Spring 2014 Hardlines Strategies

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HARDLINES

DISTRIBUTING RETAIL PROFITABILITY

SPRING 2014, VOL. 14, 1

Blish-Mize Helps Post Commissary Expand Its Store Page 8 From the Ground Up

Also in this Issue: Your CompetitiveAdvantage Page4 Market Preview Page18 Introducing theBlish-Mize SmartBook Page28

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THE PRESIDENT’S REPORT

Smarter Retailing

Y ou put in a lot of time to keep your business running successfully. In any given day you could spend hours ordering inventory, adjust- ing prices or developing new merchandising displays. But with limited time and unlimited demands on that time, are you being as productive as you can be in improving your operation? Are there ways you could be working more efficiently? At Blish-Mize, we’re here to help you make the most

Contents Your Competitive Edge

pg. 4

Blish-Mize offers you dependable inventory and reliable delivery.

Retailer Feature pg. 8 Read how Blish-Mize helped the owners of Post Commissary with their remodel. pg. 14 Learn how Blish-Mize worked to give A&H Building & Supply, Inc. a makeover. pg. 18 Find new opportunities and big savings at the Blish-Mize 2014 Spring Buying Market. pg. 28 Use the SmartBook to make the most of your time at the Market. Retail Pricing pg. 30 Learn how the Retail Pricing System can help you develop a strategy designed specifically for your market. On the Cover: Bill Martinez of Post Commissary in Fort Garland, Colo. Retailer Feature Market Preview SmartBook

of your time and become more profitable, productive retailers. That’s why we developed a set of strategic tools to equip you with all the information you need to make the smartest business decisions. The first tool is our SmartBook, designed to take the work out of preparing for our Buying Markets. Within the SmartBook, found online and in print, you’ll find individual preprints by participating vendors. Listed first are “Market Featured Items,” followed by any new items added in the past year from that particular vendor. Following those two key areas of information will be items you’ve purchased from us in quantity order, largest to smallest. This information is based on your out-of-warehouse purchases from the last year, followed by ordering amounts over the next three- and six-month periods. The last page summarizes your total possible savings for the three and six months’ purchase amounts. As you will see, our new SmartBook is a “smart” new tool to ensure you’re taking advantage of the best pricing and terms available during the Market. Read more about how the SmartBook can help you on Page 28. When it comes to pricing, Blish-Mize is equipped to help you set smarter retails with the Retail Pricing System (RPS), a benchmark retail you can use as a guideline for your market. Learn how RPS can work for you on Page 30. In conjunction with the new SmartBook and Retail Pricing System, you can also use the sales data already available to you through the Annual Review Reports your Blish-Mize sales representative has prepared and reviewed with you. It includes all your Blish-Mize purchases in 2013 compared to 2012. Your representative will also review with you the full range of programs and services we offer to make sure you’re not missing any opportunities. Many of you are already taking advantage of the tools Blish-Mize has to offer, with impressive results. For examples, read about two recently completed store resets at Post Commissary in Fort Garland, Colo., on Page 8 and A&H Building & Supply, Inc. in Humphrey, Neb., on Page 14. Both turned to Blish-Mize to develop new store layouts and merchandising plans. Now that the transitions are complete, we continue to help keep their operations running smoothly. Another Blish-Mize customer, Steve Belshe of Richland Hardware in Richland, Mo., was recently recognized for his outstanding achievements in retail. Belshe was presented with an Estwing Gold Hammer award for his 50 years of service to the industry. Congratulations to Steve and his team for his continued success. Let us help you make the smartest business decisions. Take advantage of all the opportunities Blish-Mize has to offer. We’ll see you at the Spring Buying Market!

Blish Connor Blish-Mize

223 S. Fifth St., Box 249 Atchison, Kansas 66002 Toll free: (800) 995-0525 (913) 367-1250

(913) 375-2505 (cell) (913) 367-0667 (fax) e-mail: blish.connor@blishmize.com

Jonathan D. Mize CEO and President

Blish-Mize isamember-owner ofDistributionAmerica

Hardlines Strategies • Spring 2014 3

STORE OPERATIONS

The Blish-Mize Competitive Advantage: Easy Ordering and Reliable Delivery A s a retailer, you need a distributor who makes it easy

That’s why retailers like Tim Hassenstab of A&H Building & Supply, Inc. in Humphrey, Neb., choose to do business with Blish-Mize. “The availability of stocked material was the biggest factor in our decision to use Blish-Mize. Their fill-rate suited our needs,” he says. “We like doing business with a supplier that offers us good pricing without any contracts or rebate programs.” Here are just a few ways you can rely on Blish-Mize to give you the best service when it comes to product selection, ease- of-ordering and delivery. 1. Blish-Mize has proprietary Hardware House products. When it comes to product selection, a big advantage of buying from Blish-Mize is access to its high-quality, private-label brand of products. for you to get product in your store so you can get back to the business of helping customers. Blish-Mize has more than 140 years of experience doing just that, which is why retailers continue to rely on Blish-Mize for an easy ordering process and reliable delivery.

