Spring 2019 Hardlines Strategies

HARDLINES

DISTRIBUTING RETAIL PROFITABILITY

SPRING 2019, VOL. 19, 1

Family Legacy Still Going Strong for Teague Lumber Page 32 Toast of Texas

Also in this Issue: MakeYour Store aDestination Page 10 Spring Market Preview Page 18 Star Lumber & Supply Redesigns to Focus on Pro Customers Page 28

COME SEE US IN BOOTH# 631

WORLD’S FIRST BATTERY PACK THAT AUTOMATICALLY CHANGES VOLTAGE WHEN YOU CHANGE TOOLS

OUTDOOR EQUIPMENT TO POWER TOOLS

*With respect to 20V MAX* - maximum initial battery voltage (measured without a workload) is 20 volts. Nominal voltage is 18. Maximum initial battery voltage (measured without a workload) is 60 volts. Nominal voltage is 54.

Copyright ©2018 D E WALT. The following are examples of trademarks for one or more D E WALT power tools and accessories: the yellow and black color scheme; the“D”-shaped air intake grill; the array of pyramids on the handgrip; the kit box configuration; and the array of lozenge-shaped humps on the surface of the tool.

THE PRESIDENT’S REPORT

Going the Extra Mile

S pring cleaning can mean a lot of things. To some, it is a time to refresh their homes and clean them from top to bottom, clearing out any dust and getting rid of anything they no longer need or use. To others, it’s more symbolic—a time to clear out the things that are weighing them down. At Blish-Mize, we believe the spring season is a great time to take a fresh look at how our business operations stand out from the competition.

Contents Ask the Expert .4 Training Resources .8 Becoming a Consumer Destination 10 Featured Products 12 Spring Market Preview 18 The Future of Retail 26 Customer Feature 28 Star Lumber & Supply Customer Feature 32 Teague Lumber Co. Going the Extra Mile 38 Social Media Program 40 Hardware House 41 News 42 On the Cover: Teague Lumber Co.’s Paul Teague, president and general manager, and Stephanie Gilley, vice president of accounting.

We encourage you to do the same. How do you differentiate your business from others in the area? How do you compete with online retailers who offer products similar to yours? How do you ensure your customers know you care about them and their needs? Someone once told me, “Go the extra mile; it’s never crowded.” I truly believe this, especially in today’s fast-paced way of life. I encourage our team to go the extra mile every day—not only for our customers, but for their co-workers. This encourages team spirit and ensures we go above and beyond just getting the job done. Taking that extra step guarantees success—both personally and professionally. In this issue of Strategies , we feature a few retailers who are going the extra mile. Whether it’s taking some time to hear what their customers have to say, coming in when the store is closed to help someone out or stepping up to save a store that might otherwise go out of business, there are Blish-Mize customers across the country who are putting in some extra time and effort to serve their communities. Learn more about what these retailers are doing by reading the story on Page 38. Our customer profiles also highlight some outstanding Blish-Mize customers. Teague Lumber has become an institution in Fort Worth, Texas, by continuing to use the same family values as when it was founded in 1944. Learn more on Page 32. Star Lumber’s most recently renovated location on the east side of its headquarters city of Wichita, Kansas, is unlike any location in the company’s lineup—a pro’s paradise. Turn to Page 28 to find out more about what’s behind its doors. Finally, stay tuned for new products and services that we will continue to roll out in 2019 that will help you go the extra mile for your customer. On Page 12, you can learn about some products that have become especially popular at recent Buying Markets. As always, if we could be doing something better, or you have any additional feedback for me, please give me a call at 800-995-0525, ext. 138, or email me at jonathan@blishmize.com. Here’s to some great spring cleaning!

Advertising Information Hardlines Strategies is published twice every year by Blish-Mize. Copyright 2019. 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

Jonathan D. Mize CEO and President

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

Blish-Mize isamember-owner ofDistributionAmerica

Hardlines Strategies • Spring 2019 3

ASK THE EXPERT

Lending a Helping Hand Regional Manager Janet Elias Talks About Her Time Working With Blish-Mize B lish-Mize customers rely on their sales

One member of the sales team is Janet Elias, a regional manager who’s worked with Blish-Mize for 45 years. Below, Elias talks about her time with the company, her day-to-day responsibilities and how the Blish-Mize teams goes above and beyond to serve its customers. How long have you worked at Blish-Mize? Janet Elias (JE): I started working with Blish-Mize in the summer of 1973, in a temporary position, where I picked orders at the warehouse. In September, I was offered a full-time job there. I was always looking for new opportunities, and my next step at the company was to the customer service department, where I worked at the counter and answered the phones. Shortly after that, I started working with the store development team, going out and helping set up stores. At that time, I also became “vacation relief” for the sales team. Whenever a sales rep was out on vacation, I would step in. I’d go out into their territory, write up orders and assist their customers with anything they needed. I got to know a number of territories, and Blish-Mize customers, that way. reps to help them get the product they need, and to offer services and suggestions to help them grow their businesses.

