THE PRODUCT GUIDE FOR HOME IMPROVEMENT RETAILERS
SPRING 2023 • VOLUME 15 • ISSUE 1
SUNNYSIDE
CORPORATION
Page 48
VALVOLINE
Page 34
WATCHER TOTAL
PROTECTION
Page 9
ALLWAY TOOLS
Page 60
SCEPTER
Page 38
METALTECH
Page 36
Photo 110504589 © Andrew Dobrzanski | Dreamstime.com
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MAKE YOUR GAS CAN GREAT AGAIN!
Dear Readers, Published by
4M Communications
Owning a business requires looking beyond “the right now” and having a bold 117 South Cook Street #306
vision for the future. The list of tasks gets longer by the day—but somehow, Barrington, IL 60010
independent retailers keep forging ahead. Last year, most of you hit a few rough
spots that were beyond your control. It’s not easy dealing with unpredictable ADVERTISING SALES
customers, record-high inflation, and fluctuating interest rates. Yet, you manage
to accomplish most of the things you need to get done and still look forward to Midwest/Great Lakes Territory
tomorrow. Tony Sarantakis
Co-Publisher
It’s essential to have a strategic plan or roadmap to follow to ensure that every- 847-934-9515
one on your team is moving in the right direction. Success doesn’t just happen. [email protected]
It requires preparation, commitment, flexibility, and determination. Stay focused
on selling products that offer customers solutions to home maintenance and Digital Marketing Manager, West Coast
repair problems or merchandise that transforms their indoor and outdoor spac- Robin Daugherty
es. Take time to analyze the customer data extracted from your P.O.S. system Co-Publisher
and follow trends to make informed buying decisions when you attend markets. 773-569-1360
[email protected]
Similar to your business, this magazine offers its customers solutions. In our case, they’re
packaged as informative articles and product highlights that provide more options for growing your North & South East Territory
business. We aim to be “customer first” and add value for independent retailers. We share insights
from manufacturers, many are family-owned businesses, to help entrepreneurs learn from their Leonard Munson
journey. We applaud the community of retailers, manufacturers, and wholesalers who challenge 773-308-6030
and inspire us to be the best. [email protected]
Independent retailers continue to win despite the obstacles that stand in the way of profitability. EDITORIAL AND MEDIA
Excelling at customer service is reason number one. It may sound simple, but a retailer’s bag fills Wanda Lenoir
up fast once they figure out all the nuts and bolts that need to go inside. Since shoppers’ buying Editorial Director
behaviors continually change, there’s always something new to add or remove from the bag. [email protected]
Check CuttingEdgeProducts.org for news, updates, and a digital edition of each magazine; all are
available 24/7. Since you or your team members may be attending upcoming shows, buying markets
for the first time, or needing a quick refresher, why not go online to read “8 Ways to Work a Market.”
Great Selling, Tony Sarantakis, Co-publisher
Robin Daugherty, Co-publisher
CONTENTS 22 Shoppers Want LAWN & GARDEN Free Product Information!
In-store Experience 32 T herapeutic Gardens
8 D oing Good in the to Compare to Connecting People with New! Hover the camera on
Neighborhood Buying Online Disabilities to Nature your smartphone and scan
the QR code at the bottom
10 C alendar of Wholesale 24 S taying Agile 42 Product Spotlight of page 68. It’s the quick
Markets & Shows Helps Independent and easy way to request
Retailers Succeed PAINT & SUNDRIES more information about
MADE IN AMERICA 46 Product Spotlight products and services
14 Coming to the 25 T hink SMART to advertised in this issue.
Maximize Marketing IMPULSE AND BUSINESS
RESCUE SOLUTIONS Receive a quick response!
26 4 Ways to Improve 50 Selling Impulse
Innovative Thinker Builds a Sales by Using SERVICES
Better Fly Trap Customer Data Items Can Prompt 68 Product Information
Customers to
SPOTLIGHT ON BUSINESS 28 Protecting Your Buy More Request Form
19 Retaining Loyal Business Against 52 Product Spotlight
Credit Card Fraud See Calendar
Customers is the Key HARDWARE & BUILDING of Wholesale
to Future Success MANUFACTURER’S SUPPLIES Markets & Shows
20 Increase Bottom-Line 54 Getting Customers
Profits by Cross- SPOTLIGHT on Page 10
Selling and Upselling 30 Commitment and Up to Speed
Deck Flashing
Innovation Transform 62 Product Spotlight
Scepter into
Industry Leader
Spring 2023 CUTTINGEDGE Products 5
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How do you define We want to hear from you. Let us their time to transform classroom
community? We often know how your company is Doing environments to serve local students.
say that it takes a village Each project uses PPG paint products and
to make a difference Good in the Neighborhood. color expertise to create engaging spaces
in a child’s life, neighborhood, or Send our editor a note or press for students to learn and grow. Most
town. That is certainly true today release via email at wanda@ transformation projects will use a single
when non-profit organizations homeimprovementretailer.com. global color palette that PPG color experts
struggle to stay afloat due to a specifically selected to elevate physical
smaller pool of financial resources MAYHEW TOOLS: classroom environments.
to support their programs. So, when MAKE A WISH
companies commit to doing good in RUBBERMAID COMMERCIAL
their neighborhoods or the global The company focuses on supporting PRODUCTS: KIDS IN
community, we applaud their efforts. various local and national charities NEED FOUNDATION
Fortunately, the list of “do-gooders” in many ways throughout the year.
in the home improvement These include Make A Wish, United Way The company made a $1.3M Hand Sanitizer
industry keeps growing. Here of Franklin County, Toys for Tots, Big donation to the Kids in Need Foundation
are just a few companies that Brothers and Sisters, Baystate Franklin
deserve to be recognized for Medical Center, YMCA, and American to support under-resourced
their generosity. Cancer Society. teachers and schools across
the country. The Kids In Need
ACE HARDWARE: PPG: COLORFUL Foundation (KINF) believes that
CHILDREN’S MIRACLE COMMUNITIES PROGRAM every child in America should
NETWORK have equal opportunity and
PPG’s New Paint for a New Start Initiative access to quality education. Each
The Ace Hardware Foundation transformed 25-plus Schools Worldwide year through their programs
provides support and with Makeovers and STEM Grants. PPG and the National Network of
opportunities for the Ace employees from every region volunteer Resource Centers, KINF supports
community to give back more than 5 million kids and
locally, primarily through nearly 200,000 teachers across
efforts for Children’s Miracle the country.
Network Hospitals and
American Red Cross Disaster TWIST AND SEAL:
Relief. In addition, the SUPPORT THE BLUE
Foundation oversees the Ace
Helpful Fund, an employee Owner, Bryan Nooner, founded
emergency assistance fund Support the Blue, a non-profit
for Ace team members who organization, to “offset the
face financial hardship. many negative comments
promoted by the media about
BIRD B GONE: CHILDREN law enforcement”. The organization
OF THE NATIONS highlights the benefits police officers
perform 24/7 on a local, regional, and
Since 2010, Bird B Gone has partnered national level.
with Children of the Nations to help
children in Liberia, West Africa. TRUE VALUE FOUNDATION:
Owner Bruce Donoho says, “Being BOYS & GIRLS CLUBS
able to help these children, watch
them grow, help them to go to The company focuses its philanthropic
college, and support their dreams is efforts on underserved youth and
one of my greatest blessings. We are improving the lives of children. Particular
grateful for the continued support emphasis is placed on education and
of our customers, which allows us to community vitality. In addition to raising
make a difference in these children’s funds, the organization donates products
lives.” and services to support the Boys & Girls
Clubs of America, Painting a Brighter
Future, Habitat for Humanity, and the
United Way agencies.
8 CUTTINGEDGE Products Spring 2023
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• Track product costs saved by shoplifting stopped due to alert notifications
• Collaborate with store staff on responding to alerts based on outcome
Product Demo Visit: WatcherVision360.com
WCALEHNDOARLOEF SALE MARKETS & SHOWS
JANUARY FEBRUARY
House-Hasson Hardware Orgill
Dealer Market Spring Dealer Market
January 12-14 February 9-11
Opryland Resort and Convention Ernest N. Morial Convention
Center, Nashville, Tennessee Center, New Orleans, Lousiana
National Hardware Show MARCH Ace Hardware SEPTEMBER
January 31-February 3 Spring Convention
Las Vegas Convention Center, The Inspired Home Show March 13-16 Do it Best
Las Vegas, Nevada March 4-7 Henry B. Gonzalez Convention Fall Market
McCormick Place Exposition Center, San Antonio, Texas September 8-11
International Center, Chicago, Illinois. Indiana Convention Center,
Builders’ Show True Value Indianapolis, Indiana
January 31-February 2 Do it Best Spring Reunion
Las Vegas Convention Center. Spring Market March 17-19 Ace Hardware
Las Vegas, Nevada March 11-13 McCormick Place Exposition Fall Convention
Orange County Convention Center, Chicago, Illinois September 18-21
(Held in conjunction with the Center, Orlando, Florida Orange County Convention
National Hardware Show and Center, Orlando, Florida
Kitchen and Bath Industry Show)
Dates and location are subject to change. Please check convention websites for current status and updates.
