Page 4 - Profit Lines: Issue 12

Check out stories published in industry trade publications
The annual exercise is certainly valu-
MEMBERS IN THE NEWS highlighting the growth, innovation, success, and giving
able for the store as well. Not only does
chili and soup on a cold day, and all food the Limeberry team benefit from a
hamburgers, buns, soda, water and con-
wealth of youth-focused business ideas
diments. Some groups might also offer
spirit of fellow member-owned stores. diments. Some groups might also offer The annual exercise is certainly valu-
each year, they also build strong, often
hamburgers, buns, soda, water and con-
lifelong connections with young con-
and drinks are available for a donation.
Kibler Lumber promotes the fund-
and in-store signs. The local groups also nity. Some of the students even end up
able for the store as well. Not only does
raisers in its sales fliers, with posts on sumers from throughout the commu- raisers in its sales fliers, with posts on each year, they also build strong, often
and drinks are available for a donation.
Facebook, a banner on the front gate
chili and soup on a cold day, and all food the Limeberry team benefit from a
promote their events, which helps drive working at the store. n
Kibler Lumber promotes the fund-
wealth of youth-focused business ideas
traffic to the store. “People still come
Facebook, a banner on the front gate
every Saturday,” says Conrad, who
lifelong connections with young con-
PaulB Petersburg Do it Best Limeberry Lumber sumers from throughout the commu-
adds that the local groups have raised
®
about $14,000 this year.
In addition to giving back and sup-
and in-store signs. The local groups also nity. Some of the students even end up
promote their events, which helps drive working at the store. n
traffic to the store. “People still come
from these fundraisers in more direct
The team at PaulB knows how Hardware porting their community, Kibler benefits & Home Center
every Saturday,” says Conrad, who
to the location on Saturdays. Regardless
adds that the local groups have raised
to sell power to the pros. ways, as they bring a lot of extra people about $14,000 this year.
of any positive impact it has on their
These highly effective hand made Area high school students grow
bottom line, Kibler Lumber’ s generous
In addition to giving back and sup-
approach to these fundraisers shows
price signs drive sales. their marketing know-how.
porting their community, Kibler benefits
that community spirit is contagious.
from these fundraisers in more direct
ways, as they bring a lot of extra people
Checkouts limeberry lumber GOes to the location on Saturdays. Regardless
bacK tO schOOl of any positive impact it has on their
hamburgers, buns, soda, water and con-
Limeberry Lumber & Home Center,
bottom line, Kibler Lumber’ s generous
MERCHANDISING diments. Some groups might also offer The annual exercise is certainly valu-
a Do it Best member in Corydon, Ind.,
Chalking It Up “We had these same amounts in the back before, able for the store as well. Not only does
extends its extensive community involve-
approach to these fundraisers shows
dding a new niche or category can sometimes present but the displays helped sales take off, ” he says. that community spirit is contagious.
Another added benefit of the displays was that Smith
chili and soup on a cold day, and all food the Limeberry team benefit from a
ment to a local high school, where it
and drinks are available for a donation.
had the opportunity to show customers how they can use
challenges that require a little elbow grease to solve.
ANearly three years ago, Petersburg Hardware in the products Petersburg Hardware sells for decorative wealth of youth-focused business ideas
Kibler Lumber promotes the fund-
purposes. A recent trend has been using pipe for DIY
works with a marketing class.
Petersburg, Indiana, moved to a new location which grew
By Chad Husted, chusted@nrha.org
projects, like wine racks, so Smith used pipe to connect
each year, they also build strong, often
raisers in its sales fliers, with posts on
space allowed the company to enhance its feed department,
Feel the the salesfloor by more than 20,000 square feet. The new another way to utilize it in their homes. , students from the class lifelong connections with young con-
the chalkboard signs to the pallets to show customers
limeberry lumber GOes
work with Owner Scott Limeberry and
Each year
Facebook, a banner on the front gate
present marketing ideas to Limeberry bacK tO schOOl
his team preparing marketing ideas
Power and they quickly realized that a few bags in an aisle would For a step-by-step guide on building this merchandiser, Each year students from a local high school
“Initially, we chose pallet racking to put bags on, but
not meet their sales goals.
sumers from throughout the commu-
Lumber & Home Center in Corydon, Ind.
