September 9, 2025 • 20 mins
Randy Andes of Randy's Do it Best shares his journey from sweeping floors at 18 to winning the Beacon Award and running four successful hardware stores in Virginia. His story includes overcoming a devastating store fire in 2022, rebuilding in just 100 days, and developing innovative strategies to compete with big box retailers.
• Starting in hardware at 18, working at True Value and American Hardware stores before opening his own business
• Competing with Walmart by scouting their weaknesses and building strategic alliances
• Rebuilding after a devastating fire destroyed their Mount Jackson store to the ground
• Understanding your market's specific needs and being willing to pivot when necessary
• Creating an innovative "train in the moment" employee development system that shares knowledge across all stores
• Working alongside his wife Shirley, whose meticulous approach to operations complements Randy's customer service focus
• Planning for retirement while ensuring a smooth transition to the next generation
For more tools, training, and industry content, subscribe to the Grit Blueprint Podcast and follow us on LinkedIn and other social media platforms. Check us out at gritblueprint.com.
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Randy Andes (00:00):
All of us independent hardware dealers
like to say we compete withservice and we do.
You've got to do more than that.
You've got to scout yourcompetition, identify their
weaknesses, identify theirstrengths and then build some
alliances.
If you can build thoserelationships, they become more
of an ally than a competitor.
Stefanie Couch (00:18):
Something I think most people don't have the
ego check to be able to say,because, at the end of the day,
everyone running thesebusinesses on the local level
they're still people and I thinkwe all want to help our
customers.
You can't have everything andyou can't do everything well, so
figuring out what you do, rockat and then leaning into that is
a great way to really win abusiness.
Randy Andes (00:38):
First of all know your market and then make sure
that market knows you and thenmake sure that market knows you.
Stefanie Couch (00:46):
Welcome to the Grit Blueprint Podcast, the show
for bold builders, brandleaders and legacy makers in the
construction and buildingindustry.
I'm your host, Stefanie Couch,and I've been in this industry
my entire life.
Whether we're breaking downwhat's working in sales and
marketing, new advances in AIand automation, or interviewing
(01:10):
top industry leaders, you'regoing to get real-world
strategies to grow your business, build your brand and lead your
team.
Let's get to work.
Thank you for joining me on theGrit Blueprint Podcast.
I'm your host, Stefanie Couch,and I'm here with Randy Andes
from Randy's Do it Best.
Welcome to the show, Randy.
(01:31):
Thank you.
I'm excited to talk today.
You've been in the hardwarebusiness a long time and last
night you won the Beacon Awardat the IHI.
I did.
So I want to talk a little bitabout what happened to get you
started and where you are now.
So let's get started on theshow.
You've been in this industryfor over 50 years, starting in
the hardware stores when youwere 18 years old, Somewhere in
(01:52):
that range 18 to 20, in thatrange.
Yeah, so tell me about how yougot started.
Where'd you start working?
Randy Andes (01:57):
I started working at a True Value store actually
Okay and worked there forseveral years and then moved to
another hardware store in townthat at that time was the old
American hardware.
It was a farm co-op, Okay and Istarted out like just about
everybody else, stocking shelvesand sweeping floors.
Stefanie Couch (02:16):
Well, fast forward to now.
A lot different than sweepingfloors, because you have four
hardware stores.
Randy's Do it Best in Virginia.
Tell me about what the businesslooks like today, and I know
you and your team.
You're working really hard.
You've been through a lot inthe last few years.
Tell me about that.
Randy Andes (02:32):
Oh yeah, our first store, our corporate store, is
in Timberville, virginia.
We started out in a really kindof a small space in a shopping
center and I'll never forget myold do it best rep called it his
bowling alley store because itwas just long and narrow and it
was a challenge to merchandisethat store.
So several years later we wereable to get the space beside of
(02:57):
us, tear down a wall and makethe store up to about 12 000
square feet wow, and I know afew years ago you actually had a
tragedy in the business in 2022, but you guys really turned
lemons into lemonade.
Stefanie Couch (03:09):
So tell me a little bit about what you did
with that store.
Randy Andes (03:12):
Well, we have had a location in Mount Jackson,
virginia.
It was a 75-year-old hardwarestore that we took over.
A couple of years after we tookover, the store burnt to the
ground.
I'll never forget that phonecall a little after two in the
morning said that you've got afire at your store and Christian
my son-in-law he took off forMount Jackson and my wife and I
(03:37):
just thought well, somebody leftsomething on in the kitchen, a
little smoke damage or something.
But when he sent us back thefirst picture we knew that it
was serious, wow, and itactually burnt to the ground.
Stefanie Couch (03:48):
Man, what actually caused it?
Did you know?
Randy Andes (03:50):
To this day, we still don't know.
Wow, a lot of investigation,but we still don't know.
Stefanie Couch (03:55):
Wow.
Well, you did not let that stopyou in Mount Vernon, so within
100 days you had a new storereopen.
Randy Andes (04:05):
So tell me how you did that.
It was pretty amazing.
The fire was on an earlySaturday morning and when we
opened our Timberville store onSunday morning there was almost
a line of people coming in tooffer condolences, to say you
know, I'm here to help whateverwe can do.
