Issue 03 2019 - Profit Line

Issue 3



















































































May 17–20 | Indiana Convention Center | Indianapolis

BE A




LEADER




in your It’s time for the Do it Best Spring Market , and though it can feel as routine
SM
as the daily operations in your store, the market is actually the perfect
INDUSTRY opportunity to escape from the ordinary. When you come to the spring market
in Indianapolis, you’ll discover new ways to be an even better leader in your
industry, in your market, and in your store with all the amazing products, can’t-
in your miss deals, valuable networking events, and great educational opportunities

we’ve assembled to fuel your growth and add to your bottom line.
MARKET
Lead with savings
Ahead of the market, check out all the time- and money-saving benefits of the
in your Market Savings Builder. You’ll secure the best deals early, so you can maximize

your time at the market and explore more ways to improve your business and
STORE increase your profitability. Mark your calendar and start planning your orders

when the Market Savings Builder goes live on mydoitbest.com on April 15.


Lead with knowledge
Get ready to glean knowledge that will help you increase sales and dominate
your market during our Education Day sessions. You can’t get this much
valuable insight anywhere else. Additionally, the LBM Industry Update and
LBM Reception are can’t-miss events for LBM members looking to learn about
the latest industry opportunities and connect with fellow members. During the
Market Kickoff, Shannon Huffman Polson will inspire you to be a trailblazer
with her stories of grit as one of the first women to fly an Apache helicopter in
the U.S. Army.

Lead with great products
After the Market Kickoff, seize the opportunity to lead in your market by
expanding your merchandise mix, while saving an average of $10,000 on traffic-
®
driving products during the 90 minute Sneak Peek . Be there to lock in great
deals from vendors like Delta, Gorilla, Kohler, Onward, Traeger, and Werner!
Check out the Sneak Peek Pre-Planner on April 29 on mydoitbest.com.


Lead with innovation
Industry leaders know how to stock products that bolster buzz and sales with
their customers. Start your day at the Merchandising Preview where you will
learn about innovative new products our merchandise managers have carefully
selected that are sure to drive traffic to your store. Attend our Learn@Lunch
events where you will be challenged with fresh ideas and new perspectives
from industry leaders.


Visit mydoitbest.com to register for the market today. We’ll see
you in Indianapolis May 17-20!

Schedule
Dominate the competition with innovative
and in-demand products
Thursday, May 16
We pride ourselves in leading the way in categories that 8:00 am – 3:30 pm Plumbing Workshop
ensure your market dominance. This year marks a full decade of bringing you
Friday, May 17
exclusive internationally-recognized product categories through Channellock.
Channellock’s bold look and long-standing reputation for high quality make 8:00 am – 3:30 pm Electrical Workshop
them top-sellers for Do it Best members. Give your customers another reason to 8:00 am – 3:30 pm Programs & Services
shop your store with the new Channellock multi-tool/knives, wheelbarrows, and and Apparel Store
wet/dry vacs, now made by Shop-Vac. Don’t miss out on the tremendous sales (Open)
potential Channellock can bring to your product mix. 8:30 am – 10:00 am Education Day
Sessions
CATEGORY SOLUTIONS showcases the best products in 10:30 am – 12:00 pm Education Day
each category from the best vendors, at the best prices. Sessions
This spring we are bringing you a record number of new 12:15 pm – 1:30 pm LBM Industry
Category Solutions including Chain, Cable & Accessories, Tie Downs, and Wet/ Update
Dry Vacs so you can be confident you are stocking the right mix of products to (Doors open at noon)
maximize your profitability. And, don’t miss the opportunity to order our last 2:00 pm – 3:30 pm Education Day
chance Category Solutions including Convenience Lumber, Expansion PEX Sessions
Plumbing Fittings, and Stainless Steel Pneumatic Fasteners before time runs out. 4:00 pm – 5:15 pm Market Kickoff
5:30 pm – 7:00 pm Sneak Peek ®
Members who have installed and promoted The Color Bar have seen double
6:30 pm – 8:00 pm LBM Reception
digit growth in their PAINT and paint sundries. You too can lead with color by
installing The Color Bar in your store and taking advantage of
Saturday, May 18
our special 50% OFF CUSTOMER PROMOTION. Make your
7:00 am – 8:15 am Merchandising
paint department even stronger by stocking Defy products
Preview
that you can’t find at the big box stores. Our new Defy solid color wood stains
(Doors open at 6:40 am)
complement our existing semi-transparent Defy program. These high-end
8:15 am – 5:00 pm LBM Super Saturday
products are sure to add strength and variety to the offerings in your store.
Specials
8:15 am – 5:30 pm Market Floor Open
The spring market is the best time to plan and place orders of
ICE MELT for the 2019-2020 fall and winter season. Warmer weather 12:00 pm – 1:15 pm Learn@Lunch
may be just over the horizon, but by placing your orders for ice melt
early, you can be prepared when Jack Frost returns. Sunday, May 19
7:00 am – 5:30 pm Market Floor Open*
We’re helping you stake your claim in the PLUMBING category by stocking SKUs
8:15 am – 8:45 am Church Service
of Kohler toilets for the very first time. Don’t miss the opportunity to have this
12:00 pm – 1:15 pm Learn@Lunch
reputable national brand in your merchandise mix. We
will also be showcasing new drop ship options for Sta-Rite
Monday, May 20
and Myers Pumps to set you apart from the competition.
7:00 am – 2:00 pm Market Floor Open*
Multi-material screws and structures are a growing category in
*Vendor hours begin at 8:00 am
HARDWARE that save pros valuable time. Cash in on this hot
category to make your store the go-to stop for builders.