for the business, with Limeberry lead-
that didn’t allow very many SKUs of different feeds or visit TheRedT.com/chalkboard-displays. The hARDWARe Connection ■ November 2018 ■ 59
large quantities, ” store manager Eric Smith says. “In our
ers providing valuable feedback, input
and in-store signs. The local groups also nity. Some of the students even end up
area, when people come in, they buy five, 10 or 15 bags
What Pro Customers
sometimes, so we realized we needed to have a lot more in
promote their events, which helps drive working at the store. n
traffic to the store. “People still come
Look for in a T ool Supplier
stock, and we didn’t want it in the backroom. ”
Smith designed and built two 17-foot-long stack displays
and expertise.
every Saturday,” says Conrad, who
Limeberry Lumber & Home Center,
ontractors and professional tradespeople are
By Chad Husted, chusted@nrha.org
merchandise several varieties of feed and include product
HARDWARE RETAILING | November 2018 Feel the demand in their power tool department. using pallets, plywood and pipe that allows the business to about $14,000 this year. extends its extensive community involve-
often in a hurry. Theirs is a business where
www.ThehardwareConnection.com
time very much equals money, and downtime
adds that the local groups have raised
C due to labor shortages, permit issues or
mechanical failures are never welcome.
a Do it Best member in Corydon, Ind.,
information that customers need.
“I wanted the display to mimic our in-store signage, so we
Many customers walking into a hardware store are
framed out thin plywood and painted it with chalkboard paint, ”
looking for something that will solve a problem.
Smith says. “With the chalkboards, we can include facts, like
For professional customers, those problems aren’t usually
a few holes that need patching as much as they are a
In addition to giving back and sup-
few walls that need to be framed up. Those problems need
powerful solutions, and retailers can make the most of that
ment to a local high school, where it
Power tools can be a tricky department to nail down for
Smith says that since they transitioned to the new displays
to change. ”
54 54-60_FEATURE_ Catspot_1118.indd 54-55 impact drivers, saws and grinders. what type of animal it’s for and the pricing, and it’s also easy porting their community, Kibler benefits works with a marketing class.
retailers. While these products are often some of the most
Power their power tool selections. They share how they’ve brought department have grown more than 400 percent. to the location on Saturdays. Regardless work with Owner Scott Limeberry and
54
high-profile offerings available at home improvement
and put one in the power aisle, the store’s sales in the
from these fundraisers in more direct
stores, margins can be tight on big-ticket items like drills,
HARDWARE RETAILING | November 2018
While professional customers are certainly concerned with
price, they balance that concern with whether the tool will do
ways, as they bring a lot of extra people
Each year, students from the class
the job they need and hold up to the rigors of the workplace.
How many problems can this power tool solve before they
have to reinvest in another one? Hardware Retailing spoke to
three retailers who have attracted professional customers with
professional customers into their stores and how they’ve
of any positive impact it has on their
maintained their relationships with that customer base.
What Pro Customers November 2018 | HARDWARE RETAILING 11/1/18 9:34 AM 55 that community spirit is contagious. for the business, with Limeberry lead-
his team preparing marketing ideas
bottom line, Kibler Lumber’ s generous
Look for in a T ool Supplier
approach to these fundraisers shows
ers providing valuable feedback, input
Each year students from a local high school
ontractors and professional tradespeople are limeberry lumber GOes and expertise. present marketing ideas to Limeberry
often in a hurry. Theirs is a business where
hamburgers, buns, soda, water and con-
time very much equals money, and downtime
Lumber & Home Center in Corydon, Ind.
C due to labor shortages, permit issues or bacK tO schOOl able for the store as well. Not only does The hARDWARe Connection ■ November 2018 ■ 59
diments. Some groups might also offer
The annual exercise is certainly valu-
www.ThehardwareConnection.com
mechanical failures are never welcome.
Many customers walking into a hardware store are
looking for something that will solve a problem. When Petersburg Hardware transitioned into a larger location, store manager Eric Smith built his own merchandiser to expand wealth of youth-focused business ideas
and drinks are available for a donation.
