HardlinesStrategies_Fall_2024

HARDLINES Strategies

DISTRIBUTING RETAIL PROFITABILITY

FALL 2024, VOL. 24, 2

How Wylaco Supply Co. Approaches Service and Sales Business by the Yard

Also in This Issue Falling for Deals at the Blish-Mize Buying Market Technology Solutions From Blish-Mize to Help Lead Your Operation

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BB oo oo tt hh ## 11 00 44 Booth # 104

THE PRESIDENT’S REPORT

Contents Transportation Update . . . . . . 2 Featured Products . . . . . . . . . . 4 Fall Market Preview . . . . . . . . . 8 SetupSuccess ............. 16 Golden Rule Lumber Co. Heart of Hardware.. . . . . . . . . 18 Teague Lumber Customer Profile. . . . . . . . . . . 22 Wylaco Supply Co. Customer Profile. . . . . . . . . . . 28 Prickly Pear Farm & Home Customer Profile. . . . . . . . . . . 30 Baylor Lumber Vendor Vignette . . . . . . . . . . . 34 Joe “DAP” Kovarik Operations ................ 36 Digital Marketing Insights Blish-Mize Inside. . . . . . . . . . . 38 On the Cover The team at Wylaco Supply Co. in Colorado provides the tools and products its customers need for projects from big to bigger.

Where’s the Beef?

A ndy Reid, head coach of Super Bowl Champions the Kansas City Chiefs, and I have two things in common: We love cheeseburgers and strategy. Coincidentally, those two things share a few similarities. A cheeseburger has many layers, as does a strategy. Our intentional investment in technology to improve efficiency and logistics are the two layers I embrace to reduce costs and improve operations, something I’m sure you all look at every day as business owners.

These investments in automation and functionality, as well as our new partnership with Schneider and their advancements in order tracking and route guidance, have proved effective in keeping costs down and delivery times quicker than ever before. Read more about that partnership on Page 2 . On Page 8 , we give you a behind-the-scenes look at our Market setup and our exclusive Buying Market App. Our teams (Purchasing, Marketing, Finance and Sales) cook up the best events twice a year. Months of planning go into the week of excitement, and the app technology is second to none. Our mobile Buying Market App is unlike anything else in our industry. While we’ll never totally get rid of paper Market books, our App is the most up-to-date form on what’s going on during our Markets. Plus, you, our customers, control the ordering on all orders and programs found through the App. Download it—it’s the key ingredient to Market success. The meat of our business is our customers, and this issue is packed with their stories. Meet these incredible people and learn about their diverse businesses throughout the issue, including Baylor Lumber, Wylaco Supply Co., Teague Lumber, Golden Rule Lumber and Prickly Pear Farm & Home. At Baylor, they live by the slogan, “We pride ourselves on delivering customer care to the best of our ability.” They know, like we do, that delivering more is the secret sauce. Wylaco, our cover story on Page 22 , is strategically defining its core audience. The company leaders have decided to target the construction industry and in turn, the business has become the largest supplier of tools and supplies to professional contractors. Wylaco has defined its essential layers and added toppings along the way. Also, check out the feature on Teague Lumber on Page 18 . The longevity of its employees rivals ours—and we’ve had people stay for over 50 years! Teague is a unique outfit, and we are happy to call them a customer. We are strategizing for a successful finish of 2024 and beyond. Take a look at Page 38 to learn about how our comprehensive investments in technology are helping you prepare for your future. We look forward to continue helping you succeed with optimal pricing, planning and performance strategy. And, we will see you at the Market to celebrate Red Friday and toast to your success.

Advertising Information Hardlines Strategies is published twice every year by Blish-Mize. Copyright 2024. 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 Mize Chairman and CEO jonathan@blishmize.com

Hardlines Strategies • Fall 2024 1

TRANSPORTATION UPDATE

New Partnership Making Delivery Improvements With Schneider at the Wheel

A s your trusted partner, Blish-Mize is always looking to find opportunities to improve efficiencies and service. Most recently, those improvements were found in a new partnership. As of August 1, Blish-Mize has partnered with Schneider to provide enhanced delivery service with a number of new features available to retailers.

“We wanted to be able to provide better opportunities for customers and increase the visibility of delivery times,” says Brady Clark, vice president of operations. “This new partnership will allow us to expedite delivery to our customers throughout our delivery area.” Because the contract with Blish-Mize’s previous delivery service provider was set to expire, Clark says the company was presented with an opportunity to find a new delivery partner that could offer more comprehensive information. The focus was to offer more transparency around deliveries along with accurate delivery windows. Clark says Schneider is able to provide those additional details so retailers can better prepare their staff and stores for deliveries.

