Page 39 - DoitBest 2021 Report

an overall rebranding to freshen up the exterior
In 2016, the four brothers were given the
“When we remodeled, the numbers
opportunity to expand into the hardware
business. The owner of nearby Paola Hardware
was ready to retire. Since Gerken Rent-All had
been Paola Hardware’s largest customer for years,
he offered to sell the business to Gerken Rent-All.
“Paola Hardware was a good fit for us,” said
Rusty. “We were already dealing with the same
customers. Both contractors and do-it-yourselfers
were coming to us for rentals and going to Paola
for hardware.”
The previous owner of Paola Hardware was
a Do it Best member, and it was through the
acquisition that the brothers were introduced
to then Territory Sales Manager Tom Hartman.
Tom immediately set to work, bringing ideas and
advice to help them grow the Paola location,
including a major remodel to update the store.
Tom and the Do it Best team recommended a
new store layout, new flooring, new lighting, and
and interior.
“The first time he shared his projections for how
the remodel would increase gross sales, we just
didn’t see it,” recalled Rusty. “But sure enough,
when we remodeled, the numbers jumped right
away — and we’re still seeing growth today. That
was when we knew we could trust Do it Best to
help us make the right decisions.”
Encouraged by the success of Paola Hardware,
the brothers worked with Do it Best to find
opportunities to acquire additional hardware
locations, adding another store in 2017. Two years
later, their regular networking generated their
largest opportunity yet.
Jim Waters, the owner of Waters Hardware, was
preparing for retirement and looking for someone
to buy his seven-location business. His first call
was to the brothers.
jumped right away — and we’re still
seeing growth today. That was when
I knew I could trust Do it Best to help
us make the right decisions.”
“Jim and I spoke together often about running our
rental businesses, and we built a relationship from
there,” said Rusty. “I had mentioned once that if
he ever wanted to sell, we would be interested in
buying. Six months later he called me.”
The typical challenges presented by a
seven-location acquisition were amplified by the
fact that for decades, Waters Hardware had been
the loyal member of another co-op. The brothers
turned to Do it Best to help with the transition.
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