We asked: How can retailers encourage sales of caps, jeans and other apparel items beyond T-shirts?

"There are a number of methods retailers can employ to encourage sales of apparel items beyond T-shirts. The following programs have been utilized with excellent results:

• Create outfits by combining T-shirts with coordinating hoodies, caps, jeans and other accessories. Average dollar per transactions rates have been known to increase over 60% using this technique. In addition, units per transaction increase which will automatically increase your average dollar per sale.
• Use display fixtures such as mannequins and T bars to show complete outfits. Merchandise all of the items shown on the outfits on a table next to the fixture.
• Have employees wear the gear. This is simple and very effective!
• Hold a sales contest among the sales associates. Reward performance with incentives such as movie tickets, free apparel or cash.
• If a dressing room is available, make recommendations while customer is trying on clothes by throwing items over the door.
• Teach your sales associates to know the product. Nothing sells like knowledge of product.
• Create an impulse area at the cash stand with small items like jewelry, sunglasses and buttons, and train your team to up sell every customer with these items. Adding promotions like ‘2 fors' or Buy 1, Get 1 on accessory items will also increase sales.

"There are, of course, many additional ways to encourage sales. Experimentation and innovation can create a fun, enthusiastic atmosphere in your store, giving your whole team a lift. These are a few that have proven successful with retailers we have worked with.

"The most important thing is to always start every day with prayer, asking God to guide you in bringing glory to Him through sales of merchandise that spreads the gospel message of grace, truth and love found in our Lord and Savior Jesus."

Bill White
Director of sales
NOTW Christian Clothing