Spring 2022 Hardlines Strategies

HARDLINES Strategies

DISTRIBUTING RETAIL PROFITABILITY

SPRING 2022, VOL. 22, 1

RAKS Stands Out With Small-Town Service Page 38 Local Feel

Also in This Issue Grow Your Business at the Spring Market Page 8 Fill Your Open PositionsWith These Hiring Strategies Page 22

Stop by Booth # 339

THE PRESIDENT’S REPORT

Teamwork Makes the Dream Work

Contents Ask the Expert . . . . . . . . . . 4 Online Traffic . . . . . . . . . . . 6 Spring Market Preview . . . . 8 Featured Products . . . . . . 16 Operations . . . . . . . . . . . . 22 Hiring Strategies Customer Feature . . . . . . . 30 BES Supply Customer Feature . . . . . . . 38 RAKS Building Supply Hardware House . . . . . . . . 44 News . . . . . . . . . . . . . . . . 46

I t’s hard to walk through any city or town these days and not see “Help Wanted” signs posted in every window. From restaurants to retail, staffing shortages abound. It’s a serious challenge we all must tackle to move forward. Some of it has to do with the pandemic and the economy. At Blish-Mize, we’ve been lucky. Some Blish-Mize employees, myself included, have been around for multiple decades. We make an effort to routinely recognize employee efforts and make moments out

of these milestones. But at times, like everyone, we have struggled to fill our open jobs. Unemployment is a puzzle we must all continue to plow through to survive and continue building a great team. Speaking of hiring, on Page 22, read about some amazing strategies for how you can hire more effectively, incentivize employees to stay and develop loyalty to last through the years. Then, at the Spring Buying Market, be sure to attend the presentation from Melanie Moul with the North American Hardware and Paint Association on even more key hiring and employee engagement strategies. You won’t want to miss it. Survival in a post-COVID-19 economy also means pulling together to see what you can accomplish outside of what is normally prescribed. One store that really prides itself on building together as a team is Eskridge Lumber, a small-town lumber yard located in Eskridge, Kansas. Read their story on Page 46. Another customer success story on Page 30 is BES Supply Store. Buyer Robert Baze, a mainstay at the Blish-Mize Markets, was recently recognized as an outstanding community member by the City of Carlsbad Fire Department. Baze has gone above and beyond to provide personal protective equipment for first responders and the community. Read about family-owned and -operated RAKS Building Supply in central New Mexico on Page 38. Their roots in the local communities and family feel truly set them apart and have contributed to their growth and success. We hope you will join us at our Spring Buying Market where you can find our returning vendors, new items and some favorites from our own brand, Hardware House. It’s been a crazy couple of years and we hope that you can join us for relaxing, winning, buying and good old-fashioned fun. We know it is hard to take time away from your store with everyone stretched so thin, but we encourage you to take a moment and a breath and reward yourself with a quick weekend away. You and your team deserve it.

Eskridge Lumber On the Cover RAKS Building Supply owners

Richie Tabet and Kenny Trujillo operate five locations in central New Mexico with a focus on product selection, customer service and supporting the local communities and youth.

Advertising Information Hardlines Strategies is published twice every year by Blish-Mize. Copyright 2022. For advertising rates and deadlines, please contact:

Blish Connor Blish-Mize

223 S. Fifth St., Box 249 Atchison, Kansas 66002 Toll free: (800) 995-0525 (913) 367-1250

Warm Regards, Jonathan D. Mize CEO and President jonathan@blishmize.com

(913) 375-2505 (cell) (913) 367-0667 (fax) Email: blish.connor@blishmize.com

Blish-Mize is a member-owner of Distribution America

Hardlines Strategies • Spring 2022 3

ASK THE EXPERT

Defending Your Business Cybersecurity Expert Offers Tips to Keep Your Operation Safe

Zarmeena Waseem, the director of cybersecurity education for the National Cyber Security Alliance (NCSA), talks about the need for cybersecurity and incident prevention in businesses today. Read the following conversation to learn the basics about cyberattacks and ways you can manage data protection in your business. Plus, get expert insights for small businesses in regards to cybersystem security. Strategies (S): Why are cybersecurity incidents making headlines? Zarmeena Waseem (ZW): First off, while everyone works from home, people have more time to pay attention to the issue. Secondly, cyber incidents have gone up over 200 percent in the last year and a half. While gainfully employed since the start of the COVID-19 pandemic. C yberattacks have increased significantly

retailers can do is stay informed and ensure that their security hygiene is where it needs to be. Joining mailing lists, watching informational webinars and using tip sheets regularly will keep retailers refreshed and up-to-date on cybersecurity. Retailers should also brush up on payment card industry (PCI) compliance. S: What is phishing and ransomware? ZW: Phishing is the tactic used by cybercriminals to establish ransomware. Criminals send a phishing link in an email or text and a person clicks the link or downloads an attachment, executing malware that is a form of ransomware. From there it can spread through your computer to computers in your network. S: Every staff member in a business has a role to play in cybersecurity, what can they do to help? ZW: Security is every single person’s responsibility. Don’t overlook or overestimate what your role is. It’s up to you to understand what you are handling and how it affects the security of your organization.

professionals and consumers are sitting at home, so are the cybercriminals who are coming up with more tactics to attack businesses and consumers. S: Are there incidents that have increased or specific groups that have become more vulnerable? ZW: There are certain groups in the general population that were more vulnerable and are being exploited more now. Senior citizens and people who are not tech or security savvy are being targeted more than they were in the past. There has been a huge increase in spam and phishing mail to people who do not know how to differentiate between real and fake emails. Instead of getting one phishing message a day, they are getting 10-16 messages. It is a numbers game; all it takes is one click. There will always be a percentage of people who are going to fall for the scams.