My next step was to join the sales team when I got my own territory. I worked in that position for a number of years. Then, about four years ago, I was promoted to regional manager. What do your responsibilities include? JE: I search for new business, as well as encourage growth within our existing customers’ stores, finding avenues where they can sell more products. I present remodeling ideas—sometimes a store just needs a makeover or some freshening up.

When we do these types of projects, we make sure to assist our customers every step of the way. We suggest an updated store layout as well as new fixtures and ideas for product placement, and we give a quote for how much it all costs. I’m in the customers’ stores regularly, and I follow the progress of their different projects as our team works on them. I make sure everything is completed as specified and help answer any questions that might come up along the way.

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ASK THE EXPERT

Janet Elias works regularlywith other members of the sales team, such as Clay Uhrmacher, vice president of sales andmarketing.

How do you assist your reps in providing high-quality service to Blish-Mize customers?

I make sure our reps know the importance of that relationship, and of being in the store on a consistent basis so they can stay in touch with retailers and learn the ins and outs of each of their operations. And they are in the stores regularly. What’s the importance of a good sales team to provide quality support to a Blish-Mize customer? JE: Blish-Mize takes such good care of the customers. I firmly believe that we are one of the top-notch distributors out there, for this reason—the support we provide our customers. All the distributors offer products, provides that really make a difference. We’re only as good as the people around us. Blish-Mize has a great support team. It’s not just one or two people; it’s everybody in every department, from customer service to credit to sales to marketing and beyond. but it’s the little things, the little personal touches, that Blish-Mize

Every employee, and their care and support of our customers, makes a big difference to all involved. How does Blish-Mize provide that same support to its employees? I’ve personally experienced those sentiments. I’ve been with the company for 45 years, and Blish-Mize has basically raised me. This company has given me so much throughout my career. I wouldn’t be where I am today if it wasn’t for their support, and for their team having faith in me and letting me take on new opportunities and challenges. Blish-Mize is a family business, and I really do feel like my co-workers and I are family. I’m so grateful for all the friendships and connections I’ve made during my time here. Those connections go far beyond the day-to-day of work, and they include friendships that will last a lifetime.

JE: I encourage my reps to do their best and offer support in any way they can. We talk about who they will each be calling on, and what they’re going to be talking about with each of those retailers. I also encourage them to follow through on what’s discussed during our conversations with our customers. I’m a big believer that little things make a big difference—those small actions can really add up. Our sales reps are interested in their customers’ success. It makes a big difference. Why is the relationship between the sales rep and the retailer so important? JE: This is a relationship business. Our customers have the option of buying their products somewhere else; that face-to-face relationship still has value and can make such a difference.

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TRAINING RESOURCES

The Knowledge They Need Training That Brings Out the Best in Your Employees

It’s critical to offer employees the training they need to grow their product knowledge and, in turn, help grow your business. Well-trained employees are better able to serve customers and feel like an important part of the team. If you’re looking for some training resources, the North American Retail Hardware Association (NRHA) can help. NHRA helps independent hardware stores, home centers and lumberyards become better, more profitable retailers. The organization offers a number of training resources that cover a variety of topics and range from quick tips to in-depth classes. To learn more about these training programs, contact nrha@nrha.org, or log on to blishmize.com. Free Resources One popular training course provided at no cost is Trainer’s Toolbox, which offers quick-hit lessons that can be covered in regular employee meetings. Each comes with a short presentation for employees and a notes page for the instructor. There are currently more than 50 Trainer’s Toolbox lessons available online that cover product knowledge, operations, selling skills and merchandising. Visit nrha.org/trainers-toolbox to find the difference between making a big sale and losing a customer. Y our employees are a large part of your company’s success. Those who are friendly, knowledgeable and courteous can make

Retail Management Certification Program

these lessons. More will be added throughout the year. If you’re looking to create or improve your company’s training plan, try NRHA’s Train the Trainer, a comprehensive guide that will teach your training manager everything they need to know about putting together an effective employee training program. To download the PDF, visit nrha.org/train-the-trainer. Training Memberships A training membership with NRHA offers access to nine online training courses, which cover a variety of topics, such as selling skills, merchandising and accounting. You can create user names and passwords for each employee and monitor their progress as they complete each course. To sign up for a training membership with NRHA, visit nrha.org/membership. Taking Key Employees to the Next Level If you have key employees you want to climb the ladder at your store and perhaps even take over the business one day, consider one of NRHA’s more in-depth training courses.

