Hardware Connection September/October 2022

Shining Spotlighttheon the Best New Stores

Efficient Service, Dedicated Operators

COMMITTED TO THE LAST MILE

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Publisher/Principal: Craig Cope craig@thehardwareconnection.com 804-690-0666

Editor/Founder/Principal: Chris Jensen chris@thehardwareconnection.com 317-514-8864

Marketing & Creative Director/Principal: Dan Akers dan@thehardwareconnection.com 317-797-6609

Founder/Principal: Tom Chasteen tom@thehardwareconnection.com 305-852-6126 Senior Business Advisor: John Hammond jhammond@thehardwareconnection.com National Account Manager: Dan Beck dbeck@thehardwareconnection.com 518-852-9624

Contributing Writers: Doug Donaldson, Gary Pittsford, John Fix III The

By Chris Jensen

Dreaming Big is the Best Way to Grow

Successful retailers enjoy success because they excel at making calculated risks. Lots of stores have failed that opened behind the power of slam-dunk market research that supposedly proved the stores’ can’t-miss potential. Market research is never going to be able to predict how good a particular retailer will be at executing the details of retail.

This issue shines the spotlight on four high-performance retailers who were honored with the 2022 Beacon Award. Vassar Building Center in Michigan deserves special mention, because Owners Mike and Brenda MacKay opened their new store—double the size of the old store—in October 2020. The single biggest, most expensive move in company history had to be executed in the middle of a pandemic. The pandemic slowed construction a little, but the MacKays were sold on the transformative power of expanding into this beautiful new building.

Mike says they never hesitated in reaching a consensus to go ahead with this big decision, because they had faith in their supplier (Do it Best) who would be drawing up the store plans, they had faith in their own ability to

manage a bigger store and they had faith in their staff to raise the bar in their performance. Success was not guaranteed, as there was no way of knowing if the community would support a much bigger store.

The performance of the MacKays’ new store has exceeded their wildest dreams—for them, winning the Beacon Award is just the icing on the cake. The lesson for other retailers is that no business becomes successful on its own—it takes a village of suppliers, associates, family members and customers.

The MacKays were being held back by a small, older store that couldn’t meet the needs of their community. They weren’t being held back by their abilities as retailers. Dream big and let others join you on the journey. You just might discover your business can climb to even higher heights.

Turn to page 42 to read the profiles of our 2022 Beacon Award winners. I bet you will find many similarities to the challenges these retailers faced and what they did to overcome. It might even lead you down the path to your own turn up on stage accepting congratulations as a future winner of the Beacon Award. n

Do it Best provides the freedom to grow your business your way. Better yet, you can reinvest your record-breaking rebate to make it happen. Expand your sales floor to attract new customers. Use powerful Do it Best ecommerce tools to create a dynamic online shopping experience. Maximize your market share with a full store reset. Acquire a new location or build one from the ground up.

No matter which growth strategy is right for you, Do it Best stands ready with the resources, support, and guidance of the only total solution in the independent home improvement industry.

The time has never been better to take the next step in your business growth plan. Call us today at 888-DO-IT-BEST (888-364-8237) or visit doitbestonline.com.

trend watch

By Craig Cope

The Hardware Conference Really Is Where Relationships Are Formed

The 34th anniversary of The Hardware Conference at the JW Marriott Marco Island Beach Resort is officially in the books. Each year’s Conference has its unique memories and at times challenges, but this year I will always remember two specific moments. The first was watching the custom-built Procell Jeep Wrangler 6x6, diesel-powered monster, rolling on 38″ tires entering the ballroom during set-up—it was the talk of the hotel. The second moment came Sunday when the open dialogue session focused on expanding the Hardware Conference.

The Conference began on Thursday, August 18 with Epicor hosting a full day of hands-on POS training concluding with a cocktail reception featuring beautiful views of the Gulf of Mexico. Friday was reserved for wholesaler luncheons, followed by two breakout session hosted by the Cybersecurity & Infrastructure Security Agency and Vericast. The night was capped off with the Beacon Awards cocktail reception and awards banquet.

Saturday began with breakfast and opening of the exhibit hall, giving retailers the ability to interact with vendors in a casual environment. Upon the completion of the exhibit time the audience convened for a panel discussion with Beacon Award retailers. Saturday afternoon is left open

for everyone to enjoy scheduled excursions or free time. The night concludes with a cocktail reception, dinner and auction to support the Nicklaus Children’s Hospital Foundation.

Each year after the completion of the Conference our team meets to discuss ways to enhance and expand the reach of the event. This year’s brainstorming session took place during Sunday’s open dialogue session with retailers, vendors and wholesalers offering their perspective and advice. I was blown away by the experience and impact of the Conference!

Here is a group of paying participants passionately discussing ways to enhance an event, with everyone expressing the important role events like The Hardware Conference play in the independent hardware channel.

The most common question we hear is “exactly what is the Hardware Conference?” Is it a traditional trade show with exhibitors, an educational event, an awards banquet, a networking opportunity or a charity fundraiser? My answer is a simple “yes, but it’s more complicated.”

The most difficult part of running the Conference has always been capturing everything the event embodies and effectively communicating that to the industry.

Sunday’s conversation offered ideas for additional breakout sessions,

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product training seminars, a Conference Ambassador program and an emphasis on new products/technology. My mind was flooded with outstanding ideas, but still no closer to answering the biggest question: how to effectively communicate and market future Conferences. Little did I know the answer would come in the form of an email a few days later from Beacon Award winner Mike MacKay of Vassar Building Center. Mike summed up the Conference best in a thank you note to Shanti and me: “Brenda and I had a great time and I felt the need to let you know we appreciated it. I learned a lot more about the Hardware Conference and some of the awesome things you guys do to support the Nicklaus Children’s Hospital Foundation.

We met some very nice people and I’m thankful the Conference brought us all together. The Hardware Conference “Where Relationships are Formed” could never be more true. What a great mission statement!”

His message embodies everything about the Hardware Conference and most importantly it was from a participant. As Shanti and I begin working on the 35th anniversary of the Hardware Conference to incorporate many of the great ideas discussed Sunday, we will keep Mike’s message in the forefront of our mind. Stay tuned for future announcements. In the meantime, mark your calendar for next year’s Conference August 18-20 at the JW Marco Island Beach Resort in Marco Island, Fla. ■

Thousands

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Service counts and knowledgeable dealers are part of the STIHL difference. With 90,000 online reviews and counting, STIHL Dealers have an average 4.8 star rating and customers overwhelmingly say they would recommend their dealer to others. Thank you for your dedication and the essential services you provide your community. Together, we are STIHL Strong.

“The staff was helpful in assuring I got the best product to meet my needs.”

— Barry

NO-DRIP LUBRICATION

10 compelling reAsons to choose cloud erp noW

Whether you’re just exploring cloud-based solutions, or ready to make the change, these 10 simple benefits make a strong case for beginning—or accelerating— your journey to the cloud.

1. build Agility And resilience

Digital technologies enable you to monitor performance more precisely, so you can identify challenges and opportunities sooner. Better data analytics make your business more agile and resilient.

2. profit from predictAble, mAnAged costs

Lower upfront costs, predictable monthly subscriptions, and lower IT expenses are powerful incentives that help you do business better while improving ROI.

Epicor is a Proud Sponsor of the Beacon Awards

3. AnticipAte And AdJust to chAnges in customer needs

Customers expect a seamless experience with your company. Digital transformation can improve lead generation, sales cycles, close rates, repeat business, customer satisfaction, customer support, and operating costs.

4. outperform both neW And estAblished competitors

All industries are vulnerable to companies launched as cloud-based solutions from the start. Early adoption of digital technology will defend against those new entrants while creating an advantage over current competitors.

5. AdApt And thrive in A mobile World

Employees using tablets, smartphones, laptops, and PCs can access your cloud-based system anytime, anywhere, to run your business.

6. leverAge the potentiAl of neW technologies

With a cloud-based system, you unlock time and value through automatic upgrades and an always-current technology stack.

7. AttrAct And retAin highquAlity tAlent

In a competitive employment market, digital technologies offer an advantage in attracting and retaining digital-native talent.

8. trAnsform your it operAtions

Using a cloud-based POS or business system means no buying hardware or databases, and no time spent installing and initializing the system. Instead, your IT staff can shift from handling hardware maintenance, database administration, and system backups to focusing on high-value strategic priorities.

9. improve security, AvAilAbility, And reliAbility

Unlike most companies with onpremises systems, today’s cloud data centers are high-security buildings protected by top-of-the-line digital defenses and armed guards. Add in built-in redundancies and failsafe procedures, and it’s easy to understand why cloud deployments are so compelling from an infrastructure perspective.

10. scAle your system dynAmicAlly

Throughout the year, you’ll experience operational shifts due to seasonality, the natural ebb and flow of users,

and system optimization decisions. Scaling your solution in the cloud means you can respond to these changes quickly—no need to buy more servers to support increased traffic, or return unused/underused hardware if you need to scale back.

From efficiency to cost-effectiveness to security, one thing is clear: embracing cloud technology can help you lean into the future of retail.

About epicor

We’re here for the hard-working teams that keep the world moving. For 50 years Epicor has worked hand-in-hand with our customers, creating industry-specific software solutions and services that enable a world of better business. To learn more, visit epicor.com/retail.

ShopTalk

HARDWARE PRODUCTS REVIEW

Robert Bosch founded the “Workshop for Precision Mechanics and Electrical Engineering” in 1886 guided by the principle “I would rather lose money than trust.” The company would grow into a global supplier of technology and service reaching more than 150 countries with sales of 78.7 billion euros in 2021. Click here to view the company’s impressive history in a quick twominute video.

PRODUCT #1:

BARREL-GRIP JIG SAW

ROBERT BOSCH TOOL CORP.

By Craig Cope

The Power Tool Division is the world market leader for both power tools and power tool accessories, launching more than 100 new tools per year. The company manufactures power tools and power tool accessories, rotary and oscillating tools, laser and optical leveling devices, and range finders. We had the opportunity to test a few of their products including the 18-volt barrel-grip jig saw (GST18V-47N) and the 360° horizontal cross-line laser (GLL50-40G).

