A Retailer's Playbook
There's no doubt that in football your offensive strategy and play calling is extremely important. Picture a coach on the sideline watching the trick play that he has just called unfold. Nothing is more satisfying to him than watching it executed without a hitch. That play, though, would have never worked if his players hadn't first mastered the fundamentals of blocking, tackling, passing, receiving and communication.
The same concept can be applied to retailers. While technology gives us some great trick plays to help sell more products, these trick plays are essentially useless unless retailers have mastered some key fundamentals.
Let's start with Sales Fundamental #1. Are you carrying accessories? Most importantly, are you carrying the right accessories? You need impulse-buy accessories as well as accessories to complement each piece of hardware you have in stock. Make sure you have depth and diversity within that mix. For instance, if you carry televisions, make sure you’re carrying HDMI cables at different price points and sizes. If you carry cellular, make sure you have an assortment of colors and types of cases for the popular smartphones. Diversity is key to making sure you are competitive and prepared to meet the needs of today's consumers.