Category Archives: Terrific Retail Insights

The sad tale of the boy who called wolf

I have four young grandchildren who are the light of my life. Aged from 3 to 9 they all love coming to Granny and Grandad’s house, playing games, baking in the kitchen, spending hours exhausting us in the swimming pool – “Look at me Grandad” – and being read stores. Yes, I am thrilled that…
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Give customers the confidence to buy now

How often do you hear retailers saying, ‘Christmas is starting later for us every year’? It happened again last year, didn’t it? “No wonder. It’s because there has been a breakdown in trust”, says retail observer Martin Butler author of, ‘The Art of Being Chosen – Secrets of success from the giants of retail’. He…
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Trust your store managers and encourage initiative

Empowerment is a trendy word these days though it’s one I don’t really understand. People are making decisions in their life outside of work all the time. Most of them don’t need to be ‘empowered’ they just need insecure senior managers, HR people and the like to stop disempowering them. In far too many retail…
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A discount with an emotional trigger

“Giving a discount is as old as retail itself. Unquestionably effective, hardly differentiating,” explains Martin Butler in his new book ‘The Art of Being Chosen – Secrets of success from the giants of retail’ So, I loved this discounting idea with a difference from his interview with Bijou Kurien former head of the Watch and…
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Using the Average Sale as a Motivator

Way back in the early 1990’s with her astonishingly successful Expanding the Sale program, renowned Melbourne based retail consultant Hilary Kahn www.feelgoodguide.biz first demonstrated to me the value of displaying an average sale measurement chart for the team showing: a) Average sale figure for this day/week last year. b) Budget figure for this day/week this…
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7 Mistakes Retailers Make

Are you making these mistakes in your business? I have specialised in the world of Retail Sales for over 25 years, and during that time I’ve found that many businesses suffer from these same 7 fundamental mistakes... You don’t track your average sale per customer or your conversion rate and your team have no idea…
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