Professional Documents
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Debra Templar: Retail Check ups, Tune Ups & Makeovers.... Its in the bag!
VISUAL MERCHANDISING
Supports sales Communicates with Customers
Supports Selling by: Communicating the latest trends Assisting the customer in making a buying decision, and Creating an exciting environment within the shop/centre
83% Sight
11% 3.5% 1.5% 1% Hearing Smell Touch Taste
FIRST IMPRESSIONS
First Impressions are formed within the first
10 seconds.
Customers remember vividly the
worst
PREMISES: EXTERNAL
Street Numbers Signage Entry Opening Hours
LOCCITAINE Broadway
WINDOWS
If eyes are the windows to the soul Then shop windows are just as revealing. They reveal the
soul of the
shop
BODYSHOP Broadway
BLOWFLIES #fail
Do not stick anything on glass doors or windows with BLUTA It looks TACKY! #fail
Every square metre of space in a retail store costs money all areas should pay their way. Useful points: On entering store, most customers skirt around the cash desk. Beware of what merchandise you place in an Adjustment Space. Customers dont see it. Most customers avoid badly lit, neglected or cluttered areas.
Remember, your people are part of your visual appeal. A friendly face or a sourpuss... You choose. #win
BUTT BRUSH
Paco Underhill
Some product categories require more space, as they are browse products. People will brush up against product three
Ensure there is enough space for people to move around your store without bumping into product, fixtures etc.
Try entering here with your arms full, or with a stroller... #fail
Point of Sale and Entry to store in same place. Too difficult to enter the store. Too hard to pay. #fail
BOUTIQUE
FREEFORM
Dept E Dept D
Dept F Dept G
Dept K
Dept H
Dept I
Department Stores
LOOP
Gondolas
Best Positions: Eye/shoulder level and slightly below. Recognise that the average womans height is 52 (153 cm)... Worst Positions: Top shelf if well above eye level and the gondola base on either end is the next lease favoured Vertical Blocking: Most effective way of presenting merchandise. If sizes are applicable try to position the size you want to sell most of at eye/shoulder level.. Colourful Merchandise: colour block vertically + colour blend from light to dark left to right usually within the colour families. In winter the reverse colour order is used.
Shelving
Similar to gondolas plus: Use a variety of shelf widths to suit different products. Small shelves for small products towards top, graduating down to larger/heavier items. Avoid wasting space and obvious gaps. Levels shelves are usually preferable to sloping shelves. Display product face out to show the style and for ease of viewing and selection
Dont over-crowd. But no less than half full. Make everything in Dump Bin/Table/Rack the same price, wherever possible. Locate in your racetrack and use it to give the impression that it is a price-motivated promotion. Allocate one product type per bin and display the products as if it were just dumped into the bin. Always have a price sign to highlight the special price. Life of a dump bin: Maximum of 1 month. Preferably, 1 week.
Colour Sells
Colour is what customers see first. More than anything else, colour makes people stop and look. For many customers colour is more important than the size or the style of the product.
Notice how each colour in rows 2 through 5 corresponds to the colour above it. For example, pink, in the pastels, corresponds to the bright red in the top row; peach to bright orange, and so on.
The round rack in the correct example features colours from just one colour group, brights, for a harmonious colour arrangement. The incorrect example features colours from two colour groups, brights and pastels, which dont blend together in a harmonious way.
The four-way fixture in the correct example features from just one colour group, brights, combined with neutrals. The incorrect example features colours from two colour groups, brights and pastels, which dont blend together.
Promotional Signage
Only use the signs in the key, relevant areas (do not promote roses in the herb department); Give the promotion a lifespan and keep to it (customers dont want to see dated, faded and ripped signs); Use promotional material in an exciting way. Rather than just hang up posters around your shop, group them to catch the customers eye.
Floor signs
TICKETING
s a le
25% off
s elec ted fra granc es from thes e top bra nd s
JUVENA
OF SWITZERLAND
Dior
Elizabeth Arden
Dont be cheaper than anyone else on KV Lines. It will not help your bottom line. You can match your competition, but dont go cheaper. Consumers will judge your whole product price strategy based on a few KV lines. Make sure you are aware of the price structure adopted by your competition on these lines. If you are more than 10% more expensive than the price leader, you will be perceived as being too expensive in your whole product. Placement of KV tickets is important.
$6.50kg
When merchandising KV products, you need your product signage to give the right message
98%
3 Benefits
Catch your customers eye through repetition. Step your products to provide variation. Use a pyramid to sell more product. Try radiating displays. Be on lookout for ideas from elsewhere.
BEST SELLERS
Located within their own classification in a PRIME position exposed to maximum traffic flow.
IMPULSE LINES
Close to the advertised line in PRIME location or in a high waiting area (eg. Close to cash desk). Must be clearly visible & in a position on the way to the cash desk, not where it cant be seen until main transaction has been completed. Merchandise attractively displayed at the aisle line helps promote impulse sales.
BROWSE ITEMS
Items which customers dont make a quick decision about. Browse items need time and above all, space. Never place near high traffic areas, narrow or busy area or in hot spots near cash register.
If you do, it will deter customers from stopping and the goods wont sell very well.
HOT SPOTS
HOT SPOTS
Traditionally found on ends of gondolas, shelves where traffic is heavy and in the main view points around the store. Most impulse sales will be made from these spots.
It is essential that hot spots are identified and known to all salespeople.
INTERESTING STATISTIC
Research shows a well planned hot spot can increase sales by:
229%
COLD SPOTS
COLD SPOTS
Dead corners Poor lighting Merchandise out of reach Merchandise above or below eye level Too wide a display Too long a shelf
If your staff keep saying down the back it is probably a dead or cold spot)
(Tip:
COLES
One of Australias leading retailing experts, Debra Templar just hates bad customer service and stupid business practices. So shes on a mission to change them one slideshow, presentation, book, or training session at a time: "I don't just want to improve how we do business for the customers sake but also that we, as business owners, sell more stuff, make lots more profit, and love our businesses back to life!