & Hardware store this month in Spicer, Minn.

• Timberline Ace Hardware has opened new stores in Clifton and Battlement Mesa, Colo.; the company now has six locations in western Colorado’s mountain-tomesa region.

• This October, Chris , Maria and Trevor Amir purchased Streator Ace Hardware in Streator, Ill., celebrating with a ribbon cutting with the Streator Chamber of Commerce.

• Shore Ace Hardware in Somers Point, N.J., celebrated its grand opening with a ribbon-cutting ceremony attended by Mayor Dennis Tapp and members of the city council.

• In October, Knecht Lumber in Sheridan, Wyo., officially rebranded to Mead Lumber .

• Lumber King , headquartered in Whitley City, Ky., has opened a new location in Berea, Ky.

• At its Woodbury, Conn., location this October, Aubuchon Ace Hardware celebrated the store’s grand reopening with a ribbon cutting.

• Toma and Jamie Leveto opened Lakeview Ace Hardware in

Streator Ace Hardware

Lakeview Ace ribbon cutting

Cortland, Ohio. The couple now own three Ace Hardware stores in the Mahoning Valley.

• Bayview Building Materials in Elma, Wash., has changed its name to Elma Building Center , unveiling major store enhancements including expanded product lines, a new garden center and a forthcoming Design Center. TAL Building Centers , parent company of Elma Building Center, was honored with the 2023 Beacon Award for Best New Store .

• Great Lakes Ace Hardware will acquire Macomb Ace Hardware in Macomb Township, Mich., with the deal to close in January 2026.

• Debo Ace Hardware in Peru, Ill., celebrated its grand reopening in October following a full store remodel.

• Westlake Ace Hardware opened the 18,000-square-foot Ace Hardware of Rancho Santa Margarita in Rancho Santa Margarita, Calif., in October.

KUDOS

• Nation’s Best hosted its third annual Women’s Leadership Retreat October 12-15 at Rough Creek Lodge & Resort in Glen Rose, Texas. Nearly 60 women and sponsor

Nation’s Best Women’s Leadership Retreat

partners from 35 locations across 13 states gathered under the theme “Lead Out Loud” for professional development, team building and connection.

• Hardware Connection Century Club member MANS Lumber & Home , headquartered in Trenton, Mich., is celebrating its 125th anniversary with a yearlong series of community events, charitable initiatives and tributes honoring employees, vendors and customers who have supported the family-owned company since 1900.

• Fura , a logistics and supply-chain solutions company serving the home improvement industry, has been honored with Ace Hardware’s 2025 Relief Response Excellence Award for its critical role in mobilizing urgent shipments and supplies during Hurricane Milton in October 2024.

• Costello’s Ace Hardware raised $21,314 during its September Round Up to Fight Hunger campaign, benefiting food banks and hunger

MANS Lumber & Home

IN THE NEWS

relief organizations across five states. Organizations helped by the fundraiser include Island Harvest of Long Island, New York , the Community Food Bank of New Jersey and the Federation of Virginia Food Banks .

PEOPLE ON THE MOVE

• Milwaukee Tool has appointed Shane Moll as its new group president, elevating him from his twodecade career within the company to lead operations and report directly to the CEO of parent company Techtronic Industries.

• O. Smith Corporation has appointed Chris Howe as senior vice president and chief digital information officer to lead enterprise-wide digital transformation and innovation initiatives.

• Shurtape Technologies has appointed Paul Sullivan as vice president and general manager of its Engineered Solutions Group, where he will oversee the company’s high-end adhesive tape operations and commercial strategy.

• LP Building Solutions , headquartered in Nashville, Tenn., announced that CEO Brad Southern will retire on February 19, 2026, and company president Jason Ringblom will succeed him as CEO.

• Fiskars Corporation has appointed Jyri Luomakoski as president and chief executive officer, effective October 16, 2025.