This is a six-month, college-level course that assists in developing leadership and management capabilities of these high-potential employees. It includes three visits to NRHA’s headquarters in Indianapolis, where students can network with each other. They complete other assignments online. For more information about the program, visit nrharmcp.com. Blish-Mize offers a scholarship to help cover the cost for any Blish-Mize retailer or their employees who participate. Learn more by contacting Clay Uhrmacher, vice president of sales and marketing, at clay.uhrmacher@blishmize.com. Foundations of Leadership This program is a 16-week online course that assists home improvement retail managers in becoming stronger leaders. It’s especially helpful for new managers. The course covers six learning modules and includes a capstone assignment. To learn more, visit nrha.org/fol.

NRHA offers a variety of training resources that cover popular industry topics. Learn more at nrha.org.

8 Spring 2019 • Hardlines Strategies

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OPERATIONS

What Your Customers Want Learn How Your Store Can Become a Consumer Destination

He built a 14-step “Destination Business” process, which he’s used all over the country. To date, he’s interviewed more than 10,000 independent business owners. He now offers a 2.5-day class, Destination BootCamp, that teaches business owners his full process. Learn more at DestinationBootCamp.com. Below, Schallert offers a few tips on how to make your business stand out from the rest. Be Different Schallert emphasizes that, while many independent home improvement retailers offer similar products and categories, each one should strive for a way to stand out. “You need to carve out a unique product selection, service or delivery system,” he says. “Explain to people what your business is that no one else’s is.” He says retailers shouldn’t be afraid to show off what they do exceptionally well. “Take those components and magnify them. Push them front and center.” start his own business, teaching retailers how to turn their stores into consumer destinations. A fter 10 years working with greeting card company Hallmark Cards, Jon Schallert left to

wants one specific tool to solve their problem,” he says. “You might think they want the lowest prices, but they want a good value for the product they’re getting, and might be willing to pay more for it.” This philosophy carries to other facets of the business, such as store services and even the hours the store is open. “I’ve had retailers say they open their doors at 7:30 a.m. and there are people waiting for them to open,” he says. “I tell them that that means they should be opening earlier.” Know Your Competitors A big-box store or an online business might be able to offer lower prices or more products, he says. But there are other factors for independent home improvement retailers to consider. If a customer thinks a product is too expensive, remind them of the services they also get by purchasing from your business, he says. Let them know how you stand behind your product, or that you’ll go out of your way to deliver to them at a time of their convenience. He says he’s talked to retailers who have told them interesting facts about their businesses that they aren’t sharing with their customers, but they should. “One retailer told me, ‘My staff has more than

200 years of experience between the seven of us,’” he says. “I asked him, ‘Why aren’t you marketing that to your customers?’ He didn’t realize how that experience differentiated his business from others, and that he could capitalize on that fact.” Expect the Unexpected Several years ago, Schallert spoke with the owner of a hardware store in Mississippi who had a large selection of old-time cooking equipment. “He had butter churns and old iron pans, skillets and pots,” he says. “Those who are interested need to know where to find these products. No matter how narrow the category, you should get your story out to people around the country and the world. Then you can sell these items online.” You may become known for products you never would have guessed would be popular, but as an independent home improvement retailer, you have control over what you sell, Schallert says. You can pick and choose the items you want to offer. He also suggests retailers try manufacturing or branding their own products, or selling unique products from local vendors. “Become your own manufacturer,” Schallert says. “It can make you stand out from the crowd.”

Meeting a Need Instead of trying to be “best” at

everything, Schallert suggests retailers ask their customers what they’re looking for. “Maybe you think you need a great product selection, but the customer just

10 Spring 2019 • Hardlines Strategies

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These vendors are eager to tell you about their latest offerings, but time spent on the show floor is also a way for these representatives to show how important the independent hardware and home improvement retailer is to their business, and to the industry as a whole. For Metabo HPT, that commitment starts with making a good name for itself all over again. The power tool manufacturer formerly known as Hitachi Power Tools is planning to hit 2019 running with a new name and a reinforced commitment to retailers. “Our name change is an exciting element for us in 2019,” says Joe Leffler, board member and senior vice president of sales, marketing and general management. “We will be present on job sites and at trade shows, and we’ll be visiting retailers across the country with Blish-Mize Spring Buying Market with some of their best products yet. I ndependent retailers hardware products that can excite and entice customers. Whether it’s with the latest power tool accessory or a new lineup of products in an otherwise familiar category, vendors are coming to the have long been known for carrying hard-to-find

our High-Performance Tour roadshow to showcase our MultiVolt platform, as well as reinforce that the only thing changing is our name.” Spring Buying Market attendees will have a chance to try out the latest line of products from Metabo HPT: the MultiVolt cordless-corded collection. Other new technologies in the power tool department include Milwaukee’s battery-powered M18 chainsaw and DeWalt’s FLEXVOLT ® line of outdoor power equipment. Innovations aren’t just limited to power tools for the pros. Blish-Mize is offering its top selections of new vendors and newly stocked products at the Spring Buying Market. One new product lineup includes SPEEDHIDE ® Interior Latex wall and ceiling paint from PPG Paints ™ . SPEEDHIDE ® paints are created for easy application, with its formulation allowing for the paint to be applied in occupied rooms.

