BEST CHOICE
2019FALL MGUAIRDKEET
It all happens
WMOARYSETO MAKE
8 YOUR BUSINESS BETTEr
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1 BEST CHOICE MAGAZINE
YOUR FALL MARKET
DON’T MISS LIST | 30
This market guide provides a great
overview of the many events and
activities designed to help you improve
your operations, expand your product mix,
recharge your batteries, and grow
your business.
The Sneak Peek draws thousands to the market <<
floor on Friday night for tremendous savings on a
range of popular products. But you have to be there THE TOTAL SOLUTION FOR THE
to get them! INDEPENDENT PRO LUMBER
DEALER | 08
THE DO IT BEST No matter your size, we can help
Fall Marketsm you grow your LBM business.
IT ALL HAPPENS HERE. WELCOME TO INDY! | 32
There’s no better way to recharge, rethink, There are lots of reasons our
and reinvigorate your business than to attend members enjoy their semi-annual
the Do it Best market. You’ll gain insights visits to Indianapolis, home of the
on retailing trends, discover innovative new Colts, Pacers, Indy 500 and the
products, challenge your thinking, and share Do it Best Spring and Fall Markets.
best practices with your peers.
We invite you to read through these pages and
learn about all the opportunities we’ve created
for you to strengthen your relevance in your
marketplace. Then, make your reservation and
discover why Do it Best is your first and best
choice for independent home improvement.
OCTOBER 18–21 IN INDIANAPOLIS. REGISTER
ON MYDOITBEST.COM.
2 | BEST CHOICE MAGAZINE
FEATURED SNEAK PEEK
CORE SOLUTIONS | 10 INTERNATIONAL | 28
Provides an opportunity to see the best of the best With over 450 stores in more
in the plumbing and electrical departments in a than 50 countries around the
home center setting. world, Do it Best delivers the
buying power and vendor
MERCHANDISING PREVIEW | 20 selection you need.
Delivers the best way to maximize your purchasing
game plan. PAINT DESTINATION | 44
Paint is a powerful sales driver in
STORE IMPROVEMENT & the home improvement industry.
RETAIL PERFORMANCE Learn how you can make your
Pride Home Center | 06 store a destination for paint.
SOCIAL MEDIA MARKETING EDUCATION DAY | 48
BECOME A SOCIAL (MEDIA) Build your knowledge across key
BUTTERFLY areas of your business.
Position your business as the first and
best choice in your community | 12
ESSENTIAL EVENTS
8 market events you won’t want
to miss | 16
ECOMMERCE
REDEFINING RETAIL
Independent retailers who embrace
ecommerce will continue to grow
their marketing relevance | 24
8 MORE WAYS TO MAKE YOUR
BUSINESS BETTER | 34
MARKET SAVINGS BUILDER
Build your market savings
game plan | 56
MARKET APP
Your market schedule in the palm of
your hand | 56
CUSTOMER LOYALTY
Building loyalty with your
best customers | 58
JOINUS <<
IT ALL HAPPENS HERE. Don’t wait another minute
Here’s a simple truth… When you come to our to learn why Do it Best is your
market in Indianapolis and really immerse yourself in first and best choice for
everything we have to offer, you and your business will home improvement.
benefit. I have no doubt about it. It’s been proven time Go to mydoitbest.com
and again. Sure, there are probably a few reasons why and register now for the
you haven’t been – the time away from the store, the Do it Best Fall Market.
cost to travel – but the Do it Best markets are so full of
opportunities for you to grow your business that you ignite your spirit. We’re featuring our Power
simply can’t afford not to be here! Preview, Celebration of Excellence, Sneak Peek,
Merchandising Preview, Super Saturday Specials,
Within these pages, you’ll read about just some and Shareholders’ Meeting to inform and inspire
of the events, activities, and special deals planned you with proven best practices and tremendous
for our fall market. We’re offering a full day of free purchasing opportunities. New to this market is
seminars designed to build your knowledge and the debut of Core Solutions, our comprehensive
5,000 square foot display of best-in-class
4 | BEST CHOICE MAGAZINE
plumbing and electrical departments. If you want to “You’re going to have a “
dominate these categories, you have to check out this good time and meet
area and take advantage of the special incentives we’ve a lot of people. You’re
created to get the right assortments in your store so you going to pay for your
can start selling more. But that’s only the beginning of trip just by attending
what this market can do for you. the Sneak Peek. And
you’re going to save
The market also provides you an opportunity to break money all weekend
from your routine and interact with industry experts long. There’s no reason
from Do it Best and our vendor partners. Gain insights not to come!
on retailing trends, discover innovative new products, Brady Albright
challenge your thinking, and share best practices Krempp Lumber Co.
with your peers. Enjoy a bustling Indy nightlife with
opportunities to relax, dine, and be entertained. And
after the market weekend, you’ll head home recharged
with a list of immediately actionable items to make your
team and your business even better.
Don’t wait another minute to learn why Do it Best is
your first and best choice for home improvement. Go to
mydoitbest.com and register now for the Do it Best Fall
Market – it all happens here!
DAN STARR, PRESIDENT & CEO
BEST CHOICE MAGAZINE | 5
RELEVANCERediscovering Their share in Pride to his partners. His departure was the
catalyst for Scott, Pat, and Bobby to take a critical look
S cott Brown, Pat Callahan, John Dunham, and Bobby at their business, reflect on how far they’d come, and
Longbine were four friends with a shared dream and evaluate their current position in the marketplace. They
the combined knowledge to achieve it. As home quickly realized they’d need to make some changes if
improvement industry veterans with the desire to work for they were going to remain a relevant resource in their
themselves, they bought an abandoned building in 1998 community. While other wholesalers and distributors had
and opened Pride Home Center in Amarillo, TX. Together tempted them with incentives and offers to switch their
they grew the business to include an indoor lumberyard, co-op affiliation, they chose instead to engage with their
greenhouse, flooring and cabinetry departments, and a Do it Best territory manager, Mike Haynes, to discuss their
stand-alone rental center with a full-service hardware store. next move and set out a vision for the future of
Pride Home Center.
In the fall of 2017, the powerhouse team of four became
three when John decided to retire and sell his majority
6 | BEST CHOICE MAGAZINE
Retail performance
At our fall market last year, the guys sat update departments, and broaden
down with the subject-matter experts on product selection.
our Retail Performance team and started
mapping out a plan for a complete At our fall market last year,
store improvement project. Our team the guys sat down with the
performed a customer survey and asked subject-matter experts on
investigating questions to gain insights our Retail Performance team
about Pride’s market area and what and started mapping out a
Bobby, Pat, and Scott envisioned for their plan for a complete store
business. The group discussed a variety improvement project.
of options to meet their goals. With an
initial strategy in place, Do it Best staff, Looking back to those first discussions
including store designers, visited the store last fall, the three partners were pleased
to further identify potential opportunities to be cutting the ribbon at their grand
and challenges and formulate solutions. re-opening celebration in June. As a result
of their store improvement project, not
It was important to the ownership team only is Pride Home Center a more relevant
that the project stay within budget and retailer for today’s customers, but their
be completed before their busy summer sales and customer count have already
season kicked off. With all this in mind, begun trending up and their gross margin
our team partnered with Pride to install has increased.
upgraded LED lighting and store fixtures,
include automatic entry and exit doors,
add checkout queues, widen the aisles,
Programs that Power Performance
If you strive for excellence and want to increase your relevance with
today’s customers, there’s a growth-oriented program just for you.
Talk to our team in the Retail Performance booth in the plaza.
RetailSTART!® RetailPLUS!® Merchandising Essentials MAX
RetailSTART! helps you grow RetailPLUS! is designed to Looking to aggressively revamp MAX is your member-exclusive
through a comprehensive plan provide scalable, customizable your product mix as part of your product and profit optimization
to add additional locations or options that best fit your store refresh or expansion? system that optimizes the product
complete major store expansions. needs, capabilities, and market Merchandising Essentials is a selection process for your store
When you participate, you’ll opportunities. This program helps Do it Best exclusive program that and simplifies the planogram
work with our team to receive you develop the best plan to offers growth solutions for any ordering process for your Retail
professional project management capture additional sized project. Performance project.
from analysis to completion. market share.