S:What is the risk for retailers? What should they consider doing to protect their businesses?

ZW: Ransomware and phishing messages are through the roof. The smartest thing

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ASK THE EXPERT

They need to communicate what needs to be communicated and control who finds out about the breach and when. They also need to have a secure communication avenue in place, whether that is an encrypted chat or secret line, that is dedicated to the situation and cannot be tapped into. When you’ve been breached there is no such thing as being overly cautious. S: What do you wish the average person knew about cybersecurity? ZW: Never leave your device unlocked. You must understand that your computer or cell phone is a million-dollar device in the hands of someone that doesn’t know anything you know. Most people do not think they are a target until they do a threat model on themselves, which leads to them quickly understanding that their information is valuable. In her position as the director of cybersecurity education for the National Cyber Security Alliance (NCSA), ZarmeenaWaseem sees cybersecurity as a tool to empower different

S: What are some best practices for associate-level employees?

ZW: Don’t ever share login information. If you are typing in a password, other employees should turn away. Password security is very important. Don’t use the same password over and over or passwords from your personal life at work. Make sure to use long and complex passwords. I also recommend the use of password managers and two- factor authentication. S: If a retailer thinks they have been breached, what are the first steps? ZW: If you have a security team, make sure they are aware of the breach. If they have an incident response arm, the incident response team will address the issue right away. While a lot depends on what kind of breach it is, on the day of a breach everyone is on call. I also recommend retailers check their insurance to see what is covered and educate their employees on how the attack may have happened.

1 | Confirm your insurance coverage. Having insurance is not enough, it’s important to confirm you have the right type of coverage. Many retailers have cyber insurance, but ransomware isn’t always part of the package, which means the insurance doesn’t cover the actual cost of the ransom. Talk to your insurance broker to be sure you have the right protection. 3 Steps You Can Take Today to Protect Your Business Before the Hack 2 | Enact password security. One key way malicious actors find their way into vulnerable systems is through weak passwords. A guessable username and password can wreak havoc on a business. Two-factor authentication (2FA) helps mitigate hacking because it requires a person to confirm their identity on another device before they can log in. Requiring strong passwords, regularly changing passwords and employing 2FA will help make your system more secure and protect you business. 3 | Talk about the risk internally. Cyberattacks on small-to-medium size businesses have only become more frequent. Experts say it’s not about if your business will be breached, but when. Be sure everyone on your executive team and key managers understands and agrees on the risk to your operation. Buy-in from every decision-maker is critical to protecting your business.

S: What level of communication is important internally?

ZW: The executive team and security team need to communicate and stay informed of the situation. It is up to the chief information security officer to decide who on the team needs what information.

demographics to protect themselves, their information and their communities.

Real World Ramifications

In December 2021, HR management company Ultimate Kronos Group (UKG) confirmed a ransomware attack impacted several services companies use to manage their employees and payrolls. The cyber incident disrupted the Kronos Private Cloud, which includes UKG Workforce Central, UKG TeleStaff, Healthcare Extensions and Banking Scheduling Solutions.

The company became aware of the suspicious activity and immediately took action to investigate and mitigate the issue. While the company worked to remedy the issue, it advised customers to implement alternative business continuity protocols and offered support through the UKG Customer Support Team, an update page, the UKG Kronos Community and the KPC incident resource hub.

Hardlines Strategies • Spring 2022 5

ONLINE TRAFFIC

5 Social Media Mistakes to Avoid Media Missteps ocial media is a fantastic tool for retailers to promote their events, products and services. But to grow your account into something that benefits your business and brings in customers, you have to invest time in quality content and avoid faux pas. On the next page, review some common social media oversights, and also get tips on how you can increase engagement on your platforms.

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ONLINE TRAFFIC

1

NEGLECTING COMMENTS

Your social media is like another location of your business; you wouldn’t ignore a customer in your store, so you shouldn’t ignore their comments either. You don’t have to respond to every single comment, but you should regularly check to see what customers are saying. A diplomatic and empathetic response to a negative comment can go a long way to solving the issue and smoothing things over.

5 Tips to Boost Engagement 1 Introduce your staff on video 2 Go live 3 Host giveaways 4 Share customer product reviews or testimonials 5 Show DIY project before/afters

2

POSTING ONLY PHOTOS

Mix it up by adding videos, sharing posts from other pages and running interactive posts. Many social media platforms make it easy to engage with your audience with options like live streaming, Q&As and polls you can post right from your account. You can also create special offers and promote any job openings. Different types of posts will keep your social media fresh and relevant.

3

LONG POSTS

The perfect length for a social media post is a tricky recipe to nail down. Hubspot found that Facebook posts with 40 characters had more engagement than longer posts, but the ideal length depends on each page’s audience and social media platform. Create different posts to include both longer and shorter content and then see which posts perform the best.

4

POSTING THE WRONG SIZE PHOTO

Most social media platforms require a specific photo size. Guidelines are frequently available on the platform or shown during the posting process. Posting a wrong-size image can make it blurry, cluttered or difficult to read. For example, Facebook’s guidelines for post photos is 1200 x 620 pixels and smaller than 8 MB. It also has guidelines for cover and profile pictures available.

5

IGNORING ADS

Social media advertising can be an inexpensive and easy way to expand your page’s audience. Most social media channels provide how-tos and FAQs for setting up and running ads from your business on its platform. Through Facebook ads, you can target people based on who has visited your website, signed up for an email list or by ZIP code.