Blish-Mize’s line of proprietary Hardware House products represents the major product line categories, including plumbing.

Online ordering is available 24 hours a day, seven days a week. You can track your order and stay informed about your account information through our website. Direct Order Entry with the Blish-Mize handheld ordering devices also provides an easy way to order product day or night. Blish-Mize’s inventory management system offers real-time information including product cost and suggested retail. The product availability information listed in our Online Product Catalog on the Customer Log-In area is a feature that gives Steve Belshe, owner of Richland Hardware & Furniture Co. in Richand, Mo., confidence to manage his weekly ordering. “That’s how Blish-Mize runs as a business—it gives you a lot of up-to- date information so can make the best decisions for your operation,” he says.

The Hardware House Product Line offers you thousands of high-quality products, representing the major product line categories. All products come in professionally-designed assortments or can be purchased individually. “Hardware House gives you a competitive edge on products that are equal to or better than nationally-branded products,” says Blish-Mize Vice President of Sales Doug Long. “The pricing and suggested retails allow you to enjoy a gross margin of 40 percent or better on most products. “The more Hardware House you can incorporate into your mix, the more profit opportunities you have.” 2. Blish-Mize offers real-time inventory and order information. Blish-Mize has a full menu of online ser- vices that make ordering product easy for you.

4 Spring 2014 • Hardlines Strategies

STORE OPERATIONS

3. Blish-Mize offers Monthly Specials.

“We review our routes on an ongoing basis and make minor adjustments to keep our miles driven down. We break each route down weekly into several categories. We track miles, stops, weight and various other costs to keep any potential surprises out of the process. We are constantly monitoring our processes.” Lutz also mentions that emissions regulations have driven equipment costs higher but focusing on efficiencies helps keep costs lower and more consistent. With Blish-Mize’s distribution services, you can rely on quick turnaround between ordering and delivery. In fact, before product hits the store shelf, a dedicated warehouse team works hard for you by scanning items several times before shipping to ensure your order is accurate. The Blish-Mize Distribution Center, located in Atchison, Kan., is centrally located in the U.S., allowing for timely departure schedules and deliveries for your orders. The personable service from the Delivery Truck Team is another item Tim Hassenstab of A&H Building Supply can 6. Blish-Mize’s dedicated team offers dependable delivery.

add to his list of reasons why he chooses to work with Blish-Mize. “We know the drivers by name, and should we need to make a return we can do so easily,” he says. “Blish-Mize is very easy to deal with.” 7. Blish-Mize offers the best customer care. “Our motto since 1871 has been, ‘Take care of the customer or someone else will,’” says Customer Service Manager Lloyd Evans. “We know the customer comes first and we are prepared to make your customer service experience the best.” customerservice@blishmize.com. They will do what is possible to make your customer service experience a positive one. “We have a very dedicated customer service team with exceptional product knowledge and welcome the opportunity to service all your needs, including doing product quotations,” says Evans. “Our business is to make your business succeed, and we are serious about it.” To learn more about how Blish-Mize can increase your profits, email sales@blishmize.com or ask your Sales Representative for more information. You can call the Blish-Mize team at 800-995-0525 or email them at

Each month Blish-Mize offers a selection of products at special prices. These prices will allow you to make great margins and pass those on to the customer. “Consumers want to feel that they are getting the best value,” Long says. “Our monthly promotions will help you drive foot traffic, establish new customer relationships and make good margins. It is a win-win for everyone.” 4. Blish-Mize makes online monthly promotions even easier. At the end of 2013 Blish-Mize added several new search and sort options to make it easier to find the products you want. These new options include sorting by: Past 12 Months’ Purchases. This will have all your purchases from the last 12 months, with best-selling items at the top of your list. Blish-Mize Top Sales Ranking. Sort the items on the selected promotion by their sales ranking (top to bottom) in the Distribution Center. You can check for items that are Blish-Mize best-sellers that you may have missed and could be selling in your store. Featured Items. There are often feature items within a selected promotion that deserve special attention. Those items will come to the top of the list and have a bright blue tab indicating a special deal. Newest First. New items are listed on top. Blish-Mize adds many items every year based on your needs and requests. Now you can search this way too. 5. Blish-Mize delivers without hidden costs. With an industry-leading fill rate and more than 60,000 items, Blish-Mize strives to have what you want, when you need it. Delivery is cost-effective and timely. Blish-Mize is also competitive when it comes to freight, monitoring the market every few months and eliminating the need to calculate fuel surcharges. Greg Lutz, executive vice president of operations at Blish-Mize, has it down to a science.

