Page 18
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Streamline Onboarding and Training in Your Operation
Tap Into This Merchandising Data to Improve Sales
Clear Expectations
Strong Vendor Relationships
Sharpen Hand Tools Category
Page 30
Page 18
Page 12
Streamline Onboarding and Training in Your Operation
Tap Into This Merchandising Data to Improve Sales
Clear Expectations
Strong Vendor Relationships
Sharpen Hand Tools Category
Page 30
Ascend Exterior® Water-Based Clear Finish is a durable coating designed for exterior application, making it perfect for railings, outdoor furniture, doors, and windowsills.
• Resists water and weather
• Advanced ultraviolet protection
• Clear, durable finish
• Dries quickly and cleans easily
• Designed for exterior application on wood, fiberglass, coated metal, or painted surfaces
• Available in matte, satin, semi-gloss, and gloss sheens
HEADQUARTERS
1025 E. 54th St. Indianapolis, Indiana 317-275-9400 NHPA@YourNHPA.org YourNHPA.org
COMMUNICATIONS
Lindsey Thompson lthompson@YourNHPA.org Managing Editor
Austin Vance avance@YourNHPA.org Manager of Marketing & Partner Relations
Jacob Musselman jmusselman@YourNHPA.org News & Digital Editor
Annie Palmer apalmer@YourNHPA.org Content Development Coordinator
Autumn Ricketts Lead Graphic Designer
Olivia Shroyer Marketing & Design Specialist
Samantha Mitchell Production & Design Assistant
Freda Creech Sales & Production Assistant
ASSOCIATION PROGRAMS
800-772-4424 | NHPA@YourNHPA.org
Katie McHone-Jones kmchone-jones@YourNHPA.org
Executive Director of Retail Engagement & Events
Jesse Carleton jcarleton@YourNHPA.org Training Manager & Editor
Renee Changnon rchangnon@YourNHPA.org Membership Manager
Amy Hayes Operations Coordinator—Advanced Education & Training
SALES
Greg Cole 317-775-2206 | gcole@YourNHPA.org National Sales Manager
Jordan Rice 217-808-1641 | jrice@YourNHPA.org Regional Sales Director
CIRCULATION, SUBSCRIPTION & LIST RENTAL INQUIRIES
CIRCULATION DIRECTOR
Richard Jarrett, 314-432-7511, Fax: 314-432-7665
Examples
of Exceptional
In the May issue of Paint & Decorating Retailer, we’ll highlight the 2025 Top Guns Awards honorees and the ways they have each positively impacted the industry, their operations and their communities. Learn more about these high-achieving retailers and what they do to achieve success in the channel and beyond.
PAINT & DECORATING RETAILER
(ISSN 1096-6927): Published monthly except December by the North American Hardware and Paint Association, 1025 E. 54th St., Indianapolis, IN 46220. Phone: 800-737-0107. Subscription rates: January through November issues, $50 in U.S., payable in advance. Canada $75 per year. All other countries $100 per year. Single copy $7, except July issue, $25. Periodicals postage paid at Indianapolis, Indiana, and additional mailing offices. Postmaster: Send address changes to Paint & Decorating Retailer, P.O. Box 16709, St. Louis, MO 63105-1209. Returns (Canada): Return undeliverable magazines to P.O. Box 2600, Mississauga, Ontario L4T 0A8. PM# 41450540. Copyright © North American Hardware and Paint Association, 2024.
OUR MISSION
The North American Hardware and Paint Association (NHPA) helps independent home improvement, paint and decorating retailers, regardless of affiliations, become better and more profitable retailers.
NHPA EXECUTIVE STAFF
Bob Cutter President & CEO
Dan Tratensek
Chief Operating Officer
David Gowan
Chief Financial Officer & Executive Vice President, Business Services
Scott Wright Vice President of Content Development & Publisher
NHPA BOARD OF DIRECTORS
CHAIRMAN OF THE BOARD
Ned Green, Weider’s Paint & Hardware, Rochester, New York
EXECUTIVE VICE CHAIRMAN
Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia
DIRECTORS
Alesia Anderson, Handy Ace Hardware, Tucker, Georgia
Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri
Ash Ebbo, Clement’s Paint, Austin, Texas Christian Herrick, Randy’s Do it Best Hardware, Jackson, Virginia
Michelle Meny, Meny’s True Value, Jasper, Indiana
Michael Sacks, FLC Holdings, LaGrange, Texas
SECRETARY-TREASURER
Bob Cutter, NHPA President & CEO
NHPA CANADA
NHPA CANADA
Michael McLarney, +1 416-489-3396, mike@hardlines.ca 330 Bay Street, Suite 1400 Toronto, ON, Canada M5H 2S8
Path to Success
A comprehensive training
a winning strategy for JC Licht, leading to decreased turnover rates and higher employee engagement rates.
In NHPA’s 2025 Merchandising for Profit Study, see how retailers make an impact on sales through merchandising techniques like increasing prices, customer count, closure rate and average transaction amount.
Military veteran and this month’s Helmets to Home Improvement honoree Sam Ransdell has tapped into his military skills in his role as operations manager for Burney True Value Hardware.
HIRI offers insights into how tool purchases differ between DIYers and pros so retailers can better align offerings and sales strategies with customer needs.
Discover how two retailers use creative merchandising approaches and strong vendor relations to improve their hand tools, knives and blades category.
How
to Reach Dan Dan Tratensek dant@YourNHPA.org
FROM THE ASSOCIATION
Expect the Best But Plan for the Worst
WHEN I FIRST STARTED working for NHPA (then NRHA) about 30 years ago, I had the opportunity to sit down with a lumber dealer in the Northeast on one of the first trips I took to visit retailers. During that visit, the lumber dealer passed along a bit of wisdom that has stuck with me my entire career.
He said, “Dan, we spend so much time as business owners focusing on how we are going to grow our operations, but we spend very little time thinking about how we might need to contract our operations if we need to.”
His point still resonates with me because it isn’t “counter-growth.” In fact, it is pro-growth, just with a long-term mindset. In the military, they would call this planning for a strategic retreat. How do you extract yourself from a difficult situation so that you can regroup, strengthen your forces and prepare a new plan?
“ Having a plan in place for how to scale your operation back if needed means you are protecting your business for whatever may come. ”
Honestly, one of the reasons I think this concept has stuck with me is because I have seen so many businesses that were progressive and built for growth ultimately fail because they had no plan on how to react when the market tightened or something vastly unexpected happened. They were overcome by circumstances. There is a lot of uncertainty in the market. Whether it is concerns of interest rates, tariffs, unemployment or competition, business owners are a bit uneasy about what the future might hold.
I am all for being cautiously optimistic, and I am also very supportive of drafting plans to grow your operation. With all that being said, I also refer back to these words of wisdom shared early in my career.
So, while you are sitting down with your team to plan for how you are going to drive sales, hold margins and expand your operation, I also encourage your team to do some strategic planning with some not so pleasant what-if scenarios.
What if sales decrease by 5%? What if a major customer goes away? What if we lose a key team member? What if one of us gets sick?
