DoitBest_2020SpringMarketMagazine_11.4

BEST CHOICE

SPRING MARKET

2020GUIDE
It all happens
5 WAYSTO MAKE YOUR
BUSINESS BETTEr
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BSTERSAT TBEUGYIEINSG

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INNNEOWVAPTIVREODUCTS

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1 BEST CHOICE MAGAZINE

YOUR SPRING MARKET
DON’T MISS LIST | 20

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 DO IT BEST <<
Spring Marketsm
YOUR SINGLE SOURCE IS YOUR
IT ALL HAPPENS HERE. TOTAL SOLUTION | 22
There’s no better way to recharge, rethink, No matter your size, we can help
and reinvigorate your business than to attend you grow your LBM business.
the Do it Best market. You’ll gain insights
on retailing trends, discover innovative new WELCOME TO INDY! | 24
products, challenge your thinking, and share There are lots of reasons our
best practices with your peers. members enjoy their semi-annual
visits to Indianapolis, home of the
We invite you to read through these pages and Colts, Pacers, Indy 500 and the
learn about all the opportunities we’ve created Do it Best Spring and Fall Markets.
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.

FEBRUARY 7 – 10 IN INDIANAPOLIS.
REGISTER ON MYDOITBEST.COM.

2 | BEST CHOICE MAGAZINE

FEATURED SNEAK PEEK
SNEAK PEEK
CUSTOMER LOYALTY | 36
Best Rewards transforms a member’s EDUCATION DAYS | 28
marketing strategy. Build your knowledge across key
areas of your business.
MERCHANDISING PREVIEW | 18
The best way to maximize your purchasing INTERNATIONAL | 34
game plan. With over 450 stores in more
than 50 countries around the
BEST STRATEGIES TO BUY world, Do it Best delivers the
RIGHT AT THE MARKETS buying power and vendor
There are many can’t-miss buying selection you need.
opportunities for you at every
market. | 06 PAINT DESTINATION | 38
Paint is a powerful sales driver in
SPRING AND FALL the home improvement industry.
SEASONAL BUYING | 07 Learn how you can make your
SNEAK PEEK store a destination for paint.
STRATEGIES | 08
CORE SOLUTIONS: BEST CHOICE MAGAZINE | 3
YOUR HAND & POWER
TOOL DESTINATION | 11
BUILDING YOUR MARKET
SAVINGS GAME PLAN | 12
SPOTLIGHTING SEASONAL
ASSORTMENTS | 12
HAMMER DOWN:
LIVE MARKET AUCTION | 13

ESSENTIAL EVENTS
Your market schedule in the palm of
your hand | 14

5 WAYS TO MAKE YOUR
BUSINESS BETTER | 42

HERE.IT ALL HAPPENS <<LBM savings at the Super Saturday Specials,
and the fun of the Live Auction are all created
We’re proud to kick off our 75th anniversary with to excite you with proven best practices and
our earlier start for the spring market in Indianapolis, tremendous purchasing opportunities. We’re
February 7-10. No longer do you have to choose also bringing back the popular Core Solutions,
between attending graduations, weddings, family our comprehensive 5,000 square foot display
events, and your busiest sales weekends or coming to of best-in-class assortments, featuring the
the market. Now you can do it all and win big. Discover best of the best in the hand and power tool
how this market is so full of opportunities for you to departments. If you want to dominate these
grow your business that you simply can no longer afford categories, you have to check out this area
not to come! and take advantage of the special incentives
we’ve created to get these products in your
Within this guide, you’ll learn about the events, store today so you can start selling more
activities, and special deals we’ve planned for our tomorrow. But that’s only the beginning of
spring market. Free seminars from industry leaders what this market can do for you.
designed to build your knowledge and spark your
inspiration. The informative LBM Industry Update, the The market also provides you an opportunity
lively Market Kickoff, the energetic Sneak Peek®, the to break from your routine and interact with
fast-paced Merchandising Preview, the tremendous industry experts from Do it Best and our
vendor partners. Gain insights on retailing
4 | BEST CHOICE MAGAZINE trends, discover innovative new products,
challenge your thinking and share best
practices with your peers. Enjoy a bustling
Indy nightlife with opportunities to relax, dine,
and be entertained with a nightly downtown
light show. 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 Spring Market.
It all happens here!

SNEAK PEEK

1945 2020

1946 - Our very First Market 1959

1955

Growing to Serve You Better

From the very beginning of our co-op (when we were moved to the Fort Wayne War Memorial Coliseum,
known as Hardware Wholesalers Inc. or HWI), the where they were held for nearly two decades.
spring and fall markets have played an integral role in
connecting members, staff, and vendors to ensure you The markets attracted so many people that hotel rooms
have the best products and services for your business. for 50 miles around Fort Wayne were sold out, and HWI
had outgrown the local Coliseum. In 1976, they moved
The first HWI Buying Market was held in November 1946 to the Indiana Convention Center in Indianapolis. HWI
at the Catholic Community Center in Fort Wayne, Indiana. soon became the largest single user of the convention
In the 66' x 90' auditorium, 60 new members browsed center, which even expanded to meet our growing need
merchandise displays from 25 vendors. The market moved for space.
to our newly constructed warehouse in 1947.
Today, Do it Best uses nearly half a million square feet
HWI grew rapidly in the 1950s, and the markets were of the convention center during our spring and fall
a perfect example of that expansion. In 1955, the markets. With thousands of members, vendors, and Do
market outgrew the available warehouse space and it Best staff in attendance at each event, the markets
was relocated to a giant tent in the parking lot. In 1956, continue to be can’t-miss opportunities for you to grow
after the third expansion to the facilities, the market your businesses.
moved back to the warehouse.
BEST CHOICE MAGAZINE | 5
Despite another expansion in 1958, the buying event
outgrew the warehouse once again. So the markets

BEST Strategies TO
BUY RIGHT AT THE MARKETS

T here are many can’t-miss buying opportunities for you at every market. Our spring event offers
the Sneak Peek®, Super Saturday Specials, Category Solutions, Core Solutions, Seasonal Spotlight,
Hot Buys, Pallet Specials, the new Live Auction, and much more. But if you don’t go into the
market with a plan, you risk spending too much time on the floor chasing deals but missing additional
opportunities to grow your business.

To ensure you’re making the most of every market, we’ve assembled these recommendations as you
develop your buying strategy.

It’s in the Can We’re discontinuing the canning pre-planner so we can Linda Geise
offer you the best savings of the season right at the Housewares
6 | BEST CHOICE MAGAZINE spring market. With top products to meet your customers’ Merchandise Manager
demands, including new launches from Ball®—the #1 [email protected]
brand in canning and food preservation—your best deals
<<are sealed up.

Visit the Housewares hub to see the
updated planograms and endcap ideas.

