HOME GENTER MERGHANT

BILL FISHMAN

Bill

Fishman & Alliliates

'| 1650 lberia

Place

San Diego, Ca.92128 n Set up a breakfast meeting with the most successful and aggressive retailer in a non<ompeting market.

IBELIEVE in checklists. Frankly, I live Iby checklists. My family threatens to n have my epitaph read: "REST X." It should be no surprise then, that I have developed a checklist for my retailer clients to use to maximize the effectiveness of their time at the Western Home Center & Building Materials Show in Anaheim, Ca., next month. (This is the short version.)

E Select the one department or product category that can offer the greatest percent or dollar increase in the next year and list the exhibitors to visit to examine their programs.

! Develop an annualized promotion program and sit with the decision makers at the show to solicit their co- operation in meeting the Ftofttotiotl plans. n Grossman's - 5950 Ptamount Blvd., Long Beach, (the best drive-thru operation). n Ole's, Handymanl Builder's Emporium and Angels id the area - see how the mort traditiond home centers prepard tb do battle with the onslaught df new warehouse operations. prvetop three new display ideas from tht thctchandise presentations at the t,thlbit booths. fuh oUr lighting fixture suPPlier to $vt trs concepts that will increase our turns. f,cvlew our computer program with Dlck Falk, computerization seminar laader, Setk out a product category or a ptotnotiondl concept that can carry dUl volume through the month of Dcccmber, Attend the Hoo-Hoo meeting on SdturdaY filorning.

Develop a detailed and eicltihg Job description to entice the hcw talent interviewing at the shdwtg Cereerg Day.

Before or after the show vlslt the fol. lowing home centers near Aflahelm to see the state-of-the-art ltl building material retailing.

! HomeClub - Fourttdlrt Valley' notice the pricing, thd tnerchandise mix and store laYOUt.

! All American in nearUY DowneY -the largest home Center undef one roof - notice thb effective racetrack format.

Llrt ttrree ldeas for future changes in Uplfatlofl based upon the SandY Sigdl6ff keynote address.

Hlve Bob Douglas, store layout llFert, critique our store laYout' (Bllflg otrr blueprints with us.)

SChd our lumber people to the lumbtf gfadidg seminar on Saturday dftemoon.

Flttd four items that can be used as stClonal doorbusters.

Cottre out of the "Idea Exchange" wlth three usable ideas to increase gdes and r€duce costs.

Seck out K/D lines of vanities, kitChen cabinets, computer furniture, ahd furniture specialties that can be

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