Hardlines Strategies

HARDLINES Strategies

DISTRIBUTING RETAIL PROFITABILITY

FALL 2026, VOL. 26, 2

Helping Retailers Grow While Serving Their Communities Partnering for Growth Also in This Issue

Celebrate the Savings at the Blish-Mize Buying Market How Independent Retailers Can Put AI to Work Without Losing the Human Touch

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THE PRESIDENT’S REPORT

The Advantage of Staying Nimble

Contents Department Update. . . . . . . . . 2 Featured Products . . . . . . . . . . 6 Fall Market Preview . . . . . . . . 14 Customer Profile. . . . . . . . . . . 24 Prickly Pear Customer Profile. . . . . . . . . . . 32 Star Home Center Operations ................ 34 Vendor Vignette . . . . . . . . . . . 35 Blish-Mize Inside. . . . . . . . . . . 36 On the Cover After transforming one rural hardware store into an award-winning business, Ellie Bowman is applying the same formula to the newest Prickly Pear Farm, Home & Lumber with hands-on support from Blish-Mize and a focus on serving the local community.

S omeone recently asked me to boil our business down to one sentence. I simply said, “We are large enough to do all the important things for our customers, but we are also small enough that we care about them, too.” That’s what makes us different. Our strength has never been about being the biggest. It’s been about being the most dependable partner in the room. Relationships set this industry apart. It’s the ability to understand a retailer’s business,

customers and community—and respond with flexibility, care and speed. Those aren’t advantages that always come with size. In fact, they’re often the first things lost in the race to be the biggest. You’ll see that philosophy reflected throughout this issue. Prickly Pear Farm, Home & Lumber (Page 24) is a great example of what happens when strong community relationships and thoughtful growth go hand in hand. Manager Ellie Bowman has built a business that continues to grow because she stays focused on serving her customers first. You’ll also read how Star Home Center, (Page 32) , found a partner that adapted to its business instead of asking the business to adapt to us. By working alongside its existing operation, we helped strengthen inventory, expand product categories and support continued growth. That’s one of the advantages of staying nimble—meeting retailers where they are and helping them get where they want to go. Staying competitive also means staying ahead of new challenges. On Page 2 , our vice president of IT, David Griffin, shares practical steps every retailer can take to protect their business from fraud, phishing and cyberattacks. We’re also proud to recognize Sarah Lee, our vice president of purchasing, who was recently honored with a prestigious industry award. Her leadership, experience and commitment to our dealers are a big reason Blish-Mize continues to build strong partnerships with both retailers and vendors. Our Fall Buying Market, (Page 14) , is another example of how we’re always looking for ways to improve the dealer experience. From our Season Ticket Qualifier program to our industry-first Buying Market App, we’re focused on making every visit more productive. And because we’re nimble, we can listen to your feedback and quickly put good ideas into action. At Blish-Mize, we’re proud to be part of an industry that still values relationships, still rewards service and still believes in the power of local business. I look forward to seeing you soon. In the meantime, if there’s ever anything I can do to help, you can reach me directly at jonathan@blishmize.com .

Advertising Information Hardlines Strategies is published twice every year by Blish-Mize. Copyright 2026. For advertising rates and deadlines, please contact:

Blish Connor Blish-Mize

223 S. Fifth St., Box 249 Atchison, Kansas 66002 Toll free: (800) 995-0525 (913) 367-1250

(913) 375-2505 (cell) (913) 367-0667 (fax) Email: blish.connor@blishmize.com

Jonathan D. Mize Chairman and CEO jonathan@blishmize.com

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DEPARTMENT UPDATE

How Blish-Mize Helps Retailers Fight Cyber Crime Protecting Retailers

A s cyber threats continue to evolve, independent retailers face growing pressure to protect their businesses from phishing scams, ransomware attacks and other forms of digital fraud. David Griffin, Blish-Mize vice president of information technology, says cybersecurity has become essential for stores that rely heavily on digital systems and point-of-sale technology.

“Cybersecurity is important for everyone,” Griffin says. “If somebody hacks you, it could take down your POS system, store computers or anything else you rely on to operate. It shuts down your business completely.” Griffin says phishing and ransomware remain two of the most common threats impacting businesses today. Spam emails and fraudulent links are also used to trick employees into giving hackers access to systems or sensitive information. Griffin recommends checking with their POS providers to understand what cybersecurity protections are available. Many cyber insurance providers

require businesses to implement security measures and verification processes before coverage is approved. Employee training is another key defense against cyberfraud. Griffin says Blish-Mize regularly shares training videos covering phishing emails, suspicious URLs and other warning signs employees should watch for. The training can walk you through real-life examples. “If somebody you know sends you an email, you might look at their email address because sometimes they’ll clone email addresses to make it look like somebody else and it’s actually not them,” Griffin says.

