Home Style Magazine, July 2015 Supplement

TODAY’S

taking the ‘guest’ work out of registering...for 35 years CONTACT TODAY’S BRIDE 416-537-2604

Christina Bono [email protected] • Shannon Dameron [email protected] ANNA DEMJANENKO/SHUTTERSTOCK.COM ProfilesilesJuly 2015 IN THIS ISSUEE

Atlantic Promotions...... 4 Breville Canada...... 6 Publisher/Editor Browne...... 8 Laurie OHalloran Phone (905) 338-0799 Danesco...... 10 [email protected] Danica...... 12 Cover Design David Shaw Designs...... 14 Robin Forsyth Denby...... 16 Advertising Sales Faema Canada...... 18 Michael OHalloran Phone (905) 338-0799 Groupe SEB...... 20 [email protected] Hamilton Beach...... 22 Printing & Production Jogi’s Import and Design...... 24 Ironstone Media

KitchenAid...... 26 PROFILES is published as a Microplane...... 28 special supplement to HOME STYLE MAGAZINE On Route Distribution...... 30 Lorell Communications Inc. Philips...... 32 146 Cavendish Court Port-Style Enterprises...... 34 Oakville, ON L6J 5S2 Pyrex...... 36 www.homestylemag.ca

Royal Selangor...... 38 Canadian Publication Mail Sales Product Agreement No. 40011823 Sagaform...... 40

Salton Canada...... 42 is a registered trademark of Swissmar Imports...... 44 Lorell Communications Inc. The magazine is distributed together TTi Floor Care...... 46 with Home Style Magazine on a controlled basis to 6,000 Canadian Trudeau Maison...... 48 housewares buyers, retailers, vendors, and others related to United Sales & Marketing...... 50 the industry. All material is protected by copyright Victorinox...... 52 Wusthof...... 54 Member Of Canadian Gift Association Zwilling J.A. Henckels...... 56 International Housewares Association

PROFILES 2015 3 Atlantic Promotions As seen on TV for over 50 years! tlantic Promotions, a company that Behind all of these successful prod- His mission for the new company was Ais Quebec-owned and founded, ucts there is one man – Jacques Gatien. clear from the start: simplify peoples’ has become an institution in the Canadi- Jacques is an entrepreneur, a man with lives with everyday products that will an housewares industry. In 2015, the vision who has always had an excep- transform their everyday lives. company marks its 50th anniversary. tional ability to recognize innovations Within a few years he was ap- For half a century, through innova- that would appeal to consumers. A mas- proached by a television representative tive and provocative ads, this company ter showman and raconteur, he was offering him a chance to demonstrate has introduced a wide variety of ingen- hired to perform demonstrations for his products live on TV in front of a ious products to consumers. Some of various distributors in the early 1960s. much larger audience. It was the early the many hits include Chammy Vileda, He visited fairs and trade shows across days of the “As seen on TV” craze and T-Fal, Milan soap, Krazy Glue, Krazy Quebec promoting the features and ben- the beginning of what would become a Karpet, Nu Finish, Oskar broom, Vita- efits of a variety of kitchen accessories. large scale distribution company. With grow, Hertel, Pants Saver car mats, Bee In 1965, Jacques decided he wanted good reason, consumers across Quebec Mop, Starfrit, Heritage, Lock & Lock to work for himself so he created At- acknowledge that Jacques Gatien is the and The Rock. It wouldn’t be a stretch to lantic Promotions Incorporated with founder of the “infomercials” that are so say that every Canadian home has two associates. Through his experience, prevalent today. owned at least one of these handy gadg- he realized that to sell products, you Since its early days, this Quebec firm ets through the years! had to demonstrate them to consumers. has shown great creativity in the development and marketing of mass market consumer products and introduces consumers to dozens of innovative new products each year. During this 50th anniversary year, Atlantic Promotions will be highlight- ing some key milestones: • More than 300 million units have been sold since its inception. • Two billion dollars in total merchandise sales. • More than 50 products that have reached the one million unit milestone • In Canada today, an AP product is sold every three seconds. If you were to put the total number of products sold in the last 50 years side by side, they would circle the earth twice. To celebrate the anniversary, Atlantic Promotions is introducing a special 50th anniversary edition of The Rock fry pan, a star product for the company. This 9.5- inch fry pan has a golden exterior and Above: the Starfrit exhibit at the offers superior non-stick performance March housewares show in Chicago. thanks to its patented steel ball impact Left: a special anniversary edition manufacturing process, a technology of the high performance Rock frypan was exclusive to The Rock. It is also induc- produced to mark the occasion. tion ready and will be sold at retail for Opposite page, top: company founder just $29.99. Jacques Gatien is recognized as a master Atlantic Promotions is recognized for showman in the housewares industry. its openness to new ideas and innova- Opposite Page Centre: General tive concepts as well as the effort it de- Manager Gilles Gosselin with Jacques Gatien. votes to research and development. The

4 PROFILES 2015 COMPANY OVERVIEW

Sales Representatives

Mario Jobin – Quebec Tel: 514-871-1671 ext. 2602 [email protected]

Mario Tomassi – Ontario corporation relies heavily on designers Tel: 514-871-1671 ext. 2621 and engineers to bring all of their projects to a positive conclusion. [email protected] Each year, Atlantic Promotions creates, develops and markets some 50 Lauri Chevel – Western Canada new products under its brand names. Tel: 514-871-1671 ext. 2617 All products are geared toward the [email protected] mass and specialized markets. They are available for export and are known for: Lyne Vinet • Ingenuity; Tel: 416-519-6860 • Innovation; [email protected] • Quality; tions has successfully taken on this chal- • Contemporary, ergonomic design; lenge to constantly renew and improve Customer Service • Ease of use and maintenance; the consumer’s life. At the heart of the • Extensive life cycle. company’s mission is a desire to focus Email: [email protected] For half a century, Atlantic Promo- on innovation while utilizing the latest, Tel: 1-800-361-6232 most effective marketing trends They continue to develop and distrib- Trade Show Participation ute innovative kitchen products for the TOP SELLING BRANDS global markets using a strong marketing mix strategy and recognized trade- • Toronto Gift Fair - January and August Starfrit marks. The products combine quality and design yet are always ground • International Home + Housewares Heritage breaking and ahead of the market Show - Chicago trends. Lock & Lock Atlantic Promotions serves as a one Contact Information stop shop concept for everything for the Gourmet by Starfrit kitchen, including full ranges of cook- Atlantic Promotions ing utensils and accessories. But they 770 Guimond Blvd. The Rock also strive to develop new categories Longueuil, Quebec J4G 1V6 and create a surge in demand through Starfrit Balance print and televised advertising cam- Montreal, Quebec paigns that clearly demonstrate the Tel: 1-800-361-1692 Ricardo (Licensed) added values and the innovative char- www.starfrit.com acteristics of the company’s products.

PROFILES 2015 5 Breville Exploring the potential of food

reville began down under, in Syd- Bney, Australia, in 1932. Originally known as the Breville Radio Company, the firm developed its first home appliance in the mid-1940s. In 2002, the brand made its way to the U.S. and Canadian markets and is now traded in over 30 countries around the world. Over the past 80 years, Breville has become an iconic Australian brand, en- hancing people’s lives through thoughtful design and brilliant innovation. Bre- ville is the kitchen appliance brand that engages people with ‘food thinking,’ delivering features that empower people to do things more easily than they’d thought possible. Breville was initially sold in Canada All Breville products are designed in Front and centre in television, print, under the Anglo-Canadian Housewares Sydney, Australia, by a very talented digital and social platforms, Breville banner. In 2013, the name formally team of over 50 designers and engi- uses an integrated strategy for advertis- changed to Breville Canada and today neers. Breville has employees through- ing, marketing and public relations. sells appliances in the coffee and bever- out Eastern, Central, and Western Cana- They consistently execute programs that age, food preparation and cooking mar- da, with many concentrated in the Mon- bring value to their retail partners and kets. It is currently the market leader in treal and Toronto area. stakeholders and also inspire enthusi- the manual espresso coffee machine cat- The company is a leader in the mar- asm among consumers. egory and in the juicing category. ket with its multi-faceted approach to Breville’s high-profile product launch The head office in St. Laurent, Que- brand promotion. For its retail audience, events are attended by their retail part- bec, houses the administrative head- Breville advertises in trade publications, ners as well as Canadian home, food quarters as well as its warehouse facili- participates in trade shows and employs and lifestyle journalists in both tradi- ty. The company is involved in several a highly-skilled account management tional and new media. The prominent different categories including coffee, team committed to service. Breville pro- online presence is complemented by kettles, blenders, juicers, ovens, mi- vides comprehensive product knowl- consistent brand exposure in some of crowave ovens, grills, toasters, mixers, edge training for all its retail partners Canada’s top television and lifestyle waffle makers and slow cookers. and conducts in-store product demos. shows/series. Further, Breville constantly connects with media, bloggers and food culture influencers, as well as its own consumers, to drive excitement, engage conversations, build credibility and promote brand loyalty. Sleek design, innovative and patented features, product performance and quality are what give Breville a competitive edge in the industry. Interior designers covet Breville products, touting

Above: a few images from the successful media launch of The Boss blender. Left: the Breville team with spokesperson and ‘juicing celebrity’ Joe Cross, centre. Opposite page: the Montreal showroom includes a demonstration kitchen for guests.

6 PROFILES 2015 formed a compelling connection with the Breville name and as a result, the company has seen its market share and consumer loyalty climb steadily. COMPANY OVERVIEW Because Canadian families have wel- comed Breville into the heart of their homes, the company proudly con- Sales Representatives tributes to causes that make a profound difference in their lives. Particularly Steven Beekman meaningful for Breville employees is [email protected] their participation in the ‘Games for Hope’ Foundation annual charity event Melanie Brodeur them as ‘kitchen jewelry’. Cooking and in support of organizations that provide [email protected] baking enthusiasts seek out Breville pivotal services in our community in- products to enhance their creativity in cluding: The Missing Children’s Net- Tania Henderson the kitchen. They appreciate innovative work, The Shriners Hospitals for Chil- [email protected] features such as the ‘soften butter’ but- dren, The Starlight Foundation of Que- ton on the Quick Touch microwave, the bec, FitSpirit, and in 2015, the Juvenile Tom Simpson ‘Lift & Look’ feature on the toasters or Diabetes Research Foundation. [email protected] the waffle IQ technology. Many Breville Breville has also fundraised and field- Tammy Westerman products have been recognized with ed a number of teams in the annual [email protected] awards such as the Germany Red Dot ‘Games for Hope’ event, hosted in Mon- award and SCAA (Specialty Coffee As- treal. There is a corporate culture that sociation of America) ‘Product of the promotes giving back and improving Customer Service Year’ in 2013 for the Barista Express lives through philanthropy and volun- espresso machine. teerism. They support a wide variety of Phone 1-855-683-3535 Independent testing by a leading con- local charities and foundations. Inquiries: [email protected] sumer advocate magazine has given top As a market leader, Breville is con- marks to the company’s Sous Chef food stantly taking bold steps forward. The Contact Information processor, the Smart Oven and the company’s greatest contributions to the Scraper Mixer Pro stand mixer three industry have yet to be seen in terms of Breville Canada years in a row. Many independent test product innovations . The objective is to 3595 boul de la Côte-Vertu kitchens also feature Breville appli- continually build goodwill, inspire cre- Saint-Laurent, QC H4R 1R2 ances, a testament to the thoughtful de- ativity and start conversations that pos- sign of the products. itively influence food culture. “As ‘food thinkers’ we’re compelled to be a catalyst behind advancements, programs, and ideas that propel our industry forward and enhance the experience of our retail partners and consumers,” says president Stephen Krauss. Simply put, Breville brings more quality, style, performance and innovation to the table as they endeavour to be trailblazers in all they do. Stephen Krauss says both their retail partners and consumers “benefit from this unre- lenting pursuit of excellence”. Thanks in large part to the efforts of the team here in Canada, the Breville brand has become entrenched in our food culture and woven into the daily lives of everyone from celebrity chefs to average Canadian families. People have

PROFILES 2015 7 Browne A Canadian company with global appeal

ucts under private label for several many awards for product innovation major retailers in the U.S. and outstanding service, Browne is rec- In 2000 the Brownes made a strategic ognized as an essential supplier in the move by purchasing Berard, a 100-year- industry. Their in-house creative team old French manufacturer of olive wood designs the products and then manages products. That was followed by the ac- all phases of sourcing and manufactur- quisition of Kitchen Grips, a line they ing for both the Cuisipro brand and had represented for several years. Then OEM clients around the globe. Since su- in 2004, they purchased the Harold perior materials are integral to develop- Leonard Company. ing functional and durable products, Today Browne services a global mar- Browne has worked to build solid part- ket with an extensive range of profes- nerships with the world’s top suppliers rowne is a family-run business that sional foodservice and retail house- of fine-engineered plastics and metals. Bgot its start in Montreal 66 years ago. wares products. After more than 60 To better channel-market, Browne & It was originally known as O.Browne & years in these complimentary indus- Co. is divided into three distinct divi- Co. and operated primarily as a general tries, the company is well positioned as sions: commercial/foodservice, retail, trading company in those early years. a dependable resource and partner, not and branded lines. With 100 employees They carried kitchenware for commer- only in Canada but around the world. in total, they operate warehouses in cial and consumer use, sporting goods, From day one, Browne’s mission has Markham, Ontario and Memphis. They binoculars, camping equipment, tents, been to design, create and sell value- also have branch offices and distribu- back packs, tires (as a sales agent for added products. They also act as a vital tion facilities across North America and Continental Germany), hardware fas- link in the supply chain from factory to Europe. Working with their partners in teners and textiles for domestic garment customer for home and professional international markets, Browne products manufacturers across the country. food service applications. can now be found in 40 countries In 1984, along with many other Que- “We create long-term partnerships around the globe. bec-based companies, Browne moved its with our suppliers, employees and cus- Retail communication is a key part of head office to Toronto. Peter Browne tomers to ensure we exceed their expec- Browne’s success and presently in- and Michael Browne (who are cousins tations for service, quality, value and cludes trade advertising, social media and sons of the original owners) ac- dependability,” says Peter Browne, who such as Facebook, Twitter or Pinterest, quired control of the company from the oversees the retail side of the business. e-blasts, promotions and opportunity family in 1988. Together, they focused Having received several patents and buys. To reach consumers, the company on growing the export business. They renamed it Browne & Co. and imple- mented a policy to actively pursue markets outside of Canada. In the early 1990s, Browne switched its focus to distributing high-end housewares, mainly from Europe. They also created and produced their own line of kitchenware, called Cuisipro, which has developed into one of the top brands in the world. At the same time, the company started producing a range of prod-

Above, Peter Browne, front, and Michael Browne. Right and opposite pages, brands carried include Cuisipro, Emile Henry, Berard, Kitchen Grips and Ad Hoc.

8 PROFILES 2015 COMPANY OVERVIEW

Sales Representatives relies primarily on social media. Brenda Poffenroth After six decades in the business, Alberta, N.W. Territories, Nunavut Peter Browne attributes their longevity Business Phone - (403) 932-0969 to a combination of quality product Email - [email protected] lines and excellent relationships with customers. “We’ve alway maintained a Michael Henn high customer service standard, backed British Columbia, Yukon by well-informed and motivated sales Business Phone - (604) 904-9353 people,” he explains. [email protected] Browne & Co. prides itself on being a great partner to all accounts and not Cindy Evetts just another supplier. “We want to offer British Columbia, Yukon brands that add value and products Business Phone - (604) 904-9353 that customers want,” says Peter. [email protected] “We’re primarily known as a source for quality European brands but we also Kelly Jordon-Mowat carry great merchandise from other Sask, Manitoba, Northern Ontario countries. We offer multiple brands that Business Phone - (204) 889-0409 cross different sectors of the house- [email protected] wares market, which allows our Cana- dian partners to buy many skus from a Rosy Loewith single source. The goal is to make it eas- Ontario – Western Business Phone - (519) 434-8854 ier for our customers to buy.” [email protected] In addition to meeting the needs of both commercial and retail customers, Shannon Mitchell Browne also gives back to the commu- Ontario - GTA, Eastern & Northern nity through regular staff sales with all Bus Phone - (905) 475-1385 x 261 proceeds going to local charities. [email protected]

Marie-Jose Peltier BRANDS DISTRIBUTED Quebec, Ottawa Region, Maritimes BY BROWNE Mobile - (514) 705-3185 [email protected]

AdHoc (Canada & USA) Arc International Customer Service Bamix 1-866-306-3672 Office Number 1-866-306-3674 Berard Wendy Bateman – Ext 255 Browne Emilie Stewart-Paul – Ext 253 CDN Cuisipro Trade Shows Dreamfarm • Ambiente Emile Henry • Int’l Home + Housewares Show Global • Nafem Gobel • NRA Kasumi • International shows via distributors KitchenGrips Mosa Head Office Nogent (Canada & USA) 100 Esna Park Dr., Markham, ON L3R 1E3 Swiss Diamond (905)-475-6104 Thermalloy

PROFILES 2015 9 Danesco

exciting new skus every season. The A full roster of leading product development team is dedicated to understanding Canadian consumers, always staying on top of the latest housewares brands trends. Their intense passion for the product creates a positive flow of ener- gy across the entire organization. Customer service is also at the heart of Danesco’s success and the company works to continuously improve it. There is a network of nine sales reps, two national account managers, one national sales manager and a team of five customer service reps. For their brands, Danesco has proven t all started in 1963 in a second floor ish lines here. The rest, as they say, is to be an excellent partner by offering Iapartment when Knud Peterson history, but with a happy ending. market expertise in channel manage- transformed four rooms and a kitchen Danesco is now recognized for its de- ment, account management, trade mar- into a showroom, office and warehouse. sign-driven products and impressive keting and sales representation. Knud had a vision, and although he brand roster as well as its expertise in Danesco is fully committed to staying started on a shoestring, he was deter- the Canadian housewares marketplace. true to the positioning and image of mined to pursue it. The company approaches the busi- each individual brand. “Our in- depth Today, 52 years later, Danesco has ness from two perspectives: the cus- knowledge and network in the Canadi- grown to become a leading housewares tomers and the brands. “As a distribu- an market, combined with our broad as- distributor with a 100,000-square-foot tor, Danesco is defined by both sides, sortment of brands, allow us to effec- state-of-the-art facility and 99 employ- and it is the sum of these two compo- tively manage all trade channels from ees. They also boast some of the best nents that defines who we are, how we high end specialty shops to mass mer- brands in the business including OXO, operate and what we strive for,” ex- chants,” says Brigitte. “Understanding Joseph Joseph, Cole & Mason, Fusion plains president Brigitte Roy. and controlling the distribution of the Brands, Full Circle, Prepara, BIA Cor- For retail customers, Danesco strives brands by channel is an important com- don Bleu and ZicZac. to be the best ‘one stop shop’ in kitchen- ponent of our success. “ Knud, who was originally from Den- ware by offering products that deliver Danesco customers benefit from a mark, created the name ‘Danesco’ by great value for money in all categories. modern warehouse that is geared to ef- contracting two words: Danes+ Compa- “Our goal is to constantly bring innova- fectively serve two channels: independ- ny. When he first arrived in Montreal, tion to the marketplace to help our retail ents and the larger national retailers. he served as a commercial secretary for customers grow their business and stay The company is always working to im- The Danish Consulate. It was during his competitive,” Brigitte adds. prove the efficiency of its operations at years promoting Danish Exports to Across all brands, Danesco intro- every level. Canada that Knud identified an oppor- duces an incredible 600 new products Each brand is presented to retailers at tunity to represent and distribute Dan- every year, ensuring a constant flow of the Toronto Gift Fair in January and Au-

Above, the entire staff, left, and the main showroom at Danesco’s head office in Montreal, right.