And I'll never forget one ofthe council members from the
(04:25):
town of Mount Jackson said TOSAY YOU KNOW, I'm HERE TO HELP
WHATEVER WE CAN DO AND I'LLNEVER FORGET.
One OF THE COUNCIL MEMBERS FROMTHE TOWN OF MOUNT JACKSON SAID
RANDY, I DON'T KNOW IF YOUREALIZE IT, but THERE'S A
GROCERY STORE THAT'S GOING TO GOOUT OF BUSINESS UP ON MAIN
STREET.
You MIGHT WANT TO GO TALK TOHIM.
Wow, I and everything fell intoplace.
You know I say it was divineintervention because everything
(04:47):
just worked.
It was a blessing for thatstore owner to get out and it
was certainly a blessing for usto be able to move in and start
renovating within just a matterof days actually.
Wow.
Stefanie Couch (05:01):
Isn't it incredible how sometimes the
things that we think are goingto be the biggest opportunities
they aren't.
They close doors right, right.
And then sometimes, the thingsthat we think are going to ruin
us or that are just puretragedies and they are in their
first moments they become thethings that define us in such a
real awesome way.
It is.
It's really cool.
How's that store doing today?
Randy Andes (05:22):
The store is doing great today.
If you ever get an opportunityto come to Mount Jackson
Virginia, stop in and visitbecause I'm proud of the way the
store turned out and we builtand merchandised that store when
items were hard to get fixtureswere hard to get because we
were in those COVID years.
Stefanie Couch (05:40):
Yeah, 2022 was tough to get anything and we
pulled it off, wow.
Randy Andes (05:42):
Yeah, 2022 was tough to get anything and we
pulled it off.
Wow.
And the support from thecommunity, the other business
owners offering us trucks,warehouse space, whatever we
needed, and I just can't saythank you enough to those folks
that helped us.
Stefanie Couch (05:57):
That's awesome, and you guys are a do it best
store, so tell me a little bitabout your experience working
with them and what's it beenlike, because you've been with
them a long time.
Randy Andes (06:04):
I have been and prior to, do it Best.
Before I opened my own stores Iworked for hardware companies
that had other suppliers and Doit best is, in my opinion.
You know I really like the oldAmerican hardware folks and do
it best kind of mirrors thatgroup.
(06:25):
There's always somebody I cantalk to.
It's getting a little less nowwith emails and Internet and all
that sort of thing and at myage it takes a little getting
used to for me to communicatethat way.
Sure.
Stefanie Couch (06:37):
Yeah, but I think it's been interesting for
me collaborating with them tosee they really do have a heart
for independent business in theUS and I think they try to
figure out how to do businesswith you the way you want to be
dealt with Right.
Randy Andes (06:52):
That's important.
Stefanie Couch (06:53):
I know when my dad had his hardware store in
Lumberyard, we always weretrying to figure out the way to
compete with the bigger people.
Right, it's hard, becauseyou're one store, two stores,
five stores, however many storeseach person has, but those
people have thousands of stores.
They can buy so much bigger.
How do you compete with Big Box?
I know you actually had aWalmart Supercenter that's right
(07:17):
down the street.
Randy Andes (07:18):
Across the road.
Yeah, I mean, we look at themevery day.
Wow, and we, you know, we scoutour competition.
And all of us independenthardware dealers like to say we
compete with service.
Sure, and we do.
But you've got to do more thanthat.
You've got to scout yourcompetition, identify their
weaknesses, identify theirstrengths and then build some
(07:40):
alliances.
Because if you know thatthey're weak in paint, you know,
go visit their paint managerand say you know, I know you
don't carry this, but we do, andyou carry this and we don't.
So let's share those customers.
Yeah, and if you can buildthose relationships, they become
more of an ally than acompetitor.
Stefanie Couch (08:01):
That's really smart and also something I think
most people don't have the egocheck to be able to say, because
, at the end of the day,everyone running these
businesses on the local levelthey're still people.
That's right, and I think weall want to help our customers
and I think we all want to helpour customers and you can't have
everything and you can't doeverything.
Randy Andes (08:20):
Well, so figuring out what you do, rock at and
then leaning into that is agreat way to really win a
business.
When we watched Walmart comeinto town, I took 30 days out of
my schedule to lobbypoliticians, town officials to
try to prevent it from coming.
And it didn't work.
(08:40):
They still came, but peoplelistened and it really
aggravated me to see some of themerchants that were in town
just roll over and say you knowthey're going to put me out of
business.
I may as well get out now.
And I said I had a lot ofconversations with those guys
saying you know you don't haveto give up.
There's ways to compete.
If you want to stay, yeah, andsome just use it as an excuse to
(09:03):
get out.
Stefanie Couch (09:04):
That's right.
What would you say to someonein another town that maybe is
thinking about opening ahardware store or a small retail
business?
What would you tell them?
Randy Andes (09:14):
First of all know your market and then make sure
that market knows you.
We're struggling with onelocation right now that we
thought was going to be a primelocation for a hardware store.
What we found out several yearslater?
That that community is not ado-it-yourself community.
