Paint & Decorating Retailer March 2024

The Evolution of Water-Based Wood Finishes

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.

Masters Armor®

Interior Water-Based Clear Finish

• Use on floors, cabinets, furniture, or almost any type of woodwork

• Applies easily with brush or roll and dries quickly to a smooth finish

• Superior durability on floors

• Hardener additive provides maximum protection on high traffic surfaces

Apex® HPP

Interior Water-Based Clear Finish

• Replaces solvent-based lacquers and varnishes

• Developed for contractors, builders, and wood shops

• Excellent chemical and wear resistance

• Meets VOC requirements of OTC, OTC II, CARB, and SCAQMD

• Fast dry and stacking times with excellent sandability

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1025 E. 54th St. Indianapolis, Indiana 317-275-9400

NHPA@YourNHPA.org YourNHPA.org

COMMUNICATIONS

Lindsey Thompson Senior Content Manager lthompson@YourNHPA.org

Melanie Moul Research & Enterprise Content Manager mmoul@YourNHPA.org

Jacob Musselman Content Coordinator jmusselman@YourNHPA.org

Autumn Ricketts Graphic Designer

Olivia Shroyer Graphic Designer

Austin Vance Production Manager

Samantha Mitchell Production & Design Assistant

Freda Creech Sales & Production Assistant

Julie Leinwand Special Projects Manager

Nathan Piper Marketing Coordinator

ASSOCIATION PROGRAMS

800-772-4424 | NHPA@YourNHPA.org

Katie McHone-Jones kmchone-jones@YourNHPA.org

Director of Member Outreach & Events

Kim Peffley kpeffley@YourNHPA.org

Director of Organizational Development & Consulting

Jesse Carleton jcarleton@YourNHPA.org

Training Manager & Editor

Renee Changnon rchangnon@YourNHPA.org

Retail Engagement Specialist

SALES

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

YOUR NHPA

COMING IN APRIL

Making a Mark

In the April issue of Paint & Decorating Retailer, we’ll meet the first of three North American Hardware and Paint Association Top Guns Award honorees. These innovative, passionate retailers are leading their operations and the independent home improvement industry at large with strategic investments focused on preserving independence and growing the channel. This award recognizes individuals as representatives of their operations—who through the work of engaged, dedicated staff—are making marks in their local communities.

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 and 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 & Publisher

David Gowan

Chief Financial Officer & Executive Vice President, Business Services

Scott Wright

Executive Director, Advanced Retail Education Programs

Whitney Mancuso

Executive Director, Marketing, Sales & Partnerships

NHPA BOARD OF DIRECTORS

CHAIRMAN OF THE BOARD

Ned Green, Weider’s Paint & Hardware, Rochester, New York

EXECUTIVE VICE CHAIRMAN

Scott Jerousek, Farm and Home Hardware, Wellington, Ohio DIRECTORS

Alesia Anderson, Handy Ace Hardware, Tucker, Georgia

Jay Donnelly, Flanagan Paint & Supply, Ellisville, Missouri

Ash Ebbo, Clement’s Paint, Austin, Texas

Joanne Lawrie, Annapolis Home Hardware Building Centre, Annapolis Royal, Nova Scotia

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

To Everything a Season

From cool, wet springs to dry, warm winters, if the seasons don’t change like expected, it can blow in trouble for an operation. See how fellow retailers season-proof their operations and guard against the ups and downs of weather-related sales.

Learn

In an increasingly digital world, cyber awareness is no longer optional but critical to protect your operation against potentially devastating attacks. Discover ways to make cybersecurity part of your loss prevention strategies.

The best start with paint jobs

Painter’s Tape

The best paint jobs all start the same way, with Scotch® Painter’s Tapes. Scotch® Brand has a full line of painter’s tapes to help you conquer whatever surface you’re painting.

How to Reach Lindsey

lthompson@YourNHPA.org

Lindsey Thompson

FROM THE EDITOR

Weather or Not

Iam a weather nerd. Ever since I was young, I have been fascinated by all things weather, but especially by tornadoes. In my adult years, I’ve become a trained weather spotter and have been known to hop in my truck to chase down a potential twister. I have more than one weather app on my phone and love to have the Weather Channel playing in the background. My dream vacation is taking a week off in the spring to storm chase in Tornado Alley. And my favorite movie of all time is—you can probably guess—“Twister.”

I want to hear the roar, feel the wind blow my face, smell the turned up earth and see a tornado form and suck back into the sky—all from a safe distance, of course. I am in awe at the unpredictability and power of a tornado and love how tornadoes can be both beautiful and horrifying.

Sometimes I feel a little guilty for being so enamored with such a dangerous vessel that destroys lives and property. But then I realized that if people weren’t obsessed with tornadoes, hurricanes and other weather phenomena and how they operate, then advanced warnings and systems to track storms wouldn’t exist and people wouldn’t be prepared.

“It’s just as crucial to prepare your operation for what might fall from the clouds.”

In this issue, starting on Page 22, we get an inside look into the ways operations can weather the ups and downs of seasonal ebbs and flows and extreme weather swings. Retailers share ways to balance sales when you get a rainy summer when you need to move exterior paint and how to take advantage of winter lulls to move sales in wallcoverings, flooring and other categories outside of paint.

Head online to PDRmag.com/weather-recovery to hear from retailers who have faced literal storms and share the best practices for preparing for and recuperating from wild weather. From floods to hurricanes, these retailers have been through the weather wringer but have come out stronger on the other side.

It’s important to prepare your home and family for a storm—have flashlights and candles ready, put together an emergency kit, create a plan on where to meet if you have to leave your home. It’s just as crucial to prepare your operation for what might fall from the clouds. Have plans in place for before, during and after a weather emergency and create contingencies for when the seasons can’t be predicted.

Here’s hoping it’s all blue skies for you and your business, but just in case it’s not, keep an umbrella handy.

Lindsey Thompson Senior Content Manager

How to Reach Dan

Dan Tratensek dant@YourNHPA.org

Hardware Harmony

Next year, the North American Hardware and Paint Association (NHPA) will celebrate its 125th anniversary, and while my headshot may suggest differently, I have only been a part of this organization for 28 of those years.

When I joined NHPA, I had little idea about how a trade association worked and some may argue that 28 years later, I don’t have a much better grasp on this concept.

But one thing I am confident I have learned in my quarter-century plus of work here at NHPA is that the term “association” really needs to be at the heart of what organizations like ours do.

When asked what I do for a living, my standard answer is, “I go to meetings.” While that might be a smart-aleck response to the question, there is a lot of truth in it. A big part of my role here is coordinating stuff. Please don’t confuse “coordinating stuff” with “getting stuff done.” Lord knows we have people who are far better at that than I.

In the grand scheme of the home improvement industry, NHPA is a small fleck floating in the wake of giants when it comes to revenue or staff size.

However, as an association, we gather strength and create mass by coordinating support from others throughout the industry. We bring together as many parties as we can to concentrate efforts on a singular cause, helping independent home improvement retailers become better and more profitable.

“As an association, we gather strength and create mass by coordinating support from others throughout the industry.”

Believe me, there is a lot of power and influence when we bring these resources together. Still, it is often a monumental task to bring together outside organizations that are oftentimes competitive with one another.

Even with these challenges, great things can happen when the industry does come together, and in the coming months, there will be some great examples of this kind of industry harmony in action.

One such opportunity will come later this month when the home improvement industry descends on Las Vegas from March 26-28 for the National Hardware Show (nationalhardwareshow.com). Here, attendees can learn from a broad cross-section of industry representatives and one another.

Later this summer, NHPA will join the team from The Hardware Conference to create a truly one-of-a-kind event—The Independent Home Improvement Conference (ihiconference.org). The event will be held August 27-29 in Marco Island, Florida.

Not only has NHPA joined forces with The Hardware Conference to create a new, powerful event, but we are also counting on support from the industry’s distribution and manufacturing communities to once again make this event a valuable resource for independent retailers of all shapes, sizes and affiliations.

Dan M. Tratensek Chief Operating Officer & Publisher

How to Optimize Your Margins and Grow Your Paint & Decor Business

s an independent paint and decorating retailer, competing with big-box stores may seem daunting, especially when it comes to pricing. While price matching may not be an option, there are strategies you can employ to protect your profits and better serve your customers. The key lies in managing margins effectively to balance customer satisfaction, revenue growth, and profit retention.

Changing Customers’ Price Perception

Independent retailers often face the challenge of being perceived as more expensive than larger competitors. To overcome this, consider adopting either an everyday low pricing strategy or a full price plus heavy promotions approach. The former provides consistent and competitive prices, fostering a perception of reliability, while the latter involves higher prices with frequent promotions to create a sense of urgency and value.

Combining Pricing Strategies

Paint and decorating stores can strategically combine both pricing scenarios mentioned for various products or services. Everyday low pricing works well for fast-moving, low-margin items, while full price plus heavy promotions is effective for slow-moving, high-margin products. Finding unique items exclusive to your business allows for more aggressive pricing. Balancing these strategies maximizes sales and profit margins.

Utilizing POS (point of sale) Reports

Leverage your point of sale (POS) or retail management system to categorize, rank, and analyze item performance. Regularly check POS reports to find trends. Adjust pricing for fast-moving, high-margin items to support competitiveness, and reevaluate slow-moving, low-margin items. Clear out dead items promptly. Consider local market dynamics when setting prices to align with market expectations.

