Selling against gas and electrical shortages

Selling hardware and housewares against the current shortages in electrical energy and gasoline are far from a hopeless task.

Power tools are seldom used regu- larly by the do-it-yourselfer and when they are, the tools require only a minimum of electricity. A gas shortage will force otherwise travelminded customers to stay home and the traditional pattern has been for their energies to focus on fixing up the homestead. Can't you just hear the wife after the third weekend at homeo "Listen, Howard, if I have to spend another weekend around here, youove just got to fix the rumpus room (porch) (patio)(living room, etc.) and repair all that stuff in the back yard."

Housewares are another sales arena where the crimp in travel will mean more people at home and, no doubt, more activity in the kitchen. A problem area in sales here, though, is the increased use of electricity that additional cooking brings. This can be handled best by contacting yourlocal utility and finding out the facts so that you will be prepared to correctly answer questions about increased usage of electricity. Often, it's not as bad as you or the customer might think.

Contact your suppliers for information on the actual usage of electrical housewares. Often, like electrical power tools, they are not big users of electricity and can be used without fear of drastically running up the electric bill.

John McNamara, v.p., Sunbeam Appliance Corp., observes that most kitchen appliances use less electricity for their specfic function than do major appliances. o'If it comes to counting watts," he says, "an electric shaver takes less current than it does to heat the water to shave."

John Proven, exec. manager of the Power Tool Institute, shares McNamara's enthusiasm for electric housewares and tools' performance during 1974 and thinks the power tool industry can sustain the sales growth it has enjoyed for the past five years.

While the shortages we face will produce different and challenging selling conditions at both the retail and wholesale levels, the opportunities are definitely there for those with the initiative to go after them.

Western Hardware Show

Buyers by the thousands are expected to flock to the 25th (Silver Anniversary) Western States Hardware-Housewares-Paint & Garden Show to be held Feb.24 -26, at Brooks Exhibit Hall, Civic Center, San Francisco. This popular trade show has been designated a 'must' by both manufacturers exhibiting and buyers who want to see and buy new products, merchandising aids and promotions.

Over 600 manufacturers will be represented, with merchandise lines in the thousands on exhibit at the show, sponsored by the California Retail Hardware Assn. According to K.B. Jacobsen, show manager, pre- show interest is very high with many new exhibitors taking booth space to present their products to retail buyers in the big Western market. larger amount on post-show orders. The 100,000 sq. ft. hall makes it convenient for buyers to attend and take advantage ofthe many specials offered by exhibitors.

Buyers from all retail areas will see the latest in hardward. housewares, paint, garden supplies, building materials, automotive supplies, giftwares, plumbing and electrical supplies, sporting goods, variety and notion items, plus hundreds of other individual lines of merchandise.

Retailers will be looking for new merchandise and new ideas and sales aids at the Hardware Show - the only complete industry show in the West.

Buyer attendance is expected to top the 10,000 mark, with spending over $l million plus, and an even.

Show hours are: Feb. 24,10 a.m,6 p.m.; Feb. 25, noon - 6 p.m.; Feb. 26, 3 p.m. - l0 p.m. Monday is Buyers' Market Day with special prices and prizes. Tuesday is Employees' Day with all retail personnel invited. Special attendance prizes for both buyers and employees include color tv sets, trips to Hawaii and Disneyland, and cash awards, for some lucky buyers.

Running concurrently is the 73rd Annual California Retail Hardware Assn. Convention. Headquarters is the TowneHouse Hotel.