The best time to add on additional skus to the purchase is when both you and your customer are physically at the point of check out. Your cash wrap station is an ideal spot to merchandise products that customers can easily add on to the products they have already decided they want. The key to making this happen is simply making your products affordable, small and appealing to a broad audience.

Point 1 – Make Your Check Out Items Affordable

Depending on your store, “affordable” will mean a few different things based on your overall assortment. From a general perspective, though, items merchandised at the point of check out should be obtainable to the majority of your customers. Keeping items less than $10 is best, and when possible, just a couple dollars or less is ideal. Again, depending on your business, the details will matter here. But items as simple as a cute set of magnets, a paif of cheap earrings, stationary, travel size shampoo and more are all ideas on what types of products should be included in your check out assortment. Even a pack of gum adds up in sales if every customer of every day buys one, so don’t dismiss what even a dollar can add to your overall sales.

Point 2 – Make Your Items Small In Size

Size shouldn’t matter, but it does when it comes to add on sales. Customers want to believe they aren’t “really” spending much more by throwing an extra something into their assortment of products to buy. But if that extra something is larger in size, it will stand out among the rest. If it blends in or disappears, it doesn’t phase them as much. These items can range from candy to hair accessories to note-cards or hand sanitizer. Whatever the extra something is, make it  easy to grab for your customers so they can just toss it onto their pile of goods to buy. It’s amazing how easy it will blend in, all while you end up getting a few extra dollars in your cash register.

Point 3 – Make Your Items Appeal To A Broad Audience

Whether you have guys or gals shopping in your store, you want to make sure all of your consumers can respond to the product assortment displayed at your point of check out. It’s important that there is something for everyone offered, even if it means brainstorming just a little longer on what that something may be. If you do have a broad audience of a consumers versus a more narrowed target market, allow space to accommodate everyone instead of missing add on sale opportunities.

Making sure that you display these products in a clean, concise yet appealing fashion at your point of check out is also essential. In addition, you want to encourage your sales team and those ringing up transactions to verbally recognize your point of sale products so that customers are reminded of them once again – not just visually on their own. Finally, set goals for your store and each team member to help drive  add on sales through your point of sale check out procedures. This extra push can help increase the momentum and value of this opportunity.

One dollar on each sale made can add up, so don’t overlook this important chance to make more money for your retail business!

1. What is his or her expected commission? Will this rate go up or down based on varying sales?

2. Are there additional expenses to the commission paid out upon sales completed?

3. When do you owe your rep his or her commission? One product is shipped or once product is ordered? Suggested recommendation here is once product is shipped and paid for.

4. How does your rep prefer to be paid? How often?

5. What trade shows do the reps participate in and are they guaranteed as part of their representation?

6. Are there additional costs associated with the rep representing your product at trade shows? If so, what?

7. Are there any other additional details you should be made aware of to help support your rep at trade shows, such as travel expenses or necessary production of line sheets?

8. How does each rep plan to update you on their active, potential and new clients?

9. In general, what is the rep you are interviewing preferred method of communication – email, phone, face to face meetings? This should matter to you since you may also have a preferred method.

10. How often should you expect to hear from you rep?

11. What are the top stores your rep currently sells into? If their territory is large, have this broken down by city or region. Are these stores you are familiar with or want your product to be sold to?

12. What other lines does this potential rep carry? Do they compete or complement with your product line?

13. Are there references from other vendors currently working with this rep that he or she is willing to share with you? There should be!

14. Why is this rep able to pick up a new line? Did they just lose a line or are they looking for more diversification? The details matter here. You don’t want to get lost in a crowd.

15. How does this rep plan to help sell your product? Why does he or she think they will be successful at this, specific to your unique product or brand?

16. Are there any terms the rep has in her contract that you should bring to light in your own contract, ensuring you are covering all your bases?

17. How long of a contract does the rep want for you to partner with them for? Are there grounds for terminiation / seperation? An example could be if you set sales goals that were not met during a certain timeframe.