For professional customers, those problems aren’t usually
chili and soup on a cold day, and all food the Limeberry team benefit from a
Limeberry Lumber & Home Center,
a few holes that need patching as much as they are a
Kibler Lumber promotes the fund-
his feed department. The customizable displays have helped the department grow sales by more than 400 percent.
a Do it Best member in Corydon, Ind.,
few walls that need to be framed up. Those problems need
powerful solutions, and retailers can make the most of that
raisers in its sales fliers, with posts on
each year, they also build strong, often
extends its extensive community involve-
demand in their power tool department.
Facebook, a banner on the front gate
Power tools can be a tricky department to nail down for
ment to a local high school, where it
lifelong connections with young con-
retailers. While these products are often some of the most 32-37_Checkouts_1118.indd 34 work with Owner Scott Limeberry and sumers from throughout the commu-
HARDWARE RETAILING | November 2018
11/1/18 9:33 AM
works with a marketing class.
34
high-profile offerings available at home improvement
stores, margins can be tight on big-ticket items like drills,
Each year, students from the class
and in-store signs. The local groups also nity. Some of the students even end up
While professional customers are certainly concerned with
impact drivers, saws and grinders.
traffic to the store. “People still come
promote their events, which helps drive working at the store. n
price, they balance that concern with whether the tool will do and expertise. adds that the local groups have raised
his team preparing marketing ideas
the job they need and hold up to the rigors of the workplace.
every Saturday,” says Conrad, who
How many problems can this power tool solve before they
for the business, with Limeberry lead-
have to reinvest in another one? Hardware Retailing spoke to
ers providing valuable feedback, input
three retailers who have attracted professional customers with
Each year students from a local high school
and we can get
present marketing ideas to Limeberry
their power tool selections. They share how they’ve brought
about $14,000 this year. it for you. It anchors
professional customers into their stores and how they’ve
Lumber & Home Center in Corydon, Ind.
the store—lets you know you’re in a
In addition to giving back and sup-
maintained their relationships with that customer base.
unique place, the right place. The staff
uses it to make an impact on clientele
that’s very impressive.
porting their community, Kibler benefits
55
Kibler Lumber 11/1/18 9:34 AM McCabe Lumber ways, as they bring a lot of extra people
“The home showcases categories,”
November 2018 | HARDWARE RETAILING
The hARDWARe Connection ■ November 2018 ■ 59
from these fundraisers in more direct
www.ThehardwareConnection.com Jerry emphasizes, “more than products.
It acts as an anchor to drive customers
into the showroom to find other prod-
ucts. And it’s not stagnant. It’s always
latest trends.”
COMPETITIVE Intelligence to the location on Saturdays. Regardless
being updated to call attention to the
Who visits? “Pros are our business,
See how Kibler connects with This Ohio yard wows with its can use it in two ways. One, to inform
By Carla Waldemar
75% of it,” says the boss, “and they
of any positive impact it has on their

themselves, and two—the biggest—
community fundraisers. spectacular showroom. approach to these fundraisers shows
bottom line, Kibler Lumber’ s generous
to bring customers to McCabe, via
a dedicated sales rep, to make their
HARDWARE RETAILING | November 2018 end-user, plus remodelers and home
HARDWARE RETAILING | November 2018
selections. So, the foot traffic is the
54 54 that community spirit is contagious.
builders. Up to 30% of visitors are
walk-ins, looking for better products,
better service, better solutions. It posi-
It’s time for the Of course, price is definitely a topic,”
54-60_FEATURE_ Catspot_1118.indd 54-55 limeberry lumber GOes
competition.”
tions McCabe as the leader against the
Competition? The boxes, yes.
“But primarily, other independents.
bacK tO schOOl
Jerry concedes, “but as a rule, it cen-
retail ideas of our employees.”
ters on product, availability and quality
Today those employees number
110, and McCabe is always on the
Well, but how do you attract busi-
GrillinG at Kibler lumber Pays show(room)! have a hole to fill. We’re looking for
lookout to hire—“not just when we
ness to an unknown outfit? “Yellow
Off fOr lOcal GrOuPs place no one else was serving.” ing, including shadowing a mentor
Limeberry Lumber & Home Center,
Pages.” (He has to laugh at the term
emerging, younger talent with good
personalities. Smiles!” Then McCabe
today’s millennials wouldn’t even rec-
follows through with ongoing train-
a Do it Best member in Corydon, Ind.,
ognize.) “We cold-called everybody
to tell them who we were and what
we could do for them: service better
plus one-on-one and group training
A dozen years ago, a local nonprofit
extends its extensive community involve-
than the competition, who swept those
November through March on new
organization approached the team
folks under the rug. If they weren’t big
products. “And we promote from with-
ment to a local high school, where it
in, meaning then they are somewhat
at Kibler Lumber’s Mt. Orab location
builders, it was ‘Forget about them’.”
pre-trained,” Jerry stresses.
