Some customers will have decided on a colour scheme before even walking through the door, others will find inspiration in the furniture, soft furnishings and accessories displayed in store. If your premises are large enough, good visual merchandising with themed nursery displays will encourage your customer to buy into the entire ‘look', spending whatever it takes to get there. If you do not have the floor space for large displays, or the warehouse capacity for vast volumes of stock, be sure to use a mail order catalogue or your online platform in conjunction with what you physically have in store to brainstorm ideas and link sales effectively.

Finding the perfect place for baby to sleep is top of every parent's agenda. All are concerned about Sudden Infant Death Syndrome (SIDS), so a full understanding of the various safety regulations is vital. According to The Foundation for the Study of Infant Death (FSID), there are just five bed time basics to keep a baby safe:

• A cot, crib or moses basket
• A firm flat mattress
• Blankets, or a baby sleep bag
• A dummy

The FSID also recommends that baby sleep in the same room as Mum for the first six months. Due to space limitations, a moses basket is often more convenient during this period as baby can sleep next to Mum's bedside, aiding in bonding and making night time feeding easier too.

Once baby has outgrown the moses basket, a cot will be the next necessary purchase, though many parents will opt to spend on both in one visit. Generally customers will be looking for something that will last from birth up until baby is ready for a toddler bed, or even better, a cot that converts to a bed for greater return on investment. Many of your customers will not be aware of how to get the most out of their purchase by choosing a cot that caters for each stage of development - so do talk them through the various options. It is also likely that you will stock a range of foam, sprung and fibre mattresses alongside a selection of moses baskets, cribs and cots to suit all tastes and budgets.

Your customers will need a changing table or cabinet and will more than likely want it to match with the cot. Those with money to spend will go as far as to purchase an entire range - moses basket, cot, changing table, cabinet, wardrobe and rocking chair. If you know and understand your target market, you will cater for this type of demand with themed ranges in a several colours and styles. Those on a budget will only want to purchase the more essential items and good customer care will involve you offering high quality, value for money product and advice on what is only totally necessary for baby.