The Evolution of Water-Based Wood Finishes
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Old Masters leads in the advancement of water-based technologies and delivers clear finishes for both the professional and do-it-yourselfer that provide excellent clarity, easy application, and superior durability. COME JOIN OUR FAMILY
Apex® HPP
Interior Water-Based Clear Finish
• Replaces solvent-based lacquers and varnishes
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• Excellent chemical and wear resistance
• Meets VOC requirements of OTC, OTC II, CARB, and SCAQMD
• Fast dry and stacking times with excellent sandability
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
HEADQUARTERS
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.
Top-Tier Merchandising
Unveiled this month at the National Hardware Show, NHPA’s Merchandising for Profit Study is both a resource for best-in-class merchandising techniques and a scorecard retailers can use to measure the effectiveness of their in-store merchandising. Get a closer look at the study in the April issue of Paint & Decorating Retailer to learn merchandising techniques and best practices for improving your store’s merchandising strategies.
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.
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
Fostering Success
With a huge heart for his customers, employees and community, owner Bobby Jenkins is sharing his successes and building up the next generation through his store’s apprenticeship program.
20 OPERATIONS Sending a Clear Message
While it’s hard to measure as an intangible aspect of the workplace, communication is crucial to the success of the entire operation. Learn from two retailers who share the tools they have implemented to address their own communications obstacles.
Where the Industry Meets
If you have never been, or it’s been a few years since you’ve attended the National Hardware Show, this is the year to go. From educational sessions to product discovery to networking opportunities, NHS 2025 promises to be bigger and better than ever.
PROFILE Dual Duties
Currently serving in the Indiana Air National Guard and in the communications department at Do it Best, Helmets to Home Improvement honoree Dan Walton shares his love for both and how the two distinct jobs work well together.
Break Down the Data
In partnership with The Farnsworth Group, NHPA released its Independent Retailer Index for the fourth quarter of 2024. Take a closer look at the data retailers reported late last year to benchmark your own operation.
See how one paint retailer built up his paint sprayer repair department to boost loyalty by sharing helpful knowledge with customers to keep them coming back.
How to Reach Dan Dan Tratensek dant@YourNHPA.org
FROM THE ASSOCIATION
A Renewed Focus on Margin
AS WE PREPARE to put a bow on the first quarter of 2025, we can all agree there is still a great deal of uncertainty facing our industry and the economy in general. With this uncertainty comes many questions about how best to approach business decisions.
As I have said many times in the past in this same space, there is no magic formula for finding business success during uncertain times. However, the best thing you can do to navigate uncharted waters is to focus on the areas of your business that you can control.
Right now, the macroeconomic climate, wage inflation, general inflation and geopolitical unrest are all issues that impact your operation, but you have little control over.
How do you respond? By renewing your focus on core business principles.
One principle that seems to be getting a lot of attention these days is margin management. As a business owner, you are always concerned about making sure you are maximizing your margin potential, but given some of the external challenges businesses are facing today, focusing on margins should be a top priority.
“ Managing the variables you can control is one of the best ways to ensure your business isn’t overcome by the circumstances that are beyond your control. ”
For example, increasing wage pressures combined with inflation are putting a lot of strain on your operation right now. Efforts to keep up with rising payroll costs while also seeing consumers become more judicious with their discretionary spending can be a daunting hurdle to overcome.
While you might have little control over the forces creating this dynamic, you can control how your business responds. Better margin management can be key.
In NHPA’s annual Cost of Doing Business Study, it is abundantly clear that margin discipline is one of the key factors for the businesses that find their way into the top 25% of companies in this industry.
Take your average paint store, which is running at an overall gross margin of 36.9%, and compare it to a high-profit store that is earning 47.9%. For an average store with top-line sales of about $2 million, this margin difference alone translates to an additional $20,000 in gross margin dollars. These are real dollars that can be spent to offset wage increases, make investments in technology or safeguard a business against a softer economic climate.
In general, we find that higher-profit retailers make margin management a top priority. This means taking advantage of purchasing deals, maximizing rebate opportunities, being disciplined in buying practices and being diligent with your pricing strategies.
There are two reasons why now is a great time to refocus on driving margins.
First, we are in the middle of spring market season where you can secure some of the best deals on products, allowing you some extra room to pad your margins.
Second, we are just ending the first quarter and getting ready to go into the busiest season for the industry—spring.
Managing the variables you can control is one of the best ways to ensure your business isn’t overcome by the circumstances that are beyond your control.
Dan M. Tratensek Chief Operating Officer
Lindsey Thompson
FROM THE EDITOR
Evolving Communication
Hello, my name is Lindsey and I am a geriatric Millennial. What a horrible name for my sliver of generation that is sandwiched between Generation X and Millennials. I’ve read we’re named so because most of us experienced both analog and digital technologies growing up but are generally still more comfortable with traditional communication methods like phone calls and face-to-face interactions. I have to admit, that’s pretty on point.
Looking back, experiencing leaving the analog world and jumping into technology was a weird, but exciting, time.
When I was in high school, I wrote my first paper on our shared family computer. I didn’t get a cell phone until my freshman year of college, and even then, I only got it out of my car’s glove box every Sunday to call my parents.
At Ohio University, each dorm room came with a desktop PC for all the roommates to share, so we didn’t have to go to a computer lab. MySpace and AOL Instant Messenger were forerunners to Facebook, Instagram, SnapChat and TikTok. I bought my first (very expensive!) laptop junior year and listened to an MP3 player that held a mere eight songs. My wedding pictures are all on film, not digital, and my oldest’s first pictures were taken on a digital camera. I didn’t get an iPhone until right before my second child was born.
“ Communication methods you implement don’t always have to be the latest and greatest—they just need to work for your operation .”
More than just a history lesson that would make my children roll their eyes, I share all this because as I wrote this month’s feature story (Page 20), I was thinking about how communications technology has changed in the workplace as well. With technology constantly changing, owners and managers need to continually evaluate how they communicate with employees and how employees communicate with one another.