BUYING STRATEGIES

Spring and Fall Seasonal Buying

With the transition to February and September for next spring where the best preseason pricing
for our semi-annual markets, we’re optimizing and dating will be offered. Now, with our spring
your opportunity to attend during less hectic market in February, you will have the additional
months for you and your business. But with this opportunity to backfill spring merchandise as
shift comes a few questions about seasonal demand becomes more clear. But you shouldn’t
buying. To get some insights, we turned to Gary wait until February to purchase all of your spring
Loosle, Do it Best division merchandise manager. merchandise because our vendors at the spring
market will be featuring their top products for the
PREPARE upcoming fall selling season. Planning ahead pays
Put together a list of items you need to purchase, off. You’ll have the inventory you need when you
the educational sessions you need to attend, and need it.”
which new products and categories you want to
explore. Then, use that list to create your agenda. Gary recommends you use the spring market
“The most effective members prioritize planning. to plan and place your orders for your fall and
They understand the value of attending the market winter product needs like ice melt, heaters,
and prepare an action plan so nothing is missed,” weatherstripping, and holiday items. And, if
says Gary. needed, you can re-purchase inventory at the fall
market to replenish your fall and winter inventory.
MAKE A SHOPPING LIST
Know your inventory needs before the market. MIX IT UP
“You should plan ahead for the next season,” adds Visit the Launch Zone and New Item Gallery
Gary. “For example, at the fall market, purchase to explore new, innovative products. “Don’t
be afraid to try something new with your best
departments—the categories your customers look
to you for all year long. You can feel comfortable
taking calculated risks in these product categories.
By introducing new products in the departments
where you’re already successful, you’re fishing
where the fish are already!”

Gary Loosle
Division Merchandise Manager
[email protected]

BEST CHOICE MAGAZINE | 7

Sneak Peek® Strategies “

Where can you get the most amazing deals at the market, jam-packed into just 90 minutes?
The Sneak Peek®, of course! This fast-paced buying opportunity gives you access to hand-selected vendors
with amazing market-exclusive deals on high margin, in-demand items. But the Sneak Peek isn’t just about
buying lots of hot products at huge discounts. It’s also one of your best opportunities to strategize and
plan for effective traffic-driving promotions in your store throughout the year.

“ The Sneak Peek® is an essential part of our store’s marketing
strategy. It’s a great way for us to plan our promotions for the
next 6 months, and an opportunity to purchase products at a
good cost savings, so we can regularly boost our price
perception with our customers.
Todd Paterson
Paterson Do it Best® Hardware

8 | BEST CHOICE MAGAZINE

BUYING STRATEGIES

MARKET FACTS

Do it Best members that time period so that we can plan our promotions,”
says Todd Paterson, owner of Paterson Do it Best®
$10,000regularly save Hardware. “We use our POS database to check our
past sales history on those SKUs being offered so that
or more during we can accurately forecast our needs. Then we’re able
the Friday night to have all those orders printed in advance. Since we
may be participating in 70% or more of the specials, I
Sneak Peek. make good time handing in my orders to the vendors.”

IT’S ALL PART OF THE PRE-PLAN Retail Performance Manager Alison Farrington agrees
Preparing for the Sneak Peek is key to making the that the Sneak Peek is crucial for planning ahead. “It’s
most of your time there. The Sneak Peek Pre-Planner the best way for you to plan your promotions for the
is a tremendous organizational tool that helps you year, or until the next market comes around. These
create a game plan so you’re ready to go when the are great traffic-drivers and great price image items
doors open. Just click the Sneak Peak Pre-Planner that can be used for endcaps, promotional selling
link on mydoitbest.com when it goes live. There opportunities, or impulse items,” she says.
you’ll find a listing of all the deep discounts being
offered, their SKUs, and how much you’ll save. Now PEEK PROMOTIONS
you can plan out and buy several months’ worth of Promoting your Sneak Peek buys through
products for store promotions and special sales, various marketing efforts is also a smart idea. “The
knowing you’ll have them when you need them. Sneak Peek offerings are one method to pick items
to be promoted in either print or radio ads and then
“We will look at the ship dates offered for each schedule them for particular months for promotional
Sneak Peek vendor and know what will work during purposes,” adds Todd. “If you run a FLEX or BYO
circular, where you customize the ad, you

Market Pro Tip TPIRPO!

Use the special buys at the
Sneak Peek to:
• Strengthen your price perception
• Lock in Black Friday or Small Business

Saturday deals
• Stock up for special events and

anniversary sales

BEST CHOICE MAGAZINE | 9

can feature the Sneak Peek items as well. Some <<looking to buy it right so they can either capture
may pick those items to be used as coupons in more margin or pass the savings on to their
a mailer, but we choose to use a FLEX and offer customers to improve their price image.”
them with a coupon format.”
Fine-tune your own buying strategy
Special store events are also great reasons to so you’re ready when the Sneak Peek
stock up on Friday night. “I love it when you can Pre-Planner goes live on January 20.
plan for your upcoming events — with Sneak Peek Then be sure to put your plan into
as a driver to that,” says Alison. ”So if you have a action when the Sneak Peek opens at
grand re-opening or a ladies night coming up, you 5:30 pm on Friday, February 7.
can buy some key items at a very deep discount
in order to promote and have something with Alison Farrington
good margin opportunities. I encourage members Retail Performance Manager
to use the Sneak Peek as a way to have items for [email protected]
giveaways, such as the first 150 customers through
the door for your grand opening get that item for
free. That’s a great traffic driver, and it really helps
bring customers into the store.”

SNEAK PEEK ROI
Best of all, many members report the savings
they realize from the Sneak Peek offset other
expenses, such as travel to the market. Todd
says, “It definitely justifies our time being
away from the store, not only paying for our travel
expenses. Any member who doesn’t participate
is just wasting good possibilities of increasing
their business. Whatever is offered at Sneak Peek
definitely is worth our time to participate.”

Alison agrees. “A lot of our members are honed
in on the buying and selling aspect of it. They’re

The Sneak Peek Pre-PlannerPRE-PLAN YOUR VISIT
goes live January 20 on
doitbestonline.com.

10 | BEST CHOICE MAGAZINE

Spring BUYING STRATEGIES
Market
CORE SOLUTIONS:
Don’ t Miss
Your Hand & Power Tool Destination
LIST!
We’re dominant where you need to
<<dominate in key product categories. At the
Core Solutions display area on the market
floor, you’ll discover the best products
and most up-to-date assortments in hand
tools and power tools in this must-visit
5,000-square-foot retail destination setting.

“Core Solutions delivers the perfect
opportunity to update your product
selection to drive more sales in these
important categories,” says Merchandise
Manager Shane Burnworth. “Our team of
experts will show you the hottest trends and
the best mix of merchandise to boost your
bottom line and deliver repeat visits to your
business. Plus, every planogram you order
at the market is supported by incentives to
make upgrading these categories easy and
cost-effective.”

See how these products,
including CHANNELLOCK®,
DeWalt®, Makita®, Marshalltown®,
Milwaukee®, Shop Vac®, Stanley®,
and more, will look in your store,
then take advantage of great
savings to become the destination
for hand and power tools in
your market.

Shane Burnworth
Power Tools Merchandise Manager
[email protected]

BEST CHOICE MAGAZINE | 11

Build Your Market Savings Game Plan

It’s important to come to Indy with your game plan <<including bulletins, drop ship order forms, pallet
mapped out so you’re maximizing every moment on specials and the Sneak Peek Pre-Planner link, will
the floor. The Market Savings Builder gives you easy be accessible through the Market Savings Builder.
online access to every market special, allowing you A new product research page within the
to create your purchasing strategy well in advance. Market Savings Builder helps you work smarter
This frees you up to talk with more vendors and not harder by highlighting pallet specials, new
fellow members and explore everything that’s new at items, items you sell, and some of the largest
the market. discounted items at the market.