BEST CHOICE MAGAZINE | 7
tothteal solution
8 | BEST CHOICE MAGAZINE
LBM TOTAL SOLUTION
FOR THE INDEPENDENT When you come to the market, you’ll
PRO LUMBER DEALER experience our extensive menu of programs
to meet your unique needs, including
N o matter the size of your operation, we can leading-edge training and proven marketing
help you grow your LBM business. At Do it strategies. Our regional experts – each
Best, we offer comprehensive lumber and averaging 25+ years of experience – keep
building materials solutions, longstanding mill and you advised of regional and national trends,
vendor relationships, a world-class distribution and our dedicated account executives
network, and programs no one else offers. work with you to leverage 32+ weeks of
promotional buying opportunities. You’ll
We are the LBM leaders, with extensive programs want to attend our Leaders in Lumber panel
in every category. Our 120+ mill-direct relationships discussion on Friday, October 18, as we
in North America provide uninterrupted product review activity in 2019, forecast expectations
supply at the lowest possible cost. You have for 2020, and evaluate the continued shift
access to inventory in 25 lumber reloads with from Western SPF to other species as the
over 40 million board feet on the ground, offering fiber basket continues to shrink. You’ll
mixed trucks with speedy delivery. We boost your also find LBM-specific educational and
purchasing power, with our extensive building networking opportunities you won’t get
materials offerings boasting more than 150 anywhere else, like the LBM Industry Update
manufacturer and vendor programs with negotiated and LBM Reception, also held on Friday.
rebates and invoice discounts.
Our 120+ mill-direct
relationships in North America
provide uninterrupted product
supply at the lowest possible cost.
Our new Market Strategy Workbook is filled
with bios and contact information for all
attending mills, building material suppliers,
and Do it Best traders. You’ll want to meet
with lumber/panel mills and building
material suppliers to review your business
and prepare for the year ahead, which will
translate into more gross margin dollars and
less scrambling for inventory. And speaking
of dollars – you’ll save a bunch of them
with our amazing Super Saturday Specials
available exclusively on the market floor.
When you meet with our team of LBM experts at the
market, you’ll discover how our extensive programs
and mill-direct relationships, our reload centers and
extensive manufacturer and vendor partnerships, plus
our comprehensive pro/tradesman hardlines assortments,
combine to make Do it Best your total solution.
BEST CHOICE MAGAZINE | 9
And our LBM offerings go beyond lumber and<< Fall
panels. Do it Best proudly provides the most Market
extensive Home Décor co-op program in the
industry. At the market, talk to our team about Don’ t Miss
a Home Décor feasibility study to help you
access your market or training your employees LIST!
to sell at our annual School of Design. You’ll also
discover over 350 new Pro/Tradesman planograms CORE SOLUTIONS:
(representing 220 categories) specifically created for
lumberyards, home centers, and stores that sell to Your Plumbing &
contractors and tradesmen. Electrical Destination
The market offers you the perfect Get ready to be wowed when you visit our
opportunity to leverage our industry all-new Core Solutions featured display area on
experts to grow your business. the market floor. “Core Solutions provides an
Connect with our team in Indy to opportunity for Do it Best to demonstrate our
see why we are the total solution for dominance in key product categories,” says VP
every independent pro lumber dealer. of Merchandising Dent Johnson. “For the fall
market, we’re showcasing the best of the best
in the plumbing and electrical departments in a
home center setting. If you want to attract more
customers and drive more sales in these key
categories, you absolutely need to talk to our
team to ensure you’ve got the most up-to-date
assortments in your store.”
Mike Ter Molen When you explore Core Solutions, you’ll be met
Director of LBM Operations by our team of experts who are ready to show you
[email protected] the hottest trends in merchandising the best mix
260.748.5969 of these products to drive sales and repeat visits
for your business. Plus, every planogram you
10 | BEST CHOICE MAGAZINE order at the market is supported by incentives to
make upgrading your plumbing and electrical
departments cost-effectively easy.
SNEAK PEEK
If you want to create a more immersive, engaging paint buying “The Color Bar gives us the opportunity
experience for your customers, The Color Bar isn’t just a great to talk to our customers about their next
choice – it’s the best choice. Just ask the mother-and-daughter project — not just sell cans of paint.”
owners of Petersburg Do it Best® Hardware – Sherry Bishop and
Robin Smith. They use The Color Bar’s modern design workstation, Robin Smith
eye-catching room visualizers and one-stop project stations to Petersburg Do it Best Hardware
spark inspiration and conversation, creating opportunities to sell
more than just cans of paint. BEST CHOICE MAGAZINE | 11
Customer response has been nothing short of amazing. In the first
year after they added The Color Bar, month-over-month paint sales
increased an average of 26%. Last year, they were up another 10%.
» Experience The Color Bar
on the market floor.
BECOME A
SOCiAL (MEDIA)
BUTTERFLY
A s a successful independent the products you sell. That means them talking about your business. If
home improvement retailer, marketing to your customers and you haven’t yet explored everything
one of your biggest marketing engaging them in the digital world that social media offers to connect
objectives should be to continually is just as important as it is in your with customers and grow your
position your business as the first store. Social media marketing, business, don’t worry. The Do
and best choice in your community. especially, has quickly moved into it Best team is here to help you
Shoppers are searching for just the mainstream because it allows discover a winning strategy.
about everything online these you to reach current and potential
days, and that includes many of customers in a fun way that gets
12 | BEST CHOICE MAGAZINE
social media marketing
Your effectiveness in the digital world really begins and others. The obvious choice is to go with the one
with Google. If you’re going to get found online, you that has the most users and people are most familiar
absolutely must own your Google listing. In fact, it’s with – Facebook. And there is no shortage of online
the #1 item on our Consumer Marketing Top Ten List instruction to help get you started!
on page 15. You want to make sure your information
is listed accurately on Google so customers can find After you’ve established accurate information about
the right information about your business, such as your store, begin adding posts in a relevant and
your operating hours, address, and key products and timely manner. If your posts mention a local event,
services. After all, it’s the make sure it ties back to
very first thing to come your business in some
up on customers’ phones way, such as a special
when they’re searching promotion in your
for you. store. Timing your posts
around industry news is
Displaying accurate important as well. For
information also example, if you promote
applies to social media Fire Prevention month in
marketing, such as the October, make sure your
“About Us” section of followers are aware of
your store’s Facebook the new 10-year sealed
page. This is where battery legislation put
customers can learn all in place for the smoke
about you, your history, alarms you sell.
and what drives you as
a local retailer. Knowing Be consistent with posts
what you’re all about so customers begin to
helps them begin to know when to expect
align themselves to you something from you and
as their first choice. continue to be engaged.
DAVID STRANO Start small, maybe once a
Ambridge Do it Best Home Center week, and then perhaps
Ambridge, PA assign an employee to
Shoppers are searching for just post more often. Be mindful that the content of your
about everything online these
days, and that includes many of posts focuses more on substance over sales. Consider
the products you sell.
the 80/20 rule, which means 80% of your posts should
inform, educate, and entertain, leading to more likes,
shares, and comments. Only 20% should directly
So how do you build your social media presence? promote your business or merchandise. When you do
It’s best to start with a single social media channel promote a product, try using photos that depict what
and begin building your knowledge of how it works. customers can achieve with it, such as before and after
It’s easy to get spread thin if you try to do it all with shots of painting or staining projects.
Facebook, Instagram, Twitter, LinkedIn, YouTube,
BEST CHOICE MAGAZINE | 13
SHOW THEM Encourage your employees to get involved
WHO YOU ARE in idea creation and planning out your
David Strano of Ambridge Do it Best® Home Center posts. Plus, your brand has a much farther
in Ambridge, Pennsylvania, says, “You have to keep it reach when your employees share, like, and
very broad and not just about selling an item. I shared comment on your social posts. And since
a picture of our staff around Christmas with a Happy customers love to see your team, have them
Holidays message, and that got a good response.” participate in your social media videos, too.
Don’t forget, when followers post comments
GET YOUR to your page, always respond. Strano keeps
PRODUCTS IN ON THE ACTION it fun and comes up with creative ways to
One of the best ways to draw viewers in is through engage customers. He will post “Like and
videos. On Facebook (or Instagram), it's all about Share this picture and you’ll get a $30 YETI
quick-hitting, engaging videos that get you noticed gift card.” He will encourage customers to
and make your followers want more. Johnsons Home post a picture of their pet, and the one that
and Garden in Maple Valley, Washington, recently gets the most likes will receive a Do it Best
posted a Facebook Live video of their Big Green Egg gift card from Ambridge.
cooking event for Green Eggs and Ham Day, which
captured interest in real time and increased foot traffic. We’ve developed content to make it even
easier for you to create posts on social
REACHING THE media and see the results. With the Digital
YOUNGER CROWD WHERE THEY LIVE Dashboard, you can schedule Facebook
Larry Dagley of Circle Hardware Supply in Waco, Texas, posts throughout the month for the given
says, “Today, our advertising is focused principally promotion you’re enrolled in. So you’ll get
on Facebook, Instagram, our website, and emails. promotional pricing on those products
We’re finding that videos are the best. From a social and promote them to customers you’re
standpoint, Facebook is very effective. We hope that engaged with online. With the ability to use
it drives 'em to our events, to our website, and it gives more than 100 Articles and Buying Guides
us the opportunity to not only display our people and through the Digital Dashboard, or by simply
raise awareness, but to also show the competence that copying the URL and pasting it into the
we have in products.” post, we’ve set you up for success.
