Insane Retailing

It has been said by many authors that an appropriate definition of insanity be ‘repeating the same actions time and time again, expecting different results’.

This definition seems simplistic and even ludicrous to educated psychologists, but for the rest of the population it suits just fine.

Retailing has been around since the beginning of time.

One retailer buying product from a supplier in hopes he will turn a profit by selling the product to an end consumer.

The processes and methods have, of course, been refined over the course of time and the rudimentary dealings that happened thousands of years ago have been replaced with technologically advanced retail infrastructures and corporate imperatives.

Consider the vast number of companies who achieve sales via retailing. The number is large and growing annually.

These companies, perhaps even yours, operate with a knowledge that they’re doing all they can to achieve success. They are doing the same things as they have been doing in years past.

Sales were decent then, they are only getting better. Right?

Think about this next statement;

IF YOU DO
WHAT YOU HAVE ALWAYS DONE;
YOU’LL GET
WHAT YOU HAVE ALWAYS GOT.

Now, this sounds fantastic to people who have always done exactly the right things, have always been wildly successful at it and operate their business in a vacuum.

For the rest of us, static business environments do not exist. Things always change; in fact, the only thing that is constant in any business is change.

Market variability is what keeps the economy moving forward, regardless of the particular point within the economic cycle we currently happen to be in.

The point to all of this is that certain attributes, skill sets, attitudes and capabilities are necessary within your company in order to move forward.

The very best way to ensure that your team continues to be a leader in your industry is to consistently and optimally train and re-train to stay ahead of industry trends.

Specific training to achieve specific goals is vital to the success of an organisation.

It makes little sense to invest heavily in more of the same, when all that it will produce for you is more of the same.

Investing in cutting edge retail management training will bring a wealth of valuable, original and innovative capabilities to your team.

Consider the opening statement of this article; the definition of insanity.

Can you identify any practices that your company undertakes on a regular basis that achieve minimal results, time and time again?

Does executive mandate dictate that these practices produce higher and higher revenues each quarter, yet they provide no viable solutions to achieve this directive?

Just as one cannot obtain blood from a stone, one cannot ask a team to produce something novel and profitable from an old method. New tools are needed. Innovative methods need to be introduced, as well as the applicable support given to see implementation through to completion.

Imagine how much knowledge is out there waiting to be harnessed by your company and utilised to the very best of your ability? How valuable could this new knowledge make your organisation? What would the ROI look like on that?

Distance your company from ‘Retail Insanity’; invest in appropriate training that will enable your teams to thrive in any economy.

During tough economic times, in particular, it would behove you to ask this question of your head office personnel:

What would cost more?

A) Providing top quality, leading edge training for our company’s most valuable and profitable asset – its people… or

B) Not training our #1 asset properly and watching our organisation slowly become a casualty of this economy?

Doing the same things, while expecting different results will only give you more of the same.

Guaranteed.

Be bold; try something new and see how incredible the new results can be.

The answers you seek are here for the taking.

DMSRetail Consultants will be in
London, UK in June 2017.

Don’t miss it.

Hotel Accommodation Included!!
(Special for the London session)

REGISTER HERE

We don’t just give you information and run…we provide email support, to all attendees, for one month following the workshop.

That’s like free consulting!

London, UK
The Retail Sales & Operations Management Workshop
June 5-6-7, 2017

Hotel accommodation included for this session!!

Click here for Summary Program Outline & Agenda

A Certificate is awarded
at the conclusion
of the workshop.

The Retail Sales & Operations Management Workshop

is coming up really fast so act today…

Plan to join us in London, UK on
June 5-6-7, 2017

REGISTER HERE

Special: Hotel accommodation included in this session!!

If you have questions, or need assistance with your registration, contact us today: Josephinehill@dmsretail.com

We have a 99.8% favourable review rate
and we’re very proud of that.

All of our workshops, webinars, Success Guides, Development Courses, Distance Education Programs, etc. have been well received and praised by 99.8% of our customers.

Our workshops and other products are all developed by retail executive who, in addition to formal education, have got many years of successful business experience in retail management and other related business pursuits as we mentioned above.

When you attend one of our workshops or webinars you’ll get the benefit of our knowledge and experience in the form of detailed and actionable ideas and plans to help you drive your retail business with purpose and effectiveness.

The sky truly is the limit when you decide to act on the information we provide you with; when you decide to put all of your newly acquired knowledge and how-to’s into play in your organisation.

And, we provide follow up email support for a month following our workshops.

