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 18 NRHA News W hen a customer walks into your store looking for one item, do your employees recognize it as an opportunity to make an add-on sale? Selling a customer an entire project instead of one item is a sure way to increase sales, but in order to make those add-on sales happen, your staff should know how to complete and sell the most common DIY projects that customers will likely be searching for. How can they obtain this information? Enter: NRHA's Project PRO. This course is a project-based sales training program that covers: • The impact that project selling can have on a company's financial success. • Video tutorials showing how to complete the most common DIY projects. • How to answer your customers' most frequently asked questions. • How to better recognize your customers' product needs. • How to increase transaction size using add-on sales and upselling techniques. Send your employees through this course so the next time a customer comes in for paint, your employees will recognize what type of project the customer may be working on and what other products he or she may need. Project PRO is one of several online training programs available to NRHA training members. Other courses include the Basic Training Course in Hardware Retailing, Basic Training Course in Building Materials Retailing, Basic Training Course in Selling Skills, Basic Training Course in Merchandising, Our Three Pennies of Profit and the Loss Prevention Series. If you're already an NRHA training member, you can access Project PRO and other courses in the training section of nrha.org behind the member login. If you're not currently an NRHA training member, visit nrha.org/membership for details on the programs available and information on how to join. Or, NRHA's Member Services team at 800-772-4424 or nrha@nrha.org. How to Increase Sales This Season Course Modules Offered NRHA's Project PRO course offers modules on the most popular DIY projects, including: • Lawn mower care • Lawn repair • Spring lawn care • Replacing a faucet • Electrical fixtures • Exterior painting • Home weatherization • Repairing drywall • Plumbing supply lines • Planting and pruning trees and shrubs • Refinishing an antique • Priming and painting interior walls • Installing electrical outlets and switches • Fixing a leaky toilet • Deck maintenance and repair.

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