By Nancy Martin Wagner
Selling boxes, locks and packing materials requires more than just keeping inventory in stock. You need a plan. The best way to entice your self-storage customers to buy these items is through proper pricing and attractive displays.
When you go to the grocery store to pick up a staple item such as milk, eggs or bread, you’re exposed to many other items you may also need. Experienced retailers strategically place additional products around their best sellers to entice customers to purchase more.
In the self-storage industry, the best sellers are usually small and medium moving boxes, locks, mattress and furniture bags, tape, packing paper by the pound, and protective bubble-wrap rolls. These should always have the biggest and best location in your retail area, however, you can benefit by placing sure-fire accessories that go with them in a suggestive display.
For example, the glass-cell and dish-cell kits that include protective foam pouches should be on display with the small boxes because they go with them perfectly and will sell. Also, put the twin-pack locks near single-pack locks so customers have the option to buy two locks that work with the same key. Another suggestion is to put new, complicated or slow-selling items at the counter where customers will see them as they check out. This gives the manager a great dialog-starter. If you display color-coded moving label kits at the counter, your customers will surely ask what they’re for, giving managers a great selling opportunity.
The Art of Plan-o-Grams
Professional retailers use a merchandising blueprint or map called a plan-o-gram to keep their retail displays consistent, organized and efficient. The plan-o-gram is a diagram of the retail space showing the location of every product and the quantity of facings for each. For example, the accompanying diagram shows how many bundles of boxes and mattress bags to have on display at all times. There should be enough space for each item to create a visual impact for the customer; small items should have many facings.
To view a sample plan-o-gram, click here.
Locks should have an allocated space with at least eight peg hooks so customers see them without having to search. The best sellers should always be the most visible because, in many cases, your customers are limited on time and want to find the product easily. When you display tape next to boxes, they’ll remember they need it, too.