Hardlines Strategies • Spring 2022 7

MARKET PREVIEW

Shop the 2022 Blish-Mize Spring Market and connect with vendors, other retailers and the Blish-Mize team on the show floor and at Market events.

The Luckiest Time of Year Stock up and Save at the Spring Buying Market

E xplore deals and discounts, new products and learning opportunities— along with food and fellowship—at the 2022 Blish-Mize Spring Buying Market, which will take place March 17-19 at the Overland Park Convention Center in Overland Park, Kansas.

Customer Appreciation Celebration On Friday, March 18 from 5:30-7:30 p.m., Market attendees can dig into delicious Jack Stack Barbecue and relax with live music. Don’t miss Friday’s Plinko game for the chance to win cash prizes. Shop Hot Deals Surprise Buys The Surprise Buys program will feature deals on 10 items that will be revealed in an event on Saturday, March 19 from 8 to 10 a.m. Green and White Coupons Market attendees can exchange green and white coupons for cash spiffs and prize tickets. The more orders you place, the more chances you’ll earn to win prizes! Stop by the Blish-Mize Info/Spiff booth for rules and more details.

“We look forward to hosting a safe and enjoyable Spring Buying Market,” says Jonathan Mize, Blish-Mize CEO and president. “Our customers can take advantage of incredible deals and enjoy this in-person event featuring great food and serious savings.” The MVP Savings Event kicks off the Spring Buying Market on Thursday, March 17 from 4 to 7 p.m. Customers can enjoy appetizers and drinks along with Showstopper deals, which are only available that evening. Cash spiffs will also be available. “Our MVP Savings Event promises great fun and value for your time,” says Cindy Kane, marketing director at Blish-Mize. “Now, more than ever, we know the time in your store is so important. Hands down this is the most efficient and exciting savings event for our customers.” Let’s Celebrate MVP Savings Event

Continued on Page 10

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Come see us in booth #722

Not just shears… Precision cutting tools made for pros. The new line of Crescent Wiss shears offers the performance, strength, and durability professional users need. Every shear has been upgraded with new features that deliver more comfort, superior results, and longer life. High-performance features include heavy-duty titanium-coated blades for smooth, powerful cuts and a full metal core for maximum strength and durability.

See the full lineup: www.crescenttool.com

ATG-7681 © 2022 Apex Tool Group, LLC

Crescent Wiss® is a registered trademark of Apex Brands, Inc., A Division of Apex Tool Group, LLC., 1000 Lufkin Road, Apex, NC 27539

MARKET PREVIEW

Assortment Central This area of the Market highlights popular assortments and merchandising tips for appealing displays. Take advantage of Assortment Central deals and deep discounts on the latest product lines. Endcap Zone Enjoy special endcap displays and pricing at this new Market area designed to delight. Hardware House Visit the Hardware House booth #840 to view a full lineup of products available to Blish-Mize customers, including fixtures, locksets and more. Learn more about Hardware House’s latest offerings on Page 44. Digital Advertising Stop by the Sales booth to learn more about AdViewer manager, which has been redesigned to enhance digital promotion

Continued from Page 8

Browse These Areas Stop by these areas at the Market to discover new products, merchandising strategies and Market-only deals. “We’re excited to offer an amazing selection of new and favorite products at the Spring Market,” says Clay Uhrmacher, vice president of sales and marketing at Blish-Mize. “You won’t want to miss the variety and value of these deals!” THE 99 Browse a selection of 99 products chosen by Blish-Mize to maximize margins and strengthen a customer’s product diversity. These special deals are only available during Market hours. Featured New Products Check out the latest new-to-the-industry items and advances in product technology from fresh and favorite vendors. Stackouts Stack up the savings all day Friday from our mini pallet event.

Spring Market Checklist This list includes deals and events for customers attending the 2022 Spring Buying Market.

MVP Savings Event THE 99 Products Margin+ Coupons Featured New Products Assortment Central Pallet Buys Seminars on Hiring Strategies and Advertising Basics Customer Appreciation Event Showstoppers Poker Run Friday Stackouts Plinko Surprise Buys

sharing and provides better speed, reliability and mobile capabilities.

Continued on Page 15

Market Attendee Terms Market attendees receive a four percent cash discount and 60 days dating on all qualifying warehouse market purchases, which include warehouse Market orders placed that weekend and online SmartBook orders. You must attend the Market to receive these terms.

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MARKET SCHEDULE

Download the Blish-Mize Market App to enjoy the Poker Run from Thursday at 4 p.m. through Saturday at 10 a.m.

1-5:30 p.m. . . . . . . . . . . . . . . . . . . . . Plinko 5:30 p.m. . . . . . . . . . . . . . . . . . Market closes 5:30-7:30 p.m. . . . Customer Appreciation Celebration With Jack Stack Barbecue and music from the Jason Riley Trio 6:30 p.m. . . . . . . . . . . . Cash and prize giveaways SATURDAY 8 a.m. . . . . . . . . . . . . . . . . . . . Market opens 8-10 a.m. . . . . . . . . . . . . . . . . . . Surprise Buys With cash drawings given out at 10:15 a.m. 11 a.m. . . . . . . . . . . . . Cash and prize giveaways 12 p.m. . . . . . . . . . . . . . . . . . . . Market closes

THURSDAY 4-7 p.m. .. . . . . . . . . . . . . . . MVP Savings Event With deals, spiffs, food and drinks