Staff at Blish-Mize’s Distribution Center in Atchison, Kan., scan items several times for accuracy in shipping.

6 Spring 2014 • Hardlines Strategies

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RETAILER FEATURE

From the Ground Up Blish-Mize Helps Post Commissary Expand Its Store

Expanding on History Originally established in 1858 as a Settler’s store, housed within the old Fort Garland, Post Commissary served the sur- rounding area with everything an Old West Settler could need. When the Martinezes first took over ownership in 2001, they didn’t make too many changes to the store’s retail layout. But last year, Bill and Matt decided it was time for some major updates. “As we kept adding more and more inventory, the existing space we had just got more and more cramped,” Bill says. “It was not well merchandised, either, so we would have to dig through products to find them for customers.” The best solution was to make their building larger. However, being a 155-year- old store comes with its set of challenges. Located adjacent to the Fort Garland Museum and Visitors Center, the store is an historic landmark in the southern of delivering best-quality products to customers. That’s why they decided to align with long-time industry veteran, Blish-Mize, when it was time to make some big changes to their store’s historic building. A s owners of one of Colorado’s oldest hardware stores, brothers Bill and Matt Martinez understand the value of preserving a legacy

Updated signage on the front of the building is just one part of Post Commissary’s recent remodel. Inside, the store now has wider aisles, more organized assortments and a more cohesive look.

the RMS process involved developing mer- chandising and store layout plans. The expansion plan called for a much more open concept to appeal to the store’s majority d-i-y customer base and to keep shoppers from going out of town to buy hardware items. Wider aisles; more orga- nized assortments; a brighter, more cohe- sive look throughout the entire store; and updated signage on the front of the build- ing also were planned to draw in custom- ers, Bill says. From initial project conception to completion, Blish-Mize was there to help move inventory and assist with updating the store’s layout. “Blish-Mize helped us from the begin- ning, and without their help and without the services they offer we wouldn’t be in the position we are with this expansion, and for that we’re grateful,” Bill says. “It has always been clear that they are eager to see us succeed as a business.”

Colorado community, so when it came to making the store larger, making any struc- tural changes to the original building was out of the question. Instead, the brothers decided to build on to the existing structure. Both Bill and Matt worked in home construction prior to buying the store, and, with fam- ily members’ help, set upon building the 4,800-square-foot addition themselves. An Updated Look As soon as they made the decision to expand early last year, Bill and Matt called in their long-time distributor, Blish-Mize, to help stock and reset the store. The Blish- Mize team sprang into action with the Retail Merchandising System (RMS) pro- gram, one of the company’s best tools for helping its customers find the best product mix for their stores, and then display it in a way that captures each shopper’s atten- tion. In the case of the Martinez brothers,

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Trusted Experience Construction on the expansion began in April 2013, and immediately customers could tell something big was happening. In addition to the brothers building it literally from the ground up, another aspect of the store’s remodel is unique—all materials used in construction were items available for purchase in-store. Even with a major remodel happening, business didn’t stop for Post Commissary. Matt and Bill relied on Blish-Mize through- out the building process. “Blish-Mize staff worked around the clock to help us move our inventory from one store to the other when we finished the new building,” Bill says. “The whole reset process was done in a weekend.” Once construction was complete, Blish- Mize staff and the store’s regular Blish-Mize sales representative, Terry Lane, were on hand to help move inventory and develop a merchandising layout.

Even though the next big-box store is about 30 miles away, Matt and Bill knew how important it was for their customers to have quick access to a broad selection of home improvement items. The store is known locally for its electrical, hardware and lumber and construction products. Because the store is located in a remote area of southern Colorado, one of the coldest areas of the country, customers rely on Post Commissary’s highest-selling department— plumbing—to fix frozen pipes regularly. “Pipes and fittings account for the single largest portion of things we sell any given year for this reason,” Bill says.

The brothers were also eager to imple- ment new merchandising ideas and bring in items they’d been eyeing at Blish-Mize Buying Markets. “Our store is in a remote location, which brings about its own challenge in that we need to stay stocked with just about everything somebody in a small town could need,” Bill says. “That’s where Blish-Mize really shines with a large selection of goods. “Blish-Mize is also priced well enough that if need be, our prices are never that far off and sometimes better than the big boxes.”

“We need to stay stocked with just about everything somebody in a small town could need, and that’s where Blish-Mize really shines with a large selection of goods.”

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RETAILER FEATURE

“They joked during this process, that there was ‘about 200 years’ worth of experience in the store,’ helping with this remodel, which was of immeasurable help. We value that kind of relationship and expertise,” Bill says.

as opposed to stopping just for what they need,” Bill says. Both brothers say they are grateful for the role Blish-Mize has had in making their dreams of expansion a reality.

“They really help with anything we need, and that was a deciding factor when we needed to go with Blish-Mize,” Bill says. “They have our best interests at heart and it really shows.”