Get your merchandising out of a rut when you discover the most unique and innovative
products on the market at the LAUNCH ZONE. You’ll be wowed by vendors’ interactive
demonstrations of products that will make your store really stand out. Drive more sales
with these first-to-market items, hand-picked by our merchandising experts.

Dazey’s Supply Escalante Do it Best
®
MEMBERS Read how this California-based Home Center
business used an ESOP for their
Discovering the humanity in
succession planning.
IN THE NEWS hardware, Karen Munson is writing
a book about her experiences.

MARKET INSIGHTS
Story Time: Encounters
Check out stories published in the Aisles
in industry trade publications A Utah retailer is writing a book on the
human-side of the hardware business.
highlighting the growth, innovation, If you take all the helpful, heart-warming
human-interest stories that occur in or
around a hardware store and compile
them into a book, then you might be
success, and giving spirit of fellow onto something — at least a cult classic,
maybe even a best-seller.
That’s the thinking of Karen Munson,
co-owner of Escalante (Utah) Home Photo caption here for store and writer. Photo caption
Center, located in the wide open spaces
here for store and writer.
member-owned stores. of southern Utah surrounded by the raw that someone like Matt Graham, the
beauty of the Grand Staircase Escalante all of this magic. I am biased. I love
National Monument. Her idea to gather
connections with all of our customers.”
and chronicle hardware-store human rural, I love small. I love all the intimate Discovery Channel star from “Dual
Survival,” come to Escalante and teach
interactions came to her shortly after For instance, there’s the story about tourists survival skills in the beautiful
she offered a hug of encouragement to the lessons that professional actor but dangerous landscape. The following
Dazey’s Supply in Redway, Calif., formed their ESOP in 2016. a customer. “It had nothing to do with Ted Levine (who played a supporting conversation ensued:
character from the long-running
Munson: “Are you a big fan of Matt
abrasives in aisle two,” Munson said. “It
was personal. And I remember dancing television show “Monk,”) gave to Graham?”
down the aisle singing, ‘I love what Munson when she was preparing for Customer: “Absolutely, I’ve seen
positions. I handle media and public his new role. “Everyone has to work happens in the aisles.’” her role as a man in a local community every one of his shows.”
That’s the kind of enthusiasm Munson theater production. “It was right there
Munson: “Would you like to meet
interface. We definitely planned how together. Everyone’s showing good- is bringing to her literary project, the in aisle 12,” she said. “He taught me to him? He’s in aisle four.”
And so he was, marking one of many
the business would be run collective- will so far, but we’re just a few weeks working title of which is “In the Aisles.” swagger, to gesture, and he gave me the amazing and happy coincidences in the
So far, Munson — who is already
confidence I needed to play that role.”
ly. It’s encouraging that the business into it,” he says. the author of a children’s book titled elderly customer who needed an exotic 5,000 sq. ft. hardware store.
Then there’s the story about the
“Tryston’s Spoons” — has about 30
Why do hardware stores generate
has been growing too.” stories saved in her notebooks. And hearing-aid battery at closing time on these kinds of stories? Munson reasons
Railroad Avenue Supply saw sales Platform for future Growth she’s shooting for about 100 short a weekend. The store didn’t have it, that its partly because hardware stores
stories (about 700 words each), unless
but a customer who overheard the
and the people who work in them are
grow 8.5 percent in 2018, which is Dazey’s Supply is a Do it Best mem- her publisher advises her otherwise. She conversation volunteered to drive home “exquisite problem solvers.” And also,
and return with the desired product,
they are places where people come
says the material is plentiful, given the
spectacular considering the area econ- ber with three stores in California and almost daily frequency of memorable allowing the man to communicate with together with a mindset of helping each
Jerry’s Hardware Norfolk Hardware and Papenhausen Hardware
encounters.
other, and finding help.
his son during their adventure into the
“I am just passionate about sharing
omy has been relatively depressed
“I’m a writer and a hardware store
wilderness. The good Samaritan just
one in Oregon, plus a wholesale opera-
the face to face interactions we
happened to have the exact same
operator,” said Munson, a member
tion that sells to more than 250 stores.
for some time. Beisler attributes the
hearing aid as the elderly customer. “It
of the Do it Best co-op. “I just love
have in locally owned retail stores
the magic that happens in the aisles
was more than just a helpful gesture,”
and the relationships we build with
growth to a well-executed strategy to
— stories about warm and engaging
our customers,” she said. “Fun stuff
Munson said. “She gave him the gift of
High school students in Edina, MN, Home Center Steve Dazey built a business by cater- A novel pop-up store approach
time with his son.”
celebrations of humanity with all its
happens in the aisles that has nothing to
ing to rural homesteaders in southern
pursue B2B sales.
And then there was the time that
do with the stuff the customer comes in
quirks. That’s what I’m going for. I
Beisler says it will take a couple of
want to collect and write and capture
a customer suggested to Munson
to purchase.”
Humboldt County looking for timber, sal-
years to get up to speed with the new
vage glass and garden and ag supplies.
get a helping hand from their local Learn how this Boston-based helped this San Francisco hardware
HBSDealer.com