Another way to make your posts more
visually appealing is with your free
Independent We Stand membership
through Do it Best. This organization is a
great resource for marketing materials, such
as professionally designed, downloadable
social media graphics. Just keep all the
graphics in a folder on your computer, and
when a holiday rolls around, post one to
your social channels.
LARRY DAGLEY
Circle Hardware Supply
Waco, TX
14 | BEST CHOICE MAGAZINE
SOCIAL MEDIA MARKETING
Once Dagley realized how much people spend their Justin Hanford
lives in front of a screen, he fully embraced social Consumer Marketing
media marketing to reach those he hadn’t connected Sales & Service Manager
with before. “If you're in the lumber and hardware [email protected]
business, and you are not using social media, you're 260.748.5540
not in the digital online communication world. You
need to be there.”<<
The market is the best time to speak to
our Consumer Marketing team about
getting started or enhancing your social
media marketing game plan! Be sure to
visit us in our booth in the plaza.
top 10 listCONSUMER MARKETING
OWN YOUR GOOGLE LISTING USE THE DIGITAL DASHBOARD
HAVE AN UP-TO-DATE WEBSITE TO DRIVE TRAFFIC
OFFER THE BEST REWARDSSM PROMOTE IN-STORE WITH
LOYALTY PROGRAM DISPLAYS, SIGNAGE, RADIO,
REVIEW AND ACT ON YOUR AND VIDEO
MONTHLY POS DATA
DISTRIBUTE CIRCULARS IN OFFER AN
PEAK SALES WEEKS ECOMMERCE SOLUTION
ENHANCE YOUR SOCIAL
MEDIA PRESENCE
PARTICIPATE IN AT LEAST 4
CATALOGS PER YEAR
BEST CHOICE MAGAZINE | 15
ESSENTIAL EVENTS
ESSENTIAL
Events
Your market weekend is filled with valuable events to make your business better. From hands-on product
demonstrations, to informative presentations and special limited-time purchasing opportunities, you’ll want
to get these on your planning calendar now.
“ I love getting outside for the“ POWER PREVIEWGET POWERED UP!
Power Preview. It gives you an
experience beyond the catalog to Friday, October 18 | Victory Field
really learn from the vendors 7:30 am–2 pm
how a product works and
The Power Preview is right across the street from
how to sell it. the convention center. Get up close and personal
with the latest outdoor power tools and grilling
equipment while enjoying some sunshine in the
comfort of the Indianapolis Indians ballpark.
Explore the stadium at your leisure and chat with
representatives from Big Green Egg, Char-Broil,
DeWalt, Makita, Milwaukee, MTD, Traeger, and
many more while sampling enough tasty treats
to call it a meal. If you don’t fill up on the grilled
eats, a continental breakfast is offered from
7:30–9 am and a free grab-n-go lunch is served
from 10 am–1:30 pm. And don’t miss the
opportunity to enter to win awesome door prizes
and store credit giveaways.
Cinde Cassidy
Chet’s Hardware
ESSENTIAL EVENTS“
“ For me, networking is one
of the most important things about
the market. And with continued uncertainty
in the market, hearing from the Do it Best LBM
team about what’s happening with
lumber and building materials
is always important.
Dean Kruschke
Gold Beach Lumber
LBM IndustryBUILD YOUR KNOWLEDGE
Update
Friday, October 18 | Wabash Ballroom
12:15–1:30 pm
Get off your feet and enjoy a complimentary lunch at the LBM
Industry Update. It’s the place you need to be to hear about the
latest industry trends and get answers to industry challenges from
our group of experts. If you want to be a leader in lumber and
building materials, join your peers and learn from the best during
this panel-style presentation.
LBM ReceptionBUILD YOUR CONNECTION
Friday, October 18 | 500 Ballroom
6:30–8 pm
Continue the conversation by attending the LBM Reception.
Connect with other member-owners, vendors, and our team of
experts in a casual setting over drinks and heavy hors d’oeuvres.
BEST CHOICE MAGAZINE | 17
ESSENTIAL EVENTS Celebration
of Excellence
Fall
Market Friday, October 18 | Sagamore Ballroom
4–5:15 pm
Don’ t Miss
This fall, our market kickoff becomes something
LIST! new. We’re excited to introduce the Celebration
of Excellence, our salute to the outstanding
18 | BEST CHOICE MAGAZINE commitment Do it Best members have made to
their businesses, their communities, and their
co-op. We’ll recognize outstanding achievement
by store owners who are creating memorable
shopping experiences, developing effective
marketing approaches, and connecting with their
communities in new ways. And we’ll do it all
with a focus on sharing their secrets so you can
implement these innovative ideas in your business.
We’ll also highlight members who were recognized
with prestigious industry awards and congratulate
members and top vendor partners who grew their
business with Do it Best this year.
LBM SuperSEE WHAT’S SO SPECIAL
Saturday Specials
Saturday, October 19 | Exhibit Hall
8:15 am–5:30 pm
ESSENTIAL EVENTS
Sneak PeekDEALS WORTH THE DRIVE
®
Friday, October 18 | Exhibit Hall
5:30–7 pm
There’s nothing like discovering a great deal, and that’s
exactly what you’ll get when you attend the Friday
night Sneak Peek. This 90-minute, high energy buying
opportunity gives you access to hand-selected vendors
with amazing deals on high margin, in-demand items. In
fact, the savings you secure during Sneak Peek may even
pay for your trip to the market. And you can start creating
your Sneak Peek game plan when the pre-planner goes
live on September 30, so you’ll be able to make the most
of your time when the doors open.
“ The Sneak Peek is all about great savings – thousands “
and thousands of dollars in savings! We fly from Utah to
come to the market, and we save a lot more money at the
Sneak Peek than all our flights and rooms put together.
Tom Greer
Greer’s Do it Best® Hardware
One of the many great things about the market is your exclusive access to amazing savings from key lumber mills
and building material suppliers! Lock in deals on drywall, roofing, insulation, foam sheathing, concrete, steel, and
treated lumber from our strategic vendor partners. The lumber industry is constantly changing, but one thing you
can always count on is the great savings at the market.
BEST CHOICE MAGAZINE | 19
ESSENTIAL EVENTS
“ The Merchandising “ Your MarketMERCHANDISING PREVIEW
Preview opens our eyes to Purchasing
new product opportunities, << Game Plan
categories and departments
Saturday, October 19 | Sagamore Ballroom
to bring into our store. 7–8:15 am
Jeffrey Powers
Powers’ Do it Best® Hardware Before you hit the market floor, the Merchandising
Preview delivers the best way to maximize your
20 | BEST CHOICE MAGAZINE purchasing game plan. Enjoy a complimentary
breakfast while our merchandise managers share their
industry expertise to help you grow your business and
buy more profitably.
In just over an hour, you’ll find new ways to buy
smarter and keep your product mix fresh.
Get updates on the latest trends that are driving
the newest products and niche categories. Learn
about our improved and expanded product offerings
that will boost your bottom line with big savings.
Discover how tariffs and legislation will figure into
your buying decisions.
Take advantage of this great opportunity
to become your customers’ destination
for innovative products, great savings,
and expert advice. Be there on Saturday
morning and find out why this continues
to be a must-attend event for the savviest
members at the market.
Fall
Market
Don’ t Miss
LIST!
ESSENTIAL EVENTS
Fall
Market
Don’ t Miss
LIST!
Shareholders’ Meeting
REBATE DISTRIBUTION & RECEPTION
Sunday, October 20 | Sagamore Ballroom
5–7 pm
The Shareholders’ Meeting and President’s Address provide an
opportunity for you to embrace the benefits of your co-op membership
with Do it Best. Participate in the election of fellow member-owners who
will serve on the board of directors and hear from President & CEO Dan
Starr as he reviews our performance over the last year. Most importantly,
he’ll share how the Do it Best team is committed to executing on key
strategic initiatives to drive your growth in the year ahead.
Then, enjoy a complimentary reception with heavy hors d’oeuvres,
along with a selection of beer and wine, and pick up your share of our
industry-leading rebate while you connect with fellow members.
BEST CHOICE MAGAZINE | 21
Own your
market
Do it Best One of today’s greatest sales Expand your business into this
INCOM SupplySM opportunities is in the fragmented lucrative market with the Do it Best
maintenance, repair, and operations INCOM SupplySM program.
