1996 Hardware Show: one of the industry's biggest shows grows - National Hardware Show - includes a related article on new products at the show

Discount Store News, August 5, 1996 by Richard Halverson

CHICAGO -- The National Hardware Show for 1996 will be another marathon event for buyers, with all 856,000 sq. ft. of space (net) in McCormick Place East and North leased and more exhibitors on a waiting list.

If that isn't enough, the National Building Products Exposition offers an additional 106,000 sq. ft. of exhibits at the Navy Pier. The combined shows comprise what is called Hardware Industry Week, with the Building Products Expo running, Saturday, Aug. 10 to 13, and the Hardware Show, Sunday, Aug. 11 to 14.

But wait until next year when the South Building is completed at McCormick Place, boosting exhibition space to a total of 1.2 million sq. ft.

The American Hardware Manufacturers Association, the show's sponsor, will move the Building Products Exposition to McCormick Place. It is hedging its bets, however, and retaining contractual rights to the Navy Pier, in case all three McCormick buildings are sold out for '97.

To ease the traditional transportation crunch--worsened this year by construction at McCormick Place and the Lake Shore Drive--show management has chartered several subway trains to supplement bus and taxi transportation. Subway trains will provide free service every 15 minutes to and from the North Building to two downtown stops that are within walking distance or an easy cab ride from many hotels.

Showing that Sears retains a strong interest in hardware--despite its recent focus on its "softer side"--chairman and ceo Arthur Martinez will present the keynote address at this year's show. Martinez will talk from 8 a.m. to 8:45 a.m. on Monday, Aug. 12. "Sears has always been synonymous with hardware and home improvement products, and now, with the rollout of off-the-mall Sears hardware stores, this image is being enhanced even further, said William Farrell, AHMA president. By yearend, Sears will be operating 150 freestanding hardware stores. Pre-registration is running neck and neck with 1995, said show manager Dennis MacDonald. He expects attendance to again hit 70,000.

The 3,000 exhibitors will show a record 1,400 new products at the new products showcase in McCormick East, MacDonald said.

One of those attendees will be Mark Wittenberg, manager of home improvement for The Andersons, Maumee, Ohio. A five-store chain, The Andersons specializes in heavy DIY hardware products.

In general, "the hardware business has been good," Wittenberg said. "There is no particular category that we're trying to expand or fill out.

"I have nothing in mind that has to be changed, but maybe I won't know about something that needs to be changed until I get there."

Vendors are just now getting out information about their show offerings, Wittenberg said. The Andersons is sending its usual eight-man delegation to the show.

Hills also is approaching the show without preconceived notions about what it needs to buy, said Howie Gerstein, gmm, hardware.

Since Hills is minimizing its hardware department to basics, it mainly uses the show to cement and build relations, Gerstein said.

Hills will send its usual delegation of four hardware, three lawn & garden and three housewares buyers.

They will be on the lookout for hot promotional items that Hills can use during the Christmas season, he said.

Chris Huban, one of Hills' lawn & garden buyers, will especially be looking for new looks in patio furniture.

Coming off two lackluster years, outdoor furniture makers are pouring a great deal of money into research and development for new items and new looks, Huban said.

Just back from a buying trip to China, Huban said that he hadn't seen or heard much about exciting new products while he was there.

Dollar General, enjoying 25% per year growth, will be looking for new vendor partners, said Ken Fitzpatrick, hardware and auto buyer.

As Dollar General grows, it is concerned that vendors won't be able to keep up with its pace, Fitzpatrick said. Hence it might have to split its business if it outgrows existing suppliers, he said.

Dollar General has no specific game plan for the show, he said, except to talk with paint vendors and explore reentering the gallon paint business, perhaps next year.

Since 85% of its customers are women, Dollar General offers many of the same basic items year after year, with an emphasis on seasonal goods, such as hoses and fans, Fitzpatrick said.

Dollar General uses the Hardware Show to plant seeds about developing products especially for the chain. Generally, "we don't shop from the manufacturers' list of products," Fitzpatrick said. "We might like a product and then talk about how the manufacturer can develop a special product for us that will hit a price point."

Dollar General hopes to establish relations with vendors of pet supplies, a new category. Several hardware manufactures display their lines of basic products at the show, such as collars, chains and leashes, he said.

Dollar General also is expanding its lawn & garden offerings, said Bruce Taylor, seasonal buyer.

Dollar General will buy mainly smaller items that can be stacked out in center aisles, endcaps and in sidewalk displays, Taylor said.