Hardware Connection September 2024

Efficient Service, Dedicated Operators

COMMITTED TO THE LAST MILE

Our Fleet, Our Drivers

Orgill’s commitment to getting products into your store is paramount. Our modern, private fleet of 400+ trucks are all driven by Orgill employees. Not only do our drivers keep things running smoothly, but our operational model controls our expenses and we pass these savings along to our dealers.

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ADVERTISERS’ INDEX

chris@thehardwareconnection.com 317-514-8864

518-852-9624

SHELF LIFE

By Doug Donaldson

Excellence, Connections and Camaraderie: That’s What It’s Really All About

The past month or so has been a whirlwind. In early August, I traveled to Chicago and the Ace Hardware Fall Convention as the co-op celebrated 100 years and joined the Century Club. At that convention, Ace rolled out its Elevate concept store that aims to enhance the customer shopping experience by showcasing innovative store designs through brand-specific, curated product assortments. For independent hardware retailers—whether affiliated with Ace or not—the concepts and strategies behind this model offer valuable insights into emerging retail trends. The last week of August marked the inaugural Independent Home Improvement (IHI) Conference in Marco Island, Fla. More than 750 retailers, vendor representatives and industry leaders were at the event hosted at the gorgeous JW Marriott. I was truly honored to present the Beacon Awards to excellent retailers from Buchheit, Koopman Lumber, Nation’s Best, and Village Hardware & Home Center. It was just as incredible to spend time talking with representatives from

“

I WAS TRULY HONORED TO PRESENT THE BEACON

AWARDS TO

EXCELLENT

RETAILERS FROM BUCHHEIT, KOOPMAN LUMBER, NATION’S BEST, AND VILLAGE HARDWARE & HOME CENTER.

Beacon Award sponsors Do it Best, Epicor, Ettore, Fluidmaster, and Orgill. Please read the profiles of the Beacon Award winners in this issue to see how each one is worthy of recognition.

In September, I traveled to Indianapolis and the Do it Best Fall Market, where the co-op shared news of record-breaking profits and the second-highest shareholder dividend payout in the company’s history. This Do it Best market was the first to welcome United Hardware members after the co-ops merged this past spring. Looking back, though, one evening in particular remains fresh in my mind.

SHELF LIFE

It was later in the night after the Beacon Awards and I was chatting with retailers while enjoying some adult beverages. One store owner was an Orgill dealer, another two were Do it Best retailers. During the course of the evening, the retailers hashed out a personnel issue, talked about store scheduling and worklife balance and had many, many laughs. At the IHI Conference, attendees supported one another, sharing experiences and commiserating over the unique challenges of the hardware business. Witnessing these connections and the camaraderie among retailers was not only inspiring but a reminder of the strength and resilience within the independent

hardware community. It reinforced my mission to ensure that every issue of Hardware Connection delivers valuable content that informs, uplifts, and strengthens those same connections. Seeing these relationships firsthand motivates me to continually bring the best insights, stories, and tools to help retailers thrive in an ever-evolving industry.

Like many of the retailer attendees, the experience of the IHI Conference made me want to excel and improve my business. And from those evenings after the events at the IHI Conference, I also believe that I’ve made new, hopefully long-lasting connections. Isn’t that what it’s all about? n

• Industry leading

• Bonus Buys & planograms

• Market-only specials

• New vendor programs

• Complimentary rooms & travel

• One-on-one time with all vendors

• Giveaways

•

• Complimentary meals

• Live entertainment (The Finns)

Top:

“M” model with Bypass Cartridge

Bottom:

“X3” model with Scale Reduction Technology

IBy Craig Cope

From Corporate Life to the Keys: ‘One Soft’ Opening at a Time

began my journey in the independent home improvement channel on April 23, 2015, when I signed the paperwork to purchase The Hardware Conference and joined Hardware Connection magazine. Before this, I spent 13 years in a corporate career, but my life changed drastically when my wife, Shanti, and I sold everything, bought the business, and moved to the Florida Keys with our dog, Magnus. That decision marked a transformative chapter in both our lives and careers.

A few weeks ago, I shared an impromptu comment on stage at this year’s IHI Conference in Marco Island that received more feedback than I ever expected. I spoke about how my career in this industry essentially began with one “soft opening” each year — running The Hardware Conference. Owning an event-based business leaves no room for retakes, and over the past decade of these “soft openings,” I’ve learned many valuable lessons about myself and the industry—some of which I had to relearn the hard way.

“

IHI CONFERENCE HAD OVER 750 ATTENDEES, MORE THAN 2,070 MINUTES OF BREAKOUT SESSION EDUCATION,

55+ EXHIBITORS, THREE INDUSTRY AWARDS, THREE KEYNOTE SPEAKERS, AND REPRESENTATION FROM 45 STATES AND THREE DIFFERENT COUNTRIES.

The most important lesson I’ve taken away from these experiences is that people vote with their feet and wallets. This reality has shaped how I approach every aspect of the business. I understand that the success of any event or venture depends entirely on the value it brings to its audience, customers, partners, etc.

TREND WATCH

By that measure, this year’s IHI Conference was one of the most successful events I’ve ever been a part of! We had over 750 attendees, more than 2,070 minutes of breakout session education, 55+ exhibitors, three industry awards, three keynote speakers, and representation from 45 states and three different countries.

These statistics are a testament to the passion and dedication within the home improvement community, which has made this industry what it is today. You can watch the 2025 event highlights by clicking here.

Moving to the Florida Keys with Shanti and Magnus was a bold step that has paid off in ways I never imagined. Events like the IHI Conference validate our decision and continually remind me of the immense value we bring to this incredible industry. It has been a rewarding journey full of personal and professional growth, and I am excited to be one of your hosts for 2025. Stay tuned for more details! Personally, I love hearing “how did you get started” business stories, so feel free to share yours with me at craig@thehardwareconnection.com. Who knows? Your story could be featured in a future publication! n

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HARDWARE STORIES butAmazing TRUE

Iwas in high school working in my mom’s hardware store and one day, this aggressive man comes in and demands to speak to the owner. I offer to help and he says: “I don’t need to talk to you little girl, I need to talk to a man, the owner.” Well, I was 16 years old at the time and having a bad day, so I said, “When did my mom have a sex change operation?” The man just walked out of the store and I’ve never seen him again.

In the world of retail hardware, we see enough people that there’s bound to be some fun coincidences—like having the near exact name of a hardware store in another country. Some customers would spend half their year here and the other half in Canada. They live in Caledon, Ontario. In Canada, they shop at a hardware store called Berney’s Pro Hardware. So close to our name! They brought us hats from that store and we exchanged hats.

Meghan Thomas Pahrump Rentals & Hardware Pahrump, Nev.

Kristy Ransdell Burney Hardware Co.

Aberdeen, N.C.

Alady called to see what kind of tillers we had in our rental department. She said she wanted a small one. I told her we had a couple of Mantis tillers on hand for rental and she yelped with excitement and exclaimed that was the one she was hoping we had. When she asked how much it was, I responded: “Well, with that kind of excitement I suppose I could name my own price. I’m thinking a million dollars, and I’ll let you have it overnight for that.”

She laughed and when she came in to rent it, she sought me out. She

wanted to tell me that I made her laugh really hard and that she’d be driving by another hardware store to come here from now on. I told her that wasn’t necessary and that I just like to make sure to have fun at work, and thanked her for coming in. Turns out, she’s a writer for the local newspaper and did a half-page story about me and the store. Rentals have been up since—all because of the milliondollar Mantis tillers.

Brandon Buckalew Local Ace Hardware East Grand Forks, Minn.

HARDWARE PRODUCTS REVIEW ShopTalk

Watch to Learn More

PRODUCT #1

By Craig Cope

FORNEY FLEX 30™ PLASMA ST

The Forney Flex 30™ Plasma ST is an all-in-one machine designed for both welding and cutting, making it ideal for professionals and DIY enthusiasts alike. Its lightweight, portable design allows for easy transportation, and its generatorfriendly capability means it can be used in remote areas such as farms or ranches. The machine operates on both 120V and 240V power, providing flexibility at just about any jobsite.

We tested the Forney Flex 30™ by providing samples to two very different users: a retired welding shop owner with decades of experience and an active DIY enthusiast who had never welded before. Both testers found features they really

liked. The DIYer appreciated the machine’s ease of use, and the retired shop owner focused on its advanced inverter technology and the variety of functions it offered. The shop owner summed it up best, saying: “The more quality uses I can get from a tool, the more valuable it becomes to me.” This sentiment speaks to the versatility and usefulness of the Forney Flex 30™. Click here to see it in action.

The Forney Flex 30™ Plasma ST is a versatile tool with impressive functionality, suitable for both professionals and beginners. If your store currently carries welders or you are interested in testing the market, the Flex 30 is an excellent product to consider.

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2-COMPONENT 2-COMPONENT

SPRAY READY, FAST COVERAGE

DAP® TOUCH 'N FOAM PROFESSIONAL® WALL & CAVITY FOAM is a first-of-its kind, patent pending wide spray applicator and pre-mixed low-GWP formula that, like a 2-Component spray foam, air seals and insulates with ultimate spray control.

ATTICS & CRAWL SPACES

WALL CAVITIES

RIM JOISTS

Warner Tool

Putty Knives and Taping Knives

Warner Manufacturing Company, a 97-year-old family-run company headquartered in Minneapolis, is renowned for producing high-quality tools with a strong commitment to American craftsmanship. More than 75 percent of its products are made in the United States, emphasizing innovation, quality, and value. Professionals and DIYers alike have come to trust Warner’s tools for their reliability and performance across various industries.

Among the company’s standout products are putty knives and taping knives. Warner’s putty knives are designed with a curved handle for enhanced control and a ribbed finger grip to prevent slippage during use. The hollow-ground carbon steel blades provide excellent flexibility for spreading compounds, while a zinc alloy steel hammer cap adds durability and extra utility. These tools honor the legacy of American and Mexican craftsmanship, paying tribute to artisans skilled in masonry and plaster work. Available in sizes ranging from 4 inches to 6 inches, these knives offer versatility for a wide range of projects.

The taping knives, crafted with softgrip ergonomic handles, come with either blue steel or stainless-steel blades. The handles, made from polypropylene with a TPE overmold, ensure both comfort and control, even during extended work sessions. These knives are available in 8-inch, 10-inch, and 12-inch sizes, making them ideal for drywall work, such as setting tape and applying finish coats.

Warner Tool’s long-standing tradition of quality is evident in every product, designed to meet the highest professional standards.

Product #3

DAP Wall & Cavity Foam

The DAP Wall & Cavity Aerosol Spray Foam is a versatile and efficient solution for sealing and insulating hard-to-reach areas in both residential and commercial projects. DAP, a Century Club manufacturer and trusted name in home improvement and construction for more than 150 years, is known for producing high-quality, durable products. The company’s commitment to innovation is evident in this spray foam, which is designed to make insulation easier and more effective for both professionals and DIYers.

The product’s user-friendly design features a straw applicator that makes it simple to apply. The foam quickly expands to fill cracks, crevices, and wall cavities, creating an airtight seal that prevents air and moisture from entering or escaping. This enhances comfort and improves energy efficiency by reducing drafts and helping maintain indoor temperatures. The fastcuring formula allows users to move

quickly through projects without long waiting times.

With an R-value of 5 per inch of thickness, DAP’s spray foam provides excellent thermal resistance, lowering heating and cooling costs. Its durability ensures long-lasting performance, resisting wear, moisture, mold, and mildew. Unlike traditional insulation, it hardens into a solid material, preventing deterioration over time.