Fine-Tuning for Optimal Pricing

Continuous fine-tuning is crucial. Utilize your retail management system to develop a pricing matrix model, discount strategically, raise margins on impulse purchases and test item elasticity. Employ price modeling to assess the impact of price changes before implementation. Automate price rounding schemes for efficiency.

Using Discounts and Promotions

Discounts and promotions are powerful tools when used strategically. Focus on the entire market basket during promotions to increase average order value. Employ various discount types for different purposes and use limited-time or quantity-limited promotions to create urgency. Highlight social proof to build trust and credibility, emphasizing how others have received help from your discounts and promotions.

Implementing these strategies empowers independent retailers to compete effectively, attracting and keeping customers without compromising margins.

OPERATIONS

Know Your Value

Head to YourNHPA.org/marketplace for access to valuation services, provided by experts who have been working in the home improvement industry for decades.

Meet Jim

Jim Robisch has been working in the home improvement channel for over 40 years. He recently 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 non-industry advisory boards.

EXPERT INSIGHTS

Business Strategy or Tactics?

One thing that I have learned over the years about business strategy is that a great deal of confusion exists around what business strategy really means. This confusion centers around questions on “what is strategy?” (hence strategic plan) and “what are tactics?” (or tactical plans). Ironically, some business leaders that should know don’t entirely understand the difference. Adding to this conundrum is that industry management has always been better at executing or “getting things done” over developing strategy or planning what it is that needs to get done.

I have worked with companies on their strategy planning for decades. When working with some, their executives and key staff are knowledgeable about developing business strategy, more specifically, their business strategy. However, working with others, they tend to get bogged down in the minutia of things that are tactical, not strategic.

I believe that the more simply something is defined, the easier it is to understand. Simply put, strategy is what you are going (or want) to do. Tactics are how you are going to accomplish the objectives of your strategy. It is as simple as that.

Many seem to make business strategy, or developing a strategy, such a complicated thing. It’s not. It essentially involves focus and basic management responsibilities. Some may call these responsibilities by different names. Again, adding confusion. But they are fundamentally the same.

According to strategy gurus Arthur A. Thompson and A.J. Strickland, authors of “Strategic Management,” the market leader on the topic used universally as a bible on business strategy, developing a business strategy is a process involving five tasks.

1. Forming a strategic vision of what the company’s future will be.

2. Setting objectives and converting the vision into tasks.

3. Developing a strategy to achieve desired outcomes.

4. Implementing and executing.

5. Evaluating performance and initiating corrective enhancements and adjustments. Many executives and senior leaders want to exercise strategy development as a team event. It really shouldn’t be. Some key players in the organization should be involved and provide input. These folks should have intellect, objectivity and creativity and not be scared to speak up with their ideas. I would also suggest an outside perspective. It never hurts to have a sounding board without any biases.

Again, follow the process. Keep it simple and short—100-page business strategies don’t seem to get read, let alone get executed.

Jim Robisch Senior Partner & Adviser, Ret. The Farnsworth Group

Advance Your Knowledge

Meet Jared

Jared Brown is the director of business intelligence for The Aubuchon Co. He has a degree in kinesiology and biomechanics from Miami University and came to Aubuchon in 2015 from the banking world. Jared grew up in Ohio and moved to Massachusetts in 2012, where he currently lives with his wife and daughter. At Aubuchon, he is involved in inventory planning and forecasting, margin management and retail pricing and process improvement and operations. Jared has been integral in streamlining and modernizing Aubuchon’s inventory management strategies after the company closed its distribution operations and transitioned to a supplier-based model.

RETAILER INSIGHTS

Won’t You Be My Neighbor?

From the trusty coffee pot to the regular paths through the store, we tend to stick to the same patterns. But in the midst of this daily grind, there’s a simple way to make more of our time—check on our neighbors.

This concept applies literally and figuratively. On your way to work, take a moment to consider neighboring businesses your customers likely visit. Is there a chance they need something from your business or vice versa? It’s not just good business; it’s about building relationships and fostering a healthy business community.

Shift your focus inside your store. Neighbors aren’t just those living or working nearby; they’re also your colleagues. While you greet plenty of customers, have you greeted every employee? It’s easy to overlook those who seem self-sufficient, but they’re still part of the workplace community.

The neighbor concept stretches to products too. If you’re stocking preseasonal soils, think about related items like gardening decor, seed starter and 5-gallon buckets. Customers count on us for various needs, and their baskets are a mix of items. If your baskets lack variety, consider expanding your product range. What neighboring products are you missing?

When you’re out on the salesfloor or in the yard, look at neighboring products. How often is an extra large glove put back on the large glove hook? How often are plumbing fittings put back in the wrong bin? When putting up new price tickets, check how they align with the old ones. You’ve already deemed it an important enough task to walk to the item’s home; while you’re here, what else needs your attention? By combining tasks with neighboring considerations, you effectively double your impact.

Checking on your neighbors isn’t about adding more tasks. It’s about approaching your routine with curiosity and a fresh perspective. You’re not just a hardware store employee; you’re part of a community. So, let your cycle counts do their job, acknowledge your cashiers and frontline staff, explore beyond your store and position yourself as the go-to for an even broader customer base. It’s not just about efficiency; it’s about building meaningful connections in your community.

Jared Brown

Director of Business Intelligence

The Aubuchon Co.

NHPA Premier Members can access training resources focused on core operational functions, including inventory management. Learn more at

Dynamic Growth

The Retail Management Certification Program teaches how to grow profits in a changing retail landscape. Learn more at YourNHPA.org/rmcp

Meet Rob

Dr. Rob Mathews specializes in how to build highly effective teams. His teaching style combines theory of human capital development mixed with practical knowledge that comes from previously owning a home center and growing up in his family’s chain of hardware and grocery stores. At Ball State, Mathews teaches a wide range of entrepreneurship courses, including business planning, decision-making, management ethics and finance. Mathews was part owner of San Marco Realty Inc., a retail home improvement business and real estate company, where he led a complete remodel that resulted in a more than 200% increase in revenue. Mathews was also owner and managing member of 67 Realty LLC, a retail home center and property management company, where he managed all strategic activities of the business.

Email rmathews@bsu.edu

LinkedIn Dr. Rob Mathews

EXPERT INSIGHTS

Employee Engagement Is the Ticket Back to Normalcy

Let’s face it—service-based business, including retail, has been really tough the past few years. So tough, in fact, that many of us even question whether “normal” will ever return.

When we get beaten down, it’s easy to start losing hope, but the truth is there’s a proven formula and body of evidence for success. We know engaged employees equal engaged customers, and engaged customers are loyal and emotionally connected to your brand. But now, more than even, getting there is a different story.

The good news is the how of building engagement in employees hasn’t really changed since things became more challenging a few years ago. You may be asking then, “What should I do to improve engagement?”

You can start by understanding what drives employee engagement and why it is the single most important practice in your business. There is no shortage of companies that are willing to sell you a system and their services. The key is to find one you can trust that has a reliable history of success with getting results when it comes to increasing engagement and the associated business performance metrics that are most important to you.

Depending on the role, these metrics could include number of customers served per hour, average ticket, merchandise handled without damage per hour of stocking or receiving, accuracy during the checkout process, positive customer reviews or department sales growth.

Gallup essentially created the employee engagement industry and holds the most significant and most scientifically reliable bank of employee engagement and business performance data on the planet. I’d even argue Gallup’s efforts on engagement are the most significant scientific work in the history of the organizational behavior and performance field.

Gallup’s system is simple. You can choose to use their helpful employee engagement surveys or you can simply learn, train, coach and reward based on the 12 elements of engagement—also referred to as the 12 elements of a great leader—to improve the four employee need levels of engagement: basic, individual, teamwork and growth.

Think of these levels as Gallup’s employee engagement version of Maslow’s hierarchy of needs pyramid, where striving for employee satisfaction by getting the bare minimums right—compensation, scheduling, nature of work, etc.—is merely a base for the four need levels of employees. These behaviors from Gallup are both learnable and actionable. It simply takes commitment, intentional behavior and accountability.

The good news is you don’t have to tackle engagement alone. Our expertise is available through the North American Hardware and Paint Association for retailers who participate in the Retail Management Certification Program and through the association’s organizational development consulting programs.

Dr. Rob Mathews

Assistant Teaching Professor of Management and Leadership Executive Director of Entrepreneurship Center, Entrepreneurial Leader Institute Ball State University

Marketing That Works

Discover marketing insights and resources to get the word out about your operation at YourNHPA.org/marketing-guides

Meet Stacy

Builders was founded in 1977 by Stacy’s father Myron Andersen. Stacy serves the company as CCO and second generation owner, running the company alongside her brother Chad Andersen. Her vision and strategy while managing the business is winning customers, motivating team members and crucially, figuring out ways to remove the challenges that stand in the way of the company’s success. Stacy traded her career in fashion and design for a career in the home design and construction industry. Stacy has held roles in sales, design, purchasing, advertising, marketing and management at Builders. Her favorite part of the job is the people, both the customers and her Builders family.

RETAILER INSIGHTS

Vibe Check: Evaluate the Energy

In a world buzzing with trends and rapid changes, it’s crucial to ensure that our store and brand are giving off the right vibes. But what exactly does that mean? Well, think of it as a “vibe check” or a gut check to ensure that the energy your business emits is inviting, friendly and capable of meeting your customers’ needs.

Imagine this—you walk into a store and immediately you’re put at ease, greeted with a warm smile and a genuine, “How can I help you today?” That greeting is followed by personable and helpful conversation to identify your project or product needs. That’s the vibe we want to create. It’s not just about selling products; it’s about fostering a sense of belonging and trust with our customers.