FRIDAY 7:30 a.m. . . . . . . . . . . . . . . . Coffee and donuts 8 a.m. . . . . . . . . . . . . . . . . . . . Market opens 8 a.m.-5 p.m. . . . . . . . . . . . . . . . . . . Stackouts 10 a.m. . . . . . . . . . . . . . . . Business workshop

“Key Hiring Strategies to Try Today,” presented by Melanie Moul, NHPA

12 p.m. . . . . . . . . . . . . . . . . . . . . . . . Lunch 3 p.m. . . . . . . . . . . . . . . . . Business workshop “Advertising 101: Learn the Basics,”presented by Jody Maude, Distribution America, and Sara Rebant, Blish-Mize

CAULKS & SEALANTS • PATCH & REPAIR • ADHES I VES • FOAM

dap.com

SEE US AT BOOTH #508

We Prioritize Safety Blish-Mize staff and vendors will be wearing masks, and we request customers wear masks to ensure all attendees’ safety. Masks featuring the Blish-Mize logo will be available for those who need one. Please Be Health Aware • Practice hand-washing hygiene • Follow health etiquette, and stay home if you feel sick STAR Facility Approved The Overland Park Convention Center holds the Global Biorisk Advisory Council STAR Facility Accreditation in recognition of its air treatment systems and overall cleanliness.

Scan the following QR codes to download the apps using Google Play or the App Store.

BLISH-MIZE APP

MARKET APP

Use the Blish-Mize and Blish-Mize Market apps to make the most of your time at the Spring Market. View the product catalog, place orders and more.

14 Spring 2022 • Hardlines Strategies

• See venue information and receive notifications for events and product demonstrations. • Create a personal to-do list so you can remember to meet with a vendor or find information on a product. Blish-Mize App • Browse the Blish-Mize product catalog. • Place orders from your smartphone or tablet. • View updated product and inventory information, scan UPC barcodes and see your personalized purchase information. The free apps are available to download on iOS and Android. Search “Blish-Mize” in your phone’s app store or scan the QR codes on Page 14 to download.

“The SmartBook can help you plan your purchasing for the entire year,” says Sarah Lee, vice president of purchasing at Blish-Mize. “You can use these buying recommendations to not only help you navigate the Market, but also plan a profitable business.” Contact your sales representative or visit blishmize.com to receive your personalized SmartBook and start planning your time at the Market. Download the Apps The Blish-Mize and Blish-Mize Market apps can help you make the most of your time at the Market. Market App • Make an appointment to meet your sales rep at the convention center.

Continued from Page 10

Use Your SmartBook Your SmartBook is available online and in print and can help you make smart buying decisions. This booklet is customized for your store and includes your warehouse purchases for the past 12 months. It also offers suggested ordering amounts for the next three and six months to help you plan your purchases at the Buying Market. SmartBook Sections • Key selling “Market Featured” items. • New items Blish-Mize has added from vendors in the last year. • The balance of the items you have purchased, sorted in quantity order.

Hardline Strategies 2022.qxp_Layout 1 1/7/22 2:05 PM Page 1

FEATURED PRODUCTS

Spring 2022 Selections Check Out These Top Vendors and Products This Season

Tool Vest This tool vest offers versatile tool-carrying capabilities for everyday use on the job and features wide, adjustable shoulder straps and cordura-reinforced pockets. Mesh ventilation in the front provides breathability, and elastic at the back ensures comfort. The ergonomic belt offers shoulder protection by releasing pressure from the shoulders. An inside expander allows the vest to be worn under or over a jacket. Snickers snickersworkwear.com or 800-325-0455

Framing Blade The NailSlicer 7 ¼-inch, 24-tooth framing circular saw blade features laser-cut, expansion- and vibration-minimizing slots for reduced blade warping and straighter cuts. High-impact carbide teeth and optimized tooth geometry offer eight times the tooth life of standard blades. A protective coating prevents gumming and corrosion and provides 70 percent more cuts per charge. The NailSlicer’s anti-nail kickback tooth design also resists nails on impact. Crescent Tool crescenttool.com or 919-362-1670

Air Purifiers Lasko HEPA Filter Air Purifiers provide TotalProtect filtration to protect against the most common airborne irritants in homes. A HEPA filtration system captures 99.97 percent of airborne irritants, including allergens, smoke, odors, volatile organic compounds, pet dander, pollen, dust and mold spores. Lasko lasko.com or 800-233-0268

The Desktop Air Purifier is recommended for rooms up to 109 sq. ft. and features simple controls with three speeds, an 8-hour timer and an auto-check filter reminder. It has a clean air delivery rate (CADR) of 72.

The Premium Tower Air Purifier with DreamMode is recommended for rooms up to 232 sq. ft. and features simple controls with four speeds, an 8-hour timer and an auto-check filter reminder. Its DreamMode ultra-low setting with dimmed display lights quietly cleans the air while users sleep. It has a CADR of 150.

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FAST & EFFICIENT CHIP EJECTION Optimized flute geometry

7/8" DIAMETER BITS COMPETITIVE TESTING - LIFE**

IWAX3018 ITM 302SL5664

COME SEE US AT BOOTH NUMBER #540!