Communication methods you implement don’t always have to be the latest and greatest—they just need to work for your operation. I love how the retailers I interviewed implemented the methods of communication that are best for their employees, taking into account that their people—from Boomer employees to Gen Z staff members—communicate differently. I encourage you to dive into their insights to improve your own operation’s communication.
And if you need other ideas, the National Hardware Show, taking place March 18-20 in Las Vegas, will be the perfect place to connect with fellow retailers in the Independent Retail Center (learn more on Page 26) to share ideas. Plus, you can meet a number of communications-related vendors on the show floor to see what’s out there that might work for your operation.
For all my fellow Millennials...insert an ironic AIM away message here.
Lindsey Thompson Managing Editor
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Patrick Smith, President | Regal Paint Centers
TRAINING
A Firm Foundation
Set your employees on the right path with NHPA Foundations of Retail courses. Learn more at YourNHPA.org/foundations
Meet Jim
Jim Robisch has been working in the home improvement channel for over 40 years. He is retired from The Farnsworth Group, where he was a senior partner and adviser focusing on retail research and consulting. He directed retailer and wholesaler services activities for the firm, including customer intelligence, brand image and positioning, market expansion, customer satisfaction, growth and strategic planning. Jim has worked with more than 1,000 independent retailers and over 50 of the top industry chains and the largest wholesale groups. He has evaluated over 1,000 trading areas and visited over 10,000 stores. In retirement, Jim remains active with consulting work and serving on numerous industry and nonindustry advisory boards.
A Customer Focus
There’s a quote I remember from a while ago that went something like this: “I’ve never seen any company go out of business for trying to be the best at serving its customers.”
If this is true, then what is a customer? When formulating your own definition of customer, some context and a little perspective might be helpful for you to consider. Your own definition is so important because it transcends your mission, culture, hiring practices, marketing, buying and more.
We’ve all heard and used the buzzwords of the day: customer focused, customer oriented, customer centric and others. These are great, but they lack the passion that your customers rightfully deserve.
Customers bring you their needs and wants. It is your duty to respond profitably to both your customers and your company.
Customers are not just data points on your income statement. They have emotions and feelings. They have opinions, biases, priorities and preferences. A golden rule to remember is that you can never argue with your customer, because you just won’t win.
Customers are your business. They aren’t strangers. When they visit your store, they’re not an interruption—they are the reason you are in business. Customers do us a great favor in giving us the opportunity to serve them. They are not dependent on you—you are dependent on them for business.
“Customers do us a great favor in giving us the opportunity to serve them. They are not dependent on you—you are dependent on them for business.”
These ideals seem to have somehow been lost along the way for many. They need to be integrated or re-introduced into your business and certainly your culture. They should prominently be posted and celebrated at every chance.
Your customers are the most important people to exist—in person, online, over the phone or through any interaction. Until next time.
Jim Robisch Senior Partner & Adviser, Ret. The Farnsworth Group OPERATIONS
OPERATION S A Loyal Following
Get ideas to showcase your brand and enhance DIY customer loyalty at PDRmag.com/diyer-loyalty
Challenge
AS THE U.S. continues to tackle inflation, many homeowners are taking on DIY projects rather than hiring a professional. The Farnsworth Group recently released its Quarterly Homeowner Activity Tracker for Q3 2024, which shares homeowners’ attitudes toward DIY projects.
Challenges Hiring
Challenges Encountered During Home Improvement Projects
In Q3, 3% more homeowners faced challenges tackling DIY projects, compared to the previous quarter. Cost remained the top issue, with knowledge and quality concerns increasing from Q2.
Source: Quarterly Homeowner Activity Tracker for Q3 2024, The Farnsworth Group
3M: Your Partner for the Whole Project
very day in your operation, your customers rely on your knowledge and expertise to guide them to the right products for the job. Whether your customer is a novice or an expert, making the product selection process simple for them is critical to ensuring they have everything they need and can quickly get back to work.
Enter: 3M.
From prep to respirator safety, we have the entire line of products to help you help your customers, with more than a century of quality and superior performance leading the way.
Project Prep: Abrasives & Painter’s Tape
Get started on the right track with sanding blocks and painter’s tape that ensure a smooth, clean finish every time.
Made for detailed sanding projects, the 3M™ Pro Grade Precision™ Dust Channeling Block Sanding Sponge features hexagonal-patterned side channels to direct dust away from the surface. It is suitable for wet or dry sanding. The sponge is clog-resistant and conforms to the surface for easy sanding and will not discolor it.
When it’s time to tape, use ScotchBlue™ Sharp Lines
Painter’s Tape for medium adhesion on smooth or lightly textured walls, trim, baseboards, tile or glass. Edge-Lock™ Technology seals out paint for crisp lines, and the tape leaves no damage or sticky residue behind with a clean removal within 21 days for interior and exterior applications.
For interior projects that require a delicate approach, the choice is Scotch® Delicate Surface Painter’s Tape
Specially designed for delicate surfaces like wood floors, wallpaper, cabinets and freshly painted walls (painted at least 24 hours ago), this masking tape featuring Edge-Lock™ Technology delivers crisp paint lines and clean removal, making it ideal for sensitive projects like accent walls, decorative stripes and patterns.
Project Safety: Respirators
Breathe easy with respirators designed to help provide comfortable and convenient respiratory protection.
The 3M™ Aura™ Particulate Respirator 9205+ is an N95 disposable particulate respirator that is designed to help provide respiratory protection of at least 95% filtration efficiency against certain non-oil based particles. The respirator fits a wide range of face shapes and sizes, and the innovative chin tab is designed for easy positioning, donning and adjusting. The lightweight, three-panel designed respirator accommodates facial movements for comfortable working and talking. 3M’s proprietary filter media, 3M™ Advanced Electrostatic Media, filters dust and other airborne particles, while allowing for easy breathing. The flat fold design allows for convenient storage and portability prior to use.
Project Performance: Wall Repair
Approach hole repair projects of any size with the right combination of tools.