Why is doing a vibe check of your store and brand so important? Let’s break it down.

Store Vibes: Creating an Inviting Space

We see our store as more than just a physical space; it’s a reflection of our brand’s personality. When customers step through the door, they should feel welcomed and comfortable. Are our displays visually appealing? Is the layout easy to navigate? These are all factors that contribute to the overall vibe of our store. After undergoing a huge remodel in our flagship store, these questions were on the forefront of our minds throughout the entire project. But it’s not just about aesthetics. A key aspect of the store vibe is the interaction between customers and our team. We must be more knowledgeable and able to answer questions accurately and offer helpful advice better than our competitors do. This is where the true magic happens—when customers feel valued and supported throughout their shopping experience.

Brand Vibes: Spreading Positive Energy

Do not underestimate the power of a positive vibe. It is difficult to measure, fun to experience and takes time. Beyond the four walls of our store lies our brand, the essence of who we are and what we stand for. Every interaction, whether it’s through social media, advertising or customer service shapes the perception of our brand. Be noticed but be humble. Be smart but be collaborative. Be positive but honest. It’s not about shouting from the rooftops; it’s about quietly making a difference in the lives of our customers.

And how do you know if you are doing it right? You just have to ask. Find out through personal conversations or use a third-party survey asking your customer base what they think about your store and brand. For us, we have been excited to receive such positive feedback and requests for more styles of our company branded apparel. We are loving it!

It’s not just about making a sale. It’s about creating meaningful connections with your customers. Go ahead—vibe check yourself and let your light shine bright. Your customers will thank you for it.

Stacy Bivona COO and 2nd Generation Owner Builders

Diving Into DiSC

Discover how to learn the communication preferences of your employees and open up dialogue in your operation. Learn more at YourNHPA.org/disc

Meet Kim

Kim Peffley is the director of organizational development and consulting with the North American Hardware and Paint Association (NHPA). With nearly 30 years of retail experience, her management and leadership knowledge enables her to offer professional training covering many aspects related to effectively leading a team in a home improvement retailing environment. Peffley leads retailers through comprehensive organizational change to improve internal communications and create stronger teams.

EXPERT INSIGHTS

Cracking the Communication Code

What are some of the most effective ways to offer regular, valuable communication to your team when the traditional “morning meeting” is not an option?

—Shanna West, H&H Home and Hardware, Marion, Kentucky

Clear, consistent and effective communication is crucial for a high-performing team. Ensuring your team understands your messages is more challenging than it seems, and can sometimes be downright brutal. This month, I’ve compiled a few tools I have found to be successful.

Test Your Tools: Send a test message using your current communication tools and see who receives it. Make it fun by asking what their favorite candy is. If someone doesn’t get the message, find out why. Clearing the path can improve effectiveness.

Huddle Meetings: Use this time for short development or learning lessons, sharing top information, daily news and sales updates.

Regular Check-Ins: Holding short meetings with each team member ensures everyone feels supported, has the necessary tools and understands their role.

LinkedIn

Communication Training: Utilizing communication tools like Everything DiSC® will help team members become more self-aware of their communication styles and learn to flex and adapt to better communicate with others.

Ice Breakers or Team-Building Activities: Fun activities can help employees feel more connected and open to communication. Organize challenges, scavenger hunts or team-building games to encourage collaboration and development.

Get the Team Involved: Ask about preferred communication methods and constantly seek feedback. Engage those who want to help improve communication and development.

Humanize Your Communication: Connecting with team members using different communication styles allows you to share wins and lessons learned.

The key to effective communication is finding what works for your business, using it consistently and setting checkpoints to ensure it works.

Do YOU have any questions you would like to know more about or have communication tools and tips you are using in your store that are working? We would love to hear them; send us an email at AskKim@YourNHPA.org.

Now, let’s go make a difference in someone’s day today.

Kim Peffley

When performance cannot be compromised, FrogTape® – the brand that reinvented painting with PaintBlock® Technology – delivers professional results you can trust –when it matters most.

RESEARCH

Lend Your Voice

NHPA is researching e-commerce in the independent home improvement channel. Sign up to be part of the research at YourNHPA.org/research

TECH- FOCUSED

8 AREAS WHERE YOUR CUSTOMERS WANT TECHNOLOGY IN YOUR STORE

CONSUMERS HAVE PREFERENCES—and expectations—for how technology intersects with their retail experiences, according to the 2024 Future of Retail Report from business technology platform Square. See highlights from the data here and read more insights at PDRmag.com/future

The Tech That Drives People to Shop in Store

Nearly two-thirds of shoppers say loyalty program perks for in-store shoppers will bring them in. Here are some other in-store shopping drivers.

Interactive displays, kiosks, exhibits or activities

QR codes for product information or promotions

In-store virtual experiences, like virtual reality or augmented reality

Cash or Card?

When Customers Prefer Tech Over People

On average, 25% of respondents say they prefer to interact with technology over live staff for the following tasks.

Checking product inventory

Ordering out-of-stock products

Gathering information about a product

Picking up an item ordered online

Arranging home delivery

Non-traditional payment options are on the rise to accommodate consumer preferences. Here’s the breakdown of some tech-forward payment methods retailers are accepting.

57%

52%

44%

43%

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.

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.

WORK PANTS

TRUEWERK

truewerk.com

The T2 Werkpant is a tear-resistant softshell work pant treated with durable water repellent for performance from fall to spring. Inspired by the technical apparel worn by professional mountain guides and elite military personnel, these pants are built for performance on the job.

POINT-OF-SALE SYSTEM RUNDOO

getrundoo.com

This all-in-one software for paint and hardware allows store owners to manage their entire business through integrated point of sale, accounting and banking systems and is available for web and mobile applications.

Photo courtesy of TRUEWERK

WOOD STAIN OLD MASTERS

myoldmasters.com

Old Masters Fast Dry Wood Stain is a high-quality, interior oil-based wood stain that applies easily and enhances the wood’s natural grain with its intensified depth of color and clarity. Its rapid dry time and superior performance allow every project to be top coated more quickly, granting a more efficient turnaround. Experience optimal results on all interior wood surfaces such as cabinets, doors, floors, furniture and woodwork.

PAINTER’S TAPE

VIBAC

vibac.it

Crafted with premium rice paper, this ultra-thin and conformable tape ensures seamless edges for your painting projects. The tape is waterproof, solvent-proof and UV-resistant for up to 14 days outdoors, suitable for indoor and outdoor applications.

METALLIC PAINT

GOLDEN PAINTWORKS

goldenpaintworks.com

Add a pop of metallic color to any piece of furniture, wall or DIY project with these fashion-forward Metallic Paints from Golden Paintworks. The collection features 27 traditional metallic colors. All color choices can be made by tinting just four bases: pearl, gold, copper and bronze.

LATEX PAINT

PPG ppgpaints.com

Available exclusively at independent dealers, Wonder-Tones

Acrylic Latex is a high-quality interior latex paint and primer in one. It is low-odor and low-VOC (<50 g/L) and can be used for new or previously painted commercial, institutional and residential walls and ceilings in normal exposure.

PAINT HOOK

PAINTLINE

paintline.com

PaintLine’s new hinge hooks use a single, high-carbon steel wire to reduce shadowing from the spray pattern with a 25-pound weight limit. Manufactured by one of the largest fish hook factories in the world, the razor-sharp point of the hook provides added security when holding cabinet doors or other parts.

PROUDLY MADE IN USA Since 1953

POINT-OF-SALE SYSTEM EPICOR

epicor.com

Decor Fusion is a point-of-sale software created to help paint and decorating retailers run their businesses more securely and efficiently. It keeps users compliant and helps deliver the best customer service possible. With Epicor’s continued investment to scale and expand the software, customers have more capabilities to boost profits, simplify processes and captivate customers.

FLASHING MEMBRANE TOWER SEALANTS

towersealants.com

The Tower Sealants AU-1 liquid-applied flashing is a high-performance elastomeric liquid flashing membrane that can be brushed, sprayed, rolled or troweled without a primer to form a lasting, waterproof seal. AU-1 liquid-applied flashing meets the performance requirements of AAMA 714-19 and 714-22, providing permanent protection against moisture intrusion. It’s compatible with green concrete, stucco, building envelope systems and more.

CORDLESS BROOM ZOOMBROOM

zoombrooms.com

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Policies

4 Ways to Season-Proof Your Operation

BY LINDSEY THOMPSON

From ice storms in Texas to wildfires in Canada, weather in North America continues to become wilder, more extreme and less predictable. Whether you rely on the annual Farmers’ Almanac or check the Weather Channel app on your phone, paying attention to the weather is necessary beyond knowing if you need a jacket or umbrella for the day. Weather can wreak havoc on a small business or it can provide a major windfall, so having a plan for whatever way the wind blows is crucial to weathering the storm.

According to the U.S. Billion-Dollar Weather and Climate Disasters Report from the National Oceanic and Atmospheric Administration (NOAA) National Centers for Environmental Information, in the first 11 months of 2023, the U.S. experienced 25 weather or climate disaster events with losses that exceeded $1 billion. The report found the U.S. has sustained 373 weather and climate disasters since 1980 where overall damages and costs reached or exceeded $1 billion, totaling more than $2.6 trillion.

It’s not just extreme weather that creates issues for retailers, and because of the rarity of big weather events, it’s the normal weather ebbs and flows that can cause more issues.

While many retailers count on moving lawn and garden and outdoor living products in the spring,

a colder-than-normal or a very wet spring often leads to lower sales in these categories because customers can’t get outside to complete projects. On the other hand, a heavier-than-average snow year can mean a boon for snowblower and shovel sales, but can also stress inventory levels.