MILWAUKEE ® 48-13 0873 IDEAL ® 35-976 GREENLEE ® 62PTS-B-7/8

EXTENDED SHANK Cut 4”x4” without extensions REIGN SUPREME™ with SPEEDBOR SUPREME™ Auger Bits, even when driving into nail-embedded wood. Make quick, clean holes and avoid work interruptions with durable, bi-metal construction engineered to withstand repeated nail strikes. 0 50 100 150 200 SPYDER ® 12008 AUGER BITS REIGN SUPREME ™

WWW.IRWINTOOLS.COM

HIGH SPEED STEEL CUTTING EDGE Unique Bi-Metal Construction DIABLO ® DAG1110 WOOD OWL™ 2711 MAGBIT™ 357DLX.1416QC WOOD OWL™ 3711

BI-METAL CONSTRUCTION SPEEDBOR SUPREME ™ bits have 3x* longer life to REIGN SUPREME ™ on the jobsite and tackle wood-drilling needs with ease. 7/16” H X QUI K CHANGE Right Angle Joist Drill Compatible

250

300

350

400

450

Number of Holes with Nails

AGRESSIVE SCREW TIP Designed for effortless drilling

Item # IWAX3005 IWAX3006 IWAX3007 IWAX3008 IWAX3009

Description

Diameter

Shank Size 1/4" Quick Change 3/8" Quick Change 7/16" Quick Change 7/16" Quick Change 7/16" Quick Change 7/16" Quick Change 3/8" Quick Change 7/16" Quick Change 7/16" Quick Change 7/16" Quick Change

Length

AUGER BIT 3/8" X 18" SPEEDBOR SUPREME ™ AUGER BIT 1/2" X 18" SPEEDBOR SUPREME ™ AUGER BIT 5/8" X 18" SPEEDBOR SUPREME ™ AUGER BIT 3/4" X 18" SPEEDBOR SUPREME ™ AUGER BIT 7/8" X 18" SPEEDBOR SUPREME ™ AUGER BIT 1" X 18" SPEEDBOR SUPREME ™ AUGER BIT 1/2" X 7.5" SPEEDBOR SUPREME ™ AUGER BIT 5/8" X 7.5" SPEEDBOR SUPREME ™ AUGER BIT 3/4" X 7.5" SPEEDBOR SUPREME ™ AUGER BIT 7/8" X 7.5" SPEEDBOR SUPREME ™ AUGER BIT 1" X 7.5" SPEEDBOR SUPREME ™

3/8" 1/2" 5/8" 3/4" 7/8" 1/2" 5/8" 3/4" 7/8" 1"

18" 18" 18"

7/16” HEX QUICK CHANGE Right Angle Joist Drill Compatible 18"

18" 18"

RESHARPENABLE Convenience to Extend Life IWAX3010 IWAX3015

7-1/2" 7-1/2" 7-1/2" 7-1/2" 7-1/2"

IWAX3016 IWAX3017 IWAX3018 IWAX3019

1"

2-9/16" DIAMETER BITS COMPETITIVE TESTING - LIFE** 7/16" Quick Change

*On average compared to legacy IRWIN ship auger bits **Tested with 7/8" diameter bits drilling into 1-1/2" thick pine with 8D common nail.

IWAX2009 ITM refers to International Tool Manufacturing Corp., which has not endorsed or approved this comparison. Milwaukee ® is a registered trademark of Milwaukee Electric Tool Corp., which has not endorsed or approved this claim. IDEAL ® is a registered trademark of IDEAL Industries, Inc., which has not endorsed or approved this claim. Greenlee ® is a registered trademark of Greenlee Tools Inc., which has not endorsed or approved this claim. Diablo ® is a registered trademark of Freud America, Inc., which has not endorsed or approved this claim. Wood Owl ™ is a trademark of Star-M International Ltd., which has not endorsed or approved this claim. MAGBIT ™ is a trademark of Magnus Industries, which has not endorsed or approved this claim. Spyder ® is a registered trademark of SM Products, LLC, which has not endorsed or approved this claim. Copyright © 2021 IRWIN. The blue and yellow color scheme is a trademark for IRWIN power tool accessories and non-striking hand tools for non-tile applications. IRSBSUPABSS WWW.IRWINTOOLS.COM

0 wood. Make quick, clean holes with durable, bi-metal construction engineered to withstand repeated nail strikes. 20 MILWAUKEE ® *** 48-25 5150 SELF FEED BITS REIGN SUPREME ™ REIGN SUPREME™ with SPEEDBOR SUPREME™ Self-Feed Bits, even when driving into nail-embedded DIABLO ® *** DSF2562 40 60

WWW.IRWINTOOLS.COM

80

100

120

140

160

Number of Holes

Item #

Description

Diameter

Shank Size

Length

IWAX2005

SELF-FEED BIT 1-1/2" SPEEDBOR SUPREME ™

1-1/2"

7/16" Quick Change

6"

IWAX2006

SELF-FEED BIT 1-3/4" SPEEDBOR SUPREME ™

1-3/4"

7/16" Quick Change

6"

IWAX2007

SELF-FEED BIT 2" SPEEDBOR SUPREME ™

2"

7/16" Quick Change

6"

IWAX2008

SELF-FEED BIT 2-1/8" SPEEDBOR SUPREME ™

2-1/8"

7/16" Quick Change

6"

IWAX2009

SELF-FEED BIT 2-9/16" SPEEDBOR SUPREME ™

2-9/16"

7/16" Quick Change

6"

WWW.IRWINTOOLS.COM *On average compared to IRWIN ® SPEEDBOR ® Self-Feed Bits **Tested with 2-9/16" diameter bits drilling into 1-1/2" thick Brazilian oak hardwood. ***Milwaukee is a registered trademark of Milwaukee Electric Tool Corp., which has not endorsed or approved this claim. Diablo is a registered trademark of Freud America, Inc., which has not endorsed or approved this claim. Copyright © 2021 IRWIN. The blue and yellow color scheme is a trademark for IRWIN power tool accessories and non-striking hand tools for non-tile applications.