For large repairs, you can recommend 3M™High Strength Large Hole Repair, which allows for repairs five times faster than traditional vinyl spackling. No guessing is needed with 3M™ High Strength Hole Repair Color Changing Spackling Compound, which applies blue and dries white when it’s ready to sand. This product makes small repairs up to 3-inches quick and easy. And when you need a ready-to-go solution, 3M™ High Strength Small Hole Repair, All-in-One Applicator Tool includes a putty knife, primer-enhanced spackle and a sanding pad all in one convenient tool.
OUTREACH
Retailer Recommendations
Send a note to editorial@YourNHPA.org about products you can’t keep on the shelf. Include your name, your business name and why you love it.
AS YOU PREPARE for the spring buying season, Paint & Decorating Retailer has gathered some of the hottest products your customers want and need this year.
ACRYLIC COATING
RICHARD’S PAINTS richardspaint.com
EnduraTread from Richard’s Paint is a premium hybrid acrylic coating designed to handle both pedestrian and vehicular traffic. Its formula provides a hard, protective barrier that withstands daily use while maintaining its smooth satin finish. EnduraTread shields surfaces from automotive fluids and common household chemicals, making it ideal for garages, driveways and high-traffic commercial areas.
SPECTROPHOTOMETER
Y - AR ER paintpos.com
PERSONAL RESPIRATOR
3M 3m.com
The Aura™ N95 Particulate Respirator from 3M is a three-paneled mask designed to fit a wide range of face shapes and sizes. The embossed top panel is designed to help reduce eyewear fogging and the curved, low-profile design conforms to nose and eye contours. This mask is available in three, 10 and 20 packs.
The match2go from BYK is a portable spectrophotometer with a new slim design for comfortable desk placement and a storage capacity of 15,000 standards and several preloaded fandecks. The match2go features an extra large color display and has capacitive touch technology, allowing users to measure even while wearing gloves.
PRIMER
FINE PAINTS OF EUROPE finepaintsofeurope.com
EUROLUX Universal Primer is a fast-drying, waterborne primer for use on sheetrock, wood, aluminum and masonry. This primer can also be used on previously painted waterborne or solvent-borne finishes and is intended for exterior and exterior use.
ATER- ASE SEA A T
ALLPRO CORP.
allprocorp.com
The ALLPRO ® FLEX PRO 920™ is a water-based urethane elastomeric sealant with maximum flexibility, exceptional strength and durability. It can be used on the most demanding molding and trim applications and provides a durable seal that is paintable in 30 minutes.
PAINT ADDITIVE
HOWARD PRODUCTS
ACRYLIC LIMEWASH
GOLDEN PAINTWORKS
goldenpaintworks.com
Add a touch of old-world charm to walls, furniture or trim with the new Acrylic Limewash from Golden Paintworks. The limewash is a translucent, off-white material with a bit of texture that offers a soft matte finish that can be tinted to a wide range of colors. It offers easy brush application and less fuss than traditional limewash products and is perfect for DIY homeowners and contractors alike.
howardproducts.com or NHS Booth W432
The Chalk-Tique Powder Additive from Howard Products can transform any water-based paint into a durable matte finish. This additive gives paint a thicker, chalk-style texture that covers easily and requires minimal prep work.
ATER- ASE S ES
OLD MASTERS myoldmasters.com
Apex® High Performance Polymer (HPP) Interior Clear Finish replaces solvent-based varnishes and lacquers and leads the advancement of water-based spray technologies. It is a single-component finish that delivers excellent clarity and chemical resistance, is easy to apply and provides minimal grain raise with fast stacking times. It is available in flat, satin, semi-gloss and gloss sheens.
A Lasting Impact
North Carolina Paint Retailer Is Leaving a Legacy of Support
BY LINDSEY THOMPSON
Aman of faith, giving back and integrity, Bobby Jenkins’ professional life mirrors his personal one. As the owner of Wilson Paint & Wallpaper in Wilson, North Carolina, Jenkins lives out his values with his employees, customers and community.
Jenkins purchased Wilson Paint in 2020. He had no background or experience in paint except as a real estate investor and an occasional shopper at the paint store he would eventually buy. Owner R.S. Harrison was ready to retire and asked Jenkins if he would be interested in purchasing the business from him.
“I didn’t want to get into another business necessarily, but I loved the idea of exploring the paint world and the opportunity that was there,” Jenkins says. “At the time, it had been a paint store for over 80 years and had this long legacy I was interested in continuing.”
by
Photos
Josh Brown
| Hawk Eye Media
A Bright Future
The apprenticeship program at Wilson Paint & Wallpaper sets students up for future success.
Customers Come First
Because he wasn’t knowledgeable in all things paint when he took over the business, Jenkins relied on his vendors to educate him, taking classes so he could advise his customers. A sign hangs in the store that says, “Let your paint problem be our problem,” and Jenkins and his employees strive to solve every customer’s paint challenge.
“Whether it be staining or painting or any other related project, we learn all we can so our customers are happy with what they purchase from us,” Jenkins says.
Employees at Wilson Paint & Wallpaper help customers understand that choosing paint isn’t just about the color, but the product itself matters.
“We ask a lot of questions about location, lighting and wear and tear so we can be sure we’re selling them the right product,” Jenkins says.
Jenkins also stays involved in the community, and as the only minority
paint store owner in the state, he wants to continue shining a light on his business and others like his. On the store’s Facebook page, Jenkins highlights and promotes other local businesses.
“I’m so grateful for the opportunity to be where I am. I’ll never forget one time asking God when I was a kid why he made me like he did, and he imprinted on my heart that I might not understand now, but will someday,” Jenkins says. “I see now why.”
Equipping the Next Generation
Jenkins’ commitment to the store’s legacy and the community shines in the apprenticeship program he started in 2022. The idea sprung from his own experiences growing up and wanting to support others in the way he had been championed.
“I was abandoned by my mom and dad, but my community stepped up for me,” Jenkins says. “They didn’t legally adopt me, but they adopted me emotionally and spiritually and helped me grow up into the man I am today.”
