5 Tips for Retail Success

Many medical businesses have launched into the world retail. Simply putting up shelves, adding some product, and opening the doors won't drive the sales. Merchandising, display, promotions and a little retail know-how can set you up for success.

Eye Level is Buy Level 
Keep your products in easy access. Especially for the home health sector, many customers aren't mobile and if they can't reach a product they aren't likely to purchase it. Take tips from grocery stores and big box retailers by putting the items you wish to feature at customers' normal eye level. Other tactics are merchandising smallest to biggest putting lighter items at the top and heavier items at the bottom. This makes it easier to reach and less likely heavy items might fall.

Fully Stock
Keep shelves and racks full of products. There is a false belief that full shelves may look like items aren't selling, but actually studies have shown full shelves sell more. When displays are picked over it is less inviting to customers. Keep them full of product, neat and organized.

Talk it Up
Use signage and self-talkers to call attention to products. Signage can be informative to direct shoppers to the items of interest. Shelf-talkers can call out special offers, gift with purchase, or product benefits. Avoid hard to read fancy fonts or cluttering with too many signs.

Window Display
Create an eye-catching visual that draws customers in. Potential customers have a no-pressure area where they view your product offering in a beautiful display. Don't be afraid to use bold colors and some signage, especially if you have special promotion, but remember less is more. This isn't something to set it and forget it. Be creative and keep refreshing the display every month so that each time a customer visits it looks new and inviting.

Reception and Checkout Area
If you are offering services and retail, position your retail away from your reception area.  Ideally clients should walk through the retail areas to your reception. This offers the opportunity to browse. Don't keep products behind your desks areas. Customers love to touch, feel, and explore items. Remove all roadblocks to making a purchase.

With a bit of focus and attention to detail, your retail can be flying off the shelves! Have additional tips that worked for your business? Please share in the comment section below.

Add Value and Increase Sales!

In these economic times, customers are looking for more for less. Many have cut back on many items, even quite possibly their healthcare. By adding extra value with your products and services you can grow your revenue and give your patients more bang for their buck. Here are some easy ways you can add value to increase your sales.

Free Trial and Super Size
Never under estimate the word free. Clients love free samples or at home free trials! Offer samples of your latest pain relief cream. It will encourage more retail sales and they just might love that sample they tried. If you are carry a new line of lift chairs or braces, allow customers to try it at home for free for 30 days. Once the can't live without it, you ring up the sale. Another idea is to group products together to increase the perceived value of getting more for less. Examples could be a new wheelchair comes with a free wheelchair tote bag, a comfort pillow, and maintenance plan.

Showcase
Your retail areas should be easy to navigate with organized shelves, signage directing clients to their areas of interest. Take a tip from department stores and add a magic table. These are draped round tables that highlight a product or promotion. Allow customers to experience your products before the buy. Customers will be more inclined to purchase if they know what they are getting.

Goodwill
Tie your services and products to a charity or other socially responsible effort. Align with a cause that reflects your business and customers, such as breast cancer awareness, going green, sleep apnea, or lung cancer. Choose to donate a portion of service and product sales. Customers will feel better purchasing more if they are helping others. Your business benefits by increasing sales, creating goodwill, and increase PR opportunities.

Details Matter
Don’t forget the devil is in the details. Make sure your location is clean, warm, and inviting. Call customers by name and pay attention to their individual needs. Not all customers are alike and the cookie cutter approach to customer service does not work. Be sure to listen to the patients' needs and tailor your response to best serve them. Do weekly follow up calls for any in-service home appointments or deliveries. Not only does this provide customer feedback, but it builds a stronger relationship.

Adding more value in your offering will make customers feel their business is appreciated and builds loyalty. Share your tips below on how you have added valued to your offering and increased your sales. Small steps can have a big impact!