Mandy Arnold General Manager of Morrison’s Hardware & Building Supply Nashville, Georgia
Facing stagnant sales and an outdated layout, Morrison’s Hardware & Building Supply partnered with Orgill to do a customized reset, enhance their assortments and refresh the store’s branding. The result? More customers, better selection, and a fresh new look driving growth
Facing stagnant sales and an outdated layout, Morrison’s Hardware & Building Supply partnered with Orgill to do a customized reset, enhance their assortments and refresh the store’s branding. The result? More customers, better selection, and a fresh new look driving growth.
See how they did it.
See how they did it.
MANDATES
From the Innovation Center’s boardroom, visitors get a panoramic view of the main floor—a working environment in which Orgill teams, vendors and retailers meet to plan strategies, review assortments and exchange ideas.
What Store Managers Are Saying
“The team could not stop raving about how fast it is to put away the order! It was so seamless and organized. Everyone who helped put it away came up to me to express their astonishment at the efficiency!”
Substantial weekly time savings equals significant annual labor cost reductions
More time for customer engagement, merchandising and up-selling
Easy learning curve for new hires
IBy Doug Donaldson
A First Look at Orgill’s GameChanging Investment
n this issue’s How’s Business? department, we asked retailers: How are you using artificial intelligence? Their answers were as varied as their stores themselves. Some said they’re experimenting with it for marketing. Others mentioned inventory management or customer service. And a few admitted they’re still watching from the sidelines, waiting to see how it all shakes out.
What struck me, though, was the language that came up in those responses. Whenever AI enters the conversation, people (and AI itself) tend to default to a certain set of words: excited, thrilled, elevate and, of course, innovative. Read enough press releases that are copyand-pasted into news articles about the hardware industry and you know those words surface often, sometimes so frequently they begin to lose meaning.
That’s why Orgill’s new Innovation Center feels worth dwelling on. Here is an investment that gives real weight to the idea of innovation in the independent channel. Located in Collierville, Tennessee, just a short pathway stroll from Orgill’s headquarters building, the Innovation Center is part showroom, office and meeting space, test store and
lab. Orgill built the half-million-squarefoot facility to be a permanent, evolving resource.
I had the opportunity to attend the grand opening just a few days ago, which gave me a chance to walk the Innovation Center myself and see firsthand how Orgill has turned the concept into working reality. You can read more about the Innovation Center in this issue’s “ Game Changer: Orgill Unveils Innovation Center.” Independent retailers who visit will see more than product stacked neatly or signage mocked up for effect. They will step into a fully realized environment in which merchandising layouts can be tested, endcaps evaluated and new technologies demonstrated. Displays are designed with practical execution in mind, the sort of things a store owner can take home and put in place without having to add three extra staff members. Nothing on this scale or size has ever been created for independent hardware retailers. Such a permanent, year-round facility dedicated to showing what works for hardware store owners—and letting retailers experiment with it—represents new ground. It signals a shift in how a distributor defines its role. Moving
Testimonial
Built by Hardware People ... For Hardware People.
After 115 years in business, Bullock Supply needed a POS system designed for the way supply stores really work J3 POS from Ganymede Technologies—born decades ago in a family-run hardware store—gave them the ease, speed, and support they were looking for.
“Our previous system was cumbersome to work with and we had very little customer support,” Frank Stoltmann of Bullock Supply explains. “That’s where J3 POS really helps us out They’ve built special inventory processes into the software that can be tailored to our requirements. It’s saved us time and money on several fronts ”
“Fred’s family was in the hardware business for 100 years, so this system was born out of the hardware industry,” 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 informed when we’re talking to customers, and gives us the ability to track inventory.”
“We had a very short window for install and J3 POS went above and beyond to get it done We had good solid training right from the start Its quick lookup buttons let us click on a department and find an item very 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.”
product efficiently will always matter, but Orgill is underscoring that distribution is also about giving retailers tools that enable them to think differently about their businesses.
There’s a collaborative element here, too. The Innovation Center isn’t built just for Orgill to showcase its own programs. It’s designed as a space where vendors, partners and retailers can plug in their own ideas, test them and learn from the results. That openness is rare, and it suggests that Orgill understands something fundamental: The independent channel advances not by a single player leading the way, but through shared experimentation and adaptation.
The Innovation Center balances inspiration with retail reality. Endcaps highlight efficiency and product flow. Merchandising plans take into account staff limitations and space constraints. Even the technology demos emphasize usability rather than flash. Walk through the space and you’ll see possibilities, but you’ll also see solutions that fit the everyday pace of independent hardware retail.
This massive project matters symbolically as well. For years, independents might have felt they needed to follow the lead of the big boxes for lessons on efficiency and presentation. The Innovation Center flips that script. Here is a distributor for independents creating something even national chains
“ IT’S DESIGNED AS A SPACE WHERE VENDORS, PARTNERS AND RETAILERS CAN PLUG IN THEIR OWN IDEAS, TEST THEM AND LEARN FROM THE RESULTS. ”
would envy. It’s a reminder that the channel doesn’t just respond to retail trends—it can set them as well.
Of course, this is only the beginning. Retailers will expect the Innovation Center to evolve, to stay fresh and responsive. That’s part of the commitment Orgill has made. But if you’re looking for a living example of what innovation can look like in the independent channel, this is it. Not a buzzword, not a slide in a presentation, but a real place where ideas are tested and refined.
So yes, the word innovation gets thrown around a lot. And yes, sometimes it feels like every new tool or idea is dressed up with the same handful of adjectives. But in Collierville, Orgill has given the entire industry a reason to use the word with confidence. This is innovation you can walk through, measure and carry back to your store, a true game changer. n
FBy Craig Cope
The New Repair Economy: What Independent Hardware Retailers Need to Know Now
our years ago, we introduced readers to a burgeoning fight between consumers and manufacturers called the “Right to Repair.” Back then, the debate centered on farmers and frustrated Apple users. Today, that battle has grown into a national movement reshaping everything from auto repair to military procurement, and it’s about to get its biggest test yet.
The most significant federal step forward came earlier this year with the reintroduction of the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill would require automakers to provide independent shops and consumers with access to vehicle data, diagnostic tools and repair information on fair and reasonable terms. If passed, the REPAIR Act could unify the patchwork of state laws that currently define what “repair rights” mean. It is also a recognition that modern vehicles, filled with sensors, software and telematics, can no longer be maintained with a wrench alone.
Public support is overwhelming. A recent national survey showed that more than 80 percent of Americans, across party lines, believe consumers should be able to fix their own vehicles
or choose who does. For independent service centers and parts retailers, the bill could level the playing field against automakers who have increasingly locked repairs behind proprietary software and diagnostics.
The tussle that first brought national attention to the issue is back in the headlines. In January 2025, the Federal Trade Commission and several state attorneys general filed suit against John Deere, claiming the company’s software restrictions violate antitrust and consumer-protection laws. Farmers have long argued that Deere’s equipment, often costing upward of $800,000, becomes nearly unusable when access to critical software tools and diagnostic codes is withheld. The FTC’s complaint alleges that Deere unfairly limits who can perform even basic repairs, forcing reliance on authorized dealers. This case could redefine what “ownership” really means in the digital age: If you buy the machine, do you own it, or merely license the software that makes it run?
While Congress debates, many states are not waiting. In June 2025, Texas became the first Republican-led state to pass a right-to-repair law for consumer electronics, while Oregon’s new law bans
BUILT FOR YOU, BACKED BY LEGACY
“parts pairing,” a practice where manufacturers disable replacement components through software. Washington joined by passing two bills in May 2025 that took effect in July, one covering electronics and another for powered wheelchairs. Yet enforcement remains inconsistent. In California, a recent audit found that manufacturers and authorized service centers still refused to sell parts or manuals to consumers despite new legislation requiring it. Laws on the books are only as strong as their enforcement, and compliance appears to lag public sentiment.
to Repair Act, requiring defense contractors to give the military the same access to diagnostic data and tools that civilian consumers are demanding. The goal is simple: Ensure soldiers can fix their own equipment in the field without waiting on a proprietary part or an OEM-approved technician. It is a striking signal of how mainstream the right-to-repair conversation has become when even the Pentagon is worried about being locked out of its own hardware.
A new twist came this summer when lawmakers introduced the Warrior Right
For independent retailers, service centers and small manufacturers, this movement goes beyond politics. The foundation of the hardware channel is built on repairability, helping customers fix, maintain and extend the life of their products rather than simply throwing them away and purchasing another. When manufacturers restrict access to parts, manuals or diagnostic tools, they do more than hurt consumers—they limit the ecosystem that sustains local hardware stores and repair professionals. As the Federal Trade Commission steps up enforcement and more states pass laws, the opportunity for independent retailers to reassert their value in the “repair economy” is growing.
From farmers’ fields to federal fleets, Right to Repair has evolved from a fringe idea into a cornerstone of consumer rights. Real change, however, will not come from headlines alone. It will depend on whether manufacturers comply, regulators enforce and consumers continue demanding the freedom to fix what they own.
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
SPONSORED BY
H&W Hardware, New York, NY—1924
Kelly Seed & Hardware Co., Peoria, IL—1905
Learned Lumber, Hermosa Beach, CA—1924
Legg Lumber Company, Holt, MI—1884
Morrison Terrebonne, Houma, LA—1924
National Lumber Company, Baltimore, MD—1919
Newton’s True Value Hardware, Cherryvale, KS—1924
Page Lumber, Poughkeepsie, NY—1924—1,000th CC member
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
You see a little bit of everything when you’re behind the counter for 45-plus years, but one customer visit stands out. A guy walked in one day, hands and face blistered, and asked about a replacement burner for his stovetop. Naturally, I had to ask what happened. Turns out he wanted to warm up his shaving cream before using it. So he set the can right on the burner. Yes, directly on the burner. The can got so hot it exploded with such force that it popped the burner right out of the stove. The man was fine—singes aside—but the burner didn’t survive the blast.
David Billman Clinton Do
it
Best Hardware Clinton,
Md.
We’re a hardware store in a college town, and we’re super-busy dur- ing dorm move-in time. Every fall, wide-eyed stu- dents march in looking for industrial-strength Velcro because “the lease says no holes.” We smile and show them how to put up a shelf the right way. Then, when graduation (or eviction) day comes, they’re back—and we show them the other trick: how to make those holes disappear like they were never there.
Vickie BloomingtonDavisonHardware
Bloomington, Ind.
HARDWARE PRODUCTS REVIEW ShopTalk
By Craig Cope
SIKA INSULATION SOLUTIONS
Sika continues to prove why it’s one of the most trusted names in professional-grade sealants and adhesives. Its comprehensive insulation lineup gives contractors and homeowners a coordinated system to seal, bond and insulate with confidence. The four key products—SikaFlex-709, SikaSeal-148, SikaBoom-180 and Sika R-Matte
Plus-3—cover virtually every stage of an energy-efficient build or renovation.
SikaFlex-709 is a high-performance polyurethane sealant designed for perimeter joints and exterior insulation systems. It remains permanently elastic, making it ideal for window and door frames that experience movement and weather exposure. It applies smoothly,
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
HARDWARE PRODUCTS REVIEW
bonds to a wide range of materials and delivers long-term durability in demanding environments.
SikaSeal-148 provides a flexible acrylic latex option for interior use. It creates an air- and watertight seal around gaps, penetrations and joints, helping reduce drafts and sound transmission. The formula is paintable, low-odor and easy to clean up, which makes it a go-to choice for finishing work that needs professional results without hassle.
