Steel Meets Strategy: Q&A With Mayhew President John Lawless

Mayhew president John Lawless offers a long-view perspective on manufacturing, distribution and the future of hand tools.

For more than a century and a half, Mayhew Steel Products has built its reputation on the fundamentals of American toolmaking—precision, durability and a commitment to producing struck tools in-house in Turners Falls, western Massachusetts. A Hardware Connection Century Club member, the company was founded in 1856 and has remained family-owned across the generations, evolving from a small regional manufacturer into a nationally recognized brand while maintaining a focus on quality steel, heat treatment and process control that defines its products today.

That continuity extends into the leadership of John Lawless, who has spent more than four decades guiding the company through shifts in manufacturing, distribution and customer expectations. Under his leadership, Mayhew has balanced tradition with practicality—prioritizing U.S. production where it can control quality and consistency, while selectively sourcing specialized items without compromising standards. Lawless brings a long-view perspective shaped by cycles of consolidation, pricing pressure and the growing influence of digital channels into this exclusive interview with Hardware Connection.

Hardware Connection: Mayhew has a rare, long-running American manufacturing story, and the company is clear that some items are imported with their origin disclosed. How do you decide what must be made in the U.S. versus what can be sourced?

John Lawless: We always prefer to manufacture in the U.S. whenever we can control quality, consistency and supply. For a small number of highly specialized products that we do not currently produce in-house, we may source from trusted partners only when the product meets our performance standards and fills a clear need for our customers. In every case, we disclose the country of origin and hold sourced items to the same expectations we set for Mayhew-made tools.

A lot of tool brands compete on “tough” claims. What does durability mean in today’s landscape, and how has that definition changed?

For struck tools, durability starts with the right steel and the right heat treat. Those two factors largely determine strength, toughness and long-term performance. Because you cannot see those qualities, we verify them through extensive testing of incoming materials and process checks throughout production, and we use what we learn from any field failures to refine specs and processes. The definition has not changed, but expectations have risen. Customers demand longer life, tighter consistency and more proof behind performance claims.

Labor and skills have become strategic issues in U.S. manufacturing. What has worked for you in recruiting and retaining skilled production talent in western Massachusetts?

What’s worked is investing in visibility and pipeline. We’ve strengthened our local presence, especially through social media, so people understand Mayhew’s history and what modern manufacturing looks like here, and we’ve built relationships with local technical schools to support internships when it’s a fit. Like many manufacturers, the hardest part is that the talent market is competitive, so we’ve had to be intentional about training, career paths and long-term retention.

Where does innovation exist in hand tools—materials, geometry, manufacturing process or user training?

Innovation continues in hand tools, although at a slower pace than in some industries. Over my career, our industry has seen significant advances in steel and heat-treating processes, and ergonomics has become a major driver of real-world performance—especially for pros who use tools all day. Manufacturing consistency and smarter packaging have also improved the user experience, from reducing waste to minimizing exposure to residues and chemicals.

What does the independent hardware channel do particularly well when it comes to selling hand tools, and where can manufacturers better support them?

Independents win on trust and expertise. They do an exceptional job of turning hand tool sales into relationship-driven experiences. They lean deep into product knowledge and practical know-how, which translates into recommending the right tool for the job the first time.

Manufacturers can better support them with training, both in product education and in selling tools, features and benefits that differentiate the product. Flexible merchandising solutions and right-sized assortments can help maximize limited shelf space. Additionally, marketing support, digital assets, social content and co-op programs can help drive sell-through.

Over your 40-plus years leading a multigeneration manufacturing company, you’ve seen the independent channel evolve through consolidation, pricing cycles and shifts in pro versus DIY demand. What lessons from those decades still apply today for independent hardware store owners, and where do you think today’s environment truly differs from past cycles?

One lesson that has remained constant is the importance of focusing on what makes independent hardware stores different. Relationships, service and expertise have always outlasted pricing cycles and consolidation waves. Stores that invest in knowledgeable staff, stay close to their contractor base, manage inventory and adapt assortments to local demand consistently outperform those competing only on price.

What differs today? The pace of change. Digital expectations, supply chain visibility and price transparency have compressed reaction time. The customer is more sophisticated, and demand can shift more quickly. Additionally, competition isn’t just the big box, it’s also from the online marketplace.

What’s your bold prediction: Looking ahead 24 months, what’s one change you believe will reshape the hand tool category, and what early signal are you watching that makes you confident?

My bold prediction is that the hand tool category will shift toward trade-focused, innovative products that drive productivity gains rather than focusing on price. We will see clearer segmentation between “good” DIY tools and “best” pro-grade solutions, with premium tiers gaining share even in independent channels.

As to early signals, I’m watching the pro customer’s buying behavior. Contractors are trading up, not down, prioritizing durability, warranties and performance over upfront cost. At the same time independents are expanding pro assortments and sharpening their contractor engagement strategies.