Thoughts, ideas, tips and musings as I work alongside small business owners helping them love their businesses back to life!
What to do with Clearance Stock
Clearance merchandise consists of products that have been permanently marked down for quick sale. These items may be handled in several ways:
- Clearance items may be pulled together at the rear of each department. For example, clearance suits may be positioned on one or more fixtures at the rear of the career department.
- Clearance merchandise from all departments may be pulled into one area of the store to form a permanent clearance department. This catch-all clearance department should be positioned in the rear of the store.
- Clearance merchandise in specialty stores may be pulled to the front of the store for traditional major clearance events in January or early July.
While clearance merchandise no longer merits major promotional effort, it remains an asset until sold. Your role is to present clearance goods effectively enough to sell them at their highest possible clearance price so that the business can reinvest the $ in newer, more appealing merchandise.
Present clearance merchandise on floor fixtures only. Clearance products with broken styles and colour assortment can't result in a fresh, exciting wall presentation. Wall space is best used for new stock. The exception is when clearance merchandise is presented on an entirely separate clearance floor. There, you may utilise the entire space - walls and floor.
Never feature clearance merchandise in displays. These are your premium silent selling tools and must be reserved for only the newest products. In addition, clearance merchandise must be immediately available to shoppers, never out of reach on display.
Present clearance goods on large fixtures. Clearance tables are very effective because there is a general perception among shoppers that clearance tables hold the best bargains.
Always clearly sign clearance merchandise with price points, percentages off, or at least a clearance sign.
Make selling floor maintenance a routine aspect of any clearance presentation. Clearance merchandise gets handled (and mishandled) continuously as shoppers look for bargains. Store staff must check clearance ares frequently, straightening sale racks, checking for damaged goods and lost tickets. These are aesthetic as well as security issues that tell customers how your business feels about its image, its merchandise and its atmosphere. Customers should see clearance merchandise as an added benefit to doing business with you. Even when merchandise is marked down, you should be adding value to it throughout your presentation.
How are you going clearing your stock - or are you running the risk of some of it having a "birthday" in your shop?