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10 CUTTINGEDGE Products Spring 2023
2301CUTEDGE_Epicor.indd 1
“Grow your business and your
future with House-Hasson”
Top Benefits of Partnering with
House-Hasson Hardware:
Stability - America’s largest regional hardware distributor. House-
Hasson is a 117 year old company that is debt-free with a strong
management team.
Flexible - Flexibility to adjust programs and policies to meet the
needs and desires of all customers.
Experienced Sales Reps - The industry’s most experienced sales
force. They’re your profitability advisors & consultants.
Competitive - Very competitive buying programs with year-round
specials to grow your margins and three buying Markets a year.
Meet Your Product Needs - We warehouse more than 55,000
name-brand products in two warehouses.
Technology - Advanced technology, for ordering, receiving,
generating reports and more, POS communication, and technical
support. All to make it easier to do business with us.
We Make Your Store Look Incredible - A complete advertising
program with three national store programs and a store design and
set team.
1-800F-o3r3m3o-r0e5oi2unr0foseremxrvta.ict2ieo1s2n, ac|obmnoatuartckHteutoisnugtsoe@d-hHaoyau!ssseohnaassnodn.com
House-Hasson Hardware Co., Knoxville, TN | www.househasson.com
Leading Dealers Choose the Industry Leader.
For over 117 years, House-Hasson has been the wholesale hardware supplier of
choice for the world’s most successful dealers. Why? Because we customize a store
solution just for you.
Whether store set design and fixtures, point-of-sale, pricing and bar-coding, mar-
keting and advertising, market feasibility demographics research, or digital mer-
chandising and inventory control, we integrate it all for you, so that together, we
can help you operate your store successfully in a world that’s changing by the hour.
Supply chain issues? We have our own fleet of trucks and logistics systems so that
we can deliver when others can’t.
Our industry experts work hard to ensure that we design and deliver the programs,
products, and services that make you profits. And isn’t that what it’s all about? Join us.
Ready? Let’s have a conversation about you and us!
1-800F-o3r3m3o-r0e5oi2unr0foseremxrvta.ict2ieo1s2n, ac|obmnoatuartckHteutoisnugtsoe@d-hHaoyau!ssseohnaassnodn.com
House-Hasson Hardware Co., Knoxville, TN | www.househasson.com
MADE IN AMERICAMANUFACTURER SPOTLIGHT
Coming to the RESCUE!
Innovative Thinker Builds a Better Fly Trap
By Wanda Lenoir
What motivated founder Rod
Schneidmiller to start the company?
Rod was working on the family farm when
he saw fly problems around the livestock. In
1982, harsh sprays and sticky paper were the
only fly control on the market, and he sensed
a need for something less invasive and more
effective. It all started in his home kitchen,
mixing different fly baits. Newly married,
his wife Gigi quickly moved the fly trap
research to the garage for obvious reasons.
Rod landed on a formula and trap design
that tested well on the farm, so he started
approaching local hardware stores to carry
his product.
The Reusable Fly Trap was Rod’s first
product, the same trap that today goes viral
on TikTok and Instagram. Forty-one years
later, people are still amazed at how fast the
fly trap works—and they love seeing that fly
count grow!
In the early days, what were
the biggest challenges?
“Why would anyone trap an insect when they
can spray it?” is the question Rod answered
most during those early days of the company.
He tenaciously called on local hardware
stores, filling orders out of his pickup truck.
The fly trap worked, but it was very different
from other fly control. People had never tried
trapping flies before. He kept at it and slowly
gained the trust of independent stores, as
well as the co-ops. Rod had a new product
that controlled flies without harsh sprays—
and it flat-out worked! Convincing stores to
carry it was the first challenge, and his faith
and trust in God is how he stayed the course
and trusted his instincts.
14 CUTTINGEDGE Products Spring 2023
What is the driving force behind the company’s success? even larger fly trap. Fly Trap Max is made for those who can
It starts with something no one else does as well as RESCUE!: fill one of our regular traps in the first week or two.
Home-grown research and design. We look for needs to
fill in the pest control aisle, but we do it each time with a In 2021, we launched a product based solely on customer
specific mission—to manufacture well-designed, sustainable demand. Our Japanese Beetle Trap works unlike any other
products that on the shelf with a reusable bag that stays attached to the
work. It’s all fine trap, and many users wished to reuse such a durable product.
and good if a We had a great product, but we didn’t stock refill lures. That
product is “eco- changed in 2021 when we launched the Japanese Beetle
friendly,” but if
it isn’t doing the Refill at the request of our customers.
job, it won’t be
on the market Identify innovations that are driving change
for long. We are in the pest management industry.
the name in fly, Product reviews and the information age are retail
yellowjacket, game changers. Now, when someone walks the
and wasp
control because aisles shopping for a pest control product, they
we handle our can instantly find out what others worldwide
own research and have to say about it. With so much information
engineering to build products from scratch. available to shoppers, they expect more from
a product today than they used to. The latest
We never use the same “cookie cutter” concepts already DIYers don’t want complicated; they want to
on the market. Ant Baits was newly launched a few years watch a short YouTube video that gives them all
ago. We looked at what was already on shelves and discov- the information they need to be successful with
ered new ideas for the ant category. Putting families at ease a product. We’ve started including video links
around the house, we saw a need for a proven child-resistant from our packaging, and consumers watch those
ant bait station, and then we custom-made one. We conduct- in place of reading instructions.
ed focus groups, learning that people don’t like ant
bait that spills and makes a mess, so we created Name a few of the best-selling products
our gel formula that wouldn’t spill on people’s We are the brand name in Fly Traps and
floors. Our in-house entomologists explained that Yellowjacket Traps and have been so for 41
ants crave different types of bait during specific times years. We call our fly and yellowjacket lines
of the year and among various ant species. In our legacy products because they were our
addition to using sugar gel in our bait stations, first products and our top movers. 10 years
we include a protein bait that lures ants when ago, we had a research breakthrough that
they seek protein for the colony. Owning the
product development, we keep our eyes on
efficacy and consumer experience to ensure
a product is ready for store shelves, with com-
petitive advantages not seen before in that
category.
Did RESCUE! introduce new products in 2022?
We launched Fly Trap Max in 2022. It was
well-received in the marketplace. Consumers
contact us every summer to show off their
fly catch which fills their traps in mere days.
Social media videos go viral, showing time-
lapse footage of our traps filling up. We’re not
complaining; making a trap that works so well
that some users must empty and refill their
traps too often sparked the idea to create an
Spring 2023 CUTTINGEDGE Products 15
WIRELESS CALLBOXES
YOUR MOST RELIABLE EMPLOYEE
MOTOROLA SOLUTIONS
AUTHORIZED VENDOR TO:
#1740 #45864 #4522 #0803
VALUE ADDED DISTRIBUTOR
CONNECT WITH
YOUR CUSTOMERS
& EMPOWER YOUR STAFF
WHEN A CUSTOMER PUSHES THE CALLBOX BUTTON...
1. The callbox plays a message confirming that store personnel have
been summoned to their location.
2. A message is transmitted to all radio equipped workers that assistance
is needed at the customer’s location.
3. A retail associate instantly responds to the request, creating a great
customer experience.
CALLBOX COMPATIBILITY
CB200 | Analog Callbox for Indoor Use
Compatible with CLP, CLS, RM, RD Series Radios
(CB200-U for use with UHF Radios; CB200-M for use with MURS Radios)
CB300-D | Digital Callbox for Indoor Use
Compatible with DLR & DTR Series Radios
AVAILABLE AT ACE, TRUE VALUE, DO IT BEST & UNITED HARDWARE
Contact us to purchase your callbox and ask about custom branded inserts for your store!
Learn more about callboxes on the web at: CONTACT US FOR INFO ON
www.acsradios.com/wireless-callboxes CURRENT MOTOROLA PROMOTIONS
[email protected] | 800.248.5391 | www.acsradios.com
MOTOROLA, MOTOROLA SOLUTIONS, and the Stylized M Logo are trademarks in the U.S. Patent and Trademark Office. All other product or service names are the property of their registered owners. 2021 Motorola Solutions, Inc. All rights reserved.
