Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
All right.
Speaker 2 (00:01):
Back at DoD we go thirty three minutes after the
top of the hour at home with Gary Salvon. We
are the guests. Well, our friend Adam Smith, you heard him.
He is with Dumont Global. And the place we are at,
of course, is that to do it best market in Indianapolis,
Jason Staloff, I did it?
Speaker 1 (00:18):
Yeah?
Speaker 2 (00:18):
Close?
Speaker 1 (00:18):
Is stopp left?
Speaker 2 (00:20):
Stopop left? I told jud screwed up, so I'm consistent.
Speaker 1 (00:23):
Gary. It's okay, man, I forgive you.
Speaker 2 (00:24):
Nobody's ever done that before, have they?
Speaker 1 (00:26):
No?
Speaker 3 (00:26):
Never, No, No, It's very straightforward. Nobody's ever messed it up. Man.
Speaker 2 (00:29):
We got a lot to talk about. First, let's talk
about the market.
Speaker 1 (00:32):
Oh, what an incredible market so far.
Speaker 3 (00:35):
It has been amazing, you know, to think that we
have fourteen hundred vendors and six hundred thousands in square
foot of space. The attendance from the retailer community has
been incredible. The vibe on the floor has been excellent.
It has exceeded my expectations.
Speaker 2 (00:53):
Great. That's always good to hear. That's always good to hear.
How many you know? I was telling you I've been
to a lot of these shows, and I think my
first show I think there was a little convention center
in the Hyatt that was it.
Speaker 1 (01:06):
That's right. Yeah, we've we've created a rome, that's for sure.
Speaker 3 (01:09):
Yeah, we've been in Indy for a while now, but
it almost feels like, uh, we have maxed out Indy
because we added on the halls A and B here
at this convention center, which we haven't traditionally used, and
so now we are using every square inch of this
floor and even for our events like market kickoff and
then mark merchandise in the preview yesterday morning, we actually
(01:31):
had to have an overflow area because we had so
many people in attendance, not everybody would fit in the
you know, the thirty five thousand square foot ballroom up there,
so we had to have another ballroom set up that
we live streamed.
Speaker 1 (01:45):
To just so everybody had a seat and could see
the show.
Speaker 2 (01:48):
I think the one that's memorable, I remember when I
think it might have been HWI then it hit a
billion dollars, they had the Hoosier Dome, had the celebration
in the Hoosier Dome, and that was such a big deal.
And you waved by to that number a long time ago.
Speaker 3 (02:07):
Yeah, and we flew by three and then we flew
by four and then five and it just keeps going.
So it's very exciting you talk about the Hoosier dumb.
You know, last night we had our eightieth eightieth anniversary party.
We had an eighties theme party. We rented out Gamebridge
Field House, had the whole place to ourselfs had a
great band and folks were down on the floor of
(02:29):
the pacers and the Indiana Fever shooting hoops.
Speaker 1 (02:33):
It was a great time.
Speaker 2 (02:34):
That sounds like a great time. That sounds like a
great type. Well, people always ask me, and I'm sure
they always ask you, is so tell me about the
independent hardware store. Are they gonna survive? And I answer,
and I know I'm right. Okay, I'm just making this point.
Not only are they gonna survive, they're growing. I think
(02:56):
it's one of the fastest growing parts of the home
improvement industry. Quite see, is the independent dealer because of
the knowledge base.
Speaker 1 (03:03):
That's right, Is that true? The word I would use
is thrive.
Speaker 2 (03:07):
Okay.
Speaker 3 (03:07):
I think is going to continue to thrive because of
what they win with. They win with service, they win
with being helpful in addition to having all the products
in a local spot.
Speaker 2 (03:20):
In every community, convenience, all those things are so important.
We live in a little different world over the last
five years. Just find knowledge in people to service and
help you. I mean, not everybody knows everything there is
in a home. Trust me, you know that too.
Speaker 3 (03:37):
We need a little hell, you need advice, you need guidance,
and that's exactly what you find at your local hardware store.