10 PROFILES 2015 COMPANY OVERVIEW

Sales Representatives

National Sales Manager Sylvio Lamattina - (514) 694-9111 [email protected]

B.C.: Marion Burns - (604) 986-1868 [email protected]

South Western & Northern Ontario Gail Hough - (519) 986-2359 [email protected] gust where Danesco has an impressive 2,500-square-foot booth that always fea- Manitoba, Sask, N.W. Ont., Lakehead tures a large array of brand new products. Maura Shale - (204) 421-9201 As for retail marketing, “we believe that Home Style Magazine is an effective Toll-free: 1-855-588-9201 way of reaching our customers and promoting our brands across the country and [email protected] we have supported the publication from day one. But our number one communication tool remains our amazing sales reps,” Roy explains. “They will always Alberta be the best ambassadors for our brands.” Lexa Shropshire - (780) 433-8561 The marketing team at Danesco also believes it is their responsibility to invest [email protected] in consumer marketing in order create awareness and excitement behind the brands they represent. The company is increasingly active on social media and is Toronto - Ontario Central – Kingston consistently expanding brand aware- Veronica James - (416) 252-3435 ness with public relations. “The media [email protected] is always looking for content and we Montreal – Laval have lots of innovative products with Manon Lapointe - (450) 621-7667 good stories to tell. The coverage and [email protected] spin-offs are great for the brands,” says Tamsyn Hodges, marketing director. Atlantic Provinces Danesco has grown to occupy its Mark Amyot - (902) 893-1209 current leadership position by offering [email protected] a winning combination of scale, flexibility and passionate housewares experts. With a strong emphasis on customer Southern Quebec - Eastern Townships relations, the company prides itself on providing the highest quality of customer Gordon Taylor - (450) 348-7819 service with trained specialists attending to all retail needs. [email protected] Danesco continues to invest and believe in the importance and the future of Ottawa, Outaouais, N. QC, Quebec City the independent retailers in Canada. The sales team also recognizes the many Tim Smith - (514) 247-7135 challenges these retailers face today and will continue to offer them the support [email protected] they need to be successful. In fact, Danesco has just completed the distribution of a new catalogue with 450 colourful pages representing over 15 brands. It was a Customer Service major investment but one they know will reap many benefits. In addition, in 2014, the company introduced a completely new, user-friendly Margaret Fotiou: (514) 694-9111 ext.130 website geared to retailers. It’s proven to be an excellent reference tool with lots Barbara Foley: ext. 111 of product details that are always up to date. Mirella Elissa: ext. 171 The most valuable asset, however, is still the company’s exceptional sales reps. They believe it’s their personal relationships that make businesses successful. Head Office “What is true for our retail customers is also true for us,” says Brigitte. “ Inde- pendent retailers have a unique relationship with their own customers that Danesco, 18111 Trans-Canada Hwy. makes a difference. Brand relationships with the end consumers are established Kirkland, QC H9J 3K1 by these retailers and their personalized approach to customer service.” Danesco makes a point to give back to organizations that support those in need in the local community, mainly in the West Island and Montreal. The company donates products on a regular basis to help many organizations in Quebec with their fund raising initiatives, making them an intrinsic member of their own community as well as the entire Canadian housewares industry.

PROFILES 2015 11 Danica Setting trends by design

anica Imports turns 50 in 2015 and chased Now Designs, the leading brand Dwith a recently-announced transi- in kitchen textiles, in 2004. Over the next tion to the next generation, the company five years, Danica expanded into even has plenty to celebrate during this gold- more product categories, including din- en anniversary year. nerware, food storage and kitchen tools. Danica – the name literally means In 2009 the Danica Studio brand was “from Denmark” – got its start as an im- launched to showcase the talents of the porter of Scandinavian giftware and in-house design team. Today, Danica is furniture. In 1984, the company was know for its innovative kitchen designs purchased by its current owners, Rod- with both Now Designs and Danica Stu- ney Benson and Jeremy Braude, both dio brands sold all over the world. natives of South Africa. Best friends Although the company continues to since high school, Jeremy and Rodney focus on kitchen textiles, they are al- worked together to transform the busi- ways experimenting and forging ahead ness into one of the top distributors of into new areas where they can showcase kitchen goods in Canada. their ongoing passion for design and In 1990, the partners started manufac- colour. Special attention is always given turing their own line of kitchen and to categories that span across both table linens. After enjoying many years housewares and giftware. of growth in the category, they pur- Danica’s textiles are manufactured primarily in India and China, where Je- remy and Rodney pride themselves on the strength and longevity of their relationships with all of their suppliers. Once in Canada, all products are distributed from a brand new warehouse in Richmond, B.C. where state of the art equipment ensures that all orders are shipped accurately and on time. Based in Vancouver, Danica has a total of 45 employees, most of whom work out of the head office. Rodney em- phasizes that, across Canada, they have some of the best sales reps in the business, many of whom have been with Danica for decades. When it comes to marketing, Dani- ca’s claim to fame is the gorgeous catalogue that’s produced twice a year. It features a level of graphic design sel- dom seen in the housewares industry. In terms of digital marketing, the danicaimports.com website has proven to be a fantastic resource for both retailers and consumers. Danica is active on social media and just launched a wholesale-only e-commerce site for their Canadian customers. Always an aggressive competitor in terms of new products, the owners of

12 PROFILES 2015 COMPANY OVERVIEW

Sales Representatives

Alberta: Norma Fehr 403-281-7599 * [email protected] BC (Interior): Dona Gretzinger 250-803-4358 * [email protected] B.C. (Key Accounts): Jim Cromarty 604-329-5471 * [email protected] B.C. (Key Accounts): Martin Lank 604-649-5361* [email protected] B.C. (Lower Mainland): Debbie Kinsey 604-984-4531 The entire staff of Danica gathers at the head office. Rodney and Jeremy will let their sons [email protected] Gary Bensen and Jonathan Braude take over this year as they begin ‘semi-retirement’. Maritimes: Deb & Peter Eakins 902-835-3154 * [email protected] Ontario (Central & Northern): Danica believe the key to their growth ment is dedicated to treating every Karen Sweatman – 519-376-3842 comes down to two things: design and single customer with care and re- [email protected] customer service. They employ nine full spect, from the smallest independent Ontario (GTA): Vicky Stott time product and graphic designers, a to the largest national chain. 416-698-0725 • [email protected] prolific team of talented individuals But in the end, Rodney and Jeremy Ont. (Southwest): Tamie & Gus Gouveia who design all Danica products, pack- believe success comes down to rela- 519-856-1165 • [email protected] aging, catalogs, websites and branding tionships, because what else is there? material. With a focus on colourful, “We place enormous value on our Ontario (Ottawa and Eastern) modern design they bring new collec- relationship with our customers, our Jennifer Frankland – 613-220-1996 tions to the market every six months, sales reps, our vendors and, above [email protected] each one more impressive than the last. all, our employees,” they say. “We’re Quebec: Groupe Marketing As well, the customer service depart- proud of our low employee turnover. 450-435-0316 • [email protected] We’re proud of the fact that we’ve Sask., Manitoba & Lakehead: been working with the same vendors Maura Shale – 204-421-9201 for over 20 years and that we’ve been [email protected] distributing some of our brands for over a decade. We’re exceptionally Customer Service proud that we’ve maintained our relationships with some of the best Now Designs Tel: 604-255 6150 housewares and giftware retailers in Toll Free: 1-888-632 6422 Danica Studio the country since the 1960s.” Email: [email protected] Stitch & Shuttle As a company owned by immi- Website: www.danicaimports.com London Pottery grants that relies on overseas vendors Danica is definitely part of a global RSVP community, and they reinforce that Trade Show Participation Chef ’n by donating a percentage of profits to Education without Borders. The ob- • Toronto Gift Fair Fat Daddio’s jective of the foundation is to foster • International Home + Housewares Show Staybowlizer educational opportunities in disad- • Atlanta International Gift & vantaged regions of the world. Home Furnishings Market Zoku Here at home, Danica keeps a close • NY/NOW Accent on Design Brabantia eye on its ecological footprint. A certi- Rice Cube fied “Climate Smart” company, they Head Office have launched a variety of recycling That! initiatives, use recycled boxes for 1915 Stainsbury Ave, Vancouver, B.C. V5N 2M6 Handle Hands shipping and encourage all staff to walk or ride their bike to work. Tel: 604-255-6150

PROFILES 2015 13 David Shaw Designs

A bright future with a focus on home fashion

obert Dohany and Gerald Green- ed to really take hold, David Shaw made Rwood, the founders of David Shaw an astute business move. The company Silverware, are originally from Vienna created, designed and developed a new and London (respectively). Inspired by collection of stainless steel flatware the tradition and craftsmanship of fine under the proprietary ‘Splendide’ addition of their extensive range of quality European tableware they recog- brand. Today, Splendide has become a gourmet tools and food prep products nized a void in the industry and decided recognized brand name in the tabletop was a natural extension of the ‘dining to create a premium assortment of this industry, offering consumers stylish, on- and entertaining’ focus of the business. type of product for the Canadian mar- trend designs at every price point. The company now operates as David ket. In 1982, the two men joined forces to Keenly aware of the need to evolve to Shaw Designs, a name that more accu- establish David Shaw as a wholesale im- stay relevant, David Shaw continues to rately represents the company’s ex- porter and distributor of flatware. add new and exciting international panded portfolio of products and Their foresight paid off and as the brands to their portfolio on a regular brands now being offered. company grew, they gradually added basis. The primary focus has been on the Located in north Toronto, David prestige dinnerware and crystal brands dining, entertaining and gift categories. Shaw has a full time staff of 18 people. to the product mix. In early 2014, David Shaw officially The sprawling 45,000-square-foot build- Early in the company’s history, as the entered the housewares arena with the ing houses the company’s offices, ware- trend towards more casual dining start- acquisition of Classic Chef brands. The house and showroom. Today the company specializes in five key areas with the following products: Shown top right, tabletop, entertaining, food preparation, company founders giftware and premium/incentive. Robert Dohany and Gerald Greenwood. In 2013, David Shaw launched their Right, the DS herb website – www.davidshawdesigns.com infuser provides a – as a vehicle to promote their brands to burst of flavour. a wider retail audience. While focused Below, beautiful slate initially on gaining exposure with the and wood cheese retail customer, the website has been boards are perfect continually updated to provide more for entertaining. consumer information and product knowledge about their brands. It has proven to be a valuable resource. Traditional print advertising and editorial content in Home Style Magazine has also proven to be a significant forum to connect with loyal readers of the magazine. Home Style provides an opportunity to showcase the company’s evolving product assortment at David Shaw, and to connect with existing and potential retail customers. With the increasing convergence of housewares and gift in the Canadian marketplace, David Shaw is now in the unique position of acting as a ‘one stop shop’ for their retail partners in both of these important categories. Despite the rapid growth over the

14 PROFILES 2015 years, David Shaw remains, at its core, a modest family-operated business. The company is small and nimble enough to COMPANY OVERVIEW accommodate special requests and projects, while large enough to source and se- Sales Representatives cure top quality, internationally-recognized brands for Canada. Additionally, BRITISH COLUMBIA the premise of serving as a ‘stocking distributor’ is still very much part of the for- Bob Quayle mula at David Shaw. All brands are well [email protected] • 604-536-4434 supported with on-hand inventory. Cathy Coy David Shaw has established a proven [email protected] • 250-216-3955 commitment to innovation and change. Jim Moodie The company has a strong mandate to reg- [email protected] • 604-808-6414 ularly refresh both products and brands, ALBERTA - Jerry Polsky and a willingness to invest in new cate- [email protected] • 403-253-4067 gories that will continue to bring opportu- SASKATCHEWAN - Ross Holt nities to market. [email protected] • 306-948-6443 The company’s founders have built MANITOBA their business through loyalty and integri- Contact Head Office 800-489-7429 ty, and continue to operate with these ONTARIO guiding principles. David Shaw Designs Linda Baldwick - 705-733-6367 now welcomes a second generation to the [email protected] company. They bring a more youthful per- Jo Rogers - 902-430-8580 spective as well as a renewed commitment [email protected] to both customers and employees to build Pamela Cowan - 416-605-2715 for the future. [email protected] Brandon Seager - 226-203-2885 [email protected] David Shaw Brands Mary-Pat Salvian [email protected] • 905-464-0933 Atlantis Ann Marie Snell - 613-749-0675 Bohemia [email protected] Class ic Chef Mary Villamagna -416-561-3839 Crush Grind [email protected] Gefu QUEBEC Granite Ware Evelyne & George Winkler Heuck [email protected] •415-487-9358 Hutzler Genevieve Beaudoin & Frank Sasse JBK Pottery [email protected] • 514-462-5562 Joyce Chen MARITIMES The Jus t Slate Company Contact Head Office 800-489-7429 Linden Sweden LSA International Trade Show Participation Origins Toronto Gift Fair - January and August Scanwood International Home + Housewares Show Splendide Snow River Contact Information Star Home David Shaw Designs Terre Etoilee Above, top, the vodka set with ice bucket 85 Martin Ross Avenue, Universal Expert and shooter glasses. Above, centre, Downsview, Ontario M3J 2L5 United Brands Splendide flatware in the Crescent pat- Tel: 416-736-0492 tern. Above, a basic white ‘starter set’.

PROFILES 2015 15 Denby A rich history of fine British craftsmanship enby has been making pottery extended its pattern of artware. Dsince 1806 when a tiny seam of clay By the 1920s Denby's functional pie was found during construction of a road dishes, jelly molds and 'hot water bot- to link the industrial towns of Der- tles' could be found in many homes byshire. William Bourne, a local entre- along with decorative vases, bowls and preneur, examined the clay and recog- tobacco jars. They were all stamped nized its exceptional qualities. 'Danesby Ware', the generic name given In 1809, production of salt-glazed by Denby Pottery to all its decorative pottery began at Denby with a number and giftware patterns. of small buildings set up on the site of Denby had begun to transform into a the clay bed. The pottery became producer of tableware when the Second known as 'Joseph Bourne' and quickly World War brought the manufacturing gained an international reputation for restrictions and colored glaze stains to a quality bottles and jars. halt. After the war, however, Denby Since glass was very expensive in the quickly regained its stride by experi- early 19th century, these stoneware bot- menting with striking colours. After tles were essential for holding every- producing a series of bestselling table- thing from preserves and pickles to ink, ware patterns, Denby quickly became a medicines and even ginger beer. leader in ceramic design. As the price of glass declined, and In the 1970s Denby spearheaded a more popular methods of holding fluids new concept in diningware called The beautiful new Peveril pattern exemplifies appeared, stoneware bottles and jars ‘oven-to-tableware’ with patterns such what only Denby can do – bring together reac- went out of style. Instead, Denby decid- as Arabesque. It changed the way peo- tive glazes that create a truly unique effect ed to concentrate on kitchenware and ple cooked and served meals. Over the last decade, Denby has made a substantial investment in the latest ceramic technology while still holding onto traditional craftsmanship. Today, Denby produces a broad range of tableware that is both stylish and durable, keeping pace with changing lifestyles around the world. Recent ad- ditions include the British heritage brands of Burleigh and Poole Pottery. The company still sources the super strong Derbyshire clay from behind the factory, just as they did centuries ago. (Other porcelain and ancillary products are sourced overseas with the same attention to quality and durability.) All designs still originate from a creative team based in England. The products are sold in 49 countries through Denby subsidiaries, third party distributors, company stores and online. Denby has 770 employees globally with the head office, factory and visitor centre in Derbyshire, England. The North American operations are head-

16 PROFILES 2015 COMPANY OVERVIEW

Sales Representatives

Sales Manager - North America Nicole Ramos The executive team at Denby includes, left to right, Dana Kelhart, general manager and Tel: 248-904-0673 marketing director, Todd Jarvis, director of sales, and Nicole Ramos, sales manager. [email protected]

quartered in Bridgewater, New Jersey land by skilled craftsmen for over Alberta: Helen Tarkowski with a showroom in the 41 Madison two centuries using the same source Tel: 403-818-5992 building in New York. Denby also re- of clay. There really isn’t anything [email protected] cently opened a new Canadian show- else in the market like Denby. Each room and office conveniently located piece is truly one of a kind. near the Toronto airport that’s open to But Denby didn’t stop there. Manitoba & Sask: Jack Mitchell interested retailers by appointment. They've taken their know-how from Tel: 204-782-8590 Denby has been fortunate to have the dining room to the kitchen with [email protected] many influential retail marketing part- an exciting new collection of cook- ners over many years. They work as a ware, glassware and accessories. AB & B.C. (Burleigh): Sid Hoagland team to figure out new ways to tell the The Canadian market has always Tel: 206-932-6358 Denby story through advertising, in- strongly identified with Denby’s store displays, events, trainings, bridal English roots. People still seek those [email protected] shows and more. The company also has traditions and embrace the stories be- a very clear and focused online presence. hind quality craftsmanship. But Trade Show Participation The Denby factory and visitor centre Denby knows it also has an environ- have become a popular destination in mental responsibility today. The com- England with over 250,000 visitors annu- pany is involved in several ‘green’ • Ambiente -Frankfurt Spring Fair ally. They take a factory tour, shop at the initiatives, particularly recycling. • Birmingham Trade Fair retail and outlet stores, attend cooking “We are immensely proud of our • NY Tabletop (Spring and Fall) demonstrations and then enjoy lunch or heritage and reputation for quality • International Home + tea at the on-site restaurant, Bourne’s. products for generations,” says Todd Housewares Show This rich heritage is also one of Jarvis, director of sales for North Amer- • Atlanta Gift Show Denby’s competitive advantages. The ica. “Denby looks forward to a future stoneware has been handmade in Eng- as diverse and exciting as its past.” Canadian Head Office Tableware that stands the test of time Denby Canada • Four Denby mugs turned upside down can support the weight of a bus! • From the smallest cup to the largest casserole dish, all Denby products can 5401 Eglinton Avenue, Unit 110, be used with confidence in the microwave, dishwasher, oven and freezer. Etobicoke, ON M9C 5K6 • The company offers over 5000 glazes, each one harder than steel. It's Tel: 416-622-9779 taken 180 years to develop glazes that are virtually flawless but it means the General inquiries, please contact tableware washes more easily and is less likely to chip. questions@ denbycanada.ca • Each Denby piece is unique, there is no other like it. It will pass through 25 For inquiries regarding employment, pairs of hands before reaching the consumer, including a test to make it as please contact [email protected] comfortable as possible to hold.