Start your Market Savings Builder ordering Watch for the Market Savings Builder
prep with the useful tutorials and resources on to launch January 6 on
mydoitbest.com. All market buying information, mydoitbest.com.

WELCOME Spotlighting
TO THE Seasonal Assortments

TRIM-A-TREE The Seasonal Spotlight features the right mix of
Trim-A-Tree assortments you need to be
SEASONAL prepared for the holiday selling season.
SPOTLIGHT Explore the aisles while picturing the expertly
designed planograms in your own store.
12 | BEST CHOICE MAGAZINE Then, talk with one of our experts to order the
assortments you need. It’s that simple!

HAMMER DOWN << BUYING STRATEGIES

The live market auction is a great new way Auction wins on warehouse items
to score big savings on special vendor and will be shipped to your store
warehouse deals. “After its well-received via your regular weekly truck
introduction at the fall market, we’re excited delivery. Drop ship items will be
to bring another round of special products shipped prepaid from the vendor.
to the market floor this spring,” says Michael
Zadylak, Do it Best division merchandise Michael Zadylak
manager. “The unpredictability of an auction Division Merchandise Manager
setting means you might get a good deal — [email protected]
or a really great deal. It all depends on who’s
bidding and who wants it the most. But you
have to be there to win!”

“Before you head to the market, be sure to
check the market website to review the most
up-to-date product list of items to be featured
in our live auction,” adds Michael. “Make
some notes, but go ahead and place all of
your Sneak Peek and Market Savings Builder
orders as usual. You’ll have the opportunity to
score great deals at the live auction, but these
products are never guaranteed so be sure
you’ve buttoned up your purchasing game
plan ahead of time.”

Improve your merchandising and increase your sales and Nicole Green
profits by stocking the right products in this profitable seasonal Outdoor Living & Trim-a-Tree
category. With the market now in February, our market specials Merchandise Manager
and planogram offerings in the Seasonal Spotlight area will take [email protected]
the place of our Trim-A-Tree Pre-Planner. Plus, you’ll receive
additional discounts and extended dating. Check out this great BEST CHOICE MAGAZINE | 13
display area on the market floor!

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.

14 | BEST CHOICE MAGAZINE

ESSENTIAL EVENTS

“ The spring and fall “ LBM IndustryBUILD YOUR KNOWLEDGE
markets definitely give us Update
what we need to manage and
maintain our inventory and Friday, February 7
serve our customers better. Wabash Ballroom
12:15–1:30 pm
Greg Templeman
Sunpro 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.

BEST CHOICE MAGAZINE | 15

ESSENTIAL EVENTS HACKING THE
16 | BBEESSTT CCHHOOIICCEE MMAAGGAAZZIINNEE
MARKET KICKOFFROCKSTAR ATTITUDE

Friday, February 7 | Sagamore Ballroom
4–5:15 pm

World renowned drummer Mark Schulman is bringing
rock ‘n roll to retailing. With over three decades of
experience performing with artists like P!nk, Beyoncé,
Cheryl Crow, and Foreigner, Mark will empower,
inspire, and unleash the rockstar in you.

Mark’s unique perspective and engaging performance
will provide you and your team with the mentality
and mastery needed to break through any barriers
to success. Blending his high-energy persona with
strategic business expertise, he brings the thrill of a
rock show paired with transformational results of a
cutting-edge message.

You’ll leave ready to start rocking out on the sales
floor and inspired to begin drumming up new ideas.

Sneak PeekDEALS WORTH THE DRIVE
®

Friday, February 7 | 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. And
you can start creating your Sneak Peek game plan when
the pre-planner goes live on January 20 so you’ll be able
to make the most of your time when the doors open.

ESSENTIAL EVENTS

LBM ReceptionBUILD YOUR CONNECTION

Friday, February 7 | 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.

“ The LBM team really “ LBM SuperSEE WHAT’S SO SPECIAL
helps us out at the market, Saturday Specials
connecting us with the right
suppliers that give us the best Saturday, February 8 | Exhibit Hall
8:15 am–5:30 pm
deals in our region.
One of the many great things about the market is your
exclusive access to amazing savings from key lumber mills
Scott Brown and building material suppliers. Lock in deals on drywall,
roofing, insulation, foam sheathing, concrete, steel, and
Pride Do it Best® treated lumber from our strategic vendor partners. The
Home Center lumber industry is constantly changing, but one thing you
can always count on is the great savings at the market.

BEST CHOICE MAGAZINE | 17

ESSENTIAL EVENTS

“ The Merchandising Preview “ Your MarketMERCHANDISING PREVIEW
gets you excited for the Purchasing
products you’ll see out on the << Game Plan
market floor, and helps you
identify the vendors you want Saturday, February 8 | Sagamore Ballroom
to go talk to so you can bring 7–8:15 am
new stuff into your store.
Hanna Wingo Before you hit the market floor, the
Indian Trail Hardware Merchandising Preview delivers the best way to
maximize your purchasing game plan. Enjoy a
18 | BEST CHOICE MAGAZINE 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 enhanced and expanded product
offerings 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. Be there on Saturday
morning and find out why this continues
to be a must-attend event for the
savviest members at the market.

Spring
Market

Don’ t Miss

LIST!

ESSENTIAL EVENTS “

SATURDAY RECEPTIONCELEBRATE GOOD TIMES

Saturday, February 8 | Sagamore Ballroom
Starts at 6 pm

Join us for an evening of fun and relaxation with food and
beverages. Meet our staff and build relationships with your
fellow member-owners in a light-hearted environment.

THE Live auctionGOING...GOING... GONE AT

Sunday, February 9 | LBM Market Floor
3–4 pm

Attend this fast-paced auction to score great deals on
drop ship and warehouse-stocked products that your
customers will love. We’re featuring products from
national manufacturers that will sell for below warehouse
cost. You must be present to bid and win. Attendees
also have the opportunity to win great door prizes and
vendor-sponsored experiences.

“ You see so much here.

And we have it because we see it
firsthand. When you support the market,

the market will support you.
David Studer
B & D Lumber and Hardware

BEST CHOICE MAGAZINE | 19

Spring 2BUILD
Market YOUR TOOL
DOMINANCE
Don’ t Miss

LIST!

This market guide provides a We’re dominant where you need to dominate. That’s why
great overview of the many we’ve devoted 5,000 square feet of the market floor to
events and activities designed to highlight our Core Solutions featured departments. For
help you improve your operations, this market, we’re focusing on hand and power tools, two
expand your product mix, categories that every Do it Best store can own in their
recharge your batteries, and grow community. We’ll have a team of experts ready to show
your business. You’ll have the best you the best ways to merchandise the right mix of products
possible experience when you to drive sales and repeat visits. Plus, you can order full
head to Indy with a plan. Be sure planograms with incentives so good that upgrading your
to talk to your Do it Best territory hand and power tool departments will be your easiest
sales manager about all the spring buying decision of the weekend.
market opportunities you’ll want
to include on your Don’t Miss List! 3

1 MAKE AN
INVESTMENT
IN YOURSELF
Our slate of free Knowledge Central educational
sessions scheduled throughout the weekend are designed
to break you out of your routine and get you thinking
about your business in new ways. There’s something
for everyone, from growing your sales and profitability,
enhancing your operational excellence, developing a
dynamic team - and more! Make a personal commitment
to self-improvement by attending any of the sessions
previewed on pages 28-33.

