Strategies Spring 2026_No Crops

HARDLINES Strategies SPRING 2026, VOL. 26, 1

DISTRIBUTING RETAIL PROFITABILITY

How the Right Partner Changes Everything A Leap of Faith Also in This Issue Fresh Deals for the Year at the Blish-Mize Buying Market How to Use Artificial Intelligence to Your Advantage

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THE PRESIDENT’S REPORT

A Legacy of Building America

Contents Ask the Expert . . . . . . . . . . . . . . 2 Featured Products . . . . . . . . . . 4 Spring Market Preview . . . . . 10 Customer Profile . . . . . . . . . . . 20 417 Lumber Winning Locally . . . . . . . . . . . . 26 Customer Profile . . . . . . . . . . . 32 Western Market Operations . . . . . . . . . . . . . . . . 36 VendorVignette . . . . . . . . . . . 37 Blish-Mize Inside . . . . . . . . . . . 38 On the Cover The team at 417 Lumber opens a new contractor-focused location and has been thriving since, with the help of Blish-Mize.

A s America celebrates its 250th anniversary, communities across the country are taking a look at not just where we’ve come from but what keeps us moving forward. In Atchison, Kansas, HQ of Blish-Mize Co., this reflection feels very close to home. Our city was built by the dreamers, builders and small-business entrepreneurs of early America who believed that hard work, community support and a spirit of success could propel a small town ahead. Over 150 years ago,

my great-great-grandfather and his family shared that belief when they founded Blish-Mize Co. Today, we use our expertise to help small businesses grow and build. We feature two great examples of growth in this issue. Our first customer, 417 Lumber, wanted to open a second location in Branson West, Missouri. They turned to us for our expertise to maximize every square foot of opportunity in the layout and planning. We are grateful for their trust and love being part of their success. Western Market is another customer who looked to us for help when deciding to expand; doubling their available square footage with their expansion. They were able to strengthen their ability to service their customers for years to come with a commitment to growth. Watching any store expand is a proud moment for us, a reflection of our team’s vision and perseverance. We are continuously looking for ways to help our customers better serve their communities. Embracing the future is a large part of success, especially when it comes to technology. In this issue you will read about one of our vendor partners, Milwaukee Tool, on how they are using AI to make the products you sell better for your customers. You will also hear from Jill Hathaway about how to succeed by focusing on your integration in your community. AI has become an inevitable part of our business and we encourage you to embrace the training we are offering this year at our Spring Buying Market with Cody Goeppner from the North American Hardware and Paint Association. We will be embracing America’s 250th birthday at our upcoming market with classic American things like great pricing, amazing BBQ and friendly smiles. We hope you will join us March 19-21, 2026, for a party like no other! Our country’s success can only ever be written by the plans of inventors, the sweat of builders, the generosity of neighbors and the spirit of entrepreneurship. We all know those stories well and live them every day.

Advertising Information Hardlines Strategies is published twice every year by Blish-Mize. Copyright 2025. 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

Cheers to you and America! Jonathan D. Mize Chairman and CEO jonathan@blishmize.com

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

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ASK THE EXPERT

Delivery Basics 5 Steps for Smooth, Fast Deliveries B lish-Mize deliveries follow a steady system, and stores that prepare ahead of time avoid delays, confusion and missing product. Brady Clark, Blish-Mize vice president of operations, says a few basic steps make a big difference. These best practices help stores stay ready, before, during and after each delivery. 1. Place Orders on Deadline Most stores must submit orders the night before delivery. Western stores have a later cutoff because of the time difference. Meeting the deadline gives the warehouse time to restock, pick locations and build pallets accurately. “When the order hits the system at the right time, our team can restock the pick slots, pull product and build pallets without rushing,” Clark says. “That keeps everything cleaner, safer and more accurate.” Clark says stores that submit orders after hours should always alert customer service if something goes wrong.

“If a customer tries to send an order and it doesn’t go through, even a quick email to customer service helps,” he says. “When our team is aware of an issue in advance, they can address it before routing begins, preventing delays for the customer’s entire delivery.” 2. Set Up and Use Tracking Tools Stores using Schneider Dedicated Service should confirm they are signed up for tracking alerts. Updates can come through via email, text message or the customer homepage. “Once the tracking link is live, customers can see updates about every fifteen minutes,” Clark says. “If the truck is ahead of schedule, behind schedule or dealing with weather, the customer will see that right away. It gives them a 45-minute window for arrival, which makes it much easier to plan staff around receiving.” Clark says the tool becomes especially important during storms or periods of heavy volume. “We deliver across areas that get high winds, snow, storms, even tornado concerns,” he says. “Sometimes trucks have to shut down because the wind is too strong, or they’re going on a different route because they have more stops that week. Checking the link helps the store prepare for those situations instead of being surprised.”