The spray foam is highly versatile and suitable for wall cavities, around doors and windows, and in crawl spaces. DAP’s commitment to environmental responsibility is reflected in the product’s eco-friendly formulation—free of CFCs and low in VOCs— making it a safer choice for indoor use. n

BEACON AWARDS & IHI CONFERENCE

BEACON AWARDS, INAUGURAL IHI

CONFERENCE CELEBRATE

INDEPENDENT RETAILERS

HARDWARE PROFESSIONALS GATHERED AT THE JW MARRIOTT IN MARCO ISLAND, FOR A BLEND OF NETWORKING, EDUCATION, AND CELEBRATIONS.

More than 750 independent hardware store owners and industry professionals gathered in Marco Island, Fla., August 27-29 for the inaugural Independent Home Improvement (IHI) Conference, which featured over 55 vendor exhibitors, dozens of educational sessions, and many opportunities to connect. The event provided a prime opportunity for networking and professional development, bringing together retailers, manufacturers, distributors, and channel partners to share insights and strategies for success in the independent hardware and home improvement sector.

Upper: Beacon Award-winning retailers and sponsors including wholesale sponsors Do it Best and Orgill were at the head table during the awards ceremony on August 27.

Lower: Setting a celebratory tone before the Beacon Awards, attendees enjoyed socializing and connecting with fellow industry professionals.

The Beacon Awards honored top industry professionals, recognizing four outstanding retailers for excellence in performance, innovation, and leadership through the Retail Beacon Awards and Best New Store Awards.

BEACON AWARDS & IHI CONFERENCE

Attendees gathered for a lively reception before the Beacon Awards, networking with industry peers and celebrating the achievements of independent retailers in anticipation of the evening’s honors.

IHI attendees took in the beautiful Marco Island sunset while strolling along the beach during the Celebration of Independents, enjoying a relaxed evening of networking and festivities.

The IHI Conference showcased industry-unique collaborations on several levels. One example, the IHI Conference is a singular event of The Hardware Conference and the National Hardware and Paint Association (NHPA). In August 2023, NHPA hosted its first Independents Conference in Dallas. Just a few weeks later, The Hardware Conference marked its 35th anniversary in Marco Island, Fla.

Another first-of-its-kind collaboration was the Celebration of Independents sponsored by Orgill with entertainment provided by Do it Best.

More than 55 exhibitors, such as Midwest Fasteners participated in the IHI Conference Partner Pavilion.

BEACHFRONT PARTY FOR RETAILERS

A standout moment of the IHI Conference was the August 28 evening “Celebration of Independents.”

Following a full day of educational sessions and networking, attendees were invited to a beach-themed event that celebrated the hard work and dedication of independent retailers. With Orgill hosting the event and Do it Best providing music and entertainment, the evening featured indoor and outdoor activities, food buffets, drinks, and live music.

Guests enjoyed tropical-themed drinks while watching a relaxing sunset

Do it Best added to the festive atmosphere of the IHI Celebration of Independents by providing lively entertainment and music, creating an unforgettable evening for attendees on Marco Island.

BEACON AWARDS & IHI CONFERENCE

On the lawn outside the event space, IHI Conference attendees watched a beautiful Florida sunset while some played cornhole or walked on the Marco Island beach.

with industry peers, and others danced the night away, with a conga line forming at one point in the evening’s festivities.

AWARDS SHOWCASED AT CONFERENCE

The three-day event hosted Hardware Connection’s Beacon Awards along with two other awards programs.

During the Beacon Awards on Tuesday evening, August 27, Hardware Connection magazine honored four outstanding retailers in two award categories: Retail Beacon Award and Beacon Award for Best New Store. The Retail Beacon Award honors outstanding independent hardware and home improvement retailers who demonstrate excellence in business performance, community involvement, innovative practices, and leadership within the industry. The Beacon Award for Best New Store recognizes newly

established independent hardware and home improvement locations that excel in store design, innovation, merchandising, and business performance. The Beacon Award recipients were:

• Buchheit – Retail Beacon Award

• Nation’s Best – Retail Beacon Award

• Koopman’s Lumber – Beacon Award for Best New Store

• Village Hardware & Home –Beacon Award for New Store

The Beacon Awards are possible thanks to the generous sponsorship support of Epicor Software Corp., Ettore Products Company, and Fluidmaster, along with wholesale sponsors Do it Best and Orgill.

“Orgill is proud to sponsor the Beacon Awards recognizing some of the most innovative and successful retailers in the independent channel,” says Orgill CEO Boyden Moore. “Each year these award winners inspire others through their stories and accomplishments.”

Dent Johnson, executive vice president of operations at Do it Best, lauded how the awards showcase community involvement.

“We’re incredibly proud to see two Do it Best members recognized at this year’s Beacon Awards,” Johnson said. “These honors are a reflection of the commitment and dedication that these exceptional retailers have to their communities. They are clearly leading the way in our industry. Supporting

BEACON AWARDS & IHI CONFERENCE

Upper: Epicor, Reliance Water Heaters and Badger Technologies participated in the IHI Conference Partner Pavilion, engaging with hardware and home improvement retailers to discuss innovative solutions and explore opportunities to enhance their businesses.

Middle: Attendees explore booths at the IHI Conference Partner Pavilion, where exhibitors showcased innovative products designed to enhance retailers’ offerings, providing opportunities for in-depth conversations with industry professionals.

Lower: Josh Hartung, CEO of Holstery, (right) praised the IHI Conference as a wellpaced event for connecting with retailers and industry professionals, noting, “It’s been very productive, with many retailers interested in carrying our products.”

independent retailers like Village Hardware and Nation’s Best has always been at the core of what we do, and we’re pleased to celebrate their outstanding achievements.”

Other IHI Conference award ceremonies included NHPA’s Young Retailer of the Year and Hardware Retailing’s Top Guns.

A BOUNTY OF EDUCATION OPPORTUNITIES

With dozens of educational sessions available, attendees were given the opportunity to learn from industry experts and gain valuable insights into the ever-evolving hardware and home improvement sectors.

Dinah Jarrell of Martin Hardware, a Century Club retailer based in Charlottesville, Va., says the Orgill education area and other breakout ses sions were very valuable.

can incorporate into her business.

Among those exhibitors was Holstery, a new company that manufactures tool belts and accessories designed for professionals, offering a new system to keep tools easily accessible. Josh Hartung, CEO of Holstery, said the IHI Conference was a well-paced forum for

Point of Sale

“We picked up some good ideas on employees, how to get and keep valu able employees,” Jarrell says. “I was amazed at what Orgill did that kind of blew my mind. This is so much different than a buying event, and the presentations were so informative.”

PRODUCTS, SERVICES SPOTLIGHTED AT PARTNER PAVILION

Jarrell also found the Partner Pavilion with 55 exhibitors provided insights into companies and products that she

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BEACON AWARDS & IHI CONFERENCE

The IHI Conference Partner Pavilion fostered a collaborative atmosphere, where exhibitors engaged with both current and prospective customers, offering guidance and discussing new products and business systems.

meeting retailers and other industry professionals.

“The IHI Conference has been a much higher-quality customer coming through at a much slower pace,” Hartung says. “For us, we’re here to find leads for retailers to connect with some of the larger distributors. It’s been very productive from that standpoint. Lots of retailers are interested in putting our products in their stores, and so I think the conference is a great value.”

Hartung said the IHI Conference enabled him and his team in the Partner Pavilion to thoroughly explain the company’s products to retailers and distributor representatives.

“Because our products are different, once people see it and try it, they get it,” Hartung says. “I had a lot of really awesome interactions with retailers. I was also able to talk with other CEOs and make some top-level connections.”

Representing Epicor in the Partner Pavilion, Thom Taylor praised the collaborative nature of the event.

“I wish we could drag the others in as well so we could have a universal conference where everybody agrees to play nice together in one spot versus having our own different camps where we can’t talk to the other guys.”

Taylor also said he enjoyed seeing current Epicor customers along with talking with prospective new customers. “A

lot of our booth traffic has been existing retailers of ours wanting some help, wanting some guidance, plus some prospective new retailers coming in, thinking about maybe changing their system,” Taylor said.

KEYNOTE SPEAKERS SHARE INSPIRATION, BUSINESS WISDOM

At the conference, keynote speakers

Daniel “Rudy” Ruettiger, Al Comeaux, and Arthur Greeno shared powerful business and life lessons, inspiring attendees to overcome challenges and lead with purpose. Their insights equipped retailers with actionable strategies to drive success and growth in their businesses.

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BEACON AWARDS & IHI CONFERENCE

In his keynote speech, Daniel “Rudy” Ruettiger shared his inspiring journey, emphasizing perseverance, determination, and the importance of chasing dreams despite obstacles. He recounted his struggles to achieve his goal of playing football at Notre Dame and how his story became a symbol of hard work and resilience. Rudy highlighted the significance of having a dream bigger than oneself, saying, “When you have a dream bigger than you, you accomplish the dream, you won’t quit.” His message encouraged IHI Conference attendees to keep pushing forward, no matter the challenges they face in business and life.

Al Comeaux, former executive at Travelocity, GE, and American Airlines, emphasized the critical role of people in driving organizational change in his keynote address. Comeaux said that while companies may aim to implement transformations, it is ultimately the individuals within the organization who carry that change on their backs. He reflected on the top-down approach many leaders take when initiating change, explaining that pushing decisions onto employees often leads to resistance. Instead, he argued, leaders must “pull” their people toward change by involving them in the process. One poignant quote captures this idea: “Organizations don’t change— people do. And if our people don’t change, there is no change,” he told attendees at the IHI Conference.

Top: Arthur Greeno, Chick-fil-A restaurateur, shares insights on building a strong company culture and serving teams during his IHI Conference keynote.

Bottom: Al Comeaux delivers a keynote at the IHI Conference, highlighting the essential role of people in driving change, stating, “Organizations don’t change— people do. And if our people don’t change, there is no change.”

During his keynote speech, “What’s in the Sauce? Customer Service Secrets from Chick-fil-A,” Arthur Greeno, a

Simpli ed. Supported. Success.

Daniel “Rudy” Ruettiger delivers an inspiring keynote at the IHI Conference, urging attendees to pursue their dreams with determination and resilience, no matter the obstacles, sharing, “When you have a dream bigger than you, you won’t quit.”

Chick-fil-A restaurateur in Tulsa, Okla., shared his journey of building a successful business known for its exceptional company culture. Greeno, an author and philanthropist, told IHI attendees that business leaders need to listen closely to opportunities to serve our team and take action. “It was an honor to speak at the IHI Conference and share my experiences with the North American independent channel.” Greeno says. n

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BEACON AWARDS & IHI CONFERENCE

HEARTFELT THANK YOU TO BEACON AWARDS

WHOLESALE SPONSORS ORGILL AND DO IT BEST

honors are a reflection of the commitment and dedication that these

“Each year these award winners inspire others through their stories and accomplishments,”

The Beacon Awards, established in 2013, have become a hallmark of excellence, recognizing top-tier independent hardware and home improvement retailers across the country. This prestigious program shines a spotlight on those retailers who not only achieve exceptional business success but also make significant contributions to their communities and the industry as a whole.

This year’s Beacon Awards wouldn’t be possible without the generous support of our wholesale sponsors, Orgill

and Do it Best. In addition to providing financial backing, these organizations play an instrumental role by nominating retailers for both the Retail Beacon Awards and the Beacon Awards for Best New Store. Orgill and Do it Best’s contributions promote recognition of independent retailers and encourage innovation within the industry.