A National Retail Federation (NRF) report revealed that the weather directly impacts consumers’ shopping habits, with changes in temperature and precipitation affecting purchases. The NRF estimates changes in temperature and precipitation influence over 90% of a business’s weather-driven sales, according to the 5 Myths About the Weather and Its Impact on Retail report from NRF and Planalytics. The report found that favorable weather—hot or cold—brings customers into the store for seasonal items, which can lead to add-on and impulse purchases. Bad weather often keeps customers away and means low sales across the board in all categories and departments.

While retailers can’t control the weather and its impacts—negative or positive—there are ways they can season-proof their operations and post strong sales even when the weather doesn’t cooperate. Read on to discover four ways to handle whatever Mother Nature sends your way and manage the ebbs and flows of the seasons with insights courtesy of fellow retailers who have weathered the storm themselves.

1Control What You Can

Instead of trying to rein in something as uncontrollable as the weather, focus on what you can control.

Leadership at Hagan Ace Hardware mitigates the shifts from the weather by striving to focus on key strategies and initiatives that are not impacted by weather each year, says director of operations Jacob Hagan. With 11 locations in and around Jacksonville, Florida, the operation sees its fair share of weather fluctuations.

“Our strategies include counting on business-to-business growth, looking to improve a specific brand, department or class or refining a niche category to counteract the benefits of weather,” Hagan says. “Having a yearly plan to grow, and counting the weather as a bonus, is what our biggest focal point is year over year.”

Payroll control is a huge factor when it comes to weather because a business needs extra employees and extra hours before a major storm or during busy seasons but also needs to reduce hours on adverse weather days.

Hagan says they strive to minimize controllable expenses when the sales are reduced due to weather. When that doesn’t happen, they take advantage of slow traffic in the stores because of weather and focus on training and customer service.

“We strive to have the most helpful staff possible, so more and longer one-on-one time with our employees and customers is a positive to us,” Hagan says.

Hadlock’s House of Paint, which has three locations in Rochester, New York, rolls with the seasonal changes by looking at other ways to supplement sales beyond paint during slow periods. Paint specialist and social media coordinator Todd Gonzalez says Rochester is notorious for cold, snowy winters so exterior paint sales are slow to nonexistent from November through March.

“Some painters and contractors have adapted and can do a small amount of exterior work inside, but it is definitely at a minimum,” Gonzalez says. “We do try to keep a small amount of exterior inventory available for their needs.”

During the winter months, Gonzalez says they focus on products retail customers want and need, including interior paint, wallpaper, window treatments, basement waterproofing products and caulking and sealants to combat winter leaks and cold weather issues.

“Small projects to get homes ready for the holidays help drive our business during the slower winter months,” Gonzalez says. “When people are inside more often, they notice things around the house that could be improved, and we have the products they need ready during this time.”

The employees at Hadlock’s House of Paint also take advantage of the quiet times to catch up on other operational tasks. They focus on cleaning and organizing the store and researching and learning about new products coming from vendors. Gonzalez says when Benjamin Moore transitioned from Arborcoat to WoodLuxe earlier this year, the operation hosted an informative seminar and training demonstration instructed by the experts that was open to all local dealers.

Finessing a Niche Category

Refining or adding a niche category can counteract some of the negative effects of weather. Below are three best practices to guide you in managing inventory in a niche category.

Rotate Endcaps Regularly

Get the most out of your endcaps by changing out merchandise once a month. Some progressive retailers even change them out every couple of weeks.

Get Creative

Niche categories lend themselves to being more creative in merchandising and signage, so think outside the box when promoting niche categories.

Update Product Assortments

Niche categories can often include trendy or fad items, so be mindful of what’s trending, removing any products that have gone out of style or are no longer selling.

OPERATIONS

Weather-Ready Products

When severe weather strikes, see what products your customers will need to weather the storm at PDRmag.com/weather-products

“We try to embrace the slower times. They do make inventory easier, and a little downtime after a busy exterior season is always welcomed as well,” Gonzalez says. “When sales are slow, it gives us an opportunity to clean up our stores and make room for the upcoming spring and summer seasons.”

Becca Kagley, owner and designer at Blevins Paint Center in Maryville, Tennessee, focuses on keeping seasonal items in stock. Whether it’s a streak of cold and rainy days or several days of extreme heat when painters can’t accomplish outdoor jobs, weather plays a large role in the store’s operations. Kagley says heat doesn’t play as big of a role in sales and operation shifts as the colder temps do, but they prepare for both.

“Because of our size we find it is best to cut back the best we can, keeping stock in popular seasonal supplies and allowing the stock in the less-bought categories to dwindle,” Kagley says. “As long as we are not having supply issues and can count on all of our orders arriving in a couple of days, this strategy typically allows us to scale our orders back tremendously.”

As impactful as the weather can be on operations at Blevins, there are other factors retailers should also be considering, including the current state of the economy.

“The economy itself has its own seasons that have nothing to do with the weather,” Kagley says. “We have seen a drop in sales that I feel are more directly related to current economic issues than what we have seen with the weather.”

CHANGING WITH THE SEASONS

2

Establish Strong Relationships With Vendors

Weather impacts only repeat year to year 15% of the time, according to the 5 Myths About the Weather and Its Impact on Retail report from NRF and Planalytics. While it’s important to take into account weather each year, it’s most helpful to “de-weatherize” sales stats, which involves removing extreme weather-based distortions to provide a normalized baseline for planning.

Mike Frattallone from Frattallone’s Hardware & Garden, which is part of the Central Network Retail Group (CNRG), says he plans for average weather each year for his operation’s stores.

“Even though we have had extreme weather through the years, we plan for average, just average,” Frattallone says. “Nothing really more or less.”

It’s important to have good relationships established with your wholesalers and vendors to be able to pivot if the weather doesn’t follow an average pattern for your operation and you need to deviate from your original purchasing plan.

Blevins Paint Center owner Becca Kagley (above) focuses on seasonal products to serve customers. At Hadlock’s House of Paint, paint specialist Todd Gonzalez (below) uses the seasonal quiet times to accomplish tasks overlooked when it’s busy.

COUNTING ON VENDORS

Bob Nelson has been in the hardware business for over four decades, and during that time he has learned that having a strong relationship with your vendors is one of the best ways to ride the highs and lows of the seasons. Nelson and his wife Linda own Nelson Ace Hardware located in Barre, Vermont, and when it comes time to order seasonal items, they rely on the multiple deliveries in a week to stay in stock and on top of the weather.

In the past, Nelson says he relied on the 30-day extended forecast when ordering, but now that the store receives several deliveries a week, he can utilize the more-accurate seven-day forecast.

“By getting multiple orders, you can plan to make sure you have the right stock on hand at the right time,” Nelson says. “We always want to be sure we’re taking care of our customers, so we are constantly looking toward weather forecasts and working with our wholesaler to be sure we can get the products we need when we need them. If we’re down to half a pallet of ice melt in March and get a surprise late-season snowstorm, we need to make sure we get more ice melt in for our customers but also for us to use on our sidewalks and steps.”

For large seasonal items, like snowblowers, Nelson says because the store doesn’t have a large warehouse, he doesn’t buy all the snowblowers they will need for that season at one time.

“We might pre-buy 20 units and then pull whatever additional inventory we need through our wholesaler’s warehouse,” Nelson says. “This doesn’t necessarily mitigate the possibility of carryover but it certainly helps.”

For Hagan, the unpredictability of Florida weather requires the operation to rely on its wholesaler to have excess inventory when they need it. Hagan says the quick order and delivery turnarounds their wholesaler offers allow buying managers to place orders and receive them within a couple of days, and they usually prepare for hurricane orders one week in advance.

“Out-of-sequence trucks are a huge factor to help us supply our communities what they need during these storms,” Hagan says. “The biggest advantage is planning. We strive to get our buying and managerial team together to discuss the wins and losses and prepare better for the next one. This type of open communication helps us prepare for future orders rather than reacting.”

Thanks to over a century handling winter weather in Rochester, Hadlock’s House of Paints has a solid grasp on budgeting for the seasons but also relies on its vendors.

“We use our remaining budget at the end of the year to prepare for the new year,” Gonzalez says. “We usually order a smaller amount of inventory at the end of the year, and then plan on taking advantage of special buying offers our vendors present in the early months of the next year.”

Nelson Ace Hardware owner Bob Nelson has created strong relationships with vendors to get the seasonal products he needs when he needs them.

Engage in Weather Marketing

Your marketing channels are your best conduits to engage with customers, so take advantage of those communication avenues to promote purchasing seasonal products early.

With 22 stores in Minnesota, Frattallone’s Hardware & Garden is accustomed to seasonal fluctuations, especially when it comes to wild winter weather and excessively hot and dry summers. Frattallone says he never wants to profit from the bad fortune of others, but with severe weather events like snow, the company changes up the messaging to promote winter-weather items. The operation’s advertising reiterates that Frattallone’s has shovels, salt, ice melt, roof melt pucks and more. Frattallone makes sure that each store has what it advertises in stock.

“The fact is we get snow here in Minnesota, and we want to be the place that people think of when it snows,” Frattallone says.

Help With Social

Canva is a free online design tool to create social media posts. Users can add photos, text and more to create visually engaging posts.

“We use Canva to create most of our posts since it is a great and affordable content creation app.”

