Hardware Retailing

FEB 2018

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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February 2018 | HARDWARE RETAILING 87 8 Incorporate add-on sales. Seabaugh says he and his team have found a formula for the ideal endcap. One product that dominates the display, and another product lines the shelf two-thirds of the way up (also known as the bellyband and shown here on the second shelf). At each side, sidewinders are used for cross-merchandising related items. To understand products that work well together, store managers use their POS system. "We have a computer program that will do a basket analysis," Seabaugh says."This system helps us determine that when a customer buys a certain item, they are likely to purchase other items. Knowing that information helps us determine the bellyband shelf items and front of the sidewinder items." He also tracks the endcap performance, which is critical for determining future endcaps. "Tracking sales, turns and gross profit makes tweaking the program from year to year easy," he says. BOOTH #1745 STUMPS WORST ENEMY UNIQUE SIDE DISCHARGE FRAME • NARROW WIDTH • GREENTEETH ® www.dosko.com/HRM | (866) 418-0474 ... built better than they have to be

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