The GST18V-47N is an 18V barrel-grip jig saw with a list of impressive features. The barrelgrip has a soft grip area and slim circumference, enabling better control of the saw. The variable-speed dial below the barrel-grip enables the user to control the cutting speed from 550 up to 2,700 no-load strokes per minute, providing a smooth and clean cut. The saw is capable of cutting wood up to 4.7 inches and .08 inches of aluminum.

The GST18V-47N also features a user-selectable orbital action lever

Recent Features From TheHardwareConnection

July/August 2022: Tough Conditions Require Tough Retailers in America’s Last Frontier—Learn how Doug Moore, second-generation owner of Moores’ Hardware & Building Supply in the remote location of Talkeetna, Alaska, has been overcoming tough conditions, harsh weather and supply chain challenges since the business opened in 1981. With 70% of sales coming in the five-month busy season, Moore has learned innovative ways to adapt.

May/June 2022: Special Report on Retail Consolidation: Are You a Buyer or a Seller? — As merger and acquisition activity has been exploding across the industry, independent hardware retailers are increasingly forced to evaluate--am I a buyer or a seller? Read this in-depth special report to learn who the players are, look at recent deals, gain insights into how Central Network Retail Group approaches the acquisition process from John Sieggreen and pick up tips from Gary Pittsford on buying and selling a business.

April 2022: Unlocking the Secret Formula for Growth—Discover how Shanna West has combined her social media savvy with energy and enthusiasm to reach new heights of growth with the family business, H & H Home and Hardware in Marion, Ky.

March 2022: Blackhawk Hardware’s Bold Solution to the Hiring Crisis—Andy Wilkerson, CEO of Blackhawk Hardware in Charlotte, N.C., shares a detailed, in-depth look at how his business adopted a bold solution to finding, hiring and retaining employees—he dramatically changed his pay scale and expectations for performance, which has had a profound impact on the store.

February 2022: Special Section: Orgill Celebrates 175 Years of Innovation and Service—Orgill, the industry’s oldest wholesaler, is celebrating its 175th anniversary this year. Learn more about the company’s long history of innovation, read a timeline of key dates in company history and gain insights into future initiatives through Q&A interviews with CEO Boyden Moore and Executive VP Marc Hamer.

December 2021: Special Report: Supply Chain Crisis: When Will It End?—Find out some of the background behind the supply chain crisis, discover how it has impacted retailers and others in the two-step channel of distribution, and see what experts have to say about when this crisis will end.

ShopTalk

ranging from zero (off) to four. The orbital action takes the blade’s straight sawing movement and adds increasing levels of elliptical motion, making for a faster cut. Replacing the cutting blade requires no tools due to its T-shank blade-changing system. The cutting lines are always visible with the aid of dust blower and LED light shining directly on the cutting surface.

We supplied the jig saws to a professional contractor and an avid DIYer. Both immediately commented on the ergonomics, feel of the barrel-grip and lightweight construction. This was

the first time our DIYer used a jig saw with orbital action and raved about the increased cutting speed. He explained the increased cutting speed as “the difference between walking and running.” If your store carries power tools, then the GST18V-47 is a highquality jig saw with outstanding feel and performance.

POWER BOOST™ Ingredients vs Coppertop AA. Compatible

Duracell Coppertop AA batteries with POWER BOOST™

PRODUCT #2:

SELF-LEVELING 360° CROSSLINE LASER

ROBERT BOSCH TOOL CORP.

The GLL50-50G is a green beam self-leveling 360° cross-line laser. The green laser is four times brighter than traditional red beam and has a working distance up to 100 feet. The laser line can be quick changed from cross-line to either a horizontal or vertical plane using a simple rocker button. The unit has a full rubber housing to absorb impacts without damaging the laser. The housing has an IP (Ingress

Protection) 64 rating, making it dust tight and water resistant. The bottom has a built-in tripod screw mount for increased versatility.

When turned on with the thumb slider button the tool’s smart pendulum system immediately broadcasts a green cross-beam and self-levels. If the beam cannot be self-leveled, then the laser will flash a few times to indicate

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the beam is not level. Included in the case is an L-bracket and clip. The L-bracket contains rare earth magnets for improved holding strength and a keyhole for hanging. The clip and L-bracket are designed to work together for additional application use like a drop ceiling.

The GLL50-40G came just in time for one of our testers, who began his kitchen remodel a day before the tool arrived. Our tester had an older red laser level and could not believe the difference in visibility provided by the green laser, especially in a sundrenched room. He also commented on the intuitive design and “right out of the box” use and that there was no need to read complex directions or search through complex menus. The GLL50-50 is an outstanding cross-line laser with a compact, rugged design, making it a great addition to any hardware store’s product mix. ■

Annual Hardware Conference Helps Strengthen the Independent Channel

By Chris Jensen

The 34th edition of The Hardware Conference, held August 19-21 at the JW Marriott Marco Island Beach Resort in Marco Island, Fla., demonstrated the resilience and fighting spirit of the independent channel. Outstanding retailers were honored during the Beacon Awards banquet, while other retail attendees claimed business is strong despite ongoing challenges.

The Hardware Conference was started in 1988 as a way to build relationships to keep the two-step channel of distribution healthy for vendors, wholesalers and retailers. Conference directors Craig and Shanti Cope work hard to put on a family-friendly event that combines business with fun. Those in attendance said the Conference still has a valuable role to play facilitating open dialogue between trading partners.

Leading vendors participated with tabletop booths displaying their latest product innovations, which retailers could view during Saturday and Sunday morning exhibit

Dale and Tom Chasteen, Larry and Nancy Huot.

The Hardware Conference has always been welcoming to the whole family.

Above: Conference attendees got to enjoy the beautiful beach and pools of the JW Marriott Marco Island Beach Resort.

Breakfast on the patio was a chance to catch up with old friends and meet new ones.

hours as well as during the cocktail reception Saturday evening. Since the Conference is not a buying show, dealers can learn more about the suppliers and their product innovations without feeling pressured to buy.

The wholesale community lends important support to the Conference each year, with Orgill and Do it Best Corp. both holding luncheon meetings for their dealers.

David Mobley, executive vice president of sales for Orgill, commented that it was a terrific time to be with customers and friends in the industry. “We’re happy to be here,” he said.

One tradition that continues is the support the industry attendees show for the children’s hospital. On the last night of the Conference all the vendors auction off their booths and the money raised is donated to the Nicklaus Children’s Hospital Foundation. This year’s auction raised $16,000, bringing the total fundraising amount over 34 years to more than $1.2 million.

Brenda and Mike MacKay, Carl and Cherié Jacobs.

Brian Glynn and Henry Villa of Vericast with Craig Cope.

The evening cocktail receptions were a way for all segments of the industry, regardless of affiliation, to build relationships.

The roundtable discussion featured Beacon winners (l to r): Larry Huot, Mitch Johnson, Phil Cheeves and Mike MacKay.

The members of the U.S. Office for Bombing Prevention enjoyed the chance to relax and unwind with their spouses.

Retailers got a chance to learn more about the vendors’ product innovations without the frenzy of a buying show. Conference Director Craig Cope.

INDUSTRY GATHERING

An all-day Technology Forum was held on Thursday, the day before the Conference officially opened. Epicor held an

in-depth training session with its retail customers, helping them discover ways to operate more efficiently.

One of the highlights of this year’s Conference was the Friday evening banquet, where four of the industry’s best retailers were honored during the tenth annual Beacon Awards program. See additional story on page 36.

Two break-out sessions were added on Friday afternoon: “Driving Change: An In-Depth Look at How Consumer Trends are Reshaping Retail Hardware,” sponsored by Vericast; and Bombing Prevention: Identifying Bomb Making Materials in a Hardware Setting,” sponsored by the Office for Bombing Prevention. For an overview of Vericast’s presentation, turn to page 60.

Mike Egbert, operations chief for the Bomb-Making Materials Awareness Section in the Office for Bombing Prevention (part of the U.S. Department of Homeland Security), gave an overview of how hardware retailers and

The Hardware Conference marked its 34th year of bringing the two-step independent channel together.

PK Grills grilled food to entertain attendees for Friday night’s reception.

employees can play a role in reporting suspicious activity to prevent the misuse of common household items such as precursor chemicals and IED components. He noted that nearly 1.9 million U.S. businesses sell or distribute commercial items that can be used in the manufacturing of homemade explosives.

“We’ve developed a good marketing campaign, sending out 200,000 leaflets and 500,000 emails, but we really need to increase awareness at the store level

to be able to identify suspicious behavior before it’s too late,” Egbert said.

The National Program goals are to provide early detection of the sale of homemade explosive precursor chemicals and bomb-making materials and build a network of vigilant and informed partners who serve as the nation’s eyes and ears as the first line of defense in preventing potential terrorist attacks and criminal activity.

They have lots of free resources for retailers including counter cards

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Mike Egbert of the Office for Bombing Prevention makes a point during the breakout session on bombing prevention.

Larry Huot of LaValley Building Supply makes a point during the Beacon roundtable discussion.

detailing threat awareness steps to take and a video series that walks through the steps bad actors take when buying materials for the wrong reasons, according to Egbert. For more information, go to www.cisa.gov/bmap or to report suspicious activity call 1-855-TELL-FBI.

Saturday afternoon was left free so attendees could enjoy fun outdoor activities. Midwest Fastener sponsored “A Day at the Beach” with free beach activities for Conference attendees, while other organized activities included a golf outing and Everglades airboat excursion.

WHERE RELATIONSHIPS ARE FORMED

First-time and long-time attendees all spoke of the many benefits of attending The Hardware Conference. Brett Morris, national sales manager for Quick Fitting, attended for the first time. “This is a great networking opportunity, making new friends in a great setting,” he said.

Rick Heuser of Handyman Hardware in St. Cloud, Fla., has been attending The Hardware Conference for 33 years. “It’s a really great event. We’ve had four generations of my family here from my grandmother to my daughter,” he said.

