Posts Tagged 'retail tips'

Add-on Selling is a Must Do!

An important but often overlooked aspect of the sales process, add-on’s are seen by most salespeople as a burden on the customer. In other cases, salespeople are either indifferent to or even scared of suggesting add-on’s because of the fear of losing the sale.

Contrary to that fear, the best time to suggest an add-on is right after the main sale is closed. The fact that the customer has already said yes indicates that s/he saw the value in your offering, chances of them changing their mind because of an add-on suggestion is slim. Far from it. in fact, studies show that in most cases, provided that the add-on conversation is designed and sold properly, the additional item has enriched the satisfaction they got out of their main purchase.

The benefit of add-on sales on store profitability is tremendous. That is the reason some retail experts suggest that UPT (units per transaction) should be a prime measurement of store productivity. We don’t want to get into a lengthy KPI discussion here, but everything else being equal, you can make a huge difference in your profitability and overall success by increasing your UPT. Most of the increase usually comes from successful add-on sales.

To recap:

1. Contrary to popular belief, immediately after the sale is the best time to sell add-on’s.

2. Increases profitability dramatically.

3.Extends the satisfaction value of the purchase.

4. Your customer will appreciate you for it.

So, make it an agenda item in your next sales meeting and discuss the add-on products, the sales process, the expectations from each staff member and count those extra profit dollars pouring in.

Practical Solutions to Everyday Retail Management Challenges

In a nutshell, that’s what DMSRetail does. We provide practical solutions to your everyday retail management challenges.

Our Consultants, who have developed all of DMSRetail’s practical solutions, have all been in your shoes and we’ve figured it all out, many times, with great success.

Let us do the same for you.

Retail does not have to be difficult. Of course, it has it’s unique challenges. No one can claim it is simple but, certainly, the challenges are not insurmountable. In fact, it can be as easy as a walk in the park once the proper principles and systems are in place.

If your sales are down from last year…and way off target, and you need to figure out how to move them in the right direction, we tell you what steps you can take; we actually show you how to do it. We also advise you against taking steps that will lead to a downward spiral which many retailers are in the process of right now.

Maybe you realize that you don’t have the people in place who are able to drive your business to the heights you’re looking for. Well, we show you how to correct that situation. Or, perhaps you don’t even know that some of your people are causing your troubles…we’ll help you figure that out, too. We have a DMSRetail solution for you.

If your compensation plan isn’t working, we’ll tell you what kind of compensation plan you should have in place for maximum employee engagement and customer satisfaction. We’ll amaze you by running the numbers right in front of your eyes and you’ll have an aha! moment, for sure.

If your operation needs a complete overhaul and you have no idea where to start…we can do it for you. All you need to do is send us an email to get started…lift those burdens off your shoulders and look to us to help you solve your challenges.

There is no magic pill; no ‘one-size solution’ fits all; no quick and easy fix. What DMSRetail has for you is a wealth of experience spread throughout all of it’s Success Guides, Tools, DVD’s, Bundles, Study Courses, Ultimate Retail Success Program, Workshops and Consulting Engagements.

Get started with DMSRetail products and services and see what we’ve done to solve your most pressing issues. You really don’t have to reinvent to wheel.

Learn from experts and make it happen.

For starters, if any of your people – at any level – don’t understand the reason for Key Performance Indicators, or how the calculations are done and what action can be taken based on the results, then you need to get everyone a copy of Retail Math Made Simple, 3rd Edition. It’s only $14.95 and if you buy one for all of your staff, we”ll offer you a volume discount.

Your people must have this information or they can’t do the job properly. Without it, you’re just hoping for the best. And we all know that hope is not a strategy. This is a DMSRetail solution for you. Don’t wait another minute. Grab it.

Maybe your District Managers aren’t doing a great job as a leader; maybe they’re not getting consistently great results. The District Management YourTime Study Course needs to get into the hands of every single one of your District Managers, regardless of their tenure or ability. They will learn some new and different ways to build a cohesive team of Store Managers who execute properly and on time; a team of Store Managers who will do their very best for your company. The course is $247 for the digital version and, as I said, we offer volume discounts. This is a DMSRetail solution for you. Get this resource into their hands and watch things get better.

Why do some stores and some districts do so much better than others? After taking market conditions and location into account…the only answer is the people running them. You may want a +20% increase and your asking a -20% District Manager to give it to you.

What’s the sense in that?

First you have to elevate your -20% District Managers. If you don’t, don’t ever expect to get your +20%…it’s not going to happen unless you provide them with help. Not handholding or spoonfeeding. You don’t have time for that, nor should you. Try the DMSRetail solution.

