Hardware Retailing

FEB 2019

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 45 RETAILER Q&A North Carolina Retailer Talks About the Importance of Orgill's Dealer Markets Never Miss a Show Hardware Retailing (HR): Do you and your team attend every Dealer Market? Taylor Baker (TB): We do. I go to every spring show and most of the fall shows. I try to get our employees involved, too, whether it be our general manager, purchasing manager, members of our sales team or our associates. It's a great opportunity for our employees to see another side of the business. They work every day to sell items to our customers, so I want them to see what it's like to go to a show and buy those items we sell. There are so many vendors and other opportunities at the Dealer Markets. I feel like the shows really tell the story of all Orgill has to offer, and I always appreciate when our employees have an opportunity to see that, too. HR: How do you prepare for the shows? TB: The Dealer Markets offer plenty to see and do over three short days, and you absolutely have to go in with a plan. One of the first things we do at the show is walk the floor, just to make sure we don't miss anything. We make notes of any booths or areas we want to come back and look more closely. Then we go to the promotional areas. That's in the morning of the first day. That afternoon, we visit the concept stores and the Product Showcases. For each show, we choose a couple of departments to focus on. It might be a department that's currently struggling, or maybe a new one we just added to our store. We take some time to make sure the product selection we have for those particular departments is exactly what it needs to be. We talk with vendors and find out about trends and new products in those categories. We also look at seasonal merchandise. At the spring shows, we look at lawn and garden items and spruce up that category however it may need. At the fall shows, we focus on heating, plumbing and electrical so we can make sure we're ready for the upcoming winter. DISTRIBUTOR PROFILE SERIES

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