Hardware Retailing

MAY 2017

Hardware Retailing magazine is the pre-eminent how-to management magazine for small business owners and managers in the home improvement retailing industry.

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May 2017 | HARDWARE RETAILING 123 3 One appealing way to show hammers is by angling the hooks, as pictured here at Cherry Street Building Supply in Culpeper, Virginia. Use a good-better-best arrangement, and teach your employees features of better hammers so they can upsell customers to a better model. 4 At Nuts and Bolts True Value in Overland Park, Kansas, a mini power aisle dominates the power tools department. Tools are displayed out of the box so customers can pick them up and compare different models. Low racking in the middle creates open space so the area doesn't feel crowded. The chrome plating replacing the traditional pegboard adds to the character of the department. 5 With only 5,000 square feet, Mayer Paint and Hardware in Rochester, New York, has sliding racks in several departments. "This allows us to make the most of every square inch. Some areas have two layers of sliders," says store manager Dennis McCarthy. "For us, merchandising is a constant process. Even the most recently updated department has already been marked for changes." That works in his favor, as customers don't always go to the same spot in the store. They also are more likely to see what's new. "Customers bask in all of the new and different products we are always getting in, but sometimes, those are items we've had all along, but were just recently moved to a better spot." 4 5

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