Cable Pullers From stretching to moving or tightening objects that are too heavy to do by hand, Ancra cable pullers offer a variety of uses. The cable pullers are made of electro-plated steel parts and have dual-stamped metal ratchet wheels and drop-forged steel slip hooks with safety latches. The cable pullers are packaged in color- coded boxes to indicate 1- or 2-ton models. The 1-ton standard cable puller has a 2,000-pound capacity, 1:1 power ratio and 7-foot take-up length. The 2-ton double line standard cable puller has a 4,000-pound capacity, 2:1 power ratio and 5-foot take-up length. Ancra International ancracargo.com or 800-626-8353

Bed Liners The Herculiner DIY bed liner provides a textured polyurethane coating comparable to a professional spray-on liner. It can be applied to a variety of surfaces, including concrete, plastic, rubber, metal, wood or fiberglass. The bed liner provides a durable, skid- and rust-resistant protective coating that won’t chip, flake or peel. The Herculiner is available in an aerosol, quart or gallon can or kit. The brush-on liner kit includes 1 gallon of bed liner, an application brush, two rollers, one roller handle and an abrasive pad. Herculiner herculiner.com or 800-323-5440

Hoses The Fitt Force Light hose offers long-lasting performance with abrasion and puncture resistance, and it works with both nozzles and sprinklers for casual outdoor living use. The Fitt Force Light is two times lighter and three times more compact than a traditional PVC hose. A no-torsion system prevents tangles and twists for constant water flow. Its connectors feature an anodized aluminum and crush-proof design for leak-proof compression-fit. Strain relief collars provide easy connection and uninterrupted flow, and the compression-fit couplings can be removed or replaced. It is available in 50 feet.

The Fitt Force Pro is a strong and light hose with abrasion and puncture resistance for garden and professional use. Its NTS PLUS double mesh construction provides strength and flexibility and prevents tangles and twists for constant water flow. A high-tenacity fiber reinforcement layer ensures pressure up to 500 psi. The Fitt Force Pro features (replaceable) commercial-grade, corrosion-resistant aluminum compression-fit couplings with a strain relief collar. When not in use, the hose lies flat, making it compact and easy to store. It is available in 50 feet. Fitt usa.fitt.com or 866-348-8872

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NEW! MODERN PLANT HARDWARE

• Offer a variety of brackets, hooks, and accessories to complement any style in any season.

• Unique designs with on - trend finishes, great for everyday usage.

• Available in weather - resistant cut cases perfect for merchandising inside and out.

• Refreshed, inspiring packaging for elevated in aisle presence.

AVAILABLE PLANT HANGING HARDWARE Siding Hooks • Modern Ceiling J Hooks • Modern S Hooks • Plant Wall Hanger Bases • Long Ceiling Hooks Long Utility Wall Hooks • Hanging Plant Wall Brackets • Curved Hanging Plant Wall Brackets

VISIT BOOTH #628 FOR MORE DETAILS

For more information, visit us at: www.national-hardware.com

@nationalhrdware

FEATURED PRODUCTS

Fiberglass Lath The FibaLath fiberglass lath is designed for use in stucco applications and for interior and exterior manufactured stone and brick walls. FibaLath’s three-dimensional profile is self-furring and attaches like a metal lath. Its fiberglass material means it is more than four times lighter than a metal lath, making it easier and safer to cut and carry, and it will not rust or rot. The lath is non-directional and can be applied vertically or horizontally. Adfors adfors.com or 800-762-6694

Home Backup Generator The permanently installed Generac home backup generator protects your home automatically by delivering power directly to your home’s electrical system, backing up your entire home or essential items. It runs on natural gas or liquid propane and sits outside. Generac’s free Mobile Link system allows you to monitor the status of the generator using a smartphone, tablet or computer for when you’re home or away. Generac generac.com or 888-436-3722

Booth # 204

Extension Ladder The GlideSafe fiberglass extension ladder features lift-assist technology, which makes it up to 50 percent easier to extend compared to a traditional extension ladder, along with built-in lowering assist to help ensure an easy descent. A dual locking system helps prevent ladder extension during transport. The ladder has a duty rating of 300 pounds and features non-conductive rails for working near electricity. Dual-action feet can be used on a variety of surfaces and swivel easily. Werner werner.com or 888-523-3370

20 Spring 2022 • Hardlines Strategies

C O M E S E E U S A T B O O T H # 5 4 0

60V MAX* 7" BRUSHLESS CORDLESS GRINDER POWERED BY FLEXVOLT ® (9.0 Ah) (2 BATTERY KIT) DCG440X2 • Designed to power through heavy-duty grinding jobs with ease, the new 60V MAX* Brushless Cordless 7” FLEXVOLT ® Grinder with Kickback Brake ™ delivers 30 % more torque than the DCG418 60V MAX* FLEXVOLT ® Grinder** and up to 2,300 max watts output • Featuring a 7” grinding capacity and a no-load speed of 6,500 rpm, the grinder is ideal for wire brushing as well as general grinding and cutting during metal and concrete applications. • Built with user protection top of mind, the grinder is part of the DEWALT PERFORM & PROTECT ™ line of tools and features the E-Clutch ® System as well as a Kickback Brake™

**DCG440 using DCB609 has 30% more torque when compared to DCG418 using DCB609

KICKBACK BRAKE

OTHER SKUS: DCG440B 60V MAX* 7” Cordless Grinder Powered by FLEXVOLT ® (Tool Only)

OPERATIONS

Help Discovered 3 Hiring Strategies to Help You Find Top-Tier Staff

F inding workers to fill open roles has become one of the biggest hurdles for employers, and the home improvement industry is not immune.

