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Out-of-Stock Messages

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Out-of-Stock Messages

My favorite quote from our C2O visual merchandising primer is “Prolonged NEGLECT of a seemingly minor detail can send all manner of negative messages” from Michael Levine’s Broken Windows, Broken Business. In this display of trail mix, candies and nuts, empty pegs (a whopping 35% of the assortment is out-of-stock) may inadvertently tell your customer:

  • All the good stuff is gone
  • What’s left is probably stale
  • This store is always out of what I want
  • This store doesn’t care about me
  • This business is in trouble


All those hidden cues and the lack of product add up to lost sales.  Fill those pegs, rearrange if necessary, and banish those negative notions.

Categories: November | Tags: Visual Merchandising , Sales | Comments: (0) | View Count: (1097) | Return

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Paula Haerr

VP Retail Services Connect2One

As vice president of retail services of the Connect2One buying group, Paula is recognized as one of the leading experts on products and merchandising in the college store industry.  From a collegiate retailing career that began in the mid-70’s to her role today in serving the needs of 550+ independent college stores, Paula’s knowledge of the channel has made her a frequent speaker at national, state and regional events.   A self-described “professional shopper,” Paula shares her insider tips on the latest trends in her “Paula’s Picks” blog and the much anticipated Connect2One What’s Hot semi-annual review.