Merchandising for $ale$, Too

Damian Skretta

Manager

Packaging & Merchandising

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

Merchandising for $ale$ -Too

Questions Comments

Damian Skretta

Ph: 703-310-0546

Email: dskretta@nib.org