Hardware Retailing The Industry's Source for Insights and Information
One of the ways the North American Hardware and Paint Association (NHPA) supports the independent home improvement channel is to foster positive relationships between retailers and vendors, and a prime example of that synergy is through a partnership with the Hardware Marketing Council (HMC)
HMC is an association of sales and marketing leaders from across the hardware, home improvement and housewares industries. This past May at its Spring Meeting at the Washington Duke Inn, located on the campus of Duke University in Durham, North Carolina, the group reaffirmed its commitment to the independent channel by funding a scholarship to NHPA’s Retail Management Certification Program.
“NHPA has always been a great partner with the HMC and carries the same passion and commitment to the home improvement industry,” says Anthony Antol, vice president of sales at Reliance Worldwide Corporation, who also serves as current president of HMC. “The Retail Management Certification Program serves as a benchmark to independent retailers that ensures the future success of the channel for the next generation of independent retailers.”
Strengthening the Independent Channel
Organized in 1971, HMC brings together leaders representing a diverse array of hardware, home improvement and housewares manufacturers, including leading name-brand companies, to twice-yearly meetings. Designed to share best practices, the meetings feature industry experts sharing insights on the rapidly changing market, on a wide range of topics including technology, leadership and the economy. The independent channel always gets a seat at the table. Past speakers have included executives from the wholesaling community and NHPA.
Just as important, meetings include many opportunities for networking over meals or rounds of golf. That is where ideas take practical shape as members discuss best practices and their current challenges. Not only do the conversations strengthen the companies present, it also helps them better understand how to serve the unique needs of the independent retailer. NHPA helps facilitate that networking by maintaining the HMC website and member directory so members can keep in touch.
“HMC strengthens the channel by creating stronger connections among the companies and people who support independent retailers,” says Kelley Stone-Castro, strategic accounts manager for the WD-40 Company and also an HMC board member. “When manufacturers and sales representatives have a better understanding of the challenges retailers are facing, they can develop better programs, more relevant products and stronger in-store support. ”
James Jones, HMC board member and senior director of global sales and customer service, consumer products group for Worthington Enterprises, says HMC creates an environment for a deeper understanding of the independent channel.
“Through the conversations with fellow members and the opportunity to hear directly from leaders representing the independent retail channel, as well as market analysts and industry experts, I’ve gained an even greater appreciation for the unique role independent retailers play in the communities they serve. They know their customers, understand the challenges they’re trying to solve and recognize the unique needs of their local markets. That local understanding is one of the independent channel’s greatest strengths,” he says.
Investing in Industry Leaders
The scholarship HMC gave to NHPA’s Retail Management Certification Program was another indicator of the value the organization places on the independent retailer. As the industry’s premier management school, the program is designed to develop new leaders in the independent retail sector by providing college-level instruction in business strategy, leadership and operations. It helps ensure a healthy future for the independent channel by producing leaders who can cope with its ever-changing challenges.
“Many of the HMC members, including myself, have worked with the RMCP through our
companies and have come to see how crucial the program is to the continued success of the independent channel,” says Matt Wolery, marketing and multimedia manager for the consumer/industrial division at Ancra Cargo. He also currently serves as vice president for HMC. “Particularly for a company like mine who sells exclusively into this channel, it’s vitally important that the next generation operators have all the skills and their fingertips to compete with big-box retailers.”
The scholarship from HMC will help a student in the Retail Management Certification Program strengthen their business, which will in turn benefit each manufacturer they buy from.
“The partnership between HMC and NHPA is a win for everyone,” says Scott Wright, president and publisher at NHPA. “The speakers and networking HMC facilitates during their meetings helps its members understand the critical role independent retailers play in our industry. Retailers, in turn, benefit from vendor partners who understand their unique challenges and are willing to help them thrive. Support of our Retail Management Certification Program is a bonus as it shows HMC wants to ensure the longevity of the industry by helping us train new leaders.”
Why Manufacturers Choose HMC
The sales and marketing professionals who join the Hardware Marketing Council quickly understand the value it brings to their business and the hardware, home improvement and housewares industries as a whole. Membership is by invitation only and includes 125 professionals from all aspects of the industry. Biannual meetings held at destination resorts blend big ideas in a relaxed environment where members can create connections and gather insights that improve their businesses.
“One of the things I’ve learned throughout my career is that the best ideas are rarely developed alone. They come from listening, learning and challenging one another’s thinking.” Jones says. “I leave every HMC meeting with fresh ideas, stronger relationships and practical insights that help me better serve our customers, develop our people and contribute more meaningfully to the home improvement community.”
The speaker lineup of each is designed to give members a broad perspective of the industry. The format is designed to foster meaningful conversation and participation, encouraging all members to contribute.
“These meetings always have an excellent line-up of industry experts and speakers and endless networking opportunities where the knowledge gained gets implemented in future business planning that solidifies manufacturers’ and customers’ positions in the channel for continued growth,” Antol says.
Past HMC speakers have included:
- Connor Lokar, ITR Economics Senior Forecaster & Economic Consulting
- Dan Tratensek, COO, NHPA
- Mark Herbek, Executive Director, Partner Home Improvement and Farm & Ranch, Cleveland Research
- Boyden Moore, President and CEO, Orgill
- Michael Beaudoin, EVP of ALLPRO
- Will Aubuchon, president of Aubuchon Company
- Shari Kalbach, president of the Hardlines Distribution Alliance.
- Dan Chuparkoff Innovation and AI Expert
- Jason Stofleth EVP Merchandising & Supply Chain Do it Best Group
- Bobby Baylis, VP of Merchandising, The Home Depot
- Dave King, Home Improvement Research Institute
- Felix Tintelnot, Economics Professor, Duke University and NBER
“Although we may represent different companies and product categories, we often face many of the same challenges. HMC gives us a trusted forum to exchange ideas, discuss industry trends and learn from one another,” Stone-Castro says.
At each meeting, intertwined with the time spent in presentations are meaningful conversations with industry peers.
“The biggest value I get from HMC is interacting with industry peers who face the same challenges that my company and I face,” Wolery says. “Many times, they bring a fresh perspective on how to navigate obstacles we all face; and I’d like to think I’ve provided the same service to them over the years.”
Plans are underway for the upcoming HMC meeting, to be held Dec. 1-3 at the Mission Resort + Club, Howey-In-The-Hills, Florida. Manufacturers who want to learn more about becoming a member and attending the upcoming fall meeting should contact Pat Sheehan, HMC managing director, at hmcpks@gmail.com.
