Measure Year-to-Year Increases and Decreases in Department Sales

Measure Year-to-Year Increases and Decreases in Department Sales

Success with dollar stores means store owners are always looking for new ways of increasing business at their dollar stores. They also carefully monitor all key success indicators for their store. For example they examine not only total sales for their store, but also sales for each department in the store. They know that success with dollar stores requires growing total sales and that means sales within each department must grow as well. In this article I present some of the key questions to ask as you examine department sales for your store.

Are sales in each department up or down from the previous year? The answer to this question leads to almost instantly discovering ways of increasing business. Every department with flat or even lower sales is a target for improvement. Examine changes in product mix, merchandising methods, and other operational actions. Your success demands that you dig deep enough to understand the right changes to make. Those changes need to be monitored for signs of improved performance.

Has the rank order position of each department remain unchanged? Have the top sales-level departments seen an increase in total sales? The good news about this question is you will discover not only the problem departments, but also the departments that excel. While success with dollar stores demands that you invest to build sales for the lower sales departments, there is a huge opportunity to build store sales by continuing to build sales in departments with outstanding sales growth.

If there are changes, are they due to a change in the product mix for that department? As noted above all changes need to be understood. Frequently changes will have more than one cause. However, changes in product mix are frequently involved. These changes may be due to a change in suppliers, lack of availability of products, or decisions made in products purchased for resale. Don't stop investigating until you understand the principle drivers for product mix changes. If you have access to proven sellers, go ahead and include adding those products as a part of your overall sales growth strategy.

One of the easiest ways of increasing business at dollar stores is by building sales in every department. In essence it is to manage each department as if it is a store within your dollar store. Invest the time to really investigate what happened in departments that have seen sales decreases or with a drop in sales-by-department ranking. Make sure you understand the driving force behind those flagging sales. Then develop a strategy to build sales in those departments.

To your success as your discover new ways of increasing business at dollar stores!

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