SikaBoom-180 expands the line with a high-yield polyurethane foam that fills cavities and seals around pipes,
conduits and framing members. It offers excellent adhesion to most construction materials and provides effective insulation against air, moisture and noise. The foam’s controlled expansion ensures neat application and minimal waste, an advantage for both pros and DIYers.
Completing the system is Sika R-Matte Plus-3, a rigid polyisocyanurate foam insulation board that delivers excellent thermal resistance in walls, roofs and foundations. It features durable foil facers that enhance moisture protection and reflect radiant heat,
improving overall energy efficiency. Lightweight yet strong, it cuts cleanly, installs quickly and performs well in both new construction and retrofit applications.
We provided samples to a regional contractor specializing in energy-efficient remodels. The crew was already familiar with Sika’s product line and frequently used its sealants and adhesives on job sites. They reported that combining these insulation products produced consistent, airtight results from start to finish—using 709 for exterior joints, 148 for trim and interior sealing, Boom 180
for cavity fill and R-Matte Plus-3 for thermal sheathing. They noted reduced air leakage, easier installation and improved inspection scores across the board.
For independent hardware retailers, this four-part insulation family offers an opportunity to deliver a complete system under one trusted brand. Each product performs well individually, but together they create a professionalgrade solution that strengthens a store’s reputation for quality and performance. Sika’s blend of innovation and reliability ensures superior results on every project.
HARDWARE PRODUCTS REVIEW
LEARN MORE
MARSHALLTOWN DUSTPRO 360™
Founded in 1890 in Marshalltown, Iowa, MARSHALLTOWN has long been synonymous with professional-grade tools built for reliability and innovation. Originally a small machine shop serving local masons, the company has grown into a global leader producing premium trowels, mixers, drywall tools and construction accessories— all proudly made in the United States with global materials. A member of Hardware Connection’ s Century Club , MARSHALLTOWN exemplifies the spirit of craftsmanship and longevity that defines America’s most enduring hardware brands.
The MARSHALLTOWN DustPro 360™ continues this tradition of smart design and job-ready durability. Anyone who has ever mixed self-leveling compound, mortar, cement or grout knows how quickly dust can coat a workspace—and lungs. The DustPro 360™ provides a practical, affordable solution that virtually eliminates airborne dust while simplifying cleanup.
Constructed from lightweight, durable, recyclable plastic, the DustPro 360™ features a two-piece design that separates easily for cleaning. The unit’s tapered base fits snugly on most standard five-gallon buckets, while an
oversized top opening allows unrestricted pouring and mixing. Eight strategically placed air vents surround the upper housing, capturing harmful dust from all directions and channeling it through a 2.5-inch dust port compatible with standard shop vacuum hoses. The result is a cleaner, safer environment that meets OSHA compliance standards and keeps fine particles where they belong: out of the air. Click here for a brief company video.
Our testers appreciated how well the DustPro 360™ integrated into existing mixing setups. The lightweight construction made it easy to transport between jobs, and the snug bucket fit provided excellent stability during
high-speed mixing. Cleanup was a breeze—simply separate the two halves, rinse and store. The difference between mixing with and without the DustPro 360™ was immediately visible: no clouds of dust coating nearby tools, just a cleaner workspace and less time spent wiping down surfaces afterward.
For contractors, remodelers or DIYers working indoors or in tight quarters, the DustPro 360™ is a smart investment that improves safety and efficiency. It’s one of those deceptively simple tools that makes a lasting impression—reducing dust, saving cleanup time and helping everyone breathe a little easier.
PRODUCT #3
BURNBUSTER™ LITHIUM-ION FIRE EXTINGUISHER
Founded with the goal of addressing one of today’s most pressing safety challenges—lithium-ion battery fires—BurnBuster™ has developed an innovative, consumer-friendly extinguisher that delivers professionalgrade protection in a simple, portable format. Proudly made in the USA, the BurnBuster Lithium-Ion Battery Fire Extinguisher represents a new generation of fire safety designed for everyday use in homes, workshops, vehicles and offices.
Traditional fire extinguishers are largely ineffective against lithium-ion battery fires because these batteries generate their own oxygen during thermal runaway. BurnBuster’s proprietary water-based gel formula both extinguishes the flames and cools the source, helping prevent reignition. Beyond lithium-ion batteries, this multi-class aerosol extinguisher can also be used on electrical and paper or wood fires, offering a versatile solution that is nontoxic, biodegradable and fluorine-free—important for
environmentally conscious consumers and retailers.
Ease of use is central to BurnBuster’s design. The compact 500-milliliter aerosol can is light enough for one-handed operation and small enough to store in a kitchen drawer, glove box, boat or toolbox. With no maintenance requirements and a three-year shelf life, it’s a practical option for households or small businesses that want protection without the bulk or upkeep of a traditional extinguisher.
Since our publication does not have the technical expertise or proper safety equipment to create and safely control a lithium-ion fire for testing purposes, we relied on the company’s expertise and demonstrations in the field. BurnBuster has shared video documentation showing the gel’s ability to suppress lithium-ion battery fires—something traditional extinguishers struggle
to achieve. It’s worth noting that while the product has been laboratory-tested and certified as environmentally friend ly, biodegradable and nontoxic, those certifications apply to its environmental composition rather than its fireextinguishing performance. Click here to learn more about BurnBuster.
Our testers appreciated the product’s portability, safety credentials and ease of storage. The labeling clearly communicates its intended use, and the eco-friendly credentials—nontoxic, non-corrosive and PFAS-free—make it an attractive option for consumers who prioritize both safety and sustainability. Independent retailers should consider stocking BurnBuster alongside traditional extinguishers, fire blankets and other home safety gear. It’s not just a smart add-on—it’s a forward-looking solution that meets the realities of today’s battery-powered world. n
By Kelly Wright
Meet CANARY’s Japanese corrugated cutter: a 2.95inch double-serrated, nonstick stainless blade that slices through boxes without tape gunk. It has a slider to set blade length and fully retracts for safe carry.
CANARY CORRUGATED CARDBOARD CUTTER
CANARY has created an elite Japanese corrugated cardboard cutter featuring a 2.95-inch double stainlesssteel serrated blade with nonstick coating that prevents adhesive packing tape from sticking to the blade surface. Package opening and breaking thereby becomes a much faster, ultraefficient task.
The blade can be retracted and adjusted to the desired length simply by adjusting the slider. Use according to the thickness and size of the corrugated cardboard to be cut. When not in use, you can fully retract the blade into the body, which supports safe carrying and storage.
The extra-sharp blade of this premium box cutter will slice through the
mal effort. On the other hand, the microfine serrated teeth make it safe, and it is hard to get injured just by touching the blade. It is a multipurpose utility box cutter suitable for home, the workplace, the warehouse and the classroom alike.
Made by craftsmen in Japan who inherited the technology of scissors manufactured way back in 1933, CANARY’s products have been continuously cultivated and improved. All its scissors undergo rigorous sharpness checks. n
is the founder of YUNS, a hardware store focused on beginners. Her shop began online, and she recently opened her first storefront in Philadelphia inside an old tech high school repurposed into workspaces for makers, businesses, nonprofits and artists.
EVERYTHING YOU NEED FOR YOUR EVERYDAY PROJECTS!
How’s Business?
MIDWEST
How’s business so far in 2025? Surprisingly great. We’re in an area that doesn’t get as much of the dips some others are reporting. Things just hit us a little bit smoother, a little later, so we can kind of see what’s coming. We’re fortunate that we’ve diversified ourselves enough that if one area is taking a dip, usually the other areas are excelling. For example, we’re selling more lumber right now, which makes up for the slower hardware side.
What’s unique about your store? Ours is a destination store. There’s no one like us within 40 miles. We set ourselves apart with service and friendliness. Customers know they can bring their families, their dogs, anything and everything. We draw a line at snakes, but occasionally we have snakes in the store. And monkeys.
What are your best niche categories? We have a niche with zero-turn mowers because we offer the service side of it. We sell specialty sodas and one-of-a-kind items like housewarming gifts, things you didn’t know you needed until you saw it.
Any plans for the rest of 2025 into 2026? We’re working on trying to maximize our space. Even though
Above: Petersburg Hardware has been recognized as a Scag Pro Gold Dealer, a distinction based on the company’s sales and service reputation. The store has carved out a niche in zeroturn mowers by pairing sales with service and support.
Right: Petersburg Hardware has maintained steady performance by diversifying its business mix. When one category slows, another often strengthens—for example, increased lumber sales have helped balance out dips in other areas.
we have 28,000 square feet of retail floor, it’s full. We’re back to getting creative on how we merchandise and move things around to maximize even more. We’re finishing up moving some products that we have found do better in different areas. This helps us with a service area, which also opens more
space for the gift-and-decoration area, a store within a store.
How has AI affected your business? We use AI a lot with our advertising just to make sure we’re getting across our messaging. We put in our keywords and see who else is searching those words, who is shopping it, then tailor our social media toward those routes. We’ve been able to use AI to customize advertising to hit home, and it’s a little easier. It has helped us take what we’re currently doing and elevate it.
Robin Smith Petersburg Hardware Petersburg, Ind.
NORTHEAST
How’s business so far in 2025? Very slow year. We’re probably down 20 to 25 percent. The economy is part of that pie, and the growth of online home delivery services from Amazon is another part. Younger people, ages 25 to 35, are more inclined to replace than fix, and more likely to pay someone else than do repairs themselves. Housing is slow. I’m about 15 miles outside Washington, D.C., and a lot of government workers live in my area. Many of them were home before, but now they’re being brought back in. If they’re not driving
Top: Clinton Hardware in Clinton, Md., marks nearly 80 years in business. It’s known not only for its plumbing and lawnand-garden strengths but also for unique services like lamp repair, window and screen repair, and even assembling items customers bought online.
Bottom: The staff at Clinton Hardware credits customer service as the key to keeping the business strong, adapting to changing needs while maintaining the personal connections that set the store apart.
to and from work, it’s easier just to buy supplies online.
What’s unique about your store? Next year will be our 80th year; we’ve been here since 1946. We offer a lot of services: lamp repair, screen repair, window repair. Buy something on Amazon and put it in your car, and we’ll assemble it for you. We’ve also gotten into high-end programmable car keys.
What are your best niches? Our plumbing department does very well, especially for older homes in the area. Lawn-and-garden is another strong department. Those are the two biggest revenue areas. We also have a full
HOW’S BUSINESS?
Midwest 40-foot aisle of bolts.
What are your plans for the rest of 2025 into 2026? We’re shifting things around, moving out older items that aren’t selling. One of the biggest sections we try to keep up with is the light bulb aisle—it’s constantly being reset with discontinued items and new ones. Lawn-and-garden always brings something new; this year hornet and wasp spray has been flying off the shelves—we can’t keep it in stock. The weather pattern has been hot, rainy and dry every day, and that’s driven demand. In grilling, we used to carry Weber, but as a Do it Best store we can no longer purchase that line. Napoleon will be the new brand we’re switching to, revamping this fall for spring. Grill utensil sales are usually better than actual grill sales, anyway.
How has AI affected your business? Customers try to use AI or Google searches with a plan or video, but I’ve been doing this 45 years—they often end up bringing in busted pieces without even a photo of what they’re trying to fix. It takes away some of the accuracy. AI gives more general, broad-spectrum answers. For us, it’s kind of nice to plug into Google and give a description of a part, and it can help steer us in the right direction. But we also get people coming in having tried AI and still needing help.
