As a specialty floor covering retailer, the first thing you need to consider is whether your product selection is worth the trip that a customer must make to get to your showroom. Occasionally, a retailer will ask me, “Is there such a thing as having too much product?” Yes, I believe there is — especially when it’s just an assortment of dirty, damaged samples that you have lying around.
Showroom size and content should be governed by the business plan you’ve established for your showroom. You need a plan for reaching the customer segment you’ve targeted, and you must carefully consider what products you will need to attract those customers. When you indiscriminately add samples on a whim (because they were free, for example), you create only clutter and confusion for both the consumer and staff. If a retailer keeps on hand too many samples from which to choose, he promotes option anxiety in the minds of his customers. You need to have a focused plan to reach your goals!
It’s also a good idea to differ your products from those of the competition. Keep in mind the economic laws of supply and demand. Products that are in short supply garner higher prices. Prices fall on products in ample supply! “Me-too” products also confuse the customer. It’s hard to justify features and benefits on me-too products, which means the only thing you have to sell is price. Often, that leaves you no recourse but to go lower on price!