The main event
The recession has prompted Lenexa, Kan.-based Westlake Hardware to scrutinize its expenses, which has meant dramatically scaling back company travel to trade shows, conventions and factory tours. But one show deemed too important to pass up is the Las Vegas-based National Hardware Show, scheduled May 5 to 7.
George Smith, president and CEO of Westlake, Ace Hardware’s largest dealer, said the signature event of the home improvement industry has too much going for it not to attend. “We maintained this show on our schedule because it is an important venue for many reasons,” Smith said. “Our primary goal for this show is finding new vendors and new products, identifying industry trends in key seasonal categories like patio, barbeque grills, lawn and garden, color, style, etc. Given the fact that we are limiting our attendance to other shows, as well as knowledge-gathering venues, this show does gain importance for us this year.”
Mickey Schulte, VP marketing and purchasing at Houston-based Handy Hardware Wholesale, agreed: “I’ve been going to this show for eight or nine years, and in some respects, this show is bigger than in years past because everyone’s goal in the industry is to buy it right and maximize margins.”
That’s the kind of comment that show organizers want to hear.
“The show is so much more important than it has ever been, given the economy,” said Ed Several, group VP and show manager, Reed Expositions, which runs the National Hardware Show. “This show is not just about going and seeing vendors, it is really about interacting with your customers and sharing best practices.”
Retailers and other attendees will encounter a significantly different feel than in past years as the organizers made several changes. In one big logistics move, they have placed the two largest categories—hardware and lawn, garden and outdoor living—in the North Hall rather than splitting them between South and North as it had done in the past. This should appeal to time-constrained attendees as well as the 2,800 companies occupying show floor space.
“We believe this enables retail buyers and distributors to make the most efficient use of their time previewing the brand introductions,” Several said. “Our intention is to create a superior show experience for retailers while minimizing disruption for manufacturers.”
Schulte liked the change, saying, “You only have a limited number of hours to work it, so anything they can do to make your time more efficient makes it better for everybody.”
Steve Markley, VP merchandising at Fort Wayne, Ind.-based Do It Best Corp., said he was eager to see how the new layout affects traffic.
Retailers look to seize the opportunity
Retailers interviewed by Home Channel News rattled off a multitude of objectives coming into the show; one thing they all share, however, is a desire to seize opportunities to enhance their positions in the market.
Handy Hardware Wholesale comes into the show in a strong position, having finished the first quarter up a few percentage points over the like period a year ago, and following a 2008 in which business grew 9%. To fuel that growth, the company is planning to open a new distribution center in Meridian, Miss. “We’re looking to continue our forward momentum,” Schulte said, and that means being proactive at the show. “We’re more wide open to anything than in years past. If it’s the right product at the right price, we’ll look at any category,” he said. “Mainly we’re looking for deals.”
Handy Hardware Wholesale has scheduled its Open to Buy meeting on the Monday before the show opens. The Open to Buy program allows exhibiting manufacturers to pre-schedule 15-minute meetings with buyers.
Hammer it homeThe 2009 Golden Hammer winners exemplify excellence
The Golden Hammer Awards have been honoring the gold standard in home improvement since 1984—and the trend continues May 5th at the Las Vegas Convention Center.
The Home Channel News event will celebrate its 25th year with a reception and entertainment beginning at 5 p.m. in Room N245.
These peer-recognition awards recongize 32 vendors who’ve displayed best-of-field excellence in the categories of LBM and Durables, Hardware Tools and Supplies, Outdoor Living, and Home Decor. (A complete list of winners is available at Goldenhammerawards.com )
Also recognized are retailers and distributors who show innovation, operational excellence and sustained success. This year’s line-up of retail awards are:
Innovative Retailer of the YearNelson True Value Dan Kanis and Mark Brueggen, co-owners
“Tools of the Trade” AwardAll American Home Center Greg Fuller, CEO
Retail Partner of the YearOrgill Ron Beal, president and CEO
Home Channel Hall of FameLyle Heidemann President and CEO, True Value
Schulte said he’s looking to find new vendors and new products and to identify industry trends in key seasonal categories, including patio, lawn and garden and barbeque grills. “We will also meet with key vendors to discuss opportunities to mutually improve our businesses, develop partnerships and find ways to grow sales through marketing efforts,” he said.
