“How To Get Employee Sales Training To Stick” by Bob Phibbs (The Retail Doctor)

“How To Get Employee Sales Training To Stick” by Bob Phibbs (The Retail Doctor)

Customers go online to buy – frequently replacement purchases – but go to stores to discover. That moment of discovery needs to be crafted, trained, and rewarded because customers respond to a human trusted advisor more deeply than to any webpage. These days the decision between a shopper choosing to visit your store over an online competitor lies in your employees’ ability to know exactly what to say, when to say it, and how to make it count. I call it a branded shopping experience. With fewer employees on your sales floor and shoppers returning to physical stores, you can’t let your retail staff wing it over and over again and expect to survive. While the history of retail was built on product knowledge, today that former ace in the hole is available online. You know yourself, you start the search for something worth more than a few bucks on the web to learn as much as you can, uncover reviews, and compare offers. The ace in the hole for physical stores now must be how to engage strangers. And if those employees can’t talk to strangers, how will they ever use any of their product knowledge to sell your goods? They won’t. And the merchandise will sit until it is marked down. Discover how to create a winning retail sales strategy here So if your training is not focused on people knowledge first but is solely focused on product knowledge, you’re missing the boat. The skills of engaging a stranger is not intuitive nor is it easy. 80% of shoppers entering your store have already researched the features of your products online. And the other 20% will do it on...
“Remarkable new BRA Distinguished Retail Member benefit plus video showcasing outstanding new Supporting Vendor Partner” by Doug Works, Executive Director of Board Retailers Association

“Remarkable new BRA Distinguished Retail Member benefit plus video showcasing outstanding new Supporting Vendor Partner” by Doug Works, Executive Director of Board Retailers Association

Push play to learn more about PartnerShip (BRA Supporting Vendor Partner) and how you can benefit BRA strives to be the definitive resource for active sport retailers and we’re always looking for ways to help your business be successful. We’re excited to announce a brand-new benefit available to BRA Distinguished Retail Members that will save you money by spending less on shipping. With the BRA Shipping Program, managed by PartnerShip®, you save 50% on FedEx Express and 30% on FedEx Ground. If you’re receiving inbound freight shipments from your vendors, you’ll also have access to competitive rates with UPS Freight, YRC Freight, XPO, and many others. To take advantage of this free benefit, enroll now. To learn more about the BRA Shipping Program, call PartnerShip at 800-599-2902 or email sales@PartnerShip.com.     If you are not yet a BRA Distinguished Retail Member, please complete the super simple join form (choose the Distinguished Retail Membership option).  Shortly after we receive your join form, we will email you an invoice with payment instructions for the $99 Annual Dues as well as the link to access the BRA Office Depot Preferential Pricing Program and summary of additional Supporting Vendor Partner benefits for BRA Retail Members. Once your payment is received, we will notify the good people at PartnerShip who will approve your enrollment and enable you to take advantage of the savings in a timely...
“Best Practices for Physical Inventories” + Special Video by Heartland Retail (BRA Supporting Vendor Partner)

“Best Practices for Physical Inventories” + Special Video by Heartland Retail (BRA Supporting Vendor Partner)

What is a physical inventory? An audit of a store’s inventory to confirm that what the point of sale says you have on hand is actually there, either on the store floor or in backstock. They help identify things like discrepant transfers, fulfillment errors, theft or products that were never received in or received incorrectly. While frequency can vary depending on size of your store, seasonality and staffing, performing one full physical inventory (PI)—or count—every six months is generally recommended. Because you’ll want to freeze your store’s inventory while doing so, schedule PIs after hours or on a day you are closed (remember to communicate any closures to your customers ahead of time!). Traditionally, PIs were done on paper or spreadsheets, but affordable, mobile technology has made this once dreaded task far more efficient for many retailers. Necessary Materials Mobile, cloud POS with inventory managementiPads (one for every member of the PI team is ideal)Bluetooth scannersA few empty baskets or boxesSanitizer to wipe down hardware in between usesWater and snacks Preparing the Store Dividing your store into scannable “batches” keeps both the physical space and operations organized. Draw a map of your store, including front andback of house.Section off manageable areas, including all fixtures:tables, shelves, racks and display cases—the smallerthe batches, the higher the accuracy.In the days leading up to the count, give your store aliteral sweep.Check for products under racks, in forgotten binsor dressing rooms, behind the cash wrap and everydark corner where something could be hiding.Tidy your backstock, making sure apparel is foldedand products are in the appropriate packaging.Confirm that everything is scannable: Every itemmust have a...
“NRF: Back-to-School Shopping to Reach Record Levels in 2021” by Melissa Campanelli via Total Retail

