Strategies_Spring_2025

HARDLINES Strategies

DISTRIBUTING RETAIL PROFITABILITY

SPRING 2025, VOL. 25, 1

Determination Wins Out for an Oil Field Supply Company Pursuing Excellence Also in This Issue

Spring Into Deals at the Blish-Mize Buying Market Blish-Mize Warehouse Manager Re ects on Military Service Helping Him Serve Customers

2 Fall 2017 • Hardlines Strategies

COME SEE US AT BOOTH # 209

THE PRESIDENT’S REPORT

Serving Our Customers T his year promises to be one of growth and transformation for our country. The hardware industry is also undergoing remarkable changes, bringing challenges and opportunities to independent retailers like you. As markets shift, competition evolves and tariffs are a topic of discussion, one thing remains constant—the importance of trusted partnerships. At Blish-Mize Co., we have proudly served the hardware industry for over 150 years, providing the products, expertise and unwavering support independent businesses need to succeed. Staying independent and thriving requires adaptability; we can do that at our size. We strive to be your partner, working alongside you to meet your daily, monthly and yearly business goals and exceed your expectations. It’s a challenge, but our deep understanding of the industry and our long-standing history, position us to help you confidently navigate change. As proof of our success, we’re excited to share two inspiring customer profiles highlighting independent retailers’ ingenuity and adaptability. These stories showcase remarkable achievements in two vastly different regions, each catering to unique customer audiences. We also want to take a moment to celebrate the incredible strides women are making in the hardware industry. Across the country, women are leading the charge as successful retail store owners, managers and innovators, bringing fresh ideas and perspectives to a field traditionally dominated by men. Their stories of resilience, creativity and dedication not only inspire but also demonstrate the boundless potential of independent hardware businesses, no matter who you are. At Blish-Mize, we understand the unique challenges you face. We are here to ensure that your business thrives, regardless of the uncertainties in our industry. Your success is our mission; together, we can continue building the future of independent retail. Lastly, we’re excited to invite you to join us at our Spring Market, March 20–22, 2025 , where we will showcase the latest products, programs and strategies to help you stay ahead in this dynamic environment. This event is not just about inventory ; it’s about connection, innovation and building a stronger future together (and also great food)!

Contents Service Center . . . . . . . . . . . . . . 2 Featured Products . . . . . . . . . . 4 Spring Market Preview . . . . . 10 Reset . . . . . . . . . . . . . . . . . . . . . . 16 Starr Lumber Customer Profile . . . . . . . . . . . 18 Iron Horse Supply Customer Profile . . . . . . . . . . . 24 Moody’s Hardware Operations . . . . . . . . . . . . . . . . 32 OSHA Guidelines VendorVignette . . . . . . . . . . . 36 Spec Ops Tools Blish-Mize Inside . . . . . . . . . . . 38

On the Cover The team at Iron Horse Supply in Odessa, Texas, has built the operation from a small garage to a full service store, fulfilling orders across West Texas.

Advertising Information Hardlines Strategies is published twice every year by Blish-Mize. Copyright 2025. 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 Chairman and CEO jonathan@blishmize.com

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

Hardlines Strategies • Spring 2025 1

SERVICE CENTER

Getting Online A s Blish-Mize strives to bring its stores into the 21st century with its updated Market App and newly announced partnership with New Media Retailer, it’s important to think about what you should have on your website to best serve your customers and make your website work for you.

The North American Hardware and Paint Association conducted its 2024 Independent Home Improvement E-Commerce Study , where 187 independent home improvement retailers representing over 600 storefronts gave insights into how they approach e-commerce, digital marketing and how they grow their online presence. See what top features and information retailers have on their websites and make sure when it’s time for your store to build its website, you have these to help better serve your customers.

97.0%

Store hours

76.0%

Business history

92.8%

Categories offered

86.2%

Services offered

9.0%

Service appointment scheduling

84.4%

Contact form or email address

29.3%

How-to information for projects

Additional content about projects, services or general interest topics Promotional and marketing materials for the store or categories Links to business social media accounts Access to loyalty programs or information (through customer portal) Access to loyalty programs or information (no customer portal)

31.1%

52.7%

55.7%

22.8%

18.0%

23.4%

Product pricing, but not e-commerce

Other responses included: Photos of products, commercial account log-in, wholesaler catalogs and job openings

31.1%

Real-time inventory levels

10.8%

Other

10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

2 Spring 2025 • Hardlines Strategies

Booth # 740

FEATURED PRODUCTS

Spring 2025 Selections Check Out These Top Vendors and Products This Season

Coat Hooks The Double Coat Hook from National Hardware is a surface-mounted hook for clothes, bags and more. Available in matte black and three alternative finishes, this coat hook is also matched by National Hardware’s Lifespan Limited Lifetime Warranty. National Manufacturing national-hardware.com

Outdoor Cooler The 20 Quart Cooler from Olympia Tools keeps ice frozen for up to five days. It features durable T-handle latches to keep the lid closed and a stainless steel handle with foam grip for comfort. It can hold up to 16 cans with ice and has a bottle opener, two built-in cup holders and a fish ruler on the lid.

