Space Management in Fuction of Sales Increase

Sandra Mrvica Madarac () and Slobodan Stojanoviæ ()
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Sandra Mrvica Madarac: Veleuciliste Lavoslav Ruzicka u Vukovaru, Hrvatska
Slobodan Stojanoviæ: Veleuciliste Lavoslav Ruzicka u Vukovaru, Hrvatska

Business Logistics in Modern Management, 2009, vol. 9, 179-187

Abstract: Space management as a part of category management is an important segment in modern trade business. It plays a large role in achieving the goal of sales increase and satisfaction of customer needs in commerce. In order to successfully enforce it, space management has to be linked to other business functions, for example procurement. Keeping in mind that over 60% of purchases are the socalled impulsive purchases, merchants have to encourage consumers to shop and to increase sold quantities of their products through their business policy and methods. Customer orientation is reflected in adjusting the sales place to better serve customer needs and ensuring easier product location in the store. On the other hand, in order to increase sale, a merchant must pay close attention to categories and characteristics of a product, circulation product categories, adequate product placement within a sales space, defining shelf appearance and product placement on the shelves. Merchants can maximize positive solutions for themselves and their customers with analysis and comparison of sold quantities in different locations.

Keywords: space management; product category; sales space; product positioning (search for similar items in EconPapers)
Date: 2009
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