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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HARDWARE RETAILING | May 2017 124 Core Category All-Stars Paint 1 This endcap at Akard True Value uses a couple of simple props to dress up the top of an endcap. It pairs a project starter (paint) with an add-on sale (tape) for an effective merchandiser. 2 To sell paint to do-it-yourselfers, find a way to inspire them. This cabinet at Klingbeil Lumber in Medford, Wisconsin, showcases specialty paint as it might be used on a piece of furniture, creating interest and prompting an impulse sale. 3 Stacking caulk tubes vertically is a way to get the full product label out in front of customers. At Cherry Street Building Supply, this method allows for a lot of product to be displayed in a compact space. 4 The sleek paint counter in the recently remodeled paint department at Lugbill Supply in Archbold, Ohio, provides a showcase for the store's paint brands. "We wanted a custom counter that set us apart from the other paint stores, and a place to make customers feel more invited and at home," says Steve Nafziger, marketing manager. "We created this to be a space where people can envision their projects and receive help without feeling like they are lost in a flurry of random products." 5 A separate room for paint draws attention to the category and invites customers to sit and choose colors. At Northwoods Hardware Hank in Spooner, Wisconsin, paint cans are stored behind the room, placing the focus on the color chip racks. 1 2 3

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