Thank you to Orgill, Do it Best, and all our sponsors for their unwavering support of the Beacon Awards, helping inspire the next generation of industry leaders.

From left, Hardware Connection Editor Doug Donaldson and Orgill CEO Boyden Moore.

Moore said.

From left, Dent Johnson, executive vice president of operations at Do it Best and Hardware Connection Editor Doug Donaldson. Johnson said, “These

exceptional retailers have to their communities.”

MUCH GRATITUDE TO BEACON AWARDS

SPONSORS EPICOR, ETTORE, AND FLUIDMASTER

Hardware Connection extends our deepest thanks to Epicor Software Corp., Ettore Products, and Fluidmaster for their vital sponsorship of the 2024 Beacon Awards. Their generous support is instrumental in making this recognition program possible, allowing us to spotlight outstanding retailers who excel in areas such as financial success, community impact, innovative

merchandising, and employee development.

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

From left: Royce Christopher, Epicor sales director, and Hardware Connection Editor Doug Donaldson.

From left: Steve Hildebrandt, Ettore director of sales, and Hardware Connection Editor Doug Donaldson.

From left: Keith Gallagher, Fluidmaster director of retail sales, and Hardware Connection Editor Doug Donaldson.

How to Build Your Business with Streamlined Technology

The role of technology in running a business is critical. In today’s market, where customer data is crucial to personalizing customer experiences, independent retailers require a reliable partner to help them compete with big box retailers.

For retailers, it’s a complex and highly demanding new world. Data breaches can cause significant financial and reputational damage if organizations fail to safeguard customer data. The proliferation of technology has forced retailers to seek solutions that integrate seamlessly. Add labor shortages to the mix, and business owners face an even more complex challenge.

With disruptions increasing the need for business continuity in retail, cloud technology is becoming a significant driver of change. Rapid acceleration of cloud business solution adoption is happening across retail; 46 percent of retailers have now shifted to the cloud for all or most of their business processes, while 24 percent are using a balance of cloud and on-premises solutions.

Retailers can cut costs drastically and free up staff because they no longer must purchase, update, and maintain servers, software, and networking equipment. And they don’t need to worry about power requirements, storage capacity, and computer hardware. Cloud computing gives retailers of any size the ability to increase capacity and apply new capabilities quickly and affordably. It improves flexibility and control, too. Retailers decide who has access to which data and applications, and how data is shared throughout the organization. Process streamlining and task automation free up staff to work on higher-value tasks.

Cloud solutions harmonize data from core operations in-store and online, and across multiple locations, into consolidated views. Advanced analytics through artificial intelligence and machine learning sharpen decision-making in core operations, including inventory, supply chain, pricing, orders, margin management, and sales forecasting.

From adding users to increasing bandwidth or boosting storage capacity, cloud capabilities help retailers stay ahead of the game. In the fast-changing retail world, the cloud helps adapt.

As the most experienced retail software provider, Epicor Software Corporation is a dedicated partner that provides businesses with the capabilities they need to focus on creating the customer connections that set independent retailers apart.

Epicor retail management solutions go beyond helping businesses get the job done — it helps accelerate retail growth and profitability with futureready technology that helps brands expand their reach while also protecting their business from disruption.

To learn more about Epicor for Retail and how to take advantage of their services today, visit their website at epicor.com/hardware.

BEACON AWARDS

WINNING FORMULA: TEAMWORK, TRADITION, AND COMMUNITY

FROM A SINGLE TRUCK IN 1934 TO A MULTIDIVISIONAL ENTERPRISE, BUCHHEIT’S LONGSTANDING COMMITMENT TO TEAMWORK AND CUSTOMER SERVICE EARNS THEM THE 2024 RETAIL BEACON AWARD.

The wagon wheel in Buchheit’s logo is deeply meaningful to the Buchheit family, owners of this Perryville, Missouri-based company and recipients of the 2024 Retail Beacon Award.

Above: Buchheit has grown to include 850 employees 20 retail stores, a logistics company, agricultural division, cabinet manufacturing unit, and metal production business.

BEACON AWARDS

“The wagon wheel is symbolic of how we operate as a team,” says CEO Tim Buchheit. “Each spoke must function for the wheel’s success, just as every team member must serve our customers and communities.”

Founded by Rudy Buchheit during the Great Depression in 1934 with a single truck and a promise to help his neighbors, the company began by bringing goods from St. Louis to locals. “Our communities are our essence,” says Jon Buchheit, executive vice president. “Most of our team members live and were raised in the communities they serve.”

Throughout its history, Buchheit has been recognized for retail

Founded by Rudy Buchheit during the Great Depression in 1934 with a single truck and a promise to help his neighbors, the company began by bringing goods from St. Louis to locals near Perryville, Mo.

excellence and community involvement. Notable accolades include Kenny Buchheit, a second-generation leader, being named Ernst & Young Entrepreneur of the Year and Perry County Community Foundation’s Humanitarian of the Year in 2021. Other honors include the Orgill Pinnacle Award, American Legion Employer of Veterans Award, and Hamilton Carhartt Retailer of Excellence Award.

Buchheit has grown to include 850 employees 20 retail stores, a logistics

In 1986, a fire destroyed the company’s only store. The Buchheit family and its community rallied together, enabling the store to operate out of an outbuilding the very next day.

company, agricultural division, cabinet manufacturing unit, and metal production business. Active family members, including Tim, Jon, Doug, and Jeff Buchheit, along with Kristi Hahs, are deeply involved in daily operations and serve on the board.

Buchheit’s innovative leadership, employee recognition, and customerfocused assortment distinguish it as a retail hardware industry leader and worthy recipient of the Retail Beacon Award. “It’s an honor to be recognized,” says Tim Buchheit. “Our success is driven by happy customers

and team members, and we are grateful for this recognition.”

REBUILDING BETTER, BIGGER AFTER FIRE

Resilience and tenacity have been enduring traits throughout the company’s history. Founded out of the necessity to bring agricultural goods to the city and urban goods back to farmers during the Great Depression, Buchheit has faced numerous challenges during its 90-year history, including a devastating fire in 1986 that destroyed the company’s only store. The Buchheit

BEACON AWARDS

family and its community rallied together, enabling the store to operate out of an outbuilding the very next day.

In 1988, the company opened its second store in Sparta, Ill., and continued to grow, reaching a total of eight stores by 2021. The decision to rebuild and expand has led to substantial growth, including the recent acquisition of 12 Orscheln Farm and Home stores.

COMMUNITY ROOTS RUN DEEP

Community involvement is a cornerstone of Buchheit’s corporate culture, exemplified by programs such as Handshakes for Heroes, Wreaths Across America, and the Buchheit Family Foundation, created in 2020 to give back to the communities the company serves and team members in times of need, mirroring the support the family received after the 1986 fire.

With a customer base that is 70 percent do-it-yourselfers, including many farmers, Buchheit is deeply connected to its rural roots. They support Future Farmers of America and 4-H programs and helped found the American Tractor Museum in Perryville, showcasing Kenny Buchheit’s rare antique tractor collection.

Buchheit’s community commitment is also evident on social media. Their most popular Facebook post announced the reopening at 11 p.m. of a store to support tornado victims.

Buchheit’s connection to its communities is reflected in its customer-driven store design and diverse product offerings, catering to a wide range of needs from home improvement supplies to home repair assortments like Fluidmaster plumbing products.

“Our store was busy that night, offering both product and emotional support,” says Jared Hotop, president of retail operations.

CULTURE OF EMPLOYEE ENGAGEMENT

Buchheit’s commitment to learning and development is evident at Orgill Dealer Markets, where executives, management, buying staff, and associates actively participate in numerous learning seminars. By providing tools

and fostering a company culture that encourages participation at all levels of management, Buchheit ensures that team members understand the operations of the company and have opportunities to contribute. This inclusive approach fosters a sense of belonging and empowerment among team members, making Buchheit a strong, successful, and driven company where everyone feels they are part of something big.

Even Buchheit’s in-house CRM system is designed to encourage employee

Buchheit extensively supports the communities it serves by sponsoring Future Farmers of America and 4-H programs, and the company helped found the American Tractor Museum in Perryville, showcasing Kenny Buchheit’s rare antique tractor collection.

engagement. The system is complemented by a learning management portal, a recognition platform, and an internal social network. These tools allow team members to share accomplishments, inspire each other, and foster a sense of unity, even across great

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“Our team made this award possible,” said Jon Buchheit during his acceptance speech. “The other thing you need to get an award like is good business partners. Fluidmaster has been in our store for 50 years. Epicor came to us the day after the fire and asked how they could help. We participate in all of Orgill’s programs.”

distances. By cultivating a companywide and consistent culture, Buchheit effectively brings its team together and encourages everyone to exceed expectations, according to Jon Buchheit.

ORGILL SUPPORTS DIVERSE PRODUCT MIX

The diversity of product offerings is a crucial factor in the stores’ success, catering to a wide range of needs from home improvement categories and building supplies to agriculture, farm, and pet products.

A key to Buchheit’s growth has been its relationship with distributor Orgill. At Orgill Dealer Markets, Buchheit’s team participates in seminars to improve their business. “Orgill provides access to a wide range of products and services crucial to our growth,” says Jon Buchheit. “Their warehouse, 45 minutes from our headquarters, allows us to be nimble in serving our customers.”

Buchheit’s connection to its communities is reflected in its customerdriven store design and diverse product offerings, catering to a wide range of needs from home improvement supplies to home repair assortments like Fluidmaster plumbing products.

“Fluidmaster is successful due to its reliability and wide product mix,” Hotop says.

During his remarks after accepting the Beacon Award, Jon Buchheit

said: “Our team made this award possible.” He added, “The other thing you need to get an award like this is good business partners. Fluidmaster has been in our store for 50 years. Epicor came to us the day after the fire and asked how they could help. We participate in all of Orgill’s programs.”

INNOVATIVE PROGRAMS, TECHNOLOGY ENHANCE CUSTOMER ENGAGEMENT

Buchheit has made significant strides in enhancing customer engagement and loyalty through its innovative programs. The Buchheit Buyer$ Club and the eBATE program have been central to this effort. The Buyer$ Club offers exclusive discounts and promotions, while the eBATE program, entirely electronic, allows customers to earn rebates that never expire, encouraging repeat purchases. Promotions such as “Earn 12% Back Weekends” further incentivize customers to engage with the store regularly. These programs, alongside investments in technology and custom CRM tools, have helped Buchheit boost customer loyalty and increase average ticket sizes.

For business operations, they rely on Epicor’s Falcon software. “The relational database structure allows us to create analytics and processes for datadriven decisions,” says Hotop. n

BUILDING WITH HEART, STRATEGIC LEADERSHIP

Click to Watch the Nation’s Best Beacon Award Presentation Video

Since its founding in 2019, Nation’s Best, led by CEO Chris Miller, has rapidly become a standout in the retail hardware industry, and is a recipient of the 2024 Retail Beacon Award. Headquartered in Dallas,

Above: “I’ve learned that numbers alone don’t tell the whole story,” Miller says, and he believes that personal relationships and community ties are so integral to the retail hardware business.

CEO CHRIS MILLER’S LEADERSHIP HAS RAPIDLY EXPANDED NATION’S BEST INTO A RETAIL POWERHOUSE WITH A COMMUNITY-DRIVEN GROWTH MODEL AND INNOVATIVE PRACTICES THAT EARNED IT THE 2024 RETAIL BEACON AWARD.