MADE IN AMERICAMANUFACTURER SPOTLIGHT
opened even more doors for Describe what the culture is like at RESCUE.
flying insect control. Instead Rod oversees all business operations even today, and
of luring and trapping insects his core values of tenacity, integrity, compassion, and an
with scent, we scanned insect entrepreneurial spirit are woven throughout, from our insect
retinas in our research lab to lab to engineering, to manufacturing, to shipping 25 different
find colors and patterns that products from our U.S. factory. The company operates
visually draw flying insects to a lean with little bureaucracy. Any employee can see a need
trap. This VisiLure® technology and bring it to Rod’s attention. A better way to assemble a
powers our odor-free TrapStik® product, a better raw material, a better user experience, an
line for Carpenter Bees, Flies, insect we should research, anything—and Rod is all ears.
Mud Daubers, and Wasps—and RESCUE! continues to be a family company that cares for and
again, they flat work. More listens to its people.
recent to our product line is a
Fruit Fly Trap that has taken We maintain strong core values and celebrate them
off and is becoming one of our as a company with employee nominations and awards.
more prominent movers.
Anyone can nominate a
Discuss the role of research and development. coworker for exhibiting
In our factory in Spokane, WA, we have a team of scientists our ideals of tenacity,
and an insect research lab. They study our products in the integrity, compassion, and
lab and conduct extensive field testing each year on new an entrepreneurial spirit. To
and existing products. Our R&D Department, led by a Ph.D. clarify these values and to
entomologist, is integral to our product development and make them accessible to all
quality control. employees, we have signs
in our factory that describe
Did disruptions in the supply chain impact your operations? each value: Tenacity,
All our products are Made in the USA, so we are less affected Never give up; Integrity,
by these supply chain disruptions. Raw materials experience Doing what’s right, always;
supply chain disruptions no matter where they are sourced. Compassion, Lifting one
We’re not immune and do experience challenges. However, another up; Entrepreneurial
being a U.S. manufacturer sets us apart from the competition Spirit, See a need, fill a need.
more than it used to.
Are environmental
stewardship and
social responsibility
important issues?
We were green before
it was trendy to be so. In the 1980’s we sought to create
sustainable pest control products before “sustainability” was
even a familiar word. However, we also understand that eco-
friendly buzzwords will only get you so far with consumers.
If a product is not highly effective and easy to use, it doesn’t
matter how environmentally conscious it is. For the past
41 years, our philosophy on environmental stewardship
has been to offer highly effective products that are also
sustainable alternatives to traditional harsh pesticides.
What is the most important thing for our
readers to know about Rescue?
Stocking RESCUE! on your shelf means that you carry
products with exhaustive scientific research, knowledge
of insect behavior, intelligent design, and quality U.S.
manufacturing.
18 CUTTINGEDGE Products Spring 2023
OSPONTLIGBHTUSINESS
Retaining Loyal Customers is
the Key to Future Success
I t’s surprising how many REWARD CUSTOMERS
retailers take loyal cus- WHO COMMIT
tomers for granted.
Rather than doing a few No doubt, loyal custom-
extra things to stay con- ers are an asset. Businesses
can show appreciation by
nected with these shoppers, sending them special offers,
sales, discounts, and thank
owners often assume making you notes. The promotions
should reflect the person’s
one sale ends the transac- purchasing habits and be
relevant to their lifestyle. It
tional relationship. Operating strengthens the relationship
when retailers are committed
a thriving business requires to making their customers
happy. Free promotions are
identifying the customers also effective and minimize
costs. Personalized e-mails generate 6x higher engagement
who are essential to its long- rates than non-personalized messages.
term growth. Loyal custom- ENCOURAGE TWO-WAY COMMUNICATIONS
ers are the people who fre- Customers who regularly share feedback about products
and services on social media are valuable to a company’s
quently drop by to purchase dusanpetkovic1/stock.adobe.com communications network. Testimonials and product reviews
help potential buyers make informed purchasing decisions.
your products and services. Encourage loyal customers to post photos of their latest DIY
project and share fun stories on your website. Owners can
These patrons speak highly about your knowledgeable staff promote more long-term interactions by offering incentives or
giving away products.
to family and friends—yet, are eager to give them another
UNDERSTAND YOUR CUSTOMERS
chance when things don’t go according to plan. However,
It takes time to build an army of loyal customers. They need
retailers may be disinterested in cultivating these profitable to be understood on a personal level. Customers want retail-
ers to listen and respond when they give honest feedback.
relationships because they fail to see the benefits of investing There is a correlation between gaining the trust of loyal cus-
tomers and boosting sales. Yet, there’s more to do.
time and money to get a loyalty program up and going.
• Provide exceptional customer service
LOYAL CUSTOMERS SPEND MORE • Establish a loyalty program to show customers they matter
• Stay connected to your online community
Every business should think of itself as a brand that depends • Target your messages to reach the right customers
on the goodwill of customers to be profitable and success- Making an effort to hold on to the customers you already
ful. Frequent shoppers are familiar with the company and are have is a wise business decision.
already aware of the quality of the product and services. In
comparison, acquiring a new customer takes more time and
effort. Numerous surveys have shown that it is more cost-
effective to retain existing customers. Loyal customers are a
reliable source of revenue. According to business.com, return-
ing customers spend 67 percent more than new customers.
• 65 percent of a company’s revenue comes from existing
customers
• Retaining an additional 5 percent of customers increases
profits by 25 percent to 95 percent
• Repeat customers spent 67 percent more shopping in
months 31-36 than in months 0 to 6
• Bringing in new customers costs 5 to 25 times more than
selling to a current one
Spring 2023 CUTTINGEDGE Products 19
OSPONTLIGBHTUSINESS
Increase Bottom Line Profits
by Cross-selling and Upselling
Salespeople are rollers, brushes, tape,
trained to assist
customers and tarps, or cleaning solvents.
direct them to the
products they come to the Although painting is a
store to buy. However,
even the best employees common project, shoppers
miss sales opportunities
by failing to introduce appreciate the assistance of
customers to new products
they may prefer or that a knowledgeable salesper-
would be helpful for a
project. Whereas Amazon son who can offer helpful
and other giant e-com-
merce operations are adept advice.
at Upselling and Cross-
selling, owners of physical There are instances
stores may not practice
these profit-generating when shoppers intend
sales tactics.
to buy a specific product
Research indicates that
companies gain 77 percent of sales from existing custom- and then decide it’s wiser
ers who are encouraged to buy additional merchandise that
meets their personalized needs or more expensive products to buy a more expensive
they had not previously considered. Additionally, shoppers
who already patronize an establishment are 60 percent to 70 version with similar quali-
percent more likely to purchase. The odds of selling to a new
customer range from 5 percent to 20 percent. ties. Smartphone manu-
THE VALUE OF CROSS-SELLING AND UPSELLING facturers constantly upsell
Online retailers are persuasive at convincing shoppers to consumers by introduc-
make unplanned purchases. Imagine someone who goes
online to buy a bread maker, but before they check out, sug- ing more costly versions
gested products related to their selection scroll across the
screen. These could be bread mixes, mixing bowls, cooking Hispanolistic / E+ / Getty Images with enhanced features.
utensils, or cookbooks. Cross-selling offers customers Extended warranties on
add-ons to the merchandise they purchase and extends the
product’s capability. big-ticket items are another
In a physical hardware store, the salesperson suggests example of upselling. Sometimes, the long-term warranty
additional products customers will need for the project. For
example, if someone plans to paint, they may also need cost may be more expensive than the product it covers.
However, the customer is reassured that the merchandise will
be promptly repaired if anything goes wrong, and the store
generates higher sales.
TECHNIQUES FOR CROSS-SELLING AND UPSELLING
There are techniques independent retailers can implement
with their teams to help them feel more confident about
upselling and cross-selling. The number one rule is to
ask questions to understand what customers want and
need regarding products and assistance. Knowing about
the projects they’re working on will help the salesperson
anticipate which items will be most helpful in completing
the job.
It’s essential to select products that offer both the customer
and your business the best value. Shoppers trust you to
provide them with options that solve their problems or
enhance their lifestyles. Hardware stores have a reputation
for providing excellent service and knowledgeable advice.
20 CUTTINGEDGE Products Spring 2023
Why is Training Employees 261952131 © Auremar | Dreamstime.com
a Challenge for Retailers?
T raining new employees requires a substantial invest- • 40 percent require a high school diploma or GED
ment of time and resources before they can contribute • 43 percent require credentials or skills certification
to the business. A survey conducted by the National
Federation of Independent Business (NFIB), reveals TIGHT LABOR MARKET
that training is a challenge for small business owners for a
variety of reasons that are within or beyond their control. The Labor market has been tight for the past two years.
Twenty-two percent of employers who participated in the
Two areas of primary concern are the number of employ- NFIB Employee Training Survey who hired someone to fill
ees who leave after being trained, and current employees one of their most-skilled jobs lowered the minimum qualifi-
who have no interest in learning new skills. Owners also cations they typically require for applicants. This statistic is
mentioned the significant amount of time everyone is also similar for less-skilled positions (24 percent).
required to invest in the training process.