If you want to guard yourself against disasters on your sales floor – meaning customer/associate interactions that go bad – then give your associates the Retail Selling Skills and Customer Service Fundamentals YourTime Study Course. Get one digital copy (at just $97) for each associate – and we’ll send it straight to their inbox.

You will only benefit, and you will never lose control because this course is designed to teach fundamentals and, during every step of the way, we instruct the associate to bring questions to their Manager to find out how they would like certain situations handled. We make them understand that their Manager will give them final answers but that the course is providing the groundwork so your Store Managers don’t have to go back to retail 101.

If you find that your challenges reach farther and wider than just specific issues, then you will want to get the Ultimate Retail Success Program. Naturally, it’s more expensive because of its rich and varied content, spread throughout a huge package  and because of the additional support we give you when you are an Ultimate Retail Success Program purchaser.  The ROI on this package is immediate.  This is a DMSRetail solution for you.Take advantage of the consulting call with one of our retail experts when you purchase this Program

We recommend purchasing an Ultimate Retail Success Program for each of your Field Management people, just to ensure they have the resources at their fingertips whenever they need it and, also, to ensure strategic alignment within the organization. Again, send an email to inquire about volume discounts.

So, you can see that we have practical solutions for your everyday retail management challenges and, also, we have practical solutions for your ‘not so common’ problems or challenges.

We want to help you as we’ve been helping retailers since 1991. We’d like you to feel that you can count on us to be your ‘go to’ retail management resource. But we know you have to have faith in us in order to do that.

We invite you to check out the many, many testimonials all over our website for social proof that we are what we claim to be. We welcome your comments and questions at anytime. We love to receive feedback from our subscribers, customers and Facebook friends.

All the Success!

DMSRetail Team

PS: Place your order for a DMSRetail practical solution to your everyday retail management challenges. And help will be on the way…today!!

PPS: For a list of all of our practical solutions, here is our Catalog for your review.

Join our Facebook community and if you like us, please ‘Like’ us. Thanks!

Holiday Tips #1

Regardless of the economic outlook, you can rest assured that many people will be in your stores this holiday season. They may be working with a tighter budget, or they may not. They may be more discerning, or they may not. Whatever happens you still need to be prepared. There are things you need to do to have your store, your staff, your management team and your merchandise ready.

Here are some Holiday Season Tips – the first of our Holiday Season Tips Series, to help you make sure you’re doing everything you can to make the most of the holiday traffic that comes into your store:

Study History – Get out last year’s sales records, promotional calendar and staff schedules. Study them to see if there is anything you might do differently this year. If you were the Manager last year, try to remember the things that really caused things to breakdown. Learn from those things and safeguard against those same things happening again this year. Hint: If you do not already do this, make a point of noting all of the things that work really well and the things that don’t so you you’ll have the benefit of that information next holiday season.

Schedules – The Backbone of your Store -Make schedules for the 11 weeks (w/e November 13, 2010 to w/e January 22, 2011). Based on your sales targets, you need to figure out what kind of floor coverage you will need for each of the 11 weeks. These can be mock schedules but they should fairly represent what your actual schedule should look like. It is during the making of these mock schedules that you will come up with your plan for the holiday season with regard to floor coverage, stock replenishment, shipping/receiving, cashiers, greeters, fitting room coverage, recovery of the store throughout the day and at night, etc. You’ll get a very good idea of how many temporary employees you should hire. Hint: Once you know how many temporary employees you will need, hire 4 more.

The reason you will want to schedule well into January 2011 is because of the trend toward the purchase of gift cards. After the main holiday event, many customers will come into your store to spend their gift card. You need to be as ready for them as you were for the pre-holiday gift buyers. So, whatever you do, don’t become complacent in January.

Employee Illness – Try to recall from last year: Did a lot of employees call in sick? Were there certain days where you were left without proper coverage? How did that affect your business? Were the temporary employees trained well enough to really add value to your business? What can you do to avoid the pitfalls of last year? Hints: 1) hire more temporary workers and train them better 2)make sure your regular staff are considered when making the schedule – the needs of the business comes first, of course, but your regular employees will have some particular dates that they really need to have off for family gatherings and holiday preparation 3) send sick workers home so as not to spread illness to customers and other staff members 4) make sure you are not working certain employees so hard that they become exhausted or disillusioned.

Staff Meetings – Don’t forget to schedule time for management team meetings and staff meetings. Some of the meetings will be short touch base meetings and others may be educational. Still others should be for fun and celebration. Remember, everyone is stressed during the holidays and anything you can do to make your employees’ lives a little better during this busy time will probably pay dividends. Hint: Appoint someone to organize a pot luck luncheon for some of your busiest days. This accomplishes two things. 1) it promotes a sense of camaraderie among regular and temporary employees and 2) it saves them from having to fight the line ups at the food courts; giving them more time off of their feet.