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DEPARTMENT UPDATE

Two-factor authentication is another way Griffin recommends to keep your business secure. While there isn’t a single solution to stopping cybercrime, Griffin says email scams remain one of the most overlooked vulnerabilities for retailers. “They may see an email that says it’s coming from Blish-Mize, but it may not be coming from a vendor,” Griffin says. “It might be a phishing attempt to try to get you to click on something.” Griffin says Blish-Mize uses a cybersecurity partner and around-the-clock monitoring to detect unauthorized access attempts. “They are monitoring our systems and servers 24/7,” he says. “If somebody tries to get in, they lock it down.”

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DEPARTMENT UPDATE

for networking, professional development and conversations about leadership and career growth. As part of the event, Lee participated in a live panel discussion focused on leadership, career development and the evolving role of women in the industry. During the panel discussion, Lee represented both Blish-Mize and the distribution side of the industry, sharing insight into how distributors identify new suppliers, evaluate products and support independent retailers. She also discussed the unique role distributors play in connecting manufacturers and retailers while helping bring new products and solutions to market. Lee says the event created opportunities to connect with other industry leaders, including retailers, manufacturers and fellow award recipients, while highlighting the contributions women are making throughout the channel. “The platform really highlighted what our industry is doing and how Blish-Mize supports its customers,” Lee says. “Anytime your distributor is part of those conversations, it’s a positive thing, and it was fantastic for Blish-Mize to be represented there. It was an honor to represent both our company and the independent channel in those conversations.” The event also emphasized the importance of mentorship, leadership development and creating opportunities for future generations of industry professionals. For Lee, the recognition provided an opportunity to showcase the work being done at Blish-Mize while representing the independent home improvement channel on a national stage. “Sarah’s recognition is both well-deserved and long overdue. She has made a tremendous impact at Blish-Mize through her leadership, professionalism and unwavering commitment to our customers, vendors and fellow employees,” says Jonathan Mize, Blish-Mize chairman and CEO. “She leads by example, earns the respect of those around her and embodies the values that have defined our company for generations. We could not be more proud to see her honored at NHS, and we congratulate her on this outstanding achievement.”

The Leadership Excellence Award recognizes professionals who demonstrate outstanding leadership and make lasting contributions to the home improvement industry.

Excellence in Leadership Blish-Mize VP Honored With Industry Award

S arah Lee, Blish-Mize vice president of purchasing, was honored with the How Women Rise—Leadership Excellence Award during the 2026 National Hardware Show (NHS), recognizing her leadership and contributions to the home improvement industry.

Lee received one of four awards presented at the How Women Rise program, which celebrates women leaders making an impact across the home improvement industry. The Leadership Excellence Award recognizes individuals who demonstrate strong leadership, strategic vision and a commitment to advancing both their organizations and the industry. “When I found out I was selected for this award, I immediately knew what an honor it was,” Lee says. “To be recognized for what we do at Blish-Mize and for our abilities and contributions to the industry means a lot.” The How Women Rise program brought together leaders from across retail, distribution and manufacturing

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Ask about additional SPECIALS not listed here

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FEATURED PRODUCTS

Fall 2026 Selections Check Out These Top Vendors and Products This Season

Jump Starter The M18 HOTSHOT Jump Starter from Milwaukee Tool is a cordless jump starter designed for starting gasoline and diesel engines using Milwaukee M18 batteries. It uses internal capacitors instead of an onboard rechargeable battery and delivers up to 2,000 peak amps. The unit features a digital display, custom battery clamps and built-in spark-proof, reverse-polarity and overheat protection. It is rated for engines up to 8.1-liter gasoline and 3.0-liter diesel.

Milwaukee Tool milwaukeetool.com

Floor Protection Paper X-Paper Floor Protection Paper from Trimaco is a heavy-duty paper designed to protect floors and other finished surfaces during painting, remodeling and construction projects. The paper is thicker than standard builder’s paper and is intended for use on hardwood floors, stairs, cabinets and countertops. It is resistant to minor spills and punctures and can be cut to fit a variety of applications. Trimaco trimaco.com

Random Orbital Sander The 20V MAX XR 6-Inch Random Orbit Sander from DEWALT is a cordless sander designed for material removal and finish sanding. It features a 6-inch sanding pad, variable speed control and a dust collection system to help improve dust extraction during use. The tool is engineered to reduce vibration for extended operation and is compatible with DEWALT 20V MAX batteries. It is sold as a tool only. DEWALT dewalt.com

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FEATURED PRODUCTS

2-Piece Toilet The Alpena 16.5 Round Front Toilet from Compass Manufacturing International is a two-piece toilet designed for residential bathroom installations. The Grab-N-Go package includes the tank, bowl, round front seat, wax ring with sleeve, flange bolts and bolt caps. The toilet is 16.5 inches tall and features a round front bowl design. Compass Manufacturing International cmiproduct.com

Foam Sealant The Gaps & Cracks High-Density Foam from DAP is a polyurethane foam sealant designed to fill and seal gaps up to 1 inch wide. The foam can be applied around ducts, pipes, vents, foundations and other interior areas where air sealing and insulation are needed. DAP dap.com