20 | BEST CHOICE MAGAZINE

4GET INSPIRED
Our markets are known for presenting engaging, informative events filled with

insights to enhance your business and grow your sales. Make plans to join us Friday

afternoon at 4 pm for our Market Kickoff with world renowned drummer Mark

Schulman (read more on page 16). Then, come back to the Sagamore Ballroom on

Saturday morning for the Merchandising Preview. This fast-paced program features

our merchandise managers spotlighting product trends and identifying strategies to
help you buy smarter at the market.

5 CGORONWNEYCOTIUORNSTime and again, members and prospects tell us what they value
most about our markets is the opportunity to interact with and
learn from their peers, Do it Best staff, and vendors. Make sure

you carve out time to connect with your fellow attendees, whether

at one of our events, our Saturday evening reception, or over

dinner at one of the many great downtown restaurants in Indy (see

page 25 for a few new recommendations). You’ll be better for it.

BE INNOVATIVE

Just as you regularly look to create new
shopping experiences for your customers,
we’ve refreshed 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 | 21

total solutionYOUR SINGLE SOURCE IS YOUR

22 BEST CHOICE MAGAZINE CONSTRUCTION INSTRUCTION
22 | BEST CHOICE MAGAZINE Full-day LBM workshop | February 7

$895 value - Free but
seating is limited

(See page 32 for more information.)

LBM TOTAL SOLUTION

Providing you
solutions to maximize

your business

W hen you partner with our LBM team, you get a Western Building
single source Total Solution for your business. Center invests in
Leverage our extensive mill and vendor the future
relationships for an uninterrupted supply at the most
competitive prices in the industry. Attend the market The skilled workforce is estimated to only grow
for exclusive buying opportunities and to stay on top of 0.5% over the next decade, leaving a huge
market conditions so you can continue to strategically gap in demand for labor. Now more than ever,
grow your business. there is a critical need to shift the perception of
the construction industry within the younger
We’re committed to providing you with the education generation and recruit more skilled laborers.
and opportunities to ensure you’re properly positioned
as the go-to resource for your contractors. New to this Western Building Center in Montana is doing
spring market, we’re bringing in the leading resource just that. They’ve taken it upon themselves to
for modern building science, Construction Instruction®, grow their future workforce through recruitment,
to host a full-day workshop on Friday, February 7. outreach, and education.
The full day of training provides you with a tremendous
opportunity to grow your knowledge and educate your Ty Shanks, Western Building Center vice
key team members on the latest trends and strategies that president, works with two area high schools
will set you apart from the rest. The knowledge gained to build homes while establishing a future
from this session can be taken back to your yard and workforce of skilled tradespeople. At the end
applied to interactions you have every day with contractors of each year’s project, students graduate with a
and homeowners. Construction Instruction is sponsored pre-apprentice certificate, moving them to the
by DuPont and is offered at no cost for you and your top of the list for an apprentice program upon
employees (a $895 value). Space is limited, so register for graduation. Partnerships like this are driving long
this unique event quickly. term positive results across the industry.

Also at the spring market, we’re hosting a series of peer BEST CHOICE MAGAZINE | 23
meetings to discuss tactical ways to grow your business in
the following categories: Truss, Wall & Panel Manufacturing;
Door Manufacturing; and more. These interactive sessions
will feature presentations from key experts in each field,
including facilitated discussions on best practices, and
networking opportunities with peers who also specialize in
these categories. Attend these sessions to optimize your
operational excellence.

Welcome There are lots of reasons our members enjoy their semi-annual
visits to Indianapolis, home of the Colts, Pacers, the Indy 500,
To Indy! and the 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.

24 | BEST CHOICE MAGAZINE

INDY SPOTLIGHT

CREATING MORE Mmmmmemories A Night with

After a busy day on the market floor, nothing rivals the Pacers
great conversation over a delicious meal with your
Do it Best friends. While everyone has their favorites, VS.
try exploring more of the city with a visit to one of
these future favorites: Add some excitement to your
Friday night as you watch the
The Bosphorus Istanbul Cafe – Indiana’s only Turkish Indiana Pacers take on the Toronto
restaurant features a variety of authentic appetizers, Raptors at Bankers Life Fieldhouse.
soups, entrees, and desserts. Do it Best members receive specially
discounted tickets for the 8 pm tipoff
BRU Burger Bar – Burgers, burgers, and more burgers. by ordering here:
PACERS.FORMSTACK.COM/
Ember Urban Eatery – American fare with a twist. FORMS/DOITBESTCORP
(Order deadline is January 8).
Geraldine’s Supper Club & Lounge – A throwback
to the supper clubs of the 1940s, 50s, and 60s. BEST CHOICE MAGAZINE | 25

Nine Irish Brothers – Traditional Irish favorites with
a weekend brunch.

Rook – Street food-inspired contemporary Asian dishes.

TRY INDY’S NEW CRAFT PASS
(explore.visitindy.com). IT’S THEIR
CRAFT BEER, DISTILLERY, AND
CIDER PASSPORT, GUIDING YOU
ON AN INCREDIBLE CRAFT
BEVERAGE JOURNEY.

Learn more about this vibrant city by exploring visitindy.com.

SHINING A Light INDY IS MONUMENTAL
Did you know Indy is second only to
New for this market, you’ll want to visit Monument Circle Washington D.C. in the number of war
for Shining a Light, a seasonally-themed light show and memorials? When you attend Shining a
a nightly signature salute. The show begins at dusk Light, you will check off the Soldiers &
every evening and is synchronized with music from the Sailors Monument, but there are plenty of
Indianapolis Symphony Orchestra paying tribute to the other monuments left to explore.
iconic monument. This five-minute light show tells many
stories. From our servicemen and women to our veterans, 9/11 Memorial
Monument Circle will be the canvas for Indy's legacy
every evening. American Legion Mall

Congressional Medal of Honor Memorial

Indiana World War Memorial & Museum

University Park

USS Indianapolis Memorial

Veteran's Memorial Plaza

Vietnam and Korean War Memorials

World War II Memorial

26 | BEST CHOICE MAGAZINE While navigating downtown Indy is always an easy
stroll, you may wish to use one of the convenient ride
share services or try the IndyGo Red Line. It’s a new
rider-focused bus rapid transit system that made its
debut last fall. It travels a 13-mile loop through the
heart of the city.

Learn more about this vibrant city by exploring visitindy.com.

cWeKoeepnyonu ected! SNEAK PEEK

There’s no reason to worry about inclement
weather during your visit. All of Indy’s downtown
hotels and convention center are interconnected
with enclosed walkways, so you can stay
comfortable year round.

MAP KEY

1 Indianapolis 7 Circle Center Mall
Convention Center 8 Le Méridien
9 Omni Severin Hotel
2 JW Marriott 10 Crowne Plaza
11 Lucas Oil Stadium
3 Marriott

4 Westin

5 Embassy Suites

6 Hyatt Regency

BEST CHOICE MAGAZINE | 27

Knowledge CENTRAL

BUILD YOUR KNOW-HOW

Knowledge
Central

Spring You could spend thousands of dollars traveling the
Market country attending seminars and conferences and still
not experience the educational impact that’s offered in
Don’ t Miss just one market weekend. Build your know-how, ignite
your inspiration and recharge your batteries through
LIST! our series of free Knowledge Central educational
sessions—now available all weekend long! For more in-
GROWING SALES AND depth hands-on training in core departments, start your
PROFITABILITY visit to Indy a day early with our two-day Plumbing &
Electrical workshop or Friday’s Construction Instruction.