Just a couple of large snowstorms early in the year can improve sales by 5%, Frattallone says. To capitalize on sales, Frattallone’s runs a pre-season sale on snowblowers in October. In 2023, the stores sold over 400 snowblowers before the first snowflake fell, compared to selling 50 in October 2022.

“The 2022 snow season was heavy, so we used that message in our pre-sale marketing, reminding people how challenging the snow was the year before,” Frattallone says. “Even if it doesn’t snow the rest of the season, which is unlikely here in Minnesota, we’ve gotten a good head start on sales.”

Frattallone says he has seen a limit to how far in advance customers are willing to buy, however.

“If we have leftover ice melt in season, there is not a discounted price that you can sell ice melt when it is warm,” Frattallone says. “No customers want to think that far ahead.”

Nelson also uses social media to push certain items during specific seasons, mentally preparing customers for what is to come and encouraging them to purchase early.

The Meta Business Suite allows the user to publish, schedule and manage all content on the Facebook and Instagram platforms.

“The Business Suite allows us to connect our Instagram to Facebook and schedule and create ads from our posts.”

With the Later platform, marketers can schedule social media posts across multiple platforms, including Facebook and Instagram.

“While we sometimes use Later as a scheduler, we mainly use it to add links to our photos and have a place to link our monthly sales flyer.”

Handy Home & Hardware manager Joel Gortmaker shares platforms he uses to make social media posting a breeze and why they work well for his operation.

TRAINING

Make the Sale

Educate your staff on selling paint with advice from experts on the latest trends. Learn more at YourNHPA.org/tools-and-guides

Nelson says they employ a third party to post on their social media channels, which includes a mix of organic posts and posts from the company’s wholesaler.

“Our social media company does a great job using content that is timely and has content prepared so we can get it out and in front of our people,” Nelson says.

For Kagley, creating marketing messages from Blevins for the seasons includes education along with promotion. She says the spring and fall seasons see more sales for exterior products, while summer and winter are heavier in indoor paints and stains, so they market accordingly, providing education applicable to each season.

For example, it is not uncommon for Tennessee to occasionally see unusually warmer daytime temps during the winter months, which allows for some completion of outdoor jobs. Kagley says the employees are always sure to educate customers on checking the temperatures for later in the day and making sure they wrap up those exterior jobs earlier to allow them to start the drying process before the sun goes down and the temperature begins to fall.

“We like to be prepared by making sure we have the appropriate seasonal products on hand and plenty of it, but we also are sure to be a plethora of knowledge for the customer,” Kagley says. “When it comes to paint, its true archnemesis is freezing temps, so we make certain they know how the weather can affect paint application and

SEASONED EDUCATION

Blevins

performance and ask the right questions so we know the full scope of their project to ensure they get the perfect product and amount.”

Have a Plan A, B and Beyond

For Hagan Ace Hardware, Hagan says having a plan, along with several backup plans, is key to getting through weather shifts. When it comes to winter weather products, plan A includes ordering enough products to make it through the first freeze and ordering them early enough that they arrive in early December.

“We don’t know if we will have one or five hard freezes, so we receive input from our store managers. Their front-line expertise lets our buying team know where to go heavier and lighter on product assortment,” Hagan says. “When additional hard freezes come, we react to weather forecasts and order accordingly.”

Because winter weather is rare in Florida, Hagan Ace doesn’t normally have to have a plan B for the management of winter products.

When it comes to hurricanes, however, the planning goes beyond initial buying. Hagan says the threat of a hurricane can increase their daily sales four to five times. A direct hurricane impact can see even higher growth, so the stores need to be prepared.

Paint Center focuses on providing education to DIYers and contractors to handle the changing seasons in Tennessee where the store is located.

Learning From the Weather

Seasonal elements you can’t control provide reminders that are applicable to life and retail. Discover 10 weather lessons at PDRmag.com/weather-lessons

Weather Prepared

Creating a Business Continuity Plan

Hurricanes to blistering heat, cyberattacks to pandemics—no matter what type of disaster your business is up against, a business continuity plan (BCP) is a system of prevention and recovery against a myriad of threats. Designed to protect personnel and assets, a BCP starts with defining all the risks that could impact your operation. From there, you figure out how those risks will impact the business and create a plan for what safeguards and procedures will mitigate the risks and allow for a quicker recovery. To get started writing your own, the Department of Homeland Security offers a BCP template at dhs.gov/prepare-my-business-emergency. At the very least, your operation’s BCP should include these three components.

EMERGENCY RESPONSE ROUTINE

Your staff’s safety should be your first priority in any emergency. Setting up an emergency response routine assures you can communicate quickly and effectively with your employees. Your routine should also include backup options in case the primary form of communication is unavailable.

DATA PROTECTION PLAN

After your employees, your data is secondary to protect in a disaster. Your data protection plan should include steps to take before, during and after a disaster to protect data. It’s also crucial to have the right type and level of insurance in place to cover IT losses.

FREQUENT TESTING AND ASSESSMENT

No matter how long or intensive your BCP is, be sure to test and assess it regularly so you’re prepared no matter when an emergency happens. Train your employees on the role they play and be sure they understand how they can help.

Covers everything from A to Z.

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EYE ON HURRICANES

“It’s all about having plans in place so when or if a major or minor weather event happens, you’re prepared for yourself but also prepared to serve your community.”

—Bob Nelson, Nelson Ace Hardware

“Hurricanes require much more thought and consideration because what if it does not hit us?” Hagan says. “The inventory investment for hurricanes is so great that all directors and the owner are at the table.”

The team at Hagan Ace Hardware has several orders preloaded, including separate orders for hurricane watches and hurricane warnings, with the buying team awaiting the word to order whatever the forecast calls for. They also have a buying list ready for after the hurricane. From the first watches to the hurricane striking, the managers and leadership stay in constant communication through WhatsApp, email and text messages.

“Most of the hurricane orders are already known by our managers, and they have time to review and give insight to heavier and lighter quantities months in advance,” Hagan says. “The largest decision always comes down to how many generators we order.”

No matter where their operation is located, retailers can create a Plan A, Plan B and beyond for any season or weather-related situation.

“It’s all about having plans in place so when or if a major or minor weather event happens, you’re prepared for yourself but also prepared to serve your community,” Nelson says.

Hagan Ace Hardware sits in prime hurricane territory so relies on its wholesaler to keep them stocked with the products customers need before and after the storm.

Retailers Attend Free Register to attend the 2024 National Hardware Show for free at nhs-24.com/NHPA with promo code NHPA

INDUSTRY EVENTS

Connect & Explore Get Ready for the 2024 National Hardware Show

BY JULIE LEINWAND

There is still time to register for the National Hardware Show (NHS) in Las Vegas on March 26-28.

In 2024, registered NHS attendees can explore a revitalized show floor, including new categories such as craft, gift, hobby, services and solutions and sporting goods. Popular returning categories include barbecue and grills, outdoor and garden, building, electrical, hardware and tools, homewares, paint, pet, plumbing, global sourcing, new technologies and more.

NHS will also launch Shop Global, a dedicated area of the show floor featuring a collection of more than 500 small and mid-sized companies from 15-plus countries bringing new and unique products to the show.

“We have finally had a full year to plan and have taken full advantage of it. We are bringing new categories to the table to enhance the shopping experience and new programs and perks to add value to the overall show experience,” says Beth Casson, NHS event vice president. “We strive to create an event that serves the entire hardware and home improvement industry and are committed to helping the industry continue to thrive and grow.”

Learn more about NHS and get your free exhibit hall pass at nhs-24.com/NHPA.

2024 NHS Highlights

NHS welcomes industry professionals. Carpenters, electricians, general contractors, handyworkers, HVAC technicians, landscapers, DIYers, masons, mechanics, painters, plasterers, drywall installers, plumbers and remodelers are invited to attend NHS. In addition, there will be an exclusive pro party for a night of celebration, networking and good times.

NHS Executive Summit hosts sessions with trending industry topics and prominent voices. Speakers include Houzz vice president of industry marketing Liza Hausman and topics include “How Changing Consumer Perceptions Impacts Retailers and Manufacturers” presented by EY Americas and “Consumer Trends in Merchandising and Planning Strategies” presented by EY-Parthenon.

The North American Hardware and Paint Association (NHPA) provides education, roundtables and networking. NHPA will host its Foundations of Merchandising Management Live! event for both new and experienced independent home improvement retail personnel responsible for managing merchandising functions at their stores. The program is designed to provide students with the strategies and tactics to successfully improve and manage their merchandising, assortment planning and vendor relations.

In addition, NHPA will host events at the Independent Retail Center, including roundtable discussions, such as “Outside-the-Box Succession Planning” with retailer Gina Schaefer, and Ask the Expert sessions. At Ask the Expert, independent retailers are invited to book 15-minute appointments where they can meet with experts in valuation, financing and growth strategy and learn more about the NHPA Retail Marketplace. The association will also host its 2024 Retailers’ Choice Awards.

The United Inventors Association (UIA) takes the stage. The UIA Stage will offer a platform for inventors to showcase their products and ideas in the style of “Shark Tank,” with Product Pitch Panels hosted by business leaders to guide inventors to success.

The VIP Reception at Sphere kicks off the show in style. A VIP reception hosted at Sphere will offer an exclusive networking opportunity for industry leaders, exhibitors and VIP attendees.

NHS Backyard is where outdoor products come to shine. The NHS Backyard is the home for all things lawn, garden, farm, ranch, outdoor living and grilling. The weather will be perfect to sample food created throughout the day by grilling masters and at the annual NHS Cook-Off. Each day, show attendees are invited to relax and unwind with live music in the Backyard Beer Garden.