“With the country’s low unemployment rate at or below five
• 32 percent of owners say turnover is a significant percent, small employers face a tight labor market when recruit-
problem for most-skilled jobs ing and maintaining employees,” said NFIB’s Chief Economist
Bill Dunkelberg. “Employee training is important to the opera-
• 30 percent feel turnover is an issue in less-skilled tions of small employer firms and is often ongoing as current
positions employees develop skills to keep up with industry operation
trends or advancing to more skilled positions within the firm.”
• 28 percent of report employees show little interest in
learning new things TYPES OF TRAINING OFFERED
TIME OUTWEIGHS MONEY When it comes to training, employers offer a range of
options. These can include classes and programs offered
Owners believe that time is their most valuable training by colleges, vendors, or professional associations. However,
resource. Training new employees removes their focus from most employers provide in-house training and supplement it
other activities within the business that require their atten- with outside resources.
tion. Time outweighs out-of-pocket costs since they cannot
make up lost time at a later date. • 28 percent of employers use employee training provided
by vendors, industry trade and business associations
• 33 percent of employers have little time to train
employees • 22 percent of small employers rely on online courses and
distance learning programs
• 18 percent report training costs to be an issue
According to the NFIB, small business owners value work Every business is different. Proper training ensures that
experience more than higher education obtained beyond employees can perform the duties and responsibilities
high school. Owners expect basic formal learning, strong that small business owners require to operate a successful
primary skills, and prior work history for their most-skilled business. The survey underscores how important it is for
positions. applicants who are entering the workforce to have the neces-
• 32 percent of employees have no formal education sary skills that are essential to small business owners.
requirements
Spring 2023 CUTTINGEDGE Products 21
OSPONTLIGBHTUSINESS
Shoppers Want In-Store
Experience to Compare to
Buying Online
116536079 © Weedezign | Dreamstime.com
22 CUTTINGEDGE Products Spring 2023
S hopping in physical stores has come back since SHOPPING APPS
consumers are eager to see, smell, and touch the
merchandise. Online sales are dipping slightly Consumers are increasing their use of mobile shopping apps.
after reaching record highs last year. However, Many retailers offer apps to attract women and consumers
people are now accustomed to the digital enhancements under 44. In 2021, the time spent on mobile shopping apps
and innovations e-commerce merchants developed to make was approximately 100 billion hours. About 88 percent of
shopping engaging, convenient, and enjoyable. Consumer’s shoppers have one or more apps on their phones. Fifty
online experiences significantly impact consumer shopping percent have four or more apps (9 percent have 10). Retailers
behavior in physical stores. They have higher expectations uncertain about the value of offering apps should be aware
and demand an interactive, memorable in-store experience that 31 percent of consumers prefer shopping in-app to
that will help them save time, offer a solution, and shopping in-store or on a website.
make them happy they made the trip. According to the
ChaseDesign Shopper Sentiment Survey, retailers must Source: 2022 Newstore Survey)
improve their game and reinvent the in-store experience.
QR CODES
EXPERIENCING DIGITAL TECHNOLOGY IN-STORE
While QR codes have been around for years, they surged
“Following nearly two years of building e-commerce into in popularity in 2020 due to the pandemic. Usage rose
their buying patterns, shoppers demand a new physical to 25 percent, up from 13 percent in 2019. QR codes are
store experience that integrates the digital benefits they’ve convenient and make looking at menus, product information,
gotten used to. This means creating a more convenient, and coupons safer. Although life is gradually getting back to
rewarding, and fun customer journey through the store,” normal, the use of QR codes is expected to increase by 19
said Joe Lampertius, president of ChaseDesign. “For percent in 2025 to 99.5M.
retailers, this means maintaining and even boosting their
expertise in e-commerce and omnichannel in the context of Source: Digimarc Client Data
their physical stores. It’s about having the right information
presented to shoppers through the use of apps, QR codes, AUGMENTED REALITY (AR)
AR & VR, and other digital tech, so the in-store shopping
experience can be as dynamic and convenient as online The “wow” factor offered by Augmented Reality (AR)
experiences.” gives consumers a rich visual experience while enabling
them to review products in context and make an informed
Other survey results shared by ChaseDesign include the decision. Research indicates that shoppers exposed to an AR
following: experience have a 94 percent conversion rate. Customers like
the ability to visualize products in 3D while they shop.
• Shoppers see 2022 as the tipping point for self-
checkout, with shoppers citing it as the most used • Fifty-six percent of respondents to a NielsonIQ survey
technology tool at physical retail. This means say AR makes them feel confident
merchandising practices for retailers must change and
adapt in order to sustain lucrative impulse purchases. • Sixty-one percent of respondents prefer shopping at
retailers that provide an AR experience
• Self-checkout joins QR codes and retailer shopping
apps as the technologies that best help improve VIRTUAL REALITY (VR)
the shopping experience. More than two-thirds
of shoppers use self-checkout occasionally, while Most people are accustomed to experiencing virtual reality
44 percent use the retailer’s shopping app and 29 for games and movies, but now it’s in retail stores. About
percent use QR codes—all representing increases 33 percent of shoppers have used the technology in the
from previous years. past six months. VR is an immersive experience that lets
customers visit a virtual store to check out products and
TYPES OF DIGITAL TECHNOLOGY interact with an avatar staff. They can even personalize
CONSUMERS PREFER some merchandise before making a purchase. Thirty-two
percent of shoppers end up buying products they review on
It can be challenging for retailers to keep track of the virtual platforms.
various digital technologies that shoppers engage in
online. While using apps and QR codes are standard Physical and online marketplaces are becoming
practices, Augmented Reality (AR) and Virtual Reality (VR) increasingly competitive. When given the opportunity,
is still gaining traction. Consumers find them appealing small-to-medium-size retail operations should take
for various reasons. advantage of the digital resources offered through co-ops,
wholesalers, and manufacturers. Incorporating digital
technology into physical stores enriches the customer
experience and makes it easier to do business with the
establishment.
Spring 2023 CUTTINGEDGE Products 23
OSPONTLIGBHTUSINESS
Staying Agile Helps
Independent Retailers Succeed
I ndependent businesses have proven they can be flexible artitwpd/stock.adobe.com surging prices, what they’re doing is pivoting. They’re being
and innovative when dealing with a growing list of chal- more agile. They’re talking about ‘Made in the USA’ to defeat
lenges. While the health impact of the pandemic has supply chain vulnerability. And they’re thinking about 2023.
dramatically subsided, the residual effects, such as supply I’ve never seen that spirit of planning more so than today.”
chain disruptions, rampant inflation, and a shortage of skilled
workers, remain. Main Street small-and-medium size busi- SUPPORT FLEXIBLE PAYMENT OPTIONS
nesses (SMBs) are the fuel that fires economic growth.
Retailers have become more flexible and now offer consum-
While 99.9 percent of new ventures ultimately fail. Those ers more payment options. This includes traditional credit and
companies that survive create a new legacy and redefine the debit cards, buy now, pay later, mobile payments, Apple pay,
scope of American business. Here are some exciting details and Digital Wallet. The point is to eliminate barriers that could
shared by the U.S Small Business Administration (SBA) about prevent closing a sale. Companies that can adapt to consumers’
the significant impact of small businesses on the national changing behavior will continue to thrive.
economy.
Ed Hallett, senior director of SMB PayPal, says, “When
STRATEGIES TO SUCCESS you’ve done everything necessary to get a customer to that
point of purchasing, you’ve done 95 percent of the work, and
Rapid changes in society and technological advances are com- you’ve probably spent a bit of money and time getting them to
pelling retailers to move their organizations to agile business that point, make sure you give the customer the flexibility of
models to achieve goals quickly and adapt to new situations. payment options to close the deal.”
When commenting on the lingering effect of the pandemic
in an SMB-TV series, Mark Madrid, head of the Office of LEVERAGE GOVERNMENT-SPONSORED RESOURCES
Entrepreneurship for the SBA, says, “This is a once-in-a-lifetime
event. When you take into account the pandemic and now the The SBA encourages entrepreneurs to utilize the resources
designed to support small businesses. As Mark Madrid noted,
“Small businesses don’t take a holiday break.”
• 1,000 Small Business Development Centers
• 150 women’s business centers
• The SCORE program with 10,000 volunteer business
mentors
• 250 SBA chapters across the country
BE CUSTOMER FIRST
Good communication is essential to know what products
customers prefer to buy. It’s also the best way to maintain a
solid relationship with loyal shoppers. Recommending certain
products, asking questions, and sending an e-mail or text can
go a long way toward staying connected. Sometimes retail-
ers think it’s almost impossible to keep up with consumers’
demands—they want it all. But the key is to have a custom-
er-first attitude and help provide solutions for their home
maintenance and repair problems. Isabella Guzman, SBA
Administrator suggestion to retailers is “to be more customer
first, technology forward, and to advance equity.’