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ASK THE EXPERT

3. Know Where Your Deliveries Come From Some Blish-Mize customers receive deliveries through other carriers. For those stores, customer service is the most reliable way to get arrival updates. “Customer service can reach out to operations or use other tracking systems to give a rough estimate on arrival,” he says. “They have visibility into tools the customer doesn’t, and they can also contact the carrier directly if something doesn’t look right. It’s the quickest way to get answers.” 4. Verify Delivery Before Signing When the truck arrives, Clark says stores should check pallet counts, loose items and pipe bundles before signing the bill of lading. These items appear separately on the paperwork and are easy to match with what the driver unloads. “Verify that you have the correct pallet count and the right number of loose items,” Clark says. “Take your time. It is extremely important for the customer to look everything over. If something looks damaged or out of place, pictures and notes on the bill of lading make the follow-up process much easier.” Clark says reporting any issues quickly helps Blish-Mize resolve issues quickly. “If we know about damage right away and have photos, we can file claims with the carrier and make sure the customer is credited properly,” he says. “It protects the customer, and it helps us keep freight and product costs down.”

5. Double Check Everything Once the product is inside the store, the work is not done. Clark says stores should slow down and check every shipment against the packing list, one line at a time. “Use the packing list to check in and make sure all product counts are accurate according to the order,” Clark says. “The packing list reflects what actually shipped. If something looked available but turned out to be damaged in the warehouse, it gets taken off the invoice, so the list gives the customer the exact record they need to verify everything.” Clark says employees should look for missing items, extra product or visible damage. Even small shortages can cause problems later, especially for contractors or customers waiting on specific materials. Catching issues at delivery makes them easier to fix. If stores find discrepancies, Clark says they should submit a return claim as soon as possible. Waiting can delay credits or replacements and make it harder to track what went wrong. Clear notes and photos can also help speed up the process. Clark says these five steps help stores stay organized and ready for every delivery, no matter the season or route. “Always contact customer service if something unusual comes up,” he says. “They can work with operations right away, and that keeps the customer on schedule.”

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FEATURED PRODUCTS

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

Outdoor Grill The Navigator 850 from Pit Boss is a pellet grill with a stainless-steel main burner system, with 850 square inches of cooking space, integrated side shelves, a built-in thermometer and porcelain-coated grates. Pit Boss pitboss-grills.com

Extension Ladder The Werner TS1500 Series extension ladder is a heavy-duty aluminum ladder with slip-resistant rungs and dual-front D-rings, built to reach higher work

Ceiling Fan The Builder Low Profile fan from Hunter Fan features a 42-inch blade span, designed to provide airflow and illumination in smaller rooms or spaces with lower ceilings. Hunter Fan hunterfan.com

areas safely. Werner Co. wernerco.com

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FEATURED PRODUCTS

Cleaning Paste The Pink Stuff Cleaning Paste is an abrasive household cleaner in a paste form that removes stains, grime and buildup from sinks, countertops and cookware without harsh chemicals. Rustoleum thepinkstuff.com

Retractable Hose Reel The Orbit Auto Retractable Garden Hose Reel is a wall- or deck-mounted reel that automatically retracts a garden hose, keeping it neatly stored and reducing kinks, with a locking mechanism to hold the hose at set lengths. Orbit Irrigation Products orbitonline.com

Booth # 624

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FEATURED PRODUCTS

Hammer The Non-Sparking Hammer from Council Tool is a 1.5 pound hammer with a 10-inch fiberglass handle and metal alloy head that resists sparking. This hammer is made for use around potentially explosive environments, confined spaces and areas with flammable substances, vapors or gases.

