Dive Into a New Product Category

Interestingly, she adds, “When we decided to add curtains, we ran a focus group, and the feedback we got was almost opposite from sales results. So buyers’ gut feel may be the best guide for new product areas and ideas.”

2. Choose items that are brand-consistent. “Even when testing a totally new category, you want it to look and feel like your brand,” says Revello. Also consider pricing, because it, too, has to be consistent with your catalog’s strategy.