(09:34):
They pay to have things done intheir homes or gardens, and we
went in with the same mindsetthat we're going to put in a.
They pay to have things done intheir homes or gardens, and we
went in with the same mindsetthat we're going to put in a
hardware store that caters todo-it-yourselfers and some
contractors.
And we found out that thatwasn't working.
So we had to pivot and move tomore grilling, outdoor living,
(09:58):
lawn care, some of the stuff Icall fluffy hardware, sure yeah,
not to fix it, but to just makeit pretty or make it taste good
, right?
Stefanie Couch (10:07):
Yes, exactly.
Yeah, that's really good,though, that you had the
knowledge to go look and see.
How long did it take you tofigure that out in that market
once you opened it?
Randy Andes (10:15):
took too long because we weren't expecting
that you open.
Took too long because weweren't expecting that and we're
making adjustments as we speakto lower some costs and to bring
in some other merchandisethat's probably going to work
better than our initial set.
Stefanie Couch (10:28):
Okay, that's really cool.
One thing I want to ask youabout is we talked a little bit
about your Beacon Award and lastnight at the ceremony you
actually spoke about your wife,Shirley, who works in the the
business.
So I want you to tell me alittle about her.
But you thanked her forsupporting your wild crazy dream
of starting a hardware store.
Randy Andes (10:47):
Tell me about that wild crazy dream and tell me
about Shirley well, that shouldtake a long time, but my wife
was an office manager for amajor manufacturing company and
her nickname at that company wasthe little general, because she
took charge.
Yeah, and when I opened thestore well, before I opened the
(11:09):
store, I told her that, you know, I was really wanted to get
away from what I was doingbecause it was becoming too
corporate.
And one night, just before bed,she said "'Well, if you're
gonna open a hardware store,"'you better be doing it now,
"'because you're not getting anyyounger'".
And I said okay, how old wereyou when you opened it?
Oh, my goodness, I don't know.
(11:30):
We opened in 2001.
Okay, so been a pretty goodlittle ride here.
I had already had close to 40years in the hardware industry
with other companies and she wasstill working at the
manufacturing plant.
But she would come to the storeat night and I'll not forget
(11:50):
that she was stocking.
We first opened the store shewas stocking the National
Hardware Owl and she was hangingup stuff and she said Randy,
you told me you couldn't fixthis because they didn't make
that.
I said, right, there's what weneed for that project at home.
So it was kind of a mixedblessing, but anyway, I think
(12:11):
she started enjoying what shewas doing.
So whenever she had time offfrom her real job she would come
to the hardware store.
And then just out of the blueone day she said you know, I'm
going to retire from the plantand come on full time at the
hardware store.
Wow, and we work together everyday and we live together at
home.
Stefanie Couch (12:31):
So I resonate with that.
Pretty pretty different everysingle day, and we work from
home too.
Randy Andes (12:36):
That's right we do.
But, like I said last night,she's just a rock that holds
everything together.
She makes sure that ourinventory is correct, she's
meticulous with the bookkeeping,the payroll and all the things
that go into that, and she letsme do what I like to do and
that's helping people.
Stefanie Couch (12:57):
Yeah, tell me a little bit more about that.
What is your favorite part ofthe last 50 years in the
hardware business with helpingpeople?
Randy Andes (13:06):
I just really enjoy solving problems and showing
people how a particular itemworks.
I'm blessed with almost aphotogenic memory because once I
see something and see how itworks, it doesn't leave me.
Sometimes this old brain takesa little longer to pull it up,
(13:28):
but I'm usually pretty good atexplaining to homeowners how to
fix something, how to put ittogether, and I know when to
tell them to call a professionalyeah you know, like I tell a
lot of people, I don't, I don'tmind getting you wet with a
plumbing project, but I'm notgonna get you electrocuted with
an electrical project.
Stefanie Couch (13:45):
I always actually say that I don't mind
telling people how to do someplumbing and trying to figure it
out, but it's a lot more scarywhen there's something that can
jolt you with 120 volts.
Randy Andes (13:54):
Yes.
Stefanie Couch (13:55):
Yeah, the electrical aisle is not where I
like to do my DIY time and I'vegot.
Randy Andes (14:00):
We've got people on staff that are are much better
at electrical than I am and Irely on them to help us, but
that's what I get.
That's.
I get satisfaction from that,and I like watching my employees
when they're able to explainsomething to somebody and tell
them how to do it, or to walksomebody through a painting
(14:21):
project, and I hear them tellthem that prep is essential.
If you don't prep it correctly,your finished job is not going
to be good.
Sure, and when I hear myemployees explaining that, it
makes me feel good because theylearned that from me.
Stefanie Couch (14:36):
How do you train employees?
Because there's a lot ofyounger people coming into your
store, I'm sure to work, andthey know nothing about anything
with the industry and they'venever fixed anything, maybe
never even owned a home.
How do you train them?
Randy Andes (14:49):
Our management team came up with a really good
training program.
We use the NHPA's trainingprograms, but we also have this
thing that we call training inthe moment and that was brought
to us from our COO, austin Deal.
He's always saying train in themoment.
