AMPC 2010 Convention Retailing Symposium <ul><li>Presented in Association with </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Picking the Pieces </li></ul><ul><li>Generate the Green </li></ul><ul><li...
AMPC 2010 Convention Retailing Symposium <ul><li>Picking the Pieces </li></ul><ul><ul><li>Identifying Product </li></ul></...
AMPC 2010 Convention Retailing Symposium <ul><li>Identifying Product </li></ul><ul><ul><li>Understand the Customer </li></...
AMPC 2010 Convention Retailing Symposium <ul><li>Identifying Product </li></ul><ul><ul><li>One stop mindset </li></ul></ul...
AMPC 2010 Convention Retailing Symposium <ul><li>One stop mindset </li></ul><ul><ul><li>Business Services </li></ul></ul><...
AMPC 2010 Convention Retailing Symposium <ul><li>Mailing Services </li></ul><ul><ul><li>Retail Needs </li></ul></ul><ul><u...
AMPC 2010 Convention Retailing Symposium <ul><li>Gift Items </li></ul><ul><ul><li>Pre-printed products </li></ul></ul><ul>...
AMPC 2010 Convention Retailing Symposium <ul><li>Local Fair </li></ul><ul><ul><li>Community Interest </li></ul></ul><ul><u...
AMPC 2010 Convention Retailing Symposium <ul><li>Resources </li></ul><ul><ul><li>Local Dealers </li></ul></ul><ul><ul><li>...
AMPC 2010 Convention Retailing Symposium <ul><li>Generate the Green </li></ul><ul><ul><li>Pricing Strategies </li></ul></u...
AMPC 2010 Convention Retailing Symposium <ul><li>Pricing Strategies </li></ul><ul><ul><li>Know the Customer </li></ul></ul...
AMPC 2010 Convention Retailing Symposium <ul><li>Turn </li></ul><ul><ul><li>Annual Sales / Average Retail Inventory </li><...
AMPC 2010 Convention Retailing Symposium <ul><li>Investment </li></ul><ul><ul><li>Sales Mix </li></ul></ul><ul><ul><li>Cas...
AMPC 2010 Convention Retailing Symposium <ul><li>Inventory Management </li></ul><ul><ul><li>Sales Tracking </li></ul></ul>...
AMPC 2010 Convention Retailing Symposium <ul><li>Presenting the Product </li></ul><ul><ul><li>Store Layout </li></ul></ul>...
AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul><ul><ul><li>Customer landing strip </li></ul></ul>...
AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Displaying Product </li></ul><ul><ul><li>Advantage of Retail Packaging </...
AMPC 2010 Convention Retailing Symposium <ul><li>Retail Packaging </li></ul><ul><ul><li>Marry products with perception </l...
AMPC 2010 Convention Retailing Symposium <ul><li>Retail  Packaging </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Organization </li></ul><ul><ul><li>Catch the eye </li></ul></ul><ul><ul><...
AMPC 2010 Convention Retailing Symposium <ul><li>Organization </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Organization </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Organization </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Your ugly box display </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Your ugly box display </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Your ugly box display </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Marketing the Merchandise </li></ul><ul><ul><li>POP </li></ul></ul><ul><u...
AMPC 2010 Convention Retailing Symposium <ul><li>Point of Purchase </li></ul><ul><ul><li>Product </li></ul></ul><ul><ul><u...
AMPC 2010 Convention Retailing Symposium <ul><li>Point of Purchase </li></ul><ul><ul><li>Signs </li></ul></ul><ul><ul><li>...
AMPC 2010 Convention Retailing Symposium <ul><li>Point of Purchase </li></ul><ul><ul><li>Signs </li></ul></ul><ul><ul><li>...
AMPC 2010 Convention Retailing Symposium <ul><li>Environment </li></ul><ul><ul><li>Move merchandise </li></ul></ul><ul><ul...
