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Scoring with stores within stores

BY Lisa Girard

About four years ago, a representative from Verizon Wireless approached Gary Schuette, owner of Nettle Creek Ace Hardware in Hagerstown, Ind., about set ting up a Verizon business within his 13,000-square-foot store.

“They were very aggressive in our marketplace, and they came to us because we had a strong customer base and consistent foot traffic,” Schuette said. “In our store they were going to get seen 300 times a day, as opposed to five or six times a day in a stand-alone store.”

According to Rick Long, manager of indirect sales for Verizon Wireless, Nettle Creek Hardware was a perfect spot for his company to make inroads into Wayne County, which is about 60 miles outside Indian a polis. “You look for retailers that are already set up and have people coming through their doors all the time,” he said. “In the case of Gary, we saw great potential, and it’s worked out well for us.”

The deal offers benefits to Schuette as well. It brings new customers into his hardware store who are looking for Verizon Wireless products and services, it allows him to offer something that the vast majority of the U.S. population uses, and it brings in new revenues, as Schuette gets paid based on performance and accounts opened.

To stay on top of the latest developments, Schuette and his staff do online training, check the Verizon internal Website and are in contact with account managers on a regular basis to learn new programs and procedures. The Nettle Creek staff also does a follow-up call with customers to see if their service was satisfactory and to remind them to send in rebate forms.

Sometimes the Verizon counter—which takes up 160 of the store’s 13,000 square feet—is so busy that two or three Nettle Creek employees are working it at the same time. Overall, things have gone so well that Schuette recently opened a free-standing Verizon store about 45 minutes away in Yorktown.

“Would I have believed we would be doing this kind of business when we started this four years ago? No,” he said. “It’s been a great niche for us.”

According to Bob Dearing, director of sales planning for True Value, operating a small franchise within a hardware store can be a strong boost to business, bringing in new customers and new revenue streams. He said many co-op members are taking advantage of such opportunities, with everything from Radio Shack to UPS to Starbucks. De a ring also noted that a franchise should be placed at the back of the store, since it forces people to walk through the hardware aisles to get to it.

Another popular franchise opportunity in hardware stores is Bass Pro Shops, which offers hunting and fishing equipment and apparel. Dearing said this is a “natural fit” for many hardware stores, especially in rural areas. “It’s all about foot traffic,” De a ring said. “If you add a Verizon or Radio Shack to the footprint, at the end of the day, you’re going to see a lot more people coming into the store.”

Taylorsville, N.C.-based Mc Leod-Feimster Ace Hardware has an Exxon gas station next to it that it leases to another company, as well as self-storage buildings on premises and U-Haul truck rental services available in the store. General manager Troy Smith said it’s important to give your store as many opportunities as possible for more income in this competitive market. “I feel we get a lot of traffic because of these other business opportunities, and that’s a big advantage,” he said.

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Around the Web: Obama tackles housing market

BY HBSDEALER Staff

The Barack Obama administration started a temporary program to boost state and local housing finance agencies (HFAs). The purpose of the program is to spur lending and buying in a depressed housing market.

“Through this initiative, the administration aims to help HFAs jumpstart new lending to borrowers who might not otherwise be served and to better support the financing costs of their current programs,” U.S. Treasury Secretary Timothy Geithner said in a prepared statement.

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True Value fall market held in Atlanta

BY HBSDEALER Staff

When True Value president and CEO Lyle Heidemann addressed co-op members at the opening session of the 2008 fall market Oct. 17 in Atlanta, he stressed the importance of Destination True Value — encouraging retailers to adopt the new, more consumer friendly store format in one form or another.

“Much of our future is centered on Destination True Value, both for our existing stores as well as our growth with new ones,” Heidemann told the group assembled at the Georgia World Congress Center. “This year we will open, expand, relocate, convert or remodel more than 100 stores to the new format. In addition, another 75 stores will implement the DTV decor package.”

The point hit home with show attendees Kurt and Kathie Stringham, owners of Stringham’s True Value in Santaquin, Utah, which will undergo a DTV remodel starting next month. “Our sales are down this quarter, but we’re not pessimistic,” Kathie Stringham said. “I’m not sure about the economy, but for hardware stores, if you’re wise you can still do well.”

Carol Wentworth, vp-marketing, also addressed members at the opening session, trying to drive home the importance of national and local advertising in these tough economic times. She said stores that participated in three spring circular programs saw a 7 percent increase in sales and an average of $45,000 more in revenue during the spring season than stores that didn’t use the promotions.

“I think those numbers tell a pretty compelling story about using circulars to help you get ready for the spring selling season,” Wentworth said.

More than 1,000 vendors are introducing new items and offering market-only deals on merchandise from every major product category. Retailers attending the market will also have an opportunity to attend educational classes on everything from merchandising and marketing best practices to the True Value Rewards program and leveraging point-of-sale technology. 

The market is open through Oct. 20.

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