Expanded Store, Expanded Assortments The expanded store opened in

November with high ceilings, natural light and nearly double the retail space. This meant it was time to increase purchasing, and Blish-Mize was there to help. “With the larger size of the store, we counted on Blish-Mize to help us figure out what pricing and what products would be the best fit for us,” Bill says. Since the remodel, Bill and Matt are noticing an increase in customer interest with the new, dynamic changes. “We’ve seen a slight jump in the average transaction, mostly because the larger store is more accommodating to ‘shopping’ for customers

Since Blish-Mize helped store owners and brothers Matt and Bill Martinez with their remodel, Bill says customers’ interest in Post Commissary has increased.

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RETAILER FEATURE

Reset and Refreshed A&H Building & Supply, Inc. Gets an Updated Look

In addition to the support general manager and owner Tim Hassenstab received in updating the store’s look, he says the changes wouldn’t have been possible without his distributor’s help through all the major stages of the proj- ect, from ordering and organizing inven- tory to pricing and on-time delivery. Roots in Remodeling A&H Building & Supply, Inc. has roots in helping customers with remodeling projects. It started as a construction business in 1978; the hardware store came in 1980. Today, Hassenstab still employs a construction crew of 12, who build homes and assist customers with remodeling projects. He also runs the 5,000-square-foot retail showroom and adjoining lumberyard. merchandising displays and a remodeled sales counter, all thanks to the expert guidance from the store’s long-time hardlines distributor, Blish-Mize. W hen customers walk into A&H Inc. in Humphrey, Neb., they know they can always expect friendly faces and expert advice. But a big change they noticed recently was a new store layout, complete with new Building & Supply,

Members of the A&H Building & Supply, Inc. team include Dan Wessel, yard manager; Phyllis Heinen, sales manager; Carmen Johnson, office manager; and Tim Hassenstab, general manager and owner.

With a store in a community of 800 people, Hassenstab says customers rely on his store to have what they need in stock and knowledge- able employees to help them find it. Hassenstab, in turn, relies on his distribu- tor, Blish-Mize, to keep his business com- petitive and provide those customers with what they need. Even with big boxes in the nearest two towns, he says his store can com- pete because of Blish-Mize’s competitive prices and product selection. “The availability of stocked material was the biggest factor in our decision to use Blish-Mize. Their fill-rate suited our needs,” he says. The store’s product selection includes Valspar paint and several faucets and builders’ hardware items from Blish-Mize’s Hardware House line.

“Our sales rep, Chris (Helget) knows our store well and helps us out when he sees new products that he knows will sell well in our store,” Hassenstab says. “He visits the store often and is a big help for our store at the Blish-Mize Buying Markets.” Last year, however, Hassenstab realized that if he was to continue to bring in new products, he would have to find more space to display them all properly. “A lot of product was crammed into four-foot sections because we didn’t have enough height for our displays,” office manager Carmen Johnson says. Putting Plans into Action When Hassenstab called on Blish-Mize for a solution to his store’s space problem, Helget, along with regional sales manager Brad Uhrmacher,

14 Spring 2014 • Hardlines Strategies

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went right to work. They helped develop a new design for the store reset to improve customer traffic flow and sug- gest new fixtures and hooks with labels for ordering. They also replaced existing fixtures with taller six-foot fixtures. “It’s amazing how much better orga- nized the product is with just those extra two feet,” Johnson says. “We can more clearly see what needs to be ordered.” For improved customer traffic flow, Hassenstab and his staff moved fixtures 90 degrees and upgraded the sales coun- ter with a new point-of-sale system. Inventory management was also on the update list: to simplify that process, all products received new front tags. Once it was time to put plans into action, Blish-Mize sent approximately 10 people, including Helget and Uhrmacher, to assist with the reset. The team took a week to break down the store’s old

Inc. delivers to its customers, Hassenstab says it’s the reliable and personal customer service he receives from Blish-Mize that is one of his most valuable resources. “We do have other options for buying hardware, but we feel very comfortable with our relationship with the people at Blish-Mize, especially Chris and Brad,” he says. “They have both been instrumental in the growth of hardware sales for our store. Heinen says she also appreciates the customer service representatives who are on the other end of her phone calls at the Blish-Mize office. “The customer service team is very helpful, and I have met a lot of them face to face. It’s an ongoing relationship between them helping us with questions and new products.” “Without the team of sales people that came into our store from Blish-Mize, this reset would not have happened.”

fixtures, sort through existing product, update signage and incorporate new RMS assortments into the store. “The RMS assortments allowed us to bring product in and not have to spend a great deal of money,” sales manager Phyllis Heinen says. “We went through the RMS assortments and filled in the quantities of the most popular products. This gave a big boost to our product selection.” An Ongoing Relationship Customers are amazed at the store’s new look, Johnson says. “They walk in and if they hadn’t been in the store for a while, their reaction is always fun to see,” she says. “The custom- ers have been full of compliments about the transition and how much easier it is to find products they need.” Even though the reset is complete, the support from Blish-Mize continues. Just like the service A&H Building & Supply,