Council Tool counciltool.com

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FEATURED PRODUCTS

Matte Black Water Supplies The BrassCraft Matte Black Water Supplies is a set of water supply fittings and connectors designed to replace standard chrome parts with a dark finish for sinks and fixtures. BrassCraft brasscraft.com

Power Controller The 15-Amp Power Controller from Dewalt features six onboard AC outlets built in a durable housing designed to regulate power for tools and equipment. This controller allows users to charge 24 Dewalt batteries in five hours and can also be wall mounted for storage. Dewalt dewalt.com

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FEATURED PRODUCTS

Sprayer The Chapin 20002 is a 2-gallon hand pump sprayer with a polyethylene tank, adjustable spray nozzle and brass wand, built for applying fertilizers, herbicides, pesticides and other liquids in lawn and garden care. Chapin chapinusa.com

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FEATURED PRODUCTS

Insulating Foam DAP Black Insulating Foam aerosol is a 20-ounce spray foam that expands to fill and seal gaps around windows, doors and other penetrations, providing insulation and air sealing. Dap dap.com

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MARKET PREVIEW

The Blish-Mize Spring Buying Market provides opportunities for retailers to get exclusive access to deals, networking and industry education.

Buying Simplified How One Retailer Uses The Buying Market App to Save Time and Money F or many retailers, the Buying Market is a race against the clock. Buyers are balancing

with more confidence. The approach helps avoid overbuying while still taking advantage of volume discounts and dating programs. By speeding up the ordering process and improving accuracy, the app saves time during the Buying Market and helps protect margins once inventory hits the shelves. For AJ Zillinger, manager of Oberlin Farm and Supply in Oberlin, Kansas, the app has become a key part of market planning. His family’s store opened in 2018 and serves a mix of contractors, homeowners and farmers.

Instead of relying on paper flyers and handwritten notes, retailers can search products, review show specials and build orders before they arrive. That preparation reduces errors, prevents missed deals and allows retailers to spend more time evaluating products and talking with vendors. The app also supports better purchasing decisions by tying market orders to real sales data, so retailers can review past performance, compare it to current promotions and adjust quantities

limited time on the show floor with the need to find the right products, secure strong pricing and stay on budget. The Blish-Mize Buying Market App helps simplify that process by putting planning, ordering and product information in one place.

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MARKET PREVIEW

Explore Additional Market Programs

“The Blish-Mize App makes it a thousand times easier to find what I need and navigate the show floor,” he says. Zillinger uses the app before the market opens to review seasonal needs and prepare a rough buying plan. He looks at previous sales, identifies core items and flags products that may be worth ordering in larger quantities if pricing is favorable. That preparation helps him arrive at the market with clear goals while still leaving room to adjust based on vendor conversations and new opportunities. “I usually do research before I go but I’m also able to pull my orders up while I’m at the hotel or on the show floor,” he says. One of the most useful features Zillinger uses is the ability to see his purchase history. By comparing his purchase history with his order at the market, he can match order quantities to actual demand rather than relying on guesswork. That data-driven approach helps him decide when to commit to

Assortment Avenue Visit Assortment Avenue for popular assortments and merchandising tips for appealing displays.

Impulse Zone Explore freestanding and countertop impulse displays from stocking and non-stocking vendors.

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

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

Booth # 747

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MARKET PREVIEW

Download the Apps Use the Blish-Mize and Blish-Mize Market apps to help you make the most of your time at the market.

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

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

BLISH MIZE APP

MARKET APP

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

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

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MARKET PREVIEW

larger orders tied to market specials or extended dating. “I can go to my point-of-sale system and see how many we sold last year,” Zillinger says. “Then I can use the app to plan around that if there’s a special.” While the app allows him to place most orders digitally, Zillinger still values his time on the show floors talking face-to-face with vendors. He prefers a blended approach, using the app for efficiency while maintaining personal relationships and learning about new products directly from his suppliers. “The Buying Market App has really simplified the checkout process, too. It makes everything faster,” he says. “It tracks all my discounts and spiffs so I know what my final total is before I leave.” Zillinger says that efficiency frees up time to explore new categories and take care of prize entries before the show ends. Additional features, such as searchable

Using the Buying Market App, Blish-Mize customers can walk the show floor with ease, and focus on vendor relationships.

