Transmission- June 2011By Jennifer Robison, Retail Specialist

Quick Tips-Pump it up! June-This month is likely to be one of your busiest months this year. With warm weather and longer days customers are in the mood for what you sell or what they can buy. Today so many accessories and products are designed and produced to make customers experience in powersports hobbies even better. The key for a Powersport retailer is to be able to capture those sales. This is a time when consumers are more impulsive and can overlook the need and go for the wants. Retailers can help this shopping addiction by using showroom strategies see my list below.

You have heard me say it before…

Pump up your Wow factor on the entire showroom and displays. Use the proper brand fixtures and POP to make your statements more attractive Full presentations (but, NO CLUTTER) customers can be overwhelmed Make sure if its apparel you do size runs and you vary color assortments-too much black and

grey garments can disappear to consumers eyes. Be creative-make the products tell a story to the consumer Avoid making price your motivator on signage (someone always has a better price than you)

o Signs should have a price, but benefits and information that helps consumers is besto Price can work for and against you-so keep at suggested retail (you can offer a better

option after you qualify your buyer) If you’re too short on staff (let your sales reps have an opportunity to make magic displays,

some really great displays have come from TR Sales pros….

Here is an example of a Before and After of a typical street gear display.

This is the before photo-it’s a mixed bag of products-but the arraignment is hard on the eye and nothing stands out. Start creating a focal point either on the wall or the floor display to allow the eye to comprehend what it’s seeing. This is a typical merchandising I see often, this has no WOW factor; ask yourself if you can distinguish which of these are new products.

After-We reset this area with the proper fixtures; POP (posters and images) used all the products in the brand to pump up the WOW factor. We put similar products together, balanced the colors so that it evens out the eye and gave space in between products so that the eye can rest and reset.

Simple reconfiguring of your products can make a HUGE difference in sell through. By keeping all the products in the brand together (helmets/gloves/casual wear/ladies & men’s products) it looks like we have a lot more selection. Build your lifestyles and brands rather than just grouping all the jackets together and helmets together. The added benefit is you are more likely able to up sell additional products such as a pair of gloves with the jacket and or helmet. And if you purchased the Speed and Strength Jacket you would be a likely candidate for the same brand gloves.

Use proper displays-as shown (avoid using another brands fixture its really tacky) Make sure you have several opening into the featured product zone-every 4 feet is correct. Give a bit spacing between products Grouping all the brands product into one area makes a better presentation and better

opportunity for up selling Balance colors-don’t group too many black garments together you won’t see them

This zigzag formation breaks up the wall and groups a style of similar jackets.

The addition of the brands graphic imagery also pumps up the brand statement.

Having the boots located at eye level is always better than just putting the boot on top of the boot boxes!

Keep it simple, sharp and interesting and you will attract customers.

Mixing products- (like image shown above) that coordinate with each other, promotes cross and up selling.

Use any well branded product packaging (like these helmet boxes) to help wow your customers. We are keeping it simple with the single style helmet display. Simple! Simple! Simple! Focus driven displays are the key. We don’t want to over saturate the customers view. This is also a good way to make a small amount of product look like you are offering a larger selection…great trick.

Good luck, Go Set and Sell!