Olympia Tools olympiatools.com

Drain Strainer The 130 Series Shower Drain Strainers from Oatey are available as snap-in or screw-in configurations and can be used in tile or marble showers, where a shower pan liner is used. Both round and square style options come in a variety of sleek designer finishes, offering a decorative finish to any shower drain installation. These strainers are made of durable stainless steel and are easily removable for cleaning. Oatey oatey.com

Oscillating Blades Arrow Fastener’s oscillating blades are manufactured with state-of-the-art technology to ensure a sharp, durable edge. Arrow’s blades deliver a blend of performance and price and are made for DIYers and pros.

Arrow Fastener arrowfastener.com

4 Spring 2025 • Hardlines Strategies

FEATURED PRODUCTS

Septic Tank Cleaner Air-O-Paks from Roebic are water-soluble packets of concentrated bacteria for use in aerated septic systems, package systems and other aerated wastewater systems. The bacteria in the packs digest protein, fat, oil, grease, soaps and chemicals found in cleaning products. Each bucket contains four packets. Roebic Laboratories roebic.com

Craft Soda Frostop Diet Root Beer is an award-winning craft soda. Brewed in small batches at 36 degrees, this soda is caffeine and gluten-free and has used the same ingredients and brewing process since 1926. Frostop Frostop.com, blee.frostop@gmail.com or (614) 580-7063

Toilet Valve Kit The Fluidmaster Universal PerforMAX Fill Valve and 2- and 3-inch Super Flapper kit is designed as a universal toilet kit, fixing noisy, running toilets. The kit includes the PerforMAX fill valve that can fit every sized toilet bowl, along with the universal flapper. Both the flapper and fill valve can be adjusted to control water usage. Fluidmaster fluidmaster.com

Wood Stain The water-based wood stains from General Finishes come in over 30 colors and contain no forever chemicals. These wood stains are low-odor, low-VOC, can be cleaned up with water and are noncombustible. These stains are formulated with more than 50% renewable resources from sustainable materials.

General Finishes generalfinishes.com

Hardlines Strategies • Spring 2025 5

FEATURED PRODUCTS

Vinyl Flooring The vinyl flooring from Brokering Solutions is waterproof, 8-mm thick and has an embossed finish. Covering 29.92 square feet per box, this flooring comes in five stylish designs and features an extra-large plank size with V-groove edges and Embossed-In-Register (EIR) detailing. This flooring also features an attached IXPE foam pad for increased sound absorption and comfort. Brokering Solutions brokeringsolutions.com or ben@brokeringsolutions.com

Garbage Disposal Cleaner The K-27 Garbage Disposal Cleaner from Roebic cleans drains and neutralizes odors. Each bottle contains multiple treatments, is safe for all pipes and is environmentally friendly. Roebic Laboratories roebic.com

Booth # 222

6 Spring 2025 • Hardlines Strategies

FEATURED PRODUCTS

Wood Stain The Quick Seal from Valspar is a semi-transparent stain available in three colors—pecan, dark walnut and natural cedar. This stain is available in 1- or 5-gallon sizes, is easy to apply and maintain and resists cracking, chipping and peeling. Valspar valspar.com

Caulk Gun The SILIGUN Pro Compact 4-inch is a lightweight, drip-free caulk gun with a patented design made of aluminum. The gun has a built-in antidrip feature that fits all 10-ounce cartridges. Siligun siliguns.com

Hardlines Strategies • Spring 2025 7

FEATURED PRODUCTS

Universal Toilet Flapper The Fluidmaster Universal 2- and 3-inch Super Flapper is a universal toilet flapper that fits all toilet sizes. The flapper is easy to install and can adjust to set water use per flush. This kit also comes with a 10-year warranty. Fluidmaster fluidmaster.com

Irrigation Timer The B-Hyve Smart Irrigation Controller is made for underground sprinkler systems and lets users control their water systems from a wall-mounted control panel or its integrated smartphone app. Orbit orbitonline.com

-

# 647

8 Spring 2025 • Hardlines Strategies

BBoooot thh ## 334400

MARKET PREVIEW

Shop the 2025 Blish-Mize Spring Buying Market and connect with vendors, other retailers and the Blish-Mize team on the show floor and at market events.

Sky-High Savings The Spring Buying Market Is Your Ticket to Great Deals I n the age of AI and technological advancements, Blish-Mize is releasing its own App Improvement At the last spring market, attendees were able to make purchases and take advantage of market deals and show-only specials through the convenience of their smartphones. Blish-Mize marketing director

market much easier because they could scan and order, instead of using paper.” Kane says as the industry becomes less reliant on physical forms of ordering, updating the Buying Market App and making it user-friendly was something she wanted to make sure was done before the next market. “I know we’ll never be fully paperless, but if we can make ordering online, finding vendors and learning about upcoming promotions easier, it’s worth it,” Kane says.

innovations. From Buying Market App improvements to e-commerce opportunities, dealers will be able to buy and sell online. See what digital improvements Blish-Mize is making for 2025 to help you better serve your customers.

