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Canada's Top 20 Home Improvement Groups

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Canada's Top 20 Home Improvement Groups HARDLINES.CA CONNECTING THE HOME IMPROVEMENT INDUSTRY THIRD QUARTER / 2016 RONA WINNING SELL LIKE ACQUISITION AT RETAIL A PRO Now that Lowe’s An ORA judge Seven easy has finalized weighs in on the steps to the deal, formula increasing your what’s next? for success. sales every time. HOME IMPROVEMENT QUARTERLY FEATURE STORY CANADA’S TOP 20 HOME IMPROVEMENT GROUPS HARDLINES’ definitive annual report on the top players in hardware and home improvement retailing. Canadian Publications Mail Agreement # 42175020. POSTMASTER: Send address changes to Hardlines Home Improvement Quarterly, 528 Queen Street East, Toronto, ON M5A 1V2 IT’S MORE THAN A COLOR It’s a way of being, thinking and behaving. For more information, contact Jacques Pelletier, First director — Business development Telephone : 1 800 361-0885 MORE WAYS BOISE CASCADE CAN HELP YOU WIN MORE HOMEBUILDER BUSINESS. HOME IMPROVEMENT QUARTERLY BETTER ENGINEERED WOOD PRODUCTS: THIRD QUARTER / 2016 • VOLUME 6, NO. 3 UÊ ÃiÊ >ÃV>`iÊ>iÃÊÃÌÀ}]ÊÊÊÊÊÊ 528 Queen Street East, Toronto, ON M5A 1V2 • 416-489-3396 ÊÊÊ}`}Ê«À`ÕVÌðÊÊÊ ÊÊÊÕ«Ê>ÌÊÌ iÊvÀ>}ÊÊ>ÊiÜÊÊ ÊÊÊ iÊ>`ÊÞÕÊà Õ`½ÌÊÊ EDITOR & PRESIDENT PUBLISHER ÊÊÊÃiiÊÕ}ÞÊ}ÕiÊÃi>ÀÃ]Êi}LiÊÊ Michael McLarney, [email protected] Beverly Allen, [email protected] ÊÊÊÃÌ>«ÃÊÀÊÀiÃ`Õ>Ê}Ài>Ãi°Ê MANAGING EDITOR MARKETING DIRECTOR Sigrid Forberg, [email protected] Katherine Yager, [email protected] CONTRIBUTING WRITERS ACCOUNTING John Caulfield, Geoffrey McLarney, Margaret Wulff, [email protected] DEPENDABLE NATIONWIDE DELIVERY: Rob Wilbrink, Bill Wilson UÊ9Õ½ÊÜÀÊÜÌ Ê`i«i`>LiÊÊ ADMINISTRATION ART DIRECTION [email protected] ÊÊÊ`i>iÀÃÊÜ iÀiÛiÀÊÞÕ½ÀiÊÊ Shawn Samson, TwoCreative.ca ÊÊÊV>Ìi`Ê>VÀÃÃÊ >>`>° UÊ7iÊÃÕ««ÞÊÌ iÊ«À`ÕVÌÃÊÞÕÊÊ Hardlines Home Improvement Quarterly is published four times a year by Hardlines Inc., ÊÊÊÜ>Ì]ÊÜ iÊ>`ÊÜ iÀiÊÞÕÊÊ 528 Queen Street East, Toronto, ON M5A 1V2. $25 per issue or $90 per year for Canada. ÊÊÊÜ>ÌÊÌ i°ÊÊ Subscriptions to the Continental United States: $105 per year and $35 per issue. All other countries: $130 per year. (Air mail $60 per year additional) Subscriber Services: To subscribe, renew your subscription, or change your address or contact information, please contact our Circulation Department PROFITABLE TOOLS AND GUIDANCE: at 289-997-5408; [email protected]. UÊ iÝÌ}iiÀ>ÌÊÌÃÊÌÊ i«ÊÊ ÊÊÊÞÕÊÀi`ÕViÊÜ>ÃÌi]Ê«ÀÛiÊÊ Canadian Publications Mail Agreement # 42175020 ÊÊÊÌÕÀÃÊ>`ÊVÀi>ÃiÊÞÕÀÊÊ POSTMASTER: Send address changes to Hardlines Home Improvement Quarterly, ÊÊÊLÌÌÊi° 528 Queen Street East, Toronto, ON M5A 1V2. UÊÊÌi>ÊvÊ } ÞÌiV V>ÊÊ ÊÊÊi}iiÀ}ÊÀiÃÕÀViÃÊ>`ÊÊ All editorial contents copyrighted 2016 by Hardlines Inc. ÊÊÊ>Ài>Ê>>}iÀÃÊ>ÌÊÞÕÀÊÊ No content may be reproduced without prior permission of the publisher. ÊÊÊ`ëÃ>° www.hardlines.ca EASY TO DO BUSINESS WITH: UÊÌi`ÊviÌiÊ}Õ>À>ÌiiÊvÊÊ ÊÊÊVÃÃÌiÌÞÊ } Ê«À`ÕVÌÊÊ ÊÊʵÕ>ÌÞÊ>`Ê«iÀvÀ>Vi°Ê UÊ7i½ÀiÊÃÌi}Ê>`ÊÜÀ}ÊÊ ÊÊÊÌÊLiÊVÕÃÌiÀvVÕÃi`Ê>`ÊÊ ÊÊÊw`ÊÜ>ÞÃÊÌÊÃ>Þʺ9ið» i>ÀÊÀiÊ>ÌÊÜÜÜ° °VÊÀÊV>ÊnääÓÎÓäÇnn NUMBERIN THE HOME IMPROVEMENT ONE INDUSTRY. ONLINE AND PRINT. HHIQ is one facet of the Hardlines Information Network. Since 1995, we’ve been