Small Engine Fuel The TruFuel 4-Cycle Fuel from TruFuel is a ready-to-use, ethanol-free fuel formulated for four-cycle outdoor power equipment. It features synthetic lubricants and stabilizers designed to support engine performance, reduce fuel-related issues and provide consistent starts. The fuel is formulated to prevent phase separation and is available in a 2.1-gallon package for higher-use applications. TruFuel trufuel50.com

Male Hose Mender The Ultimate ⅝-Inch Brass Male Hose Mender from Orbit is a brass repair fitting designed to replace the male (attachment) end of most ⅝-inch garden hoses. It features heavy-duty brass construction and is compatible with standard, ribbed and kink-free ⅝-inch hoses. Orbit orbitonline.com

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FEATURED PRODUCTS

Extension Cord The 6-Foot GFCI Tri-Cord from Southwire is a heavy-duty extension cord designed to power up to three tools from a single outlet while providing built-in ground fault circuit interrupter (GFCI) protection. It features a 12/3 AWG cord, three grounded receptacles and an integrated GFCI in the plug. The cord is intended for construction sites, outdoor work and portable power tool applications. Southwire southwire.com

Electrolyte Drink Mix The All Sport Zero Sonic Cherry Limeade Drink Mix from All Sport is a powdered hydration mix designed to be added to water. Each box contains 50 single-serve sticks that mix with 16.9 to 20 ounces of water. The zero-sugar formula includes electrolytes and vitamin C and is designed for use during work, exercise and outdoor activities. All Sport drinkallsport.com

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FEATURED PRODUCTS

Portable Generator The iQ5200 Dual Fuel Portable Inverter Generator from Generac is a portable generator designed for backup power, jobsites and recreational use. It runs on gasoline or liquid propane and delivers up to 5,200 starting watts. Features include push-button electric start, a quiet enclosed design, an LED display, USB charging ports and COsense® carbon monoxide protection. Generac generac.com

Deck Board Spacing Tool The Plank Rite Decking Tool is a deck installation tool designed to space and align wood and composite deck boards during installation. It features a fastening guide to help position screws or nails in a straight line across deck boards. The tool is manufactured from steel and is intended to improve consistency and accuracy during deck construction. Plank Rite plankrite.com

Booth # 142

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FEATURED PRODUCTS

Female Hose Mender The Ultimate ⅝-Inch Brass Female Hose Mender from Orbit is a brass repair fitting designed to replace the female (faucet connection) end of most ⅝-inch garden hoses. It features heavy-duty brass construction and is designed to create a leak-resistant connection on standard, ribbed and kink-free hoses. Orbit orbitonline.com

Interchangeable Cleaning Kit Easy-Click 4-in-1 Dusting & Floorcare Kit from E-Cloth is a modular cleaning system that includes an adjustable handle with interchangeable mop, broom and dusting attachments. The kit includes reusable cleaning pads designed for wet mopping and dusting on a variety of household surfaces. The attachments connect to a single handle for cleaning floors, walls and other hard-to-reach areas. E-Cloth us.e-cloth.com

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FEATURED PRODUCTS

Paintbrushes The GripTech MAX brush line from Wooster Brush features a composite handle with a rubberized grip designed to improve comfort and control during painting. Available on select Silver Tip and Ultra/Pro Firm brushes, the line includes flat, angle and thin-angle styles for use with all paint types. Depending on the brush selected, the brushes deliver smooth finishes or general-purpose interior and exterior painting applications. The Wooster Brush Company woosterbrush.com

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FEATURED PRODUCTS

Hose Repair Kit The Ultimate ⅝-Inch Brass Repair Hose Menders from Orbit is a repair kit designed to restore damaged ⅝-inch garden hoses. The kit includes both a brass male hose mender and a brass female hose mender for repairing either end of a hose. The heavy-duty brass fittings are compatible with most ⅝-inch hoses, including ribbed and kink-free designs and are intended for outdoor use with cold water. Orbit orbitonline.com

High-Temperature Spray Nozzle The 4694 Industrial High Temp Adjustable Garden Hose Nozzle from Chapin is a hose-end spray nozzle designed for industrial cleaning and watering applications. It features an adjustable spray pattern, a palm trigger with thumb-operated flow control and a cast metal body with a rubberized grip. The nozzle is rated for water temperatures up to 160 degrees Fahrenheit and connects to standard 3/4-inch garden hoses. It is backed by a one-year limited warranty. Chapin chapinusa.com

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MARKET PREVIEW

Earning Extra Benefits Consecutive Attendance Unlocks Exclusive Offers and Incentives

Shop the 2026 Blish-Mize Fall Buying Market and connect with vendors, other retailers and the Blish-Mize team on the show floor and at market events.

B lish-Mize is giving retailers another reason to attend both of its annual Buying Markets through its Season Ticket program, which rewards consecutive attendance with exclusive promotions, special pricing and prize opportunities throughout the year.

