2020 Fall Virtual Market Magazine (2)

ESSENTIAL EVENTS

BEST CHOICE

2020 MARKET
GUIDE
FALL

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Page 12 Page 06

BSTURYAINTEGGIES HISTORY

FOR THE FALL MARKET IN THE MAKING

Page 24 BEST CHOICE MAGAZINE | 1

DATA-DRIVEN

LBM PROFITABILITY

THE DO IT BEST FALL Marketsm FEATURED

haItpaplel ns HOW TO BUY AT A
VIRTUAL MARKET | 08
Online.
Even as the market goes virtual this
year, you’ll still be able to find the
best pricing on products from our
top vendors by utilizing our enhanced
Market Savings Builder.

KEY DATES | 22

Mark your calendar with these
important dates to get the most out
of your market experience.

There’s no better way to recharge, rethink, and BUILDING DATA-DRIVEN
reinvigorate your business than to attend the LBM PROFITABILITY | 24
Do it Best market. It may look a little different
this year as the market goes virtual, but there Learn how the Do it Best LBM
are more opportunities than ever to gain team leverages data to make the
insights on retailing trends, discover innovative best purchasing recommendations
new products, challenge your thinking, and for you.
share 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, register online and discover
why Do it Best is your first and best choice for
independent home improvement.

ONLINE SEPTEMBER 13–18.
REGISTER @ MYDOITBEST.COM.

BEST CHOICE MAGAZINE

Table of Contents

PAINT
DESTINATION | 30

Paint is a powerful sales driver in
the home improvement industry.
Learn how you can make your
store a destination for paint.

HISTORY IN| 0T6HE TAKING THE
MAKING GUESSWORK OUT OF
MARKETING YOUR
SSETRAASTOENGAIELSBU| Y12ING BUSINESS | 34

ESSENTIAL EVENTS Learn how to compete and win
in 2021 with an effective and
Your market schedule in the palm of comprehensive strategy
your hand. | 14 supported by data analytics
and proven solutions.
EDUCATION
MERCHANDISING
Build your knowledge across key areas PREVIEW | 18
of your business. | 38
The best way to maximize your
INDEPENDENT WE purchasing game plan.
STAND/NRHA

Training and marketing resources
to strengthen and grow your
business. | 42

LETTER FROM THE PRESIDENT <<

WELCOME Don’t wait another minute
BACK! to learn why Do it Best is
your first and best choice
The markets have always been a great opportunity for for home improvement.
everyone to reconnect and recharge, while exploring the
many great new products and special deals we’ve lined up Go to mydoitbest.com
for you. That’s never been more important than this fall. With and register now for the
the many disruptions to our lives and our businesses this year, Do it Best Fall Market—
and shelter-in-place and social distancing changing the way it all happens online
we’ve interacted, we’ve worked hard to create a virtual market September 13–18!
experience that feels familiar. Now more than ever, whether
it’s from your office or your living room couch, you simply can’t
afford not to be here!

Within these pages, you can read about the events and special
deals we’ve planned for you and your staff. We’re offering
a series of free Knowledge Central seminars designed to
build your knowledge and ignite your spirit. Of course, we’ll
have the Power Preview, Sneak Peek, LBM Super Specials,
Merchandising Preview, LBM Industry Update, and the
Shareholders’ Meeting to inform and inspire you with proven
best practices and tremendous purchasing opportunities. But
that’s only the beginning of what this market can do for you.

The market also provides you an opportunity to break from
your routine and interact with industry experts from Do it Best
and our vendor partners. Gain insights on retailing trends,
discover innovative new products, and challenge your thinking.
And throughout the market week, you’ll be able to develop a
ready list of immediately actionable items to make your team
and your business even better.

DAN STARR, PRESIDENT & CEO

4 | BEST CHOICE MAGAZINE

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Please contact Tim Brideau [email protected] to set up an online appointment at the Do it Best Fall Market.BEST CHOICE MAGAZINE | 5

ESSENTIAL EVENTS

1945 2020

HISTORY Do it Best Corp., formerly known as
IN THE MAKING Hardware Wholesalers, Inc. (HWI),
began as the vision of entrepreneur
Arnold Gerberding. In the late 1930s,
he immersed himself in developing the
concept for a new hardware cooperative
that would serve independent retailers in
the Midwest. In 1945, Gerberding took
to the road and met with small business
owners throughout Indiana, Michigan,
and Ohio. His enthusiasm and persistence
resulted in nearly 100 retailers agreeing
to support Gerberding’s idea and join the
new co-op.

HWI was formally founded on June 28,
1945, in Fort Wayne, Indiana. The first
board of directors was formed entirely
of co-op members—a tradition that
remains to this day. HWI purchased 10
acres of farmland on the east side of Fort
Wayne and construction of the office and
warehouse building was completed in
May 1948.

