The Key to More Sales

Want to Generate a 20 Percent Sales Increase?

Hiring the right people can get you there

by Harry J. Friedman, Founder/CEO, The Friedman Group

Most retailers typically look at improving two areas when they want to generate sales increases. First is the merchandise mix, and second is advertising. While these are two important parts of the puzzle, the most critical piece is often overlooked.

What if you looked instead to your mix of salespeople to generate more sales? What if you no longer accepted substandard performance? Read More ...

Welcome to On The Floor Journal

How would you like to generate a 20 percent sales increase at each and every one of your stores? Think it's impossible? Not so -- if you hire the right people. To learn more about the benefits of assembling a staff of top producers, read this month's retail strategies article. And for pointers on providing service that will increase holiday sales -- and your receipts for the year to come -- check out our feature article.

Last month, a retailer asked for advice on how to compete with a big box that's opening near his store. Our readers have some definite opinions on how to deal with this newcomer. What criteria do you use to assess the performance of your salespeople? A retailer who hopes to light a fire under his staff would like to know.

Please respond to our dilemma or take our one-minute reader survey, and we'll enter your name in our next drawing for a 1 GB MP3 player. Happy Selling!

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Maximizing Sales during the Christmas Rush

And throughout the year to come

by Harry J. Friedman, Founder/CEO, The Friedman Group

As exciting as it can be on the sales floor during the Christmas season, the rush of people coming in inevitably creates havoc for retail stores and makes it difficult for many to maximize their potential sales. When faced with the option of waiting for assistance or going to another store, far too many customers will walk, or go to the Internet. Who wants to wait? Here’s where an opportunity exists for you to stand above the crowd and take business away from your competitors.

Spotlight

Give Your Staff the Holiday Gift That Gives You More Sales!

Harry J. Friedman's best-selling book has been called the "retail Bible" on retail selling. The perfect gift for your staff and retail friends. Quantity discounts available.

More on No Thanks, I'm Just Looking!

FloorToons

"You're lucky that no salesperson knew Harry J. Friedman's sales techniques. No one won you in the sales contest."

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Retail Resources

Gold Star Selling

DVD Sales Training Program
Get ready for the holiday selling season! Retail's #1 selling system, perfect for full-time and seasonal staff.
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Retailer's Complete Book of Selling Games and Contests
Over 100 selling games and contests to generate instant sales.
No Thanks, I'm Just Looking!
Retail's best-selling book.

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"Retention is your reward for recruiting, hiring, training and compensating your employees correctly."

"The salesperson's rap: Show, show, show -- until they say no!"

Last Issue's Dilemma:

I'm beginning to feel "boxed" in -- and out

For more than 20 years, I've been an independent retailer in the same small to mid-sized market. Now, a big-box chain store is coming into my area. Even though I have good clients and a good reputation, I'm afraid this new store will kill my business. What measures can I take to keep my sales up and my customer base intact, since I obviously can't compete on price or depth of merchandise? -- Worried Retailer

See what other readers have to say.

This Issue's Dilemma:

What stats count most when tracking my staff's sales?

Like most retailers, I'm always trying to figure out how to get my staff to sell more. I know it's a good idea to track their sales to get a better idea of who's producing and who's not. But that only gives me a part of the picture. Other than monthly sales volume, what stats should I focus on to improve sales performance? -- Patrick, Owner

Can You Help? Share your experience. You could win a 1 GB Apple iPod Shuffle that holds 240 songs.

The following articles offer insights and trends that may or may not align with OTFJ's views, but provide information and perspectives that can broaden your horizons and influence the way you run your stores.

The Value of Understanding Culture and Your Customers

Tapping into a growing customer base

by Camille Bragg, Connect Across Cultures - NARMS Today

Don't Call Us; We'll Call You

Will Wal-Mart's "hiding" its phone support backfire?

by Evan Schuman - Storefront Backtalk

Come on Down!

Why managers need to work the retail floor

by Malcolm Fleschner - monster.com

The Carrot Principle

How "handling with carrot" can help retain staff and improve business

by Adrian Gostick and Chester Elton - American Executive

Keeping Your "A-Team"

A two-pronged approach that works

by Will Helmlinger - Inc.

Hiring for the Holidays

From Santa and beyond

by Jayne O'Donnell - USA TODAY

Save up to $300 on 2008 Friedman Retail Seminars!

New Courses for 2008! Along with retail's only management seminars -- Retail Management Training Camp and the Multiple Store Supervision Camp -- we've added two new programs: Sales Masters Course -- taking this is like getting a master's degree in retail selling in just three days -- with an optional fourth-day certification, plus World Class Retailing, a senior-level overview of current retail trends and the most successful sales and management systems in retail today, for owners and senior execs only.

Call 888-611-4304 for details and to reserve limited seats for your entire team now.

Offer expires 12/10/07 or as soon as seats are filled.

Read what Apparel News said about Friedman Seminars ...