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TRANSPORTATION UPDATE

“Schneider’s solutions fit our vision for the future, providing better service levels and proper rates,” he says. “The biggest win we will gain from this partnership is the ability to have consistent communication about deliveries to our customers.” Blish-Mize customers now have more opportunities to track deliveries, and the Blish-Mize team has more options to notify customers on their delivery status. There will be options for email notifications based on driver locations, GPS updates during the driver’s route and a program that can provide estimated times of arrival based on when a load leaves the warehouse. These estimates will be initiated as Schneider becomes familiar with the Blish-Mize process. “The upgrades in delivery notifications should be immensely better from what our customers have seen,” Clark says. “Schneider technology makes it a little more foolproof.” Clark anticipates a seamless transition to the new service, but he says a critical piece of making the new partnership successful is ensuring retailers have provided accurate contact information. To make sure your contact information is current or to add more team members to receive notifications, contact your sales representative or the Blish-Mize customer service team at 800-995-0525 or customerservice@blishmize.com.

Stop by Booth # 612

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FEATURED PRODUCTS

Fall 2024 Selections Check Out These Top Vendors and Products This Season

Cabinet Pull The 136 mm Overall Length Bar Pull comes in a pack of six and is available in five finish options. The holes required to drill are 3 inches from center to center. The pulls come with a KasaWare lifetime warranty. KasaWare kasaware.com or 866-275-1305

Framing Hammer The 22 oz. Framing Hammer from Spec Ops Tools is engineered for professional contractors and home builders. It features a high-carbon steel head with a magnetic nail starter that is 25% lighter than other hammers. The handle features vibration reduction and a camo-textured Magpul Original Equipment grip that absorbs shock. It also features a versatile rip claw for precision demo, nail removal and splitting. It is drop tested up to 100 feet and comes with a limited lifetime warranty. Spec Ops Tools specopstools.com or 973-204-6586

Adjustable Deck Support The Level Up Deck Joist Support Kit comes in a 12-pack that attaches to wood joists to build plank decks. The kit eliminates the need for digging concrete footers, saving time. One pack builds up to an 8-by-10-foot ground level deck. Each pedestal holds up to 750 pounds.

Deadbolt Lock The Keyed Entry Combo Tulip Knob from Mr. Brands is a combination handle and deadbolt system fitting all standard door sizes. The kit comes with four keys and comes in a polished brass finish. Elite Security mbrands.com or 877-420-7555

Bison Innovative Products bisonip.com or 800-333-4234

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FEATURED PRODUCTS

Wood Pellets STAGG’s Premium Wood Pellets use a blend of oak and other hardwood designed for a pellet stove and come in a 40-pound bag. The pellets are made of reclaimed, cleaned chips and sawdust. They can produce up to 8,000 BTUs per pound and have less than 1% ash content. Staggemeyer Stave staggemeyerstave.com or 507-724-3395

Fire-Starting Squares RUTLAND Safe Lite Fire Starter Squares can burn up to 10 minutes per square, even when wet. Most fires can be lit by touching a flame to the edge of one square. The fire starter squares come in boxes of 24 or 144.

RUTLAND rutland.com

Cabinets The Unfinished Shaker Cabinets from Brokering Solutions feature overlay doors, five-piece drawer fronts and soft close drawer glides and hinges. The cabinets come in a full array of sizes and options, including wall and base cabinets, pantries, specialty cabinets and trims. Brokering Solutions brokeringsolutions.com or 270-361-2772

Kitchen Faucet The Westdale Single Handle Spring Coil Kitchen Faucet comes in four finish options and has a five-year limited warranty. The body has a removable stainless steel deck plate for one- or three-hole installation. The faucet has a 1.8 gallons-per-minute flow rate at 60 PSI. Compass Manufacturing International cmiproduct.com or 800-626-3525

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FEATURED PRODUCTS

Ceiling Fan The Anisten ceiling fan from Hunter Fans is a 52-inch, three-speed fan with a WhisperWind motor. Its reversible motor allows users to change the direction of the blades for downdraft or updraft. The fan includes two 6.5-watts energy-efficient, dimmable LED bulbs. Hunter Fan Co. hunterfan.com or 888-830-1326

Wood Finish PROLUXE 23 Top Coat RE Wood Finish from PPG Industries is a transparent satin top coat that provides a resilient, film-forming stain that resists cracking and peeling. It is available in 5-gallon and 18.9-liter buckets. PPG Industries ppgpaints.com or 816-537-4434

INNOVATIVE NEW PRODUCTS NOW AVAILABLE AT DAP!

CAULKS & SEALANTS • PATCH & REPAIR • ADHESIVES • FOAM

dap.com

SEE US AT BOOTH #304

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FEATURED PRODUCTS

Vanity Top The Carrara Marble Vanity Top from Brokering Solutions is 2 centimeters thick and 22-inches deep and comes in a variety of common widths. The tops include polished finishes and eased edges. Each top is three-hole drilled and no nails are required for installation. Brokering Solutions brokeringsolutions.com or 270-361-2772

Holiday Inflatable From Santa’s Forest, the 5-foot inflatable features Santa Claus driving a green and yellow tractor. It is designed for outdoor use and can be secured to the ground with the included ground stakes.

Santa’s Forest Inc. SFIncSales@aol.com

Stop by Booth # 108

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MARKET PREVIEW

The Blish-Mize Fall Buying Market is the place to reconnect and find unbeatable deals in September.

