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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:
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 […]
Read More...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 […]
Read More...The Unusual Impression
In my last post I wrote about the importance for any business of the first and last impressions a customer receives. I mentioned that we are wired to remember first, […]
Read More...First, and Last, Impressions Count
If I were to list a group of numbers, have you look at them, then ask people to try and remember them, chances are that most people would remember the […]
Read More...Creating Shopping Memories
Shopping takes time and let's fact it, who has time? You are right, nobody has the time, energy or patience to go shopping. I can remember hearing stories from a […]
Read More...Understanding and Managing Retail’s Open Loop
Retailers often use mailed catalogs or email blasts to generate traffic and increase sales. There’s nothing wrong with this strategy as long as the retailer is properly using their respective […]
Read More...Delegating Customer Service
Flying this week reminded my how frequently companies delegate customer service activities back to the customer. It's like delegating backwards. Just in the airline industry alone, customers now handle their […]
Read More...Handlebars, Program Code and Motivated Employees
A few weeks ago I had the privilege of visiting Logos Bible Software. We are fortunate to have them as partners with us as they are the backbone of the […]
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