Speaker 2 (03:43):
When I started to show thirty nine years ago, somebody
told me, he says, you got to be more like
more professional in terms of technical. Technical was a word
they use. They said, no, no, no, no, no, it's
just like the hardware store business the show, except I
get to sit down, don't have to walk the floor.
Yeah you just like it. Yeah, yeah, I made You're right,
(04:04):
it's just like it. You're educating people, you're just helping
them achieve what is achievable.
Speaker 1 (04:10):
Yeah, you're exactly right.
Speaker 2 (04:11):
So yeah, so you continued to grow, and you even
had an acquisition a couple. I guess I have a
hard time keeping up with you.
Speaker 1 (04:18):
Yeah, it's been a busy twelve months.
Speaker 3 (04:22):
You think about the United Hardware activity in May of
last year. Then we got into the True Value Asset
acquisition in November of last year, and then we said
why not a little bit more change. We threw in
an ERP project and went live with that in February.
So when you think about those three generational projects in
twelve months, it's been it's been exciting, it's been quite
(04:44):
a bit, but it is definitely setting us up for
a very very bright future.
Speaker 2 (04:48):
All Right, you got, I'll tell me what an ERP is,
AH system, Electronic Enterprise resource.
Speaker 3 (04:55):
Planning system, so basically order management system, financial system them.
So just making sure that we are scaling our systems
to support our growth ambitions.
Speaker 2 (05:07):
Is AI helping you with that?
Speaker 1 (05:08):
AI is a piece of it, that's for sure.
Speaker 2 (05:10):
Two kids that do that. Well, yeah, and that's all
he says. You ever get in the conversation. You just say,
I guess AI is involved. I said, yep, you're right. Yeah,
definitely helpful. Yeah, well it is. Yeah, it's incredibly helpful.
Speaker 3 (05:24):
So yeah, to think that we've done these two major
acquisitions and now support nearly nine thousand retailers, the scale
is unmatched, and it's it's incredible when you look, you know,
on down the road and what's coming, especially with the
True Value brand. We're just very, very excited to be
positioned in the industry in a way that nobody else
(05:47):
you know, can say they are. You know, we have
a true value brand, a national brand that we're going
to leverage and revive, and they're actually going to have
a celebrity along for the ride. Then you have to
do it Best brand as well, that we're going to
continue to support, invest in if folks don't necessarily want
the national advertising piece, and then we're going to continue
to support you know, retailers, individual brands because you know,
(06:11):
ultimately it comes down to their independence and making sure
we're meeting them where they are and giving them what
they need to be successful and not forcing them to
do anything or forcing products on them.
Speaker 2 (06:22):
So these independent hardware stores that you Do It Best,
these are members, but it is a call. They are owners,
per se.
Speaker 1 (06:30):
That's right.
Speaker 3 (06:31):
They are entrepreneurs. They know how to run their business.
They just need support. They need products, programs and services
to support their growth. And that's exactly what Do It
Best group is all about.
Speaker 2 (06:43):
Yeah, yeah, sure, so uh so big parties eighty years Yeah,
and all these stores and growing acquisitions and ERPs. You
can't forget those, right, Yeah, you can charge that or something.
You get a smile every time I say that.
Speaker 3 (06:58):
No, they don't want in charge of it, but I'm
definitely connected to it. But I what I will say,
going through it, it's very challenging. It gives me appreciation
for when our members are, you know, going through a
big change, maybe like a POS change at you know,
at the registers. It's uh, you know, changing systems is
not easy. But like I said earlier, we're gonna come
(07:20):
out on the better end of.
Speaker 2 (07:22):
So many people ordering online. I believe you can order
on do it Best and have it shipped to stores.
You talked a little bit about that.
Speaker 3 (07:30):
Yeah, About a couple of years ago, we partnered with
Adobe to revitalize do it Best dot com to enhance
our capabilities with the ship to address as well as
buy online pickup and store same day pickup.