24 CUTTINGEDGE Products Spring 2023
Think SMART 169824113 © Nuttapong Punna | Dreamstime.com
to Maximize Marketing
I ncreasing sales requires making marketing a high priority GETTING OPTIMUM RESULTS
on your to-do list.
Home Improvement retailers who take a SMART After developing a SMART marketing plan there are several
approach to marketing understand the important role it steps you can take to get maximum results from the
plays in maximizing profits. Developing a structured market- campaign and better understand your customers.
ing plan, rather than holding a series of random promotions
will enable you to identify measurable results that can help • Testing: For large scale campaigns, consider creating
you increase sales and grow your base of loyal customers. different versions of your marketing materials to find out
which version performs the best. Send each version to a
The advantage of creating a SMART plan makes it easier small segment of customers. Based on the final results,
for you to establish promotional goals and to know when send the most popular one to your entire customer list.
each of them has been accomplished.
• Targeting: Do you know who are your most profitable
Admittedly, marketing can be challenging—it takes time, customers? This information should be included in a
money and creativity. But, performing the function is a customer profile that tells you everything you can find
requirement for every business that wants to compete and out about your best customers. The customer profile can
win in today’s marketplace. help you reach certain customers that match specific
demographics. Creating multiple profile can let you
The SMART marketing plan should be tailored to your develop campaigns that speak to each target audience.
business and adhere to certain guidelines since you need to
know your return on investment (ROI) for the promotion or • Follow Up with Rewards: Remember to reward loyal
campaign. To determine success the plan should be: customers and new customers with special gifts to
encourage them to shop with you in the near future.
• Specific: Define the specific outcome of the promotion/ Money-saving coupons are the perfect way to build
campaign and determine the steps that need to be relationships and to show you appreciate their business.
accomplished.
• Stay in Touch: Sales are important. But, businesses that
• Measurable: Determine the results that will be used to are successful have also built great relationships with
measure success. (sales, traffic, new customers?) their customers. Use the softer side of marketing to stay
connected with customers without focusing on sales. Let
• Action-oriented: Assign the people who are responsible them know you remember their birthday or anniversary
for action to achieve the specific outcomes, by sending an e-mail or postcard for special occasions.
• Realistic: Based on your resources, what results can be When it comes to marketing your business, don’t be afraid
realistically achieved? to try new ideas or adjust your original plan when it gets
Do you have the time, money and people to get derailed due to factors beyond your control. Think of it like
everything done? riding a bike. If you fall down, just get right back up and start
pedaling.
• Timed: Set deadlines and determine how much time is
required to complete the campaign/promotion.
Spring 2023 CUTTINGEDGE Products 25
OSPONTLIGBHTUSINESS 124275530 © Everythingpossible | Dreamstime.com
Ways
to Improve Sales
by Using Customer Data
H ome Improvement Retailers usually have unaffordable for smaller businesses. However, there
access to a treasure trove of customer data is simple information readily available for retailers to
but often do not use the information to their analyze and gain insight into how customers think
advantage. In the “good old days,” it was and what stores need to deliver a good customer
enough for store owners to greet shoppers and help experience. Use this information to build a customer
them make a purchase as they entered the store. database:
However, digital technology and e-commerce have
made it essential for businesses to collect data to • Email lists
understand customer behavior better and supply a • Customer transactions
more personalized in-store and online experience. • Social Media Contacts
While Fortune 1000 companies and big conglomerates • POS data
have funds to hire organizations that compile big Rather than viewing creating a list as a waste of
data and track trends, these resources are often time, it’s important to focus on the benefits to your
customers and the positive impact on your business.
26 CUTTINGEDGE Products Spring 2023
1 CREATE PERSONALIZED of interest to specific customers makes it more likely to
MESSAGES be opened, read, and actionable.
Consumers are flooded with market-
ing messages, so it’s difficult for retail- • First name in the subject line (26 percent more
ers to break through the clutter to likely to be opened}
get shoppers’ attention. Sending mass
emails can be ineffective since they are • Most recent purchase
• Gender or location, if relevant (ex., Ladies’ Night,
often deleted or automatically go into the spam folder.
When consumers can identify the sender, they are Seasonal merchandise)
• Other personalization options
more likely to view the message as relevant to their Creating effective emails can increase your open and
lives. Research conducted by Salesforce, a business click-through rates. These messages have a measurable
software company, shows fifty-two percent of con- impact on return on investment and revenue. Study
sumers expect marketing to be personalized. And results indicate personalized messages are twenty-six
two-thirds believe companies they patronize should percent more likely to be opened, and revenue is 5.7
know what products and services they want and need. times higher than emails without personalization.
“Small businesses using customer data to personalize
experiences are better positioned to strengthen their 3 IDENTIFY AREAS TO IMPROVE
customer bases and build brand loyalty, says Momchil
Kyukchiev, co-founder and CEO of Leanplum, a mobile Tracking customer complaints about
marketing automation platform. specific products or employees that
perform below standards can help
owners detect patterns that may be
difficult to discover without feedback
196346915 © Monkey Business Images | Dreamstime.com from shoppers. Reviewing customer
data provides an opportunity to alert manufacturers
to potential product defects or to support employees
by providing additional training. It’s best to be proac-
tive and address issues as they occur. Send a message
inviting them to visit your physical store or shop online
by extending an exclusive offer to return.
4 GENERATE REPEAT SALES
Checking POS data to review what
products customers buy and the date
the merchandise was purchased can
help retailers alert them to purchase
a replacement. Store owners can also
contact customers who haven’t shopped
their business for a specific period. Since customers
have an existing relationship with your organiza-
INCREASE RESPONSE TO EMAILS tion, they tend to view these reminders as a valuable
2 Email campaigns are a budget-friendly service. Taking these measures creates connections and
way to update and send offers to
existing customers. Personalized promotes loyalty to your establishment, which can be
emails can also persuade shoppers to
beneficial.
Understanding your customer by using existing data
is good business on many levels. Use the informa-
visit your business for the first time to tion to market and sell products, train staff, improve
buy hot deals or other products and business operations and take customer service to the
services. Tying the information in the email to products next level by taking advantage of available resources.
Spring 2023 CUTTINGEDGE Products 27
SOPONTLIGBHTUSINESS
140808106 © Fizkes | Dreamstime.com
Protecting your Business
Against Credit Card Fraud
R etailers are aware that credit card fraud is always in should be established procedures employees consistently
season. Not only does this criminal activity hurt con- follow when accepting payments.
sumers, but it also erodes trust and robs businesses
of hard-earned profits. Due to the widespread use HOW EMV LIABILITY SHIFT IMPACTS MERCHANTS
of credit cards, it’s little wonder they are the primary method
used by criminals to commit financial fraud. Consumers and Although upgrading to EMV is not the law, as of 2015, the
businesses are most commonly targeted by those seeking to liability for card-present fraud can now be the responsibility
steal money or make unauthorized purchases. of the card-issuing bank or merchant. The fraud burden falls
to the merchant if the card is “swiped” using the magstripe
While there are specific steps consumers can take to help instead of “dipped” using the chip. This applies to businesses
secure their information, businesses can also follow best that have an EMV terminal and those who have not upgraded
practices to protect themselves against theft by credit card. to EMV at this point. However, there is a sense of urgency by
The measures will differ for card-present transactions versus banks and companies in the U.S. to install devices that accept
online transactions. However, any precautions you take the cards.
28 CUTTINGEDGE Products Spring 2023
WARNING SIGNS OF POSSIBLE IN-PERSON FRAUD address will match the card-issuer’s address on file. If
the address fails to match, the merchant can decline the
Here are a few things to watch for when the person making purchase.
purchases is not be the rightful owner of the credit card. 4. Carefully review return receipts. Check the person’s name,
Signs of potential fraud include: account number, and signature against the transaction
receipt for conflicting information.
• The person takes credit card out of pocket instead of
wallet or purse REPORT FRAUD WHEN IT HAPPENS
• Purchase of a large number of expensive items Employee safety is always the highest priority when busi-
• Attempting to rush you to finalize the purchase near nesses encounter fraudulent situations. Instruct associates to
remain calm and avoid alarming the person presenting the
closing time card. Contact the card issuer’s authorization center to ask for
• Trying to convince you not to insert chip or swipe card a code 10 authorization request. Answer all of the operator’s
questions with a simple “yes” or “no,” then follow the instruc-
by saying the card is damaged tions he or she provides.
SHOPPING ONLINE INCREASES Under no circumstances should the employee attempt to
FRAUDULENT PAYMENTS apprehend or confront the customer.
Online shopping presents the most significant opportunity for If needed, the operator will contact the police as the
fraud. Hackers can obtain credit card numbers through unse- employee waits on the phone.
cured or imposter websites, as well as through data breaches.
