New MANHATTAN Pegwall Gondola Display Showcases Products For Quick Sale

MANHATTAN recently announced a new Pegwall Gondola Display Starter Kit and accessories that optimize reseller selling spaces, expand product display options and unify brand messaging with a practical merchandising platform. Easily outfitted with a selection of hooks, hanger arms, shelves and other accessories, the Pegwall Gondola Display simplifies retail merchandising to help distinguish MANHATTAN from a growing number of competing component, peripheral, cable and accessory brands. Its durable and easy to maintain, gray powder-coat finish and light reflector complement most store interiors and highlight full-color MANHATTAN packaging to create a bright, inviting and profitable selling environment. The tubular steel modular design makes it easy to connect multiple units back-to-back or in-line for dramatic retail presentations that give years of good service and bottom-line results.

Black Friday Sales Seen Rising

In a recent Dealerscope article written by Stephen Silver, sales on both Black Friday and Cyber Monday are expected to rise this year over 2008's levels, according to a study released Monday by accounting firm BDO Seidman, LLP.

According to the BDO Seidman Retail Compass Survey, which interviewed chief marketing officers at top U.S. retailers, combined sales on Black Friday (Nov. 27) and Cyber Monday (Nov. 30) will rise 1.8 percent over last year. Also in the survey, 96 percent of retailers said they will increase promotions and discounts this year; 37 percent of respondents named consumer electronics as the product category that will see the most discounts this year, the highest number in the survey.

“Retailers plan to focus on promotions for the entire holiday season so there will less emphasis on Black Friday and Cyber Monday than in years past," Ted Vaughan, a partner in BDO's Retail and Consumer Product Practice, said as part of the announcement. "Further, the heavy discounting necessary to get consumers out and shopping on Black Friday and Cyber Monday will preclude retailers from reaping major sales gains. However, the fact that most retailers do not expect to see a decrease in sales on these days is a sign that the economy is stabilizing.”

Read the full story and the survey.

Know More and Sell More

Technical knowledge and expertise can be a powerful advantage for resellers. Thorough product understanding can sharpen intercommunication skills, encourage enthusiasm and help overcome customer objections – all of which can help increase sales. But it’s a careful balance. Not everyone is technically savvy, and just a little expertise at the right time can often go further in building a good customer relationship. Sharing too much too soon, anxiously demonstrating details or reciting specifications can overwhelm, frustrate and discourage a potential buyer. Instead, sell the customer a solution to one or two specific problems they’ve mentioned. When properly applied, product knowledge can help transform any employee into a sales performer and develop every prospect into a loyal customer.

MANHATTAN Retail Tips:

• Schedule do-it-yourself upgrades, how-to-install clinics, free PC check-ups and new product demonstrations
• Allow the customer to speak and ask questions to help direct the presentation and formulate the solution
• Ask leading, open-ended questions that permit a customer to reveal actual issues or needs
• Explain features and benefits in easy-to-understand terms and avoid advanced, technical jargon
  

MANHATTAN is a leading global provider of single-source personal computing solutions protected with a lifetime warranty for work, home and mobile venues. For our full line of Components, Peripherals, Cables and Accessories, visit www.manhattan-products.com.

Opportunity Usually Only Knocks Once

So be ready to answer! Especially for resellers with obstructed, small or no window-fronts, the customer entrance makes a crucial first impression. Is the door in good operating condition, free of annoying squeaks and without scratches, rust or peeling paint? Make it invitingly easy for customers to come inside, browse and buy. Remove any hazards or barriers, and keep the entrance and its surrounding interior and exterior areas clean, neat and well maintained. Once they’re inside, make customers feel welcome and comfortable while they remove coats and sunglasses, survey the interior and adjust to a new environment.

