Retailers differ in selling strategies

The holiday season has been challenging for retailers dealing with one of the toughest economic climates in years. The Richmond Times-Dispatch is tracking three retailers to see how they do. The results are mixed.

Hamilton's Pro Shop

Hamilton's Pro Shop is a golf shop on Jefferson Davis Highway in Colonial Heights. The nearly 1,000-square-foot shop carries about 2,000 pieces of equipment, including clubs, golf bags and other gear for golfers.

Owner Jeff Hamilton said this week that sales since Thanksgiving are down 75 percent, compared with the entire holiday shopping season last year.

"They're worse than they've ever been," he said.

His strategy early on was to do what he'd always done and wait for loyal customers. That didn't pan out.

Hamilton tried advertising, something he swore he wouldn't do.

"I heard a lot from people who saw it, but no sales," he said.

Hamilton, who has owned the shop for 16 years, said business has picked up this past week, but not enough to make up for the early declines.

Moss House

Moss House is a gift shop on U.S. 60 in Powhatan County. The shop carries items ranging from household accessories and candles to collectible Webkinz.

Rene Matthews says sales have been better than she expected.

Matthews, in her first year as owner, credits the success on keeping price points low.

Customers, she said, have been coming in and buying gifts, but they've been careful with what they spend.

Because she's done well, Matthews said she has not had to do any special promotions and has been able to maintain her original game plan. She is advertising locally and on Monday night held a second open house with free gifts and discounts on merchandise.

Saxon Shoes

Saxon Shoes operates a 26,700-square-foot store in the Short Pump Town Center. It carries up to 60,000 pairs of shoes as well as purses and accessories.

Gary Weiner, president, says the holiday season is going well.

He said he has remained aggressive with his pricing and advertising. Weiner believes the store selection and focus on customer service remain Saxon's strengths.

"It's working well for us," he said.

Contact Louis Llovio at (804) 649-6348 or .