Details To Retail
It has been waaaaayyyy too long since I have done anything with my blog. I apologize for my absence, if you noticed it.
Today is a fresh start with lots of things to start telling you about. Stay tuned, I will post something later today.
Make it a good day. Keva
Posted in New.
– March 2, 2012
Sultry could best describe the Atlanta summer market this season. Whereas it is usually a hot market, overall I found it to be somewhat safe and predictable.
Those who took the step forward with fresh ideas were rewarded with a solid payoff. These vendors were fairly busy, even though buying traffic at market was light. The market was a bit imbalanced because many buyers that I spoke to were ready to buy, but had to really comb the market to find new and exciting for their Fall/Holiday budgets. The vendors seemed to have pulled back somewhat and it was noticeable. Several buyers I spoke to, they could not find the new resources they had expected. They were circling back to their valued existing vendors where they could buy deeper, scheduling out several deliveries. It was the first time in quite some time where I saw normal planning and purchasing being facilitated.
Color trends are transitioning slightly. The large gray trend appears to be lightening up and this color was being layered into neutrals of beige, bone, camel and white. It was a conservative change, but where it was done well, it looked sophisticated and elegant. With this, I also saw a lot of wood grain textures on all types of products from bed linens to placemats. That being said, wood of all types were very popular and I believe there is a move from heavily distressed wood to simpler Scandinavian lifestyle influenced silhouettes and woods.
I was pleasantly surprised to see a strong color comeback of evergreen. A rich hew of this was found in a lot of textiles and I saw it played in plaids in several trend collections. In addition, deep plum or eggplant was replacing the amethyst tones of spring. These two colors played into the jeweled ethnic looks that were also popular at market. This deep color palate was also layered into country manor and equestrian themes that seemed to be making a comeback also following a conservative trend at market.
Recycled metal, glass and reclaimed wood predominated hard line collections. Ceramics that were distressed, antique finished or rustic seemed to be making their way into all levels of the market. I felt there were two worlds here, one very earthy and the other very contemporary. Ecological, environmental and reclaimed statements on products were very pronounced. These were the buzz words playing into to the increasing organic movement. The smart vendors didn’t just say these words; they proved them with certifications and appropriate support material.
For those who could navigate through the plethora of mediocrity, there were a few great finds found. I walked away feeling very pleased reconfirming the About Home package has a wide assortment of comprehensive collections from innovative vendors. All of them, offering fresh and exciting new looks by comparison to many others out there who didn’t cut it. The market recharged my battery and I am confident we have much to offer this season to our customers for their retail success.
Posted in New.
– July 21, 2011
Chalkboard Paint Display
When I see something simple, clever, affordable and versatile, I just love to share. I came across this great idea in Remodelista Daily. I think the idea could easily be expanded upon: Do something like this for a sale section where things can change very quickly or create an area in a store where featured items can be promoted. What I love about this concept most of all is that it is an area that will remain current and interactive. I also think taking this concept to a table (or other open sale format) could be equally exciting. Think about how cool it would look to have a table with ideas of what goes with what, where items are from, deal of the day, staff favorites. The possibilities are endless.
– July 4, 2011
What does this crazy equation mean?
No, it is not new math but rather an equation for successful retail sales. Allow me to explain…
How many times have retailers moved merchandise around in their store only to see sales accelerate or dive? Perhaps there is a spot in the store where nothing seems to sell. Pose the question, “Is it the product or is it the place? Do I have enough of the product for a selection? Do these products mix well with the other merchandised items?” With the high cost of retail space, not addressing these x,y and z’s of the big “M” (for merchandising) costs you dollars every day. If the x, y and z of your store don’t add up, than neither will your dollars.
It is very important to consistently take the time to evaluate your floor and adjust your merchandise as things change in your store. If you see customers gravitate to an area, you know something is catching their eye. If they are picking up items, you know they can easily access items to consider. If they hold on to any of these items and look for more, they may be considering a second piece of the same item or something to coordinate with the one in their hand. This is an excellent opportunity for you or your sales staff to jump in and engage in conversation, “This is a beautiful (or other descriptive word) item (candle, pillow dish) you have there.” If the customer is interested, tell the story or benefits of the product, or just offer to hold the item for this customer. I can’t tell you how many times I see customers ready to bite, but floor staff is too busy to engage or discover the reasons why.
Conversely, if you see a customer pick up an item look around and then put the item down, they may be looking for more or a similar item in a different area of your store. They may also be confused as to what the item is or what to do with it. If they completely walk by something, perhaps you need to consider that there is nothing catching the customer’s eye: products don’t mix, items are too small or one dimensional, or the display is too confusing to understand. This is also a good opportunity to pick up on what you might have missed. I believe there is no dead space in the store, only space that hasn’t been properly addressed.
If you are prudent, answers to quick simple questions and intuition of human behavior may guide you to correcting a merchandising issue, provide ideas for expanding on successful products or classifications, or give you good direction for purchasing products for the next season. Merchandising time the total of space, assortment and relationship to like items will equal sales. M(x+y+z)=$
Next blog…Train your staff to merchandise and restock properly.
