The potential for increasing retail sales revenue is possible when you involve staff to help create awareness and motivation in clients. Here are seven tips to start with:

#1 Set the Goal

• Determine a goal for increasing retail sales products that works for your office.
• Using the goal, boost staff involvement with approaches such as maintaining the display and its information, re-stocking product, or through explanation of product benefits to clients.

#2 Staff Training is Essential

• Provide opportunities for staff to meet with and talk to sales representatives when items are brought in for retail sale.
• Clients will refer to product displays and brochures; allow time for staff members to look over the information attached to retail products in order to respond appropriately to basic questions asked by clients.

#3 Clients Listen to Recommendations

• Offer staff members the opportunity to sample retail items with their own pets.
• Retail sales will increase when a client feels confident that the items they are interested in have been used by members of their veterinary office.
• Create an office photo display board that shows pictures of staff members along with their pets and sampled items for the clients to see.

#4 Create Opportunities to Increase Retail Sales by Connecting Products to Seasons and Holidays

• For example, February is recognized as National Pet Dental Health Month and it also salutes International Dog Biscuit Appreciation Day. An advertisement that connects these days as celebrations has the potential to increase sales when it encourages clients not only to pick up dental health products while in the office, but also to buy some crunchy biscuit treats that reduce tartar!

#5 Motivate Client Involvement

• Remind clients to check out the retail sales area in your office by pointing out information that showcases products.
• Offer coupons for products as an incentive to visit the office outside of scheduled appointment times.

#6 Advertise Online

• Design a website to advertise retail sale products.
• Your website does not have to be used to sell items, but instead it can provide clients with the opportunity to review the products and then come to the office for pick up.

#7 Survey Customers

• Create feedback forms to collect customer opinions of products offered.
• Incorporate data from surveys to help determine a retail marketing strategy.

Involving just a little bit of planning, these seven tips can help to establish a new approach toward generating increased revenue from retail sales.

Contact your Covetrus representative today at 855.724.3461 to get more tips on boosting sales in your veterinary practice!  

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