16 Spring 2014 • Hardlines Strategies

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MARKET PREVIEW

March (Market) Madness Blish-Mize’s 2014 Spring Buying Market, March 21-22, Offers Big Ideas to Boost Your Business

A re you ready to join the market madness? If you’re looking to give

The Spring Market, held March 21-22 at the Overland Park Convention Center in Overland Park, Kan., has a “Market Madness” theme and will be full of big opportunities to help you boost your margins and get the best ideas for making your business competitive in 2014. Vendors from across the industry will be on hand with innovative new products and to answer your questions. Informative seminars will also give you the industry insights critical to your suc- cess, and Blish-Mize personnel will be available to answer questions you have about your business. Best of all, there will be big promotions on key products and cash giveaways to put extra money in your pocket. “We’re always trying to do things that will help you improve your bottom line,” says Chuck Short, Blish-Mize vice presi- dent of marketing. “At the market you’ll find all the tools Blish-Mize offers to help you be profitable and successful.” The Blish-Mize Spring Market is all about helping you gain a competitive edge with your business, but there’s also some products, assortments and value-added retail programs, then look to the Blish-Mize Spring Buying Market. your business that added competitive edge with new

The Blish-Mize Spring Buying Market, held March 21-22 at the Overland Park Convention Center in Overland Park, Kan., will feature new products, informative seminars and big promotions.

fun tied into this year’s event. Friday eve- ning, Blish-Mize will treat you to a dinner by the famous Jack Stack barbecue. Then, Kansas City Improv Stars will take the stage in a comedy-filled evening. “Their show is funny and smart and is sure to be a riot,” says Blish Connor, Blish-Mize communications director. After the show, there will be another hour for you to enjoy some beverages, meet and share stories with fellow retailers and get some ideas to take back to your store.

“The market isn’t all madness! The mar- ket is the right place to be for generating new ideas, meeting fellow customers and connecting with your sales rep,” Connor says. “Plus, as our customers know, it is the place to go when you are looking for amazing prices.” To make the Spring Market a sure win, there will be cash spiffs in our Assortment of Savings area and on Cash Coupon items as well. Plus, 40 lucky customers will walk away with $250 cash in their pockets as an

18 Spring 2014 • Hardlines Strategies

MARKET PREVIEW

added bonus for purchasing Cash Coupon items. Near the end of each day of the Market, there will be a drawing for the cash prizes. Mini-Store The assortments set at the Mini-Store can help you see Blish-Mize’s best mer- chandising practices. Introduced in 2012 as a real-world example of a retail envi- ronment, this area will feature ways Blish- Mize can help you create cohesive assort- ments, no matter the size of your store. Unlike previous Markets, where the Mini- Store focused on a specific category, the Mini-Store on display at the Spring Market will cover all categories found in a hardware store, including electrical, plumbing, build- ers’ hardware, fasteners and more. Because no two stores are alike, you’ll have the option of customizing assort- ments in each category based on what works for your market—ranging from dominant 28-foot bargain assortments to 4-foot convenience assortments. “A narrow offering of each category will be available, with a full 50-percent discount on assortments offered there,” Short says. “All items offered at the Mini- Store will be also be available on 90-day terms, allowing you to buy an assortment, put it on the shelf and refresh that assort- ment without a huge investment.” The assortments set at the Mini-Store will also allow you to see firsthand some of the best practices of merchandising, which will help you draw more sales and create a more cohesive appearance for your entire store. Additionally, as it has been in past years, the Mini-Store will offer you a look at other programs and services that can improve your retail operation, whether it’s the totally customizable and economical store signage program from Blish-Mize or a complete POS system to help you improve the efficiency of your business. All promotions will be available through- out the Market, taking some pressure off you to make quick ordering decisions. “There are no time constraints on when you can place an order while at the Market,” Short says.

Schedule of Events: Friday, March 21, 2014 8:30 a.m.-5:30 p.m. Market Tip Off! 10-10:30 a.m.

Smart Meeting (On the Show Floor): “Nothing but Net...Profit & Three Points to a Better Bottom Line”

12-1 p.m. 2-2:30 p.m.

Lunch

Smart Meeting (On the Show Floor): “Nothing but Net...Profit & Three Points to a Better Bottom Line”

5:15 p.m. 5:30 p.m.

Cash Coupons Drawings

Halftime! Market Closes for the Day Customer Appreciation Jack Stack BBQ Kansas City Improv Stars Show Customer Appreciation Social Hour

6-6:45 p.m. 6:45-8 p.m.

8-9 p.m.

Saturday, March 22, 2014 7:30 a.m.