Speaker 2 (07:45):
Uh.
Speaker 3 (07:45):
So now we have a great vehicle for retailers to
support those desires from the consumer because a lot of
times people you know are looking online and they find
something they want to know, well, where.
Speaker 1 (07:57):
Can I get it?
Speaker 3 (07:58):
You know, stores inventory is online, they can see they
can go pick it up that day, and you know,
ultimately that wins versus waiting two days from you know,
another online seller. So uh, speed wins in a lot
of cases. And so having that website, having a strong
platform for do it Best dot Com has been great,
(08:19):
and we're gonna do the same thing with True Value
dot Com. Okay, right now, True Value dot Com doesn't
have the capabilities to actually place an order, and you
think of what other brand out there doesn't have the
ability to take an order on their website. Well, that's
that's what we need with True Value dot Com. So
we're going to actually put True Value dot Com on
(08:39):
the same platform as do it Best dot Com, Adobe
Base and so we'll combine the strength of do it
Best dot Com with True Value dot Com and it'll
really set us up for bright future.
Speaker 2 (08:50):
Very good do it Best dot Com. Jason's been my pleasure.
Speaker 1 (08:53):
Hey, yeah, thanks for having me on.
Speaker 2 (08:55):
Thanks for having us.
Speaker 1 (08:56):
Enjoy the rest of the market.
Speaker 2 (08:58):
I will do all right, Thanks sir, Thanks, thanks care.
All right, Well, take a little break here and come back.
We got more information we want to spread out to
you all about the hardware industry and what's coming up next.
We will talk with our friends from Helm and Fasteners there.
But yeah, all the nuts bolt screws, picture hangers, house numbers.
I can go. I run out of breath with all
(09:19):
the stuff they have, so we'll discuss that as we continue.
You're at home with Gary Sullivan.
Speaker 1 (09:25):
Help for your home is just a click away at
Garysullivan online dot com.
Speaker 2 (09:30):
This is at home with Garysullivan.
All right.
Speaker 2 (00:01):
Back at DoD we go thirty three minutes after the
top of the hour at home with Gary Salvon. We
are the guests. Well, our friend Adam Smith, you heard him.
He is with Dumont Global. And the place we are at,
of course, is that to do it best market in Indianapolis,
Jason Staloff, I did it?
Speaker 1 (00:18):
Yeah?
Speaker 2 (00:18):
Close?
Speaker 1 (00:18):
Is stopp left?
Speaker 2 (00:20):
Stopop left? I told jud screwed up, so I'm consistent.
Speaker 1 (00:23):
Gary. It's okay, man, I forgive you.
Speaker 2 (00:24):
Nobody's ever done that before, have they?
Speaker 1 (00:26):
No?
Speaker 3 (00:26):
Never, No, No, It's very straightforward. Nobody's ever messed it up. Man.
Speaker 2 (00:29):
We got a lot to talk about. First, let's talk
about the market.
Speaker 1 (00:32):
Oh, what an incredible market so far.
Speaker 3 (00:35):
It has been amazing, you know, to think that we
have fourteen hundred vendors and six hundred thousands in square
foot of space. The attendance from the retailer community has
been incredible. The vibe on the floor has been excellent.
It has exceeded my expectations.
Speaker 2 (00:53):
Great. That's always good to hear. That's always good to hear.
How many you know? I was telling you I've been
to a lot of these shows, and I think my
first show I think there was a little convention center
in the Hyatt that was it.
Speaker 1 (01:06):
That's right. Yeah, we've we've created a rome, that's for sure.
Speaker 3 (01:09):
Yeah, we've been in Indy for a while now, but
it almost feels like, uh, we have maxed out Indy
because we added on the halls A and B here
at this convention center, which we haven't traditionally used, and
so now we are using every square inch of this
floor and even for our events like market kickoff and
then mark merchandise in the preview yesterday morning, we actually
(01:31):
had to have an overflow area because we had so
many people in attendance, not everybody would fit in the
you know, the thirty five thousand square foot ballroom up there,
so we had to have another ballroom set up that
we live streamed.