See It to Be-Leaf It Access Exclusive Opportunities at the Fall Buying Market

“We’re looking forward to welcoming our customers to our Fall Market to check out their returning favorite areas of the floor and to use the updated Buying Market App that makes purchasing easier,” says marketing director Cindy Kane. exclusive savings and use the newly updated Blish-Mize Buying Market App for easy buying and product discovery. O ne of the most anticipated events of the season returns to Overland Park, Kansas, September 12-14: The Blish-Mize Fall Buying Market. Don’t miss this opportunity to reconnect with vendors and friends, access

Fall Buying Market Must-See List

Traffic Builders Surprise Buys ShowStoppers Assortment Avenue Aisle Openers

New Items Pallet Buys Business Workshops Plinko The New and Improved Buying Market App

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FALL BUYING MARKET SEPTEMBER 12-14, 2024 #540

MARKET PREVIEW

You’ll Fall for These Deals There’s a deal around every corner every day, so be sure to take advantage of these Market-only specials and exclusive product discovery opportunities at the Fall Buying Market.

ShowStoppers Access tremendous savings on 16 featured items and earn tickets toward a cash drawing up to $1,000. Must be present to win! When: September 14 from 8-10 a.m. SATURDAY ONLY Surprise Buys Explore huge discounts on individual items and earn cash spiffs—buy all 10 and get $100! When: September 12 from 4-7 p.m. THURSDAY ONLY

Market Coupons In-person attendees get access to Market Coupons for exclusive deals. ALL MARKET HOURS

Traffic Builders: Stackout Event Explore 68 heavily discounted product stackouts on display. ALL MARKET HOURS

Even More Market Opportunities

Assortment Avenue Visit Assortment Avenue for popular assortments and merchandising tips for appealing displays. Don’t forget: You can now use your Market app to scan and purchase entire assortments!

Aisle Openers Explore endcap and impulse displays from stocking and non-stocking vendors.

Evening Sponsor Events Earn a chance to win exclusive prizes each evening at the Market. During the event, visit participating sponsor vendor booths and play PLINKO to earn tickets for booth drawings. Prize drawings are held at 6:45 p.m. each night.

Market Attendee Terms Attend the 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

3 Ways to Shop at the Market Efficiency is the name of the game for Blish-Mize Market attendees. Combine three critical planning and purchasing tools—Blish-Mize online programs, the SmartBook and the Buying Market App—to maximize your Market experience. With new features debuting this fall, the Buying Market App is your key to a comprehensive Market experience.

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Preview the Market Programs Log in to your customer account at blishmize.com to get a sneak peak at Market programs and promotions. Orders can be placed online before and after the Market on anything that is not labeled “Attendee Only,” which are items only available to those who attend the Market in person.

Get Smart Identify key vendors and products of interest and make a plan to explore the entire show floor to prioritize your time at the Market with your customized SmartBook. Access your SmartBook online or request a printed copy. Order coupons must be brought to the Market and distributed to the vendor booths to place orders using the SmartBook.

THE MOST RESPECTED NAME IN FARM AND RANCH PRODUCTS SINCE 1952

Stop by Booth #710 at the 2024 Blish-Mize Fall Market to discuss all your store needs!

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MARKET PREVIEW

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The Market at Your Fingertips The Blish-Mize Buying Market App gives you access to everything in your customer account and in your SmartBook, right in the palm of your hand. • Prebuild shopping carts, including Attendee Only specials, and buy with a quick scan of a special QR code on-site • Access your order history and quantities on-hand • Track spiffs and prize tickets • Order entire assortments with one scan • Play the new interactive game • Filter and sort by past sales, item number and more

Everyday Access Back at the store, use the Blish-Mize App for day-to-day operations. • Browse the Blish-Mize product catalog • Place orders from your smartphone or tablet • View updated product and inventory data, scan UPC barcodes and see your purchase information • Filter and sort by past sales, item number and more

Scan the QR code to download the Blish-Mize App

Scan the QR code to download the Buying Market App

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MARKET PREVIEW

Putting the Pieces Together Behind the Scenes of the Blish-Mize Buying Market

Executing a Market is an all-hands-on deck project, and planning starts on the next Market right after returning home from Overland Park. “About a week after we return from the Market, a planning committee meets to talk about the feedback we received from customers and any changes we want to make for the next one,” marketing director Cindy Kane says. At the same time, vice president of purchasing Sarah Lee is already hard at work connecting with vendors to invite them to the next event. Over the next several weeks, every member of the Blish-Mize team has a role to play in bringing the Market to fruition. Lee plans the show floor layout

as contracts come in, the marketing team develops a theme and finalizes business workshops and special events. Sales and marketing support coordinator Sara Rebant designs the customer invitations, signage and other graphics for the event. Merchandising managers start planning for Assortment Avenue and the store team presets planograms for the Market floor. About 30 days out from the Market, customers can access their SmartBook data to place pre-orders online and build carts in the Buying Market App in preparation for the main event. Hard-copy SmartBooks are still available by request. As the Market gets closer and registrations start coming in, Rebant

puts together all the customer packets and name badges retailers receive when they arrive. Kane says all the effort it takes to put on a Market is worth it when everyone comes together. “We’re so family oriented, whether we’re Blish-Mize employees, customers or vendors,” Kane says. “With Markets, it’s like a big family reunion.” Rebant agrees that Markets present a great opportunity to make new connections and bring people together. “My favorite part of the Market is seeing the people you don’t normally see and hearing people’s stories,” Rebant says. “It’s all part of the Market experience.”