AMPC 2010 Convention Retailing Symposium <ul><li>Environment </li></ul><ul><ul><li>Good merchandising equals increased sal...
AMPC 2010 Convention Retailing Symposium <ul><li>Signage </li></ul><ul><ul><li>Short and Concise </li></ul></ul><ul><ul><l...
AMPC 2010 Convention Retailing Symposium <ul><li>Signage </li></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Signage </li></ul><ul><ul><li>Outside </li></ul></ul>
AMPC 2010 Convention Retailing Symposium <ul><li>Marketing Plan </li></ul><ul><ul><li>Monthly Specials </li></ul></ul><ul>...
AMPC 2010 Convention Retailing Symposium <ul><li>Sales Skills </li></ul><ul><ul><ul><li>“ Knowledge of features, benefits ...
AMPC 2010 Convention Retailing Symposium <ul><li>Sales Skills </li></ul><ul><ul><li>Matching products to needs </li></ul><...
AMPC 2010 Convention Retailing Symposium <ul><li>Sales Skills </li></ul><ul><ul><li>Motivation </li></ul></ul><ul><ul><ul>...
AMPC 2010 Convention Retailing Symposium <ul><li>Sales Skills </li></ul><ul><ul><li>B2B Sales </li></ul></ul><ul><ul><ul><...
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Retailing

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Retailing Symposium Session 2010 Convention AMPC

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  • Introductions
  • Discuss AMPC Customer Profile statistics: married, home-owners, professional/technical job, college educated
  • pens, white out, ink cartridges, paper, note cards
  • envelopes, padded, decorative, tyvek, mailer supplies – tabs, labels, straps for mail trays | boxes, tape, tape w/ dispenser
  • gift = unique items, box drop-in gifts, candles | why college logo product doesn’t work | 1/3 consumers purchase impulse each week
  • gift = unique items, box drop-in gifts, candles | why college logo product doesn’t work
  • don’t compete on price | $399 to $299 is less than $400 to $299 | 50% COGS | moving kits / bundle pricing
  • $40k retail / $10K avg. inventory = 4/1 | monthly = $inv. at month start / $ sales – 12/ratio ex: $120 / $30 = 4 – 12/4 = 3 (turn)
  • retail boxes vs. packing supplies
  • cust. landing strip = 10 to 20 feet | room to read cards, etc.
  • cust. landing strip = 10 to 20 feet | room to read cards, etc.
  • cust. landing strip = 10 to 20 feet | room to read cards, etc.
  • cust. landing strip = 10 to 20 feet | room to read cards, etc.
  • cust. landing strip = 10 to 20 feet | room to read cards, etc.
  • cust. landing strip = 10 to 20 feet | room to read cards, etc.
  • cust. landing strip = 10 to 20 feet | room to read cards, etc.
