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As surely as the days grow shorter and the air goes from being crisp and refreshing to downright cold, small retailers know that their hottest, brightest time of year is fast approaching. Many small retailers will do as much as a third of their business in the final two months of the calendar year. It's an absolutely critical period for maximizing sales and profits, and squirreling away the necessary cash to carry the business until the spring selling season blooms anew. The strategy is to narrow and focus merchandise assortments, so that by the end of the selling season the weight of the available inventory to sell is on the proven best sellers.
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