(MRO) segment, which is forecasted
to be nearly $200 billion in total Hospitals, schools, hotels, small
sales in North America by 2025. businesses, and commercial
22 | BEST CHOICE MAGAZINE
companies in your community all need industrial << do it best INCOM SUPPLYSM
supplies to support their day-to-day operations, such
as safety, security, and janitorial products. Do it Best Talk to our INCOM team at the
INCOM Supply empowers traditional retail hardware market to discover how we can
stores, home centers, and lumberyards with the wide help you seamlessly integrate B2B
range of products and tools needed to tap into this selling into your product offerings
profitable MRO segment. and grow your customer base with
the Do it Best INCOM Supply program.
Do it Best INCOM Supply empowers
traditional retail hardware stores, Brad Woolace
home centers, and lumberyards with INCOM Conversion Manager
the wide range of products and tools [email protected]
needed to tap into this profitable 260.748.7277
MRO segment.
With a team of devoted specialists, a robust
warehouse offering, thousands of strong vendor
partnerships, and an expansive vendor network
available, we help members just like you successfully
capture their share of the industrial/commercial
market. We’ll show you how to become a B2B
(business-to-business) powerhouse by effectively
targeting new customers using comprehensive
marketing tools, increasing your efficiency with
industry-leading logistical and product support,
and enhancing your skills with specialized training.
GET YOUR Our friends from Member Insurance always have your well-being in
FLU SHOT! mind – and they make a point of it at our fall market. Stop by their booth
in the plaza and get your annual flu shot — while supplies last. For $30,
HEALTH MEETS HOME IMPROVEMENT you can safeguard your health at the start of the flu season and get back
to discovering great deals on the market floor in no time.
October 19 – 20 | Member Insurance booth
8:15 am–2 pm (Oct 19) & 8 am–2 pm (Oct 20) BEST CHOICE MAGAZINE | 23
Closed 11 -11:30 am each day
Remaining Relevant in a digital world
E commerce continues to revolutionize retail. And
independent retailers who embrace ecommerce and
omni-channel marketing will not only see success, but will
continue to grow their market relevance. We sat down with
three industry leaders to get their perspective on ecommerce
trends and discuss the steps every Do it Best member should
be taking to succeed in the ever-changing marketplace.
As independent business owners, what’s the most
important thing every Do it Best member should know
about ecommerce?
RON DANIEL: They should know that it’s only going to grow.
Currently 82% of sales are made in-store. But in less than a
decade, we’re projecting online sales will double...again. Our
members can’t afford to be on the fence about ecommerce. It’s
important they establish themselves in the mix now to ensure
they’re relevant and their online sales continue to grow.
CORBIN PROWS: What’s interesting to me about those 82% of
retail sales happening in-store is that a good percentage of those
purchases start with an online search.
So ecommerce is driving in-store purchases, too? How?
CP: The path to purchase has many avenues, many of which start
online. Let’s pretend for a moment that you purchased your first
home and want to buy a grill. You’ve never had one before. Ron,
where would you start?
RD: Like a lot of people, I’d probably ask my Facebook friends for
a recommendation.
CP: Exactly. You started online. Often times, consumers will read
online product reviews, search for “tips for buying a grill” among
other phrases, and scour social media sites for consumer reviews,
as you mentioned.
24 | BEST CHOICE MAGAZINE
ECOMMERCE
John Henry, CEO of JH Specialty – Corbin Prows, Consumer Marketing Ron Daniel, Ecommerce Manager –
The leader behind MOCE, our new Product Development Manager – The driving force behind every facet
ecommerce program Spearheading the strategy to grow of the ecommerce experience
[email protected] more customers [email protected]
260.247.2130 [email protected] 260.748.5923
260.748.5929
BEST CHOICE MAGAZINE | 25
RD: Which brings up another great point...consumers are Explain what you mean by omni-channel.
no longer just in the broadcast radio, TV, and newspaper
worlds. Some aren’t there at all anymore – they’re RD: At its most basic, it means marketing where your
streaming shows, listening to online radio, and getting customers are. You can’t rely on a radio commercial
their news from social media feeds. So it’s critical for to reach people who don’t listen to broadcast radio
businesses to have an omni-channel strategy. anymore. So to ensure your business remains relevant,
you need to make yourself available across as many of
26 | BEST CHOICE MAGAZINE these new consumer channels as possible.
At a minimum, you should be thinking about your
website, at least one social media channel like Facebook,
and your brick-and-mortar locations. You need to be
focused on creating experiences in those three areas – at
a minimum.
CP: Businesses that are going to succeed in the digital
era will get good at creating positive experiences for
their customers both in-store and online – meeting their
customers where they are.
So what are some of the ways a business can
create experiences online?
CP: One way is through convenience – making it
easier for their customers to shop, and through faster
turnaround time.
RD: Corbin’s right. One of the larger trends we’re seeing
in ecommerce is an increase in businesses offering
“BOPIS,” which stands for Buy Online and Pick up
In-Store. This is one area we’re especially focusing on at
Do it Best and we’ll continue to make enhancements to
enable our members to remain relevant and competitive
in their markets.
JOHN HENRY: I’d like to add that another way to create
an experience online is with intuitive website design. The
more beneficial a visitor's time is on your site, the more
likely they will be to convert to a recurring customer.
Continuing to add high-quality content will enable your
search engine ranking to improve as well as branding,
generating greater sales, and improved customer loyalty.
Ensuring a great customer experience has been a key
driver in our development of MOCE, the new ecommerce
program for Do it Best member stores.
ECOMMERCE
SEO, or search engine optimization, is an JH: Guys, not to sound like I’m putting in a plug, but<<
online buzzword. How does this help or hurt really, that’s why it’s so important that small businesses
online businesses? have a partner, like Do it Best and MOCE, as they’re
moving into the digital world. While it’s not impossible
JH: Approximately 90 percent of all website traffic to go it alone, it’s so much easier to have a team of
usually comes from a search engine. A search engine’s people who are dedicated to developing strategies
single goal is to return the most useful information. that maximize those algorithms and understand how
Search algorithms look at many factors. While Google to derive value from SEO. That effort allows local
doesn’t publish all of them, we do know these factors retailers to compete online in a much bigger way.
include the words in your search, their relevance, and
usability of pages, the expertise of sources, and your What else should we know about trends
location and settings to provide you with the most in ecommerce?
relevant information for your particular search.
RD: We’re in the process of converting all Do it Best
CP: Not to mention, Google is constantly tweaking member websites on our ecommerce platform to the
its algorithm. And over the last few years, Google new, far more robust MOCE platform. Working with
has made a push to return results that are much more John and his team, we’ve designed the new program
localized, which can benefit small businesses that have to be flexible, ensuring that our members are relevant
a good online presence. in their markets, able to grow their presence online
and drive traffic into their stores.
RD: And with the most recent algorithm change,
we’re seeing early indications that they’ve leveled JH: Thanks, Ron. We’re really enjoying the partnership
the playing field between huge retailers and small and we’re excited about what this new program can
businesses, which is definitely good news for do for local home improvement stores.
our members!
Our team of program managers
Is there a specific trend you’re seeing with are currently scheduling in-person
search terms? appointments at the market and
we’re always available by phone
RD: Yeah, as I said, one of the growing trends (260.247.2167) or email
includes more local searches. The latest number ([email protected]).
says that 46% of all Google searches are looking for
local info. And 72% of people who search local visit
a store within 5 miles. And remember, that’s not just
consumers looking for products, they’re also looking
for your services.
CP: Ron, you’re right. We’re seeing many of
our rental members being found because of the
rental services they offer their community. With
a resurgence in DIY, consumers are looking for
equipment to complete their projects. Creating
landing pages detailing the type of rental
equipment you offer and the projects that can be
completed with this equipment is a great way to be
found online.
ALL AROUND
THE WORLD
With over 450 stores in more than 50 countries
around the world, Do it Best delivers the buying power
and vendor selection you need to establish your
business as the premier retailer in your
country's market.
A fter more than 40 years of
success serving international
retailers, our dedicated,
seasoned team is eager to help you
grow your business, too.
Our impressive buying power gives
your business access to the products,
programs, and vendors to compete
and win in your local market. When
you grow your partnership with Do it
Best, you add billions in buying power
to your business. We deliver strong
relationships with 5,000+ vendors who
help your business grow by giving
you access to the best programs and
products. With Do it Best as your
sourcing partner, you immediately
add thousands of vendors to your
purchasing department.
Our excellence in distribution ensures
you have the products you need in your
Each market includes a special
International Reception for those coming
from outside the US to meet with our
team and key vendors.
28 | BEST CHOICE MAGAZINE
international
<<store. Our warehouses stock thousands of products with We feature exclusive purchasing
an industry-leading fill rate. With all of this available from opportunities from select vendors who
one source, you can use our warehouses as your own specialize in international markets.
and lower your inventory levels.
