Worked scenario
Four hundred frames displayed, sixty doing the work
Frame stock ties up most of an optician's capital, and buying by range rather than by movement guarantees a long tail that never turns.
3 min read
Frames are the largest item of stock in most optical shops and are bought as ranges, because that is how they are sold to the trade.
The tail is long and invisible
Within any range a minority of frames sell steadily and the rest sit. Analysed at brand level this is invisible; at frame level it is obvious and actionable.
Space follows movement, not the agreement
Display allocation is often driven by supplier arrangements. Where that conflicts with what actually sells, the shop is renting its best space to its slowest stock.
What changes
- Sales recorded at frame level, not brand level
- Ageing per frame so the tail is visible
- Reorders weighted to shapes and price points that move
- Display space allocated by movement rather than by brand agreement
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