“If a customer can’t see it, they won’t buy it.”
This simple sentiment by Bear Creek Country Store Manager Drew Tolbert summarizes why he puts so much strategy in their stores’ retail merchandise displays. With two locations, in Leonard and Bells, Texas, Tolbert said the retail displays their stores create are vital to product awareness and education.
The Bear Creek Strategy
With so much experience serving his community and marketing to their needs, we couldn’t help but ask Drew for some tips and tricks. Here’s what he had to say.
It’s All About Timing
At Bear Creek, end caps are rotated about every two weeks; however, they feature one brand for the entire month. Their featured brand has a prime display location, and that display is left for the month before it is returned to its regular shelf or warehouse location.
Tolbert said, after a month of being featured, customers will know to look for it or feel comfortable asking for that particular product line.
Displays are made based on timing and scenarios that are happening. For instance, during chick days, poultry products are featured. During the recent local “picnic weekend” pet food and poultry products were featured and on sale.
Signage Is Key
Tolbert said posting big “featured price” signs on products draw customers in. Even if the prices are regular retail prices, customers will still feel good about purchasing a featured product, regardless of price.
Prioritize Detail
“When we put the products in front of the customers, they are likely to ask more questions. Some will just be satisfied with the price. Others will want more information,” Tolbert said.
That is where information like sell sheets and product guides can come in useful for a display. Typically, he likes to post just the price, and have the customer interact with him or his staff so they can ask questions and perhaps cross sell or upsell.
Use ODC as a Resource
Tolbert said he learned during the recent Dealer Retreat the value of the Online Dealer Center (ODC) for materials to liven up his in-store displays. He can access brand logos, sell sheets, product brochures and more to print from the ODC, and he adds these to his displays.
Partnerships Matter
Bear Creek Country Store is an ag retailer. It is also a family-owned and operated store in two rural communities. That is why it has partnered with the local chambers of commerce.
“We try to have informative and friendly events to try to promote products, interact with customers and build our brand,” Tolbert adds.
Tolbert says a partnership like this helps get feet in the door, and helps the local customers realize that they are more than just a feed store. They run promotions through the chamber, and when the chamber of commerce has a big event like Picnic Days that draws a crowd, they see the benefit, too.
Another partnership Tolbert encourages is with the Area Sales Manager. He said his ASM Chris Kyle is another great resource who he can bounce ideas with. Chris sees a lot of different stores. In addition to sharing product knowledge, he also can share marketing ideas with Tolbert.
For More Information About Profitable Partnerships, Turn to BioZyme
From retail displays to online marketing and texting, Bear Creek Country Store is mastering its marketing efforts. Thanks for sharing your marketing advice with us, Drew. We count ourselves lucky to benefit from a partner so committed to care that comes full circle!
If you’re looking to partner with BioZyme for marketing support or resources, learn more about marketing tools we have available.