Scott Sproul
We deliver strong relationships with Director of International Sales
5,000+ vendors who help your business [email protected]
grow by giving you access to the best 260.748.5999
programs and products.
BEST CHOICE MAGAZINE | 29
Our experienced store design team has created
beautiful stores all over the world. We work side-by-side
with you from day one of your project with an action
plan that takes you from conception to grand opening.
We deliver an outstanding store design and – most
importantly – an exceptional merchandise plan to help
you maximize your sales floor.
At our upcoming market, you can place
orders with over 1,500 vendors, including
hand-selected vendors who work exclusively
with international retailers. You’ll always find
new products, great buying opportunities,
and extended dating. At the market, you’ll
want to talk to our dedicated international
team, located in the plaza, to learn about
our proven programs and services to help
your business grow.
Fall YOUR ULTIMATE
Market MARKET DON’T MISS LIST
Don’ t Miss This market guide provides a great overview of the many events and
activities designed to help you improve your operations, expand your
LIST! product mix, recharge your batteries, and grow your business. And
you’ll get the best experience possible if you head to Indy with a plan.
Be sure to talk to your Do it Best territory manager about all the fall
market opportunities you’ll want to include on your Don’t Miss List!
MAKE AN INVESTMENT CREATE YOUR 2020
IN YOURSELF CONSUMER MARKETING PLAN
Our slate of free Education Day The fall market is the very best time to
sessions all day Friday, along with our begin building your consumer marketing
featured Learn@Lunch presentations strategy for 2020. With a robust mix
on Saturday and Sunday, are designed of print, digital, online, and broadcast
to break you out of your routine and channels at your disposal, you can
get you thinking about your business compete and win in your marketplace –
in new ways. There’s something but you need to have a plan!
for everyone, from enhancing your
customer service and strengthening Meet with your Consumer Marketing
your financial and operational Specialist and Advertising Services
excellence to developing your team Representative to learn about all the
and building your tech knowledge – cost-effective options you have available
and more! to reach today’s customers and attract
new shoppers.
Make a personal commitment to
self-improvement by attending
any of the sessions previewed
on page 48.
IMPROVE YOUR
CORE DEPARTMENTS
We’re dominant where you need to dominate. That’s why
we’ve devoted 5,000 square feet of the market floor to
debut our new Core Solutions featured departments. For
this market, we’re focusing on plumbing and electrical,
two categories that every Do it Best store can own in
their community.
We’ll have a team of experts ready to show you the
hottest trends in merchandising the best mix of products
to drive sales and repeat visits. Plus, you can order full
planograms with incentives so good that upgrading your
plumbing and electrical departments will be your easiest
buying decision of the weekend.
30 | BEST CHOICE MAGAZINE
GET ENGAGED MARKET DON’T MISS LIST
Our markets are known for presenting BUILD CONNECTIONS
engaging, informative events filled with insights As iron sharpens iron, so one person
to enhance your business and grow your sales. sharpens another (Proverbs 27:17).
Make plans to join us Friday afternoon at 4 pm Time and again, members and
for our Celebration of Excellence (read more on prospects tell us what they value most
page 18), our salute to members and vendors about our markets is the opportunity
who excelled in 2019. Then, come back to the to interact with and learn from their
Sagamore Ballroom on Saturday morning for the peers, Do it Best staff, and vendors.
Merchandising Preview. This fast-paced program Make sure you carve out time to
features our merchandise managers spotlighting connect with your fellow attendees,
product trends and identifying strategies to help whether at one of our receptions or
you buy smarter at the market. over dinner at one of the many great
downtown restaurants in Indy (see
On Sunday night, join us for the page 33 for some recommendations).
Shareholders’ Meeting where you’ll hear You’ll be sharper for it.
how your co-op is driving results to
fuel your growth. You’ll also
want to pick up your
rebate and mingle at
our reception.
EXPLORE THE
ALL-NEW PLAZA
Just as you regularly look to create new
shopping experiences for your customers,
we’ve refreshed and updated the plaza
as your first stop on the market floor.
You’ll find this area filled with powerful
programs and services exclusively
designed to enhance your business inside
and out, staffed by the Do it Best team
of retailing experts and other industry-
leading providers.
You’ll want to spend time in the New Item
Gallery and Launch Zone and check out
the many innovative vendors and new
products now available.
BEST CHOICE MAGAZINE | 31
Welcome There are lots of reasons our members enjoy their semi-annual
visits to Indianapolis, home of the Colts, Pacers, Indy 500 and the
To Indy! Do it Best spring and fall markets. For some, it’s the appealing
Midwest charm that comes with big city shopping and nightlife.
Others enjoy the ease of travel in and out of town and its very
affordable food and lodging options. Families take advantage of
the many kid-friendly attractions to explore. Regardless of what
inspires you, there’s something for everyone in Indy.
32 | BEST CHOICE MAGAZINE
INDY SPOTLIGHT
beAst
CITY
CREATING Mmmmmemories “ It’s not just Do it Best members who
love Indy. Look what others are saying.
After a busy day on the market floor, nothing rivals great “#1 Convention City in the US”
conversation over a delicious meal with your Do it Best USA Today
friends. While there are lots of wonderful, conveniently “America’s Favorite Places”
located restaurants just moments from the convention Travel & Leisure
center and downtown hotels, try exploring more of the “One of the 10 Coolest Museums in the
city with an affordable ride sharing service to one of World” The Children’s Museum
these future favorites: The New York Times
“32 Places to Go (And Eat) in 2019”
Bazbeaux Pizza – Classic pizza with a twist, including Food & Wine
exotic ingredients and handcrafted crusts “America’s Best Big Cities” and
“Best Airport in America”
Bluebeard – Situated in Indy’s oldest neighborhood with a Condé Nast Traveler
farm-to-fork menu that rotates daily “Best Airport in North America”
Airports Council International
Brugge Brasserie – A Belgian-style restaurant and brewery (7 years running)
known for their pairings of mussels with pomme frites “Best Overall Passenger Experience”
J.D. Power
Livery – A horse stable turned Latin-inspired restaurant
delivers a southwest culinary experience Learn more by expBlEoSrTinCHgOvICiEsiMtAinGAdZyIN.cEom| .33
Mama Carolla’s Old Italian Restaurant – Head out to this
Broad Ripple bungalow for classic, hearty Italian dishes like
grandma used to make
The Rathskeller – Indy’s authentic German restaurant and
beer garden located inside the historic Athenaeum
Rick’s Cafe Boatyard – Enjoy seafood, prime steaks, and
pasta while overlooking Eagle Creek Reservoir
The Loft at Traders Point Creamery – A family farm
supplies the restaurant with charcuterie and cheese boards,
smashed burgers, and a 1950s diner – like dairy bar
Tinker Street – This tiny restaurant is bursting with bold
flavors that focus on upscale vegetarian styles
Yats – Pick from among several Indy locations to try their
spicy Cajun and Creole dishes, including their popular
chili-cheese étouffée
8MORE SYNCHRONY 35
WAYS
TO MAKE Exploring the top reasons you should be
YOUR BUSINESS BETTER offering special financing to your customers.
34 | BEST CHOICE MAGAZINE Channellock® 36
Do it Best is your source for hundreds of
unique Channellock-branded products.
MARGIN MASTER 37
Take control of your margins and start
immediately adding to your bottom line.
BUY LOCAL 38
We partner with Independent We Stand
to provide you access to free professional
marketing materials.
category solutions 39
With Category Solutions, our merchandising
experts take the guesswork out of planograms
and product selection.
Mystery Shopping 40
The Mystery Shopper program assists
you in identifying the customer’s perception
of your store.
owl delivery 41
Our new OWL (Orders Without Labor)
deliveries make the days run smoother
for your business.
rental 42
Offering rental sets you apart from your
competition and turns your store into a
destination for DIYers and pros alike.
SYNCHRONY 8 more wAYS TO MAKE YOUR BUSINESS BETTER
1charge ahead
with extraordinary benefits
EXPLORING THE TOP REASONS YOU budget. Suddenly, a large purchase seems possible. The<<
SHOULD BE OFFERING SPECIAL FINANCING same thought process works for large home improvement
TO YOUR CUSTOMERS. projects, too.
Your customers expect you to provide them with all
the tools and materials they need for their next major CLOSE THE DEAL
big-ticket project purchase. And today, that includes The #1 benefit to offering the Synchrony HOME
an expectation for convenient and affordable financing card and its flexible financing options is arguably the
options. Our partnership with the Synchrony HOME™ most important – it’s easier to close deals. Gain more
credit card program provides you numerous opportunities customers, sell more products, and ultimately, create a
to engage your customers, build their loyalty, and sell positive impact on your customer’s opinion of your store.
more products. How?