Frank Strano attended last year with his wife Christine to see their business, Ambridge Do it Best Home Center, honored

with the Beacon Award. “The reason we’re back for the second time is we had a great time last year. It’s a great group of people and it’s a very nice atmosphere. Shanti and Craig do a wonderful job,” he said.

Larry Huot of LaValley Building Supply, one of the 2022 Beacon Award honorees, remarked, “What The Hardware Conference is doing by getting all of us dealers and suppliers together is just enormous and a legacy—a real medal of honor for everyone involved.”

Randy Rusk, communications director for Do it Best Corp., said the Conference has been a great opportunity for their company. “One of the things we really like about it is it allows everybody to put their affiliations aside and just get together as a group of independent retailers focused on home improvement, sharing best practices—steel sharpening steel,” he said.

Steve Hildebrandt of Ettore Products— one of the Beacon sponsors—said the Conference is a great opportunity for everyone to get together in a great location.

Alan Baro of Baro Hardware in Miami, noted, “I’ve been coming here since the beginning—never missed one.”

ROUNDTABLE DISCUSSION

The open dialogue session on Saturday was highlighted by a panel

David Mobley and Chad Murray of Orgill with Stacie Murray and Kathy Mobley.

Dale and Tom Chasteen, Randy and Julie Rusk.

Richard Perrette of Apex Tool demos products for Alan Fishbein of Akin Building & Design Centers.

discussion among Beacon Award honorees moderated by Craig Cope. Participating were Phil Cheeves of Hometown Hardware, Mitch Johnson of Ivey’s Building Materials, Larry Huot of LaValley Building Supply and Mike MacKay of Vassar Building Center.

The panel was asked how they are addressing the challenge of hiring and retaining employees in a tight labor market. “We’re growing at a nice pace, so there are challenges with the labor market to get there,” MacKay said. “When you have a nice, new store, people like to work there.”

Point of Sale Your Way.

“Being new really does attract,” Cheeves pointed out. “We’re looking for people with knowledge, because it’s all about interaction and asking the right questions.”

“The labor market is very volatile. You have to go through troughs,” said Huot, who added that they look for people willing to dig deeper like an Olympian. “I’m reminded of the saying ‘Perfection is our goal but excellence will be tolerated,’ and that’s how we look at all aspects of our business.”

With inflation showing signs of moderation, the panel members were asked

Glen Gevaart and Paul Lemay of Midwest Fastener with Harley Schreiber of Hy-Ko Products.

Eric Mills of Mayhew Tools with Terry and Alan Baro of Baro Hardware.

Craig Cope, Tom and Susan Pulsifer, Shanti Cope.

how they see economic conditions impacting business and promotional activity this year. “We’re seeing a little retraction, but I question if inflation will settle down next year. That’s why we’re shaky determining if it’s the right time to open a third store,” Johnson said.

“We built a brick-and-mortar store to combat Amazon. We’re worried about what we’re going to put in the store next. Whatever our customers want, they want us to have,” said Cheeves. “We’ve all experienced the lack of acrylic paint this year, but we know everyone’s going to be

Tom Chasteen, who co-founded the conference in 1988, makes a plaque of life donation during the banquet.

Evan and Stacey Bedford with kids Anna and Nolan.

Retailers had a chance to meet one-on-one with vendors.

Natalie Crane and Dylan Eddinger.

doing inside projects this winter. You have to adapt on the fly.”

“Coming out of the pandemic there were no promotions. We do a lot of promotions on Facebook and we’re able to return to having a contractor dinner. We’d like to see us get back to a full distribution channel so we can stay on top of trends and the cutting edge of new products,” MacKay said.

“We’re dealing with very unpredictable, unstable market, so there’s a ripple effect we feel. There’s such a need for affordable housing in the country. We know that raw resources, labor and trucking are difficult right now—someone else’s business always looks better until you’re in it. We’re doing 12- and 16-page fliers every week, mailing 100,000 and then emailing to our loyalty club. We have a Friday blog and a contractor newsletter to have a continual presence,” Huot said.

When asked how virtual markets impact their purchasing, Huot said virtual is a compromise. “The connections and relationships are hard to maintain— it’s transactional, primarily for replenishment. They’re very well-orchestrated but are missing the element of human interaction,” he said.

Dylan, Maria and John Eddinger.

Steve Hildebrandt, Lisa Torrence Hildebrandt, Bill, Cailin and Darla Cassidy.

Jamie and Keith Gallagher, Fred Fischer.

Rick Heuser gave a plaque of life donation in memory of his wife Margaretjoy, who recently passed away. He also donated wine glasses and bowls he hand-crafted that raised nearly $1,000 for the Nicklaus Children’s Health Foundation.

Epicor held a day-long technology forum on Thursday for its retail customers.

“The value that we get from interacting with each other was the missing link,” Johnson said.

“The virtual side was more efficient, but I like in-person shows,” MacKay said. Cheeves said he had mixed feelings. “We need to go to in-person shows but only once a year. It’s hard to get away from an operational standpoint. We focus on replenishment, so the extra week of online buying allows extra time to look for new items,” he said.

THANKS TO SPONSORS

Special thanks go to the marquee sponsors: The Hardware Connection magazine, Hyde Tools, Midwest Fastener and Hy-Ko Products. Additional sponsorship support came from Apex Tool Group, Duracell, Epicor, ECI Software Solutions, Fluidmaster, PK Grills, Sunnyside Corporation and WD-40 Company, as well as participating wholesalers Do it Best Corp. and Orgill.

Start making plans to attend next year’s Hardware Conference, scheduled for August 18-20, 2023 at the JW Marriott Marco Island Resort. For more information, call Craig or Shanti Cope at (305) 853-0049 or go to www.thehardwareconference.com. ■

Midwest Fastener sponsored Day at the Beach activities.

Brian Glynn of Vericast provided a look at how consumer trends are reshaping retail hardware during a break-out session.

The O’Shea family from All American Hardware in Hauppage, N.Y.

Rebekah and Johnny Gailer, Bob and Denise Clemence.

Jennifer, Bradley and Jack Carson, Patti and John Solenberger.

Sponsors:

Wholesale Sponsors:

A Special Thank You to the Beacon Awards Sponsors

The Beacon Awards program is an annual event honoring the best of the best retailers in the industry. They are made possible by the generous support of sponsors who recognize the importance of honoring those retailers who represent

the future of the two-step channel.

The 2022 Beacon Awards were sponsored by Epicor, Ettore, The Hardware Conference and The Hardware Connection magazine. Do it Best Corp. and Orgill Inc. were wholesaler sponsors.

Beacon awards

Beacon Awards Honor Industry’s

Top

The 2022 Beacon Award honorees and sponsors.

Retailers

Four hardware retailers were honored as Beacon Award winners during a special awards banquet held during The Hardware Conference on August 19 at the JW Marriott in Marco Island, Fla.

of The Hardware Connection served as presenter for the Beacon Awards, along with Editor Chris Jensen.

The Beacon Awards, now in their tenth year, are a premier national industry awards program developed by The Hardware Connection magazine and The Hardware

(From l to r): Mike and Brenda MacKay, Vassar Building Center; Mike Melchi, Do it Best Corp.; Pam and Mitch Johnson, Ivey’s Building Materials; and Cherié Jacobs, Do it Best Corp.

(From l to r): David Mobley, Orgill; Phil and Deanna Cheeves, Hometown Hardware; Nancy and Larry Huot, LaValley Building Supply.

BEACON AWARDS

Conference to recognize the “best of the best” independent hardware/home improvement retailers.

The 2022 Beacon Awards were sponsored by Epicor and Ettore, along with wholesaler sponsors Do it Best Corp. and Orgill.

The Beacon Awards honored the Retail Beacon Award winners for each of the participating wholesalers, plus the Best New Stores in two categories: under 20,000 square feet and over 20,000 square feet.

“This year’s Beacon Award winners are an impressive group of top-notch retailers. They all demonstrate the ability to stand out with customer-focused stores that are easy to shop and meet the needs of the communities they serve,” stated Chris

Steve Hildebrandt of Ettore (left) with Chris Jensen.

Royce Christopher of Epicor (left) with Chris Jensen.

Jensen, editor and founding principal of The Hardware Connection. The 2022 Beacon Award honorees include:

• Best New Store, Under 20,000 sq. ft.—Hometown Hardware, Senoia, Ga., owned by Phil and Deanna Cheeves.

• Best New Store, Over 20,000 sq. ft. —Vassar Building Center, Vassar, Mich., owned by Mike and Brenda MacKay.

• Retail Beacon Award—LaValley Building Supply, Newport, N.H., owned by Larry and Nancy Huot.

• Retail Beacon Award—Ivey’s Building Materials, Houghton, La., owned by Mitch and Pam Johnson.

John Hammond of The Hardware Connection, who joined Jensen onstage as a presenter, said the Beacon Award winners demonstrate

Left: Phil Cheeves of Hometown Hardware with wife Deanna behind him.

Right: Mitch Johnson of Ivey’s Building Materials.

Beacon awards

that independent retailers could continue to shine despite supply chain challenges, staff shortages and everrising prices. “You have showed America how a personal touch, connection to community and a willingness to experiment differentiates you from the big-box and internet competitors,” he said.

All Beacon winners received a trophy and free travel and registration for two to attend The Hardware Conference. The 2022 Beacon Award honorees are all profiled with feature articles in this issue, beginning on page 42.

winners Give Thanks

During his acceptance speech, Mitch Johnson of Ivey’s Building Materials said, “It’s been a real blessing to spend time here and learn others’ stories and how they match with ours. It’s been really remarkable to hear others’ adventures and then to have so much in common. The connection for me is you see the hard-working families that are doing the job every day. What a great industry to be in. This has given me a reset to go back, because there’s so much to be done. It’s made me think back on the great team members and great vendor connections we’ve had— the people that made it possible. So, on their behalf, and in memory of my father-in-law and mentor, we gladly accept this for them.”