For Do it Best members, Nation’s Best offers an avenue for streamlined succession planning. “Third- and fourth-generation families who have made the choice to sell to Nation’s Best can see their businesses thrive and continue to be relevant in the marketplace,” Miller says.

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and maintaining a strategic partnership with Do it Best, Nation’s Best has grown to encompass 60 locations across 18 states, employing more than 1,200 associates. The company’s success is rooted in a thoughtful acquisition strategy, a deep commitment to community involvement, and an emphasis on modernizing the hardware retail landscape while retaining local culture and traditions.

A FOCUS ON STRATEGIC GROWTH

Nation’s Best has adopted a unique growth model focused on acquiring well-established, profitable businesses, particularly in secondary markets. Unlike many retailers that rebrand and overhaul stores after acquisition,

One of the defining characteristics of Nation’s Best is its deep commitment to the communities it serves. From the start, Miller and his team have prioritized retaining the local traditions and the names of the stores they acquire.

Nation’s Best preserves the original store names and empowers local management to maintain their individual business identities. This approach has allowed the company to retain customer loyalty while seamlessly integrating new operations.

Miller’s background in finance plays a significant role in this strategy. Miller began his career working for an oilfield services company before transitioning to retail hardware in 2006 as CFO of Parker’s Building Supply. His deep involvement in store operations and

management experience at Parker’s led him to become vice president of operations at U.S. LBM, overseeing multiple locations across the country.

“Coming from the finance world, I consider myself a numbers guy,” Miller explains. He looks closely at financial metrics like balance sheets, P&Ls, and receivables to assess each acquisition, ensuring that Nation’s Best only pursues businesses with strong financial foundations.

“But I’ve learned that numbers alone don’t tell the whole story,” Miller adds, acknowledging the importance of the

personal relationships and community ties that are so integral to the retail hardware business.

MODERNIZING STORES AND EMPOWERING TEAMS

A key component of Nation’s Best’s success is its focus on modernization. Through initiatives like upgrading store infrastructure and implementing

“I put a lot of confidence in the team running the day-to-day, which allows me the freedom to lead the strategic direction of the ship,” Miller says. “This is a compliment to the entire team and a huge honor to all the mentors I have had in my life.”

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cutting-edge technologies, including the Tracula inventory-tracking system,

Nation’s Best improves operational efficiency while enhancing customer experience. After each acquisition, the company invests in upgrading buildings, remerchandising stores, and expanding product lines.

“We work within the first 90 days to identify areas for improvement,” Miller explains.

Whether it’s adding a new line of power tools or implementing better inventory control systems, Nation’s Best ensures that stores remain competitive in their local markets. Nation’s Best often finds opportunities to freshen or

Nation’s Best often finds opportunities to freshen or expand product lines. A common addition for new locations has been quality paint lines.

expand product lines. A common addition for new locations has been quality paint lines. “Every single store grows their paint business with what we bring to the table,” Miller says.

Despite these modernizations, the company is committed to preserving the unique identities of each store. The company’s playbook for new acquisitions ensures consistency in operations, but it also gives local managers autonomy to adapt to their specific markets.

COMMUNITY INVOLVEMENT AT THE CORE

One of the defining characteristics of Nation’s Best is its deep commitment to the communities it serves. From the start, Miller and his team have prioritized retaining the local traditions of the stores they acquire. For example, Calaveras Lumber in California has long been a supporter of the 4-H club. Nation’s Best has continued that involvement, purchasing prize-winning cows at county fairs and donating the meat to employees.

“Community involvement is not just something we check off a list; it’s part of who we are as a company,” Miller says. The company’s non-profit foundation, NB Cares, reflects this philosophy by supporting local charities and providing scholarships. Additionally, Nation’s Best has raised more than $1 million for causes like Arrivederci ALD, a charity focused on combating childhood diseases.

Nation’s Best CEO Chris Miller (right) accepts the Retail Beacon Award with Dent Johnson, Do it Best executive vice president of operations.

BUILDING A CULTURE OF TRUST AND RELATIONSHIPS

Nation’s Best’s approach to acquisitions is rooted in trust and relationshipbuilding. Miller is personally involved in every acquisition, ensuring that the culture of the business aligns with the values of Nation’s Best.

“I don’t want to change a store’s culture; I want to build on it,” Miller says. This hands-on approach extends beyond the initial transaction—Miller maintains relationships with previous owners, whether they remain involved in the business or not.

For Do it Best members, Nation’s Best offers an avenue for streamlined succession planning. “Third- and fourth-generation families who have made the choice to sell to Nation’s Best can see their businesses thrive and continue to be relevant in the marketplace,” Miller says.

For many of the family-owned businesses that Nation’s Best acquires, selling is an emotional decision that goes beyond a simple financial transaction. Miller understands the significance of this decision and takes the time to build trust with each seller, often maintaining open lines of communication well after the sale is complete.

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“They can always call me if they have concerns, and we’ll work through them together,” Miller says.

NAVIGATING EXPANSION WITH FLEXIBILITY

As Nation’s Best has expanded rapidly, Miller and his team have faced the challenge of making quick, impactful decisions. When the COVID-19 pandemic hit, just months after Nation’s Best was founded, Miller had to decide whether to continue acquiring businesses amidst uncertainty. Miller credits his team with helping to guide the company through this period of rapid growth.

“I don’t make decisions in isolation—I involve my team in all major strategic moves,” he says. This collaborative approach has allowed Nation’s Best to stay nimble, even as it continues to grow. The company’s acquisition strategy remains focused on home centers, hardware stores, and lumberyards, resisting the temptation to expand into unrelated business areas.

FUTURE GROWTH AND INNOVATION

Looking ahead, Nation’s Best shows no signs of slowing down. While store count is not Miller’s primary focus, he emphasizes that the company will continue to seek out well-run businesses that align with its culture and values.

“We’re not racing to a finish line,” he says. “It’s about finding the right businesses and integrating them into our family.”

In addition to expanding its store footprint, Nation’s Best is also exploring new ways to enhance its operations. One of the essential tasks after an acquisition is updating the computer system to enable Nation’s Best to manage the business. “For all stores, converting to Epicor Eagle is critical to running a large business in real time,” Miller says.

RECOGNITION WITH THE RETAIL BEACON AWARD

Receiving the 2024 Retail Beacon Award is a testament to Nation’s Best’s remarkable achievements in just a few short years. “Being recognized with this award is an incredible honor,” Miller says. “It’s not just for me—it’s for our entire team and all the mentors I’ve had along the way.” The award reflects the company’s commitment to excellence, both in terms of retail operations and community involvement.

As Nation’s Best continues to grow, Miller remains focused on maintaining the company’s core values: trust, community, and innovation. “We’ve built something special here,” he says. “And we’re just getting started.” n

During his remarks after receiving the Retail Beacon Award, Miller credited the Nation’s Best team, saying “Thank you to my team. It’s your award, not mine.”

BUILDING BUSINESS ON RELATIONSHIPS, INNOVATION

FROM HUMBLE BEGINNINGS IN 1939, KOOPMAN LUMBER HAS GROWN INTO A 12-LOCATION COMPANY. THE THIRD-GENERATION FAMILY BUSINESS CONTINUES TO BLEND CUSTOMERCENTRIC DESIGN WITH DEEP-ROOTED COMMUNITY TIES.

Koopman Lumber’s story began with a simple act of neighborly kindness. In 1939, New England builder Peter Koopman offered surplus building supplies from his garage in Whitinsville, Mass., just steps from what would become the company’s first store. From these humble beginnings, Koopman

Main: Koopman Lumber’s Dennis, Mass. location transformed an antique dealership into a modern hardware store, meeting the needs of contractors and homeowners while adhering to Cape Cod’s strict historical guidelines for design and development.

Lower: Leading Koopman Lumber is the third generation of the Koopman family, from left Dirk Koopman, his sister Denise Brookhouse, and her husband Tony Brookhouse.

Dirk Koopman (left), CEO of Koopman Lumber and thirdgeneration owner, accepts the Beacon Award for Best new store alongside Orgill CEO Boyden Moore.

By Doug Donaldson

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Lumber has grown into a family-run enterprise with 12 locations and more than 400 employees, serving professional contractors and homeowners across the central and eastern region of Massachusetts.

Today, the third generation of the Koopman family—Dirk Koopman, his sister Denise Brookhouse, and her husband Tony Brookhouse—leads the company with the same community-driven ethos that Peter Koopman established decades ago. Their success, particularly at the Beacon Award-winning Dennis, Mass., location, highlights Koopman Lumber’s commitment to customer service, innovation, and local involvement. With a focus on professional contractors and a deep connection to the community, Koopman Lumber continues to grow and thrive.

In 1939, Peter Koopman started offering surplus building supplies from his garage in Whitinsville, Mass. This humble beginning grew into Koopman Lumber’s first store, now a thriving family business with 12 locations.

BUILDER BACKGROUND CONNECTS TO PROS TODAY

Koopman Lumber’s deep roots in the construction industry are evident in the way it serves its customers. Although the company no longer builds homes, nearly 90 percent of its customer base consists of professional contractors. The third-generation leadership team continues to prioritize building lasting relationships with these customers, a value passed down from their grandfather.

“Although we no longer build houses ourselves, we started as builders by trade,” says Dirk Koopman, owner and

The state-of-the-art kitchen and bath displays at Koopman Lumber’s Dennis location attract both contractors and homeowners, offering a dynamic space for remodeling projects and significantly boosting foot traffic and ROI for these services.

CEO. “The most important building we do is building relationships with our customers to be a dependable resource for a lifetime.”

Managing pro accounts across 12 locations, Koopman Lumber relies on Epicor’s BisTrack system to keep operations running smoothly. This contractor-focused approach has been instrumental in maintaining the company’s close ties with the professional building community.

CREATIVE SOLUTIONS TO NEW STORE CHALLENGES

The Dennis, Mass., location represents a new chapter for Koopman Lumber. Located near the center of Cape Cod, this store was a greenfield project—a completely new venture in a previously untapped market. The company

repurposed an antique dealership property to create a hardware store and lumberyard that would meet the needs of both contractors and homeowners.

Building a new store in Cape Cod came with its own set of challenges, particularly the need to adhere to strict historical community directives. Koopman Lumber worked closely with representatives of Cape Cod’s planning board to design a store that blends seamlessly into the area’s architectural landscape while still offering modern conveniences.

Koopman credits Orgill, the company’s wholesale partner, with helping navigate the intricacies of opening a new location. “Orgill’s support in merchandising and demographic insights has been crucial in optimizing store layouts and product selections,” Koopman says. “They’re a good partner and

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walked us through merchandising the new location. We’d tell them what we’re looking for, and they’d get it done.”

DESIGN, ASSORTMENT TAILORED TO CUSTOMERS

At the Dennis location, Koopman Lumber’s focus on professional contractors is clear, but the store also caters to homeowners and tourists. By carefully balancing the needs of both groups, the store has quickly gained traction in the market, exceeding initial sales expectations.

One of the key elements of the Dennis store’s design is its focus on kitchen and bath services. The state-of-the-art millwork and kitchen and bath displays draw both contractors and homeowners alike, providing a space where remodeling projects come to life. The displays have been instrumental in driving foot traffic and boosting return on investment (ROI) for remodeling products.

