What Out-of-Stock Really Costs You
“If I had to single out one element in my life that has made a difference for me, it would be a passion to compete.”
— Sam Walton
Here’s a toughie for me. It happens a lot.
A retailer orders a line. The best selling item(s) sells out quickly. The retailer’s mindset is “let more of the line sell before I spend more money on that line.”
That was my mindset, too, as a retailer. Then as a buyer for multiple stores, I was taught a much more profitable way.
Wish I had known this when I was a retailer!!
Staying stocked in best sellers is one of the smartest things you can do.
Let’s say you sell the best sellers in a line in a week. Assume restocking is easy. It certainly is with Tango manufacturers’ low minimums.
But you don’t.
You want to sell more of that line.
You want to concentrate on other lines.
You remember who bought the best sellers and chalk it up to a fluke.
This is your potential profit loss assuming $10 cost/$22 retail – ordered in 6’s:
- First week you sell: $132 sales/$72 profit
- Second week you are out of stock: possible profit loss $72
- Third week you are out of stock: possible profit loss now $144
- Fourth week you are out of stock: possible profit loss now $216
Could you have sold 12 of each the 2nd, 3rd, and 4th weeks? OMG double your profit loss.
Now let’s talk about the even worse part. I know. It really does get worse.
Your customers are spending their attention (the most valuable thing they can spend with you prior to $) in your store.
Do you know how much it costs to get 1 person to walk in your door?
More than you think.
Out of stock in best sellers can mean:
- You lose customers’ excitement.
- Customers assume you won’t have what they want the next time.
- You lose foot traffic, momentum and sales.
This is why when I was a buyer – it was just as bad – or no – it was worse.
It was worse to not have best sellers in stock than to have overbought.
But as your rep it sounds salesy. “Stay stocked.” “Did you sell out already?” “You really need to reorder.”
So I don’t push it. I try to let you know if I think you should reorder – if it’s appropriate; but if I ruin our relationship being pushy – where does that get either of us?
I seriously love being on your team building business with you. Competing with you against yourself (being better than you were the year before) is super fun.
It’s more fun when we all know the best moves. It ups our game. It ups our win.
Have you read Sam Walton’s, Made in America? I recommend it!
xoxo,
❤️ AmyFay
“We’re all working together; that’s the secret.”
— Sam Walton
From your team player —
Winningly. Warmly.
🩷 AmyFay
🤓 Market Smarties: Owen’s Provisions, Manchester, TN and The Persnickety Pig, Cadiz, KY
