Fall 2012 Hardlines Strategies

SEASONAL SELLING

Find a Niche The season when sales slow down can be a good time to explore a niche to add to your product mix. Niche categories can draw in a new customer base and can include products that don’t depend on the weather for sales. The possibilities are endless, but when choosing a niche, look for something you or one of your employees enjoy doing and can get excited about. Start small and let it grow as customers catch on. Examples of other categories include: handcrafted giftware from a local vendor, candles, gourmet grilling and

Another gift idea is a tool set. Make your own by bundling together tools commonly needed by the average do-it- yourselfer. This gives you a chance to include low- and high-margin items for a more profitable sale. Plan for the Coming Year Don’t sit on your hands because a warm winter has slowed business. Make the most of the time by setting some goals for the coming year. For example, what is your advertising strategy and do you want to try something new this year? What promotions or special events are you planning for the coming year? Take a look at your website; how could you make it better? If you don’t have a website, now’s the time to get one. What about your employees; is there some

additional training they could be doing to better prepare them for the coming year?

Find Creative Promotions While the stretch between Christmas and the first day of spring may seem long, find ways to bring some excitement into the store. For example, host a Super Bowl sale or a Super Bowl cook-off. Invite customers to bring in their favorite party food recipes and select a panel of judges to choose a winner. Tie the promotion into your housewares or grill department.

The possibilities are endless, but when choosing a niche, look for something you or one of your employees enjoy doing and can get excited about.

Being Ready When Disaster Strikes

A few years ago when tornadoes swept through Neosho, Mo., Mike Spencer, manager of the TH Rogers store there, jumped into action. He knew there would be a big need for repair items, but also knew it wasn’t all about making money. As a retailer, he was also in a position to help those in need. The first thing he did was load up a truck with water, Gatorade and tarps and drive around the neighborhoods affected by the storms. He and his staff offered residents free bottles of water and tarps and let them know about his lumberyard and the other materials he could provide. Spencer also got involved in his local Habitat for Humanity and helped provide materials for building new homes for those in need. While natural disasters such as tornadoes present opportunities for sales, they are also an opportunity for you to support the community. “You just have to do the right thing. You’re here to make a living, but you also need to treat people right and meet their needs,” Spencer says. What you can do: It’s difficult to predict when a weather emergency like a tornado will hit, but when it does, here are some of the items you’ll want to stock up on: tarps, chain saws, gas cans, generators, poly film, flashlights, batteries and water.

Then, during the demolition and rebuilding phase that follows, important items will include axes, sledgehammers and safety equipment.

Last year, Mike Spencer of TH Rogers in Neosho, Mo., responded to the tornadoes in nearby Joplin, Mo., by getting involved with Habitat for Humanity to help the organization rebuild homes.

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Fall 2012 • Hardlines Strategies