The program, which saw a successful rollout at the Spring Buying Market, grants season ticket qualifier status to retailers who attend two consecutive Blish-Mize markets. Participants gain access to extended promotional terms, exclusive monthly deals and drawings reserved specifically for season ticket qualifiers. “If you attend two shows in a row, you get coded as a season ticket qualifier,” says Clay Uhrmacher, Blish-Mize vice president of sales and marketing. “You receive

extended terms on promotions and some exclusive buying opportunities throughout the year. To keep your season ticket status, our customers have to continue attending two shows in a row.” season ticket holders are eligible for exclusive drawings and prizes at the Buying Markets. Blish-Mize has expanded the amount of prize money available through drawings reserved solely for qualifying retailers. In addition to year-round promotional opportunities,

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MARKET PREVIEW

“It increases opportunities for our customers to take advantage of promotional buys as long as they keep attending the markets,” he says. Uhrmacher says the program was developed to provide additional value for retailers while encouraging participation in both annual markets. “We want to give buyers another reason to carve out time to attend the markets,” Uhrmacher says. “Beyond the connections at the shows themselves, the savings and benefits extend throughout the year, making the trip even more valuable.” For some retailers, those benefits have delivered savings both at the market and long after the event ends. Brenda Richards, co-owner of Hunny-Do’s Hardware in Valliant, Oklahoma, says the program helped her store take advantage of special pricing during its early growth stages. “When we were first starting, finances were in a pinch, and we were trying to stock the store,” Richards says. “It was great to be able to start up during that process and get really good deals.” Beyond the promotions available during the buying markets, season ticket qualifiers receive access to monthly promotional offers. Richards says she regularly uses those deals to purchase inventory at favorable prices. “I’ve been ordering off the season ticket promos they do every month, and I order a variety of products out of it,” she says. Richards says many of the products featured in the monthly promotions are items her store already stocks and sells regularly. “A lot of our top-selling items end up in there,” she says. “I can stock up on it at a better price a better price to pass on the savings to our customers.” While the long-term impact of the program is still developing, Blish-Mize says retailers are already expressing interest in earning and maintaining season ticket cystomers status. Uhrmacher says dealers who

Explore Additional Market Programs

Assortment Avenue Visit Assortment Avenue for top assortments, display tips and all products that are stocked in our distribution center.

Impulse Area Explore endcap and impulse displays from stocking and non-stocking vendors.

Interactive Sponsoring Vendor App Game Visit sponsoring vendor booths to learn how to qualify for an exclusive prize ticket .

Sponsor Event To join the Thursday and Friday night drawings, visit sponsoring vendor booths and ask how you can qualify for the chance to win a prize drawing.

Browse Market-Only Opportunities Stop by these areas at the Fall Buying Market to discover new products, merchandising strategies and market-only deals.

Surprise Buys Get mystery deals on special products from 8-11 a.m. and stay for the Surprise Buys drawing Saturday at 11:15 a.m. Traffic Builders: Event Explore 68 heavily discounted promotional items on display.

Market Coupons In-person attendees get access to market coupons for exclusive deals. ShowStarters Spiffs will be paid from 4-7 p.m. Must buy 8 of 16 for $50 or all 16 for $100. There will be no drawing.

Market Attendee Terms Attend our Fall Buying Market and receive a 4% cash discount and 60-day terms on all market warehouse purchases. Spend $6,000+ in market warehouse purchases and double your dating. Ask your Blish-Mize sales representative for complete details.

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MARKET PREVIEW

Turning Checkout Into Opportunity

“We saw a need for it,” says Clay Uhrmacher, Blish-Mize VP of sales and marketing. “These are quick grab-and-go items that customers can easily add to a purchase.” The idea for the Impulse Zone grew out of discussions about merchandising best practices and the role checkout areas can play in driving incremental sales. Blish-Mize leaders saw an opportunity to help independent retailers adopt strategies commonly used by larger chains while tailoring them to smaller store formats. “If you walk into a big retailer, they’re using impulse queue lines,” Uhrmacher says. “We want to make sure our customers know we can do that for them as well, and that we have a program to support it.”

He says the concept is also intended to help retailers modernize store layouts and identify new merchandising opportunities that may not require major investments or extensive floor space. “We’re focused on having a really good selection of impulse products,” Uhrmacher says. The Impulse Zone will be one of several returning features at the Fall Buying Market as Blish-Mize carries forward its “The Celebration Continues” theme tied to America’s 250th anniversary celebration. Along with new products and vendor offerings, the display will provide retailers with practical merchandising ideas they can take back to their stores and to help drive everyday sales.

After receiving positive feedback from retailers at its Spring Buying Market, the Impulse Zone is returning to the Fall Buying Market, giving retailers another opportunity to explore merchandising strategies designed to drive add-on sales. The Impulse Zone is a dedicated display area showcasing products commonly merchandised near checkout counters and high-traffic areas. The concept highlights quick purchase items that help retailers increase basket size while making better use of existing floor space.