Even before he started the apprenticeship program, Jenkins’ heart for supporting youth ran deep. One of his other careers was as a bail bondsman and during that time, he would go to schools to speak to the children about their futures.
Jenkins also started a program for at-risk students who are gifted in academics where he purchases pieces of property and allows those students to work on the property as long as they maintain a certain grade point average.
“We put the money they earn in the bank for them,” he says. “We coach them to help want, whether that’s college or the military or whatever. I get letters back all the time and they’re grown men and women now.”
Jenkins believes that everybody has been blessed with talents and gifts, they just need somebody to help them explore,
“My passion is for mankind and helping are,” Jenkins says. “Whether it be in
The Next Generation
While many in the independent home improvement channel already utilize a younger work force, for those who don’t, discover several ways to attract these employees at PDRmag.com/younger-employees
Leaving a Mark
paint, real estate, media or marketing, whatever it is, I feel a responsibility for helping the next generation. Growing up, my people always told me the world should be a better place once you leave it than it was before you got here.”
Jenkins connects with local schools, including Barton
interested in the apprenticeship program.
So far, Jenkins has brought six students into the apprenticeship program and is currently working on adding a seventh. Apprentices spend a lot of time with Jenkins, but also work with all of the store’s employees, who provide feedback to Jenkins on how they are doing and progressing in their role.
Several of the apprentices have stayed with the store, which Jenkins appreciates, but even more so, he wants them to go out and be where they are meant to be.
“Our current apprentice Ray is from Kansas City and came to us through Barton College where he also plays baseball. From the get go, he has been really good with customers and people love him, he didn’t need a lot of training,” Jenkins says. “He says he will stay with us, but even if he doesn’t, I know he will be successful. He had the natural abilities to start, and we’ve worked with him to dress appropriately, look people in the eyes, shake
Leaving a lasting impression on somebody they can take with them wherever they go is Jenkins’ main goal with the apprenticeship program.
“That’s how I live my life with these students. I take them as my own, and I want to share my experiences and knowledge with them so they can be successful,” Jenkins says. “We have a saying: We want to make that mark that cannot be erased.”
Owner Bobby Jenkins (center) wants to leave a legacy of positively impacting his community.
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HOW TO PARTICIPATE
Scan the QR code or visit the link below to apply.
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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
OPERATIONS
CrystalClear
6 Tools to Address Workplace Communication Challenges
BY LINDSEY THOMPSON
On any given day, we have a plethora of ways—from face-to-face to FaceTime, phone calls to text messages, digital to analog—to communicate with one another. No matter what method you choose, it is frustrating when messages get lost or ignored and communication breaks down, which makes it important to choose the right channel. When it comes to communication in the workplace, the same holds true. There are a lot of options for employees to communicate with one another, and choosing the right one can mean
According to the Communication in the Workplace Statistics 2024 report from Pumble, a communication platform, 86% of employees and executives cite the the main causes of workplace failures. Nearly 70% of employees believe that wasted time is one of the worst consequences of poor communication.
As you consider your workplace communication challenges, these two retailers share the tools they have implemented to address their own obstacles.
D&B Supply director of operations Kevin Lundergan (left) introduced a new communication platform that has seen much success.
OPERATIONS
Bolster Your Communications
Tap into these five best practices to improve your operation’s communication and avoid the pitfalls of poor communication at PDRmag.com/bolster-communications
Improving Communication Flow
When Kevin Lundergan started working for D&B Supply as a teenager, he didn’t realize he was beginning his career in the independent home improvement attended college to pursue this dream while still working part-time with D&B Supply, which has 15 locations in Idaho and Oregon. During this time, he
D&B Supply location. He took it and never looked back. Lundergan moved into several manager roles, and now 20 years later, he serves as the director of operations for D&B Supply.
That extensive experience in a number of locations, combined with the variety of roles he’s held, has given Lundergan a unique perspective when it comes to company communications, which Lundergan addressed in his business improvement project he completed as part of the North American Hardware and Paint Association’s (NHPA) Retail Management Certification Program.
Addressing Growing Pains
During his business improvement project, Lundergan looked at the way D&B Supply employees at all levels were communicating and the challenges the operation faced when it came to communications.
“We have grown so fast in the last few years and were always accustomed to the old school ways of doing things,” Lundergan says. “During the Retail overcome them.”
One big challenge was follow-up, as management employees in each of the stores.
“We were always constantly getting on the phone or sending an email to follow up,” Lundergan says. methods to communicate with employees, which made it every employee has access to anyone else in the company via email, which Lundergan says is great to create a culture of openness, but having to constantly answer
whether employees were getting the information sent out to them. Lundergan says managers were unable to track how many employees were reading the newsletters, and while they could see who had logged into email, they
Making the Grade
D&B Supply’s Kevin Lundergan used his NHPA business improvement project to advance communications in the stores.
A Comprehensive Solution
As he worked on his business improvement project, Lundergan discovered Zipline, a task management platform, and saw how it could improve communications at D&B Supply. It wouldn’t be an easy sell, however.
“Moving to Zipline ended up being a bit of a culture shock, not just because we had never really had a task management program before, but because it has essentially changed the way we communicate as management to their employees,” Lundergan says.
With Zipline, employees can access everything on one system. Many of the company’s documents that are employee-facing live in Zipline and the learning management system (LMS) is tied into the platform as well, allowing employees to log into one platform to access all their training. The platform also houses all safety documents and audits.
Lundergan says Zipline’s search functions make it
tags such as “marketing” or “operations” for even easier organization.
“All of that time adds up when you’re not having to search for documents and can access everything in one place,” Lundergan says. “We’ve seen an improvement in employee engagement and more engagement in training. And when our employees are better trained, it leads to less turnover.”
communication is streamlined. Information from versa. The platform also has a messaging feature that
“With email, you’re looking at all these reply-all messages and you’re trying to count which stores have responded and which stores haven’t,” Lundergan says. “Zipline shows who has responded, who has opened and who’s in the middle of doing a task.”
