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2020 Leaders' Forecast

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2020 Leaders' Forecast HARDLINES.CA CONNECTING THE HOME IMPROVEMENT INDUSTRY FOURTH QUARTER / 2019 MERCH DIGITAL SCHOOLING MATTERS REVOLUTION LIFE The ROI of Our expert will Young retailer is set renovating help you get on soaking up as your store will your digital much knowledge shock you house in order as possible FEATURE STORY HOME IMPROVEMENT QUARTERLY 2020 RECESSION LEADERS’ SSION FORECAST ELECTIONSLECT Leaders, in their own words, weigh in on trends, transitions impacting the industry TARIFFS RIFFS Canadian Publications Mail Agreement # 42175020. POSTMASTER: Send address changes to Hardlines Home Improvement Quarterly, 330 Bay Street, Suite 1400, Toronto, ON M5A 2S8 Now with FiniShield™ Get the Best of Both Worlds with JELD-WEN® Windows Designed to provide lasting performance and beauty, JELD-WEN’s DF Hybrid Collection™ windows combine the ease and dependability of an all-vinyl product with the crisp lines and added strength of aluminum cladded exteriors. Want more from a window? The DF Hybrid Collection™ is now available with optional FiniShield™ technology which is a superior alternative to a painted interior frame. Available in a black finish, FiniSheild stands up to scratches, extreme heat degradation, is easy to maintain and is backed by JELD-WEN’s 10-Year Limited Warranty. When you need a better window, rely on JELD-WEN, a consistent ENERGY STAR® award winner who has been proudly manufacturing the highest quality windows and doors for over 50 years. Explore our full range of award- Manufacturer of the Year Manufacturer of the Year Manufacturer of the Year Windows and Doors Windows and Doors Windows and Doors winning products at jeld-wen.com 2016 2016 2017 2018 Advantage. Your brand. HOME IMPROVEMENT QUARTERLY FOURTH QUARTER / 2019 • VOLUME 9, NO. 4 330 Bay Street, Suite 1400, Toronto, ON M5H 2S8 • 416-489-3396 @Hardlinesnews • www.hardlines.ca PRESIDENT VICE PRESIDENT & PUBLISHER Michael McLarney David Chestnut [email protected] [email protected] EDITOR MARKETING & EVENTS MANAGER Sigrid Forberg Savannah Crawford [email protected] [email protected] STAFF WRITER ACCOUNTING Geoffrey McLarney [email protected] CONTRIBUTING WRITERS ADMINISTRATION John Caulfield Michelle Porter Lyndon Madden [email protected] Rob Wilbrink ART DIRECTION Shawn Samson TwoCreative.ca King’s brand ambassadors Hardlines Home Improvement Quarterly is published four times a year by Hardlines Inc., 330 Bay Street, Suite 1400, Toronto, ON M5H 2S8. $25 per issue or $90 per year for Canada. give our represented Subscriptions to the Continental United States: $105 per year and $35 per issue. manufacturers an unfair All other countries: $130 per year. (Air mail $60 per year additional) advantage. Subscriber Services: To subscribe, renew your subscription, or change your address or contact information, please contact our Circulation Department at 289-997-5408; [email protected]. Canadian Publications Mail Agreement # 42175020 POSTMASTER: Send address changes to Hardlines Home Improvement Quarterly, 330 Bay Street, Suite 1400, Toronto, ON M5H 2S8. As manufacturer’s All editorial contents copyrighted 2019 by Hardlines Inc. agents our sales No content may be reproduced without prior permission of the publisher. representatives and merchandisers ensure your products are always “front of mind” with the hardware buyer and “front of shelf” in the stores. NUMBERIN THE HOME IMPROVEMENT ONE INDUSTRY. ONLINE AND PRINT. HHIQ is just one facet of the Hardlines Information Network. Since 1995, we’ve been delivering the most up-to-date information directly to you online, in print, and in person. Find out how you can get your message out with us. Contact: David Chestnut, Vice President & Publisher www.kingmkt.com 877 844 5464 416-425-7992 • [email protected] HOME-OWNER.CA 100% CANADIAN OWNED Not your normal add. You + #1 in Service Quality. ¸)LPUNYHPZLKPU[OLS\TILYHUKI\PSKPUNZ\WWS`PUK\Z[Y`^L»]LHS^H`Z VWLYH[LKV\YI\ZPULZZ^P[OOVULZ[`HUKPU[LNYP[`HUK[OVZLZHTL]HS\LZ HYLL_HJ[S`^OH[^LMV\UK^P[O/VTL/HYK^HYL;OL`WYV]PKLHSS[OL Z\WWVY[^LULLKPU[OLHYLHZ^LULLKP[^OPSLYLZWLJ[PUN[OLHYLHZ VMV\YI\ZPULZZ[OH[^LKVU»[-YVT+LHSLY[YHPUPUNHUKWYVK\J[PUMVYTH[PVU [VPU]LU[VY`HUKZWLJPHSVYKLYZ^OPJOOLSWZ\ZOLSWV\YJ\Z[VTLYZ ^P[OJVUÄKLUJL>L»YLZVNSHK[OH[^LTHKL[OLZ^P[JO¹ Michael Mitchell 7HYROPSS65 Now that’s an add we can get behind. Visit home-owner.ca to learn how you could benefit by joining Home. VOLUME 9, NO. 4 CONTENTS FOURTH QUARTER / 2019 COVER STORY 2020 LEADERS’ FORECAST Leaders, in their 22 own words, weigh in on the trends, transitions DEPARTMENTS impacting the industry. EDITOR’S MESSAGE 7 Best laid plans 8 SOCIAL MEDIA CORNER MADE IN CANADA One click away from THE WEIGHT OF A DOLLAR your community As Canadian consumers NEWS SPOTLIGHT 30 increasingly put more thought 10 BMR continues into where they spend, home improvement Ontario retail brands are capitalizing on the expansion practicality of “shop local”. PRODUCT SPOTLIGHT 18 Beach house