Seasonal sales can be quite a boon to most businesses, depending of course, upon the type of business you operate. If you sell Hawaiian shirts on the island of Maui, tourist sales may be steady all year. On the other hand, if your business enterprise devotes itself to manufacturing Easter baskets, your busiest months are likely January to March.

Most businesses have some sort of seasonal sales, even with no retail establishment. If you manufacture communications systems or equipment for government entities, you may find that your sales peak in July and August. The fiscal year for many government agencies begins and ends in midsummer. If the yearly operational budget begins in July, that is likely when most purchases are made.

1. Rely on a staffing services help you with seasonal sales.

2. Know that a liquidator doesn't have to be a terminator.

3. Consider new product lines to increase summer sales.

Action Steps
The best contacts and resources to help you get it done

Use temporary staffing agencies for busy seasonal sales periods

A major mistake common among small businesses, and even some larger ones, is over hiring regular full-time employees when seasonal sales are up. The problem becomes what to do with the employees when the seasonal sales end. An alternative to hiring your own full-time help is to use a temporary staffing agency to send workers during peak seasons.

I recommend: If you need to find a leader in staffing services both in the United States and abroad, contact Michigan-based Kelly Services. If you need an administrative professional, contact OfficeTeam headquartered in Menlo Park, California.

Plan seasonal sales well in advance with a wholesaler or liquidator

If you operate a retail store, stock items for seasonal sales at least three months in advance. For winter sales such as Christmas, many people mail gifts to friends and relatives several weeks before the holiday. If you stock your store in September, your customers have plenty of time to choose, purchase, wrap and mail gifts without rushing about. As a retailer, you can purchase Christmas items wholesale direct from most manufacturers, or you can find a liquidation company which may give you an even better deal.

I recommend: You can find many fine clearance or liquidation Christmas items at Rhinomart.com Wholesale Product Liquidators & Distribution. You can also find a wide variety of Christmas gifts, toys and decorations at up to 70% off retail at Warehouseliquidations.com.

Bring in new items to increase summer sales

Too many small business owners lose stacks of money because of mindset constipation. The owners are so dedicated to pushing a single product, or single line of products, that many real opportunities sale, er sail, on by. Some small business owners garner more income from retail gift items than from their main advertised business initiative, so if most of your business sales come in the winter, consider carrying light, bright clothing to give summer sales a boost.

I recommend: For a minimum purchase of $300, you can order a wide variety of wholesale authentic surf and beach clothing at SurfWearHawaii.com. You can also buy brand name quality shorts and shirts at wholesale prices from JiffyShirts.com, which requires no minimum purchase.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  Don't assume you've hit a grand slam with successful seasonal sales--the sales will likely drop later in the year. Budget your income throughout the off-season for an especially successful year.

Most businesses experience swings in income. For some enterprises, such as those that sell holiday products or rely on seasonal tourist traffic, the fluctuations can be wild. Although you may be more worried about surviving the low periods when sales sink, the busy times can prove to be just as much of a threat to your business. Staffing shortages or inventory delays can compromise customer service, and you can lose customers for good. Factors that impact seasonal spending that are out of your control include:

1. The economy
2. Inflation
3. The price of gasoline
4. The weather
5. Regional layoffs

Action Steps
The best contacts and resources to help you get it done

Plan for the swing in income

Your best defense is to plan for a variable cash flow. Map out your projected income so you'll know when to expect dips and you can prepare for them.

I recommend: Learn how to perform a cash flow analysis and get help creating cash flow projections with PlanWare's software and easy-to-use templates. For assistance with sales forecasting, check out seminars and software from ForecastPro.

Lower off-season costs

When cash is flowing freely into your business, it's easy to spend it. Don't! Be cautious with your expenditures and remember that income from your busy season will need to be stretched out over the slow seasons as well.

I recommend: Discover ways to save money during the slow seasons.

Budget your time

There is never enough time in a day for a busy entrepreneur, especially during those hectic seasons. Learn to budget your time wisely. Set priorities. During slower times, connect with fellow entrepreneurs. Use this time to analyze your processes and better prepare for those busy times.

I recommend: Keep an activity log during slow and hectic seasons to understand how you use your time on a daily basis. Use your slow time to learn time management techniques that will help you during those hectic seasons.

Spur off-season demand

Find ways to create demand for your products or services during slow periods. Consider offering deep discounts or pre-season sales to generate income.

I recommend: Place coupons offering discounts for immediate purchases or advance orders in well-known coupon mailers, such as Money Mailer or Valpak. Or send coupons online with services, such as mUrgent's e-Coupon Club, which offer custom coupon designs, templates and unlimited email volume.

Diversify

Are there products or services you could offer to complement your current line that could beef up sales during slow times? Consider partnering with other companies, licensing your products to others or targeting new markets with your existing products or services.

I recommend: Find ways to diversify your business and use JPB.com's online idea evaluator to determine if your diversification ideas will fly.

Anticipate staffing needs

As your sales increase and decrease, your staffing needs will also fluctuate. Hire temp workers to get your through the busy seasons and pare down when sales flatten. Develop a relationship with a local staffing agency, and you may be able to hire some of the same workers season after season. This can trim valuable training time and speed up productivity.

I recommend: Locate a temp agency at the American Staffing Association, where you can search for staffing agencies by location, skills and services offered.

Manage your inventory

An essential key to survival for businesses that deal in seasonal products is efficient inventory management. Forecasting how much inventory you'll need and when you'll need it can ensure a successful season. In addition, you need to have a system for stocking items, tracking products and monitoring sales and returns.

I recommend: To facilitate inventory management, use software, such as NetSuite, QuickBooks or even Microsoft Office, which offers a demo and templates for inventory management.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  Meet with a financial planner to help you plan for income swings.
• •  Use the slow time to strengthen your relationships with clients, make repairs to your location or order inventory.
• •  Consider positioning yourself as an industry expert during the off-season by writing a book, taking on speaking engagements or writing a newspaper column.