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Selling over-the-counter footcare products begins
when customers enter your store. Pay closer
attention to the way they walk. Identify problems
and products to correct those problems.
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Pay
attention to their shoes. Are the shoes wearing
properly? If not, sell products to correct that.
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Look
at the impression on the insoles. What does it tell
you? A dark area under the ball of the foot means
there's too much pressure. You can also determine
whether the customer has low arches.
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Plantar fasciitis, heel pain and heel spurs are
common problems for customers. Heel cups relieve
pain by changing balance and elevating the heels.
Heel cradles or cushions are also sales
opportunities.
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An
insole darker on the outside indicates flat feet.
Again, you can recommend products designed for this
problem.
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Selling footcare products and knowing what they do
makes you more professional than WalMart or K-Mart.
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Softer gel insoles are not better. The gel
compresses when stepped on and doesn't provide the
same support. It's just a marketing gimmick.
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Metatarsal pads are for people whose feet are pushed
forward.
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Toe
separators, toe straighteners and bunion caps work
on bunions, corns and overlapping toes.
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Customers don't know what to do. When it hurts to
move, they don't move. You have to suggest products
to them.
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Over-the-counter insoles are better than original
equipment.
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Aetrex's I-Step Scanner is a great tool for shoe
repair shops. Customers step on the scanner and it
produces a printout of the foot. It indicates
problem areas and recommends solutions. Customers
love it. The computer adds an extra level of
comfort.
