I have met many sales people that sell to retail stores that are looking to sell more…..and make more. Its natural how doesn’t want more. More is great. So how do you achieve this? The most important part is to understand what a gold mine you have on your hands.
Hands down big box retailers are one of the most powerful forces in today economy. If you don’t believe me sing by a Wal-Mart at 4am on Boxing Day. “Yeah; but that’s just one day…” Ok what about Black Friday, Back to School, Easter, Halloween, Thanksgiving, Christmas….every season the retailers have a reason for shoppers to fill there stores. Like I said…..GOLDMINE!
Ok you are selling to retail and want more…..here’s how:
- Price execution is everything and in today’s market you can’t leave anything to chance. Price must be correct and highly visible. A display or End-cap without a price is not going to sell anything.
- Planograms must be correct with all products executed as per plan. Head Offices go to great lengths to research trends and purchase patterns. Don’t try to reinvent the wheel.
- Know the V. Shopper’s at retail stores traditionally shop the shelves naturally in a V pattern. Wait high in the center of the shelving block is the middle of the V. Moving higher the V gets larger……moving lower the V gets smaller.
- Keep your sections clean.
- First to the floor with your display and execution. Don’t wait for your competition to beat you to the spot. Approximately 50% of authorized retail promotional displays aren’t erected or are erected late, amounting to an estimated $25 billion of ineffective spending annually by CPG manufacturers, share group members estimated.[1]
Remember a few hours of incorrect pricing on a strong feature can reduce sales dramatically. Each week you need to ensure your execution is flawless to ensure you sell the most possible.
No comments:
Post a Comment