"The[se] items should be placed in multiple locations, since one location equals only one chance for a sale," added Roderick. "Key placement areas should include the place where the instruments reside, the accessories area, and at checkout. Whenever possible, allow the consumer the ability to touch, read, try on, and pick up small goods. Sales will outweigh shrink. Example: place matching straps on guitars and have a mirror near by."
"In the case of pickups, if it is at all possible, the store should have an example in an instrument for customers to try," said Melchiorre. "Otherwise, it is a tough call because the dealer has so many brands that offer multiple products. It is impossible to make them all stand out. Without a 'test' product, I think they have to be easily seen near the checkout. Another alternative is to put a pickup or pickups near the instruments with a sign that says something like, 'Players who bought this model/type found this pickup sounds great.'"
Said Rosenfeld: "The best place for impulse items is at the register. No matter what, everyone passes by the register. Therefore, even if the customer never made it into the guitar section of the store, on the way out they will see picks, pick holders, guitar tuners, strings, straps, cables, slides etc., which will entice the consumer to make that impulse buy on the item they weren't looking for or may have forgotten they needed."
Wenzloff concluded with this different approach. "Get the accessories out from behind the counter! Place accessories as near to associated staple products as possible. Utilize your entire store to display accessories. Ask suppliers for POP display support. Make your store layout unique. Allow your customers to see and touch 'impulse' buys. Do not let potential theft deter you from making extra 'impulse buy' income. Relocating your checkout counter near the store exit or having a package check station can help manage theft issues."
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