In addition to kitchen and bath services, the Dennis store features outdoor living and decking displays that make

The grand opening of Koopman Lumber’s Dennis location marked the beginning of a community hub, offering home improvement supplies and specialty services. The store’s success, exceeding sales projections, reflects its strategic planning and community focus.

the most of the available space. These displays, along with a strong presence for grills and power tools, appeal to the area’s seasonal and year-round customers alike. Orgill played a key role in advising Koopman Lumber on the store’s product assortment, helping to ensure the location meets the diverse needs of its customers.

Another popular niche at the Dennis location is key cutting, which has proven to be a highly profitable service. Balancing seasonal products with yearround essentials, Koopman Lumber has created a store that serves as a hub for the local community, offering everything from home improvement supplies to specialty services.

Despite being a relatively new location, the Dennis store has already

exceeded sales projections, particularly in lumber and hardware. Koopman credits the store’s success to its strategic planning and community focus, noting that these efforts have helped the store become a trusted resource for contractors and homeowners alike.

LOOKING AHEAD: EXPANDING ON SUCCESS

The success of the Dennis location serves as a model for Koopman Lumber’s future growth. With plans to explore new locations and product lines, the company is poised to continue expanding its reach while staying true to the values that have defined it for more than 80 years.

“The Beacon Award for Best New Store is a feather in the cap for our employees and is a thank you to them,” Koopman says. “This award confirms that they’re getting it done and doing the right thing. It’s also good for our customers to see we’re being recognized nationally.”

Koopman Lumber’s commitment to community involvement remains true to Peter Koopman’s legacy. The company donates to local sports teams, supports area schools, and even created an advisory board in 2009 to guide financial decisions and evaluate acquisitions. This advisory board, composed of local business leaders, has been instrumental in the company’s steady growth.

Koopman Lumber’s blend of innovative store design, customer-centric

During his remarks after receiving the Beacon Award for Best New Store, Dirk Koopman thanked his employees and distributor, Orgill. “Ever since we’ve been with Orgill, it has been a great relationship from top to bottom,” he said.

services, and deep community ties is a recipe for continued success. As the company looks to the future, it will continue to build on the strong foundation laid by Peter Koopman, ensuring that the values of neighborliness, quality service, and professional expertise remain at the heart of everything they do.

“This award is a testament to what can be accomplished when no one cares who gets the credit,” said Koopman, who acknowledged the four Koopman Lumber employees attending the Beacon Awards. “Ever since we’ve been with Orgill, it has been a great relationship from top to bottom.”

Koopman concluded his remarks saying that both he and his sister have three children who are poised to continue the family retail hardware tradition and that the company will be in good hands for years to come. n

LEGACY EXPANDS WITH COMMUNITY-

CENTRIC, NEW LOCATION

FROM HUMBLE BEGINNINGS IN LEIPSIC, OHIO, TO A STATE-OF-THE-ART STORE IN FINDLAY, OHIO, THE EVERS FAMILY’S COMMITMENT TO CUSTOMER SERVICE, COMMUNITY, AND INNOVATION EARNS THEM THE 2024 BEACON AWARD FOR BEST NEW STORE.

Kevin and Ann Evers never set out to run a hardware store. In 1982, Kevin was working as a cabinetmaker, but when a downturn in the housing market slowed his business, fate intervened. During a visit to a local

Main: Kevin and Ann Evers had a quick introduction to the retail hardware business. Putting in an offer on their local store on a Monday, then taking ownership on a Friday. Since then, sons Jeff and Jay have joined the business.

Left: The Findlay store is a testament to their unwavering dedication to customer service and community, built from the ground up on a nine-acre plot with the guidance of their co-op, Do it Best.

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hardware store, he learned the owner was retiring. By the end of the week, the Evers family had the keys to Village Hardware in Leipsic, Ohio, marking the beginning of a family business now spanning decades.

Fast forward to 2024, and Village Hardware’s second location in Findlay, Ohio, has earned the Evers family the Beacon Award for Best New Store. The Findlay store is a testament to their unwavering dedication to customer service and community, built from the ground up on a nine-acre plot with the guidance of their co-op, Do it Best.

Village Hardware & Home Center in Findlay, Ohio, was built from the ground up with the guidance of their co-op, Do it Best. Here, Jeff Evers, (left) is working with Do it Best territory manager Rick Kramer.

What began as a single store in Leipsic has grown into a thriving enterprise, now run with help from their sons, Jeff and Jay, with a focus on meeting community needs and expanding product offerings.

SEEDS OF GROWTH INTO NEW MARKET

The family’s store in Leipsic saw impressive sales volume, partly

At the Beacon Awards ceremony, from left Dent Johnson, Do it Best executive vice president of operations, and Jeff Evers of Village Hardware & Home Center.

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because of business from nearby Findlay. Regular customers from Findlay, a town of 40,000, often expressed the need for a hardware store closer to home. After paying attention to their customers and relying on market analysis from their co-op, Do it Best, the family explored acquisitions in Findlay, ultimately deciding to build a new store from the ground up.

In 2022, the Evers family began building on a nine-acre plot. With assistance from Do it Best, they optimized the store layout and determined an ideal assortment. Designed with a modern feel and open layout to appeal to today’s shoppers, the store also integrated local historical photos to highlight their community ties.

Village Hardware Findlay held its grand opening in June 2023, and the event welcomed more than 1,000 guests into the store’s new, 19,000-square-foot showroom.

INNOVATIVE TECH, ASSORTMENT PLANNING

Village Hardware & Home Center’s Findlay location combines sustainability and convenience with its modern, customer-focused design.

On the tech side, the Findlay store installed solar panels that now pay for most of its electrical use.

“Using federal tax breaks and incentives, we jumped at the chance to make our new store a little greener,” explains Jeff Evers, Kevin and Ann’s son, who bought into the business. The solar panels handle 89 percent of the store’s electrical usage, significantly reducing costs. “Within our first

month of using it, we’ve saved about $1,500. Figuring in the incentives, we’ll recoup the costs in five to six years.”

Located on a main highway, Village Hardware Findlay is easily accessible for customers. The store stocks a large assortment of products for DIY, farm, ranch, and construction needs. Landscapers, contractors, and builders know Village Hardware for its large selection of mowers, power tools, plumbing, and electrical products.

Just 18 months after breaking ground, Village Hardware Findlay

Being attuned to customer needs, Village Hardware & Home Center developed niches, such as home fireplaces and outdoor firepits. The Beacon Award-winning Findlay store features a vast showroom of fireplaces, firepits, mantels, hearth finishes, and accessories.

held its grand opening in June 2023. The event welcomed more than 1,000 guests into the new, 19,000-square-foot showroom.

“Do it Best made their cost analysis projections, and we’ve already exceeded it,” Jeff says. “We’re up a half

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million in sales than where we projected we’d be in a year.” Regular events, like the weekly Friday Night Out, have garnered large turnouts and increased daily foot traffic.

STRONG NICHES DRIVE SALES

Village Hardware has built its success by identifying niche markets that address the unique needs of its community. From a comprehensive fireplace showroom and grilling department to custom golf cart services, the store has expanded its offerings to meet customer demand and keep them coming back.

Jeff Evers thanked his parents Kevin and Ann Evers for launching the company and credited his co-op Do it Best with helping Village Hardware & Home Center earn a Beacon Award. “I really want to thank the Do it Best development and team, a great group of people who put their heart and soul into designing hardware stores,” he said.

One of Village Hardware’s most prominent niches is home fireplaces and outdoor firepits. The new Findlay store features a vast showroom of fireplaces, firepits, mantels, hearth finishes, and accessories. “We do the complete job, from construction to installation,” says Jeff. “We don’t subcontract anything, because we can do it all ourselves.” This all-inclusive approach

to fireplace installation and remodeling makes them unique in their market, drawing customers from a large area.

The store’s large grilling department features several grill brands and includes a large selection of grill pellets and barbecue accessories. “We invested in a diverse range of spices, seasonings, and barbecue sauces,” Jeff says. “Selling a grill brings them in once, but these items drive repeat sales from grillers and attract culinary enthusiasts.”

Village Hardware’s most unique niche is golf carts. A decade ago, the Evers family noticed the growing popularity of golf carts in Leipsic. Kevin frequently saw golf carts driving through neighborhoods and campgrounds. The category started as a side business, refurbishing used carts.

Village Hardware now is known as the go-to destination for golf carts and offers customizations, such as special logos, lights, and paint jobs.

EXPANDING CUSTOMER BASE

The Evers family continues to reach out and find new segments of the northwest Ohio market.

Village Hardware Findlay’s customer base is 75 percent DIY and farming, and 25 percent contractor, so they utilize a customer loyalty program to draw in those shoppers and keep them coming back.

“If we sell it, we back it up with service,” Jeff says. “This level of support deepens customer relationships and

IF WE SELL IT, WE BACK IT UP WITH SERVICE. “

— Jeff Evers “

sets Village Hardware apart from the big boxes.”

Building relationships within the area’s large industrial base has been key. “We’re in farm country, but we have a large industrial following,” Kevin says. Nearby manufacturing facilities of Marathon Oil, Goodyear, and Whirlpool contribute to their customer base.

Village Hardware also targets contractors, new homeowners, and builders in the rapidly growing Liberty Township. These strategies have enabled them to expand their business and strengthen community ties.

“It’s pretty exciting to know that my family built one of the best hardware stores in the United States,” Jeff says. “I really want to thank the Do it Best development and team, a great group of people who put their heart and soul into designing hardware stores. Also, I want to thank all the vendors here at the conference. It’s amazing to have so many engaged vendors to help grow our business.” n

CRAIG COWART

JOHN SIEGGREEN

CNRG’S BLUEPRINT BLENDS LOCAL BRANDS INTO

A NATIONAL NETWORK

In an exclusive interview, Hardware Connection talked with John Sieggreen, executive vice president of retail at Orgill and president of Central Network Retail Group (CNRG) along with Craig Cowart, chief operating officer of CNRG. The discussion touched on CNRG’s future, the ever-evolving role of technology in retail operations, creating a successful corporate culture, and many other topics.

Sieggreen oversees multiple facets of Orgill’s retail operations. His role spans three main areas: managing CNRG, a multi-brand, multi-format

retailer operating 145 hardware stores, home centers, and lumberyards across 16 states; leading Tyndale Advisors, a consulting group offering fee-based services such as marketing, business advisory, and merchandising to local dealers; and heading Orgill’s Retail Services group, which handles planograms, assortments, and store conversions from other suppliers to Orgill. Sieggreen’s extensive background also includes leadership roles at Wolohan Lumber Co. and BMC West, with experience in mergers, acquisitions, and executive management.

Cowart brings more than 25 years of home improvement industry experience across retail, wholesale distribution, and big-box retailing. Starting his career at Marvin’s Building Materials, Cowart held various

Left: John Sieggreen, executive vice president of retail at Orgill and president of Central Network Retail Group (CNRG)

Right: Craig Cowart, chief operating officer of CNRG

Q&A: THOUGHT LEADERSHIP

leadership roles, including vice president of merchandising and president of Marvin’s. He has also worked at Lowe’s and Handy Hardware and recently served as CEO of Fulcrum Building Group. In his role as COO, Cowart manages the day-to-day operations of CNRG’s 18 brands, focusing on expansion and operational excellence.

CNRG, founded in 2011, is a wholly owned subsidiary of Orgill and combines the strength of local retail brands with the buying power and professional management of a larger organization, positioning it for continued growth across the United States.

Hardware Connection: Let’s take a look back at 2023 first. Any surprises last year or about what you expected?