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MARKET PREVIEW

Instead of educational sessions, Blish-Mize is hosting a retailer roundtable on technology, AI and how you can use both to improve your business.

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traditionally attend only one market each year have asked about the program and the requirements to qualify. “I’ve had customers who typically attend only one market a year decide to attend the second to take advantage of the pricing and deals. It will take some time to fully see the benefits, but if we can get a few more dealers to attend both shows, it’s going to benefit both our customers and us.” For Richards, the program has become another reason to continue attending both buying markets. “We look forward to attending,” Richards says. “We save extra money up for the shows.”

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The Season Ticket Qualifier program is giving retailers a reason to attend both Blish-Mize Buying Markets. The Program offers exclusive deals and extended terms.

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MARKET PREVIEW

Here’s How it Works

Introducing Marketing Pro Marketing Pro helps more local customers find your store, see what’s new and choose you over competitors.

• You’re paired with a dedicated Marketing Specialist who manages your updates across your website, Google business profile, social media and email marketing. • Each month, you spend just 20 minutes taking photos or videos and sharing what’s happening in your store. • You text or email that content to us along with any promotions, events, or announcements. • We turn your real, in-store content into professional updates across all your online channels. • If you forget to send content, we follow up to make sure your marketing stays consistent. • Your website also captures emails and phone numbers from local shoppers so your customer list grows every month.

• Feels like an in-house marketer. • Consistent local marketing, done for you. • More local customers finding the store. Why Store Owners Love It

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MARKET PREVIEW

Blish-Mize App • Browse the Blish-Mize product catalog • Place orders from your smartphone or tablet • View updated product and

Market App • Place orders • Scan products to access product information or place orders • View the Buying Market Schedule • Review Market Program information • Access the vendor directory and see Market Specials • Track orders, spiffs and prize tickets

BLISH MIZE APP

MARKET APP

inventory information, scan UPC barcodes and see your personalized purchase information

The apps are free to download on iOS and Android devices. Search “Blish-Mize” in your app store to download the apps and plan your market experience.

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MARKET PREVIEW

Market Schedule

THURSDAY, SEPTEMBER 4-7 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . MVP Event Deals, spiffs, food and drinks 4-7 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ShowStarters Huge discounts on individual items 4-6:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Sponsor Event Exclusive prize drawings at 6:45 p.m. All Show Hours . . . . . . . . . . . . . . . . . . . . . . . Traffic Builders: Event FRIDAY, SEPTEMBER 8 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Opens 12 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Lunch 1-4:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Plinko $250 Plinko drawing at 5 p.m. 2-4:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Sponsor Event Exclusive prize drawing at 5:15 p.m. 5 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Cash & Prize Drawings 5:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Closes

5:30-7:30 p.m. . . . . . . . . . . . . . . . . . . . . . Dinner & Entertainment

Cash & Prize Drawings at 6:30 p.m. - Must be present to win

SATURDAY, SEPTEMBER

8 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Opens

8-11 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Surprise Buys

Huge discounts on individual items

11:05 a.m. . . . . . . . . . Buying Market App Game Prize Drawing

11:15 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . Surprise Buys Drawing

11:20 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . Cash and Prize Drawings

11:30 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Closes

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MARKET PREVIEW

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Richards says that the savings generated through the season ticket promotions help free up dollars that can be reinvested into inventory purchases throughout the year. The Season Ticket Qualifier program will continue at the Fall Buying Market, where qualifying retailers will have opportunities to maintain their status and take advantage of additional promotions and prize drawings. As Blish-Mize prepares for its upcoming Buying Market, Uhrmacher says he hopes the program continues to build momentum as more retailers discover its year-round benefits. “There are always good deals,” Richards says. “Being a season ticket qualifier, you get entered into more giveaways. We actually won several prizes last spring.”

For the Fall Buying Market, Blish-Mize is continuing to celebrate America’s 250th birthday.

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CUSTOMER PROFILE

Partnering for Growth

How Blish-Mize Helps Rural Retailers Transform Their Businesses While Staying Focused on Their Communities

I n 2022, when Ellie Bowman and her family purchased a struggling lumberyard in Kinsley, Kansas, she saw an opportunity to prove that rural hardware and lumber businesses could still thrive with the right vision. support of longtime distributor partner Blish-Mize have helped her take on another turnaround opportunity in western Kansas. Bowman, owner of Prickly Pear Farm & Home in Kinsley, is also the manager of Elkhart Lumber in Elkhart, Kansas, where she is overseeing a major transformation that includes a new store layout, expanded product offerings, a revived greenhouse operation and a complete rebrand under the Prickly Pear name. Building a Proven Model Bowman’s path to Elkhart began after Prickly Pear Farm & Home doubled its business during the first year under her family’s ownership. She says a store reset completed with support from Blish-Mize, new merchandise categories and a focus on creating a welcoming shopping experience helped transform the business and drive that growth. Less than four years later, the success of that venture and the

After joining the Elkhart Lumber team, Ellie Bowman put a focus on revitalizing the store’s greenhouse.