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MARKET PREVIEW

Market Schedule

THURSDAY 4:00 p.m. - 7:00 p.m. . ............................. MVP Event Deals, spiffs, food and drinks 4:00 p.m. - 7:00 p.m. ........................... Surprise Buys Huge discounts on individual items 4:00 p.m. - 6:30 p.m. . ......................... Sponsor Event Exclusive prize drawings at 6:45 p.m. All Show Hours . ............ Traffic Builders: Stackout Event FRIDAY 8:00 a.m. ..................................... Market Opens 8:30 a.m. ............................ Advertising Workshop 10:00 a.m. .............................. Business Workshop “5 Tips To Improve Your Loss Prevention Strategy”, presented by Scott Wright, NHPA 12:00 p.m. ............................................. Lunch 1:00 p.m - 5:00 p.m. ................................... Plinko 1:30 p.m. ............................. Advertising Workshop

3:00 p.m. ............................... Business Workshop New Item Showcase 4:00 p.m. - 6:30 p.m. .......................... Sponsor Event Exclusive prize drawing at 6:45 p.m. 5:00 p.m. - 7:00 p.m. . . Dinner, Drinks & Fun on the Show Floor 6:30 p.m. .......................... Cash and Prize Drawings 7:00 p.m. ..................................... Market Closes 8:00 a.m. ..................................... Market Opens 8:00 a.m. - 10:00 a.m. ....................... ShowStoppers Huge discounts on individual items 10:05 a.m. ................................... App Prize Drawing 10:10 a.m. .............................. App Order Drawing Order on our Buying Market App for a chance to win $500 10:15 a.m. .......................... ShowStoppers Drawing 10:20 a.m. ......................... Cash and Prize Drawings 10:30 a.m. .................................... Market Closes SATURDAY

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SETUP SUCCESS

Golden Rule Lumber Co. owner John Miller consulted with his Blish-Mize team to plan a hardware store layout tailored to customer flow.

Leap of Faith Golden Rule Lumber Co. Jumps Into Hardware With New Partner

G olden Rule Lumber Co. in Two years ago, company owner John Miller felt the operation could do more for its customers. He spent months formulating his plan for an expansion, which culminated in a new 2,000-square-foot building that would become their hardware store. Warsaw, Missouri, started as a lumber supplier in 2014.

“There was a need in our area,” Miller says. “There was nothing more than 30 minutes away, and the closest stores are big-box stores. We felt like it was something we needed to get into, even though we didn’t know what the results were going to be and how everything was going to go. It was a leap of faith.” Since opening the hardware side of his business, Miller says every week he’s had to order more products. “Regardless of what you have, or what you set your store up with, you won’t have everything your customers ask for,” Miller says. “We’ve been adding more products and increasing the quantity of almost everything. The response so far has been great.” Golden Rule Lumber Co. relied on Blish-Mize for its entry into hardware after being referred by Legacy Building Supply owners Marion and Liz Herschberger in Arthur, Illinois.

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SETUP SUCCESS

“We were visiting my daughter who lives in Arthur, and I went to check out their store because it was relatively new and a similar business to ours,” Miller says. “I walked around the store and asked Marion who his supplier was and he led me to Blish-Mize.” Transitioning from solely being a lumber supplier, Miller’s store now carries a comprehensive range of tools and hardware. Janet Elias, Blish-Mize regional sales manager, played a key role in this transformation. “Janet was the first person to come see our store,” Miller says. “She gave us a run-down on what the process entailed and how Blish-Mize would help us.” Prior to working with Blish-Mize, they stocked a few hand tools, but now, Golden Rule Lumber Co. has everything a contractor needs. “We had them come in and set it up for us because they’ve done it so many times they know what to do,” Miller says. “They know how to make it appealing. They ran our shelving the opposite way from what we initially had it to go with the traffic of the store.” In the first few meetings, Miller was able to get a big picture of what his new store would look like and how Blish-Mize’s ordering system worked. He says he now has access to products he’s never heard of and products he never thought he would sell. “We only have a small portion of what Blish-Mize offers in our store,” Miller says. “Janet is very knowledgeable and helpful in giving us tips on what we should order and how to run everything.” After almost two years of constructing the building and figuring out other business logistics, Miller officially opened the store in May 2024. The Blish-Mize setup crew arrived at his store on a Monday morning, and by Friday, the store was fully set with products lining the shelves waiting for customers. “Throughout the past two years, everybody from Blish-Mize has been very easy to work with,” Miller says. “Our experience so far has been nothing but positive.” “Everybody from Blish-Mize has been very easy to work with. Our experience has been nothing but positive.” —John Miller, Golden Rule Lumber Co.

