Hardware Retailing

APR 2011

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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Page 28 of 71

RETAIL SPOTLIGHT Hartville Tool Sale Attracts 18,000 Customers H artville Hardware's semi- annual, week-long tool sale brought in more than 18,000 customers and 10,000 transac- tions—amounting to a 13.6-percent rise in sales over the 2010 February sale. The retailer, in Hartville, Ohio, holds the sale complete with vendor demonstrations and deep discounts twice a year and draws customers from Pennsylvania, Michigan and West Virginia. Larry Sommers, Hartville's tool manager, says more advertising and a better economy are the reasons the sale was so strong. "We advertised on TV this year, which we don't normally do. Usually we advertise on the radio, in the newspaper and with 30,000 to 35,000 fliers," he says. "Also, the economy has improved enough that I really think that helped our success." The sale ran Feb. 14-20 and Hartville will have another tool sale in November. Although the sale in November is typi- cally bigger, Sommers says he is happy with this past tool sale's results. "Our gross profit was up 11.4 percent and total transactions increased too," he says. "The February sale is normally smaller than November, so if November is that much better, we'll be very happy!" Sommers relies on vendors to get extra discounts on sale items so Hartville can knock the price down for customers. Before he creates the flier for the sale, he will look at his competi- tion and make sure his sale prices are worth customers' time. "When I make the flier I look at where all the big boxes are priced and make sure we are always below them," he says. "We're always below every- body on price during the tool sale, but on all other days we will price match." Sommers says his best sellers during the sale were Dewalt 12-volt Lithium- Ion power tools and assortments from Jet and Powermatic. XXX nrha PSH Wall-nut Patent Pending ® t *EFBM GPS OFX BOE SFQMBDFNFOU JOTUBMMBUJPOT PG QJDUVSFT DVSUBJO rods, towel bars, shelves, etc. t 4JNQMF 4PMJE BOE 4FDVSF t 4VJUBCMF GPS any drywall thickness. Puts large flat stainless steel nut in an almost magical way behind the drywall. Available in Blister Packs of 5 each. Wall-Nut Anchor Inc. 6054 State Hwy 37 Ogdensburg, NY 13669 315-393-2983 www.wall-nutanchor.com 3/16" (5m/m) Ultimate Drywall Anchor Renders most other anchors obsolete. )PMET VQ to 100 lbs. Won't Pull Out Made in the U.S.A. "QSJM t )BSEXBSF Retailing 27

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