FROM THE FRONT LINE shakes, steel NEWSROUNDUP 12 stud anchors BRAVING and more BMR’s stake in Lefebvre & THE ELEMENTS Benoit provides entry to high- Dealers in the North must 34 MERCHANDISING rise construction market cope with a host of challenges 40 What is the ROI of to serve customers, not just renovating my store? Home Hardware sees locally, but far and wide. “huge opportunity” in commercial sales NEWS FEATURE 42 Lee Valley Tools continues Transition complete as Lowe’s HARDWARE Canada relocates out of to find new ways to Mississauga location connect with customers Taiga makes changes to its Quebec management team ENDCAP 50 Knowledge Home Depot Foundation ups STORE MANAGEMENT drives this investment in preventing GETTING YOUR DIGITAL young youth homelessness HOUSE IN ORDER retailer WRLA will move its Buying Where to start when Show to Winnipeg starting 44 it comes to digital, in in 2021 a world that changes faster than you can get started? Lee Valley Tools’ Quebec expansion remains focused FOURTH QUARTER / 2019 5 on customer experience YOUR CUSTOMERS WILL APPRECIATE THE SAVINGS ON THEIR HEATING AND COOLING COSTS* The Owens Corning® AttiCat® Expanding Blown-In Insulation System is a quick, easy, safe and reliable system to ensure customer satisfaction and increase your repeat and referral business. Quick & Easy: Complete in as little as 2 hours† Virtually No Settling: Keeps its energy saving R-value over time Virtually No Mess: Releases and expands inside machine for low dust THE PINK PANTHER™ & © 1964-2019 Metro-Goldwyn-Mayer Studios Inc. All Rights Reserved. The colour PINK is a registered trademark of Owens Corning. © 2019 Owens Corning. All Rights Reserved. *Up to 20% heating and cooling savings based on Hot 2000, Version 8.7 run for a 2 storey 1972 type base house with 1149 sf per ƽSSVJSVERMRGVIEWIJVSQ6XS6MRXLIEXXMGMR'EREHMERGPMQEXIW7EZMRKWZEV]HITIRHMRKSRSVMKMREPEQSYRXSJMRWYPEXMSRMR]SYVLSQIGPMQEXILSYWIWM^IEMV ® leaks, and personal energy use and living habits. †&PS[MRKXMQIFEWIHSREXXMGWM^IQ2/1000 ft2 at RSI 8.8/R-50. 1-800-GET-PINK or visit owenscorning.ca EDITOR’S MESSAGE SIGRID FORBERG, EDITOR BEST LAID PLANS There’s a saying that if you want to make God laugh, tell him your plans. hile forecasting the weather is a Dion to basketball and IMAX), still love Our Endcap highlights one retailer (somewhat) exact science, retail a “support local” initiative. So how has it putting in the work in other ways. Kevin W conditions can be a little trickier changed from those early emotional years Harris, from Harris Home Hardware in to predict. The metaphorical skies may look of the slogan? Our feature on page 30 London, Ont., has spent half his life working clear one moment, and the next you’re hit explores the eminently practical reasons in the family business. And he’s been with a downpour. Canadian retailers are stocking their shelves focused on absorbing as much knowledge In this issue, we strive to give you as with Canadian products. as he can the entire time. accurate a retail forecast for 2020 as we can. Our cover story features a number Being armed with the right knowledge of industry leaders outlining in their own words what they expect from the next year, ensures dealers will be able to react appropriately, based on environmental, political and “ regardless of what the future brings. historical context. While no one anticipates completely sunny skies, they each outline However, stocking their shelves in general “Learning is something I’m going to do how they plan to support dealers through can be a challenge for some Canadian until I retire,” says Harris.” “I’m going to the challenges ahead. dealers. For home improvement retailers soak up all the knowledge I can. I think the More than two decades ago, as American in the North, supply doesn’t always meet more knowledge you have in the hardware retail chains were establishing themselves the demand. From exorbitant shipping industry, the better you’re going to do.” in Canada and quickly overtaking home- fees to difficulties finding and retaining Looking ahead, there are many factors grown names, “Made in Canada” became workers, these dealers often need to find that can dictate a retailer’s success that a form of resistance against the monopoly. creative workarounds for what may seem they may not have control over. But being And years later, when e-commerce was first like everyday obstacles elsewhere. To hear armed with the right knowledge ensures gaining momentum, a product’s Canadian more about how they make it work, flip to dealers will be able to react appropriately, origins would help protect consumers from page 40. regardless of what the future brings. exorbitant customs fees and steep currency And on page 44, our marketing expert exchanges. But those hurdles now daunt Lyndon Madden has some advice on how Canadian shoppers far less—free shipping, to get your digital house in order, whether free returns and better pricing make it you’re still working on the basics of your worth the risk.
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