Merchandising  Aisles at a 45 degree in lieu of a 90 degree  Rely heavily on the expertise of your Reps  Having batteries and power tool accessories at prime locations  Keep displays stocked

Merchandising  Rotate products 3 to 4 times a year  Merchandising is one way to make an impression on customers  Newest products are highly visible  80% of customers buy something extra every time they shop  54% of impulse purchases are first time product selections

MERCHANDISING  64.8% of impulse purchases are due to in store motivational factors  Analyze your current merchandising strategy  Myth – I am not very creative  A Display should transmit sales messages quickly and effectively  Displayed products should be visible from several directions

MERCHANDISING  Moving a product from floor level to eye level can increase sales by 43%  Moving a product from chest level to eye level can increase sales by 10%  Perceived quality – the best quality is thought to be on the left side  Related items displayed side by side can increase sales 170%

MERCHANDISING  Seasonal items should be relocated to prime locations and not lower than 24 in.  Merchandising techniques can increase sales by 500%  Be sure impulse items are available  Customers want to know how much items cost  Our shoppers are Hunters seeking first what they need then what they want

MERCHANDISING  Entry areas should be merchandised to convey a “well-stocked” image  Displays should be “fronted” or “faced”  50% of customers will not buy the last item  70% of all impulse purchases are made within 18” of the product they are buying  Take Items out of boxes

RELATIONSHIPS  It cost six times more to attract a new customer than to retain current ones  Myth – Customers are more loyal to the free coffee and donuts than they are to me  Myth – Customers will let me know when we need to improve something  Take to lunch or breakfast or ballgame or fishing, etc.,  Create a survey specifically for your target accounts

Product Training  Provide optimal level of training  Upsell your products  Myth – Customers never take the time to read anything  Gather all of your printed material – do they look current….  Stay one step ahead of your customers needs

PROMOTIONS  Use words such as “only”, “just”, “special”, “clearance”, “sale”, “overstock”  Clearance tables are a good way to attract customers to another part of the counter  Promotional items must be priced  Promotional items must be replaced every 60 days  Hang or display PI’s in a prominent spot

PROMOTIONS  Be sure all counter personnel are aware of the promotions  Advertise in the bathroom  Bulletin Boards provide a great source of information  Lead to increased purchases when done properly  Determine what Marketing Funds are needed early in the year

Counter Days  Talk to Vendors for Money  Request Marketing Funds early  Breakfast / Lunch  Food – Find someone other than Counter to do the cooking  Use food other than hamburgers and Hot dogs as much as possible. Burritos, Tacos, Wendy’s chili, Fajitas, Briskets from Sams, wall mart 100 pc chicken, Wall Mart Subway sandwich  Raffle Ticket – Vendor passes them out  Card where Customer gets Vendors Signature in to use as food ticket or door prize drawing ticket  Have a for fun skilled contest. Putting, Turkey bowl, wiffle ball home run derby, etc. Have a non counter person run the contest.  Communication; fliers, phone calls, customers and all branch personnel, attach fliers to delivery tickets, txt message  Publisize who one  Have vendor donate prizes. Ask branch manager if he has any door prize type items, use DNO items, t- shirts graybar name on front supplier name on back, $15 gift cards, Item from the mfg of the day- hunting gear  Small prizes they need to be present to win  Build relationships with reps  Clean up  Move displays in whse for more room if needed  Take pictures and post them for a couple weeks