Stop by Booth # 408

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MARKET PREVIEW

Market Schedule

THURSDAY, MARCH 4-7 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . MVP Event Deals, spiffs, food and drinks 4-7 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ShowStarters Huge discounts on individual items 4-6:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Sponsor Event Exclusive prize drawings at 6:45 p.m. All Show Hours . . . . . . . . . . . . . Traffic Builders: Stackout Event FRIDAY, MARCH 8 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Opens 10 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Business Workshop Being Prepared for an AI World! - NHPA - Cody Goeppner 12 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Lunch 1-4:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Plinko $250 Plinko drawing at 5 p.m. 1:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Business Workshop Winning Locally - Jill Hathaway - Small Business Development Center

2-4:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Sponsor Event Exclusive prize drawing at 5:15 p.m. 5 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Cash & Prize Drawings 5:30 p.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Closes 5:30-7:30 p.m. . . . . . . . . . . . . . . . . . . . . . Dinner & Entertainment Cash & Prize Drawings at 6:30 p.m. - Must be present to win 8 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Opens 8-11 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Surprise Buys Huge discounts on individual items 11:05 a.m. . . . . . . . . . Buying Market App Game Prize Drawing 11:15 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . Surprise Buys Drawing 11:20 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . Cash and Prize Drawings 11:30 a.m. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Closes SATURDAY, MARCH

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MARKET PREVIEW

product listings and an interactive vendor map, help Zillinger navigate the market more efficiently. If he wants to learn more about a product he’s ordering, the app shows which booth the vendor is located in, making it easy to follow up in person. “If you’re buying something and you want to talk with the vendor, the app tells you exactly what booths they’re at,” he says. For other retailers hesitant to rely on an app, Zillinger says everyone should give it a try. “The app doesn’t cost anything to download, so you might as well try it out and see if it works for you,” he says. Zillinger says Blish-Mize is the only distributor he works with that offers a tool like the Buying Market App, making it a unique resource for retailers looking to streamline their Market experience and make more informed buying decisions.

The Blish-Mize Buying Market App gives users access to special show-only and app-only deals on a variety of products.

®

A FORCE TO BE RECKONED WITH, JUST LIKE YOU.

Visit us in Booth 201

Type 17 AutoPilot Tip Minimizes slipping and splintering

GRDF-BM-0131260813800

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MARKET PREVIEW

By putting retailers and vendors face to face, the Blish-Mize Buying Market helps strengthen relationships, clarify product needs and give both sides a clearer view of what the market will demand next.

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CUSTOMER PROFILE

A Leap of Faith

Blish-Mize Powers Expansion for Missouri Retailer

The Branson West location marks 417 Lumber’s move from a warehouse-first operation to a contractor-focused showroom built for growth.

W hen Tom Phelps opened 417 Lumber in 2021, he had a plan, a small team and no credit history. What he was missing was a supplier willing to trust his vision. Then Blish-Mize stepped up to the plate.

store in Branson West, Missouri, a larger site aimed at contractors and homeowners looking for a hands-on product experience. Building From the Ground Up Phelps’ partnership with Blish-Mize helped him open his first location in Kirbyville, Missouri, which was set up as a warehouse-first operation to supply the never-ending multifamily construction happening in the area. It wasn’t flashy, but it gave Phelps immediate momentum.

“I sold my house to buy trucks and equipment,” Phelps says “Blish-Mize listened to what I wanted to build and took a leap of faith. That meant everything. Without that early support from Blish-Mize, 417 Lumber doesn’t happen.” That early support from Janet Elias, retired regional sales manager, and Clay Uhrmacher, Blish-Mize vice president of sales and marketing, shaped the beginning of 417 Lumber’s first

location. Now, it anchors the opening of the company’s new

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CUSTOMER PROFILE

“We wanted a place where contractors could bring homeowners to see doors, windows, siding and roofing, not just pictures, but actual products.”

“We had orders lined up,” he says. “We just needed a place to put material and load trucks. Kirbyville gave us that.” Even in the early days, Blish-Mize was more than a distributor. Phelps leaned on Elias for product guidance, ordering strategy and advice on how to succeed. The new Branson West location opened at the end of September 2025, shifting the business goal from a warehouse-first model to a showroom-focused operation. “We wanted a place where contractors could bring homeowners to see doors, windows, siding and roofing,” Phelps says. “Not just pictures, but actual products.” The new store offers deeper selections Milwaukee and DeWalt tools, collated nails and Simpson structural products. It’s still a focused assortment shaped by what Phelps knows sells. “We know what we’re good at,” he says. “We’re a hardline contractor store and have brought in the products our customers use every day.” Traffic picked up quickly. The new location attracts custom home clients and contractors who couldn’t easily reach the Kirbyville store. Phelps says the change was obvious within weeks. Blish-Mize Shaped the Expansion The expansion process circled back to Blish-Mize. Before placing a single order, Phelps sat down with Elias, his longtime sales rep. He marked the catalog with the lines he wanted, and she reviewed it with him. “I went through the entire catalog and marked what I wanted,” he says. “She looked at it and said, ‘Tommy, here’s what you’re missing.’ She’s done this a long time. When she tells you something, you listen.” The team at Blish-Mize helped refine the layout, build the assortments and set the store. Uhrmacher spent time on-site talking through product performance and future needs. Phelps says that type of engagement is a major reason he never looked for another distributor. “Clay cares about what happens in your store,” Phelps says. “You don’t get that everywhere.” across daily contractor categories, including fasteners, Diablo blades,

