Merchandising for $ale$, Too

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(No Transcript)
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Merchandising for ale, Too

• Damian Skretta
• Manager
• Packaging Merchandising

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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!

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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

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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

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We will cover

• Store Layouts Displays
• Counter flow
• Proper adjacencies
• Counter display sections
• Number One Goal Maximum sales/sq.ft.

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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

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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

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Out of Stocks

• Out of Stocks cause our customers the four DISs
• Disappointed
• Dismayed
• Disgusted
• Disappear

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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!

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Store Layouts Displays

• Category flow adjacencies
• Easy to shop
• All like products together - categorize
• Paper
• Binders
• Paper Fastening
• Writing pens/pencils/markers

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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

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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

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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

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Store Layouts Displays

• Rotate stock old to the front
• Categories displayed vertically
• Well Displayed is Half-Sold!
• Know what is in the stockroom

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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

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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

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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

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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

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Create Impulse Sales

• Purchase spinner racks for checkout counter area-
  e.g. flash drives
• Power wings
• Give your customers a new look

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www.BSCSales.com

• Information
• New items
• Display information
• Success stories
• Robert Popes banner and sign program for
  transition to AbilityOne

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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

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Merchandising for ale -Too

• Questions
• Comments
• Damian Skretta
• Ph 703-310-0546
• Email dskretta_at_nib.org