The financial information can then be used to make online 227382265 © Natallia Kviatkouskaya | Dreamstime.com
purchases without a physical credit card. This illegal activity
is called card-not-present (CNP) fraud and is 81 percent more WHICH CONSUMERS ARE THE TYPICAL VICTIMS?
likely to occur than point-of-sale fraud. In fact, CNP fraud
accounts for 45 percent of all fraudulent charges. While the elderly are considered the most likely credit card
fraud victims, it is people ages 20 to 49 since they tend
Although businesses can’t see the cardholders engaging in to have more credit cards and active accounts. Thirty-five
eCommerce transactions, they need to take extra precautions percent of consumers have been victims of credit card fraud,
to ensure the fraudulent activity is not taking place. Warning and the likelihood increases as you age.
signs may include:
• Credit card fraud increased 72.4 percent in 2019,
• Orders that include several of the same items that are from 2018
odd to purchase in multiples
• With over 270,000 reports, credit card fraud was the
• Numerous big-ticket items that have high resale value most common type of identity theft.
• Orders that fail address verification or CID 3-digit
• The Capital One data breach in 2019 affected 100 million
number on the back of the card consumers in the U.S.
• Rush or overnight orders
• Multiple purchases on the same day The U.S. is the global leader in credit card fraud. Payment
• Orders made on multiple cards that are shipped to the fraud has caused losses of $24.26 billion worldwide, with the
U.S accounting for 38.6 percent. Its apparent credit card fraud
same address will not go away soon. However, with EMV technology, the
outlook has significantly improved. In 2016, in-person trans-
FOUR WAYS MERCHANTS CAN actions accounted for just 2.4 percent of credit card fraud; in
HELP PREVENT FRAUD 2018, that number declined to 1.4 percent. Ecommerce is the
new frontier for hackers and scammers due to the unprece-
Creating processes and procedures that sales associates can dented growth in online shopping. Merchants who train store
easily follow will reduce the possibility of your business associates to watch for signs of fraudulent activities signifi-
becoming a victim of credit card fraud. These four steps are cantly reduce the chances of becoming victims.
non-confrontational ways to protect credit card holders and
verify the person’s identity.
1. Check identification with every credit card purchase.
When the name on the ID does not match the name
on the card, the business owner can decline the
transaction. However, if the cardholder refuses to present
identification, the merchant must honor the card.
2. Check the Credit Card for Damage. Stolen cards may show
signs of damage or tampering.
3. Use Address Verification Service (AVS) to confirm the
address. It’s a reasonable expectation that the billing
Spring 2023 CUTTINGEDGE Products 29
MCAONUMFACPTUARENR SYPOTMLIGHITLESTONES
Commitment and Innovation
Transform Scepter into Industry Leader
The company started more than 70 years ago. What family business with an unwavering commitment to serving
is the reason for its longevity and success? customers with intelligent, innovative containers that are
Evald Torokvei started a small business without much more tough, safe, and easy to use. They’re still made in a way that
than a passion for innovation and a drive to be the best. The would make Evald proud.
business doubled in size through smart choices, and smarter
designs. We started winning innovation awards and earned How does innovation benefit retailers and their customers?
95% of the global marine fuel tank market. For the military, Innovation, from those driving end-consumer products to
Scepter developed better packaging for safely handling and the manufacturing processes that enable them, can drive
storing heavy caliber ammunition, converting from metal to down costs, improve reliability, and ultimately improve
plastic fuel cans as the new standard. Armies worldwide refer people’s lives. For the consumer, innovation means excellent
to their military fuel can as a “Scepter Can.” quality, easy-to-use, and safe products at an affordable price
to enable their activities at work and play. For the retailer,
When Scepter turned its attention to the retail market, the innovation drives customer demand and continuously
company soon became trusted worldwide for producing improves manufacturing efficiencies, reliability in supply,
rugged, ergonomic, and easy-to-use fuel containers. Steady and mitigating cost.
growth and expansion ensued, and Canada operations were
strengthened by purchasing a key facility in the heartland What lines do you suggest retailers stock to
of America. This growth and prosperity impressed Myers achieve more sales and bigger profit margins?
Industries of Akron, OH, so much that they acquired Scepter There are three primary lines Scepter would recommend:
in 2014. Founded by brothers in the 1930s, Myers Industries
has a similarly rich history of steady growth from a local 1. SmartControl® Fuel Containers: SmartControl® fuel
distributor to an industry-leading manufacturer. Even with containers are the easy choice as a trade-up can for
global success, Scepter retains the mentality and values of a consumers with a better fueling experience and an
30 CUTTINGEDGE Products Spring 2023
improved margin position for the independent retailer. Does feedback from retailers, government agencies,
SmartControl® Fuel Containers are available in 1G, 2G, and consumers play a role in how the company
and 5G gas and 5G diesel and kerosene. approaches research and development?
2. Flo ‘n Go® Duramax™ Fuel Caddy: The Flo ‘n Go Duramax Absolutely! External factors with the customer at the
is a unique, high-capacity 14-gallon mobile fueling core continually fuel our new product development and
solution, available in gas and now with a new diesel innovation pipeline. Governmental agencies and regulatory
solution our end users have told us they want. The bodies set the baseline standards all manufacturers must
Duramax Fuel Caddy provides a safe and convenient abide by—from child safety to emissions and everything
way to refill gas or diesel-powered tools, boats, in between. Our teams engage with these groups closely
generators, ATVs, and more. Refueling has never been so to stay on top of needed changes and ensure regulations
simple from the farm to the cottage, for work or for play. adherence. We also consistently seek and review feedback
3. Scepter® Marine Fuel Containers: Fueling life on the from our purchasing and end-use customers to understand
water smart, rugged, and reliable marine fuel tanks and opportunities to improve current products and ideate new
accessories are available from Scepter and are a great solutions for the marketplace. These could include face-
add-on solution for independent retailers in marine to-face meetings or tradeshows to digital options such as
geographies. analyzing ratings and reviews and consumer inquiries to our
customer service center.
Why should retailers add Scepter fuel
containers to their inventory? How did Scepter deal with supply chain
Scepter is the first company to provide plastic fuel containers challenges at the height of the pandemic?
in North America. We have decades of experience During the pandemic, Scepter’s customers never saw a
manufacturing products to consistently meet the required disruption in supply. As part of a larger plastics company,
regulations and the end consumer’s needs. Focused on safety, Myers Industries, we leveraged our buying power and
durability, reliability, and ease of use at an affordable cost, sources in multiple countries to meet our commitments. All
Scepter’s SmartControl® is the ideal trade-up solution for the businesses faced the challenges of labor, supply chain, etc.
end-users fueling needs. Similarly, focusing on those same Still, as we do in supporting all types of emergencies like
factors, manufacturing reliability, and continued investments hurricanes, floods, and other events like the Texas Freeze
in inventory means Scepter is always prepared to serve the and Colonial Pipeline, we were prepared to fully meet the
marketplace and is consistently trusted to do so. needs of our customers and the end user.
What are Scepter’s good, better, best What do you want the independent retailer to
product lines for sale at retail? know about Scepter and its employees?
Scepter’s base fuel can option is the AmeriCan line with Scepter and its people are dedicated to providing the
our child-safe spout. The Scepter trade-up can, and the marketplace with innovative, trusted, and best-in-class
optimal end-user experience, is the SmartControl® line which solutions. As we’ve done for over 70 years, we are committed
features a clean, fast, and hassle-free experience. Featuring to quality and safety, maintaining our industry-leading capacity,
a simple spout and flame mitigation device, SmartControl® and reliability. This philosophy enables us to be consistently
eliminates frustration with an easy-to-use, durable design there for our purchasing customers and consumers.
and a rear handle for improved handling. The SmartControl
fuel container’s squeeze-controlled flow rate makes filling
everything from lawnmowers to recreational vehicles a
cleaner, safer, better experience—without spilling a drop.
SmartControl® provides premium performance at an everyday
price point.
For larger fuel capacities, the Flo ‘n Go® Duramax™ Fuel
Caddy offers a safe and convenient way to refill gas-powered
tools, tractors, boats, jet skis, ATVs, and more. The gas caddy
features sturdy 6” wheels and a 10’ long hose for ease of
mobility and uses a patented pump handle. It has the ability
to dispense fuel with either siphon or gravity modes. The
Duramax Fuel Caddy has been available in a gas version, and
a diesel version is now available in 2023.