At the end of 2021, there were 10.6 million available jobs but only

hike wages and offer robust benefits packages. While offering competitive

6.9 million unemployed persons to fill those spots, according to the U.S. Bureau of Labor Statistics. Even more remarkable, a record 4.5 million workers quit in November, but at the same time, employers hired 6.7 million people. That data suggests workers are finding new employment. But are they coming to your operation? If not, how can you attract people to your business? In a challenging labor market, small businesses can struggle to compete against larger companies that more easily

compensation and benefits may be a factor, establishing your operation as a place people want to stay is the second part of the process. On the following pages, get insights from the Society for Human Resource Management (SHRM) on strategies to bring strong workers into your operation. Then, on Friday, March 18 at the Blish-Mize 2022 Spring Buying Market, attend “Key Hiring Strategies to Try Today” presented by Melanie Moul from the North American Hardware and Paint Association.

22 Spring 2022 • Hardlines Strategies

Come and visit our booth at the Blish-Mize Spring Buying Market to see our fresh, new look! Meet your Tarter rep and get exclusive show specials!

1.800.414.2837 | TARTERUSA.COM

1. Look Outside Deniece Maston, a knowledge adviser with SHRM, says she has heard from numerous employers who are getting creative and seeking workers with backgrounds they may not have considered before. “These members are looking at job candidates with criminal backgrounds and from tech schools and tapping into groups they may not have even looked at before,” she says. “A big push in some industries has been looking at mature candidates and retirees, while I’ve heard from others who are posting on job boards they have never considered before and partnering with organizations in their communities that help people find work.” Maston says the Equal Employment Opportunity Commission (EEOC) discourages employers from having blanket policies by which any person with a criminal history is denied

Repairs that weather the storm Visit booth 410 for up to 22% off during the spring market

Seals leaks that asphalt can’t

Without

REPAIR

Textured like mortar – stretches like rubber

the batch

24 Spring 2022 • Hardlines Strategies

employment. Rather, the EEOC advises employers to conduct individualized assessments to determine employment suitability. “Our members say that generally, employees with criminal records are no more likely to be fired for misconduct than people without records,” she says. “Also, they are ​ statistically less likely to resign, which saves employers in turnover costs.” Widening your candidate pool can be a key opportunity for your business, and there are resources you can access to protect your operation. There are often tax credits and other incentives available through the state for businesses that hire people with criminal records, as well as insurance bonds through the Federal Bonding Program through the U.S. Department of Labor.

6 Out-of-the-Box Hiring Questions Asking unexpected questions can get interviewees to think on their feet. Consider adding one or more of these to your list of go-to questions for your next interview. These questions don’t necessarily have a right or wrong answer, but they can give you insights into a candidate’s personality. 4 How do you manage disagreements with supervisors? 1 What’s the best movie you’ve seen recently? 5 If a truck was stuck under an overpass, how would you get it out? 2 Do you like working

with a team or independently? 3 Do your best to sell me two

Tell me something that will make me remember you.

6

different hammers.

Show Highlights • NEW Packaging Design • Decora Smart ® 2 nd Gen Dimmers and Switches • USB Outlets • NEW LED Lighted Switches We Make Sales Happen

Visit us at booth 841 to learn more about other featured products and promotions.

Hardlines Strategies • Spring 2022 25

2. Focus on Culture Rather than hiring for a specific job opening, look for workers who fit in well with the team and who can be trained to do well in a certain role. Your company’s culture can be a major selling point in attracting quality employees. The PricewaterhouseCoopers 2019 Future of Recruiting Survey found that the top influences for accepting a job offer were overall compensation at 38 percent, company location at 34 percent and company values and culture at 29 percent. Tony Lee, vice president of editorial for SHRM and the organization’s authority on recruitment trends, says the paradigm for hiring has changed. “It used to be that business owners could be picky and choose the applicants they thought would be the best hire in terms of customer service, knowledge or retention,” he says. “In today’s climate, all of those are important, but in many cases they are secondary to selling the opportunity to the candidate. In this market, you have to be proactive and assertive. If a store owner wants enough staff to function, they’re going to need to recruit.”

413

26 Spring 2022 • Hardlines Strategies

Hire employees who fit well into your company’s culture and team dynamics, and train them for the role you need.

83%

80%

70%

of employees say finding meaning in day-to-day work is a top priority.

of business executives say culture is imperative

of employees say they would consider leaving their current role for a new, more fulfilling opportunity.

to an operation’s overall success.

Source: Making Work More Meaningful: Building a Fulfilling Employee Experience, PwC

Inside or out, we’ve got a solution for you!

T H E W O R L D ’ S T O U G H E S T C O A T I N G S TM

Rust-Oleum Brands Booth 326

Hardlines Strategies • Spring 2022 27

3. Find Friends Maston from SHRM predicts that technology and the digital world will continue to trend into the future. She says SHRM members are specifically looking for resources on virtual resumes and interviewing. “Even before the pandemic, employers had been relying on and turning to interviews via virtual outlets,” Maston says. “Looking toward the future, I would not be surprised to see more employers and employees embracing technology during the hiring process. Instead of sending a cover letter, a job applicant might send a link to a TikTok video explaining why they want that job and why they would be a good candidate.” While you don’t need to set up a brand new platform just to find new employees, sharing your open positions on social media and asking existing employees to share those posts with their Facebook friends can lead to hires. A real-world benefit of asking current employees to share the post is that employee referrals often result in loyal, engaged workers. Lee says establishing an employee referral

Stop by Booth # 710

28 Spring 2022 • Hardlines Strategies

program can incentivize your staff to recommend their friends and family as possible employees. People don’t want to recommend someone they think would reflect poorly on them, so you’re often going to be referred to people who are willing and capable. Lee says you should determine how much it costs you on average to recruit and hire and the time lost for every day a position isn’t filled, including overtime pay, to fill an open position. Offer a bonus—anywhere from $100 to $1,000—to the employee who recommends someone who is hired and stays on board for a certain period of time, typically 90 days. These programs bring in people who are ready to work and boost morale among the existing staff who earn a referral bonus and now have a friend at work. Note: Portions of this article were previously published by the North American Hardware and Paint Association. These sections have been edited for style and fit and are reprinted with permission.

