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Liquidating more than the floor

BY HBSDEALER Staff

Lumber Liquidators says it has about 10% to 11% of the flooring market in its wood categories — hardwoods and laminates — and a respectable 1% of all flooring. The company wants more, and one tried-and-true strategy is to broaden the assortment along with the product mix.

That includes tools.

“We are bringing in all the [tools] that you need to complete your project,” said president and CEO Robert Lynch during a Goldman Sachs investor conference in September.

At the helm of the effort is the chief merchant, Bill Schlegel. The company has expanded into vinyl and laminates, and its catalog has 51 new floors, Lynch said.

On the tool side, the merchandising team is optimizing assortments and looking for revenue. DIY installation starter kit buckets sell for about $30; oscillating multi-tools, laminate floor cutters appear along the old stand by floor nailers and staplers.

“The floor is the driver,” Lynch said, “but we want to make sure we are definitely giving the customer everything they need on that. And that will definitely increase tickets and help us with the comps, too.”

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Cleaning house: Cleanliness is next to profitability

BY HBSDEALER Staff

Cleaning supplies are big business. And the major hardware co-ops are showing by their actions, their words and their shelf space that they mean business in the cleaning business.

Most notable among recent moves was Do it Best Corp.’s recent elevation of its cleaning supplies category by giving it a dedicated buyer for the category of cleaning supplies and storage. It’s Amanda Harmeyer’s job to manage the cleaning supplies and storage category for the Fort Wayne, Ind.-based co-op, which until now had cleaning supplies as part of a much larger housewares group.

“This category is an important and promising area of growth for our members, which is why we’ve invested in this new position on our merchandising team,” said Steve Markley, VP merchandising for Do it Best.

True Value sees the importance of cleaning supplies to the extent that its retail laboratory store in Mount Prospect, Ill., has gone double wide — a cleaning supply expansion in aisles 27 and 28 of its store.

“Cleaning supplies are always one of the top classes every week of the year,” said True Value CEO Lyle Heidemann, explaining the co-op-owned store’s increased emphasis on cleaning supplies “And it’s very much a selection business.”

At Ace Hardware’s Chicago market, Proctor & Gamble’s Mr. Clean was on hand to help promote a Children’s Miracle Network Hospital campaign. Ace is teamed up with the makers of Comet, Joy, Tide and Swiffer, among many others to provide in-store product displays for the campaign.

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D.C. Hotline: Toward a consensus-based green building standard

BY HBSDEALER Staff

By Ben Gann, Director of legislative affairs, NLBMDA

The National Lumber & Building Material Dealers Association (NLBMDA) has joined other leading associations representing a wide range of interests from the building and construction industry in the formation of the American High-Performance Buildings Coalition (AHPBC). The 32-member coalition, which includes groups such as the American Chemistry Council and U.S. Chamber of Commerce, has the goal of promoting and supporting the development of sustainable building standards under accredited consensus processes and scientific performance data.

Formation of the coalition comes as the General Services Administration (GSA) is in the process of reviewing the use of green building standards by the federal government, while the U.S. Green Building Council continues its efforts to revise its Leadership in Energy and Environmental Design (LEED) green building rating system.

AHPBC has said GSA should only endorse green building rating systems that are developed through an open, balanced and consensus-based approach. The current credit development process for LEED is not open, available or transparent to all interested stakeholders.

AHPBC supports the common objective of improving energy efficiency and environmental performance in buildings and will continue to engage members of Congress on the issue. NLBMDA is proud to be a member of the coalition and looks forward to working with building and construction industry stakeholders in the development and voluntary adoption of green building standards that embrace a consensus-based approach.

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