Gase history of a home show

IJOME SHOWS take months of preparation for the Emanagement of Chandler Home Center in Van Nuys, Ca., but they are convinced that it is worthwhile.

"Not only are sales very good for the two week promotion,' ' explains Bob Landman, general manager, ' 'but residual sales for months after are also apparent. First time customers who only came in to see products demonstrated are now Chandler customers for good."

Since Chandler's management has been doing this sort of thing for a number of years, they have the formula down pat. This year's show in April covered two weekends, the lTth and lSth and?Ath and 25th. A 16 page tabloid mailed to 180,000 customers in their market area and two full page ads in the newspaper alerted the residents of the area. Three weeks before the show, 2,000 8%xll bag stuffers (see at right) were distributed.

Story at a Glance

Home show attracts new customers heavY Promo' tion months of PreParation

. . . organization, attention to details pays off.

In addition to offering good prices on merchandise, the store lured customers with over $5,000 worth of prizes including two grand prizes consisting of a complete new den worth $1,200 and a security package worth $1,100.

As soon as the dates were set for the show, Chandler invited vendors to take part. Over 200 attended both weekends demonstrating numerous projects for hundreds of do-it-yourselfers. The most popular demonstrations judging from crowd reaction were power tools from Black & Decker, Hitachi, Skill and Dremel. Other demonstrations included Behr products, Krebs and Graco spray guns, Formby's furniture refinishing, Weedeater line-trimmers and Drip Mist irrigation systems. Many home security products were

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