Chicago -- With a view toward driving profitable sales, Ace VP of merchandising John Surane pointed to some merchandise initiatives, regional wins and corporate strategies during the co-op's 2011 Ace Convention and Exhibits.
One of the brightest merchandising spots was the Craftsman tools brand. Back in February 2010, Ace and Sears announced a partnership that opened the way for Ace retailers to sell the Sears-owned Craftsman brand.�
"We have enough numbers in the bank now to know that this is working," said Surane. He pointed to 20% sales growth, 9% transactions growth and 9% gross profit growth for those roughly 500 stores participating in Craftsman programs.
Some 500 stores are already participating in the Craftsman program, and the company projects a rollout of 900 in 2011. But there's no reason that number couldn't be much higher, he said.�
"Ladies and gentlemen, we're back in the tool business, with Craftsman," said Surane.�
And to make it easier for smaller stores to participate, the Craftsman booth was showing off its latest program -- a Craftsman merchandise program designed for the needs of smaller stores.
Surane pointed to some regional wins -- including a member who introduced the Bird Niche and recognized category sales gains of more than 100% in the first 120 days. The Bird Niche program is 48 linear feet and 800 square feet of floor space. Ace's Wild Bird Food has generated no. 1 in sales, no. 1 in transactions, and no. 3 in profit as a "Red Hot Buy" at the show.�
One of the keys to profitable sales is cost of goods, and Surane offered a commitment on behalf of the co-op: "We will compete and dominate this area," he said.
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