6. Better Retailing Through Better Retailers
Of all the retail techniques you can use, employee training will have the greatest impact on your bottom line. A well-informed, friendly manager can compensate for a cramped space, a less-than-ideal display, and even prices that may be higher than you’d like. But how do you get managers the training they need?
Again, call your suppliers. Training materials shouldn’t only give product specifications but suggest cross-selling techniques. Your suppliers should be eager to help your employees improve their sales skills since they, too, stand to profit.
Many self-storage owners report employees who have learned retail skills are also able to win over rental prospects as well. This is just one reason why many of them are exploring ways to reward increased retail sales.
7. Thinking Like a Retailer
Many of the best retail ideas came from other retailers. The next time you go to a store, compare it to your own retail center. Look for devices such as clearance bins. Not everything in a bin is marked down much if at all, but the technique helps to sell outdated merchandise. Could your facility use a clearance bin to move product?
If you keep your eyes open at supermarkets, convenience stores and hardware stores, you’ll notice they treat their checkout counters like prime retail real estate. Hardware stores in particular have discovered that cold drinks, energy drinks and snacks are great impulse-buy items. How can you use your counter space more effectively?
To make your retail sales take off, you must think like a retailer. If you can do that and implement several of these strategies, increased sales are sure to follow.
Rob Kaminski is vice president of Supply Side USA, a national distributor of packaging, moving and storage supplies for more than 50 years. The company assists self-storage operators in improving retail performance through plan-o-gram programs that sell more merchandise. For more information, call 800.305.6110; visit www.supplysideusa.com .