Help your customers realize their dreams by offering
GENERATE REPEAT BUSINESS the Synchrony HOME credit card – a credit card that’s
You can offer your customers a branded credit card with dedicated to helping your customers create the home of
your store name embossed right on the front. While they their dreams.
may use this card within Synchrony HOME’s network
of home-focused businesses like furniture stores and Find out more about our credit card program
landscaping services, it ensures they return to your store and financing options by talking to the
for their next home improvement purchase. Synchrony HOME team in the Programs &
Services area of the market plaza.
ENHANCE YOUR CASH FLOW
When you extend traditional in-house credit to your Maggie Lenhart
contractors, their slowness to pay could add unnecessary Merchant Payments Coordinator
strain on your bottom line and cash flow, especially when [email protected]
it’s for a large project purchase. Stop waiting anxiously for 260.748.7174
the check that’s “in the mail.” Synchrony HOME’s credit
and financing options ensure you receive payment faster BEST CHOICE MAGAZINE | 35
and without needing to hound your contractors on their
past due bills.
GET THE “YES!”
Financing a large purchase allows your DIY and pro
customers to confidently say yes to every project
purchase. It makes perfect sense, really. When you’re
buying a new home, there’s no way you can afford the
total price up front; however, once you see the price as
monthly payments, you realize it can fit into your
channellock®
2CHANNELLOCK
10th ANNIVERSARY
SET YOURSELF APART WITH merchandise mix with professional-grade products that
EXCLUSIVE CHANNELLOCK PRODUCTS increase store traffic, attract more customers, and add to
As an independent retailer, you know the importance your store’s profitability. This nationally-respected brand
of providing your customers something they can’t find offers everything your customers are looking for – quality,
elsewhere. The value in exclusively offering a high-quality brand recognition, competitive prices, and impressive
product line well-known and regarded by both pro selection – while delivering high margins for your store.
contractors and DIYers is immeasurable. That’s why we’re And every item is available 1 each from your
celebrating 10 years of our successful partnership with Do it Best warehouse.
Channellock. For the past decade, your access to these
exclusive-branded products has helped cement you as the When we first launched the Channellock partnership ten
first and best choice in the eyes of your customers. years ago, Bob Vaughan, CEO of Alamo Lumber Company
in San Antonio, Texas, was immediately excited to introduce
Do it Best is your source for hundreds of unique it to his customers. “Even though we knew it’d be good,
Channellock-branded products. Our licensing partnership we’ve been surprised by just how well the products have
with Channellock, Inc. helps you broaden your performed. I believe growth has come from committing
to the program, stocking the range of products, and
successfully promoting them. Of course, it’s a huge plus
that the brand is well-regarded by our customers, and the
products are exclusive to Do it Best member-owners –
giving our customers one more reason to be loyal to us.”
Divisional Merchandise Manager Michael Zadylak says the
impact of the Channellock brand in the hardware industry
is key to the impressive decade of growth of this program.
“Our first year, we had 29 products, and we did just over
$1 million. Ten years later we have over 700 items, and
we’ll do close to $11 million this year. That’s a trend we
know will continue to go up as more members offer these
quality products to their customers.”
36 | BEST CHOICE MAGAZINE
The launch of Channellock-branded << 8 more wAYS TO MAKE YOUR BUSINESS BETTER
ratchets, sockets, and wrenches was the<<
largest addition yet to the product line, 3 MASTERMARGINMASTER
featuring over 600 SKUs that include YOUR MARGINS
exclusively-designed sets and open stock
items along with specialty wrenches and Effectively managing your margins is essential if
accessories. Investing in this key category you want to be a competitive and relevant home
made our hand tool offering even more improvement resource in your community. But with the
robust, and made you and Channellock tens of thousands of SKUs in a typical store, optimizing
even more relevant in your markets. your margins can seem like a daunting and time-
consuming task.
Grab your customers’
attention with exclusive videos “We implemented Margin Master in
on many of the Channellock 2008, and I believe we’ve put $400,000
products you sell. Just visit the to the bottom line per year.”
Markets & Education section of
mydoibest.com. On the DiBTV Jeff Pardini, Hills Flat Lumber
page, you’ll find dozens of
product-specific Channellock You can now take control of your margins in just a few
videos that you can display on minutes and start immediately adding to your bottom
in-store screens and share on line with Margin Master. Margin Master is an easy-to-
social media. And you’ll want to use program that allows you to develop, maintain, and
visit the Channellock booth at the implement any number of pricing rules for improving
market to check out all the newest your margins, resulting in thousands of dollars in
Channellock products you should increased profit.
be stocking in your store.
Be sure to stop by the Margin Master
Michael Zadylak booth in the plaza and talk with Brad
Divisional Merchandise Manager Green so you can enhance your price
[email protected] image and add to your bottom line today.
260.748.7182
BEST CHOICE MAGAZINE | 37
<< BUY LOCAL When you have….
4 stand tall 7 MINUTES: DO IT BEST RADIO SPOTS
in your community If you have Do it Best Radio in your store,
consider adding an Independent We Stand spot
With the continued growth of online shopping and to your programming. These pre-recorded ads
the strength of big box competition, local businesses are easy to include in your radio mix to highlight
like yours have to work even harder to maintain their the importance of buying local. Get started now
relevance in the community by adapting to the dynamic by logging on to your Do it Best Radio account
marketplace. But local stores are a community’s real and navigating to the service ads section.
strength. Your home improvement business is the cen- Scroll down the page and you will find several
terpiece at the community table. You prioritize people Independent We Stand ads under the shop local
and their projects. As a business owner, you understand category. Simply select the one you want and
your community and you know that you’re providing add it to your programming.
value. But you could be missing out on the thriving buy
local movement if you’re not effectively communicating 5 MINUTES: SOCIAL MEDIA
this message to your community. Supplement the great social media graphics by
using the free professional videos produced by
That’s why we partner with Independent We Stand Independent We Stand. Engage your customers
(independentwestand.org) to provide you access to free visually on your website or Facebook page.
professional marketing materials designed to help you
connect with consumers who understand and appreciate 15 MINUTES: HOME IMPROVEMENT TOOLKIT
the value that local businesses bring to their community. The Home Improvement Toolkit is an exclusive
As a Do it Best member, you have unlimited access to resource for our members that promotes your
resources, including the Home Improvement Toolkit, business in a way that will resonate with your
Do it Best Radio spots, social media graphics, and customer base. Download the kit and take 10
point-of-sale posters. minutes to pull out the content that is most
valuable to you. Use the pre-written letter to the
At the fall market, be sure to stop by the editor and send it off to your local media outlets.
Independent We Stand booth in the plaza Also, take a few minutes to download the co-
to learn more about the buy local mar- branded home improvement posters and social
keting resources available free to all Do it media graphics.
Best members.
Bill Brunelle
38 | BEST CHOICE MAGAZINE Co-founder of
Independent We Stand
[email protected]
888.787.8IWS
<< category solutions 8 more wAYS TO MAKE YOUR BUSINSENSESABKEPTETERK
BEST CHOICE MAGAZINE | 39
5 get rid of the guesswork
with category solutions
Imagine your store stocked wall to wall and floor to ceiling
with the top vendors in the market. Your shelves are set to
drive sales and you’re capturing unbeatable margins with
each product sold. Every display is showcasing the right
items in the right categories to maximize your profitability.
Plus, you purchased each professionally-designed
planogram at up to 50% off regular warehouse cost. And
to top it off, you’re able to sell through your inventory
before you’re even invoiced.
Do it Best is committed to helping you compete and win
in your market. That’s why we created Category Solutions.
With Category Solutions, our merchandising experts take
the guesswork out of planograms and product selection,
allowing you to become the first and best choice for all
your local community’s home improvement needs.
Category Solutions is designed to integrate the best
mix of products from the very best vendors in a way that
drives more sales based on proven market research.
Additionally, some of these planograms come with free
racking and point of purchase materials to help you help
your customers find just the right item.
Make your way to the Category Solutions
display area at the market to meet with our
merchandising experts and see which new
planograms are right for your store.
Trisha Hinen
Divisional Promotions Manager
[email protected]
260.748.5958
mystery shopping
taking the mystery out of
excellent customer service
A consistent level of outstanding customer service<< Professional mystery shoppers blend in with
will determine the loyalty of your valued customers your everyday customers to observe and report
– and what they say to others about their shopping on their experiences in your store to help you
experience. Many retailers have found success using a enhance your brand and drive more sales.
mystery shopper program to help them identify areas
for improvement so they are consistently delivering John Sargent
great customer experiences. Market Analyst Supervisor
[email protected]
To help you discover the benefits of mystery shopping, 260.748.5654
we’ve partnered with Alta360. Their industry-leading
Mystery Shopper program takes all the work out of your
hands by sending a professional, objective mystery
shopper to your store – someone who knows in advance
what to look for. This shopper is indistinguishable from
your everyday customer.