18. How often do you expect to hear from the rep? Some reps don’t touchbase at all unless an order is placed. Make sure your expectations are agreed upon.

19. Does your rep cross territories with any of your other reps? If so, determine which rep gets which area very clearly to avoid troubles later.

20. What will your rep do to “wow” you from the other reps?

The list goes on and on based on your unique product, company, goals and expectations. Make sure that reps don’t just interview you but that you also interview them. A good rep will understand this and should appreciate you being so passionate about your business!

Finally, make sure to set in place your own contract with your rep. They will also have you sign one with them. This is all part of the partnership. Just make sure to read every word and come to agreeing terms on both sides!

If you need additional help in constructing a contract and negotiating what is best for your business, Retail Minded offers this service. Contact Retail Minded today for additional details at nicole@retailminded.com

In no particular order, the below points are valuable reasons to consider attending trade shows.

1. Gain knowledge and exposure to new trends, products and resources that are available for your retail business or wholesale company. This is a great way to learn about what’s hot, what’s fading and what your company needs to have or do right now.

2. Stimulate new ideas and creative ways to support your business despite the economy, past seasons and more. Where you will gain this knowledge is endless – your competition at the show, your general experience at the show and even your participation at the show will make an impact.

3. Meet other retailers and vendors who you can lean on, learn from and possibly gain business from that you would not have had the chance to meet had you not attended that trade show.

4. Learn what your competition is up to without having to go to great lengths since their business information will be easily accessible. Ask yourself how do you compare to your competition and evaluate your strengths and weaknesses to best support your business.

5. Expose yourself to the press attending the trade shows so they know about your business – retail or wholesale. Make sure your business stands out so that they will remember you.

6. Generate leads for strategic alliances and most importantly, potential customers. Collect business cards, refer to the directory and use all other outlets provided to you during the show to create a list of contacts for your files – and your business outreach.

7. Participate in educational seminars, networking events and surveys that only take place at trade shows and will expose you to new people, new business and new ways of thinking for your business success.

8. Get answers right away, whether from a vendor or a retailer, since trade shows allow for immediate communication and easy, accessible outlets of exposure for both vendors and retailers.

9. Become educated on your industry so that you can better support your clients and customers by utilizing all the resources trade shows offer.

10. Have fun. Yes – have fun. Nothing gives a business owner more energy than a good time while working to keep them motivated to want to work more!

1. Helps define overall store image

2. Highlights products and helps make them visible

3. Encourages purchases by visual enhancement

4. Helps lead customers into store

5. Allows for more enjoyable shopping experiences

There is no single store lighting formula that you can follow as a retailer to ensure you are using your lighting correctly, but the points above allow you to think about the lighting decisions you have made or need to make. There are, of course, a few more things to consider.

Accent Lighting

Accent lighting should be used according to your overall store assortment. If your store sells higher-end luxury items, it is ideal for you to use accent lighting to showcase these  items. More basic stores that sell a variety of products with less luxury items should use accent items to showcase sale items, new items or items that you believe need to be called out with special attention. The goal of accent lighting is to call attention to a few products versus everything in the store. Use only as necessary yet enough to make an impact on the products you believe deserve this attention.

High Activity Lighting

Have a store that gets a ton of traffic and sells a ton of different stuff? Using light to bring attention to areas versus one specific product should be considered. Think about a back corner that may not get the right lighting with simple overhead fixtures but deserves just as much attention as the rest of your store. Stage your lighting to focus on these entire areas. Don’t forget about tall shelves, back corners, entire display fixtures and all other areas that matter here.

Ambient Lighting

Ambient lighting refers to your overall store lighting, allowing for customers to get a general store overview through the lighting used in your store. An example of this would be one prominent light fixture hanging in the center of the store, such as a large chandelier. This lighting makes the largest overall impact, so make sure it doesn’t change the color of your product or make the store appear offset in store layout.