Cindy Kane says her team has made major improvements to the Buying Market App for the upcoming Spring market. “We received great feedback from the previous market,” Kane says. “A lot of customers said it was the greatest thing they’ve ever seen and it made their time at the

10 Spring 2025 • Hardlines Strategies

MARKET PREVIEW

Between the fall and spring market in 2024, the number of Buying Market App users doubled, and Blish-Mize vice president of sales and marketing Clay Uhrmacher expects the Buying Market App to become more widely used at the upcoming spring market. Kane says the Buying Market App has been updated with broadened search, a scan button, enhanced directory, item count and an easier checkout. One aspect of the Buying Market App customers should be aware of as they make plans for purchasing at the spring market is the Sponsor Deals. By sponsoring the Buying Market App, the participating vendors have an opportunity to bring more traffic to their booth. Once the customer meets the requirement for the booth, they will then scan a QR code which will automatically check the vendor off of the game. Before the market closes on Saturday, customers must visit the Sales and Marketing booth to receive their tickets earned by visiting and completing the tasks at the sponsoring vendors booths. Tickets earned will be entered for a chance to win $1,000. Drawing will be held at 11:05 a.m. on Saturday. Ahead of the market, Uhrmacher says customers can build their orders in the Buying Market App, giving them more prep time so they can focus on walking the show floor while attending the market. “Customers can start getting their orders into their carts on the Buying Market App, then once they check into the show,

Explore Additional Market Programs

Assortment Avenue Visit Assortment Avenue for popular assortments and merchandising tips for appealing displays.

Aisle Openers Explore endcap and impulse displays from stocking and non-stocking vendors.

Interactive Sponsoring Vendor App Game Visit sponsoring vendor booths to learn how to qualify for an exclusive prize ticket .

Sponsor Event To join the Thursday and Friday night drawings, visit sponsoring vendor booths and ask how you can qualify for the chance to win a prize drawing.

Browse Market-Only Opportunities Stop by these areas at the Spring Buying Market to discover new products, merchandising strategies and market-only deals.

Surprise Buys Get mystery deals on special products from 8-11 a.m. and stay for the Surprise Buys drawing Saturday at 11:15 a.m.

Market Coupons In-person attendees get access to market coupons for exclusive deals. ShowStarters Spiffs will be paid from 4-7 p.m. Must buy 8 of 16 for $50 or all 16 for $100. There will be no drawing.

Traffic Builders: Stackout Event

Explore 68 heavily discounted product stackouts on display.

Market Attendee Terms Attend our Spring Buying Market and receive a 4% cash discount and 60-day terms on all market warehouse purchases. Spend $6,000+ in market warehouse purchases and double your dating. Ask your Blish-Mize sales representative for complete details.

they’ll be able to send their orders from their phones,” Uhrmacher says.

Hardlines Strategies • Spring 2025 11

MARKET PREVIEW

Marketing Services Email Marketing Get Online With New Media Retailer partnering with Blish-Mize, customers now have access to these services to propel their business online and will be able to learn from sales manager Derek Hughes at 1:30 p.m. on Friday. Website Options E-Commerce

Includes product database, POS inventory integrations, site management, monthly updates, blog content, local SEO and analytics. Informational Website Includes the e-commerce website options but disables the cart function. Pricing can also be hidden.

Expand and manage your email marketing campaigns, sending two e-blasts per month. Email Marketing Plus Same offerings, but with four e-blasts per month. Social Media Marketing Assistance in consistently posting on Facebook with 15-20 posts per month. Google Ads Management Help optimize your Google ad campaigns to maximize return on ad spend. Select up to three

campaigns per month. Rental Catalog Add-On

Build your own rental catalog, add your own rates and allow customers to request availability of rental items.

12 Spring 2025 • Hardlines Strategies

MARKET PREVIEW

E-Commerce Implementation Blish-Mize is connecting its dealers with New Media Retailer, a website development partner that will assist stores in enhancing their e-commerce functionality, updating existing websites, or creating entirely new ones. “New Media Retailer not only offers e-commerce capabilities, but they can also build your Google Profile Management to make your store a one-stop-shop,” Kane says. Uhrmacher says New Media Retailer offers website creation at a reasonable price for customers and hopes stores participate in the e-commerce push, all while connecting to the store’s point of sale system to sell the products they carry. For customers who implement e-commerce in their store, Uhrmacher says for now, the program will only allow users to order online and pick up their products in-store but eventually will be able to offer deliveries. “A lot of our customers have websites and it takes a lot of time to keep them updated, so we hope this partnership makes it easier to keep websites fresh and up to date,” Kane says. Kane says the e-commerce program takes around six to eight weeks to get stores fully set up. New Media Retailer also assigns a customer service representative to each store who will help keep their website up to date and fresh. Interested stores may contact their Blish-Mize sales representative.

Hardlines Strategies • Spring 2025 13

MARKET PREVIEW

Download the Apps Use the Blish-Mize and Blish-Mize Market apps to help you make the most of your time at the market. Read more about updates to the Market app on Page 10.