delivering the most up-to-date information directly to you. Find out how you can get your message out with us. Contact Beverly Allen, Publisher: © 2016 Boise Cascade Wood Products, L.L.C. BOISE CASCADE, the TREE-IN-A CIRCLE symbol and “Great products are only the beginning.” are trademarks of Boise Cascade Company or its affiliates. PHONE: MOBILE: EMAIL: 416.489.3396 647.880.4589 [email protected] Connect Your Customers to Smarter Homes and Comfort Your customers want connected convenience – and you’ve got it in store with Lyric™. Our Wi-Fi devices connect customers to innovative control, and they connect your store to a platform for smarter sales. Lyric Round™ Wi-Fi Thermostat Adapts to your customer’s location and schedule for smart comfort and optimal savings. Lyric Wi-Fi Water Leak and Freeze Detector Smartphone and audible alerts at the first signs of leaks, freezes, or excess humidity. © 2016 Honeywell International. All rights reserved. VOLUME 6, NO. 3 CONTENTS THIRD QUARTER / 2016 COVER STORY 22 CANADA’S TOP 20 HOME IMPROVEMENT GROUPS HARDLINES examines the top players in hardware and home improvement retailing. DEPARTMENTS EDITOR’S MESSAGE 7 Behind the scenes at HARDLINES, one deadline looms large BUSINESS CONDITIONS BIG BOX UPDATE 8 First quarter 2016 BIG BOX REPORT NEWS FEATURE The big box retailers had a 10 Canadian Retail Building 30 strong start to the year. Supply Council PRODUCT SPOTLIGHT 18 Metal clad vinyl windows and more BUYING GROUPS NEWS SPOTLIGHT 20 Lowe’s overcomes HOW THE BANNERS final hurdles NEWSROUNDUP 12 ARE ORGANIZED BRICKS VS. CLICKS We break it down for you 29 Lee Valley Tools focusescuses Peavey Mart’s 35th store 32 in an easy-to-read chart. to open in High Prairie, Alta. on bricks-and-mortar SHOW REPORT Ace Canada opens stores SHOW REPORT: KOELNMESSE 38 Canucks busy at the across the country CANADIANS CONNECT National Hardware Show WITH THE WORLD MERCHANDISING Castle sees growth with 40 Driving up the independents in Atlantic Canadian companies attend market 36 the International Hardware average ticket Fair in Cologne. ASSOCIATION CONNECTION Home Hardware’s new VP 42 Regional roundup of reinforces branding message business conditions SELLING TO PROS STORE MANAGEMENT Disappointed with sales, SENDING PRODUCTS, 46 The makings of a Canadian Tire pulls urban test store AND A MESSAGE winning retailer 44 Delivery is a valuable way ENDCAP Titan looking at acquisition for dealers to cultivate 50 Patrick Morin invests in opportunities loyal customers. growthgrow in Quebec market Atlantic buying show will move to Halifax in 2017 THIRD QUARTER / 2016 5 NEW YORK • PARIS • TORONTO • MUNICH • LOS ANGELES CHOSEN FOR GREAT PROJECTS OF THE WORLD. PERFECT FOR YOUR CUSTOMER PROJECTS. For over 30 years, major projects around the world have been using Techniseal® products such as the Ground Zero Memorial in New York City. You can trust Techniseal® for the projects of all your customers as well: pavers, concrete, wood, asphalt and roofing. CHOOSE TECHNISEAL® AS A “ONE-STOP-SHOP” FOR YOUR DIY CUSTOMERS. • Complete product lines for the protection of pavers, wood, asphalt, roofing and concrete • Offers tailored to your needs – multiple palletizing formats • Comprehensive assistance, from product selection to after-sales service POLYMERIC SAND • PAVERS • WOOD • ASPHALT • ROOFING • CONCRETE EDITOR’S MESSAGE BEHIND THE SCENES AT HARDLINES, ONE DEADLINE LOOMS LARGE. Like most things in an editor’s life, it starts with a deadline. But it ends up as a key piece of research that aims to help the entire industry measure its performance better. And it darn near kills me. MICHAEL McLARNEY, EDITOR ow big is the retail home improvement rooms. But, guess what, we still have lots of industry? How much has it grown gaps in our data, so we resend the surveys H year over year? What is the market another time. share of each buying group, and have they By the time we’re done, we’ve created a gotten bigger or shrunk their ranks—and PowerPoint report with almost 200 slides, their sales—since last year? These are the dozens of charts and graphs, and just about questions we get the answers to in our biggest everything we know about this industry. piece of research we do each year. It’s called The Report can tell you how many stores the Hardlines Retail Report. It started almost each group has, which province they’re in, By the time we’re done, 20 years ago, when we realized nobody knew whether those stores are building centres, we’ve created a PowerPoint how big this industry was. Nobody really hardware stores, or big boxes, and what knew who the biggest players were, who was their average sales are. It’s a monster of “report with almost 200 growing, and who was losing sales. a report. slides... and just about So every year we get busy finding out all Why do we do it? Peter Drucker, business that and more. All with an eye to that dead- guru and co-author of the seminal business everything we know about line. First, we send surveys out to the leading book, In Search of Excellence, said, “If you this industry. retailers and buying groups. We begin ana- can’t measure it, you can’t manage it.” We lyzing annual reports and analysts’ reports. firmly believe this industry can only get bet- We start making “off-the-record” phone ter if we can better understand the players ” calls as we round up details of store counts, and the dynamics that drive the business. company sales, and more. Then we send out And we are firmly committed to delivering another survey, our Business Conditions that insight to help you manage better. Survey, to you, our readers, to help us gauge So enjoy some highlights in this issue’s how business is going in your market. Then Top 20 Report (even if you didn’t send in we resend the surveys, because everyone is that survey). As for me, I’m taking a few busy and needs a gentle reminder. days off to rest up! Next, we start feeding data into a hugehuge database (around here we call it the BiBigg Kahuna). How big is this database? Iff we printed the whole thing out it would coverover an entire wall in most buying group boardoard [email protected] www.hardlines.ca Hardlines Home Improvement Quarterly THIRD QUARTER / 2016 7 QUARTERLY BUSINESS CONDITIONS After a mild winter, both retailers and vendors agree that Q1 has started 2016 on a positive note. Having experienced a modest increase of three percentage points in sales compared to Q1 2015 for retailers, and a huge jump for vendors of more than 25 percentage points, both groups are optimistic about the coming year.
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