Your cover should feature one of your strongest sellers from one of your best-performing categories, or a variety of strong products from several good categories.
The Human Touch
Don’t forget to get the sales team involved. SQUINCH may identify products that shouldn’t be included in the catalog based on sales but may be tremendously important to a sales person in the field. Numbers tell a story, but they aren’t the only things to consider in good merchandise analysis.
Steve Trollinger is senior vice president of client marketing at J. Schmid & Associates, a Shawnee Mission, Kan.-based consultancy. He can be reached at (913) 236-8988 or firstname.lastname@example.org.