David Billman Clinton Do it Best Hardware Clinton, Md.
SOUTH
How’s business so far in 2025? I’m running probably 7 percent above 2024, so it’s been a good year. I attribute it to our customer service. I really believe in taking care of my customers. I have good prices, but we deliver just all-around good customer service.
What’s unique about your store? We have it all. We have building materials, all hardware, anything a customer needs to do, repairs in his home, build a new home.
What are your best niche categories? We do a lot of specials and various things in the main traffic aisles that get a lot of people in. We have a monthly special that we run on our billboards. That’s about it.
Any plans for the rest of 2025 into 2026? We did buy some planograms at the Do it Best Fall Market. We were looking at doing some other things that we really hadn’t gotten into yet, but it’s going to be good.
How has AI affected your business? I don’t think it has yet. I can’t say about the future, but it’s coming.
Jimmy Jeffords True Value Home Center Grenada,
Miss.
Above: True Value Home Center in Grenada, Miss., is running about 7 percent ahead of 2024, which owner Jimmy Jeffords attributes to strong customer service paired with competitive prices.
Right: Jeffords says AI hasn’t yet affected his business but acknowledges its influence is on the horizon.
noticeably we’re down a little bit this year. We’re in the oil fields of California. As far as local economic factors, the state government is making things hard right now.
What’s unique about your store? For us, it’s a challenge just being either a True Value or Do it Best dealer. There aren’t a lot of stores out there, so we don’t have a lot of peers to communicate with in our area. There’s a lot of things going on in retail. We live in a small community whose only pharmacy chain was Rite Aid, and they closed last month. The brick-andmortars are all being challenged.
SOUTHWEST
How’s business so far in 2025?
The first part of the year was down, and I think anytime you talk to anybody, whether it’s manufacturers or retailers, it was down across the board. It has picked up the past few months, but
What are your best niche categories? Our niches have evolved over time. A garden center once did well, but demographic shifts, including more Hispanic farmworkers, changed buying habits and led us to hire more bilingual staff. When the local Kmart closed, we filled the gap with small appliances, vacuums and housewares. We also do well with higher-priced everyday goods that dollar stores don’t carry. Farm and ranch products, including pet supplies and chicken feed, were strong for us until a new Tractor Supply altered that market. Any plans for the rest of 2025 into 2026? We’re always looking, but right now the bigger focus is deciding how we want to move forward with the business, as my brother and I are both in our late fifties and sixties.
HOW’S BUSINESS?
Cooper’s True Value in Taft, Calif., has adapted its niches over time—adding appliances, vacuums and housewares after the local Kmart closed, focusing on goods dollar stores don’t stock and formerly thriving in farm and ranch supplies before competition changed the market.
How has AI affected your business? We use it mainly for community-related projects and internal support. It’s been especially helpful for writing—policies, procedures, articles, even polishing up store documents. It makes that kind of work faster and easier. I know other retailers are already applying AI to marketing, social media and even inventory analysis. We’re only scratching the surface, but it’s clear there’s a lot more to come.
Eric Cooper
Cooper’s True Value Home Center
Taft, Calif.
Eric Cooper of Cooper’s True Value Home Center says 2025 started slowly but has picked up in recent months, even as local economic pressures and fewer retail peers make operating in a small community challenging.
WEST
How’s business so far in 2025?
Business has been down about 10 percent to 15 percent compared to last year, and one of the biggest local factors is Washington’s rising minimum wage. If a new hire starts at $17 an hour, then the employees who’ve been here longer—say, earning $21.25—also expect an increase. That pushes the whole wage structure up and adds pressure across the business.
What’s unique about your store? I’m probably one of only one or two hardware stores in the United States that have a picture framing shop.
What are your best niche categories? At my main store, I have five different parts: rental department, garden center—which we clear out seasonally to sell pumpkins and Christmas trees—core paint, hardware and a custom framing shop.
Any plans for the rest of 2025 into 2026? We bought a new hardware store in 2020, and we did a full update on that one. Expansions
Left: River Ridge Do it Best in Spokane, Wash., is one of the few hardware stores in the country with a custom picture framing shop alongside its rental, garden, paint and hardware departments.
Below: Larry Myers of River Ridge Do it Best says sales are down 10 to 15 percent this year, with a rising state minimum wage driving labor costs up across the business.
may bring on a few more little things in our rental, but no major expansions.
How has AI affected your business? I’m not really using it in daily operations yet, though I’m sure there are places it could help. I wanted to attend one of the AI classes at the Do it Best Fall Market but couldn’t step away. The main way I’ve used it so far is in writing—drafting marketing articles. I’ll put in my idea, get a formatted draft, then reread and adjust it to fit my voice.
Larry Myers River Ridge Do it Best Spokane, Wash.
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GAME CHANGER
By Doug Donaldson
CHANGER
ORGILL OPENS INNOVATION CENTER
At Orgill’s new Innovation Center in Collierville, Tenn., the story of modern hardware retail unfolds step by step. Designed as a narrative, interactive and walkable experience, the facility leads independent retailers through the full arc of retail development— from early concept planning to how finished merchandising displays would look in their own stores. The Center, highly hands-on, shows how independent hardware retailers can use design,
Above: The Innovation Center’s lobby sets the stage for a storytelling experience— guiding visitors through Orgill’s history, current initiatives and vision for the future of independent retail.
Left: Orgill’s 553,000-squarefoot Innovation Center represents an $81 million investment, creating a state-of-the-art hub for retail collaboration and testing.
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Opening the event, Orgill CEO Boyden Moore thanked employees, vendors and city officials, describing the new facility as “a foundation for the future of independent retail.”
technology and collaboration to reach their customers more effectively.
The Innovation Center is a gamechanging development for Orgill, reflecting how the company connects with its dealer network and vendor partners. Inside, visitors encounter working store environments, digital systems and collaborative areas that link creative ideas to real-world execution. The setting combines learning, testing and partnership into a single continuous narrative exploration of how retail innovation takes form.
“When Orgill first developed its Concept Center [in Olive Branch, Miss.], the goal was straightforward: Reduce Dealer Market setup time and costs by doing merchandising and
Areas inside the Innovation Center feature year-round vendor booths—such as this one from Midwest Fastener—designed to highlight category innovations and give retailers hands-on experience with products and merchandising ideas.
display work in advance rather than onsite at convention centers,” says Orgill president and CEO Boyden Moore.
“Over time, as we began inviting customers into that space, it evolved from its original purpose into a more collaborative, customer-facing environment.”
That evolution was the beginning of a new chapter. When the lease on the previous Concept Center ended, Orgill rethought everything. In 2023, it announced plans to upgrade and expand the Center, outlining a vision
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for a larger, more advanced facility that would be integrated with the 178-yearold company’s Collierville, Tenn., headquarters and serve as a year-round space for collaboration and testing.
“The next chapter would go beyond just finding a replacement building—it redefined the entire purpose and identity of the space,” Moore says. “What started as a practical construction project has become the physical embodiment of Orgill’s goal of helping customers succeed through collaboration and innovation.”
The reimagined Innovation Center expands across a full campus adjoining Orgill’s headquarters. It’s a testing ground but also a working ecosystem designed to bring retailers, vendors and Orgill’s own teams together in continuous dialogue.
GRAND OPENING DRAWS HUNDREDS
On Monday, October 13, Orgill officially opened the Innovation Center, welcoming several hundred guests to the Collierville campus for a ceremony and guided tours. Attendees included Orgill employees, vendor representatives, local officials and members of the media.
“We designed it to be a space that brings people together—our employees, our vendors, our customers and even our neighbors,” Moore said in his
Retailers visiting the Innovation Center can explore ways to improve store performance—such as boosting impulse sales—by studying real-world merchandising layouts, product displays and category setups designed to reflect cutting-edge retail practices.
opening remarks. “Innovation doesn’t happen in isolation. It happens when people collaborate, ask questions and try new things.”
The facility, he explained, was built to serve multiple purposes—training, product testing and partnership development—under one roof, to “be a hub where ideas are tested, shared and turned into solutions that strengthen
The Innovation Center also houses Orgill operations, including an in-house print shop that produces signage and displays, along with offices for the retail services and technology teams.
our customers and the communities that we serve. The heart of it is one goal: to help our customers succeed.”
The space was put to work immediately. “Tomorrow we’ll host 400 of our vendors for the next two days in our first annual vendor conference here,” Moore said, noting that groups from LMC and Stanley Black & Decker had in fact already used it for committee meetings and focus sessions. “This center is
INSIDE THE INNOVATION CENTER’S TECH ECOSYSTEM
The Orgill Innovation Center is a working lab where technology and practicality meet. This enables the facility to become an incubator—an environment in which tech concepts can be observed, tested and validated before they reach the sales floor. Among its built-in systems:
Six live POS platforms will be incorporated. These represent most of the dealer base’s systems, allowing real-time testing and familiarization.
IoT-driven lighting and analytics systems will collect and display data on traffic and interaction.
Digital signage and electronic shelf labels (ESLs) demonstrate merchandising strategies and dynamic pricing.
Self-checkout stations and automation tools simulate realworld retail processes.
Data dashboards and visualization tools help retailers understand performance metrics and customer flow.
about more than retail,” he added. “It’s about economic growth, new opportunities and reinforcing that Memphis and our region is a home for innovation.”
Following Moore’s remarks, Greg Stine, Orgill’s executive vice president
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of marketing and communications, led a tour through the Center’s 553,000 square feet. The walkthrough began in the lobby, which Stine called a representation of Orgill’s “past, present and future.” From there, guests saw fully built concept stores demonstrating various retail formats—from large hardware layouts to pro-focused lumberyards.
Stine explained how the space functions as both a working lab and a showroom, enabling dealers and vendors
From the Innovation Center’s boardroom, visitors get a panoramic view of the main floor—a working environment in which Orgill teams, vendors and retailers meet to plan strategies, review assortments and exchange ideas.
to visualize store designs, merchandising plans and retail technologies. “We serve customers like farm stores, lumberyards and hardware stores. It’s designed to show how a grilling section might work best, or a promotional
HOW VENDORS ARE SELECTED—AND WHAT’S EXPECTED
Vendor participation in the Innovation Center follows a model based on partnership and shared purpose. “Participation has been by invitation and partnership alignment, not simply by sales volume,” Orgill CEO Boyden Moore says.
Orgill prioritized long-term partners with a track record of collaboration and innovation. Each vendor’s space is curated to represent not only its products but also its approach to solving retail challenges.
Displays operate on annual agreements, with flexibility for seasonal refreshes or themed “spotlight” areas tied to product launches or category trends. The expectation for participating vendors is clear: Use the space to demonstrate insights, strategies and engagement—not just to move inventory.
“As the program evolves, new and prospective vendors can also participate through pilot testing or special innovation showcases,” says Chris Freader, Orgill’s senior vice president of retail services. “The goal is to foster a community of innovators who contribute to advancing the independent dealer network.”
COVER FEATURE
endcap.” Likewise the vendor booths, which he called “the cream of our vendors—47 booths that are in here for a whole year,” unlike the temporary ones at Dealer Markets.
After the tours, Moore, Clay Jackson, Orgill’s chief operating officer and executive vice president, and senior vice president of retail services Chris Freader met with reporters to further share their thoughts. “Our strategy is all about customization,” Moore said. “We’re not trying to tell our customers the format you should run. We want to customize to your store, your format, your opportunity in your market.”
