Move That Merchandise!

Tips and Tricks to Sell More Product and Ditch the Dogs

The Hardest Working Member of Your Team

Covers the entire sales floor

Commands top dollar Drives the most

revenue Interacts with the

customers 60-80% of your

assets

What Happens When This Team Member Fails

Cash flow crunch Musty, dusty

merchandise Merchandise loss Reduce sales Downward price

spirals Customers stop

coming

Play With Pricing

Mark it down Mark it up Play mind tricks More is better

Dazzle With Display

Cross-merchandise Move, and move

again Give it more space Shine the light Sample away

Sell It With Signage

Use shelf talkers Market with the media Use the vendors’

materials Faux sale signs Just In! (not really)

Give It a New Look

Make a perfect pair Add a cool color Embellish with florals Personalize it

Want Fries With That? Teach suggestive selling Be observant Ask questions Watch for buying signals Did you see this? Determine the objection Encourage the sales with

“why not?” Suggest an alternative Help make the decision

Compliment their picks Offer impulse buys Go the extra mile

Ditch the Dogs

Cut loose the dead inventory

Sell online Sell or trade to other

stores Hire professional

liquidator Donate for tax break

Buy Better in the Future

Know your inventory turns: Sales / Average Inventory

Set up an open-to-buy: Sales + Ending Inventory - Beginning Inventory = Open to Buy

Know what’s being bought

Cherry pick orders Sell more special

orders or drop ship items

Seek out return-friendly vendors