COUNTER

MARKETING

Merchandising

Aisles at a 45 degree in lieu of a 90 degree

Rely heavily on the expertise of your Reps

Having batteries and power tool accessories at prime locations

Keep displays stocked

Merchandising

Rotate products 3 to 4 times a year Merchandising is one way to make an

impression on customers Newest products are highly visible 80% of customers buy something extra

every time they shop 54% of impulse purchases are first time

product selections

MERCHANDISING

64.8% of impulse purchases are due to in store motivational factors

Analyze your current merchandising strategy

Myth – I am not very creative A Display should transmit sales

messages quickly and effectively Displayed products should be visible

from several directions

MERCHANDISING

Moving a product from floor level to eye level can increase sales by 43%

Moving a product from chest level to eye level can increase sales by 10%

Perceived quality – the best quality is thought to be on the left side

Related items displayed side by side can increase sales 170%

MERCHANDISING

Seasonal items should be relocated to prime locations and not lower than 24 in.

Merchandising techniques can increase sales by 500%

Be sure impulse items are available Customers want to know how much

items cost Our shoppers are Hunters seeking first

what they need then what they want

MERCHANDISING

Entry areas should be merchandised to convey a “well-stocked” image

Displays should be “fronted” or “faced” 50% of customers will not buy the last

item 70% of all impulse purchases are made

within 18” of the product they are buying Take Items out of boxes

RELATIONSHIPS It cost six times more to attract a new

customer than to retain current ones Myth – Customers are more loyal to the free

coffee and donuts than they are to me Myth – Customers will let me know when we

need to improve something Take to lunch or breakfast or ballgame or

fishing, etc., Create a survey specifically for your target

accounts

Product Training

Provide optimal level of training Upsell your products Myth – Customers never take the time to

read anything Gather all of your printed material – do

they look current…. Stay one step ahead of your customers

needs

PROMOTIONS

Use words such as “only”, “just”, “special”, “clearance”, “sale”, “overstock”

Clearance tables are a good way to attract customers to another part of the counter

Promotional items must be priced Promotional items must be replaced

every 60 days Hang or display PI’s in a prominent spot

PROMOTIONS

Be sure all counter personnel are aware of the promotions

Advertise in the bathroom Bulletin Boards provide a great source

of information Lead to increased purchases when done

properly Determine what Marketing Funds are

needed early in the year

Counter Days Talk to Vendors for Money Request Marketing Funds early Breakfast / Lunch Food – Find someone other than Counter to do the cooking Use food other than hamburgers and Hot dogs as much as possible. Burritos, Tacos, Wendy’s

chili, Fajitas, Briskets from Sams, wall mart 100 pc chicken, Wall Mart Subway sandwich Raffle Ticket – Vendor passes them out Card where Customer gets Vendors Signature in to use as food ticket or door prize drawing ticket Have a for fun skilled contest. Putting, Turkey bowl, wiffle ball home run derby, etc. Have a non

counter person run the contest. Communication; fliers, phone calls, email customers and all branch personnel, attach fliers to

delivery tickets, txt message Publisize who one Have vendor donate prizes. Ask branch manager if he has any door prize type items, use DNO

items, t- shirts graybar name on front supplier name on back, $15 gift cards, Item from the mfg of the day- hunting gear

Small prizes they need to be present to win Build relationships with reps Clean up Move displays in whse for more room if needed Take pictures and post them for a couple weeks