Sieggreen: We were off in ’23. Our sales suffered from a variety of things along with the industry. We had a couple of other effects that were maybe more unique. For example, Hurricane Ida in late 2021 hit Louisiana. We have a big operation down there. It really didn’t mess up our actual facilities for very long, but it did a lot of damage in and around the area. And so they’ve had two monster years cleaning up through late ’21 and the rest of ’22.

In 2021, CNRG acquired Frattallone’s Ace Hardware in Minneapolis and St. Paul. Such acquisitions also provide a talent pool for CNRG as well, according to Sieggreen.

Q&A: THOUGHT LEADERSHIP

CNRG, a multi-brand, multi-format retailer operating 145 hardware stores, home centers, and lumberyards across 16 states.

So, we were down 35 to 40 percent in that one market alone.

Then we also had lumber deflation after Covid. Eventually, everybody built a porch or painted a bedroom. So, we did see a decent amount of demand slow down. Still, 2023 was a good, solid profitable year for us. But lumber deflation was pretty apparent. Plus, a little bit weaker, wetter spring especially on the West Coast.

Those are probably our three biggest impacts, but we still pulled out a good year—a little down, but definitely something that we are proud of.

HC: Any expansion plans?

Will CNRG add more stores in the near future?

Sieggreen: I’ll let Craig speak to some of the projects we have going on in terms of acquisitions, which as I said, that’s most of our growth. I think we’ve done some 25 or 26 acquisitions over the 12 years since we’ve been in business. We acquired

six stores in ’22, one in ’23. We did a pretty large acquisition in late ’21, acquiring Frattallone’s Ace Hardware in Minneapolis and St. Paul. We’re always looking, so we kind of always have our radar going. All the core reasons why acquisitions are taking place in the industry are still present. Succession planning challenges are still there. So, we’re always looking.

Cowart: We’re trying to work on projects where we could foster some organic growth inside of the brands outside of acquisition. We have some remerchandising efforts going into several stores. By remerchandising, we’re drawing from all the things that they do well, new assortments from Orgill, as well as some unique niche things that we do across the country and other brands that we want to feather in. We’ll be totally rethinking that whole format, mostly on the inside of the store.

HC: How do you incorporate good ideas from one store throughout CNRG?

Cowart: We try to make those things happen organically. We share information all through the year. We have biweekly and monthly touch bases on everything around merchandising and marketing. Those aren’t just at a senior level. We’re bringing in the people that actually buy the planograms, the people that actually

work with the vendors to figure out the new product. They talk every month in a very organized, concerted fashion, presenting ideas to have success in the aisles. We don’t try to push an idea on somebody, so it’s more of an adoption. It’s also on things well beyond products. It could be how you market an endcap, how you use digital instead of print technology and even business processes.

HC: When you’re considering a new acquisition, what do you look for?

Sieggreen: We try to buy companies that are doing well. There’s been some exceptions to that where we’ve had more of a turnaround, but that’s not the norm. I would say that one of the most important things we look for are companies that have strong brand equity in their existing market. We retain the local name of the company. We work hard to really keep the core elements of that business that made it good. We work hard to leave that alone or hopefully enhance it in some fashion, but we don’t want to change it.

With the succession planning problem, there’s a lot of really good companies, good stores and multi-store brands that just don’t have a good option in terms of handing it down to the kids. It’s a good strategy, and we’ve mostly just let those acquisitions happen.

Q&A: THOUGHT LEADERSHIP

HC: How do you strike that balance having the individual brands and maintaining their identity yet being part of the group?

Sieggreen: I think some of it is communication. We get together three or four times a year and have meetings where all of our brands will present to each other. But it is a balance. We strongly believe in maintaining their identity even though they’re separate brands. We’re one company, not a holding company with multiple entities beneath. These guys know they’re part of one team and it’s part of Craig’s job and my job to make

CNRG has biweekly and monthly touch bases on everything around merchandising and marketing with employees who buy the planograms and work the vendors.

“They talk every month in a very organized, concerted fashion, presenting ideas to have success in the aisles,” Sieggreen says.

sure that we don’t interfere with their ability to serve their core customers. Because, for example, if we dictated a product line or certain discount structure for professionals, whatever, that might be great for one brand, but it might be very wrong for another and be very detrimental to the ultimate success of that brand.

Cowart: We’re also trying to do more in terms of some of the backend

so that our processes are more standard, so that we can have easier operating procedures for training down the line. So, if we train somebody in Texas, they could go work in the Carolinas.

HC: Describe your leadership style and what kind of culture do you try to foster within the group?

Sieggreen: We are very much a collaborative business.

Cowart: John and I get together quite often. We hire good people. We want to not only create good leaders, but also create an environment where tomorrow’s leaders are going to have a chance to be noticed and given a chance to succeed. We want the same people that were running good businesses before an acquisition to continue to do that with us, such as Mike Frattallone with Frattallone’s Ace Hardware. Quite frankly, that gives us this incredible talent pool of what we’d call local talent. There are people in key corporate positions in our company who started out as staff accountants at one brand and now they’re managing certain aspects of our entire business.

Sieggreen: In a three- or four-store company, these people were at the pinnacle of where they could go, but now they have more areas that they can consider growing in and they don’t have to move. What Craig said

is very true: If you went down the list of our administrative leaders, whether it’s HR or financial, almost all come from one of our brands.

HC: How has technology changed what you do? What’s been the biggest impact?

Sieggreen: I don’t know if there’s an area where it hasn’t impacted. We’re utilizing technology to help in just about every area. We’re utilizing AI with loss prevention software in order to help us spot trends that we would’ve otherwise missed. We’re utilizing new tech partners to develop the best websites so we can do customer fulfillment and data management in a more seamless way. In the last couple years, we’ve made a huge rise in being able to look at our data across our brands to spot trends and differences. Before, it took a lot of work to get on a common SKU base, even to get on common systems. We can look across the whole breadth of what we operate and make decisions that we would have had a hard time making just a few years ago. That really helps us in that goal of being more of a team. When we talk about housewares, for example, we talk about the same set of SKUs comprising that department, whereas five years ago, I might’ve asked that question of two brands and gotten a totally different definition of what is even in the department. n

ACE ELEVATE

INSIDE LOOK AT ACE’S ELEVATE CONCEPT STORE

THE CO-OP AIMS TO TRANSFORM CUSTOMER EXPERIENCE WITH A $1 BILLION INVESTMENT AND PLANS TO REMODEL 1,900 STORES OVER FIVE YEARS WITH ACE’S ELEVATE CONCEPT THAT INTRODUCES IMMERSIVE, BRAND-FOCUSED SPACES AND COMMUNITYCENTRIC FOCUS.

Ace Hardware’s new Elevate Ace store concept is built on data-driven insights designed to optimize the customer purchase funnel. By analyzing consumer behavior and decision-making processes, Ace has identified key points in the customer journey—brand loyalty, product

Above: The fully built-out, 13,000-square-foot Elevate Ace model store was unveiled on the Ace Convention floor in Chicago. This immersive concept, part of a $1 billion investment plan, showcased significant improvements in sales with overall sales up 11 percent in pilot stores.

immersion, and convenience—that influence buying decisions.

Launched at the 2024 Ace Fall Convention in Chicago this past August, the experiential store model aims to enhance customer engagement and boost sales by focusing on four key categories: home preservation, paint, power tools, backyards and barbecue. Designed to be more than just a place to shop, Elevate Ace creates an immersive, community-centered experience.

“With Elevate Ace, we are setting a new industry standard,” says Ace Hardware President and CEO John Venhuizen. “We believe in the power

The Traeger section in the Elevate Ace store provides an immersive shopping experience, featuring grills, rubs, and accessories in a dedicated space, allowing customers to fully engage with the brand and enhance their grilling experience.

of local, and this initiative strengthens our community ties by creating experiential spaces that are not only places to shop but also places to connect. Our neighbors will benefit from locally relevant, premium products, expert advice, and immersive retail innovation.”

Ace plans to invest over $1 billion in new stores and remodels over the next five years, with 1,900 stores adopting elements of the Elevate model. This

The outdoor living section of the Elevate Ace store features live goods displays, outdoor kitchens, and patio furniture, transforming the space into a community hub with weekend grilling demos and cooking classes that inspire and engage customers.

massive rollout reflects Ace’s belief in the effectiveness of the Elevate Ace concept.

In six pilot locations, grilling is up 35 percent versus control stores; power tool sales are up 50 percent versus control, and, as a whole, the new store model is up 11 percent in sales and 5 percent in profit, according to Dale Fennel, Ace’s vice president of merchandising operations,

ACE ELEVATE

during a tour of a fully built-out, 13,000-square-foot model store on the Ace Convention floor in Chicago this past August.

THE EXPERIENCE-DRIVEN RETAIL TREND

Elevate Ace takes inspiration from successful experiential retailers such as Sephora, Dick’s Sporting Goods and Best Buy. In these retailers’ shopping environments, customers are not just browsing products—they are interacting with them, testing them out, and learning how to integrate them into their lives. This shift toward creating a brand-immersive shopping environment is central to the Ace new concept’s design.

“The Elevate Ace concept is more than just a store; it’s about creating a space where customers can connect— with our red-vested heroes, with top brands, and with their community,” Fennel says. “It’s about enhancing the customer experience by engaging all five senses.”

For independent retailers, adopting elements of this experience-first approach could be a powerful way to differentiate from big-box stores and online competitors. Creating dedicated spaces for product categories and encouraging hands-on interaction can deepen customer loyalty and drive repeat visits.

ELEVATING KEY BRANDS

One of the most significant changes introduced by the Elevate model is the brand-immersive experience. Ace has selected 12 exclusive best brands that drive growth including companies such as Weber, Traeger, Milwaukee, DeWalt, and Stihl at the forefront. Each brand is showcased in its own dedicated section of the store, offering customers a more focused and immersive shopping experience.

For example, in the backyard and barbecue section, customers can explore a “Traeger Store” within the Ace location, complete with grills, rubs, accessories, and everything needed for a premium grilling experience. “We want customers to feel like they’re stepping into a Traeger

The Elevate Ace store highlights DeWalt and Milwaukee tools in dedicated sections, capitalizing on strong brand loyalty. Customers committed to a brand often expand their tool collections, driving sales through brand immersion and engagement.

showroom,” Fennel says. “By eliminating distractions and immersing customers in the essence of the brand, we enhance their shopping experience and drive brand loyalty.” This approach capitalizes on brand loyalty, which is particularly strong in categories such as power tools and outdoor equipment. “When customers invest in a Milwaukee battery platform, they’re often committed to that brand for future purchases,” Fennel notes. This logic applies across the new store concept: once a customer is dedicated to a particular brand, they are

ACE ELEVATE

less likely to compare alternatives and more likely to build out their collection from that same brand.

For independent retailers, the takeaway is clear: brand immersion sells. Retailers who feature strong, well-known brands prominently in their stores— while ensuring there is space for customers to engage with the products— can see a significant impact on sales.

DATA-DRIVEN MERCHANDISING

Before committing to these 12 specific brands, Ace did a deep dive into consumer buying habits. For other categories and products where customer shopping habits were based more on price, the merchandising remains similar to a traditional hardware store setup.

Elevate Ace is built on consumer insight and data gathered from more than 5,000 Ace stores. Ace’s incremental growth this past year – which Fennel cites as 36 percent – came from these 12 brands that grew 109 percent faster than the rest of the store.