From start to finish, the Blish-Mize team and Golden Rule Lumber Co. set up the store in five days.

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HEART OF HARDWARE

Teague Lumber Co. has expanded from a small building products supplier to a full-service lumberyard and hardware store.

Strength in Family S ince the beginning of Teague Lumber in 1944, it was R.J. Teague’s goal to always sell quality products How a Fourth-Generation Lumberyard Kept It in The Family Despite the fact that he stopped his education halfway through second grade, R.J. had the acumen and drive to create a successful business, says Paul Teague, current co-owner and R.J.’s grandson.

“The beginning of his life was tough, but he was able to grow from that and ended up working his whole life,” Paul says. “His philosophy was to always try to find something you can sell.” When Paul was young, he recalls visiting the store’s original location, which was down the street from its current location. Paul wasn’t involved in the family business until around 20 years ago, when he joined after ending his career as a contractor. “I came into the business because many of the family members who worked here were getting older

“He would buy second-hand building materials from local construction sites,” Paul says. “He was able to get to the sites through his second job, which was doing home demolition for a local home builder.” Paul says his grandfather strongly believed it was worth saving valuable materials that could still be used in other ways.

at a fair price. What began as a door and window resale business has blossomed into a multigenerational lumberyard that’s served Fort Worth and the surrounding communities for 80 years.

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HEART OF HARDWARE

and couldn’t run the business anymore,” Paul says. “I came on board to try to keep the business in the family. Some of our current customers are the children and grandchildren of our original customers. It’s important to take care of them because they’re our family too.” In addition to taking care of the family members of customers, Teague Lumber prioritizes taking care of its staff. While eight members of the Teague family are part of the operation, the remainder of the over 20 employees have grown to become like family. Together, the staff has more than 350 years of industry experience. To show appreciation for decades of service, the staff celebrates each other’s birthdays, anniversaries and graduations in the store. “Our business thrives because of our employees,” says Teague Lumber manager Brandon Teague. Similar to Paul’s move into the family business, Brandon left a 24-year career at an investment firm to join the Teague Lumber. He wanted to work with the previous generation of leadership so he could learn as much as possible from them. A major part of their business changed 10 years ago, when the store began its relationship with Blish-Mize. When their previous wholesaler went out of business, they tried another distributor, but weren’t satisfied. But Paul says all that struggle led them to Blish-Mize. “Since we’ve started with Blish-Mize, they’ve done a great job,” Paul says. “When you get a comfort level with somebody, it’s hard to get away from it.” The store has been at the same location since 1949. Over the last nearly 80 years, Teague Lumber has seen many surrounding

R.J. Teague retired in 2006 after working at Teague Lumber Co. for more than 50 years.

“ Blish-Mize is the equivalent of an extra employee for us. They do our inventory check and help us confirm what we need and help place the order so we don’t have to dedicate staff hours. ” —Brandon Teague, Teague Lumber

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HEART OF HARDWARE

Teague Lumber carries framing lumber, siding, millwork, insulation and windows and doors, as well as products for a full-service hardware store.

BOOTH # 240

Booth # 510

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HEART OF HARDWARE

businesses come and go around them. Currently, the store sits on 1.7 acres and the salesfloor is home to 6,000 square feet of hardlines products. Paul and Brandon agree that working with Blish-Mize has been a critical component in being able to maintain inventory levels and choose the right products. Their previous supplier only had an 80% fill rate, and Blish-Mize has well exceeded that, maintaining fill rates in the high 90s. Brandon says the support they receive from Blish-Mize in regard to inventory management and ordering serves as another set of hands on the salesfloor. “Blish-Mize is the equivalent of an extra employee for us,” Brandon says. “They do our inventory check and help us confirm what we need and help place the order so we don’t have to dedicate staff hours.” The customer service they receive is also critical to their relationship. “We’re more than just an account number. Blish-Mize actually takes phone calls and gives us answers,” Brandon says. “They tell us when something is out of stock and help us find good replacements, which keeps our business running and our customers happy.”

Paul Teague joined the store’s staff because he wanted to keep the business under the ownership of the Teague family.

Stop by Booth # 550

STOP BY BOOTH # 220

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CUSTOMER PROFILE

Family Means Business Wylaco Supply Co.’s Commitment to Growth Starts at Home

At its Denver Location, Wylaco Supply Co. has a hardware building, lumberyard and more storage yards across the street.

F or over half a century, contractors, ranchers and other professionals across the plains have sought the knowledge and product availability at Wylaco Supply Co. Based in Denver with a branch in Gypsum, Colorado, the company is operated by chief financial officer Katie Black and her brother-in-law Frank Curry, who serves as general manager.