Speaker 1 (01:45):
To just so everybody had a seat and could see
the show.
Speaker 2 (01:48):
I think the one that's memorable, I remember when I
think it might have been HWI then it hit a
billion dollars, they had the Hoosier Dome, had the celebration
in the Hoosier Dome, and that was such a big deal.
And you waved by to that number a long time ago.
Speaker 3 (02:07):
Yeah, and we flew by three and then we flew
by four and then five and it just keeps going.
So it's very exciting you talk about the Hoosier dumb.
You know, last night we had our eightieth eightieth anniversary party.
We had an eighties theme party. We rented out Gamebridge
Field House, had the whole place to ourselfs had a
great band and folks were down on the floor of
(02:29):
the pacers and the Indiana Fever shooting hoops.
Speaker 1 (02:33):
It was a great time.
Speaker 2 (02:34):
That sounds like a great time. That sounds like a
great type. Well, people always ask me, and I'm sure
they always ask you, is so tell me about the
independent hardware store. Are they gonna survive? And I answer,
and I know I'm right. Okay, I'm just making this point.
Not only are they gonna survive, they're growing. I think
(02:56):
it's one of the fastest growing parts of the home
improvement industry. Quite see, is the independent dealer because of
the knowledge base.
Speaker 1 (03:03):
That's right, Is that true? The word I would use
is thrive.
Speaker 2 (03:07):
Okay.
Speaker 3 (03:07):
I think is going to continue to thrive because of
what they win with. They win with service, they win
with being helpful in addition to having all the products
in a local spot.
Speaker 2 (03:20):
In every community, convenience, all those things are so important.
We live in a little different world over the last
five years. Just find knowledge in people to service and
help you. I mean, not everybody knows everything there is
in a home. Trust me, you know that too.
Speaker 3 (03:37):
We need a little hell, you need advice, you need guidance,
and that's exactly what you find at your local hardware store.
Speaker 2 (03:43):
When I started to show thirty nine years ago, somebody
told me, he says, you got to be more like
more professional in terms of technical. Technical was a word
they use. They said, no, no, no, no, no, it's
just like the hardware store business the show, except I
get to sit down, don't have to walk the floor.
Yeah you just like it. Yeah, yeah, I made You're right,
(04:04):
it's just like it. You're educating people, you're just helping
them achieve what is achievable.
Speaker 1 (04:10):
Yeah, you're exactly right.
Speaker 2 (04:11):
So yeah, so you continued to grow, and you even
had an acquisition a couple. I guess I have a
hard time keeping up with you.
Speaker 1 (04:18):
Yeah, it's been a busy twelve months.
Speaker 3 (04:22):
You think about the United Hardware activity in May of
last year. Then we got into the True Value Asset
acquisition in November of last year, and then we said
why not a little bit more change. We threw in
an ERP project and went live with that in February.
So when you think about those three generational projects in
twelve months, it's been it's been exciting, it's been quite
(04:44):
a bit, but it is definitely setting us up for
a very very bright future.
Speaker 2 (04:48):
All Right, you got, I'll tell me what an ERP is,
AH system, Electronic Enterprise resource.
Speaker 3 (04:55):
Planning system, so basically order management system, financial system them.
So just making sure that we are scaling our systems
to support our growth ambitions.
Speaker 2 (05:07):
Is AI helping you with that?
Speaker 1 (05:08):
AI is a piece of it, that's for sure.
Speaker 2 (05:10):
Two kids that do that. Well, yeah, and that's all
he says. You ever get in the conversation. You just say,
I guess AI is involved. I said, yep, you're right. Yeah,
definitely helpful. Yeah, well it is. Yeah, it's incredibly helpful.