PROFILES 2015 17 Faema Canada Sharing a love of good coffee

or over half a century Faema Canada flourish, his passion for Italian food mo- ian desserts while browsing the beauti- Fhas been teaching Canadians what tivated him to expand his range to in- ful home models displayed. ‘real’ coffee tastes like. The company is clude pizza ovens, gelato machines, Faema’s current headquarters are in now one of the most successful espresso pasta machines and other specialty downtown Toronto, on a property ac- and cappuccino machine distributors in equipment used in typical Italian cui- quired by the Di Donato family in 1994. Canada, and it’s all thanks to one man sine. As the demand for espresso and It was originally constructed by Ford who loved good coffee, and wanted to cappuccino grew cup by cup, Faema Motor Company of Canada in 1915 and share that love with Canadians. Canada started to import residential used to assemble the famous Model T. The Faema story began when Mike models so people could enjoy quality The Di Donatos took on the arduous Di Donato came to Canada from Italy coffee at home. task of redeveloping the building and back in 1958. He was not impressed Today, Faema Canada is the industry restoring it back to its glory days. with the coffee that Canadians served. leader of importing and distributing Faema occupies one floor (about 30,000 “One bad cup of coffee inspired my quality espresso and cappuccino equip- square feet) while the remaining four father to kick-start Toronto’s caffeine ment for commercial and residential floors are leased to tenants. scene when he realized this country use. Their success is based heavily on Early this year, to celebrate the build- lacked what Europeans had enjoyed for family involvement. Mike Di Donato’s ing’s 100th anniversary, the flagship years – fine espressos and cappucci- four sons, Pat, Rocco, Joe and Lorenzo, showroom underwent a redesign incor- nos,” says his son Lorenzo Di Donato, work together to fuel Faema’s espresso porating many of the original architec- vice president, marketing and new busi- empire. Each son coordinates a differ- tural features as well as some vintage ness development. “His passion for ent aspect of the company but together, Ford models. It also allows the company great coffee coupled with his vision to they form a cohesive unit. to offer a curated display of their premi- introduce espresso to a new world led The company operates two separate um coffee machines. my father to start his own business im- divisions – commercial and retail – and In addition to the Faema brand itself, porting machines to Canada.” currently employs over 150 staff. The the company carries a variety of premi- The early days were difficult. The only companys sells products through six um brands including Jura, Capresso, clients Mike had were his fellow immi- corporate owned stores plus an all-im- Rocket, Ascaso and La Nuova Era. grants who came to this country and portant network of over 220 dealers and Over the past few years, Faema Canada opened small bakeries or restaurants. retailers across the country. has become a leading supplier with its They wanted to offer espresso and cap- The company has also opened its Jura automatic bean-to-cup espresso ma- puccino in their establishments and finally own upscale Faema Caffe Boutiques in chines. Jura, a Swiss brand, has been de- found someone to supply the machines. the Toronto area where customers can veloping innovative household appli- As Mike’s new business began to experience the finest espresso and Ital- ances since 1931, but they’ve been a pio-

The Toronto headquarters of Faema Canada was recently redesigned with the addition of a stunning central glass staircase.

18 PROFILES 2015 COMPANY OVERVIEW

Sales Representatives

Quebec: Nick Coppola Tel: (514) 803-1552 Email: [email protected] Ron Zalopany - Jura/Capresso Sales Tel: (416) 617-9115 Email: [email protected] Joe DiDonato Vice President Sales neer in automatic espresso/coffee machines since the mid 1980s. In fact, Jura has grown Tel: 905) 501-7600 to become Faema Canada’s top brand and now boasts its own facility in Mississauga. Email: [email protected] The Jura Service and Hospitality Centre opened in Mississauga, Ontario, in 2011. Mario Ferri, Account Executive The state-of-the art showroom, service centre and training facility is modelled after Tel: (905) 501-7600 Jura’s Swiss headquarters in Niederbuchsiten, Switzerland. It houses a showroom Email: [email protected] where customers can test drive all of the machines and get one-on-one help from a trained specialist. There is also a training centre where retail partners can come for in- tensive training and a state-of-the-art service and diagnostic area. Dealers/Distributors Understanding the technology behind the premier brands that Faema Canada represents goes a long way to explaining their popularity as coffee lovers consider • Quebec: Les Importation EDIKA two important things: quality and cost per serving. includes a JURA Service Centre “When you think about it from a cost-per-cup perspective, the investment in a Ontario/Manitoba/Saskatchwan: bean-to-cup machine is the logical choice,” remarks Lorenzo. “With a Jura machine, • Ontario sales support - JURA Canada you are actually only paying pennies a cup compared to single cup/capsule brew- 115 Matheson Blvd. East, ers. Although the upfront cost of a bean-to-cup machine may be more expensive, Mississauga, Ontario the benefits in terms of cost per serving, environmental concerns and, most impor- • Alberta: National Cappuccino with tantly, quality is far greater. You can create a perfect cup of coffee at the touch of a locations in Edmonton and Calgary button. From the precision aroma grinder to the modern styling and sophisticated • B.C.: Quality Coffee Service (QCS) computerized technology, Jura machines are like the Ferrari of coffeemakers. ”From initial sourcing to sales, instruction and servicing, Faema Canada and the Contact Information industrious family behind the company has found a way to do it all. They even offer trade ins since their coffee-loving customers are always looking to invest in FAEMA CANADA new technologies and upgrade their machines. 672 Dupont Street, Toronto, Ontario M6G 1Z6 Tel: (416) 535-1555 Toll-free 1-877-323-6226 www.faema.ca

Top: The Jura exhibit booth at the 2015 Toronto Interior Design Show. Shown above: The entire Di Donato family gathers for a photo before attending an awards ceremony in May.

PROFILES 2015 19 Groupe SEB Products designed to make home life easier t all started with a wedding almost progress at the time with innovative Itwo centuries ago. new appliances. That led to the emer- Antoine Lescure, a simple tinker from gence of a new consumer mentality – the Auvergne region, travelled the roads buying new and better objects rather of France every summer by donkey cart. than wasting effort repairing old ones. He would repair ladles, knives, pans In 1932, a young entrepreneur from and – when the opportunity arose – sell Paris named Jean Mantelet, who was a few kitchen items. On February 4th, newly involved in the household appli- 1840, after succumbing to the charms of ances industry, had a brilliant idea. Irri- a demoiselle from Burgundy, Antoine tated by the lumps in his wife’s mashed decided to trade in his itinerant lifestyle potatoes, he invented a rotating appli- for a permanent home and bought a ance that could effortlessly crush all hardware store in Selongey. He began to cooked vegetables. The Moulin- make his own tinware items: buckets, Légumes (or vegetable shredder) was watering cans, tubs and, later, kitchen born that year, and with it, the begin- Above: All-Clad cookware is the preferred implements. ning of Moulinex. choice of top chefs like Thomas Keller. In 1865, Jean Lescure took over his fa- Meanwhile, Jean and Frédéric Les- Opposite page: the popular T-fal Actifry. ther’s firm. A bold entrepreneur and ap- cure, Antoine’s great-grandsons – later prentice, he decided to concentrate on joined by brother Henri – re-launched the manufacturing side instead of the their ailing family firm. They decided to lorist processes enabled Jean Mantelet to hardware trade, turning the “Jean Les- put most of their efforts into improving halve the sale price of his Moulin and cure Factory” into one of the largest tin- just one product: the milk-strainer. break into the national market. ware factories in the land. Thanks to a diestamping press, they Frédéric and Henri Lescure found the In 1900, he began to automate pro- were able to make it in a single piece, fit- strategy that would give them the edge: duction with the purchase of a Schuler ting it with interchangeable sieves. attract people’s interest through a press. At the dawn of the 20th century, More practical and robust than its com- stronger, easier to use, safer and simpler about 60 workers worked at the factory petitors, its overnight success enabled product than the competition, then making saucepans, colanders, cake production facilities to be modernized. mass-produce it to lower the cost price; moulds and coffee pots as well as imple- Price became the battleground. sell the new item at a highly attractive ments for the dairy and wine-cellar. Craftsmen had to become industrialists price and pour the profits back into de- The Jean Lescure factory made a sig- to achieve the necessary economies of veloping the company. nificant contribution to household scale. But mass production using Tay- In May 1936, production by the 250 workers at the factory hit a new record. In 1944, the company promoted its expertise in pressing by adopting the name “Société d’Emboutissage de Bourgogne” (Burgundy Press Company) or SEB. The final chapter of the story had begun. Today, after over 150 years of growth driven by product innovation, international expansion, brand portfolio development and a stable core of family shareholders, Groupe SEB has become the worldwide leader in small domestic appliances. Due to its long history, it has always maintained a preference for the culinary sector, which accounts for two The focus is on coffee and espresso with the Rowenta products include floor care, gar- thirds of its business, but the company high end Krups line. ment care and personal care appliances.

20 PROFILES 2015 also has a strong tribution chan- presence in home nels, and life- care, linen and time guarantee. personal care ap- The Canadi- pliances. an team of ap- With 22 premi- proximately 60 um brands, oper- people has taken ations in over 120 on new leader- countries and a ship and a re- leading positions newed vision for in more than 25 the future with countries, Groupe president Fabrice COMPANY OVERVIEW SEB can provide Dupont, who an optimum re- joined in August sponse to multi- of 2014 after eight Sales Representatives ple consumer ex- successful years pectations around with Groupe SEB Rick Simpson, V.P. Sales the world. Its in France, Singa- (416) 297-4131, ext. 237 global reach puts pore, and Italy. Email – [email protected] the company in an ideal position to ob- “I am extremely excited for the serve the behaviour, culture and expec- chance to work in such a rich and di- Maggie Bettinson, Director of Sales tations of consumers to predict trends verse environment that is full of oppor- (416) 297-4131, ext. 257 and instigate progress. tunities to be developed with our cus- Email – [email protected] In Canada, Groupe SEB markets four tomers. I have a great team around me main brands. The T-Fal brand is posi- here in Canada.” Eastern Canada: Christiane Courtois tioned at the core of the market, with the The overall goal of the company is to (450) 242-1317 emphasis on the quality, innovation and be customer and consumer centric, with ingenuity of its products. innovation as the main driver. Finding Email – [email protected] Rowenta is a brand reflected by tech- new ideas means listening to people, to nological advancements and beautiful the needs and desires of consumers and Western Canada: Brett Rodway design. It has clearly defined its profile to the expertise of professionals from (604) 653-6240 as a linen care, floor care and home com- other industries. They know that staying Email – [email protected] fort specialist. connected with consumers is essential to Krups is designed for passion, preci- building a successful business. They Central Canada: Anji Levy sion and perfection for everyday life, of- communicate with them through TV, (416) 568-4897 fering coffee lovers hi-tech, sophisticat- websites, social media and other means. Email – [email protected] ed products. The Groupe SEB adventure story con- The All-Clad brand, the undisputed tinues to this day, rooted in diversity. specialist in premium cookware, is The company remains committed to Trade Show Participation loved by professional chefs across North broadening the notion of better living, America due to the high quality materi- including social and environmental is- • Toronto Gift Fair - January/August als, outstanding conductivity, sought- sues, to build a better future for con- • International Home + Housewares after status, selective marketing and dis- sumers around the world. Show - Chicago

Contact Information

Groupe SEB Canada Inc. 345 Passmore Avenue M1V 3N8 Toronto - Canada Tel. (416) 297-4131 Fax: (416) 293-9411 www.groupeseb.com

PROFILES 2015 21 Hamilton Beach Making breakfast better

n 1904, both L.H. Hamilton and Chester successfully merged and began offering IBeach were working for U.S. Standard a wide array of appliances with many Electrical Works in Racine, Wisconsin. The ‘firsts’ such as a silent toaster, an iron company manufactured electrical devices with attached cord, an electric glass cof- and were developing a new line of Motor- feemaker and a pop-up toaster. operated products for household use. At In 1990, NACCO Industries had the the time, electric motors were only used in foresight to bring together two power- commercial applications and Chester house vendors – Hamilton Beach and Beach quickly saw the potential for small Proctor-Silex – to create the largest U.S. kitchen appliances. manufacturer of small kitchen appli- He started experimenting and soon de- ances. After an international expansion veloped an innovative, lightweight uni- in 1995, the company has become versal motor that could be used in home known to consumers around the world. appliances. Beach joined forces with his Hamilton Beach Brands is based in co-worker and in 1910, the Hamilton Richmond, Virginia, but now operates Beach Manufacturing Company was offi- full service branch offices in Canada, cially launched. Mexico and China. The first product produced was the Today, their product portfolio in- drink mixer and it has become an iconic cludes blenders, slow cookers, cof- part of the company’s heritage. The line feemakers, food processors, rice cook- quickly expanded to include food mixers, ers, irons, mixers, toasters, ice cream juice extractors, fans, floor polishers, meat makers, electric knives, can openers, grinders and even jewelers’ motors. breadmakers, grills, countertop ovens Meanwhile, in 1920, a Philadelphia firm and odour eliminators, sold under the called Proctor & Schwartz emerged to re- Hamilton Beach, Proctor-Silex, Electrics place the Philadelphia Textile Machinery or TrueAir brands. The company also company. The owners had seen the shift offer appliances licensed under the towards home appliances and started pro- Jamba Juice brand. ducing thermostatically controlled irons Staying connected with consumers is and toasters. vital to the company. Hamilton Beach The Hamilton Beach exhibit at the Chicago At the start of the 1960s, Proctor & connects with consumers daily through housewares show showcased the company’s Schwartz Electric became interested in the a customer service call centre and web- new appliance that helps consumers pre- Silex Company, a manufacturer of cof- sites, as well as on Facebook, Twitter, pare a complete breakfast sandwich. feemakers and irons. Proctor and Silex Instagram and YouTube. The Everyday Good Thinking blog offers new recipe ideas from our Test Kitchen as well as product tips, guest bloggers and giveaways. The Hamilton Beach websites offer e-commerce for products, FAQ, downloadable Use & Care guides, hundreds of recipes and detailed information about all of our products. Consumer insight helps distinguish Hamilton Beach. An internal innovation team is devoted to researching how consumers use products in their homes. This information is used to create products that solve problems or address unmet consumer needs such BrewSta- tion dispensing coffeemakers with no carafe or breakfast sandwich makers.

22 PROFILES 2015 AN INTERVIEW WITH ERIC BEAM, VICE PRESIDENT, CANADA

What attracted you to Hamilton Beach? I came on board in 2010. They were looking for someone to lead the sales department following some corporate changes and I was intrigued by the amount of product turnover in this category as well as the amount of innovation required to grow and stay on top. Hamilton Beach has a continual pipeline of new products, which can be quite compelling for a sales person. I took over as vice president for Canada in January of 2014, and am responsible for sales, marketing, business development, and finance. COMPANY OVERVIEW What changes did you make to the organization after taking the helm? First and foremost our mandate was to accelerate growth and strategically align more closely with our retail partners. We have a lot of talented, long term employees who fully Sales Representatives understand their roles and add value to the organization. I wanted to create a more David Holden, National Sales Manager open environment with everyone focused in the same direction working together as a Tel: 905-513-3727 team. We have worked hard to increase overall communication within the company which has increased cumulative employee engagement. We also made some organiza- [email protected] tional changes adding resources where necessary to support our growth priorities. Kelly Westlake, National Accounts Tel: 905-752-1517 What do you believe is your competitive edge? [email protected] Hamilton Beach as a brand has outpaced the market in more than 10 core categories. Andrew Milligan, National Accounts We’re a ‘top three’ brand across 16 categories and our share position has continued to improve year over year. We continue to bring innovation to many categories, and even Tel:905-752-1518 invent new ones, as we have done with the Breakfast Sandwich Maker. We also work [email protected] hard to help our retail partners grow their categories by providing more resources for Quebec & Eastern Canada: them in the form of information, category growth solutions and merchandising POP. Marc Bouchard, Regional Sales Mgr Tel: 450-668-2268 What are some of the challenges you face today? The industry has changed dramatically as manufacturing and production has shifted to [email protected] China. Traditional barriers to entry have been removed, giving many smaller, niche Western Canada: brands access to the market. Although competition is always a good thing, our indus- Tri-Mor Sales, John Pickersgill try has become very fragmented with brands that come and go over short periods. In Tel: 604-276-9559 addition, the robust growth rate of e-commerce poses new and interesting challenges as [email protected] the market adjusts. We want to be seen as a true partner to our retail and e-commerce customers, and have invested in both human capital and in information resources, which Tom Pickersgill, Tel: 403-291-5144 we share freely with our customers to help them make fact-based decisions. [email protected]

What does Hamilton Beach have planned for the year ahead? Customer service Innovation continues to be the main driver in the small kitchen appliance category 1-800-267-2826 whether it be in something completely new or in what we call “delighters” which add [email protected] functionality or versatility to an existing appliance. The kitchen has become the heart of the home, and much of our focus revolves around developing appliances that not only Trade show participation look good on the counter, but also make life easier for Mom in some fashion. With this • International Home + in mind, Hamilton Beach will continue to innovate around the traditional “breakfast” by Housewares Show developing appliances that are easy to use, and create nutritional, quick meal options • Major retail customer shows for the family. We hit a home run with our Breakfast Sandwich Maker in 2014, and we have something new – and very exciting – that will launch in the fall of 2015. Contact Information 7300 Warden Avenue, Markham, Ontario L3R 9Z6 Tel: 905-513-6222 www.hamiltonbeach.ca

PROFILES 2015 23 Jogi’s Import and Design Knowing precisely what retailers need

ome people fall into retail late in a certified dental assistant. She quickly Stheir career. Others are born to be in landed a job with a local dentist. She the business. Jogi Sudnik is definitely had been there for two years when her one of the latter. She was just three partner received a job opportunity in months old when her mother, Jolanta, Niagara Falls. With Michal so young, an interior designer, opened her store in and Jogi so spontaneous, they decided Toronto’s Bloor West Village. Called to move and stayed for three years. Jolanta Interiors, it was located just During this time, Jolanta was getting down the road from her parents’ bakery busier so in addition to working a full and this year marks its 40th anniversary. week at the dental office, Jogi travelled Jogi basically grew up in the store, to Toronto every weekend to work at where her mother sold a range of house- the store and at consumer shows and demonstrating Universal Stone on a wares and giftware, as well as some ex- events. Early that year, Jolanta had dis- weekly basis across the province. She clusively-sourced jewelry. A hard work- covered an amazing new product at a also started helping out with promo- er with a creative flair for merchandis- trade show in Europe and was eager to tion, designing brochures for the Cana- ing, Jolanta built a loyal clientele while take it on as a distributor in Canada. dian market and producing POP mate- raising her daughter. Throughout her Called Universal Stone, the biodegrade- rial for retailers, as well as selling to youth, Jogi spent many hours working able cleaner works on everything from other store owners and retail buyers. in the store after school. She loved it as the kitchen stove to boats and was win- Jogi was just as passionate about this in- much as her mother, and inherited her ning over customers around the world. novative product as her mother, and in work ethic very early on. The consumer shows were a fantastic 2009, she and her son moved back to By the age of 20, Jogi started working way to introduce the product to the Toronto to focus on the business full- in the store full-time, in addition to a Canadian market, so Jolanta started time – which meant working 60 to 80 couple of other part-time jobs. (Working booking more events and Jogi started hours a week. But as sales climbed, it all seven days a week was seemed worth the effort. the norm in this family.) Jolanta had no intention But after a decade, she of giving up the retail was ready for a change, store. She was confident especially when she be- she could do both. came a new mom to her In order to get the son Michal, who is now product placed, Jolanta nearly 12. After contem- called on many of the re- plating her options during tail friends she’d made maternity leave, Jogi over the years. The jumped at the opportunity mother/daughter duo to travel to Nova Scotia, also did a lot of ‘cold call- where she stayed with her ing’ and in-store demos. aunt on a beautiful farm As orders rolled in, they and trained as a dental as- hired sales reps across sistant in her office. She the country. The product stayed for three months, was warehoused in a hoping this would open small space nearby. the door to new opportu- “I love selling a product nities. that I believe in. It’s After returning to easy,” says Jogi. Toronto, Jogi took night Everything was going school courses to become beautifully until 2010