Blish-Mize App • Browse the Blish-Mize product catalog • Place orders from your smartphone or tablet • View updated product and

Market App • Place orders • Scan products to access product information or place orders • View the Buying Market Schedule • Review Market Program information • Access the vendor directory and see Market Specials • Track orders, spiffs and prize tickets

BLISH MIZE APP

MARKET APP

inventory information, scan UPC barcodes and see your personalized purchase information

The apps are free to download on iOS and Android devices. Search “Blish-Mize” in your app store to download the apps and plan your market experience.

Booth # 240

14 Spring 2025 • Hardlines Strategies

MARKET PREVIEW

Market Schedule

THURSDAY 4-7 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . MVP Event Deals, spiffs, food and drinks 4-7 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ShowStarters Huge discounts on individual items 4-6:30 p.m. .................................... Sponsor Event Exclusive prize drawings at 6:45 p.m. All Show Hours . . . . . . . . . . . . . Traffic Builders: Stackout Event FRIDAY 8 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Opens 8:30 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . Advertising Workshop Bring your laptop 10:00 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Business Workshop 12 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Lunch 1-4:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Plinko 1:30 p.m. . . . . . . . . . . . . Website & E-Commerce - New Program New Media Retailer Seminar - Derek Hughes Navigating Store Safety and OSHA Regulations - NHPA - Scott Wright

2-4:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Sponsor Event Exclusive prize drawing at 5:15 p.m. 5 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Cash & Prize Drawings 5:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Closes 5:30-7 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . Dinner & Entertainment SATURDAY 8 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Opens 8-11 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Surprise Buys Huge discounts on individual items 11:05 a.m. . . . . . . . . . . . . . . . . Buying Market App Prize Drawing 11:10 a.m. . . . . . . . . . . . . . . . Buying Market App Order Drawing Place an order on our Buying Market App and receive one prize drawing ticket for a chance to win $500 11:15 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . Surprise Buys Drawing 11:20 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . Cash and Prize Drawings 11:30 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Closes

Hardlines Strategies • Spring 2025 15

RESET

Although Starr Lumber has gone through multiple resets, the English Tudor facade has remained.

Refreshed and Ready Store Reset Elevates Customer Service at Starr Lumber

S tarr Lumber, with four when Wilson Worth Starr founded the company. Current president John Ryerson left a career in commercial banking 20 years ago and took over his family’s business, expanding the company beyond the original location in Alva, Oklahoma. locations in Oklahoma, has been in business since 1909,

Starr Lumber’s Alva location has grown exponentially since its inception, expanding into neighboring buildings and featuring an updated facade to match the English Tudor style unique to the area. When Ryerson joined the company, he was immediately thrust into a reset of the Alva location. Since its last redesign in the early 2000s, Ryerson has led minor renovations. “Blish-Mize was instrumental in our most recent reset,” Ryerson says. “We did major renovations. We moved fixtures around, painted the walls and stripped the floors. It was significant.” Ryerson credits Janet Elias, Blish-Mize regional sales manager, as one of the most important parts of the recent multi-month renovation. “Janet was very involved,” he says. “She’s a very hands-on leader and she had a great deal to do with

16 Spring 2025 • Hardlines Strategies

RESET

how our store looks now. There isn’t an aisle in our store she didn’t touch.” Like any other store that has been around for decades, Ryerson says the Alva store needed the new reset. “Sometimes you have to refresh and present a new look to your customers,” he says. “People need to see something different. Change can be good. I think our old layout was stale.” Ryerson says Blish-Mize was a great partner during the redesign by helping the staff see what products on their shelves had been stagnant and sharing trending products in the industry that could be successful at the store. “If you look at every aisle, there are several products we would’ve sold a lot of 10 or 15 years ago but aren’t moving as much today,” he says. “This is where we partner with Blish-Mize to find out what they’re seeing move throughout their multi-state area.” Many of Ryerson’s customers have been shopping at his store for many years, and making a big change that would affect how they shopped was something he thought of throughout the renovation. Although they were already doing so, Ryerson made sure his employees were able to direct their customers to the redesigned areas in the store where their go-to products are located. “A lot of people liked the change, and they liked our refresh,” Ryerson says. “We understand that it can be frustrating for some people who are used to going to the same spot for the last 20 years to go through change, but we made sure our employees were a big help in helping them find what they needed in the new space.” Ryerson says the larger amount of products they can now stock will allow them to serve their customers more effectively. “We’re stocking more items people want and getting rid of old inventory, making the store look much cleaner,” Ryerson says. “Having a store that’s easy to shop is a key to customer satisfaction.” “Janet was very involved. She’s a very hands-on leader and she had a great deal to do with how our store looks now. There isn’t an aisle in our store she didn’t touch.” —John Ryerson, Starr Lumber

Starr Lumber’s store reset brought a new lighting aisle layout and products to the store to better serve customers.

Hardlines Strategies • Spring 2025 17

CUSTOMER PROFILE

Iron Will

Supply Company Overcomes Struggles, Sets Focus on Customer Service

Iron Horse Supply owners Manny and Cecilia Morales celebrated the building of their first official standalone storefront and warehouse in 2023.

