Hardware Retailing

OCT 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 | October 2017 104 Retailer Know-How Sometimes it takes tearing things down to build them better. Davison's and Hill's decision to remodel the interior of Bloomington Hardware led to rearranging the aisles and shelving displays. That change made the entry area for Bloomington Hardware more inviting, Davison says, and that has played well into the business's plans for tailgating. "We have this great area now for customers when they first walk in. It's led to unexpected combinations, like using the wider aisles to feature large storage bins that have been a hit with tailgaters for packing up their equipment," she says. Bloomington Hardware has established two priorities for meeting tailgating customers' needs: consumables and unique items. Products like one-time use charcoal bags, small gas containers for grills, lighters and lighter fluid and cleaning chemicals and wipes have helped build the store's reputation for being a tailgating destination, Hill says, citing an endcap display for paper towels that has quickly sold out in past tailgating seasons. The endcap display highlights how simple items, when displayed prominently and priced right, can garner sales from tailgaters who are in a rush because they forgot items at home or who simply expected to pick them up near their tailgating site. "A grill might be a one-time purchase for a customer, but consumables are items that keep them coming back," Hill says. "We don't sell beanbag boards, but we sell the bags themselves. Those things get tossed around and get lost all the time, so we need to have those kinds of items on hand." A comprehensive grill category should include a range of grill sizes, including portable grills most often used by tailgaters and a variety of grilling and cookout accessories. " A grill might be a one-time purchase for a customer, but consumables are items that keep them coming back " —Kristina Temple Hill, payroll clerk and buyer, Bloomington Hardware X X

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