Freader concluded by reflecting on the project’s pace and outcome. “It’s going to be a disruptor,” he said. “The other facility disrupted the industry. This one—it’s lights-out.”
A BUILDING THAT TELLS A TALE
The physical design of the Innovation Center is as intentional as its mission. Each area leads visitors through what Orgill describes as “the story of the future of independent retail.” The open
A section of the Innovation Center honors Orgill’s 178-year legacy, featuring archival displays and a wall showcasing the company’s past presidents.
layout, natural light and transparency of the design echo the company’s culture of cooperation and partnership.
Retailers moving through the space to gain ideas for store improvement begin with vision—immersive displays that showcase trends, technology and customer experiences—then move toward application, where ideas are transformed into action through hands-on demonstrations and collaborative workspaces. Lighting, digital displays and open meeting areas allow the environment to change quickly, adapting to different merchandising strategies, seasonal resets or technology integrations.
The Innovation Center is also home to employees who support operations such as Orgill’s in-house print shop, retail services team and a technology suite featuring a dedicated area for data and security management.
“Customers are not merely told about innovation; they see it, touch it and engage with it firsthand,” Freader says. “That physical storytelling helps translate Orgill’s investment in innovation into an emotional and strategic takeaway for every visitor.” In that sense, the building will function as both exhibit and classroom—a living example of what adaptability and forward thinking look like in a retail setting.
A HANDS-ON APPROACH TO INNOVATION
The Innovation Center is fully equipped to simulate real-world retail environments, complete with working examples of technology used across the industry: point-of-sale systems, electronic shelf labels, digital signage and IoT-driven analytics tools. “It’s as much a technology lab as a collaboration space,” Freader says.
Orgill’s goal is to run six live POS systems covering most platforms used by its dealer network. This will enable retailers to test-drive systems they may be considering. “We have a resource that’s unique within the industry,” Jackson says. “Collaborating with our
Hundreds showed up in Collierville, Tenn., on Oct. 13 to tour the newly opened Orgill Innovation Center.
COVER FEATURE
vendor partners and service providers, we’re able to test new and innovative products, assortments and the latest technology. It also allows for a variety of experiences with interactive areas that showcase different categories or brands and host events. It’s just an amazing investment to help serve our customers and connect them with industry partners.”
That approach ties into what Orgill calls “Creating Comfortable Conversions”—making technology an enabler, not a barrier. By allowing dealers to experience systems, dashboards and automation tools in a functioning retail environment, the Center aims to demystify digital transformation and make it accessible to businesses of any scale.
Beyond point-of-sale testing, the Center includes data visualization dashboards, customer journey tracking tools and robotics demonstrations that show how automation can improve efficiency. Technology is not theoretical here—it’s practical, observable and adaptable.
A PLATFORM FOR PARTNERSHIP
Vendors play a central role in bringing the Innovation Center to life. Each booth functions as an ongoing extension of Orgill’s vendor relationships. To select participants, Orgill prioritized core partners in the independent hardware channel—companies with deep
relationships, proven collaboration and a shared vision for innovation.
Experiencing the vendor area is largely self-guided, with digital displays, live product integrations and brand storytelling that continue to engage even when unstaffed. “The expectation for vendors is that participation means being part of an ongoing dialogue—not just showcasing products, but contributing to solutions,” Stine says.
Displays will be reviewed and refreshed regularly. Core vendor spaces operate on annual terms, while seasonal “spotlight” areas allow for temporary installations tied to trends such as outdoor living or pro-contractor categories. The result is an environment that never feels static—an evocation of the constant evolution within retail itself.
EXTENDING THE MARKET EXPERIENCE
While the Innovation Center represents a new level of engagement, it’s designed to complement—not replace—Orgill’s established Dealer Markets in cities such as Orlando and New Orleans. Those events will continue to serve as large-scale buying and networking venues. The Center “adds a new dimension,” Moore says. “A year-round venue for smaller, focused engagements, collaborative sessions and testing initiatives.”
In that way, the facility extends the Market experience beyond a few days each year. Vendors, retailers and Orgill
teams can continue discussions, refine strategies and test ideas in real time. Together, these platforms create a continuous cycle of engagement that keeps independent retailers connected to emerging opportunities.
BUILT FOR ONGOING DISCOVERY
The Innovation Center is already a hive of events: Marketplace Live sessions, industry association meetings, dealer workshops. The space is also open for customers to host their own strategic gatherings. Phase one of the rollout— core vendor integration and technology demonstrations—is underway. Next steps will include expanded dealer training, enhanced analytics and broader use for industry events.
What Orgill first envisioned as a gradual rollout quickly became a full operational schedule. By 2026, the Innovation Center will serve as Orgill’s primary hub for product innovation, retail technology testing and collaborative planning with vendors and dealers alike—a pace that reflects how quickly the Innovation Center is becoming a working compass guiding Orgill’s direction as a distributor.
“The biggest takeaway for anyone visiting the facility should be belief: belief that independent retailers can continue to compete, innovate and thrive,” Moore says. “The Innovation Center demon strates that innovation here is not abstract—it’s actionable, accessible and built for them.” n
INNOVATION CENTER BY THE NUMBERS
553,000 square feet: Total size of the facility, more than double Orgill’s previous Concept Center in Olive Branch, Miss.
$81 million: Combined investment in construction, land, equipment and outfitting for the Collierville campus.
2023: Year construction began on the build-to-suit warehouse and showroom complex.
October 13, 2025: The official opening date, a major milestone in Orgill’s 178-year history.
20: Number of dock positions supporting logistics, demonstrations and vendor shipments.
32,920 square feet: Space dedicated to Orgill’s retail services offices, supporting dealer programs and merchandising.
10,000 square feet: Technology office area housing Orgill’s digital and data teams.
28,000 square feet: Flexible event space for vendor conferences, meetings and training.
5,000 square feet: Size of the covered outdoor patio used for receptions and networking .
HOW TO GROW WITHOUT LOSING YOUR ROOTS
THE EISERERS BUILT WOOD SHED LUMBER & HARDWARE SUPPLY INTO A SIX-STORE NETWORK IN NORTHWEST MISSOURI BY PAIRING BUSINESS EXPANSION WITH STEADY COMMUNITY INVESTMENT.
By Sharona Eiserer
From one store to six across northwest Missouri, Wood Shed Lumber & Hardware Supply has grown by pairing small-town values with steady community investment.
In a small town, when a family-run lumberyard closes, it’s more than the end of a business—it’s the loss of a gathering place, a legacy, a cornerstone. For our family, it was also the beginning of something new. Nine years ago, when the owner of a beloved third-generation business decided to retire, my husband, Cecil, and I felt called to continue the story. With his decades of experience building custom homes and commercial projects, Cecil brought not only skills but also trust and relationships that became the foundation of Wood Shed Lumber & Hardware Supply.
From the start, our mission has been simple but steady: Preserve the values of small-town service while providing modern, reliable solutions for contractors, homeowners and DIYers. That mission has guided every decision, every expansion and every challenge we’ve faced.
GROWTH ROOTED IN SMALL-TOWN VALUES
In 2021, the owner of Derstler Lumber, another family-owned lumberyard in our region, announced his retirement. We saw the chance not only to keep the Derstler legacy alive but to broaden our reach and strengthen our role as a dependable local resource. With that acquisition, Wood Shed expanded from a single store to three,
Cecil and Sharona Eiserer lead Wood Shed with a people-first philosophy, from mentoring contractors and employees to supporting local schools and future builders.
adding locations in Richmond and Concordia, Missouri. Our vision of a network of small-town lumberyards was beginning to materialize.
In 2024, our story came full circle. An opportunity arose in the very town
RETAILER2RETAILER
in which I had graduated college: Warrensburg, Missouri, a place that helped shape who I am today. Bringing Wood Shed there felt deeply personal, almost like giving back to a community that had once given so much to me. Around the same time, we took on something entirely new: opening a store with no legacy to inherit. In Cameron, Missouri, we built a new location from the ground up, relying on our team, our experience and our commitment to community.
Then came 2025. Another door opened, and suddenly we were operating six locations. Growth on this scale was never something we anticipated when we got our start. But each store has represented the same thread: preserving the heart of small-town hardware, where people matter most.
THE HEART OF THE WORK: PEOPLE
Running a hardware store isn’t just a matter of keeping inventory stocked or sales numbers climbing—it’s about people. Some of our greatest joys come from seeing a contractor who has been with us since the beginning stop in just for conversation, or a homeowner who proudly returns with photos of a finished project. Over time, customers become more than just transactions—they
At Wood Shed’s service desk, every interaction begins with listening—helping contractors, homeowners and DIYers find the right solutions with knowledge and care.
become regulars, friends, even part of our extended family.
One story that stands out is our relationship with Greg Lock of Lock Custom Homes. Greg grew up in Carrollton, Missouri, where his roots remain strong, as he now lives in the city with his family. For years, he has built beautiful custom homes in our community. When Greg first gave Wood Shed a chance to bid on one of his projects, we knew we had to deliver. Our crew stepped up—listening carefully, being attentive and providing what he needed to succeed. That first opportunity grew into an ongoing partnership, one we’re deeply thankful for. To help Greg build forever homes right here in our hometown feels like a full-circle gift.
SHARING KNOWLEDGE ACROSS GENERATIONS
Our team members’ stories are just as meaningful. Steve Walden is one of
those blessings. Hard as it may be for us to imagine now, Steve once stood on the other side of the counter as a contractor and customer. As Wood Shed expanded, he chose to grow with us— and what an impact he has made. Steve has become a trusted and knowledgeable voice for customers, someone they rely on not just for products but for insight. His reliability, dedication and care for both customers and the company strengthen Wood Shed every day. Crew members like Steve are the heartbeat of what we do.
Then there’s the next generation. Our relationship with the Carrollton Area Career Center’s Building Trades class has been a highlight of our community work. Through this partnership,
The Wood Shed team and Eiserer family in front of their Carrollton location, evocative of a shared commitment to service, community and building lasting relationships.
we’ve introduced students to new building materials, shared product and installation knowledge, and connected them directly with vendors like Pella Windows for real-world projects.
The Building Trades class’s current endeavor—a ground-up home— reminds us how important it is to invest in future builders and tradesmen. This relationship keeps us connected not only to schools, but also to potential employees and future business partners. Supporting young people as they learn and grow in the trades is one
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Wood Shed Lumber & Hardware Supply goes beyond materials by supporting its builder customers every step of the way. It even spotlights their progress and completed projects on social media, such as this one by local builder Sho-Me Construction.
of the best ways we can ensure the strength and longevity of our industry.
Of course, the journey hasn’t been without challenges. Supply chain disruptions, staffing hurdles and the many moving parts of running multiple stores would test anyone. But even in those tough moments, the relationships we’ve built with people like Greg, Steve and the next generation of builders remind us why it’s all worth it.
BUILDING A LEGACY FOR FAMILY, COMMUNITIES
Our story is still being written. What began as one store has become six, but at the core, nothing has changed. We remain committed to building more than a business—we’re building a legacy
for our family and our communities.
Running this business is about leaving something stronger for the next generation. We’re proving that small-town values still matter, and that a hardware store can be more than just a place to buy materials—it can be a hub of trust, connection and progress.