Left: Mike MacKay of Vassar Building Center.

Right: Larry Huot of LaValley Building Supply with wife Nancy behind him.

Larry Huot of LaValley Building Supply said, on behalf of their 600 employees, he was humbled by Orgill’s nomination with the Beacon Award. He stated, “Our desire is to give thanks and appreciation, grateful for the unique partnerships and relationships having brought us here today. Thank you to my wife, Nancy, for your patience, encouragement and support for 47 years of marriage. Thank you to Harold and Gerry, Nancy’s folks, for mentoring me and trusting me with your daughter and offering me a job in the family business. Thank you to all our employees, who are the most deserving recipients. To know our duty

is to carry the future forward is one awesome challenge.”

Like Johnson, Phil Cheeves of Hometown Hardware started out by giving thanks to God. He added, “I also have to give thanks to my wife, because without her I wouldn’t be here. She always encourages me and supports me. Most of you men will agree with me: without that good woman beside you, not behind you, but beside you, we are nothing. You only get one chance to make a first impression—I’ve learned that in the retail world. You have maybe seven minutes, typically, in a hardware store to make an impression and hopefully create a relationship to fulfill a need. And this weekend has been about making some great new relationships.”

Mike MacKay of Vassar Building Center said he was sincerely humbled to receive such an accolade. He said, “We don’t start out with this as a goal, it just happens. The Do it Best store design team did an amazing job and I’d like to thank Cherié Jacobs, who got her start with us fresh out of college. Such a proud moment to have her come back and help with this new store design. I’m so proud of her and her accomplishments. I would also like to recognize our staff for meeting all the challenges that came along.”

MacKay added, “Behind the scenes of most great companies usually sits a hard-working person who is humble and never wants any credit but is vital

to the success of that business. That person for Vassar Building Center is my wife, Brenda. Thank you for all your hard work, all the sleepless nights you spent worrying that everything was going to work out. It ended up being one of the best decisions we ever made.” n

Mike Melchi of Do it Best Corp. (left) with Chris Jensen.

David Mobley of Orgill (right) with Chris Jensen.

Beacon

Award for Best New Store Over 20,000 sq. ft.

Vassar Building Center Vassar, Mich.

Larry and Shirley Putman took over Vassar Building Center in Vassar, Mich., in the 1980s, joined first by their daughter Brenda and then later by her husband, Mike MacKay. In 2011, the MacKays bought the 10,000-square-foot business from Brenda’s parents.

By 2019, the MacKays had built the business into a thriving pro lumberyard, but the existing building just couldn’t support their vision for continued growth. To attract a new segment of shoppers, they knew they needed a larger store. Fortuitously, a large empty lot next door became available.

The MacKays saw an opportunity to expand their footprint, so they turned to their wholesaler for guidance. Do it Best was developing an innovative

By Chris Jensen

Click to watch Vassar Building Center’s Beacon Award presentation video

Mike and Brenda MacKay are thrilled to have a new, bigger store that serves the entire community. The addition of The Color Bar is one of the reasons for a 90 percent increase in female shoppers.

new store design for the next generation of stores, and the MacKays eagerly stepped forward to become the first to feature the design. Overcoming slowed construction due to the pandemic, the new Vassar Building Center opened in October 2020.

An interesting twist is the fact the project’s design was headed up by Do it Best Store Development Manager

Cherié Jacobs, who had once worked as a designer at Vassar right out of college. Says Mike, “She outgrew drawing house plans for us. I encouraged her to find the right company and she started at the ground level at Do it

Best and now she’s running the store design team. When she came back with the renderings, we were like, ‘Wow, that’s incredible.’”

A STORE WITH WIDE APPEAL

The exterior’s modern color palette enhances easy-to-read signage that places focus on the store’s name. A large red awning draws the eye to the entrance of the brightly lit store and its welcoming atmosphere.

The new store’s 20,000-square-foot retail space was nearly double the size of the old store. The open sightlines combined with wider aisles offer easier navigation and a cleaner, more organized shopping experience for customers.

“The old building was just a contractor store,” Mike explains. “We needed a store that had curb appeal and was more attractive for female and young customers with current color schemes, that flowed better and was easier to shop.”

Signage around the perimeter of the store includes oversized wall graphics featuring historic photos from Vassar’s past, inspirational messages about shopping local and promotional product images, all selected by the MacKays. Says Mike, “We love being able to tell

Left: The exterior’s modern color palette enhances easy-to-read signage that places focus on the store’s name.

Right: Vassar Building Center’s new store served as the prototype for Do it Best’s new store design program.

our story and highlight the history of the company. It’s a great reminder that the Vassar brand has been serving the community for more than 50 years.”

The extra square footage allowed the MacKays to expand departments like grills, outdoor furniture, tools, hardware and plumbing, while tripling the size of the kitchen and bath design center.

One category people thought was new for Vassar is workwear and boots.

In the new store, this section is featured prominently up front. “At the grand opening, and for quite a while afterward, customers remarked how glad they were that we now carried work boots,” Mike recalls. “We always carried them—people just didn’t notice them in the old store. This is just one change that’s helped us attract many new customers.”

Another design feature that captures customers’ attention is their reimagined

end caps. End caps in the old store were strictly promotional, focusing on a single product at a great price. These new storytelling end caps are set back, lower and wider, and they tell a product story with related items and engaging photography.

ATTRACTING FEMALE CUSTOMERS

Having deeper and broader categories has attracted more female shoppers, something Mike had hoped for at the beginning of the project.

“We’re a full-service lumberyard with a huge selection of building supplies to serve pro contractors. That’s our biggest niche, and it always has been,” Mike says. “But this was a way to broaden our reach, become a hardware destination and be able to serve the entire community with a modern home center.”

The new store has seen about a 90 percent increase in female shoppers compared to the old location. Mike recalls seeing many women waiting out in the car at the old store while men came in to grab supplies. “Today, they’re coming in with their kids, and couples are shopping together for appliances, paint and housewares. We never had housewares in the old store. Now we

Left: The open sightlines combined with wider aisles offer easier navigation and a cleaner, more organized shopping experience for customers.

Middle: Signage around the perimeter of the store includes oversized wall graphics featuring historic photos from Vassar’s past.

Right: Doubling the square footage allowed the MacKays to expand departments like grills, outdoor furniture, tools and hardware, while tripling the size of the kitchen and bath design center.

have lots of opportunities to sell things we never thought of before.”

The paint department was upgraded with the addition of The Color Bar, an interactive and comprehensive paint destination. This is another area where the MacKays have witnessed an uptick in female shoppers and couples.

A NEW MINDSET FOR THE RESET

Both the wall graphics and the wayfinding signage are so noticeable throughout the store because keeping vertical spaces open is an important aspect of their new store’s design strategy.

“Once you’re inside, you can see almost all the way across the store,” Mike says. “We’re not piling merchandise up high anymore, because we’ve learned that you don’t have to show

Upper: Workwear and boots were moved to a prominent position in the front of the store, which resulted in customers noticing the category for the first time.

Lower: The MacKays’ oldest son, Tanner, has taken on increased responsibility with the business.

everything you have. We now place one or two of each item up front, and the rest are in the back. And that opens up really great sightlines throughout our store.”

The open sightlines combined with wider aisles not only offer their customers easier navigation, but also a cleaner-looking, more organized shopping experience. “We have gotten a lot of compliments from our female customers and families—they say it’s easy to shop here,” Mike points out.

STEADY GROWTH

Sales increased 23 percent the first year, while customer counts rose 20 percent and average transaction was up 6 percent. Says Mike, “Customers tell us they love our store and they can now get everything they need from us.”

The new, expanded store positions the family business for another generation. Their oldest son, Tanner, started at 14 sweeping floors, coming back to the business full time after college in 2017. Tanner’s duties now include yard supervisor, hiring, labor scheduling, purchasing and inventory control. Says Mike, “We’re very proud of where he’s headed, and hopefully he will take over the company in the future.”

Future projects include implementing a rewards program to track and incentivize all those new shoppers, developing a more robust ecommerce website and adding a drive-through component to the lumberyard. Looking back, the only thing the Mackays say they would’ve done differently with the new store is build it even bigger.

Mike says they are humbled their store was picked to be the Beacon Award winner for Best New Store. “We owe a lot of kudos to the great people at Do it Best and the staff who got us where we are today,” he says. “It’s a great accomplishment, but the challenge is to get better and keep the store up so the community continues to have a great shopping experience.” n

Beacon Award for Best New Store

Under 20,000 sq. ft.

Hometown Hardware Senoia, Ga.

Six years ago, Phil and Deanna

Cheeves discovered there was not a convenient place to buy a tarp in their small town of Senoia, Ga., 30 miles south of Atlanta. The local hardware store that had been there for 80 years closed in 2006.

That led them to spend a year visiting over 25 hardware stores in four states to get ideas on what to do—and not do—to build an old-fashioned hardware store in their town. The one stipulation: Deanna would be in charge of the interior design details, while Phil would rely on his product and project knowledge as a longtime

By Chris Jensen

Phil and Deanna Cheeves felt their town of Senoia, Ga., needed a hardware store, so they designed and built a hardware store that would be a welcoming place to shop.

supplier of building materials for homes in the area. Ground-up construction for the new store started in April 2018.

Phil was involved every day with the building’s design, construction and exterior presentation. He says, “We wanted to create something different and unique that would give people a nostalgic feeling. Concrete and steel give you a hollow feeling. Deanna added stone and color to the exterior, because if it

doesn’t look pretty on the outside, she felt people wouldn’t want to shop here.”

Adds Deanna, “We wanted to construct a hardware store where both men and women felt comfortable and welcome and where families could enjoy their shopping experience.”

Since Phil and Deanna were new to retail, they relied on the expertise of Orgill in the beginning. “We wanted to be independent, and Orgill helped us understand how things work and they’ve allowed us to stay competitive with our pricing. They were heavily involved in where products were placed, especially from the female perspective,” Phil says.

