Enthusiasm when inventory is low

by Steve Pruitt

Q: I know that the current retail climate requires that I cut back on some merchandise and keep in-season open-to-buy, as you suggest. My question is, how do keep my staff enthusiastic about selling when there’s not as much inventory to sell?

A: Salespeople don’t just get excited about merchandise, they get excited about new merchandise because it gives them new products to sell. Focus on using your in-season OTB to flow new goods and keep your staff excited with all the great fashion that’s available right now.

Date answered: 03/06/2009
Question raised by: Cutting Back