Hardware Retailing The Industry's Source for Insights and Information
Last week, Weber signed an agreement to make Ace Hardware and its subsidiary, Emery Jensen Distribution, its exclusive distribution partners within the independent home improvement channel beginning in 2026.
The agreement has generated mixed feedback from retailers across the independent channel. Some retailers have been vocal about their displeasure with this and other “product exclusivity” agreements while others see it as an opportunity to differentiate their stores from the competition.
Joe Taylor, president and CEO of Virginia-based Taylor’s Do it Center & Pleasants Hardware and Do it Best chairman of the board, released a letter in response to the deal where he outlined his disappointment in the agreement and what he perceives as its potentially negative impact on the independent channel.
In the letter, which you can read in its entirety here, Taylor says his company has been selling Weber—the only line of grills the stores sell—for over 50 years and saw double-digit growth in Weber products this year.
“But we’re not sitting still. Our company is going to engage closely with our wholesale partner to evaluate new offerings in the grilling category,” Taylor says. “I know there are great companies out there who would love to have the enthusiastic support of thousands of independent retailers working with them to grow the business. I look forward to that opportunity. And I’m confident that, together, we can leave a mark that lasts.”
Lee Kuenning, co-owner of Western Ohio True Value Hardware, expressed similar disappointment in the Weber agreement. His operation’s four locations have been selling Weber for over 30 years.
“In my opinion, I have helped build the Weber brand, and now they’re basically saying everything that I have done for them for the past 30 years means nothing to them,” Kuenning says. “Honestly, it upsets us. We didn’t do anything wrong, so why are they punishing us just because we’re affiliated with True Value or Do it Best?”
As far as the impact on the independent channel, Kuenning says independents need to make a mind shift when it comes to who they consider competition.
“In my mind, we aren’t in competition with each other at all, because we’re all independent owners trying to make a living. Our competition is Lowe’s, Menards and Home Depot,” Kuenning says. “What the industry needs is to support each other more, not try to drive each other down by signing these exclusivity deals and not allowing us to all benefit from great products in the marketplace.”
Ace retailer Alex Porter, chief operating officer of Porters Building Centers Ace Hardware in Missouri, had a more optimistic take on the Weber-Ace deal.
“We do a significant amount of Weber business in all our locations as part of our investment in keeping all the best brands under one roof. They’ve been a wonderful reliable brand partner for us at Porters,” Porter says. “I’m proud of the Ace merchandising team for continuing to help our company bolster our reputation in the barbecue and outdoor living category.”
Porter says he believes the Weber business in the independent channel will remain strong as Ace stores continue to invest in the category.
“It’s a great thing that Emery Jensen Distributing will be able to source Weber for all those dealers who don’t have a relationship with Ace, so that those stores can have a resource to continue to serve their communities,” Porter says.