“Everything starts for us with the consumer,” Fennel says. “We look at the consumer decision tree, which helps us understand when brand loyalty plays a key role in a purchase and when other factors, like price or features, are more important.”

This data-driven approach is essential for effective merchandising. For example, items where brand is lower

on the decision tree, such as tape measures or hand tools, are grouped by category, allowing customers to compare different brands side by side. But for high-loyalty categories like power tools, products are organized by brand to strengthen the connection between customers and their preferred lines.

This is a key insight for hardware retailers: understanding where your customers prioritize brand loyalty versus functionality can inform more effective store layouts and displays, ultimately leading to higher sales.

CONNECTING ONLINE AND IN-STORE EXPERIENCES

Another innovation introduced through Elevate Ace is the seamless integration of online and in-store shopping. The buy-online-pickup-in-store (BOPIS) feature has been optimized, with dedicated cabinets making the process fast and efficient. “We want to make sure customers can get exactly what they want, whether it’s in stock or needs to be ordered,” Fennel says.

Retailers who streamline the online ordering and in-store pickup experience—offering quick access and reducing the friction of shopping across channels—can capitalize on growing consumer demand for convenience. Elevate Ace’s model shows that online and in-store experiences don’t have to be separate; they can complement one another.

ENHANCING THE BACKYARD EXPERIENCE

The outdoor garden center is another example of Elevate Ace’s experiential focus. This area features live goods displays, outdoor kitchen setups, and patio furniture, with weekend grilling demos and cooking classes that turn shopping into a community event. Not all stores have the space for such an elaborate setup, but the idea behind it is adaptable: creating a space for events and demonstrations that inspire customers. For smaller independent stores, a similar effect can be achieved by hosting DIY workshops, demonstrations, or community events—anything that encourages customers to spend more time in the store and view it as a resource beyond just products.

The buy-online-pickup-in-store (BOPIS) feature in the Ace Elevate store includes cabinets by the checkout, ensuring a quick and seamless pickup process which enhances convenience for online shoppers.

SECURITY AND EFFICIENCY

Ace has also implemented innovative solutions for reducing theft. Highvalue, high-theft items like power tool batteries are represented by cards that customers take to the register, rather than having the product on the shelf. This approach minimizes shrinkage while ensuring the customer can still see and choose from available products.

By embracing anti-theft technologies and strategies like this, retailers can safeguard their margins while improving the customer experience. n

PRODUCT SPOTLIGHT

SASHCO CORE 4 ROLLING RACK DISPLAY

• Optimized product displays to make the most of space while providing visually appealing merchandising.

• Can be displayed as an end cap or in tight spaces.

• Tool-free assembly system means quick, easy assembly.

• Videos available with step-by-step set-up instructions.

• Includes four shelves and full graphics kit.

• Caster wheels enable display to be moved and placed anywhere desired within store.

• Able to display brands including Lexel, shown here.

• Comprehensive dealer support available, including catalog with product images and descriptions.

• Applications include dash and door panel work, in addition to everyday uses such as opening packaging.

• Available in red or green handles.

• Includes a straight and curved pry bar, both with 3/16-inch blades and an overall length of 5 inches.

• Vibrantly colored handles ensure easy tool identification.

• Compact design is ideal for working in tight spaces.

• Superior comfort and grip with ergonomically designed handles, made from high-tensile strength Nylon 6.

• Backed by a lifetime warranty.

• Made from hardened and tempered alloy steel with a black oxide finish to prevent rust.

MIDWEST FASTENER TORQUEMASTER ANCHORS

• Excellent for use in indoor and outdoor applications.

• Star-drive concrete screws eliminate cam-out.

• Serrated washer head for a secure grip to the install surface.

• Serrated threads for superior hold to concrete.

• Hardened alloy steel eliminates breaking.

• Superior exterior coating suitable for ACQ lumber.

• Available in a number of display options, including counter, hanging packs, and bulk displays.

• Water-activated lure, safe around children and pets.

• Does not use any killing agents or poisons.

• Lures flies with food and feed-grade ingredients, then traps the insects until they expire on their own.

• Just add warm water, then lure pouch dissolves and activates quickly. •

•

IN THE NEWS

Q2 RESULTS, EMERGING TRENDS POINT TO NEED FOR BEING NIMBLE

In the changing landscape of the home improvement industry, independent retailers may look to focus on professional contractors and strategically manage expenses.

AI-driven pricing tools are revolutionizing how lumberyards set prices, allowing customer-specific adjustments that increase profitability. With competitors like Home Depot frequently altering prices, these tools use customer behavior data to optimize pricing strategies. As operating costs rise faster than sales, Webb Analytics advises lumberyards to focus on improving profit margins rather than relying solely on sales growth.

Traditional cost-cutting may no longer be enough, and closely monitoring

NEW STORES

• Nation’s Best acquired Huntington Lumber & Supply Co. in Hazlehurst, Miss. Nation’s Best now owns and operates 60 locations in 18 states.

• A 2023 Beacon Award winner, Carr Hardware, is investing $400,000 in a remodel of its downtown Pittsfield location this fall. The store, which will remain open throughout the renovation, will feature expanded product offerings and a refreshed shopping experience.

expenses will be key to maintaining profitability as lumber prices fall and sales slow post-pandemic.

Q2 2024 earnings reports reflect the challenges across the home improvement sector. Home Depot saw a slight sales increase but a drop in global comparable-store sales, while Lowe’s reported a significant decline in DIY sales, countered by growth in its pro segment. Tractor Supply posted a modest sales increase, driven by strong customer relationships. In contrast, Ace Hardware Corp. reported record second-quarter revenue of $2.7 billion, a 3.1 percent increase from the prior year, despite a decrease in net income due to rising marketing and retail costs.

• Hillsboro, Ore.-based buildingmaterial supplier PARR announced the acquisition of Rochester True

Value Hardware & Lumber in Rochester, Wash., marking its 25th lumberyard.

• Thomae Lumber, a prominent building materials supplier in Billings and Laurel, Montana, rebranded as Mead Lumber this past August. Also, Triple “S” Building Center, an Omaha, Neb.based building materials supplier in Butte, Mont., since 1988, has also been rebranded as Mead Lumber. These changes mark a step in unifying Mead Lumber’s brand identity. The name change is part of Mead Lumber’s broader rebranding initiative, aiming to unify its identity across its 53 locations.

• Westminster, Mass.-based Aubuchon Company is set to acquire four Ace Hardware stores in Pennsylvania that are part of the Mott Family of Ace Stores. The acquisition will close in October 2024, bringing Aubuchon’s total to 123 stores across nine states.

• Ace Hardware Daytona Beach in Daytona Beach, Fla., had a grand opening on Aug. 30-31. Lakewood Ace Hardware in Lakewood, Calif, will open Sept. 20.

• Rural King will open a store in Conover, N.C., with grand opening ceremonies to take place Sept. 20-22.

• Greenville, N.Y.-based GNH Lumber has rebranded its

company to GNH Lumber & Home.

• Carter Lumber, headquartered in Kent, Ohio, has opened a new fullservice lumberyard in Columbia, S.C., expanding its reach in southern markets.

• Floor & Decor, a retailer specializing in hard-surface flooring for homeowners and professionals, has announced that its eighth warehouse location in Bailey’s Crossroads, Va., will open Sept. 19.

KUDOS

• Newport Beach, Calif.-based Crown Ace Hardware donated $3,000 to the Hawaii Lifeguard Association that was raised by Island Ace Hardware customers.

• McCoy’s Building Supply, based in San Marcos, Texas, has made a $225,000 contribution with the Battleship Texas Foundation to the “Bring Her Home” Restoration Campaign to make the battleship Texas into a museum and visitor attraction.

IN THE NEWS

• Dibble True Value Hardware in Buffalo, N.Y., has been selected as the 61st Senate District Small Business of the Month for July.

• Channellock has announced Central Wisconsin Christian School as the winner of its sixth annual Trade School Trade-Up Competition. The school’s industrial education program will receive a $5,000 cash prize, a complete set of CHANNELLOCK® tools, and a classroom makeover.

• Klem’s, a Spencer, Mass.-based home improvement retailer, celebrates 75 years in business.

• Westlake Ace Hardware has launched a new charitable partnership with City of Hope, a leading cancer research and treatment organization. This September, select Ace locations will host a “round up” fundraising drive, allowing customers to support City of Hope’s life-saving work at cancer centers across the U.S.

• Dolgeville School in Dolgeville, N.Y., was selected as the winner of a paint grant after Zipp Hardware nominated the school for a grant from the True Value Foundation Painting a Brighter Future program

• Harlan Hardware in Harlan, Iowa, provided financial support and expertise to help local high school students create an art installation in the crosswalks of the Harlan Historic Downtown.

• Andy Amrhein, owner of Evey True Value in Bethel Park, Pa., donated supplies for Grace’s Garden, which donates crops donated to The Purple Door Food Pantry at Carlow University in the Oakland section of Pittsburgh.

PEOPLE ON THE MOVE

• In July, Do it Best announced the appointment of Randy Rusk as the new executive director of the Do it Best Foundation. In this newly created role, Rusk will focus on expanding the Foundation’s impact and presence in the communities it serves.

• After a fire at Farmer’s True Value Hardware in Rayne, La., the community and Krewe de Joie de Vie held a raffle to raise money for the Simoneaux family, owners of the store.

• Do it Best has appointed Kerry Hasselbach as its new director of marketing. With more than 20 years of experience, Hasselbach has a strong track record in leadership roles across the home and retail industries.

• Do it Best hired Lauren Wilson as the new division purchasing

Randy Rusk

Kerry Hasselbach

manager of building materials. In her new role, Wilson will be instrumental in enhancing Do it Best’s long-term, programdriven procurement process.

• Bliffert Lumber promoted Josh Brown to chief operating officer. Brown began his 23year career at Bliffert Lumber in 2001, working in several positions including sales, estimator, manager, and executive vice president. Bliffert Lumber has 14 locations and 400 employees.

• Beginning Jan. 1, 2025, Jon Michael Adinolfi, Hillman’s current chief operating officer, will transition to the role of president and chief executive officer; and Doug Cahill, Hillman’s current chairman, president, and chief executive officer, will transition to the role of executive chairman.

• US LBM announced the appointment of Jeff Wood as senior vice president of supply chain. Wood will lead US LBM’s building materials sourcing, procurement strategy, and supply chain operations.

has promoted Tedd Cartwright to purchasing manager, overseeing the Treated Lumber, Southern Yellow Pine, and Components/B2B departments.

• Sunshine Ace Hardware in Florida has promoted Peter Kennedy to store manager of its Ave Maria location, which is expected to open this fall.

• At Kodiak Building Partners, Chad Finnigan, vice president of IT and cybersecurity, and Andrew Roise, vice president of enterprise applications, will take over IT leadership after chief information officer Brad Becker retires at the end of 2024.

• Atlanta-based Bluelinx named Trent Garrison general manager of branches in Dallas and Ft. Worth and named Tony Trenberth as general manager for Aitkin and Duluth, Minn., markets.

• LMC, headquartered in Wayne, Pa.,

• ECI Software Solutions has appointed Ray Wizbowski as its new chief marketing officer. With more than 20 years of marketing experience, Wizbowski will lead ECI’s marketing strategy, driving brand

Josh Brown

Lauren Wilson

Ray Wizbowski

Jeff Wood

IN THE NEWS

growth and enhancing customer engagement.

