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.

Issue link: http://hardwareretailing.epubxp.com/i/815244

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Page 186 of 224

HARDWARE RETAILING | May 2017 180 If they can't do that, they should ask themselves, "What are the five things that I've been talking about and thinking about doing and haven't done in the past 18 months?" Those things are probably very important. Then they need to put a plan together to get them done. Most of them know what the heck they need to do, but they don't know how to get off the square and just do it. They've got to take the first step. HR: Why is it so difficult to take that first step? JR: When business is good, a lot of retailers get complacent. Most independent retailers are very smart people. But I think they too often let emotional biases get in the way of rational thinking. For example, someone might ask, "Why can't independent hardware stores sell more paint?" The answer is that they won't do the things they need to do to sell more paint. Business owners often talk about expanding, modernizing or making other changes for years without doing anything. If it's continually on your mind, it's important. Why not check it off your list? Robisch will be presenting data on the continuing importance of carefully developed merchandising and in-store experiences at the North American Retail Hardware Association (NRHA) All-Industry Conference, which is held in conjunction with the National Hardware Show ® , May 9-11 in Las Vegas.

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