I n 2014, Manny Morales and his wife, Cecilia, launched Iron Horse Supply in their garage in Odessa, Texas, with a clear mission: prioritize customers above all else. Starting with essential job site supplies like degreasers, hand cleaners and rope, the business has grown into a trusted one-stop shop for safety, industrial, construction, pipeline and welding supplies.

“I’m not that type of person,” Manny says. “If a customer walks into my store and asks for something I don’t carry, I never say no. If I can find it, I’ll get it to them. Following through on promises is how you win loyalty.” With this philosophy in mind, Manny and Cecilia transformed their garage into a makeshift storage and fulfillment center, laying the groundwork for their business. The early days were challenging, but Manny’s passion for serving his customers kept him focused.

Over the past decade, their unwavering commitment to exceptional customer service has been the cornerstone of their success. Manny’s entrepreneurial journey began with frustration over poor customer service in the supply industry. Immediately after high school, he worked at a local industrial supply warehouse where customers’ needs were often dismissed. Management regularly refused to source products or direct customers elsewhere, an approach Manny couldn’t accept.

18 Spring 2025 • Hardlines Strategies

CUSTOMER PROFILE

“Starting our business in our garage was a blessing, but also stressful,” Manny says. “You have to love what you’re doing because if you don’t, it’ll swallow you up and spit you right back out.” At multiple points in Manny’s journey, he could’ve quit. From a lack of space in his home to a storefront flooding, he faced many challenges, but never gave up. “I’m a huge believer in not rushing anything,” Manny says. “Most of the time, if you rush into something, it’s not going to turn out right.” The first few years brought a whirlwind of growth and hard lessons. Initially selling small items like rags and WD-40, the Morales’ quickly outgrew their garage. Moving into a small storefront seemed like the next logical step, but disaster struck when record rainfall in 2013 flooded the space, destroying thousands of dollars of merchandise. “I learned my lesson,” he says. “That was the day I told my wife we’re going to pray about everything we do from now on, and I’m going to make sure I listen.” Despite setbacks, Manny persisted. A family friend soon provided a rent-free space for them to work in, giving the business room to grow. Along with the growth, and in line with Manny’s mission to never say no, his customers began asking for traditional hardware store products, which led him to find Blish-Mize. “Starting our business in our garage was a blessing, but also stressful. You have to love what you’re doing because if you don’t, it’ll swallow you up and spit you right back out.”

—Manny Morales, Iron Horse Supply

When employees reach employment milestones, Iron Horse Supply owner Manny Morales gifts them a customized belt buckle, a common fashion accessory in West Texas.

Hardlines Strategies • Spring 2025 19

CUSTOMER PROFILE

“Blish-Mize is truly a partner,” Manny says. “They’ve been a big highlight of our success.” Manny says Blish-Mize’s group of vendors has been one of his favorite aspects of working with the company. “Blish-Mize really made it possible for us to expand our business, expand our product selection and first and foremost, offer more to our customers,” Manny says. Manny highlights Joey Wildeman, his sales representative, as one of the people at Blish-Mize who’s aided him in his success. “There’s nothing I won’t ask him that he won’t do or try to do for us,” Manny says. “If our customers are looking for a product, I’ll ask him and he always calls me back, whether he can find it or not. He’s been an amazing asset to us.” By 2018, Iron Horse Supply moved into its first brick-and-mortar warehouse. Five years later, in late 2023, the business celebrated a major milestone—the opening of a 12,000-square-foot facility.

When building his warehouse, Iron Horse Supply owner Manny Morales underestimated the amount of shelving needed and added multiple levels of shelving for more product.

ScotchBlue Original Painter’s Tape is the tape that DIY painters and pros have loved for more than 30 years. Safe on multiple types of surfaces and can stay on for up to 14 days and then removes easily without leaving any sticky residue behind and is UV and sunlight resistant.

VISIT booth #123

20 Spring 2025 • Hardlines Strategies

CUSTOMER PROFILE

The delivery drivers at Iron Horse Supply transport over 60 orders daily, with some traveling as far as three hours away.

Stop by Booth # 605

Hardlines Strategies • Spring 2025 21

CUSTOMER PROFILE

When building his business, Iron Horse Supply owner Manny Morales wanted to add a storefront for customers needing smaller amounts of product.

751

22 Spring 2025 • Hardlines Strategies

CUSTOMER PROFILE

“People ask me all the time if I’m ever going to stop selling and my answer is always no because my customers are my customers,” Manny says. “I am where I am because of my customers. You never know when things can take a turn for the worse. One day I’m here and the next day, I’m asking my customers for a job.” Celebrating 10 years in business, Manny reflects on the company’s growth while maintaining its founding principles. “We treat the customer buying $50 worth of supplies the same as the one placing a $5,000 order,” Manny says. “Every customer is offered water, snacks and, most importantly, personalized attention.” Manny attributes Iron Horse Supply’s success to the relationships he built early on and his refusal to turn customers away. “Our customer service is out of this world,” Manny says. “We bend over backward for our customers and make sure they know we’re out there getting what they need, whenever they need it.”

Iron Horse Supply owner Manny Morales never turns down a sale. If he can secure the product, he’ll make the sale.

