Selling Space Planning and Management

Description

Selling Space Planning and Management 

This module addresses planning the optimum allocation of selling space across merchandise departments for new build stores where there is no prior sales history, and the replanning of space allocations after the store has some sales performance to build on.   

Who is it Suitable For? 

This program is designed for: 

• Headquarters store operations management who need to drive sales and gross margin per square foot or square metre of selling space 
• Buyers and merchandisers who need to plan assortments and inventory investments to drive sales and gross margin per square foot or square metre 
• Area and store managers who need to tune the performance of stores they are responsible for 
• New hires into retail headquarters functions involving aspects of selling space management or visual merchandising 
• Those involved in new store design, store refurbishment programs, or fixture selection and deployment 
• It will also benefit category management and trade promotion teams in consumer goods manufacturers who deal directly with retailers 
• And is also valuable as part of induction training for retail management trainees, retail IT teams, finance teams and others who need to understand space productivity more fully 
• People who sell or market to retailers, especially IT suppliers with relevant software, such as planogramming. 

Objectives  

The objectives of space management are to:  

• Make the store inviting for the shopper 
• Make the store easy to shop 
• And to achieve the company goals in terms of sales and profit contribution.  

By the end of this module, you will be able to: 

• Describe a process for planning the allocation of selling space to departments in a new build store 
• Describe an analytical process for reviewing and tuning the use of selling space in existing stores 
• Identify the data necessary to carry out these analyses 
• Construct an approach to clustering stores to support further analysis 

Detailed Content 

The detailed content includes: 

• Space Planning
  • Space planning and merchandising
  • Planning selling space
  • Data required for space planning
  • Clustering stores
  • Store cluster assortment planning
  • Space Management
  • Space management process overview
  • How do you determine space allocations for a new store?
  • Space productivity analysis – new stores
  • How to determine space allocations for a new store – continued 
• Space Management
  • Space management process – regular review
  • How do you tune space allocations for an existing store
  • Sales to stock ratio (% shares)
  • Space productivity analysis - existing store
  • Exercise 1
  • Exercise 2 
• Mastery test 
• Learners completing the mastery test and obtaining a 70% pass mark will also receive a mastery certificate and digital badge upon completion. 

Benefits of Studying This Program 
 
Learners studying this program will be able to improve selling space productivity and business profitability of the space assets they are involved in. 
 
Hours of Study 
 
1 to 1.5 hours 
 
Resources Included 
 
The class includes the following downloadable resources for printing and review: 

• Space management action planning spreadsheet to help you plan improvements 
• Space management key factors guidance checklist 
• Subjective factors affecting department and product placement checklist 

Pre-Requisites Necessary 
 
None, but those with no previous retail experience will find it beneficial to study the Overview of Retailing Class first and the Introduction to Space Management Class. 
 
After This Program 
 
This program is module 2 from our Space Management training suite. Other modules will be released in future months. In the meantime, you can access the follow on content for the remaining 4 modules in the Retail and Consumer Goods Industry WIKI and EPSS here.