6 | BEST CHOICE MAGAZINE

The first buying market, held in 1946, was a modest home center stores. HWI saw an opportunity
event at the local Catholic Community Center, to differentiate its stores with the Do it Center®
with 60 members viewing product displays from 25 concept, which revolutionized the way these stores
vendors. Early markets were held in the warehouse looked. So overwhelming was the response that
and later moved to a tent in the parking lot. As the in 1985, National Home Center News reported
markets continued to grow, they transitioned to that “HWI can legitimately lay claim to igniting the
the Allen County War Memorial Coliseum. Finally, resurgence in hardware retailing, and even its co-op
in 1975, the markets relocated to the Indiana competitors concede its Do it Center program has
Convention Center in Indianapolis, where they have been a rousing success.”
been held ever since.
Most other co-ops simply
By the mid-1950s, HWI established itself as a rapidly distributed products. HWI was
expanding regional co-op. Most other co-ops simply one of the first in the industry to
distributed products. HWI was one of the first in the offer training programs to help
industry to offer training programs to help members members improve their sales and
improve their sales and merchandising skills. In merchandising skills.
1955, HWI added a private truck delivery system
that provided members with lower-cost freight and HWI expanded into a members-first co-op whose
scheduled deliveries. HWI entered the computer reach stretched not only across America but around
age in 1964 with the installation of its first computer, the globe. In 1998, HWI grew again by merging with
an IBM 1401. The computer streamlined operations Our Own Hardware, another regional co-op of like-
for ordering, payroll, and pricing. minded business owners. As a result, HWI changed
its name to Do it Best Corp. to tie together all its
In the late 1960s, HWI’s burgeoning business had members, truck fleet, store designs, and advertising.
outgrown its sole warehouse in Fort Wayne; more
than one distribution center was needed in order to Throughout its 75 years, Do it Best Corp. has
keep the co-op competitive. In 1971, HWI opened continued to sharpen its focus to become the first
its first distribution center outside of Fort Wayne and best choice for independent retailers in the
in Cape Girardeau, Missouri. The addition of more home improvement industry, serving thousands of
distribution centers fueled HWI’s growth from a member-owned locations across the United States
regional to a nationwide business. Today, there and in more than 50 other countries.
are eight centers strategically located in Oregon,
Nevada, Texas, Missouri, Illinois, Ohio, South
Carolina, and New York.

One of the most important facets of HWI’s growth
throughout the 1970s was the emergence of

GET TO KNOW THE
MARKET SAVINGS BUILDER

HOW TO BUY
AT A VIRTUAL MARKET

T he fall market is right around the corner, so and it’s going to be your must-have for making
get ready to take part in all the tremendous purchases digitally during a virtual market. Plus,
market buying opportunities you’re once you experience the Market Savings Builder,
accustomed to finding in Indianapolis. Even as the we’re confident you’ll find it indispensable for
market goes virtual this year, you’ll still be able buying at future in-person markets as well.
to find the best pricing on products from our top
vendors by utilizing our enhanced Market Savings Members who have been using the Market
Builder. This powerful tool has always been a Savings Builder for a while would agree—at
step ahead when it comes to paperless ordering, market time, it’s essential for placing orders

8 | BEST CHOICE MAGAZINE

MARKET SAVINGS BUILDER

and receiving electronic order confirmations. of options for searching products, planning, and“
The system includes robust planning, ordering,
and visibility tools right at your fingertips. These ordering visibility. Even better, if you’re sharing
dynamic features make paper-free market ordering
fast and easy. We’d like to share how you can your POS data with us, the Market Savings Builder
harness the power of the Market Savings Builder to
save time and make strategic fall market buys. will use it to give you a consolidated view of your

THE POWER OF demand. Comparing what you’ve sold to what’s
PAPERLESS ORDERING
We launched the Market Savings Builder on sale at the market makes it even easier to make
in 2017 as an efficient way for you to plan
and place your market orders electronically those data-driven buying decisions.
from a single, easy-to-access online system. In the
past, we’d send you several boxes of paper forms “The biggest benefit to us is the
before each market that contained all of the drop email confirmations after we place
ship and pool bulletin listings. You’d sort through an order. We can verify cost,
them all and compare prices to begin making your quantity, and price to make sure all
purchasing to-do list. The Market Savings Builder the numbers match our PO. That
brings everything together for your review in keeps us from forgetting to hand in
one convenient place. This streamlined approach orders or include information in our
helps you make strategic decisions about the best POs. Now we know all the orders
deals and opportunities for your business so you have been submitted. We don’t
can build your orders accordingly. Orders can have to leaf through stacks of pool
be placed either immediately during the market orders and drop ship forms to find
or shortly after you’ve completed your market the best deals; we can do all of that
experience. Depending on the kinds of specials easily in the Market Savings Builder.
you’re after, once the Market Savings Builder It takes a lot of that busy work out
opens on August 10, orders can be placed in the of the way ahead of the market so
weeks leading up to the fall market, during market we can focus on considering new
week (Sep. 13–18), or in the week following the products and displays.
market. Drop ship order deadlines will vary.
Tom Wiswell
WHAT THE MARKET SAVINGS BUILDER Barry County Lumber
CAN DO FOR YOU
The Market Savings Builder doesn’t just For example, when you’re viewing an item on the
offer you ordering efficiency. It has an array
Market Savings Builder, you’ll see what quantity

you’ve sold over the last 12 months. This POS

integration helps you focus on the products you

routinely sell and then decide which buying option

is better for you at that time—drop ship or pool.