Do It Best’s merchandising teams will be fanning out across the show floor in search of new products, and that could result in adding a new supplier or two, the company said. “New items, or items that have promotional opportunities, are at the top of our list,” Markley said.
Westlake Hardware, which operates dozens of Ace stores, has a laundry list of things to do at the show, including the usual give and take with key vendors to discuss opportunities. “We’re also there to develop partnerships and find ways to grow sales through our marketing efforts,” Smith said. “We are also planning an assortment review, and we’ll have general discussions about key methods to drive business.”
True Value’s Mike Clark, who is senior VP and chief merchandising officer based in Chicago, said his check-off list looks like this: “Get supplier updates, collect industry intelligence, connect with industry peers, look for best practices, fill product and/or program voids.” Clark added, “What we look for on the floor are new, innovative products and/or programs as well as new suppliers and sourcing opportunities.”
Clark will also venture over to the International Sourcing Convention, which is debuting this year; it will feature more than 1,000 international product and component manufacturers and facilities. While Clark acknowledged that he is uncertain about the scope of the international program, he said that “since we source a significant amount of product, we are interested in areas like compliance, regulation and Asia government activities.”
New products and how to store them
Other wrinkles this year include a Storage and Organization segment, which is expected to draw upwards of 150 manufacturers in the Central Hall; and New Product World, with more than 1,000 of the newest innovations and product trends on display. “Instead of scouring an area looking for new product, we’ve gone a step further by organizing it in a specific area,” show manager Several said.
This year’s show will include one of the largest new product introductions in years with several manufacturers unveiling new offerings. Black & Decker will use the show to introduce its Outdoor Store Concept, encompassing 1,000 sq.ft. on the show floor. Black & Decker’s new line of outdoor products will also be on display.
Show organizers are hopeful that this influx of fresh inventory will spur the industry. “While there is not a lot of confidence in consumer spending these days, home improvement might be a bright spot because consumers are staying in their homes,” said Beth Blake, public relations director for Reed Expo.
As for educational programs, this year’s sessions include discussions geared to today’s economy. A stage has been set up for panel discussions to entice attendees. “We have assembled the best faculty and thinking on the subject of what’s working in today’s retail environment,” Several said.
School is in sessionEducation is power in the home improvement industry, and the National Hardware Show has lined up a series of seminars to empower attendees. Here’s a rundown of seminar times, titles and room locations:
Tuesday, May 5
8:30 Managing your business for success; N236 10:00 State of the industry report; Central Hall Lobby 10:00 Tools need TV; N240 11:00 Marketing successfully during a recession; Stage in Central Hall Lobby 11:00 Profits by Design; N242 1:00 Storage and organization designer roundtable; Stage in Central Hall Lobby 2:00 Seven steps to surviving in today’s recession: N236 2:00 International sourcing, N242 3:00 Independent insights: reaching out to the independent retail market; Stage in Central Hall Lobby 3:00 How to get capital now!; N236 3:00 Successfully merchandising the garden center; N240
Wednesday, May 6
8:00 Green coating basics; N236 9:00 Emerging from the recession stronger than ever; Stage in Central Hall Lobby 10:00 How to effectively work with the press; N240 10:00 Visual merchandising for the consumer; N236 10:15 How green are today’s consumers?; Stage in Central Hall Lobby 11:00 Lawn, garden & outdoor living designer roundtable; Stage in Central Hall Lobby 1:00 Top guns; Stage in Central Hall Lobby 2:00 Staycation stimulus: outdoor living opportunity; N240 3:00 Green products: how to make and sell green; Stage in Central Hall Lobby 3:00 HGTV—A consumer’s perspective; N236
Thursday, May 7
9:00 Helping True Value members win with customers in today’s economy; Stage in Central Hall Lobby 10:00 A peek into the future: determining what’s next for the industry; Stage in Central Hall Lobby 10:00 Energy savings—an outstanding consumer opportunity; N236 11:00 What does today’s store look like?; Stage in Central Hall Lobby 11:00 Trends and opportunities in the lawn & garden industry; N240 11:00 How to make green a growth engine for your company; N242
Not every retailer agreed that this year’s show is any more important than shows in years past.
True Value’s Clark, for one, said that regardless of the economy, the National Hardware Show provides an ideal forum where retailers can identify new buying opportunities and get a better understanding of what others are doing and what’s driving their success.