24 PROFILES 2015 when Jolanta was diagnosed with cancer. It was devastating for the entire family and the last five years have been very traumatic. But Jolanta’s a fighter COMPANY OVERVIEW and her daughter has stepped up with dignity and courage to make sure the Sales Representatives business continued to run smoothly while she underwent treatment. They B.C.: Rob and Cindy Liebermann decided to officially separate the whole- Tel: 1-604-888-5792 sale and retail businesses and establish Email: [email protected] a new company called Jogi’s Import and B.C./Alberta: Jerry Polsky Design. It put them in a good position to source new products, including the Tel: 1-403-253-4067 World’s Best Pot Scrubber and a range Universal Stone is a 100% biodegradable Email: [email protected] of European textiles, which they’ve miracle cleaner that is toxin and acid-free. SASK/MAN/Northern Ontario: since added to the assortment. Shown left, Jolanta and Jogi Sudnik at their Kelly Jordan-Mowat Toronto store, Jolanta Interiors. While Jolanta continues to fight the Tel: 1-204-889-0409 disease, Jogi gave birth to her second Email: [email protected] son in December. It hasn’t slowed her plains. “I understand how to work with Southern and Western Ontario: down one bit. Though she does take space limitations and am willing to help Harvey Geiger and Anne Geiger time to nurse, she is still racing from our retail customers create displays for Tel: 1-519-620-9112 store to office and promoting Universal windows or interior merchandising.” Email: [email protected] Stone at consumer shows on the week- The company has made a substantial Eastern Ontario: end, often with hubby and baby in tow! investment in support materials for Gavin Martin and Elizabeth Martin The product has really gained ground Universal Stone, including posters, sell with retailers in the past five years and sheets and countertop displays. There is Tel: 1-613-382-9811 Jogi is confident their presence at con- also a full service website that is cur- Email: [email protected] sumer shows is one of the reasons. At rently being redesigned but should be Quebec: Sylvie Champagne first, some retailers were concerned that up and running by summer 2015. “It’s a Tel: 1-514-939-0935 they were competing with each other terrific way to promote the retailers who Email: [email protected] but as it turns out, the opposite is true. carry our products,” says Jogi. Eastern Canada: Peggy Poirier “The more knowledge people have Once people use Universal Stone and Tel: 1-902-876-1150 about the product, the better,” says Jogi. see how well it works, they tend to tell Email: [email protected] “It helps our retailer’s business because their friends. The opportunities for re- once a person uses Universal Stone, peat sales are tremendous and Jogi is al- Contact Information they love it and want more. Our job at ways watching for the next big trend. these shows is to tell consumers where By working at consumer shows and Jogi’s Import & Design Inc. to buy it and which local shops carry it. talking to the public, she is able to de- P.O. Box 10088, 1735 Kipling Ave. We also promote all of our retail part- termine first hand what retail customers Etobicoke, Ontario M9R 4E2 ners’ stores on our website.” are looking for. She then takes that di- Tel: 416-244-7730 As a successful retailer herself, Jogi rect feedback and applies it to the next Toll free: 1-877-558-0707 understands how retailers think and she marketing project for her customers. Fax: 416-244-7750 says that is a huge advantage. She can Despite the challenges they’ve faced Email: [email protected] look at a store and see how their prod- in recent years, Jogi’s Import has far ex- ucts will fit into their inventory, ceeded its goals. Jolanta is now stable whether it’s a mass merchant or a small and knowing how well her company is gourmet shop. doing has certainly helped lift her spirits. For now, Jogi’s Import and Design is Jolanta was a successful entrepreneur focused mostly on small independent re- and visionary when she started Jolanta tailers although they do sell to Home Interiors. But it’s the incredible strength Hardware dealers. She feels that she has and dedication of her daughter that has genuine empathy for store owners and is built the sister company, Jogi’s Import in a good position to help them sell more. and Design, into the thriving business “We are very competitive,” she ex- that it is today.

PROFILES 2015 25 KitchenAid The brand that caused a kitchen revolution ince the introduction of its legendary KitchenAid has also entered the fast Sstand mixer in 1919 – and the very growing home carbonation category first dishwasher in 1949 – KitchenAid with the introduction of the sparkling brand has built on the legacy of these beverage maker, developed in collabo- icons to create a complete line of prod- ration with SodaStream International, ucts designed for modern cooks. Today, the world's leading manufacturer of KitchenAid offers virtually everything home carbonation systems. essential for the well-equipped kitchen Echoing the curved, streamlined sil- including everything from countertop houette of the brand's iconic stand The strong demand for KitchenAid appliances to cookware, ranges to re- mixer, the sparkling beverage maker small appliances – especially the leg- frigerators and wine cellars. has all-metal construction. It offers four endary stand mixer – has led to an in- In 1919 the iconic Stand Mixer was carbonation settings, a one-liter BPA crease in production capacity. Overall, born. That illustrious beginning led to free plastic bottle, and 60-liter CO2 tank. small appliance production has doubled an entire kitchen of high-performance Over the past couple of years over the past five years at the Greenville appliances – all created with the same KitchenAid has expanded its focus be- facility. In fact, the company has seen attention to detail, craftsmanship, versa- yond food prep to build a solid cooking significant growth across the world and tile technology and timeless design. The and beverage portfolio. The brand is confident this growth will continue. company continues to push the limits stands true to its slogan “nobody knows The decision to expand the Greenville with each new product they create. the kitchen like KitchenAid” by provid- facility is one more way Whirlpool can To celebrate its 95th anniversary, ing the broadest portfolio of countertop demonstrate its commitment to Ameri- KitchenAid partnered with two iconic appliances including blenders, mixers, can manufacturing. global brands that are leaders in the cof- food processors, choppers, hand Greenville remains the manufactur- fee and home carbonation categories. blenders, countertop ovens, slow cooking hub of the small appliance business. First, KitchenAid and Nespresso ers, toasters, wafflemakers, multi cook- The facility, which has been in operation teamed up to introduce a new espresso ers, juicers and kettles as well as the since 1942, produces stand mixers, hand maker that coffee lovers will welcome, beverage and coffee makers. mixers and blenders. It currently em- both for its performance and aesthetics. In 2014, parent company Whirlpool ploys about 1,000 men and women who The new Nespresso by KitchenAid ma- Corporation announced that it was in- produce an average of 16,000 units per chine is designed to brew premium, vesting $40 million to nearly double the day. Downtown Greenville is also home portioned Nespresso Grand Cru coffee size of its Greenville, Ohio, small appli- to the KitchenAid Experience store, a re- capsules. The new machine combines ance manufacturing operations. The ex- tail destination open to the public. KitchenAid’s superior performance and pansion is expected to generate approx- Since 2002, KitchenAid Cook for the timeless design with Nespresso’s ex- imately 400 new jobs by 2018, bringing Cure has raised over $3.7 million for the pertise in sourcing the highest quality the facility to a total workforce of about Canadian Breast Cancer Foundation. coffees around the globe. 1,400 employees. Fundraising was achieved through sales of the KitchenAid Pink Collection, shown left, Cook for the Cure home par- ties, The Culinary Showdown and other activities. KitchenAid Cook for the Cure gives people with a passion for cooking a way to support a meaningful cause. At the March 2013 housewares show in Chicago, KitchenAid reinforced its position as the brand with the most complete collection of premium appliances and kitchenware when it introduced its first line of non-licensed cookware, bakeware and kettles in its nearly

26 PROFILES 2015 100-year history. (KitchenAid house- cluding the validity of “dishwasher wares were previously sold through a safe” claims, overall quality of construc- licensing arrangement.) tion, and suitability for use on electric, “These newest KitchenAid products gas and induction cooktops. have the same quality and integrity as “Every piece in the collection, includ- the premium branded small appliances ing those with colour finishes and ac- that helped build our brand reputa- cents, is designed to retain a ‘like new’ tion,” says Gisela Mussen, Senior Busi- appearance, even after repeated dish- ness Manager for kitchenware. washer cleanings,” says Michael Huie, The cookware collection encompass- Global Business Unit Director for es nine distinct lines, all of which are in- kitchenware. “Each pan can be used on duction-capable and crafted with differ- any electric, gas or induction cooktop.” ent combinations of materials and fin- In addition to cookware, KitchenAid ishes. Each piece is designed to not only has unveiled a high performance, com- accommodate, but optimize, different mercial-grade range of bakeware, with cooking styles and technologies. both a sheet metal and ceramic collec- Materials used include induction-ca- tion. Sheet metal bakeware is made with pable aluminum with a high tempera- a thick base metal and coated with alu- ture polyester silicone coating; forged minum for superior durability. hard anodized aluminum; stainless The ceramic bakeware uses and ad- steel, stainless steel clad; induction-ca- vanced manufacturing process that en- pable copper clad; colour-accented sures high-quality ceramics with a five- stainless steel; 5-ply copper core and 7- year no chip warranty. ply stainless steel cookware. To round out the housewares assort- The cookware features patented ma- ment, KitchenAid has also released new terials that heat 30% faster on induction stovetop tea kettles in a variety of cooktops, and even faster on new colours to fit every personality. All have KitchenAid induction models. A patent- a porcelain enamel exterior with a limited stainless steel finish helps the cooked life time warranty. ware retain a new appearance for years. Not ready to rest on these releases, KitchenAid has also introduced a however, the company is coming out COMPANY OVERVIEW durable Cast Iron cookware collection. with a new cutlery line for fall 2015. The New professional cast iron cookware of- collection features a German steel 8- fers a premium grade of durability and piece and an 11-piece knife block set. Brands design. It was developed after extensive With an enduring design, the knife JennAir, KitchenAid, Maytag, consumer research and addresses key block set comes in the signature stand Whirlpool, Amana, Gladiator & Affresh concerns among cookware users, in- mixer colours for a coordinated kitchen. Sales Representatives Gisela Mussen Senior Business Manager, Kitchenware Tel: 905-821-6492 [email protected] Ella Pavelic Sr.Category Manager, Small Appliances Tel: 905-821-6491 [email protected]

Customer Service Tel: 1.800.807.6777

Trade Show Participation International Home + Housewares Show

PROFILES 2015 27 Microplane Staying razor sharp

s with most great inventions, the told his tools looked like cheese graters. AMicroplane grater was discovered He took offense, insisting they were se- by accident. It was first developed as a rious wood working tools. woodworking tool when the owners of It was a Canadian company that a family firm – Grace Manufacturing – helped Grace change direction and real- had to adapt their business to reflect ize the potential for Microplane in the changes in the market. The company home. In 1994, Lee Valley Tools, an Ot- was started by Louis Grace and his son, tawa-based upscale hardware retailer, Richard, in 1966 as a manufacturer of started carrying the Microplane and the Executive chef Joseph Heppe of Chicago’s computer printer components. The owner was very impressed with the Oak & Char restaurant is a Microplane fan. components were used mainly in im- line. He even used the rasp in his own pact printers and unfortunately, with woodworking shop. the arrival of bubble jet and laser print- One day Mrs. Lee was baking a spe- as food graters.” ers, they became obsolete by the 1990s. cial cake that called for orange zest. Not Chris says that even though they Watching demand for their products satisfied with her regular zester, she de- were designed as wood working tools, slipping away, Richard Grace had to fig- cided to get the Microplane from her whatever the customer wanted was fine ure out how to keep the factory up and husband’s shop and give it a try. It with him. The truth is, founders Louis running. He knew that many of the worked beautifully, and she convinced and Richard Grace were wood workers components they used in their acid her husband to merchandise it in the who had no idea what ‘zest’ was. “We etching process were razor sharp. Work- next Lee Valley Tools catalogue as the were not gourmet chefs,” he explains. ers were always cutting their fingers perfect carving tool for the kitchen and That all changed in 1998 when The and ending up at one of the many band- the workshop. New York Times ran an article in the food aid stations in the factory. One employ- “I can remember the first time we re- section about this incredible wood ee jokingly suggested that perhaps ceived an order for 10,000 pieces,” re- working tool that had found its way into Grace should consider manufacturing calls Chris Grace, the current president the kitchen. Famous chefs such as Julia something sharp. This gave Richard of Grace Manufacturing and the third Child and Martha Stewart were buying Grace the idea for a woodworking tool. generation to run the company. “I called Microplanes by the dozen at “The After a bit of experimentation, he de- him back because I thought he had Broadway Panhandler” in Manhattan veloped a wood file (or rasp) and called made an error on the purchase order and giving tools to all their friends. it a “microplane” because the teeth re- and added too many zeroes because it Word spread quickly, the Associated sembled tiny wood planes. was ten times their normal order. They Press picked up the story and it hit The next step was to exhibit the prod- assured me it was correct, and then told newspapers across North America. Peo- uct at a trade show, where Richard was me they were selling thousands of them ple starting going into their local kitchen stores and asking for Mi- croplane by name. Many of the shop owners had never heard of it and the phones at Grace Manufacturing started ringing off the hook. As orders poured in, sales went from $10,000 to over $300,000 a month in a very short time. People never thought that a simple rasp would amount to much, but Richard Grace always be- lieved in those razor sharp teeth. Before long, so did everyone else. Chris Grace can still remember gathering at his sister’s house one day in 2003 to watch their very first eight-minute spot on shopping channel QVC. They were promoting it as a kitchen tool that was

28 PROFILES 2015 ‘sharp enough to cut’ wood and everyone was amazed at the number of units they sold in one day on QVC. Today, Microplane Kitchen is a wholly-owned division of Grace Man- ufacturing, based in Russellville, Arkansas. All of the etched blades are still produced in the USA and the company has facilities in Russellville as well as distribution centres in McAllen, Texas and Hamburg, Ger- COMPANY OVERVIEW many. Additionally, the Grace family owns a manufacturing facility in Queretaro, Mexico where final assembly and packaging is performed. Worldwide, Grace Manufacturing employs more than 300 people. Canadian Sales Representatives Microplane is now sold in 76 countries throughout the world in virtually every channel from big box stores to independent specialty retailers, British Columbia: Octagon Marketing grocery stores, home shopping networks and e-tailers. The growth has Karel, Belena and Oliver Janousek been impressive, yet the marketing team believes that’s because the Tel: 604-434-8881 • [email protected] product really has no equal in the marketplace. Alberta: Howard Allan Marketing manager Tracy Panase says that because of the ‘wow’ fac- Phone: 403.288.2811 • [email protected] tor with Microplane tools, it is a very easy brand to promote. “In the be- Manitoba & Saskatchewan: Darrell Hubelit ginning, the tools sold themselves,” she explains. “Professionals starting Tel: 306-796-2136 • [email protected] using the original Microplane about the same time that the Food Net- Ottawa, Ontario Area: Anne Marie Snell work and the whole notion of celebrity Tel: 613-749-0675• [email protected] chefs was starting to take off. It was really “My grandfather always Southwest Ontario Area: Wayne Bentley the perfect storm!” wanted to make things that Tel: 519-690-2827 • [email protected] were difficult to produce. He From those initial experiences, the mar- Toronto Area/ National Accounts: was always that guy who keting team learned to leverage the power could figure out things others of the media and really built the brand Mary Villamagna, Merchandise Concepts couldn’t. This led to our core using a comprehensive public relations Tel: 905-824-2674 • [email protected] business of manufacturing. strategy. Microplane has always been able Food Service / ESI: Nancy Whitmore, Gourmetbuzz First and foremost, we always to make its way into the hands of people Tel:905-954-1116 • [email protected] want to be manufacturers.” who write about food or cover it on televi- Quebec: George Winkler – Chris Grace, CEO, Grace Manufacturing sion. This kind of invaluable exposure re- Tel: 514-487-9358 • [email protected] mains their primary source of consumer The Maritimes: Peter & Deborah Eakins advertising – and it works. Tel: 902-835-3154 • [email protected] It also helps that product quality is consistent and the blades are made in the U.S.A at Microplane’s headquarters in Russelville, Arkansas. The Customer service razor sharpness of the Microplane blade has become legendary in the Andrea Coffman - [email protected] housewares industry as the company expands into new areas such as box Tel: 479-880-9632 Ext. 2006 and rotary graters or salad choppers. or visit [email protected] “I think our competitive advantage is that we were a chemical etching company first, and a food grater manufacturer second,” says Chris. The Trade show participation chemical etching is what makes our blades sharp. It’s our core business.” • Toronto Gift Fair Reaction to the Microplane line has been just as positive in Canada and • International Home + Housewares (Chicago, IL) the company enjoys healthy sales right across our country. “As a North • Ambiente (Frankfurt, Germany) American manufacturer, we have the benefit of free trade and short lead • Homi (Milan, Italy) times so we are able to respond quickly to customers’ needs,” says Micah • Maison et Objet (Paris) Jensen, Microplane’s export manager. “We are not affected by issues from • Regional gift shows incl. Dallas and Atlanta working with overseas manufactures such as port closures.” Despite Microplane’s international acclaim, Grace Manufacturing re- Contact Information mains a small, family-owned firm. Any customer can easily pick up the Microplane, 614 SR 247, phone any time and call the factory directly to ask a question or resolve Russellville, AR 72802 • Tel: 1-800-555-2767 an issue. Next year, they will celebrate their 50th year in manufacturing, a rare feat nowadays. But as Chris Grace says, ”I still enjoy walking in the front door every day and hearing the machines running and seeing our employees producing quality products.” It’s that passion – through three generations – that has made all the difference in the past, and certainly bodes well for Microplane’s future.

PROFILES 2015 29 On Route Distribution Committed to exceeding expectations

n Route Distribution began in the spresso compatible products. Osummer of 2011 when Kelly Duffy On Route’s core business has been and her husband Chris Meyrick had an built by providing full service sales and idea to start an import/distribution distribution. They buy, place, deliver company to bring new products to mar- and support their suppliers’ products ket. Originally, it was going to comple- on Canadian shelves. They also provide ment her consulting and brokerage services for suppliers who want to ac- business, The Globetrotter Group, but it cess areas where On Route has demon- quickly turned into a driver of innova- strated strengths such as: tion in the single serve coffee space. • Brokerage/sales representation (com- As cliché as it sounds, the name “On mission-based); Route’ was determined over drinks • Third party logistics – warehousing with friends and scribbled on a napkin. and fulfillment; “Had we known then what the business • Web fulfillment – pick, pack and ship would become, we may have spent for manufacturer’s web orders and more time on the name and company shipping to consumers (via FedEx, UPS, branding” Kelly says. “Yet the inspira- partment stores, housewares, home im- Purolator or Canada Post); tion behind the name was simple. We’re provement, office supply and online. • Display/shipper packing. in the business of moving products and Product categories now include: cof- On Route currently has six employees we are based in Ontario so ‘On Route’ fee, tea, hot beverages, water, flavouring (including Chris and Kelly) plus addi- was a nice play on words.” syrups, smoothies, crackers, biscotti and tional sales support from associates in Today, four years later, the couple are snacks as well as brewing equipment, Quebec and Newfoundland. They bring in their third location, which is 10 times grinders and storage accessories. For in seasonal warehouse staff in the the size of the original office/ware- coffee, in particular, they operate in the fall/winter as required. Kelly is keen to house. On Route is doing business with Keurig-compatible, Nespresso-compati- grow the sales force with passionate, retail customers in every province and ble and whole bean categories. personable and self-motivated individ- territory in Canada and in virtually In the tea segment, they offer loose uals with experience in any of the retail every segment; grocery, pharmacy, de- leaf, premium tea bags, Keurig and Ne- segments they operate in.