Hometown Hardware opened in October 2018 with a grand opening held in May 2019. The store was an immediate hit with the community. As Phil points out, “Customers tell us they love how organized and clean the store is.”

Upper Left: Deanna added stone and color to the exterior, because she wanted a look that was enticing to both men and women.

Lower Left: Since opening in October 2018, Hometown Hardware has been an immediate hit with the community.

Right: Deanna made sure the assortment gave female customers a reason to shop there.

DESIGNED FOR SHOPPABILITY

One of the most important features of the store design is a carpeted area in the first 1,500 square feet of the store to create a welcoming place to shop. Phil and Deanna wanted a decompression zone that would deaden sound while encouraging people to stand and chat with their neighbors.

Phil says, “The store planners kept trying to fill up the decompression zone with gondolas, and we took them out later.”

“There’s a feeling of bringing the community together. We’ve had customers refer to our store as being like Cheers, where everyone knows your name,” says Deanna, who adds that they got the carpet idea from Office Max and Staples. “We even looked at non-hardware retailers like Walgreens, where we got the idea for having shorter shelves in the front.”

Black shelves were used to make product packaging pop and give the store a unique look. “We wanted colors that were calm and peaceful and not too bright,” Deanna explains.

She adds, “Hardware stores have always been a man zone. We visited stores where floors were not swept and there was no rhyme or reason to where products were located. We need cleanliness so it’s inviting to female customers. Our employees know to keep shelves dusted and the bathrooms are cleaned every day.”

They installed a bird feeder display that spans the aisle, more than doubling feeder sales. Other strong niche categories include pet supplies, toys, candles, RV accessories, outdoor decor, hunting feed, books, fishing and outdoor power

Left: A carpeted area in the first 1,500 square feet creates a decompression zone that deadens sound while encouraging people to chat with neighbors. Black shelves were used to make products pop.

Right: Deanna chose interior colors that were calm and peaceful and not too bright, while ensuring the store stays clean and organized.

equipment. Phil is comfortable with the core hardware categories, but Deanna has expanded the store’s appeal by stocking garden and house flags, doormats, inspirational cards and mugs.

The 8,300-square-foot sales floor was designed for shoppability. As Phil explains, “One product leads to another. We’re consumers too. If you’re thinking of a person’s time rather than an upsell, you’ll have a customer for life. We wanted to create a store where people like it and can’t figure out why.”

Phil and Deanna made sure there was enough spacing between gondolas so people in wheelchairs could have easy access. They also ensured the store has plenty of shopping carts and baskets, an essential ingredient to attract parents and families.

They rotate end caps by season and create end caps from scratch, such as a three-foot covered wagon end cap

for Iowa Smokehouse jerky. They utilize baskets, bins, crates and galvanized buckets in merchandising displays and often use dried beans to prop up products in containers.

ON A GROWTH TRACK

Hometown Hardware received Orgill’s Summit Award for outstanding performance in 2019, 2020 and 2021. Customer transactions, average ticket size and margins all increased while the store had to tweak operations during the pandemic. Overall sales grew from $1.1 million in the period ending April 2020 to $1.6 million a year later as the community continued to embrace the store’s small-town welcoming atmosphere.

“We’re trying to keep the store fresh and new. We’ve been tweaking things after listening to our customers,” says Phil, who points out they haven’t experienced a typical year yet due to the pandemic and supply chain issues. “Our sales were up 30 percent last year despite lost sales due to lack of product.”

Hometown Hardware excels in the lawn and garden department, which saw sales increase 33 percent from April 2019

Left: They installed a bird feeder display that spans the aisle, more than doubling feeder sales.

Right: They create end caps from scratch, such as a three-foot covered wagon end cap for Iowa Smokehouse jerky.

to April 2021. The store is also strong in fasteners and plumbing.

Their strong growth is a sign that not every store needs to get bogged down in marketing strategy. “We don’t advertise, use social media or have e-commerce, because we wanted to create a business that reflected the traditional stores we grew up with,” Phil says. “Customers have found our old-school experience refreshing; our customer service, store design and operational efficiency encourage word-of-mouth advertising in the community and have brought us great success, allowing us to build personal relationships with customers.”

Another area where they differ from most retailers—they refuse to be open on Sundays. “We don’t believe in asking our employees to do something we are not willing to do, which is to work on Sunday,” Phil says. “That is a time for church and to be with family.”

Phil and Deanna say they are humbled to receive the Beacon Award for Best New Store. Says Phil: It’s a great honor just to be nominated by Orgill. We’ve been working with our heads down and didn’t strive for this.” Adds Deanna, “This is an award we share with our community, because their support has brought us great success.” n

Retail Beacon Award

By Chris Jensen

Ivey’s Building Materials Center

Mansfield, La.

Mitch Johnson entered the home improvement industry at age 14 by way of his high school sweetheart.

Mack and Roy Ivey co-founded Ivey Lumber Company, a small sawmill and lumberyard, in Logansport, La., in 1969. In the early 1970s, Mitch had begun dating his classmate Pam, Mack’s youngest daughter. She mentioned to Mitch that her dad was looking for part-time help stacking lumber.

“It was a good deal,” he says. “I could work at the store, make some money and spend more time with my girlfriend.” He worked for Mack through high school, learning a little bit of everything around the yard.

Although Mitch gave college a brief try, he really wanted to be back at the store.

Click to watch Ivey’s Building Materials’ Beacon Award presentation video

Mitch Johnson, president of two Ivey’s Building Materials locations in Louisiana, has been improving and growing the family business for half a century.

He ended up marrying Pam and has been helping the family business succeed since then. Today, Mitch serves as president of two Ivey’s Building Materials Center locations in northwest Louisiana.

THE EARLY YEARS

The original location was sold and a new ground-up location in Mansfield opened in the early 1980s. Despite facing a deep recession, the business continued to grow until Mack Ivey was diagnosed with cancer in 1988 and passed away shortly after.

Mitch credits his father-in-law for being a great mentor and establishing a culture

that continues today. Mack’s business philosophy was based on honesty, creating relationships, going the extra mile and doing it all in a relaxing, sometimes humorous manner. “My father-in-law was a good problem solver and he taught me to treat people with fairness,” he says.

In 1991, Mitch bought out Roy Ivey and kicked off a new generation of ownership. With Pam involved on the accounting side, Mitch worked hard to keep the company moving forward for many years until their sons Josh and Jordan were old enough to join them. Josh continues to expand his involvement by serving as general manager of both locations, while Jordan is now a customer who operates his own construction company.

Mitch remembers the big boxes changing the competitive landscape

Upper: In 2014, they opened their second store as a ground-up location in Houghton, La.

Lower: Ivey Lumber Company started out as a small, dusty lumberyard in 1969.

significantly. “Back then, we just tried to focus on what you could do locally to build sales and grow,” he says. “You can outperform the big boxes by building relationships with your customers every single day.”

In the 1990s, Ivey’s got involved in outside sales to gain more pro business. That led to them serving contractors outside Mansfield.

“A big part of our business is shipping residential lumber packs to the Shreveport area where builders are most active,” Mitch explains.

When they discovered the community of Haughton—10 miles outside Shreveport—had no hardware store, they began building a ground-up location that opened in 2014 to serve that more affluent demographic.

Mitch’s initial industry experience came working with a smaller wholesaler, and he’s very satisfied now as a longtime member of Do it Best. “They’ve got a great corporate structure that’s based

how he has served his community. “Always do what’s right. That pays big dividends. But above all, we see how faithful God’s been to all of us,” he says.

Top: Ivey’s Building Materials outperforms the competition by delivering personalized service to builders, contractors and homeowners.

Bottom: Mitch has been pleased to see son Josh take charge as general manager of both locations, using social media and technology to serve as sales tools.

on integrity. They have larger combinations of hardware and commodities and that helps us grow,” he says.

They are learning every day how to use their Epicor point-of-sale system on a deeper level. “It’s a great tool for purchasing and staying focused on the bottom line, as well as determining what’s performing and not performing,” Mitch says.

HELPING OTHERS AND STAYING HUMBLE

The future looks bright for Ivey’s Building Materials, and that is a testament to the way Mitch has run his business, how he has treated people and

Ivey’s has 60 employees who are all treated like they are part of the family. “We recognize birthdays and anniversaries and continually analyze wages so we stay competitive,” Mitch says.

The Johnsons have always had a strong connection to their church that filters through to their own community and ones around the world. Mitch served as president of a boy’s home in Brazil for about 10 years. He and Pam have traveled to remote locations all over the world on mission trips with various organizations offering medical support and hunger relief. “We’ve been able to see the world through the eyes of God and see how blessed we are in this country,” he explains.

Understandably, their experience and knowledge have allowed them to assist with construction projects in several countries across multiple continents. While their support overseas is primarily monetary, the Johnsons (and Ivey’s) are able to supply larger amounts of building materials for projects in the U.S.

“We’ve seen some truly unbelievable places, and we also stay connected with the people we meet. That’s just who we are. And our customers’ support of our business has allowed us to follow this passion and be a part of other people’s lives in different parts of the world. It’s truly a blessing,” Mitch says.

The Best and Brightest

Our 2022 Beacon Award winners share an ability to see beyond “the way we’ve always done it” and explore new ways to position their businesses for success.

Ivey’s Building Materials Center I Retail Beacon

High school sweethearts Mitch and Pam Johnson have always been willing to evolve their business to stay competitive and serve their customers. When they took over Pam’s family business in the 1990s, they adjusted their focus to prioritize pro contractors. And when they began attracting new customers from nearby communities, they added a second location to better serve their growing customer base. Today, their son Josh drives an active social media presence and has added an online sales portal to help pro contractors bid on and order materials remotely. Together, Mitch, Pam, and Josh are showing our industry what hard work and an open mind can achieve.

Vassar Building Center I Best New Store

Since 2010, Mike and Brenda MacKay have steadily added popular brands and new departments to their business, transforming a customer base that was 80% pro contractors into a diverse mix of local builders and DIYers. By 2019, the MacKays began construction on a new, ground-up store, doubling the size of their original 10,000-square-foot location. They boldly chose to be the first members to incorporate an innovative new store concept, designed to be the next generation of Do it Best stores. The dynamic shopping experience immediately resonated with customers, and since the grand opening in 2020, Vassar Building Center continues to enjoy consistent double-digit sales growth.