And then we moved that a notchfurther.
(15:10):
We logged those trainingsessions on a computer and it
goes to all of our locations.
All the store managers can seeit and, for instance, if I hear
an employee that doesn't knowthe answer to the customer's
question, you know I'll wait tothe proper time and I'll step in
(15:30):
and I'll explain to thecustomer what he needs and how
to use it.
But then I'll pull thatemployee to the side and explain
to them and have them actuallydo it.
And then we go log it on the onthe training log and it goes
out to all the locations thestore.
Other store managers see it andsay, hey, that's pretty good,
I'm gonna do that today andtrain this guy or this girl on
(15:51):
what Randy just did, or whatAustin?
Stefanie Couch (15:53):
just did, or what Howard, my store manager,
just did so you just type it inor you do a video, or how do you
?
Randy Andes (15:58):
No, we just type it in.
Stefanie Couch (15:59):
Okay, that's super cool.
Yeah, I haven't heard anyoneelse say that they do that, so
that's very thoughtful and Ilove that train in the moment
because you'll forget, they'llforget or it just doesn't.
I think it doesn't stick asmuch when you're not standing
there looking at it, so I lovethat.
Randy Andes (16:16):
It's hard to schedule training.
It is, and when we do thistraining in the moment, you can
do it in 20 seconds.
A lot of times 20, 30 secondsor a minute, and it's done.
The other stores can use it,yeah, and it's working, that's
really smart.
Stefanie Couch (16:31):
I love that, all right.
So I want to ask you about yournext steps, because you are
actually retiring.
So in 2025, in January, youannounced that you're going to
be stepping away from thebusiness and retiring, and I ask
if you had any hobbies.
You said you love antique cars,but you also have eight
grandchildren.
So what are you planning to dowith all your not so spare time?
(16:52):
I guess?
Randy Andes (16:53):
Well, I've been taking one of the youngest
grandsons.
I've been taking him fishing acouple of days, ok, and when the
weather cools off we're goingto go some more.
I do like tinkering with myantique cars.
I'm hoping to get out and seesome, you know, get to some car
shows.
My definition of retirement isa really, really flexible
schedule.
(17:13):
You know, I've told ChristianI'll be available for special
events.
If he's got a need for trainingor if he's out looking at a new
location or something, I'm morethan happy to help because
that's what I like to do.
But for me to have to be thereat nine o'clock in the morning
and stay till six o'clock atnight, I'm looking forward to
(17:33):
those days being gone.
Stefanie Couch (17:34):
Yeah, you've put your time in behind the counter
.
I know you're ready for someflexibility.
Randy Andes (17:39):
I've never liked an office.
My office is out on the floor.
Stefanie Couch (17:42):
Yeah well, and you know, I think it's cool that
you'll still be able to helpand do things when you want to
and when they need you to, andprobably on the bigger strategy
side, I'm sure of things.
But your name is on the door,so I'm sure you'll still be
around and I kind of like, usingthat term, that I'm the founder
of Randy's Hardware.
Randy Andes (17:59):
Yeah, that's really cool.
Stefanie Couch (18:01):
Well, I'm excited for everything that's to
come for Randy's Do it Best.
I know that Christian is goingto be an amazing next leader.
He's already leading thecompany and I got to speak with
him this week, and you guys aredoing some really cool,
innovative stuff on YouTube andyou've got products that are
standing out and American made.
What you're doing with thisbusiness is really the heart of
(18:23):
what independent hardware isabout.
So congratulations on buildingjust an absolutely amazing
company and I can't wait to keepwatching you, and I'm going to
get up to Virginia because Iheard you have really cool axes
that you sell.
Oh, we do, and I am veryexcited to come see what's
happening in Timberville and allof your other stores.
So thank you so much forspending some time with me today
(18:43):
, and I'm excited.
Congratulations on your BeaconAward, thank you.
And we appreciate it.
I do it best, everything thatyou do, and I'm so excited to
just watch the next generationof this industry hopefully try
to follow in the footsteps ofpeople like you who are legacy
leaders that are just crushingit for decades.
Randy Andes (19:00):
Thank you.
I've been very fortunate thatI've had two young retailers to
come out of my stable.
I was very impressed with thegroup of young retailers last
night, yeah, and that's why Imentioned that.
You know, I think the futurefor the independent hardware
retailer is really bright.
You know, regardless of whatthe economy is right now, the
(19:20):
future is bright.
Stefanie Couch (19:21):
I agree.
I couldn't agree more and Ihope that more people will see,
especially with things like AIcoming on.
You know there is always goingto be a need for people to have
what I call blue collar orboring businesses.
They're not really that boringif you're in them, you know.
We know there's a lot ofexcitement that goes on, but
they're going to need thatbecause AI is going to change
(19:43):
things.
But there's always going to besomeone who needs a wax ring for
the tool.
Randy Andes (19:47):
Exactly.
Stefanie Couch (19:48):
And there's always going to be someone that
needs those two befores or a newgrill for their weekend project
.
So I'm excited to have newblood come into this industry
and find out how amazing it is,because I grew up here, you grew
up here and we both know whatit can do for your family.
