Mentor in my early retail career gave me these questions to ask whenever I needed to resolve why an item wasn’t selling. I think it’s solid advice even today with all of our data driven decisions we make.
Am I in stock with the item or items?
Don’t just check your inventory system. Check to see if the actual product is on the shelf, as it doesn’t count to have the product only to have it in the back room! It is important to remember that best selling items often have multiple points of distribution, and every single one needs to have product.
Is it signed properly with the price?
Having a sign makes a huge difference in sales. The often used “signs are your silent salesmen” proves true in most cases. Signage includes price or shelf labels and signs to call out special pricing or discounts.
Is the planogram correct?
Sometimes something stops selling because an item gets moved by accident, or is blocked by another product. Both of these situations can negatively impact sales. Have a system of front facing to make sure your top sellers don’t get covered up, and another system to audit your planograms for accuracy.