Doing it Right

6 Attributes of the Best Salespeople Folks who work in specialty tend to eschew the moniker of salesperson. Many managers even re-title the staff to hide the truth. They call themselves specialists or experts, professionals or associates. Apple’s no stranger to such retail smoke and mirrors—their employees are deemed geniuses. Sheesh. Sort of pretentious, but pretty genius, too. Gulp. But make no mistake, every last one … Continue reading Doing it Right

New Retail Word: Handseling

Offer Your Customers a Good Luck Charm I’d like to introduce a new word to the specialty retail lexicon—handseling. Ever heard of this word? Neither had I until I interviewed the owner of a local bookstore for an article I was writing. She used it when referring to her staff’s interaction with each customer. As in, “When handseling, staffers really need to make sure we … Continue reading New Retail Word: Handseling

Reframe Your Apparel Category

An Open Letter (on Apparel) to Specialty Running Store Owners… Dear Owners of American Run Shops, Many of you have asked me how to sell more apparel. Rather than get back to each of you individually, I’m blasting off this form letter with my thoughts on an ever-present topic of frustration in specialty run. Forgive my generalizations and take my comments with a grain of … Continue reading Reframe Your Apparel Category

Things and Feelings: Retail Innovation

The traditional model of brick and mortar is taking a beating from well-executed e-commerce. This comes as no surprise. You saw it coming. Probably even lost sleep about its eventual arrival. Well, here it is. So stop complaining and get used to it. The internet is (at least partially) responsible for a decrease in sales and for the lack of customers through the door. Still, … Continue reading Things and Feelings: Retail Innovation