Today, six stores in, we still believe it’s all about more than boards and nails—it’s about people, places and legacies. Every customer who becomes a familiar face, every employee who grows into a leader, every community event that brings neighbors together adds a line to the story we’re writing. Wood Shed Lumber & Hardware Supply isn’t just about supplying materials—it’s about helping build the places we’re proud to call home. n
Sharona Eiserer is co-owner of Wood Shed Lumber & Hardware Supply, which she and her husband acquired in 2016 and transformed into a modern, multilocation home improvement hub in northwest Missouri. Under her leadership, Wood Shed earned the 2021 Beacon Award for Best New Store in recognition of its community impact and retail innovation.
5 TIPS FOR BUILDING COMMUNITY WITH YOUR LUMBERYARD
Each Wood Shed Lumber & Hardware Supply location—there are six now across northwest Missouri— strives to connect with its community through the “Eiserer Way”: a focus on relationships and everyday support.
“If there’s one truth we’ve learned, it’s this: Customers are the reason any of this growth has been possible,” says Sharona Eiserer, co-owner of Wood Shed. “Without them, there is no Wood Shed. That’s why we place so much emphasis on community.” Here, she shares five ways you can do the same.
Strengthen ties with small, frequent acts. Nothing grand or flashy, but just the simple, genuine gestures that matter most. One of our favorite traditions is hosting contractor appreciation events. Sometimes that means grilling lunch during a Milwaukee tool demo or grilling at a decking event. It’s minimal, but it’s real—and our way of saying thank you.
Look for partnership opportunities. Small-town success is built on partnerships. Our stores don’t stand alone—they’re part of a bigger ecosystem. When we support local contractors, they succeed. When those contractors succeed, so do schools, emergency services, businesses and organizations. It creates a virtuous cycle of
strength that keeps our towns vibrant and moving forward.
Become a hub to connect people and expertise. We’ve also seen how a lumberyard can serve as a hub of connection: Builders swap advice in the aisles, neighbors share stories while picking up supplies and local leaders stop in to talk about what’s next for the town. These aren’t just business moments— they’re community moments.
Listen first, then find ways to help. What do our contractors need? How can we help homeowners feel confident tackling projects? Where can we partner with local governments or organizations to strengthen shared resources?
Be patient and build trust over time. The answers aren’t always complicated. More often than not, it comes down to showing up and keeping promises. When customers know they can count on you—when they see that your investment goes beyond mere store transactions—trust grows.
Trust like that is what enables small towns to thrive. At Wood Shed, we’re honored to play a role in that cycle—one project, one partnership, one conversation at a time. Because at the end of the day, lumberyards don’t just build individual projects—they help build towns.
TECH LEVELS THE
CARL HILDEBRANDT,
EPICOR’S VICE PRESIDENT OF PRODUCT MANAGEMENT, OUTLINES WHY MOBILE FUNCTIONALITY, AI INTEGRATION AND CLOUD SYSTEMS ARE ESSENTIAL FOR INDEPENDENT
HARDWARE RETAILERS
LOOKING TO COMPETE WITH BIG-BOX RIVALS.
As independent hardware retailers navigate a changing marketplace, technology is playing an increasingly central role in how they operate, compete and serve their customers. To better understand what’s ahead, Hardware Connection spoke with Carl Hildebrandt, Epicor’s vice president of product management, who shared insights on emerging tools and common operational challenges, discussing how technology can give independents an edge against larger competitors.
Far left: Carl Hildebrandt, Epicor’s vice president of product management, gives the Retail Leadership Keynote address at Epicor Insights’ Building Supply & Retail 2024 conference at the MGM Grand in Las Vegas last November.
Near left: Hildebrandt works directly with independent hardware retailers to translate everyday challenges into practical technology solutions.
PLAYING FIELD
Hildebrandt oversees Epicor’s retail product portfolio, the company’s global payments solution, hardware strategy and a suite of cross-functional tools. With more than 20 years in enterprise software and customer engagement, he focuses on practical innovation that helps independent hardware dealers work smarter: speeding up checkout, tightening inventory accuracy, streamlining vendor connections and protecting data and payments. He works directly with store owners and buying groups to turn everyday challenges at the counter, in the aisles and out in the
yard into tools that are straightforward to use and proven to deliver results. Here’s what he had to say when Hardware Connection caught up with him recently.
What
emerging technologies should hardware retailers pay attention to in the next one to three years?
There are still tremendous opportunities and potential for hardware retailers to transform their businesses with technology. The first is in mobile technology. According to the Retail
“
AI WILL BECOME INCREASINGLY EMBEDDED INTO MOBILE WORKFLOWS, ENABLING EMPLOYEES TO MAKE SMARTER DECISIONS ON THE GO
AND RESPOND TO CUSTOMER NEEDS IN REAL TIME.
”
—CARL HILDEBRANDT
Systems Research benchmark report
“Using Employee-Empowering Retail Technology to Create Exceptional Customer Experience,” 93 percent of the 262 qualified respondents acknowledged mobility provided either some value or high value, yet only 35 percent indicated they had implemented and were satisfied with mobility solutions.
Further, AI will become increasingly embedded into mobile workflows, enabling employees to make smarter
decisions on the go and respond to customer needs in real time. Whether it’s accessing predictive insights, automating routine tasks or surfacing relevant data through voice or chat interfaces, mobile AI integration will elevate the customer experience by making every interaction faster, more personalized and more informed.
How is artificial intelligence shaping the future of retail enterprise resource planning systems?
AI is continuing to evolve and will be a fundamental, seamless function of business technology. At Epicor, we see AI being used as part of a broader technology strategy to empower workers. AI will move us to a new way of doing business with ongoing decision making, deeper visibility into ERP data and unlocking growth using supply chain signals.
Are there any upcoming innovations in point-of-sale systems that hardware retailers should watch for?
Retailers will likely soon see new ways of interacting with their retail management solutions through voice or natural language AI. These capabilities are targeted at augmenting employee skills. For example, a clerk may ask their RMS through voice AI to identify
the best-matched product in-store and recommend complementary items to help customers complete their projects in fewer trips.
Ultimately, what retailers should look for are ways to help their team be more productive and create a superior customer experience.
What are the most common operational inefficiencies you see in hardware retail, and how can technology help resolve them?
Operational efficiencies can be related to processes, tools and people and can span store operations from point
Epicor’s Propello mobile POS turns checkout into point-of-service, letting hardware retailers meet customers in the aisle, boosting efficiency and sales.
of sale and returns to purchasing and inventory management.
Starting with point of sale and returns, many things can contribute to inefficiencies:
It takes too much time for staff to look up items.
Staff can’t park sales when a customer forgot an item and needs to go find it, then come back and check out.
To validate a return, staff must wade through individual customer receipts for the items and lack the ability to search
Q&A: THOUGHT LEADERSHIP
by transaction number, customer or credit card.
In the middle of a POS transaction, you lose internet and must suspend transactions.
These are all examples of inefficiencies, many of which also negatively affect the customer experience. There are modern RMS available with features like quick find, advanced search, parked sales, return validation, transaction reversals, offline point of sale and more that directly address these types of scenarios, streamlining and simplifying operations to significantly increase efficiency.
Another source of inefficiencies is related to purchasing and inventory management. Physical inventory counts are a great example, which for some is still an very time-consuming manual process. It doesn’t have to be, because with RMS technology, retailers can use mobile applications and do physical inventory counts and make adjustments while their store is open for normal operations. An RMS can also support suggested orders, track committed quantities, order points and seasonal order points and so much more that bring efficiencies to everyday purchasing and inventory activities.
These are just a few examples, and mobile solutions have transformed the physical location where many activities can be done, significantly increasing
“
MOBILE FUNCTIONALITY
CAN BRING A WEALTH OF VALUE TO HARDWARE RETAILERS, FROM ENHANCING EMPLOYEE PRODUCTIVITY TO INCREASING SALES TO IMPROVING THE CUSTOMER EXPERIENCE.
—CARL HILDEBRANDT
efficiencies. From product information lookup to receiving and purchase order management to alerts and overrides and even point of sale, mobile functionality can be a game changer.
How can an ERP solution help streamline communication with suppliers and vendors?
ERP solutions offer a powerful combination of integration and automation that transforms how retailers communicate and collaborate with suppliers and vendors. Beyond isolated features, the real value lies in how these systems
unify pricing, product management, purchasing and receiving into a seamless workflow.
For example, direct vendor communications and [electronic data interchange] capabilities allow retailers to automate price changes, suggest promotions, send and receive purchase orders, manage drop shipments and maintain product and catalog data—all without manual intervention. This tight integration reduces errors, speeds up transactions and ensures data consistency across systems.
Ultimately, ERP solutions act as a central nervous system for vendor communication, enabling faster decisions, fewer manual steps and stronger supplier relationships.
How can technology give independent retailers an edge as they compete with big-box stores?
Technology helps level the playing field by democratizing the tools traditionally reserved for big-box operations. This empowers independent retailers to out-service the competition, offering exceptional, personalized consumer experiences that build loyalty and drive repeat business.
Great customer experiences start with accessible and knowledgeable employees who can quickly and accurately answer product and availability questions. The mobile functionality within an RMS can be instrumental in
empowering employees with this kind of information at their fingertips.
Having a POS solution that requires minimal training with an intuitive interface allows less-experienced staff to confidently handle sales transactions and frees up your most experienced staff to be available and accessible on the floor.
What are some tech lessons from other industries that the retail hardware industry should be aware of?
The hardware industry hasn’t embraced mobile functionality as much as some other retail industry segments, like lawn and garden. Mobile functionality can bring a wealth of value to hardware retailers, from enhancing employee productivity to increasing sales to improving the customer experience.
For example, with Propello’s mobile POS [mPOS], a clerk can assist and check out the consumer in-aisle and turn the “point of sale” into a “point of service”—meeting the customer where they are.
Another area where hardware retailers can lag is in embracing cloud RMS. The benefits of the cloud are well documented at this point. Cloud solutions can be a powerful asset in reducing technology maintenance costs while also creating a much more scalable infrastructure for growth. n
TURNING UP THE HEAT: INDEPENDENT RETAIL’S NEW GRILLING GAME PLAN
DISTRIBUTORS RESPOND TO WEBER’S ACE DEAL WITH EXPANDED ASSORTMENTS, FRESH PARTNERSHIPS AND MORE DEALERFOCUSED STRATEGIES.
The grilling industry is entering a new era as Weber’s move toward Ace exclusivity reshapes strategies across the independent retail channel. For hardware retailers, the shift brings challenges and
As the grilling landscape evolves, Orgill will be spotlighting premium, well-known brands like Big Green Egg in 2026, helping independent retailers attract customers who seek innovation, quality and performance.
opportunities as distributors adjust assortments, pricing and partnerships to stay competitive in the evolving outdoor living market.
Distributors are responding by expanding assortments, forging new partnerships and leaning into accessories and innovation to keep their dealers competitive. Here’s how Do it Best/True Value, House-Hasson and Orgill are navigating the shifting landscape.
BROADER ASSORTMENTS, PREMIUM PARTNERSHIPS
Orgill is taking an aggressive approach to ensure dealers remain competitive in outdoor living by focusing on assortment diversity, premium partnerships and add-on sales strategies.
“Over the last several years we have worked to significantly diversify our offerings in the grilling category,” says Alan Shore, Orgill’s director of seasonal merchandise. “We know that every customer is different, and that means the brands and styles of grills that are popular can be very different market to market, so we wanted to have a broad assortment to support all our customers.”
In 2025, Orgill had already added well-known grill brands to its lineup, including Big Green Egg, Coleman, Char-Griller, Dyna-Glo and Camp
(From left) Alan Shore, Orgill’s director of seasonal merchandise; Matt Ray, manager of category purchasing; and Tyler Hammers, merchandise manager, lead Orgill’s grilling category strategy, working to expand assortments, strengthen dealer competitiveness and drive growth for independent retailers.