It worked. But soon those contrac-
about hosting a fundraiser in their
works with a marketing class.
tors wanted more than decks, “so it
To get the word out, the company
parking lot on an upcoming Saturday.
went from decks to everything they
utilizes a variety of marketing media,
including radio (the largest segment),
needed for their other segments: room
Each year, students from the class
Having been an ingrained part of the
additions, porches…. We added what
print and social media. It also hosts
we could in our small facility; then in
events for pros and conducts an annu-
southwestern Ohio community it
al Deck Expo for consumers, involv-
2001 we relocated to a 230,000-sq. ft.
work with Owner Scott Limeberry and
serves through its four Do it Best loca-
ing over a dozen manufacturers and
building where we can house every-
generous refreshments. Average atten-
of first-timers. until we
thing. (We sublet half of it
tions for more than 100 years, the team
his team preparing marketing ideas
dance is over one thousand, with lots
were ready to use it all.)”
at Kibler did more than just say yes.
Then, in 2004, the real reason for
for the business, with Limeberry lead-
To reach new pros, the company
this story came to be: construction of
OHIO DEALER’S mega-showroom can be traced to the owner’s original desire to establish a heavy ers providing valuable feedback, input Each year students from a local high school
In addition to use of their parking
employs outside sales reps to culti-
an industry-leading showroom stocked
vate relationships with builders and
with premier products—12,000 sq. ft.,
lot, they donated food and a grill to
and expertise.
remodelers, stressing special services
the organization, encouraged them to
presence in decking. Oh, wait, they realized: We don’t showcasing windows and doors, deck- present marketing ideas to Limeberry
ing, siding, railing, and the list goes on.
such as delivery via forklift and spec-
But it didn’t stop there. McCabe
ified morning arrival times. “Also, we
sell the food as part of their fundraiser
long-story-short for the moment, in
offer vertically-engaged manufacture
T“beloved, third-generation home- 2001 they erected from scratch one of www.ThehardwareConnection.com The hARDWARe Connection ■ November 2018 ■ 59
and let them keep all proceeds raised
of trusses and wall panels. And when it
from the sale. his isn’t going to be one of those have near-enough indoor space. So, built a complete, two-story house with- Lumber & Home Center in Corydon, Ind.
in this showroom to set off, says Jerry,
town yard builds on its legacy” stories.
comes to inside sales, we have 11 reps
the biggest, baddest full-service lum-
“the best of the best, trend-setting
Nope. McCabe Lumber, of Lovelace,
ready to help with remodeling, deck-
ber and building supply facilities for
ing, and maintenance. It lets
products. It anchors the store.
Oh.—20 miles from the Cincinnati
“It didn’t catch on at first with groups
customers know they’ve come to the
metro area and serving Northern
And that’s when young Jerry Tepe
miles around.
right place. It features the best custom
Kentucky and Southeast Indiana as
taking advantage of this, but it’ s really
Upper Left: Customers come to Kibler
products, such as French door interi-
well—didn’t even exist in the 20th
out of high school and did some col-
caught on the last five or six years,”
ors, lots of moulding, a cherry wood
Lumber every Saturday to support a local
century. Today, it’s a blockbuster,
lege while working full-time here.
ceiling, a unique porch floor—a rich
explains Jenny Conrad, sales manager.
THE EXPANSIVE 12,000-sq. ft. showroom offers life-sized displays not only of (top) decking and
organization that grills food for donations.
both in market share and innovation.