PELICAN DISPLAY R867 Regular Price: $132.06 SPECIAL Net Show Price: $108.85

PLUS 12 Pelican Pail Lids: FREE*

NEW!

PELICAN LID 8659

311

Bring this ad to the Wooster Brush booth #839 Receive an additional $25.00 Savings off your drop ship order valued at $500 (net) or more. *FREE lids with purchase of R867 display. Special ends 03.31.2022.

Hardlines Strategies • Spring 2022 29

CUSTOMER PROFILE

Niche Needs BES Supply Offers Specialized Service With a Smile

The staff at BES Supply receives specialized training to be able to serve the specific needs of mining and industrial customers.

F or nearly 20 years, workwear, safety equipment and fire-retardant clothing, outfitting and servicing the industries that took Carlsbad, New Mexico, from a sleepy settlement to a bustling city with booming industries and growth. BES Supply has been the go-to place for

to purchase when renting or buying heavy equipment. “We began selling items like hard hats and safety gear for lifts and cranes,” he says. “In the early 2000s, the retail side became so successful that we moved the supply store into its own building, and it has gradually turned into a complete industrial supply house.” As the company grew, Brininstool changed the name of the supply side of the company to BES Supply to reflect the company’s new focus on industrial supplies. In 2003, he expanded the heavy equipment rental and sales side of the business and added a new location in Artesia, New Mexico. Soon after, he started selling supplies out of that store.

Tucked into the base of the Guadalupe Mountains on the banks of the Pecos River, Carlsbad saw the highest rates of growth in the state last year. Eddy County, with Carlsbad as its county seat, experienced a population growth of 15.8 percent in 2021. Driving that growth are the area’s prominent industries—potash mining, salt mining, refineries and tourism— and BES Supply serves as a main supplier for workers in those industries. BES Supply started in 1994 as a heavy equipment rental and sales business called Brininstool Equipment Sales, says owner Joe Brininstool. Several years later, he started adding safety equipment and supplies for customers

30 Spring 2022 • Hardlines Strategies

CUSTOMER PROFILE

Just like with the first location in Carlsbad, the supply side in Artesia started secondary to the heavy equipment but quickly grew into its own entity. Currently, 75 percent of BES Supply’s customer base is from the oil and gas industry and the remaining 25 percent is split between construction and other types of manufacturing in the area. Employees Equal Success Brininstool credits his friendly, helpful and knowledgeable employees for the company’s success. In 2012, he hired Anne Shoemaker as store manager, who has been instrumental in building a productive team. “It’s our people who allow us to compete and be successful,” Brininstool says. “Anne has done an incredible job bringing in some good people.” Before taking the manager role at BES Supply, Shoemaker managed hotels. She applies her business degree and experience gained in the hospitality field to her role as manager, overseeing both locations. She says working in the hotel

Store manager Anne Shoemaker uses her experience in the hospitality industry to serve the customers of BES Supply and train her employees to provide top-notch customer service.

From safety gear to fire-retardant clothing, BES Supply sells a wide array of speciality products for the mining, gas and oil industries. The store also has a large selection of general hardware and tools for professional contractors.

Hardlines Strategies • Spring 2022 31

CUSTOMER PROFILE

industry was all about customer service and meeting customers’ needs. “I call our stores the ‘Cheers’ of Carlsbad because I love to call people by name and welcome them back,” Shoemaker says. “The clientele over the years has increased, which is exciting. We do change customers as the different industries come and go, but overall we have developed some deep relationships with customers and their businesses.” The company enjoys employee longevity, with many staff members recording 10, 15 or more years with BES Supply. Brininstool co-owns the company with his wife Jill Holt, who serves as vice president and takes an active role in the operations side of the business. Their son Tanner Holt joined the company two years ago, and Brininstool is grooming him to take over the reins someday. None of the employees joined the team with previous knowledge in the different specialty industries the stores cater to, but thanks to an intensive training program, they have the knowledge to serve those customers. When they first start, all employees spend two weeks in the warehouse, learning what products the stores carry and gaining an understanding of the way the company has diversified its offerings over the years. “I didn’t know retail or hardware when I came, and many of our employees didn’t either, so over the years we’ve developed our training programs to provide a comprehensive learning experience,” Shoemaker says. For the employees at BES Supply, being able to serve customers well comes down to product knowledge. Shoemaker says customers often call products by different names than the employees do, so she trains employees to ask plenty of questions to figure out what a customer needs, and even ask for a photo if they still aren’t clear on what a customer is looking for. “We really try to go the extra mile to help the customer find what they need,” she says. “There is definitely a

Many of the employees at BES Supply have been with the company for 10 years or more and enjoy the family-like atmosphere and support of the management staff.

Every new employee spends two weeks in the warehouse to learn as much as they can about the different specialty industrial, mining and safety products the company sells.

Continued on Page 34

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