The company is located in Burlington, Ontario. The spacious new head office and warehouse facility is 10 times the size of the original location. Shown above, the enterprising owners Chris Meyrick and Kelly Duffy.

30 PROFILES 2015 COMPANY OVERVIEW

Sales Representation

Kelly Duffy: 905-592-2060 x223 [email protected] Chris Meyrick: 905-592-2060 x222 [email protected] Scott Miller: 604-288-7397 [email protected]

Customer service Clayton bourque: 905-592-2060x221 [email protected]

Trade Show Participation Grocery Innovations Canada Grocery & Specialty West CHFA East Toronto Gift Fair International Home + Housewares Show The company promotes its brands to a true, neutral distributor,” Kelly ex- Fancy Food Show retailers through personal interaction, plains. “We don’t compete with our cus- usually face to face meetings, followed tomers by operating a B2C website or a Brands Represented by email and telephone communication retail store. Our success is completely Grove Square to manage all the listings. dependent on our retail customers’ suc- Caza Trail The Jetsetter Coffee Co. “We enjoy meeting with retailers at cess. We are “valuable” because we add Guy Fieri • Cake Boss industry events but prefer to see them in value with a unique blend of compelling Stash Tea their own environment,” insists Kelly. products, brands and market insight.” Barnie’s Coffee Kitchen “It gives them the freedom to conduct As a full-service sales agency, On Hurricane Coffee any business they couldn’t finish at the Route is the only link in the chain be- Authentic Donut Shop show and to have a captive audience. tween the manufacturer and the retailer. Prospect Tea We also partner with suppliers to fund As such, they play a critical role that Brooklyn Beans Roastery various advertising and promotional ac- helps any manufacturer who is not Torani tivities with our retail customers.” physically located in Canada but sees Skinny Girl Kelly says the lean and nimble nature them as a business development part- Junior Mints of their company allows them to ma- ner. Retail customers already appreciate Tootsie Roll Blender Boyz noeuver quickly and execute decisions the breadth of On Route’s portfolio and Mind Reader in response to the ever-changing nature the timeliness and accuracy in which Lipper International of the retail marketplace they operate. Solofill The couple demonstrates a passion Although they are a young company Balzac’s Coffee Roasters for excellence and a commitment to cus- On Route endeavours to give back to Reunion Island Coffee tomer service in everything they do. the community. They run the Terracycle Monin They focus on meeting and exceeding Coffee Pod Brigade in the office, sup- Touché Bakery expectations by delivering orders in full, port Coffee Kids and donate regularly to Rutherford & Meyer on time and in superb condition. The Fresh Direct, the local food bank. As 1907 New Zealand lessons they’ve learned and insights well, Kelly sits on the Board of Directors Caffesso gained from operating in multiple retail of Ontario Agri-Food Education and the Caffe Impresso Café Réné segments allow them to apply best prac- Agricultural Adaptation Council. “I’m a Simply Protein tices, anticipate needs and create inno- foodie at heart,” she says, “and I love Tea Pigs vative opportunities being involved with innovative new Tetley “I believe we are a valued supplier in projects that support local farmers and Modern Oats the housewares industry because we are food companies.”

PROFILES 2015 31 Philips Improving lives through innovation

oyal Philips is a diversified corpo- which includes all housewares prod- Rration focused on improving peo- ucts, aims to make it easier for people to ple’s lives through meaningful innova- achieve a healthier and more sustain- tion in the areas of healthcare, consumer able lifestyle. The sector has approxi- lifestyle and lighting. mately 750 employees across seven Headquartered in the Netherlands, American locations, and 65 employees Philips enjoys annual sales of over 21 here in Canada. This sector boasts a rich billion (EURO) and employs 105,000 history of pioneering new technologies people in more than 100 countries. In and some of the world’s most recogniz- addition to small appliances, the com- able brands, including Sonicare and pany is a recognized leader in health AVENT, the baby bottle brand most rec- care and lighting applications, as well as ommended by moms worldwide. personal grooming and oral care. Product categories now include Now headquartered in Markham, Men’s Grooming, Beauty, Light Thera- Ontario, Philips has a long history in py, Oral Healthcare, Mother and Child Canada. The company started in 1934 as Care, Coffee and Kitchen Appliances. a small office in Montreal supplying X- Philips focuses on serving its cus- Ray equipment to major Quebec hospi- tomers by leveraging the diversity of its tals. Philips officially became a corpora- Philips chairman Iain Burns Smile, above. business sectors, North American mar- tion in Canada in 1941. Today, almost 75 The Canadian headquarters in Markham, ket knowledge and presence, functional years later, Canada is the eighth largest Ontario , below. best practices and a network of talented single market for Philips in the world. Canadian employees. By fostering a cul- Philips has always strived to make tive companies, and one of the Best ture of ownership, teamwork, profes- the world healthier and more sustain- Global Green Brands. sional development and entrepreneur- able through innovation. The company The Canadian head office of Philips ship, Philips consistently delivers inno- has a set goal to improve the lives of is home to over 300 employees from vative, customer-centric solutions. three billion people a year by 2025 and Healthcare, Lighting and Consumer Over the years, Philip has partnered wants to be seen as the best place to Lifestyle, and other corporate functions. with retailers to develop customized work for people who share a passion. Philips Lifeline’s Canadian Head Office marketing plans that focus on brand So far Philips is making great is located in Toronto, Ontario, with a awareness generation and consumer ed- progress. Each day, more than one mil- second office in Montreal. Philips also ucation on how to use the company’s lion of the company’s lifestyle products has lighting manufacturing facilities in products. They have invested heavily in are purchased. Philips now owns more Boisbriand, Quebec and Langley, British digital media, their store demonstra- than 64,000 patent rights and is ranked Columbia. In total, Philips has 1,400 em- tions, POP materials and public rela- one of the world’s top 50 most valuable ployees across Canada. tions. brands, one of the top 50 most innova- Philips Consumer Lifestyle division, The corporation delivers innovation

32 PROFILES 2015 The company showcased the latest in lifestyle appliances designed for healthy living at the March Chicago housewares show.

that matters. Innovations that people Philips also has a long sustainability truly want and need, that make a mean- history stretching all the way back to its COMPANY OVERVIEW ingful difference to their lives. original founding fathers. “Our mission is to bring meaningful “We design products to be on trend Brands Represented innovation to kitchens, enabling fami- and are validated by consumer needs,” • Philips Kitchen Appliances lies to have healthier and happy meal adds Fernanda. • Saeco moments together, even on their busiest The company launched its first Eco- • Philips Female Depilation days,” explains marketing manager Fer- Vision program in 1998, focusing on op- • Philips Healthcare nanda Inserra Mendes. “We want to erations and products, and has continu- • Philips Light Therapy produce the best electric kitchen tools to ously expanded the scope to include help families across the world prepare sustainability in the supply chain and • Philips Lighting and enjoy fresh, healthy, homemade the social dimension of products and so- • Philips Skin Care food every day. All our products are de- lutions. Today, Philips measures its • Philips Male Grooming signed to deliver the best results and to progress in three key areas: Green Inno- • Philips SoniCare give consumers what they want.” vation, Green Operations/Supplier Sus- • Philips Avent On one hand, she says Canadians are tainabilit, and Circular Economy. trending towards healthier, home-made Philips reached its target to have 50% Customer service food so there is a strong need for appli- of total sales in 2015 come from green Saeco Customer Service ances that deliver health and versatility. products two years ahead of plan, and 1-800-3717597 On the other hand, with increasingly has since updated the goal to 55%. Ful- Philips Consumer Lifestyle Sales and busy lives, moms often lack the time, in- filling this goal requires a new way of Support team: 1-866-7790279 spiration and skills to prepare those doing business that moves away from homemade meals for their families. the traditional linear economy (take- Trade show participation That’s why Philips is committed to make-break) towards a holistic, circular • Int’l Home + Housewares Show bring innovation to existing and new economy. The company is able to • Home Hardware Shows categories in order to make the con- achieve this by creating innovative • The Bay Bridal Registry Event sumer’s life easier. products and business solutions that “Our recent launches consistently re- generate value through the regeneration ceive positive market feedback in Cana- of products, parts and materials that da and all of our online product reviews they collect, refurbish and reuse. are above 4.0,” says Fernanda. Visit www.philips.ca.

PROFILES 2015 33 Port-Style Enterprises

Kitchen products that are on trend

ort-Style Enterprises got its start as diversified portfolio. (For further infor- rect import basis. The majority of prod- Pa privately-owned corporation that mation visit www.lynxequity.com). ucts are still imported from an interna- specialized in importing and distribut- Today, Port-Style caters to many dis- tional supplier, most of whom come ing housewares and giftware through- tribution channels. The target markets from Mainland China. However, the out Canada. include department stores, mass mer- company has also expanded its buying The company was founded in 1991 chandise, supermarkets and independ- in Europe and other countries in re- by the three principals: Cyril Shenker ent gourmet/gift retailers. Each of the sponse to the rapidly growing demand (CEO), Jack Milner (president) and Har- channels is differentiated within the for non Chinese goods. vey Rachman (executive vice president product mix to ensure that the right Core product groups sold by Port-Style of sales and marketing). Between these product is available to the right retailer include gourmet housewares, tea and cof- three principals, there is more than 100 and that the integrity of all the brands is fee, storage, cleaning and giftware. years of experience selling to retailers in maintained. All products are inventoried in an off- the Canadian giftware and houseware The company is currently the exclu- site warehouse to ensure fast turn industry. Added to this team is industry sive Canadian distributor for Sistema, around and ease of ordering. The facili- veteran Kate Wise (vice president of Charles Viancin, Kilner, freeform trays, ty is set up as a bulk warehouse for the merchandising). A well-respected figure Typhoon, Rosti Mepal, Mason Cash, majors and as a pick-and-pack opera- in the housewares industry and former E-Cloth, Horwood, The Amazing tion for the independent retailer. All re- retail buyer, Kate has helped expand the Flameless Candle and Aerolatte. In ad- quirements for the current retail envi- company’s offerings to include a variety dition to these global brands, Port-Style ronment are covered here, including full of internationally-recognized brands. has also created two in-house collec- EDI/ASN capability and ECCnet. Port- In 2014 the company was purchased tions under the Maison Plus and Style is committed to finding solutions by Lynx Equity. Lynx Equity is a Cana- Kitchen Basics brands, designed to ap- in order to meet the needs of its cus- dian-based manager of private equity peal to the gourmet retailer. The compa- tomers at every level. Turn-around time funds, blending a proven track record ny also develops its own brands and for shipping is an impressive three to in identifying and building value in a packaging for their customers on a di- five days at a high fill rate.

The cheerful customer service representatives at Port-Style are always happy to help customers. Shown in the front row are Rupal Shah, left, and Tracey Brandy. In the back row, left to right, are Lindsay Applebaum, Coretea Anthony, Susan Farrance and May Poon. Shown left, a stylish retro display for the company’s Mason Cash line of kitchenware.

34 PROFILES 2015 COMPANY OVERVIEW

Sales Representatives “Most people think ‘selling’ is Fred Box the same as ‘talking’. But the Mainland B.C. most effective salespeople FJB Marketing know that listening is the most Tel: 604-240-2032 important part of their job.” [email protected]

– Roy Bartell, best selling author/consultant Cathy Coy Vancouver Island Tel: 250-889-1546 Customer service is the strong point of [email protected] this operation, as the customer is always number one. Everything is done to ensure Brenda Poffenroth that Port-Style’s excellent reputation in the Alberta/NWT market stays at the forefront. Tel: 403-660-8630 The company exhibits at both Toronto [email protected] Gift Fairs, held in January and August. In addition, the 3500-square-foot showroom Kelly Jordan-Mowat facility is the perfect place to display the Manitoba many different lines. Showroom shows are Tel: 204-889-0409 held twice a year, with personalized invi- [email protected] tations sent to all customers. With more than 2,000 customers on the books, Port- Roger Amram Style’s market penetration is very wide Northern Ontario and well balanced across the country. The Tel: 705-644-9899 independent gourmet and housewares [email protected] store is a very important part of the distri- Monty Grunebaum bution channel in Canada. Toronto and Southwestern Ontario Head office manages the major ac- Tel: 416-737-7938 counts, leaving the important job of inde- [email protected] pendent retail sales to the nine sales reps across the country. Jennifer Frankland Port-Style aligns itself with innovative Eastern Ontario and fashion-forward distributors who look Tel: 613-220-1996 to expand into the Canadian marketplace. [email protected] The company prides itself on being a well- respected, long-term partner in Canada Sylvie Champagne who works in unison with retailers. Quebec Port-Style’s dedicated sales team knows Tel: 514-475-3585 the Canadian marketplace and they are [email protected] committed to delivering superior customer service. Peggy Poirier The Maritimes Tel: 902-430-4081 [email protected]

Contact Information

Port-Style Enterprises 1405 Denison Street, Port-Style’s lines include, top to bottom: Markham, Ontario L3R 5V2 Charles Viancin kitchenware; E-cloth eco- Tel: 905-470-7971 * 1-800-268-1029 friendly cleaning products; Disney-themed www.portstyleenterprises.com children’s dinnerware and the Kilner range of glass preserving jars.

PROFILES 2015 35 Pyrex An iconic brand celebrates 100 years

he Pyrex brand began with equal Corning casserole dish and after two uct, making Pyrex the cornerstone Tparts American invention and cre- years of research and testing, the Pyrex brand for parent company World ativity. Initially created by Corning brand was officially launched in 1915. Kitchen. (Other popular World Kitchen Glass scientists charged with develop- The very first Pyrex set produced fea- brands include Corelle, CorningWare, ing lantern glass for railroads, the Pyrex tured 12 pieces, including casserole Chicago Cutlery, and Baker’s Secret.) brand found its way into the kitchen dishes, custard cups, a bread/loaf pan, The first Pyrex measuring cup de- when Bessie Littleton, wife of a Corning pie plates, egg dishes and individual buted in 1925 and had two spouts for scientist, asked her husband to bring bakers. In fact, several Pyrex products use when pouring left handed or right home some heat-resistant glass to use in can still trace their lineage back to those handed. With the addition of red mark- place of her broken casserole dish. He original 12 designs. ing in 1941, the Pyrex measuring cup gave her the sawed-off bottoms of some Throughout its history, Pyrex has evolved to closely resemble the cups battery jars and Mrs. Littleton used the been available as tableware and cups that are found in millions of homes glass jars to make a cake. When she for Hilton Hotels or as plate gifts for across the world today. saw the final product, she was amazed bank giveaways. It can even be found in In 1948, a consumer could purchase a at how evenly it baked. She marveled at intricately painted glass coffee carafes, set of three measuring cups for $1.50. how she could actually see it baking in among other collectibles. The set included a 1-cup, 1-pint and 1- the oven and how easy it was to clean Incredibly, 80 million of the nearly quart measuring cup. These three ver- the pan afterward. 120 million households in North Amer- sions remained essentially unchanged This innovation spurred the first ica today boast at least one Pyrex prod- through the decades and are still among the company’s best sellers today. Opal Pyrex kitchenware was introduced in 1947. These brightly coloured pieces included nesting bowls and casserole dishes with designs that were screen printed to the glass. Opal Pyrex glassware production stopped in the 1980s but the pieces remain highly col- lectable and are quite popular on social media today. The most enduring and popular shapes today include the 3-quart oblong baking dish, the 9.5-inch pie plate and the 2-cup measuring cup. Today, Pyrex products are produced at the company’s 22-acre plant in Charleroi, Pennsylvania. Pyrex brand has been proudly made in the Charleroi, Pennsylvania, plant for more than half a century. This manufacturing plant has To celebrate the 100th Anniversary of Pyrex, the brand released a limited edition set of employed generations of families 13 new products in March 2015. And to build on a tradition that started with the 75th throughout the years and is recognized anniversary celebration in 1990, the line includes a limited edition Easy Grab pie plate as a pillar of the community. that carries the official 100th anniversary insignia. World Kitchen has held many special The Pyrex 2015 Limited Edition Line features colourful and celebratory designs in- events to celebrate the 100th anniver- spired by the iconic vintage Pyrex “Dots” pattern from 1967 (opal). There are two An- sary. For more details on the campaign niversary collections. “Centennial” is available in red, white and blue and “Vintage please visit Pyrex100.com. Future”, which has been designed in red, turquoise, and green. All of the packaging is The Pyrex brand team is excited to inspired by vintage Pyrex advertising. usher in the next century of innovation, The range includes measuring cups in several colours, decorated storage containers while remaining the trusted glass prep, and portable bags for easy transport – all imprinted with the Pyrex 100th stamp. These bake and store solution for families items will be available to retailers across Canada through the end of 2015. across the world.

36 PROFILES 2015 COMPANY OVERVIEW

Canadian Sales Representatives

Greg McNeilly, National Account Director – OLFA Office: 905-855-6716 • Email: [email protected]

Lucinda Jones, National Account Manager Office: 905-855-6708 • Email: [email protected]

James Wallace, VP/General Manager – OLFA NA Office: 905-855-6700 • Email: [email protected] The World’s Largest Measuring Cup Jillian Andreas, Sales Team Director – Canada The Pyrex measuring cup is one of the most important Pyrex Cell: 416-577-4047 • Email: [email protected] products since its introduction in 1925. It’s recognized across the globe and is a staple in the Pyrex portfolio. Turning 100 Adriana Lopez, National Acct. Mgr. (Corelle, Snapware) doesn’t happen very often, and to celebrate this milestone Office: 905-855-6707 • Email: [email protected] occasion, World Kitchen created the World’s Largest Meas- uring Cup. The cup was officially designated by Guinness Willem Robyn, National Acct. Mgr.– Grocery, Drug, DYI World Records on March 8th, 2015, at the International Cell: 416-523-4293 • Email: [email protected] Home and Housewares Show in Chicago (shown above). The incredible cup holds roughly 2,880 cups, approxi- John Patrick, National Account Manager – Walmart mately 1500 times more than the original Pyrex 2-cup meas- (Corningware, Baker’s Secret, Pyrex) Office: 905-855-6714 uring cup. It’s made out of acrylic and has the same markings as the new, limited edition cup now available in stores. If you were to fill the cup with pancake batter, it could pro- Don Joly, National Account Manager – Olfa duce 3,840 4-inch pancakes, or an individual could bake Office: 416-557-9838 1,440 Pyrex pans of brownies Wendy Billington, Sales Coordinator Office: 905-855-6706 • Email: [email protected]

The Pyrex Measuring Cup is an icon of the Pyrex brand. When originally released in 1925, the cup had two Contact Information World Kitchen Canada, spouts – one on each side for both right and left hand 2265 Upper Middle Road, Suite 102, pouring. The cup came in just one size – 8 ounces – Oakville, Ontario, Canada L6J 0G5 and sold for 50 cents. By 1926 the two spout cup was Phone: 1-800-263-2510 • Fax: 905-823-8290 discontinued and a new cup with one spout was introduced, which became the staple cup in years to come. The cup changed again in 1934, and by 1941 Pyrex had four different cups on the market including an 8- ounce liquid, 8-ounce dry, 12-ounce. liquid and 16- ounce dry. Each cup was adorned with red markings on the side, making the cup easy to read.