Breakfast Served

7:45-8:30 a.m.

Huddle Up! Breakfast & Learn Event: Three Pennies for Profit - presented by NRHA

8:30 a.m.-3 p.m.

Market Tip Off!

9:30-10 a.m.

Smart Meeting (On the Show Floor): “Nothing but Net...Profit & Three Points to a Better Bottom Line”

12-1 p.m. 1:30-2 p.m.

Lunch

Smart Meeting (On the Show Floor): “Nothing but Net...Profit & Three Points to a Better Bottom Line”

2:45 p.m.

Cash Coupons Drawings

3 p.m.

Game Over—See you in September!

Hardware House Updates Also at the Mini-Store, you won’t want to miss the wide range of product cat- egories available from Hardware House, Blish-Mize’s private label product line. At the Market, you’ll notice sev- eral updates to the Bath, Kitchen and Lighting categories to complement the existing programs available in each area, says Dennis Bigler, Hardware House mer- chandise manager. The first is the upgrade and expansion of Hardware House’s vanity top program, which includes six new colors: a basic color addition of Mexican Sand; four new colors of cultured marble

granite in sand, walnut, pewter and galaxy black; and a new two-tone granite cappuccino style with a rectangular bowl. New signage is also available to promote this program. Designer-style kitchen faucets featuring a single-handle, gooseneck design with a pullout sprayer are also new. Two new shower rod styles in three finishes all made of stainless steel are new additions to the program as well. There’s also a new design in the light- ing category. With a classic bronze finish, Essex is a richly-finished family of lighting with eight different functional pieces and includes a corresponding ceiling fan style.

20 Spring 2014 • Hardlines Strategies

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by Bestt Liebco

MARKET PREVIEW

Additionally, to help you educate your customers about the benefits and key features of the Hardware House line, Hardware House is unveiling a new tri- fold brochure program at the Market. “These brochures are a simple, low- cost vehicle to present the general information on a specific category via a handout at the store, through the mail as a promotion or as a statement insert in your monthly billings,” Bigler says. Look at the new Hardware House catalog available online through www.hardware-house.com. Retail Services booth to learn how you can expand the reach of your advertising with the Blish-Mize AdStudio ad creation program. “Some of the digital options available to retailers have been revamped to make it even easier for them to take their promotions from print to digital,” says Jody Maude, advertising and communications manager for Distribution America. “The AdViewer system has also been enhanced to give retailers more direction with integrating promotions on social media.” The system is designed to give you easier access to relevant information you can share on your store’s social media pages, including statistics and recent market and product news, so you don’t have to spend time seeking it out yourself, Maude says. If you haven’t started using the updates to the program, introduced at the last Market, stop by the booth for a demonstration. Information on the print programs, the New Mover program, the Repeat Rewards loyalty program and the website and mobile programs will also be available at the Retail Services booth. Seminars You’ll also want to make a point to attend the educational seminars offered at the Market. They will be offered twice each day throughout the Market, Plan Your Advertising After you’ve gone through the Mini-Store, take time to visit the

Featured Vendors at the Market • Linzer Products Corporation —Linzer has been providing excel- lence in the paint applicator industry since 1892 and will have its products on display at the Blish-Mize Spring Market. Linzer produc- es paint brushes, roller covers, pad painters, tools and accessories for everyone from the first-time painter to the professional, and all these products will be available to order at the Market. Linzer offers consistently high-quality merchandise with a value unmatched in the industry. At the Market, Linzer will be offering a 12-foot display with 12-months dating. This will allow you to get set up with a full line from Linzer, with everything from brushes to mini-rollers. • Westpro Power Systems (Westinghouse) —Westpro Power Systems products are intuitive, easy to use and a great value to customers, and will be available for the first time to Blish-Mize customers at the Spring Market. Westpro Power Systems products include digital inverter generators, portable generators and pressure washers, all of which you can order at the Market. Its PRO Series Generators are a great fit for retailers with many contractor customers in addition to lumberyards, farm and home retailers and hardware stores. At the Market, Westinghouse will offer several show specials and coupon buys. Orders at the Market will receive 5 percent off drop-ship pricing with a one-unit minimum, $2,000 order for prepaid freight. Coupon buys are as follows: 12 percent off regular drop-ship cost of WH7500E; 9 percent off regular drop-ship cost of WH2800. • Century —Century Drill & Tool Corporation is now a fully-stocked pro- gram in the Blish-Mize warehouse. Premiering at the Spring Market will be a full 20 feet of industrial-grade power tool accessories and a full offering of abrasive products. Products Blish-Mize will stock include drill bits, screwdriver bits, reciprocating saw blades, circular saw blades, wood boring bits, hole saws, wood joining, taps, dies and abra- sives. Within those categories, Century offers more Made in the USA product options than any other brand. During the Market, you will have the ability to save up to 40 percent off planograms or receive a full competitive inventory credit. There will also be promotions on individual displays and products. • Ranchmate —Ranchmate is an innovative line of products for con- structing and mending wire fences. Developed in the U.S., it is the new standard in wire fencing and fencing accessories. Ranchmate’s market- ing plan includes print and online advertising, social networking and a variety of other promotional activities throughout 2014. Ranchmate products are officially licensed by the National FFA Organization ™ and a portion of sales directly supports the work of the FFA. You can view the entire line of products and get a live demonstration at the Market.

