Your Story is Your Future

When we know each others’ stories we have a better chance of making a genuine connection. I believe the future of brick and mortar depends on the quality (and authenticity) of your story. Doesn’t matter if you are an owner, a full-timer who wears multiple hats, or an every-other-Saturday part-timer, your story somehow resonates with the brand’s story. So it’s safe to assume that how … Continue reading Your Story is Your Future

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

6 Ways to Make Your Story Matter

6 Ways to Make Your Story Matter (Help Folks Adore You) Tesla believes their intrinsic value far exceeds the value of their inventory. This basically means that why and how they exist towers above what they do. This isn’t some esoteric, soft fact, either. And proof is in the numbers. Just take a look at their stock value—it’s much higher than would be expected based on actual … Continue reading 6 Ways to Make Your Story Matter

14 Ways to Sell More Today

14 Ways to Sell More Today (Let Feeling Be Your Guide) You probably think products or services are what you sell. Bikes, shoes, software, tents, beer, americanos, refurbished axes, therapy sessions, or whatever. Sure, all day long you trade these things for pieces of green paper, but these goods are not the most important thing in your inventory. Your fastest turner is not what carries the weight … Continue reading 14 Ways to Sell More Today

You Love When it Happens

Just imagine…you visit a café for the first time and the entire experience, from start to finish, is top-grade. Not just better than usual, not merely a stand-out or interesting one-off, but a genuine moment in time loaded with connection, authenticity, and professionalism. Feels good, huh? You leave the place with a feeling of joy. One you might even downplay because…how can a retail shopping … Continue reading You Love When it Happens

What You Do is Your Art

AUDIO OF THIS BLOG POST Seems everything I read these days (or do, for that matter), feeds into the major themes I am working on for my business. And right now, my big five are: authenticity, vulnerability, artistic expression, genuine human connection, and the importance of storytelling. When everything seems to vibrate on the same web, I know I’m on the right track. It’s a … Continue reading What You Do is Your Art

GU-phoria

AUDIO OF THIS BLOG POST 1 I have to admit I was a little intimidated by GU‘s invitation to work with their sales team. As a long-time retailer, I worried my one-sided experience would make my messaging less relevant to vendors. Part of me was expecting the room of fifty-plus sales reps from across the country to like at me like, “What the heck could … Continue reading GU-phoria