This document provides tips for retailers to increase sales by better merchandising their products. It emphasizes that merchandise is the hardest working and most important team member as it drives the majority of revenue. When merchandise is not moving, it can lead to cash flow issues, loss of sales, and unhappy customers. The document then provides strategies for retailers to play with pricing, improve displays, use effective signage, refresh the look of products, employ suggestive selling techniques, remove slow-selling inventory, and make wiser purchasing decisions in the future.

1. Move That Merchandise!
Tips and Tricks to
Sell More Product
and Ditch the Dogs

2. The Hardest Working Member
of Your Team
 Covers the entire
sales floor
 Commands top dollar
 Drives the most
revenue
 Interacts with the
customers
 60-80% of your
assets

3. What Happens When This
Team Member Fails
 Cash flow crunch
 Musty, dusty
merchandise
 Merchandise loss
 Reduce sales
 Downward price
spirals
 Customers stop
coming

4. Play With Pricing
 Mark it down
 Mark it up
 Play mind tricks
 More is better

5. Dazzle With Display
 Cross-merchandise
 Move, and move
again
 Give it more space
 Shine the light
 Sample away

6. Sell It With Signage
 Use shelf talkers
 Market with the media
 Use the vendors’
materials
 Faux sale signs
 Just In! (not really)

7. Give It a New Look
 Make a perfect pair
 Add a cool color
 Embellish with florals
 Personalize it

8. Want Fries With That?
 Teach suggestive selling  Compliment their
 Be observant picks
 Ask questions  Offer impulse buys
 Watch for buying signals  Go the extra mile
 Did you see this?
 Determine the objection
 Encourage the sales with
“why not?”
 Suggest an alternative
 Help make the decision

9. Ditch the Dogs
 Cut loose the dead
inventory
 Sell online
 Sell or trade to other
stores
 Hire professional
liquidator
 Donate for tax break

10. Buy Better in the Future
 Know your inventory  Know what’s being
turns: Sales / bought
Average Inventory  Cherry pick orders
 Set up an open-to-  Sell more special
buy: Sales + Ending orders or drop ship
Inventory - Beginning items
Inventory = Open to  Seek out return-
Buy friendly vendors