—Tom Phelps, 417 Lumber

The expanded showroom gives contractors and homeowners hands-on access to the products 417 Lumber recommends.

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CUSTOMER PROFILE

417 Lumber features a dedicated contractor parking lot and entrance, so contractors can come in, shop and leave quicker.

Stop by Booth # 456

Early support from Blish-Mize helped turn an idea into 417 Lumber’s first location and set the foundation for long-term growth.

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CUSTOMER PROFILE

Elias’s retirement added an emotional element to the grand opening. Branson West was her final stop as a store representative. “We got her a big bouquet. There were tears and hugs. She’s part of our story,” Phelps says. A Full Store From Day 1 Phelps pushed for a fully finished store by opening day. He didn’t want a soft launch or empty shelves. That decision created tight timelines. “Timing was the hardest part,” he says. “We had a firm date. Shelves had to be stocked and priced. We wanted people to walk in and see a finished store, not a work in progress.” Roughly 700 people attended the grand opening. Cars lined the highway, and contractors, homeowners and familiar faces from Phelps’ earlier years walked through the doors. “It was a warm welcome,” he says. “It was a fun day. Better than we hoped.”

417 Lumber opened fully stocked and priced, reinforcing its commitment to contractors who rely on speed, consistency and availability.

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CUSTOMER PROFILE

The Branson West location of 417 Lumber builds on lessons learned at its first location and created a space for both homeowners and contractors.

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CUSTOMER PROFILE

A Business Built on Relationships 417 Lumber remains a family-first operation. Many employees work with spouses, children or siblings. Phelps says that family-first culture shapes how he treats customers and what he looks for in a partner. “We’re one of the last small shops in a market full of big companies,” he says. “Blish-Mize still gives personal attention, and that’s rare now. It’s why we’ve stayed with them.” The Branson West store reflects that mindset. It reconnects the company with its contractor base, opens the door to custom work and builds on a partnership that started when the business was little more than an idea across a desk. Phelps says the expansion feels like a natural next step. “We’ve grown into a multi-million dollar company with two locations,” he says. “And we’re not done.”

417 Lumber leans into brands local contractors know and trust when stocking their shelves.

Booth # 204

,

Booth # 220

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OPERATIONS

Winning Locally 5 Best Practices to Compete for Local Business

I ndependent hardware stores don’t win by trying to outmatch Amazon or big-box chains on price or selection. They win by knowing their communities

“You can’t out-Amazon Amazon,” says Jill Hathaway, senior director of entrepreneurial education at the UMKC Innovation Center. “You’ve got to stop trying to carry everything and really focus on what your community needs.”

and fostering relationships that national retailers can’t replicate.

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OPERATIONS

KNOW THE COMMUNITY YOU SERVE 1

Hathaway works closely with small businesses through the Small Business Development Center and draws heavily from her own experience as a former retailer. She says the strongest independent stores understand what drives their local economy and stock accordingly. “You know what’s happening in your community,” she says. “You know the industries, the projects, the corporations around you, and you can fill that gap.” That local knowledge allows stores to avoid overextending themselves and instead focus on products and services customers actually need.

“You’re the signage on the Little League banners. You’re at the chamber events. You’re part of the town and woven into the community

BE VISIBLE AND BE PRESENT 2

Winning locally isn’t limited to what’s on the shelves. Hathaway says community presence plays a major role in long-term success. “You’re the signage on the Little League banners,” she says. “You’re at the chamber events. You’re part of the town and woven into the community so tightly that people know who you are and trust you.” That visibility helps position independent hardware stores as community partners rather than just places to shop.

so tightly that people know who you are and trust you.”

