Tuesday, November 29, 2011

So you want to jump-start Q1?  Not so fast.

Before you jump into the fray of a "One Day Sale" or other such "fire sale" tactic, get your ducks in a row first.

*    Know what Q1 business is coming back
*    Know what's not
*    Look at your Q1 '09 Average Unit Rate and assess whether it will be the same, better, or worse than last year
*    Compare this information against your new budget goals for Q1 2011
*    Break down Local Direct and Agency, National, NTR, Digital

Then, depending on the delta that exists, you'll have a good idea of what you need to do to jump-start the year.  A one-day sale is fine, but you don't want to under-price when you don't have to.  Always, always, have a good handle on your inventory.

Now go!