We are never, ever getting back together | Beth Rich

Let me start by saying that there’s nothing in my stores that I didn’t see, fall in love with and believe we could successfully sell.

Every product line has a story. I saw it at market, in a catalog or online. I loved it. I imagined exactly where it would go in the store. I pictured my customers picking it up, carrying it to the register and telling their friends where they found it.

By the time I place my opening order, I’m emotionally invested.

That’s why letting go of a product line can feel a little like a breakup.

Retailers don’t often talk about this, but discontinuing a line you once loved can feel like admitting failure. We want to believe that if we just give it a little more time, a little more space, or one more reorder, things will turn around.

But sometimes the smartest thing you can do for your business is walk away.

The good news? Your POS system can help take emotion out of the decision.

Today’s reporting tools make it easier than ever to understand what’s actually happening in your store. Shopify‘s built-in AI has simplified reporting dramatically. Instead of digging through multiple reports, I can simply ask questions like, “What were the sales for this product line during the last year?” or “Which items were the top performers?” Within seconds, I have the information I need.

One of my favorite sayings is, “Knowledge is power.” As retailers, one of the most powerful pieces of knowledge we can possess is knowing exactly what is selling … and what isn’t.

The challenge is that inventory decisions aren’t always about products — they’re often about relationships. Many of us genuinely like and respect our sales representatives and vendors, and discontinuing a line can feel a little like being disloyal. But we’re not in business to own inventory. We’re in business to turn inventory into cash. Sometimes the difficult decision is also the right decision.

That said, not every underperforming product deserves the blame.

Over the years, I’ve learned that sometimes a product isn’t failing because customers don’t want it. It’s failing because I didn’t give it the space, presentation or attention it deserved. A great product can’t sell if customers can’t see it.

I’ve purchased lines that I absolutely loved only to realize later that I didn’t have the space to showcase them properly. Looking back, the product wasn’t the problem.

As Taylor Swift would say, “It’s me. Hi. I’m the problem. It’s me.”

That realization has made me more disciplined when evaluating new opportunities. As tempting as it can be to bring in the next exciting product line, I’ve learned to ask myself one important question: Am I willing to make room for this? Because if I’m not willing to create the space necessary for it to succeed, I probably shouldn’t bring it in.

Of course, every breakup doesn’t have to be permanent. Sometimes a product line doesn’t need a complete divorce. Sometimes it just needs a separation agreement.

We’ve used our analytics to evaluate an entire collection, identify the strongest performers and keep only the top-selling SKUs while letting the rest go. We maintain the relationship, continue serving customers who love the line and improve productivity at the same time.

In other words, we’re still together … we’re just seeing other people.

I’ve always been an early adopter. I get excited about emerging trends and occasionally bring products into my stores before my market is ready for them. More than once, I’ve introduced a line, watched it struggle and eventually realized I was simply ahead of my local customer.

What’s interesting is that some of those same products have found their way back into our stores years later and become strong performers. The trend wasn’t wrong, the timing was.

Fortunately, we can afford to take those chances because a significant percentage of our revenue comes from a relatively small group of proven winners. In fact, our top five product lines and top two categories generate close to 45% of our sales. Those proven performers provide a solid foundation that gives us the confidence to experiment with new ideas while still maintaining healthy cash flow.

And when we do test something new, terms matter. Net 90, Net 60, or even Net 30 terms can provide valuable breathing room while you determine whether a new product line is going to resonate with your customers. Strong vendor partnerships and favorable terms allow you to make informed decisions before your cash is fully committed.

At the end of the day, successful retail isn’t about finding products you love. It’s about finding products your customers love enough to buy.

Sometimes that means doubling down on a winner. Sometimes it means giving a product more space and attention. And sometimes it means accepting that a relationship has simply run its course.

When the data is clear, trust it. Thank the product for the memories, wish it well and move on. After all, some retail relationships are meant to last forever.

And some are simply destined to become Taylor Swift songs.

Beth Rich is the owner of Mix it Up Home in Coeur d’Alene, Id., and a Home Accents Today Retail Star.