The After Dark partnership provides additional experiences and entertainment. NHS will partner with After Dark to provide attendees with exclusive access to popular attractions in Las Vegas, allowing them to experience the best the city has to offer.

INDUSTRY EVENTS

Improve Your Merchandising

Learn more about Foundations of Merchandising Management Live! at NHS by visiting YourNHPA.org/foundationslive

2024 MAP

2024 MAP

2024 MAP

NECESSARY PRECAUTIONS

Make Cybersecurity a Key Component of Your Loss Prevention Strategy

BY LUKE VANDER LINDEN, RH-ISAC

In the retail industry, the escalation of online transactions and digital customer interactions has magnified the importance of cybersecurity. Retail operations, which often hold vast amounts of sensitive data from customer payment information to supplier details, are increasingly targeted by cyberthreats. The interconnectedness of online inventory systems with in-store operations also poses unique vulnerabilities. As such, robust cybersecurity measures are no longer optional but are a cornerstone for safeguarding business continuity, maintaining customer trust and ensuring compliance with data protection regulations. For independent home improvement retailers, where transactions are frequent and stock turnover is high, a breach can be especially damaging, emphasizing the need for a preemptive and comprehensive approach to cybersecurity.

Cybersecurity is increasingly becoming an integral part of traditional loss prevention methods in the retail industry. Where loss prevention once focused primarily on physical theft and fraud, it now encompasses the digital realm where data breaches and cyberattacks can lead to significant financial loss and damage to reputation. Traditional surveillance and security measures are being augmented with cybersecurity protocols to protect against online threats.

The convergence of these two fields involves implementing secure payment systems, protecting against data theft and ensuring that both online and offline defenses are aligned to provide a comprehensive shield against all forms of retail loss. This blending of cybersecurity with physical security strategies is essential for a holistic approach to loss prevention.

INDUSTRY PARTNERS

Cybersecurity Specialists

Learning from experts is crucial to making the right choices in cybersecurity. Access free cybersecurity resources available to NHPA members at rhisac.org/NHPA

Retail’s Cyberthreat Landscape

Retailers face myriad cyberthreats that can disrupt their operations and compromise customer trust.

Phishing attacks, where malicious emails masquerade as legitimate correspondence, aim to steal sensitive information such as login credentials and credit card numbers. Ransomware can lock retailers out of their critical systems, demanding payment to restore access. Increasingly, ransomware operators are skipping the locking step and proceeding straight to extortion exchange for not leaking stolen data.

Point-of-sale (POS) system breaches are particularly insidious, allowing cybercriminals to siphon off customer payment information with each transaction. Additionally, distributed denial of service (DDoS) attacks can overload and shut down retail websites, not only halting online sales but also damaging the retailer’s reputation.

Home improvement retailers face specific cybersecurity challenges due to the nature of their inventory and customer base. They often manage large databases of detailed inventory, which can include hazardous materials requiring strict regulatory compliance, making data integrity crucial.

Retailers should also secure their customer loyalty program database, which contains personal customer data vulnerable to theft. The challenge is further compounded by the need to protect online platforms that provide color-matching and custom-order services, which are prime targets for cyberattacks aiming to disrupt operations or steal intellectual property.

Protecting Your House

Imagine cybersecurity as an advanced security system, where you have locks on doors, alarms and a plan in case of an emergency. For retailers, a similar multilayered approach is key to keeping your digital “house” safe. First, think of regular updates to security systems and the software for POS systems as routine checks to ensure locks are sturdy and alarms are working. These updates act like reinforcements against new methods that digital thieves use to break in.

Next, we have end-to-end encryption for all online transactions. This is like sending a message in a securely locked box that only the sender and receiver can open, ensuring that no one else can read it while it’s in transit. It keeps customer data like names, addresses and credit card information safe from prying eyes from the moment they start the purchase until it’s complete.

Teaching staff about cybersecurity is like having a neighborhood watch. They learn to spot suspicious activities, like phishing—fraudulent attempts to get sensitive information through seemingly legitimate emails—and can avoid giving out the keys by accident.

Fact or Fiction: Cybersecurity

FICTION

“I have a small business, so I’m not at risk for cyberattacks.”

According to the National Cybersecurity Alliance, cybercriminals often target small businesses because they are easier to infiltrate. No matter the size of their operation, business owners have a responsibility to protect the information they’re collecting.

FICTION

“Protecting the company from cybersecurity threats is the responsibility of my whole staff.” More than 90% of cybersecurity incidents start with an email. Send all email users through a cybersecurity training program, and only give people access to the data they need, even executives.

“My customers don’t expect me to make the same investments in cybersecurity as big-box stores.” Consumers expect their data to be protected when they use a credit card or sign up for a rewards program. For small businesses that rely on customer loyalty and trust, it can be difficult to recover from cybersecurity incidents.

“There are cybersecurity solutions within my budget.”

While there are low-cost options, implementing cybersecurity protections should be part of overall loss prevention. Whether you’re protecting against bad weather or the dark web, taking it seriously does require time and money.

FACT

ABOUT THE RETAIL & HOSPITALITY ISAC

The Retail & Hospitality Information Sharing and Analysis Center (RH-ISAC) is the trusted community for sharing sector-specifi c cybersecurity information and intelligence. The RH-ISAC connects information security teams at the strategic, operational and tactical levels to work together on issues and challenges, to share practices and insights and to benchmark among each other—all with the goal of building better security for consumer-facing industries through collaboration.

A robust firewall is the fence around your property, keeping out unwanted visitors. Secure Wi-Fi networks are like having a private road to your house; it’s monitored and less likely to be traveled by criminals looking for an opportunity. Be sure there are separate Wi-Fi networks available for customers to connect to as an additional layer of protection.

Finally, conducting regular security audits is like having a safety inspection to find any weak spots in your home’s security before they can be exploited. And if an intruder does get in, having an incident response plan means knowing exactly who to call and what to do, so you can stop the theft and get back to normal as quickly as possible, thus maintaining the trust of your customers who rely on you to keep their shopping experience safe.

Connection Points

Integrating physical and digital security measures in retail stores is a strategic approach that strengthens the overall defense against theft and data breaches. In a typical retail setting, physical security measures might include surveillance cameras, security personnel, alarm systems and secured access points. Digital security, on the other hand, involves protecting the IT infrastructure with firewalls, anti-malware software, secure Wi-Fi networks and encryption protocols.

In practice, this integration can manifest in various ways. For instance, surveillance cameras can be connected to a network that is monitored remotely through a secure connection. This allows for real-time surveillance and, if the cameras are equipped with advanced features like motion detection, they can

trigger alerts to security personnel and simultaneously lock down POS systems in the event of an unauthorized breach.

Furthermore, access control systems at the entrances and exits of a store can work in tandem with employee identification systems to ensure that only authorized personnel have access to sensitive areas, both physically and digitally. For example, a staff member’s access card might grant them entry to a storage room while also allowing access to the store’s inventory management system, tying together their physical movements with their digital access rights.

Another example is the integration of POS systems with inventory databases. The POS system can be programmed to automatically update inventory levels as sales are made, which requires a secure network to protect against cyberthreats that could lead to inventory discrepancies, affecting both sales data and physical stock levels.

These measures create a cohesive security environment where both the tangible goods and the data that represents them are guarded. By doing so, retailers not only deter and detect theft but can also provide a swift response to any security incidents, thereby minimizing potential losses and maintaining operational integrity.

Cybersecurity is crucial for the independent home improvement industry, serving as a critical part of loss prevention tactics and strategies. Secure transactions, data protection and staff training form the frontline defense against cyberthreats. Combined with physical security and a solid incident response plan, these measures build a comprehensive safeguard for retailers. Proactive cybersecurity is not optional—it’s a vital aspect of maintaining customer trust and ensuring business resilience and longevity.

Integrating physical and digital security measures in retail stores is a strategic approach that strengthens the overall defense against theft and data breaches.

Stronger Together

2 INDUSTRY EVENTS JOIN FORCES

In six months, two respected industry events—the North American Hardware and Paint Association (NHPA) Independents Conference and The Hardware Conference—will come together to form the Independent Home Improvement Conference (IHI Conference). Paint & Decorating Retailer sat down with NHPA COO and publisher Dan Tratensek and owner of The Hardware Conference Craig Cope to get their insights on how this event unites the industry and why retailers will want to attend.

Paint & Decorating Retailer (PDR): What are you most looking forward to as a combined event for independent retailers?

Dan Tratensek (DT): One of the biggest things we preach at NHPA is that independent retailers, and this entire channel in fact, is stronger when it comes together. So when we began talking with Craig about the possibility of joining forces to create one, big event, it was time for us to put our money where our mouth was and do everything we could do to bring as many strengths to bear as we could in support of the independent home improvement community.

Craig Cope (CC): Over the past 35 years, The Hardware Conference became known as a gathering place where independent retailers could come together, regardless of what brand of flag they were flying, and network with each other and the other members of the channel who supported them. Helping them elevate their businesses was always our central goal. This same exact goal is central to NHPA’s mission.

So, ultimately, when we looked at what we were doing at our conference and what NHPA was doing with their events and other activities, it really made perfect sense for us to combine our efforts to produce a single event that was all about bringing the industry together to help recognize, encourage and support the independent retailers in this channel.

PDR: What do you hope attendees will come away with from the IHI Conference?

