How Some Retailers Make More Money Than Others: Inexpensive, Easy-To-Implement Ways to Growing Your Store's Performance

Overview

Making money as an independent retailer, be it under your own brand or that of a franchise group, is not easy.

How do you generate a profit when all around you huge discount stores are offering the same products at lower prices and spending millions on advertising?

This book explains how growing your store's profits starts with an understanding of the three-part Critical ...

See more details below
Other sellers (Paperback)
  • All (5) from $5.61   
  • New (4) from $5.61   
  • Used (1) from $7.94   
Sending request ...

More About This Book

Overview

Making money as an independent retailer, be it under your own brand or that of a franchise group, is not easy.

How do you generate a profit when all around you huge discount stores are offering the same products at lower prices and spending millions on advertising?

This book explains how growing your store's profits starts with an understanding of the three-part Critical Retail Formula. The formula is Customer Numbers x Customer Spend x Gross Margin = Gross Profit and you must have a strategy for each of these.

What you will learn:
- Why mass media advertising is a waste of your time and money
- Why putting dots on a map is the best market research
- How to become the local guru in your field
- How to maintain your gross profit despite a falling customer count
- The surprisingly big impact you can achieve on sales just by rearranging your shelves and store layout.
- How your next new customer is already standing in front of you i.e. turning browsers into buyers
- If you can raise the customer repeat buying rate from 4 to 6 times a year, that's a 50% growth in customer count. This book explains how to do that
- Techniques for increasing the spend from each customer
- How just simple questions can double sales to each customer
- How to improve your gross margin without a buying group or the need to heavily discount your products
- Do loyalty programs really work?
- How to keep your sales team motivated

The book is heavily sectioned for easy reference and packed with low-cost, easy-to-implement ideas. All the ideas come from the author's personal observations of what works and what doesn't. No theory, just real practical stuff!

The authors:
Paul Watkins has owned and franchised a retail chain, currently co-owns a retail franchise group and has consulted to retail for many years. He is a regular conference speaker and workshop facilitator on the subject.

Diego Boniolo is a qualified pharmacist, having owned his own pharmacy, set up a 100 member pharmacy group from scratch and now co-owns a retail group with Paul. Between them, Paul and Diego have seen the good the bad and the ugly of retail practices, observing firsthand what works and what doesn't work.

Read More Show Less

Product Details

  • ISBN-13: 9780473178734
  • Publisher: New Zealand Standard Book Numbering Agency
  • Publication date: 3/28/2011
  • Pages: 116
  • Product dimensions: 5.25 (w) x 8.00 (h) x 0.24 (d)

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)