Tuesday, November 13, 2012

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" tactics, get your ducks in a row first.

* Know what Q1 business is coming back
* Know what's not
* Look at your Q1 '12 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 2013
* 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!