Posted in Profit Builders.
– June 24, 2011
I love to see savvy retailer strut their stuff. This week, one of my favorite (aren’t they all?) retailers created this fabulous and affordable promotional postcard to introduce their new assortment of towels (Christy) and new bedding collection from Pine Cone Hill. The results are a real WOW! Imagine how excited their customers will be to receive a beautiful marketing piece showing the way to a great shopping experience.
It is a fantastic example and serves as a clear reminder that everyone needs to promote their business. There are many inexpensive print companies to use and some of them can even create the layout of the artwork you provide them.
If you need to build sales (don’t we all), take the squawk out of your business and start crowing about it!
Congratulations, Ste. Maine. You rock!
Posted in At Retail.
– March 5, 2011
I have heard so many good reports about our retailers sales during the past holiday season, that I was a bit stunned to hear also the contrary from several others. You can imagine my surprise to hear from a couple of retailers that their holiday sales were worse than 2009. “How could that be?” I asked myself. With so many variables to consider I went on sort of a quest to see what the similarities and differences were between the two extremes and then how each of them might approach the upcoming spring season.
I first had to consider the demographics and local competition. For the retailers that were extremely successful, most were located in shopping districts. There was retail energy and perhaps this offered shoppers a reason to park and frequent several stores rather than a single destination. In some of the tightest demographics we offer in our region, this proved to be the most successful formula because there was a greater concentration of customers in relationship to the area. Some stores that are destination located may have suffered from customers wandering to places where they could shop around.
That being said, there were several retailers that are truly an oasis for their community and they too seemed to have thrived this season. I then had to consider both their level of customer service and assortment of products. That, which has always been the consistent success formula throughout past holiday seasons has been retailers who offer great customer service. People want to be treated well: be greeted by sales persons and helped in selecting gifts. They like their gifts wrapped nicely and are grateful for help to their car with packages. I saw this as one of the most important ingredients for continued success not only during the peak season, but throughout the year.
Busy retailers spent a lot of time promoting their own stores from September through December. Some of our retailers have become particularly savvy at sending out email blasts promoting events in their store. My personal favorite event was “Take your pet’s photo with Santa.” It was very successful event and this clever retailer didn’t fail to report the success of the day to their customers after the event (generating even more energy). Many had holiday parties or after hours sip (wine) and shop. The creativity was endless and excellent. On the other hand there were a few retailers who turned down offers of free trunk shows or who had excuses as to why they didn’t want to bother with a holiday open house.
The most important ingredient I noted of our triumphant retailers was having timely and appropriate inventories for the season. Many of these retailers brought in goods early and consistently, making sure that they always had fresh assortments throughout the season and maintained stock levels. Almost every retailer worked within budgets and made educated decisions on where their purchases would give them the biggest bang for their buck. Although special orders were a bonus, the winning strategy was to sell merchandise off the retail floor. It was not the season to sit behind the cash wrap and wait for the season to arrive. I also noted several retailers who just couldn’t budge on ordering.
Contrary to those who flourished, the retailers who struggled may have done the following: They ordered too late and were left with a limited amount of second class products. They relied too heavily on special orders, losing both floor sales as well as special orders when goods were no longer available. They didn’t have holiday events, promote their stores or reach out to their communities to say they were “special.” It is difficult to have watched this unfold. I realize that some were just at the end of their financial abilities and may have been too scared to figure the way out. If they don’t pull it together, they may just suffer their own private recession in 2011.
How do both these retailers proceed into spring with such extreme experiences? Each has a different path to walk, but I believe each can be successful. The only big difference is the profitable retailer has some financial breathing room to replenish inventory and bring in new products and the struggling retailer will have a much longer and possibly a more risky road to navigate. With this in mind, here are some suggestions for moving forward into spring:
There are probably several other recommendations that I could make, but it is better to take my thoughts a launch point and let your creativity and intuition take the lead. Start now, we will be there to help.
Posted in At Retail.
– January 3, 2011
Even though those retail registers are doing the holiday ring, it is now time to think about spring! It’s corny, but true. So here are some of my thoughts to get things rolling for spring and assure you first quarter success.
Have something fresh on your floor first week in January. Buying is at frenzy now, and will roll over into the New Year only if there is something new for customers to see. Here are some reasons for putting new collections and assortments on your retail floor:
So where do you point your feet? Easy! I recommend buying into those vendors who have a proven track record with you and whose collection can transition from this season to the next. Then I would risk a small percentage of business on something brand new, something that you have been inkling to try for a while. Perhaps you bring in a collection of something you passed on in the fall because you didn’t want to commit the funds to try it. The risk is minimal in comparison to surrounding an entire season on this particular look or product. You never know, this could be the start to some new trend or direction in your store.
Here are some ideas for the transition
So miss the post season doldrums by freshening up your floor quickly. Consider now, what vendors will be able to ship goods to you fast and complete. Now is also a good time to negotiate extended terms or discounts as everyone is eager for business.
Don’t put off today what will be here tomorrow. Start a list. Make a call. Get going while your holiday energy is high.
