Hardware Retailing

AUG 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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August 2017 | HARDWARE RETAILING 67 67 August 2017 | HARDWARE RETAILING W hether it's showing his customers how to whip up a delicious meal on the grill or welcoming hundreds from the community to an annual cookoff competition in the parking lot, Bill Murff uses his passion for grilling to attract customers to his store. When Murff and his wife Susan, who together own Cypress Ace Hardware & Feed in Houston, decided to expand their business a few years ago, they invested heavily in the grilling category. "We followed our passions with the remodel. One area we wanted to grow was our grilling category, so we added a large grill center inside a portion of the store addition," Murff says. "We believed adding a dedicated grill center would grow the category by using it to offer in-store demos and cooking classes, and even allow our customers to try a grill before they buy it." Murff has become an expert at using grilling events to keep his customers coming back all year long, and his strategy offers lessons other retailers can learn from. To give you a better idea of how to either start or improve events in your grilling and outdoor cooking department, Hardware Retailing sought out insight and advice from three retailers, including Murff, Joe Wannemaker of Wannemaker's Home and Garden in Downers Grove, Illinois, and Gerrod Brasseux of Brasseux True Value Hardware in Abbeville, Louisiana. Each has established their business as go-to locations for customers to not only buy grills and accessories, but to find both information and fun. In the following pages, learn about specific ways these retailers promote their grilling category, and also strengthen relationships with their communities. Then, head to TheRedT.com/grill-sales-tips for advice on how to best sell products in the category.

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