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store shopping behavior, the Russell R. Mueller Retail Hardware Research Foundation found that 730/o of all power tools and 650/o of all hand tools sold were bought on impulse.

Keepingthesestatistics in mind, a retailer might want to change his methods of merchandising tools. The 7oh annual growth rate in tool sales recorded by Business Trend Analysts should encourage trying some of these ideas which have been successful in other stores.

CLINICS and DEMONSTRATIONS catch the attention of instore shoppers and bring people interested in tools into the store.

ADD-ON sales are made by salespeople who always ask if tools are needed to complete the project for which materials are being selected and suggest "l think you'll be interested in this" as they lead the customer to the tool section.

CROSS MERCHANDISING with tools displayed with building products.

END CAP displays with lots of pow for grabbing attention can promote competitve pricing and point out the advantages of the tool with good descriptive signing.

ACCESSORIES and CONSUMABLES displayed alternately wirh tools to increase sales of each. Drill bits, saw blades, abrasives, keys, chucks, wire wheels, power kits and router bits have higher margins than tools, usually 500/0.

STEP-UP sales should be encouraged. Both salespeople and displays can emphasize the capabilities of the more expensive, professionalquality tools. Many d-i-yers are ready for beyond basic equipment.