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they have to have it. When they usually pay $15 for a big box, and they can pay $6.99 at one of the stores we supply, it’s a savings on a product that they have to buy anyway.” Olivarez’ bottom line is driven by this philosophy. “Retailers need to carry a variety,” he says. “They’ve got to have something at a low price point to get cus- tomers in the door.” Howard Grodnick, president
and CEO of Jacob’s Trading Co., has taken the idea of variety and made it his modus ope- randi. His shipments are so varied, he can’t even tell cus- tomers what’s in them. “We’re kind of a unique, different niche of the business,” he explains.
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“We deal mostly in as-is cus- tomer returns merchandise. And what’s unique about it is that the customers we sell to, recognize that there will be a mix in the variety of different merchandise in every single load.” Grodnick even repeats himself to get the idea across. “Every load is different. It might
continued on page 92 Online at INDEPENDENTRETAILER.COM
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