Fall 2012 Hardlines Strategies

STORE PROGRAMS

“Blish-Mize helped us each time draw up the plans for what we needed,” Gary says. “When I looked at some of the things they were recommending we sell, I thought, ‘Some of this stuff I would never think to put in the store.’ But I did it anyway. It’s unbelievable, some of the products we’ve been selling.” The demographics study, and the analysis of the data that comes out of it, are critical parts of how Blish-Mize can help you plan for a store reset. “We look at what categories you’re selling now and how they can be expanded,” Blish-Mize regional manager Chuck Short says. “The demographics study helps you determine assortments and pricing. You may think you know everything about the trade area you’re in, but this report can give you more information.” In addition to pointing out information about the trade area, the report also provides the information you need to compete. “The demographics study helps you target the categories that are projected to grow,” says Doug Long, Blish-Mize vice president of sales and marketing. “This is the same type of information the big box merchants use to tailor the mix in their stores. But we do it for your market. These are not like the full vendor sets that have a case or more of each product, some of which you may not need. The assortments we recommend are some of our best-sellers in our Midwest and Southwest markets.” Finally, part of that information Blish- Mize provides through these studies helps you be priced competitively while maintaining good margins. When Merl Witt was building his new store, Mora Valley Ranch Supply in Mora, N.M., he used market data from the demographics study to know what The Smith brothers used a demographic study from Blish-Mize as a guide for merchandising their new store and helping them grow into new categories.

Above: Larry and Gary Smith (back, left to right) work alongside their sons (front, left to right) Brendon and Alec.

Below: To guide them through the merchandising and assortment planning for their expanded store, the Smith brothers used the demographic study from Blish-Mize.

growth at their store Smith and Sons Building Center in Anadarko, Okla. About five years ago, the brothers decided they needed more space than their tiny 1,000-square-foot store was giving them, so they built a new 5,500-square-foot building. Last year they expanded, doubling the size of the building, and Gary is already talking about how they need more space.

They’ve both discovered that just because you’ve been selling in a particular market doesn’t mean you know everything about it. Sometimes there are surprises. The Smith brothers used a demographic study from Blish- Mize as a guide for merchandising their new store and helping them grow into new categories.

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Fall 2012 • Hardlines Strategies