As an industry, it is down to us to ask our customers a range of lifestyle questions to establish what will be the most suitable pushchair for them. As one of the most expensive products a mum will buy for baby, it is vital that they make the right choice, first time. Finding out later down the line that it is not sturdy enough for rough terrain or lightweight enough to get on and off public transport easily, can cause no end of stress - especially if there is no more money left in the pot  to go back to the drawing board and start again.

Research by leading market research company Mintel has revealed that over a third of the market is accounted for by the sale of baby carriages, including prams, pushchairs, buggies and travel systems.

At the premium end of the market, many mums are still prepared to spend whatever it takes to purchase a stylish, high performance pushchair. For those with limited cash, a quality product that offers value for money is an absolute must, and thankfully there are plenty of options designed for this market too.

Going back to changes in parenting trends, in recent years it has become obvious just how much the increase in households where both parents work has impacted upon the sale of baby products. A 2008 Mintel report revealed that consumers are willing to buy two or even three versions of the same product to make sharing the childcare easier. It used the example of a travel system which is used every day, suggesting that a trolley buggy is often an additional purchase for holidays.

More and more grandparents are taking responsibility for the children while mum and dad are at work, with many choosing to purchase a pushchair of their own ‘just in case’. From this point of view, you have several target markets to think about, mums, dads, nans, granddads and child minders - basically whoever is involved in caring for the child on a regular basis.

Customers buying for a first baby will no doubt need a fair amount of guidance from a friendly and patient retailer like you. With so many types of pushchair available, the key to selecting the right one is in getting a clear picture of your customer’s intended daily routine, and finding a model that will help to make it as stress free as possible.

You should never overlook those customers buying for a second or third child either. They too require help and assistance as there will no doubt have been product developments since that will impact upon their decision.

Though many pushchairs and travel systems come with accessories, this is another area where the customer's knowledge will be limited so do advise them of any additional purchases that need to be made. From rain and sun protection, to buggy bags, foot muffs, changing bags and insect repellant, together with pushchair toys, beverage accessories and baby head supports.

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