Merchandising 101

Windows

1. Change the mannequins weekly, always dressing them in new arrivals and most importantly keeping them seasonally correct. Do not dress them in hoodies when it is 100 degrees outside or tanks when it is below zero.
2. Please use shirts you have large quantities of in stock and are new arrivals, best sellers, or classic witness wear.
3. Detail your mannequins; add a handbag and shoes, or backpack and hat, for a completed look. Keep accessories clean and simple.
4. Keep your windows clean and free of debris inside and out. Also make sure they are clutter free. Clean windows monthly with Windex or soap and squeegee.

Walls

1. Keep all water falls and face outs full and sized with a complete run of each style. All hangers facing one way!

a. Waterfalls = 14 Hangers (S-2, M-3, L-3, X-3, XX-2, XXX-1)

2. As merchandise sells down, move it and replace it with something new. Do not wait to be restocked on items. If size run is broken, move it. When it comes back in, then redisplay it.
3. Move items with broken size runs to 4-ways or underneath stacks on tables.
4. Be proactive in buying. If you notice a new arrival is a complete hit, re order quickly to ensure you stay in stock.
5. If something is not selling, move it! Sometimes moving an item around will help it sell through. If an item is on the bottom, move it to the top or to eye level and vise versa.
6. As the season progresses, be proactive in keeping your stores looking full. This may require you to move sections around as they sell down or double expose product to keep an area looking its best.
7. Keep vendor sections separate.

Merchandising Insights:

A. Stock only enough. It is a proven merchandising fact that limited size runs produce more sales. Try and keep a normal size run. This looks good on the arm and is offering just the right selection of each size. You can double face the items on a waterfall and a table or on two waterfalls so you have enough product. Then reduce to single facing when product runs low.

B. Rotate! Constantly rotate your outfits and items on the wall! It is amazing the difference in appearance that it makes! There will always be new combos and new positions to rotate on the wall! Just think of how many outfits you personally make with one shirt!

C. Sweatshirts up high. Customers will ask for hoodies and jackets when merchandised up high. Keep in mind that if a hoodie is up high it would be good to layer a T shirt that is lower or mid wall. This gives it a chance to be seen twice and also up sells an outfit at the same time!

D. Color coordinate and group like items. When outfits can be made it is a good default method to keep them lined up in vertical rows. Pants, shorts or skirts at the bottom then above that a fashion piece top, then above another fashion piece or a jacket or sweatshirt. Make everything coordinate.

Denim

1. Keep all table stacks full with a complete size run of each style of premium and/or fashion denim.
2. Make sure all stacks are neatly folded and sized with a sticker for ease of shopping.
3. Make sure new arrivals/best sellers are placed on the top tiers and older/slow selling items are placed on the lower level.
4. When stacks get low, please switch out the style for one that you have stock in.

Tables

1. Keep all table stacks full with a complete size run of each style.

1. Table Stacks = 14 Shirts (S-2, M-3, L-3, X-3, XX-2, XXX-1)

2. Make sure all stacks are neatly folded using the folding boards and sized with a sticker for ease of shopping.
3. Make sure new arrivals/best sellers are placed on the top tiers and older/slow selling items are placed on the lower level.
4. When stacks get low, it is ok to double stack a design but keep t-shirt colors the same (i.e. black with black, blue with blue).
5. Shoe tables should remain full at all times with all sizes represented and restocked on a daily basis.
6. Tables should have signage at all times.

Merchandising Insights:

A. Try and keep shirts colored coordinated and grouped! Have the colors of the T-shirts flow so that it is easy on the eyes rather an eye sore!

B. Tables are easy way to see what is selling.Blank spots and dwindling runs are a good indicator of what the customer is going for or who your customers are.

C. Always fold so that design is most visible.

Cash wrap

1. Change the display behind the cash stand monthly. It is a great place to showcase coordinating outfits with matching t shirts, hoodie, hat, belt and wallet). This is a display area only and not an area to house product (only show 1 of each style). Think Lifestyle! Keep the area fresh and update it regularly with new arrivals/seasonal product/best sellers.