WINDOWS: HOW TO PROFITABLY UPSELL
AND CROSS-SELL

FRIDAY, FEBRUARY 7 | 2–3:30 pm
Selling windows can be a profitable addition to your business.
In this session, you’ll gain knowledge and confidence in the
window category from industry expert Brian McCauley. He’ll
show proven techniques to upsell and cross-sell windows as
well as handling the conversation on price and how to network
for new business.

28 | BEST CHOICE MAGAZINE

Knowledge CENTRAL

DON’T JUST BUILD ANOTHER COMPANY—
BUILD A BRAND

SATURDAY, FEBRUARY 8 | 1:30–2:30 pm
In a session designed especially for managers and store owners, lifelong
entrepreneur Peter Van Stralen shows you how you can differentiate
your business from the competition by building a recognizable brand.
When consumers see you as just another option, you’re lost in the
sea of hyper-competition. But when you engage with your co-op and
effectively build your brand, you can compete and win. Peter will delve
into six key focus areas that help business builders create something
truly remarkable and unforgettable.

IMPROVE YOUR SOCIAL MEDIA IN REAL TIME
WITH FACEBOOK LIVE

SUNDAY, FEBRUARY 9 | 10:30–11:30 am
Popular presenter Bob Phibbs, the Retail Doctor, returns to
Indianapolis to help you engage more shoppers through real-time
social media content. “Marketing a brick-and-mortar business has
never been easier...or more complex,” he says, “and Facebook Live
is the most authentic way for Do it Best retailers to reach more of
their shoppers.” Bob will share his insights into creating an effective
video strategy and then walk you through his five key steps to follow
before you go live. And who knows? With some willing audience
participation, he might even kick off a live stream right from the stage!

ENHANCING YOUR
OPERATIONAL EXCELLENCE

GETTING THE FINANCIAL BACKING THE FUTURE OF PAYMENTS
YOU NEED
FRIDAY, FEBRUARY 7 | 8:30–10 am
FRIDAY, FEBRUARY 7 | 8:30–10 am The future of payments is changing. Learn more about
Developing solid financial knowledge of your business the transition from physical to digital cards and EMV and
model impacts your success. In this session, Steve how it will continue to impact retailers. We’ll also review
Abercrombie of Profit Soup walks you through the type the pros and cons of upcoming forms of payments like
of financing you should have in place, selecting the cryptocurrency as well as future network mandates that
right lender, and the seven important things you should could impact your store.
do before, during, and after meeting with a potential
lender to improve your standing. BEST CHOICE MAGAZINE | 29

Knowledge CENTRAL

BUSINESS SUCCESSION, ESTATE CHANGE MANAGEMENT: THRIVING
PLANNING, AND THE NEWEST IN THE NEW ECONOMY
TAX REFORM
FRIDAY, FEBRUARY 7 | 10:30 am–12 pm
FRIDAY, FEBRUARY 7 | 10:30 am–12 pm Change is fun for some but miserable for others.
Discover the most recent change to the federal Personality types, job positions, seniority, and past
estate tax and the potential new challenges for Do it experiences all determine how different people will
Best business owners. In addition to critical business react to the idea of changing the way they conduct
succession and estate planning insights, you’ll learn business. Understanding this and addressing their
how to strengthen your business going forward in concerns in advance of implementation can determine
light of this latest tax reform. This is a can’t-miss the success or failure of the new process. This fun
session for all store owners! and interactive experience, led by retired US Navy
Commander Mary C. Kelly, explores how you can
GOING GREEN WITH EPICOR: maximize new opportunities and help others understand
MOVING TO A PAPERLESS WORK the change process.
ENVIRONMENT
CONNECTED COMMUNICATION: IT’S
FRIDAY, FEBRUARY 7 | 10:30 am–12 pm WHAT WE SAY AND HOW WE SAY IT
Going green is not just great for the environment,
but it can also reduce labor and supply costs while FRIDAY, FEBRUARY 7 | 2–3:30 pm
increasing morale. In this session you will learn how Confusion, wasted time, misunderstanding,
to save hours of sorting, filing, and retrieving paper frustration…these are just some of the consequences
documents and instantly file important documents, of poor communication. Using the lessons gained from
forms, pictures, hand-written notes, and more. a lifetime of engagement across numerous cultures
and business environments, Erin O’Malley will dispel
DEVELOPING the myths of old-school feedback models and help you
A DYNAMIC TEAM through common pitfalls to become a more intentional
and impactful communicator.
FUELING A CULTURE OF TRUST
MILLENNIALS AS MANAGERS:
FRIDAY, FEBRUARY 7 | 10:30 am–12 pm PREPARING FOR A NEW ERA OF
When trust is lacking, personal and work relationships MANAGEMENT
become harder, more expensive, and downright
miserable. When there is a foundation of trust, work SUNDAY, FEBRUARY 9 | 1:30–2:30 pm
becomes easier, more profitable, and absolutely By 2030, millennials will make up 75% of your employee
enjoyable. Explore the impact trust has on your workforce. Forward-thinking companies have already
relationships, profitability, and productivity. changed their culture to meet them as employees and
have begun the process to build them up as leaders. In
this highly interactive session, you’ll learn the three skills
millennials need to master (and be stronger in than their
peers) to be a long-lasting leader in your business for
years to come.

30 | BEST CHOICE MAGAZINE

TOOLS TO GROW Knowledge CENTRAL
YOUR BOTTOM LINE
PERSONAL
GET HANDS-ON WITH CONSUMER DEVELOPMENT
MARKETING CENTRAL
ENERGY ESCALATORS:
FRIDAY, FEBRUARY 7 | 8:30–10 am HEALTH BEHAVIORS TO AMP
Explore the new Consumer Marketing Central tool that UP PERFORMANCE
allows you to see and enroll in Do it Best marketing
promotions throughout the year. You’ll discover how to FRIDAY, FEBRUARY 7 | 2–3:30 pm
view, plan, and order promotions more efficiently. Be Hear how you can power up your productivity,
sure to bring your laptop so you can follow along more creativity, and health by learning simple ways to
easily and get hands-on training immediately. improve your performance at work and at home.
You’ll see how to remove counterfeit energy, improve
decision-making, optimize sleep, and employ stress
relievers to work well and play more.
MARKETING WITH THE
DIGITAL DASHBOARD & NEW IN CASE OF EMERGENCY,
ECOMMERCE PROGRAM BREAK GLASS!

SATURDAY FEBRUARY 8 | 10:30–11:30 am FRIDAY, FEBRUARY 7 | 2–3:30 pm
Effectively marketing your business has become more If something catastrophic happened to you today,
important than ever, even as the task has grown more would your family know what to do? Would your staff
complex. Nearly all of our tried-and-true components know what actions to take? If you had to evacuate
have expanded to, or been replaced by, online your building or your home, could you grab all of
offerings. In this session, you’ll learn about the most your important paperwork in less than 30 seconds?
important digital marketing strategies and explore the Great leaders need to make sure they are personally
tools Do it Best has created to help you deploy them. prepared, that their families are protected, and that
their employees have important documents in order.
Retired US Navy Commander and best-selling author
Mary C. Kelly will show you what it takes to assemble
an organized system of life paperwork, including
letters of instruction, wills, trusts, health care
directives, insurance, and end of life planning with
Mary’s In Case of Emergency, Break Glass! workbook.