Managers can assign tasks to employees directly through the system, and when an employee completes
was completed.
“Because we aren’t always able to do employee huddles at every shift, Zipline has allowed the managers to put together a list that’s ready for the employee when their shift starts; each employee knows exactly what they need to do,” Lundergan says. “Each manager can see in real time who checked in so they can better manage their employees.”
Lead With Confidence
Discover the value of excellent communications when serving as a manager or in other leadership roles at PDRmag.com/communication-management
The new communications platform Kevin Lundergan implemented at D&B Supply has already saved the company over $87,000. Bottom Line Boost
D&B Supply employees utilize hand-held communications devices in the store and the Zipline app is included on each of those so employees can take advantage of the platform’s real-time features. Zipline can also be accessed from company desktops and workstations throughout the stores.
The positive impacts have gone beyond antidotes as well. Lundergan says so far, the company has been able to eliminate over 550 company emails, saving over $87,000 a year. Lundergan estimates that the time savings will add up to over 40 hours a week across all locations.
better customer service,” he says. “We also want to concentrate more on merchandising, price integrity, out of stocks, training and other areas of the store.”
Offering a Variety of Solutions
For Koopman Lumber, which has 12 locations in Massachusetts, keeping communications straight from employee to employee and store to store can get complicated. Vice president of branch operations and retail sales Matt Nichols says the company doesn’t rely on just one communication platform, but has implemented several, each
communicating across locations as employees are always available via the Teams chat feature. Because Teams also syncs with employees’ calendars, everyone can see if an employee is in a meeting or unavailable. Teams is also used for any virtual video meetings.
Messaging is also done through the company’s payroll system. Koopman Lumber human resources employees use the company’s payroll system to send messages to all employees—even employees who might not have a Koopman Lumber email address—regarding important human resources information such as insurance policies or open enrollments.
project and work management that Koopman Lumber utilizes is Asana, a platform to organize, track and manage
since 2015, and the company currently has over 50 users coordinating and collaborating on projects.
“I can see upcoming due dates for my team and what says. “It also has a number of automation features that allow us to quickly check the status of any project.”
Asana has helped with store-to-store communication, as each of the stores has its own board within Asana. Employees of each store post tasks or information other employees of that store need to know, such as merchandising tasks that need to be completed. Each store can also share information to the other stores.
“An employee can post a picture of an endcap that’s been done in one location, and then other locations can
Choose the Right Channel
Not only do you need to choose the right channels for communication, you need to be willing to evolve or change if that channel stops being effective.
For Franklin Cloninger, general manager at Triangle True Value Hardware in Greenwood, South Carolina, the problem hasn’t been overcommunication, but communicating in the wrong way.
Cloninger says they ask every potential employee during the interview process how they prefer to communicate and for a long time, the answer has consistently been text messaging.
“It has now shifted, especially with some of our younger employees, that in-person is the most desired way to communicate,” Cloninger says.
Cloninger had to re-evaluate what had been working for him in terms of communication. He is currently using the Homebase app, which provides a way to send frequent messages to everyone on staff. The app also shows who opened the message and who didn’t, so individual follow-ups can happen as needed.
messages are getting lost or just not read,” Cloninger says.
Based on the feedback from employees and input from interviewees, Cloninger says he plans on moving to more in-person communication, and he will continue evaluating what is working and what isn’t.
“It’s coming full circle, and we’re coming back to having more direct communication,” he says. “We want it to be casual and more in the moment while still remaining intentional.”
Koopman Lumber store manager Mike DiVirgilio appreciates the variety of platforms available to communicate with his employees.
INDUSTRY EVENTS
Independents Invited
Independent home improvement retailers can receive a free expo pass for the 2025 National Hardware Show. Visit NHS2025.com/NHPA to register.
Networking
10 Reasons to Attend the 2025 National Hardware Show
BY LINDSEY THOMPSON
National Hardware Show
Celebrate and Empower Women in Home Improvement
The How Women Rise in Hardware event, presented in partnership with Build Women, will take place on March 18 on the NHS Main Stage. This new NHS Conference experience is dedicated to celebrating and empowering women leaders in the hardware and home improvement industry.
In the keynote “The Power of Building Your Personal Brand,” Stefanie Couch, founder of Build Women, will share strategies for developing a strong personal brand, overcoming obstacles and positioning oneself for leadership opportunities.
Gina Schaefer, co-founder of A Few Cool Hardware Stores and author of “Recovery Hardware,” will present the keynote “Building a Culture That Helps You Thrive
as a Woman in Business” and discuss creating organizational cultures that support women’s success, focusing on the drive business growth.
The day’s events will also include a panel discussion, “Breaking Barriers: Overcoming Challenges in a Male-Dominated Industry,” and educational session, “How Women Rise: Overcoming Behaviors That Hold You Back.”
The day will conclude with a relaxed networking session that recognizes nominees and winners for the prestigious How Women Rise Awards. Awards will honor outstanding women in the industry in seven categories: Leadership Excellence, Rising Star, Entrepreneur of the Year, Mentorship, Community Impact, Sustainability Advocate and Lifetime Achievement.
Enjoy a Flavorful Experience
Attendees of NHS will have the opportunity to get their grill on at the Weber Grilling Classes, taking place on Tuesday of the show. Attendees can choose from a beginner or advanced class, and the cost of the class includes all supplies, a gift bag with apron,
Get a First Look at the
The North American Hardware and Paint Association’s (NHPA) Merchandising for is a resource for best-in-class merchandising techniques and a
ticket to win a Weber grill. Sponsored by NHS and the Kansas City Barbecue Society (KCBS), Weber Immersive Grilling Classes will provide a hands-on grilling experience led by Weber pitmasters that showcases new techniques and secret tips on elevating the grilling experience for both beginner and advanced grill enthusiasts.
scorecard retailers can use to measure
Gain insights from the study to improve your operation’s merchandising techniques and implement best practices for improving your merchandising.
