Hardware Retailing

MAY 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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May 2018 | HARDWARE RETAILING 195 8 Use existing space. Creating cross-merchandising opportunities doesn't always mean finding extra shelf space. Often it's just an embellishment of the space you already have, which makes it easier if you're limited by a small salesfloor. Football fans at Vickie Davison's store, Bloomington Hardware located in Bloomington, Indiana, take tailgating seriously. So if a tailgater is looking for a grill, Davison makes a simple suggestion— why not buy an Indiana University (the local university) spirit flag to go with it? She only needs to display a single flag, and the space required is minimal. If you want to be more effective at add-on sales, predict what your customers might need. "Cross-merchandising is simply thinking about the customer's total needs, whether it's putting glove warmers with gloves, lighters with grills and tiki torches, or disposable gloves with anything messy," she says. Learn to fill up spaces in such a way that you'll make the extra sale. BOOTH # 10147

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