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InsideOutdoor | Summer 2015 37
that was currently the biggest “dog.”
Discussion points would include why they
bought the item, how many they still
had, why it was not selling and what they
planned to do to move the slow seller.
At the end of each buyer’s presentation,
other buyers and sales associates could
offer ideas and suggestions that might
prove beneficial.
The What’s Hot, What’s Not discus-
sion was not only entertaining but also
became a great learning experience.
Each buyer wound up learning what
was working and what was not from
other buyers in the organization, as
well as techniques for solving merchan-
dising issues.
Invite Case Studies
& Guests
Case studies also make great dis-
cussion starters. Have a different em-
ployee each meeting bring up an actual
issue that has come up for the group to
analyze. This promotes group interac-
tion and helps build problem-solving
skills. Sales associates can learn from
each other the best ways of handling
objections, as well as complaints.
Another way to make staff meet-
ings interesting is to invite an outside
guest. One great idea is to schedule a
rep from one of the stores major lines
to give a “mini clinic.” This is an excel-
lent way for sales associates to hear in
detail about the merchandise that the
store is or will be carrying.
When you return from buying
trips, always share new merchandise
trends, styles and lines that you have
purchased. Your enthusiasm for the
upcoming seas
tagious – use meetings to share it and
pump your employees up.
Also, in an effort to get everyone
involved, solicit input and invite meet-
ing participants to air grievances, as
well as possible solutions or customer
comments that affect the store. It’s a
good idea to mo is portion of
the meeting clos
spiral into a gripe session. Be sure
to follow up as quickly as possible to
questions that arise. This leads to job
satisfaction and employees feeling val-
ued. One way to get everyone involved
might be to select a different employee
at each meeting to take notes of the
meeting and make sure that everyone,
both those in attendance and those
that were not, receive a copy.
If you are already conducting regu-
lar store meetings, keep doing them.
If not, consider scheduling one soon.
Your employees will be very pleased
with the open communications.
Ritchie Sayner is vice president of
business development RMSA Retail
Solutions, . To follow him
on Facebook, go to
.
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