Sales Tools & Advice - Merchandising Know-How

Psychology of Shopping -- Do you really understand why that customer is coming into your store to buy?
May 20, 2009
“It isn’t so much a traffic issue as it is a sales issue. You need to do a better job with the people already in your store.” —Ron Hornbaker, vice president of Retail Minds, citing ShopperTrak data showing that 70 to 80 percent of people walk out of stores without spending money. Specialty retailers trying to wheedle sales from consumers who are afraid of losing their jobs or life savings are coming to terms with a harsh reality: The marketing tactics that worked in previous downturns aren’t as effective in this current storm, which is proving to be wider, deeper and more intractable than many economists anticipated...
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Merchandising Know-How: Enhancing your store appearance with appropriate fixture and product placement
Feb 16, 2009
The key to creating a visually compelling store appearance is appropriate fixture and product placement. Even with limited fixture budget, improved results are easily achievable through better product placement. Making product more visible and providing easy accessibility to that product immediately impacts sales and improves the overall customer experience.
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SNEWS Merchandising Know-How Article Finder
Feb 6, 2009
It's frustrating to scrounge around a disorderly toolbox. You can waste valuable time and energy fumbling for that one critical item. We at SNEWS want to make life easier for you, so we've developed this handy chart for our Merchandising articles. With a quick glance, you can scan the chart to find the subject matter that fits your immediate need. Also, you can read a summary to make sure that the article provides the info you need for the job at hand.
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Merchandising Know-How: SIA goes green
Feb 28, 2008
The SnowSports Industries America (SIA) trade show in Las Vegas is always full of energy and edgy boarders. This year was no different except that SIA took a giant "green" step forward and included the EcoSource booth designed by Seattle companies, Utility and Dept. of Energy (DOE). The booth showcased green products from SIA exhibitors. It was packed with clothing, skis, boards, gloves, hats, waxes, creams and lotions, and more -- all eco-friendly.
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Merchandising Know-How: Displays and demographics
Jan 17, 2008
In the current political landscape, the word "change" is used incessantly. It seems everyone is looking for change or, at least, mentioning it. Not to be outdone, here's a change for you. There's a new retail movement afoot to arrange and position displays that appeal to certain demographics at certain times of the day.
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SNEWS® Training Center "How to Sell" articles a resource for year-round retail use
Dec 17, 2007
This is the time of year not to forget to tap into a wealth of selling information in the SNEWS® Training Center, especially into our two and a half years of concise informational guides for retail staff covering the in’s and out’s of various product categories in our “how to sell” articles. Of course there are more topics coming. We’ll be adding categories again starting in the New Year. Meanwhile, take the time to peruse our list of current how-to-sell guides. They could help you make that next sale this holiday season.
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Merchandising Know-How: Visual merchandising trends
Nov 26, 2007
A trend is defined as "the popular taste at a given time." It may not be readily apparent, but there are definite trends in the visual merchandising field. A closer look reveals innovations in color, graphics, lighting and technology all designed to enhance store environments.
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Merchandising Know-How: Product merchandising by color
Nov 12, 2007
When it comes to clothing, color is the first thing that attracts customers to the rack. Most people know what colors they look good in and what colors they like. In fact, we all have an emotional response to color and that has a definite influence on what we purchase. That's why it is a good idea to group styles within categories by color.
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Merchandising Know-How: Tracking customers in-store
Oct 23, 2007
Do you know how long customers stay in your store? How they move through your store? Or, the size of the average customer purchase related to location in your store? If you do, you can stop reading, but, if you don't, you'll want to read on to learn the methods of tracking customer behavior.
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Merchandising Know-How: Have you heard?
Oct 1, 2007
There are a lot of insights on how customer behaviors and preferences influence their buying habits circulating around the web. Every so often, something pops up that is relevant to those of us in the outdoor industry.
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Merchandising Know-How: Finding fixtures at Summer Market
Sep 6, 2007
Outdoor Retailer Summer Market is not the best place to find store fixtures. In fact, the official show directory didn't even have a listing for merchandising products. But, in spite of that, we found a couple of very good resources.
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Emerging Trend: Modern nostalgia
Sep 4, 2007
Feeling a bit nostalgic? One major emerging trend captures the desire to reconnect with memories of the past but in a contemporary way. The name of this trend story – modern nostalgia.
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Merchandising Know-How: Lighting Refresher -- Quick tips to better light
Aug 16, 2007
Lighting for retail is all about contrast and focus. Too much of any type of lighting reduces contrast and focus. To achieve the best lighting, balance ambient and accent lighting.
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Merchandising Know-How: Art in retail
Jul 25, 2007
To succeed in today's competitive environment, retailers have to connect with their customers on an emotional and intellectual level. Competition is forcing them to differentiate. More and more, retailers need to communicate their values and their culture in new ways. Many are turning to their local arts community for inspiration.
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Color trends for spring 2008: What to know before you buy
Jul 20, 2007
Hard to believe, but trade show season is already here...again. As you sit through numerous line presentations, flip through countless workbooks, and write orders for what you hope will be well selling products, keep these key spring 2008 color trends in mind.
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Makoto Xergame
Jun 29, 2009
When the current owners of Makoto USA saw the game that would become Makoto at an arcade in 2002, they immediately realized its potential to provide both physical and mental fitness for anyone, from athletes to the elderly to folks in rehab. The SNEWS® team first saw a Makoto at the Health & Fitness Business show in Denver several years ago and, after playing it (over and over, we must admit), we had to get one for the office.

