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.

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Fall 2012 • Hardlines Strategies