These are the kinds of questions that are worth revisiting on at least an annual basis. It’s not dwelling on the negative—it’s being a prudent business leader.
Bad decisions are made when they are done spur of the moment. Having a plan in place for how to scale your operation back if needed means you are protecting your business for whatever may come.
I’m not trying to be Debbie Downer, but I hear a lot of talk about how all this uncertainty is creating daily agita for business leaders. The best way to get some relief is by facing potential negative situations head on.
Do it when you can think with a clear head, engage others in the planning and vet ideas without any kind of looming dark cloud.
Once you’ve made these contingency plans, file them away and hopefully, you never have to use them. But should you have to dust off the what-if file, you’ll be in a much better position to weather whatever storm may be brewing.
Dan M. Tratensek Chief Operating Officer
Lindsey Thompson
FROM THE EDITOR
A Humble Heart to Serve
HERE IS YOUR ADVANCED DISCLAIMER: if you ask me about my brother, be prepared to stay awhile. My brother is one of my favorite people in the world. Kyle is loyal, fun, funny, adventurous, brave, generous and so much more. He’s an amazing brother, brother-in-law, uncle, son, husband and new dad to my beautiful niece.
Growing up, Kyle and I fought (sorry Mom and Dad!) but we were best friends too. As my only sibling, the majority of my core memories growing up include my brother—going on family trips, cheering each other on in sports, collectively cringing at our parents, helping each other through the drama of middle and high school. We shared friend groups in high school and both attended Ohio University at the same time.
Once we hit adulthood, we navigated each other through relationships, starting families, mourning loved ones and career changes. Through it all, Kyle was, and is always, there for me, despite having an extremely demanding career as a pilot in the U.S. Air Force.
“ It’s been an honor to get to tell the stories of these incredible retailers each month—they truly are the best of the best.”
Along with all the other reasons I love my brother, his military career is one of the reasons I love to brag about the most. He was commissioned as a second lieutenant after graduating from Ohio University and now serves as lieutenant colonel and V-22 Osprey pilot. He has been deployed more times than even I know and has been stationed all over the U.S. and in England.
More than just a reason to sing my brother’s praises, I share all this as the North American Hardware and Paint Association is looking for nominations for its Helmets to Home Improvement program. This program is designed to honor the sacrifices these individuals made with their military service, as well as their contributions to our industry.
It’s been an honor to get to tell the stories of these incredible retailers each month—they truly are the best of the best. Even though they could shout about their accomplishments, it’s a common thread I see among the military—they are some of the most humble people I know and shy away from the limelight. That’s why we need your help to continue honoring these great men and women.
If you know of a deserving military veteran who is also part of the independent channel, please nominate them at YourNHPA.org/veterans. They will never ask for the recognition, but we would love to acknowledge their contributions. And like I brag on my brother, I would love to brag on them too.
To all of our military members, past and current, thank you for your service!
Lindsey Thompson Managing Editor
Visual Appeal
Tap into NHPA’s Basic Training in Retail Merchandising course at PDRmag.com/meticulous-merchandising for best practices on making your displays shine.
Meet Gina
Gina Schaefer is the founder and former CEO of 13 hardware stores in Washington, D.C., Baltimore and their suburbs. She and her team of 300 have helped millions of customers shop right where they live in their urban communities, despite continuous pressure from bigger, stronger competitors. Gina is a professional speaker and storyteller, engaging audiences on topics including competing in a male-dominated field, building a strong corporate culture, business succession planning and all things small business. In her book, “Recovery Hardware,” Gina chronicles her experiences building a business while learning from nontraditional teachers like folks from the recovery community and returning citizens. She serves as an advocate and spokesperson for causes directly related to raising wages, antimonopoly legislation and small business development.
CONNECT
Email Gina@ginaschaefer.com
LinkedIn Gina Schaefer
Scan the QR code to learn more about Gina’s work to promote small businesses and second chances.
OPERATIONS
1 Million Units and Growing
As store owners or buyers, we can become comfortable with how we operate, specifically with the vendors we buy from and our pricing strategy. I faced this lesson head-on about 10 years ago when I realized we were missing a growing category in our market.
Despite having a fairly small footprint, our urban locations were seeing an explosion in interior and exterior plant sales, which provided an opportunity to increase our pottery sales, build a basket and tremendously boost our revenue and bottom line.
Customers were coming in and asking for a year-round selection of a nicer and more diverse grade of pottery I couldn’t find through our traditional distribution channels. Many pottery vendors ship once a year, at the beginning of the spring season, and when it’s gone, it’s gone. This is how our big-box competition operates in most markets.
This led us on an international search to invigorate and change how we were doing business, and we ultimately landed in two geographically disparate locations—Pottstown, Pennsylvania, and Aalten, Netherlands. Here are the three biggest takeaways we gained from our experience.
Just Ask: Do You Have Accommodating Partners?
Alfresco Home in Pottstown changed how they do business in order to accommodate our large-scale demand. They began sending us our orders quarterly to ensure we had year-round stock rather than only shipping at the beginning of the season. They now source smaller sizes and a variety of weights just because we asked them to. With this program, we can buy seasonally appropriate colors, such as darker hues for the fall season and greens and golds for the holidays.
Partner-Up: Broaden Your Definition
Kaemingk in the Netherlands offers increased discounts on container orders—sometimes at half the cost—allowing us to maximize with bulk purchases that we split amongst our stores or share with other local retailers. Buying this way gives us higher margins, creates a better merchandising opportunity and allows us to sell more unique products.
Price Sense: Maximize the Numbers
Each of the last two years’ net revenue includes $1.5 million in annual sales from the pottery category. But none of the cost of goods benefits we are getting matter if we don’t also maximize our pricing. Fortunately, pottery and houseplants tend to be relatively blind items, so we frequently evaluate our pricing strategy.
In late 2024, we hired Mike Aylen of Bloom Retail to guide us through a pricing exercise, allowing us to take a deep dive into our margins and pricing structure. By the end of the year, we increased our margin by one full percentage point, resulting in a $500,000 increase in gross margin dollars for the year. Both exercises emphasize that we can’t be complacent—we need to work our merchandising mix and pricing strategies on an ongoing basis and never assume that “we’ve got it right.”
I know many of you have really cool niches in your stores, and I’m curious: what’s next?
Gina Schaefer Founder and Former CEO A Few Cool Hardware Stores
OPERATION S Bringing Color Back
See the top three trends in home design for 2025, including a desire for color, at PDRmag.com/design-trends
A Shift IN SHADES
HOMEOWNERS are shifting away from the traditional grays and whites that have dominated design trends in recent years. According to the Fixr Kitchen & Bathroom Trends 2024 Study, 63% of homeowners say gray tones are on their way out as a trend.
As these colors are beginning to phase out, look to the brands you carry to provide customers with colorful alternatives for their kitchen paint choices.
3M ™ PRO GRADE PRECISION ™ Dust Channeling Sanding Block Sponge
Dust-channeling design for less clogging and a faster finish.* It’s a dual-purpose tool for both detail and flat sanding. A tool that’s engineered for endurance. built to perform
THE BEST PAINT JOBS START WITH
NEW PR ODUCTS
OUTREACH
Retailer Recommendations
Send an email to editorial@YourNHPA.org telling us about the products your customers love and why they are such a hit in your business.
