Page 58 - Spring Into Markets 2021
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Allocating space
When allocating space on your stall, there is one simple rule that will ensure products are given the right amount of space:
The proportion of sales equals the proportion of space
e.g. If the sales of Product A account for 15% of total sales, then Product A should broadly have 15% of the total available space on your stall.
To ensure that products are given the right amount of space, it is important to know what proportion of sales they are generating. Once you have identified the amount of space that each product or product category needs, the next step is to allocate the available space.
On a well managed stall, products don’t just simply ‘end up’ somewhere on the stall, they are placed in a space for a reason. Planned layouts generate more sales so it is important that you think about where and why a product should be displayed in a certain part of the stall. There are a number of factors to consider when allocating space. These include:
• What sells best
• What’s in season
• What do you want to promote
• What products are linked together — e.g. mobile phones and mobile phone
chargers
Ideally products/product categories that are your best sellers, are on promotion or at their seasonal peak, should have the best selling space on your stall. Your best selling space is the part(s) of the stall that are the most noticeable to customers as they walk past/approach your stall.
By standing on the customer’s side of your stall, and walking past your stall as your customers do, you will be able to identify the parts of your stall that are the most visible to your customers.
The most noticeable parts of the stall will vary, although in general, high visibility areas include:
• Centre, front of stall
• Side returns
• Rear wall (if not too far back)
  58 Allocating Space Guide 8

















































































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