See the Latest and Greatest Products
include building products; hardware and tools; hobby, gift and specialty; home essentials, storage and solutions; lawn, garden and outdoor living; lighting and electric; paint and supplies; plumbing and HVAC; sport and outdoor recreation; and workwear and apparel.
In the NEW Product Zone, attendees will see exciting new-to-market products from veteran
vendors and newcomers. For products with high labor and safety standards and top-quality manufacturing that keep Americans working, the Made in USA exhibits highlight best-in-class products and services. In 2024, NHS launched Shop Global, a collection of small and mid-size companies from around the world. With over 500 exhibitors from 15-plus countries, Shop competitive pricing and diverse suppliers.
Gina Schaefer
Stefanie Couch
Relax in the NHS Backyard
Always a crowd favorite, the NHS Backyard will once again be a go-to destination for everything lawn, garden, farm, ranch, outdoor living and grilling. Grill masters will be between top grilling brands and their expert chefs. Each day winds down with live music and refreshing brews in the Backyard Beer Garden—making NHS Backyard the ultimate spot to relax, connect and get inspired.
Outside Living
The NHS Backyard at the National Hardware Show is always a crowd favorite with outdoor living vendors showing off their products and offering free food samples.
Take Part in Foundations of Merchandising Management Live!
Foundations of Merchandising Management
Live! is a two-day industry-focused, educational program for both new and seasoned home improvement retail professionals responsible for managing merchandising functions.
Designed by NHPA with industry retailers, the program provides strategies and tactics for
participants to successfully improve and manage merchandising, assortment planning and vendor relations.
expert-led course sessions, breakout workshops, networking opportunities, hands-on learning
assignments to take back to their stores to improve their own strategies.
Attend the Retailers’ Choice Awards Ceremony
Awards honor the best, most creative and most that independent retailers think would perform well in their operations. Sponsored by NHPA, an attendee favorite since the program started in 1966.
A panel of independent retailers browses think would perform well in their operations. The judges meet together to share their nominations, and from these nominations, the Choice Awards winners.
Awards winners are recognized and the products are highlighted in a fun and engaging ceremony.
Photo Credit: National Hardware Show
Enjoy Programming Catered to Independent Retailers
During NHS, independent retailers will have their own space to learn, network and relax in the Independent Retail Center (IRC), hosted by NHPA. In the IRC, hear from fellow retailers in three roundtables that will cover topics ranging from innovation to selling.
In the “Navigating the Path to Retail Leadership” session, retailers will gain best practices to increase their impact and leadership in the industry, connect with peers to discuss shared challenges and explore opportunities for personal and professional growth.
The “Innovation in Retail Technology” roundtable will explore how tech innovations can streamline operations, improve customer experiences and future-proof the business.
“Building a Culture of Selling” will take a look at practical strategies for boosting employee morale, improving retention and
Get a Free Expo Pass
Scott Wright will present “Unlocking NHPA Programming: Education, Insights and Connections,” which will provide an overview of key initiatives for the association, including Foundations of Leadership, Retail Management Cost of Doing Business Study and the IHI Conference.
In “Merchandising for Gen Z: Adapting to the Future of Retail,” attendees will learn what matters most in attracting Gen Z customers
independent retailers, this session will immerse participants in real-world merchandising strategies to attract and engage Gen Z shoppers to their stores.
This session will be held in the Merchandising Showcase Section on the away valuable insights directly from Gen Z students on strategies to help win more of that
Independent home improvement retailers can register for a free expo pass using the code NHSNHPA and registering at NHS2025.com/NHPA.
The 2025 National Hardware Show will raise the bar with hands-on sessions, live storytelling and programming that honors the outstanding contributions of professionals in the home improvement industry. Photo Credit: National Hardware Show
DOUBLE DUTY
Do it Best’s Dan Walton Serves the Country and the Channel
BY LINDSEY THOMPSON
Dan Walton has one foot in the independent home improvement industry and one in the military but is fully dedicated to both. As a communications specialist for Do it Best, Dan also currently serves in the Indiana Air National Guard.
His career in the military started in 1993 when he joined the Air Force after spending three years at Indiana University. He served active duty in the Air Force for four years, working in avionics on the navigation systems,
At the end of 2010, Dan enlisted in the Indiana Air National Guard, this time going into munitions, where he builds bombs, does missile testing and handles other related tasks.
two stints in the military because of what was available at the time,” Walton says. “Both of them are a lot of fun, and I’ve had a great time learning both. They’re all related to planes, but
deployed in Saudi Arabia and has also been and one in Kuwait.
Dan’s father was a Marine and enlisted in the Indiana Air National Guard shortly after Dan was born.
Overseas Service
Dan Walton has served several stints overseas as a part of the Indiana Air National Guard and appreciates the support he receives from his other employer, Do it Best
“He was a master sergeant, so it was really neat when I got to call him the day I became master sergeant to let him know there’s another master sergeant Walton in the family,” Dan says.
While his father was an inspiration to him, it was falling in love in college that drove him to the military. Dan met his now-wife Michelle during his third year in college and wanted
“I realized this was the girl who I was going to be spending my entire life with,” Dan says. “I thought instead of racking up student debt spinning my wheels at college, I could go into the military and start making money to build our lives together. So my motivation for going into the military was more of a romantic thing.”
After he left active duty, Dan worked in a factory, but he didn’t see a strong future there. When his oldest son was just
a newborn, Dan heard about an opening at Do it Best in IT background, and went for it. His instincts were right, and he moved up into the communications department where he still works 23 years later.
“I joined Do it Best for the same reason I got into the military—it was what was best for my family,” Dan says.
Tradition Lives On
Being part of a tradition that dates back to the start of the country is one of Dan’s favorite parts of serving.
“When we were deployed in Kuwait in 2014 and 2015, we in the coalition air strikes against ISIS,” Dan says. “They reactivated us as the 332nd Air Expeditionary Wing—that 332nd designation hadn’t been used since World War II when it
Nominate a Veteran
Help us honor those who have served our country and our channel. Visit YourNHPA.org/veterans to nominate a veteran from your business to be recognized. was used for the Tuskegee airman. So the tradition part of serving is very cool.”