Sheraton Park Lane, London, UK
The Retail Sales & Operations Management Workshop
June 5-6-7, 2017
Hotel accommodation included!!
Act today!

Register Here.

Retail Management Consulting & Training Company
Showing retailers the blueprint for successful retail operations since 1991.

Retail Sales/Operations Management Workshop

We are conducting our next workshop in Cancun Mexico. You can enjoy the beautiful weather and a little bit relaxation with heavy discussions on how to take your business to the next level.

This workshop is known to produce double digit increases once the techniques and methods taught properly implemented.

Content is solid and comes from actual operational experience of the DMSRetail Consultants.

More information and registration can be found on this page: http://www.dmsretail.com/retailtraining.htm

Retail Benchmarks

Introducing our Brand new 2 day Seminar coming to Dubai…

Retail Benchmarks 

We Show You How to Get There: Follow the GO Road

Experience Success… Like You Never Have Before

 growth-upward-trend-arrow-chart

What is the Real Source of Turnover in Retail?

All retailers know that high employee turnover is a major problem in the industry. For retailers in regions where employee turnover is very low, a different problem exists…complacency and laziness.

ET should be whatever the executive has decided it should be.

Which of the following do you think has the most impact on ET?

a)     Low wages

b)     Physical demands

c)     Lack of family time

d)    Working through holidays when others have time off

If you said none of the above, you are correct.

The biggest impact on ET is bad management. Did you know that 49% of retail associates leave their retail position due to bad management?

True.

According to the Chartered Management Institute, 49% of the 3,000 people they polled said they had quit a position in the industry after being dissatisfied with senior staff.

That means about half of retail employees left jobs because of being badly managed.

We know that, very often, retailers promote staff to management positions even though they are not properly equipped for a management role. Some of them don’t even have a desire to be managers but accept the position for various reasons such as a higher paycheck, more authority, better shifts, more job security, or maybe even because, if they don’t, they won’t have a job. Many of these people refer to themselves as accidental managers.

Many will readily admit that they have had no management training; they really did not want the responsibility of managing people; and they don’t have any idea how to do it.

 People3

Retail Benchmarks Seminar

Click here  or scroll down for Program details.

April 26 & 27, 2017

Sheraton Dubai Creek Hotel & Towers, Dubai, UAE

Fast Track>>>  Register Now!
CMI director of policy and research Petra Wilton believes putting people without adequate skills, in charge of staff, can be severely detrimental to retailers’ businesses.

She says: “It’s no surprise the retail industry has a lot of staff leaving if it is not investing in training. Managers need skills and in some cases qualifications so they can do their job and keep staff.”

The fallout from this type of promotion strategy is high employee turnover (ET) and, of those who stay many are unhappy workers who make bad impressions on customers.

At DMSRetail, we know it is a fact that bad management practices become obvious to the customer through the service they receive, in addition to the appearance of the store.

Knowledge and tools are required to increase employee engagement while maximizing sales and profits.

Excellent management practices and, thus, engaged employees will make the difference on the top line, the bottom line, and everything in between.

Even though some people may be naturally adept at managing people, most are not and they need your help.

People management skills cannot be learned on-the-job alone. Promoting someone to a management position and then withholding training, advice and guidance is setting the scene for a disaster.

Sales and profits will not meet expectations, Employee Turnover will go up, store appearance will suffer, customers will be dissatisfied and the downward spiral will continue.

It’s a no-win situation.

So, always plan to promote from within when you have a candidate who is well trained and competent at managing your store(s) and managing your people, in particular.

But, don’t promote someone who is not capable just for the sake of getting someone into the position.

If a recruiter is sending you people who are not up to par…make your position and expectations clear and if they don’t improve, get a new company to do your recruiting. Simple.

Finally, train all managers and have a system in place for continuous improvement.

Choose training programs that will meet the needs of your organization.

Training sales associates is very worthwhile, but it should always come after management training. Otherwise, according to the statistics at the beginning of this article, possibly half of your associates – the very people you have invested time and money in – will leave.

Invest wisely for maximum ROI.

All the Success!

PS: The Program Outline for the Retail Benchmarks Seminar is below. Experience this Seminar and Case Study. Follow the GO Road! 