With our work on POS vendor integration, we can

offer the opportunity to have the Market Savings

Builder create a reverse purchase order in your

BEST CHOICE MAGAZINE | 9

MARKET SAVINGS BUILDER

POS system to save you time and effort. YOUR DATA
If you’re heavily promoting certain vendors
in your store and want to focus more on access it via mydoitbest.com or a drop-down
those brand products, the Market Savings menu on the member catalog’s landing
Builder allows you to sort through each page. Similarly, when visibility to Sneak Peek
vendor’s items more efficiently. One of the becomes available August 24, you’ll see that
popular sorting options is by Sales History. If option there as well.
you’re sharing your POS data with us, you can
sort by how many items you’ve sold from your store“ << Remember, all market buying
to help determine your best buying option. Many information (bulletins, drop ship
members report that all of these data-driven features have order forms, pallet specials,
been big time savers, so there’s endless value in getting to and Sneak Peek®) are accessible
know the Market Savings Builder! through the Market Savings
Builder. If you have general
“If you haven’t tried the questions or need assistance
Market Savings Builder, you need with the Market Savings Builder,
to—what a time saver! You can go to please contact your territory sales
it a few weeks before the market and manager or Business Technical
choose your vendors and products, Support at 260.748.5302.
and you’ll get an email showing what
you ordered. No paperwork to keep
up with, and you can spend more time
on the new workshops, products, and
programs being offered.

Scott Moore
Mountain View Home & Hardware

and Patrick Building Supply

GETTING STARTED
You can quickly become familiar with how to use the Market
Savings Builder’s features (or get a refresher) by watching
our easy on-screen tutorials. Just navigate to the Online
Tools section on the left hand side of the mydoitbest.com
home page and click on Market Savings Builder.

When it goes live for ordering on August 10, anyone on
your team with managerial permissions will be able to

10 | BEST CHOICE MAGAZINE

A HIDDEN GEM (IN PLAIN SIGHT) << MARKET SAVINGS BUILDER
<<
IT Project Manager Trisha Fuller helped launch the <<THE MARKET SAVINGS BUILDER
Market Savings Builder, and she’s heard lots of <<TOP 3 TIME SAVERS
positive member feedback. “Members really love
using it and enjoy the time saving benefits,” she Compare market prices for
says. “But one thing we think they should be using different ordering options on
more often is the Products Page. This page displays one screen
the best market discounts in four quadrants and
lists the best deals you’ll find for New Items, Pallet << Sort products by what and when
Specials, Items You Sell, and the overall Top Market
Discounts.” See this feature demonstrated in the you sold the most to determine
tutorial video titled “Searching.” best shipping options

SNEAK PEEK INTEGRATION Reverse PO auto-generates in
your POS systems
Because this fall is a virtual market, we’re
integrating the Sneak Peek® right into the Market IMPORTANT DATES
Savings Builder. You’ll be able to see all the great
deals beginning August 24 and then place your The Market Savings Builder opens
orders beginning 6 pm ET on September 13 for ordering on August 10
through 11:59 pm ET on September 14. That’s 30
hours of savings opportunities! << Sneak Peek visibility is available

on August 24

All market pool orders are due
in Market Savings Builder by
September 25 at 11 pm ET

<< Drop ship order due dates

vary by vendor

This spring, a Do it Best task force looked for ways to shrink Kindra Blackburn
the market planning timeline and reformat processes that
don’t provide added value to our members. That meant Process Improvement
moving several processes to online only, such as drop ship Specialist
bulletin order forms.

“We will no longer print and mail those to you ahead of
the market, but you’ll be able to access them through the
Market Savings Builder.”

ESSENTIAL EVENTS

The time is

RIGHT

to buy!

Seasonal buying strategies

for the fall market

W hen it comes to buying products for your store, the Do it Best market is often the best
time to get the best pricing and dating while scoring the hottest deals to stock up for
special sales and store events. But the key lies in the timing. VP of Merchandising Dent
Johnson shares his insights into the best buying strategies for next spring and how you can
make the most of this fall market.

12 | BEST CHOICE MAGAZINE

BUYING STRATEGIES

WHAT’S CHANGED So this fall, when you’re getting ready to make decisions
ABOUT SEASONAL BUYING? about spring season purchases, make sure you’re buying
appropriately to take into account that extra time
Nothing has changed about targeted seasonal buying, but between markets. Remember, you won’t have the same
when the spring market made the shift to February, that opportunity to top off your spring purchases early in the
required everyone to make a temporary shift in thought. year this next time around, so pay careful attention to
You may have stocked up quite a bit at the last fall market, projected delivery dates and plan accordingly.
so perhaps it didn’t seem necessary to do so again in
February. Plus, many were receiving their fall market HOW SHOULD MEMBERS
purchases around the same time they were attending the PREPARE FOR THIS MARKET?
new spring market. Either financially or physically, it could
have been a bit concerning to Have a really good handle on your inventory before you
receive so many deliveries arrive at the fall market so you can start exploring the
in such a short period outdoor categories or ramping up what you already have.
of time. It was a quick This is your absolute biggest opportunity to get the best
turnaround between preseason pricing and dating on spring and summer
the two markets, no seasonal merchandise. Now is the perfect time to expand
doubt about it. your current outdoor categories into something that
makes your customers really take notice.

HOW DOES THIS TIMING Dent Johnson
AFFECT THE BUYING STRATEGY THIS FALL? VP of Merchandising
[email protected]
As far as timing, this fall market—even though it’s virtual
—is much like the fall markets you’re accustomed to, just
held a little earlier so you can connect when it’s less hectic
for you and your business. However, looking forward, it’s
going to be 8 months until the next spring market, which
is a longer stretch of time between markets than normal.

Stay current on vital product information, introductions,
and special purchasing opportunities by subscribing to
the Merchandising Update in your email preferences on
mydoitbest.com. Just click the My Admin pulldown menu
and select Subscriptions.