2. Cash wrap should be free of clutter. (i.e. hangers, shipment, and merchandise on hold for customers)

3. Food and drinks are NEVER allowed at the cash wrap.

4. Standing, leaning, and loitering around the cash wrap are prohibited.

5. The only items allowed at your cash wrap are point of purchase items like gift cards, buttons, hacky sacks, guitar picks, jewelry, featured CD’s and brochures.

Merchandising Insights:

A. Display case should be only for display and expensive items. People want things accessible. Items in display cases tend to get ignored. Display cases should be used for display. Treat it like a display window. Decorate it with the latest theme.

B. Accessories will sell better, look better and be controlled better if they stick together. Try and avoid scattering them all over the place.

Daily Maintenance

1. Restock the sales floor regularly, replenishing sizes and refilling styles.
2. Clean, dust, and sweep all areas of the store daily.

a. Displays

b. Cash wrap

c. Fitting Rooms

d. Bathrooms

e. Fixtures and Shelves

3. Change burnt out light bulbs daily and redirect spotlights to avoid dark spots in the store.
4. Trash should be taken out daily.
5. Stockrooms need to be clean, neat, and organized daily.
1. All back stock should be organized by gender/style and easy to find so restocking the sales floor is quick and efficient.
2. All fixtures should be organized and stored safely.
3. Refrigerators and microwaves should be clean on a weekly basis.
4. Ladders should be stored safely.
5. Bathrooms need to be clean, neat, and organized. Each store should have its own bathroom cleaning schedule.

Accessories

1. Accessories should be displayed in clothing breaks by gender/vendor/style.

2. All accessories should be displayed on the sales floor with a minimum of 5 units per style/item.

3. Music Department should be restocked regularly, labeled with the appropriate yellow price stickers, and filed alphabetically.

Clearance Areas and Procedure

1. All racks organized by style, then color, then size.

2. All clearance merchandise should be tagged with pricing gun and tags slashed with the appropriate seasonal color.

3. All clearance racks should be clearly identified with the appropriate signage:

4. Examples:

a. 2 for $25 T’s -1^st Markdown

b. Clearance (25% off Rack) - 1^st Markdown

c. 50% off Clearance (All merchandise marked to 50% off) 2^nd Markdown

d. 70% off Clearance - Final Markdown (Consolidate to 1 location if you have multiple locations. All merchandise marked 70% off. Can use for events too!)

Merchandising Insights:

A. First, as size runs break down, move merchandise off the wall to a 4 way or a rounder.

B. Next, once markdown schedule is set, move to 2 for $25 Four Way Rack or Table. (Signage required!!)

C. Third step is to move to a 50% off clearance rack.

D. Then fourth and final mark down to 70%.

Restocking Procedure

Restocking the sales floor is critical to having a successful season of sales.

Restocking Schedule

• Restocking Times: Restocking should take place at least weekly after the store is closed or before the store is opened.
• Staff Required: Leadership (Key Holder) + 1 associate
• Days: Saturday night or morning, Tuesday night.

Picking a restocking team

• Detailed and organized
• Great with prioritization
• Has some merchandising experience
• Works at a fast pace
• Works well without supervision
• Completes projects on time
• Knows the receiving procedure and has passed the receiving test

Manager Involvement

• Explains the task at hand clearly
• Runs restocking report and leaves lists for team to complete
• Makes the restocking Schedule
• Follows up with team
• Sends needs list to buyer or manager for reorders

Restocking Team’s Duties

• Receives in new product

• Restocks sales floor according to new arrivals, best sellers, and sales
• Creates a needs list for out of stock merchandise
• Re-merchandises floor when necessary using plan-o-grams and merchandising tools.
• Makes sure all restocked product is sized and labeled accordingly
• Leaves store clean, neat, and organized.