Merchandising Know-How: Trading spaces

Like the television show of the same name, every outdoor store needs to rearrange it’s clothing periodically and no time of year is more important than the period between January sales and the arrival of new spring merchandise.
Author:
Publish date:

Like the television show of the same name, every outdoor store needs to rearrange it's clothing periodically and no time of year is more important than the period between January sales and the arrival of new spring merchandise. During this time you probably have clothing that has been picked over and size runs that are incomplete. You're left with one color of this style and another color in another style each from a different vendor. What do you do?

It takes some creative thinking but the key is to combine what's left of your full-price merchandise into coordinated “outfits” on your 4-ways and T-stands and back those up with round racks or wall rods of the remaining merchandise. If you've ordered with “leftovers” in mind you have colors and styles from different vendors that will work together even as they become depleted. Combine them on your racks with the same attention you paid to them when they first arrived. Don't be afraid to pull outerwear pieces into the mix. In some parts of country, particularly this year, winter is just ramping up.

As your spring styles begin to arrive, move winter clothing off the 4-ways and T-stands and onto round racks or wall rods to make way for the new merchandise. As merchandise “ages” move it from the aisle, to the middle of the store, to the wall and eventually to the sale rack in the rear of the store. Keep in mind that when trading spaces, the newest merchandise always gets placed in front of the older or aging pieces. For more information on product positioning, go to www.merchandisingHUB.com


Sharon Leicham's merchandising column appears twice a month in SNEWS. Leicham is the author of Merchandising Your Way to Success and How to Sell to Women and is a frequent contributor to trade magazines writing on merchandising and marketing topics. She recently launched a website, www.merchandisingHUB.com, with information targeted at the independent specialty retailer.

Related

Merchandising Know-How: Space Planning

Because there never seems to be enough space, it takes careful planning to ensure you carry enough merchandise to "make your numbers." You should start by taking a fixture inventory. Count your fixtures (all kinds) and how much merchandise they hold. For example: >> Allow one to ...read more

Merchandising Know-How: What's in the box?

Have you ever noticed how much more valuable objects seem when they are under glass? Think about the exhibits you've seen in museums or galleries where artifacts are placed on covered bases and encased in glass boxes.You may be wondering what that has to do with an outdoor store, ...read more

Merchandising Know-How: Color Coordination

You've heard it said that color attracts. It's an accepted fact when dealing with apparel, and often when selling items like bags, tents and packs. In fact, when designers of both hardgoods and softgoods conceptualize their product lines, they prepare color boards to make sure ...read more

Merchandising Know-How: Pet Peeves

Besides the fighting in Iraq and the President's environmental policies, two things have really bothered me lately.The first is not being able to find what I'm looking for in a store because of sloppy maintenance. Pet Peeve No. 1: I was about to leave on a trip to Italy and ...read more