With the expansion, I took the reins to
interior and exterior that serves as an
Well, it sorta didn’t exist. There
Now, organizations from throughout
build the lumber side of the business,”
idea-creator. A ‘What if?’ A ‘Can I?’
was a McCabe Hardware back in the stepped into the enterprise. “I’d come Digest 11-18 Layout.indd 19 railing, but also (middle) stairparts and columns, and (bottom) doors and windows.
says Jerry, its present owner. “We got
Upper Right: Kibler Lumber’s Facebook page
Building-Products.com November 2018 n Building Products Digest n 19
It assures customers that McCabe can
the region are lining up to hold their
’80s. When the urge to expand and
a foothold by specializing in exteri-
supply everything; that we can find it
seize new opportunities to grow took
lets customers know what local group is
ors, remodeling and decking. We paid
fundraisers at Kibler’s Mt. Orab loca-
fire, the McCabe fellas decided to
grilling for donations that Saturday.
launch a decking enterprise to fill an
18 n Building Products Digest n November 2018 Building-Products.com
tion. They hosted 18 groups in 2016,
21 groups last year and will end up
Middle: The Eastern FCCLA raised money to
underserved niche. attention to a segment of the market- 10/22/2018 2:32:57 PM 10/22/2018 2:33:00 PM
hosting 32 groups this year, accord-
support their trip to the national convention.
ing to Conrad. That is just about every
Bottom: For the past 12 years, Kibler Lumber
Saturday from March into November.
has been turning over its grill on Saturdays to
Digest 11-18 Layout.indd 18 MULTIPLE full room settings sell high-end millwork and more.
In addition to school and church
help community organizations raise money.
groups, fundraisers are held for Scouts,
Lions Club, local library, historical soci-
The fundraisers are always held from
ety, FFA and more. 10 a.m. to 2 p.m. on Saturday. The store dows, entry door, columns and porch railing.
lends the grill and donates hot dogs,
58 ■ The hARDWARe Connection ■ November 2018
www.ThehardwareConnection.com
HOME FRONT display shows off exterior products, including siding, win-
MULTIPLE full room settings sell high-end millwork and more. our niche.”
“I attribute a lot of our reputation for service to will-call
traffic to the facilities’ layout, incorporating the largest
covered lumberyard in the tri-state area. Customers can
HOME FRONT display shows off exterior products, including siding, win-
drive through the covered facility to the product they’re
dows, entry door, columns and porch railing.
picking up, which means efficiency for them. It’s definitely
“I attribute a lot of our reputation for service to will-call
As with most of your own operations, the past recession
traffic to the facilities’ layout, incorporating the largest
took a bite. To survive and thrive, “We tended to roll back
covered lumberyard in the tri-state area. Customers can
some payroll hours during slow seasons. We’d been grow-
drive through the
about 12% to 15%.” covered facility to the product they’re
ing at a good pace, but those years took away our growth,
picking up, which means efficiency for them. It’s definitely
flattened it. During those years, we lost lots of our com-
our niche.”
petition, many of whom went under. So we were able to
As with most of your own operations, the past recession
And in the future? “Growth is our
rebound in 2010-11, with good growth. We typically grow
business mode. We’re always look-
took a bite. To survive and thrive, “We tended to roll back
ing for new opportunities, new
product mix, new customers.”
some payroll hours during slow seasons. We’d been grow-
ing at a good pace, but those years took away our growth,
What keeps Jerry rooted to the
enterprise? “My passion is seeing we lost lots of our com-
flattened it. During those years,
petition, many of whom went
the long-term relationships being under. So we were able to
created by our people. My
rebound in 2010-11, with good growth. We typically grow
reward is seeing our asso-
them. about 12% to 15%.”
ciates grow.” And growing “Growth is our
And in the future?
business mode. We’re
McCabe right along with always look-
Digest 11-18 Layout.indd 20
ing for new opportunities, new
product mix, new customers.”
Carla Waldemar
What keeps Jerry rooted to the
cwaldemar@comcast.net
enterprise? “My passion is seeing
the long-term relationships being
created by our people. My
reward is seeing our asso-
ciates grow.” And growing
20 n Building Products Digest n November 2018 Building-Products.com
McCabe right along with
them.
Carla Waldemar 10/22/2018 2:33:03 PM
cwaldemar@comcast.net
20 n Building Products Digest n November 2018 Building-Products.com
Digest 11-18 Layout.indd 20 10/22/2018 2:33:03 PM