• Nick Philemon has joined Jeske Hardware Distributors as account manager, covering the MidAtlantic region including North Carolina, Virginia, Maryland, Delaware and part of Tennessee.

• Top Notch Distributors has appointed Brian Pertman president, making him the third person to hold the role in the company’s 50-year history.

• Spartan ParentCo LLC , headquartered in Golden, Colo., has appointed Roger Farmer as CEO of its Merit Distribution Group, including Lancaster and E.J. Welch businesses.

• LMC has promoted Lauren Brady to director of corporate meetings and Charles Johns to director of special wood products.

Shane Moll

Paul Sullivan

Jason Ringblom

Nick Philemon

Brian Pertman

Lauren Brady

Charles Johns

Chris Howe

• Costello’s Ace Hardware , based in Deer Park, N.Y., has appointed Michelle R. Grover , CPA, as chief financial officer effective October 13, 2025. She brings more than 20 years of global finance leadership to support the company’s expansion toward 100 stores by 2030.

• ECI Software Solutions has appointed Andres Ricaurte as president of its Payments Division. He has more than 20 years of fintech and software industry experience.

• Hancock Lumber sawmill chief sales officer Matt Duprey has been elected chairman of the Northeastern Lumber Manufacturers Association (NeLMA).

WHOLESALERS, MANUFACTURERS

• Do it Best and True Value have opened a new regional technology center at the Cypress Waters campus in Dallas–Fort Worth, Tex., expanding their digital capabilities and strengthening operational support for member stores. The facility anchors the co-op’s broader technology growth strategy and positions it near key partners and two distribution centers in Corsicana and Waco, Tex. Read the full story here .

• This fall, Do it Best and True Value

reported fiscal year 2025 revenue of $4.7 billion—up 6.1 percent—while Q1 FY26 showed core category growth such as Lawn & Garden up 10.7 percent and Hardware up 8.7 percent as the co-op’s integration efforts press ahead. For the full story, visit Hardware Connection .

• Orgill recognized top-performing vendors for excellence in innovation, service and partnership during an awards ceremony at its new 553,000-square-foot Innovation Center. For the full story, read this article .

• Marshalltown , headquartered in Marshalltown, Iowa, has acquired Church Point, La.–based RACATAC Products Inc ., maker of the innovative ergonomic kneeling and sitting creeper, expanding its portfolio of professional-grade construction and flooring tools.

• O. Smith Corporation posted thirdquarter 2025 earnings per share of 94 cents, a 15 percent increase year-over-year, while also raising its full-year EPS guidance to a range of $3.70 to $3.85.

• Sika has acquired Danish mortar manufacturer Marlon Tørmørtel , providing Sika with enhanced local

Matt Duprey

IN THE NEWS

production and market presence in Scandinavia. In addition, in October, Sika announced that it is rolling out the new “Sika ® Carbon Compass,” a platform to automate product carbonfootprint calculation and support sustainability decisions.

• Hardlines Distribution Alliance (HDA) will merge with North American Tool Suppliers (NATS) effective January 1, 2026, expanding HDA’s network to include NATS’ 19 distributors and more than 60 suppliers.

• ABC Supply Co., headquartered in Beloit, Wisc., opened new locations in Lancaster, Calif., and San Antonio, expanding its network to more than 1,000 locations across the U.S. and Canada.

• Duck® Brand and NBALAB, the National Basketball Association ’s innovation arm, have announced a collaboration to produce limited-edition team T-shirts featuring designs

inspired by Duck Tape ®, combining licensed team artwork with the brand’s signature material aesthetic.

• Bomgaars Supply , based in Sioux City, Iowa, has named Orgill its 2025 Vendor Partner of the Year, recognizing the distributor’s exceptional performance and support during the conversion of 73 former Orscheln Farm & Home stores.

• Ace Hardware ’s “Wrap It in Red” campaign highlights top holiday gifts from brands such as Weber and Milwaukee, with exclusive deals and same-day delivery for Ace Rewards members. For the full story, see this article. In addition, Ace Hardware also recently announced a partnership with Affirm to offer buy-now, pay-later services. See more in this article .