Chef. With these brands, Orgill plans to deliver a mix of price points, grilling technologies and strong consumer recognition. For 2026, it plans to double down, bringing even more players into the fold with new partnerships featuring Napoleon, Recteq and Broil King.
“These brands fit nicely into our portfolio and offer fantastic quality, gamechanging innovation and the opportunity to differentiate from the standard assortments you might find at national retailers,” Shore says.
A COMPLETE CATEGORY APPROACH
Orgill’s strategy extends beyond grills. The company has focused on building its offerings in accessories, fuels, sauces and rubs, which drive
INDUSTRY INSIGHTS
Do it Best and True Value are leaning into premium brands like Broil King and Napoleon in the coming year, giving independent retailers more options to compete and boost their grilling business.
repeat traffic and add-on sales for dealers.
“In these areas we’ve added lines from companies such as Mr. Bar-B-Q and GrillGrate,” says Matt Ray, Orgill’s manager of category purchasing.
“We’ve also greatly enhanced our fuel category, adding assortments from brands like Bear Mountain pellets, Jealous Devil, B&B and Rockwood charcoal. Lastly, we’ve added to our offering of sauces, rubs, seasonings and cooking enhancements from brands like Blues Hog, Bearded Butcher, Kosmos, Urban Slicer and Bacon Up.”
This holistic approach—combining grills, accessories, consumables and cooking enhancements—is what Shore
calls the “secret sauce” of Orgill’s outdoor living plan: “The real secret sauce to our strategy with the grilling category is to bring all the elements together that enable our customers to meet the unique demands of their markets, differentiate their assortments and drive greater profits.”
SUPPORTING DEALERS THROUGH TRANSITION
As retailers may need to pivot away from Weber, Orgill is helping them do so as easily as possible. “With the introduction of our new programs from Napoleon and Onward/Broil King, we’re committed to making the transition seamless for our dealers,” says Tyler Hammers, Orgill’s merchandise
manager. “We’ll be rolling out clearly defined assortments, complete with in-depth features and benefits for each supported model across the line.”
Orgill is also developing cross-reference guides to help dealers easily compare new offerings with brands that are no longer widely available, empowering sales staff to have informed conversations with customers.
Training and resources are central to Orgill’s strategy. Says Hammers: “Over the coming months, we’ll be providing our dealers with frequent updates, training and resources designed to ensure they’re confident, knowledgeable and ready to drive sales the moment these products hit their floors.”
LEVERAGING DEALER MARKETS AND INNOVATION
Orgill plans to highlight its grilling strategy at upcoming dealer markets and online buying events, providing visibility into new partnerships and evolving assortments.
“These events will provide greater visibility into our new supplier partnerships with Napoleon, Broil King and Recteq, as well as our updated assortments across the category to ensure dealers have the insight and tools they need to maximize opportunities with grilling,” Shore says.
Additionally, Orgill is testing storewithin-a-store concepts through its Innovation Center model outlets.
These pilots give the company realworld insights into merchandising and in-store experience strategies that enhance sales performance. “We’ve been impressed with the in-store POP and merchandising tools from our new vendor partners,” Ray says. “These are designed to help retailers elevate their displays, engage shoppers and solidify their status as go-to grilling destinations in their markets.”
DO IT BEST, TRUE VALUE ADD NAPOLEON, BROIL KING
While Weber shifts toward exclusivity with Ace, Do it Best and True Value are expanding their grilling assortments with two premium brands: Broil King and Napoleon. Both companies now offer these brands through their warehouse and drop-ship programs, serving nearly 9,000 independent dealers.
This addition gives retailers a “good, better, best” assortment strategy designed to strengthen their positioning as local outdoor living destinations.
“We already have a strong grilling program, and adding these two new brands takes the product options for our stores to a new level,” says Justin Hanford, vice president of merchandising for True Value. “These new assortments give independent dealers the right products to become the outdoor living destination in their community.”
Jason Stofleth, vice president of merchandising for Do it Best, highlights
INDUSTRY INSIGHTS
these brands’ innovation: “Broil King and Napoleon bring a level of performance, quality and innovation that lets Do it Best and True Value retailers outgrill their competition. I’m excited to see these grills in action at the Fall Market, then in our retailers’ stores to show off to their customers.”
Broil King, a family-owned company with many Made-in-USA grills, offers a wide assortment ranging from dual-fuel models like the iQue™ series to portable solutions such as the Porta-Chef™. Napoleon, driven by its “Every. Detail. Matters” philosophy, brings sleek design and premium performance across gas, charcoal, cart and portable grills, as well as standout accessories like the ACCU-PROBE PRO X wireless thermometer and stainless-steel griddle inserts.
House-Hasson is highlighting Coleman BackHome products as a key part of its 2026 grilling strategy. “BackHome Products and the Coleman brand stand out for delivering superior quality while offering the flexibility to match Weber’s popular MAP pricing or run key holiday promotions, all while maintaining strong margins,” says Evan Fields, product manager for lawn, garden and outdoor living.
Together, these assortments give Do it Best and True Value dealers the tools to be competitive in grilling’s high-end segment while maintaining flexibility.
“Together, True Value and Do it Best offer unmatched scale, flexibility and product choice that empower independent dealers to thrive in their local markets,” Stofleth says. “With this expanded grill portfolio, our retailers are better equipped than ever to meet customer demand and stand out in a competitive marketplace.”
HOUSE-HASSON FOCUSES ON VALUE AND VERSATILITY
For House-Hasson, Weber’s move has minimal direct impact—but the broader market shift presents new opportunities, according to Evan Fields, House-Hasson’s product manager for lawn, garden and outdoor living. “Weber was not integrated into our outdoor living strategy,” he says. “Their absence has little impact on us.”
Instead, House-Hasson is focused on leveraging the disruption to build a competitive advantage for dealers. “The Ace/Weber exclusivity deal has reshaped the category in our channel,” Fields explains. “We’re focused on partnering with brands that are innovating in manufacturing to deliver superior product value while giving dealers higher margins and meeting pre-tariff retail pricing expectations. We’ve identified the right partners for 2026 and are excited to bring this approach to market, taking full advantage of this major sales opportunity and shifting the overall brand landscape.”
PARTNERSHIPS AND GROWTH CATEGORIES
Several grill brands have approached House-Hasson in recent months, looking to strengthen partnerships and position themselves within this changing environment, according to Fields. Among HouseHasson’s preferred partners, Fields
highlights BackHome Products and Coleman. “BackHome and the Coleman brand stand out for delivering superior quality while offering the flexibility to match Weber’s popular MAP pricing or run key holiday promotions, all while maintaining strong margins,” he says.
House-Hasson also sees significant growth opportunities in pellet grills, smokers, pizza ovens and ceramic grills. Fields points to Masterbuilt and Kamado Joe as particularly exciting partners: “These brands offer exceptional versatility with their thick ceramic design that serves as a grill, smoker and oven.”
EVOLVING CONSUMER TRENDS
Fields notes that universal-fit grilling accessories are becoming more popular among repeat customers. While first-time grill buyers typically purchase brand-specific tools and covers, experienced shoppers are shifting toward higher-quality, longerlasting accessories that work across platforms.
Looking ahead, House-Hasson anticipates continued expansion of partnerships and offerings to meet evolving consumer demand. “We plan to continue engaging with partners and shaping our full 2026 program,” Fields says. “We anticipate a breakout year, fueled by rising consumer costs and the growing trend of eating at home as a cost-saving measure.” n
RETAILERS REACT, FIND NEW FIREPOWER IN GRILLING CATEGORY
The first combined Do it Best and True Value Fall Market this September in Indianapolis offered something independent retailers hadn’t had since Weber’s announcement earlier in the year: a firsthand chance to see new grill options designed to fill the void left by the brand’s move toward Ace exclusivity.
For many independent hardware retailers, the change brought frustration and disappointment, but also determination to find alternatives. Walking the floor in Indianapolis, retailers compared Broil King, Napoleon and other new entrants side by side, weighing what
Broil King and Napoleon grills took center stage at the Do it Best and True Value Fall Market Power Preview, where retailers could test-drive the latest models in an outdoor demo area.
would resonate with their customers back home.
Larry Myers, owner of River Ridge Do it Best in Spokane, Washington, admits that the transition is bittersweet. “We did sell Weber products. I was very disappointed to hear about the partnership with Ace,” he says. “That cut us out altogether because we do have a lot of tiny-home and RV people in our community, and Weber had a really fantastic selection of some of those smaller travel types.”
Even so, Myers credits Do it Best with stepping up quickly. “We have other options. Do it Best partnered to fill that void, but it’s kind of sad to be alienated, I guess.”
For Vickie Davison of Bloomington Hardware in Indiana, the shift was a chance to reset. “We’ve decided to take it as an opportunity to make a change and figure out something better for us,” she says. Broil King manufactures grills in the Hoosier State, which she envisions as a marketing advantage. “Having a grill that’s made in Indiana, made in the U.S., is huge because we can really promote that. Everyone at the [Fall Market] booth was great, helpful and knowledgeable. I feel like I can go back already knowing about the grills.”
Davison also welcomed the chance to compare multiple premium brands on the same show floor. “That’s a nice thing about hardware stores: Hardware stores are chameleons; they change for their communities.”
For Jane Welch of Port Hardware in Kennebunk, Maine, Weber had long been a reliable seller. “We have been a loyal Weber dealer for 25-plus years, and for the size of our store have been selling quite a few Webers,” she says. The Ace deal left her concerned, but the Fall Market gave her a chance to talk with Broil King and Napoleon
Napoleon and Broil King drew packed crowds inside the Indiana Convention Center; their booths were the busiest spots at the Fall Market.
representatives directly. “I would say they’re both very good brands.” The decision for her, she says, will come down to convincing loyal Weber customers that these alternatives offer equal or better quality.
Mark Warren of Gateway Hardware in Enumclaw, Wash., is planning a blended approach. “We’re going to keep Weber, but it’s going to be a smaller footprint,” he says. “We’ll keep a few options, but I think we’re going to try Broil King, and possibly also bring in Napoleon.” Overall quality will be the deciding factor. “I think the quality with Broil King and Napoleon is much better than where Weber has been going.”
While none of the more than a dozen retailers Hardware Connection spoke with was happy about Weber’s move, the Fall Market showed that alternatives exist. By expanding assortments with Napoleon and Broil King, Do it Best and True Value gave their dealers a path forward. n
BYOTOOLS’ BEST OF THE FALL
By Brent Gentling
With two co-ops under one roof and aisles of fresh gear to kick around, the 2025 Do it Best and True Value Fall Market in Indianapolis this September was a candy store for tool nerds. I walked the floor, recorded videos for my BYOTools YouTube channel and social media accounts, asked questions and took new products for test drives to come up with a short list of “buy-now” ideas for independent hardware store retailers. What follows isn’t hype—it’s a practical snapshot of products that demo well on the floor, solve clear problems for customers and help stores differentiate in everyday categories. Use it as a cheat sheet for your next reset or endcap test. Tap the product names to watch short demo videos of each item in action.
MAKITA BATTERY-POWERED 16-5/16” CIRCULAR SAW
(Top Big Brand Tool Find)
Makita’s XGT 40V max (2x) 16-5/16” beam saw brings corded-class cutting to a cordless frame—it’s billed as the world’s largest cordless circular saw and is purpose-built for heavy timber. Cutting capacity hits 6-1/4” at 90° and 4-3/16” at 45°, making it a legit onepass tool for big stock.
