1. A checklist for getting your showcases ready for the Holiday selling season It’s SHOWTIME!

2. Presented by  Larry B Johnson, Senior VP of Pacific Northern  Author of “The complete guide to effective jewelry display”  Contributing Monthly Columnist- INSTORE magazine  Contributing Monthly Columnist- Canadian Jeweller  1/1/14- Larry Johnson Consulting Services

3. #1 Step out from behind the cases and really “LOOK” at what your customers see  Can you see everything clearly?  Are there shadows or other impediments to your presentation?  Are things too lined up and boring?  Is the showcase clean and presentable?  Free checklist

4. Look at what you are showing!

5. Make your showcases look full of a great selection

6. Replace displays that do not enhance your image

7. Organize your cases to make things appealing

8. #2 Consider a temporary showcase space reallocation  Calculate your sales per running foot of case  Determine how much space each category should get during the Holiday season  Rearrange your cases to emphasize what you want to sell in the next 60 days  Consider permanent changes

9. Calculate your sales/linear foot  Take total store sales excluding special orders, repairs, appraisals…$750,000  Add up the total number of linear feet of showcase space you have in your store…Like 75’  Divide sales by feet to get your avg sales /ft… $10,000/ft

10. #3- Highlight items in each case  Think of this American Express exercise  Choose the items and display them differently  Choose a few H-O-A-D items per showcase

11. #4- Consider moving old stock to a special place  What’s gonna make this day any different?  How many shots at their attention do we get?  Reduces the dreaded question…”Is this all you have?”

12. #5-Reorganize into 20-40-40  BEST- The top 20% of merchandise in a case goes on individual displays  BETTER-The next 40% goes on low density displays  GOOD- The bottom 40% goes on higher density trays

13. #6 Consider decorating the store but NOT inside the showcases  Showcases are for selling. Avoid distractions.  Never put anything shiny in the case that is NOT for sale  Use only props that are of a quality you’d find in your customers homes  Change them out from year to year. People notice!

14. Take pictures of the showcases and keep taking them.  Use them to remember what your cases looked like at the beginning of the month and relate that back to your sales.

15. #7 Turn you store monitor into a sales tool for $99/month