The people he has worked and served with have also been a highlight, and Dan appreciates the bonds he built with them and the commitment each of them has for the military. Dan says the military is his other family.
“You’ve literally gone around the world with them, gone to war with them, been in bunkers during rocket attacks with them,” Dan says. “The commitment to excellence in its equal in the civilian world. Working at Do it Best is as close as it gets. I think that’s one of the reasons why I have been here for 23 years now.”
Just Like Family
Just like Dan has his military family, he’s also become a part of the Do it Best family and the larger independent home improvement retail family. One of his favorite parts of his job is putting together the North American Hardware and Paint Association (NHPA) Young Retailer of the Year nominations.
retailers in this channel, and I have met some of the coolest people from across the country who have become great friends, with some who even check on me when I am deployed overseas.”
Dan says the Air Force teaches service before self,
“Those are the same values we uphold here at Do it Best, Dan says. “It truly is the closest thing I’ve ever experienced in the civilian world that equals the level of dedication you’re taught as the norm in the military.”
Do it Best has also been extremely supportive of Dan during his time in the Indiana Air National Guard. He and his unit was working out of a building where the power lines had been cut, so they were building bombs by
“The commitment to excellence in the military is unmatched, and I’ve its equal in the civilian world. Working at Do it Best is as close as it gets. I think that’s one of the reasons why I have been here for 23 years now.”
—Dan Walton, Do it Best
“I sent a wish list back to Do it Best, and less than two weeks later, tons of supplies showed up,” Dan says. “Do it Best doesn’t just let me be in the Air National Guard, they support me in doing it.”
In 2016, Do it Best won the Pro Patria Award from the Indiana Employer Support of the Guard and Reserve in recognition of their support of employees in the Guard and Reserves. This award is given to only one employer statewide each year.
While his military skills haven’t directly translated to his role at Do it Best, he has transferred many of the characteristics he honed, including being a quick learner
“I had no clue how to do either of my military jobs before I started, but learned quickly,” Dan says. “Also, everything changes in the military all the time so you have to learn to take it in stride and how to work through it.”
THANK YOU TO OUR PROGRAM SPONSORS
RESOURCES
Dive Into the Data
NHPA conducts industry research annually, providing data that will help retailers be better and more profitable. Learn more at YourNHPA.org/research
BENCHMARK YOUR BUSINESS
DIGGING INTO how independent home improvement operations are performing throughout the year helps the entire channel understand how they compare to others in the industry and how to use that data to make improvements to their operations. Since 2022, the North American Hardware and Paint Association (NHPA) has partnered with The Farnsworth Group to produce the Independent Retailer Index, which tracks key performance metrics quarterly.
RESPONDENT PROFILES
Every quarter, the index asks independent home improvement retailers to share year-over-year changes in:
• Transaction count and size
• Inventory investment
• Cost of goods
• Profit margin dollars
• Future operational investments We surveyed retailers on their performance in the fourth quarter of 2024 compared to Q4 2023. See highlights of the data here and download the full report at YourNHPA.org/retailer-index.
A wide range of independent retailers participated in the survey, with over half of respondents from rural stores (57%) and almost two-thirds (65%) having just one store. of respondents were store owners
Dig Deeper
Download the NHPA 2025 Market Measure Report, an annual overview of the state of the independent home improvement industry. This resource offers opportunities to look back at a year of changes, successes and challenges in the industry and provides insights into how things might change in the year ahead. Learn more at YourNHPA.org/market-measure
have annual sales of less than $2 million
THE WAIT IS OVER
Why Attend?
• Gain actionable insights from engaging keynote speakers and industry innovators
• Learn new strategies with targeted breakout sessions designed for independent retailers
• xpand your network with home improvement industry peers
• Enjoy a world-class, family-friendly venue in vibrant Orlando, FL
Registration is open for the 2025 Independent Home Improvement Conference, a two-day education and networking event taking place at the stunning JW Marriott Orlando, Grand Lakes.
Who Should Attend?
The 2025 IHI Conference is designed for independent hardware and home improvement retailers looking to strengthen their operations, explore new business opportunities and grow their networks.
Scan the QR code to register today!
CHANGES IN TOTAL SALES
30% of retailers saw year-over-year sales growth in Q4 2024, 7% higher than the previous year’s performance but lower than the 53% growth from two years prior. On average, total sales decreased 0.2% year over year, an improvement from Q4 2023.
As the new year is in full swing, here are the technology solutions respondents are planning to allocate funds to in 2025.
margin is up from Q4 2023 (-3.0%) and now a positive at 0.4% average change
CHANGES IN GROSS PROFIT MARGINS ACCESS
Be sure you’re on the list to receive the newest data from the Independent Retailer Index quarterly. Head to YourNHPA.org/research to subscribe today.
The Best Just Got Better
New FrogTape Advanced™ Painter’s Tape
Introducing FrogTape Advanced™ Painter’s Tape – the best painter’s tape we’ve ever made. Edge-treated with exclusive PaintBlock® Technology, FrogTape Advanced is engineered with everything you love about FrogTape® Multi-Surface plus advanced performance in conformability and shred-resistance, giving you the confidence of professional results – when it matters most.
ASSOCIATION
Go to the Next Level
NHPA now offers Advanced Paint Sales, a series of four online courses designed for paint sales associates. See how this course can improve your operation at PDRmag.com/advanced-paint-sales
CATEGORY FOCUS
Spraying Success
PTake Customer Service Up a Level With Paint Sprayer Repairs
BY JACOB MUSSELMAN
aint sprayers are an essential tool for professionals working on large-scale projects and DIYers looking to upgrade their spaces at home, but these products can become unusable without proper maintenance and occasional repairs. At JC Licht’s location in Addison, Illinois, equipment
manager Shayne Wlas leads a team of repair technicians and runs the company’s full-service paint sprayer repair operation. He shares best practices to improve your store’s paint sprayer repair department to enhance customer satisfaction, build loyalty and drive additional sales.