  • sight zone = eye level to knee
  • landing strip = 10 to 20 feet | sight zone = eye level to knee
  • landing strip = 10 to 20 feet | sight zone = eye level to knee
  • genuine interaction increases purchase likelyhood by 50%
  • Don’t give away packaging | genuine interaction increases purchase likelyhood by 50%
  • plus vs. cross or up
  • plus vs. cross or up
  • plus vs. cross or up
  • Retailing

    1. 1. AMPC 2010 Convention Retailing Symposium <ul><li>Presented in Association with </li></ul>
    2. 2. AMPC 2010 Convention Retailing Symposium <ul><li>Picking the Pieces </li></ul><ul><li>Generate the Green </li></ul><ul><li>Presenting the Product </li></ul><ul><li>Marketing the Merchandise </li></ul>
    3. 3. AMPC 2010 Convention Retailing Symposium <ul><li>Picking the Pieces </li></ul><ul><ul><li>Identifying Product </li></ul></ul><ul><ul><li>Resources </li></ul></ul>
    4. 4. AMPC 2010 Convention Retailing Symposium <ul><li>Identifying Product </li></ul><ul><ul><li>Understand the Customer </li></ul></ul>
    5. 5. AMPC 2010 Convention Retailing Symposium <ul><li>Identifying Product </li></ul><ul><ul><li>One stop mindset </li></ul></ul><ul><ul><li>Mailing Services </li></ul></ul><ul><ul><li>Packing Services </li></ul></ul><ul><ul><li>Impulse </li></ul></ul><ul><ul><li>Local Fair </li></ul></ul>
    6. 6. AMPC 2010 Convention Retailing Symposium <ul><li>One stop mindset </li></ul><ul><ul><li>Business Services </li></ul></ul><ul><ul><li>Competing with Big Box </li></ul></ul><ul><ul><ul><li>Products not easily found </li></ul></ul></ul><ul><ul><ul><ul><li>New, better products </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Showcase expertise </li></ul></ul></ul></ul><ul><ul><li>Quality over Price </li></ul></ul>
    7. 7. AMPC 2010 Convention Retailing Symposium <ul><li>Mailing Services </li></ul><ul><ul><li>Retail Needs </li></ul></ul><ul><ul><li>Mail Shop Needs </li></ul></ul><ul><li>Packing Services </li></ul><ul><ul><li>Moving </li></ul></ul><ul><ul><li>Storage </li></ul></ul><ul><ul><li>Packing </li></ul></ul>
    8. 8. AMPC 2010 Convention Retailing Symposium <ul><li>Gift Items </li></ul><ul><ul><li>Pre-printed products </li></ul></ul><ul><ul><li>Impulse Items </li></ul></ul><ul><ul><li>Consumers purchase impulse </li></ul></ul>
    9. 9. AMPC 2010 Convention Retailing Symposium <ul><li>Local Fair </li></ul><ul><ul><li>Community Interest </li></ul></ul><ul><ul><li>Community Product </li></ul></ul>
    10. 10. AMPC 2010 Convention Retailing Symposium <ul><li>Resources </li></ul><ul><ul><li>Local Dealers </li></ul></ul><ul><ul><li>National Dealers </li></ul></ul>
    11. 11. AMPC 2010 Convention Retailing Symposium <ul><li>Generate the Green </li></ul><ul><ul><li>Pricing Strategies </li></ul></ul><ul><ul><li>Turnover </li></ul></ul><ul><ul><li>Investment </li></ul></ul><ul><ul><li>Inventory Management </li></ul></ul>
    12. 12. AMPC 2010 Convention Retailing Symposium <ul><li>Pricing Strategies </li></ul><ul><ul><li>Know the Customer </li></ul></ul><ul><ul><ul><li>Bargain = 37% </li></ul></ul></ul><ul><ul><li>Mental Math </li></ul></ul><ul><ul><li>Retailing Benchmarks </li></ul></ul><ul><ul><li>Kit Pricing </li></ul></ul>
    13. 13. AMPC 2010 Convention Retailing Symposium <ul><li>Turn </li></ul><ul><ul><li>Annual Sales / Average Retail Inventory </li></ul></ul><ul><ul><li>Stock to Sales </li></ul></ul><ul><ul><li>4 times / year </li></ul></ul><ul><ul><li>Higher turn = stronger retail </li></ul></ul><ul><ul><li>Low turn needs high margin </li></ul></ul>
