Do it Best talks extreme retailing

Indianapolis -- "Extreme retailing" was one topic of discussion during the Do it Best May Market. The co-op also unveiled some new deals during its kick-off, including an exclusive line of Channellock tools.

One early highlight was a panel discussion called "Extreme Retailing: Taking it to the next level," which included four high-performance Do it Best members and a crowded conference room for a back-and-forth discussion on best practices.

"Extreme retailing is like World Extreme Cagefighting," said Jim Zyrowski, in one of the session's more colorful quotes. "And our employees are all in the octagon with me," he added, referring to the typical shape of the cage.

Zyrowski, owner of Ben's Super Center in Brown City, Mich., also shared a key company philosophy: "We do what Wal-Mart won't do," he said.

With a strong and growing paint center, Brad McDaniel of McDaniel's Do it Center in Snohomish, Wash., shared what he found was an opportunity in high-end paints and brushes. In terms of quality, customers generally get what they pay for, he explained, and higher quality products simple make painting more fun for the typical do-it-yourself customer.

"We struggled for too many years selling people cheap paint and cheap applicators," said McDaniel. "The right product makes people enjoy painting."

The session also featured presentations from Kyle Walters of Dallas-based Elliott's Hardware, and Jim Lehrer of Brownsboro Hardware & Paint in Louisville, Ky.

"Everybody is facing some sort of challenge out there, and these guys are great examples of looking past those challenges," said Do it Best CEO Bob Taylor. "It comes back to really starting with a plan, a roadmap for where you want to go and looking at the opportunities that are out there."

During the May Market, which concludes today, Do it Best announced an exclusive licensing agreement with Channellock. Among the dozen or so Channellock products available through Do it Best are work gloves, LED flashlights, staple guns, tool chests and wet/dry vacs.

Do it Best has created point-of-purchase displays as well as print and electronic promotional materials for its member-owners to promote the new licensed products.

The co-op also announced an effort with Waste Management Inc. to offer members kits enabling them to become local recycling centers. Members will be able to purchase recycling kits that provide appropriate storage and transportation packaging for CFL and fluorescent light bulbs, ballasts and batteries, including power tool battery packs. Once filled, the kits can be shipped via pre-paid postal containers directly to Waste Management for recycling.

The partnership was fueled by a 2007 Harris Poll that showed less than 2% of all electronics, cell phones, CFL light bulbs, batteries and other emerging recyclables/waste streams are properly recycled today.

The four-day event offered some encouraging signs for Do it Best. There were 9,000 total badges and 2,200 stores represented at the event. Both numbers were down slightly from last year, but the number of dealer-members was actually up slightly.

The malaise in home spending appears to be at or near its bottom, Taylor told Home Channel News.

"We see the opportunity for sales to begin to pick up in 2010," Taylor said.