22 Spring 2014 • Hardlines Strategies

Booth 121

L625 - Lufkin 25’ Tape BM# 4318002

H26N- Crescent 6” CeeTee Pliers BM# 4323002

DFT10- Diamond 10” Fence Plier BM# 4484309

7000397- Campbell 3/32” Vinyl Coated Cable 250’ BM# 2312783

Come by the booth for these and other specials

MARKET PREVIEW

to make it easier for you to make the most of your time there. Interested in learning about Blish-Mize elements of value that can directly affect your bottom line? Then don’t miss “Nothing But Net…Profit & Three Points to a Better Bottom Line,” a 30-minute seminar Blish-Mize regional managers will lead right on the show floor, so you’re never too far away from the action. “Each seminar will cover elements we as a distributor provide that could go right to your bottom line, like promotions, annual reviews and our RMS assortments,” Short says. “It’s just another way Blish-Mize demonstrates the professionalism and value we bring to you.” There will also be a Breakfast and Learn event featuring a presentation from the North American Retail Hardware Association (NRHA), “Three Pennies

The Spring BuyingMarket is a great time to take advantage of special promotions from vendors on display.

Mother Nature? Bring it on.

Save time— No need to prime.

EXTERIOR

ScotchBlue ™ Painter’s Tape for Exterior Surfaces

Standard Masking Tape

A Competitor

3M ™ Patch plus primer

Superior hiding power. Visit us at booth #521

Sun EXTERIOR Designed for challenging conditions. Humidity&Rain Wind

Visit us at booth #521

PATCH plus primer

24 Spring 2014 • Hardlines Strategies

Ranchmate ™ brought to you by

Mayfield Village, OH 44143

MARKET PREVIEW

of Profit,” which will discuss retail profitability best practices. As the owner or manager of your store, you are well aware of what it takes to make a profit, but do your employees know? In this seminar, NRHA will review the importance of communicating the fundamentals of profitability to your employees. Show employees how every penny lost through shrinkage takes away from the bottom line, and how every penny gained through a project or add- on sale can boost your store’s overall profits. Come to this seminar to learn how to better train your employees and how to use NRHA’s “Three Pennies of Profit” training video in your store. Both presentations will offer practical suggestions you can take home to imple- ment in your store. “Blish-Mize is committed and knowl- edgeable in helping you be successful in your operations,” Short says.

Several vendors will be on hand at the Spring Buying Market to offer live product demonstrations.

USB Charger Devices

Our USB Charger Devices are a smart way to help simplify today’s busy lifestyle by providing a centralized location for charging electronic devices such as tablets, smart and mobile phones, gaming devices, e-readers, digital cameras and more. Adapter-free charging means less clutter on counters and reduced stress on USB cables. With Leviton USB Charger Devices users can spend less time charging their devices and more time enjoying them. Visit us at leviton.com/USB

Visit us at booth 708 for other featured products, promotions and show specials.

26 Spring 2014 • Hardlines Strategies

Pallet & Display Prepaid Drop-Ship Specials!

# 1964700 Pruning Tools D/S Special $393 86 each

See us @ Booth # 534 for additional specials!

# C6STSPFF8 6 cu ft Sport Flat Free 8/pallet • D/S Special $74 44 each

# TP6FFUSA 6 cu ft Poly 8/pallet • D/S Special $76 08 each

# 163011800 True American D/S Special $279 00 each

# 1950278 Real Tools for Kids D/S Special $265 05 each

90 Days Dating

# 16302178 Razor-Back Display D/S Special $468 25 each

# 16301978 True Temper D/S Special $349 98 each

STORE PROGRAMS

Smart Planning The New SmartBook Saves You Time and Makes You Money

Blish-Mize will send you a customized Market Book ahead of the Buying Market once you confirm your attendance. And, for your convenience, the SmartBook and all of the market programs are now avail- able on www.blishmize.com. This tool is a must-have because it gives you quick access to the best prices on the products you buy most frequently. By hav- ing that purchasing information in hand, you’ll have the busy work done in advance, giving you more time to explore all the benefits the Buying Market has to offer, such as attending informative educational seminars, exploring new assortments and spending more one-on-one time with your sales representative or vendors. “The SmartBook is designed to take the tedious back-end work out of preparing for the Market so once there, you can explore some of the new concepts on display to improve your operations,” Blish-Mize Vice President of Marketing Chuck Short says. Product Category Analysis Your customized SmartBook will orga- nize your purchases by product group, beginning with a list of each vendor’s new tool is called, is full of historical purchasing data and even sales projections, all customized and specific to your store. B lish-Mize has spend at the market more productive and efficient. The SmartBook, as this introduced a tool to make the time you

