|CATEGORY KEY: Increasing your Bible software sales|
|Written by Marianne Gelski|
|Wednesday, 23 March 2011 03:46 PM America/New_York|
When it comes to Bible software, many Christian retailers experience great success selling it, while others struggle. Successful stores consistently offer a good selection, maintain the category with proper merchandising, face the product outward and train their staff to use the category.
Nate Richards, manager of Dicksons Bible & Book Store in Highland Park, Mich., is proactively selling Bible software to his customers. He set up a computer in his store, put Bible software on it and personally shows his customers how to use it. His software sales have jumped from nothing to an average of 2%-3% of his overall sales.
“Software has become a significant category in my store,” Richards said. “You’d be amazed at how many people don’t know these time-saving tools are available.”
The market potential is there—eight out of 10 people who walk into your store have a PC or laptop computer. Regarding competition, Christian software is a category that only Christian retailers offer. There is no competition with Sam’s Club, Barnes & Noble or Wal-Mart in this category.
Additionally, many Christian software publishers offer a frontliner training program to educate your staff on how to use the software. Many times these programs will provide your frontliners with a free or reduced-price copy of the software for their own personal use. This is a win-win for Christian retailers. The frontliner becomes more knowledgeable, confident and enthusiastic in selling the product and, as a result, sales increase.
Software is a high-dollar, high-margin category in Christian retail that can make a difference in your profits. Christian retailers need more of these types of categories to help them stay viable.
Selling software takes effort, just like selling a Bible or reference book. Having trained frontliners, offering a good selection, defining your category and properly merchandising products will give you the results you need to increase your overall bottom line.