DRYWALL REPAIR DEVICE
WALLWEB
thewallweb.com
The WallWeb is a convenient way to repair holes in drywall. To use, insert the WallWeb into the hole, secure the backing, expand the web and apply putty. The WallWeb can patch holes from 6 to 16 centimeters in diameter.
PORTABLE VACUUM
MILWAUKEE TOOL
milwaukeetool.com
The M18 FUEL™ PACKOUT ™ 2.5 Gallon Wet/Dry Vacuum from Milwaukee Tool is a portable, compatible job site vacuum. The vacuum is compatible with all Milwaukee PACKOUT ™ systems and includes a HEPA filter for dust and microparticle collection.
STORAGE STRAP
VELCRO
velcro.com
The EASY HANG™ Stretch Strap from VELCRO is an adjustable strap with a custom D-ring for hanging hardware, allowing the strap to cinch tight for products up to 20 pounds. This strap is 16 inches long and can stretch up to 1.5 times its original length to hold tubing, tarps, extension cords and more.
PADLOCK
SQUIRE LOCKS
squirelocksusa.com
The Vulcan Combi 60 Padlock from Squire Locks is made of hardened steel and has a five-wheel combination with up to 100,000 possible combinations. The body is made of satin chrome diecast, has high corrosion resistance and is made for indoor and outdoor use.
PAIN RELIEF PATCH
NATURE’S WILLOW natureswillow.com
The Pain Relief Patch from Nature’s Willow provides targeted pain relief using willow bark and other plant-based ingredients. These patches last up to eight hours, are free from artificial fragrances, dyes, parabens, petrochemicals and are made for use at home or on the go.
INSECTICIDE PAINT ADDITIVE
WALLA WALLA ENVIRONMENTAL wwenvironmental.com
Bug Juice Insecticide Paint Additive from Walla Walla Environmental targets crawling and flying insects indoors and outdoors, including cockroaches, bedbugs, ants, fire ants, spiders and more. One gallon of coating can be treated with 1.66 ounces of Bug Juice.
OIL-BASED STAIN
VALSPAR
valspar.com
The Quick Seal semi-transparent stain from Valspar is an exterior oil-based stain made for wood surfaces. This stain can be sprayed or brushed on, provides a mildew-resistant finish and comes in three colors—pecan, dark walnut and natural cedar.
SEAM TAPE EZ ON COAT ezoncoat.com
The Seam Tape from EZ On Coat is self-adhering tape made with butyl rubber with a polyester backing. This tape is an instant rubberized waterproofing product and works on a variety of substrates. Each roll covers 50 feet, providing immediate waterproofing. This tape is odorless and lasts up to 24 months.
Power of Presentation
Latest NHPA Research Highlights Techniques That Drive Sales
For more than 125 years, the North American Hardware and Paint Association (NHPA) has helped retailers improve merchandising effectiveness. Through the years we’ve written thousands of magazine articles, developed merchandising-focused training programs (both online and in-person) and conducted research to gauge the effectiveness of merchandising techniques at independent stores.
In 2002, NHPA conducted its landmark Merchandising for Profit Study and then repeated it again in 2016. The purpose of the study was to quantify the sales lift generated by different merchandising techniques. Last month at the National
Permanent Dump Bins
Hardware Show in Las Vegas, NHPA released the results of its latest Merchandising for Profit Study, where it worked with retailers across the country to test the effectiveness of a variety of merchandising techniques including:
• Endcaps
• Dump bins (both permanent and manufacturer supplied)
• Clip strips
• Bulk stack-out displays
• Countertop displays (for both service counters and checkout)
• Sidekick displays (also known as sidewinders)
Continued on Page 16
Product Tested: Duct Tape
While the impact didn’t register as highly as the past two studies, these merchandisers are still delivering a solid sales lift.
The portability and familiarity with customers for delivering bargain merchandise make them ideal for impulse sales.
Temporary Dump Bins
Product Tested: Wasp Spray
Temporary dump bins were an effective technique tested in the study, just not to the degree as in past studies.
The “temporary” nature and the ability to move them to strategic areas of a store create a sense of urgency among shoppers.
Real-World Learning
See the highlights from NHPA's Foundations of Merchandising Management Live! at the National Hardware Show at PDRmag.com/FOMM-Live
Power Aisle Stack Out
Product Tested: Trash Cans
Power aisle stack-out displays delivered greater results than in the past two versions of the study.
These work best with a single SKU (larger items) that can be bulk stacked and placed in strategic locations throughout the store.
Service Counter Display
Product Tested: WD-40
This technique remains effective at driving impulse sales and delivered greater results than the past two versions of the study.
These work best with a single SKU of smaller items that can be easily added to a purchase at the last minute.
Checkout Display
Product Tested: Gorilla Glue
Like service counter displays, this technique remained a solid performer compared to past studies. The results reflect the added importance of merchandising at checkout. Small, grab-and-go items make it easy for customers to pick one up at the last minute.
Clip Strip
Product Tested: Work Gloves
Essentially this serves as a cross-merchandising/impulse technique and retailers continue to see solid lift. While clip strips saw positive results in the past two studies, the results from the current study suggest that more retailers are using them in strategic areas of the store to drive add-on sales.
In-Aisle Feature/Benefit Sign
Product Tested: LED Lightbulb
Calling out the features and benefits of products in aisle still clearly delivers a sales impact.
This is especially true on items such as the LED light bulbs tested (non-LED bulbs were tested in 2002), where retailers can illustrate the actual ROI on a purchase.
Feature Endcap: Single Item
Product Tested: Gas Cans
Results from single-item endcaps continue to produce solid result for retailers.
Single-item endcaps grab customers’ attention, showcasing new and innovative items. Endcaps should be well stocked, clean, bold and dramatic.
Multi-Item Endcap: Primary Item
Product Tested: Gas Cans
Multiple-item endcaps with price signage once again showed positive results in this year’s study.
Secondary items should be merchandised on the “Belly Shelf” and should not exceed 20% of the designated promotional space. *In 2002 and 2016, sales on multi-item endcaps were combined.
Multi-Item Endcap: 2nd Item
Product Tested: Fuel Stabilizer
The secondary item on multiple-item endcaps should also be complementary to the primary item so customers don’t think twice about grabbing both items.
The secondary item should carry a higher margin compared to the primary item to help increase the overall profitability of the display.
Feature Endcap: % Off Sign
Product Tested: Contractor Trash Bags
Endcaps are clearly still effective at driving sales lift for products as they bring items into a customer's view.
Simple endcaps with clear signage have emerged as the industry standard.
*In 2002, only endcaps were tested and signage options were not swapped.
Feature Endcap: Sale Sign
Product Tested: Weed Spray
Side by side, it appears as if “sale” signage is slightly more effective at providing sales lift for endcap items. Simple endcaps with clear signage have emerged as the industry standard.
*In 2002, only endcaps were tested and signage options were not swapped.