PROFILES 2015 37 Royal Selangor•Portmeirion Affordable luxury for cooking & entertaining

hen William Smith arrived in In 1987 Portmeirion England and WToronto in 1920, he had one goal WSS by embarked on a joint venture to in mind – to distribute famous British form Portmeirion Canada. This pioneer- tableware brands. He set up shop on ing concept and foresight has been a Wellington Street, across from the Royal major contributor to the growth and York Hotel and Union Station. He wasn’t success of the present group. alone. There were several merchants A separate, second joint venture was selling china, glass and silver on the formed in the early 1990s with WSS and street at that time. In those early years, Royal Selangor. This led to the further long before the arrival of trade shows, strengthening of the partnership being Royal Selangor’s 56,000-square-foot there were “trunk shows” and vendors amalgamated into the present day Royal facility in Toronto is in close proximity literally rode the rails, travelling across Selangor Canada. The group dynamic and to the airport and Congress Centre, of- Canada for six weeks a year to meet re- synergies of the new structure were able to fering retailers the convenience of pick- tailers and present their wares. achieve far more than any stand alone and ing up an order which usually leads to a The company prospered for four positioned the company for growth. visit to the offices and the impressive decades until 1963, when William Smith The executive team of Robert Burke two-storey showroom. & Sons (WSS), by then under the leader- and CY Wong – who have worked to- Robert is proud of their experienced ship of grandson Norman Smith, was gether for 28 years – have complemen- in-house customer service team and acquired by Waterford Crystal of Ire- tary strengths that align perfectly with outside dedicated sales force. “We are a land. In 1986, Donald Burke (founder of the integrity and professionalism need- relationship-oriented business with Burke & Wallace Silversmiths) and his ed to market premium global brands. friendly and well-established partner- son, Robert Burke, purchased the busi- Today, the group offers 10 brands in ships across all channels of distribution. ness. It didn’t include the Waterford di- the kitchen, table and gift categories that We choose our retail partners carefully, vision as Waterford had merged with comprise a history of 1500 years. Each as they do us,” says Robert. Wedgewood to form its own company. brand has its own unique cache offering As a group we over-invest in product Norman Smith remained for three years great design, functionality, durability training and professional development to help groom young Robert Burke. and environmental sensibility. having taken, on numerous occasions, our entire sales and operations team to visit our principles in Germany, Eng- land and Malaysia. A full-colour catalogue is printed every year. It’s geared to the independent retailer and has become an invaluable tool at the wholesale level and also on the retail selling floor. It’s augment- ed by an in-house interactive digital catalogue that the reps use on the road, providing timely processing and management of programs that can become customized for each of retail customer. Royal Selangor reps are recognized experts in providing the Canadian consumer with affordable luxury when it comes to eating well and entertaining friends. Each brand tells a great story:

Above top: the Boska fondue set. Left: Spiegelau’s craft beer glasses are designed to enhance the flavour.

38 PROFILES 2015 all things cheese (Boska), collections are geared to craft beer and wine appreci- Portmeirion the younger 30-some- ation (Spiegelau), world Spode thing consumer. The Ca- class craftsmanship (Royal sual Collection has a COMPANY OVERVIEW Selangor), quintessential Royal Worcester masculine personality British (Portmeirion), the Pimpernel while Rosie Lee has a Sales Representatives original (Spode), cooking feminine appeal. competence (WMF); re- Royal Selangor The company is proud British Columbia - Tom Sherwood defining crystal (Nacht- to be one of the eight Spiegelau [email protected] • 778-549-9553 mann); proudly made-in- founding members of the Canada (Seagull) and casu- Nachtmann Canadian Gift & Table- Alberta/West. Ontario - Ralph Berry [email protected] • 905-689-3590 al luxury (Sophie Conran). Boska ware Association. Today, The Toronto Gift Fair re- 1,200 member companies Man/Sask - Darrell Hubelit mains a key component in Seagull can look back to the fore- [email protected] • 306-796-2136 the RS/Portmeirion mar- sight of those eight Quebec - Daniel Mercier keting and sales strategy. WMF founding fathers and the [email protected] Every January and August Pillivuyt many opportunities they it’s all about show biz for provided for entrepre- 514-892-9955 this company. They start neurs to build successful Nova Scotia - Mary Ann Bunker six months in advance to businesses in a wonder- [email protected] determine how they can wow retailers ful industry. The association remains a 902-402-4902 when they stop into their 3,000-square- huge part of the industry and Robert PEI/New Brunswick - Fred Bailey foot booth in Building 11. Burke considers himself fortunate to [email protected] The group’s stable of brands is per- have served as a director and chair of petually evolving to redefine the casual the organization. “Since 2003, I have 902-694-3420 lifestyle that really resonates with con- had the privilege of working with some Ontario - Bill Grose sumers today. Sophie Conran for Port- of brightest minds in our industry.” [email protected] meirion has become a remarkable com- The Royal Selangor group makes a 416-458-4678 mercial success story in Canada. This point to give back to charitable organi- National Sales - Janet Bambridge collection is perfect for the casual zations. The company proudly donates [email protected] lifestyle that consumers prefer. products to many organizations to help Building upon the group’s 95 years of with fundraising. There are many times 647-206-0397 fine British heritage, Portmeirion also that someone pays three times the retail recently partnered with Ted Baker of prices for their donations at a live or Customer Service London, uniting two British power silent auction, which only serves to rein- house brands. Ted Baker strongly be- force the inherent value of the brands, Kim Repac • Nirojan Balan lieves that style starts at home. His two and the wide appeal of their designs. Trade Show Participation

• Toronto Gift Fair • NY Tabletop Show • Ambiente - Frankfurt Spring Fair

Head Office

20 Voyager Court South Toronto, Ontario M9W 5M7 Tel: 416-675-3755 www.royalselangor.com

Above left: Sophie Conran’s Portmeirion line of tableware is a Canadian favourite. Above right: The whimsical Ted Baker collection offers striking, contemporary patterns.

PROFILES 2015 39 Sagaform

Swedish design made for giving

ith clean lines and a pure Scandinavian aesthetic, the WSagaform brand has become synonymous with joyful, innovative gifts for the kitchen and table. Employing some of the most talented designers, the Swedish company’s ambi- tion has always been to provide the perfect solution to the consumer’s gift problem. Their products, designed for both indoor and outdoor use, are sure to make any gift recipient smile. Hoping to spread the joy even further, Sagaform entered the North American market in 2007, and the company has enjoyed steady growth ever since. Headquartered in Marlton, New Jersey, the company now operates two warehouses in the U.S. and will open a full service warehouse in Toronto this July. There are three full-time employees at the head office for the table, kitchen and home decor which are all perfect as (including president Ingerid Mohn), but the line is promoted gifts. All items are delivered in gift boxes, which are easy to across Canada by independent sales reps. wrap for a quick hostess, teacher or birthday gift. With a wide range of interesting new product launches Targeting both small independent retailers as well as large each year, the Sagaform brand continues to evolve. Designers mass merchants, Sagaform offers something for everyone. stay up to date on prevailing home furnishing and lifestyle Keeping retailers and consumers happy in both Canada and trends in order to make sure the products reflect the con- the U.S. is key, which is why they’ve opened a warehouse here. sumer’s core values. “The knowledge our warehouse brings to efficiencies in ship- Sagaform has succeeded by aggressively marketing the ping, combined with Sagaform’s great customer service, products through a variety of channels, including trade makes our product line an excellent choice for Canadian retail- shows around the world (the booth at the New York show is ers,” says Ingerid. ”With our warehouse in Toronto, we are shown below.) The company happily shares catalogues and now able to supply Canadian retailers much quicker and with product knowledge with retailers while working with the lower shipping costs.” media to promote the products with end users and retailers. Ingerid is also committed to giving back to our industry. In Recognizing the value of social media, Sagaform also uses In- addition to participation in all trade shows, Sagaform has long stagram, Twitter and Facebook to reach the consumer. been a member of the International Housewares Association As a Swedish brand, Ingerid Mohn, president, says she is and Ingrid is a member of the Exhibitor Trade Show Advisory proud of the fact they can offer Scandinavian quality and committee, as well as several peer sharing groups. “Through leading edge design at a good price. “We offer a wide variety these groups we share experience, knowledge and suggestions of functional items (including bakeware and cooking tools) to continue making our industry better.”

40 PROFILES 2015 COMPANY OVERVIEW

Trade show participation

NY NOW - January and August

Atlanta Gift Show - January and July

Dallas Gift and Home show A garden of delight for the kitchen or patio - January and June Created by Swedish designer Ann-Carin Wiktorsson, a graduate of the Royal College of Art in London, these lovely tabletop glass dome greenhouses reflect her ability to find Ambiente Fair, Frankfurt inspiration in everyday items. Beautiful and functional, they allow consumers to grow - February plants and herbs right on the windowsill or balcony. Made of stoneware and glass, they are available three soft shades – lavender blue, pelargonium pink and sage green – International Home + Housewares packed in a lovely gift box. Sagaform also offers a stylish range of ‘Green’ accessories Show - March for the home, including garden tools, a self-watering cone and herb planter tray.

Sales Representatives A native of Norway, Ingerid Mohn spent most of her youth across the border in Don Restivo Sweden, working weekends and holidays in a variety of jobs. And although she [email protected] moved to the U.S. in 1996 to study at the University of North Dakota, she’s always Cell phone 416 271-3040 considered herself “an honorary Swede”. Right after graduation, Ingerid started working for Linden Sweden, a distributor of kitchen gadgets and tools. She stayed Lynn Jewell for nine years, working her way up from marketing to sales and finally strategy [email protected] and purchasing. She then spent two years with Pillivuyt, a distributor of French 250-642-7392 porcelain, before accepting the position of president of Sagaform in 2011. Her Customer Service Swedish background made her a natu- Kim Brown ral choice for the job, and her passion [email protected] • 856-626-1340 for this industry has been an integral part of the company’s growth. Contact Information “With the ever-changing trends, the Sagaform Inc. innovative products, and all the fun I 901 Lincoln Drive West, Ste 304 have with my customers and col- Marlton, NJ 08053 leagues, this industry has never been Phone: 856-626-1340 boring!” she says. Fa:-856-626-1342 E-mail [email protected] Sagaform president Ingerid Mohn is shown left with Canadian sales rep Don Restivo.

PROFILES 2015 41 Salton A company built on entrepreneurial spirit

he culmination of the blending of were produced over the years at its fac- Ttwo trend-setting appliance manu- tory in New York, including a line of “customer first” focus to create innova- facturers, Salton continues to rely on its Hotrays, an electric bun warmer and tive, quality products. roots as an innovator while exploring peanut butter maker. In 2005, they expanded into white new boundaries in product design. Two In 1955, the line became available in goods with the establishment of the years ago the company officially Canada by sales agents. Just a few years SWG division offering microwaves, bar merged all its brands with Toastess to later, in 1962, Toastess received a Cana- fridges and wine coolers. better serve the North American mar- dian design award for the first non-bell When Al Johnstone retired a few ket. shaped kettle. In the 1980s, the compa- years ago, Jason Hutton came on board A company with a proud Canadian ny went on to the first hot air corn pop- to help steer the company into the fu- heritage, Toastess was established in per to use a circular whirlpool style air- ture. With an eye for trends, he has 1945 to develop and manufacture flow. moved the company towards more kitchen appliances for consumers across Meanwhile in Markham, Ontario, healthy living gourmet appliances, such the United States and Canada. From its Salton Canada acquired all shares of as the Vita Pro cold press juicer. manufacturing facilities in the Montreal Salton Holdings and by 1991 the com- In 2013, Salton/Toastess Internation- area came its first two offerings; the pany was in the hands of two princi- al was created to serve all brands to the manual flip-flop toaster and Glide-o- pals, Al Johnstone, a veteran retail North American market. One year later, Matic clothes iron. Later, it introduced buyer in the housewares industry, and the company officially launched into the the first fully immersible electric frypan Jerry Solomon, whose family had U.S. market at the Chicago housewares in Canada. Over the years, Toastess be- founded Toastess in Montreal. show with the announcement of a part- came a trusted brand as it continued to Together, they made a formidable nership with celebrity trainer Harley offer customers a broad range of gour- team and sales grew steadily. In 2000, Pasternak. Together they unveiled the met appliances. Toastess and Salton Canada merged to innovative power blender. Salton was founded in the U.S. in create a company based on the same en- Earlier this year, the company an- 1954 with a similar mission to manufac- trepreneurial spirit that originally built nounced the expansion of the Salton ture and distribute specialty electric ap- the business. They continued to utilize brand into the United States. “Our pliances for the North American mar- their global partnerships, in-house op- North American retail partners will ket. A range of specialty niche products erations, industry knowledge and a now be served by one company offering

42 PROFILES 2015 in Vaughan, Ontario. As well, Salton has a large sales and distribution network COMPANY OVERVIEW set up across Canada and the U.S. In total, Salton has 40 employees in Cana- Sales Representatives da and 45 sales representatives in the U.S. Salton promotes its products and Quebec - Lucius Lavoie brands through a variety of trade publi- Tel: 450-638-6333 cations including Home Style, Home- [email protected] World Business, HFN, Gourmet Insider, Ontario/GTA Independent Accounts Kitchenware News and Gourmet Retailer. Issie Grachnik - Tel: 416-540-9320 The company also makes use of its [email protected] Shown above left, the portable induction website, email blasts, social media, blog- Premium and Incentive - Jeff and cooktop stays cool to the touch even when gers, consumer shows and public rela- Susan Mouckley, Tel 416-447-7337 set on maximum. Shown above, the iconic tions, along with traditional advertising, manual flip/flop toaster by Toastess. to get the message out to the consumer. [email protected] “As a mid-sized entrepreneurial en- Western Canada - Emilio Chiarizia multiple brands and a wide range of ap- terprise we are able to react quickly to 604-541-7555 • [email protected] pliances,” says Jason. “In addition, this changes in the market and seize on op- Western Canada - Mark Vokey fall we will be launching the Nostalgia portunities to satisfy customers’ time Tel: 204-927-2210 line of appliances in Canada as well as a sensitive needs,” explains Jason. “As [email protected] whole new range of hardware products well, our internal culture has fostered Western Canada, Independents - in both Canada and the U.S. an environment that encourages long Jerry Polsky, Tel: 403-253-4067 Today, Salton caters to retailers with staff tenures which results in all the products in several key categories: ket- competitive benefits that derive from a [email protected] tles, blenders, cooktop and warming ap- highly experienced team.” National/Regional Accounts - Delinie pliances, juicing and specialty appli- Salton has a long standing history of Fernando, Tel: 289-371-3118 x227 ances. Brands carried currently includes dedicated customer relationships with [email protected] Salton, Toastess, Masha, Delfino, Canadian retailers, along with a focus on National Accounts Manager - Aquasana and Nostalgia in addition to unique, niche and innovative categories. Nancy Diener, Tel: 289-371-3118 x 225 the Harley Pasternak collection. The company also makes a point of giv- [email protected] The company has manufacturing fa- ing back through donations to charities V.P. Sales and Marketing - cilities in China, a corporate office and for silent auctions, prizes at golf tourna- warehouse in Dollard Des Ormeaux, ments and fundraisers for cancer, cystic Jason Hutton, Tel: 289-371-3118 x223 Quebec and a sales and marketing office fibrosis and women’s shelters. [email protected] Account Manager - Rick Fielden Tel: 416-553-8696 * [email protected] Salton’s kettle/tea steeper, below Hardware Products - Peter Svendsen left, has four pre-set temperatures Tel: 647-271-9830 and a warm control that maintains [email protected] temperature for 30 minutes. The company’s wide mouth low speed juicer, shown right, provides Customer Service the consumer with superior [email protected] cold press technology to [email protected] make pure, nutrient- rich juices. Trade Shows International Home + Housewares Show (Chicago) National Hardware Show

PROFILES 2015 43 Swissmar The art of entertaining with style any people end up tario, and renamed it Swissmar Min completely differ- Imports. New product sourcing ent places, doing com- was expanded to countries out- pletely different things side of Switzerland, such as than they first envisioned France, China, Italy and Ger- when they started out in many. By 1990, Swissmar had life. This certainly holds successfully established an U.S. true for Daniel Oehy, the founder and president of Swissmar. company – Swissmar Incorporated – using a nationwide Daniel grew up on a family farm in Switzerland His dream network of sales representatives. He also set up a ware- was to one day become a farmer. In 1979, Daniel travelled to house in Niagara Falls, N.Y., to support his diversified and Russell, Manitoba, as an agricultural exchange student and fell growing base of American customers. in love with the wide open spaces of Canada. (As competitive In 1999, Swissmar began selling globally and the compa- ski racer, he also appreciated our long, cold winters.) It wasn’t ny’s products are now found in many countries around the long before he decided to make this country his home. world. In 2009, Swissmar AG, an office located in Switzer- Having always enjoyed good food, Daniel soon noticed that land, was created to support the growing international busi- Canadians didn’t have access to the same quality kitchen tools ness and provide a base to liaise with suppliers. and gourmet items he had used in his native Switzerland. He Today, Swissmar’s Canadian corporate headquarters, in- recognized a business opportunity and decided to abandon cluding a large showroom and full-service warehouse, are agriculture and become an importer and distributor of premi- still located in Richmond Hill. In the United States, the com- um Swiss houseware products, such as raclettes and fondues. pany operates two sales offices (on the east and west coasts), In 1983, under the name Classic Imports, Daniel started driv- serving an extensive network of sales representatives across ing across the country calling on small kitchen shops and sell- the country. There is also a warehouse located in Niagara ing products from the trunk of his car. Customers responded. Falls, New York while Swissmar AG manages a warehouse In 1986, Daniel relocated his company to Richmond Hill, On- in Hong Kong to support the international markets. In total Swissmar has 50 employees around the world. Swissmar products are now manufactured across the globe with trusted manufacturing partners who deliver quality and reliability at every level. In honour of their Swiss heritage, the company still makes it a priority focus on Swiss-made products. For more than 30 years, this Canadian company has been the exclusive North American partner for some of the world's leading brands. In addition to proprietary Swiss- mar-branded items, the company proudly distributes high end products from Peugeot, Börner, Mauviel, Dalla Piazza, Mastrad, Zyliss and, beginning in the fall of 2015, Jamie Oliver Nuance. These products are manufactured globally in France, Germany, Asia and beyond.

