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! Light color walls & shelving Pop of color adds interest 2 or 3 colors only Adjustable shelving More lighting = better sales
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
Store Layout: Safety, Security, & Sales 36 pathways Display between No product on floor Clear sight lines
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
Display Options Organize by department: baby, gift, home décor, etc
Display Options Integrate departments by cross merchandising
Tips for Impulse Products Use bins, baskets, trays Consistent containers No tippy or worn containers No shop worn or broken props
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
Jewelry Tips Plain background or simple texture Use pattern as accent Prices -- easy to see but not cluttered
Windows Change monthly Use color Use large objects Use imagination Merchandise is star
Option Paralysis Abundance is attractive Over crowding is not Overcrowded shelves + Many duplicates = Indecisive shoppers Edit, edit, edit!
Organized Displays Shoppers view displays for seconds. Keep displays tight and organized
Maintenance Keep shop spotless Replace product as it sells Remove unused plate stands, risers and signs Consistent angles: risers, plate stands, products
More Fussy Buttons Tips Place price in consistent place Primp and fluff Face out books, boxed notes Rotate displays regularly weekly is ideal
Help Shoppers Make a Decision
Boost Awareness of Your Mission Gift shop proceeds paid for six new wheelchairs for our Elder Care program last year.
Offer a Reason to Choose Your Shop Your purchase makes it possible for local kids to participate in Overlakes Art for a Healthy Heart program.
Show Volunteer Appreciation Meet Angie, Karen and Eli: Our volunteers make the Gift Gallery a friendly place to shop!
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
Have a Plana Merchandise Plan Departments (Up to 12) Department description % of departments Price spread Mark up % Organizes product selection, guides buying decisions
Buying Dos and Donts Start small, build gradually Watch for sales arc and decline Always stock best sellers New merchandise quarterly Dont go overboard on seasonal
Regular Reorders: A Buyers Secret Weapon KIS--Keep in steady stock list NORONo reorder list Assign detail oriented volunteers to track inventory on KIS products
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
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!
Wrapping Up Thank you for listening and sharing ideas about the art and science of store layout, buying and display.
Resources and bins cubes and tags and racks of all kinds Fixtures of all kinds display supplies
Our Services New Store Design Store Evaluation for Increased Profitability Display and Buying Services Retail Volunteer Program Consulting Miriam Works, Principal, Works Retail Consulting (206)