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Wayne has spent much of his career in and around retailers. He has a heart for the customer and proven methods that drive sales, profits and complete customer satisfaction. A successful retailer himself, he also regularly consults with retailers.
Here a a sample of Wayne’s insights into retail:
Taking Advantage of Your Style
Without question, I have found that the most successful retail operations reflect the owner’s personality. It’s the manifestation of that personality that makes the retailer unique and significantly helps them […]
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Retailing is an Art
Retail is not a science—it is an ART. As we find in all of the arts, it is subjective. How we apply the fundamental rules is always changing as is […]
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Don’t Manage the Measurements
I am always amazed at how many retailers spend so much of their time trying to manage “sales,” “margins,” and “profits.” Those are measurements to help us financially, but they […]
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I Don’t Know Why They Do That
A colleague and I went to get a cup of coffee. Being coffee snobs we look for one brand and we’re very loyal to that brand—Starbucks. When we paid for […]
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Buying is An Emotional Thing
Consumers do many things before making a purchase. Many do their homework. They analyze their potential purchase on-line, they talk to friends, they read reviews, and they have their left-brains […]
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Keeping Pace
In his book It Takes a Prophet to Make a Profit consultant Britt Beemer states, “Today’s consumer is empowered to make better-informed buying decisions. Never before have there been so […]
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4 Ways to End Employee Turnover
Many retail stores’ employees are always in flux. One chain’s, which I can’t name, average employee lasts just six months on the job. How can a retailer serve customers when […]
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Focus on the Brand; Not Just the Price
Everyone seems to agree with the principle of brand focus, however, large and small retailers have let the brand-value proposition slip away because of their focus on the price-only strategy. […]
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Right Words Sell More
It’s always intrigued me that the word “store” and the word “story” come from the same Latin root. In so many cases, good merchandising—merchandising that produces sales—is effective communication of […]
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Don’t Manage the Measurements;
Manage to Maximize
Many businesses and organizations make the mistake of managing the measurements of their business and not the outcomes. They seek to manage “sales” or their “profits” and frustrate themselves, their […]
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