5-GALLON PAINT BUCKET
(Top Paint-Related Item)
Heavy-duty five-gallon paint pails remain the workhorse for mixing, tinting and hauling coatings—easy impulse add-ons that customers understand. Brands like Berry Global and Leaktite supply paint-grade HDPE pails and lids that play well with common tints and store systems.
SEAMLESS POST BRACKET
(Top Home Design Element)
Concealed post-to-base brackets deliver the clean, hardware-free look homeowners want on porches and pergolas while meeting code with a oneinch standoff. Systems in this class (e.g., Simpson Strong-Tie CPTZ) hide
the knife-plate inside the post for a premium finish and solid load ratings— great for an upsell from visible bases.
DECK NINJA CLIP
(Top Construction Material Find)
Grip-Rite’s Ninja® hidden deck clips lock grooved boards with a GripBite™ clamp and come pre-assembled with #316 stainless screws for speed. Universal fit covers leading composite/ PVC brands, and packs are sized for ~50, ~200 or ~500 square feet, with a limited lifetime warranty to back it up.
CRESCENT SITERUNNER FOLDING CART
(Top Storage/Organization Find)
A legit mobile workstation: It unfolds in seconds, then folds down to ~8” for the truck. Rated 100 pounds per shelf (300 pounds total) and built with a T-channel rail for accessories—an easy demo that sells itself.
STUDHUGGER
(Top “Simple but Useful” Invention)
This compact, reusable helper keeps a stud where you want it while you fasten—especially handy for solo framing or fussy alignments. It’s a low-price, high-utility add-on that merchandises well near fasteners and layout tools.
ZEP INSTANT SPILL ABSORBER
(Top Automotive-Related Product)
Lightweight, dust-free granules that trap and encapsulate shop spills fast— and Zep rates it at up to 15 times more absorbent than clay, which customers feel immediately in cleanup time. An easy win for auto bays, garages and garden sheds alike.
SOLO STOVE STEELFIRE™ STAINLESS GRIDDLE
(Top Food-Related Item)
A backyard-grade, 30-inch stainless griddle with a triple-layer clad surface and dual “racetrack” burners designed for even heat and quick sear. The premium fit-and-finish invites hands-on demos—perfect for grilling departments that want a modern showpiece.
STEELMAN 4-IN-1 PLUMBER’S WRENCH
(Top Plumbing Tool)
One low-profile wrench covers multiple under-sink nuts and supply connections, cutting trips back to the truck mid-install. It’s the kind of “why didn’t I buy this sooner?” tool that performs equally well on endcaps and in procheckout lanes.
STEALTHMOUNTS MAGNETIC BIT HOLDER
(Top Everyday Carry)
Mounts to popular cordless platforms and holds up to five one-inch bits with a strong magnet—so your go-tos ride with the tool instead of rattling in pockets. Great attachment sale alongside drivers and impact kits.
Brent Gentling is the creator of BYOTools, a DIYfocused YouTube and social media brand with millions of views, known for tool reviews, how-to videos and hands-on construction insights.
CELEBRATING
15 TIMELESS TIPS FROM THE HARDWARE CONNECTION VAULT
For more than 15 years, we’ve been in your corner—sharing practical, streetlevel advice to help independent hardware retailers thrive. From the days before smartphones to today’s AI-powered tools, Hardware Connection has stayed focused on what matters: real ideas from real retailers.
As we round third and head for home in this anniversary year, every issue continues to feature 15 proven tips pulled from our archives. These aren’t passing trends or industry buzzwords—they’re strategies that stand the test of time, helping stores grow, adapt and serve their customers better.
Whether you’re a longtime hardware store owner or only recently cut the ribbon on your first location, these nuggets of wisdom are a fitting way to cap off our anniversary celebration.
EMPLOYEES/HIRING
Expand and diversify recruiting channels. Posting on LinkedIn and ZipRecruiter isn’t enough. Cast a wide net. It’s not just one thing that’s going to work for you. We’re recruiting from all different aspects. That could include tapping into local schools, trade programs and community networks to find talent
that aligns with your business culture and values.
Laura Freeman, Ph.D., executive vice president, chief human resources officer
Orgill
July/August 2025
When it comes to recruiting and hiring employees, it’s ultimately about your store’s culture and expectations. Winners want to work with other winners. You have to increase expectations of associates when you go from paying $10 an hour to $15 or $16 an hour.
Andy Wilkerson
Blackhawk Hardware, Charlotte, N.C.
March 2022
If the formula for successful sales associates is passion + perseverance +
Orgill’s Laura Freeman (above right) believes stronger systems lead to smarter hiring. Her team’s unified HR approach helps streamline communication and support talent throughout the company.
goals, then we need to assess all three variables during the hiring process, not just their ability to handle adversity.
Samantha Post
T&M Hardware & Rental
Pennsylvania and Ohio
December 2016
CUSTOMER SERVICE
You might get more Spanishspeaking customers in your store if you had a Spanish-speaking staff member. Just like barbers and bartenders, our employees have their own followings. We have Spanish-speaking customers who come in to speak to certain
ANNIVERSARY
bilingual employees, because they need to ask complicated questions and are not comfortable trying to fight their way through with their limited English skills. They love to see a friendly Spanish-speaking face. Then they come back day after day.
Alan Talman
Karp’s Hardware, East Northport, N.Y.
February 2015
Our neighborhood was developed in the 1950s and some of the original residents are still around, so our store tends to skew older. We stock about eight to 12 feet of personal safety products such as non-slip mats and grab bars. We try to encourage parents to bring their kids in by offering free popcorn. We also have a pumpkin carving contest and partner with local youth groups. We’ll have events where the local youth band plays.
Craig Franklin
Emigh Ace Hardware, Sacramento, Calif.
May/June 2013
To keep customers coming in, strive to make sure the store’s service stands out. Conduct training meetings and talk about add-on selling and project tips as a way to help customers rather than just selling them something they don’t need. Go through scenarios so associates can see how to handle situations
Pearl Ace Hardware encourages employees to get to know their customers so they can better meet their needs.
and questions. Never tell customers no but let them know you can get them what they need.
Aimee Nichols
Berger True Value Hardware, Hawthorne, N.Y.
December 2016
RETAIL BUSINESS OPERATIONS
Store design can have a significant impact on customer experience and business success. By incorporating a decompression zone at the entrance, Hometown Hardware provides customers with a moment to transition from the outside world into the store environment. This space helps reduce stress and makes customers feel more comfortable and ready to shop.
Phil and Deanna Cheeves
Hometown Hardware
Senoia, Ga.
September 2022
In addition to carrying a strong mix of outdoor power equipment, Farm & Home Hardware’s Ashland and Wellington, Ohio, stores have grown
their outdoor power equipment departments by focusing on a few key strategies. Female sales associates and service representatives help create a welcoming environment for women shopping for OPE, while extended evening and weekend hours make it easier for customers to shop and service equipment on their own schedules. The company has also shifted advertising dollars from print to targeted Google ads, a move that has led to noticeable increases in both store traffic and OPE sales.
Scott Jerousek
Farm & Home Hardware
Ashland, Ohio
December 2022
Team members gather for the grand opening of Meny’s True Value Hardware in Jasper, Ind.—a store built on attitude, long-term training and a commitment to growing talent from within.
With all slow sellers or old merchandise, get the best you can get, get it now and then reinvest the money in something that will allow you to sell it for more than what you paid for it. Whatever you do, do not save old merchandise or store it for some future miracle.
John Franklin Williams Lumber & Home Center
New York
July/August 2012
NICHES
ANNIVERSARY
To grow commercial/industrial sales, it’s important to identify your customer and know their needs. In the apartment industry, for example, you have to keep up on trends and know that everyone wants white doors and brushed nickel hardware. We track sales history and seldom run out of what customers need.
Tim Allen
Porter Do it Best Hardware and Rental
Des Moines, Iowa
July/August 2016
A new or expanded store is a chance to devote emphasis to a niche. After building a larger new store we added a larger Carhartt clothing section, making it one of the best in the region. The clothing section was designed to feel like a store within a store, maintaining a dedicated space for the products and a separate dressing room for added privacy and security.
Paul and Becky Rogers
Rogers Do it Best Hardware Sparta, Mich.
September/October 2015
SUCCESSION PLANNING
One of the most important factors in the “transferability” of any business is eliminating owner dependency, and the best way to do that is to have a solid
succession plan in place. A succession plan ensures continuity of the business should anything happen to the owner. With a succession plan, the business may have a chance of surviving such an event. Store owners should ask themselves: What would happen to my business and my family if something happened to me?
Tom Bronson
Mastery Partners
July/August 2023
If you plan to exit your business in the next one to three years, it is very important to put together an exit planning team now. Pick a corporate attorney who knows how to do corporate sales for closely held family businesses. Make sure your accountant thoroughly knows your tax bracket and your basis in the stock value that you have in your company. Pick a financial advisor that works with a lot of businesses and can help coordinate and design a blueprint for the transition of your company by
Marc Currie (right) is now an owner of Niece Lumber, putting into practice lessons he has learned from his father, Bruce (left).
working with your chosen attorney and accountant. If you are not sure whom to work with on your exit planning team, our valuation specialists and financial advisors at Creative Planning can help answer some of your questions.
Gary Pittsford, CFP
Creative Planning
April 2022
MARKETING/COMMUNITY INVOLVEMENT
About one out of ten social media posts should be focused on selling. The rest? Be creative, post jokes, comments from customers, share local stories, photos of projects, employee photos and features, offer specials such as prize drawings for those who like the posts.
Mickey Thurman
Levee Lumber, Hoquiam, Wash.
July/August 2012
Because her husband is a firefighter, Leigh Ann Akard gets involved in many community projects that support the local fire department.
Carr Hardware actively participates in local events, sponsors community initiatives and collaborates with local organizations. This deep integration fosters strong customer loyalty and positions us as a cornerstone of the community. Additionally, their serviceoriented mindset ensures that customers receive personalized and attentive care, which further enhances their reputation.
Bart Raser
Carr Hardware, Pittsfield, Mass. August 2024 —Compiled by Sean Donaldson
MERCHANDISING
AND PROMOTION TIPS FOR HAND AND FOOT CREAMS
Nearly 50 percent of U.S. consumers still prefer to buy personal care items instore, according to Statista. Hardware retailers have an opportunity to position hand and foot creams as impulse and convenience buys. Growing awareness of skin care, premium formulations and rising male demand create room for strategic placement and cross-merchandising to drive sales.
Here are five merchandising and promotional strategies to help hardware retailers maximize sales in this growing category:
q Problem-solution positioning. Stock creams branded for “working hands” and “rough feet” to connect directly with DIYers and pros tackling tough jobs.
Naked Bee display-ready checkout counter displays, such as the one at Farrer Bros Hardware and Rental Service in Murfreesboro, Tenn., are designed to capture impulse buys, making it easy for shoppers to grab hand lotion on their way out.
Hensel’s Ace Hardware in Arcata, Calif., featured hand and foot lotions in a creative Father’s Day display, using the seasonal promotion to spotlight self-care products and boost category sales.
q Seasonal tie-ins. Feature “winter hands” or “job site skin care” endcaps from November through March. Consider Father’s Day promotions that bundle creams with work gloves or tools.
q Strategic shelf placement. Place moisturizers near gloves, hand tools or contractor supplies for natural cross-sell opportunities.
q Clip-strip triggers. Hang 1-oz. tubes on clip strips in paint and plumbing aisles—dry hands are common there, and this creates “while I’m here” impulse buys.
q Contractor desks and will-call baskets. Stock travel-size tins (such as Working Hands or Bloody Knuckles) at pickup zones to capture last-minute add-ons.