Case & Shelve Lighting

Have you ever shopped somewhere and had to struggle to see inside a case to view a product? This is what you want to avoid in your own store. All products should be visible, so consider using shelve and case lighting as necessary. Make sure that you do not have this lighting exposed in a place that customers may lean against it or tough it accidently, as it can get very hot.

Finally, whatever lighting plans you decide on for your store, make sure to change them as your merchandise and floor plan changes. The impact lighting will have on your store is as important as all the other steps it takes to run a successful retail business, so please make sure to review and review again these details as necessary.

What Is a Look Book

To begin, a Look Book is a book that is similar to a portfolio, however it represents a product line rather than providing visual samples of one’s work history. Look Books are used as visual aides in replace of the product, however they are often presented to buyers with the product, as well. The purpose of a Look Book is to provide a “story”, “feeling”, or “inspiration overview” of the product assortment through photographs of the product you want to sell.  Some have lifestyle photos and can be very graphic while others use fashion models to showcase their product and yet others are sleek and simple with no models at all. The creative flexibility of how to show your product in photos can be very appealing to designers.

Look Books are often professionally bound with glossy photos and little or no words included in them while others are presented in three ring binders with plastic portfolio cover sheets. The presentation will vary in design, however the content will always be primarily photos.The details of the product are sometimes included, but more often than not these details are outlined in the Buyer’s Packet instead.

Who Needs a Look Book

While there is no clear answer to this question, it is common for higher priced products, luxury goods, and one of a kind items to be showcased in a Look Book. Not meant for largely mass produced goods and inexpensive items, a Look Book is meant to showcase products that need a bit of a push to sell. If you are a jewelry designer who offers one of a kind pieces, a Look Book offers a great outlet to showcase some of the best work you have done. Meanwhile, if you offer customized art or designer handbags, a Look Book can provide you with a creative way to tell your product story. There is more flexibility in the creation of your Look Book versus a line sheet or other contents of a Buyer’s Packet, therefore as a designer you may have more fun with this presentation.

Many new wholesalers in the marketplace include Look Books to help push their product. Since competition is tough, it can often be more tough for new designers/artists/wholesalers to position themselves in their respective marketplace. Using a Look Book will certainly add to your pitch, offering a great outlet to tell your story since you will not always have the opportunity to do this face to face.

Presentation of a Look Book

The presentation of a Look Book is ultimately the decision on the designer, however it should be clearly understood that this presentation is also a reflection of the designer/artist/wholesaler themselves. That said, I always suggest presenting Look Books in a polished and professional presentation if you are going to take the time to create one.  I realize as small business owners it can tempting to cut corners everywhere you can, but I suggest leaving the three ring binders at home, as this reflects a college student’s project versus a professional presentation. Instead, considering simple and inexpensive binding techniques such as book stapling, coils, and book binding will offer you a professional presentation on a budget.

Final Thought

A Look Book can offer a sneak peak to your collection, as well as it can tell a story about your product assortment. Whatever the purpose is that you feel a Look Book can contribute to your line, remember that a complete Buyer’s Packet is more beneficial to you as a wholesaler. A Buyer’s Packet should include a line sheet with photos, pricing, designer/artist overview, introductory letter, and order form. These essential pieces, if done correctly and presented well, can sell your product or at least get you a conversation with potential buyers. Be realistic with yourself as to whether or not you really need a Look Book or if the fancy image of it is selling you on the idea of producing one yourself.

A final thought – Budgets are tight in all aspects of retail these days, so linking potentail buyers to your website with an “Online Look Book” may be something for you to consider instead, therefore saving you costs yet also offering retailers a larger view of what you have to offer outside of what your Buyer’s Packet represents.  Another option is to include a disk in the Buyer’s Packet that offers a digital Look Book. Both of these options can save you expenses while also providing an extra something to your retail accounts and potentail retail accounts.