As a participant in the Mystery Shopper program,
Alta360 assists you in identifying the customer’s
perception of your store and your staff’s performance.
The feedback you receive can be used to make strategic
business decisions to enhance your brand, increase
customer loyalty and retention, drive sales and profits,
and improve your sales team’s performance. When done
correctly, Mystery Shopper participants see a return of
$3.75 for every dollar spent on the program.
While your store may deliver consistently
good customer experiences, possibly even
better than your competition, we want
you to be the best. Make a point to meet
with the Alta360 team in their Programs &
Services booth at the market to learn how
you can capitalize on the Mystery Shopper
program and enhance your store’s
customer experience.
40 | BEST CHOICE MAGAZINE
7OWL DELIVERIES 8 more wAYS TO MAKE YOUR BUSINSENSESABKEPTETERK
WE’re night owls
Picture this. It’s 1 am. The street is quiet with only the to be unwrapped and stocked, just as your customers and<<
street light flickering. There’s a low rumble off in the contractors are thinking about their first cup of coffee.
distance. Soon, the headlights of a semi-tractor make
their way down the street as it turns in to your store’s now Our new OWL (Orders Without Labor) deliveries make
empty parking lot. the days run smoother for your business. There’s less
congestion, you receive your product orders earlier, and
The Do it Best delivery driver steps out of his cab and rolls your employees get to focus on what they do best during
open the back of his truck with a clatter that quickly drifts the hours you’re open – helping your customers with their
into the night. He walks to your receiving door and un- latest home improvement project.
locks it with the key you’ve provided. Swiftly, he unloads
your most recent warehouse order into your backroom, all To learn if OWL deliveries are right for
wrapped securely on pallets, then turns, closes the door, your store, be sure to talk with Outbound
locks up, and hops back in his truck. Operations Manager Tom Mowery today or
visit with him in the Logistics booth in the
His truck makes an easy turn out of your parking lot. He market plaza.
doesn’t have to fight traffic or interrupt your customers’
day and soon he’s on to deliver more orders to other Do it Tom Mowery
Best member-owners. All the while, you’re at home catch- Outbound Operations Manager
ing up on some much-needed sleep. [email protected]
260.748.5566
Your key employee, who opens every Wednesday morning,
gets to the store at 5 am to find the day’s delivery waiting BEST CHOICE MAGAZINE | 41
rental
8 Rental
DRIVES ROI
If you’re asking yourself how you can generate more add-on
sales, increase store traffic, and grow your profitability, there’s a
very simple answer. Rental. Today, more and more homeowners
are tackling their own DIY projects for a sense of accomplishment
and to save money. But many weekend warriors don’t own their
own miter saw, floor sander, or post hole digger. Even some pro
contractors who can’t commit to owning equipment need to rent.
That’s where your Do it Best Rental CenterSM comes in!
Offering rental sets you apart from your competition and turns
your store into a destination for DIYers and pros alike. You can
attract a whole new untapped customer base while selling more
to existing customers. When your store has a rental department,
your customers see you as a one-stop-shop for not only the
tools they want, but for all the other products they’ll need to
complete the job as well. So they won’t run around town to your
competitors; they’ll come to you for rental equipment and your
staff’s expertise on how to operate it safely and successfully.
When someone rents from your store,
they make at least two visits: one to pick
up the equipment, and one to drop it
off. This gives you more opportunities to
show off your entire product offering and
generate more add-on sales.
Tim and Mary Post, owners of T&M Hardware & Rental in eastern
Pennsylvania, are rental industry veterans. “We get better pricing
than other rental stores because of the Do it Best Rental Center
program’s buying power,” Tim said. “It’s a well thought out
program that provides everything you need to be successful in
the rental industry today. My advice to any member as to why
42 | BEST CHOICE MAGAZINE
<< 8 more wAYS TO MAKE YOUR BUSINSENSESABKEPTETERK
they’d want to add rental to their business would simply be two words:
cash flow. The cash flow we receive from rental provides a steady stream
of income, especially in the winter months when retail sales may be
down. I believe rental is a tremendous opportunity today.”
“The Do it Best Rental Center program delivers a great combination of
marketing, training, and equipment to ensure your rental department
is successful and profitable,” says Corbin Prows, consumer marketing
product development manager. “Our marketing and advertising
expertise will bring in rental customers from your area, and our buying
power ensures you’ll get the best equipment from the best vendors at
the best prices.”
Stop by the Rental booth at the market to learn more
about the Do it Best Rental Center Training School, our
members-only website, and marketing tools to help get
you started with rental.
Melissa Ortiz
Rental Marketing Support
[email protected]
260.748.5456
Amy Walker
Rental Marketing Support
[email protected]
260.748.5656
BEST CHOICE MAGAZINE | 43
Unlocking the
Power
of Paint
P aint is a powerful sales driver in the home color, not just cans. That’s why we support you with the most
improvement industry. In fact, it makes comprehensive paint program in the industry.
up nearly 15% of all sales for the average
Do it Best store and is the largest category for All three of our warehouse-stocked paint lines, Best Look®, Pratt &
many members. While numerous products can Lambert®, and Valspar® – along with our many specialty products and
easily be bought online today, a well-positioned sundries – can be customized to meet the needs of any store type.
brick-and-mortar store remains the primary Our exclusive partnership with Paint Sundries Solutions (PSS) gives
shopping destination for paint. Customers you access to even more vendors and products. And The Color
expect a different experience when choosing BarTM, our paint department store within a store concept, brings it all
paint for their homes. They want a contemporary together in a welcoming environment so your customers can build
shopping environment where they are buying confidence with every project.
44 | BEST CHOICE MAGAZINE
PAINT DESTINATION
From offering the top brands in a dynamic store setting PAINT SUNDRIES
to world-class training and support, our efficient network National & Private
of warehouses ensures we have your entire paint Label Brands
department covered. Rounding out your
paint department
BEST LOOK®
DO IT BEST QUALITY PAINTS™ Of course, no paint department is complete without a full
Private Label Paints selection of applicators and supplies for getting the job
Leveraging the strength of done right. Provide your DIY, contractor, and professional
Sherwin-Williams customers with paint sprayers, ladders, caulk and sealants,
top-quality Best Look paint applicators, and more. You
Manufactured by Sherwin-Williams, our Do it Best Quality also have access to supplies from top brands like DAP,
Paints line of Best Look products is offered exclusively to Werner, Graco, 3M, Wooster, and Purdy.
you. This program ensures you receive the best technical
expertise, research and development, quality control, and
marketing support in the paint industry.
PRATT & LAMBERT® PAINT SUNDRIES SOLUTIONS
AND VALSPAR® A Strategic Partnership
Premium Paints Access to new vendors and products
Delivering a complete
paint solution Finally, to give you access to dozens of new vendors and
hundreds of products that go beyond what we stock, you
In addition to our Best Look private label paint, we stock can leverage our strategic partnership with Paint Sundries
an extensive selection of premium paints through Pratt Solutions (PSS). You’ll find many unique products and
& Lambert and Valspar. These programs are available in brands that PSS offers, and all these can be combined
conjunction with Best Look private label paint so you can into one drop ship order. PSS has low order minimums
offer a comprehensive paint solution to meet all your pro and prepaid freight requirements, and you can order
and DIY customers' needs. anything PSS offers to reach these thresholds. And, your
purchase of products through PSS goes toward your
year-end rebate.
BEST CHOICE MAGAZINE | 45
THE COLOR BARTM It became apparent that an important first step
In-Store Paint Experience would be relocating their paint department from
Raising the bar on color the rear of the store to the front right corner by the
entrance to immediately increase visibility. They also
The Color Bar delivers a re-envisioned in-store chose to expand their offerings by adding the Do
experience for your paint department that puts color it Best Quality Paints and Pratt & Lambert brands
front and center. This exciting and innovative design will to complement the established Valspar products
inspire your customers from the minute they walk into they already carried. As a way to take their paint
your store and give them confidence in choosing colors department from simply operational to excitedly
and selecting the right products. Its contemporary, inspirational, Lugbill went all-in with The Color BarTM
consumer-focused layout creates a store within a store to create a store-within-a-store shopping experience
to engage your customers with community trends, for everyone who comes through their doors.
seasonal colors, and fun DIY projects.
“Before we remodeled our paint
LUGBILL SUPPLY CENTER department, customers had asked if
GROWS MORE THAN JUST PAINT SALES we were going out of business. Our
David Nafziger, owner of Lugbill Supply Center, along store is now full and appealing to
with his son Steve and Store Manager Dan Beck, our customers.”
knew their paint department needed help, so they
sat down with our team to develop a strategy to Dan Beck
substantially grow their paint business.
