| One of the very best ways to 'un-train' your | | | | the past (not just told you they like), and buy |
| customers and get them to buy without discounts | | | | more merchandise like that. |
| is to make sure you have lots of great | | | | 4. If an item or a merchandise category is not |
| merchandise they want to buy at full price! | | | | selling briskly, consider getting rid of it and trying |
| CAREFULLY CRAFT YOUR MERCHANDISE | | | | something your customers will like better. |
| ASSORTMENT. | | | | 5. Never run our of best sellers. Even if cash is |
| Here are a couple of things to think about when | | | | tight and sales are slow, always remember to |
| choosing your "menu" of goods and services. | | | | follow this basic rule. The fastest way to slow |
| | | | down sales is to be out of stock in the items you |
| 1. Make sure you are not trying to compete with | | | | know your customer will buy! It is like cutting off |
| the "big box" stores on the majority of your | | | | your nose to spite your face. |
| assortment. Choose items that make you look | | | | Packing your store with merchandise your |
| and feel unique and that you can get full margin | | | | customers LOVE and that they can not find |
| on. | | | | everywhere is a great way to get them buying |
| 2. Every item you pick for your store has to pull | | | | without discounts. |
| its weight. Do not buy things if you are unsure | | | | If you are a manufacturer, think products instead |
| about their sale ability. | | | | of merchandise; if you are a service provider, |
| 3. Your customer votes with his/her wallet - and | | | | think services offered; if you are in food service, |
| you MUST count the votes. Pay close attention to | | | | think items on the menu. The underlying message |
| what your customers have actually purchased in | | | | is the same! |