Visiting Other Stores
Taking A Busman's
Holiday
Some of the articles and reports that
we have seen in recent years, suggest that membership in the
hardware associations has decreased in many parts of the country.
Having been a member of the board of directors of two associations,
we have participated in many discussions at board meetings regarding the
cause of this decrease. The con census generally centers around
the idea that the wholesalers have decided to offer many of the
same services that were originally offered exclusively through
the associations. Our store, like most every store in the country,
gave immediate consideration to these services when our wholesaler began
to offer them. In some cases, the wholesaler's price was
better and we like many other stores moved their business to
the wholesaler. But, in speaking to many store owners, they moved
all of their business to their wholesaler to be a loyal store.
Some stated that they preferred the idea of eliminating outside
sources, and thus they had no further need of maintaining their
association membership.
We proudly state that we have been
a member of our hardware association ever since we bought Skyway
Hardware. Two years ago, our Southern Association, as previously
did the Pennsylvania and Atlantic States Hardware Association,
and the New England Hardware Dealers Association, joined forces
to create the Eastern Retail Hardware Association.
Being a member
of the ERHA has shown many benefits to our store. From our experiences,
we would suggest that with many of the services purchased from
the co-op, a second bid or opinion is of value. Are we sure that
we are getting the best price on our bank card deposits, data
processing, or computer supplies, that our insurance is right
for us, or that the store fixture design is going to be the most
profitable?
The answer may still be the same,
but hearing it a second time makes us feel much better and confident.
The check that we write each fall for our association membership
has been one
of our best investments. And with our membership card that
we received this year, a detailed report of margins, expenses,
sales and profitability was enclosed. Of course, we sat down
to compare this study to our year end figures. It showed us areas
where we were doing great, as well as emphasized where we should
improve.
As previously stated, we have been
very proud to have had the privilege to serve on the board of directors
of both the Southern and Eastern Associations. With this position,
our commitment requires reading monthly reports, some correspondence,
and being away from the store three times each year for a total
of 9 or 10 days. The directors that serve on the ERHA executive
committee have even more commitments to fulfill.
With each
director's meeting, we sit to make plans for, and review the
results of the association. We work with Len Palmisano and Chet
Clark, or managing director and assistance director, to look
for more services for the membership, much in the same way that
we all look for new products for our stores.
As much as this
is a commitment of our time and effort, the benefits of our board
participation are tremendous. We have never met a director that
is willing to settle for the status quo. Every one of them is
always looking for new ways to improve their stores. Being around
such positive thinking hardware retailers constantly exposes
us to ways to increase our sales and profits.
One of the best
benefits in our association comes from an idea of Jack Rice,
a known educator, author, and speaker in our industry. With each
of our director's meetings, we spend a day visiting with hardware
stores in the area where we are having our meeting. So far we
have visited stores in the southern Massachusetts area, Philadelphia
area, and this past January we visited stores in the Fort Myers,
Florida area.
We go in pairs to find stores, regardless
of whether or not they are a member of the association, and to
visit with
the owners and managers. Our main purpose is to invite the dealer
to join us for a dinner that evening at the hotel where we are
staying. Our last meeting had Rick Carter, managing editor of Hardware
Age as our moderator as the dealers in attendance exchanged
ideas and experiences. Those of us visiting the area were the beneficiaries
of the thoughts and efforts of the local dealers, as we hoped
that we were able to bring ideas from our home areas.
The day
that we spend visiting the dealers has always been a tremendous
boost to us. During these visits, we have found countless sku's
that we have decided to add to our stock, as well as display
ideas and business tips.
From a Sentry dealer south of Boston,
we found a new way to display paint. In the Estate of George
S. Snyder, a Servistar dealer, we found a way to better advertise
our sales flyers. When we were in Barry Nicholas's store in
Quakertown, Pa., we found a line of spices to promote. And from
our visit to Fort Myers, we have added a new line of bicycles that
we found at Sunshine Ace, a plant supplier that we found at LeHigh
Do-It Center, and a niche coffee selection from Bailey's True Value.
The important point that we continue
to experience, is that regardless of the affiliation of a retailer,
we have been able to learn something to add to our business from
each of our store visits and dinner meetings.
The staff of our
store knows that every time we return from the association meeting,
we bring back many ideas, products, and methods that we can add
to our store. They have been great in pulling the extra load
to allow us the time away from the store to learn and grow.
Our
suggestion to any dealer is to call your association headquarters
and volunteer. And the next time you need a product or service,
give them a call.