“At PPG, we understand professionals need to efficiently and accurately complete paint jobs and routine maintenance touchups,” says Terri Guenthenspberger, PPG senior segment marketing manager. “SPEEDHIDE ® Interior Latex is an economical solution for both commercial maintenance and new construction. It delivers the durable product performance required by the pros.” Another vendor that is now stocked in the Blish-Mize warehouse is Lift Safety, manufacturer of hard hats, gloves and other protective items for hazardous work locations. Lift Safety’s hats come in a range of designs and materials, including carbon fiber-reinforced resin shells. Lift Safety also carries gloves, eye protection products, knee pads and high-visibility equipment. For information on these vendors and products and more, see Pages 14-17.

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PUT YOUR NAME ON SOMETHING

Grow your business with a partner who gets results. PPG PAINTS™ has the product selection, color resources and project expertise you need to achieve success.

Find unrivaled products, performance, service and more at PPGPAINTS.COM .

The PPG Logo is a registered trademark and the PPG Paints Logo is a trademark of PPG Industries Ohio, Inc. © 2018 PPG Industries, Inc. All Rights Reserved. 8254451

AVAILABLE AT: See us in Boot #75

BLISH-MIZE MARKET BOOTH #164 223 S 5th St. Atchison, KS 66002 800-995-0525

FEATURED PRODUCTS

Power Tool Family Hitachi Power Tools has been renamed Metabo HPT, and the manufacturer is leading off with a new power tool family. The MultiVolt lineup is a cordless-corded power tool solution that meets many power output demands on a job site. MultiVolt tools can accept a 36-volt battery or plug into an outlet with an AC Adapter. The family of tools includes circular saws, drills and drivers, angle grinders and more. Metabo HPT 800-638-2264 or metabo.com

Full Brim Hard Hat The DAX Carbon Fiber Matte Full Brim Hard Hat features a carbon fiber reinforced resin shell, a six-point suspension system for comfort and impact protection, a Clarino ® synthetic leather comfort dome and an oversized ratcheting fitment dial for easy adjustment when used with bulky gloves. The lining has a moisture-wicking foam-backed microfiber liner that reduces sweat buildup. Lift Safety 888-724-3005 or liftsafety.com

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Touchscreen Deadbolt The SmartCode touchscreen electronic deadbolt is a one-touch locking motorized deadbolt. With a personalized code, the user can enter their home with the convenience of keyless entry, and the back-lit keypad provides increased visibility. It features patented SecureScreen ™ technology to prevent code detection from fingerprints on the touchscreen. SmartCode is easy to install, program and use, and operates on four AA batteries. It also features SmartKey Security as the backup keyway. Spectrum Brands 800-327-5625 or kwikset.com

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14 Spring 2019 • Hardlines Strategies

Interior Latex Paint SPEEDHIDE ® Interior Latex paint is designed as a

Demolition Tools Honey Badger ® demo forks are multipurpose demolition tools that combine the leverage of a pry bar with the utility of a pitchfork. Fabricated out of steel, the heavy-duty tools are used to demo tile, wood flooring, siding, lath and plaster, layered shingles and more. Forks are available in 10- and 6-pound models, and the two-tine models were specifically designed to span double-stud framing. K5 Products 785-718-6805 or demoforks.com

high-hiding paint that provides a uniform, washable finish for interior walls, ceilings and trim when applied by brush, roller or spray. This low-VOC, low-odor paint means the paint is safe to be applied in occupied rooms while delivering a durable product performance. PPG Industries 855-219-2083 or ppgpaints.com

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FEATURED PRODUCTS

Battery Powered Chainsaw The M18 Fuel ™ 16-inch Chainsaw has the power to cut hardwoods, cuts faster than gas and delivers up to 150 cuts per charge—providing more work-per-charge than any other cordless chainsaw available today. The Powerstate ™ brushless motor maintains speed under heavy loads without bogging down. Redlink Plus ™ intelligence ensures maximum performance and protection from overload, overheating and over discharge. Milwaukee Tool 800-729-3878 or milwaukeetool.com

Screw Hole Repair Anchor Screw-It-Again ™ anchors are designed to fit into any size hole and allow it to be used again after being stripped. The anchor is screwed into the hole until the desired depth, then snapped off to remain flush with the surface. The remaining pieces of Screw-It-Again can be used later on larger holes. The anchors are available in bulk orders as well as merchandised for DIY shoppers in bubble packs. Screw-It-Again 760-585-1123 or screw-it-again.com

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Bluetooth Earplugs With Audio Plugfones are a combination of comfortable, safety-rated earplugs and high-quality speakers resulting in the ultimate hearing protection and listening experience. The Liberate 2.0 features interchangeable foam and silicone plugs, Bluetooth 4.1 technology, a battery with up to 12 hours of play, built-in noise-isolating microphone and easy access controls. Plugfones 801-349-2545 or plugfones.com

