The Football Playbook
Forget Black Friday. Football season—especially the weeks preceding the Super Bowl—in many ways trumps the traditional holiday season because it actually gives retailers a chance to make some money on the sale of TVs, related electronics and add-ons.
“I am pretty passionate about the value of the football selling season,” Doug Schatz, vice president of electronics merchandising for the Nationwide Marketing Group, says. He creates a yearly merchandising “playbook” for members that addresses football season sales strategies retailers can also use during the crucial fourth quarter and into January, leading up to the Super Bowl.
“It’s really the Holy Grail of selling TVs,” he says. “By contrast, the mix of product that is sold at holiday time is typically smaller screen, and typically enjoys less of an attach rate.”