Hardware Retailing

DEC 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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December 2017 | HARDWARE RETAILING 59 Dan Fitzgerald (right) and his son, Sean, hire seasonal staff during the peak party rental season to help with equipment deliveries, setup and teardown. Create Add-On Sales With every rental, there may be opportunities for building the transaction with add-on rental items or retail items. For nicer events, customers may want linens for the table and even china. Kempker also has outdoor lighting, dance floors, a sound system and food-service items such as chafing dishes. For more informal parties, he offers bounce houses and cotton candy machines. If you have the right selection, you could end up providing the customer with an entire package of items. In addition to rental, look for opportunities with retail items. Some customers will be looking for disposable table covers or party decorations, such as balloons and streamers. But those items are not as popular in some markets as they were a few years ago, he says. More people are looking for a way to personalize their parties, and that shows in the way they decorate. Table centerpieces for weddings, for example, are often homemade. Social media sites such as Pinterest help people share ideas, but the decorations don't always come with instructions. "Customers often bring in a picture of what they want to make on their phone, and we'll help them figure out how to make it," Kempker says. He has a gift area inside each of his hardware stores, which means customers might already be shopping there looking for decoration ideas, and offering the rental service makes him a destination for event planners. If you do not have a party supply store in your area, there may be an opportunity in stocking disposable tableware. "There are opportunities for seasonal and holiday-themed items," Shipp says. "You might even consider looking for a way to sell tableware in the colors of your local high school teams or have their mascot printed on a disposable tablecloth." Prevent Rust • Lubricate • Penetrate Aidant Brands ® For information and a FREE sample, visit Rust Patrol ® lubricates, cleans, displaces moisture, penetrates, prevents corrosion, and frees rusted parts. rustpatrol.com/december Follow RustPatrol on: Wishing you a . . . Wishing you a . . . Rust-free Holiday Season! Rust-free Holiday Season!

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