—Jill Hathaway, Small Business Development Center

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OPERATIONS

SELL TRUST, NOT PRICE 3

WIN WITH THE PROS 4

For independent home improvement retailers, customer service isn’t an add-on; it’s the core offering. Hathaway says stores should focus on teaching, not just selling. “You’re not competing on price,” she says. “You’re competing on trust.” “When customers physically get in the car, drive to your store and walk through the door, they want to buy from you,” Hathaway says. “If you’re good at what you do, that emotional exchange leads to a sale.”

Professional customers can be a steady driver of local success. Hathaway says strong relationships with contractors often influence the wider community. Some stores deepen those relationships through partnerships, referrals or even shared space with contractors. “That reciprocal relationship is huge,” Hathaway says. “The contractor sends customers to the store, and the store sends customers back to contractors they trust.”

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OPERATIONS

LOYALTY IS STILL PERSONAL 5

Loyalty doesn’t have to rely on complex technology, and simple efforts often work best. Handwritten thank-you notes to loyal customers go a long way. Consistency, familiar faces and remembering customer details all reinforce that sense of connection. Hathaway says independent stores succeed when they embrace their roles in the communities they serve. “What you’re really selling is your community,” she says. “It’s not hardware as the product, it’s the relationship. You’re teaching. You’re trusted. You’re local. That’s how you win.”

65 650 um

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Booth# 705

VISIT BOOTH # 443

STOP BY BOOTH # 254

Booth # 740

CUSTOMER PROFILE

Retail Reinvention

From Groceries to Hardware, Blish-Mize Aids in Retailers’ Expansion

Western Market started small, and has grown into a large operation, driven by a steady expansion of hardware and lumber.

W hen Western Market Trading Post opened in Sand Springs, Oklahoma, in 1999, the store measured roughly 7,500 square feet and focused on groceries. Hardware and lumber were part of the mix, but only as supporting categories.

Support That Shaped the Store Western Market Trading Post’s owner, Donnie Bowden, worked with another supplier before moving to Blish-Mize. When his former distributor went bankrupt, he needed a new partner who could support the store’s hardware growth. A friend in the hardware business recommended Blish-Mize, and Bowden moved forward without hesitation. During the transition, Western Market placed small weekly orders

Over two decades later, Western Market Trading Post spans 54,000 square feet and operates primarily as a hardware store. The shift didn’t come from one major decision, but from a consistent partnership with Blish-Mize that helped the business grow, reorganize and modernize.

That growth began when Western Market switched

distributors, opening the door to new systems, better assortments and a clearer strategy for long term growth.

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CUSTOMER PROFILE

as the store adjusted to new systems. “We wouldn’t buy very much from Blish, just about $1,000 a week,” he says. Once the full program was installed and the store was properly merchandised, Bowden noticed an immediate shift. Blish-Mize helped rework shelving, assisted in ordering strategies and choosing assortments. “Once they set it up, everything changed,” he says. “It went crazy here. We had more customers in the store than ever before.” Building a Strong Partnership Blish-Mize didn’t just bring a broader inventory or better pricing. The turning point came from hands-on involvement from Tom Carlton, who has since passed away, and his current Blish-Mize representative, Dillon Dannelley, as key contributors to his store’s success. “My representatives have always been great,” he says. “They’ve spent the time to help me make my store succeed.” Regular visits, steady communication and practical insight shaped how the store approached ordering, merchandising and expansion. Instead of guessing what categories to grow or which lines to deepen, Bowden had partners who understood hardware retail and saw opportunities in the store’s layout. Janet Elias, retired regional manager, was instrumental in guiding the redesign. “Janet was amazing,” Bowden says. “She knows her stuff.” Bowden originally asked Elias for ideas on how to refresh the department. Instead of minor changes, she recommended a full redesign covering 10,000 square feet. It was a larger project than Bowden expected, but he trusted the direction. “She came at me with this 10,000-square-foot deal,” he says. “It was the best thing I’ve done in a while.” The partnership with Blish-Mize grew through consistent engagement: not templates or generic approaches, but suggestions tailored to the needs of Western Market and its customers.

As Western Market evolved, it invested in space and systems that support deeper hardlines inventory and long-term growth.

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CUSTOMER PROFILE

“Since we completed the expansion, we’ve had to expand our parking lot because we didn’t have enough space for customers,” he says. “Sales after the expansion are up 30 to 40%.”

