Building Products Expo Countdown Has Begun

The Y2K version of the National Hardware Show & Building Products Exposition, held in conjunction with International Hardware Week, reportedly will bring together over 3,000 manufacturers in more than 1.3 million sq. ft. at McCormick Place in Chicago, Aug. l3-16.

Sponsored by the American Hardware Manufacturers Association, the event allows attendees to network with industry professionals, stay abreast of trends, view new products and services, participate in hands-on demonstrations and attend informative seminars.

Among the speakers are Elizabeth Dole, former president of the American Red Cross, who will present the keynote address, and Duke University men's basketball coach, Mike Krzyzewski, the featured speaker at AHMA's annual meeting.

Attendance is expected to be similar to 1999, where 67,634 industry professionals gathered for the event. The Expo segment will feature over 300 building products manufacturers and suppliers, showcasing lumber/ wood products, tools/hardware, doors, fencing, flooring, insulation, masonry, moulding, roofing and siding industries, and more.

Free educational seminars will be held Aug. 13-14 covering such topics as recruitment and sales strategies, gender-based marketing considerations, and e-commerce solutions.

Special areas returning this year include the New Product Center, the Packaging Exposition highlighting new concepts in packaging, the Retail Concepts Center and The Resource Center. Product/Exhibitor Locators and the International Visitors' and Business Center will also be operatitrg.

Be sure to visit The Merchant Magazine and Building Products Digest at booth # 41225.

High Product lQ ls Key

A survey of 203 Ace Hardware retailers revealed the importance of having friendly and knowledgeable employees, particularly when it comes to retaining customers.

When asked, TOVo of customers said a knowledgeable staff is the most important reason why they continue to shop at a particular store. Conversely, 16%o listed product pricing as their incentive to retum.

Easily accessible and centrally located stores also got the nod for repeat business, as did retailers that offered product variety and hard-tofind items. Friendly, approachable sales people was another favorite, along with employee familiarity.

"With a multitude of available shopping options, including those online, consumers are looking for stores that provide superior service," says Paula Erickson, an Ace consumer affairs manager. "That means store associates must be knowledgeable to answer customer questions, help find what they need and provide a positive shopping experience."

To boost business within the past year, 73Vo of Ace retailers said they have incorporated new store layouts, whlle 627o have refined product variety and 377o have renovated.

For additional shopping convenience, 347o expanded store hours, 357o added Internet capability and 31Vo began offering free delivery.

2 More B2B Exchanges Due

Joining a fast-crowding field, two more firms are launching electronic marketplaces for building materials.

YardConnect.com is targeting producers and buyers of structural lumber and panel products, while OpenShelf.com brings together hardware and home improvement retailers, distributors and manufacturers.

Similar to an exchange for stocks or commodities, YardConnect.com's exchange will facilitate online transactions based on real-time pricing information and with no membership fee. Unlike a catalog or auction platform, the business-to-business exchange will allow participants to set and adjust wholesale lumber bids on current market prices, demand, and other factors.

With the exchange set for fullscale launch this summer, the company has in the meantime unveiled its Web site to inform potential participants. YardConnect.com's advisory board includes Jack Creighton, Jr., former Weyerhaeuser ceo; Tom Stephens, ex-MacMillan Bloedel, and R. Keith Barton, ex-James Hardie.

OpenShelf, which recently received $6.5 million in first-round financing, hopes to increase the speed and efficiency of retail purchasing by providing up-to-the minute product and pricing information from manufacturers. Advisors include Kenneth Cort, former head of Hechinger's.