"Organised and concise... Andrew's advice will motivate and inspire you to make your museum store all it can be."
This major 400-page Handbook distils the exceptional experience of one of the world’s leading museum store consultants, Andrew Andoniadis, who has advised on over 300 separate museum store projects. Designed either to be read from cover to cover, or to act as a reference on specific issues, this comprehensive new publication spans both the art and the science of museum retailing.
The art includes topics such as product selection, merchandising, display, customer service, layout and design. The science includes the numbers and key ratios needed for effective record-keeping, pricing and inventory/stock management. Throughout, the emphasis is on achieving better real-world results and on simple, effective implementation.
Among the key topics covered in the book’s highly practical, advice-packed 60 chapters are:
- Recognize and Deal with Ten Big Retail Sins
- Use Proven Ratios to Plan your Future Sales
- Test How Low and How High Your Pricing Can Go
- Earn the Right To Maximise Your Margins
- Control Your Costs, Especially Your Inventory
- Let the Customer Drive Your Store Expansion
- Tracking Critical Data in Critical Times
- Retail Selling is a Tactile Experience
- Valuing and Managing Volunteers
- How to Sell What Your Visitors Want to Buy
Praise for Museum Retailing
Anyone in the museum retailing community can benefit greatly from Andrew’s insights. He presents his knowledge in an organized and concise manner. Andrew’s advice will motivate and inspire you to make your museum store all it can be.
Kelly Sullivan, Store Manager and Financial Analyst, University of Michigan Exhibit Museum of Natural History
Enlightening, enriching and completely relevant.
Dorian Lange, Development Officer, Seminole Ah-Tah-Thi-Ki Museum, Florida
Andrew is the dean of museum retailing and has helped innumerable museums sort out the issues of handling an internal business that is quite unlike their main occupation.
Dr James C. McNutt, President & CEO, National Museum of Wildlife Art
Andrew’s book will be a wonderful resource to many.
Allyson Gamble, Utah State Capitol
Useful and very detailed articles on increasing profitability through robust financial management which includes sections on spend per visitor, no of transactions, capture rate, visitor numbers, as well as display and merchandising. The book is easy to read and [is] an extremely useful publication as it can be used as a training manual for new or inexperienced staff. For more seasoned retailers, the ideas, advice and pragmatic common-sense approach act as a useful aide-mémoire and potential benchmarking tool. Its detailed approach could also be applied across retail outlets in wider tourist and visitor attractions.
Alison Gilbody, Instill Media
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...who have already placed their orders: Ashmolean Museum, Australian Museum, Birmingham Museum of Art, British Library, Canadian Museum of Civilization, Crystal Bridges Museum of American Art, Historic Royal Palaces, Museum Shops Association of Australia, National Gallery, Rijksmuseum, Van Gogh Museum, V&A, Yale Center for British Art…
About the author
Andrew Andoniadis specializes in enhancing the profits of museum stores through his consulting services and programs. He has consulted with museums of all types and sizes, and has been a featured seminar presenter throughout North America, Europe and Australia. Andrew’s recent clients include: Amon Carter Museum of American Art, Denver Art Museum, International Civil Rights Center and Museum and Washington State Heritage Center. He is a regular contributor to Museum Store magazine and a winner of the Museum Store Association’s Service Award.
Publication contents
- Administration
- How Do I Measure Success?
- The Art and Science of Retailing
- Recognize and Deal with Ten Big Retail Sins
- Use Proven Ratios to Plan your Future Sales
- Learn How to Project the Inventory You Need to Open a New Store
- Use Competition To Enhance Your Product Range
- Balance the Benefits of Buying Stock on Consignment
- Customer Service and Selling
- Building Customer Relationships
- Is Your Store Somewhere Customers Want to Be?
- Learn Handselling Skills and Sell More Books
- Involve and Train Your Volunteers
- Connect Well with Your Foreign Language Customers
- Finance
- Understanding and Using Your Income Statement
- The Formulas that Demonstrate Store Performance
- Tracking Critical Data in Critical Times
- Take a Commonsense Approach to Budgeting
- Test How Low and How High Your Pricing Can Go
- Earn the Right To Maximise Your Margins
- Control Your Costs, Especially Your Inventory
- Let the Customer Drive Your Store Expansion
- Deploy Sound Arguments To Renovate Your Store
- Merchandising and Display
- Learn the Secrets of Effective Displays
- Use Signage to Attract, Engage and Inform
- Using Informative Labels Adds Value to your Products
- Set Up an Efficient, Profit-Boosting Cash-Wrap Space
- Your Checkout Counts
- Consider Enhancing your Store’s Ambience with Music
- Marketing
- Remind your Customers That you Exist
- Create and Work your Customer List
- Use Email Campaigns to Boost your Sales
- There are No Pluses in Keeping Slow-Selling Merchandise
- Operations
- Use a Product Selection Matrix to Brainstorm Specialized Products
- Eliminate Poor-Performing Products
- Managing Your Shipping Costs
- Measuring Your Turns
- Planning and Setting Up your Store
- How To Combat Shrinkage
- Managing Children Well Makes Good Business Sense
- How to Report on Your Store’s Performance
- Retail Selling is a Tactile Experience
- Seeking Competitive Bids
- Don’t be a Storage Space Hog
- Is Using an Outside Inventory Service Beneficial?
- Why You Probably Shouldn’t Open a Satellite Store
- Personnel
- Best Practices for Staffing Structures
- Implement a Dress Code
- Hire for Attitude, Train for Skills
- Valuing and Managing Volunteers
- Product Selection
- How to Sell What Your Visitors Want to Buy
- Make Jewelry Your Must-Have Product
- Attend Trade Shows to Build a Distinctive Product Range
- Making Sure Your Revenue Will be What You Expect
- There are Two Transactions for Every Gift Certificate You Sell
- Make Green Part of Your Mission
- Believe There is a Male Market
- Stock Seasonal Products but Stay True to Your Mission
- Blend Your Store’s Mission with Contemporary Trends
- Appendix
- Useful Forms
Publication details
Title: Museum Retailing: A Handbook of Strategies for Success
Author: Andrew Andoniadis
ISBN: 978-1-907697-48-7 [eBook*] | 978-1-907697-00-5 [paperback] | 978-1-907697-08-1 [hardback]
Pages: 400
Publisher: MuseumsEtc
Price: £34.95 [eBook*] | £44.95 [paperback] | £59.95 [paperback + eBook*] | £74.95 [hardback]
* Our eBooks are compatible with all reading devices - from desktop PCs and Macs to Kindles, iPhones, iPads, and Androids - giving you a flexible, high-quality range of reading options.
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