Maintenance – Always important but now is the time to make certain that all of your light fixtures are working; your exit signs are lit, your fire extinguishers have been checked, your flooring and carpets have no turned up edges that can trip people, your POS and printers are working properly, your doors or door grills are in good repair, ceiling ducts are clean and dust free, fitting rooms are clean and welcoming, shelves are firmly in place to avoid accidents, no chipped glass anywhere, no rough edges on sign holders, the back room is well organized, the plumbing (if any) and any illuminated store signage is working properly. You won’t want to be spending valuable on floor and customer time taking care of pesky maintenance issues that could be taken care of in advance. Emergencies aside, your concentration needs to be elsewhere so…get it done now.

Watch for the Holiday Season Tips #2, coming soon.

All the Success!

DMSRetail Team

www.dmsretail.com  

PS. To make the most out of the upcoming holiday season, utilize the tips, techniques and tools that are in DMSRetail’s Super Retail Success Bundle – go here: http://www.dmsretail.com/superbundle.htm

Who doesn’t want more success and less stress?

As every retailer knows, the holiday season is the biggest opportunity we get to make things happen in a big way. We have more people in our stores and that provides us with a huge opportunity to work hard to convert them into buying customers. Are your Store Manager’s ready for that challenge? Do they know how to increase their conversion rates to make the most out of all of that extra traffic? The Super Retail Success Bundle includes the Retailer’s Guide to Emotional Hot Buttons. It’s an easy read for all of your people and it will make a huge difference in the conversion rate.

By working hard, we mean doing everything we can, in store, to ensure the customer chooses to buy from us. We have to make our windows and stores attractive to draw them in. We have to have plenty of friendly and knowledgable staff to greet them, build rapport, determine their needs, present the appropriate options and, finally, close the sale. You’ll find the fundamental selling steps in Winning at Store Management…included in the Super Retail Success Bundle. Those open ended questions are critical to your success – let all of your people learn all about them.

Our people have to be well trained and they must know what is expected of them. They have to understand that customers always come first, regardless of the tasks at hand. Do you know how you are going to make sure your management and their teams are ready to make the most of the opportunities ahead? We can help you with that. 22 Ways of Highly Successful Retail Managers gives you so many tips on how to manage your people to achieve higher results than you thought possible. And, yes, it is included in the Super Retail Success Bundle!

The stores need to be exceptionally clean and well maintained at all times; inventory has to be in the right place at the right time; the work schedules have to be well thought out so that the needs of the business and the needs of the employees are all taken care of. Do your Managers have an Organizer/Planner that is designed specifically for them? You get the one and only Store Manager’s Organizer/Planner with the Super Retail Success Bundle.

In short, you and your Store Managers need to be Superheros before, and during, the holidays. We know it’s tough and, because DMSRetail is in the business of ‘making retailers successful’, we are currently offering an incredible promotion on the Super Retail Success Bundle. You and your people can become Superheroes, in retail, by applying the knowledge gained from this giant bundle of retail management information, best practices, success tips and how-to’s.

This is the bundle of Success Guides, Tools & DVD’s that provides all the information needed to succeed and reach Superhero status! So far we have only mentioned 4 of the amazing Success Guides & Tools you’ll get with the Super Retail Success Bundle. There are 4 more – Retail Math Made Simple – 2nd Edition; Retail Customer Service Fundamentals (excellent for your new hires – permanent or temporary); Managing for Higher Retail Success and ‘I Succeed’ Retail Employee Evaluation System (invaluable for quick coaching and performance discussions). And, don’t forget, there is a 6 DVD Collection and 5 Bonuses.

Now here’s where it gets really interesting ..first of all, we have reduced the price of the electronic instant download version of the Super Retail Success Bundle by a whopping $50.00. That means you get the 8 Success Guides and Tools mentioned above PLUS a 6 DVD Collection PLUS 5 professional development bonuses all for only $147.

But, as great as this sounds, that’s not even the end of the savings. There’s more. We are going to ship the DVD Collection, that goes with the electronic instant download version of the Super Retail Success Bundle, at no charge to you. That’s right, free shipping of the DVD’s to anywhere in the world.

The total savings amount to $69.95 off of the regular selling price of the Super Retail Success Bundle – that’s a 32% savings for you. And it’s a savings of 65% off the cost of the individual Success Guides, Tools, DVD’s and Professional Development Bonuses when purchased separately. When you think of how much more business you’ll do as a result of being the owner of a Super Retail Success Bundle…well, the value is unquantifiable. You can manage your stores and your teams with much more success. Achieve those targets! Increase sales and profit! Who doesn’t want to have a lot less stress and a lot more success?

Get it now while you still have time to benefit from the Super Retail Success Bundle:
http://www.dmsretail.com/superbundle.htm


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