2. Understand
Profitable Sales
Control A markdowns
Ask This
What is your highest A
markdown department and
what are you doing to reduce?
Check This
Ensure all clearance
product is priced and signed
accurately and all
displays are neat and zoned.
Do This
Observe Team members
working out Price changes to
ensure they fill the home
location first
Understand
Profitable Sales
Understand Margin
Ask This
What has a higher margin
national brand or owned
brand merchandise?
Check This
Check to ensure all seasonal
liability items are
merchandised before DSD
items are used to fill available
space
Do This
Observe which items are
selected for sold out endcaps
Sales Culture
Know your Business
Ask This
Ask team what local events
and traffic patterns are
specific to store?
Check This
Ensure team members are
aware of stores biggest
opportunity areas and how
fixing them can drive sales
Do This
Look at guest comment cards
and on-line surveys for
opportunities to eliminate
roadblocks or drive sales
Sales Culture
Understand the importance of
attachment sales
Ask This
What is your attachment rate?
Check This
Ensure Team members are
aware that service plans and
accessories have higher
margin than original item.
Do This
Observe Team members in
electronics offering service
plans and accessories to
complete package