Division of Labor While there is some overlap in the industrial supply and construction customer bases the two Wylaco branches serve, the business also benefits from Gypsum being close to ranch operations, which allows them to extend their product mix into tack and feed supplies. The company’s rebar bending facility is also stationed in Gypsum; any jobs that come through the Denver branch are transferred there to be completed. In Denver, the property makes up almost an entire city block. It has its own trench shoring yard and multiple warehouses, in addition

The company was founded by Black’s father Terry Carpenter and two business partners in 1972. “My dad brought me into the business in 2016 after my brother moved onto another opportunity,” Black says. “I didn’t know exactly what my role would be then, but I’m a CPA, so I started working in the back end of the business.” Over nearly the last decade, the pair have continued the legacy of Wylaco Supply Co. and today are making strategic investments in inventory management, e-commerce and product mix to ensure it remains for another 50 years.

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CUSTOMER PROFILE

to a sprawling main building that houses everything from the smallest drill bits to the tallest ladders and everything in between. The main building in Denver has a will call area for customers to pick up orders, and the loading area in the back sends deliveries in all four cardinal directions every day. During the week, Black leads operations at the Gypsum branch, while Curry mans the business in Denver. About once a week, Black comes to Denver to collaborate on operations, including human resources, payroll, IT and purchasing. Over the last several years, the company has had several longtime staff retire, so their core focus lately has been on replacing that knowledge. “We’ve had to rebuild our workforce, which in this day and age has been difficult to say the least,” Curry says. “We are trying to get people in who have some of the background that we need to continue the next 50 years.” They have a multifaceted strategy for finding qualified staff. Curry says a primary tool they use is Indeed, which has been fruitful for them. They also have found success through word-of-mouth referrals and bringing people over from national competitors and trades. “Our will call staff at the Denver location came from the trades, and we have a sales rep who came from a supplier,” Curry says. “It helps us to have people from different developing staff knowledge is to welcome vendors on-site to train staff on how to use the equipment and products they sell every day. Whether it’s a new product from a high end chain saw line or a drill set, bringing vendors in gives the team an opportunity to gain hands-on training from experts that they can then pass on to Wylaco’s customers. Supplying the Masses A chance investment in e-commerce has allowed Wylaco’s reach to extend throughout the continental U.S. While Curry doesn’t have a formal education in computer science or web development, he taught himself the skills to develop Wylaco Supply Co. into a leader in e-commerce. Shortly after joining the company, Curry developed the company website as an informational page with a shopping cart. backgrounds. Combining all of that knowledge has helped us improve.” Another strategy Wylaco uses for

Wylaco Supply Co. prioritizes training its staff members with help from vendors so employees can better understand the products the store sells and more effectively assist customers.

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CUSTOMER PROFILE

Wylaco.com has alowed the store to expand its reach nationwide and features nearly 18,000 SKUs.

“The website has grown into something we never thought it could be,” he says. “Today, we offer more than 17,500 SKUs online.” The success of the website is solely due to the company’s relationship with Blish-Mize. Curry says his goal was to make wylaco.com into a one stop shop, and the wealth of products available, combined with the speed of Blish-Mize’s shipping, has made that goal a reality. “We sell all kinds of one-off things that we don’t stock in our stores because of all of the products Blish-Mize offers,” Curry says. “We have more variety and diversity of product than before.” They recently hired a full-time employee to help manage the website, which Curry says has been a significant help. “She has a great background in web design, email marketing and social media,” he says. “Having a dedicated person to manage that is a great asset.” Curry says they are always looking at products they can add to the website. While the website carries only a fraction of the SKUs they sell in store, they still buy based on what is easily sold online.

Frank Curry has worked at Wylaco Supply Co. since 2008. In 2017, he became the general manager of its Denver location.

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FALL BUYING MARKET SEPTEMBER 12-14, 2024 # 540

CUSTOMER PROFILE

“When Katie and I take meetings with new vendors or we’re considering new products, we always consider whether it would make sense on the website,” Curry says. “We’re also doing a bigger push in seasonal products online, like lawn and garden.” When it comes to the website, Curry loves to see the unexpected purchases that come through. He once had a customer purchase a pair of snips to send to a member of the military. The customer then purchased 12 more and sent Curry a photo of a group of people fixing a tank in the Iraq desert. “You never know what kind of impact you’re having,” he says. Growth by the Numbers A few years ago, Wylaco invested in accounting software that has allowed Black and Curry to more accurately track inventory. That project has allowed them to make more space in the warehouse for new products, something that the pair agrees is still a priority. “We’re still in the process of organizing our warehouse. We haven’t gotten this far without

Wylaco Supply Co. carries multiple tool brands but DeWalt is one of its bestsellers.

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making any changes,” Black says. “We’re comfortable with the two branches we have and how much area we cover, but we want to grow.” Black says a lot of the new products that come into the business are driven by the sales team they have in place. Currently, each branch has about four inside and outside sales representatives. “So much of the business we do is determined by our sales team,” she says. “They go out into the field and talk to their contacts and find out what people are looking for. Then we can more often than not bring it in.” And Wylaco’s relationship with Blish-Mize makes that easy, Curry says. “Blish-Mize is a reliable partner,” he says. “We can get things our customers are asking for, and we can get them in quickly. Sometimes, our customers may ask us for something a little strange, and I think, ‘I wonder if Blish has that,’ and they do. It helps us service our customers.” “Blish-Mize is a reliable partner. We can get things our customers are asking for, and we can get them in quickly.” —Frank Curry, Wylaco Supply Co.