Varied-Voltage Cordless Tools The FLEXVOLT ® battery system allows one battery to power multiple different tools, ranging from 20 volts to 60 and 120 volts. The batteries allow for longer battery life in smaller items and necessary power for large projects. The outdoor tools category has three items designed for 60-volt usage: a string trimmer, a blower and a chainsaw. The chainsaw has an auto- oiling feature, while the blower can reach 129 miles per hour. DeWalt 800-433-9258 or dewalt.com

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MARKET PREVIEW

Setting Sail Catch the Trade Winds With Blish-Mize Spring Promotions

Blish-Mize is ready to wow its customers with new products and great deals at the 2019 Spring Buying Market, March 21-23, in Overland Park, Kansas.

G et ready to cruise into the 2019 market season with plenty of great deals, fun entertainment, industry contacts and new products at the 2019 Spring Blish-Mize Buying Market.

Don’t Stop the Party The third edition of the MVP

The MVP Showstoppers event will run from 4 p.m. to 8 p.m. on Thursday, March 21, with special spiffs and food available until 7 p.m. The event also features live entertainment. The Showstoppers will include 16 individual items with special pricing. Purchase any six Showstoppers items to earn an additional $50 cash spiff, and only one order/spiff per retail location will be accepted. Showstoppers orders must be placed during the MVP Showstoppers event.

Showstoppers event adds even more of what Blish-Mize customers have said they wanted—a chance to check out booth placement and make early purchases at the Buying Market. “Come on Thursday to take advantage of the best prices and buying opportunities,” says Blish Connor, director of communications for Blish-Mize. “You’ll enjoy great food, have fun and find the greatest deals of the entire show!”

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Streamline Your Market With the Tap of a Finger The Blish-Mize Buying Market app, available for free from the App Store or Google Play, is a key tool for any customer looking to make the most of their visit to the 2019 Spring Buying Market. With just a few taps, retailers can access up-to-date schedules and receive notifications of important events and seminars at the Buying Market. The app is designed to guide, organize and empower customers at the show with programs that can help plan a schedule, get in touch with a Blish-Mize employee or find a particular product on the show floor.

Registration When you arrive at the Spring Buying Market, you can quickly and easily access your registration information and breeze your way onto the show floor. Schedule You won’t miss a key speaking engagement or a meeting with a vendor if you have the detailed Market schedule available on your phone. Exhibitors The Blish-Mize product catalog is available right on the app, allowing retailers to look over the full list of available products and compare quickly which new products you want to explore. Staff Find your sales representative or any other Blish-Mize staffer on the app and set up a meeting. You can add notes about that meeting in the app.

Hardlines Strategies • Spring 2019 19

MARKET PREVIEW

“Customers can make some of the best purchases of this season at this event, which is designed to maximize their buying potential,” says Cindy Kane, director of marketing with Blish-Mize. “The pricing available at the MVP event is something special. We really want retailers to come early for the Thursday-night-only deals, as well as the relaxed atmosphere.” Hardware House Blish-Mize’s private-label program Hardware House offers products across multiple categories, including lighting, ceiling fans, faucets, bath hardware, vanities, marble countertops, cabinet hardware and locksets. To explore the full lineup of Hardware House products available to Blish-Mize customers, stop by the Hardware House sales booth at the Spring Buying Market.

There are plenty of learning opportunities at Blish-Mize BuyingMarkets. At this show, learnmore about digital marketing technology and find out about new items coming to the lawn and garden category.

Speaker Schedule

Learning opportunities abound at the Buying Market. Don’t miss these speakers. Friday, March 22 10 a.m. “Marketing Isn’t Enough: Remarketing Tactics Every Business Must Use” Elizabeth Collins, Founder and CEO, Webcom Resources Modern digital marketing technology gives every business the power to reach the right person, at the right time, in the right place—and continue to do so until they make a buying decision. Learn the keys to implementing a remarketing strategy that creates customers from website visitors, social media fans and even people who visited your store and didn’t buy.

2 p.m. “BWI Presents: The Best of Spring”

Sarah Sharp, Sales Representative, BWI Companies Spring is in the air, and independent retailers are looking for the best new items hitting the lawn and garden market. BWI Companies, an agricultural solutions provider, distributor and wholesaler, will feature industry-leading products and services in lawn and garden, turf management, pest control, animal health and greenhouse management for retailers preparing for the upcoming growing season.

