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On Monday, October 15, Sears filed for Chapter 11 Bankruptcy protection, announced the shuttering of more than 140 stores and fired its CEO. None of these actions came as a surprise to anyone who has followed Sears recently. There will be many who attribute Sears’ woes to Amazon and other online etailers. That’s not the reason for Sears’ current predicament. In fact, Sears was Amazon before the Internet was even a pipe dream.

Sears is arguably one of the most innovative companies in retail history. As the Retail Doctor Bob Phibbs points out in a recent blog post, in ...

Sales Funnel

Common complaints among consumers shopping at brick and mortar retailers include bad customer experiences, bad customer service, having to cater to the convenience of the retailer and being directed to buy whatever the salesperson is spiffed on.

Your potential customers won’t tolerate salespeople who do not place them at the center of the universe. According to BKBG Conference workshop leader the Retail Doctor Bob Phibbs, most people believe closing occurs when a customer decides to buy and either signs a contract, agrees to pay for an item or puts down a deposit. Closing, ...

Seth Godin is one of the most admired and respected minds in marketing today. He is the author of more than a dozen books and publishes a daily must-read for anyone who runs a business. What makes Seth special is that he looks at the world through different lenses, constantly challenging the status quo to take fresh new approaches that work more often than not. He was among the first marketing minds to understand that the way people purchase had changed and recognize that it is necessary to change messaging in order to respond effectively to the paradigm shift that had taken place. ...

There have been numerous studies that show being an optimist is good for your physical and mental wellbeing. However, does the benefits of being an optimist translate to the showroom? Not necessarily. According to Liz Wiseman, author of Multipliers: How the Best Leaders Make Everyone Smarter, there are generally two types of people: multipliers and diminishers. Multipliers, as the name implies, highlight the intelligence and skill sets of their co-workers. Conversely, diminishers do exactly the opposite. Even the best managers and leaders can have elements of a diminisher in them ...

Millennials get a lot of press. They are the largest generation in U.S. history and will eventually be a major market for kitchen and bath showrooms. However, at the moment, they are not as important as two other market demographics which are:

  • Women
  • Baby Boomers

Women are the premier purchasers of more or less everything. What are you doing to specifically craft messages, services, designs, merchandising and displays that appeal to women? In her groundbreaking book, Why She Buys, Bridget Brennan claims that women make the buy or are the key ...

No one wants to pay too much for a new kitchen or bath. Everyone seemingly wants a deal, prompting many showrooms to offer a discount on their products and services before the customer even asks for one. This practice devalues what you bring to the table, brings price into the conversation front and center and reduces your negotiating power.

As a general rule, don’t offer a discount if one is not requested. And if one is requested during the specification process, an easy response is to state, “We have not finalized the plan. Let’s first make sure that your needs ...

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