Posted in Profit Builders.
– December 15, 2010
It is my nature to focus on the good stuff, but sometimes there is a story too bad not to pass on and serve as a lesson for all of us to learn from. This is a classic bad customer care story told by one of my retailers:
It seems this retailer has done a nice increasing business with a vendor (hallelujah, it is no one About Home represents) who other than a couple of minor back orders, has run their business fairly smoothly. That being said, my retailer received one damage item a few weeks ago and that is where the trouble began.
A damage claim form was submitted to the vendor and the retailer was advised to return the item with a Return Authorization (RA) number provided by the vendor along with details of procedures for the return. The retailer thought they complied with all requirements and the item was quickly returned. Unfortunately, when the item was received in the vendor’s warehouse, the vendor claimed it was not properly returned (it had to be in its original box). So the vendor assessed a small and very annoying restocking charge for the item. Remember this was a damaged item, so why did they need the original box? There were a lot of back and forth emails between the retailer and vendor. The retailer asking that the fee be waved this one time, considering it may have been the error of the vendor as well as having little to few issues before.
Now here is where I think the vendor missed the course on customer service. For the thousands of dollars of business done with this retailer over the year, the vendor was unwilling and even strident about making an exception to their damaged items returned policy: Nope, the retailer did not comply with the rules and there are no exceptions! Further the vendor coincidentally sent a dicey return policy letter to all their sales representatives during this time period to forward to all their customers regarding damaged items including a statement, ” Future orders would be held if the restocking fee was not paid.” Clearly they wanted the messenger to be shot. The letter was an earful for me to hear as it was recited by my retailer.
Here is what I perceive as the disconnect: The vendor did not take in consideration the retailer. Time was spent to receive and return the damaged item. The item has been off the floor for a considerable amount of time where both the retailer and the vendor have lost the opportunity to sell it. There is a shipping cost to consider for the original shipment of the item to the store. Most importantly of all, the first stone has been cast from the vendor in what may potentially become reduced shelf space on this retailer’s floor. I mean who wants to do business with someone as inflexible as this?
So do I tell you who this vendor is? No, it is not my responsibility to watch out over vendors that I do not represent. That being said, it will be my opportunity to replace their shelf space with more congenial vendors’ products. I invite my retailer to forward this blog to this and other vendors who have serious flaws in their customer care area so they might know that the power is in the retailer’s hand and no one wants to do business with someone like this if they don’t have to.
Posted in New.
– November 21, 2010
Something caught my eye today on my email that I had to exclaim, “Right On!” I had recently purchased some refill syrups for my Soda Stream on the company website because my local retail didn’t carry the flavor I was looking for and they were not going to order it for their stock. Although I generally don’t like to order on line, here was a case where the retailer wasn’t going to help me out and basically pointed me into the internet (oh, shame on you know who). After ordering on line, I received my shipment, and by the way retail genius, I ordered more from the website because you kind of ticked me off.
However today, I get this email from Soda Stream that points me back to all the other retailers in the area that carry their products SO I CAN SHOP REGIONALLY! The email says, “Great news! Soda Stream is now available at several retail locations just around the corner. It’s never been more convenient to fill, fizz, flavor and enjoy!” This company gets it! Don’t grab the sales and run, send ‘em back for more! Build brand awareness! Okay, I understand that this company directed me to mostly a bunch of corporate accounts, but the concept was definitely there. I have twenty places in my area to get what I want.
I started thinking, “What if all of the companies that sell directly on line did the same thing?” I think I am going to start presenting this example to some of our vendors who think selling directly should only go one way!
Posted in Profit Builders.
– September 24, 2010
It has made my head spin trying to research all the various agencies and certifications regarding organic products. There are quite a number out there to delve into, and I still may not be 100% on which ones are the most important. Undoubtedly, a few of you out there are far more knowledgeable in this area. So I thought instead of trying to interpret information on each and every entity I read about, I would just list the the links to the websites that pertain to the organic and environmentally responsible companies that About Home represents. Only you may judge how much you need to know about the products you purchase for your customers as well as the information your clients would deem important. Enjoy a little leisurely after hours reading and please let me know what agencies I may have missed on my list. I am sure there is more to learn!
http://www.eco2cotton.com/ This is link to the company that supplies the yarns to In2green, our new throw and personal accessory collection.
http://www.ecocert.com/?lang=en This is the link to the independent French organic certification group.
http://www.fsc.org/about-fsc.html This is the link to Forest Stewardship Council, an independent non-governmental organization established to promote responsible management of the world’s forests.
http://www.oeko-tex.com/oekotex100_public/content5.asp?area=hauptmenue&site=oekotexstandard100&cls=02 This is the link to the organic textile certification organization.
http://www.ams.usda.gov/AMSv1.0/nop This is the link to the United States Department of Agriculture that certifies and regulates organic food products here in the USA.
http://www.transfairusa.org/ This the link to the Fair Trade council that certifies companies around the world for fair trade and labor practices.
Posted in Measurements, New.
– September 8, 2010
