STORE PROGRAMS
matrix that factors in each item’s individual
characteristics such as sales velocity,
consumer price awareness and more.
“It helps us understand what’s out
there, but gives us the flexibility to adjust
as we see fit,” Drake says.
While RPS gives you a comprehensive
look at your market, it is fully
customizable; you always have the final
say in adjusting your pricing as much as
you desire.
“We can customize an RPS for each
customer based on that customer’s mar-
ketplace and help determine a pricing
strategy that makes sense,” Short says.
“We then establish some margin goals for
that trade territory and get our system set
up with those goals—down to the indi-
vidual item if that customer desires.”
Indeed, to be successful you not only must
make sure you are priced competitively with
other stores in your market, but also have to
ensure you are making margin dollars.
For guidance with striking that pricing
balance, many Blish-Mize customers like
Drake turn to the RPS program. The com-
prehensive price strategy helps him price
every item for his stores so it not only main-
tains its edge against the competition, but
also earns the maximum margin potential
on all the items it sells.
That’s also been the case for Ken
Owens, manager of Century Lumber in
Torrington, Wyo., who has been working
with Blish-Mize and using the RPS pro-
gram since the operation moved to a new
building about five years ago.
“Our Blish-Mize sales rep, Scott Leech,
worked with us to set up the RPS program
and still helps with price shopping in our
market,” he says.
Century Lumber has several competi-
tors located within a 30-mile radius of the
16,000-square-foot operation. Owens says
Century Lumber remains price competi-
tive because he can work with a suggested
retail price for a particular item the RPS
program sets, but has the flexibility to
raise or lower its price to gain margin.
“The RPS program is a very valuable
tool,” Owens says. “If you aren’t tak-
ing advantage of it, you really should. It
gives you the flexibility to be sharp in the
marketplace as far as price goes.”
For more information, speak with your
Sales Representative or your Regional
Sales Manager.
To be successful you not only must make sure you are
priced competitively with other stores in your market,
but also have to ensure you are making margin dollars.
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Spring 2014 •
Hardlines
Strategies
