Polish Your Merchandising Skills

2. Add more choices, such as color or size options. Or include another version of the item that can be line-

listed without an additional photo or by using a small inset shot. This additional choice should be a higher price point, such as a deluxe version of the item.

Be careful not to encourage customers to trade down to something less expensive. Also, ensure that each of the extra choices is garnering at least 15 percent of the copy block sales. If not, you’re spreading the sales across too many items and probably are adding too much in operational costs to be effective.