COME SEE US IN BOTH # 631

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Hardlines Strategies • Spring 2019 21

MARKET PREVIEW

Additions to the vanities include a range of colors, styles and finishes. Each Hardware House item is covered by the Blish-Mize manufacturer’s warranty. There are thousands of items currently available in the Hardware House brand, and Blish-Mize is continuing its work of adding even more products. Learn more about Hardware House’s offerings in the story on Page 41. Marketing While at the Show Blish-Mize offers an abundance of marketing tools designed to help an independent retailer reach their consumer base and let customers know why they can be better served by patronizing a locally owned and operated independent business. Blish-Mize’s online and print advertising programs, custom store signage,

website update and design, social media tips and customer loyalty programs keep customers coming back. Head over to the sales area of the Spring Buying Market and find out about these marketing options. Key Areas to Notice Following Thursday’s MVP Event, things really heat up at the Spring Buying Market, with several key areas of the show floor to explore and take advantage of. First is THE 24, which will be located right on the show floor and displays a carefully curated selection of products chosen by the Blish-Mize team. These products will maximize margins and strengthen retailers’ product selection. These items are especially useful for preparing for the coming summer months of home renovation projects.

Hardware House features vanities and more.

Connect With Your Customers.

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Are your alarms keeping up?

Remember the days of changing batteries whenever the time changes? Kidde has an entire line of smoke and carbon monoxide alarms that are designed to last for 10 years. Never change a battery!

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Update your POG with products that provide families the latest in energy savings, safety and convenience. Visit Leviton booth #360 or Assortment Central for the latest products, special pricing and dating.

22 Spring 2019 • Hardlines Strategies

Spring Buying Market Schedule Thursday, March 21 4-8 p.m. ��������������������������������������������������� MVP Savings Event (Spiffs and food available until 7 p.m.) Friday, March 22 7 a.m. . . . . . . . . . . . . . . . Donuts and Coffee 8 a.m. . . . . . . . . . . . . . . . . . Market Opens 10 a.m . ����������������������������������������� Marketing Isn’t Enough presented by Elizabeth Collins 12 p.m. ������������������������������������������������������������������������������Lunch 2 p.m. . . . . . . . . BWI Presents: The Best of Spring 5 p.m. . . . . . . . . . . . Prize Winners Announced 5:30 p.m. . . . . . . . . . . . . . . Jack Stack BBQ, Customer Appreciation Party and Games

Saturday, March 23 7 a.m. . . . . . . . . . . . . . . . Bagels and Coffee 7:30 a.m. . . . . . . . . . . . . . . . Market Opens 11:30 a.m. �������������������������������� Prize Winners Announced 12 p.m. . . . . . . . . . . . . . . . . .Market Closes

Innovative New Products Now Available at DAP!

See us at Booth #600

MARKET PREVIEW

These products will be offered with special deals that can be had only during Market hours. Orders qualify for prize tickets when submitted at participating vendor booths. Assortment Central can show any retailer what new ideas can be found in merchandising products in innovative ways. This section of the floor features carefully organized displays across a number of product categories that show how neat and organized a hardware store aisle can be when merchandised at a high level. Retailers can pair these merchandising tricks with Market-only discounts to take their stores to the next level. What’s New?! So much! That’s how the What’s New?! area on the show floor, near the entrance, will make retailers feel as they explore the latest vendors and products to be

added to the Blish-Mize warehouse. Blish-Mize customers can build their store’s product diversity and bring their customers the latest in industry items with this section as their guide. Looking Smart Attendees can make the most of their time at the Market by looking ahead using the customized SmartBook. The booklet, available online or in print, is specific to a customer’s store and can help retailers make smart buying decisions both before they attend the Market and during their time in Overland Park. The SmartBook includes past purchases out of the warehouse for the past 12 months. It also has ordering amounts for the next three and six months to help better plan purchases. The booklets showcase three different sections of items. The first is

the “Margin + Coupon Items,” which includes about 300 of Blish-Mize’s bigger discounted items, some with spiffs. The second is any new items that Blish-Mize has added from that vendor in the last year. The third group will be the balance of the items you have purchased, sorted in quantity order. Party Down After a full day of meetings, buying strategies and long hours on the show floor, retailers and their families and friends are invited to enjoy one of the great attractions from Kansas City: barbecue. Blish-Mize customers will be treated to lawn games like bag toss, casino tables and live basketball on the big screen, providing entertainment for kids and adults alike while they enjoy food catered from famous Jack Stack BBQ.

Metal Roofing Siding, Trim & Accessories

VISIT US AT BOOTH 160

WWW.CENTRALSTATESMFG.COM

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PURDY ® MAKES PERFECT

Most people say practice makes perfect, but people who know painting prefer to count on Purdy. Since handcrafting its first paint brush in 1925, Purdy has put care and craftsmanship into every painting tool it makes. Choose the brushes, roller covers and more that perform to a higher standard and perfection comes easy. Purdy is the #1 brand preferred by pros* … but you can use it, too.

Come see us in Booth 591.