Wylaco Supply Co. CFO Katie Black joined her family’s business in 2016.

Stop By Booth # 539

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Finding the Right Fit

How Prickly Pear Farm & Home Reinvented a Community Business

Ellie Bowman (right) co-owns Prickly Pear Farm & Home with her parents Jeannine (left) and Jimbob. The trio are giving the store a new life with investments in hardlines and gifts.

E llie Bowman wasn’t initially sure what she would do with her agribusiness degree after she graduated from Kansas State University. Having lived and worked on her family’s farm in rural Edwards County, Kansas, her entire life, she knew there would be opportunity in the field, but fate gave her a different path.

But Ellie had a plan to make it their own. It started with a new name: Prickly Pear Farm & Home. Known as “midway USA,” Kinsley is halfway between New York City and San Francisco. Many businesses in the area use midway in their name, but Ellie wanted to stand out. She loves cactuses and thought a name like prickly pear would be unique and provide an opportunity for fun marketing. The next phase was to get started on the business. “Victor and his business partner Donald Strong ran the business together for 35 years,” Ellie says. “When we took over, we knew we wanted to make some improvements.”

When a neighbor suggested to her dad Jimbob that he could take over the local lumberyard “if he were a little younger,” Ellie knew what she had to do. “It was like a light bulb went off,” she says. “I told my parents I thought it was a great opportunity for us to take over the business and keep it open for the community.” Jimbob quit his job of 15 years in maintenance, and the Bowman family, including Ellie’s mom Jeannine, bought S&K Building Center in Kinsley, Kansas, from the previous owner Victor Kurth. He helped the family learn the ins and outs of the operation, including bringing them as his guests to a Blish-Mize Buying Market in 2022.

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Kurth had been a longtime Blish-Mize customer, which stepped in to help the Bowmans complete the reset. A chance find at a home goods store that was closing in Kansas City led to them acquiring enough brand new shelving for the entire 4,000-square-foot salesfloor, plus some extra, for a great deal. Ellie says her Blish-Mize sales reps guided her and her parents through the entire reset process, evaluating the inventory and making strategic choices about which lines to expand. “Scott helped me go through our assortments,” she says. “We were able to add to our paint selection, create a bigger welding section, and we made some major upgrades to our bolt selection, including adding power tool accessories.” In addition to choosing new products, the Blish-Mize team helped the Bowmans reorganize the salesfloor to create better access for customers and keep like products together. Since making the investments in the layout and the inventory, business has been strong. The store doubled the sales of what Ellie projected in their first year of business. She says about 25% of those sales are the result of being able to special order products for customers through Blish-Mize. “If I can guarantee I’ll sell something, I’ll bring it in,” Ellie says. “Most people are willing to wait for it to come in on our next truck, which is great.” Exploring new product lines was a key part of the Bowmans’ approach at the Blish-Mize Buying Market in the spring. It was the first time they attended as full owners of the business. “We went with a plan that time,” Ellie says. “We knew things we wanted to look for or needed to add.” Some of the products they added or expanded included pressure tanks, a larger Minwax set and a new key display, as they are the only business in town that cuts keys. Ellie says she used the Market app to place orders because it gave her all the information she needed to ensure she was making the right decisions. “I used the app the whole time, which I thought was phenomenal,” she says. “I loved being able to see what I bought the most of in the last year. I was able to take advantage of all the deals right in the app.” Another way they have driven new customers is by partnering with other local businesses for events. Most recently, they hosted a wine tasting event with the area liquor store and offered a 10% off coupon for people who returned to the store. Ellie is passionate about growing the business through new departments, gift items and consumables. A local store that specialized in gifts closed, and the owner connected Ellie to her vendors to continue stocking those products. Ellie says her displays of jams, jellies, teas, snacks and dip mixes have allowed her to start attracting women in town who previously didn’t see a need to shop at the business. Her goal is to grow that side of the business and build a space next door that she will call Prickly Pear Mercantile. “I want to expand on these product lines and add boutique clothing,” she says. “I want it to be a destination place in western Kansas.”

In addition to being a full-service hardware and paint store, Prickly Pear Farm & Home also offers a variety of housewares and barbecue supplies.

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Building Better

How a Texas Lumberyard Keeps Customers Returning

Baylor Lumber moved locations to be closer to town so it could attract a new customer base.

C ustomer service is the cornerstone of many small businesses, which is certainly the case for Baylor Lumber, in Navasota, Texas. In 1902, Joe N. Baylor founded the lumberyard, and its legacy for reliable service remains today.

were to improve the store’s customer service and overall product selection. “We can’t compete with other stores on pricing, so our customer base has been built on our customer service and how we treat people,” Kolbasinski says. “When people come in, we try to get to know them on a personal level so when they come in again, we know them by their first name. It’s something people really appreciate.” Starting Over In 2017, Kolbasinski and owner Gerald Schomburg were ready for a change of scenery.