DT: The goal is that they come away with stronger relationships with each other and their channel partners, as well as a basket full of actionable ideas they can use to improve their businesses. That’s really the ideal part of this marriage of conferences, if you will. The Hardware Conference was well known for its networking opportunities, while our events have typically had education and business improvement programming as central themes. Now, these two valuable opportunities are going to come together in one place.

Craig Cope

Dan Tratensek

INDUSTRY EVENTS

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CC: It has to be valuable for the attendees, exhibitors and sponsors. They all have to come away from the event saying “that was worth my time and investment.” In the past, I think it’s safe to say we have achieved that goal with our separate events. Now that we are combining to host one event, the benefits will be that much better.

PDR: How will the educational conference theme of Retail Operations and Innovation resonate with attendees?

DT: Now, more than ever, finding success in retail is about the small things, the incremental improvements you can make in your business to shift the balance between failing or just getting along to thriving and growing. I’ve been covering and researching this industry for nearly 30 years and I don’t think there has ever been a time where focusing on continuous improvement for your business, in all aspects of the operation, has ever been more important.

PDR: The conference will feature a variety of educational formats, from keynote speakers to breakout sessions. Why is it important to offer different learning opportunities for attendees?

DT: When a retailer leaves his or her store, there has to be a reason. Time away from the business has to be productive. That’s what we promise to give them at the IHI Conference. To do that, we are going to offer a variety of opportunities for them to reap value during their time at the conference. There will be track-based breakout sessions in the mornings where attendees can go to sessions that are focused on helping them improve in particular areas such as technology, advertising and marketing, employee engagement and operational improvement. In the afternoons, we will be hosting valuable keynote presentations and panel discussions where attendees can gather ideas from top industry presenters and practitioners.

CC: Add to all of these educational and actionable learning opportunities the fact that we will also have the industry’s top vendors and service providers on hand to share ideas and network with attendees about the latest advances they are bringing to the channel and you have a really powerful, valuable event.

PDR: How will the event allow retailers to build relationships with vendors and service providers?

CC: Throughout the history of The Hardware Conference, the event was well known for its networking opportunities. One of the reasons it was so successful at helping attendees and vendors and service providers build relationships is that the atmosphere is truly unique. We build in a lot of time for attendees and exhibitors and sponsors to just interact. There isn’t the pressure you find at other events where the retailers are focused on getting through their to-do lists and filling orders. At this conference, the focus is learning how to run your business more effectively but also building relationships that strengthen your entire operation. You really have the opportunity to work ON your business because you aren’t so deep in the weeds working IN it while you are here.

PDR: The Hardware Connection and NHPA are known for high-caliber industry awards. What does it mean to be able to host these award programs at one event?

DT: It’s always been our philosophy that one of the best ways for other retailers to learn is by shining a spotlight on the organizations that are already doing a great job. At the IHI Conference, attendees are going to see a wide range of independent retailers and hear their success stories with three of the industry’s most prominent awards programs taking place throughout the event. On the first full night of the conference, Hardware Connection magazine will be hosting its Beacon Awards, on night two NHPA will be hosting our Young Retailer of the Year Awards and as part of the conference programming, we will also be recognizing the Top Gun Award winners from the stage and hosting a discussion panel with this year’s recipients.

CC: By having all of these awards take place during the IHI Conference we hope it will cast an even larger spotlight on the accomplishments of the award recipients. We know that it will expose a broader segment of the industry to the fact that independent retailers continue to innovate and push the boundaries within this channel.

PDR: What are you most excited about having the conference in Marco Island, Florida?

CC: Marco Island and the JW Marco Island Beach Resort served as home to The Hardware Conference for its entire run and there’s a reason for that. It is a world-class property that sits right on the waterfront. For anyone who hasn’t taken a look at the property, I would encourage them to go to the website and take a look at the venue and all it has to offer. That alone should convince you to book your tickets to the IHI Conference.

DT: The best part is our event will have complete run of the property, so all that learning and networking will continue throughout the event, whether you are in a session, grabbing a drink at the oceanfront bar or just walking on the beach. The experience will be truly unique and valuable.

OPERATIONS

Filling a Need

After discovering a need in his community, a Michigan retailer began offering paint sprayer rentals in his operation. Learn more at PDRmag.com/renting-sprayers

Getting off the Ground

Brian Howenstine, owner of Wabash Hardware and Rental in Wabash, Indiana, opened his store in 1991 and since then, he’s ramped up what his store offers, including adding paint sprayer rentals. He started in the rental business in 1997 after seeing a local need for small equipment rentals.

Howenstine started with a small selection of equipment but rapidly added new options as needed. Paint sprayers were one of the first items he began renting when he opened the rental side of his business.

“Getting started in the rental business is very expensive at first,” he says. “It’s a large capital investment but the returns are great.”

Howenstine says his years of experience with paint sprayers and accessories have led to him sticking with a few select brands after seeing which ones offer longevity and lead to high-quality results.

He currently offers two kinds of sprayers, stationary and handheld. He chose those two types of paint sprayers as they are the most commonly sought-after kinds.

Howenstine says when he acquires a new paint sprayer, it generally lasts for three to four years, and then he sells each one at a discounted rate.

As the sprayer nears the end of its life, Howenstine will let customers purchase the used paint sprayer.

RENTAL RULES

He advertises sprayer sales through word-of-mouth to previous customers. He says it’s not difficult to sell the sprayers as they are maintained throughout their life at the store.

When renting paint sprayers, Howenstine says selling accessories for the sprayers is a must. From different tips, extension cords and cleaning supplies, Howenstine says being full-service in that category is important because the modern consumer is looking for a one-stop shop and doesn’t want to have to go to multiple stores for everything they need.

Over the years, Howenstine expanded his tip selection for different customer needs, including adding different types of tips for different projects. Many oil-based stains require a specific tip size, while painters need a different tip for latex products that are thicker and heavier in nature. Howenstine says it is important to stock a selection of four to eight tip sizes and spray pattern widths.

DIY customers are the bulk of Howenstine’s rental business but he also serves the professional and contractor market. He has many homeowners who have been frequent renters. Most of the homeowners who come in to rent sprayers at his Wabash store are flipping houses and need to cover a large area in a short amount of time.

Wabash Hardware and Rental owner Brian Howenstine rents paint sprayers and after renting each for three or four years, sells them at a discounted price.

Howenstine says they have contractors who will rent the sprayers for large jobs and just as many homeowners who are going into a DIY project also come in to rent.

“I believe the growth in this aspect of my business has come from having what people want throughout the years,” Howenstine says. “A hardware or paint store is the natural fit for a rental business. It capitalizes on your demographic and you’re catching all the people who come through your door.”

Howenstine has spoken with other owners in the industry at trade shows and other networking events, and he says the biggest problem that holds other owners back from offering paint sprayer rentals is the maintenance and cleaning aspect.

“A lot of people shy away from renting paint sprayers because they don’t want to deal with cleaning them,” Howenstine says. “It’s a lot of work to clean these machines, but we charge the customer upfront for that service, and we make sure they’re clean after each rental.”

Educating the customer on how to use the machine before they walk out the door alleviates some of the cleaning problems as well, Howenstine says.

Howenstine employs a maintenance employee who has learned every piece of the machines and knows how to increase the longevity. He shares that knowledge with customers.

“If you’re going to rent a paint sprayer, you need to know how it works,” he says. “You need to use it at least once beforehand so you can mechanically know what can go wrong.”

Choose the Right Accessories

Part of being a business owner is knowing what products are profitable and which aren’t and knowing when to cut those that don’t increase sales. Mt. Prospect Paint in Mt. Prospect, Illinois, previously offered paint sprayers and rentals, but after realizing it wasn’t profitable for the business, the owner of the store removed rentals.

Manager Vicki Ortega has worked at Mt. Prospect Paint for over three years and has seen how the store has pivoted to still offer options for customers coming to them for paint sprayers.

Ortega says although her store doesn’t sell or rent sprayers anymore, they do sell accessories for them—tips, cleaning solutions, extension cords, filters and hoses.

Spray Struggles: Troubleshooting Paint Sprayer Woes

01

The spray gun is spitting. If your spray tip isn’t emitting consistent paint, the fluid supply may be low or empty. Try refilling the supply container and checking for loose connections, then re-prime the pump and try again.

02

The unit will not prime.

The piston packing may be dried out. Remove the siphon tube and check the lower ball valve and then place a full cup of paint thinner over the fluid section and turn on the pump.

03

The unit will not build or maintain pressure.

This could mean the pressure knob is not properly set, so try increasing the pressure. If the pump inlet strainer is dirty, try cleaning or removing it temporarily.

04

You’re getting a bad spray pattern. The tip may be too large, the pressure adjustment may be wrong or there is insufficient delivery. Try changing to a smaller tip size, adjust the pressure control knob and clean all of the strainers and filters in the system.

Source: Airless Paint Sprayer Trouble Shooting Guide, Portland Compressors

“People have learned that if they want a cheaper price, go to a big-box store. But if they want more information on what they’re buying, they come to us. And if they come to us, they know they’re getting the right product from the right people.”

—Vicki Ortega, Mt. Prospect Paint

By sticking to accessories for paint sprayers, Ortega is able to still serve those customers with paint sprayer needs. Although Ortega’s store doesn’t sell the sprayers themselves, they’ve unofficially partnered with other local independent paint supply stores that do sell them to send business to one another when the customer comes in for either a sprayer or accessories.

“Our partnership with these stores is amazing because we don’t have to carry a product that is going to sit at our store and not give us a return on our investment,” Ortega says. “Our partnership makes it better for both of us.”

Ortega says her store works to provide knowledge about the machines, as well as replacement parts and accessories for the sprayers.

