What’S New In Retail

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What’S New In Retail

  1. 1. What’s New In Retail 2006 California Public Lands Concessions Symposium
  2. 2. Andoniadis Retail Services <ul><li>Since 1991 </li></ul><ul><li>Leading Retail Consultant </li></ul><ul><ul><li>Cultural Institutions </li></ul></ul><ul><ul><li>State & National Parks </li></ul></ul><ul><ul><li>Botanical Gardens & Arboreta </li></ul></ul><ul><ul><li>Zoos, Aquariums </li></ul></ul><ul><ul><li>Interpretive Centers </li></ul></ul><ul><ul><li>Historic Homes and Sites </li></ul></ul>
  3. 3. Two Retail Trends <ul><li>Product Trends </li></ul><ul><li>Merchandising Trends </li></ul>Not Every Trend Applicable To Every Park
  4. 4. Gift Shop Product Trends
  5. 5. Gift Shop Products <ul><li>Accelerating Customer Interest </li></ul><ul><ul><li>Packaged food </li></ul></ul><ul><ul><ul><li>Energy bars, chips, snacks, jams, mustards </li></ul></ul></ul><ul><ul><ul><li>Local </li></ul></ul></ul><ul><ul><ul><li>Sustainable </li></ul></ul></ul><ul><ul><ul><li>Certified Organic </li></ul></ul></ul><ul><ul><li>Green, Fair-Trade and Ethnic Products </li></ul></ul><ul><ul><ul><li>Augmented with explanatory signage </li></ul></ul></ul>
  6. 6. Gift Shop Products <ul><li>Accelerating Customer Interest </li></ul><ul><ul><li>Activity kits for children </li></ul></ul><ul><ul><ul><li>Weaving, beading </li></ul></ul></ul><ul><ul><ul><li>Nature </li></ul></ul></ul><ul><ul><ul><ul><li>Ant farms, butterfly kits, flower press </li></ul></ul></ul></ul><ul><ul><ul><li>Model building kits </li></ul></ul></ul>
  7. 7. Gift Shop Products <ul><li>Accelerating Customer Interest </li></ul><ul><ul><li>Jewelry </li></ul></ul><ul><ul><ul><li>$10 - $100 </li></ul></ul></ul><ul><ul><ul><li>Commemorative </li></ul></ul></ul><ul><ul><ul><li>Local artists & materials </li></ul></ul></ul><ul><ul><ul><li>Often highest margin product category </li></ul></ul></ul><ul><ul><ul><li>Most frequently asked layout & design question </li></ul></ul></ul><ul><ul><ul><ul><li>How to expand jewelry merchandising space? </li></ul></ul></ul></ul>
  8. 8. Gift Shop Products <ul><li>Accelerating Customer Interest </li></ul><ul><ul><li>Blank note cards </li></ul></ul><ul><ul><ul><li>Fastest growing segment </li></ul></ul></ul><ul><ul><ul><ul><li>Cards retailing for over $7.50 </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Given as gift </li></ul></ul></ul></ul></ul><ul><ul><li>Binoculars, Telescopes, Microscopes </li></ul></ul><ul><ul><ul><li>Better quality </li></ul></ul></ul>
  9. 9. Gift Shop Products <ul><li>Continued Customer Interest </li></ul><ul><ul><li>Books </li></ul></ul><ul><ul><li>Children’s related </li></ul></ul><ul><ul><ul><li>Some softness </li></ul></ul></ul><ul><ul><ul><ul><li>Games & puzzles </li></ul></ul></ul></ul><ul><ul><li>Apparel </li></ul></ul><ul><ul><ul><li>Some softness </li></ul></ul></ul><ul><ul><ul><ul><li>Caps </li></ul></ul></ul></ul>
  10. 10. Gift Shop Products <ul><li>Continued Customer Interest </li></ul><ul><ul><li>Home Décor/Tabletop </li></ul></ul><ul><ul><ul><li>Especially botanical themes </li></ul></ul></ul><ul><ul><li>Convenience, Novelty, Souvenir, Impulse </li></ul></ul><ul><ul><ul><li>Especially branded products </li></ul></ul></ul><ul><ul><ul><ul><li>Logo, image from park </li></ul></ul></ul></ul>