• Zircon Corporation has named Ryan McDowell as vice president of national accounts and global product management. With more than a decade of product management and engineering experience, McDowell will lead sales and product initiatives for the company.

• Stanley Black & Decker appointed of Deborah Wintner as senior vice president and chief human resources Officer (CHRO). Wintner, who previously served as SVP of human resource operations and CHRO for tools and outdoor, will now oversee the company’s global HR strategy, talent management, and compensation.

WHOLESALER, MANUFACTURER NEWS

• ECI Software Solutions has been honored with the 2024 Tech Cares Award from TrustRadius for its exceptional Corporate Social Responsibility (CSR) initiatives. This award highlights ECI’s commitment to community support, employee well-being, and impactful volunteerism. Key initiatives include the ECI Cares Program for financial assistance, the Community Heartbeat Program supporting social causes, and the annual Global Well-Being Day.

• In other ECI Software Solutions news, the company completed its acquisition of Khameleon Software, a cloud-based ERP (enterprise resource planning) software company supporting the unique needs of project-based dealers.

• Sika, the manufacturer of bonding, sealing, damping, reinforcing, and protection products, announced the opening of its Marion

• Do it Best recently announced its 2024 Vendor of the Year award winners, recognizing top partners across various categories. Notable winners include Freud & Diablo for Overall Sales Growth, Leviton Manufacturing for Supply Chain Excellence, and Reliance Water Heaters for Outstanding Products & Services. Other honorees include Simpson Strong-Tie for Building Materials and Milwaukee Tool for Electrical.

Ryan McDowell

Deborah Wintner

Regional Distribution Center, a 150,000-square-foot facility in Marion, Ohio.

• Shurtape Technologies awarded two $15,000 scholarships to the top winners of its Stuck at Prom Scholarships. Monica Walsh from Dryden, Ontario, and Isaac Cervantes from Pilot Point, Texas, were grand prize winners.

• Everest Ice and Water Systems has ranked on the Inc. 5000 list for the fourth year in a row, coming in this year at No. 405.

• Five leading Portland, Oregon, knife manufacturers—Benchmade, CRKT, Gerber Gear, Leatherman and STEELPORT Knife Co. have announced the formation of the Portland Knife Center of Excellence.

• True Value has once again partnered with IROC (International Race of Champions) as title sponsor of the IROC Series.

• US LBM has acquired Nix Door and Hardware, a Dallas-Fort Worth-based provider of custom building products and services, expanding US LBM’s Texas Building Supply division’s offerings in windows, doors, fireplaces, and home automation systems. Also, US LBM recently acquired Gregory Door & Window, located in Breckenridge, Colo.

• LL Flooring, formerly known as Lumber Liquidators, has

secured a last-minute deal with F9 Investments to sell 219 stores, reversing its previous plan to shut down operations. F9, led by Lumber Liquidators founder Tom Sullivan, plans to reopen the acquired stores under the Lumber Liquidators brand.

IN MEMORIUM

• Daniel Kuhlman, 82, passed away Sept. 9 in Grand Forks, N.D. Kuhlman served at Acme Tools president for more than 50 years and started Acme Rents, which became Acme Equipment and expanded the company through a mail order division. An avid entrepreneur and innovator, Kuhlman also pushed for the company to expand into online sales.

• Former FoxworthGalbraith owner, Walter Foxworth, 89, passed away Aug. 2. During his career he was very involved in the lumber and building materials industry and served as the chairman of the National Lumber and Building Materials Dealers Association and a Lifetime Achievement Award recipient from the Lumber Association of Texas.

• Leonard Hart, 89, of Saugus, Mass., passed away on Aug. 6. Hart owned Hart’s Hardware in Wakefield, Mass.

Walter Foxworth

IN THE NEWS

• Patricia Meikle, known as Pat, passed away Aug. 9, 2024, in Madison, Wis., at the age of 85. In 1977, Pat and her husband Bob opened Northside True Value Hardware Store and worked together until her passing.

• Robert Miller, 96, passed away July 17 in Winter Park, Fla. Bob operated Miller’s Hardware in Winter Park until 2011. Miller served on the Florida-Georgia Hardware Association board of directors and was inducted into their Hall of Fame in 1991.

• Marvin Raveill, 95, owner of Raveill True Value Hardware, passed away Aug. 6 in Bellevue, Neb.

• Richard Tracy Jr., 78, passed away Sept. 4 in Brattleboro, Vt. Tracy owned and operated H.W. Taylor’s True Value Hardware in Hinsdale, Vt.

• Harold Waechter, 84, passed away Aug. 9, in Wichita, Kan. He and his family owned businesses in the Wichita area, including True Value hardware stores.

FOR THE FULL STORY

• With the theme “Growth Mode: Activated,” the Do it Best Fall Market at the Indiana Convention Center in Indianapolis, September 6-9, featured more than 100,000 products, including 3,300 new

During the Do it Best Shareholders Meeting, President and CEO Dan Starr touted the company’s nearly $4.6 billion in sales and record-breaking $352.6 million in gross profit for fiscal year 2024, despite a 4 percent year-over-year decline in sales.

items and more than 120 new vendors. Read more here .

• The Ace Hardware Fall Convention in Chicago, August 8-10 had a big, dramatic opening with the Centennial Celebration in Wintrust Arena. More than 7,000 people witnessed and participated in the flurry of sights, sounds, and performances during the convention’s opening event. For full coverage, read this article.

• Steve Henry, House-Hasson president and CEO, announced the distributor will move to a larger space, the Charlotte Convention Center in Charlotte, N.C., for its Fall Dealer Market, Oct. 10-12. This move reflects the company’s recent and growth after acquiring Toledobased distributor BostwickBraun. For the full story, visit Hardware Connection’s article.

UPCOMING EVENTS

OCTOBER

Equip Exposition

October 15-18, Kentucky Exposition Center, Louisville, Ky.

House-Hasson Hardware Fall Dealer Market

October 10-12, Charlotte Convention Center, Charlotte, N.C.

LBM Advantage Fall Planning Conference

October 28-30, Encore Boston, Boston

LMC Expo

October 23-25, Philadelphia Marriott Downtown, Philadelphia

Wallace Hardware Fall Dealer Market

October 2-3, Sevierville Convention Center, Sevierville, Tenn.

NOVEMBER

ECI’s Connect Conference

November 11-13, Gaylord Texan Resort & Convention Center, Grapevine, Texas

Hardlines Distribution Alliance

Executive Planning Conference

November 19-21, Westin La Paloma Resort & Spa, Tucson, Ariz.

North American Wholesale

Lumber Association (AWLA)

Traders Market

November 13-15, Phoenix Convention Center, Phoenix, Ariz.

Orgill Winter Online Buying Event

November 4-17

DECEMBER

Nebraska BLD Connection Conference

December 11, Embassy Suites, La Vista, Neb.

JANUARY

2025

House-Hasson Hardware Spring Dealer Market

January 30-February 1, Gaylord Opryland Resort, Nashville, Tenn.

Mid-States Winter Rendezvous

January 15-17, Phoenix Convention Center, Phoenix, Ariz.

World of Concrete

January 20-23, Las Vegas Convention Center, Las Vegas, Nev.

FEBRUARY

2025

International Builders Show

February 25-27, Las Vegas Convention Center, Las Vegas, Nev.

Monroe Hardware

February 12-15, Myrtle Beah Convention Center, Myrtle Beach, S.C.

Orgill Spring Dealer Market

February 20-22, Ernest N. Morial Convention Center, New Orleans

MARCH

2025

Ace Hardware Spring Convention

March 4-6, Henry B. Gonzalez Convention Center, San Antonio

Do it Best Spring Market

March 21-23, Orange County Convention Center, Orlando, Fla.

National Hardware Show

March 18-20, Las Vegas Convention Center, Las Vegas

True Value Reunion

March 16-18, Denver Convention Center, Denver

For a complete listing of calendar dates, click here.

CATEGORY REPORT

TOILET REPAIR

Source: Epicor’s Industry Data Analytics

Epicor’s Industry Data Analytics tracking information is based on sales from a representative sample of hardlines retailers located throughout the U S For more information, call 512-278-5800 or email epicorindustryanalytics@epicor com

TOILET REPAIR MERCHANDISING

Upper left: Jerry’s Paint and Hardware, Narragansett, R.I.

Lower left: Oak Knolls Hardware, Orcutt, Calif.

Upper right: Central Discount, Martin, Ky.

Lower right: Wilkes County Hardware, Wilkesboro, N.C.

CATEGORY REPORT

TOILET REPAIR GAME CHANGER: FLUIDMASTER’S 2”/3” FLAPPER

At some point, every hardware retailer who sells plumbing repair products has done the same thing: Stapled the packaging of a toilet flapper closed and then returned it to the shelf because the customer bought the wrong size. For toilet flappers, an inch matters. When customers buy the wrong size, it’s frustrating for everyone involved in the transaction.

Fluidmaster has just changed the game with its new Super Flapper, which is a universal flapper that can be used to replace both 2-inch and 3-inch toilet flappers. By quickly changing the configuration of the new Fluidmaster flapper, this new toilet repair product can fit just about any toilet.

The packaging includes a measuring tool to ensure customers know which size the Super Flapper should be set to. Adjusting between a 2-inch or 3-inch flapper only takes a few seconds.

In addition to the single package Super Flapper, complete toilet repair kits are available that include the Super Flapper.

The Super Flapper can also customize flush performance for the best flush. The flapper allows customers to adjust water usage by a simple turn of a dial. The ability to customize your flush will not only conserve water but help promote an eco-friendly flush.

Upper: In seconds, homeowners or pro plumbers can adjust the Super Flapper between its 2-inch version and 3-inch version.

Middle: Two-inch configuration of the Super Flapper

Lower: Three-inch configuration of the Super Flapper

Hardware stores turn up the heat with car shows that feature everything from vintage classics to tricked-out hot rods. Share your love of engines, chrome, and community fun— send pictures of your car shows to doug@thehardwareconnection.com.

Ohio

Baller Hardware, Los Angeles, Calif.

Nikiski Hardware, Keni, Alaska

Madden’s Ace Hardware, Asheville, N.C.

Crown Ace Hardware, Huntington Beach, Calif.

Nyberg’s Ace Hardware, Sioux Falls, S.D.

Providence Home Center, Providence, Ky.

Pini Hardware, Novato, Calif.

Curtis Lumber, Ballston Spa, N.Y.

BEHIND THE NUMBERS

$224 Billion

The swipe fees big banks and card networks charge merchants to process credit and debit card transactions totaled $224 billion, according to Merchants Payments Coalition (MPC), based on research from consulting firm CMSPI.

1/3+

The swipe fee chargers were about onethird more than previously thought. “This report shows that the cost of swipe fees is much higher than previously known and that the impact on small businesses and consumers is far more severe,” said Jennifer Hatcher, MPC executive committee member.

2.94%

Visa and Mastercard credit card swipe fees averaged 2.94% of the transaction amount last year, according to Merchants Payment Coalition.

2nd

After the cost of labor, swipe fees, which typically range from 2 percent to 4 percent, are merchants’ highest operating cost and are often built into pricing, raising costs for consumers.

$1,700

The amount that the average U.S. family pays in swipe fees has more than doubled during the past decade and is now about $1,700 a year, according to CMSPI research.

$16 billion

Congress is considering the Credit Card Competition Act, which is aimed at reducing swipe fees. Instead of price-fix swipe fees, the legislation would require banks with $100 billion or more in assets to compete over fees, which MPC estimates could save consumers and businesses $16 billion.