Yes, well, thank you so muchfor joining me today and we are
excited to watch everythingthat's going to happen in the
(20:09):
next year or two with Randy's.
Do it Best, and I hope you findthe best fishing spot out there
and get to some great car shows.
Good, thank you.
That's it for this episode ofthe Grit Blueprint Podcast.
For more tools, training andindustry content, make sure to
subscribe here and follow me onLinkedIn and other social media
(20:31):
platforms To find out more abouthow Grit Blueprint can help you
grow your business.
Check us out at our website,gritblueprintcom.
All of us independent hardware dealers
like to say we compete withservice and we do.
You've got to do more than that.
You've got to scout yourcompetition, identify their
weaknesses, identify theirstrengths and then build some
alliances.
If you can build thoserelationships, they become more
of an ally than a competitor.
Stefanie Couch (00:18):
Something I think most people don't have the
ego check to be able to say,because, at the end of the day,
everyone running thesebusinesses on the local level
they're still people and I thinkwe all want to help our
customers.
You can't have everything andyou can't do everything well, so
figuring out what you do, rockat and then leaning into that is
a great way to really win abusiness.
Randy Andes (00:38):
First of all know your market and then make sure
that market knows you and thenmake sure that market knows you.
Stefanie Couch (00:46):
Welcome to the Grit Blueprint Podcast, the show
for bold builders, brandleaders and legacy makers in the
construction and buildingindustry.
I'm your host, Stefanie Couch,and I've been in this industry
my entire life.
Whether we're breaking downwhat's working in sales and
marketing, new advances in AIand automation, or interviewing
(01:10):
top industry leaders, you'regoing to get real-world
strategies to grow your business, build your brand and lead your
team.
Let's get to work.
Thank you for joining me on theGrit Blueprint Podcast.
I'm your host, Stefanie Couch,and I'm here with Randy Andes
from Randy's Do it Best.
Welcome to the show, Randy.
(01:31):
Thank you.
I'm excited to talk today.
You've been in the hardwarebusiness a long time and last
night you won the Beacon Awardat the IHI.
I did.
So I want to talk a little bitabout what happened to get you
started and where you are now.
So let's get started on theshow.
You've been in this industryfor over 50 years, starting in
the hardware stores when youwere 18 years old, Somewhere in
(01:52):
that range 18 to 20, in thatrange.
Yeah, so tell me about how yougot started.
Where'd you start working?
Randy Andes (01:57):
I started working at a True Value store actually
Okay and worked there forseveral years and then moved to
another hardware store in townthat at that time was the old
American hardware.
It was a farm co-op, Okay and Istarted out like just about
everybody else, stocking shelvesand sweeping floors.
Stefanie Couch (02:16):
Well, fast forward to now.
A lot different than sweepingfloors, because you have four
hardware stores.
Randy's Do it Best in Virginia.
Tell me about what the businesslooks like today, and I know
you and your team.
You're working really hard.
You've been through a lot inthe last few years.
Tell me about that.
Randy Andes (02:32):
Oh yeah, our first store, our corporate store, is
in Timberville, virginia.
We started out in a really kindof a small space in a shopping
center and I'll never forget myold do it best rep called it his
bowling alley store because itwas just long and narrow and it
was a challenge to merchandisethat store.
So several years later we wereable to get the space beside of
(02:57):
us, tear down a wall and makethe store up to about 12 000
square feet wow, and I know afew years ago you actually had a
tragedy in the business in 2022, but you guys really turned
lemons into lemonade.
Stefanie Couch (03:09):
So tell me a little bit about what you did
with that store.
Randy Andes (03:12):
Well, we have had a location in Mount Jackson,
virginia.
It was a 75-year-old hardwarestore that we took over.
A couple of years after we tookover, the store burnt to the
ground.
I'll never forget that phonecall a little after two in the
morning said that you've got afire at your store and Christian
my son-in-law he took off forMount Jackson and my wife and I
(03:37):
just thought well, somebody leftsomething on in the kitchen, a
little smoke damage or something.
But when he sent us back thefirst picture we knew that it
was serious, wow, and itactually burnt to the ground.
Stefanie Couch (03:48):
Man, what actually caused it?
Did you know?
Randy Andes (03:50):
To this day, we still don't know.
Wow, a lot of investigation,but we still don't know.
Stefanie Couch (03:55):
Wow.
Well, you did not let that stopyou in Mount Vernon, so within
100 days you had a new storereopen.
Randy Andes (04:05):
So tell me how you did that.
It was pretty amazing.
The fire was on an earlySaturday morning and when we
opened our Timberville store onSunday morning there was almost
a line of people coming in tooffer condolences, to say you
know, I'm here to help whateverwe can do.
And I'll never forget one ofthe council members from the
(04:25):
town of Mount Jackson said TOSAY YOU KNOW, I'm HERE TO HELP
WHATEVER WE CAN DO AND I'LLNEVER FORGET.
One OF THE COUNCIL MEMBERS FROMTHE TOWN OF MOUNT JACKSON SAID
RANDY, I DON'T KNOW IF YOUREALIZE IT, but THERE'S A
GROCERY STORE THAT'S GOING TO GOOUT OF BUSINESS UP ON MAIN
STREET.
