Payless Cashways Banks Future On Pros

Payless Cashways, with over $1 billion each in annual sales to both professionals and consumers, has refocused to predominantly pursue the pro market.

"Howevgr," noted acting c.e.o, Donald E. Roller, "we will continue to serve the consumer in markets where it is beneficial to the enterprise. In other markets, we will serve the consumer segment selectively to the extent that their needs align with the needs of our target customer, the professional. As we move forward, it is clear that the professional customer will provide the future growth for Payless Cashways."

During a recent strategy review, the company thoroughly analyzed each store and market. As a result, stores will be consolidated in three markets-Louisville, Ky., from four locations to three; Cincinnati, Oh., from eight locations to seven, and Phoenix, Az., from five locations to four.

The closings should be transparent to pro customers served by those locations because their contractor sales represen0atives are expected to remain the same.

The Kansas City, Mo.-based company currently operates 165 Payless Cashways, Furrow, Lumberjack, Hugh M. Woods, Knox Lumber and Contractor Supply locations in 20 states.

Eagle To Double In Size

Eagle Hardware & Garden plans to double in size from its current 32locations in three to four years.

This year, Eagle opened its first store in California, in La Quinta, and will unveil units in Aurora (Denver), Co.; Chino Hills, Norwalk and Westminster, Ca.; Smokey Point

(Seattle), Wa., and Sparks, Nv.

Next year eight to l0 stores will be added, including Boise, Id.; Covina, Long Beach and San Luis Obispo, Ca.; Tigard, Or.; Woodinville, Wa., and its second unit in Reno, Nv.

Twelve openings are expected in 2000.

Most Producers Are Wired

About 69Vo of home products manufacturers have a site on the World Wide Web, according to a survey of 238 manufacturers at a recent Ace Hardware convention.

Companies use their sites for a variety of functions from generating awareness to putting products in consumers' hands. The most popular uses are providing product information/ specification s (52Vo), how-to information (35Vo), and an on-line version of the company catalog (32Vo).

rhTo build traffic, 22Vo promote their Web site through print media advertising, l5%o include the URL address on promotional and packaging materials and corporate stationery, l5Vo advertise on and link with other Web sites. and l4%o use direct mail.