Do it Best congratulates this year’s Beacon Award honorees. Through their hard work, dedication, and vision, they are shining a light on the future of our industry, and showing us all the path to success.

Mike and Brenda MacKay Vassar Building Center

Mitch and Josh Johnson Ivey’s Building Materials Center

ENCOURAGING THE NEXT GENERATION

The Mansfield location is 60 percent contractor, while the Houghton location is 75 percent pro and 25 percent retail. Ivey’s has completed the transition from its early days as a retail hardware store with a lumber emphasis to more of a pro-oriented lumber center. 2021 was a strong year helped by the inflated price of lumber.

The business is also evolving its management and leadership as the next generation makes it mark. Josh was instrumental in launching Bid Desk, an online portal where contractors can bid on materials or projects and submit for an estimate. “It’s like a third arm of a salesperson,” Mitch says. “We’re even getting hits out of state, so it’s been a whole new avenue for growing sales.”

He credits ongoing learning as the best way to stay on top of the ever-changing

Upper & lower left: Mitch and Pam Johnson have been involved in mission trips around the world offering medical support, hunger relief and construction help.

Right: The Johnson family has worked hard to form deep connections in the communities they serve.

landscape. Joining the Construction Suppliers Association put them in contact with other yards to compare notes, and Josh has become active in that group. “It was a real game-changer for our business,” Mitch says, “because it helped us reshape our vision and focus on improving things we weren’t strong in.”

EXPANSION ON THE HORIZON

With two successful locations embraced by customers, the Johnson family is working to open a third store soon in Blanchard, La. “That’s definitely our goal. We’ve got the land but we want to wait a little for the economy to settle before we go full bore,” Mitch says.

Winning the Beacon Award is a great privilege, according to Mitch. “God has given me the strength and energy to work all these years. When I think of the many people and family members I’ve had the opportunity to work with, if I can accept on their behalf then all the hard work will have been worth it,” he says. n

Hometown Hardware

Beacon Award for Best New Store Under 20,000 Sq. Ft.

LaValley Building Supply Retail Beacon Award

(Left to right): David Mobley, Orgill Inc.; Phil and Deanna Cheeves, Hometown Hardware; Nancy and Larry Huot, LaValley Building Supply

Phil and Deanna Cheeves of Hometown Hardware

Larry and Nancy Huot of LaValley Building Supply

Retail Beacon Award

LaValley Building Supply

Newport, N.H.

LaValley Building Supply was founded in New Hampshire in 1962 by Harold and Gerry LaValley, who are still active. The company is one of the largest family-owned building materials companies in the U.S. It offers customers a one-stop shop for all of their building needs with 12 locations.

LaValley also operates one of the largest eastern white pine sawmills in New England along with dry kilns, planing and resaw operations, as well as truss and wall panel fabrication, a custom modular home division and a paint and decorating center.

Larry Huot and his wife Nancy are principal stock owners of the company started by her parents. Larry, who has worked for the company since 1975, serves as president. The third generation of the family is now involved in the business.

By Chris Jensen

Larry Huot, president of LaValley Building Supply, has been with the company started by his in-laws since 1975.

“My father-in-law Harold turned 90 in December and he’s still in here every day,” Huot explains. He has his finger on the pulse of everything.”

FOCUS ON INNOVATION

They utilize a fleet of delivery vehicles, some of which offer specialty services. As Huot explains, “If we build a truss and deliver on our own cable cranes, our drivers are seasoned and can assist on the jobsite. This ensures quality and timeliness.”

The company has always strived to be an innovator and has done so first in truss manufacturing and then in prepanelized wall building, which helps framing go up quicker and protects from the elements.

Supply’s Beacon Award Presentation Video

“Instead of waiting for a distant manufacturer, we handle it all in-house. All pickups and delivery are handled by us. If we build the truss and deliver on our own cable cranes and our drivers are seasoned, they become an assist to the jobsite. This also ensures quality and timeliness—it’s about control,” Huot explains.

The modular home division began in 2006 and endeavors to streamline the process of new construction while creating energy-efficient homes at lower costs. “The idea is to bring quality systems to our communities, builders and consumers that save time, reduce risk and create successful, high-quality projects with reliable consistency,” he says. “We can deliver it to the jobsite 85 percent finished.”

Their eastern white pine sawmill, known as DiPrizio Pine Sales, is also a unique advantage with deep roots in timber-rich New Hampshire, according to Huot. It annually processes 18 to 20

Upper Left: This location in Claremont, N.H., which was acquired in 1975, dates back to 1902, making it a member of the Century Club.

Lower Left: They utilize a fleet of delivery vehicles, some of which offer specialty services such as cable cranes.

Right: Larry Huot has been steering LaValley Building Supply with a steady hand through volatility and changing market conditions for nearly half a century.

million board feet for paneling, siding, trim and timbers. “The DiPrizio family started the sawmill in 1938 and we bought it in 1993. Now we sell pine all over the country,” he says.

Annual sales at the full-service lumberyards range from $6 million up to $36 million. In 2021, company sales increased 23 percent and gross margin dollars rose 24 percent. LaValley sold 12,000 tons of wood pellets in 2021, which is over 400 tractor truckloads.

LaValley Building Supply follows a dual-path strategy, generating 70 percent of sales from contractors and builders and 30 percent from d-i-yers. The company’s stores range in size from 8,000 up to 26,000 square feet and all feature showrooms for millwork, kitchen, bath and flooring staffed with specialists.

“Our desire is to have intrinsic interactions with our customers, not

transactional,” Huot says. “We emphasize the value of knowing we are assisting our customers in a time of need and providing a satisfying customer experience. Customer experience and employee satisfaction is our purpose,” he adds.

LaValley recently signed up with Epicor for its 12 stores, and Huot says they are looking forward to learning how to use Epicor’s retail tools to operate more efficiently.

DEEP COMMUNITY INVOLVEMENT

The company is very active in the communities it serves. They support opera houses, a performing arts center, a playhouse, libraries, historical societies, rec centers, community newspapers, a women’s advocacy center, senior centers, housing for people in need, youth sports and recreation programs, Habitat for Humanity and local food banks. They sponsor local youths so they can attend YMCA camps. They donate to local fire departments and local health centers and hospitals including the Children’s Hospital in Dartmouth.

They organized a contractor golf tournament and raised $32,000 to assist in the aid and reconstruction of Louisiana after Hurricane Katrina. “We believe that

Left: The company consists of 12 home improvement centers that are one-stop shops for all building needs, plus a paint and decorating center.

Right: LaValley generates 70 percent of sales from builders and contractors.

building strong communities is beneficial to everyone,” says Huot. “Ultimately, we are in the people business. Supporting our communities and providing not only our products, services and systems, but any additional aid, is important to us.”

The company’s focus on people flows into the treatment of its 600 employees, many with over 20 years of service. Employees receive full benefits and access to a 401(k) company matching program. The company contributed $1 million to a profit-sharing retirement plan in 2022.

Continuing education through the in-house LaValley University training program and the freedom to make decisions brings a sense of ownership to employees and encourages exceptional engagement. Through LMC, LaValley has sent select employees to a masters program called Advancing Business Acumen through the Wharton Aresty Institute of Executive Education at the University of Pennsylvania.

Upper: The company has always supported a long list of local charities and organizations including local police and fire departments, hospitals, Habitat for Humanity, food banks, senior centers, youth programs and arts groups.

Lower: Continuing education is stressed for LaValley’s 600 employees.

“The people that come to work here have an opportunity to learn about anything from finance to distribution to administration,” he says. “Our employees are local, know most of the customers by name and take great ownership in their jobs.”

GROWTH THROUGH ACQUISITION

In 2018, LaValley acquired R.P. Williams, a family-owned yard in Bristol, New Hampshire. Most recently,

they purchased Perkins Home Center in West Chesterfield, New Hampshire in December 2021. “We always have our eyes open, but we don’t believe in growth for growth’s sake. It has to fit our long-term geography,” Huot notes.

Orgill has been a fantastic partner, according to Huot. “Their breadth of goods and services is second to none. They understand a dealer’s business. We’ve been able to do expansions and not miss a beat. They spend a lot of time in our stores working with our purchasing group. Orgill’s reliability of delivery and personalized service is an asset,” he says.

Larry says they work on the basics every day. “We call it: what does winning look like? Getting the first sale is important, but our livelihood comes from repeat sales. If we’re going to be in a category we might as well be dominant. We’re constantly evaluating how we can be different,” he says.

Reflecting on what it means to win the Beacon Award, Huot says, “Every decade has volatility, but leaders push through and are steadfast. Winning the Beacon Award gives us a moment to look in the mirror and evaluate what our continued leadership is about and what we need to do to hold onto our legacy. We’re focused on what needs to be done next to be trusted by our customers. We are humbled and grateful, together with our employees, to develop long-lasting relationships while serving our customers and communities near and afar. You have to be appreciative and bold every day.” n

By Brian Glynn

Current Presentseconomyopportunities for Hardware retailers

With all the uncertainty and chatter dominating conversations about the economy these days, there’s still plenty of good news and opportunity, especially for the home improvement sector. As we shared in our presentation at this year’s Hardware Conference, Vericast asked 1,841 consumers about their plans and priorities. We uncovered several promising points that will serve home improvement retailers well in the coming months—if they position themselves to take advantage of them.

PeoPle are InvestIng In Home

Folks are still spending lots of time at home, including working from home. And as the summer travel season winds down and the holiday season ramps up, they will be at home even more. Homeowners who decided to stay put during the most recent white-hot real estate market are exploring ways to make their home more comfortable, including renovations and upgrades.

The result is that more than one-third of those surveyed plan

to remodel, expand or upgrade their home in 2022, according to Vericast’s 2022 Retail TrendWatch. And while consumers in general are spending more thoughtfully, they are open to splurging to make their living space more enjoyable, our report shows. This is good news for hardware retailers.

