Often when approaching your Pro Shop operation, it can be confusing and overwhelming to get everything running the way you would like. That is why this month I recommend for most everyone to get back to basics. When I visit martial arts schools, I often find that many school owners simply overlook the basics. I have listed here some key basics you should consider:

Lay out merchandise effectively.
Remember that the way you lay out your merchandise has a dramatic effect on what sells. Always feature the best selling items or items you really want to move at eye level. I have seen many schools that have their best items hiding in the corner of their display or tucked into a crevice in their display case. You can always decorate the low corners of your display with eye-catching items but make sure the item you want to move most is right in front of the face of the customer.
If you are displaying uniforms or apparel items, take an extra minute to set up the outfit on a mannequin. Your customer will want to see what the item will look like when they are wearing it and the mannequin is the next best thing to them trying it on themselves. To go one step further, make sure next to the mannequin you have a stock of the product available that is on display. Remember to make it as easy as possible for the customer to look at the display and purchase the item on the spot. If you are featuring an outfit that is on display, I recommend you have at least one or two units in every size so the customer can simply take what they need and go. It pays to have extra stock if a customer decides that they want to purchase more than one of the item (for themselves and a gift for someone, for example).

Make sure that you have complimentary items on the display placed together or in a package.
For example, if you are featuring a certain type of boxing glove, make sure that you have hand wraps or a deodorizing spray on display right next to them. You can also offer discounts if the items are purchased together as a package.

Make sure you have products available for people with varying disposable income.
Simply put, do not take up your entire display area with high ticket or expensive items. It is crucial that your product mix has items that occupy different price points. It only makes sense to offer expensive swords if you offering items on the opposite side of the spectrum Ð key chains and coffee mugs for example.

Make sure your counter or checkout area has products on display for impulse buys.
There is a reason why there are many small impulse type items at the checkout line at the super market. Your situation isn’t any different. Impulse buys are easy to sell when your members are paying for other items or purchasing additional classes. Again, make sure they are right out in front where your customers can’t miss them.

Make sure you go the extra yard for your customer.
This may sound more difficult than it really is. Sometimes customers need you to recommend a product that they are buying for a gift. Sometimes customers simply need advice on what size to buy or how a product might fit. Always ensure that you have someone around to help people who are perusing your pro shop area. Even if you don’t have a product available that a customer might be looking for, you can offer to source it for them. In many instances that item is probably something you already know how to get, and your customer will be very grateful if you get it for them.

Paul Reavlin is the president of Revgear.com and RevgearMMA.com. in Hollywood, California. Paul is a CPA and has a black belt in Krav Maga. For more info and pro shop tips go to www.proshopmentor.com or call 800-767-8288.