Page 28 - Fall 2012 Hardlines Strategies

28 Fall 2012 • Hardlines Strategies
SEASONAL SELLING
thinking about a paint project, offer other
decorating ideas, such as new decorative
switch plates or light fixtures.
Consider Store Services
If you don’t offer store services such
as screen and window repair, consider
adding them. Besides the normal wear
and tear and accidents that happen to
screens and windows that require them to
be fixed, winter or spring hail storms can
cause damage, too. A repair service brings
customers into the store twice, once to
drop off and once to pick up, doubling the
chance they’ll buy something else. For best
results, put the repair table in full view of
the salesfloor so customers can always see
you offer the service.
Bond with Your Customers
If the contractor business coming into
your store slows down because of a mild
winter, take advantage of the time and
hold a special event just for that base of
customers. Host a Christmas dinner as
an appreciation event or take your key
accounts on a day-long field trip. If you’re
fortunate enough to have one of your key
vendor’s factories nearby, such as a window
factory or lumber mill, arrange a tour of the
facility so your customers can become better
acquainted with the product and more loyal
to you as a supplier of that product.
Keep the paint department top-of-mind with customers year round by giving it a prominent place in
the store, as is the case at Anita Supply Center in Anita, Iowa.