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.

Issue link: https://hardwareretailing.epubxp.com/i/931868

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Page 51 of 112

February 2018 | HARDWARE RETAILING 43 43 February 2018 | HARDWARE RETAILING T raining and maintaining a strong staff is one of the keys to running a successful retail operation. Your staff is the face of the business for many of your customers. It could be the customer service associate who builds a rapport with regular customers or the delivery driver who makes regular stops at the same locations. These employees come to symbolize your business to your customers in a personal way. To collect insight on how best to hire, train and manage outside sales employees, Hardware Retailing spoke to two retailers who have grown teams to help build their businesses. Koopman Lumber and Hardware maintains seven locations in Massachusetts as well as a central lumber distribution center that focuses on building materials. The company employs 27 outside salespeople, with the staff broken up into smaller teams that focus on specific markets. Florence Hardware in Florence, Kentucky, employs two outside sales employees with an emphasis on maintaining a strong presence in a growing county and community. These retailers show that no matter the size of your operation, outside sales can play a factor in your success.

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