BEST CHOICE MAGAZINE | 13

ESSENTIAL EVENTS

ESSENTIAL

Events

F all market is filled with valuable events to make your business better.
From product demonstrations to informative presentations and special
limited-time purchasing opportunities, it all happens online.
14 | BEST CHOICE MAGAZINE

ESSENTIAL EVENTS

POWER
PREVIEW

Sunday, September 13 at 6 pm ET through
Monday, September 14 at 11:59 pm ET
Get fired up when you tour the Power Preview! You’ll discover
an expanded selection of Outdoor Power Equipment,
Outdoor Cooking, Power Tool, and Rental vendors. Check
out the newest and most exciting products—all with
tremendous savings you’ll only find at this event.
Attendees have a chance to win a variety of door prizes,
gift cards, and grand prize giveaways of $1,000, $5,000, or
$10,000 in member credits.

LBM INDUSTRYBUILD YOUR KNOWLEDGE
UPDATE

Sunday, September 13
If you want to discover the true depth of resources and
expertise you have available as a Do it Best LBM member,
watch as VP of LBM Gary Nackers shares can’t-miss co-op
updates. Then hear from our team of industry experts as
they cover topics related to each category in lumber and
building materials. These fast-paced category updates
will be available so you can view the ones specific to your
business anytime in the Auditorium.

BEST CHOICE MAGAZINE | 15

ESSENTIAL EVENTS

Bringing
Data-Driven
Decisions
to LBM

These leading partners in LBM are helping
to bring you power through knowledge at
the LBM Industry Update.

®

ESSENTIAL EVENTS

Sneak
Peek®

Sunday, September 13 at 6 pm ET through
Monday, September 14 at 11:59 pm ET
Join us on the virtual market floor for phenomenal
deals on popular products you can use for your next
anniversary sale, special event, Black Friday promotion,
or any time of the year to drive more to your bottom
line. The Sneak Peek has been extended to give you
access to hand-selected vendors with amazing deals on
high margin items.

75th
Anniversary Deals

Monday, September 14 through Friday, September 18
In recognition of our 75th anniversary, we’ve partnered
with key vendors to offer tremendous savings on a select
group of in-demand products. These will be available in
limited buying windows throughout the market week, so
you’ll want to watch for special announcements to lock
in these super savings.

BEST CHOICE MAGAZINE | 17

ESSENTIAL EVENTS << Your MarketMERCHANDISING PREVIEW
18 | BEST CHOICE MAGAZINE Purchasing
Game Plan

Sunday, September 13
Before you hit the market floor, the
Merchandising Preview delivers the best way
to maximize your purchasing game plan. Each
of our merchandise managers will share their
industry expertise to help you grow your
business and buy more profitably.

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 enhanced and expanded product
assortments that will boost your bottom line
with big savings.

Take advantage of this great
opportunity to become your customers’
destination for innovative products,
great savings, and expert advice. Tune
in and find out why this continues to
be a must-attend event for the savviest
members at the market.

ESSENTIAL EVENTS

LBM SuperSEE WHAT’S SO SPECIAL
Specials

Week of September 14
Our team of LBM experts is working hard to ensure that
when you come to the market you have 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. LBM Super Specials will only be available during
the fall market week. Schedule appointments with your
representatives from both Lumber and Building Materials to
learn about these limited time offers!

ShareholderS’PRESIDENT’S ADDRESS &
Meeting

Sunday, September 13 at 5 pm ET
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. Watch 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 an unprecedented 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.

BEST CHOICE MAGAZINE | 19

STOP BY THE DEWALT VIRTUAL BOOTH SEPTEMBER 14TH - 18TH FOR HOT BUYS ON 20V MAX* TOOLS

C
M
Y
CM
MY
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CMY
K

*Maximum initial battery voltage (measured without a workload) is 20 volts. Nominal voltage is 18.
20 | BEST CHOICE MAGAZINECopyright © 2020 DEWALT. The following are trademarks for one or more DEWALT power tools, accessories, anchors and concrete adhesives: The yellow and black color scheme; the “D”-shaped air intake grill; the array of pyramids on the handgrip; the kit box configuration; and the array of lozenge-
shaped humps on the surface of the tool. NS/GDS/20-1655612

Driven by Quality ESSENTIAL EVENTS
Chosen by
Professionals™

If a job calls for professional grade threaded fasteners,
look no further than Pro-Twist®. Crafted for the
trades by tradesmen, Pro-Twist fasteners are
engineered for speed and durability with unique
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for sharper, stronger starts.

Trust the brand the pros choose time after time —
Pro-Twist Construction Fasteners.

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Be sure to visit PrimeSource at the Do it Best Fall Market to
learn more about Pro-Twist fasteners!

Contact your PrimeSource rep to
become a Pro-Twist stocking location
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Pro-Twist® is exclusively distributed by PrimeSource® Building Products, Inc. ©2020 PrimeSource® Building Products, Inc. All Rights Reserved.
Visit www.pro-twist.com for details, warranty information and limitations.

PTADDIB2

BEST CHOICE MAGAZINE | 21

<< July 20 The start of fall market registration on
August 10 mydoitbest.com.
KEY August 24 The Market Savings Builder goes live.
August 31 Start building your orders!
DATES Preview the Sneak Peek specials in the
September 13 Market Savings Builder.
September 13 Be among the first to get your preferred choice
for lodging at the spring market, coming
May 14–17 in Indy.
The fall market auditorium opens with the
Merchandising Preview, LBM Industry Update,
and Knowledge Central presentations available
for viewing.
The Shareholders’ Meeting and President’s
Address is viewable at 5 pm ET.

