Fix it, even if it aintt broke!

By Joe Samulin Retail Advisory Services [nc.

every store needed a face lift. Vendor signs of every color and description had grown like weeds. End caps had lost their impulse attraction. Adjacencies were poor. Since a new layout and traffic pattern were part of my fee, they went along with it. Because I don't do graphics and design work, I'd suggest that they have

Story at a Glane

Noted consultant on steps to success why you need to change the role of rental programs, installed sales and commercial accounts. it done. Since many had gone into "sticker shock" when they had contacted the co-ops and buying groups about their programs, the answer usually was, "Too expensive" and "We're doing well, making money, whY bother?" A design and graphibs programwouldcost 10 to2O% ofaco-oP

Timber Sizer

program, yet, in spite of telling them how to do it, I usually got, "It ain't broke so why fix it?"

I would suggest a rental program. The average do-it-yourselfer doing a major project will need professional equipment only once or twice in his lifetime. After they go to a rental store, they have to shop for their materials elsewhere. Give them good knowledgeable service and a rental progmm and for the most part you'll sell the materials.

I would suggest installed sales as a means of fighting the competition and increasing sales andprofits. I would tell them to go after commercial accounts, again for plus sales, profits and a plus competitive niche. It was frustrating to hear *That would take too much time and effort, plus additional people. Why should we bother when we're doing great now?"

The key to success, I have found, is *When you're doing well and on toP, start planning ahead on what you have to do to stay on top when the inevitable competition knocks on your door."

PRE-FABRICAfION

Timbers

From cutting a wedge to pre-fab'd crane pads or mine shafts. Angle cut, cross cut, drilling, dapping-We'll do them all to customer specification.