National Home Genter Show

Ategorization

the V grouping of productswas the buzz word at this year's National Home Center Show. A dozen different categories of Products were arranged, each in its own separate area, complete with color coded carpet so showgoers with color coded maps could easily locate exhibits.

Exhibitors and attendees alike seemed to like the new format, though total traffic by each booth was below last year as most People visited only those areas of interest to them. Additionally, 36,000 square feet had been added for a total of 476,000 square feet within cavernous McCormick Place, Chicago's humongous convention center.

"We've had fewer people in the booth," one exhibitor told us, "but they were all quality people and I haven't wasted my time on a lot of people who aren't real prospects."

Total attendance was essentially flat at34.477. down 500 from 1989, and composed of 19,991 showgoers and 14,486 exhibitors and others.

Shortened from four to three days this year, the March 1I-l3 show Presented several seminars and speeches during the day long exhibit hours. Dr. Richard Lancioni spoke on customer service at a MondaY breakfast meeting, saying that front line people must be emPowered to solve service problems, that the company service policy needs to be consistent and that customer service should be pro-active, not reactive. "Listen to your customers," he said, "treat their complaints as an opportunity."

Story at a Glance

Redesign that groups Products into categories was well received at the popular show. attendance echoed last year. event was shortened from four to three days and was enlarged.

plus hidden costs and "the best deal is the best price with ro hidden costs," Merrifield said. "To cope, you must try differently, not harder."

David Ai, City MillCo., Honolulu. Hi.. and Melvin Cohen, Somerville Lumber, Waltham, Ma., were inducted into the Home Center Hall of Fame during ceremonies at this show. James Sweet. former chairman of the board, Scotty's, Winter Haven. Fl.. received the 1990 Leadership Council Pioneer Award.

D. Bruce Merrifield, Jr., addressing a North American Wholesale Lumber Association seminar Tuesday, March 13, discussed the distributor's role, stating that Just In Time delivery policies have reduced the number of vendors a firm uses and that JIT will supplant the present distribution system.

Total procurement costs are price

Among the Innovator Award winners for new products were Black & Decker for a wallpaper stripper; Garrett & Co., Tug-A-Plug; Vermont American, Around the Corner Wood Boring Bit. In store sales support systems winners were Andersen Corp. for their Window Center Planning Model, Behr Process Corp. for a color matching system and HoYne Mirrors' new miniature door display/order desk.

The 15th annualshow was blessed with record temperatures, 74" on Sunday and an amazing 81' on Monday, l0' above the previous record. The show had more than 1,300 displays.

Next year's National Home Center Show dates are March 24-26 at McCormick Place.