First published in The Hardware Journal, April 2026.
Walking the floor at The Hardware Show with Vinny, one subject came up more than any other: recruitment. Some businesses couldn’t find experienced people; others wanted to bring in younger talent. Almost everyone agreed that hiring has become much tighter.
Why job ads aren’t working
The most common complaint was months of advertising with no suitable applicants. That’s no surprise. The strongest people in this industry are busy running territories, managing key accounts and leading teams. They aren’t scrolling job boards. In our experience, 70–80% of successful hires in the sector are people who weren’t actively looking. They’re approached, not found through an ad.
Widening the pool
Employers also told us candidates often lack sector knowledge. Routes to market, technical ranges and merchant relationships do take time to learn. But fishing in the same small pool keeps the market tight. Adjacent industries, where commercial skills transfer well, are worth a serious look.
A visibility problem, not a career problem
On attracting younger people, our view is that the industry undersells itself. Experienced sales professionals regularly earn €70,000–€90,000 including bonus, and with housing demand and population growth, these careers will be around for years.
The businesses that hire well build relationships before vacancies arise, know where good candidates come from, and work with a specialist.
Read the full article in The Hardware Journal
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