Hardware and fasteners. (includes related articles) (1992 Product Knowledge Handbook)

Discounters are trying to get their piece of your hardware business. Hardware accounts for about 16 percent of sales for the average hardware store and usually yields a high return on investment. To assure that consumers make their hardware purchases at your store, you have to focus on service, selection and selling skills.

The trend toward more carded merchandise in the hardware department has led to more p-o-p information on merchandise and in stores, which can help salespeople sell more product.

Have your employees familiarize themselves with the nuts and