“‘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...
“A Brief History of Snowboarding – Rebellious youth. Olympic glory. How a goofy American pastime conquered winter” by Max Ufberg via Smithsonian Magazine

“A Brief History of Snowboarding – Rebellious youth. Olympic glory. How a goofy American pastime conquered winter” by Max Ufberg via Smithsonian Magazine

Snowboarder Shannon Dunn competes for Team USA in the 1998 Winter Olympics, where she won the bronze medal in half-pipe. Alexander Hassenstein / Bongarts via Getty Images Long before the term “snowboarding” existed—and at least 80 years before it was an Olympic phenomenon—people were zipping like surfers down snow-covered hills. The first known instance came in 1917, when 13-year-old Vern Wicklund stood on a modified sled that he rode down his parents’ backyard in Cloquet, Minnesota. Wicklund patented the idea nearly two decades later but produced only a handful of models. The sport picked up speed in 1965, when Michigan’s Sherman Poppen created the Snurfer by cross-bracing two skis and adding a string at the front for steering. Poppen sold close to one million units by 1970.  Sherman Poppen created the Snurfer, immediate forerunner to the modern snowboard, in 1965. Courtesy Snurfer LLC But the real breakthrough happened when Dimitrije Milovich, a Cornell University dropout, founded Winterstick, the first modern snowboard company, in 1972. With steel edges, laminated fiberglass and, most crucially, nylon straps for one’s feet, Winterstick’s boards allowed riders to fly through more treacherous topography than its predecessors had.  Snowboarding went mainstream soon thereafter amid a fierce rivalry between Jake Burton Carpenter and Tom Sims. Sims, a New Jersey-raised professional skateboarder more interested in aerial stunts than in speed, founded SIMS Snowboarding in 1976. Carpenter, a race enthusiast from Long Island credited with coining “snowboarding,” created Burton Boards one year later.  “They’re endangering the public and possibly themselves!” As snowboarding grew in popularity, so did its reputation as a pastime for screwballs—a counterculture to skiing’s establishment vibe. In the 1980s, most North American ski...
“Managing Sales Behaviors to Improve Sales Performance” by Bob Phibbs via The Retail Doctor Blog

“Managing Sales Behaviors to Improve Sales Performance” by Bob Phibbs via The Retail Doctor Blog

What are sales behaviors? They are a series of actions comprised in a sales process, the way salespeople act and talk with shoppers. It is not as some have said your thought process; it is something specific other sales associates can see or hear you do. For example, an associate standing behind the counter talking trash about another customer so everyone can hear is bad sales behavior. Importance of behavioral sales training in retail What are bad sales behaviors? Things a salesperson does that result in the shopper not making a purchase and leaving the store.  For example, I went into a Hugo Boss boutique. I didn’t see any salesperson in the store. I found a shirt I wanted to try on and finally spotted a sales associate in a cubby. I assumed he was finishing a sale with a shopper. I tried to get his attention but couldn’t, so I just tried the shirt on right there on the sales floor. The woman left and I assumed the salesperson would come over. Nope. He just stood in the middle of the store looking out into the mall.  As I walked past him, he said not a word, just stared out into the mall. That was bad sales behavior. What are good sales behaviors? Engaging a stranger, discovering the shopper, and making a sale. For example, at the same mall several hours later, I passed a Rituals skincare boutique. It featured a large hydrangea tree in the center and as I stopped to look, a young woman encouraged me to come in. “No,” I said, “I’m tired and just want...
“Outdoor Retailer Releases Education Schedule and Floor Plan For Snow Show” by Outdoor Retailer via Shop Eat Surf (plus free hotel room scholarship opportunity for BRA Retail Members)

“Outdoor Retailer Releases Education Schedule and Floor Plan For Snow Show” by Outdoor Retailer via Shop Eat Surf (plus free hotel room scholarship opportunity for BRA Retail Members)

SAN JUAN CAPISTRANO, California – Outdoor Retailer Snow Show returns to Denver this month with a full schedule of in-person education and a redesigned floor plan structured around The Resource Center, a new information hub to access industry insight directly from experts. Snow Show runs from January 26-28, 2022, at the Colorado Convention Center, and the education lineup and floor plan are now available to help attendees start planning their schedules. “A wealth of resources and learning opportunities are available at Snow Show,” said Marisa Nicholson, Outdoor Retailer Senior Vice President and Show Director. “The new Resource Center will give attendees direct access to critical data, and every education session and new connection can provide the right insight or inspiration to help elevate business. This time together to learn and build relationships is invaluable, and it paves the way to discover more of what the industry has to offer.” Education at Outdoor Retailer brings together industry leaders and subject matter experts to provide attendees with knowledge that can help their business and the industry thrive. The schedule begins with the Snowsports Industries America (SIA) Industry + Intelligence sessions on Tuesday, January 25, the day prior to the opening of Snow Show. The Industry Breakfast kicks off Day 1 with a keynote on “The Art of Impossible” from bestselling author and peak performance expert Steven Kotler. Outdoor Industry Association’s (OIA) daily lunch sessions will feature important community conversations. And programming throughout Snow Show at The Camp and Trend + Design Center will offer retailers, designers, brands, and all attendees an opportunity to learn more on a variety of topics, including design trends, sustainability and climate...
“Content That Converts” (helpful downloadable report) via Total Retail

“Content That Converts” (helpful downloadable report) via Total Retail

How retailers can grow e-commerce sales in a heightened competitive environment Over the past year, retailers have had to evolve their businesses to account for growing consumer demand for e-commerce. And for many consumers, the shift to online shopping is likely to remain post-pandemic. This provides an opportunity for retailers to capitalize. In order to do so, they must create compelling, differentiated online shopping experiences that stand out from the rest in a crowded digital landscape. This asset provides competitive insights including: How shoppable content can be leveraged to increase online salesTop benefits of incorporating shoppable content into your e-commerce strategyHow personalized shoppable content enhances customer experienceTips on shoppable content production that will drive customer engagement and sales Help your business succeed with shoppable content by downloading this comprehensive guide today. Click on the following link to download this helpful report: https://mytotalretail.tradepub.com/free/w_defa1071/prgm.cgi Offered Free by: Zmags Total Retail is the go-to source for executives looking for the latest news and analysis on the retail industry. Be sure to bookmark this helpful and relevant site:  https://www.mytotalretail.com/  If you are not already a BRA Retail Member, you can easily opt in to either Regular (no cost) or Distinguished ($100/yr.) Membership via this super simple join...
“Volcom Unveils U.S. Olympic Snowboard Uniforms” by Tiffany Montgomery via Shop Eat Surf

“Volcom Unveils U.S. Olympic Snowboard Uniforms” by Tiffany Montgomery via Shop Eat Surf

Men’s Brighton pullover jacket and the USST Hotlapper pant. Courtesy of Volcom Click on the following link to view additional official uniform photos from Volcom and related words via Shop Eat Surf: Volcom Unveils U.S. Olympic Snowboard Uniforms Be sure to visit the Shop Eat Surf website to view valuable Industry News and Resourceful Articles regularly via this link: Shop Eat Surf If you are not already a BRA Retail Member, you can easily opt in to either Regular (no cost) or Distinguished ($100/yr.) Membership via this super simple join...