BEST CHOICE MAGAZINE | 31

HANDS-ON WORKSHOPS

BUILD YOUR KNOW-HOW

HANDS-ON
WORKSHOPS

PLUMBING & ELECTRICAL TRAINING
Experience two full days of training with Jacy Elsesser that will prepare you for the most common plumbing and electrical

projects bringing customers into your store. Jacy receives high marks for his ability to teach attendees about the tools and

add-on items you can offer to help your customers achieve safe and professional results with every project. This is a very

popular workshop and class size is limited.

PLUMBING ELECTRICAL The cost for the
THURSDAY, FEBRUARY 6 FRIDAY, FEBRUARY 7 program, which
8 am–3:30 pm | Room 109 8 am–3:30 pm | Room 109 includes a continental
breakfast and lunch,
• Total toilet repair • GFCI wiring is $350 per person for
• Repairing faucets • Wiring various types of switches both days or $275 per
• Soldering techniques • Repairing lamps person for one day.
• Installing water heaters • Installing and wiring ceiling fans
• Replacing garbage disposals • Wiring doorbells and thermostats
• Repairing bathroom and • Working with flexible

kitchen drain pipes metal conduit
• Working with dishwasher • Understanding new

fittings and ice maker electrical code
push-fit kits • Electrical testers every
• Troubleshooting gas and
electric water heaters homeowner should have
• Replacing sump pumps and • Selling surge protectors and
sewage pumps
• Working with copper, PEX, extension cords
PVC, galvanized, and • Questions to ask every customer
black pipe
buying an outlet

CONSTRUCTION INSTRUCTION Participants will: There’s something for everyone
FRIDAY, FEBRUARY 7 • Gain the knowledge to best equip in Construction Instruction.
For the salesman and owner,
Construction Instruction teaches best their company for the future you’ll learn about selling
practice building methods and offers a • Understand where changes are techniques for adding value to
systematic approach to help you design and your existing relationships and
build houses that work better. This hands-on occurring and how to stay ahead strengthen the partnership.
training event focuses on the application of the curve For the buyer, you’ll discover the
of building science principles so building • Provide value to contractors by many new innovative products
professionals walk away with leading-edge teaching installation techniques that will save your contractors
implementation plans and best practices. and suggesting products that save time and money.
time and make a job easier
• Learn how to reduce risk and
address indemnification clauses in
all building contracts

BeyondTraining The
Market

Education and self-improvement should always be a priority — whether you’re interested in expanding your business,
becoming a subject-matter expert, or enhancing employee training and development. Beyond the many opportunities
at each market, we offer outstanding training and education throughout the year. Become the best when you commit
to learning from the best in 2020:

RENTAL SCHOOL COLLEGE OF RETAIL EDUCATION (CORE)

January 13–16, 2020 and November 2–5 March 23–26 and August 3–6
Attend this four-day intensive training to understand During CORE, you will learn how to take full advantage
the details of rental equipment, management skills, and of the many Do it Best products, programs, and services
techniques needed to help maximize your profits. Get the designed to help your business compete and win.
most out of your rental business.
All of these training programs are
SCHOOL OF DESIGN held at Do it Best world headquarters in
Fort Wayne, Indiana, which offers easy
March 2–5 travel through our convenient airport and
Gain invaluable product knowledge, take away interior very affordable lodging. Most meals are
design tips that you can pass along to your customers, included in the registration cost for
and increase your close rate with practical sales each session.
techniques for a variety of home design solutions. Learn more at mydoitbest.com

LEADERSHIP DEVELOPMENT BEST CHOICE MAGAZINE | 33
INSTITUTE

March 9–13 and October 5–9
This intensive leadership opportunity equips current and
future leaders with the tools and concepts to effectively
manage themselves, their team, and their business.

LBM SCHOOL

March 17–19
Designed to train the next generation and provide the
foundation of knowledge to excel, you’ll gain product
insights, increase your understanding of Building Science
education, and participate in a full day of sales training.

YOUR GLOBAL PARTNER

w ith hundreds of locations 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. After more than four decades 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. We
deliver strong relationships with 5,000+

34 | BEBSETSCTHCOHIOCIECME AMGAAGZAINZIENE

INTERNATIONAL

vendors who can help your business grow by giving At this market, you can place orders with over 1,500
you access to the best programs and products. With vendors, including hand-selected vendors who work
Do it Best as your sourcing partner, you immediately exclusively with international retailers. You’ll always
add thousands of vendors to your purchasing department. find new products, great buying opportunities, and
extended dating. At the market, you’ll want to talk to
“At the market, you get a lot of deals, and that’s our dedicated international team, located in the plaza,
what makes a difference. We can pass that on to to learn about our proven programs and services to
our customers when we get back home. I would help your business grow.
encourage any member to continue taking advantage
of everything the market has to offer,” said Abby “Coming to the markets, I get so many new
Adams, Building Materials Do it Center®, Grand Turk, ideas and access to so many new products
Turks and Caicos Islands and supplies. Every time I come, I see a new
department to open. The Do it Best market
Our excellence in distribution ensures you have the helps my business be successful.”
products you need in your store. Our warehouses
stock thousands of products with an industry-leading Frans Ponson
fill rate. With all of this available from one source, you Do it Center®, Oranjestad, Aruba
can use our warehouses as your own and lower your
inventory levels. Scott Sproul
Director of International Sales
“The true benefit of Do it Best is to be able to come [email protected]
to the market and have a negotiating arm with the co-
op to access thousands of vendors that would be very
hard for us to get in Panama,” says Michael Cohen,
Panama Do it Center ,® Panama City, Panama

BEST CHOICE MAGAZINE | 35

rBeewstards MARKET FACTS

Spring 25% of your best
Market customers drive

Don’ t Miss 64%
OF ALL
LIST! SALES.

CUSTOMERDISCOVERING VALU IN Best Rewards member data
Loyalty

BEST REWARDSSM TRANSFORMS A MEMBER’S
MARKETING STRATEGY

BY CORBIN PROWS, CONSUMER MARKETING PRODUCT
DEVELOPMENT MANAGER

For Do it Best members using our Best RewardsSM loyalty
program, 64% of all sales come from just 25% of their best
customers. That makes it extremely important that you’re
marketing to your best shoppers if you want to drive more foot
traffic and additional sales.

Valu Home Centers, with locations in New York and
Pennsylvania, understands the importance of connecting
with their loyal customers and has capitalized on the growth
opportunities offered through Best Rewards. Our team has
been working with their Senior Vice President of Marketing
and Ecommerce Doug Wasiura to help them grow the program
since their January 2018 launch. He and I recently reviewed Valu
Home Centers’ success so far and he provided insights on their
experience that are worth sharing.