September 13 The Sneak Peek and Power Preview open at 6 pm ET.

It all happens September 14 The Sneak Peek and Power Preview close at
online! 11:59 pm ET.

September 14–18 Exhibitor booths are open.

My Market CheckList

22 | BEST CHOICE MAGAZINE

Explore What’s New
at the Do it Best Fall Market.

Grilling opens up a universe of possibilities. Be it meat, fish, or veggies.
Classic or fancy. Hearty, sweet, or whatever you want it to be. Stay
tuned for new tech enabled grills, inspiring experiences, ever-evolving
innovations to drive your grilling department sales. Explore all the
possibilities with Weber and Do it Best.

It all happens online at the fall market.

BEST CHOICE MAGAZINE | 23

ESSENTIAL EVENTS

BUILDING
DATA-DRIVEN LBM
PROFITABILITY

T he lumber industry has seen plenty of change over the past decade. To remain competitive,
independent lumber and building materials dealers are implementing many strategies,
including expanding product lines, diversifying through added value products and services,
and cracking down on reducing costs by optimizing the investment of inventory dollars.
We caught up with LBM Director of Operations Mike Ter Molen to discuss how the Do it Best
LBM team leverages data to make the best purchasing recommendations for you.

24 | BEST CHOICE MAGAZINE

LEBSMSEPNRTOIFAILTAEVBEILNITSY

Q: Using data to make more
informed decisions has been a
trending topic lately. Tell us what
you’re seeing in the LBM industry.

MIKE: If our member-owners want to be the best,
they need to efficiently gather and interpret data
from every aspect of their business. Traditionally,
data has been used in LBM purchasing decisions
to give a history lesson of what has happened
over the past week, month, or year. Combine that
with the infamous lumber gut feeling and you’ve
got a method that has worked well for decades
for many lumber dealers. However, the transition
to predictive analytics gives us an opportunity to
take the value of data to the next level.

Q: Where would a member get efficiently utilize resources, and have the right product on
this data to make an informed hand for your contractors.
buying decision?
Another key data source for our members is their
A member’s POS data should always be the“ subscription to RISI’s Fast Market (formerly Random
Lengths). POS data will tell a member what they
foundation. The quality and consistency of this purchased and what they paid for it, whereas data from
Fast Market will help give members a more holistic
data is critical to the success of any analytics perspective. The depth of the data they provide is
invaluable in building industry trends that can help
platform. Whether evaluating the last 30 days, determine patterns in the market.

“ The quality and consistency Q: So how would a member get the rest
of THE Member’s POS DATA is
critical to the success of any of the information to make an informed
analytics platform. purchasing decision?

year over year, or the last three years, analyzing Once you have the data, you have to be able to interpret
an apples to apples comparison makes all the it and understand what it means for your business. The
difference. With past purchasing data, you data alone could lead you astray. You have to be able to
can predict the future needs of your business,

BEST CHOICE MAGAZINE | 25

LBM PROFITABILITY

combine what has happened in the past with what“ This can best be illustrated with an example. The
is happening at the time in your business and in the conversation between one of our traders and a
industry. What projects do your builders have on the member may sound something like this:
books? What is your sales team telling you? Can you
properly identify outliers in your data? “After analyzing your last several
years of purchases for fall compared to
“ EFFECTIVE analytics combined
with industry expertise can purchases this year, it looks like your
generate future insights that volume is consistently running 25%
positively impact a business’s
bottom line. higher this year.

Will the weather stay dry? And then, what is You’re only contracted for four
going on in the industry as a whole? This is where truckloads a month, so that would
having a strong relationship with your team of Do leave about 12 truckloads we’ll need to
it Best lumber and building materials traders can cover. I’ve got a block of trucks at $10
supplement that gut feeling a dealer traditionally
leans on. Effective analytics combined with under market.
industry expertise can generate future insights that
positively impact a business’s bottom line. Historically, it’s at a good price for this
time of year and it’s a good value for
Q: Can you give an example of how
the Do it Best LBM team would be covering your needs.”
working with members in this way?
This example shows how the Do it Best LBM team
Our team of LBM traders is calling our members is using historical and market data to present a
with suggestions on what they should be doing solution that incorporates specific member data
based on what they’ve done in the past and the combined with a feel for the marketplace both now
current market. It’s not just about providing a list and looking ahead.
of what product we have available.

26 | BEST CHOICE MAGAZINE

Q: So Mike, why is it so ESSENTIAL EVENTS
important to spend the
effort on being predictive? BUILD YOUR
CONNECTION
At the last couple markets’ LBM Industry
Update, I’ve talked about how we’re being For a limited time, get your
an aggressor on our members’ behalf. annual Fast Market (Random
Transitioning our data to be more predictive Lengths) subscription for only
is giving our LBM team a foundation to do $450 a year. See the Lumber
just that. Getting the data in place and having & Building Materials page of
the discipline to include forward-looking mydoitbest.com for details.
analytics into your purchasing process will Text DIBlumber to 46786 to
make our members more efficient and pay get up to the minute LBM
dividends for their businesses. information right on your
mobile device.
Mike Ter Molen
LBM Director of Operations BEST CHOICE MAGAZINE | 27
[email protected]

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ESSENTIAL EVENTS

THE PHILOSOPHY OF A
PAINT DESTINATION

Y ou’re an independent retailer with access to the
most dynamic and comprehensive paint program in
the industry, so there’s nothing stopping you from
becoming the destination for paint in your community.
As we often say, selling paint is really about selling color.
And it goes way beyond the act of selling buckets of
paint. Sure, you can be a hardware store that sells paint,
but what about becoming a paint destination that sells
hardware? With that change in philosophy, it can become
a real eye-opener when you connect the dots between
paint and the rest of your business.