YOUR PARTNER IN PAINT. Grow your business with a partner who gets results. PPG has the product selection, color resources and project expertise you need to achieve success. VISIT US AT BOOTH 646 The PPG Paints Logo is a registered trademark of PPG Industries Ohio, Inc. Ultra-Hide, Manor Hall and Wonder-Tones are registered trademarks of PPG Architectural Finishes, Inc. © 2025 The Pittsburgh Paints Company. All Rights Reserved. PG_1611429_DL

Hardlines Strategies • Spring 2025 23

CUSTOMER PROFILE

Driven to Succeed

How Moody’s Hardware Is Bringing Hardware to a Small Town

Moody’s Hardware owner Shiloh Little and her family broke ground on their building together.

These trailblazers bring entrepreneurial prowess and a fresh perspective on customer service, humor, engagement, and innovative business practices. As you delve into this store and ones in future issues, you’ll find tales of resilience, ingenuity, and collaboration. These women are building more than businesses—they’re building communities and legacies. No matter who you are, we can all agree that leadership in hardware is about grit, vision, and the ability to adapt in an ever-evolving industry.

Having more women in our industry fosters a diverse range of perspectives, driving communication and creativity. Retail can be challenging—we know the demands of balancing long hours with family, friends, and the rest of life. Through our interviews with these leaders, we discovered their remarkable ability to multitask while fostering a strong sense of community through their dedication and adaptability. Let the success stories on the following pages and in future issues inspire you as they have inspired us.

FOREWORD BY BLISH CONNOR

R etail hardware life and a vital thread in our American fabric, has seen a shift as more women step into owner and leadership roles. store ownership, a cornerstone of local

24 Spring 2025 • Hardlines Strategies

CUSTOMER PROFILE

Spring Hill is a modest town in eastern Kansas, and for over 50 years, it didn’t have a hardware store. The closest place residents could shop for nuts, bolts and anything else needed for home renovations was a big-box store 20 minutes away, an inconvenience Moody’s Hardware owner Shiloh Little dealt with herself. During 2020, as the world shut down because of the COVID-19 pandemic and people were stuck in their homes, Little, an elementary school teacher at the time, and her husband spent most of their free time renovating their home. “We got tired of driving 20 minutes each way when we needed something,” she says. “It took a lot of time driving there, spending time combing the aisles and driving back. Not only that, the employees weren’t all that helpful.” Little told her husband they should open a hardware store during their renovation troubles. “After we talked, I ran with it,” Little says. “I posted a five-question survey on a local Facebook page, and within minutes we had an overwhelmingly positive response. The idea snowballed from there.” Little spent time reading people’s comments, noting the products respondents said they would look for in a hardware store. “It was partially selfishly motivated because I was tired of driving to the next town for hardware products,” Little says. “Saving people time and having the staff who could actually help people find what they’re looking for were two big aspects of the business we focused on.”

When building her store, owner Shiloh Little wanted to carry products she needed as a DIYer.

Hardlines Strategies • Spring 2025 25

CUSTOMER PROFILE

Today, Moody’s Hardware carries traditional hardware products but also has a large sporting goods section, where Little says she offers live bait and fishing and hunting licenses. After Little had been open for a few months, she searched for a secondary supplier for her hardware category, leading her to Blish-Mize. “When we were looking, we heard really good information about them and the warehouse is very close to us,” she says. “That’s a huge benefit, and they’re a great fit.” Little’s store also utilizes prime floor space in the front to highlight local vendors, giving them a platform to start selling their products. “When we opened, I made a spot in the front of the store right where people walk in, and every month, we give two or three local artisans that space to sell their products,” Little says. “We give them 100% of the profit.” Little says the small local section in her store attracts a lot of customers. She recognized that operating in a small community meant success would depend heavily on local support.

The first section customers see in Moody’s Hardware is stocked with local products from multiple vendors that includes young children to retirees.

Booth # 706

Booth # 142

,

26 Spring 2025 • Hardlines Strategies

Black & PMS 165

Saberdrive Deck & Saberdrive Platinum Structural Screws Mini Mobile Cart Display #19112 Dealer Cost: $1,069.48 Cash Spiff: $150.00

BuildRight Nails 1lb. & 5lb. Box Display Part #19224 Dealer Cost: $1,504.58 Cash Spiff: $225.00 Black & PMS 165 Black & Process Orange 74M, 95Y

TM

Threaded Rod Floor Display Metric & Stainless Part #19267 Dealer Cost: $1,792.38 Cash Spiff: $200.00

4’ ProjectMaster Display Part #19268 Dealer Cost: $1,302.00 Cash Spiff: $200.00

Black & Process Orange 74M, 95Y

Open stock orders that meet prepaid freight of $350 or more receive a 5% Cash Spiff. All show orders of $500 or more receive 90 days dating. Ask about our Hy-Ko Brands Show Specials BOOTH #440

®

SaberDrive Impact Driver Bits Display Part #19199 Dealer Cost: $107.70 Cash Spiff: $20.00 ®

TorqueMaster Black Concrete Screw Display Part #19262 Dealer Cost: $1,260.20 Cash Spiff: $200.00

Ph:800.444.7313 f astenerconnection.com

CUSTOMER PROFILE

“Our customers are truly the best,” Little says. “They’re patient and understanding when we operate like a smaller business but and they consistently choose us first before turning to big-box stores.” Since Little didn’t come from a hardware background, she learned how to persevere in getting a business off the ground through other avenues, including founding the Children’s Stroke Foundation of the Midwest. She started her foundation in 2017 after her son, Jace, experienced a stroke in the womb multiple weeks before his expected due date. “When he was born, our doctors told us he would never walk or talk, and yet, here he is,” Little says. “He’s 12 years old and doing everything that a typical young boy would do. From this experience, I learned that nobody can tell you what to do. The determination I learned through this helped me not give up when starting my business.” From pregnancy complications to construction woes to customers not taking her seriously, Little overcame many challenges before starting her business.

