Date post: | 11-May-2015 |
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AMPC 2010 ConventionRetailing Symposium
Presented in Association with
AMPC 2010 ConventionRetailing Symposium
• Picking the Pieces• Generate the Green• Presenting the Product• Marketing the Merchandise
AMPC 2010 ConventionRetailing Symposium
• Picking the Pieces– Identifying Product– Resources
AMPC 2010 ConventionRetailing Symposium
• Identifying Product– Understand the Customer
AMPC 2010 ConventionRetailing Symposium
• Identifying Product– One stop mindset– Mailing Services– Packing Services– Impulse– Local Fair
AMPC 2010 ConventionRetailing Symposium
• One stop mindset– Business Services– Competing with Big Box
• Products not easily found• New, better products• Showcase expertise
• Quality over Price
AMPC 2010 ConventionRetailing Symposium
• Mailing Services– Retail Needs– Mail Shop Needs
• Packing Services– Moving– Storage– Packing
AMPC 2010 ConventionRetailing Symposium
• Gift Items– Pre-printed products– Impulse Items– Consumers purchase impulse
AMPC 2010 ConventionRetailing Symposium
• Local Fair– Community Interest– Community Product
AMPC 2010 ConventionRetailing Symposium
• Resources– Local Dealers– National Dealers
AMPC 2010 ConventionRetailing Symposium
• Generate the Green– Pricing Strategies– Turnover – Investment– Inventory Management
AMPC 2010 ConventionRetailing Symposium
• Pricing Strategies– Know the Customer
– Bargain = 37%
– Mental Math– Retailing Benchmarks– Kit Pricing
AMPC 2010 ConventionRetailing Symposium
• Turn– Annual Sales / Average Retail Inventory– Stock to Sales– 4 times / year– Higher turn = stronger retail– Low turn needs high margin
AMPC 2010 ConventionRetailing Symposium
• Investment– Sales Mix– Cash Flow– Balance inventory to perception /
service
AMPC 2010 ConventionRetailing Symposium
• Inventory Management– Sales Tracking
– Categories count
– Counts– Match physical to book
AMPC 2010 ConventionRetailing Symposium
• Presenting the Product– Store Layout– Display
AMPC 2010 ConventionRetailing Symposium
• Store Layout– Customer landing strip– Just right is prime real estate– Room to move
AMPC 2010 ConventionRetailing Symposium
• Store Layout
AMPC 2010 ConventionRetailing Symposium
• Store Layout
AMPC 2010 ConventionRetailing Symposium
• Store Layout
AMPC 2010 ConventionRetailing Symposium
• Store Layout
AMPC 2010 ConventionRetailing Symposium
• Store Layout
AMPC 2010 ConventionRetailing Symposium
• Store Layout
AMPC 2010 ConventionRetailing Symposium
• Displaying Product– Advantage of Retail Packaging– Organization– Your ugly Box display
AMPC 2010 ConventionRetailing Symposium
• Retail Packaging• Marry products with perception
• effective package design• strong brand awareness• consumer confidence• high quality product that you can trust• consistent, professional looking Plan-o-Grams• a wide range of merchandising vehicles• strong marketing and ad campaigns
AMPC 2010 ConventionRetailing Symposium
• Retail Packaging
AMPC 2010 ConventionRetailing Symposium
• Organization• Catch the eye
• Sight Zone• Slant Displays
• Avoiding perfection• Avoiding voids• Organized by categories
AMPC 2010 ConventionRetailing Symposium
• Organization
AMPC 2010 ConventionRetailing Symposium
• Organization
AMPC 2010 ConventionRetailing Symposium
• Organization
AMPC 2010 ConventionRetailing Symposium
• Your ugly box display
AMPC 2010 ConventionRetailing Symposium
• Your ugly box display
AMPC 2010 ConventionRetailing Symposium
• Your ugly box display
AMPC 2010 ConventionRetailing Symposium
• Marketing the Merchandise– POP– Environment– Signage– Marketing Plan– Sales skills
AMPC 2010 ConventionRetailing Symposium
• Point of Purchase– Product
– Fun, interactive Items– Not necessarily related
AMPC 2010 ConventionRetailing Symposium
• Point of Purchase• Signs• Clutter
AMPC 2010 ConventionRetailing Symposium
• Point of Purchase• Signs• Clutter
AMPC 2010 ConventionRetailing Symposium
• Environment– Move merchandise– Smell and Noise– Opportunity to play
AMPC 2010 ConventionRetailing Symposium
• Environment– Good merchandising equals increased
sales– Commitment to customer experience– Professional appearance creates interest
AMPC 2010 ConventionRetailing Symposium
• Signage– Short and Concise– Read in 2 seconds– Noticeable
AMPC 2010 ConventionRetailing Symposium
• Signage
AMPC 2010 ConventionRetailing Symposium
• Signage• Outside
AMPC 2010 ConventionRetailing Symposium
• Marketing Plan– Monthly Specials– Focus on efficiency and cost– Target high traffic areas– Existing Customers
– Invoice flyers– Mailbox customers
AMPC 2010 ConventionRetailing Symposium
• Sales Skills– “Knowledge of features, benefits and pricing– De-associate free with customer service– Training– Interaction
– Get out– layout of items
AMPC 2010 ConventionRetailing Symposium
• Sales Skills– Matching products to needs
– “Plus” Selling
AMPC 2010 ConventionRetailing Symposium
• Sales Skills– Motivation
– Sell an additional $5 in retail products to 20 customers per week at 50% margin and you’ll add $2,600 a year in profit!
– Sell an additional $10 in retail products to 20 customers per week at 50% margin and you’ll add $5,200 a year in profit!
– Sell an additional $20 in retail products to 20 customers per week at 50% margin and you’ll add $10,400 a year in profit!
AMPC 2010 ConventionRetailing Symposium
• Sales Skills– B2B Sales
– Nursing Homes– Real Estate Agents– Art and Antique Stores
– Attitude