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CUSTOMER PROFILE

“We doubled business in our first year. We changed our assortment and offered a few different things in the front, making it a place for everybody.”

“We doubled business in our first year,” Bowman says. “We changed our assortment and offered a few different products in the front, making it a place for everybody.” Her work in Kinsley also earned statewide recognition. In 2024, Bowman earned several recognitions from Kansas Commerce, including Young Entrepreneur of the Year and Under 30 Entrepreneur of the Year honors. Those achievements, and the store’s success, caught the attention of the owners of Elkhart Lumber. A New Opportunity After the death of longtime owner Kent Fowler, Elkhart Lumber’s future was uncertain. The business struggled through years of declining sales, stopped carrying lumber and drywall and was facing inventory and distribution challenges. Family members were exploring options when their local economic development director suggested they contact Bowman.

—Ellie Bowman, Prickly Pear Farm & Home

Elkhart Lumber went through a rebrand to join the Prickly Pear umbrella after current manager Ellie Bowman came onboard.

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CUSTOMER PROFILE

Elkhart Lumber’s transformation shows how the right partnerships and local leadership can help independent retailers adapt and grow.

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CUSTOMER PROFILE

“The Fowler family was talking to their economic development director, who had been at one of the awards that I had won and watched my video and what I had accomplished,” she says. “She told them, ‘You need to call Ellie.’” After visiting Elkhart and meeting community leaders, Bowman accepted the opportunity and moved to the town in August 2025. The move to Elkhart was an opportunity for Bowman to apply the same principles that helped transform Prickly Pear Farm & Home. “When we came down here, they pretty much rolled out the red carpet,” Bowman says. “They had a group of people here to tell me how much they loved their town and wanted to see the business succeed.” Restoring Community Staples When Bowman arrived in Elkhart, she inherited the management of a business facing several challenges. When Bowman came onboard, she transitioned the store’s previous distributor to Blish-Mize, bringing in a new computer system and distribution strategy. One of her priorities was restocking products that local contractors relied on. “One of my first tasks was bringing back lumber and sheetrock and starting to build those relationships back with my customers and contractors,” Bowman says. Bowman also reviewed the store’s “When I took over management of the store, customers constantly asked me if the greenhouse would come back,” she says. “That made it clear how important it was to the community.” Reopening the greenhouse aligned with Bowman’s broader strategy of giving customers more reasons to visit the store beyond traditional hardware and lumber purchases. After hiring a greenhouse manager and handling updates in other operational areas, the greenhouse reopened and quickly became a centerpiece of the store’s grand reopening. shuttered greenhouse operation, which closed after the previous manager’s retirement.

With the nearest competitor hours away, Ellie Bowman stocks everything homeowners and contractors need so customers can rely on finding the right products close to home.

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CUSTOMER PROFILE

A Partnership for Growth Bowman says her partnership with Blish-Mize has been a key piece of the store’s transformation. When she arrived in Elkhart, she knew she wanted to transition the store’s distributor to Blish-Mize, one she knew and trusted. That familiarity allowed Bowman to focus on rebuilding the business rather than learning a new system or developing new supplier relationships. “I knew how the reset process would go, and I knew the team I was getting,” Bowman says. Once the decision was made, Bowman says Blish-Mize moved quickly to help reposition the business. The company worked with her to develop a complete store reset, helping design assortments, create merchandising plans and coordinate the transition. Clay Uhrmacher, Blish-Mize vice president of sales and marketing, says the project was hands-on from the start. Every step of the way, Blish-Mize was there. He says Blish-Mize helped move the store out of its previous distribution model, secured discounts and credits during the conversion process and then sent teams into the store to redesign layouts and install new product programs.

When Ellie Bowman took over the store, she partnered with Blish-Mize to complete a full store reset, redesign merchandise assortments and strengthen the business for the future.

Booth # 100

212

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CUSTOMER PROFILE

“They made my vision come to life. They heard me, knew what I wanted to do and put it all together.” —Ellie Bowman, Prickly Pear Farm & Home

“The minute we said we’re going to do this was the minute the reset was scheduled,” Bowman says. “We couldn’t wait. The turnaround had to be done.” Rather than forcing a standard store format, Bowman says the Blish-Mize team listened to her vision and tailored the reset to the needs of the Elkhart community. “They made my vision come to life,” Bowman says. “They heard me, knew what I wanted to do and put it all together.” Bowman says the company also helped simplify what could have been an overwhelming process by recommending assortments, developing category plans and coordinating many of the details involved in the reset. “I knew what I wanted, and I knew what we needed,” Bowman says. “They handled it for me.” Understanding Rural Retail Bowman credits Blish-Mize’s understanding of rural communities as one of the primary reasons she chose the company as a partner for both businesses. Communities like Elkhart are often hours from the nearest big-box retailer, making inventory and logistics more challenging. Bowman says that’s why independent retailers need a distributor that understands small-town businesses.

