Are menswear sales outpacing women’s?

AsktheExpertsQ: My menswear sales have been outpacing my sales of women’s wear for quite some time. Is this an overall market trend, or do I need to change the way I’m buying women’s wear (or get rid of it all together)?

A: Your trend is not that different from the trends we’ve been seeing. That doesn’t make it a great situation, but that’s just the current picture, and we’ve been seeing this trend for about two years now. So, here are a couple of action steps that may help you pick up the pace of your women’s wear sales (or all sales):

1. Test new products –- then test again, and again. Increase your vendor structure turnover.
2. Build more sales stories. Every week set a goal to collect great selling stories. This gives your sellers new information to work with when they speak with customers.

Good luck!

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avatar About Steve Pruitt

Steve Pruitt is founder and Senior Consultant of Blacks Retail Analysis and Blacks Consulting. With over 30 years of experience, Steve is one of the most respected merchandise analysts in the industry. His specialty is apparel merchandising and he has worked with clients in every sector of this category. Steve’s approach is highly customized; he tailors his analyses to the particular needs and market of each client. His work ties together the merchandising piece of the business with the client’s overall financial goals to increase sales and streamline operations. Steve is also a trusted general business consultant, known for his ability to help retailers plan growth and manage change.
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