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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:

 
May
07

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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Posted on: May 7, 2014 in Featured, Publishing
Apr
09

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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Posted on: April 9, 2014 in Featured, Publishing
May
16

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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Posted on: May 16, 2012 in Featured, Publishing
Apr
26

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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Posted on: April 26, 2012 in Featured, Publishing
Apr
19

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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Posted on: April 19, 2012 in Featured, Publishing
Dec
15

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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Posted on: December 15, 2011 in Featured, Publishing
Sep
29

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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Posted on: September 29, 2011 in Featured, Publishing
Sep
06

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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Posted on: September 6, 2011 in Featured, Publishing
Feb
10

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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Posted on: February 10, 2010 in Customer's Heart, Publishing
Feb
08

Impressions Count – Story Continued

In my last two posts I've been writing about the importance of first, last and unusual impressions. Last Friday, I lived one.   Let me give you some background. We […]

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Posted on: February 8, 2010 in Leadership, Publishing
 

Trust is the winsome wedding of faith and hope.

Brennan Manning

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