    14. 14. AMPC 2010 Convention Retailing Symposium <ul><li>Investment </li></ul><ul><ul><li>Sales Mix </li></ul></ul><ul><ul><li>Cash Flow </li></ul></ul><ul><ul><li>Balance inventory to perception / service </li></ul></ul>
    15. 15. AMPC 2010 Convention Retailing Symposium <ul><li>Inventory Management </li></ul><ul><ul><li>Sales Tracking </li></ul></ul><ul><ul><ul><li>Categories count </li></ul></ul></ul><ul><ul><li>Counts </li></ul></ul><ul><ul><ul><li>Match physical to book </li></ul></ul></ul>
    16. 16. AMPC 2010 Convention Retailing Symposium <ul><li>Presenting the Product </li></ul><ul><ul><li>Store Layout </li></ul></ul><ul><ul><li>Display </li></ul></ul>
    17. 17. AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul><ul><ul><li>Customer landing strip </li></ul></ul><ul><ul><li>Just right is prime real estate </li></ul></ul><ul><ul><li>Room to move </li></ul></ul>
    18. 18. AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
    19. 19. AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
    20. 20. AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
    21. 21. AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
    22. 22. AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
    23. 23. AMPC 2010 Convention Retailing Symposium <ul><li>Store Layout </li></ul>
    24. 24. AMPC 2010 Convention Retailing Symposium <ul><li>Displaying Product </li></ul><ul><ul><li>Advantage of Retail Packaging </li></ul></ul><ul><ul><li>Organization </li></ul></ul><ul><ul><li>Your ugly Box display </li></ul></ul>
    25. 25. AMPC 2010 Convention Retailing Symposium <ul><li>Retail Packaging </li></ul><ul><ul><li>Marry products with perception </li></ul></ul><ul><ul><ul><li>effective package design </li></ul></ul></ul><ul><ul><ul><li>strong brand awareness </li></ul></ul></ul><ul><ul><ul><li>consumer confidence </li></ul></ul></ul><ul><ul><ul><li>high quality product that you can trust </li></ul></ul></ul><ul><ul><ul><li>consistent, professional looking Plan-o-Grams </li></ul></ul></ul><ul><ul><ul><li>a wide range of merchandising vehicles </li></ul></ul></ul><ul><ul><ul><li>strong marketing and ad campaigns </li></ul></ul></ul>
    26. 26. AMPC 2010 Convention Retailing Symposium <ul><li>Retail Packaging </li></ul>
    27. 27. AMPC 2010 Convention Retailing Symposium <ul><li>Organization </li></ul><ul><ul><li>Catch the eye </li></ul></ul><ul><ul><ul><li>Sight Zone </li></ul></ul></ul><ul><ul><ul><li>Slant Displays </li></ul></ul></ul><ul><ul><li>Avoiding perfection </li></ul></ul><ul><ul><li>Avoiding voids </li></ul></ul><ul><ul><li>Organized by categories </li></ul></ul>
    28. 28. AMPC 2010 Convention Retailing Symposium <ul><li>Organization </li></ul>
    29. 29. AMPC 2010 Convention Retailing Symposium <ul><li>Organization </li></ul>
    30. 30. AMPC 2010 Convention Retailing Symposium <ul><li>Organization </li></ul>
    31. 31. AMPC 2010 Convention Retailing Symposium <ul><li>Your ugly box display </li></ul>
    32. 32. AMPC 2010 Convention Retailing Symposium <ul><li>Your ugly box display </li></ul>
    33. 33. AMPC 2010 Convention Retailing Symposium <ul><li>Your ugly box display </li></ul>
    34. 34. AMPC 2010 Convention Retailing Symposium <ul><li>Marketing the Merchandise </li></ul><ul><ul><li>POP </li></ul></ul><ul><ul><li>Environment </li></ul></ul><ul><ul><li>Signage </li></ul></ul><ul><ul><li>Marketing Plan </li></ul></ul><ul><ul><li>Sales skills </li></ul></ul>
