DISTRIBUTORS/CO-OPS

True Value shows off DTV in a small format

BY Ken Clark

Store design and the art of packing high-volume sales in a small space was one of the front-and-center topics at the True Value Market in Philadelphia.

The company’s Destination True Value (DTV) initiative — its store design and merchandising concept — came to Philadelphia in a new package that measured just over 5,200 sq. ft. The concept store, on full display at the Pennsylvania Convention Center, included 50% less lineal feet than the medium-size DTV format, but had 68% of the SKU count, according to the co-op.

According to Mike Clark, senior VP and chief merchandising officer for True Value, the new small store concept might not be for everyone, but it offers options for most. Design innovations, such as shorter hooks and space-saving fixtures, can be adopted by just about any retailer.

"What this exercise in downsizing showed us is that for any of you who have space constraints, you can now use our merchandising direction to expand into new categories while maintaining dominance in important lines like light bulbs, cleaning chemicals, paint sundries, builders’ hardware and fasteners and lawn and garden chemicals," Clark said during his general session presentation.

The co-op’s merchandising team developed 79 new planograms to help organize the store. 

True Value expects to add more than 1.1 million DTV square footage in 2011, a 25% increase over last year.

"Not only are the DTV stores outperforming the non-DTV stores, they’re way outperforming the industry and the economy," said Lyle Heidemann, True Value CEO.

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See how they grow: Ace Fall Market will unveil live goods program

BY Ken Clark

Oak Brook, Ill.-based Ace Hardware Co. will unveil its new live goods program in Denver during its Fall Convention & Exhibits Oct. 15 to 17. 

The live goods program was tested at some Northeast retailers with strong results, according to Ace. The new program includes a partnership with BloomIQ.com, offering personalized garden planning tools for customers.

The live goods program is launching nationally in 2012.

The Ace convention will be held at the Colorado Convention Center in Denver.

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Promotions at Do it Best: Schmiedel and Enmark

BY HBSDealer Staff

Do it Best Corp. promoted two new regional managers who will focus on building and strengthening member relationships in the eastern and southern United States.

The company named David Enmark regional sales and business development manager for a large portion of the southern United States. Also, Do it Best Corp. named Rob Schmiedel regional sales and business development manager for the northeastern United States.

Enmark will guide and oversee a team of sales and business development managers covering Texas, Arkansas, New Mexico, Oklahoma, Colorado and portions of Kansas, Missouri, Tennessee and Louisiana. 

Enmark served the previous two years as a sales and business development territory manager for Do it Best Corp. for markets in Oklahoma and the Texas Panhandle. He has more than a decade of experience in retail member relations and business development and graduated from Ball State University in 1996.

In the Northeast, Schmiedel’s team of sales and business development territory managers cover New York, Pennsylvania, New Jersey, Connecticut, Massachusetts, Vermont, New Hampshire, Maine, Rhode Island, Virginia, Delaware and Maryland. 

Schmiedel served the previous five years with Do it Best Corp. as a sales and business development territory manager for markets in central and western Pennsylvania. He’s a graduate of American InterContinental University Atlanta, with a bachelor’s degree in business administration.

Primary responsibilities for Enmark and Schmiedel will center on leading teams of territory managers to strengthen existing relationships between Do it Best Corp. and its member-owners through improvements in retail performance and dedicated personal service, as well as building and cultivating relationships with new members within their respective regions, according to the Fort Wayne, Ind.-based co-op.

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