Putting Merchandise Results to Work

• Look at your annual top performers and make sure you grew sales on these items.

• Compare average price offered (APO) and average price sold (APS) for the book and each category.

• Study changes from last year to this year, plan to this year's actual.

Planning for the Next Season

Having reviewed results, you need to find and maximize growth opportunities, and spot and minimize troubles for this coming year. This is where great catalogers separate themselves from mediocre ones. Take action based on quantitative and qualitative information to optimize the next promotion.