MANHATTAN Retail Tips:

• Remove any unnecessary decals and clutter from doors and windows to brighten the interior and encourage curious passersby to enter

• Keep doors and windows crystal-clear and replace damaged, mismatched or missing hardware

• Avoid bombarding customers with confusing messages, bright lights, loud sounds and "Do Not" signs that project a negative first impression

• Introductory displays at the entrance should welcome, educate and direct the customer

MANHATTAN is a leading global provider of single-source personal computing solutions protected with a lifetime warranty for work, home and mobile venues. For our full line of Components, Peripherals, Cables and Accessories, visit www.manhattan-products.com.

Bluetooth Speakers: The Next Market Phase for Bluetooth

Bluetooth has become a major player in wireless communications. It seems as though every portable device, from phones to MP3 players, is Bluetooth enabled. This technology has allowed people to share information and devices without complicated network hookups and cables. Portability and connectivity has become part of Bluetooth’s mission.

Everyone has seen people using the Bluetooth headsets that allow them hands-free use of their mobile phones. There are stereo headsets, mice, keyboards and other devices being released every year. As the Bluetooth market grows, so too does the range of products that now come Bluetooth enabled.

One area of great development is Bluetooth speakers. Until recently, the only Bluetooth speakers available were typically desktop speakers, which had limitations because of their small size. Now there are larger speakers, with rich, full stereo sound. With the convenience of Bluetooth, you do not have to worry about connecting your sound source to your speakers. Bluetooth connections make it easy to connect multiple devices without having to change wires or purchase expensive docking systems.

As the list of devices that incorporate MP3 players and Bluetooth grows, so does the convenience of using Bluetooth speakers. Even cell phones are able to store and play MP3 files. With all of these portable players available, the convenience of using full-sized speakers is even more evident. You do not need special equipment, and anyone can connect his or her devices to the speakers. This makes entertaining easier than ever before. With a push of a button, your speakers are ready to be linked with other devices. You do not need to have a single source for your music any longer.

Expect to start seeing more Bluetooth speakers in your retail shops. MANHATTAN has introduced the 2800 Acoustic Series Bluetooth Bookshelf Speaker System. The design is compact enough to fit into smaller spaces, but has the full sound of floor speakers. It follows the same easy connect methods that are in use with other devices, as well. Devices like this will be appearing more often.

MANHATTAN 2800 Acoustic Series Bluetooth Bookshelf Speaker System

Mix It Up and Make It Easier for Customers to Buy More

Ideal for resellers with a broad yet related product range, cross-merchandising, or “solution selling,” can help customers realize the value in product relationships and compel them to purchase add-on items. Arrange primary-demand and complementary products together in order to offer customers a single source for purchase, installation and enjoyment. For example, a cross-merchandised “mobile computing” display might feature backpacks and briefcases, power adapters, lap desks, Web cameras and other peripherals with signage that expresses a portability theme. Other simple cross-merchandising techniques can be equally effective. Include mouse pads near mouse displays, set graphics tablets along with keyboards, and present assorted cables alongside USB peripherals. Once customers have decided to buy, cross-merchandising encourages and suggests incremental sales. Try it in several departments with different product lines and observe how customers and revenue respond to these subtle retail cues with little additional reseller effort and cost.

MANHATTAN Retail Tips:

• Keep cross-mixed displays in high-traffic areas and focused on specific scenarios using sufficient quantities of primary-demand and impulse items to make an impact

• Coordinated cross-merchandised interior and window displays increase visibility, attract customers and boost sales – try seasonal, holiday and other motifs and quickly replace when no longer relevant

• Use larger items within product lines as props for smaller items

• Cross-merchandised displays can be effective near store entrances, sales and service desks and waiting areas to satisfy immediate needs or support promotions

MANHATTAN is a leading global provider of single-source personal computing solutions protected with a lifetime warranty for work, home and mobile venues. For our full line of Components, Peripherals, Cables and Accessories, visit www.manhattan-products.com.