Let’s start with the initial experience customers feel when
they enter your paint department. Before every selling
season, make sure your chip rack is full, well-lit, and highly
visible. That’s the easy part. What takes a little more
thought is the inspiration you provide in various ways.

Because, let’s face it, a little—or a lot—of added
inspiration goes a long way with customers, and
that only helps your bottom line.

“ Add inspiration to your aisles “ Remember that even if you have the most
by creating eye-catching well-stocked color selector around, looking
endcaps or sample boards that through thousands of choices can be daunting
show what customers could for people just beginning a project. And today
do with your products. they’re finding tons of inspiration for their
projects online, on TV, and everywhere else. Add
inspiration to your aisles by creating eye-catching
endcaps or sample boards that show what

PAINT DESTINATION

customers could do with your products. This is the perfect way Is there an opportunity to sell cabinet
to highlight other paint products, too—not just wall paint. hardware or tile backsplash? They might be
removing faucets and outlet covers anyway,
Promote your entire paint department by showcasing niche so don’t hesitate to suggest replacements
categories like craft paints, which are hot these days, especially to increase add-on sales. That’s the beauty
for customers who enjoy making their own art and posting it on of being a hardware store, home center, or
Pinterest. Those endcaps I just mentioned? Create an inviting lumberyard, and not just a paint store.
one showing off DIY projects completed using products from
our Craft & Hobby Paints Category Solutions planogram. Take Once you’re a destination for paint, those
it even further by incorporating these products at your special customers are going to buy other things
events like Ladies’ Nights or Tots’ Toolbox events. Attendees as well. So don’t let them go somewhere
are using these featured products, and they’re noticing else to complete the project. Be sure to ask
everything else you sell. Plus, they’ll often post photos about customers about their other remodeling
their experience on social media and tag your store. It’s extra products when they’re coming in for paint so
marketing not only for your paint department, but your entire you can show them the many other project
business as well. solutions you have available. That’s what
we mean by connecting the dots. You have
Now think about what customers who order tinted paint do endless opportunities to build sales in your
immediately afterward—they wait! What a great opportunity for entire store. When you’re a paint destination,
you to talk to them, learn about their project, and show them you’ll quickly see your total sales grow.
your selection of paint supplies conveniently located nearby.
But don’t stop there. Your paint department is where waiting We’ve got the tools and the experts
customers should also find other key related items, and that’s already in place, so the fall market is the
where strategic cross-merchandising comes into play. perfect time to get started. Take advantage
of your extensive access through Do it Best
Put out some bins with high margin items like extension cords, to every brand of paint and paint sundries
cleaning supplies, or light bulbs. Shoppers are already in the you could possibly need.
mindset of refreshing their space, so make it easy for them.
We’ve got the tools and the experts already
in place, so the fall market is the perfect
time to get started. Take advantage of your
extensive access through Do it Best to every
brand of paint and paint sundries you could
possibly need, in a broad range of price
points that cater to every type of customer.
With our strong partnership with Sherwin-
Williams on our private label Best Look paint

BEST CHOICE MAGAZINE | 31

PAINT DESTINATION

line, along with Pratt & Lambert, Valspar, Benjamin choice for paint. Connect with the team in the virtual
Moore, Glidden, and Paint Sundries Solutions, Do paint booth at the fall market, and let’s talk about
it Best is not only your first and best, but your only making your business a destination for paint.

Jenna Myers
Paint Merchandise Manager
[email protected]

THOUGHTS FROM JENNA MYERS

Customers are coming into your store for
paint. Don’t let them go somewhere else
to buy all the other things they need to
complete the project.
“““

“If you treat the paint “A great way to build your entire “You can have really great paint,
department as an afterthought, store’s sales is to make sure you’re and you can offer the top national
so will your customers.” a destination for paint. If they’re brands. But if consumers and
coming for one thing, they’re going contractors can’t get everything
to buy other things. Typically, you they need for their project,
may be a hardware store that has they’re going to stop coming to
paint. We need to reverse that your store.”
thinking to become a destination
for paint and watch your total
sales grow.”

32 | BEST CHOICE MAGAZINE

ESSENTIAL EVENTS
BEST CHOICE MAGAZINE | 33

CONSUMER MARKETING

TAKING THE
GUESSWORK
OUT OF MARKETING
YOUR BUSINESS

With all the integrated marketing tools you have available from Do it Best, finding the
right mix of components to drive more sales in your business might feel like a guessing
game—especially when you’re planning months in advance. But your Consumer Marketing
team can help you compete and win in 2021 with an effective and comprehensive strategy
supported by data analytics and proven solutions. The fall market is the perfect time to
start building your 2021 marketing plan with your Consumer Marketing Specialist. Contact
them to set up a virtual meeting.

