2009 Young Retailer of the Year Honoree
KIRK REAMS
A Hardware Store Fit for a Texan
Kirk Reams was only looking for a little extra cash when he agreed to help his friend, C.J. Warner, then a sales rep for Hillman Fasteners, set up a fastener display at a welding supply shop in Emory, Texas.
But Lance Hooten, owner of the welding shop, wanted a lot more than a fastener display, he wanted a full hardware store. Watching the enthusiasm and work ethic of the young Reams, Hooten decided that was just the man he wanted as a business partner.
It took a bit of persistence on Hooten’s part, however. Reams had just gotten married, was soon to be a father and wasn’t sure he was ready for another big change in his life. He finally agreed, and quickly discovered that he couldn’t have found a better opportunity if he had looked for one. With an owner that was aggressive in his desire to grow the business, Reams could tell this wasn’t going to be just another average hardware store.
Fortunately, Reams had a few years experience in hardware retailing to help him in this new adventure. His first task was to get enough space in the building to fit a profitable array of merchandise. Customers coming into the store included contractors and do-it-yourselfers, so he wanted a selection that was as wide as it was deep.
By adding onto the existing building, Reams brought the total to 12,000 square feet. Then he started beefing up the core categories with products he was getting from his wholesaler, Orgill. As the store continued to fill, space once again became an issue, and Reams and Hooten decided to build again. This time they built a 40,000-square-foot store, with extra space for inside and outside storage.
In addition to expanding existing categories, Reams knew a sure way to add to his customer base was to create a diversity of niches. He has something for everyone from the sportsman to the gourmet chef.
Female shoppers feel right at home in Hooten’s Hardware and usually head straight for appliances, giftwares, some gourmet foods or a kitchen accessories department that has just about every sort of trinket one could want for the kitchen. Reams also sells firearms, sporting goods, clothing and has one of the most complete selection of Case knives in the state. A kiosk in the middle of the store with every knife Case has in production draws in collectors from miles away.
“I’ve learned that you have to keep your ears open and pay attention to what people need. We’re willing to stock some of the products that other hardware stores don’t normally stock,” he says. That diversity has helped him pull through a sluggish building market. “We have a lumberyard, a welding store, a hardware store and a wholesaling business with an outside sales rep. If one side of the business is slow, the other side is picking up.”
Sales have already passed the $5 million mark at Hooten’s. Kirk knows he could easily spend all of his time working in one of the busiest hardware stores in Texas. But he still has a family to take care of as well as a strong desire to be involved in the community as much as possible. His gift of voice has been his favorite way to volunteer. He sings at his church and helps provide musical entertainment at various events in the community.