HOME GENTER MERGHANT

OME predictions for 1988: o Retailers will seek more mature salespeople.

Home centers will increase their advertising space in local newspapers and shoppers.

Warehouse operators will accelerate their expansion into smaller markets.

Cashiers will be reeducated to be more sales oriented.

Systems and procedures at the check-out will be changed to increase the speed of processing purchases.

Sales volume of insulation and ceiling fans will continue to decline as oil prices drop.

More retailers will promote "look us up in the white pages" as more local telephone directories and more product classifications confuse the market.

Look for more visibility of employee names.

Home center chains will experiment with consumer incentives copied from frequent flyer programs.

In states that permit it, home center retailers will tie in with bank promotions.

Successful retailers will reemphasize package selling, making computer orientation a must for counter people.

Women in key management positions in the home center industry will be spotlighted.

RTA furniture will increase in floor space, volume and profits at home centers and building material chains.

The new tax laws affecting expense reporting will drive retailers crazy. Media advertising will emphasize benefits. Store signing will emphasize features.

Giant retailers will continue to benefit from the unspent coop-advertising funds accrued by smaller dealers.

Lumber will become more visible in the showroom.

Closet organizers (installed and as packages) will increase in product dominance.

As housing starts drop, store hours willbe extended by building material retailers.

The devaluation of the dollar will put more meaning in the "Made in America" label. (Last year, "American Made" was tagged a non-issue.) Controlled substance abuse will become a major topic at store meetings.

Where floor space will allow, home center chains will experiment with office furniture/oflice supplies.