Spring 2023 CUTTINGEDGE Products 31
LAWN & GARDENPRODUCT SPOTLIGHT
Therapeutic Gardens
Connecting People with Disabilities to Nature
S pending time in a garden can be REHABILITATIVE GARDENS: These gardens serve
therapeutic for most people, especially a dual purpose—they are designed to heal
those with mental, physical, or the gardener and the environment. It can
emotional challenges. Depending bring people together for social and
on the disability, connecting with environmental reasons in communities
nature can promote social interactions, with poor-quality soil or erosion
improve fine motor skills, improve problems. Rehabilitative gardens can
concentration, or instill a sense of be populated with natural species
independence. Research indicates and traditional plants that are readily
that therapeutic gardens enhance the available.
outlook and lives of people who feel
enriched by their beauty and tranquility. MEDITATIVE GARDENS: These carefully
planned gardens aim to restore the
Like naturalized or butterfly gardens, person’s emotional and psychological
these types of gardens are designed balance. It has paths and alcoves for solitude
with a specific purpose. According to the and quiet meditation. These gardens are highly
American Horticulture Therapy Association, a beneficial for veterans with PTSD, victims of violence,
therapeutic garden is “a plant-dominated environment or those who are grieving.
purposefully designed to facilitate interactions with healing
elements of nature. Interactions can be passive or active RESTORATIVE GARDENS: Creating a peaceful sanctuary that
depending on the garden design and user’s needs.” relieves stress, calms nerves, and heals trauma are a few
reasons gardeners and health organizations build restorative
It’s essential to understand who the garden is designed gardens. In addition to natural plants, these gardens often
to support. Someone challenged with autism or mental include ponds with fish and small animals. In cases where
illness may have sensory issues that must be considered hospitals encourage patients to participate, they can do so at
when selecting plants, equipment, and developing the leisure.
space. Whereas mobile individuals can navigate an area with
plants of various heights, it will be easier for someone in a GROWING A THERAPEUTIC GARDEN
wheelchair to care for plants in a raised bed.
The need for therapeutic gardens will grow and consumers
THE FIVE TYPES OF THERAPEUTIC GARDENS will stop at their local garden centers to purchase plants,
decorative figures, and other essentials. The type of gardens
Gardens can be designed for hands-on, active participation or people grow will determine the plants and elements selected.
as passive, contemplative environments. The five categories are The general design may include plants of various colors,
healing, enabling, meditative, rehabilitative, and restorative. sizes, and textures. Add natural elements such as interesting
rocks or other organic elements.
HEALING GARDENS: Horticultural therapy is used to improve
the healing process. This type of garden consists of fragrant Growing coneflowers, alliums, or tulips will add bold
plants, colorful plants, and water elements that promote colors. Native wildflowers are also an attractive option. Plants
mental, emotional, and physical healing. attracting bees and butterflies will benefit wildlife and the
environment. Gardeners can create architecture by adding
ENABLING GARDENS: Physical activities related to gardening trees and shrubs of various heights. Understanding the
can make people feel more confident and mentally fit. importance of natural gardens to the people who benefit from
Planting can improve strength and coordination. Enabling them will help retailers provide knowledgeable advice and
gardens are often used to help patients recover and can also great service to diverse customers.
include training for a job related to horticulture.
32 CUTTINGEDGE Products Spring 2023
THE REFERENCE FOR
SCAFFOLDING AND
JOBSITE PRODUCTS
IN NORTH AMERICA
6 BAKER
1 SCAFFOLDING 2 MITER SAW STAND • Motorized system to move
your baker type scaffold.
3 STORAGE RACK 4 UTILITY CART
• Prevent the need to descend
from your baker to move it
• The motor can be powered by
the 6 largest battery brands
• Long duration, 4500 feet of
battery life on a single battery
charge
• Automatic wheel lock safety
system
• Moves on a job site without
the need for a freight eleva-
tor, unlike a scissor lift
UTILITY SCAFFOLD WITH TOOL SHELF ULTRA-JACK®
SCAFFOLDING
SYSTEM
• Easy to install
and operate.
• Heavy duty
system with
capacity of
500 lb load
• Light and easy
to transport
products made
of aluminum
• Integrated tools shelve
and guardrail
• Double safety locks on wheels
• Safe product for all industrial,
commercial, and residential project
• 59 pounds unit
WWW.METALTECH.CO • 1 800 363-7587
The QUIKRETE® app provides product searches, how-to videos, and a handy
product quantity calculator to help make you and your sales staff more
knowledgeable in just a few clicks. Download it today or visit quikrete.com
to learn more.
LAWN & GARDENPRODUCT SPOTLIGHT
NEW! SKEETER HAWK MOSQUITO DEFENSE VALVOLINE
ADVANCED FULL
Introducing SKEETER HAWK, the world's first complete line SYNTHETIC
of flying insect defense products that combine safe, all-natural MOTOR OIL
ingredients with powerful elimination technology. Now you
can protect your family from annoying pests and the harmful Valvoline Full
effects of harsh chemical repellents. With SKEETER HAWK, Synthetic is
you get layers of proven protection—while hanging out in the designed specifically
backyard patio or hiking in the woods. The complete line of for customer’s
SKEETER HAWK includes wearable repellents, traps, zappers hardworking cars,
and bait stations. trucks, and SUVs.
Provides a great
For more information or to place an order, contact your opportunity to grow
Skeeter Hawk sales manager. premium mix and
drive increased profit
SKEETER HAWK margins for your
800-255-6061 OR SKEETER-HAWK.COM business. Valvoline’s
Full Synthetic motor
oil is formulated for
increased thermal and
oxidative stability to keep your vehicle on the road longer. Our
full synthetic helps reduce formulation of sludge and varnish
deposits in your engine. Additionally, this formula provides
resistance to chemical and physical breakdowns, which helps
extend engine life. Compared to standard motor oils, our
full synthetic features lower oil vaporization as well as lower
consumption when driving in extreme temperatures.
VALVOLINE
800-832-6825 OR VALVOLINE.COM
CHILD-RESISTANT ANT BAITS DRILL DOCK
RESCUE! Ant Baits are tested and proven child-resistant— Drill Dock is a grab and go organization system for your
and they won’t make a mess! Gel formula won’t spill out of the drills and drivers. The universal design allows Drill Dock to
bait station, keeping the floor clean and kids and pets safe. It accommodate almost any drill or driver on the market. The
uses two baits—a sugar and a protein—to lure more ants for fixed mount and side clip make it easy to transition Drill
a faster and more complete kill. Place anywhere around the Dock between the shop, vehicle, and job. A heavy-duty side
house for visible results overnight. Like all RESCUE! products, magnet helps keep your most used bits and tips ready for
Ant Baits are 100% Made in USA. action. Stay organized and productive with Drill Dock. Proudly
made in the USA.
RESCUE! PEST CONTROL PRODUCTS
ANTBAITS.COM DRILL DOCK
STEVEN ROTTENBERG, [email protected] 888-945-4545 OR DRILLDOCK.COM
42 CUTTINGEDGE Products Spring 2023
FLY TRAP MAX RHINO CART ALL-TERRAIN MOVER EZ-POUR® PRE-
MIX FUEL SPOUT
The all-new Fly Trap Max is the The Rhino Cart all terrain mover is the
biggest fly trap RESCUE!® has ever most rugged all terrain moving cart on The all-new EZ-POUR® Pre-
built, allowing homeowners to catch the market. It’s a heavy-duty moving Mix fuel spout connects
thousands of flies with very little effort. dolly specifically designed to conquer directly to most pre-mixed
To use the trap, all that’s needed is thresholds, uneven surfaces, and even and ready-to-use fuel cans
a little bit of water—the fast-acting hard pack dirt & gravel while carrying in both quart and 1 gallon
attractant does the heavy lifting. up to 2,000lbs. The telescoping frame sizes. The 7” flexible spout
It’s easy, clean, and effective. The easily adapts to move items from 6”–46” allows for easy, spill-free
smarter combination. Like all RESCUE! while the non-marking wheels protect fueling on small engines
products, Fly Trap Max is Made in USA. your floor. The perfect option or moving and hard to reach tanks
heavy appliances, gun safes, furniture, eliminating the need for
RESCUE! PEST CONTROL PRODUCTS and building materials. Proudly made in a funnel. It includes
RESCUE.COM/BOOKNOW the USA. a flame arrester for
STEVEN ROTTENBERG, SROTTENBERG@ safety, storage cap,
RESCUE.COM RHINO CART and cap strap. Perfect
866-744-6628 OR RHINOCART.COM for homeowners
with small engine
equipment, camping,
and outdoor enthusiasts where pre-
mixed fuel is required. Order your
EZ-POUR® Pre-Mix fuel spout at www.
ezpour.com or at your local retailer.
EZ-POUR
EZPOUR.COM
2301CUTEDGE_MiTM.indd 1 At Mi-T-M, we pride ourselves on
building mighty, damn good equipment.
It’s what sets us apart from our
competition. When you purchase
equipment with the Mi-T-M name on it,
you are buying dependable equipment
that is designed, built, and tested by
good people. Mighty. Damn. Good.
