merchandising for $ale$, too damian skretta manager packaging & merchandising
Post on 19-Dec-2015
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YOU are very important to our goals!
Sell more SKILCRAFT/AbilityOne merchandise
Increase factory production Increase the number of jobs for people
who are blind You are the last contact with our
customers!
You, Too, Can Merchandise Your BSC For Maximum Sales
Results. Everything you do is Retail
Merchandising Learn from your customers daily Now that we have attractive
commercial-type product packaging, take advantage of it with full, bulk displays
We will cover:
Retail Product Merchandising: Techniques for success Analyze to produce sales Inventory & buying – have what your base
customers want Basic stock is crucial – Core merchandise
We will cover:
Store Layouts & Displays Counter flow Proper adjacencies Counter display sections Number One Goal – Maximum sales/sq.ft.
Retail Product Merchandising
Inventory management – Assortment – identify top 50 selling items No Out of Stocks of these Core items Min-Max calculated for these items Be prepared for repeat high quantity item
sales
Retail Product Merchandising
Inventory Management (Cont.) Reorder “Outs” daily – Do Not Wait! Treat with urgency Everyday you are out = Lost sales and
unhappy customers 20% of items produce 80% of your sales
Out of Stocks
Out of Stocks cause our customers the four DIS’s: Disappointed Dismayed Disgusted Disappear
Min-Max
Min-Max calculations Sell 10/week Reorder/restock timeframe = 4 weeks 40 is safety stock to replenish = minimum 50 is maximum Stay in stock – allow for timing. Do Not use Zero-Base inventory!
Store Layouts & Displays
Category flow – adjacencies Easy to shop All like products together - categorize
Paper Binders Paper Fastening Writing – pens/pencils/markers
Store Layouts & Displays
Best sellers at eye level – easy to buy Blister carded items pegged above
boxed items on shelves No pegboard should be showing – use
shams on peghooks Trying to sell products – Not pegboard
Store Layouts & Displays
Display by selling merit, i.e. more of the best sellers on display Increases sales – eliminates missed sales Controls inventory Saves labor costs Proper space for high unit sellers Constant restocking program
Store Layouts & Displays
Large items on the base Proper use of shelving Be cautious of high ticket, slow selling
items that take up a lot of display space – e.g. toner cartridges
Full Counters – faced
Store Layouts & Displays
Rotate stock – old to the front Categories displayed vertically Well Displayed is Half-Sold! Know what is in the stockroom
Promotions Produce Paybacks
Endcaps – Prime Space Never empty No permanent displays Feature new items Top sellers featured – tailored to your base
and store Cross selling related items Themed promotions
Promotions Produce Paybacks
Quarterly promotions Feature SKILCRAFT/AbilityOne items to
support our producing agencies and products
No ETS items! Easier to make a good items better than
a slower seller good
Promotions Produce Paybacks
Cater to your customers – they came to your store to buy!
Consider the total sales dollars that can be generated for the endcap
Signing Sells – Ends Side counters Wall Banners
Create Impulse Sales
Clipstrips – extra display space Free standing racks Pallet-type bulk displays In-store passouts – feature new items Work with the producing agencies Print a shopping list for your top
customers
Create Impulse Sales
Purchase spinner racks for checkout counter area- e.g. flash drives
Power wings Give your customers a new look
www.BSCSales.com
Information New items Display information Success stories Robert Pope’s banner and sign program
for transition to AbilityOne
$ale$ Increases
In-stock on best sellers Displayed properly Customer specific Constant analysis and planning Open minded Try new things Keep your people informed Work together
top related