You MIGHT WANT TO GO TALK TOHIM.
Wow, I and everything fell intoplace.
You know I say it was divineintervention because everything
(04:47):
just worked.
It was a blessing for thatstore owner to get out and it
was certainly a blessing for usto be able to move in and start
renovating within just a matterof days actually.
Wow.
Stefanie Couch (05:01):
Isn't it incredible how sometimes the
things that we think are goingto be the biggest opportunities
they aren't.
They close doors right, right.
And then sometimes, the thingsthat we think are going to ruin
us or that are just puretragedies and they are in their
first moments they become thethings that define us in such a
real awesome way.
It is.
It's really cool.
How's that store doing today?
Randy Andes (05:22):
The store is doing great today.
If you ever get an opportunityto come to Mount Jackson
Virginia, stop in and visitbecause I'm proud of the way the
store turned out and we builtand merchandised that store when
items were hard to get fixtureswere hard to get because we
were in those COVID years.
Stefanie Couch (05:40):
Yeah, 2022 was tough to get anything and we
pulled it off, wow.
Randy Andes (05:42):
Yeah, 2022 was tough to get anything and we
pulled it off.
Wow.
And the support from thecommunity, the other business
owners offering us trucks,warehouse space, whatever we
needed, and I just can't saythank you enough to those folks
that helped us.
Stefanie Couch (05:57):
That's awesome, and you guys are a do it best
store, so tell me a little bitabout your experience working
with them and what's it beenlike, because you've been with
them a long time.
Randy Andes (06:04):
I have been and prior to, do it Best.
Before I opened my own stores Iworked for hardware companies
that had other suppliers and Doit best is, in my opinion.
You know I really like the oldAmerican hardware folks and do
it best kind of mirrors thatgroup.
(06:25):
There's always somebody I cantalk to.
It's getting a little less nowwith emails and Internet and all
that sort of thing and at myage it takes a little getting
used to for me to communicatethat way.
Sure.
Stefanie Couch (06:37):
Yeah, but I think it's been interesting for
me collaborating with them tosee they really do have a heart
for independent business in theUS and I think they try to
figure out how to do businesswith you the way you want to be
dealt with Right.
Randy Andes (06:52):
That's important.
Stefanie Couch (06:53):
I know when my dad had his hardware store in
Lumberyard, we always weretrying to figure out the way to
compete with the bigger people.
Right, it's hard, becauseyou're one store, two stores,
five stores, however many storeseach person has, but those
people have thousands of stores.
They can buy so much bigger.
How do you compete with Big Box?
I know you actually had aWalmart Supercenter that's right
(07:17):
down the street.
Randy Andes (07:18):
Across the road.
Yeah, I mean, we look at themevery day.
Wow, and we, you know, we scoutour competition.
And all of us independenthardware dealers like to say we
compete with service.
Sure, and we do.
But you've got to do more thanthat.
You've got to scout yourcompetition, identify their
weaknesses, identify theirstrengths and then build some
(07:40):
alliances.
Because if you know thatthey're weak in paint, you know,
go visit their paint managerand say you know, I know you
don't carry this, but we do, andyou carry this and we don't.
So let's share those customers.
Yeah, and if you can buildthose relationships, they become
more of an ally than acompetitor.
Stefanie Couch (08:01):
That's really smart and also something I think
most people don't have the egocheck to be able to say, because
, at the end of the day,everyone running these
businesses on the local levelthey're still people.
That's right, and I think weall want to help our customers
and I think we all want to helpour customers and you can't have
everything and you can't doeverything.
Randy Andes (08:20):
Well, so figuring out what you do, rock at and
then leaning into that is agreat way to really win a
business.
When we watched Walmart comeinto town, I took 30 days out of
my schedule to lobbypoliticians, town officials to
try to prevent it from coming.
And it didn't work.
(08:40):
They still came, but peoplelistened and it really
aggravated me to see some of themerchants that were in town
just roll over and say you knowthey're going to put me out of
business.
I may as well get out now.
And I said I had a lot ofconversations with those guys
saying you know you don't haveto give up.
There's ways to compete.
If you want to stay, yeah, andsome just use it as an excuse to
(09:03):
get out.
Stefanie Couch (09:04):
That's right.
What would you say to someonein another town that maybe is
thinking about opening ahardware store or a small retail
business?
What would you tell them?
Randy Andes (09:14):
First of all know your market and then make sure
that market knows you.
We're struggling with onelocation right now that we
thought was going to be a primelocation for a hardware store.
What we found out several yearslater?
That that community is not ado-it-yourself community.
(09:34):
They pay to have things done intheir homes or gardens, and we
went in with the same mindsetthat we're going to put in a.
They pay to have things done intheir homes or gardens, and we
went in with the same mindsetthat we're going to put in a
hardware store that caters todo-it-yourselfers and some
contractors.
And we found out that thatwasn't working.
So we had to pivot and move tomore grilling, outdoor living,
(09:58):
lawn care, some of the stuff Icall fluffy hardware, sure yeah,
not to fix it, but to just makeit pretty or make it taste good
, right?
