On the latter, I always welcomed the fact that quite often my seminars would either precede or follow his, so we usually found a fun way to end one and start the second together, regardless of which of us was first. He always introduced me as “my second mother” and I introduced him as “my third son.”

With his passing, every serious trade journalist who knew Tony has lost a valued colleague, as has the entire gift industry and this publication.

After over three decades in this industry, I will make every effort to attempt to “fill his very extraordinary shoes.”

Whether the retailer has been in business less than a year or a decade or more, the one common, nagging fact that never seems to disappear for every retailer is affectionately dubbed “dogs.” No one escapes some level of unwanted merchandise (dogs) regardless of how hard he/she may try to plan every purchase order, every promotion, and every display as carefully as possible.

From famed department store magnate John Wanamaker to Stanley Marcus and every other retail giant worldwide, all have acknowledged they have had no idea how to eliminate “dogs” in their stores. In fact, these leaders even admit trying to get them down to a manageable number has also been largely impossible.

So, take heart regardless of how big or small you store may be - for every Ma-Pa retailer whose cash flow and survival sinks or swims on every full markup sale of their inventory, coping with “dogs” is a major problem and always will be.

Does anyone have a sure-fire answer for this universal retailing issue? Absolutely not!

However, there are some practical, proven ways to keep “dogs” to the lowest possible number, so cash flow and profits can remain positive each fiscal year.

Here is a perfect idea to try.

Since we are talking about “dogs,” why not try your store’s very own “Dog Pound” - a simple promotion numerous small retailers have reported has helped them cope with a major segment of their unwanted skus?

For said “Dog Pound,” take the least profitable area in the store (usually one of those hard-to-illuminate dark, back corners; hang a huge sign saying “Dog Pound”; add the ugliest plastic laundry basket and your newest department -“DP” - has been created.

Buy plain brown paper bags in several sizes to accommodate each of the stale items you have stuffed back into your already overstuffed storage area. Place a single “dog” in each bag. Staple the bag closed, mark only the original fullmarkup price of the item on the outside but do not further identify what is inside. Place each bag in that ugly basket.

Start promoting (via whatever methods you normally use from window signs to counter signs, newspaper ads, flyers, etc.) “DP” one day per month only. Do not pick the same day each month or your perceptive customers will catch on and only come to your store on that day, so rotate the day such as the first Monday one month, the 15th of the next month, etc.

On said day, new signage and in-store announcements should indicate today is “DP Day.”

Some retailers use the familiar “as a special thank you reward to our customers, with every purchase today over $25 (or whatever amount you want), select one bag for $9.95 or less from the ‘DP’ basket.”

Or use the timeless ice cream sundae soda fountain idea of inflated balloons with each containing a dollar amount. For each $25 purchase, the customer busts a balloon. Depending on the amount inside determines which bag they pick from the “DP” basket.

Remember in this promotion, all each customer knows is that the item in the basket is not damaged; was originally on the shelf at full markup and is not a so-called “in/out” that bears no relation to the conventional inventory mix in the store. Fooling customers never works long term.

Does this promotion work? Yes, it does!

We have listened to countless Ma-Pa retailers nationwide over the years tell us once we explained this promotion to them and they tested it in their store, it has become a monthly promotion that helps get rid of some of their dogs.

Remember, there is no single idea that will permanently solve any store’s “dogs” problem, so countless ideas and promotions must be utilized. But, with the addition of each idea to your list of in-store promotions and marketing directions, you know you will be reducing your number of “dogs” from its present, cash-draining level.

Next issue we will tackle another perennial problem, more important than ever in today’s economy - how retailers should determine which trade show(s) to attend to optimize time/money spent versus their future cash flow, profit potential and competitive edge.

(Contributor Marilyn Nason is the author of “Inside Retailing 101.”)