Wing Panel (New for 2025)
Product Tested: Batteries, Super Glue
Also called sidewinders or sidekicks, these displays are great for merchandising smaller, higher margin impulse items.
It’s best to limit selection to one item per wing panel and make sure displays remain stocked at a minimum 75% of capacity level.
Continued from Page 12
These time-tested techniques make up the core of your store’s promotional merchandising system. When done effectively, your promotional merchandising system can accentuate your strength as an independent, communicating to customers that you have curated a meaningful assortment specific to the needs of your customer in your specific trading area. Merchandising can also help soften a high-price image that, right or wrong, consumers typically associate with independent stores.
Methodology and Results
The 2025 Merchandising for Profit Study was conducted similarly to previous merchandising studies and used the same methodology.
• For the study, we selected products that lent themselves to the technique being tested and were commonly stocked in hardware stores and home centers.
• Retailers agreed to leave the items stocked in their in-aisle position, but also stock the product using the featured merchandising technique.
• Sales were monitored during a 30-day period following the remerchandising. Sales at a similar “control” store for each retailer were also recorded during the same period.
• The results from Test Stores and Control Stores were then compared and reported.
Thank You to Our Partners
A special thanks to the National Hardware Show for being the exclusive sponsor of the 2025 Merchandising for Profit Study NHPA would also like to thank the following retailers who participated in the test:
• Stine Home & Yard,
• Marvin’s Home Center
• Town & Country Home Center
• Randy’s Do it Best
• Friedman’s Home Improvement
• Koopman Lumber
• TAL Building Centers
“It’s good to see that minding the basic ‘details of retail’ can still make a big difference in driving sales and productivity in a tough retailing environment,” says Scott Wright, NHPA’s vice president of content development. “This was clearly illustrated through the results of the 2025 study, just as it was when we conducted the research in 2002 and 2016.”
Wright says that of all the ways to drive sales at retail, merchandising is one of the most effective methods.
“Merchandising is where art and science converge on the retail salesfloor to work magic on shoppers’ wallets,” Wright says. “But it takes proper planning, discipline, execution and thinking like a merchant to make it work. It’s what we teach students in NHPA’s advanced education programs, including our Foundations of Merchandising Management and Retail Management Certification Program. These time-tested merchandising techniques and principles work just as well today as they ever have in driving sales and profits.”
Transform Your Leadership. Strengthen Your Business.
The Industry’s Premier Management School is More Accessible Than Ever.
Take your retail management skills to the next level with NHPA’s Retail Management Certification Program. Designed for owners, managers and high-potential employees, this college-level program blends leadership development, operational excellence and strategic decision-making to drive real business success.
KEY BENEFITS OF THE COURSE
• New streamlined format and pricing for higher ROI
• Taught by university professors and industry experts
• Actionable knowledge for instant growth
Join a community of industry leaders and gain the skills needed to grow top-line sales and bottom-line profits. Spots are limited—Apply today!
HOW TO PARTICIPATE
Scan the QR code or visit the link below to apply.
YourNHPA.org/rmcp
Cody Goeppner
Program Lead and RMCP Graduate Class of ‘17 317-275-9433
cgoeppner@YourNHPA.org
Scott Wright Vice President of Content Development 317-441-4136
swright@YourNHPA.org
Train the Trainer
The quick-start Train the Trainer guide gives you the information you need to start your own training program. Learn more at YourNHPA.org/train-the-trainer.
COVER STORY
ON THE Right Foot
GETTING NEW HIRES ONBOARD QUICKLY AT JC LICHT
BY JESSE CARLETON
Paint and decorating retailer
JC Licht needed a better way to onboard and integrate new employees so they would quickly become productive members of the sales team. However, coordinating training for a few hundred employees would be a daunting task without a plan to use resources wisely and efficiently. Recruitment and development manager
Kyle Slagell, along with members of the leadership team at the company, developed a program where each employee has clear expectations for onboarding and continued training support throughout their career. Turnover rates have dropped as employee engagement rates have risen, making training at JC Licht a winning strategy with clear benefits for the company.
The Challenge
Before 2021, there was not a comprehensive strategy for integrating new employees at JC Licht into the workplace quickly. Existing employees often saw new hires as liabilities rather than assets. There was a perception that it would take a while before they could contribute to the team. After a promotion that put him in charge of training for the entire company, Slagell needed to get an onboarding process up and running smoothly. He also needed to streamline the process so it would be easy to manage and so he could demonstrate a return on the investment in training the company was making.
The Solution
JC Licht operates 66 paint and decorating stores in the Chicago area, with approximately 505 employees. Slagell started out working in JC Licht’s stores as a sales associate, warehouse manager and eventually store manager where he learned the business and lived out JC Licht’s core values. Those experiences set him up well to move to his next position where he would oversee training. Today, as recruitment and development manager, Slagell is responsible for coordinating training with all of the store managers and making sure each employee is getting the appropriate training they need to be successful on the job. The program includes an onboarding process where new hires can quickly become assets to the team.
Each new employee works through the company’s New Hire Training Schedule, which combines job shadowing, online learning and in-store activities. The 4-week schedule consists of a checklist of activities each person must complete. At the end of each week, the new employee has a check-in session with their manager or trainer to measure progress and answer any questions or concerns that may have come up over the past week.
Managers have the responsibility of reviewing the checklist and deciding who on their staff would be the best person to train the new hire on a particular task. Managers then sign off when the activity is complete. For example, one task on the list requires that the new employee complete three sales transactions unassisted.
For best results, Slagell mixes up the training methods to suit a variety of learning styles. The company has a training room at its headquarters for group sessions and a learning management system (LMS) for online learning.
“Everyone learns differently, whether it’s classes in person or online,” he says. “We find younger people tend to gravitate towards online learning. We also found that, this past year, 83% of our training was accessed on mobile devices. Most people find it’s easier to access it that way than on a laptop.”
Despite having a month-long onboarding process, Slagell says the company’s goal is to get new hires productive as soon as possible.
“It’s been easy in the past for other employees to see new hires as in the way rather than being there to help,” he says. “We’ve arranged our onboarding in such a way that even after the first
week, we can delegate basic tasks to them so they become a valued part of the team right away.”
Since they have multiple locations, JC Licht designates a single store per region they can use as training locations. These locations are chosen based on the skill and commitment of the manager to the employee development process. In fact, many of these managers were instrumental in helping Slagell create the training materials. New hires will go to these locations specifically to be trained, he says, helping them get acclimated to the work environment before moving to the store where they’ll eventually be assigned. Having a training store means staff there will be tuned in to the needs of a new employee and able to take the time for training that might not happen at another location.
After the first month, the training becomes more specialized, Slagell says. Managers will look at the new hire’s strengths, find the best fit for them in the company, then seek out the appropriate training. It’s often the time when employees get vendor specific training as appropriate.
Hands-on training with vendors help JC Licht employees stay informed and confident.
Lifelong Learning
In-person instruction is part of the ongoing training at JC Licht and allows employees to continually learn and grow.
Maximizing Resources
One objection some retailers may have to training is the cost, in both time and money. The first concern is often finding the right person, with enough time, to coordinate training, and it’s the same concern with the same answers that apply whether that person will be overseeing a dozen employees or a few hundred spread across multiple locations.
