Retail counter sales

[TOLPARTSMGR]

Like I mentioned in a previous post I'm a new parts manager at my store, first manager job. I'm interested in what some of you guys are doing in sales at your retail counter I'm not a very big dealer I do about 85-90k a month in gross profit I only do about $2500 of that gross at the retail counter is that normal? Our counter has no traffic and I have a decently stocked boutique I want to get sales rolling if any of you guys are having success what kind of stuff are you selling? What are your top selling products? Any help would be appreciated.

[GM-gta]

I'm at average $460 000 per month and avg $35 000 per month over the retail counter.
First thing i would check is if they discount at the retail counter is the sale type tracking it as wholesale, because even if it is discounted its not wholesale if its at the retail counter.
Do you have a dedicated retail counterman who is visible to the customers walking around?
Do they acknowledge the customers as they walk around in the store? Even if the counterman is there and they just keep their head down or act too busy to help it will deter customer from approaching.
I also rearrange everything in the store every couple of months, even by just changing the layout of the racks and moving all the clothing around people will start looking at the stuff.
The store should not be a dusty museum if a customer comes for an oil change and the next time they come back everything is exactly the same they wont look around.
I know it sucks but you will need someone to clean once a week to keep it looking sharp.
I find the best stuff that sells are parts and accessories for do it yourselfers followed by shirts and hats then models, jackets, sweaters, clocks and trinkets lots look at but not many buy.

[PARTS.GUY]

160k sales/8k front counter sales avg. This market has changed, and the days of DIY traffic at the retail counter are gone.

Concentrate on the WalMart touchy feelies and the quick buck on impulse buys. Believe it or not my biggest retail sellers are Pink Pepper Spray, extendable fly swatters, back scratchers and "Remember When" booklets.

Your front counter profitibility will have to rely on pushing Accessory Sales pre and post sales. Find a good talker and schmoozer, and stick him up front, but provide him with good back up if you get a customer needing parts for that 89 LeBaron Maseratti.