“NRF: Back-to-School Shopping to Reach Record Levels in 2021” by Melissa Campanelli via Total Retail

Credit: Getty Images by Max Riesgo Consumers plan to spend record amounts for both school and college supplies as families and students plan to return to in-person classrooms this fall, according to the annual survey released today by the National Retail Federation (NRF) and Prosper Insights & Analytics. Families with children in elementary through high school plan to spend an average of $848.90 on school items, which is $59 more than last year, according to the NRF. Total back-to-school spending is expected to reach a record $37.1 billion, up from $33.9 billion last year and an all-time high in the survey’s history. College students and their families plan to spend an average of $1,200.32, an increase of $141 over last year. Over half ($80) of this increase is due to increased spending on electronics and dorm furnishings. Total back-to-college spending is expected to reach a record $71 billion, up from $67.7 billion in 2020. About 43 percent of all shoppers said they will use government stimulus money to purchase items for school. According to the survey, as of early July more than half (51 percent) of K-12 and college shoppers have begun shopping for the items they will need when classes resume later this year. However, the vast majority (76 percent) of K-12 shoppers were still waiting on lists for school supplies as of earlier this month. Total Retail’s Take: In other good news, the NRF said last week that retail sales saw solid growth during June, increasing in most categories on a monthly basis and across the board on a yearly basis as the recovery from the coronavirus pandemic continued....
“10 Customer Service Techniques to Help You Grow Sales” by Bob Phibbs (The Retail Doctor)

“10 Customer Service Techniques to Help You Grow Sales” by Bob Phibbs (The Retail Doctor)

Customer service techniques should be at the top of your list when you consider how to increase sales in retail. While getting customers into your store comes first, their experience in the store is what makes the sale. Attracting visitors to your store through occasional promotions, events, and a killer website is a great start. But you need to convert those visitors into customers. That’s why focusing on improving customer service techniques in your retail staff can have an outsized influence on your revenue. There are a lot of in-store factors influencing a purchase decision. Things like well-appointed and serviced fitting rooms, sufficient mirrors, and visual merchandising can help create a shopping experience that makes customers want to buy your products at your regular prices. But the missing ingredient when it comes to the best retail customer service tips that influence sales has nothing to do with physical elements. It’s your people and their ability to make a connection with customers. Customer service is about communication and connection Connection is the most important factor in sales. It is the springboard for dialogue between shopper and salesperson. The rapport that follows is the stickiness that creates loyal customers. Look up the definition of rapport sometimes. Never mind, here it is: Rapport“A relationship characterized by agreement, mutual understanding, or empathy that makes communication possible or easy.” How often do you believe your customers leave your store feeling this way about their experience? How often do your customers feel like they had any relationship with the person who rang up their purchase? I’m guessing if you’re like most retailers, not often. The lost art of conversation Too many younger...
“Office Depot Exclusive BRA Member Savings Program now available for all BRA Regular (no cost) and all BRA Distinguished Retail Members plus brand new video elaborating on this outstanding Member Benefit”

“Office Depot Exclusive BRA Member Savings Program now available for all BRA Regular (no cost) and all BRA Distinguished Retail Members plus brand new video elaborating on this outstanding Member Benefit”

The Mission of Board Retailers Association is to consolidate the voices, the experiences and the visions of Board Specialty Retailers into a cohesive organization. We do this by identifying ways to lower day to day expenses, to increase profit margins and to create more remarkable customer experiences for our Retail Members. Speaking of lowering expenses, this video may help you realize that there is one place where you can save on a ton of products and services just because you are a BRA Retail Member. Push play to learn what BRA Supporting Vendor Partner Office Depot can provide to all BRA Retail Members As a BRA Retail Member, you will have a voice, you will benefit from BRA relationships and you will have access to a number of BRA programs and resources including the new Office Depot Exclusive Preferential BRA Member Savings Program. The image and video above elaborate on this outstanding Member Benefit, which is available to both Regular (no cost) and Distinguished Retail Members. If you are interested in improving your business, click on the following link to learn about both BRA Retail Membership options: https://www.boardretailers.org/retail-membership/ Soon after you complete the following super simple join form, we will email you the link to gain access to this rad program and begin saving on over 20,000 Office Depot Products and Services: https://www.boardretailers.org/join-bra/ #boardretailersassociation...