From making skeleton keys to pint-sized artists turning pumpkins into masterpieces, retailers had some frightful fun this Halloween. Store teams went all in—locking down laughs, hammering out haunted displays and proving that when it comes to Halloween spirit, they’ve really nailed it. Send your store’s spooky photos to doug@thehardwareconnection.com.
Ambridge Do it Best Home Center, Ambridge, Pa.
Do it Best Hardware of Wayne,
Wayne, Pa.
Harrison Brothers Hardware, Huntsville, Ala.
Sebastopol Hardware Center, Sebastopol, Calif.
Nelson Ace Hardware, Barre, Vt.
Olson’s Ace Hardware, Park Ridge, Ill.
Wood’s Ace Hardware and Mercantile, Summerville, S.C.
UPCOMING EVENTS
OCTOBER 2025
Equip Expo
October 21-24, Kentucky Exposition Center, Louisville, Ky.
House-Hasson Fall Dealer Market
October 23-25, Sevierville Events Center, Sevierville, Tenn.
LBM Advantage Fall Planning Conference
October 20-22, Hyatt Regency, Indianapolis
NOVEMBER 2025
Hardlines Distribution Alliance 2026
Executive Planning Conference
November 18-20, Marriott Sawgrass Golf Resort & Spa, Ponte Vedra Beach, Fla.
LMC Expo 2025
November 3-5, Philadelphia Marriott Downtown, Philadelphia
Orgill Winter Online Buying Event
November 3-16
JANUARY 2026
Consumer Electronics Show (CES)
January 6-9, Las Vegas Convention Center, Las Vegas, Nev.
House-Hasson Dealer Market
January 22-24, 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 City, 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 City, 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— West Hall, Las Vegas, Nev.
PACOA Spring Dealer Market
March 21-22, Queens College, Flushing, N.Y.
IN THE NEWS
NEW STORES
• Deer Park, N.Y.–based Costello’s Ace Hardware expanded its footprint by acquiring Rommel’s Ace Home Centers, which operates 11 locations across Maryland, Delaware and Virginia. Costello’s now operates 62 locations in six states.
• Lake Almanor Ace Hardware in Chester, Calif., is under new ownership: Brad and Christina Hayward are taking over from outgoing owners Doug and Susan Edge.
• Rural King opened its first Mississippi store in Columbus, marking the retailer’s entry into the state. Rural King operates more than 140 stores across 14 states in the Midwest and Southeast.
• Niemann Ace Hardware opened its new Dyersville, Iowa, location in September.
• Bedford Ace Hardware in Bedford, Penn., celebrated its grand reopening in October.
• RoMac Building Supply acquired 100-year-old, family-owned Thomas
Lumber, a longtime constructionmaterials supplier in Orlando, Fla.
• National Lumber, a Century Club member founded in 1919, acquired Fisher Lumber of Rockville, Md., expanding its footprint in the Washington, D.C., metro area.
• Petoskey, Mich.–based Preston Feather Building Centers acquired Boyne City, Mich., Barden Lumber, expanding a northern Michigan network that now includes Petoskey, Gaylord, Harbor Springs, Boyne City and Traverse City.
• In September, Timberline Ace Hardware held grand reopenings for its remodeled stores in Aspen and Carbondale, Colo., showcasing updated layouts and expanded assortments.
• Nighthawk Ace in Guilford, N.C., celebrated its grand opening this September.
• Sety’s Ace Hardware in Chewelah, Wash., had a grand reopening this August.
• Golden State Lumber + Nighthawk Ace
Thomas Lumber
IN THE NEWS
Showroom acquired The Window and Door Shop–Sacramento and will rebrand it as a Golden State Lumber + Showroom location effective Oct. 1, expanding its window-and-door presence in the Sacramento, Calif., region.
• Great Lakes Ace Hardware signed an agreement to open a 12,000-square-foot store in Perrysburg, Ohio—its eighth Buckeye State location—with renovations starting in early 2026 and a soft opening targeted for Q2.
KUDOS
• Ace Hardware’s Helping Hands program donated support to the Christus Kids Clinic in Coushatta, La., helping to fund an adaptive playground that accommodates children with diverse abilities.
• Eugene True Value in Eugene, Ore., joined Hardware Connection’s Century Club in recognition of the store’s 100th anniversary.
Kodiak Foundation golf tournament
• The Kodiak Foundation raised $600,000 at its annual charity golf tournament—pushing five-year contributions past $5.2 million—with 2025 proceeds benefiting City of Hope,
Convoy of Hope and For Every Woman.
• MITER Foundation—the charitable arm of MITER Brands—celebrated 10 years partnering with Homes for Our Troops and renewed its commitment for three more years, noting it has helped build 184 specially adapted homes through donated MI, Milgard and PGT windows and doors.
• Elder’s Ace Hardware, a 38-store family chain headquartered in Chattanooga, Tenn., is collecting donations locally to support Wreaths Across Chattanooga’s mission of placing veterans’ wreaths at the Chattanooga National Cemetery.
• The Aulwes and Spilde families marked 50 years of ownership at Decorah Ace Hardware in Decorah, Iowa, celebrating alongside Jerry Aulwes’s 90th birthday and the community he has served for decades.
PEOPLE ON THE MOVE
• Steve Henry, CEO of HouseHasson Hardware, is set to retire
Decorah Ace Hardware
at the end of the year, marking the close of a leadership era for the company. Read the full Hardware Connection story here.
• Kodiak
Building Partners, headquartered in Englewood, Colo., promoted Mike Flood to chief operating officer, elevating the longtime executive vice president of operations, who joined Kodiak via the 2014 acquisition of New England Building Supply.
• Virginia Lewis has been promoted to president of Tart Lumber Company in Sterling, Va., succeeding her previous role as vice president of operations.
• Stanley Black & Decker appointed Bill Beck as President, Tools & Outdoor.
• L&W Supply named Frank Marcoccio its next president, effective January 1, 2026, succeeding Dan Piché, according to announcements from parent company ABC Supply.
• Lumber King, Inc. appointed Jim Lensing as company president, citing his more than 40 years of experience in the lumber and building materials industry.
• Cameron Ashley Building Products recently named David Chaika chief financial officer, noting his 28-plus years of finance leadership with prior roles at Masco and PSE Group.
• United Window & Door, based in Springfield, N.J., promoted Christopher Derrico to Senior Vice President of Operations, overseeing manufacturing, logistics and operational strategy across all facilities.
• LMC, headquartered in Wayne, Pa., announced the promotion of Steve Evans to Director of East/ West Commodity Lumber.
WHOLESALER/MANUFACTURER NEWS
• Do it Best introduced a new “Members of the Year” recognition, honoring independent retailers across its co-op network for exceptional business performance, leadership and community impact. Winners are grouped based on store size, with a special category for Pro/LBM focused. See the full list here.
Mike Flood
Jim Lensing
David Chaika
Steve Evans
Virginia Lewis
Bill Beck
House-Hasson CEO Steve Henry
IN THE NEWS
• Do it Best also recently named its 2025 Vendors of the Year at the Fall Market in Indianapolis, with overall honors going to Milwaukee Tool (Sales Growth), Charlotte Pipe (Supply Chain), First Alert/ Resideo and The Hillman Group (Products & Services) and West Fraser (Lumber & Building Materials). For more, see this Hardware Connection article.
• Stanley 1913 introduced a new take-back program that allows customers to return used products for repair, refurbishment or recycling— advancing the brand’s “Built for Life” sustainability promise.
Clark + Kensington’s Color of the Year: Hazelnut Crunch
• Ace Hardware’s Clark + Kensington paint line announced Hazelnut Crunch (09A-5) as its 2026 Color of the Year—a warm, earthy neutral chosen to reflect comfort.
• Ace Retail Holdings, parent company of Westlake Ace Hardware and Great Lakes Ace Hardware, has announced a five-year initiative to remodel more than 80 stores nationwide with its new ELEVATE3 concept, featuring
upgraded layouts, enhanced brand showcases and expanded grilling departments.
• Fortune Brands Innovations maker of water (Moen, House of Rohl), outdoors (Fiberon decking; Therma-Tru/Larson doors) and security (Master Lock, SentrySafe) products—opened its new campus headquarters in Deerfield, Ill.
• Builders FirstSource acquired two Las Vegas–area companies— Builder’s Door & Trim and Rystin Construction—to expand operations in an area where it previously had no millwork facilities.
FOR THE FULL STORY
• At their first combined Fall Market in Indianapolis, Do it Best and True Value spotlighted grills, lumber/ building materials and co-op direction for 2025; see the full article here.
• True Value tapped actor/author/ woodworker Nick Offerman to
Nick Offerman
extensive experience with the 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 and Pro Grade Orange Painter’s Tape, which offers highadhesion. ■ stock
front a new national brand campaign— part of a broader investment that includes the “Destination True Value” store format and a 2026 e-commerce launch. Read more here.
• Ace Hardware is partnering with DoorDash to expand same-day delivery across more than 4,000 independently owned stores, giving customers faster access to tools, supplies and hardware essentials. See the details in this Hardware Connection article.
• Costello’s Ace Hardware is adding in-store solar consultations through a partnership with Freedom Forever—bringing advisors into select stores to discuss system design, financing and installation. For the full story, see this article.
• Mead Lumber, based in Columbus, Neb., is celebrating 25 years as an employee-owned company, coinciding with National ESOP Month. Read more here.
IN MEMORIAM
Joseph David “Joe” Formisano, 81, passed away Aug. 5. He was the former owner of Newark Farm & Home Supply in Delaware who later represented the National Retail Hardware Association and worked as a CAD designer for Ace Hardware creating plans for stores, lumberyards and home centers.
H.D. Lamberth, 86, of Lubbock, Tex.—former owner of Lamberth True Value Hardware in Carlsbad, Tex., (1983–2002) and previously the Western Auto there (1974-83)— passed away on September 9, 2025.
Joseph Formisano
BEHIND THE NUMBERS
38%
More than one-third (38 percent) of small and medium-sized businesses report using AI across multiple business functions (data analysis, marketing, customer service), according to the 2025 State of Small Business Survey conducted by Morning Consult for Verizon Business.
28%
Of small businesses that use AI, 28 percent use it for marketing and social media, and 24 percent for other written communications, according to the 2025 State of Small Business Survey.
1.7x
Companies that actively measure return on investment for their AI initiatives are 1.7 times more likely to achieve their stated goals, according to PricewaterhouseCoopers research. Tracking tangible gains such as cost reduction or revenue growth alongside less quantifiable benefits like customer satisfaction directly improves the success rate of AI projects.
13 Hours
AI tools help small- and medium-sized business marketing teams reclaim about 13 hours per person each week— roughly one-third of a typical 40-hour workweek, according to “13 Hours Back Each Week,” a 2025 national survey of 1,000 U.S. marketers by Talker Research for ActiveCampaign.
66%
Among small businesses using AI, 66 percent report increased productivity, according to a February 2025 Paychex survey of small business owners and HR leaders.
$4,739
AI systems reduce operating costs by an average of $4,739 per month per team, according to the “13 Hours Back Each Week” report.
