Hardware Retailing

OCT 2016

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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Checkouts UNIQUE NICHE Virginia Retailer Has This Niche in the Bag L ike many areas in the south, Virginia Beach, Virginia, is home to a community of avid cornhole players who join leagues and participate in tournaments. And when players start asking where they can get a set of boards or replacement bags, the answer is typically "Taylor's Do it Center." With 11 locations in Virginia and North Carolina, Taylor's Do it Center has a well-established niche selling everything someone needs to play cornhole, the bag-toss game. Materials include boards, bags and a few other accessories, such as scorecards. Tom Townsend, advertising manager at the store, says the stores buy the boards from a local woman who, along with her husband, makes the boards and is active in organizing cornhole tournaments around the city. "It's been a good relationship for us," he says. "We're often a sponsor at those tournaments, so that helps us get our name out there. Then when someone asks her where to go for cornhole boards or bags, she sends them to us." Townsend sells the boards blank, which gives employees the opportunity to point customers to the paint department to show them how they can paint and finish their boards. While there are many local places to buy cornhole boards, what draws customers to Taylor's is the quality of the product and the amount of advertising dedicated to it. "Our boards are built to tournament specifications," Townsend says. "We promote them in most of our advertising, and it's easy for people to get them at any of our 11 locations." Selling blank boards gives employees at Taylor's Do it Center the opportunity to sell add-on sales in the paint department. HARDWARE RETAILING | October 2016 40 Magnets attract profits. Increase impulse sales with the industry's top-selling magnet product line for home, office, garage and jobsite. Learn more about the advantages of being a Magnet Source ® Retailer at magnetsource.com/hr

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