    35. 35. AMPC 2010 Convention Retailing Symposium <ul><li>Point of Purchase </li></ul><ul><ul><li>Product </li></ul></ul><ul><ul><ul><li>Fun, interactive Items </li></ul></ul></ul><ul><ul><ul><li>Not necessarily related </li></ul></ul></ul>
    36. 36. AMPC 2010 Convention Retailing Symposium <ul><li>Point of Purchase </li></ul><ul><ul><li>Signs </li></ul></ul><ul><ul><li>Clutter </li></ul></ul>
    37. 37. AMPC 2010 Convention Retailing Symposium <ul><li>Point of Purchase </li></ul><ul><ul><li>Signs </li></ul></ul><ul><ul><li>Clutter </li></ul></ul>
    38. 38. AMPC 2010 Convention Retailing Symposium <ul><li>Environment </li></ul><ul><ul><li>Move merchandise </li></ul></ul><ul><ul><li>Smell and Noise </li></ul></ul><ul><ul><li>Opportunity to play </li></ul></ul>
    39. 39. AMPC 2010 Convention Retailing Symposium <ul><li>Environment </li></ul><ul><ul><li>Good merchandising equals increased sales </li></ul></ul><ul><ul><li>Commitment to customer experience </li></ul></ul><ul><ul><li>Professional appearance creates interest </li></ul></ul>
    40. 40. AMPC 2010 Convention Retailing Symposium <ul><li>Signage </li></ul><ul><ul><li>Short and Concise </li></ul></ul><ul><ul><li>Read in 2 seconds </li></ul></ul><ul><ul><li>Noticeable </li></ul></ul>
    41. 41. AMPC 2010 Convention Retailing Symposium <ul><li>Signage </li></ul>
    42. 42. AMPC 2010 Convention Retailing Symposium <ul><li>Signage </li></ul><ul><ul><li>Outside </li></ul></ul>
    43. 43. AMPC 2010 Convention Retailing Symposium <ul><li>Marketing Plan </li></ul><ul><ul><li>Monthly Specials </li></ul></ul><ul><ul><li>Focus on efficiency and cost </li></ul></ul><ul><ul><li>Target high traffic areas </li></ul></ul><ul><ul><li>Existing Customers </li></ul></ul><ul><ul><ul><li>Invoice flyers </li></ul></ul></ul><ul><ul><ul><li>Mailbox customers </li></ul></ul></ul>
    44. 44. AMPC 2010 Convention Retailing Symposium <ul><li>Sales Skills </li></ul><ul><ul><ul><li>“ Knowledge of features, benefits and pricing </li></ul></ul></ul><ul><ul><ul><li>De-associate free with customer service </li></ul></ul></ul><ul><ul><ul><li>Training </li></ul></ul></ul><ul><ul><ul><li>Interaction </li></ul></ul></ul><ul><ul><ul><ul><li>Get out </li></ul></ul></ul></ul><ul><ul><ul><ul><li>layout of items </li></ul></ul></ul></ul>
    45. 45. AMPC 2010 Convention Retailing Symposium <ul><li>Sales Skills </li></ul><ul><ul><li>Matching products to needs </li></ul></ul><ul><ul><ul><li>“ Plus” Selling </li></ul></ul></ul>
    46. 46. AMPC 2010 Convention Retailing Symposium <ul><li>Sales Skills </li></ul><ul><ul><li>Motivation </li></ul></ul><ul><ul><ul><li>Sell an additional $5 in retail products to 20 customers per week at 50% margin and you’ll add $2,600 a year in profit! </li></ul></ul></ul><ul><ul><ul><li>Sell an additional $10 in retail products to 20 customers per week at 50% margin and you’ll add $5,200 a year in profit! </li></ul></ul></ul><ul><ul><ul><li>Sell an additional $20 in retail products to 20 customers per week at 50% margin and you’ll add $10,400 a year in profit! </li></ul></ul></ul>
    47. 47. AMPC 2010 Convention Retailing Symposium <ul><li>Sales Skills </li></ul><ul><ul><li>B2B Sales </li></ul></ul><ul><ul><ul><li>Nursing Homes </li></ul></ul></ul><ul><ul><ul><li>Real Estate Agents </li></ul></ul></ul><ul><ul><ul><li>Art and Antique Stores </li></ul></ul></ul><ul><ul><li>Attitude </li></ul></ul>
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