As Slagell discovered, coordinating training may be easier than you think. The secret lies in finding and learning how to use the resources already available to you.
“When I first took the job as training coordinator, I was initially overwhelmed, thinking we had nothing to work with and would have to start from scratch,” he says. “But there are so many training resources already out there, you just need to take the time to make it work for you. Know the tools you already have at your disposal and know how to use them.”
One of their secret weapons, says Slagell, is leveraging vendor expertise. By collaborating with their trusted vendors, JC Licht ensures their employees gain in-depth product knowledge and hands-on experience directly from the source. From paint and coatings specialists to equipment manufacturers, vendors provide tailored training sessions, demonstrations and resources that keep the team informed and confident.
Another example of a resource he was able to leverage was the LMS the company had chosen to use. The system had a lot
of functions he could automate, reducing the amount of time he needed to spend on training and allowing him to spend more time recruiting.
“We calculated we saved roughly $66,000 in labor just by automating our training and policy process through Paylocity, our LMS and HR system,” he says. “I don’t have to be as hands-on with some of the training as I used to be.”
He uses the courses available from the North American Hardware and Paint Association (NHPA) to teach product knowledge, selling skills and other retail best practices. He also makes use of the free training vendors are able to provide. Both of these resources significantly reduce the amount of training materials he needs to create on his own.
Adding Humor
When he does create company specific training, Slagell works to combat another common perception–training is boring. With a background in comedy and improvisation, Slagell understands the power of a little levity. He finds ways to incorporate humor, whether it’s to break up long orientation sessions, in online learning modules or during in-person sales presentations.
“Some people might see training as repetitive and dull, so I work hard to make the experience entertaining and engaging. I find that humor breaks down some barriers, helps create a more relaxed environment and makes the training more memorable.
Get Started Here
Download the NHPA Onboarding Guide for best practices and other tips for creating your own onboarding program at YourNHPA.org/product/onboarding-handbook
When trainees are amused and enjoying themselves, they are far more receptive to new information and retain what they learn better. We’ve had a lot of positive feedback for taking the time to keep training fun.”
For example, during their onboarding, new hires will spend a full day at company headquarters. That can be a long day, so Slagell finds ways to interject some humor. During the product knowledge training, one crowd favorite is a YouTube video of a Saturday Night Live sketch about Farrow & Ball, one of JC Licht’s key vendors. A “forklift fails” video serves the dual purpose of illustrating safety protocols in a way that captures the student’s attention. Also throughout the day, students have regular check-ins with questions covering what they’ve learned for the day, as well as a few humorous, out-of-context questions such as, “Can humans sneeze in their sleep?”
“Adding in unexpected humor keeps energy levels high and ensures focus,” he says. “At the end of every orientation, we collect feedback and one of the most consistent responses is how people appreciate the humor. Some of them say that while they’ve been to orientations at other companies that are dull and uninspiring, this time they left invigorating and ready to get started.”
The Results
With three years to reflect on, Slagell can see clear signs that the training is paying off. Training can get employees more engaged and confident in their sales skills, and as a result they want to stay around longer. Since 2022, turnover rate at JC Licht has dropped 8.6% over previous years.
The company also sends out periodic employee engagement surveys. In a recent survey, Slagell says there were many positive reactions surrounding training. He’s made an effort to keep open lines of communication so if an employee has areas where they want to grow with additional training, they get the opportunity.
“We keep our training flexible so people can put in a request if they have a specific need for training or want to learn a new skill. We set them up to do that,” he says.
Having an open line of communication also improves the overall training process, Slagell says. He finds that new hires can provide a valuable outside perspective. He asks them questions about how the training is working for them or how it could be improved.
“Getting that feedback is really valuable because you want to know from the people learning it if it’s working or not,” he says. “Be flexible and don’t assume you know what people need or how it’s going to work for them.”
New hires at JC Licht work through a checklist of skills, such as completing transactions at the POS.
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VERSATILE SKILLS
Sam Ransdell Taps Into Military Experience as Retail Operations Manager
BY LINDSEY THOMPSON
When the time came to move from the military to working full time in his family’s hardware business, Sam Ransdell was excited to see how his military skills would transfer to his role as operations manager for the Burney True Value locations in Aberdeen and Seven Lakes, North Carolina. Sam’s grandfather S. R. Ransdell purchased the business in 1982 and Sam’s parents, Jim and Kristy, took over in 1985, so he literally grew up in the business.
“It has been rewarding to see the tremendous growth we have had over the years,” he says. “Hardware is in our blood.”
With a desire for the structure, brotherhood and growth opportunities the military promised, Sam joined the North Carolina Army National Guard in 2010. He served in the Army National Guard as a logistics officer until 2019, when he returned to work full time for Burney True Value where he has guided the operation to success. In 2015, Sam was named a North American Hardware and Paint Association (NHPA) Young Retailer of the Year honoree.
“During my time in the Guard, I enjoyed being part of the planning and then seeing the plan through to successful completion,” Sam says. “It’s always rewarding to see your plans in action.”
ASSOCIATION
Honored to Serve
Learn more about the Helmets to Home Improvement program and meet the other honorees at YourNHPA.org/veterans.
Back in the hardware world, Sam says he loves the freedom that being your own boss brings, working with customers and being able to provide solutions to people who have a real need.
“I think being a small business allows us to stay nimble and adapt to the ever-changing market, which keeps us viable, especially in our area,” Sam says.
One example of the operation’s nimbleness occurred during Hurricane Helene, when Sam says they gathered supplies from the stores and accepted donations from the community to quickly get supplies to those in need.
“Quick thinking from our team and community is what made that work, and I love that not only do we support our community, but our community supports us in so many ways,” Sam says. “We are very grateful to be here in Moore County.”
While there is no way to repay the sacrifices made by veterans of the armed forces, the North American Hardware and Paint Association (NHPA) recognizes that not only have these individuals made a lasting impact on their country, but they are also a prominent and positive influence within the home improvement industry.
To honor the ongoing impact military veterans make throughout the home improvement industry, NHPA launched the Helmets to Home Improvement recognition program, with the National Hardware Show (NHS) as the program’s official founding sponsor and venue partner.
We need your help honoring these amazing men and women. Please visit YourNHPA.org/veterans to nominate a Helmets to Home Improvement honoree.
Sam says the flexibility he honed in the military—plus being able to adapt, overcome on the fly and remain fluid under pressure—have been crucial to his success in the independent home improvement channel.
“Sometimes we encounter situations that can be challenging, but fortunately we have great teams in both of our stores, and I know our customers appreciate us being able to jump in when there is a need,” Sam says. “Knowing how to lead a team and maintaining morale is key to ensuring a successful business, and I don’t know anywhere that will teach you those skills better than the military.”
Shifting Skills
Sam has not only tapped into his military skills and experience in his own hardware career, he’s also helped other veterans utilize their military skills in the operation. There have been over a hundred military veterans employed over the years, and Sam values the skills and perspectives those employees gained from military service like he values his own.