Put the Right Products in the Right Place

Location, arrangement, light and other visual retail elements can help catch shoppers’ attention and greatly enhance their mood to browse and buy. Most experts agree that products sell best when located slightly below eye level. Make the best use of this high-value space and display high-margin or impulse items where customers will find them. Few customers will exert any extra effort to buy hard-to-reach products. If goods don’t sell quickly, reposition them to increase visibility before discounting. Buyers are also unlikely to rummage through unorganized or overstocked shelves, peg walls, racks or aisles. The same is true for dusty and untidy presentations. Clean store fixtures often, rotate items, and remove faded, damaged or obsolete packages to maintain a well-kept appearance. A neat, orderly display, a new location or an uncluttered retail space can often give sluggish products new life and keep top sellers from an early demise.

MANHATTAN Retail Tips:

• Apply a fresh coat of interior wall paint, replace faulty bulbs or dim, outdated lighting, and accent products with colorful packaging to create interest and capture attention

• Go “digital” and incorporate flat-panel displays with audio to demonstrate products and support promotions with color, motion and sound

• Discover employees with merchandising talent and skill and give them the freedom to experiment and create store displays

MANHATTAN is a leading global provider of single-source personal computing solutions protected with a lifetime warranty for work, home and mobile venues. For our full line of Components, Peripherals, Cables and Accessories, visit www.manhattan-products.com.

Make the Most of Your Selling Space

Balancing traffic and directing customer flow throughout a retail area can help improve overall sales and optimize every square foot — or square meter — in a reseller’s shop. In most Western cultures, customers typically turn right after entering a store, which can make the wall and floor spaces near the entrance some of the most valuable selling zones. These areas are ideal for an attractive mix of affordable merchandise and a few promotional and discounted items. Prominently display highly sought, primary-demand products in the rear spaces to draw customers through the store and increase the visibility of other products along the way. Don’t forget to include add-on and impulse items near and around the sales desk. This is often among a store’s most traveled sites, and it’s the place where customers are ready to buy and waiting with their wallets open.

MANHATTAN Retail Tips:

• Measure the total amount of selling space – walls, floor and fixtures – then calculate and monitor sales by area, product category, transaction, employee and other “retail math” ratios

• Dedicate the most productive space for the most profitable inventory

• Maximize product choice and prevent stock-outs but avoid overcrowding or overstocking selling spaces
  

MANHATTAN is a leading global provider of single-source personal computing solutions protected with a lifetime warranty for work, home and mobile venues. For our full line of Components, Peripherals, Cables and Accessories, visit www.manhattan-products.com.

When the Going Gets Tough, the Tough Get Going

Despite the challenges facing businesses today, sales are still made and people still buy. Getting back to retail management basics can help a reseller out-perform its competitors and succeed in these slower times. First of all, get the right merchandise in the right place at the right time and keep courteous, well-trained staff ready to sell when customers are ready to buy. Encourage staff to suggest ways to revitalize merchandising, displays, store appearance and signage to keep stores organized and appealing. Customer-friendly policies, procedures or programs can help attract new customers and encourage incremental sales from existing buyers. Of course, it’s always wise to carefully manage expenses, but don't let a tight fist keep customers from enjoying the experience that they’ve come to know and expect. Experts agree that even when budgets are stretched and margins are thin, it costs more to find a new customer than it does to keep a good one – especially now, when every customer and sale count.

MANHATTAN Retail Tips:

• Do what is promised and do it better than the competition

• Keep the focus at the customer level – friendly attitudes, kind greetings and prompt attention and service cost little but can provide big gains

• Front-line employees must be at their best when engaging customers during off-peak business cycles

• Coach and motivate staff to keep customers excited about doing business with the company – don’t give customers a reason not to buy
  

MANHATTAN is a leading global provider of single-source personal computing solutions protected with a lifetime warranty for work, home and mobile venues. For our full line of Components, Peripherals, Cables and Accessories, visit www.manhattan-products.com.