Hot House lessons applied in depots

Landmark Wholesale is aiming to boost independent retailers’ sales using learnings about the best selling products in its Hot House programme.

Comparing year-on-year figures, it found that Hot House retailers’ sales are up almost 25% across their core range, while the average independent retailers’ core range sales are up just 3%.

Raj Krishan, retail controller for Landmark Wholesale, explained: “The data shows that while Hot House retailers are maximising their sales opportunities by having these key items in stock, many other retailers are missing out on potential sales that are going elsewhere, and possibly out of the independent channel, just by not having the top selling lines in stock. It points to the fact that many retailers don’t actually know what the core range is and that is why Hot House has always focused on retailer education as an underlying part of the programme.”

As a result of this data, Landmark Wholesale is to extend its education beyond its Hot House retailers, by implementing educational advice at depot-level among its member wholesalers.

Already, core range items are flagged up in-depot by rack-edge labelling, but Landmark Wholesale wants to increase retailer awareness of top-sellers and the importance of having these ranges in-stock.

Krishan continued: “Working with the Landmark membership we are looking to trial some educational tools, giving all retailers easy access to this vital sales-enhancing information, for example through in-depot posters and shopping lists.”

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