After such a dramatic turnaround, they began proudly
and regularly promoting paint and sold nearly 250
gallons during their first ever BOGO event. In the
year following their paint department transformation,
they’ve also seen a 19% increase in Rust-Oleum
products, a 30% increase in Wooster brushes, a 54%
The father and son team of Dave and Steve
Nafziger saw dramatic results storewide when they
introduced The Color BarTM to their customers.
46 | BEST CHOICE MAGAZINE
PAINT DSENSETAINKAPTEIOENK
increase in Cabot stain, and an 84% increase in Minwax appliances and custom kitchens to their store’s offerings.
finishes, all of which they previously carried but which They remerchandised the entire front of the store which now
benefited from their improved merchandising. houses over 50 appliance displays and a design center.
“The decision to overhaul our paint To learn how you can make your store a destination for
department has been extremely paint and experience success like Lugbill Supply Center,
impactful for our business. We have talk to our team in the Programs & Services booth in the
greatly improved our image in the market plaza and visit with our many paint vendors and
community and we’re now being seen merchandise managers on the market floor.
as a retail paint destination.“
Jenna Myers
Steve Nafziger Paint Merchandise Manager
[email protected]
With the new merchandising and product mix complete, 260.748.5334
Lugbill also started to note a marked increase in female
shoppers. This uptick led to their decision to add major
MORE CHOICES WITH
BENJAMIN MOORE PAINTS
We’ve recently added Benjamin Moore as a no-adder
drop ship vendor, making it even easier for you to
become a dealer of these quality paint products in
your community. Enjoy all of the benefits of a single
bill-through program while carrying top paint lines
like Aura®, Regal® Select, and more!
BEST CHOICE MAGAZINE | 47
EDUCATION DAY
KBUnILoDwYO-UHRow
Fall
Market EDUCATION DAY FRIDAY, OCTOBER 18
Don’ t Miss You could spend thousands of dollars traveling the
country attending seminars and conferences and still
LIST! not experience the educational impact that’s offered in
just one market weekend. Build your knowledge, ignite
your inspiration, and recharge your batteries through
our series of free Education Day sessions all day Friday.
Then, on Saturday and Sunday, take a break from the
market floor to advance your retailing expertise over
lunch. And for more in-depth, hands-on training in core
departments, start your visit to Indy a day early with
our two-day Electrical & Plumbing workshop.
Building Your
Customer Connections
BUY INTO BUYING LOCAL experiences through special events, unique displays, and
unusual opportunities to increase foot traffic and sales.
8:30 – 10 am
Shoppers’ desire to support locally owned businesses has COMMUNICATING WITH
never been stronger. In this session, led by Bill Brunelle, TODAY’S EVOLVING CONSUMER
co-founder of Independent We Stand, you’ll discover the
power of leveraging your independently-owned status and 2 – 3:30 pm
how you can use it to inspire more customers to buy local. Changes and advancements in technology, emerging
This presentation includes exclusive marketing resources target market generations, and high value maturing
available only to Do it Best members. market segments all require dealers to plan their
communication initiatives accordingly. In this session,
CREATING MEMORABLE well-known industry expert Jim Robisch will explore
CUSTOMER EXPERIENCES the challenges retailers are facing when developing
a communication and marketing strategy for these
10:30 am – 12 pm changing consumer demographics. Using new research
In an ever-changing retail landscape, if you’re going to from The Farnsworth Group, he’ll help you explore how,
remain relevant and competitive, creating exceptional when, and what to communicate to these evolving and
customer experiences is what will set you apart. We’ve demanding consumers.
assembled a panel of successful store owners to share
their insights from creating memorable customer
48 | BEST CHOICE MAGAZINE
Strengthening “ EDUCATION
Your Financial Foundation
“ There’s a wide variety of sessions
BUILDING FOUNDATIONS: ARE YOU to attend covering every part
ON A SOLID FINANCIAL FOOTING? of the business. It’s not just for
owners and not just for managers.
8:30 – 10 am Everyone has something to gain
For many companies, these are profitable times. Astute from Education Day.
owners know that what you do with today’s profits
will determine how you’ll fare in the next economic Steve Nafziger
downturn. Some of your competitors and business Lugbill Supply Center
associates won’t survive. But what about you? Your
future depends on a solid financial foundation, one Enhancing Your
that will sustain you through the next down cycle. In Operational Excellence
this session, you’ll learn how to prepare your business
today to ensure your continued prosperity tomorrow. EMPLOYMENT LAW: STAYING OUT
OF COURT IN 2020
WHAT YOU NEED TO
KNOW WHEN VALUING A BUSINESS 10:30 am – 12 pm
Which issue becomes the employment lawsuit
8:30 – 10 am of choice for 2020? Will it be wage and hour,
In this session, you’ll learn from real-life examples recreational marijuana, or something completely
about various ways to value a business. Gordon different? With wit and wisdom, HR expert Hunter
Bell, CEO of The Midland Group, will help you Lott will give you an overview of your exposure as
discover key strategies to analyze opportunities when a business owner to workplace law. You’ll receive
considering buying businesses and how to transition practical tools, strategies for better HR decision-
your business within your family. making, and an understanding of how your leadership
is just as critical as the law. Bring your questions and
BUDGETING FOR PROFIT AND leave with answers.
CASH IN 2020
INFLUENCING SAFETY: WHAT MOST
10:30 am – 12 pm SUCCESSFUL LEADERS DO
Cash flow is critical to your success in driving business DIFFERENTLY
value. Many profitable businesses have failed because
they didn’t have enough cash to pay their bills. Having 2 – 3:30 pm
budgets for profit and cash flow that align with your We hear the term “employee engagement” a lot
business goals and action plans will ensure that cash these days. But how can engagement produce a
will be there when you need it. In this hands-on sustainable culture of safety? Drawing from research
workshop, you’ll gain budgeting insights and tips for in 46 countries and multiple industries, this highly
creating sales forecasts and expense budgets while informative session reveals how skilled influencers
learning how to visualize your cash flow as it fluctuates increase awareness and reduce complacency. As
through seasonal dips. This powerful planning tool an established Fortune 500 leader and professional
also shows you how much of a credit line you’ll want to stand-up comedian, Garrison Wynn fuses comic
secure before you need it. timing and research to show how anyone can help
create a culture of safety. From this session, you will
acquire specific communication tools to dramatically
reduce resistance to change and get buy-in from all
generations to create a safer work environment.
BEST CHOICE MAGAZINE | 49
EDUCATION DAY
DRIVE SALES Developing a
WITH TECHNOLOGY Dynamic Team
GROW YOUR BUSINESS WITH DEVELOPMENT THROUGH
DO IT BEST TECHNOLOGY DELEGATION: LET GO TO BUILD
THEM UP
8:30 – 10 am
Technology is only as good as your understanding 10:30 am – 12 pm
of how to use it effectively in your business. This Most employees are actually excited to have
session includes a review of popular Do it Best their leaders delegate to them – if it’s done well.
tech products designed to simplify your ordering Delegation works as one of the most effective ways
and interaction with your co-op. Featured a leader can prepare team members for their next
programs include Mobile Assistant, the Market role. But the trick is delegating the right tasks to the
Savings Builder, and MyAdmin to keep you up-to- right person at the right level. In this session, you’ll
date and running efficiently. discover the main reasons we avoid delegating to
others and identify ways we can begin to let go
MASTERING THE through a process you can apply immediately to
MEMBER CATALOG help delegate any task.
10:30 am – 12 pm REAL TALK FOR REAL
You can’t sell it if you don’t know you have it. In RESULTS: TACKLING TOUGH
this session, our team will take you on a thorough CONVERSATIONS
tour of the Do it Best member catalog, showing
you the most effective techniques to navigate 2 – 3:30 pm
the site, quickly find the products your customers You need to have a tough conversation at work, but
want, and efficiently place your orders. You’ll you’re holding off. Why rock the boat, right? But
learn the best ways to find the best deals, identify tough conversations are the foundation of any good
the products you should be stocking, order with relationship and critical to driving performance. In this
multiple shopping carts, and much more. session, learn how to take on tough conversations
so you can move past the tension to get the results,
FIRST LOOK: THE NEW relationships, and resolution you deserve.
ECOMMERCE PROGRAM AND
MEMBER WEBSITES
2 – 3:30 pm
The transition from the current member
ecommerce program to our all-new one will soon
be underway. Discover its powerful capabilities
and features, including same-day in-store pickup,
matching in-store and online pricing, displaying
non-warehouse stocked products, integrating the
Digital Dashboard, and much more.
50 | BEST CHOICE MAGAZINE
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