*SOURCE: 2017 inPAINT Magazine Brand Preference Survey, June/July Issue

© Purdy

OPERATIONS

Come On In! The Value of the In-Store Shopping Experience

But there are a few things an online shopping experience can’t provide. By coming into a store, customers can touch and feel products, talk with experts (your employees) and experience top-level customer service, so when they leave, they’re happy with their purchase and plan to shop there again. To help make your customers’ shopping experiences the best they can be, keep these tips in mind. And stay in touch with your sales rep as Blish-Mize gathers information from its customers as it develops an e-commerce website for each of its retailers. a customer can research products, order what they need and have it delivered to their door—all without leaving the couch. purchasing decisions before they even set foot in your store. They may have done their research online and know the items they’ll need to complete a project. They might not be coming in to shop casually; rather, they’re just making a quick purchase. What You Can Do: Greet customers as they come in. Ask them what they’re working on, and what they’re looking for. You can ensure they’re getting exactly what they need—and they’ll remember that high level of customer service. O nline shopping topics across the home improvement industry. By shopping online, and e-commerce are popular Making a Decision Sometimes, customers have made

of customers—anyone from a DIYer on a tight budget to a contractor working on a client’s high-end kitchen remodel. Check the Traffic Flow Take a look at your store layout and make sure it’s set up in a way that it takes your customers through to see all your store has to offer, and that the way it goes from one category to the next is logical. What You Can Do: Most people are right-handed and will usually look to the right when they enter a store. That first display on the right is the first one they’ll see—is it making the impact you want? Also think about your checkout displays, which should be located at the end of the “journey” your customers make through the store. If you use a single-queue checkout, take advantage of that extra merchandising space for impulse items your customers can grab as they wait in line. Learning From E-commerce Many retailers see e-commerce as the competition, but use those online retailers as teachers, too. You can’t completely replicate the online experience in a store—and you probably don’t want to—but you can implement some ideas you find. What You Can Do: Look at the Amazon app, or check out the websites of some of your favorite stores, and see where you can find some inspiration. For example, when you click on a product online, there’s often a suggested list of related or popular products. Keep these ideas in mind as you merchandise the store. Try creating a display of products needed for a popular DIY project, or show off some of your biggest sellers across the store. Take the popularity of YouTube and bring it in your store by creating how-to or project videos that you can show on tablets within your store. These types of displays offer customers a chance to look at products in a way they wouldn’t otherwise.

The True Meaning of Good Merchandising

Merchandising is much more than putting items on shelves or creating displays to show off the product selection you offer. It’s about creating an experience for your customers. What You Can Do: Show the breadth of your product selection by creating an endcap that highlights similar or related items from a number of vendors. For example, you might build a display of cleaning supplies that includes all-purpose cleaners, window cleaner and kitchen and bath cleaner from multiple manufacturers. Another idea is to put together how-to displays of common projects around the house and highlight the products you sell that customers will need to complete that project. By using merchandising as a way to tell the story of what your store offers, rather than just stocking product, you can give customers new ideas and garner add-on sales. Offer products at different price points, so customers can have good, better, best selections to choose from, and so you can cater to different types

26 Spring 2019 • Hardlines Strategies

See Us in Booth #291

Now backed in the Blish-Mize warehouse. Black Widow Tape Measures Improved legibility in all lighting conditions. With its revolutionary all black blade, the Lufkin Black Widow tape measure makes a statement on any job site. High contrast green markings on both sides of the blade provide improved legibility in multiple light conditions. A 360-degree end hook and 10-foot standout work together to make tough jobs easier. And a rugged thermoplastic rubber over-mold case features 5-screw construction for maximum durability.

CUSTOMER PROFILE

Making It as a Professional A Kansas Lumberyard is Becoming a Template for Renovation

The Greenwich Road location of Star Lumber & Supply, located on the east side of the company’s headquarters city of Wichita, Kansas, is situated in a shopping center on a busy corner of a growing community. The lumberyard owns the shopping center and leases out other retail locations.

S elf-discovery can be a long and sometimes challenging road. The path to finding a true purpose, to knowing what you’re here to do and who you’re doing it for, forces someone to confront their own goals and limitations. Why should it be any different for a business?

One Blish-Mize customer, Star Lumber & Supply, recently went through that very process. The company has multiple locations across Kansas and Oklahoma, with two retail stores in Wichita, Kansas, builder— and contractor—focused locations in Salina and Manhattan, Kansas, and a home construction flooring operation in Oklahoma City. The Greenwich Road location in Wichita, as it’s referred to in the company, is located on the northeast side of the city. This facility was opened in 2008 and has gone through its share of reinventions on the way to its current form: a professional—focused location serving the remodeler and contractor community. “We saw the city expand as we looked for a location where we could best make an impact,” says Allen Spurgeon, director of stores for Star Lumber & Supply.