44 PROFILES 2015 COMPANY OVERVIEW

Sales Reps - Retail Division

National Sales Manager Linda Heidman - 950-764-1121 Ext. 261 [email protected]

Senior Sales Manager Dimitra McGinnity - 905-764-1121 Ext. 228 [email protected]

Toronto, Ottawa, MB, SK, Lakehead, Christine O'Neill - 905-764-1121 Ext. 266 [email protected]

Though Swissmar represents many global Western Ontario brands, the focus is still on premium Swiss David Bailey - 519-824-9696 products such as raclettes and fondue sets. [email protected]

Maritimes - JO ROGERS AGENCY With their streamlined distribution network, serving the retail housewares Jo Rogers - 902-446-9868 industry is Swissmar’s priority. In addition, there are separate divisions for the [email protected] food service and corporate gift channels. Each division boasts dedicated sales representation and customer service specialists. Alberta - NIXON AGENCIES To promote the brands, Swissmar works with a respected PR agency out of Ford Nixon and Norma Fehr New York to secure product placement and editorial opportunities in trade and 403-281-7599 • [email protected] consumer media and within the blogging community. New products are also promoted at trade shows, industry events and through trade advertising with B.C. - OCTAGON MARKETING housewares and gift media. The company also invests in targeted consumer ad- Karel Janousek, Belena Novak and vertising and PR initiatives in various food & wine and home & lifestyle pub- Oliver Janousek lications. In fact, the best-selling V-Slicer Plus mandoline was selected as Cooks 604-434-8881 • [email protected] Illustrated Top Choice in July 2014. Over the years, Swissmar products have received numerous awards for de- Quebec - SAVI MARKETING sign and innovation. The company is also very active on social media, includ- Genevieve Beaudoin - 514-462-5563 ing Facebook, Twitter, Pinterest and YouTube. [email protected] Looking back, Daniel attributes his success to great products, a great sales team, excellent customer service support and the benefit of on-hand inventory. Customer Service “When you have spent over three decades in the housewares industry, you Call toll-free 1-877-947-7627. are bound to learn a few things,” he says. Daniel leads the product development team and travels extensively to work with his manufacturing partners to Trade Show Participation develop new products. Toronto Gift Fair – Spring and Fall He adds that the members of his sales team are known as ‘product special- Ambiente Fair, Frankfurt ists’. Although most are independent sales representatives, many have been International Home + Housewares Show with Swissmar for 20+ years and provide exceptional product knowledge. Showroom shows - Atlanta, Dallas & Seattle Retailers can also find ongoing support from the Swissmar customer service Food service buying group shows team. They work hard to answer any questions plus ensure all orders are Corporate gift channel shows processed accurately and shipped quickly. Swissmar has made a major investment in its warehouse management system to better control inventories and in- Contact Information stock positions for all product lines. Swissmar Ltd., 6 - 35 E. Beaver Creek Rd., Great products and enterprising sales people are just part of the reason for Richmond Hill, Ontario L4B 1B3 Tel: 905-764-1121/877-947-7627 Swissmar’s success though. It also helps that president Daniel Oehy believes in giving back to the industry that has served him so well. He is consistently involved in industry housewares groups and is a very active member of the In- ternational Housewares Association, where he serves on the Board of Directors as an Executive Committee Member.

PROFILES 2015 45 TTi Floor Care Reaching new heights in cleaning

ased in Glenwillow, Ohio, TTi Floor pelling technology. Today, Hoover con- BCare is the largest floor care busi- tinues to build on its history by creating ness in North America, with three of the effortless cleaning solutions. biggest brands in the industry. Each of In 2002, TTi purchased the Royal and the brands – Hoover, Dirt Devil/Royal Dirt Devil lines, acquiring a company and Oreck – has deep roots in Canadian with an esteemed floor care history. In floor care and a rich history that contin- 1905, the P. A. Geier Company – creator ues to be built upon each day. of the Royal line of home cleaners – was TTi Floor Care acquired the marquee founded in Cleveland, Ohio. By 1937 the Hoover brand in 2007, but Hoover's his- company was producing the world's tory reaches back more than 100 years, first hand-held vacuum, the Royal tracing a path to the very invention of Prince. It was a sign of things to come. the vacuum itself. In 1953, ownership changed hands, Above: Meeting with consumers to gain In 1907, janitor Murray Spangler saw and the company was renamed Royal feedback on product . Below left : Dirt Devil a problem that needed fixing. In the Appliance Manufacturing. Dirt Devil 360 Reach vacuum. Opposite page: the new course of his daily work, he encoun- joined the Royal family in 1981 and de- Hoover 20V Lithium Ion cordless family. tered dust that triggered asthma attacks. buted its best-selling Hand Vac in 1984. Working at night, Spangler devised a To date, more than 23 million of those suggestions, pain-points and wishes are "suction sweeper" to pull dust and dirt vacs have been sold! documented and brought through a out of the air and off the ground. W. H. Oreck, one of North America's most product development program. Hoover bought Spangler's patent in beloved commercial vacuum brands, What sets TTi Floorcare apart is its 1908 and began selling the country's joined the TTi family in 2013. Oreck was ability to provide intuitive solutions first sweepers. It was the beginning of founded by American entrepreneur that address real needs in the market- more than a century of cleaning innova- David Oreck in 1963. He had an obvious place. The company resonates strongly tions, from Hoover’s famous beater bar yet radical idea to design a lightweight with its target audience, partners and and disposable paper vacuum bags to but powerful vacuum to offer relief to stakeholders by demonstrating year vacuum cleaner headlights and self-pro- the hotel housekeepers using much after year that they’re responsive and heavier models. It worked, and Oreck committed to progress. vacuums are now used in more than TTi promotes its brands in a variety of 50,000 hotels around the world. ways. Foremost is strong retail channel Today, TTi Floor Care is part of a relationships, fostered by unparalleled global brand powerhouse. With expert- support and communications from its ise in power tools, floor care, lighting, expert floor care team, comprised of 18 outdoor power equipment, accessories, individuals in TTi Canada’s Markham, test and measurement products, this in- Ontario head office and its western sales dustry giant is headquartered in Hong agency, Trimor Sales. Kong, with offices located across the All of the brands have strong repre- globe. In Canada, the floor care division sentation at retail trade shows, as well operates under the same roof as the as in trade and consumer publications. power tool division. The website is also generating increas- Globally-sourced products are manu- ing traffic, along with a growing online factured in varied locations including presence. Building upon that founda- Canada, the United States, Mexico and tion, TTi layers integrated sales, market- China. TTi Floor Care produces upright, ing, and public relations campaigns – canister and cordless vacuum cleaners including traditional and new media as well as carpet and floor washers, initiatives – that continually propel the steam mops, hand vacuums, and a wide brand to the forefront. range of other cleaning solutions. With such a fascinating heritage, hav- The company’s go-to-market strategy ing brought together three storied is focused on consumer needs. Through brands, TTi offers its retail partners ex- a variety of methods, end-user concerns, tensive experience and expertise in so

46 PROFILES 2015 COMPANY OVERVIEW

Sales Representatives many facets of the floor care and commercial cleaning world. It helps them devel- Patricia Noronha - V.P. Sales & Mrktg op products that incorporate revolutionary design, technology, and engineering ad- [email protected] vancements. These benefits could be lighter weight, full-size products, cordless in- Tina George - Director of Sales novations or intuitive task-based accessories. [email protected] “When our customers buy Hoover, Dirt Devil/Royal or Oreck, they are benefit- Neetu Kapal - Director of Sales ing from decades of experience, industry-leading quality, innovation and reliability, [email protected] as well as service beyond compare, “ says vice president Patricia Noronha. “Our Alicia Fusee - Account Manager customers understand that we care. They’re not just buying our products; they are [email protected] investing in a relationship with our family of brands. We take that seriously, and we Shuaib Mian - Account Manager always conduct ourselves ethically, honestly, and with passion.” [email protected] The Canadian Floor Care Team is comprised of hard-working and fun-loving Kim Seabrook - Commercial Sales members of the Canadian Housewares community. They enjoy partnering with re- [email protected] tailers to create events that drive consumer excitement and attention to the floor Trimor Sales - Western Canada Sales care category. TTi invests in strong marketing programs that provide immense [email protected] value, bolstering brand and category growth. The TTi family supports a diverse range of philanthropic causes and enthusiasti- Customer Service cally participates in a breadth of charitable and community events. “Caring is a trait that is woven into the fabric of our organization,” adds Patricia. “This is evident in Lise Vachon how we conduct our business, how we value our employees, and how we give back [email protected] to others. We are strong advocates of community service and support employee Melissa Proulx volunteer efforts. We seek out opportunities to make a greater impact, particularly [email protected] with the alignment of our high-profile public relations efforts with our philan- 1-800-268-4015 thropic programs and/or charitable partners.” Within the industry, TTi takes part in several retailer trade shows and strives to Contact Information remain a positive example of leadership – starting with its own team. Recruitment TTi Canada - Floorcare Division and mentoring of individuals that have a passion for the category is an integral part 7303 Warden Avenue of the Canadian operation. By fostering leadership, professional development and Markham, Ontario L3R 5Y6 brand growth, as well as building goodwill with customers, partners, stakeholders Tel: 416-570-2590 and the community, TTi has helped to strengthen the entire floor care industry.

PROFILES 2015 47 Trudeau Maison An effective two-tier marketing strategy

ounded in 1889, Trudeau Corpora- Home Presence. It simply had to devel- Ftion is a fourth-generation family op and mature to become a success. business that’s well known as a North The goal? To capitalize on Trudeau’s American innovative supplier of house- notoriety by introducing a new retail wares, now available in 70 countries collection of turnkey solutions—with a around the world. The company offers quality guarantee backed by a lifetime design and value with excellent import warranty on all products that would not and distribution logistics and customer interfere with the existing Trudeau net- service. work. What a challenge! Jacques Dubuc cuts the ribbon on a new For 2015, the Trudeau team is proud chapter in Trudeau’s history at an open to unveil Trudeau Maison, a distinctive When will it makes its retail debut? house in Montreal in May. Below and on collection that offers quality at an af- opposite page, Trudeau Maison products are fordable price with a design that foodies The Canadian market will be the first to beautifully packaged and merchandised. will love. The main objective of the offer this collection in Fall 2015. It will launch was to solidify Trudeau’s pres- then be launched in the United States ence as a leader in the volume market. and Europe in early 2016. healthy meal solution. It will also ap- Jacques Dubuc, president of Trudeau “It’s incredible how quickly we were peal to the foodies and “hobby chefs”. Maison, outlines the new strategy in the able to bring the Trudeau Maison con- following interview: cept to market,” says Jacques. “We’re so How many products are in the collec- thankful to have such a talented team.” tion and what makes them unique? Why did you launch Trudeau Maison? What is the target market? To be in line with today’s (and tomor- Trudeau Maison is the fruit of an idea. row) consumer trends, Trudeau Maison In a market where consumers are Trudeau Maison is the ideal collection consists of 150 products that answer the changing the way they shop and retail- for volume or chain store retailer while need to COOK, EAT and DRINK. By ers are constantly reinventing them- Trudeau is geared to the specialty and capitalizing on the brand recognition, selves, Trudeau had to rethink its ap- gourmet segment of the market. this collection offers a turn-key solution proach. The idea itself wasn’t new. The As for consumers, it is primarily for for the retailers with a fresh, uniform seed had been planted years before with families that experiment with food for a cross-category look, competitive price

48 PROFILES 2015 points and merchandising versatility. success with consumers. There are both shelf and wall display For retailers, Trudeau Maison offers options for each product. turnkey solutions with planograms, profit centers and signage. Merchandis- How will the line be promoted? ing solutions have been adapted to chain store point of sale needs. We’ve taken every possible step to make the Trudeau Maison collection a point of Will it operate as a separate division? sale success. The collection was created to standardize categories, allowing Trudeau and Trudeau Maison are two cross-category merchandising. The different collections with two different packaging is: marketing strategies. We have in place • Differentiated through shape of cards. an experienced sales team specialized in • Inspiring, with attractive pictures. the Trudeau Maison collection. • Uniform cross-category look. • Versatile with shelf and wall options. What about Home Presence? • Designed to industry standards with a maximum CDU depth of eight inches. The Trudeau Maison Collection is an • The logo, featuring the Trudeau evolution of Home Presence adapted to Maison brand, is easily recognizable. today’s market. This new collection will • The lifetime warranty is the key to replace Home Presence.

CONTACT INFORMATION

Customer Service Call toll free 1-800-878-3328

Head Office Trudeau Maison 1600 rue Eiffel, Boucherville, Quebec J4B5Y1 Tel: 450-655-7445 www.trudeau.ca

PROFILES 2015 49 United Sales & Marketing Fostering a culture of trust and integrity

aul Pogor was right in the middle skills that he says have been critical to of the worst year of his life when his success. He went from B&D to Phe arrived for a meeting with Bob Rogers Cellular as vice president of re- Wallace, the former owner of United tail and then to a printing firm briefly. Sales & Marketing. It was 1999 and Paul By the time he met Bob Wallace, he was was out of work, in the middle of a di- ready for a new start. vorce and he had just lost his mother. “Bob and I connected because we had But his fortune was about to change, the same entrepreneurial attitude,” says thanks to Bob’s generosity and willing- Paul. “I ended up working side by side ness to put his faith in Paul. He started with him and helping him find new and USM president/owner Paul Pogor. selling for USM, soon fell in love with better ways to do things. I loved it.” the job, and has never looked back. Bob’s faith paid off and soon Paul United Sales has its roots in Somerset was making significant contributions to Marty. Two years before that, Roger House, a distributor of brands such as the company. He enjoyed the fact that Smith had joined as a minority partner Food Saver, Nordic Ware and Aerobed. each day was different and he was re- and they were ready to invest in the fu- It was co-owned by Bob and four part- sponsible for his own success. Bob intro- ture. He changed the company’s infra- ners. When the partners decided to de- duced him to all his industry contacts structure and began hiring talented peo- centralize the organization in 1991, Bob and taught him the value of maintaining ple who could really make a difference, took the housewares lines and formed loyal, long term relationships with both such as Milton Tjin from Canadian Tire. United Sales & Marketing with two mi- manufacturers and customers. Then Adam Ball, who had been with nority partners, Martin Van Dyk and When Bob decided to retire in 2003, Jarden for many years, joined USM as Hugh Cameron. (They were initially lo- Paul purchased a third of the company vice president of marketing, followed cated in Scarborough but purchased the from him, with Marty and Hugh taking by Chris Everett of Canadian Tire. present head office/warehouse building the other two thirds. He immediately “Chris is a very strategic and me- in Mississauga a decade later.) started to focus on the U.S. business. thodical business partner,” he says. Paul, meanwhile, had progressed After losing a couple of the key “Milton is very entrepreneurial and has through several positions in the house- brands that they had built due to merg- a lot of integrity. Adam has a great mar- wares industry in the ‘80s and ‘90s. He ers, Paul knew it was time to become keting mind to help us find the better started his career at Shepherd Products “more than just a rep house”. He want- ways to promote our brands. And Roger where he handled the Home Hardware ed to source more proprietary brands is a good, solid sales person with long account and received several accolades. that they could sell right across North term relationships in our market.” He then spent a couple of years impor- America. He started travelling to the When Paul started, USM employed tant Panama Jack suntan lotion into Orient regularly to source product pro- eight people. Today, there are 18 em- Canada before joining Black & Decker. grams on behalf of retail customers such ployees and it’s growing all the time. That’s where he met his good friend as Loblaw and Sears. The company is now well positioned Roger Smith and Owen McManamon. Five years ago, with USM well estab- to provide the best customer service Owen would prove to be an important lished as a North American full-service possible. They invested in back end sys- mentor to Paul, teaching him business distributor, Paul bought out Hugh and tems at their head office/warehouse to ensure they’re able to support their retailers and factories’ needs for forecast- ing and sales analysis. And Paul says they go out of their way to ‘overdeliver’. “If there’s a problem with a customer, we solve it, we fix it,” he explains. “We don’t just present products to retailers, we work to create a business strategy that benefits both of us equally.” He has also endeavored to establish

50 PROFILES 2015 COMPANY OVERVIEW

Key Representatives

Paul Pogor [email protected] Top Row (l-r): Adam Ball, Roger Smith, Paul Pogor, Matt Pogor, Milton Tjin. Front Row Roger Smith (l-r): Jackie White, Chris Everett, Herman Pho, Lucy Yen, Kathleen Lee and Gillian Smith. [email protected] Milton Tjin closer than usual relationships with footsteps by fostering excellent relation- [email protected] their factories, travelling to China four ships in the industry as well as within or five times a year. As a result, the fac- his own company. He knows his biggest Chris Everett tories are willing to go above and be- advantage is people so he has created an [email protected] yond for USM in a competitive market. incredible culture where each individ- Adam Ball Another area where Paul has invest- ual is encouraged to take ownership of [email protected] ed heavily is e-commerce. Two years what they do by exploring any potential ago, they launched USM Direct, a new market opportunities independently. David Harrison e-commerce platform targeted at inde- But it’s also a very family-focused envi- [email protected] pendent retailers. It can be expensive to ronment where employees know they Jackie White sell to this segment so USM Direct pro- can take time off for personal reasons or [email protected] vides store owners with an easy, con- work from home whenever necessary. venient way to order. Independents “This is not a 9 to 5 business,” he ex- Contact Information have the flexibility to hop on the website plains. “With trade shows and overseas and order any combination of products travel, everyone at USM makes person- 1665 Enterprise Road from the 15 different brands carried by al sacrifices on a regular basis for the Mississauga, Ontario L4W 4L4 USM and have it shipped pre-paid. company. I want to make sure they Tel: 905-362-8810 The new division also handles mobile make family time a priority as well.” www.usmdirect.com marketing and website design. USM has It’s this attitude that has endeared built very impressive North American Paul to the entire staff, creating an inspi- websites for two of their key lines, rational work environment. As Milton Wesco and Cord Cruncher, an innova- Tjin explains: “Paul introduces the nec- tive new earbud headphone design that essary corporate disciplines while still eliminates tangled cords or wires. maintaining the nimbleness of an entre- Paul continues to follow in Bob’s preneurial company. He is an enabler who encourages all employees to achieve their own personal goals and in- terests while contributing to the growth of USM. His approach allows everyone to voice their thoughts, investigate what they believe are good opportunities, and have fun doing it.” It’s been 16 years since Paul first walked into Bob Wallace’s office but he USM focuses on products that are innova- clearly learned some valuable lessons tive or use ‘disruptive technology’. Today about integrity and generosity in busi- they carry 15 brands, including iRobot ro- ness. Fortunately for his co-workers and botic vacuums, above, and Wesco, far right. customers, he’s paying it forward.

