Building Products Expo Expands in '96

More than 10,000 are expected to converge on Chicago's Navy Pier Aug. 10-13 to preview this industry's latest at the National Building Products Exposition & Conference.

"The show floor well represents all of the products categories that are important in the industry including flooring, doors, lumber, wall coverings, windows and roofing," said show spokesman Dennis MacDonald.

In its fifth year, the Expo has grown from 100 exhibits on 15,000 sq. ft. to over 400 exhibitors on 104,000 sq. ft.

Held in conjunction with the Aug. 11-14 National Hardware Show at Chicago's McCormick Place Complex, the Expo will showcase wares from hundreds of suppliers.

Six one-hour-long seminars will be held Aug. 10-12 and will tackle topics including "Learn From the Winners: How to Design, Build & Market Energy Packages," "Special Order Programs: Big MarginsHappy Customers," "Cutting Edge Strategies for Pro-Oriented Dealers," "Expectations of Our Business Partners," "Make Your Customers Rich - and

Loyal," and "The Future of the Residential Remodeling Industry."

The event will be previewed in Expo Preview, a full-color special section in the August issue of Building Products Digest.

Distri bution Teleconference

The North American Building Material Distribution Association's Education Foundation will present its next seminar, "The Dead Inventory Challenge," July 16 via teleconference.

Needing only a speaker phone, companies pay one connection fee for their entire staff, eliminating travel, multiple registration fees and time out of the office. The presentation is supplemented by interactive handouts distributed beforehand and immediately followed by a question and answer session.

Featured speaker Dr. Albert Bates of the Profit Planning Group, Boulder, Co., will present suggestions for eliminating or minimizing the number of dead items, approaches for analyzing items and the impact on profitability.

G,i€atiVity, I h:: G:fo$s: Merchand,i$i,ng

, Dealers can more than double theii,..salbs by simply chang:iug alound,,,somb diSplays,, according to a Mueiler Retail HarOware Research Foundation study.

:. The, .k€y is, ciosS,, meichandisin$; A,,prime,,exanple,,in, the: Sfu$y:,was displayin$,.ext€n$ion,Cords;,:whiCh arq :normdlt: :f,ouhdr:::in : :the,,electricat depait entr,,with,,,Str.in$,trimmei*,, w:hfch, ,afe, tiaditional,ly,iold: in the lawn, and. garden, dep44gpnt',,,,Since string trimmers have very short Cofds',buyeis Could:see the need fof the extension cords right when they were making their purchase and Could conveniently,pick them both up from:one display.

, , tlhe,technique san work for a variett,of pioducts in many different wats, ,trdeas,from Daubert Coated Products include: r:rrr| Multi )1,the,effeCtiveness of,eld* capi by stocking them with a variety ,of :,related, pfoducts,,and, bveh,,feafur. ing purChase-incentive offeis, such as "but two, get one free." rhii iet- up encoUrages CiiS:tomei$,to buy more cornbination,s of ,itens,and may ev'en cause:thim to purchase products they didn't think of buyrng before viewing the display

\ Tr* single-product end-caps into milti- iev el arrange me nts.

1,1 Establish a regular "salutions of the Moiih" display.

Think about the most common questions youi Customers ask about home::impr:oVeme,nt: p,rovid,e,th,e,,,,an!*ers,,,throdghrpiojects,and, a unique, ciosS, :meichandising :eihibit, For example,ra wall repair display might unite varioiiS types, of taping compound, wall patch, taping blades, sandpaper, ,primer, dropclothy and othef ,patching tools,

\ Tak, advantage ofthe expanding availability of wedding registries.

Department stores no longer hold the rnonop0:lI on,:::,iCgistering engaged couples for wedding gifts tlre-y.l d,,likd to ieCeive, :,a$ hbme: cenl, ieri become incieasingly popular regiffi, siteS,,,foi.y,oun$.Couples', Make;.$ift,,buying, eaCiei,,for, theii fiiends : and:your customers I bi

Court Rejects Asbestos Pact

A $1.3 billion asbestos settlement that would have resolved over 100,000 future personal injury claims against 20 former asbestos manufacturers was thrown out by a federal Appeals Court in Philadelphia, Pa.

The court believed the deal went beyond the scope of the rules for class action and did not address the interests of the "amalgamation of factually and legally different plaintiffs."

Two years ago, to resolve the labyrinth of lawsuits bogged down in the courts, the manufacturers and plaintiffs' attorneys agreed two years ago to form an administrative procedure to process injury claims against the firms. It would have affected 250,000 to 2 million people by settling 100,000 claims during the next l0 years for $5,800 to $60,000.

But opponents considered the deal unconstitutional for capping damages at too low a level and inadequately addressing the needs of people who have been exposed to asbestos but have not yet developed the disease.

The judge ruled such settlements improperly have the judiciary craft what should be legislative solutions.

setting :up a special'rBridal,Displayll fearurin$: some of,the most pfacfical home/apar nent iterns,,yorr seltrir,SUoh as brooms, garbage Cans, laundiy baskets anO gardening equipment. Also present fun ideas like mailboxes, brass door knockers, welcome mats and grft Certificates. Of course, include companion items with each, such, as,,garbatg: ibag$: :fgr :the, gmba$e: cani:, tools::foi::hangiil:g,,th€,,:door knocker, etc.

1 ber"iop and maintain a demogiaphic ally - targ et e d display.

In,this:,area, youlll want to offef products that meet the specific needs of a different type and/or age of customers each month. For eXamplo, one month you could offer products tlaf new,or expestant parents will want, including electrical outlet covers, cabinet locks, gates, poison stickers and more.

Unlike most other ciOss merchandising displays, this one doesn't offer products that are used together during the same :piojectsf but rather,,it provides :pfoducts thal are,all' eommonly used by, the same types of people.