Redesigning for Growth What began as a small update turned into a full reconstruction of the hardware department. The team polished the concrete floors, reorganized aisles, reworked categories and focused on improving visibility and flow. “Right after we opened the new section, every customer that came in mentioned how nice the update looked,” Bowden says. “It shows that all the hard work our team put in was worth it.” The redesign centered on practical merchandise, expanding lines that local customers needed most. With guidance from Blish-Mize, Bowden deepened plumbing, fasteners, fittings, tools and other high-use categories that drive consistent traffic. After Blish-Mize finished Western Market’s expansion, Bowden says the project was immediately working in his favor. “Since we completed the expansion, we’ve had to expand our parking lot because we didn’t have enough space for customers,” he says. “Sales after the expansion are up 30 to 40%.”

—Donnie Bowden, Western Market Trading Post

Booth # 440

Booth # 339

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CUSTOMER PROFILE

A Remodel That Paid Off The expansion strengthened more than hardware. The improved layout increased traffic across lumber, feed and general merchandise. Bowden says customers now make more complete trips because they can find everything they need in one stop. “Every category helps one another,” he says. Bowden credits the growth to the close working relationship he has with the Blish-Mize team and the support he receives when planning changes or evaluating new categories. “Blish-Mize has been wonderful to work with,” Bowden says. “They’ve helped us take the store to the next level.” For Bowden, the expansion marks another step in his store’s evolution. He regularly attends the Blish-Mize Spring and Fall Buying Markets, looking for new products and opportunities to improve his store. “Our partnership with Blish-Mize has been good for us,” Bowden says. “We’re not done growing yet.”

The expansion delivered immediate returns, with higher traffic and sales increases that pushed the store to expand its parking to keep up with demand.

Stop by Booth # 104

Booth # 604

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OPERATIONS

Retail AI Reality How Independent Home Improvement Retailers Can Use AI to Their Advantage T The use of artificial intelligence

Improve in-store events and promotions • Choose event dates based on store traffic patterns • Build signage and promotional materials quickly • Create follow-up messaging after events • Build store calendars for events and store resets Streamline HR • Creating job descriptions, requirements and expectations • Develop standard operating procedures for all aspects of your business • Manage scheduling conflicts and preferred schedules for employees Strengthen inventory management • Surface inventory issues quickly • Forecast demand and reduce overstock • Support reordering using sales trends • Improve merchandising layouts and planograms • Manage endcaps tied to seasons and promotions Use AI with clear guardrails • Avoid HR, legal and financial data • Limit inputs to sales, inventory and marketing • Use AI to support staff, not replace them • Create clear guidelines around AI usage

in retail is growing fast, and for many small businesses, it can become a natural part of your daily operation. When used properly, AI supports staff, speeds up routine work and improves customer experience without touching HR, legal or finances. As you continue to improve your operation, here are five ways you can begin utilizing AI in your business. Run smarter marketing campaigns • Draft email, SMS and in-store promo copy faster • Segment customers using POS sales data • Test offers and timing before launching • Personalize customer offerings

Best AI Tools to Use in Your Operation

Microsoft Copilot • Works with Outlook, Excel and Teams • Speeds up reports and presentations • Analyze POS reports and spreadsheets

Claude • Handle longer documents and planning notes • Clean up vendor content and training material • Support policy-friendly internal writing Canva • Create signs, flyers and social graphics • Resize designs for print and digital • Keep branding consistent across stores Scribe • Document store processes step-by-step • Build training guides quickly • Reduce repeat questions from staff ChatGPT • Draft marketing copy, emails and signage • Summarize reports and sales notes • Brainstorm promotions and event ideas

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VENDOR VIGNETTE

Intelligent Advantage How Milwaukee’s Smart Features Give Blish-Mize Retailers a Stronger Sales Story

J obsites are becoming more digital, and power tools are following suit. Built-in intelligence is changing how tools perform, how contractors work and how retailers explain value at the counter. For Blish-Mize customers, Milwaukee Tools’ smart tool technology creates clearer selling points that connect real jobsite needs to in-store conversations.