Staying Stocked
While designed for efficiency, paint sprayers can be finicky if not maintained properly, and when problems arise, Wlas says improper maintenance is typically the culprit.
Some of the most common repairs Wlas and his team perform regularly are replacing packing seals, fixing pressure pumps and performing regular maintenance for customers.
“The packing seals inside the fluid section is the most frequent issue we encounter because as paint is cycled through the unit, it can wear down the seal, causing the sprayer to leak,” Wlas says. “We also work on power washers, which sometimes need a tune-up but occasionally require a full pressure pump replacement.”
Wlas and his team perform 150 to 200 repairs per month. To keep up with the continuous flow of paint sprayers coming in for repairs, he says keeping a proper stock of essential parts is key to staying ahead.
“Properly stocking frequently used parts is crucial,” Wlas says. “Being fully stocked allows us to maintain a quick turnaround time—typically two to three days. If you have those parts on hand, you’re not waiting on orders. You can take the part off the shelf, install it and get the unit back to the customer quickly.”
Monitoring usage patterns is also important, Wlas says. If he notices an increase in the need for a specific part for a new machine, he’ll coordinate with his buyers and order more of that product in the future.
Can’t-Miss Maintenance
Share these important maintenance steps with your customers to help them
Use the correct Store paint sprayers properly packing seals
Marketing Your Services
By offering paint sprayer repair services, Wlas’ location has established itself as a place where paint sprayer owners can bring their machines and have them repaired on time.
One challenge Wlas has is ensuring customers are aware of the repair services his store offers, leading him to implement multiple marketing strategies.
In the store, Wlas has multiple signs advertising his paint sprayer repairs and highlights repairs and maintenance tips on social media. Wlas also hosts customer appreciation lunches throughout the year and uses those events to promote his sprayer repair services.
Wlas says he ensures his store’s website is updated with clear information on the repair process, as well as turnaround times.
“Word-of-mouth plays a big role in marketing our repair services,” Wlas says. “We always tell our customers to tell people about us, and so far that’s paid off.”
BOLD & BEAUTIFUL.
ACRYLIC LIMEWASH VENETIAN PLASTER
The repair service technicians at JC Licht in Addison, Illinois, repair between 150 and 200 paint sprayers per month.
Educating Your Employees
Another effective strategy to minimize costly repairs and build customer relationships is to provide education on proper sprayer maintenance. Wlas encourages his employees to continuously learn about paint sprayers and common repairs, attend manufacturer training sessions and stay updated on new equipment models.
“We offer training for our employees and even visit customers’ shops to conduct training sessions on sprayer maintenance,” Wlas says. “This education helps extend the life of their sprayers and reduces downtime.”
Even experienced repair technicians encounter new challenges.
“No one knows everything,” Wlas says. “There’s always going to be a first time you see something unusual, and you have to figure out how to solve that problem.”
JC Licht in Addison, Illinois, also carries paint sprayer accessories to catch add-on sales when customer pick up their repairs.
News to You
Subscribe to our weekly newsletters at PDRmag.com/subscribe to get the latest news and trends.
FINANCIALS BREAKDOWN
END OF THE YEAR FINANCIALS are in for two paint manufacturers, offering insights into how Sherwin-Williams and PPG navigated 2024. Paint & Decorating Retailer broke down the differences between the two companies, and here’s what you need to know.
CALE NDAR
Industry Events
The Inspired Home Show
March 2-4 | CHICAGO, IL
PACOA Spring Dealer Market
March 15-16, 2025 | FLUSHINGS, NY
National Hardware Show
March 18-20 | LAS VEGAS, NV
Blish-Mize Spring Market
March 20-22 | OVERLAND PARK, KS
the QR code
*Events are current as of press
To add your event to the industry calendar, send an email to editorial@YourNHPA.org
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 ft2
• 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
Learn About a Legend
Read more about Mister Oswald’s history and how his legend stays alive at PDRmag.com/mister-oswald.
THE LEGACY OF
When it comes to pop culture icons, he may not be mainstream, but Mister Oswald has garnered celebrity status and a loyal following in the hardware industry. He first appeared in the comic strip bearing his same name in October 1927 and would delight readers of Hardware Retailer magazine for over eight decades. In honor of the North American Hardware and Paint Association’s 125th anniversary, we invite you to learn more about the legend of Mister Oswald.
The Beginning
Mister Oswald was born from the creative mind of Russell Johnson, an artist and independent retailer. After serving in World War I, Johnson moved back to his hometown of Gibson City, Illinois, where he worked in his father’s hardware store. He drew advertising cartoons for the store’s window displays and created cartoons for one of the local newspapers. An editor for Hardware Retailer saw Johnson’s work in the newspaper and reached out to Johnson. In 1925, Johnson began a six-decade stint with the magazine and brought Mister Oswald to life.
Learning From the Best
After retiring from retail in 1963, Johnson continued working on the Mister Oswald comic for two more decades. At the age of 95, he officially retired, passing the reins to illustrator Larry Day, who had been assisting Johnson with the comic since the early 1980s. Johnson had worked on his strip continuously for 62 years, a record for a comic strip done by its original creator. Mister Oswald last appeared in the magazine in 2008.
“Russell’s shoes were not easy to fill,” Day says. “I felt I came close to Russell’s level on a couple of occasions, but it was always Russell’s inspiration in the back of my mind that kept me going. When anyone asked how he came up with his ideas he would always reply ‘cocaine.’ He never did cocaine, and neither have I, but his work had an intoxicating magic to it. Russell was a natural. He was sharply in tune with the world around him.”
The Legend Lives On
Today, Mister Oswald lives on through Rob Stolzer, a comic book fan who created a website dedicated to the comic strip.
“Russ created wonderfully believable and flawed characters readers could relate to, whether they were or are in the hardware business or not,” says Stolzer. “Part of that character extends to the spaces he created. I love the family-owned hardware stores, and Mister Oswald’s store is a perfect example of one of those stores where you could go in and ask specific questions about a job or purchase a single bolt.”
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