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Layout, Display & Buying Tips to Grow Gift Shop Income

Layout, Display & Buying Tips to Grow Gift Shop Income . Miriam Works, Principal, Works Retail Consulting. The “Wow” Factor. What do other stores do that we can learn from? . The Big Picture. Lots of merchandise Not enough space Sound familiar? . Store Design: Make It Pop!.

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Layout, Display & Buying Tips to Grow Gift Shop Income

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  1. Layout, Display & Buying Tips to Grow Gift Shop Income Miriam Works, Principal, Works Retail Consulting

  2. The “Wow” Factor What do other stores do that we can learn from?

  3. The Big Picture Lots of merchandise Not enough space Sound familiar?

  4. Store Design: Make It Pop! • Light color walls & shelving • Pop of color adds interest • 2 or 3 colors only • Adjustable shelving • More lighting = better sales

  5. Store Layout: Go with the Flow Create a “landing zone” Shoppers go to right Consider “product adjacencies” Grab and go makes shopping easy for staff Create areas for longer browse time

  6. Store Layout: Safety, Security, & Sales 36” pathways Display between 24” - 60” No product on floor Clear sight lines

  7. Features • 80% of sales from 20% of products • Feature those 20% • Uneven numbers look best • Start with flashiest pieces • Work downward and forward • Risers help fit small space

  8. Display Options Organize by department: baby, gift, home décor, etc

  9. Display Options Integrate departments by cross merchandising

  10. Tips for Impulse Products • Use bins, baskets, trays • Consistent containers No tippy or worn containers No shop worn or broken props

  11. POP Displays • Better for vendor than buyer? • Invest in POP after line is proven • When sparse, refill if sales figures warrant • Or move it out

  12. Jewelry Tips • Plain background or simple texture • Use pattern as accent • Prices -- easy to see but not cluttered

  13. Windows • Change monthly • Use color • Use large objects • Use imagination • Merchandise is star

  14. Option Paralysis • Abundance is attractive • Over crowding is not • Overcrowded shelves • + Many duplicates • = Indecisive shoppers • Edit, edit, edit!

  15. Organized Displays • Shoppers view displays for 3 -10 seconds. • Keep displays “tight” and organized

  16. Maintenance • Keep shop spotless • Replace product as it sells • Remove unused plate stands, risers and signs • Consistent angles: risers, plate stands, products

  17. More Fussy Buttons Tips • Place price in consistent place • Primp and fluff • Face out books, boxed notes • Rotate displays regularly— • weekly is ideal

  18. Help Shoppers Make a Decision

  19. Boost Awareness of Your Mission Gift shop proceeds paid for six new wheelchairs for our Elder Care program last year.

  20. Offer a Reason to Choose Your Shop Your purchase makes it possible for local kids to participate in Overlake’s “Art for a Healthy Heart” program.

  21. Show Volunteer Appreciation Meet Angie, Karen and Eli: Our volunteers make the Gift Gallery a friendly place to shop!

  22. Ask Before You Buy • Who will buy it? Why? • Where to display it? • What to display it with? • Is it part of an existing story? • Or a new story? • Focal point or supporting cast? • Make notes on order form

  23. Have a Plan—a Merchandise Plan Organizes product selection, guides buying decisions Departments (Up to 12) Department description % of departments Price spread Mark up %

  24. Buying Dos and Don’ts Start small, build gradually Watch for sales arc and decline Always stock best sellers New merchandise quarterly Don’t go overboard on seasonal

  25. Regular Reorders: A Buyer’s Secret Weapon KIS--Keep in steady stock list NORO—No reorder list Assign detail oriented volunteers to track inventory on KIS products

  26. Timely Mark Downs Old merchandise: Clogs stock room Ties up inventory budget Bores customers Makes shop feel irrelevant 120 days old: Mark it down! Donate, volunteer gifts or giveaways after 90 days

  27. Finding the Right Merchandise Track sales for best, least sellers Pay close attention to best sellers Ask customers about favorite products and stores Visit local stores for new products Network, network, network!

  28. Wrapping Up Thank you for listening and sharing ideas about the art and science of store layout, buying and display.

  29. Resources www.amac.com Boxes and bins www.archcrown.com Price cubes and tags www.cleardisplays.com Spinners and racks www.grandandbenedicts.com Fixtures of all kinds www.hubert.com Fixtures of all kinds www.rings-things.com Jewelry display supplies

  30. Miriam Works, Principal, Works Retail Consulting • www.works-consulting.com • miriam@works-consulting.com • (206) 930-9629 Our Services New Store Design Store Evaluation for Increased Profitability Display and Buying Services Retail Volunteer Program Consulting

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