“Customers generally come in and already have a sprayer and want to know how to use it,” Ortega says. “That’s where we come in—we educate customers on the machines they buy from other stores.”

Ortega says when customers come into the store, she asks them plenty of questions to be sure the accessory they think they need is the one they actually do need.

“People have learned that if they want a cheaper price, they go to a big-box store,” Ortega says. “But if they want more information on what they’re buying, they come to us. And if they come to us, they know they’re getting the right product from the right people.”

Ortega says big-box stores generally have a higher turnover rate, so their employees don’t always have the special knowledge of every product in their store. That’s where she can differentiate her store.

“Many big-box store employees are taught to sell products with their ‘point of purchase’ tags as a way to educate the customer, but those cards don’t always tell the full truth,” Ortega says. “If it’s written down, it’s not always right. You have to know the finer points.”

INDUSTRY INSIGHTS

Investments in the Future

SUPPORTING THE NEXT GENERATION OF INDEPENDENT RETAIL

BY MICHAEL BEAUDOIN Executive Vice President, ALLPRO

IN AN ERA when private-equity companies are purchasing key retailers, suppliers and distributors, there is a stabilizing force in ALLPRO. A member-owned buying co-operative in operation since 1960 and comprising 300 members with 2,023 retail locations in eight countries, we have four distribution centers that service the members in addition to several distributor members, a vibrant ALLPRO brand to create differentiation and exceptional supplier partnerships that in many ways resemble members. What brings stability is that this group is owned by 300 members and governed by a board of directors made up of nine members. Every profit dollar, every expansion, every acquisition is made for the betterment of the group and the overall independent channel.

ALLPRO members are family-owned paint stores catering to the professional trade. In many cases, they

are multigenerational and range from single stores to some with over 100 stores.

To invest in this model, we work extensively with the next generation of leadership in the channel—retailers who are younger than 40. This NextGen group provides opportunities for young people to come together and build their peer group network and create their own identity within the group. In addition to retailers, we also include our supplier partners and have many key suppliers who participate in NextGen events. Our spring and fall shows offer a chance for the group to reconnect at least twice a year, and we usually have a standalone NextGen event. At these events, not only do they spend time together, but we also provide training on many important topics that will help prepare them for success as they take over leadership roles within their respective companies.

ALLPRO members looking to have their next gen participate should look for information at a volleyball team building event at the spring show.

INDEPENDENT HOME IMPROVEMENT CONFERENCE

AUGUST 27-29 | MARCO ISLAND, FL

Join the excitement at ihiconference.org

Two respected industry events—the NHPA Independents Conference and The Hardware Conference—will come together to form the 2024 Independent Home Improvement Conference.

Gain actionable solutions for today’s toughest retail challenges and celebrate the independent channel’s successes.

Bringing the Channel Together

Join fellow independent retailers for the Independent Home Improvement Conference. Learn more at ihiconference.org

What You Need to Know in March

PPG Named ‘World’s Most Admired Company’ for 16th Consecutive Year

The company announced it was recognized by Fortune Magazine on its World’s Most Admired Companies List. The list, considered to be the ultimate corporate reputation ranking system, identifies the largest, best-regarded companies across 52 industries, as voted on by industry peers.

NRF CEO Talks State of Retail in 2024

National Retail Federation CEO and president Matthew Shay joined a podcast from Retail’s Big Show to talk about the event, how retailers fared this holiday season and what the year ahead looks like for retailers.

Stainmaster Announces 2024 Color of the Year

Stainmaster Paints unveiled English Green as its 2024 Color of the Year. When selecting English Green as its Color of the Year, Stainmaster considered trending hues and the impact of color on everyday living.

To read these news stories and other news, visit PDRmag.com/news

Joint Employer Rule Passes in U.S. House of Representatives

In early January, the U.S. House of Representatives passed a resolution repealing the National Labor Relations Board’s “joint employer” rule, forcing certain companies to bargain with labor unions.

5 Trends Shaping the Homebuilding Industry in 2024

The last five years have been a wild ride for homeowners, with fluctuating interest rates and a rise in building material prices. As the industry evolves to meet those challenges, here are the top five trends shaping the homebuilding industry in 2024.

ASSOCIATION

Be in the Know

NHPA offers a wide range of newsletters and digital content. Subscribe to get industry news, trends and information at YourNHPA.org/subscribe

4 Hot Kitchen Trends

The trends Houzz sees coming this year range from using nontraditional colors to high-tech appliances to expanding on what a traditional kitchen looks like. Here are four takeaways from the trends study.

Bigger Islands

According to the trends study, 42% of homeowners have opted for islands seven feet or longer, which was a 10% increase from 2020. Smaller islands have been losing popularity, which reflects the usage of islands for entertaining and socializing purposes.

Large Backsplashes

Homeowners overwhelmingly choose to replace backsplashes during kitchen renovations (86%), up 2 points since last year. The most popular backsplash material is ceramic or porcelain tile (54%), followed by engineered quartz (11%). Homeowners also choose natural stone, such as marble, quartzite and granite (9%, 6% and 4%, respectively).

Cabinetry Color

While white has continuously been the color of choice over the years, both natural wood colors and green have increased in popularity. Despite a slight dip in popularity as a primary cabinet color, blue remains a top pick for island cabinets that are a different color from the main cabinets.

4

Longevity in Mind

Among renovating homeowners who are addressing special needs in the kitchen, the most common reason for renovating is to accommodate aging household members’ future and current needs. Functional elements incorporated for this purpose include pullout cabinets, extra lighting and wide drawer pulls. Safety features are also a priority, including nonslip flooring and rounded countertops.

3

1

2

CALE NDAR

NETWORK Make a Plan

Visit YourNHPA.org/cal to find more industry events online.

This index is provided for the convenience of our advertisers and readers. The publisher assumes no liability for errors or omissions.

The Inspired Home Show

March 16-19 | CHICAGO, IL

PACOA Spring Dealer Market

March 16-17 | FLUSHING, NY

Do it Best Spring Market

March 23-25 | HOUSTON, TX

National Hardware Show

March 26-28 | LAS VEGAS, NV

Foundations of Merchandising Management Live! at NHS

March 26-27 | LAS VEGAS, NV

Coverings 2024

April 22-25 | ATLANTA, GA

Group Merchandising Conference

May 6-9 | INDIANAPOLIS, IN

Orgill Summer Online Buying Event

May 20 - June 2 | VIRTUAL EVENT

Scan the QR code to see our full list of events.

*Events are current as of press day.

To add your event to the industry calendar, send an email to editorial@YourNHPA.org.

The Retail Marketplace Can Help You

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

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: $1 million

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

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

To see full listings, visit YourNHPA.org/marketplace or email marketplace@yournhpa.org

ASSOCIATION

Become an Industry Beacon

Want to learn more about how to become an ambassador? Reach out to Renee Changnon at rchangnon@YourNHPA.org

NHPA AMBASSADOR

LEADING BY EXAMPLE

Deanna Nowochin Makes an Impact Locally and Beyond

What is your proudest moment as part of the independent channel?

My proudest moment was being named the recipient of the Marc Robichaud Community Leader Award as part of the Hardlines 2023 Outstanding Retailer Awards. I feel like one of the most impactful ways I have contributed to our business is my community involvement, and this award reflects that.

How do you stay involved in the community?

I stay involved in the community in many different ways. I maintain great relationships with the people who often lean on us for support, and they know they can call anytime when they need help. I also host a charity event each year called “Chairs for Charity,” which has raised over $30,000 since 2018 just by selling $5 raffle tickets to customers.

What have you enjoyed the most in your relationship with NHPA?

I agreed to become an NHPA ambassador because not only do I love being involved in my local community, but I feel it’s important to be a leader in the hardware community with my peers. We had the chance to attend the National Hardware Show a couple of years back, and I can’t wait to be there again.

What is the best piece of professional advice you’ve been given?

Keep good records. I have a paper trail of almost everything.

What did you want to be when you grew up?

When I was a kid I wanted to be a teacher, but then I went to college to become a news reporter. Never in a million years did I think I would own a hardware store.

NHPA AMBASSADOR About the Program

DEANNA NOWOCHIN

Store Nowco Home Hardware

Location Lacombe, Alberta, Canada

What kind of music do you like to play in the store?

I choose a radio station that plays current songs.

What is your favorite part of your job?

My favorite part of my job is the flexibility I have to leave the office and take part in community events.

What do you do for fun when you’re not working?

I love to spend my time at our family cabin or in my photo studio.

The North American Hardware and Paint Association (NHPA) is excited to introduce the newly formed Ambassador Program for 2024. The program brings together a small group of NHPA members from across the industry who are passionate about the independent home improvement channel and have a deep involvement with the association. NHPA Ambassadors help connect their retailer networks to NHPA, encouraging retailers to become more involved with the association’s offerings, like online training, consulting, college-level courses and more.

Good Old Fashioned Traditional Oil Stain

Discover the Industry’s Premier Management Program

NHPA’s Retail Management Certification Program is built for owners, managers and key employees in the independent home improvement industry, with a focus on training to grow store sales and profits. Follow in the footsteps of more than 300 retailers who have graduated from the program. Students on average have earned more than 5X the return on tuition paid after implementing their student projects and putting what they have learned into practice!

Application Deadline: June 1, 2024

LEARN. GROW. SUCCEED.

Scan the QR code or visit the link below to learn more.

YourNHPA.org/rmcp

Scott Wright

NHPA Executive Director of Advanced Retail Education

These companies have advocated for independent retailers by supporting the program.

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