Navasota is home to several home improvement businesses including another independent dealer only blocks from Baylor Lumber’s door, which has required company leadership to identify opportunities to separate themselves from their competition. Although the business has had multiple locations throughout its history, its current location is where it’s been able to cement itself as a member of the community. When current board president and general manager Vickie Kolbasinski joined the operation in 1987, her top priorities

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They made plans to move the lumberyard to its current location on Washington Avenue, the main thoroughfare of Navasota. At the same time, their distributor was closing operations. What some might call coincidence was maybe more left to fate. Their representative at that company, Jason Ealand joined the sales team at Blish-Mize, and he brought Baylor Lumber along with him. Company bookkeeper and Gerald’s daughter Julia Schomburg says their long-time relationship with Ealand was key to their decision in choosing to work with Blish-Mize. “Blish-Mize was the only supplier that could send us the same products we were already selling and more,” Schomburg says. At the time, the business sold primarily lumber and carried a small array of hardlines. As they moved into their new building, they had the opportunity to expand their product offerings, including paint products and other home building materials such as windows, doors and foundation materials. “We’ve grown a lot as a business since expanding our hardware products,” Kolbasinski says. “Moving to a more visible location in town also helped grow our sales.” Ealand recalls when Baylor Lumber was smaller and seeing what it’s grown into makes him proud of what they’ve built.

Building materials have always been central to Baylor Lumber’s sales, and the company owns a lumberyard a few miles from its main store.

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Ealand says his relationship with the employees of the store isn’t just about business, it’s a friendship. “When my previous company went under, I visited the team at Baylor Lumber and told them about Blish-Mize,” Ealand says. “I felt we fit what they were looking for and they gave us a shot and haven’t turned back since.” Getting Outside Today, Baylor Lumber’s two biggest categories are builders hardware and lumber. But the store isn’t sticking with the products they’ve always sold. Over the last few years, they began offering outdoor kitchen supplies, expanding that department into an entirely new brand called Baylor Backyard. With their new product offerings, Baylor Lumber is able to attract more customers and showcase their service and ability to get unique products. Kolbasinski says it’s all part of the essence of Baylor Lumber. “We’re very personable and we like to have fun,” Kolbasinski says. “I think everybody that works here loves to be here and it reflects on the customers. We get a lot of compliments and we treat our customers like family. That’s what makes our business a place people want to shop.”

Baylor Lumber hosts a “family vacation” yearly where their employees and their families gather together and get to know one another.

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Hardlines Strategies • Fall 2024 33

VENDOR VIGNETTE

Meet Joe 6 Questions on Industry and Life With Joe “DAP” Kovarik

S: When you were a child, what did you want to be when you grew up? JK: I always pictured myself as a businessperson, although more of the formal suit-wearing, briefcase-carrying big-city type. However, in hindsight, it has suited me well, becoming more of a jean-wearing, tool-bag carrying, small-town sales guy, as I love my job. S: What is your dream vacation? JK: I’m not sure that I have just one. My wife Deborah and I and our children enjoy traveling and experiencing exciting places together. We just had a trip to the Rocky Mountains for hiking, horseback riding and cooler weather. We are also planning a trip to Italy this fall. S: What advice do you have for someone just starting in this industry? JK: First, I would tell them congratulations on joining a great industry! The people in this business are the absolute best and help make work fun. Overall, if you focus on helping others and do what you say you are going to do, you will become more successful than you ever thought possible.

Strategies: Tell us about your history with DAP. Joe “DAP” Kovarik (JK): Having spent my entire career in the building products industry, I joined DAP Global in 2013 as a territory manager. Since then, I’ve had the privilege of being the account lead for Blish-Mize and have attended every Market with the exception of one. Recently, I was promoted to DAP’s southwest region manager to lead a team of DAP territory managers who cover all or parts of twelve states. DAP Global is an excellent company to work for and for dealers to do business with. Our products fly off their shelves! S: What do you enjoy most about the Blish-Mize buying Markets? JK: Mostly the people. I love the people at Blish-Mize and our mutual customers. Seeing the familiar faces at the event means a lot to me. Blish-Mize does a wonderful job with their show programs and dealers are smart to take advantage of them. The buying Markets also allow us to highlight our latest and greatest innovative products. Our products are proven winners, and dealers have learned over time to always stop by our booth to learn about our latest items and special promotions on our proven winners.

Joe “DAP” Kovarik Southwest Region Manager DAP

S: What excites you most about the future of the independent home improvement channel? JK: The immense possibilities. No one services the customer like an independent home improvement dealer. Their customers are their friends, and they also have a genuine personal stake in their local communities. And no one services the independent dealer the way that Blish-Mize does!

Stop by to chat with Joe and see

everything DAP has to offer at Booth #304 at the Fall Buying Market!

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