Retail Operations Management Workshop

The Workshop is designed to support retail senior retail leaders and management team in moving from the traditional retail management approach to a more scientific retail management approach that foster a value-partner relationship between business, employees and customer that will ultimately guaranty increased sales, profits and returns to all stakeholders.

The workshop delivers numerous powerful techniques that will result in significant improvement in sales and profits when implemented.

The Workshop provides the definitive systems and techniques for managing, motivating, and training your staff to perform in ways that get the life-long customers you desire, and the sustained sales increases you deserve.

It does not matter if you own one store, ten stores, or a thousand retail locations, your results will only be as strong as the strength of the key retail management personnel in your organization.

A recent survey by Zenger-Folkman reveals some dramatic differences between the weakest and the strongest retail leaders.

• 4-6 times higher profits
• 6 times higher sales revenues
• 10-20 times higher levels of employee engagement
• 3-4 times reduction in employees thinking about quitting
• 50% fewer employees that do leave
• Double the satisfaction with pay and job security
• 4-5 times more employees "willing to go the extra mile”
• 1.5 times higher customer satisfaction ratings

At the end of the workshop, participants will:

• Gain the latest concepts and best practices in retail Performance Management and retail leadership, sales management and performance management for growth and profitability in great depth.
• Receive outstanding information on Retail Analytics and Retail Business Intelligence and learn how to use the information as a competitive advantage in driving sales, productivity and profitability to new heights;
• Learn how to set Retail Key Performance Indicators, construct Balanced Scorecards and related Retail Math to improve your retail operation in a way that is unique and exclusive.
• Learn many, many ways to effectively manage people; how to make sure their organizations are consistently working on developing and maintaining a performance culture.
• Learn exactly how to handle succession planning in a way that makes the process simple, scalable and easy to align within the organization; and
• Gain insights on how retail businesses really work.

TARGET AUDIENCE

The Workshop is most useful for senior retail management team with implementation power and authority in their respective areas. Directors, General Managers, Region and Area Managers, and Head of Retail positions, as well as high-volume Store or Sales Managers. It is also very suitable for Retail owners, CEOs, COOs and other C-Level retail executives.

RETAIL PERFORMANCE METRICS, KEY PERFORMANCE INDICATORS AND RELATED RETAIL MATH

• Retail Math - Identification and Calculation of Retail Metrics
  • Key Performance Indicators
  • Applications of 'One Number' Management
  • Retail Management Balanced Scorecards.
  • Analysis of Performance – Benchmarks
  • Break-Even Point Analysis.
  • P/L Statement Diagnostics.

OMNI CHANNEL RETAILING:

• Success Factors
• Operational Impact

UTILIZATION OF BUSINESS INTELLIGENCE IN RETAIL OPERATIONS

• Customer and Market Potential Estimates 
• Customer and Market Profiles
• Customer and Market Segmentation
• Product / Service Potential
• Trade Area Analysis
• Store Network Optimization
• Advertising Mix Analysis

RETAIL SALES PERFORMANCE MANAGEMENT

• Relationship and Solution Selling Applied in Retail
• Meetings as an Effective Sales Training Tool
• Sales Forecasting, Budgets and Quota Establishment
• Competitive Strategies – Positioning
• Incentives, Rewards and Motivation that Work!
• Compensation Strategies for Top Performance
• Non-Monetary Rewards and How to Apply them for Maximum Productivity

CUSTOMER VALUE AND EXPERIENCE MANAGEMENT

• Winning Customer Service Strategies
• Determinants of Customer Service Quality
• Customer Service Action Plans for Long Term Loyalty
• Creating and Retaining Loyal Customers
• The Service-Profit Chain
• Managing the Moment of Truth
• Customer Experience - It all about the customers

RETAIL LEADERSHIP FOR EFFECTIVE PERFORMANCE MANAGEMENT

• Planning for Success – Setting the Direction – Purpose, Vision, Mission, Strategy
• Framework for Growth – Establishing Strategic Imperatives
• Understanding the Performance Framework – People, Performance and the Strategic Imperative Link
• Establishing a Performance Culture – Managing Interactions and Strategic Enablement
• Strategic Staffing Model for Top Performance

SYNERGY OF TOP SALES PERFORMANCE, GREAT CUSTOMER SERVICES AND PERFORMANCE LEADERSHIP KNOW-HOW

• Road Map to Top Performance in Sales and Profitability
• SWOT Analysis and Strategy Maps
• How to Increase any metric by 20% in Six Months
• How to Sustain the Success Achieved and Build on It.