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Some tips from a guy used to staff a train shop: --As long as he's into O scale, have him stick with it and add inventory of brand new items. Definitely add HO, and not just a smattering. If you don't get to a "critical mass" in terms of inventory in a given scale, the guys who model in that scale won't make more than 1 visit. N is nice if you can get to "critical mass", but doesn't have the sales potential of HO. --Absolutely, positively carry the full Woodland Scenics line. It's the most reliable year-round seller. --Nobody but the biggest shops can carry a full line of locomotives and rolling stock in any scale. Stick to the favorite local railroads and--just about wherever you're located--Santa Fe. "Everything sells better with Warbonnet on it." And if you sell locos, a test track is a must. --Carry model railroad paints, but carefully limit what you stock. Black, white, yellow, red and weathering colors sell well, as will paints specifically for favorite local roads. Everything else will gather dust. Best year-round sellers: Dullcoat and Glosscoat. --Also be selective about detail parts. Lift rings, sun shades and snow plows are hands-down the best sellers. Customers are willing to special order more-exotic detail parts. --In terms of structures, consider carrying as many residential and rural kits (and built-ups) as you can. You will gain sales to people who aren't model railroaders. --Relatively-inexpensive vehicles are good sellers; the expensive ones are not. The Mini-Metals line is great. --Magazines are a draw, but they produce only sporadic impulse purchases of other items (which is really why you would want to carry magazines). Put magazines at the back of the shop, where customers will have to walk right past the newest high-ticket items. I would consider MR, RMC, Mainline Modeler, Trains, and an O scale-specific monthly to be the best bets. Consideration should also be given to publicastions of historical societies of favorite local roads. --Except for magazines, I would discount everything 10% across the board and would probably go to 15% on higher-priced individual items (especially on those with 50% markups). Give the discounted prices to everybody--not just "regular customers." Without discounts, they're not going to become "regulars." Save higher discounts for stuff that isn't moving. Put that on a "Sale" table or shelf near the new, high ticket stuff. I'll probably have some more ideas later, but this should do for starters.
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