Stefanie Couch (10:07):
Yes, exactly.
Yeah, that's really good,though, that you had the
knowledge to go look and see.
How long did it take you tofigure that out in that market
once you opened it?
Randy Andes (10:15):
took too long because we weren't expecting
that you open.
Took too long because weweren't expecting that and we're
making adjustments as we speakto lower some costs and to bring
in some other merchandisethat's probably going to work
better than our initial set.
Stefanie Couch (10:28):
Okay, that's really cool.
One thing I want to ask youabout is we talked a little bit
about your Beacon Award and lastnight at the ceremony you
actually spoke about your wife,Shirley, who works in the the
business.
So I want you to tell me alittle about her.
But you thanked her forsupporting your wild crazy dream
of starting a hardware store.
Randy Andes (10:47):
Tell me about that wild crazy dream and tell me
about Shirley well, that shouldtake a long time, but my wife
was an office manager for amajor manufacturing company and
her nickname at that company wasthe little general, because she
took charge.
Yeah, and when I opened thestore well, before I opened the
(11:09):
store, I told her that, you know, I was really wanted to get
away from what I was doingbecause it was becoming too
corporate.
And one night, just before bed,she said "'Well, if you're
gonna open a hardware store,"'you better be doing it now,
"'because you're not getting anyyounger'".
And I said okay, how old wereyou when you opened it?
Oh, my goodness, I don't know.
(11:30):
We opened in 2001.
Okay, so been a pretty goodlittle ride here.
I had already had close to 40years in the hardware industry
with other companies and she wasstill working at the
manufacturing plant.
But she would come to the storeat night and I'll not forget
(11:50):
that she was stocking.
We first opened the store shewas stocking the National
Hardware Owl and she was hangingup stuff and she said Randy,
you told me you couldn't fixthis because they didn't make
that.
I said, right, there's what weneed for that project at home.
So it was kind of a mixedblessing, but anyway, I think
(12:11):
she started enjoying what shewas doing.
So whenever she had time offfrom her real job she would come
to the hardware store.
And then just out of the blueone day she said you know, I'm
going to retire from the plantand come on full time at the
hardware store.
Wow, and we work together everyday and we live together at
home.
Stefanie Couch (12:31):
So I resonate with that.
Pretty pretty different everysingle day, and we work from
home too.
Randy Andes (12:36):
That's right we do.
But, like I said last night,she's just a rock that holds
everything together.
She makes sure that ourinventory is correct, she's
meticulous with the bookkeeping,the payroll and all the things
that go into that, and she letsme do what I like to do and
that's helping people.
Stefanie Couch (12:57):
Yeah, tell me a little bit more about that.
What is your favorite part ofthe last 50 years in the
hardware business with helpingpeople?
Randy Andes (13:06):
I just really enjoy solving problems and showing
people how a particular itemworks.
I'm blessed with almost aphotogenic memory because once I
see something and see how itworks, it doesn't leave me.
Sometimes this old brain takesa little longer to pull it up,
(13:28):
but I'm usually pretty good atexplaining to homeowners how to
fix something, how to put ittogether, and I know when to
tell them to call a professionalyeah you know, like I tell a
lot of people, I don't, I don'tmind getting you wet with a
plumbing project, but I'm notgonna get you electrocuted with
an electrical project.
Stefanie Couch (13:45):
I always actually say that I don't mind
telling people how to do someplumbing and trying to figure it
out, but it's a lot more scarywhen there's something that can
jolt you with 120 volts.
Randy Andes (13:54):
Yes.
Stefanie Couch (13:55):
Yeah, the electrical aisle is not where I
like to do my DIY time and I'vegot.
Randy Andes (14:00):
We've got people on staff that are are much better
at electrical than I am and Irely on them to help us, but
that's what I get.
That's.
I get satisfaction from that,and I like watching my employees
when they're able to explainsomething to somebody and tell
them how to do it, or to walksomebody through a painting
(14:21):
project, and I hear them tellthem that prep is essential.
If you don't prep it correctly,your finished job is not going
to be good.
Sure, and when I hear myemployees explaining that, it
makes me feel good because theylearned that from me.
Stefanie Couch (14:36):
How do you train employees?
Because there's a lot ofyounger people coming into your
store, I'm sure to work, andthey know nothing about anything
with the industry and they'venever fixed anything, maybe
never even owned a home.
How do you train them?
Randy Andes (14:49):
Our management team came up with a really good
training program.
We use the NHPA's trainingprograms, but we also have this
thing that we call training inthe moment and that was brought
to us from our COO, austin Deal.
He's always saying train in themoment.
And then we moved that a notchfurther.
(15:10):
We logged those trainingsessions on a computer and it
goes to all of our locations.
All the store managers can seeit and, for instance, if I hear
an employee that doesn't knowthe answer to the customer's
question, you know I'll wait tothe proper time and I'll step in
(15:30):
and I'll explain to thecustomer what he needs and how
to use it.
But then I'll pull thatemployee to the side and explain
to them and have them actuallydo it.
And then we go log it on the onthe training log and it goes
out to all the locations thestore.