Speaker 3 (05:24):
So yeah, to think that we've done these two major
acquisitions and now support nearly nine thousand retailers, the scale
is unmatched, and it's it's incredible when you look, you know,
on down the road and what's coming, especially with the
True Value brand. We're just very, very excited to be
positioned in the industry in a way that nobody else
(05:47):
you know, can say they are. You know, we have
a true value brand, a national brand that we're going
to leverage and revive, and they're actually going to have
a celebrity along for the ride. Then you have to
do it Best brand as well, that we're going to
continue to support, invest in if folks don't necessarily want
the national advertising piece, and then we're going to continue
to support you know, retailers, individual brands because you know,
(06:11):
ultimately it comes down to their independence and making sure
we're meeting them where they are and giving them what
they need to be successful and not forcing them to
do anything or forcing products on them.
Speaker 2 (06:22):
So these independent hardware stores that you Do It Best,
these are members, but it is a call. They are owners,
per se.
Speaker 1 (06:30):
That's right.
Speaker 3 (06:31):
They are entrepreneurs. They know how to run their business.
They just need support. They need products, programs and services
to support their growth. And that's exactly what Do It
Best group is all about.
Speaker 2 (06:43):
Yeah, yeah, sure, so uh so big parties eighty years Yeah,
and all these stores and growing acquisitions and ERPs. You
can't forget those, right, Yeah, you can charge that or something.
You get a smile every time I say that.
Speaker 3 (06:58):
No, they don't want in charge of it, but I'm
definitely connected to it. But I what I will say,
going through it, it's very challenging. It gives me appreciation
for when our members are, you know, going through a
big change, maybe like a POS change at you know,
at the registers. It's uh, you know, changing systems is
not easy. But like I said earlier, we're gonna come
(07:20):
out on the better end of.
Speaker 2 (07:22):
So many people ordering online. I believe you can order
on do it Best and have it shipped to stores.
You talked a little bit about that.
Speaker 3 (07:30):
Yeah, About a couple of years ago, we partnered with
Adobe to revitalize do it Best dot com to enhance
our capabilities with the ship to address as well as
buy online pickup and store same day pickup.
Speaker 2 (07:45):
Uh.
Speaker 3 (07:45):
So now we have a great vehicle for retailers to
support those desires from the consumer because a lot of
times people you know are looking online and they find
something they want to know, well, where.
Speaker 1 (07:57):
Can I get it?
Speaker 3 (07:58):
You know, stores inventory is online, they can see they
can go pick it up that day, and you know,
ultimately that wins versus waiting two days from you know,
another online seller. So uh, speed wins in a lot
of cases. And so having that website, having a strong
platform for do it Best dot Com has been great,
(08:19):
and we're gonna do the same thing with True Value
dot Com. Okay, right now, True Value dot Com doesn't
have the capabilities to actually place an order, and you
think of what other brand out there doesn't have the
ability to take an order on their website. Well, that's
that's what we need with True Value dot Com. So
we're going to actually put True Value dot Com on
(08:39):
the same platform as do it Best dot Com, Adobe
Base and so we'll combine the strength of do it
Best dot Com with True Value dot Com and it'll
really set us up for bright future.
Speaker 2 (08:50):
Very good do it Best dot Com. Jason's been my pleasure.
Speaker 1 (08:53):
Hey, yeah, thanks for having me on.
Speaker 2 (08:55):
Thanks for having us.
Speaker 1 (08:56):
Enjoy the rest of the market.
Speaker 2 (08:58):
I will do all right, Thanks sir, Thanks, thanks care.
All right, Well, take a little break here and come back.
We got more information we want to spread out to
you all about the hardware industry and what's coming up next.
We will talk with our friends from Helm and Fasteners there.
But yeah, all the nuts bolt screws, picture hangers, house numbers.
I can go. I run out of breath with all
(09:19):
the stuff they have, so we'll discuss that as we continue.
You're at home with Gary Sullivan.
Speaker 1 (09:25):
Help for your home is just a click away at
Garysullivan online dot com.
Speaker 2 (09:30):
This is at home with Garysullivan.
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