PLANNING AHEAD dive into all aspects of your marketing plan,” says
“Effectively utilizing our marketing tools and your Promotional Planning & Production Manager Trisha
marketing dollars directly results in more profit for Hinen. “We know your time is valuable, so we want
you,” says Consumer Marketing Sales & Service to make sure you’re getting the most out of our
Manager Justin Hanford. “And that’s how we strive to meeting. After all, we’re on your team, and we want
help you grow every day. Our Consumer Marketing to help you sell more!”
team is dedicated to helping you drive more sales
in your store and sell more of your products through Going into your Consumer Marketing meeting
great programs, promotions, and components.” prepared allows our team to maximize your time by
concentrating on what we believe you should be
Before your scheduled meeting, your Consumer using at various times of the year. This is also the
Marketing Specialist will send you a report based time to brainstorm new ideas that can drive more
on your POS data. The report highlights the trends sales in your store and discuss programs you should
they’re seeing as the most profitable times to be executing throughout your plan. All of this means
promote your business. Take some time to review this you could finalize your marketing plan for the first few
data and consider what promotions and components months of the year, or maybe even the entire year, in
are being recommended. “We’re big believers that as little as 30 minutes!
knowledge is power, and having that knowledge
ahead of your meeting allows us to take a deeper

34 | BEST CHOICE MAGAZINE

PROVEN PROGRAMS “The POS marketing calendar was super helpful

The top three game changers for your 2021 marketing for 2020. I was able to go in and plan all of my
plan are Best Rewards, the Digital Dashboard, and Do it Best promotions for the entire year so
Instant Rebates: much easier than what I’ve done in the past. It
also helps that the promotions are named by
Best Rewards the month and/or holiday that they surround.
Get the customer data you need to That prevents any confusion about what is
market to your most loyal customers scheduled when.
with relevant messages and
targeted discounts that keep them Kimberly Stone,
coming back and buying more. Hardman's Hardware
<<
Digital Dashboard “Consumer Marketing has always been an
Promote products, programs, and “essential piece to our yearly marketing plan.
services online and drive sales “
through relevant messaging using It takes a lot of the hassle out of advertising
paid ads, Google search terms, and
content-based social media posts. and saves hours of pulling sales data. Do it

Instant Rebates Best is able to pull our biggest weeks and
This is an additional promotional tool to
compete in key categories and brands, use their knowledge to put together a plan
offering customers instant savings that
lead to more sales. We recently kicked for our specific store.
off this program with Scotts; more
vendors will be added soon. Robin Smith,
Petersburg Hardware
“Effective consumer marketing is really about driving sales,
and when you create a consistent message through all of Justin Hanford
your marketing channels, that’s a much better selling tool Consumer Marketing
for your business,” says Justin. “That’s why integrating your Sales & Service Manager
program tools into your marketing plan is so important, [email protected]
and we’ve got the right people and a robust mix of
programs in place.” Trisha Hinen
Promotional Planning &
Begin the conversation today with your Production Manager
Consumer Marketing Specialist or Advertising [email protected]
Service Representative, the team who knows
your business and your region. Email them
directly or give the Consumer Marketing
department a call at 260.748.5576 to set up
your virtual fall market meeting now.

35 | BEST CHOICE MAGAZINE

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36 | BEST CHOICE MAGAZINE

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makBEiStTaCtHoOoICElsM.AcGoAZmINE | 37

KNOWLEDGE CENTRAL

BUILD YOUR KNOW-HOW

Knowledge
Central

Ignite your inspiration, build your
know-how, and recharge your batteries
through our series of free Knowledge
Central educational sessions—now
available all week long!

ROD BRISTOL Dynamic Budgeting: Flexible Planning for an Uncertain 2021

38 | BEST CHOICE MAGAZINE The sales tsunami of 2020 will be a hard act to follow. Do you have a nimble business
plan for 2021? Can you quickly adapt to rapidly changing sales scenarios? Join Rod
Bristol for industry insights and tips to create a dynamic budget that leverages the
successes of 2020 through an unpredictable 2021. You can’t afford to start the new
year without it.

Rod Bristol comes to us from Profit Soup, a financial education, benchmarking, and
coaching company. His decades of experience as a small business owner allow him to
help others find a strategic path forward.

LINDSAY BOCCARDO KNOWLEDGE CENTRAL

How to Retain Young Talent

The pandemic has launched customers into DIY projects, learning new skills, and
stocking up on essential hardware products. With growing profits, it has been critical to
have the right team on the sales floor. This is a huge opportunity to coach young talent
and potentially set them up for lifelong careers on your team. Capturing high potential
employees early on will help you build a strong foundation at your store. In this session,
you will learn three strategies to retain your best, brightest, and youngest during this
unprecedented time.

For nearly a decade, Lindsay Boccardo has been coaching, researching and developing
programs for millennials. As the creator of “Unleash My Career,” an online course
dedicated to millennial leadership, she empowers young employees to feel more
prepared to start and advance their careers.

KELLI GONZALEZ Growing Your Sales Using Epicor Mobile Tools

In today’s ever-changing environment, it’s perhaps more important than ever to meet
and engage with customers wherever and however they shop. Empowering your team
with the right Epicor mobile tools will not only help them provide excellent service to
your customers, it can help your staff become even more efficient and productive—and
that’s a win-win! Join us in this session to discover great Epicor tools to help you expand
beyond the register and best serve your community when they need you most.

Kelli Gonzalez is a professional aervices consultant with Epicor. Her background
includes a leadership role at a large hardware and lumber retailer where she facilitated
the improvement of processes across the business including inventory accuracy,
management, and evaluation.

DR. REBECCA HEISS Fear(less) Inclusion

In this presentation on leadership, Dr. Heiss addresses a concept close to home. No
blame. No finger-pointing. No guilt. Fear(less) Inclusion is all about understanding
the instincts that drive us to carry bias. No matter our background, we all carry some
shortcuts and biases about others and ourselves. When we understand the instincts
that drive these stories, we can effectively manage them before they negatively
affect our relationships and performance.