PROFILES 2015 51 Victorinox A brand recognized worldwide ictorinox is a company with a impressive history and heritage. In 1884, Karl VElsener opened his first cutler’s workshop in Ibach-Schwyz. There, he and the cutlers union produced the finest steel cutlery, finished with the now-famous proprietary edge preferred by professional and home cooks. In 1891, he supplied his first Soldier’s knife to the Swiss Army, something that would change his life and his fortune. In 1921, after the death of his mother Victoria, Karl changed the name of the company to Victorinox, melding the name of his mother with “inox”, an ab- breviation of the French word for steel. From those humble beginnings, a worldwide icon was born. Today, Victorinox is still owned and operated by the Elsener family, and the family still resides in the same small village of Ibach, Switzerland where the company first began. Victorinox is the largest knife manufacturer in Europe with 26 million blades (cutlery & pocket knives) sold annually around the world. The products dom- inate the professional commercial cutlery market and are recognized for consistently delivering uncompromising quality and value. Since 1884, this commitment to constant innovation has helped Victorinox remain a leading provider of professional-grade cutlery and meet the evolving needs of demanding commercial customers. There are many reasons smart consumers will select a Victorinox knife: • Victorinox knives are 25% sharper than others on the market. • The lifespan of a Victorinox knife is 60% longer since, on average, competitive knives need to be re-sharpened 2.5 times more often than Victorinox. • Users can reduce cost per cut by over 50% simply by switching to Victorinox. • Hand and wrist fatigue is bad for workers, and bad for productivity. Plants that switch to Victorinox report significant reductions in injuries related to The Toronto Victorinox retail store on Bloor repetitive cutting movements. When a major food processing plant switched to Street, above and below, and the company’s beau- Victorinox knives, it reduced knife consumption by 14,000 pieces. tifully-situated Swiss headquarters, below right. The company offers a range of fine edge knives. You don't have to be a professional chef to appreciate the high quality of the Victorinox chef's knife. Each chef's Knife is ultra-sharp, incredibly durable and perfectly balanced. When one of these knives reaches the consumer’s hand, every chop, slice and dice feels effortless. The Fibrox Pro chef's knife consistently ranks highly in value and quality with renowned test kitchen reviewers and consumers alike. The cross and shield emblem is an instantly recognizable symbol for today’s Victorinox. In a most unique way, it conveys excellence in Swiss craftsmanship

52 PROFILES 2015 as well as the impressive expertise of more than 2,000 employees worldwide. The principles by which the company does business are as relevant today as COMPANY OVERVIEW they were in 1891: functionality, innovation, iconic design and uncompromising quality. Adherence to these values has Sales Representatives become an integral part of the compa- – Retail and Food Service ny's DNA, not just here in Canada but around the world. Thomas Jong - Sales Mgr, Canada West The commitment to these principles (403) 829-8419 over the past 130 years has allowed Vic- Jeff Hof - Sales Mgr. Canada East torinox to develop products that not (416) 992-0978 only offer exceptional design and quali- Sheila Finn - Nat. Sales Mgr, Ad Spec ty, but also have the ability to serve as (905) 760-1123 ext 4140 reliable companions on life’s adventures Patented Fibrox handles mean Victorinox Greg Moodie - Housewares, B.C. both great and small. knives are slip-resistant for added safety. (604) 430-6625 Today, Victorinox is proud to present Oliver Janousek - Gift, B.C. a range of six global product categories (604) 434-8881 which perfectly embody those princi- nies are joined through a shared focus Boyd Muir - Outdoor Retail, B.C. ples and embrace the spirit of the origi- and commitment to a quality and a ‘cus- (604) 738-2167 nal Swiss Army Knife. The company’s tomer-first’ vision. John Thomson - Foodservice, B.C. unique, high-quality products, which SCANPAN is a family-owned busi- (604) 465-2770 are of practical use in differing areas of ness based in Ryomgaard, Denmark. Chris Clement - Hswrs/Gift, AB/SK life, include; Swiss Army knives, house- They have been one of the world’s lead- (780) 460-8740 hold and professional cutlery, watches, ing producers of PFOA-free nonstick Dave Knisley - Foodservice, AB/SK/MB travel gear, apparel and fragrance. kitchenware for more than three (403) 475-5322 Customers in Canada and around the decades. Their patented ceramic titani- Issie Grachnik - Housewares, Ontario world now place their trust in Victori- um surface represents the core of their (416) 540-9320 nox quality. They are enthusiastic about cookware business. Doug Wells - Gift, Ontario the functionality and iconic design of Deeply anchored in Danish tradition, (416) 817-8452 the products and they’re also impressed SCANPAN creates timeless yet func- Stephen White - Outdoor, Ontario by the continued innovation that goes tional tools for any modern kitchen. The (416) 948-1309 into their development. company effectively utilizes 100% recy- Agostino Acri - Gift, Ontario Consumers who want to be ready for cled aluminum without compromising (647) 909-4618 anything take a Swiss Army knife with on quality. The recirculated, melted Ron Singh - Foodservice, ON them wherever they go. Since its launch, down aluminum is a completely pure (416) 418-6773 the knife has been a trusted tool of raw material, its quality at least as great Francois Oeullet - Foodservice, QC everyday adventurers worldwide. as new, non-recycled aluminum. Com- (514) 771-7900 Whether they’re exploring the city, the bined with the extended longevity of all Eric Sinotte - Hswr/Gift/Outdoor, QC ocean, the mountains or even space, it’s SCANPAN’s products, the use of recy- (514) 729-2889 they companion they can count on. cled aluminum reduces their carbon Eric Jacobi- Housewares/Outdoor/Gift, In Canada, Victorinox is also the dis- footprint in order to make the most of Maritimes tributor of SCANPAN. The two compa- the resources available on our planet. (902) 478-3253 Duane Giffin - Foodservice, MAR (902) 857-1199 Victorinox - By the Numbers • 540 different models of household and professional knives currently in production. Contact Information • 450 Swiss Army knife models currently in production. VICTORINOX SWISS ARMY CANADA • Daily production of 60,000 knives per day and 60,000 pocket knives per day. 1000 Edgeley Blvd., Unit 2 • 78 Victorinox stores worldwide, two of which are in Ontario. Vaughan, Ontario L4K 4V4 • 2,000 Victorinox employees around the globe. Tel 800-665-4095 • 50 Master Craftsman models were purchased by NASA in 1978 for shuttle staff. [email protected]

PROFILES 2015 53 WÜSTHOF A specialist in fine German cutlery he story of WÜSTHOF is one that is around the world to various distribu- Trich in history, perseverance and tion partners or subsidiaries. dedication. It’s an epic saga that spans All materials used to manufacture over 200 years and still continues at full and package the product are sourced speed ahead today. within a 100 km radius of the head of- Founded in 1814 in the cutlery capital fice. All European markets, with the ex- of Europe – Solingen, Germany – ception of the U.K., are serviced directly WÜSTHOF is a family-owned and op- from that office. There are also two sub- erated company. It remains so to this sidiaries in the U.S. and Canada. The re- day and is currently led by the seventh mainder of the international markets generation owner, Harald Wüsthof, are serviced by distribution partners. alongside his cousin, Viola Wüsthof. WÜSTHOF employs over 300 people The duo proudly continue down the in Germany and over 65 at the two sub- path laid out before them so long ago. sidiary locations. Hundreds more repre- During its first 100 years, WÜSTHOF Above, Viola Wüsthof and Harald Wüsthof sent WÜSTHOF in their respective was little more than a small family busi- Below, the factory in Solingen, Germany, in markets at all levels of distribution, ness, creating cutting tools such as scis- the early 1900s and the main office today. sales, marketing and customer service. sors and kitchen knives. It was a humble A well-known brand here, the Cana- beginning in a small fabrication “hut” that WÜSTHOF began to prosper from dian subsidiary, headed by Derek Mar- situated beside a stream. The stream international growth once again. During cotte, has used almost every form of acted as a power source for the forging this time, Wolfgang Wüsthof, a sixth gen- marketing available to promote to not hammers and grinding belts. eration family member, took on the role only retailers, but also to the end con- WÜSTHOF grew steadily over the of developing international trade. Wolf- sumer. Retailers have seen their adver- years, moving to larger buildings and, gang eventually took over full control of tising in trade magazines such as Home eventually, into a modern factory. Then, the business in the mid ‘70s. It’s because Style, which WÜSTHOF has proudly in the early 1900s, young Robert Wüsthof of his tireless efforts and foresight that supported for many years. Networking took some travel chests filled with an as- today WÜSTHOF is represented in over within the industry also gives the com- sortment of pocket knives across the 80 markets world wide and recognized pany access to stores and all leads are ocean to the United States, and found his as the leader in quality cutlery. followed up by personal visits. future. In America, the company had All WÜSTHOF knives are still manu- “Despite the many rapid changes to even more potential. Robert successfully factured exclusively in Solingen, Ger- retail, the housewares industry contin- sold all his wares to a single buyer and many, in three impressive production ues to thrive and personal contact there was immediate demand for more. facilities. The company is truly self-re- drives much of that success”, says With the advent of electricity, the com- liant in all matters of knife fabrication. Derek Marcotte. “We have fully em- pany moved in to the central part of Once the steel arrives from suppliers, braced digital marketing channels and Solingen. However, two world wars re- the factory handles all aspects of creat- utilize social media, including Face- sulted in struggles for all German steel ing the finished product. It’s then ware- book, Twitter and a company blog, to manufacturers. It wasn’t until the 1960s housed in Solingen and distributed reach our audience in interesting and

54 PROFILES 2015 COMPANY OVERVIEW

Sales Representation

INDEPENDENT SALES REPRESENTATIVES:

Karel Janousek, Belena Novak and Oliver Janousek - Octagon Marketing British Columbia, Alberta, Saskatchewan Tel: 604-434-8881 Above: the Classic 8-inch precision forged cook’s knife with some tools of the trade. [email protected] Below: handle assembly of the 7-inch Classic Ikon, left, and a master forger in the 1980s. Stephen Reinhard engaging ways. Events such as consumer shows allow us to connect with end Eastern Ontario, Quebec, Maritimes users. Our favorite events, however, are those with our retail partners. In-store Tel: 450-510-2441 demoss attract dedicated clients and also entice potential new ones, giving us a [email protected] unique opportunity to connect with them on a one-on-one basis. We drive awareness of these special events by promoting our retail partnerships on all of our so- CORPORATE SALES REPRESENTATIVES: cial media channels, including our company blog – www.cuttingremarks.ca.” In an age of blended companies, acquisitions and mergers, WÜSTHOF remains a privately-owned and operated company, producing only kitchen knives. After more than 10 years representing The company takes immense pride in the name that goes on every tool. With Wüsthof in Ontario, the company is quality control and production consistency that is second to none, WÜSTHOF is proud to welcome Harvey Geiger to able to produce a better product every single year. Retailers know what they are the in-house sales team. He will be selling with WÜSTHOF knives, and where it comes from. responsible for eastern Ontario to As a cutlery specialist, WÜSTHOF understands the needs of the individual re- Oshawa as well as Manitoba. tailers and avoids cookie cutter solutions. The sales team enjoys bringing new Tel: 519-620-9112 ideas to the table and as a smaller company, with a large international reach, in- [email protected] formation flows freely from distributor to subsidiary. It is then shared with the company’s retail partners, to everybody’s benefit. Trade Show Participation Toronto Gift Fair - January/August Ambiente – Frankfurt The Restaurants Show Canada International Home + Housewares Show – Chicago Retailer events and consumer shows

Contact Information Wüsthof-Trident of Canada Inc. 3809 St. Joseph Blvd. Orleans, Ontario K1C 1T1 Tel: 613-841-1301 Fax: 613-841-1302 www.wusthof.ca

PROFILES 2015 55 ZWILLING J.A. Henckels

A symbol of quality for two centuries modern company with a long tradition and history of qual- Aity, the ZWILLING J.A. Henckels brand was created on June 13th, 1731 (under the sign of Gemini). It was on that day that knifemaker Peter Henckels, from Solingen, Germany, registered the "Twin" symbol as his trademark with the Cutlers´ Guild of Solingen. That symbol, now very well known globally, is one of the old- est trademarks in the world. The official ZWILLING J.A. Henck- els name was given to the company by a descendant of Peter Henckels, Johann Abraham Henckels. Though the company originally started with ZWILLING BRAND AWARENESS knives, in 2004 the product mix expanded with the addition of ZWILLING cookware, offering the same high level of quality. ZWILLING: Premium products ranging from knives, Today ZWILLING has extensive lines in knives, cookware, flat- kitchen gadgets, scissors, cookware, flatware, cutting ware, kitchen gadgets, cutting boards and accessories. boards and glassware to beauty tools. Growth in this new market continued with the 2008 takeover of the Belgian company Demeyere, a manufacturer of innovative stain- STAUB: Cast iron and ceramic cooking utensils for con- less steel cookware. That was followed by the acquisition of Staub, a sumers who seek the authentic experience of cooking and renowned producer of premium cast iron and ceramic cookware. taste. Staub is one of the world's leading suppliers of cast Globally, the company currently operates manufacturing facil- iron enamel cookware produced in France. ities in Europe, North America and Asia. Here in Canada, the company is led by President Mrinal Sharma, who has been with ZWILL- FONTIGNAC: The value brand from Staub features colour- ING for nine years. He oversees a total of 45 employees in ZWILL- ful cast-iron cooking utensils for the cost-conscious chef. ING’s Beauty and Culinary divisions. The lines are represented in all provinces across Canada by a talented team of sales agents. MIYABI: Knives and accessories for consumers with a preference for Japanese blade design and exceptional sharpness: Authentic knifes from Japanese craftsmanship, all made in Seki, Japan.

DEMEYERE: Top quality and innovative stainless steel cookware for the consumer and professional chef with headquarters and production facilities in Belgium.

J.A. HENCKELS INTERNATIONAL: Stainless steel kitchen products for trendy, cost-conscious consumers.

BSF: Flatware and cookware for design-conscious consumers, top quality at an appealing price for a modern table setting.

TWEEZERMAN: Tweezerman is the leading provider of premium personal care tools in North America. The innovative instruments originated in the professional do- main for eyebrows, eyelashes and cosmetic brushes are now popular with celebrities, professional users and sophisticated consumers.

QVS: Fashion forward, value priced cosmetic tools. From brushes to brows, flawless faces to fabulous fingernails, QVS has a product to suit every application.

56 PROFILES 2015 ZWILLING provides ongoing training for selves with world class partners, from Iron these sales reps so they are well-equipped to Chef Morimoto, Ned Bell, Vikram Vij and tout the benefits of the products to retailers Master Blades Smith Bob Kramer to Pro Skier and consumers. They often visit company fac- Lindsey Vonn and designer Isaac Mizrahi, for tories for hands-on training in France, Ger- the Tweezerman brand. From developing a many and Belgium. It offers them a unique op- new wedge-shaped blade on the new ZWILL- portunity to observe the time and craftsman- ING Pro series to offering a lustrous long last- ship that goes into making the products. It has ing finish on cookware with Silvinox, this ‘old also proven to be an invaluable way to instill company’ is modernizing the way we use passion and pride in the team at every level. and design products. ZWILLING is very committed to effectively marketing to that important front- COMPANY OVERVIEW line customer – the retailer. On a regular basis Canadian Sales Representatives over the past two decades the com- Kathy Soce, Sales & Business Development Manager – In House pany has pro- [email protected] • 416-735-7070 moted its brands Jamie Rowland, National Accounts Manager – In House to retailers in [email protected] • 416-565-8534 Home Style Maga- Brad Prystupa, Vancouver: 604-366-7464 • [email protected] zine and several Bill Marshall, Edmonton: 780-982-5587 • [email protected] retailer-specific Lee Evanchuk / Todd Stevens, Saskatchewan/Manitoba advertising vehi- Lee: 204-795-0863 • [email protected] cles. It’s been a Todd: 204-981-4169 • [email protected] great way to help Judy Magee, Ontario West: 905-467-7276 • [email protected] drive sales locally in these impor- Kymberley MacMillan, Ont. East: 905-441-6407 tant channels. Gilles Legault, PQ: Gilles: 514-233-4783 • [email protected] ZWILLING supports its retail partners by: John Tays, Maritimes: -902-497-4340 • [email protected] • Providing retailers with trend reports and Enzo Caso, Demeyere-Quebec: -514-575-7181• [email protected] creates promotions around these trends to promote to the end consumer. Customer Service Representatives • Customizing sales programs to enhance offerings at retail to drive sales. Eric Beuth, Customer Service Supervisor, National Accounts • Offering free Sharpening Clinics in-store [email protected] • 905-475-2555 Ext. 263 during any special store events. Debra Monk, Customer Service/Order Desk East Promoting ZWILLING brands to the end [email protected] • 905-475-2555 Ext. 273 user is always evolving as the marketing team Joanne Kar, Customer Service/Order Desk West observes changes in the way consumers want to receive information. This is going to be a [email protected] • 905-475-2555 Ext. 227 year of trying new things while continuing to keep doing what works. The company will Consumer & Trade Show Participation continue to invest in merchandising at store level to ensure the brand standards are main- TORONTO GIFT FAIR (Recipient of the Best Booth award in 2014) tained. 2015 will also see a greater focus on on- TASTE CANADA • EAT VANCOUVER • COSMOPROF line marketing – developing a social presence and targeting key influencers Contact Information This year, retailers will see an even greater focus on the Staub brand with the launch of the Zwilling J.A. Henckels Canada Ltd. ‘Chefs Choose Staub’ Campaign, shown left. 435 Cochrane Drive, Markham, Ontario L3R 9R5 The ZWILLING group is constantly devel- Tel: 905-475-2555 • www.zwilling.ca oping innovative products and aligning them-

PROFILES 2015 57 International Trade Shows

AMBIENTE - FRANKFURT SPRING FAIR Messe Frankfurt, Germany Contact Neeta Correa at Messe Frankfurt Canada Tel: 905-824-5017 Held every February

ATLANTA INTERNATIONAL GIFT MARKET AmericasMart Convention Centre, Atlanta, Georgia Contact AMC/AmericasMart Atlants Tel: 1-800.ATL.MART - [email protected] Held in January and July

EXCLUSIVELY HOUSEWARES The Business Design Centre, London, England Visit www.exclusivelyhousewares.co.uk Canadas Held every June HONG KONG GIFT & HOUSEWARE FAIR Favourite Hong Kong Convention and Exhibition Centre Contact the Hong Kong Trade Development Council Housewares Magazine www.hktcd.com/fair/hkhousewarefair Proudly Celebrates Held in April and October INTERNATIONAL HOME + HOUSEWARES SHOW McCormick Place, Chicago Contact the International Housewares Association at www.housewares.org Held every March

LAS VEGAS MARKET World Market Center Complex, Las Vegas Visit www.lasvegasmarket.com Held in January and August

MAISON & OBJET Paris Nord Villepinte Exhibition Center Contact Promosalons Canada Tel: 514-861-5668 Visit www.promosalons-canada.com Held January and September

NY NOW Jacob Javits Center, New York City Contact GLM at www.nynow.com Held January and August

TENDENCE - FRANKFURT FALL FAIR Messe Frankfurt, Germany Contact Neeta Correa at Messe Frankfurt Canada Tel:905-824-5017 Held every August

TORONTO GIFT FAIR Toronto Congress Centre and the International Centre Contact the Canadian Gift Association at cangift.org Tel: 416-679-0170 or 1-800-611-6100 Held January and August

58 PROFILES 2015 SALON DU CADEAU FALL GIFT FAIR DE L’AUTOMNE AUGUST 9 - 12, 2015 30 AOÛT - 2 SEPT 2015 TORONTO MONTRÉAL

TorontoGiftFair.org FALL GIFT FAIR AUG 30 - SEP 2, 2015 MONTREAL

salonducadeauduquebec.org QuebecGiftFair.org

THE SECRET OF SHELF APPEAL? FALL GIFT FAIR AUGUST 16 - 19, 2015 EDMONTON

HOT AlbertaGiftFair.org PRODUCT!

If you’re a retail buyer in search of today’s hottest products, CanGift fairs are for you! Three fairs, located conveniently across Canada, bring hundreds of local, national and international lines together to offer you the newest in fashion, home and lifestyle products. Plus, you’ll save big on customer shipping, thanks to our ShipTime VIP program exclusively for retailers who attend the fairs.

CanGift.org NEW SERVICE PROVIDER Where High-Design and Intelligent 2,100 Exhibitors from Innovation is on Display 6 Continents

World-Class Education and Benchmarking Opportunities

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march 5-8 • chicago, usa