Do You Really Need a Merchandise Manager

It takes planning and analysis to determine the appropriate count. Generally, if 70 percent or more of your pages meets your profit threshold, it’s time to add pages. Then you need to build a pro-forma P&L for the additional pages, with the appropriate costs noted to ensure the lift needed to pay for the extra pages. In general, you’ll see half of the increase come back to you in revenue (e.g., a 10- percent space increase will yield a 5-percent sales increase).