“We saw so much growth happening in this area that, in 2008, we finally took a big step.” That step led to the store on Greenwich Road. It’s located in a shopping mall that the company built, and Star Lumber & Supply is the landlord for other stores within that shopping center. The choice of location has kept the store in a convenient spot for contractors, remodelers and DIYers even as the city has grown around it. “We anticipated the city growing here, and it worked out as we had anticipated,” says Gene Stuhlsatz, general manager of the Greenwich Road store. “The last three years have seen a lot of growth, particularly with new homes as the city expands. There have also been a number of remodels of the homes built in the last decade or so in this area.”

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Finding Your Path While the outside appearance of the store fits in well with the same façade you’d expect from a cornerstone retailer selling fashionable clothing or furniture, the location is all business when it comes to being a full-service lumberyard. Behind the mall signage is a large yard of about four acres that has plenty of room for storage, and makes it convenient for large trucks to enter, load up with materials and head back out on the job. The store offers core hardware categories on its salesfloor as well as a window, door and cabinetry showroom. About three years ago, there was talk of resetting the store, and determining what to do with that showroom was a major decision, says Tom Monckton, purchasing manager for Star Lumber & Supply. builder, especially in lumber,” Monckton says. “We had our windows and doors prominently displayed on the first floor of the store, but that didn’t leave us any room to expand our other categories when we decided to remake the salesfloor.” “We had always catered to the remodeler, the contractor and the

When Stuhlsatz, Monckton and the rest of the Star Lumber & Supply team began putting major thought into updating Star Lumber Greenwich Road, particularly its hardware selection, it was with an eye toward reshaping the types of products available. In the past, products had been selected on the tried-and-true method of offering “good-better-best” options to cover all price points. Star Lumber & Supply wanted to expand those offerings, but in a smart manner. The location had strong sales in paint, especially sundries, as well as fasteners, locksets, tools and tool accessories, but the business was looking for a more curated approach. “We knew we were targeting a certain customer with our retail locations. These are customers taking on larger projects, whether it’s a remodeler hired to build out a kitchen or a homeowner looking to build their own deck,” Stuhlsatz says. “For them, we wanted to have better and best options, and to have more of those options to really show we were well-stocked in quality products.” In pursuit of that focus, the windows, doors and cabinet displays were moved to

the balcony that overlooks the salesfloor on the first floor. Now, Star Lumber & Supply can continue to offer those vital building materials while allowing for room to expand its hardware offerings. The first floor now had room for full lines of power tools, an expanded sundries collection, more paint options and a reshaped fastener department. Finding a Partner When Randy Chippeaux, senior vice president of the building materials division at Star Lumber & Supply, directed his team to explore the professional contractor market in a more direct way, research included visiting other independent hardware stores, as well as studying Star Lumber & Supply’s own customer base. After about two years, the team knew what kind of alterations it wanted to make in product selection and diversity, but it still needed a partner more familiar with store resets. “Last March, we met with Blish-Mize to let them know what we were thinking and the direction we wanted to take this location,” Spurgeon says. “They committed to helping us find the right model,

Blish-Mize representatives helped Star Lumber & Supply reconfigure its salesfloor to better represent its targetedmarket—professional contractors and builders. This meant moving departments and remerchandising products, such as power tools, to better suit the tastes of these customers.

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CUSTOMER PROFILE

and within two weeks, we had a team from Blish-Mize in the store measuring the salesfloor, researching better gondola and shelving options, and looking more closely at our product selection.” One of the strategies implemented was to begin merchandising tools based on brand, not type. This was especially important in the power tools department. The store now has three aisles directly in front of its main entrance with full lines of power tools and power tool accessories, with bold brand recognition signage in each aisle. Another new strategy was reorganization of the fastener department, which has been a strong performer but presented an inventory management problem due to the large number of loose products. New custom signage in the form of magnetic metal signs pronouncing “New Products” and “Hot Deals” also serve to call out areas that have been expanded after the reset.

One of the changes Star Lumber & Supply made was to merchandise products around brands and add more distinctive signage.

NEW

COME SEE US IN BOTH # 631

LENOX METALMAX ™ is a new alternative to abrasive cut-off wheels.

1000 +

30X LONGER WHEELLIFE * CUTS

TM 1000+ CUTS LENOX METALMAX delivers 1,000 or more cuts with no need for wheel changes. That is 30 times longer life than thin bonded cut-off wheels.

* Average performance for 4.5" wheel in 1" carbon steel square tube vs thin bonded abrasive cut-off wheels.

DIAMETER RETENTION Because LENOX METALMAX is made with diamonds, it doesn’t get smaller.

SAFETY LENOX METALMAX is made with a solid steel body that is stronger to greatly reduce the risk of breakage.

LESS DUST RESIDUE With LENOX METALMAX wheel does not wear down like bonded abrasives. Visible sparks originate only from the material being cut.

For more information on the NEW LENOX METALMAX visit lenoxtools.com

30 Spring 2019 • Hardlines Strategies