36 | BEST CHOICE MAGAZINE

1 ACKNOWLEDGE IT’S TIME TO CHANGE. << CUSTOMER LOYALTY
“With our marketing program largely
unchanged for years and relying heavily on of sending out a blanket marketing piece, I look
print, we realized we didn’t know much about at each one of my customer groups and see
our customers and it was time to proactively how each group wants to be reached.”
reach them in a new way.”
7 STEP UP YOUR EMAIL MARKETING.
2 EDUCATE YOUR TEAM. “We’ve been doing email marketing for 10
“We started with our managers and asked years, but there was never really an incentive
them to pick one person from their store to for people to open our emails. Now, we send
be a Best Rewards Champion of the program. out emails exclusively to our Best Rewards
This champion associate was trained to talk to customers with some really hot specials that
customers about the program and get their they can only get if they open that email. Our
peers excited about it, too.” open rates are much higher now, driving more
sales to our stores.”
3 HAVE A COMPREHENSIVE LAUNCH EFFORT.
“Not only did cashiers tell customers about 8 STAY TOP OF MIND.
the program at checkout, but associates “Before Best Rewards, we were reaching
on the floor also talked to shoppers about people once a week with an ad...and then they
it as they helped them with their projects. didn’t hear from us anymore. Now, we can hit
Signage around the store created buzz and we them a couple of times with relevant messaging
leveraged every aspect of our social media to and emails.”
talk about Best Rewards.”
Meet with your Consumer
4 LEARN FROM THE DATA. Marketing Specialist in the
“After our Mother’s Day promotion we found Programs & Services area of the
that some of the coupons we sent out didn’t get plaza to learn more about Best
redeemed. We identified who didn’t redeem Rewards so you can begin building
them and worked to reach these Best Rewards your customer loyalty today.
customers in the way they’d prefer instead of
wasting resources mailing them a coupon they’d Doug and Corbin were interviewed by Celebration of Excellence host
be less likely to redeem.” Curtis Smith at the fall market.
Doug Wasiura | Senior Vice President of Marketing and Ecommerce,
5 KEEP TRAFFIC STEADY.
“We didn’t have a great spring — the weather Valu Home Centers
was terrible, and that usually negatively affects Corbin Prows | Consumer Marketing Product Development Manager
sales. But with Best Rewards coupons to spend,
people followed us into these softer months [email protected]
and kept shopping with us. Our sales were up BEST CHOICE MAGAZINE | 37
over what we would expect going into
the summer.”

6 USE SEGMENTATION.
“Through segmentation, we have realized our
marketing approach needs a different voice
with different segments of customers. Instead

PRIMED FOR SUCCESS

Positioning your store as the paint destination

P aint makes up nearly 15% of all sales for the typical Do it Best member store. But if you want to drive
additional sales, you must ensure your store is recognized as the paint destination in your town. The spring
market is the perfect time to strengthen your position or enhance your existing offerings. Meet with all of

our key paint and paint sundries vendors, then speak with our merchandise managers and store design team to

guarantee your paint department is optimized for sales.

As you prepare for the market, consider your current paint position in your community. Do you have the right
mix of products, top brands, exclusives, and merchandising to attract and retain shoppers?

38 | BEST CHOICE MAGAZINE

PAINT DESTINATION

Diverse Product Assortment

“The more diversity of product you have on your shelves, the more shoppers you’ll attract to your store,” says Jenna Myers,
Do it Best paint merchandise manager. “You should absolutely be carrying a private label paint line like Best Look® or Valspar®
Integrity®, in combination with a national brand option at a premium or opening price point, depending on your market.”

BEST LOOK® GLIDDEN™
DO IT BEST QUALITY PAINTS™ Premium Paints
Private Label Paints Nationally-recognized brand
Leveraging the strength of
Sherwin-Williams New to the Do it Best warehouse,
PPG’s Glidden paint line provides
Manufactured by Sherwin- even more options. Now, you can easily replenish one
Williams, our Do it Best Quality gallon at a time and combine all PPG products like Liquid
Paints™ line is offered exclusively to you. This complete Nails®, PPG Paints®, Deft®, Flood®, and Olympic® to meet
program ensures you receive the best technical expertise, drop ship minimums, all while billing through Do it Best
research and development, quality control, and and earning additional rebates. The expansion into
marketing support in the paint industry. Glidden also offers another strong, nationally-recognized
brand that works well alongside our private label line.
PRATT & LAMBERT®
AND VALSPAR® BENJAMIN MOORE®
Premium Paints Premium Paints
Delivering a complete No-adder drop ship program
paint solution
It’s even easier to become a
We have an extensive selection Benjamin Moore dealer with our
of premium and professional no-adder drop ship program. Enjoy all of the benefits
paints through Pratt & Lambert® of a single bill-through program while carrying top
and Valspar® in-stock and ready for your shelves. These paint lines like Aura®, Regal® Select, and more!
programs are available to complement your Best Look®
paint selection so you can offer a comprehensive paint BEST CHOICE MAGAZINE | 39
solution to meet all your pro and DIY customers’ needs.

Exclusive Products and Top Brands

DEFY® STAINS A Strategic Partnership
Do it Best Exclusive Stain Access to new vendors
and products
A strong paint program
includes both interior and Paint Sundries Solutions (PSS) offers you access to
exterior stains. Set yourself dozens of new vendors and hundreds of products that
apart from the competition with DEFY® stains, a Do it go beyond what we have in stock. Leverage our strategic
Best exclusive, as well as a number of other warehouse- partnership with PSS for unique products and brands that
stocked options like our private label Best Look®, Cabot®, can be combined into one drop ship order. PSS has low
and Flood®. order minimums and prepaid freight requirements.

BEST LOOK® APPLICATORS
National & Private
Label Brands
Rounding out your
paint department

Of course, no paint
department is complete
without a full selection of applicators and supplies for
getting the job done right. Provide your DIY, contractor,
and professional customers with top quality Best Look
applicators as well as other top brands like 3M™, DAP®,
Graco®, Purdy®, Werner®, and Wooster®.

40 | BEST CHOICE MAGAZINE

PAINT DESTINATION

Create an Exceptional Paint Shopping Experience PAINT PROMOTIONS<<
You must market your store as a destination for paint
EYE CATCHING ENDCAPS to establish yourself as the first and best choice in your
Endcaps serve as a great way to appeal to customers and community. Do it Best provides numerous tools for you
draw them into your paint department for add-on sales to promote paint in peak selling periods like early spring,
opportunities. Stand out with unique project or inspiration Memorial Day, Independence Day, and Labor Day. These
endcaps that feature all the supplies and instructions in tools include Buy One Get One free, mail-in rebates,
one place. instant savings, Price Busters, Sneak Peek, and truck mail
specials. You should include paint in your regular circulars
THE COLOR BAR™ to continually communicate that your store is the paint
While consumers may start online for color inspiration, destination in town.
brick-and-mortar stores like yours remain their primary
shopping destination for paint. Consumers expect a Learn how you can promote your store
different experience when choosing colors to paint as the paint destination in your community
their homes than when they come in to make any by talking to our Consumer Marketing
other hardware purchase. The Color Bar delivers team in the Programs & Services area of
a re-envisioned in-store experience for your paint the market plaza and visit with our many
department. You can ensure the best shopping paint vendors and merchandise managers
experience for your customers by implementing The on the market floor.
Color Bar. Learn more about its many features and
benefits at the market. Jenna Myers
Paint Merchandise Manager
“Consumers shop for color, not cans,” adds Jenna. “The [email protected]
single biggest driver of paint sales is getting a paint chip
into your consumer’s hands. Nine out of 10 consumers
purchase the same brand of paint as the paint chip of
their preferred color. And 95% will buy a brand from the
store where their chip was selected. The chip is often the
deciding factor in making the purchase.”

