case studies

SITUATION

For many years, the owner of Jerco has accumulated valuable experience in the field of kitchen cabinets. Jerco, the name of this new company, has established itself as the new force in kitchen cabinets in the Canadian hardware market. 

SOLUTION

Establishing a presence in Canada's hardware stores was no small feat for Jerco, as the company faced major challenges and obstacles. The workload was daunting, but thanks to a dedicated team and a clear vision, Jerco and Davidson Sales & Marketing were able to turn these challenges into opportunities. The key to this success lies in the expertise accumulated over the years. Jerco and the Davidson team have been able to draw on this experience to pool their strengths, anticipate market needs and develop appropriate products and services. 

RESULTS

Today, Jerco is more than just a company; it has established itself in numerous hardware stores across Canada. Jerco continues to move forward with confidence, ready to take on new challenges and write the next pages of its remarkable history.

SITUATION
Plastica Panaro is a reputable Italian manufacturer of rugged plastic tool cases. Sold mostly on line by Pelican, they wanted to enter stores in 2015.

SOLUTION
We presented the unique Plastica Panaro case to Canadian Tire and how to approach creating a whole new toolbox category presently unavailable in mass retail.

RESULTS
Canadian Tire saw the market potential and the opportunity to offer the cases under their MAXIMUM brand as a premium toolbox. The product is set to launch in the spring of 2015 with great expectations.

SITUATION
Limited access to Scaffolding, solely sold at rental centers and specialty dealers.

SOLUTION
Introduced Scaffolding as an integral part of the climbing products category (Formerly known as the “ladder category”) to the retail hardware and LBM market. In 2005, we introduced the Metaltech telescopic ladder which generated immediate success and listings with most major retailers in Canada. Since then, it has enjoyed triple digit growth.

RESULTS
The category is now listed with all major retailers in Canada as stock items, enjoying a 90%+ market share with listings at Rona, Reno Depot, Home Depot, Canadian Tire, BMR, Timber Mart, ILDC members.

SITUATION
Closet organization was solely purchased from high priced specialty shops.

SOLUTION
We introduced a line of closet organizers and wire shelving so that retailers could tap into this ignored market.

RESULTS
Creation of the closet organization category for the hardware and LBM channel.

SITUATION
Sand paper was sold as single items making it hard to merchandise and even harder to upsell to better quality products.

SOLUTION
Being fully integrated with their manufacturing, package printing and merchandisers making capabilities under one roof, Ali Industries has the best offer for the retail hardware and LBM channels.

RESULTS
Through long-time relationships coupled with flawless in-store execution, we were instrumental in securing, maintaining and renewing multi year contracts for both the tool and paint departments for all Rona banners.

SITUATION
Durabuilt is a mid-sized shed manufacturer based in Albury, Australia. Known for building quality steel sheds (heavy steel) and having good market shares in Australia, they wanted to expand into other commonwealth countries and saw Canada as a prime target.

SOLUTION
We used our relationships with our clients to present them with this opportunity and present them the distinctive advantages of the product compared to the competition (Arrow)

RESULTS
We have been able to secure some major listings for the 2015 season at Lowes Canada and BMR. The line-up will include sheds designed for the harsh Canadian climates and will offer an industry-best 20-year limited warranty.

SITUATION
Fellowes Canada is a leader in the manufacture and supply of office products like shredders and laminators and their portfolio of products can be found at most office supply outlets. They own several brands in the document storage space with Bankers Box being the strongest. In 2014, Fellowes had developed a new line of “Aeramax Air Purifiers” and were having a hard time breaking into the brick and mortar Hardware Home Improvement Space.

SOLUTION
A detailed market analysis determined that although several outlets are selling Air Purifiers, there are only a couple of retailers actually doing a good job of it. Through focussed presentations we met with key retailers.

RESULTS
Canadian Tire, Canada’s largest retailer in this segment, and BMR, a group of 350 LBM retailers, will be carrying the new AeraMax Air Purification units starting in the spring and fall of 2015.

SITUATION
DumaLock, a Belgian manufacturer, was looking for North American representation to sell their PVC ceiling and wall covering systems in the Canadian market.

SOLUTION
Through our relationships, we were able to secure and launch a Canada-wide program at Rona imported directly from Belgium. We supported this effort with a successful marketing campaign, store training and excellent store execution.

RESULTS
The program is showing excellent sell through.

SITUATION
Newly acquired by an entrepreneur, and with minimal sales the prior year, Jig-a-Loo needed to boost its presence at store level on a Canada-wide basis.

SOLUTION
Within 18 months of working with all of the major Canadian hardware retailers and mass merchants, we were able to execute an aggressive marketing plan. We secured advertising, secured new listings where the product was not sold, increased SKU count assortment in existing customers, secured shelf and off-shelf space to maximize the effectiveness of the advertising campaign and marketing plan.

RESULTS
We effectively multiplied sales by a factor of 5 in the period of involvement.

SITUATION
With very good distribution in the Architectural hardware channel Schlage had no distribution in the retail hardware and LBM channel. At the time, Wiser Lock dominated the market.

SOLUTION
With minimal sales prior, we introduced Schlage’s retail visual pack to Home Center, DIY and Big-Box Stores in Quebec through in-store training and intensive servicing.

RESULTS
Schlage rose to second place in market shares by the end of our contract.

SITUATION
3M created a line of non-toxic paint and varnish remover and wood refinishing as an alternative to paint removers made from harsh chemicals.

SOLUTION
In 1989, we introduced the 3M Wood Refinishing System in Quebec and the line was sold to all major retailers and wholesalers’ accounts in the province.

RESULTS
Achieved close to 100% distribution at launch time.

SITUATION
Market was dominated by low-end two handle faucets and by notoriously leaky and hard to maintain single leaver ball type faucet brands.

SOLUTION
Introduced Moen single lever faucets in the Province of Quebec.

RESULTS
With no sales prior to our involvement, we reached the number one market share position for single lever faucets in the Province of Quebec by 1989, with 100% of the main hardware and LBM retailers stocking the brand.

SITUATION
In the 70’s, workers who wanted leather tools and nail pouches had to have them custom made by their local shoe repair shop.

SOLUTION
Introduction of application specific tool pouches made of fabric or leather to hardware retailers that could be merchandised on their shelves.

RESULTS
Achieved a high distribution percentage with most industrial, hardware and LBM distributors and wholesalers of the time.

SITUATION
In the 70’s, high end patio furniture was sold in specialty boutiques. Mass merchants and hardware retailers only sold OPP low end folding chairs.

SOLUTION
Introduction of a luxurious high-end patio furniture line at affordable price levels to the hardware and mass merchants channel.

RESULTS
Optimized transaction value and growth of the outdoor living category.