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Buying And Pricing For Profit

Saturday, January 3, 2009


As 2009 fast approaches and the winter markets are about to open, Denny Nisch, national sales manager for Kansas-based Palmer Marketing Direct, offers suggestions for buying, displaying and pricing product.

Spring sales pale in comparison to fourth-quarter sales of a previous year. It's important to remember that May is an 8% to 9% month compared to December, which is a 22% month. When you're buying for spring and want your store to look great, remember that everything has to be in proportion to your May percentage. To keep your store from looking bare, take out fixtures in the slower months. For example, if you need 10 store fixtures in December, you probably only need five in May.

When I'm asked about adjusting prices to accommodate the current economic climate, my response is that perceived value is never out of fashion. When buying, find items with great perceived value that will allow you to keep your margins at the 55% to 60% needed to stay in business.

Note: You can reach Palmer Marketing at (800) 654-1511 or

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Categories we're tracking
In This Month's

  • Summer/Seasonal
  • Message Gifts
  • Stationery Accessories
  • Non-Jar Candles
  • T-shirts
  • Fashion Accessories
  • Reorders
  • Personal Care

While coloring books and related products were all the rage in Stationery Accessories last year, this year it's back to basics: note cards, journals and planners.

* Every month Giftbeat tracks sales in a a variety of product categories (more than 50 categories throughout the year). SIGN UP NOW to receive this vital information on which gift items are moving off store shelves.