“‘You Can’t Feel A Fact: The Analytical Sales Personality Style’ plus ‘Why Training On the Salesfloor Doesn’t Work (video)'” by Bob Phibbs via The Retail Doctor blog

“‘You Can’t Feel A Fact: The Analytical Sales Personality Style’ plus ‘Why Training On the Salesfloor Doesn’t Work (video)'” by Bob Phibbs via The Retail Doctor blog

When I was looking for a lawn spreader, I asked the sales clerk, “Why should I buy this one?” He quickly answered, “Because it makes sense.” At that moment he confirmed my suspicions that he had an Analytical personality style. I’ve previously shared my thoughts about the Amiable,  Expressive , and Driver personality styles. Today, with their sensible, fact-based approach, I’ll dive into some thoughts about the Analytical. It would be easy to dismiss the Analytical personality style as a bookworm, a techie, a person with too much information because then we would be thinking their depth of knowledge is somehow not relevant. But their focus on detail is what makes their sales ability an asset. No other personality style will delve into as much product knowledge and history as the Analytical. However, Analytical personalities are not necessarily the best fit for most stores. Sure, an antique dealer who is trying to get thousands of dollars for a vintage pair of eyeglasses really needs to be able to share all the reasons to justify the price. Or a luxury jeweler, or stained-glass craftsman, or even a plastic surgeon. Analyticals, like Amiables, tend to be introverted; they can share information as a defense mechanism. Consequently, the more nervous or under pressure they are, the more they will try to calm themselves by reciting facts about a product. The challenge is, only a third of the world really appreciates all that information. 63% or so of the population buys on feeling, not facts. You can’t feel details – most customers buy based on emotions. And for that reason, an untrained Analytical can be a liability for your sales...
“World Surf League Announces Its Finals Event Will Return to Lower Trestles” by staff writers via The Inertia

“World Surf League Announces Its Finals Event Will Return to Lower Trestles” by staff writers via The Inertia

If it ain’t broke. Photos: WSL Well, it went so swimmingly, why not do it again? Following a World Surf League finals event in September that saw a fantastic mix of swell and conditions, the League announced today that its championship tournament will return to Southern California’s Lower Trestles. “The inaugural edition of the Rip Curl WSL Finals was an incredible success,” said Erik Logan, WSL CEO, in a release. “To see the WSL Final five go head-to-head in amazing waves and to witness the women’s and men’s World Titles be decided on the same day, in the water, for the first time was special. This new format captivated our audience and drove consumption like never before and was the most-watched day of professional surfing with the largest live digital audience in WSL history. We are excited to return to Lowers this season.” The high performance wave at Lowers, the closest thing in the ocean to a wave pool, will once again host the best five surfers from the men’s and women’s season. That season, says the WSL, will start with 32 men and 18 women before a mid-season cut will cull the field to 24 and 12, respectively. In 2022, the WSL hopes to run its full 10-event schedule without any interruptions like last year, when the pandemic completely rerouted the Hawaii and Australian legs. The men and women will compete together at every event this season. That doesn’t mean things will remain the same throughout the year, especially with the constantly changing world we’re living in. “Given the complexities of global travel during this pandemic and the fluid nature of the...
“Let’s Talk Digital Growth in 2022” by Christine Russo of RCCA (newest BRA Supporting Vendor Partner)

“Let’s Talk Digital Growth in 2022” by Christine Russo of RCCA (newest BRA Supporting Vendor Partner)