SPATINAT TS

15% 9 out of 10 consumers purchase the 95% 95% of consumers
Paint drives nearly 15% of all same brand of paint as the paint chip will purchase a
sales for the typical Do it Best of their preferred color. brand from a store
member store. where their chip
was selected.

BEST CHOICE MAGAZINE | 41

5WAYS category solutions 43
TO MAKE
YOUR BUSINESS BETTER With Category Solutions, our merchandising
experts take the guesswork out of planograms
42 | BEBSETSTCHCOHIOCIECEMMAGAAGZAIZNIENE
and product selection.

DO IT BEST RADIO 44

Provide a positive shopping experience
with a wide range of music choices and

custom messaging.

EZ-AD TV 45

Look cutting edge without
blowing the budget.

INDEPENDENT WE STAnd
NRHA 46

We partner with Independent We Stand
to provide you access to free professional

marketing materials.

MARGIN MASTER 47

Take control of your margins and start
immediately adding to your bottom line.

1CATEGORY SOLUTIONS 5 wAYS TO MAKE YOUR BUSINSENSESABKEPTETERK
DELIVERING SOLUTIONS

Do it Best is committed to helping you compete and win << With Category Solutions, you purchase each
in your market. That’s why we created Category Solutions. professionally-designed planogram at up to
With Category Solutions, our merchandising experts take 50% off regular warehouse cost.
the guesswork out of planograms and product selection,
allowing you to become the first and best choice for all Trisha Hinen
your local community’s home improvement needs. Divisional Promotions Manager
[email protected]
Category Solutions is designed to integrate the best
mix of products from the very best vendors in a way that BEST CHOICE MAGAZINE | 43
drives more sales based on proven market research.
Additionally, some of these planograms come with free
racking and point of purchase materials to 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.

DO IT BEST RADIO

2 KEEP YOUR
BUSINESS UPBEAT

Offering a positive shopping environment can <<controls at your fingertips using your personalized
increase sales, extend the length of a store visit, online dashboard to announce special sales, events,
and improve employee morale. With a wide range services, and product offerings you want your
of music choices, Do it Best Radio appeals to the customers and staff to hear on a daily basis.
broad audience of shoppers that come in and out
of your store. Customize your station by promoting You can sample Do it Best Radio
special events or featuring the products you sell in your store for 30 days at no cost
between songs to offer more reasons for customers or obligation.
to make additional purchases.
John Gowland
When other broadcast radio stations play in your Do it Best Radio
store, you risk your customers hearing competitors’ [email protected]
messages. With Do it Best Radio, you have the 888.864.1232 x502

44 | BEST CHOICE MAGAZINE

3 EZ-AD TV 5 wAYS TO MAKE YOUR BUSINSENSESABKEPTETERK
AN EZ CHOICE

EZ-PrintSigns in seconds

Generate Ads from Product SKUs & UPCs with Built-In Price Comparison

SKU Price
22245 $19.30

Generate Ad

Edit

Our partnership with the digital innovators at Easily enter a SKU to create a Built-in Price Comparison
EZ-AD TV lets you look cutting edge without sign with over 1 million product automatically shows higher
blowing the budget.
images & titles priced competitors
Communicate with your customers all around the
store by highlighting chosen brands or sales events COLOR PALETTE YOUR LOGO
on TV monitors to enhance your brand message.
Create special ads, use YouTube videos, and so Diferent page layouts: Create custom templates with
much more to sell customers on items they need 1 Sign, 2 Signs, 4 Signs, 6 Signs your store branding
while they’re in your store.
<< Easy-to-use sign printing showcases
Isabella Morales the product’s image, UPC, SKU,
EZ-AD TV price, and a customer message.
888.580.5593 x720 Pick from the numerous templates
or create your own with your
unique brand.

BEST CHOICE MAGAZINE | 45

BUY LOCAL

4 Partners in your Success:
INDEPENdENT WE STAND/NrHA

Do it Best Member-Owner starting to understand the importance of independent
Home Improvement Tool Kit businesses and are willing to support them. The key is
they need to know that you are independently owned.
<<
That’s why Do it Best and Independent We Stand
have partnered to provide you with a full suite of
marketing resources, tools, tips, and more to help
you stand out from the big box stores and tap into
America’s growing desire to support locally owned
businesses like yours. And the best part is it’s free for
all Do it Best members.

For more information, call the
Independent We Stand Do it Best
Member Activation Hotline
at 888.787.8497 or
[email protected]

Courtesy of Do it Best Corp. and Independent We Stand INDUSTRY KNOW-HOW
The North American Retail Hardware Association’s
(Revised 5/1/2019) (NRHA) mission is to help independent hardware
stores, home centers, and lumberyards — regardless of
THE SPIRIT OF INDEPENDENTS wholesale affiliation — become better and
Did you know that two times more money returns more profitable retailers. This not-for-profit organization
to your local economy when consumers buy home serves the channel by providing retailers like you with
improvement products from your store versus big educational resources, networking events, and industry
boxes and national chains? These findings, from the research, and by acting as a collective voice for 35,000
Home Sweet Home study conducted by Independent independent retailers across the U.S. and Canada.
We Stand and the NRHA, are among a growing body
of evidence that demonstrates the importance and
strong economic impact that your business has on
the local community. And guess what? Consumers are

46 | BEST CHOICE MAGAZINE

MARGIN MASTER SNEAK PEEK

5 MASTER
YOUR MARGINS

NRHA offers retailers hundreds of resources, << Effectively managing your margins is essential if
including Hardware Retailing magazine, << you want to be a competitive and relevant home
online employee training, college-level improvement resource in your community. But with the
leadership and management programs, tens of thousands of SKUs in a typical store, optimizing
annual roundtables, conferences, awards your margins can seem like a daunting and time-
programs, research studies, and more. Learn consuming task.
more about the association and membership
options by visiting nrha.org. The NRHA’s “Margin Master gives us a lot more
Indianapolis headquarters is a short walk from consistent pricing on the sales floor, which
the convention center, too. leads to a better customer price perception
for our business.”
Both Independent We Stand
and the NRHA are featured in John Obermeier, Obermeier Hardware & Rental
our Programs & Services area
at the market where you can You can now take control of your margins in just a few
meet their team and minutes and start immediately adding to your bottom
learn more about how line with Margin Master. Margin Master is an easy-to-
they can help you grow your use program that allows you to develop, maintain, and
business. implement any number of pricing rules for improving
your margins, resulting in thousands of dollars in
Bill Brunelle increased profit.
Co-founder of
Independent We Stand Stop by the Margin Master booth in the
[email protected] plaza and talk with Brad Green so you can
888.787.8IWS enhance your price image and add to your
bottom line today.
Renee Changnon
NRHA Retail Outreach Coordinator Brad Green
[email protected] [email protected]
317.275.9442 989.896.8710

BEST CHOICE MAGAZINE | 47

Do it Best Corp.
PO Box 868
Fort Wayne, IN 46801-0868

FEBRUARY 7–10, 2020
INDIANA CONVENTION CENTER

INDIANAPOLIS

It all happens

Register to attend:

mydoitbest.com

48 | BEST CHOICE MAGAZINE