Moody’s Hardware owner Shiloh Little plans to make her foundation a part of her store’s community involvement.

Booth # 510

28 Spring 2025 • Hardlines Strategies

CUSTOMER PROFILE

Your Store as a Community Platform

A couple of years after Jace was born, Little decided she wanted to do her part to support other families experiencing pediatric strokes and planned a local 5K race to support the only prenatal stroke organization in the country, based in Texas. After three years of hosting her 5K, Little received a message from another mom in her area, Sara Mitchell, saying her daughter Sadie also had a stroke in the womb. That message eventually turned into a friendship and then their foundation, the Children’s Stroke Foundation of the Midwest. “We filed our paperwork in 2017, and since then, we’ve done one or two fundraisers a year and donated the money to a local children’s hospital,” Little says. “Our foundation also provides support to local families and connects with them to make sure nobody walks through this journey alone.” Currently, Little’s store has posters and informational flyers posted but in the future, she hopes to use her store’s platform and community support to bolster her foundation and help more families in the Midwest. “May is Pediatric Stroke Awareness Month, and I think my store would be great to help spread awareness and continue to support this cause,” Little says.

When Shiloh Little, owner of Moody’s Hardware, was pregnant with her son, Jace, who is now 12, he experienced multiple strokes in the womb. Jace then stopped moving, prompting an emergency induction over three weeks earlier than he was scheduled to be born. “When he was born, he would have these episodes where he would stop breathing and they couldn’t figure out what was causing these episodes,” Little says. “Now I know that is the No. 1 sign that there has been a stroke.” When Jace was three days old, he was transferred to another hospital in Kansas City, Missouri, to be treated. “I never knew you could have a stroke before you were born, that seems so crazy,” she says. “You think they’re all safe and cozy and they’re not. We were so fortunate that we found out early and were able to treat him.” Little says the part of his brain that didn’t experience the stroke compensated for the part of his brain that did. “When you see my son, most people who meet him have no idea,” Little says. “He definitely has some residual effects, like his left side is weaker, especially in his hand, but we started therapy so early that he’s come so far from when he was born.”

Stop by Booth # 111

Hardlines Strategies • Spring 2025 29

CUSTOMER PROFILE

“I’m not the type of person to back down from a challenge,” she says. “I appreciate a challenge, especially being a woman in this industry. I’m using my store to make change in my community.” Little built her 12,000-square-foot building from the ground up. During construction, she recalls meeting with general contractors who didn’t know she was the owner and wouldn’t tell her much information about how construction was going until her husband got to the site. “People are always going to underestimate you,” Little says. “To any young woman who wants to make a career in this industry: don’t be discouraged. Their beliefs are their problem, you are not the problem.”

Moody’s Hardware carries everything from fasteners to grills and outdoor living accessories.

Booth # 408

30 Spring 2025 • Hardlines Strategies

VISIT BOOTH #539

OPERATIONS

Safety First OSHA Violation Leads Ohio Retailer to Develop Comprehensive Safety Program

A surprise OSHA visit led leadership at Farm & Home Hardware to create a comprehensive safety program for employees.

For Scott Jerousek, a North American Hardware and Paint Association (NHPA) board member who operates three stores in north central Ohio, it was a wake up call that led to the development of a comprehensive safety program for the business and a “safety first” culture among his 130 employees. Administration (OSHA) is on-site for a surprise safety inspection. I t’s a call no retailer ever wants to get— the Occupational Safety and Health

Surprise Visit “I’m out of town and receive a call from one of my office managers saying there is an OSHA inspector on-site for a surprise visit,” Jerousek says. “Of course, my first thought was, ‘Who turned us in?’” Jerousek suspected a disgruntled employee they had let go several days prior was responsible, but the focus quickly shifted to the nature of the violations and what measures they needed to fix. In this case, the surprise visit was related to several forklift safety violations. It started in a store’s warehouse, where employees were using forklifts with a platform attached to get appliances off the upper racks.

Employees would take a forklift up 20 feet and step off and pull appliances onto it, which is something Jerousek says he knew they shouldn’t be doing but hadn’t taken the steps to rectify. The other OSHA citation they received was also related to forklift safety: a Chemical Hazard Communication Standard (HAZCOM) violation where employees were topping off batteries in forklifts with water without wearing proper personal protection equipment (PPE). “You always plan on making changes tomorrow or next week,” Jerousek says. “Then more pressing issues arise, and the safety program upgrades are put off.”

