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A checklist for getting your showcases ready for the Holiday selling season

A checklist for getting your showcases ready for the Holiday selling season. It’s SHOWTIME!. Presented by. Larry B Johnson, Senior VP of Pacific Northern Author of “The complete guide to effective jewelry display” Contributing Monthly Columnist- INSTORE magazine

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A checklist for getting your showcases ready for the Holiday selling season

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  1. A checklist for getting your showcases ready for the Holiday selling season It’s SHOWTIME!

  2. Presented by • Larry B Johnson, Senior VP of Pacific Northern • Author of “The complete guide to effective jewelry display” • Contributing Monthly Columnist- INSTORE magazine • Contributing Monthly Columnist- Canadian Jeweller • 1/1/14- Larry Johnson Consulting Services

  3. #1 Step out from behind the cases and really “LOOK” at what your customers see • Can you see everything clearly? • Are there shadows or other impediments to your presentation? • Are things too lined up and boring? • Is the showcase clean and presentable? • Free checklist

  4. Look at what you are showing!

  5. Make your showcases look full of a great selection

  6. Replace displays that do not enhance your image

  7. Organize your cases to make things appealing

  8. #2 Consider a temporary showcase space reallocation • Calculate your sales per running foot of case • Determine how much space each category should get during the Holiday season • Rearrange your cases to emphasize what you want to sell in the next 60 days • Consider permanent changes

  9. Calculate your sales/linear foot • Take total store sales excluding special orders, repairs, appraisals…$750,000 • Add up the total number of linear feet of showcase space you have in your store…Like 75’ • Divide sales by feet to get your avg sales /ft… $10,000/ft

  10. #3- Highlight items in each case • Think of this American Express exercise • Choose the items and display them differently • Choose a few H-O-A-D items per showcase

  11. #4- Consider moving old stock to a special place • What’s gonna make this day any different? • How many shots at their attention do we get? • Reduces the dreaded question…”Is this all you have?”

  12. #5-Reorganize into 20-40-40 • BEST- The top 20% of merchandise in a case goes on individual displays • BETTER-The next 40% goes on low density displays • GOOD- The bottom 40% goes on higher density trays

  13. #6 Consider decorating the store but NOT inside the showcases • Showcases are for selling. Avoid distractions. • Never put anything shiny in the case that is NOT for sale • Use only props that are of a quality you’d find in your customers homes • Change them out from year to year. People notice!

  14. Take pictures of the showcases and keep taking them. • Use them to remember what your cases looked like at the beginning of the month and relate that back to your sales.

  15. #7 Turn you store monitor into a sales tool for $99/month

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