Program Outline:

  • Introducing the Case Study Store
  • Examining Performance Relative to Benchmarks
  • Development of Standards and Expectations to Meet Benchmarks
  • Why Adherence to Standards is a Critical Success Factor
  • The Effect of Compliance on the Operating Statement
  • Why Some Employees Don’t Meet Standards
  • How to Capitalize on Every Type of Store Visit & Resulting Action Plan
  • Reviewing the SVR from a Productivity Point of View
  • Monitoring for Benchmark Achievement
  • 7 Proven Follow up Techniques
  • Creating a GO Road to Excellence in Compliance & Execution in your Organization
  • Communication to Keep Everyone on the GO Road
  • Removing Obstacles on the GO Road
  • Scheduling for Wage Cost Compliance and Productivity
  • Effective Scheduling
  • Creating a ‘Happy’ Zero Tolerance Environment
  • Costing Schedule Adjustments
  • Spotting the Red Flags
  • Loss Prevention through Customer Experience Best Practices
  • Shrinkage: External, Internal and Paperwork Errors
  • Awareness of Surroundings – Importance of Positioning
  • 10 Sure Fire Clues to Identify Shoplifters and Internal Theft
  • Safe Actions to Thwart the Thief
  • Q & A

Another scheduling note…

Seats are still available for the Dubai and London sessions of…

The Retail Operations Management Workshop It’s coming up fast…

in Dubai, UAE on

April 23-24-25, 2017

and

in London, UK on June 5-6-7, 2017

so don’t delay.

Don’t miss out on all of this and much, much more:

SYNERGY OF TOP SALES PERFORMANCE, GREAT CUSTOMER VALUE MANAGEMENT AND PERFORMANCE LEADERSHIP KNOW-HOW:

  • Strategy Maps to Top Performance in Sales and Profitability
  • How to Increase any Metric by 20% in Six Months
  • How to Sustain the Success Achieved and Build on It

Contact us today: Josephinehill@dmsretail.com for full Program Outline or to register.

Join us at the beautiful Sheraton Park Lane in London, UK or the Sheraton Dubai Creek Hotel & Towers in Dubai, UAE.

These locations always sell out fast so please don’t delay.

Fast track: Go here to register online for The Retail Operations Management Workshop. 
Quick links to Performance Solutions:

Ultimate Retail Success Collection

Success Guides

Workshops

Distance Education Programs

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The Retail Business Academy:

All the Actionable Information You Need, Whenever and Wherever You Need It.

24/7 
 cropped-newheader780px.jpgRetail Management Consulting, Training & Services Company

Showing retailers the blueprint for successful retail operations since 1991.

The Creative Retailer

A retailer was dismayed when a competitor selling the same type of product opened next-door to him, displaying a large sign proclaiming

“Best Deals.”

Not long after that, he was horrified to find yet another competitor move in next door, on the other side of his store. It’s large sign was even more disturbing

“Lowest Prices.”

After his initial panic, and concern that he would be driven out of business, he looked for a way to turn the situation to his marketing advantage. Finally, an idea came to him. Next day, he proudly unveiled a new and huge sign over his front door. It read,

“Main Entrance!”

Cheers,

DMSRetail

PS. Don’t miss the Retail Math & Analytics Workshop. Details are Here.

Challenge of RM and DM

The job of a District or Regional Manager is a tough one…no argument here. You have to make the numbers happen and your stores must comply with all of the requirements set out by the organization.

Sales, merchandising, customer service, maintenance, scheduling, special event management… and so much more!

Actually, as a DM or RM, all of that might be easy if you were in the store with the Store Managers and the Associates every day. But, of course, you’re not. Therein lies the difficulty!

Managing remotely requires you to be even better than you were when you were a top performing Store Manager. The difference…as we said…you aren’t there. In fact, it’s probably the single, biggest hurdle for any newly promoted District Manager to overcome.

But, even though you’re not there, you’re still accountable. Not being there is no excuse for non performance. No self-respecting DM or RM will even try to use absence as an excuse. Well…maybe once.

But they’ll soon find out that they’d have to claim that everything that goes wrong is because they weren’t there. You see what we mean…futile.

And it will sound downright silly! The District Manager or Region Manager is accountable for the group of stores (business units). S/he has to get the numbers and operate the stores effectively. That’s it!

Anyway, that’s naming the problem. What’s the solution?

That’s going to take a little more time. We can start by telling you that it’s all about relationships and leadership skills.

The single, most critical thing smart District Manager’s do to get results is….build strong relationships with their teams through excellence in their leadership skills and ability.

Why Every Manager Should Understand Design and Visual Merchandising

As managers, whether on a store level, a regional level, or a company-wide level, a large part of your performance is evaluated on the basis of sales numbers.  You are expected to make decisions that in some way, shape, or form are going to reduce costs and maximize sales.

