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Word to the RetailWise V
Word to the RetailWise V

Sales Tips from an Expert Prepare for Sales Success. The selling process begins with preparation. All professionals prepare properly and a sales person’s routine is no different. Preparation is an in depth endeavor. We have to be mentally and physically …

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Retail Communications
Retail Communications

Everyone in retail, particularly those in retail management, knows that communication between Head Offices, Regional Offices, Stores and, even, within the Store, can be difficult at best. Yet it is critical that we master it. The smooth and constant flow …

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Retail Sales Metrics

Retail Sales Metrics In a retail environment, there are 3 key factors that have an immediate impact on sales performance. Sales = Traffic (Footfall) x Conversion Rate x Average Sale Traffic is the number of new prospects and repeat customers …

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Retail Management Dashboards
Retail Management Dashboards

Retail Management Dashboards by DMSRetailIQ Cost-effective high value business intelligence capabilities and value-added analysis services that enable retail companies to get the most relevant information to business users as quickly as possible. DMSRetailIQ’s hosted dashboard, reporting and analytics platform provides …

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Product Knowledge
Product Knowledge

Product Knowledge: Use it appropriately Good product knowledge will help even the most reserved sales associate. It gives them confidence knowing they have something of value to tell the customer. I cannot stress enough the importance of product knowledge when …

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Insane Retailing
Insane Retailing

It has been said by many authors that an appropriate definition of insanity be ‘repeating the same actions time and time again, expecting different results’. This definition seems simplistic and even ludicrous to educated psychologists, but for the rest of …

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Word to the RetailWise
Word to the RetailWise VI

Presenting options to your customer initially and during the add-on or upsell stage. Everyone knows that Presenting Options is one of the steps in the selling process. But not everyone knows it means exactly that. Too often sales associates suggest options, point to options, and …

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Conversion Nightmare
Conversion Nightmare

Test your retail management analytical and problem solving skills. Here’s the case store situation: In a busy regional mall, which has been operating for approximately 30 years, and which has undergone several renovations, there is one very unusually positioned store. The store sells …

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Word to the RetailWise VII

Set individual targets for store associates. There is no denying that working in a team can inspire each team member to do his very best. However, that doesn’t mean it will. And, very often, working in a team can provide a very convenient cover …

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Word to the RetailWise VIII

Never implement policies or procedures without asking the critical questions first.  And the questions are… “How will this policy or procedure affect our customers?” and “How will this policy or procedure affect our employees?” When you ask these questions, and you pay close …

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