Power Tools have evolved beyond motors and batteries. Electronics and embedded intelligence now play a major role in performance, safety and control. Milwaukee Tool has centered its innovation on tools that respond faster, adapt to jobsite conditions and reduce risk for users. For contractors, smarter tools mean better efficiency and fewer interruptions. Features like electronic clutch systems, overload protection and advanced motor controls help tools respond to bind-ups, resistance and fatigue before problems escalate. That leads to cleaner work, less downtime and more confidence in tough applications. For your stores, instead of focusing only on voltage or torque, employees can point to touchpoints users care about, such as fewer injuries, less rework and tools that hold up under

daily use. Milwaukee’s smart technology gives associates clear reasons to trade customers up to higher-performance tools. Connected platforms also add value after the sale. Milwaukee ONE-KEY™ allows users to track tools, manage inventory and customize settings through a digital interface. Contractors can track expensive equipment, while Blish-Mize stores can position Milwaukee as a long-term solution rather than a one-time purchase. As expectations continue to rise, contractors are looking for tools that work harder and think faster. Milwaukee’s approach to smart technology gives Blish-Mize customers a strong product to sell, and ties innovation directly to productivity, safety and profitability on the jobsite.

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BLISH-MIZE INSIDE

Training Evolved How AI is Helping Independent Retailers Train Teams Faster and More Consistently

AI-driven training tools are helping independent retailers deliver consistent education across teams, even when employees work different shifts or locations.

A rtificial intelligence is quickly becoming part of everyday retail, helping stores train employees, communicate more clearly and use time more effectively. For independent retailers, AI-driven tools are starting to fill gaps where traditional training often falls short, short on time, hard to schedule and difficult to deliver consistently. As part of that shift, the North American Hardware and Paint Association (NHPA) is using technology to create faster, more practical training options designed for the realities of independent home improvement retail.

to deliver meaningful development in the moments when teams actually have time—right before a shift, during a huddle or even between customers.” Expanding the reach of the program and meeting employees where they are, the videos are available in English, Spanish and French-Canadian. “Offering RetailWise in English, Spanish and French-Canadian ensures training is accessible to entire teams—not just a few individuals,” Goeppner says. “When everyone can learn in their preferred language, the whole operation wins.” RetailWise training categories include customer experience and sales techniques, leadership and people development, operational excellence, merchandising and inventory management, marketing and local promotion, safety and risk management, retail tech simplified and store culture and team engagement.

RetailWise delivers fast, high-impact two-minute training videos developed with artificial intelligence that are designed to strengthen the frontline skills of independent hardware, paint and lumber retailers. Built for use in team huddles, during shift meetings and throughout the onboarding process, this series will help improve performance, culture and consistency without disrupting store operations. Designed for today’s fast-paced retail environment, RetailWise delivers 52 professionally scripted video lessons. “Two minutes may seem short, but when that time is intentional and focused, it becomes incredibly powerful. These micro-lessons help retailers strengthen their teams without pulling them off the salesfloor,” says Cody Goeppner, NHPA director of education and training. “Independent retailers need training that moves at the speed of their stores. RetailWise was designed

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BLISH-MIZE INSIDE

us train whenever we have a few spare minutes, and our employees retain far more from short, focused lessons.” Werner says she has been using videos in all of the program’s eight categories. “The selection provides a nice assortment of content for both our hourly employees and our managers,” she says. “I particularly appreciate the customer experience and sales techniques categories, as they serve as great reinforcement for what we already teach in the store.” So far, Parry’s employees have been watching the videos independently on their own time, and Werner has received positive feedback from employees, who have appreciated that the videos are relevant, short and to the point. “Ultimately, our main goal is to maintain the reputation of having the best employees in town, and RetailWise is another valuable tool to help us achieve that.” To learn more about how you can make your team more informed and your business more profitable, be sure to tune into Goeppner’s presentation at 10 a.m. on Friday, March 20.

“Training isn’t just about skills, it’s about culture,” Goeppner says. “RetailWise helps reinforce what great customer service looks like, how teams communicate, and how employees show up for each other. That consistency builds stronger stores.” Training in Action A second-generation family-owned store, Parry’s in Hamilton, New York, is continually growing to meet the needs of its DIY and professional customers. Owner Gwenn Werner added the RetailWise program to the operation’s training offerings in late 2025 after seeing RetailWise advertised in NHPA emails. “I subscribed immediately,” Werner says. “Since we already utilize the regular NHPA training program, this felt like a natural extension of our current training resources.” For Werner, the short-form videos are especially valuable because they work well when the team has limited time and because the bite-sized format leads to better retention. “Each employee learns differently,” Werner explains. “These quick videos let

Cody Goeppner uses his experience as a retailer to build AI micro training videos.

Stop by Booth # 452

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Booth # 540

Booth # 504