A blog on issues affecting Australia's newsagents, media and small business generally. More ...

Sunday newsagency management tip: give people waiting something to buy

candylaneSupermarkets, fuel outlets and convenience retailers nail the candy lane, the floor space in front of the counter where people line and wait to be served. It’s called the candy lane because it’s where candy is often sold. I am using the term to refer to the space and not products.

What is it you present to shoppers who approach the counter, any counter in your business? Are impulse purchases by your shoppers growing?

Products need to be easily understood and relevant to your business. They need to be products on which customers can make a split-second decision.

My management tip for you today is to manage your candy lane for success.

Success is shoppers purchasing items on impulse from display units placed in your candy lane.

Track your results by knowing the quantity of an item you place in the candy lane and when. My philosophy with this is simple: do more of what works and less of what does not work. Sales results guide your decisions.

Take a look at your own candy lane and think about what you can do to get more action from customers.

The photo shows the candy lane in a US drug store (large convenience store).

5 likes
Management tip

Leave a Reply

Your email address will not be published. Required fields are marked *

Reload Image