“They have leadership skills, stamina and discipline they acquired in the military that many civilians don’t have,” Sam says. “In addition, they’re strong merchandisers because
THANK YOU TO OUR HELMETS TO HOME IMPROVEMENT PROGRAM SPONSORS
they are trained to pay attention to details and fix problems with precision.”
Some of the more tangible skills, such as small engine repair, translate directly from the military to a hardware business. Other less measurable skills—like work ethic, teamwork and grit—are bonuses that also positively impact the business.
“If they’re doing a march and they’re dead tired, they still put their rucksacks in formation at the end,” Sam says. “When we recognize a section of the store is dirty, it doesn’t matter if we’re tired or busy. It needs to be done, so we do it.”
Leadership and the ability to execute are two competencies Sam personally brought in from his military experience and looks for in the other veterans he hires. A move from infantry soldier to retailer might not appear to be a natural career progression, Sam says, but it could be an opportunity to continue using leadership skills and grow into management roles.
“Veterans are a great group of people who know what it means to have fun but also buckle down and get to business,” Sam says. “Veterans are such a huge asset to our hardware community. They are disciplined, mentally tough, attentive, considerate and really enhance the overall hardware experience, for not only coworkers, but customers alike.”
CUSTOMER PURCHASING FOR EVERY
BEST PRACTICES FOR CURATING YOUR PRODUCT SELECTION TO CATER TO DIYERS AND PROS
Provided by the Home Improvement Research Institute
As independent paint and decorating retailers, understanding the purchasing behavior of different customer segments is crucial for effective stocking and marketing. Research from the Home Improvement Research Institute (HIRI) offers insights into how tool purchases differ between homeowners/DIYers and professionals/contractors.
Homeowner/DIYer Tool Purchases: Resilient Discretionary Demand
In 2024, homeowners consistently purchased more tools than planned across all four quarters:
By examining data from HIRI’s Q4 2024 Homeowner Project Activity Tracker, Contractor Business Sentiment Tracker and the 2024 Product Purchase Tracking Study, retailers can better align product offerings and sales strategies with customer needs. Retailers not yet members of HIRI should consider joining to access these invaluable resources.
The data shows a strong demand for tools, even when projects are postponed or scaled back. Insights from the 2024 Product Purchase Tracking Study Report show that two-thirds of homeowners purchase tools themselves, while 33% rely on a spouse/partner, 4% on a professional and 9% on a family member or friend.
Retailer Takeaway: Even in uncertain economic times, homeowners remain motivated to invest in tools for DIY projects. Retailers should focus on tool promotions for DIYers, such as starter kits or multitools, and highlight the long-term value of quality tools. Price is less important than quality, durability and safety, so positioning tools as an investment in the home improvement journey is key.
About HIRI
The Home Improvement Research Institute (HIRI) is the only nonprofit organization primarily dedicated to home improvement research. The organization empowers its members with exclusive, ongoing home improvement data and information for making better business decisions. Members are the home improvement industry’s leading manufacturers, retailers and allied organizations. Learn more at hiri.org
PRODUCTS The Right Tool
Turn to the Category Focus on Page 30 to see how creative merchandising and maintaining vendor relationships drives sales in hand tools, knives and blades.
Pro/Contractor Tool Purchases: Consistency and Growth in a Resilient Market
Retailer Takeaway: Consider catering to contractors by offering heavy-duty tools, specialty equipment and professional-grade products. Loyalty-building options and emphasizing durability, reliability and service can help build long-term relationships with contractors, who depend on their tools for business continuity.
Top Tools Purchased by Contractors in 2024
1) Adhesives, Caulks, Sealants and Tapes
2) Drywall and Drywall Supplies
3) Flooring
4) Tools (Hand, Power, Outdoor Power Equipment)
5) Paint and Paint Supplies
Strategic Adjustments for Success
DIYers Purchasing Tools in 2024
Contractors represent a more stable tool-buying segment. HIRI’s Q4 2024 Contractor Business Sentiment Tracker revealed that while project completions slightly declined, contractors remained positive, with 75% expecting revenue growth through 2025. Around half of all contractors made tool purchases each quarter in 2024. Tools were the fourth most common product purchased by professionals, following drywall supplies, adhesives and flooring. of contractors are expecting revenue growth through 2025 75%
4% rely on professionals 9% rely on family members or friends
33% rely on spouse/partner 66% rely on themselves
By understanding the tool purchasing behaviors of DIYers and contractors, independent paint and decorating retailers can position themselves to effectively serve both segments in 2025. Tailoring marketing efforts, inventory management and customer engagement strategies based on these insights will enhance their competitiveness in the market. For additional insights, attend HIRI’s 2025 Home Improvement Insights Summit October 22-23 in Chicago, open to non-members and members alike. Learn more and register at hirisummit.com.
CATEGORY FOCUS
SOLUTIONS
Creative Merchandising and Maintaining Vendor Relationships
Drives Sales in Hand Tools, Knives and Blades
BY JACOB MUSSELMAN
The hand tools, knives and blades category at every independent paint retailer presents challenges and opportunities to increase sales and retain customers. From thoughtful merchandising and selective store layout to a
curated product selection, this category balances meeting consumer demands while maintaining your bottom line. Here is how two retailers created a compelling product selection and maintained vendor relationships in this category.
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Merchandising Drives Sales
Colors Inc. in Durango, Colorado, isn’t a big store, but it doesn’t need to be. Manager Matt Zimmerman has worked at the store for over 20 years and in his time there, he’s found the best formula for merchandising his hand tool category.
His store is split between automotive paints and industrial paints and coatings, with about 500 square feet in the store dedicated to each business segment. On the industrial paints and coatings side, Zimmerman says his hand tools are centered around two large shelving units prominently displayed in the middle of this part of his store.
“You can stand in the middle of our store and see every hand tool we carry,” Zimmerman says. “I designed this category for speed because when my contractors come in right when we open, they don’t want to have to hunt for what they need.”
Colors Inc. serves an even mix of contractors and homeowners, so making his store and hand tools category easy to shop is important to ensure his customers have a streamlined shopping experience.
“Time is money for many of our customers,” Zimmerman says. “If they can walk down one aisle, make a circle and grab everything they need quickly in a few minutes, it’s a better experience for them.”
Since Zimmerman has worked at Colors Inc., the design of the aisle for hand tools hasn’t changed, and it’s something he doesn’t plan on changing in the future.
“I may have moved a few products around here and there, but ultimately the customer who’s been shopping here for 10 or 15 years can walk in and know exactly where the product they need is going to be,” he says. “It may be slightly to the left or right but it’s in the general vicinity of where it’s always been.”
Zimmerman has found that consistent merchandising helps his customers shop efficiently. Moving products around your store can confuse regular customers, so when you do move products, be sure employees are aware and well-trained to point customers in the right direction for the products they need. It’s important to be transparent with customers when you make merchandising changes.
“You don’t want a customer’s time in the store to become longer and a more difficult experience,” Zimmerman says.
Zimmerman uses planograms as a starting point, tweaking his merchandising so it will best attract the attention of his customer base.
