Merchandising tips from a man who specializes in power tools and last year grossed $300,000

\I-/HEN Y0L-R LAST name is King. you YV just have to come up with a befitting achievement and then maintain your right{ul place on the throne. John P. King of Pasadena, Calif., has done just that -he is truly a power tool king when it comes to selling nationally-known and respected brand name merchandise.

Unlike most retail outlets selling power tools to homeowners and contractors, John P. King Power Tools does not deal in hardware, hand tools, lawn mowers or any other items for that matter. His total bread and butter is power tools.

"We have lorr.rd over the past 15 years of doing business in power tools that you dilute your effort to take on other lines," explains the S5-year-old King. "And on the other hand, we find that most hardware stores, retail lumber yards and other outlets selling power tools aren't achieving their true potential because they don't place the rightful emphasis on the line and find men who can sell the tools' value to buyers."

John P. Kine was a most successful merchandising executive with Eastern Colum. bia Department Stores when he decided to start his power tool outlet in 1951. He had been graduated from Dartmouth, worked his way up in the W. T. Grant chain, and served for Il years as Western merchandise manager with Firestone.

The King establishment is a 200-foot long series of BO-year-old frame houses in a high traffic location which have been converted to display and warehouse space. "It's nothing fancy, but tool buyers are not out shopping {or modern furnishings so it hasn't hurt our sales a bit," comments King. "In fact, we believe the setting has helped us to sell more power tools."

John King Power Tools has enjoyed a substantial sales increase each year since l95I and currently has an annual sales volume of approximately $330,000. The firm has seven employees--all oI whom can demonstrate the latest in power tool equipment. o'Demonstrations are a big part of selling power tools and yet many establishments have no one on hand to show customers how a tool operates," says King. "W'ith us, it's a demonstration for each and every prospect who walks through the door, and we also let him try it for himself."

King believes that once you show a sales prospect the tool you should let him run it which helps to guickly close the sale. This has been especially true in the sales of Black & Decker's DeWalt Power Shops. Do-it-yourselfers quickly find that they can

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