DMSRetail

Sometimes things get lost in translation, don’t they? Many sales associates, even those who have been properly trained to determine needs and then present appropriate options to the customer, will mention options rather than presenting them.

There is a big difference.

If the sales associate actually presents the merchandise to the customer, either by bringing the merchandise to the customer or taking the customer to the merchandise, then the merchandise can be touched and discussed, questions can be asked and answered, objections can be raised and overcome. When the merchandise is simply mentioned, there is a huge lost opportunity for the customer to connect their need with the item(s) mentioned and for the sales associate to use their product knowledge and skills. Just mentioning an option is seldom effective.

It’s important that sales associates present the merchandise to the customer and then seize that opportunity to sell it.

All the Success!

DMSRetail Team

PS: The District Management Workshop is scheduled for Phoenix, AZ on January 26 & 27, 2011. For more information, go here: http://www.dmsretail.com/districtworkshop.htm

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DMSRetail Inc. has announced their schedule of retail management training courses for the first half of 2011. Here are just the dates and locations of the retail management training courses for Area Managers, District Managers and Region Managers being held in North America in the first half:

January 26 & 27 – The Retail District Management Workshop – Phoenix, AZ

April 11 & 12 – The Retail District Management Workshop – New York, NY

More details about this retail management training course can be found at: http://www.dmsretail.com/districtworkshop.htm

Other retail management training courses will be offered in North America during the first half of 2011. They can be found at www.dmsretail.com

There is so much that can be done to increase KPI’s in retail stores provided you don’t spend all your time complaining about a poor economy, or lack of traffic or employee turnover, etc.

You have to take action on the things you can control to some extent. And what are those things? Conversion, Average Sale, Units Per Transaction, and there are more. The key is to focus on what needs to be done.

First of all look at the calculations for these KPI’s. You can refer to a retail math book if you’re not sure of how some of them are calculated. DMSRetail offers Retail Math – Made Simple and it will walk you through everything you need to know about KPI’s, common math formulas, pretty much everything you need to know about retail math for retail store staff.

Once you know how to calculate the numbers, go ahead and do it and compare your results against benchmarks.  One thing you can do to increase KPI’s is to follow this rule. Keep it in mind at all times.

Sell more items to more customers more often, and preferrably at regular prices.

Of course nothing is that easy but following this rule is a great starting point. Let us know how it works for you.

All the Success!

DMSRetail

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What are your plans for keeping everyone sane this holiday season?

This is the time of year when many retail people might get a little testy. They are doing everything – and then some – and sometimes they just want to throw up their hands and leave! Of course, they don’t really want to leave but they may get frustrated. Face it, life is pretty interesting in retail stores in December. Try to make sure everyone has some fun.

Here are some things you can do to help:

• Arrange a pot luck lunch for the busiest days. Have everyone bring something to contribute, supply paper plates and cutlery and let everyone have a relaxing lunch in the backroom so they don’t have to fight the food court wars.
• Put a motivational note or card in their backroom mailbox just to remind them that someone appreciates their efforts.
• Bring treats for staff to munch on during their breaks.
• Run a contest where the winner gets to go home a little early without cleaning and closing up the store. If you run a contest like this every day, the other staff will happily pick up the slack because they know they could be the lucky winner the next day.
• And don’t forget the pat on the back for a job well done. Thank your people sincerely.

All the Success!

DMSRetail

PS: The Retail District Management Workshop will be held in Phoenix, Arizona on January 26 & 27, 2011. Go here for more information: http://www.dmsretail.com/districtworkshop.htm

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Here is poem we came across that proves as much as things change, many stay the same. It was written in the early 1900’s.

There may be nothing wrong with you,

The way you live, the work you do,

But I can very plainly see

Exactly what is wrong with me.

It isn’t that I’m indolent

Or dodging duty by intent;

I work as hard as anyone

And yet I get so little done

The morning goes, the noon is here

Before I know the night is near

And all around me I regret

Are things I haven’t finished yet

If I could just get organized

I often times have realized

Not all that matters is the man

The man must also have a plan

With you there may be nothing wrong

But here’s my trouble right along

I do the things that don’t amount

To very much of no account

That really seem important though

And let a lot of matters go

I nibble this I nibble that

But never finish what I’m at

I work as hard as anyone

And yet I get so little done

I’d do so much you’d be surprised

If I could just get organized!

Author Unknown 

The Store Manager’s Organizer/Planner, designed specifically for Store Manager’s by DMSRetail, is a great tool for getting organized.  You can find out more about it here: http://www.dmsretail.com/dmsretailer.htm

All the Success!

DMSRetail Team

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In a recent issue of Retailwise Daily, we told retailers not to stop reward and incentives at 100% of target. 

Here’s a comment we received from one of our participants in The Retail Management Workshop in July 2009. It seems he put Matt’s suggestion to work and is reaping the rewards in 2010. Great news!

Hi

This is really a very good success tactic from Mr. Matt Parmaks; actually I already used it in my stores this year and passed my annual target .

Many retailers reward Store Managers and Sales Associates for achieving their targets. And that’s great! But why stop at 100% of target? Offering incentives and rewards for going above and beyond 100% of target can be very beneficial for all concerned.

Matt Parmaks, a Senior Consultant here at DMSRetail, tells a great story about how he once designed a compensation plan that rewarded Store Managers for achieving at several levels above 100%, with outstanding success. Just for example, if you offer $500 for achieving 100%, then offer $750 for achieving 110%, $1,000 for achieving 120%, etc. You have to work out the numbers but, if your targets are set properly, then much of the added sales volume goes straight to the bottom line. You can afford to be generous if you’re getting the results.

Matt inspired a group of approximately 80 Store Managers with this plan and they produced 30% sales increases in two consecutive years. 

Something to think about when you’re designing next years’ compensation plan, or even something to try for your holiday incentives.

All the Success!!

Dianne Miethner

DMSRetail Inc.

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DMSRetail invites you to post pictures of your great window displays on their Facebook page. Go to http://www.facebook.com/dmsretail

We can’t wait to see what all you retail people are doing with your windows!!

There is very little that can be done to control Mother Nature or prevent certain types of accidents. Snowstorms, floods, wildfires, sandstorms, freak accidents and the like will present problems to even the most well prepared individuals and organizations.

As retailers, we need to have our own plans in place to deal with emergencies. This is just a reminder to make sure the people working in your retail stores know what to do in case of an emergency.

For example, in the event of a power outage are staff supposed to ask all customers to leave the store and then lock the doors? This is usually done in the interest of public safety and store security. But, perhaps, that is not the way you want your stores to handle it. You may be located in a part of the world that experiences power outages very often. In that case, you may have some less strict rules in place. Or you may sell perishable items that cannot withstand more than a short power outage.

What if severe weather conditions cause road closures, or cause public transit systems to shut down, should your staff close the store(s) because there are no customers? Who makes the decision, and when? And then how is it communicated?

However your organization decides to handle emergencies, make sure all of your store staff understand it well. On the job training is not the best way for your people to learn how to handle these situations. You can prevent a certain amount of chaos by communicating your expectations in advance.

We hope you never have to find out how well prepared your organization is.

All the Success!!

DMSRetail

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