“It’s not just about having products on the shelf—it’s about presenting them in a way that makes customers excited to buy,” he says.
Catering to Customers
Colors Inc. primarily serves contractors and manager Matt Zimmerman says he curates his product selection to what his contractors ask for when they shop at his store.
Personalized Product Selection
One of the biggest challenges independent paint stores face is inventory management—ensuring they have what customers need while avoiding excess stock.
Zimmerman says he’s selective in bringing in new products and when he does, it’s only out of a request from the customer—but he’s not out of the loop on new products.
“When I see a new product, I don’t inquire about bringing it in until I have one of my regular customers ask about it,” he says. “For my customers, whether they’re new or they’ve been shopping here for the last 15 or 20 years, if there’s something I don’t have and they’d like to see it in the store, I have no problem bringing it in.”
Zimmerman says being selective about his hand tools product selection helps him not overspend or overcommit to a product that won’t sell well.
“I’ve made mistakes with purchases in the past, but I’ve learned from my mistakes,” he says. “I’ve learned not to say yes to every salesman coming into our store trying to sell us the next best product.”
Zimmerman says his hand tools category isn’t stocked with the latest and greatest products from his various vendors—it’s stocked with what his customers want.
“If I bring in a new product it has to work well for my customers—they’re the ones making purchases here and providing for my family,” he says. “I want to make sure they’re getting the tools they need.”
At Anderson Paint, which operates two locations in Ann Arbor, Michigan, balancing inventory and avoiding overcommitment is a strategy general manager John Rudolph also utilizes in his hand tools, knives and blades category.
“Sometimes a sales rep comes in with a new product and says it’s better and cheaper,” Rudolph says. “But if we bring it in, we risk splitting our volume among multiple vendors, making it harder to hit minimums and potentially inflating our inventory.”
Rudolph says he checks to make sure a new product doesn’t conflict with current inventory items before bringing it in.
“If a customer asks for a specific type of tape and you bring it in, then another brand releases a similar product with slight variation and you add that too, before you know it, you have four different products that all serve the same purpose and take up shelf space,” Rudolph says.
Ann Arbor is located in the second-wealthiest county in Michigan, and Rudolph has curated his hand tools category to fit the caliber of contractors who visit his store.
“Our contractor customers want the best tools, and we’ve adjusted our inventory accordingly,” Rudolph says.
“Sometimes a sales rep comes in with a new product and says it’s better and cheaper. But if we bring it in, we risk splitting our volume among multiple vendors, making it harder to hit minimums and potentially inflating our inventory.”
—John Rudolph, Anderson Paint
At Anderson Paint, strategic merchandising helps customers find what they need quickly.
Master Merchandising
Because paint hand tools is a broad category with thousands of possible SKUs, it’s important to utilize smart merchandising so customers can find the products and information they need and you can better manage your inventory. Thoughtful merchandising will make your store look fully stocked, which has an impact on overall perception and quality of your business.
USE CLEAR SIGNAGE
Informational signage is important to clarify to customers what a product offers. Signage also helps organize tools into smaller subcategories so they’re easier to see and shop.
CROSS-MERCHANDISE WITH OTHER PAINT PRODUCTS
Display paint tools with items they are intended to be used with to boost transaction size.
GET CREATIVE WITH DISPLAYS
Some tools are better merchandised hanging on hooks, while others can be stacked on shelves. Use a mix of gondolas and shelving to accommodate different merchandising needs.
PROMOTE NEW PRODUCTS
Display new tools on endcaps to draw attention to these items and cross-merchandise items together, selling the whole project to the customer.
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Vendor Relationships
Having a productive working relationship with vendor representatives plays a major role in how Rudolph selects products and stays on top of industry trends.
“We have vendor reps visiting our store about three times a year, sometimes quarterly,” Rudolph says. “Manufacturers introduce new products, and we evaluate them based on quality and price.”
Rudolph says those vendor store visits are important, but industry trade shows give him a sense of what’s new and trending and his customers might be interested in.
Rudolph regularly attends distributor trade shows, and he says he values traveling to shows because he’s able to speak with his peers about new products featured at the shows to get a real sense of the quality of the product and the vendor. Visiting trade shows also allows Rudolph to develop those strong relationships with vendors and seek out new relationships that can benefit his customers and his operation.
“At a trade show, I can talk to fellow independent store owners and ask if they’ve had success with a product,” Rudolph says.
Anderson Paint owner John Rudolph uses his store’s relationships with vendors to find new products.
Buy a Store | Sell Your Business | Post a Job, Get a Business Valuation | Find a Lender and More
BUSINESS FOR SALE
Northwest Farm & Home Supply Co.
Location: Lemmon, SD
Gross Revenue: $3.21 million
The main building is a total 27,213 sq. ft. of retail and warehouse space on 4 acres. The main bldg. was constructed in 1994 with additions constructed in 2002 and 2004.
Single story with 22’ clear height in 11,459 sq. ft. of lumber warehouse, three grade level doors and two dock height doors.
BUSINESS FOR SALE
Hoosick True Value
Location: Hoosick Falls, NY
Gross Revenue: $1.26 million
Price: $1.875 million
This opportunity offers a turnkey sale of a general hardware business located in northeastern Rensselaer Co., New York. The business serves five towns and southwestern Bennington Co., Vermont, and 25 miles east of Troy, New York.
SEEKING BUSINESSES
The Aubuchon Company
For our next acquisition, we are looking for:
• Single-store and multi-store hardware operations
• Located in northeast and southeast United States
• Store size of 5,000-30,000 ft 2
• At least $3 million in average store sales
SEEKING BUSINESSES
BUSINESS FOR SALE
Home Improvement Supply Store
Location: Missouri
Gross Revenue: $1.04 million
This historic home improvement and hardware store is a staple of its community and operates from its headquarters in the Kansas City Metropolitan Area of Missouri. The Company is a long-standing retailer and installer of consumer and commercial improvement products.
BUSINESS FOR SALE
Albrights Hardware & Garden Center
Location: Allentown, PA
Gross Revenue: $1.9 million
Price: $800,000
Albrights Hardware is an established hardware store with strong neighborhood ties and has been a Lehigh Valley staple for over 50 years. The current owners have owned the store since 1992. Albrights serves its loyal customer base by providing quality products and exceptional customer service.
SEEKING BUSINESSES
Bolster Hardware
We are looking for:
• Geography agnostic
• With or without real estate
• Store revenues of $1.5M+
• We prefer to honor the family name and heritage in the local community by not changing the name
• We prefer to keep all employees as part of the acquisition
JOB LISTING
The Helpful Hardware Company
We are looking for:
• Single-store units in the southeast and multi-store groups with 3+ units nationwide
• Store size of 5,000 ft2-35,000 ft2
• Supplier agnostic
• Store revenue: $1.75M+
BUSINESS FOR SALE
Central Vermont Paint, Flooring and Decorating Business
Location: Vermont
Gross Revenue: $2.82 million
Price: $1.1 million
Full-service decorating store providing flooring, paint, window treatments, kitchen/bathroom remodeling, cabinetry product offerings, design assistance, specialized service, and professional installation.