Dr. Rebecca Heiss taught at the South Carolina Governor’s School for Science and
Mathematics before stepping out on her own to develop and launch Icueity, an app
that encourages users to grow in self-awareness. Her book, Instinct, is expected
March 2021.

BEST CHOICE MAGAZINE | 39

KNOWLEDGE CENTRAL

ANTHONY JULIANO Customer Service as a Competitive Advantage

Today’s retail environment makes it harder than ever to stand out. Your customer
service is your competitive advantage. In this fast-paced session, you’ll learn how to
deliver a high-quality customer experience, identify service superstars within your
team, and manage your online reputation. You’ll leave the session equipped to turn
service into an asset for your business.

Anthony Juliano is a leading ad agency executive and founder of Point Six Four
Consulting and Training. As a seasoned educator on customer service, social media,
and marketing, his lifelong goal is to help others understand the ever-changing
communications environment.

DAN TRATENSEK Thinking Outside the Big Box

Learn what disruptive retailers are doing to compete and win against the big boxes
and online giants. You will gain insights from all types of independent retailers who
are “Thinking Outside the Big Box.”

Dan Tratensek is the executive vice president of the North American Retail
Hardware Association and publisher of Hardware Retailing, the leading trade
magazine in the home improvement industry. Bill Brunelle, co-founder of
Independent We Stand, leads an organization dedicated to the advancement and
advocacy of locally owned businesses.

BILL BRUNELLE

40 | BEST CHOICE MAGAZINE

BEST CHOICE MAGAZINE | 41

Independent we stand / NRHA

BE INDEPENDENT. For example, Independent We Stand has worked
STAND TOGETHER. alongside the North American Retail Hardware
Association to measure the impact that locally
FREE PROMOTIONAL RESOURCES owned hardware stores and lumberyards have on
FOR DO IT BEST MEMBERS their communities. The resulting “Home Sweet
Home” studies revealed:
As a Do it Best member, you have free access
to the many marketing and educational resources • Locally owned hardware stores reinvest 130
offered by Independent We Stand. Together, we’ve percent more of their revenues than big box
teamed up to help store owners like you promote retailers like Lowe’s and Home Depot.
the benefits and importance of buying local in
your community. • Locally owned hardware stores reinvest 676
percent more of their revenues than Amazon.

• If contractors and other homebuilding
professionals shifted just 10 percent of their
purchases from national chains to independent
hardware stores and lumberyards, towns
around the country would enjoy the benefits of
an additional $1.5 billion in economic activity.

With these resources and talking points, you can
better educate your customers about the value that
your business adds to the community. While you
work at the local level, your Independent We Stand
membership also supports our work at the
national level.

With your free Independent We Stand << To take advantage of these
membership, you have access to: resources and collaborate with
• Buy local social media graphics Independent We Stand on
• A descriptive listing in the online local business other promotional activities, visit
independentwestand.org or contact
search engine and mobile app our team at 888.787.8497.
• Fact sheets, studies, and other
Bill Brunelle
insightful research Co-founder of
Independent We Stand
Independent We Stand works on the behalf of [email protected]
all independent retailers to raise awareness of
the buy local movement. In part, we do this by
equipping your business with the facts, data, and
talking points you need to spread the message in
your community.

42 | BEST CHOICE MAGAZINE

Independent we stand / NRHA

Offers Market-Only <<NRHA’s mission is to help independent home
Discount on Training improvement retailers, regardless of wholesale
Resources affiliation, become better and more profitable
retailers. This not-for-profit organization serves
TRAIN YOUR EMPLOYEES WITH MORE the channel by providing
THAN 250 ONLINE COURSES retailers with educational
resources, networking events,
Now more than ever, your employees can make a huge industry research and by acting
impact on your business. Customers expect them to as a collective voice for 35,000
provide great service and know about the products retailers across the U.S.
you carry, and you count on them to maintain a safe and Canada.
and well-merchandised store. As the industry leader
in training education for employees and owners, the SCHEDULE A MEETING
North American Retail Hardware Association (NRHA) TO LEARN MORE
invites you to connect during our fall market to learn
more about training opportunities that can improve It’s easy to get started! Below are a few
your business. You will also be able to sign up for a of the ways you can connect with us during
discounted 2021 NRHA Training Membership for $250 the market.
while receiving the rest of 2020 for free! Remember, • Schedule a virtual meeting with an NRHA
this special deal will only be available during the fall
market. For more details, visit nrha.org/dib. team member by visiting nrha.org/dib.
Meeting times are available on a first-come,
NRHA CAN HELP YOU first-served basis Sept. 14-18 from 8:30 am
to 5:30 pm ET
• Set up an easy-to-use online employee • Sign up for free, limited-time access to our
training program online training courses and watch a short
demo by visiting nrha.org/dib
• Train employees with more than 250 courses • Check out NRHA’s online resources at nrha.org
covering product knowledge, selling skills, • Contact us directly if you have
merchandising best practices, and more any questions at [email protected]

• Elevate managers and key employees with Dan Tratensek
college-level leadership and retail Executive Vice President/Publisher
management certifications NRHA/Hardware Retailing

• Identify missed opportunities in your financial
statements to help you increase profits and
cut expenses

• Find trusted business service providers for
needs like health insurance and human
resources management

BEST CHOICE MAGAZINE | 43

SEPTEMBER 13–18, 2020

START @ MYDOITBEST.COM

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