1 November 2006
Selling Organization
It might be a no-brainer to some, but organizing your product layout can help you add sales.
We bought several hundred new dairy crates; both the square and the large rectangular size. With few exceptions we put one part number in each crate. We arrange them in long single rows with plenty of aisle space so wheelchairs and wagons can move freely between rows. You can accomplish the same with any type of similar sized boxes. The crates work great because they stack nicely, they don't weigh much, they have built in handles and are of a size to fit most of the small parts we offer.
We then organize the crates so like items are next to one another. Then we add complementary items to help boost sales.
For instance, the chrome convoluted tubing (this is a great seller for us). We place the 4 crates of different sizes all in a line. It is a unique item that our customers love. Even Red Beard with all his convoluted tubing, doesn't have chrome. We then place the gray wire ties and PCV tape next to the tubing.
To gain add-on sales, we place complementary items next to one another. A great example is the Spectre #2960 dual feed adjustable fuel line, fuel pressure gauges and
Spectre #2220 Red/Blue Fuel Filter. We place the Spectre #5901 small fuel pressures gauges on one side and the Professional Products #11112 fuel pressure gauges on the other priced at $10 (yes, we get more than Jobber for this gauge). Since we started putting the Professional Products gauges out, sales have zoomed. The dial size is much larger and easier to read and the gauge is more substantial, too. This arrangement usually adds up to extra sales. Cha-ching!
Happy Selling, Suzanne
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