• Trex Company has expanded its partnership with Weekes Forest Products to strengthen distribution across Minnesota, Wisconsin, Iowa and North Dakota through Weekes’ St. Paul and Moorhead, Minn., centers.

• James Hardie Building Products Inc. and Boise Cascade Company have expanded their multiyear

Ace Wrap It in Red Campaign

Duck Brand, NBA team up

distribution partnership to include AZEK® Exteriors and TimberTech ® Decking and Railing in the Pittsburgh, Baltimore and Washington, D.C., markets.

FOR THE FULL STORY

• Brownsboro Hardware & Paint launched its “Use the Back Way” campaign to counter roadconstruction disruptions and keep customer traffic flowing. For the full story, see this article

• The U.S. Treasury ’s decision to halt penny production is prompting hardware retailers to adjust— updating POS systems, training staff and planning for potential rounding changes at checkout. For the full story, visit this article.

• New tariffs began October 14, 2025, on U.S. imports of softwood lumber (10 percent) and kitchen cabinets and vanities (25 percent), with higher rates set for January 1, 2026; for the full story, visit this article .

IN MEMORIAM

• Timothy J. Dunn, 77, of Lake Geneva, Wis., passed away October 28, 2025; he was the former owner of Dunn

Lumber , which was acquired by Spahn & Rose Lumber Co. in 2019.

• Charles “Skip” Dean King , 57, of Billings, Mont., passed away September 25, 2025. He was the owner of King’s Ace Hardware , which has six stores across southeast Montana.

• Daniel “Raymond” Smith , 91, of the Rocky Creek Community near Lucedale, Miss., passed away October 15, 2025; he was the longtime owner of Smith’s True Value Hardware in Lucedale.

• Diana T. Schaffer , 86, of Ishpeming, Mich., co-owner of Ace Hardware and Ace Heating & Contracting with her husband, Frank, passed away October 28, 2025.

• Stephen Charles Jones , 67, of Blakely, Ga., passed away October 23, 2025; he was the owner of Blakely Ace .

• John G. Oddy III , 67, of Kennebunk, Maine, passed away October 21, 2025; he owned Ace Hardware in Cape Porpoise, Maine, and Ace Hardware in Kennebunk.

• Robert Dale “Bob” Werstler , 91, of Canton, Ohio, passed away November 1, 2025; he founded Werstler Plumbing and Supply in Richville, Ohio, and later opened Bob Werstler’s Ace Hardware and Plumbing in North Canton. n

Timothy J. Dunn

Charles “Skip” Dean King

BEHIND THE NUMBERS

The National Association of Home Builders expects remodeling spending to climb 3 percent in 2026, signaling steady demand for repair, replacement and home-improvement products on which hardware stores can capitalize.

1 in 3

Contractors report onethird of projects stall due to homeowner indecision or finances—an opportunity for retailers to help professionals close jobs faster with reliable materials and advice, according to research from the Home Improvement Research Institute (HIRI).

$149,000+

Households earning $149,000 or more per annum account for 49 percent of total project dollars—proof that affluent homeowners continue to fuel demand for premium materials, finishes and custom work, according to HIRI research.

~ 49%

Nearly half of contractors choose retailers that stock reliable brands over those offering the lowest prices— proof that quality assortments build repeat traffic, according to HIRI.

Fewest since 2000

This past year saw the fewest firsttime homebuyers on record since 2000, HIRI research shows. With fewer new homeowners entering the market, sales of “move-in” items such as power tools and lawn equipment have slowed, while remodeling and repair spending among long-term residents continues to rise.

Zonda, a housing and building products market intelligence firm, projects a 7 percent increase in 2026, with double-digit growth possible in 2027, as homeowners redirect budgets toward upgrades and renovations rather than new builds. n