Booth # 641

Booth # 618

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CUSTOMER PROFILE

The store reset provided an opportunity to reintroduce essential products, expand key categories and better align the assortment with community demand.

Booth # 4 08

Booth # 200

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CUSTOMER PROFILE

“Blish-Mize makes things happen,” she says. “They make good business decisions, which helps us be successful.” That understanding of rural communities is one of the primary reasons Bowman chose Blish-Mize as a partner for both Prickly Pear Farm & Home and Elkhart Lumber. Uhrmacher says Blish-Mize’s focus on rural independent retailers was a key factor in the partnership. Many of the company’s customers operate in small communities where the nearest big-box store may be over an hour away. “The hands-on approach that we took on that one is something they can’t get from some larger companies,” Uhrmacher says. For Bowman, the relationship goes beyond supplying products. She views Blish-Mize as a business partner that understands the realities of independent retailing and helps stores navigate major transitions while remaining focused on serving their communities. As she continues leading Elkhart Lumber’s transformation while her family oversees Prickly Pear Farm & Home, Bowman says having partners who understand rural retailing is critical to long-term success.

A hands-on partnership helped simplify a complex store transition while keeping the focus on customers and the community.

Booth # 2 2 6

,

Stop by Booth # 111

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CUSTOMER PROFILE

Building Success Together Blish-Mize Helps Support Expansion While Preserving Core Values

Star Home Center’s annual Customer Appreciation Event celebrates the customers, vendors and community that support the business.

F or AJ Hughes, owner of Star Home Center, a hardware and home improvement store in Middlebury, Indiana, building strong partnerships has always been an important part of running a successful independent business.

Since partnering with Blish-Mize in 2019, Hughes says the relationship has helped his store strengthen inventory levels, expand key product categories and continue serving customers without interruption. “We felt like Blish-Mize was closely aligned with our values,” Hughes says. “They’ve been a valued partner, and we’ve grown our business significantly since we started working together.” The relationship began when Star Home Center was looking to add another supplier to complement its existing operations. Hughes says Blish-Mize quickly stepped in and made the transition seamless,

helping the store continue meeting customer demand while maintaining strong product availability. “They were willing to work alongside our existing partners and focus on helping us succeed,” Hughes says. “That flexibility made a big difference.” Over the years, Hughes’ partnership has supported growth across several departments, including an expansion of the store’s Diablo assortment, which increased to 36 linear feet of merchandise. Hughes says dependable inventory support from Blish-Mize helped make the category expansion possible.

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CUSTOMER PROFILE

“They’re involved in helping dealers make the best use of their time. That’s a true partnership. It’s not just about selling products. It’s about figuring out how everyone can grow together.”

Maintaining in-stock positions remains one of the most important factors for Star Home Center’s success. “Empty hooks don’t make profit,” Hughes says. “Blish-Mize has been an integral piece of making sure we keep products on our shelves and available for our customers.” The partnership has also played a key role in Star Home Center’s paint department. Hughes credits strong inventory performance and consistent product availability as major benefits. “What they do, they do very well,” he says. “Their fill rate is excellent, and it’s rare that we experience outages.” Beyond inventory support, Hughes values the hands-on approach Blish-Mize takes with independent retailers. Company representatives regularly visit the store, offering feedback, sharing new product opportunities and helping identify ways to improve merchandising and operations. This collaborative spirit is also evident at buying markets. “Sometimes you can get tunnel vision in your own store,” Hughes says. “Having someone walk the aisles and point out new opportunities or make recommendations is valuable.” That partnership extends to Buying Markets as well, where Hughes says the Blish-Mize team helps retailers develop a plan before they even step onto the show floor. “They’re involved in helping dealers make the best use of their time,” Hughes says. “That’s a true partnership. It’s not just about selling products. It’s about figuring out how everyone can grow together.” While the partnership has contributed to business growth, Hughes says Star Home Center remains focused on what matters most—serving customers and supporting the local community. One example is the store’s annual customer appreciation event, which has grown into one of the largest community gatherings hosted by the business, fostering deep customer loyalty. The event draws roughly 2,500 attendees and features food, vendor participation, contractor consignment sales and special offerings from a local nursery. “We’d rather do one event and do it well,” Hughes says. “It’s our opportunity to thank customers and bring the community together.” As Star Home Center looks ahead, Hughes believes the relationship with Blish-Mize will continue to support the store’s growth and long-term success. “We feel very positive about the future,” he says. “I think we’ve got a long-term partner.”

—AJ Hughes, Star Home Center

Strong partnerships have helped Star Home Center expand categories, improve inventory levels and grow the business while staying focused on serving its local community.

