AlDvantagcs Aduertising System

ConnectWithThls

Simpson Strong-Tie Co. has anew consumer promotion called Connert-A-Dock which markets timbcr connectors at the point of sale.

A sturdy, dealer-designed rack with wire baskets holds the various connectors needed to build wood decks, patio covers, and stairs. A full-color 18" x Z" header card shows a deck, pa.tio cover and stair under construction with connectors highliehted. Product stock numbers coordinate on the header with individual product cards in front of each basket.

A free handout piece repeats the deck illustration from the header card, describes basic deck building, and encourages the use of connectors in building outdoor projects. It also features a convenient "checklist" that enables consumers to estimate the type and quantity of connectors needed in a particular project.

The display, without the header card, measures 50" tdl by 25" wide by 21" deep. It holds more than twelve connector items and can be used for a free-standing display or an end cap. Free handout literature comes 75 pieces to a package.

Off-Price Selling Increasing

"As developments in the off-price industry gather momentum, it is likely that few firms in consumer goods distribution will remain unaffected," according to Jon Leffler, the author of Off-Price Retailing: An Update.

He explains that off-price retailing is likely to significantly affect not only the structure of retail competition, but supplier industries such as manufacturers as well. He explains, "As the phenomenon grows in popularity, the number of shopping centers with the 'off-price' theme has risen. " These centers, many of which represent recycled space, provide an appropriate environment for applying the off-price formula to various lines of merchandise.

Off-price retailing as a form of retailing is characterized by:

(1) Regular, every day sale of medium to high quality products at deep discount prices.

(2) Opportunistic purchase of closeout, late season. overstocked or slightly damaged merchandise at extremely favorable merchandise cost.

(3) Conventional gross margin and high inventory turnover.

"Off-price retailing is a prime example of adjusting to the difficult environment of the 1980s," explains Leffler. "It is a high value formula, with a unique set of operating and merchandising characteristics, which makes it a very effective market share predator. "

The report lists some of the largest retail institutions in America as participating in off-price retailing, such as, Federated, K-Mart, Lucky Stores, and Dayton Hudson Corporation. "These retailers have the capital and the commitment to make off-price a major competitive force in the marketplace," claims the author.

The report also explains that it is difficult to describe the "typical" off-price store due to the many operations that exist within this market today. Nonetheless, the report shows how the market can be meaningfully segmented into four primary groups: Independent retailers and small chains; Manufacturerowned factory outlets; Clearance centers; Large chains.

Fruitwood Gains on Walnut

Fruitwood tones are growing in popularity according to surveys conducted at the High Point, N.C., and Dallas, Tx., furniture markets this year.

Although walnut still leads at 30.590 and light browns rank2l.6Vo, fruitwood and cherry tones made substantial advances, according to Dave McCullam, v.p., Northwest Hardwoods, Inc., Portland, Or., who conducts the annual studies.

Dark brown or burnished pine and oak increased to 8.390. Honey-tan tones were outnumbered by redbrowns which totaled 9.890. Scrubbed or nude and greylbrowns dropped slightly while enameled groups slipped to 5.590.

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International Doors offer unique touches like "continental" style comers instead of ordinary square moulding. And real leaded beveled glass instead of an imitation. For more details, write Simpson Timber Company, 9OO Fourth Avenue, satue, wA 98164.