“With the SmartBook, you don’t have to remember every item you bought—a full listing of what you carry in your store is all right there, making it easy for you to calculate potential savings by purchasing at the Market.” —Chuck Short, Blish-Mize Vice President of Marketing

Featured Items and New Products sorted by Booth Number. The SmartBook also goes a step further and projects what you might need based on the same three- and six-month periods from the previous year, also showing your projected savings for those time periods by vendor. While savings will vary per customer, Short estimates that if you take advan- tage of ordering from the SmartBook, you could save between 7 and 9 percent on your entire order. Even better for you: all orders made at the Spring Market will get Net 10th prox plus 60 days dating.

“With the SmartBook, you don’t have to remember every single item you bought—a full listing of what you carry in your store is all right there, making it very easy for you to calculate potential savings by purchasing at the Market,” Short says. Easy Ordering Your sales representative will also review with you the easy ordering ability from your customized SmartBook. A Vendor Directory is also included inside. For more information, visit with your sales representative, or email Chuck Short at chuck.short@blishmize.com.

28 Spring 2014 • Hardlines Strategies

SAFELY EXPAND YOUR WORK ZONE

Visit us at Booth 310

DRIVEN TO OUTPERFORM . TM

Waist-high guard rail securely wraps around work zone and holds tools

UP TO 30% OFF ON NEW DEALER PROGRAMS

Extra-large platform feels like you’re standing on the ground

SEE OUR LATEST INNOVATION AT BOOTH #717

Integrated rail shield, EDGE bracing, oversized foot pad

Learn more at wernerco.com

milwaukeetool.com

BOOTH #232

THERE IS ONLYONE TRUE SHARKBITE The Very Best in Push-Fit Plumbing Solutions

10%DISCOUNT on drop-ship orders 20%DISCOUNT on select planograms

Visit us online or on the go www.sharkbite.com

Plumbing Solutions

Manufactured and distributed by Reliance Worldwide Corporation

STORE PROGRAMS

The Right Price Retail Pricing System a Blueprint for Retailers W hen it comes to pricing, today’s consumers

Pricing Strategies that Sell Here are some ways you can let consumers know you have the right price. Establish a Price Image First, take a step back and look at the big picture. What brand image do you want for your operation when it comes to pricing? One of the best ways to create a competitive price image is by using the Priced Right Everyday!® signage available from Blish- Mize. This signage, which you can put on your store front and on endcap signage throughout the store, will reinforce your price message. Tell Your Customers Go beyond the physical store level to reach customers. The On-Demand advertising program available through Blish-Mize allows you to create a variety of printed pieces, such as circulars and postcards, you can use to broadcast your low prices. By using the AdViewer function of On-Demand advertising, you can post your circular in online venues such as your store’s website and Facebook page. The more places you are able to reinforce your low-price message, the more likely consumers are to remember it. Implement Price Matching One of the best ways to create a low-price image is to offer to match a competitor’s price. It’s important to create written guidelines for your price-matching guarantee and post it around the store to remind your customers and employees that you do price-match. Establish Proprietary Brands Offer brands customers can’t find anywhere else, such as the Hardware House line from Blish-Mize. A proprietary line of products, whether it’s in bath faucets, lighting fixtures or door hardware, reduces your customers’ ability to price shop on exact items. You can emphasize the quality of Hardware House products while showing their competitive price level. In addition, Hardware House allows you to maintain a good margin.

Big-box stores are taking note, con- tinually increasing the number of price zones across their market territories. Consequently, the number of items priced differently between price zones is increasing. Trends like these are driving Blish- Mize to become even more progressive in how it helps you stay competitive, says Blish-Mize Vice President of Marketing Chuck Short. “We’re operating in a much more edu- cated environment, where almost everyone has a smartphone and quick access to almost any product pricing information they could want,” he says. It’s also one of Dan Drake’s main moti- vations in his role as purchasing manager at RAKS Building Supply and why he often relies on market-specific pricing data he receives from the Blish-Mize Retail Pricing System (RPS) program. Drake, who monitors pricing for all operations in the four-store chain based in Los Lunas, N.M., says his sales represen- tative, Aubrey Cannon, is diligent in price shopping the competition in his market. By integrating national, regional and local research, the RPS program suggests pricing and margins for items using a complex are becoming more and more savvy. With pricing information available on many retailers’ websites, finding the best deal is often as easy as the click of a mouse.

30 Spring 2014 • Hardlines Strategies

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