Coleman LED Quad Lantern
Jun 22, 2009
Pardon the pun, but Coleman's LED Quad Lantern presents one of the brightest ideas we've seen when it comes to lighting. It's unique because the body of the lantern has four detachable panels, each of which has six 5 mm, white LED lights. We tested the lantern during several car-camping trips and found that it was really handy when we had several people sharing a campsite.

Teva Sunkosi 2 water shoe
Jun 15, 2009
As a concept, water shoes are a fine idea. But we've suffered painful scrapes and blisters from poorly designed amphibious footwear, and frowned over many models that didn't dry as quickly as advertised. But Teva's Sunkosi 2 performed well, and proved to be exceptionally comfortable during numerous paddling trips, including an 18-day rafting journey down the Grand Canyon. Our testers said these shoes were not only easy on the feet, but they were also some of the most durable water shoes they've worn.

WS 100 endurance run observations: Product, privacy and sloshing packs
Jul 1, 2009
"I was hanging out helping brain-dead runners summit the Devil’s Thumb climb in the Western States 100 last Saturday, June 27. It’s a nasty, rocky, 1,500 foot climb over 1.8 miles that comes for most in the hottest part of the day. And it was pretty hot, dry and dusty last weekend. As I escorted runner after runner from the top to the medical aid weigh-in, got their bottles and packs refilled, and made sure they were in OK shape for the remaining 52.2 miles, I found myself taking a look at the apparel, gear, food and product they all had. OK, SNEWS® is sick. We are always looking at brands."
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Sleeping bag manufacturers provide technical and durable features at a reasonable price point.
Jun 27, 2009
In the SNEWS Outdoor 2009 Magazine, our coverage of the hardgoods market included a trends and product report on tents and packs debuting for the spring 2010 season. Below, is the latest on the sleeping bags segment that was not included in the magazine. As with tents and backpacks, weight remains a key selling point for sleeping bags. Keep your eyes peeled for new collections, as well as updates to lines that have sold well for the past few years.
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Young Guns: Peek into the minds of designers whose innovative ideas are changing the industry
Jun 27, 2009
What will outdoor gear look like in the future? Peek into the minds of these designers whose innovative ideas are changing the industry. Originally published in the SNEWS Outdoor Summer '09 magazine, this special web feature includes two additional profiles of designers Tae Kim and Alan Yiu, as well as expanded coverage from each designer -- Hanna Boone, Josh Guyot, Ian Iverson, and Chris Miksovsky -- voicing his or her perspective on the outdoor industry's future. Also, look into the world of Project OR and its influence on student designers in a special added feature.
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Mo Room™ Tent 2P & 3P
Dec 16, 2008
The Mo Room tent (2P and 3P) is the epitome of livability.