As such, you’re likely keenly aware of the need for a highly experienced, highly trained, highly efficient, and highly motivated sales staff.

People who are creating a welcoming environment for the customer; guiding the customer to the products and services that you want them to see; assisting the customer in a gracious, exciting, and pleasant shopping experience; educating the customer about the features and benefits of your products and services; making a connection with the customer and getting them excited about your product offering in a way that creates loyalty, and above all, generates sales. 

Let’s say that your sales are not up to par – whether it be in one particular area, or store-wide.  You gather your sales staff for a meeting.

Your average sales person at this meeting works 40 hours per week, so they’re on the floor roughly 50% of the total hours that your store is open each week.

Given the size of your store, the number of staff you have on the floor at any given time, and the number of customers you have entering the store, each sales person talks to an average of 1 out of every 3 customers if they’re lucky.

You whip your staff into shape, give them a few new tips and tools to augment their sales pitches, and off they go.  And sales go up.  A little bit.  For a while.  Not high enough; not long enough.

Why, you’re wondering?  What did you miss?  You missed the one salesperson that is in the store every hour of every day — the one salesperson that greets and interacts with every single customer that walks through the door and engages them on both an intellectual and emotional level — the store itself.

Your store’s design elements – the space planning, fixtures and casework, signage and graphics, visual merchandising, lighting – should be your #1 salesperson all by itself.

If a customer has 10 questions over the course of their shopping experience in your store, the store itself should be answering at least 7 of them, leaving the store staff to handle the higher level sales questions that simply close the deal.

Your store should be your #1 Brand Ambassador, providing an image and feeling of your brand that connects with your customer on a gut level and makes them want to buy something – anything – just to take that feeling home with them.

As a manager, you obsess over what your sales staff are telling customers.  What messages are they sending?  What language are they using?  Where are they guiding customers?  How are they representing your brand and your product offering?

Have you asked the same questions about your store?

How can your sales staff engage your customers and get them excited about your brand and your product offering if the most powerful salesperson in the store is standing behind them not supporting what they’re saying?  Or worse, contradicting it? 

You may not know exactly what the solution to your store design and visual merchandising needs is.  You may need some help with that.  But identifying the problem is 80% of the battle.  Coming up with solutions is less important than knowing what questions to ask in the first place.

Join us at the “Retail Design & Visual Merchandising Workshop” in San Diego, February 16-17, 2017. Click Here for Details.

Retail Design & Visual Merchandising Workshop

All the Success!
DMSRetail
www.dmsretail.com

2017 Business Planning Session

“If you don’t know where you are going, you’ll end up someplace else.”  ~ Yogi Berra

Our  2017 Business Planner Webinar is scheduled for  Wednesday, December 28, 2016.

We’re offering two sessions to make it as convenient as possible for our customers and subscribers around the world.

Webinar duration: one hour –  No scheduling conflicts…ever…because we send you the recording. So, even if your schedule changes, you’ll still get the information.

Here are the topics covered by our retail business experts:

The P&L…or Operating Statement – everything starts and ends with the P&L.  It’s the guiding document for everything you do. Learn how to plan for each of the line items.

Forecasting – Traditional Method – Business Intelligence Method

Setting Targets – Based on Forecasting.  Don’t go another week, month, year without having individual targets in place. Learn how easy it is for all types of retail.  Motivation is key for meeting targets and the first step is understanding what you have to do. Motivate your people with supplying individual targets! They’ll perform so much better than you ever thought possible.

Compensation Plans – to Support the Targets –  Money isn’t everything, of course. But, it sure may mean a lot to someone who isn’t making 6 figures!  Get this part of your business right and you’ll be flying in 2017. No more time to tinker around with ineffective compensation plans.  Get it right…right now…we’ll show you how!

“Unless commitment is made, there are only promises and hopes; but no plans.” ~ Peter F. Drucker

The 2017 Business Planning Webinar is scheduled for Wednesday, December 28, 2016.  Sign up now…

2017 Business Planning Session 1 – One Hour Wednesday, December 28, 2016 – 11:00 a.m. EST  (4 p.m. London)  Register here.

2017 Business Planning Session 2 – One Hour Wednesday, December 28, 2016 – 7:00 p.m. EST (12 Midnight London; 11 a.m. next day Melbourne) Register here.

Please note: Retail Business Academy Members do not need to sign up as all webinars are included with your membership. The webinar will be on the membership site within 24 hours after the first session. (You can find details about the Retail Business Academy HERE.)


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