  11. 11. Gift Shop Products <ul><li>Lagging Customer Interest </li></ul><ul><ul><li>Audio/Visual </li></ul></ul><ul><ul><ul><li>DVDs only area of some strength </li></ul></ul></ul><ul><ul><li>Crafts </li></ul></ul><ul><ul><ul><li>Except for spinning and knitting </li></ul></ul></ul>
  12. 12. Gift Shop Products <ul><li>No Change </li></ul><ul><ul><li>Two- and Three-Dimensional </li></ul></ul><ul><ul><ul><li>Original art </li></ul></ul></ul><ul><ul><ul><li>Reproduction art </li></ul></ul></ul>
  13. 13. Merchandising Trends
  14. 14. Merchandising Trends <ul><li>Focus on Add-on Sales </li></ul><ul><ul><li>Goals </li></ul></ul><ul><ul><ul><li>Higher average transaction </li></ul></ul></ul><ul><ul><ul><li>More items per transaction </li></ul></ul></ul><ul><ul><ul><li>Greater revenue per visitor </li></ul></ul></ul><ul><ul><ul><li>Greater efficiency of the selling process </li></ul></ul></ul><ul><ul><li>Why? </li></ul></ul><ul><ul><ul><li>Staff and budget cuts </li></ul></ul></ul><ul><ul><ul><ul><li>Better results with same or reduced staff </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Lower costs </li></ul></ul></ul></ul>
  15. 15. <ul><li>Focus on Add-on Sales </li></ul><ul><ul><li>How? </li></ul></ul><ul><ul><ul><li>Staff training </li></ul></ul></ul><ul><ul><ul><ul><li>Customer service </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Busy but available </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><li>Putting staff where the ROI is higher </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Pro-active selling </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Suggestive selling </li></ul></ul></ul></ul></ul>Merchandising Trends
  16. 16. <ul><li>Focus on Add-on Sales </li></ul><ul><ul><li>How? </li></ul></ul><ul><ul><ul><li>Displays </li></ul></ul></ul><ul><ul><ul><ul><li>Merchandising/Where the product is </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Displays/Idea & revenue-generating vignettes </li></ul></ul></ul></ul><ul><ul><ul><li>Display themes </li></ul></ul></ul><ul><ul><ul><ul><li>Most popular (Sheep) </li></ul></ul></ul></ul><ul><ul><ul><ul><li>What’s new (Trailblazers) </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Seasonal </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Special event/exhibits </li></ul></ul></ul></ul>Merchandising Trends
  17. 17. <ul><li>In-Store Internet Connection </li></ul><ul><ul><li>Why? </li></ul></ul><ul><ul><ul><li>Connect customers to broader and deeper selection of products </li></ul></ul></ul><ul><ul><li>For Example </li></ul></ul><ul><ul><ul><li>Access to 500,000 art images </li></ul></ul></ul><ul><ul><ul><li>Paid in store or through internet </li></ul></ul></ul><ul><ul><ul><li>Profit stays with store </li></ul></ul></ul><ul><ul><ul><li>No store investment in additional inventory </li></ul></ul></ul><ul><ul><ul><li>Printed on all types of materials </li></ul></ul></ul><ul><ul><ul><li>Dropped shipped to customer </li></ul></ul></ul>Merchandising Trends
  18. 18. <ul><li>Internet Connection </li></ul><ul><ul><li>How? </li></ul></ul><ul><ul><ul><li>Installation of RJ45 CAT5E certified connections </li></ul></ul></ul><ul><ul><ul><ul><li>Includes three ports any of which can be used for voice or data </li></ul></ul></ul></ul>Merchandising Trends
  19. 19. What’s New In Retail 2006 California Public Lands Concessions Symposium

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