DIY Is B-I- g

Thanks to social media—and rising inflation—the DIY market has exploded. People are more comfortable attempting projects than they were previously. Twenty-six percent of those surveyed report that they now choose to DIY instead of hiring a professional to complete a project, according to Vericast’s 2022 Retail TrendWatch. This creates an opportunity for hardware retailers to not only provide the necessary products, but also to go the extra mile with expertise to support the shopper and advise them as they tackle a DIY job.

Of course, economic uncertainty, lingering supply chain challenges and inflation continue to present

headwinds for both consumers and retailers. There is also a shortage of skilled labor, choking the market’s ability to meet demand. This has a significant effect on consumers. According to a 2022 CNBC survey, 64 percent of adults report that they now live paycheck-to-paycheck—up eight percent from just last year.

But there is good news: growth can still happen. Consumers are shopping around more, looking for the best price and most convenient stores. According to Vericast’s 2022 Retail TrendWatch, 47 percent of consumers report that product shortages have caused them to switch products or retailers to get what they need. Make them switch to you.

Now is the time to invest in attracting every new customer you can and deepening loyalty with existing customers. Hardware retailers will just need to make a few adjustments to their marketing to maximize opportunities to connect with consumers and close the deal.

marketIng matters

The first thing to remember is, marketing matters! Yes, it’s tempting to cut the marketing budget when the economy slows down. But that’s a mistake—79 percent of retailers agree: it’s more important now than ever to promote your products and services, according to McGraw Hill Research: Laboratory of Advertising Performance Report 5262.

People are investing in their homes with DIY projects.

In fact, not doing so can end up costing retailers significantly more. According to McGraw Hill Research, the cost to regain lost customers can be four to five times that of maintaining a customer by consistent ad spending. On the other hand, brands that maintain or increase advertising during a recession experience a 256 percent increase in sales.

tHInk “omnICHannel”

It’s not unusual for consumers these days to bounce around as they move toward purchasing. They might research reviews on Yelp®, check recommendations from their favorite influencers on social media, shop on their smartphone while on the subway, then complete the transaction on their personal computer at home. That’s a lot of channels!

It’s not enough to focus your advertising efforts on a single channel, or two, even. Successful retailers know consumers expect a connected and omnichannel experience and make a point to deliver that experience.

UnDerstanD YoUr CUstomers

All those channels mean there’s no single path consumers will follow to purchase from you. It also means the paths will be more complex. There are numerous data points involved that indicate where customers shop, when they shop, their key decision drivers and barriers to purchase, just to name a few. It is critical to get to know your customers and potential customers, including how they navigate life, both online and offline. Only then can you build an efficient and effective marketing strategy that engages consumers at the right time in their preferred channel or channels to close the sale and earn their loyalty.

Don’t Forget aBoUt Co-oP FUnDIng!

Remember those co-op funds you have but probably rarely use? Now is the time to ensure you are not only using them but using them effectively. The funds are specifically made available to retailers like you to help with local marketing of brand products—so use them! This may sound like a lot, but it doesn’t have to be overwhelming. There are resources available to make it easier including those that help

Top-performing hardware retailers are using omnichannel marketing to stand out.

retailers plan and use these funds, and even support reporting requirements by providing results measurement data. Bottom line: you don’t want to leave co-op money on the table.

The global pandemic, historic inflation and broken supply chains have altered consumer shopping behavior, priorities and plans. But with the right outlook and a strategic, data-driven marketing partner, hardware retailers can maximize opportunities for growth in today’s challenging economic environment. n

Brian Glynn is director for channel marketing/co-op for Vericast. He has more than 20 years of experience consulting with brands and retailers on their brand and advertising strategies. He currently leads a team focused on addressing the challenges and opportunities of channel and co-op marketers. Vericast is reimagining marketing solutions one business to human connection at a time. By influencing how over 120 million households eat, shop, buy, save and borrow, Vericast fuels commerce, drives economic growth and directly accelerates revenue potential for thousands of brands and businesses. Learn more at Vericast.com.

Our 60K+ Readers Aren’t the Only Ones Who Have Noticed Our Exceptional Editorial

16 Awards in the Past 9 Years

Award-Winning Editorial That Connects with Retailers!

The Hardware Connection has won 16 awards for editorial excellence in the past nine years including the following:

• 2022 FOLIO Eddie Award Finalist for Best Single Article

• 2022 Bronze Regional Azbee Award for Web Feature Article from the American Society of Business Publication Editors.

• 2021 FOLIO Eddie Awards (Honorable Mention) for Best Profile and Best Single Article.

• 2020 FOLIO Special Recognition Award for Overall Editorial Excellence.

• 2020 FOLIO Eddie Award for Best Single Article.

• 2020 FOLIO Eddie Award for Best Series of Articles.

• 2020 FOLIO Special Recognition Award for Editor of the Year.

• 2020 Regional Bronze Award for Best Individual Profile from the American Society of Business Publication Editors.

• 2017 Eddies Digital Award from FOLIO for Best Standalone Digital Magazine in the B2B category.

CATEGORY REPORT

LAWN & GARDEN TRENDS

Sales of Insecticides (Independent Hardware Channel)

12 Months % Change vs. Year Ago

Source: Epicor’s Industry Data Analytics

Unit Sales Breakdown for Insecticides

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

Source: Epicor’s Industry Data Analytics epicorindustryanalytics@epicor.com

LAWN & GARDEN MERCHANDISING

Upper Left: Bloomer Hardware in Bloomer, Wis.

Middle Left: Willowick Ace Hardware in Willowick, Ohio

Lower Left: Heuser Ace Hardware in Bluffton, S.C.

Upper Right: Weather’s Ace Hardware in Madison, Ala.

Lower Middle: Overland Hardware in Overland, Mo.

Lower Right: Matirko Hardware in Pocono Lake, Pa.

AN INSIDE LOOK

STORE PETS

The Hardware Connection provides a pictorial look at the many dogs and cats that serve as store mascots. Send pictures to chris@thehardwareconnection.com.

Ace at Ace of the South, Gardendale, Ala.

Cheeto at Quincy Hardware & Lumber, Quincy, Wash.

Gino at Hemly Tool Hardware, Thompson, Ohio

Boots at Aubuchon Hardware, Greenwich, N.Y.

Ace at Richert Lumber & Ace Hardware, Pleasanton, Calif.

Ace

Dallas at Lutz Hardware, Camas, Wash.

Callie and Lola with owners Glenn and Kim Ubertino at Zoller Hardware, Cashiers, N.C.

Peanut at Willowick Ace Hardware, Willowick, Ohio

Hagrid at Bethlehem Ace Hardware, Hickory, N.C.

Midge at Ramshaw’s Ace Hardware, Mount Shasta, Calif.

Rosie at Al-Joe’s Pet & Garden Center, Hamilton, Ohio

Dreamsicle at Hometown

Hardware, Buckeye, Ariz.

Toby at Fort Dobbs Hardware, Statesville, N.C.

Sophie at Quincy Hardware & Lumber, Quincy, Wash.

Gracie at Kraftco Hardware in Little Rock, Ark.

IN THE NEWS

NEW STORES:

• The Building Center acquired Dixie Lumber in Easley, S.C.

• 84 Lumber opened its first Michigan store in Commerce Charter Township.

• Martin and Kathleen Clark, owners of Martin’s Hardware & Building Supply in Bristol and Middlebury, Vt., have agreed to sell their business to The Aubuchon Company, a Century Club retailer.

• Big Creek Lumber is acquiring O’Connor Lumber in Vallejo, Calif.

• K&M Ace Hardware opened a second location in Kingwood, Texas.

• Curt’s Ace Hardware opened its second store in Piney Flats, Tenn.

• Westlake Ace Hardware held a grand opening for its new store in Overland Park, Kan.

• Clark Porter acquired Evans and White Ace Hardware in Potsdam, N.Y., which joined the Century Club this year.

• Costello’s Ace Hardware is opening a new store in Purcellville, Va.

• Melissa Mockros opened her second Ace store, K and M Hardware of Kingwood (Texas).

KUDOS TO:

• Tim and Jill Werner are celebrating the 75th anniversary of Werner’s Hardware & Gifts in Humphrey, Neb.

• Pepin Lumber Yard in Woonsocket, R.I., is marking its 75th anniversary.

• Johnson Level & Tool is celebrating its 75th anniversary.

• Jessica Bettencourt, thirdgeneration owner of Klem’s in Spencer, Mass., was recognized as a finalist in the National Retail Federation’s America’s Retail Champions program, which celebrates small retailers who are exceptional champions for their communities.

• Werner Ladder Co. has joined The Hardware Connection Century Club.

PEOPLE ON THE MOVE:

• Rocky Vitale named COO of Costello’s Ace Hardware.

• Apex Tool Group has hired Pete Dyke as senior vice president, chief human resource officer.

• Arrow Fastener has promoted Justin Sumner to vice president, sales.

• Ted Decker, CEO, has been named chairman of The Home Depot, replacing Craig Menear, who is retiring Sept. 30.

• PrimeSource Brands has named Bob Roche CFO and Drew Meng CEO of PrimeSource Building Products.

Rocky Vitale

Justin Sumner

Ted Decker

Jessica Bettencourt

• Do it Best Corp. has hired Ty Sordelet as a director of warehouse operations and promoted Corinne Beer to associate merchandise manager for plumbing.

• Don Freeman has been promoted to president of the North America Professional Business Unit at WernerCo and Kevin Blossom has been promoted to president of the North America Retail Business Unit.

• The Aubuchon Company hired Jillian Montmarquet to the newly created position of chief people officer EVP.

• STIHL has hired Melody Doleman as vice president of human resources.

IN OTHER NEWS:

• Kenneth Reutebuch, former owner of Tavares Hardware in Tavares, Fla., died August 1 at the age of 88.

• Sherman Yoder, former owner of Sherman Lumber Co. in Holmesville, Ohio, died July 1 at the age of 92.

