Put your shelf attention where the sales are

The move: manage by attention band, not by alphabetical habit. ABC analysis separates inventory into attention bands. A-items are few but important: high sales value, high customer expectation, strong margin, or high stockout pain. B-items matter, but a normal review cadence is enough. C-items are many, slow, or low-stakes; they need space discipline more than heroic management. In a bookstore, this prevents two common mistakes. The first is over-managing the tail: staff spend an hour perfecting slow shelves while front-table sellers run out. The second is under-managing winners: the books that customers came in for quietly sell down because nobody…

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