WHAT CAN RETAILERS DO TO KEEP THEIR MOMENTUM GOING NOW THAT SALES ARE PICKING UP?

Q: Our May sales are finally seeing an improvement. What do I need to do to keep the momentum going?

Steve Pruitt: We are seeing stronger sales this month now that the sun is shining and we’re deeper into the spring season. Of course, part of this rebound is due to the fact that we are going up against very weak May sales last year.

It’s worth keeping in mind that markdown season is just around the corner. I would highly suggest that you take markdowns that are even less than normal to keep your margins up.

We’ve learned that taking steep markdowns doesn’t mean you will drive more business. And, as a specialty retailer, your marketing edge is your unique product, not your discounts. Focus on great products and great service to keep your momentum going.