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OPERATIONS

of facing at least one BEC attack per week, says Luke Vander Linden, Retail & Hospitality ISAC vice president of membership and marketing. Retailers are particularly vulnerable. In 2023, they were the second highest targeted industry for vendor email compromise attacks, a BEC-attack subtype where cybercriminals pose as vendors. Voice Phishing Attacks Similar to BEC attacks, Vander Linden says voice phishing is used to trick employees into divulging sensitive or financial data. Again, bad actors pose as trusted vendors, HR personnel, executives, IT teams and more. Deepfake technology is a more sophisticated form of voice phishing, where bad actors can mimic people’s voices to gain access to your business. In the last year, AI-driven phishing attacks increased by 60%—a trend that’s likely to continue. SMS Phishing Attacks Phishing attacks continue beyond emails or phone calls. Cybercriminals can also infiltrate your employees’ cell phones via text message in an SMS phishing attack. Once again, scammers pose as known sources, such as a boss or colleague, to trick employees into clicking on suspicious links, sharing log-in credentials or otherwise compromising security. As with deepfakes, AI makes phishing attacks more realistic and harder to thwart, enabling scammers to mimic personal writing styles with startling accuracy. Supply Chain Attacks As part of a broad supply chain, retailers often have multiple integrations with third-party vendors—logistics providers, suppliers and payment processors. Some may even share login credentials. While these integrations optimize communication and data transfers, they also expose retailers to new threats. The supply chain is only as strong as its weakest link. Should a retailer’s vendor become compromised, attackers can take advantage of the retailer-vendor integration to gain entry to the retailer’s network. Once they’ve gained access, they can steal sensitive data, deploy ransomware and disrupt operations or more.

Fortify Your Defenses Top 4 Cybersecurity Risks Small Retailers Face

W ith cyberattackers constantly shifting tactics and growing supply chains and AI advancements, retailers of all sizes should be on the lookout for new threats. Here’s what to watch for—and how to strengthen security.

Business Email Compromise (BEC) Attacks

A BEC is a cyberattack when scammers leverage social engineering techniques to compromise a legitimate work email address to execute more believable scams or steal money or sensitive information, such as intellectual property or identifiable information. Once they’ve gained trust, they trick employees into making critical mistakes, such as authorizing fraudulent payments, releasing sensitive data or installing malware. Large companies aren’t the only ones at risk of BEC attacks. Companies with fewer than 1,000 employees have a 70% chance

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VENDOR VIGNETTE

More Than a Market Building Opportunities Beyond the Market

Cool has worked with Blish-Mize for several years, representing manufacturers including Berryman Products and recently, Tick Mitt. Throughout his tenure, he’s become a familiar face at the Spring and Fall Buying Markets, where he says the opportunity to connect directly with customers and introduce new products is incomparable to other shows. “I’ve been attending the markets consistently for several years, and every show has been extremely productive,” Cool says. “The dealers are engaged, attendance is strong and the interactions with customers are always excellent.” Cool says one of Blish-Mize’s biggest strengths is the way it creates opportunities for meaningful conversations between vendors and customers. Through market programming, networking events and show specials, Blish-Mize retailers spend time learning about products and building relationships with supplier partners. “The way Blish-Mize brings dealers and vendors together is outstanding,” Cool says. “They do a first-class job of create opportunities for both vendors and customers throughout the company’s Buying Markets. S trong relationships are at the center of every successful business partnership. That philosophy has shaped JOSCO territory manager Denny Cool’s long standing relationship with Blish-Mize and has helped

creating an environment where everyone can connect.” That collaborative atmosphere has also created opportunities for Cool to bring new products to Blish-Mize dealers. Recently, Tick Mitt was featured at the Spring Market, where retailers had the chance to learn more about the product and explore how it could fit into their assortments. Cool credits the Blish-Mize team for being supportive and easy to work with throughout the process. “They’ve always been great partners,” Cool says. “The communication is strong, and they’re always looking for ways to help vendors succeed while bringing value to their dealers.” Cool also appreciates the accessibility of the Blish-Mize staff and buying team. The relationships built over years of working together have helped create a level of trust that benefits everyone involved. “It’s a very relationship-driven organization,” Cool says. “The people are professional, approachable and committed to helping their customers.” That culture extends to the dealers who attend the markets. Cool says Blish-Mize retailers consistently take time to visit with vendors, ask questions and learn about new products, creating a welcoming and productive atmosphere. “They have some of the best customers of any show I attend,” Cool says. “They’re friendly, engaged and genuinely interested in learning about products that can help their businesses.” As he prepares for future markets, Cool says he looks forward to continuing to introduce new products and strengthen relationships through his partnership with Blish-Mize. “The products are important, but the relationships are what make the difference,” Cool says. “Blish-Mize has built a culture around those vendor relationships, and that’s what makes working with them so rewarding.”

What started at home is now carried by families, pet owners, and outdoor enthusiasts who look out for each other with one small, powerful habit. From our home to yours—make the check, keep adventures safer. Stop by to chat with Denny and see everything Tick Mitt has to offer at Booth #113 at the Fall Buying Market!

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