Other store managers see it andsay, hey, that's pretty good,
I'm gonna do that today andtrain this guy or this girl on
(15:51):
what Randy just did, or whatAustin?
Stefanie Couch (15:53):
just did, or what Howard, my store manager,
just did so you just type it inor you do a video, or how do you
?
Randy Andes (15:58):
No, we just type it in.
Stefanie Couch (15:59):
Okay, that's super cool.
Yeah, I haven't heard anyoneelse say that they do that, so
that's very thoughtful and Ilove that train in the moment
because you'll forget, they'llforget or it just doesn't.
I think it doesn't stick asmuch when you're not standing
there looking at it, so I lovethat.
Randy Andes (16:16):
It's hard to schedule training.
It is, and when we do thistraining in the moment, you can
do it in 20 seconds.
A lot of times 20, 30 secondsor a minute, and it's done.
The other stores can use it,yeah, and it's working, that's
really smart.
Stefanie Couch (16:31):
I love that, all right.
So I want to ask you about yournext steps, because you are
actually retiring.
So in 2025, in January, youannounced that you're going to
be stepping away from thebusiness and retiring, and I ask
if you had any hobbies.
You said you love antique cars,but you also have eight
grandchildren.
So what are you planning to dowith all your not so spare time?
(16:52):
I guess?
Randy Andes (16:53):
Well, I've been taking one of the youngest
grandsons.
I've been taking him fishing acouple of days, ok, and when the
weather cools off we're goingto go some more.
I do like tinkering with myantique cars.
I'm hoping to get out and seesome, you know, get to some car
shows.
My definition of retirement isa really, really flexible
schedule.
(17:13):
You know, I've told ChristianI'll be available for special
events.
If he's got a need for trainingor if he's out looking at a new
location or something, I'm morethan happy to help because
that's what I like to do.
But for me to have to be thereat nine o'clock in the morning
and stay till six o'clock atnight, I'm looking forward to
(17:33):
those days being gone.
Stefanie Couch (17:34):
Yeah, you've put your time in behind the counter
.
I know you're ready for someflexibility.
Randy Andes (17:39):
I've never liked an office.
My office is out on the floor.
Stefanie Couch (17:42):
Yeah well, and you know, I think it's cool that
you'll still be able to helpand do things when you want to
and when they need you to, andprobably on the bigger strategy
side, I'm sure of things.
But your name is on the door,so I'm sure you'll still be
around and I kind of like, usingthat term, that I'm the founder
of Randy's Hardware.
Randy Andes (17:59):
Yeah, that's really cool.
Stefanie Couch (18:01):
Well, I'm excited for everything that's to
come for Randy's Do it Best.
I know that Christian is goingto be an amazing next leader.
He's already leading thecompany and I got to speak with
him this week, and you guys aredoing some really cool,
innovative stuff on YouTube andyou've got products that are
standing out and American made.
What you're doing with thisbusiness is really the heart of
(18:23):
what independent hardware isabout.
So congratulations on buildingjust an absolutely amazing
company and I can't wait to keepwatching you, and I'm going to
get up to Virginia because Iheard you have really cool axes
that you sell.
Oh, we do, and I am veryexcited to come see what's
happening in Timberville and allof your other stores.
So thank you so much forspending some time with me today
(18:43):
, and I'm excited.
Congratulations on your BeaconAward, thank you.
And we appreciate it.
I do it best, everything thatyou do, and I'm so excited to
just watch the next generationof this industry hopefully try
to follow in the footsteps ofpeople like you who are legacy
leaders that are just crushingit for decades.
Randy Andes (19:00):
Thank you.
I've been very fortunate thatI've had two young retailers to
come out of my stable.
I was very impressed with thegroup of young retailers last
night, yeah, and that's why Imentioned that.
You know, I think the futurefor the independent hardware
retailer is really bright.
You know, regardless of whatthe economy is right now, the
(19:20):
future is bright.
Stefanie Couch (19:21):
I agree.
I couldn't agree more and Ihope that more people will see,
especially with things like AIcoming on.
You know there is always goingto be a need for people to have
what I call blue collar orboring businesses.
They're not really that boringif you're in them, you know.
We know there's a lot ofexcitement that goes on, but
they're going to need thatbecause AI is going to change
(19:43):
things.
But there's always going to besomeone who needs a wax ring for
the tool.
Randy Andes (19:47):
Exactly.
Stefanie Couch (19:48):
And there's always going to be someone that
needs those two befores or a newgrill for their weekend project
.
So I'm excited to have newblood come into this industry
and find out how amazing it is,because I grew up here, you grew
up here and we both know whatit can do for your family.
Yes, well, thank you so muchfor joining me today and we are
excited to watch everythingthat's going to happen in the
(20:09):
next year or two with Randy's.
Do it Best, and I hope you findthe best fishing spot out there
and get to some great car shows.
Good, thank you.
That's it for this episode ofthe Grit Blueprint Podcast.
For more tools, training andindustry content, make sure to
subscribe here and follow me onLinkedIn and other social media
(20:31):
platforms To find out more abouthow Grit Blueprint can help you
grow your business.
Check us out at our website,gritblueprintcom.
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