We are pleased to announce that Christine Russo of RCCA is our newest BRA Supporting Vendor Partner Below you will find a little Q & A about Christine Russo, who is an outstanding retailer resource that is currently offering a remarkable deal for BRA Distinguished Retail Members. – Doug Works, Executive Director of Board Retailers Association DW: Hello, Christine. Should our retail members call you Christine, Russo or something else? CR: Hi, Doug. I’m Christine, but most people call me Russo. DW: What do you like about Board Retailers Association? CR: I love the programs, resources and articles that Board Retailers Association curates for independent specialty retailers. DW: Why are you excited to be a BRA Supporting Vendor Partner? CR: I am excited to be involved because I help smaller businesses do big things. I am here to educate and inform and provide no-cost guidance and information. DW: Awesome. What does that mean for our Retail Members? CR: I can help to answer the following questions: How can my physical store compete with ecomm? How can I offer what the retail giants offer? How can I provide the same (or better) options to my customers? I scour retail technology solutions to find suitable solutions to help independent, small to medium brick and mortar physical retail. And I share the information. For Free. DW: So what would you say that your mission is as it relates to our Retail Members? CR: My mission is education and information. DW: Is it true that you are offering a special package for BRA Distinguished Retail Members that contains a 3 hour consulting package...
“TEST YOUR INNER SKATE NERD WITH THIS NEW TRIVIA CARD GAME” by Alexis Castro via JENKEM MAG

“TEST YOUR INNER SKATE NERD WITH THIS NEW TRIVIA CARD GAME” by Alexis Castro via JENKEM MAG

photo: gordon eckler Skateboarders’ brains contain tons of factoids that matter very little in the “real world,” like who the first person to skate up a handrail was, or who invented the salad grind. We love to tease each other about who knows more about short-lived brands and pros who are now dust in the wind, and we wear that knowledge like a badge of honor. Now you can objectively fight over who the biggest skate nerd in your friend group is thanks to Gordon Eckler’s Skate Trivia card game.Gordon’s new game is published by Gingko Press, which has printed a lot of books about street culture, street art, and skating in the past. That means the game will likely make its way into proper book stores and fancy retailers, but thankfully it’ll also be available directly at your local skate shop. We asked Gordon about the process of producing and pitching the game, who his fact-checkers are, and how he was able to verify questions that are skate folklore. Do you think anyone finds having extensive knowledge of skate trivia to be a turn-on?[laughs] I’ve never been turned on by skate trivia. I think you’re thinking of the bar nights that are popular in places like Brooklyn. I’ve never been to one of those, so I can’t really say. Skate trivia nights are pretty popular in NYC, but they’re overrun by old white guys who only care about stuff from the ’90s or before. Is your game different?Very different. Early on when I was “road testing” the game with friends, I realized that if the trivia was all about one...
“December retail sales were strong, no matter what the clickbait headlines said” by Steve Dennis via Retail Wire

“December retail sales were strong, no matter what the clickbait headlines said” by Steve Dennis via Retail Wire

Photo: RetailWire Through a special arrangement, presented here for discussion, is a summary of  Steve Dennis’ recent Forbes article. Steve is President & Founder of SageBerry Consulting and a senior Forbes Contributor. He is the author of Remarkable Retail: How to Win and Keep Customers in the Age of Disruption. The U.S. Commerce Department released its monthly retail sales report Friday morning and, within minutes, my social media feed lit up with gloom and doom takes on the alleged sorry state of shopping. Various outlets ran negative headlines suggesting sales in December had dropped precipitously. Much of the reporting focused on results coming in “below expectations.” There is so much wrong in all of this. As a senior executive at two Fortune 500 retailers and a consultant/analyst for 30 years, I’m hard pressed to name one person whom I respect who pays much attention to month-over-month numbers. What we focus on is the year-over-year numbers (and more recently, because of COVID, the so-called two-year stack). Depending on which definition of retail you prefer (some exclude auto, gasoline and/or restaurant revenues), sales were up between 14 and 19 percent year-over-year — much higher than average and a record for the month. Then there is this whole expectation thing. I, for one, fully expected December to be lower than November — and so did most other folks in retail I talk to. Why? It’s been obvious supply chain concerns and earlier retailer promotions pulled a lot of holiday sales into October and November. Oh, there’s also a little thing called the Omicron surge. To be sure, there are reasons for concern. Inflation, supply chain issues, labor shortages, likely higher...