32 FEBRUARY 2019 HARDWARE + BUILDING SUPPLY DEALER
arrangement as a worker cooperative.
“Forming an ESOP has been great for
the owner, great for the employees and
People still talk to him like he’s the
hardware store. retailer updated their business store rebound from a fire.
owner, so he has to train himself on
great for me,” says Darren Tomasini,
without abandoning its urban roots.
www.TheHardwareConnection.com
THe HARDWARe Connection ■ February 2019 ■ 37
COMMUNITY RELATIONS COMMUNITY RELATIONS RetAil ideAs
Don’t Be So Robotic
Don’t Be So Robotic
COMMUNITY RELATIONS
Don’t Be So Robotic
isitors to Jerry’s Hardware in Edina, Minnesota,
in November might have thought they traveled to the
isitors to Jerry’s Hardware in Edina, Minnesota, Rising FRom the Ashes to seRve
Vfuture where robot assistants can aid their shopping.
isitors to Jerry’s Hardware in Edina, Minnesota,
In reality, it was just the work of skilled high school
in November might have thought they traveled to the
Vfuture where robot assistants can aid their shopping.
in November might have thought they traveled to the the neighboRhood
students that brought the future to them. Customers at the
Vfuture where robot assistants can aid their shopping.
In reality, it was just the work of skilled high school
hardware store got the chance to see the robotic creation
students that brought the future to them. Customers at the
hardware store got the chance to see the robotic creation
of Edina High School’s robotics team. The machine, which is
In reality, it was just the work of skilled high school Papenhausen Hardware in San Francisco
of Edina High School’s robotics team. The machine, which is
conceptualized and built by the team and then entered into
students that brought the future to them. Customers at the was destroyed by a fire on January 23,
conceptualized and built by the team and then entered into
state and nationwide competitions, was designed to throw a
hardware store got the chance to see the robotic creation
state and nationwide competitions, was designed to throw a
basketball through a hoop, and it did so on command for any visitor
basketball through a hoop, and it did so on command for any visitor 2018. That’s the bad part of the story, which
who wanted to see it in action, says manager John Connolly.
of Edina High School’s robotics team. The machine, which is has a happy ending. With a large helping
who wanted to see it in action, says manager John Connolly.
“The robotics team has been bringing their robots in every
“The robotics team has been bringing their robots in every
conceptualized and built by the team and then entered into hand from the community, Owner Matt
year since 2010. It really is impressive to see what each new year
year since 2010. It really is impressive to see what each new year
brings and what the kids on the team can accomplish at such a
state and nationwide competitions, was designed to throw a Rogers, Manager Karl Aguilar and staff
brings and what the kids on the team can accomplish at such a
young age,” Connolly says.
young age,” Connolly says.
basketball through a hoop, and it did so on command for any visitor opened a temporary pop-up store on the
The team has an open account with Jerry’s Hardware,
The team has an open account with Jerry’s Hardware,
and the team often uses the store to supply items like small nuts
who wanted to see it in action, says manager John Connolly. one-year anniversary of the fire. The devastating fire in January 2018 took
and the team often uses the store to supply items like small nuts
and bolts as well as tools, Connolly says. The store makes a
“The robotics team has been bringing their robots in every away a cherished part of the community.
yearly donation to the team and offers a discount on purchases.
and bolts as well as tools, Connolly says. The store makes a
The Do it Best member store has served
yearly donation to the team and offers a discount on purchases.
“It’s really fun to see how far the team has progressed over
year since 2010. It really is impressive to see what each new year the community at the same location since
the years. It’s gotten to the point where the high school team is
“It’s really fun to see how far the team has progressed over
so advanced that they mentor a junior high school team as well
brings and what the kids on the team can accomplish at such a 1936. They overcame a previous fire in
as create their own robot,” Connolly says. “The team has a lot of
the years. It’s gotten to the point where the high school team is
so advanced that they mentor a junior high school team as well
young age,” Connolly says. community support, and there’s always a lot of interest in mentoring Jerry’s Hardware manager John Connolly (third from left) stands 1998 and were confident the lessons
