In a word, ‘associates.’ Or in two words, ‘skilled associates.’ Research shows that when customers come into a store to purchase something they are more than 2 times likely to buy a second or third item. Typically that happens when there’s a knowledgeable associate who can read the cues and add value by explaining the benefits…
More and more retail buyers are having to conduct business across multiple time zones and having to do it electronically via email. As a result, many buyers have asked us if they should negotiate using email. The answer is ‘Yes…but not for all of it.’ Seasoned retail negotiators have told us that starting a conversation,…
Retail’s an intense people-to-people businesss (yes, even with all the technology). In managing and serving our interactions can often escalate into more emotional conversations. Have you ever found yourself in that position with an associate or customer? You probably needed a break. By ‘break’ I don’t mean walk away. We’ve found that inside our heads…
Retail expansion is strongest outside the US. While MOHR Retail continues to be the largest and most experienced retail-specific training and consulting company in the US many of our clients are taking us to countries around the globe. China and Japan continue to lead retail growth overseas. We have translated our Retail Store Leadership (RSL)…
