Merchandising Matters! 20 Reminders for Busy Pawn Teams BY LISA LITTLE
Lisa Little, CPP, is the owner of Fieldstone Pawn in Georgia. She is an NPA board member and serves on the Membership Committee. Lisa was awarded the NPA Outstanding Image Award in 2021. She is also spearheading the effort to reboot the Georgia Pawnbrokers Association.
1. Get curb appeal with a clean, well maintained exterior and parking area with good lighting and well-manicured lawn area. 2. Give us a sign in good condition, easily readable, on-brand and positive. 3. Make it shine and give a clear view through windows and glass displays which are unbroken and in good condition. 4. Invite them in with an uncluttered entryway 5. appropriate music, a comfortable temperature and pleasing smells. Pet odors, body odors, cigarettes and food smells can kill the urge to shop, along with strong candles and air fresheners. 6. Help them find their way. Let the store layout direct customer movements seamlessly through the merchandise.
7. Dance in the aisles. Make sure aisles are easy to navigate and clutter-free (think wheelchairs and strollers.) Speed bump displays should be on purpose, not by accident. 8. A team with a view has no blind spots when not specifically manning the floor (i.e. from the counter, other areas) 9. Washy Washy Washy. Clean everything regularly. Don’t forget to look UP, DOWN and in CORNERS. 10. Light it up because bright lights with organized displays and good signage direct the customers’ eyes where to go. 11. Plan displays for maximum profit. Space is precious. Consider the return per square foot when deciding where to display inventory.
in 12. Use positive pop culture k signage and displays to spar ideas and interest in seasonal , and fad items. When possible on. acti to call a include 13, Rock the end caps. Use them right! Display seasonal merchandise and advertised specials on especially prominent ones. 14. Be like baby bear, not understocked, not overstocked, but JUST right. at eye level, 15. The eyes have it. What’s erent diff from k below and above? Chec merchandise gin -mar high e prim e Plac angles. ly. easi where people see it
16. Little eyes wander. Consider the little guys who wander away from parents. Are your lower shelves and displays child friendly? Could your displays topple? 17. Move it around. It’s amazing how many things sell just by moving them to a different shelf or area. 18. Fries with that? Add-ons and crossmerchandised items should be easy to reach, reasonably priced and displayed thoughtfully. 19. Starbursts, not secrets. Starburst price tags have been a proven selling tool for years - don’t keep customers guessing! 20. Step back and enjoy team members who have a special gift for merchandising. Let them shine! FALL 2021 | NATIONALPAWNBROKERS.ORG
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