In the last 10 years, the retail home center business has radically changed.

With a few top home improvement store chains dominating home center retail in all 50 states and Canada, the market power base of traditional base of hardware wholesalers, large independent stores, and regional chains has been severely weakened.

10 years ago, The National Hardware Show in Chicago was the industries main venue for product launches for start ups, brands and importers.

Back then, young companies, companies debuting new products, and new to the industry companies inaugurated new and innovative products.

Like the national venue shows, the days of walk in appointments, open to buy days, and open buyer access are over.

Today, vendors must be prepared to take the show to the retailers, and if they are fortunate enough to get the opportunity, they be prepared to make a concise, time-limited presentation that properly messages their product line

Vendor programs must address all logistics, relevant discounts, special considerations, and specified retail packaging with consumer stopping power and capable verbiage.

Above all, successful vendors must know the marketplace, their customer, and most importantly know the criteria certain home improvement stores are seeking.