BUSINESS FOR SALE
Private Business
Location: Alabama
Gross Revenue: $2.21 million
Price: $649,000
BUSINESS FOR SALE
Private Business
Location: Pennsylvania
Gross Revenue: $1.6 million
SEEKING BUSINESSES
Gold Beach Lumber Yard
We are looking for:
• Single-store and multi-store hardware operations
• Located in the Pacific Northwest
• Store size of 5,000 ft2-30,000 ft2
Randall Lumber & Hardware, Inc.
Position: Hardware, Ranch and Feed Department Manager
• Annual Salary: $48,000-$55,000
• Bachelor’s Degree or 5 years of experience in similar role preferred
• Strong leadership skills and creative thinking are a bonus
RESOURCES
News to You
Subscribe to our weekly newsletters at PDRmag.com/subscribe to get the latest news and trends.
INDUSTRY EVENTS
Where the Industry Comes Together
THE NATIONAL HARDWARE SHOW (NHS), which took place from March 18-20, 2025, at the Las Vegas Convention Center in Las Vegas, brought together thousands of home improvement retailers from around the world and highlighted the newest products, technologies and operational strategies in the industry.
Celebrating Women
NHS introduced attendees to the How Women Rise in Hardware event that celebrated and empowered women leaders in the hardware and home improvement industry. Presented in partnership with Build Women, the event featured multiple keynote speakers, awards, a panel discussion on overcoming challenges in a male-dominated industry and networking time.
New Show Floor
Attendees who’ve visited the show in the past may have noticed the new segmented floor plan, which made navigating different product areas easier. The show floor also included the NEW Product Zone, where attendees saw new-to-market products from veteran vendors and newcomers.
Helmets to Home Improvement
The new Helmets to Home Improvement program, launched by the North American Hardware and Paint Association (NHPA) in partnership with NHS, the official founding sponsor and venue partner, officially kicked off at NHS 2025 and will continue to highlight and honor the contributions of military veterans in the independent home improvement channel throughout the rest of 2025 and beyond.
Independent Retail Center
Independent retailers had their own space to learn, network and relax at NHS in the Independent Retail Center, hosted by NHPA. The center hosted informational sessions about merchandising, innovations in retail technology and how to utilize NHPA programming to become more profitable.
INDUSTRY NEWS
What You Need to Know in April
ALLPRO Invests in the Company’s Future With Strategic Investments
As it looks to serve its stakeholders in 2025 and beyond, ALLPRO has taken a strategic approach and is investing in the resources to ensure maximum long-term benefits, including technology, distribution and branding, according to ALLPRO executive vice president Michael Beaudoin.
Florida Paints Expands in Central Florida
Florida Paints announced the opening of two new stores in Central Florida, the company’s 29th and 30th store locations in Florida. The store openings kickstart Florida Paint’s growth plans, which include four additional openings in the Southeast region and the introduction of three new products.
Pittsburgh Paints Company Appoints New CEO
The Pittsburgh Paints Company announced Brian Carson as the company’s new CEO. Carson brings established relationships with big-box retailers, independent dealers and national distributors, and his appointment follows several senior level appointments at PPC, including Joe Durham as CFO and Brian Padden as president of retail.
To read these news stories and other news, visit PDRmag.com/industry-news
2025 Economic Outlook Strong, Uncertainty Remains
According to the National Retail Federation, 2024’s positive economic performance is expected to continue in 2025, but uncertainty still stands as the White House and Congress make pivotal economic decisions. In January 2025, 143,000 jobs were added and the unemployment rate fell to 4% following a steady 4.1% to 4.2% since June 2024, showing signs of worker scarcity and not slack in the labor market.
Coverings Announces Expanded Programming for 2025 Show
Coverings 2025, which runs from April 29 to May 2, will feature numerous international pavilions hosted by top tile manufacturers, the latest trends, new product innovations, machinery, tools and equipment, hands-on experiences and demonstrations and more.
KEYNOTE ANNOUNCED
INDUSTRY EVENTS
A Sneak Peek
Don’t miss the May issue of Paint & Decorating Retailer to learn more about the 2025 IHI Conference keynote Duncan Wardle.
Disney’s Duncan Wardle Joins IHI
With 30 years of experience with the Walt Disney Company–including work with Disney Parks, Lucasfi lm, Marvel and Pixar–Duncan has helped create a multitude of magical customer experiences that energize success. Now, he’s sharing his insights to help independent retailers rethink how they engage, innovate and grow.
Key Takeaways
• How to challenge industry norms and foster innovation
• How to create a customer-first culture Disney-style!
• How to address consumer pain points
Don’t miss Duncan’s exciting keynote and learn how to create a culture of innovation and elevate your customer experiences. to drive revenue
Don’t miss Duncan’s exciting keynote and Register today for the Independent Home Improvement Conference
Recharge & Reconnect
Join us at the 2025 Independent Home Improvement Conference
BRINGING TOGETHER retailers from all affiliations, of all sizes and from across North America and beyond, the North American Hardware and Paint Association (NHPA), alongside the Hardware Conference, is excited to host the 2025 Independent Home Improvement Conference. This dynamic two-day learning and networking event is the ultimate experience for industry newbies and veterans alike.
Attendees come from every corner of the home improvement industry—from store owners to suppliers to innovators—all sharing a passion for building better businesses. The conference offers an unforgettable experience for attendees to come together to share ideas, explore best practices and walk away with fresh inspiration. With over 800 attendees, more than 30 breakout sessions and three industry award ceremonies, this event provides invaluable resources and connections to help retailers stay ahead in the competitive home improvement landscape.
At the Independent Home Improvement Conference, there’s something for everyone. Retailers have opportunities to discover new strategies to improve operations, increase sales and enhance the customer experience. Exhibitors can showcase their solutions to decision-makers and build valuable relationships with industry leaders and influencers. Channel partners can collaborate with business owners to create innovative strategies and discover the latest tools and technologies.
THE BUZZ IS BUILDING
Experience game-changing
Register today for the 2025 Independent Home Improvement Conference in Orlando. Experience game-changing insights, expert-led educational sessions and unparalleled networking opportunities with independent retailers, industry leaders and channel partners.
Event Experiences
Education That Drives Results
Learn from top industry experts on leadership, operations and innovation.
Keynote Speaker Duncan Wardle
Former Head of Innovation & Creativity at Disney, sharing ideas how to transform customer experience.
Networking That Matters
Connect with retailers, manufacturers and service providers shaping the industry.
Industry Celebrations
Join us for the Independents Celebration and All-Industry Awards Gala to honor the industry’s top talent.
Scan the QR code to see our full list of events.
YourNHPA.org/cal
*Events are current as of press day.
To add your event to the industry calendar, send an email to editorial@YourNHPA.org
Wallace Spring Dealer Market
April 10-11 | SEVIERVILLE, TN
Coverings 2025
April 29 - May 2 | ORLANDO, FL
Orgill Summer Online Buying Event
May
International Hardware Fair Italy
May
House-Hasson Dealer Market
June 12-14 | SEVIERVILLE, TN
spoga+gafa
June 24-26 | COLOGNE, GERMANY
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