POWERED BY
3 YEAR WARRANTY
UMaSdeAin
with Globally Sourced
Components
www.mitm.com | 800-553-9053
Air Compressors | Portable Generators
Air Compressor/Generator Combinations
Air Compressor/Generator/Welder Combinations
Cold and Hot Water Pressure Washers
Jobsite Boxes | Portable Heaters | Water Pumps
Wet/Dry Vacuums | Water Treatment Systems
Spring 2023 CUTTINGEDGE Products 43
12/2/22 10:21 AM
#BRPT704H BRAVE MINI TRENCHER
Mini Trencher
The Brave BRPT704H Mini Trencher is perfect
for homeowners or landscapers. The unit
is lightweight, maneuverable, and easy to
operate. And the interchangeable rotors
make it very versatile. Use it to bury cable or
pipes, prune roots, remove stumps, install
garden edging, define landscape beds, and
more.
Find yours today!
gnedi.com/BRPT704H
866-994-0902 | [email protected]
Heavy-duty Attachments DO MORE WITH YOUR MOWER!
for Commercial Mowers
Upgrade your mower with
JRCO Heavy-Duty Attachments!
These attachments are
designed to span all seasons,
are easier to maintain, and cost
significantly less than their
stand-alone counterparts.
www.jrcoinc.com/CEP
[email protected]
866-537-6231
gnedi.com/ultra-tow | 800-822-0295 | [email protected]
gnedi.com/337S-13HC · (866) 994-7102 · [email protected]
337S Swivel Stump Grinder 2
1
ITEM# 337S-13HC
1.Swiveling grinder head allows 3
4
for easy sweeping action
2.Comfortable to use - walk behind 5
design with adjustable handle
3.Honda GX390 Engine with
Cyclone Air Cleaner
4.Unique side discharge keeps debris
away from machine and operator
5.Eight 700 Series Greenteeth standard
I&ROONAK® #BH2W3018GXT
30 Ton Horizontal Log Splitter
w/Torsion Axle
With Torsion Axle
for Smoother Towing!
VERTICAL/HORIZONTAL | SKID STEER | ACCESSORIES
gnedi.com/BHVH3018GXT | (866) 994-6830 | [email protected]
The Maxim RT190H Rear
Tine Hydraulic Tiller is a beast
waiting to be unleashed in
your garden! This tiller is
built tough to hold up to daily
professional and rental use.
Dig through the most difficult
soil, clay, and sod with ease.
Learn more at gnedi.com/RT190H!
MAXIM COMMERCIAL REAR TINE TILLER 866-994-8414
[email protected]
PPRAODIUNCT TSPO&TLIGSHTUNDRIES 12-PIECE PAINT PROJECT KIT (PC12K)
M-1 WASTE The ALLWAY® 12-Piece Paint Project Kit includes all the
PAINT HARDENER necessary tools for quick and easy paint projects, home
projects and touch-ups. This kit
Powder formula hardens includes the
paint spills and colorant ALLWAY®
instantly making cleanup 1.25-quart
easy. Just sprinkle EZ Paint
product over spilled paint, Pail and six
sweep up hard pieces disposable
and dispose. Great for ALLWAY® EZ
latex and oil-based paint Paint Pail Liners.
spills & disposal. The 4.7- The paint pail has
ounce package will solidify a soft grip handle,
up to one gallon of paint. and the magnets
Resealable bag closure. allow the brush to be soaked
Six bags per carton in shelf in paint or can be adjusted.
display. Also included are a 2-inch
SUNNYSIDE CORPORATION angular sash brush for use on
847-541-5700 OR WWW. all surfaces for touch-ups and trimming, a mini roller frame, 2
SUNNYSIDECORP.COM microfibers 3-inch mini rollers and a medium grit sandbar for
surface prep and detailing.
ALLWAY TOOLS
ALLWAYTOOLS.COM
46 CUTTINGEDGE Products Spring 2023 12/13/22 11:08 AM
2301CUTEDGE_Franmar.indd 1
GREEN ENVY BLUE BEAR® SAFENOL™
MURIATIC ACID PAINT & URETHANE STRIPPER
Green Envy Muriatic Makes your customers’ DIYprojects
Acid Replacement is an safe and enjoyable! It effectively
inhibited, non-fuming removes paint (including lead-based),
hydrogen chloride solution varnish,enamel, urethane and more,
that safely etches concrete without harsh chemicals or noxious
and cleans brick and odors. Safenol’s easy-to-use gel
masonry. It produces 90% formula strips multiple layers in
less fumes and is safer a single application, softening
to use than Muriatic Acid. paint in as little as 20 minutes.
Use Green Envy Muriatic It’s low-odor, ideal for use
Acid Replacement to indoors, and great for beginners
remove rust, mineral spirits and seasoned hobbyists alike!
and deposits from tools Safenol is available at: Ace
and other steel items or to Hardware 53093, True Value
balance pH levels in your 9238, and Do It Best 7068.
swimming pool. Apply it
with a plastic bristle scrub FRANMAR
brush and rinse thoroughly with water. Available in gallon and 800 538-5069 OR FRANMAR.COM
quart sizes. [email protected]
SUNNYSIDE CORPORATION
847-541-5700 OR WWW.SUNNYSIDECORP.COM
2301CUTEDGE_Sashco.indd 1 Spring 2023 CUTTINGEDGE Products 47
12/8/22 11:12 AM
IMPULSE ANDPRODUCT SPOTLIGHT BUSINESS SOLUTIONS
Selling Impulse Items Can
Prompt Customers to Buy More
O ne of the busiest spots at wholesaler markets is the Ryan Tronier, the senior personal finance editor for the
Impulse area. Retailers check out everything from social platform Slickdeals, says, “Contrary to conventional
peppered beef jerky to sequined key chains to wisdom, our research shows that impulse spending can be
packages of thermal socks. Most displays are loaded associated with saving money. Our Slickdeals community has
with tempting merchandise that will entice shoppers to stop millions of real people constantly finding the best deals at the
and buy quickly. Impulse buying is a shopping indulgence for best price, which means that even if you weren’t planning to
almost 90 percent of Americans. buy everyday items such as laundry detergent or coffee at a
given time, stocking up when there’s a great price can ulti-
Purchasing small and inexpensive treats and gifts for mately help your budget.”
ourselves can change the buyer’s disposition, relieve stress,
and make them happier. These items are a form of escape PLACE ITEMS IN HIGH-TRAFFIC
that doesn’t take much thought or effort. According to a LOCATIONS IN STORE
survey conducted by Slicksource Food/groceries (48 percent),
Household items (42 percent), and clothing (40 percent) are It doesn’t take much space to place racks of candy and
the top product categories for impulse buys. vending machines at or near the checkout. Doing simple
things can diversify your product selection and increase
• 62 percent of respondents felt happy after making an add-on sales. Dump bins and end-caps can be strategically
impulse purchase placed within high-traffic areas to promote seasonal items or
niche products that competitors may not offer. Remember to
• 66 percent of impulse shopping takes place in bed while upsell, when possible, to increase the basket size.
on a smartphone
LIMITED-TIME DEALS FOR CONSUMABLES
• 75 percent of those surveyed wouldn’t order online if AND SPECIAL BUYS
they had to pay for shipping
Shoppers are afraid to miss out on a great deal that can save
IMPULSE PURCHASES CAN BE PROFITABLE them money. Finder.com reports that 50 percent of people
point to Fear of Missing Out (FOMO) as the reason for their
Statistics indicate that more than 22 percent of retail pur- impulsive buying. Although the issues with the supply chain
chases are therapeutic since their primary purpose is to make have improved since the start of the pandemic, everyone
buyers feel better. Impulse merchandise is an opportunity for remembers the panic buying that happened when there was
hardware stores to improve profits by selling products with a shortage of toilet paper. One way to appeal to impulse
larger margins and faster turnover. shoppers is to create urgency by putting items on sale for a
limited time. This works well for consumables, special buys,
• Americans make 156 impulse purchases every year and bundled merchandise designed to build exclusive offers.
• 65 hr. per year is spent shopping online and 90 hr. per
MAXIMIZE EVERY CUSTOMER INTERACTION
year shopping in-store
• 40 percent of the money spent on e-commerce sites Give customers who visit a physical store an opportunity
to pick up products and interact with them while standing
were impulse purchases in the checkout line. Anything visual that gets shoppers to
notice the item is helpful. It includes using bright signs and
CUSTOMERS SHOULD BELIEVE large price cards. There are no downsides to selling impulse
THEY ARE GETTING A DEAL items. It’s a great way to refresh your inventory by continually
exposing customers to new products at value prices.
Price can determine if the shopper brings an item home or
leaves it at the store. Consumers can easily justify buying an
item that costs less than $20 versus one costing $100. Items
bought on impulse should make shoppers believe they are
getting a good deal and saving money. Unlike planned pur-
chases, these are random buys that are not in the budget.
50 CUTTINGEDGE Products Spring 2023