Strategies_Fall2025

BLISH-MIZE INSIDE

Solving the Space Challenge: Merchandising That Works Research Driven Techniques to Improve Sales Performance

F or independent hardware retailers, effective merchandising can make the difference between a thriving business and one that struggles to compete. Clay Uhrmacher, Blish-Mize vice president of sales and marketing, understands this problem facing many retailers. Blish-Mize has built a reputation for delivering comprehensive merchandising solutions that help retailers maximize their potential. The Foundation: Customized Assortments Blish-Mize’s merchandising philosophy begins with understanding that no two stores are identical. “We maintain and add to and subtract from an ongoing, customized assortment listing that we offer out of our warehouse,” Uhrmacher says. “Some of the assortments are organized by vendor and others are by category with mixed vendors. This flexible approach allows retailers to test new products and categories without the

Blish-Mize’s merchandising services extend beyond simple product placement. “Typically, store resets involve more than just re-merchandising,” he says. “We’re working on a new floor plan in many cases, and given that most stores don’t refresh their merchandising as frequently as big box retailers, many projects evolve into comprehensive remodels.” Blish-Mize also helps retailers implement new display programs from manufacturers. “We love it when a vendor presents a new planogram and we decided to support it. We love to help them push that out there,” Uhrmacher says. “The stores really need some direction as far as what needs to be reset and updated, and what’s the best way to do it.” The Professional Difference What sets Blish-Mize apart in the merchandising space is its commitment to using its own employees rather than third-party contractors. “We do it better than anybody does because we use our own employees to merchandise,” Uhrmacher says. “You’re going to get a professional merchandising job out of us. You’re not going to get some third party off the street that’s going to do this job and then jump to the next job.” This hands-on approach extends throughout the entire process. “This whole process we’re talking about is probably one of Blish-Mize’s greatest strengths, because it’s very hands on,” he says. “It’s very custom, and we use our own people at every step of the process, from planning it to merchandising it.”

significant upfront investment that often prevents experimentation. “Economically, we want to offer a way for customers to update an assortment or category or add to it as easy as possible up front then it gives them the flexibility to back it up as deep as they want to once it’s set,” Uhrmacher says. “You may be able to order an assortment with only one or two of each item to keep the cost down up front.” Tailored Solutions for Every Scenario Blish-Mize’s merchandising services adapt to different store situations. For new stores, the process begins with a clean slate. “We’re going to put brand new issue a proposal to the customer.” The process is collaborative, with proposals going between the owner and the Blish-Mize merchandising team until everyone agrees on the final order. For existing stores, the approach is more complex. “We typically go in, evaluate the inventory and do what we call a space audit, where we walk the store in four-foot sections, document what’s there, estimate the values and look for buyback programs from vendors that we may stock,” Uhrmacher says. This thorough evaluation helps determine how to convert existing product while integrating new inventory, particularly when the store already carries brands that Blish-Mize stocks in its warehouse. Beyond Basic Resets fixtures in,” Uhrmacher says. “We won’t have to worry about existing inventory. And we’re going to recommend an opening stock order and

34 Fall 2025 • Hardlines Strategies