these students.”
as create their own robot,” Connolly says. “The team has a lot of
with the Edina High School robotics team and the team’s robot.
The team has an open account with Jerry’s Hardware, Jerry’s Hardware manager John Connolly (third from left) stands learned from that experience would make
community support, and there’s always a lot of interest in mentoring
and the team often uses the store to supply items like small nuts with the Edina High School robotics team and the team’s robot. the recovery go quicker this time.
these students.”
and bolts as well as tools, Connolly says. The store makes a “Twenty years ago we had a wooden
Jerry’s Hardware manager John Connolly (third
yearly donation to the team and offers a discount on purchases. building and the damage was more
from left) stands with the Edina High School
“It’s really fun to see how far the team has progressed over extensive. It took nine months to
robotics team and the team’s robot.
the years. It’s gotten to the point where the high school team is reopen,” says Aguilar. “Matt and I knew
so advanced that they mentor a junior high school team as well our insurance was better with a year of Lots of local dignitaries were on hand for the
as create their own robot,” Connolly says. “The team has a lot of continuance coverage for wages and reopening. (Photo credit: Nano Visser).
community support, and there’s always a lot of interest in mentoring Jerry’s Hardware manager John Connolly (third from left) stands ordinary income and two years coverage
these students.” with the Edina High School robotics team and the team’s robot. for everything else. We thought we’d be
able to reopen in six months.”
Unfortunately, the bureaucracy that
now defines the insurance industry made
the process much more difficult. “There
was a lot of back and forth. Our insurance The community was excited to see the pop-
up store open. (Photo credit: Nano Visser.)
company asked whether they could put
us in a temporary location and we said
no, because we’d be reopen in six months
before the coverage ended,” Aguilar says.
When it got down to four months left of
coverage they started worrying about their
February 2019 | HARDWARE RETAILING 37 loyal employees, because they knew the
store would not be rebuilt by January. “The
34-37_Checkouts_0219.indd 37 2/1/19 10:59 AM rebuild was stalled,” he explains. “We had The staff scrambled to get the pop-up store
not signed a contract on the roof and the ready in seven weeks.
Our current FIRST CHOICE. BEST CHOICE. SM All of these publications provide free subscriptions to their
www.TheHardwareConnection.com
THe HARDWARe Connection ■ February 2019 ■ 55
February 2019 | HARDWARE RETAILING
37
First Choice.
2/1/19 10:59 AM
34-37_Checkouts_0219.indd 37 SUCCESS TAKES ROOT print editions and access to their digital issues. If you’re not
AT THE SPRING MARKET currently a subscriber, use these helpful links:
Best Choice. At Do it Best, we’re committed to keeping our focus on what
ad campaign matters most — helping our members grow and achieve their • Building Products Digest/Merchant Magazine
dreams. We continue to deliver the right products and the best
programs to be the first and best choice for independent home
improvement entrepreneurs.
continues in firsthand how advancements like The Color Bar TM , Retail • Hardware + Building Supply Dealer
The Do it Best Spring Market SM is your chance to discover
Performance and Digital Marketing Services generate
March with experts — Do it Best leaders who are ready to share strategies • Hardware Retailing
immediate sales and long-term profitability. You’ll meet the
February 2019 | HARDWARE RETAILING
37
and customizable tools that can be implemented in days.
promotion of And don’t forget the thousands of jaw-dropping purchasing
opportunities available only at this event.
34-37_Checkouts_0219.indd 37 Come see for yourself how Do it Best is supporting • LBM Journal
2/1/19 10:59 AM
our spring our members as their first and best choice for
home improvement products and services.
2019 DO IT BEST SPRING MARKET SM
market. For registration information, contact • ProSales
Indiana Convention Center, Indianapolis | May 17-20
• The Hardware Connection
888-DO IT BEST or [email protected]
A hardlines
themed ad independentsdoitbest.com • Contractor Supply
appears in • Industrial Distribution
The Hardware Meeting and Market Planning Manager • Industrial Supply
Vince Slack,
Connection,
Hardware Retailing, and HBSDealer. Building We’re posting content daily that highlights our company’s
Products Digest, LBM Journal, and ProSales all achievements and members’ successes. Be sure to Find, Friend
feature our LBM-oriented ad. & Follow us on Facebook, LinkedIn, and Twitter.