HHIQ Q2

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HOME-OWNER.CA 100% CANADIAN OWNED Our best add yet. You + 99.6% Brand Recognition. “We always said we would not become part of a bigger chain that would control our business, but it clearly became evident that, in order to maintain our competitive edge, we were going to have to do just that. Joining Home gave us the best of both worlds; we maintained control of our business, expanded our product assortment, benefitted from Home’s brand recognition and received revenues that were not previously available to us. As an equal shareholder we now benefit from Home’s buying power while still maintaining our independence.” Crystal Parsons Cupids, NL Now that’s an add we can get behind. Visit home-owner.ca to learn how you could benefit by joining Home.
CONTENTS VOLUME 9, NO. 2 SECOND QUARTER / 2019 COVER STORY POWER OF THE 22 Your brand should be clear and communicated in everything you do. MARKETING 101 SELLING BOTH PRODUCTS AND YOUR BRAND 36 Are you doing enough to differentiate yourself from your competitors in today’s market? NEWSROUNDUP 12 Bill Morrison, tireless defender of the independent, exits Ace Canada BMR’s Ontario expansion efforts gain traction with signing of new dealer Changes at the Sexton Group reflect this buying group’s national growth BMCC, the umbrella industry association, makes gains with recruitment platform WRLA Show draws dealers, features learning At NRHA conference, dealers share ideas for building sales BEST PRACTICES BRIDGING THE GENERATIONAL DIVIDE 28 Learn to speak with and listen to your multigenerational employees and coworkers. ON THE LEADING EDGE DISRUPTING THE DISRUPTORS 34 As technology and e-commerce continue to evolve, even the companies that initially disrupted the market are having to adjust to the rate of change. DEPARTMENTS 7 8 10 18 20 40 42 44 50 EDITOR’S MESSAGE The power of a promise SOCIAL MEDIA CORNER One click away from your community MARKET REPORT Dealers could face softening sales PRODUCT SPOTLIGHT Wood protector, tile backer board, touch faucet and more NEWS SPOTLIGHT Staples tests in-store co-working concept SPOTLIGHT ON THE INDEPENDENT Small fish, big business MERCHANDISING Can bathrooms be a key to your success? SELLING TO PROS Between a rock and a hard place ENDCAP Russ Jones carries the torch for community SECOND QUARTER / 2019 5
Page 1 and 2: H A R D L I N E S . C A C O N N E C
Page 3: PRESIDENT & PUBLISHER Michael McLar
Page 7 and 8: EDITOR’S MESSAGE SIGRID FORBERG,
Page 9 and 10: SOCIAL MEDIA CORNER It’s a little
Page 11 and 12: WE MAKE OUTDOOR SPACES LOOK THEIR B
Page 13 and 14: KNOWLEDGE IS POWER. Stay in the kno
Page 15 and 16: WRLA SHOW DRAWS DEALERS, FEATURES L
Page 17 and 18: GROWING OUR BUSINESS SO YOU CAN GRO
Page 19 and 20: You need to be there. “The retail
Page 21 and 22: You need to be there. “We’re al
Page 23 and 24: B randing might seem like a corpora
Page 25 and 26: *1/8" Max. Wall Thickness (mild ste
Page 27 and 28: know how successfully it resonates
Page 29 and 30: and unwilling to spend time learnin
Page 31 and 32: Working for our members every day.
Page 33 and 34: Expansion Award HONOURING A COMPANY
Page 35 and 36: the marketplace to move products wh
Page 37 and 38: I n the hardware and building mater
Page 39 and 40: YOUR BUSINESS IS BETTER OFF WITHOUT
Page 41 and 42: The NRHA’s research shows spendin
Page 44 and 45: SELLING TO PROS F LE Burnco Landsca
Page 46 and 47: SELLING TO PROS F LE five percent o
Page 48 and 49: AD INDEX ADVERTISERS: SECOND QUARTE
Page 50 and 51: ENDCAP F LE AN INDUSTRY “LIFER”
Page 52: 95% RECYCLED MATERIALS. FEELS GOOD

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