• Joseph Tepe, part of the family ownership and leadership team of McCabe Lumber’s four stores in the Cincinnati area, lost his sixyear battle with cancer on July 12 at the age of 47. He served as components manager for the past 12 years.

• Jerome Moretz Jr., owner of Jerome Moretz Lumber Co., passed away July 5 at the age of 72.

• Tom Fulton, former owner of Fulton True Value Hardware in Ripley, Ohio, passed away June 30 at age 91.

IN MEMORY:

• Charlotte Pipe and Foundry Company has purchased Neenah Enterprises Inc., a Century Club manufacturer in Neenah, Wis., that manufactures construction and industrial castings.

• John Bolger, former owner of Edmund Allen Lumber Co. in Momence, Ill., passed away June 30 at the age of 89.

• James “Donnie” Lewter Jr., whose family has operated Lewter Hardware in Huntsville, Ala., since 1928, passed away July 20 at age 64. Shortly after, the store announced it would be closing in October.

• Glenn Kramer, former owner of Kramer True Value Hardware in New Glarus, Wis., died July 8 at the age of 81. He got his start working in the family business, Kortendick True Value Hardware in Racine.

• Ronnie Wade, past owner of

Jillian Montmarquet

Don Freeman

Kevin Blossom

Melody Doleman

Joseph Tepe

Donnie Lewter Jr.

Each used FrogTape on multiple surfaces windows, baseboards corners, and everyone was amazed by the clean lines usually possible with pros. No one any instance of paint bleed or culty removing the tape even after it stayed in place for over a week. If you currently do not stock FrogTape, then bring in a few SKUs of their Pro Grade Painter’s and Pro Grade Orange Painter’s Tape, which offers highadhesion. ■ week. If you currently do not stock

Grafton True Value Hardware

Grafton, Va., passed away July 12 at age 87. He opened the store with Roger Copenhaver in 1977 and they sold it to Peninsula Ace in 2019.

• Freddy Swaim Sr., former owner of Swaim Hardware in Paris, Texas, passed away July 30 at age 77. Bob, opened the business in 1932 during the Great Depression, and Freddy’s five children all grew up working in the store, which remains at the original location. To read more, click here.

• Mark Bliss, vice president of Dutton-Lainson Co., passed away August 25 at age 62.

Click here .

UPCOMING EVENTS

SEPTEMBER

Blish-Mize Fall Dealer Market

September 16-17, Overland Park Convention Center, Overland Park, Kan.

Bostwick-Braun Fall Show

September 28-30, Kalahari Resort, Sandusky, Ohio

China International Hardware Fair 2022

September 21-23, Shanghai International Expo Center, Shanghai, Pudong

Do it Best Fall Market

September 9-12, Indiana Convention Center, Indianapolis

Eisenwarenmesse International Hardware Fair

September 25-28, Koelnmesse, Cologne, Germany

Home Hardware Fall Dealer Market

September 23-25, Enercare Centre, Toronto

Horizon Distribution Fall Dealer Market

September 9-11, Yakima Convention Center, Yakima, Wash.

Lumbermen’s Association of Texas 136th Convention & Expo

September 12-14, Omni Frisco Hall, Frisco, Texas

True Value Fall Reunion

September 16-18, Colorado Convention Center, Denver, Colo.

Wallace Hardware Fall Dealer Market

September 27-29, Sevierville Events Center, Sevierville, Tenn.

OCTOBER

Equip Exposition / GIE+Expo 2022

October 19-21, Kentucky Exposition Center, Louisville, Ky.

House-Hasson Hardware Virtual Fall Market

October 3-7

LMC Expo

October 12-14, Philadelphia Marriott Downtown, Philadelphia

Taiwan Hardware Show

October 19-21, Kaohsiung Exhibition Center, Kaohsiung City, Taiwan

NOVEMBER

ECI Connect Conference 2022

November 9-11, Gaylord of the Rockies, Aurora, Colo.

Epicor Insights 2022 Building Supply User Conference

November 14-16, Westin Kierland Resort & Spa, Scottsdale, Ariz.

Hardlines Distribution Alliance 2023 Executive Planning Conference

November 15-17, LaPaloma Resort & Spa, Tucson, Ariz.

NAWLA Traders Market

November 9-11, Phoenix Convention Center, Phoenix

For a complete listing of calendar dates, click here.

Hardware Legend waLLy Lewis retires after 66 years

Wally Lewis was the very first employee hired by Miner’s Ace Hardware in 1956. After 66 years of loyalty and helpful service he hangs his vest up one last time and retires at the age of 95.

In 1956, brothers Lee and Glen Miner opened a hardware store in Grover Beach, Calif., immediately west of the current location at 1056 W. Grand Avenue. They were carrying on a family tradition, as their parents, Abe and Bee Miner, already owned a hardware store in Culver City. With the help of their first employee, Wally Lewis, who continued to work at the Grover Beach store all these years, the Miners embarked on a journey that would ultimately become a seven-store Ace Hardware chain that was honored with a 2020 Beacon Award for Community Service by The Hardware Connection.

Wally always said he would retire at the age of 95 and that day has come, which makes him the top candidate for both the longest and oldest employee in Ace Hardware’s history— a true legend.

“Miner’s is still a family-owned and operated business and I think this really means something. It has been a good place to work. The customers are nice and it’s always fun when somebody comes in with some weird home repair

Upper: Wally Lewis is retiring after working 66 years at Miner’s Ace Hardware.

Middle: Wally shown early in his career at Miner’s Ace.

Lower two: Wally is immortalized at the store with a stuffed toy and a shirt.

problem and we are able to fix it,” Wally comments about his career.

“We are so proud to celebrate his loyalty and commitment, which is

extraordinary in this current environment of staffing shortage and massive turnover rates,” says Laurel Cadena, marketing director of Miner’s Ace.

Wally will still be in every Miner’s Hardware store, as they have immortalized him into a stuffed toy kids hunt for throughout the hardware store to win a Wally pop.

Ace Hardware did a Facebook feature a few years ago asking their Facebook community to celebrate Wally and got an amazing response with 40k likes, 823 comments and 1.3k shares.

Ace Hardware created a HeartWare story a couple years ago to showcase just how special Wally the Hardware Legend is. He will be greatly missed by his co-workers and the many customers he served faithfully for 66 years. Click here to view the video.

100-year dream Comes true at neu’s Hardware

Margaret Krebs turned 100 on August 26, 2022, and one of her bucket list items left unchecked was to work at a hardware store. Her family reached out to the folks at Neu’s Hardware in Menomonee Falls, Wis., to see if they could help make that dream come true for her—it was an honor to help out, according to Neu family members.

Mike and his team at Neu’s Hardware helped make the wish official by outfitting Margaret with a Neu’s apron (with her name on it) and getting her set

Upper: Margaret Krebs fulfilled a lifelong dream by working at a hardware store just a few days shy of her 100th birthday.

Lower: Margaret worked as a cashier at Neu’s Hardware, crossing that 100-year goal off her bucket list.

behind the cash register at the checkout, writes Judy Steffes for the Washington County Insider.

“You know how we checked out years ago,” said Margaret. “We wrote it on a piece of paper.”

Michelle Neu, company vice president, could relate. “When my grandfather started this business 75 years ago that’s how it was,” she told the paper. “They

had just a cash register with a crank wheel. I think we still have one of those in the basement somewhere.”

Margaret grew up on a farm in St. Lawrence, Wis. “That was one thing I always wanted to do was work at a hardware store. I don’t know why … but here I am,” she said.

The store has said if Margaret wants to come back out of retirement, they are ready for her. To read more and see a video of Margaret in action, click here.

waLL of reCognition enCourages tHe next generation

Jodie Disbrow, second-generation owner of McLean’s Hardware in Kalkaska, Mich., has the heart of a high school teacher. She taught English before taking over the family business 15 years ago, so it’s not surprising to learn she carried on a tradition started by her parents.

Gene and Doris McLean, who bought the business in 1967, employed over 100 high school students during their four decades of ownership. They started placing framed photos of their young employees on the wall. Jodie, who has maintained that tradition for the Do it Best store, is getting ready to put up a fifth frame of photos on their “Wall of Recognition”—each frame contains 20 photos. Because she believes in and values the next generation, Jodie intentionally invests a lot of time into her employees, many of whom are high school students.

Jodie Disbrow, owner of McLean’s Hardware in Kalkaska, Mich., maintains a Wall of Recognition with photos of the high school students who have worked in the store over the years.

She mentors them and provides an excellent first-job experience. In her own special way, she is building her employees’ confidence and setting them up for success in work and in life.

Jodie and her three siblings all worked in the store growing up, so their pictures are on the wall along with four members of the third generation. “My parents couldn’t afford to hire anyone when they first took over the store. Their first student was in 1973, and he’s the first picture on the wall,” she says. “Customers like to look at the old hair styles from the 1970s.”

Jeremy Morrison started working there during eighth grade and is now the manager, while Brad Bishop started at a similar age and is now the rental manager, Jodie points out. “These students learn so many life skills, which will come in handy when they have their own houses. I tell them ‘Your parents might’ve helped you get this job, but it’s up to you to keep it,’” she explains. n

Behind the Numbers

$43.8 billion

Sales reported by The Home Depot for the second quarter of 2022, up 6.5% from the prior year.

5.4%

U.S. comp-store sales increase reported for The Home Depot in the second quarter of 2022, with net earnings increasing 11.5% in 2Q.

$27.5 billion

Sales reported by Lowe’s Companies Inc. for the second quarter of 2022, down slightly from $27.6 billion the prior year.

13%

Percentage increase in pro customer sales for Lowe’s Companies Inc. in 2Q 2022.

8.4%

Percentage increase in net sales for Tractor Supply Company in the second quarter of 2022. Comp-store sales rose 5.5% in 2Q.

13

Number of new stores opened by Tractor Supply Company in the second quarter of 2022. As of June 25, 2022, the company operated 2,016 Tractor Supply stores in 49 states.