Seamless Dry-Tec Camaro drysuit
Jun 27, 2009
The new Komperdell Camaro drysuit for kayak is out of an extra soft and elastic 3-layer-material

Fast-Drying Tilley 'Travel' Socks
Dec 16, 2008
Fast-Drying Tilley 'Travel' Socks. Not just for travel! Your feet will thank you for providing arch support, no-feel toe seams and moisture escape panels for a dry and comfortable fit

Purchasing and Inventory Manager - Osprey Packs
Listed - 07/03/2009

Velo Vie Bicycles - Velo Vie Bicycles
Listed - 07/02/2009

Accounting - Niner Bikes
Listed - 07/02/2009

Category Business Manager, Top-of-Car - Yakima Products, Inc.
Listed - 07/02/2009

Kodiak Boots / Terra Footwear / Unity - Kodiak-Terra USA, Inc.
Listed - 07/01/2009

Mechanical Draftsperson - Crank Brothers
Listed - 06/25/2009

Retail Store Manager- Lincoln City, OR - Columbia Sportswear Company
Listed - 06/23/2009

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Did you hear?...Health magazine announces fitness/gear award winners
Jul 2, 2009
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Power Players' Lounge: Opportunity knocks -- do you hear it?
Jul 1, 2009
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Business Solutions Forum: It seems my biz life is one emergency after another…how do I break the cycle?
Jun 29, 2009
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Boulder Outdoor Specialty Group grows design team, brings R&D in-house
Jul 1, 2009
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Highgear Receives Health 2009 America's Healthiest Fitness Award
Jul 1, 2009
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Hydration at Elevation: nuun and Mountain Madness Team Up
Jul 1, 2009
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Think About It: OIWC asks, what is the best way to get what you want?
Jun 17, 2009
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You are more important than “just a….”
Jun 17, 2009
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SNEWS Mini-Survey gives glimpse at how stores view customer buying motivation
Jun 15, 2009
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Makoto Xergame
June 29, 2009
When the current owners of Makoto USA saw the game that would become Makoto at an arcade in 2002, they immediately realized its potential to provide both physical and mental fitness for anyone, from athletes to the elderly to folks in rehab. The SNEWS® team first saw a Makoto at the Health & Fitness Business show in Denver several years ago and, after playing it (over and over, we must admit), we had to get one for the office.
See all Product Reviews

SNEWS Readers' Choice: Our readers pick their top 25 products of the last quarter-century
Jun 22, 2009
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Grassroots Outdoor Alliance's Early Show offers early preview of trends and potential top sellers
Jun 19, 2009
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Outdoor Retailer Winter Market ’09: You want new and cool?
Mar 23, 2009
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Outdoor Retailer Winter Market '09: Layer up
Mar 4, 2009
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Outdoor Retailer Winter Market '09: Outerwear makers shell out jackets and pants -- and kids get in on the action too
Feb 27, 2009
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Outdoor industry rugby players unite for match against Utah locals during Outdoor Retailer
May 27, 2009
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SCAM Alert: Did you book your hotel rooms at OR or HFB with Travel House Services?
Jun 26, 2009
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EU iodine ban worries -- SNEWS provides the facts
Jun 26, 2009
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Business Solutions Forum: It seems my biz life is one emergency after another…how do I break the cycle?
Jun 29, 2009
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Power Players' Lounge: Opportunity knocks -- do you hear it?
Jul 1, 2009
Read story

WS 100 endurance run observations: Product, privacy and sloshing packs
"I was hanging out helping brain-dead runners summit the Devil’s Thumb climb in the Western States 100 last Saturday, June 27. It’s a nasty, rocky, 1,500 foot climb over 1.8 miles that comes for most in the hottest part of the day. And it was pretty hot, dry and dusty last weekend. As I escorted runner after runner from the top to the medical aid weigh-in, got their bottles and packs refilled, and"

Read Comments

"denver show " by fabio ravasi (07/03/2009 16:22 MDT)
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"HFB " by John Price (07/02/2009 10:03 MDT)
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"Denver show. " by Dan Sharshel (07/02/2009 09:14 MDT)
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