32 Spring 2025 • Hardlines Strategies

OPERATIONS

According to Todd Jensen, director of the OSHA Toledo Area Office, the most common infractions for independent home improvement retailers include: Top 4 OSHA Violations for Home Improvement Stores

Forklift Safety Training The lack of a formal forklift safety training program is the top OSHA violation among home improvement retail stores, including the daily inspections that need to be done for each unit. Chemical HAZCOM Training There are many chemicals used in hardware and paint stores, and anything other than water is going to be considered a hazardous chemical. Be sure team members are trained on the health effects and proper procedures for paint spills and other chemicals that will likely spill at some point and need to be cleaned up.

General Duty Clause These infractions many times include propane filling operations, where there is improper setup or employers aren’t wearing gloves and face shields when they’re filling tanks. Or, if there are devices being used to make adapters for tanks that aren’t approved.

1

2

3

Machine Guarding Most retailers have shop tools, such as pipe threading machines, band saws or bench grinders in the back room, and this equipment has to be properly guarded and shielded.

4

Hardlines Strategies • Spring 2025 33

OPERATIONS

Making it Right Todd Jensen, director of OSHA’s Toledo Area Office, which oversees the region where Jerousek’s stores are located, says forklift violations are the top infraction he sees in the business classification that includes hardware stores, home centers, lumberyards and paint stores. Working with Jensen, Jerousek reduced his fine after swiftly implementing actions to improve safety following the citation. Now the company has a regular protocol for safety checks of parts like turn signals and brakes to ensure vehicle safety when out for deliveries or during store transfers. In the process of becoming OSHA compliant, Jerousek says he learned that there is a greater burden placed on smaller, independently owned operations because they often don’t

fully understand the safety rules we need to adhere to.” Jensen says that consultations are free, with no strings (or fines) attached. “If the employer is willing to fix what’s wrong, that’s usually enough for us,” he says. Focused on Safety The events that led to developing the safety program at Jerousek’s store have changed the company’s mindset around safety in a positive way. But he says it is all for naught if they don’t remain laser-focused on safety moving forward. Overall, he says the experience dealing with OSHA was positive, minus the fine, and that everyone they worked with was professional and helpful. “As a result of everything we have been through this year, we now have a full-fledged safety program, whereas before, it was just a forklift safety program,” he says.

have the comprehensive safety and training resources that larger chain retailers and corporations utilize. “All of us must adhere to the same rules and regulations, and OSHA requires the same safety standards from everyone,” he says. While most business owners relate OSHA to the IRS, Jerousek says his experience taught him that the agency is a great resource to help independent retailers operate safer stores. Jerousek says if an owner wants OSHA to visit your store to do a consultation, they will not fine you for what they find. They will, however, want you to fix anything they see that would be a violation. “We took the jump and spoke directly with our local OSHA office to ask for help and guidance,” Jerousek says. “What we received was an honest, empathetic discussion that helped us to

34 Spring 2025 • Hardlines Strategies

VENDOR VIGNETTE

Meet Rob 6 Questions on Life and Business Growth With Rob Trafford

Strategies (S): Tell us about your history with Spec Ops Tools and Blish-Mize.

S: What excites you most about the future of the independent hardware channel? RT: The community and the people who we work with every day. Everyone we work with is always looking for something new and unique. I love seeing the passion these store owners have for their businesses and how they care for their customers. S: What is your dream vacation? RT: I’d love to go to a beach with my family, sit on the sand and watch the waves roll onto the shore. S: What did you want to be when you grew up? RT: Even though it isn’t an actual career, when I was younger, I wanted to be the starting quarterback for Stanford University. I love college football and John Elway was there when I was a child, so I wanted to be like him. S: What is your favorite product that Spec Ops Tools sells? RT: My favorite tool we sell is our line of levels because each one has a bungee cord and allows you to affix it to any material you’re working on. In fact, I’m installing fence posts around my house, and I can’t wait to use our levels for that reason.

Rob Trafford (RT): I’ve been with the company for 12 years. My current role as VP of sales allows me to grow our brand and product line. We’ve been working with Blish-Mize since midway through 2024 and they have been an amazing partner for us. Blish-Mize was the first wholesale customer to bring our 4-foot planogram to their warehouses. RT: We love telling our story because our company is more than a line of tools—we give back 3% of profits to multiple veteran causes. Additionally, meeting new and existing customers and watching their reactions to our product line is great. In addition to having a very successful Blish-Mize Fall 2024 Market while we were setting up our booth a gentleman came up to us in tears and mentioned how his grandchildren are supported by one of the foundations we support. It reminds you of the impact of we’re trying to make in the marketplace by not just offering a quality product, but by giving back as well. S: What do you enjoy about the Blish-Mize Buying Markets?

Rob Trafford VP of Sales, Spec Ops Tools “We love telling our story because our company is more than a line of tools— we give back 3% of profits to multiple veteran causes.”

Stop by to chat with Rob and see everything Spec Ops Tools has to offer at Booth #452 at the Spring Buying Market!

36 Spring 2025 • Hardlines Strategies