How To’S


Energy-efficient lighting products are beginning to catch on with consumers, and Congress has given the trend a big boost in recent years. In 1992, it passed the National Energy Policy Act, which required lighting manufacturers to replace outdated lamps with brighter, more energy-efficient models.

Three years later, Congress created the Federal Energy Regulatory Commission, which requires power utilities to sell their power on an open market. These steps have encouraged businesses and consumers to think more about the energy they consume, and manufacturers are developing new products to meet the growing demand for energy efficiency.

This trend prompted the National Electrical Manufacturers Association, using money from manufacturers, to begin a national campaign to inform consumers about the benefits of energy efficiency.

The Environmental Protection Agency (EPA) joined the fray in 1997 by creating its Energy Star[R] label, which manufacturers may voluntarily display on energy-efficient lighting fixtures if they meet program guidelines. Fixtures carrying this label can trim the cost of lighting high-use areas, such as bathrooms and kitchens, by 50 to 60 percent. And bulbs and lamps for these fixtures last three times longer than incandescent bulbs.


Home Depot to test convenience format stores next year: industry leader developing plans to open 4 hardware stores in northeast

The Home Depot announced it is developing plans to test a convenience hardware store format.

This format, as yet unnamed, will be designed to serve the small-project do-it-yourself homeowner and other customers who prefer a convenient location and smaller store environment for purchasing home improvement and related products.

“The U.S. home improvement convenience market generated sales totaling approximately $50 billion in 1997, but the vast majority of those sales took place outside of larger home center stores such as Home Depot,” stated Arthur Blank, president and ceo. “This test will help us determine the best products, services and methods of gaining home improvement sales we would not be able to get inside our Home Depot stores.”

The test is being developed and will be run by Bob Wittman, senior vice president of business development and former coo of Orchard Supply Hardware Stores. It is expected that the first store will open in the Northeast during the first quarter of fiscal 1999, followed by three more stores in that region later in the year. (more…)

Consumers shopping for the right look

Paint is one of the top-selling departments at most hardware/home improvement stores

But that doesn’t mean retailers can take the sales for granted. Becoming a destination store for paint and decor products involves presenting a visual look that entices customers, backed up by employees who know how to sell the customers everything they need for the project.

A strong paint department has enabled Grassy Creek Hardware in Spruce Pine, N.C., to attract male and female customers, both professionals and do-it-yourselfers, according to co-owner Dean Pittman. Female customers are especially attracted to hands-on displays such as the standalone merchandiser they have featuring paint color samples. “Women really like to take those home and test them out before they decide what color they want,” he says.

Carrying a broad selection of quality products is important when it comes to selling paint and decor products, Pittman says, but service is still the main ingredient for success. “Quality service–that’s our strongest niche,” he says. “You have to instill people with confidence that their project will turn out right.” (more…)