“Furniture Retailing 101: The Merchandise” explores the commodity retail furniture dealers sell. It begins by providing an insight into the actual products that furniture retailers market. It emphasizes that consumers can spend their money on any commodity they wish and that furniture may be well down on the list of priorities. It explains that in any given company a smaller percentage of merchandise is responsible for a larger percentage of sales. The chapter then touches upon the way in which merchandisers may develop, organize, and keep fresh an assortment of merchandise and how furniture retailers separate and segment their merchandise by categories. It explains one method of structuring a line-up of merchandise with Promotional, Basic, Step-up, and Umbrella merchandise. It addresses the furniture merchandising elements of Fashion, Selection, and Value.
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