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Retail Articles From Past Issues(after the page has finished loading, choose a subject area from the links below:)
Retail Management:
Who's the REAL Boss?—by Rick Phillips
Working With Your Spouse—For a Profitable Business & a Happy Marriage—by Bob Janet
The Top 10 Most Common Mistakes that Retailers Make—by Brian Azar
The 12 Most Important Lessons In Specialty Store Retailing—by Bob Nelson
When Should You Call A Consultant?—by Bob Nelson
Plan for Greater Retail Success in 1999—by Tim Connor
The Customer Is Always Right... and Other Retailing Myths—by Rick Phillips
10 Ways to Jump-Start Your Business!—by Rich Kizer and Georganne Bender
What Happens to Your Business if You Die Without a Will?—by Norman M. Boone, MBA, CFP
Employers Must Act On a Sexual Harassment Complaint—by Daniel R. Satriana, Jr.
How to Get the Most Out of Trade Shows—by Alan J. Zell
The Customer IS Always Right... Sometimes—by Bob Langdon
Tips for Successors as They Take Over the Family Business—by Ernest J. Doud, Jr.
How to Give Your Store an Unfair Advantage—by Rick Phillips
Succession Planning For Business Survival—by H. F. Riebesell, Esq.
Don't Ignore Sexual Harassment At Your Store—by Daniel R. Satriana, Jr.
Legal Steps to Protect Your Family and Business Now—by Charles Nance
Five Secrets From a Secret Shopper—by Anne M. Obarski
Make Every Month Christmas!—by Alan J. Zell
Are You Ready for the Christmas Selling Season?—by Andrea Waltz
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Retail Selling
Use Psychological Debt to Close More Retail Sales—by Tim Connor
Help Your Customers Buy!—by Andrea Waltz
PROVE IT! — Presenting Product with Passion, Pictures and Proof—by Richard Fenton
Trying to Sell What You Don't Have?—by Bob Popyk
Beyond So-Called "Consultative" Selling—by Bob Ayrer & Ray Considine
Retailers: What is it You're REALLY Selling?—by Tom Shay
Is Retail Selling Mostly Art? or Science?—by Richard Fenton
How to Ask For the Sale—And Get It!—by Richard Fenton
Let's Just Split it Down the Middle—by John Patrick Dolan
Leave Voice Mail Messages That Get Returned—by Marc & Jeff Slutsky
Go Beyond Positive Thinking to Reach Your Goals—by Jeff Davidson
How Excited Are You About What You Sell?—by Bob Popyk
"What I'd Like to Do Now Is..."—by Hilton Johnson
Tips for Negotiating Successfully By Phone—by Art Sobczak
Make More Retail Sales With Better and Consistent Prospecting Calls—by Hilton Johnson
The Magic In Greeting Your Customers by Name—by Bob Popyk
Ten Tips For Turning Incoming Calls Into Retail Sales—by Hilton Johnson
Are you listening to me? 6 Steps to closing more sales! —by Bob Ayrer & Ray Considine
Here's a Sales Secret Everyone Doesn't Know—by Art Sobczak
How to Follow-Up On Telephone Inquiries—by Art Sobczak
Do You Have Customers Who Fear "Transaction Time"?—by Bob Popyk
Salesmen: Want to Earn a Doctor's Salary? Be a Sales Doctor! —by Brian Azar
How to Give a Better Group Presentation—by Susan Berkley
How to Sell MORE to Every Customer With Transitioning—by Richard Fenton and Andrea Waltz
How to Avoid Price Battles With Customers—by Art Sobczak
My Top Ten Favorite Closes—by Hilton Johnson
How to Play Your Voice Like a Finely Tuned Instrument (and skyrocket your sales!)—by Susan Berkley
The Top Ten Strategies For Making Big-Ticket Retail Sales—by Hilton Johnson
How to Communicate Better to Sell More—by Jeff Davidson
Time For a Quarterly Goals Check-Up—by Tim Connor
The Top Ten Retail Sales Leads Generators—by Hilton Johnson
Selling to Personality Types: Truth or Fiction? —by Scott Arbuthnot
Salespeople: Ask and You Shall Receive—by Bob Langdon
What to Do When the Prospect Tells You, "Let Me Think About it and Get Back to You..."—by Bob Langdon
A Painless Way to Ask for Referrals—by Bob Langdon
A New Way to Look at Prospecting—by Bob Langdon
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Retail Sales Management:
How to Get Your People to WANT to Sell—by Scott Arbuthnot
The "At-Leaster" Phenomenom—by Brian Azar
Retailers: Challenge Your Salespeople to Fail!—by Richard Fenton
How Far is TOO Far When Going for the Add-On Sale?—by Richard Fenton
Sales Managers: Beware of the Sales Saboteurs in Your Midst! —by Bob Ayrer & Ray Considine
Sales Coach or Expert? Which One Are You?—by Scott Arbuthnot
Four Winning Attitudes For Retail Sales Managers—by Scott Arbuthnot
Want to Hire Better Salespeople? Hire Attitudes—Then Teach Skills—by Tim Connor
Help Make Your Salespeople "Response-Able" —by Richard Fenton & Andrea Waltz
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Retail Loss Prevention:
The Financial Impact of Shoplifting—by Robert DiLonardo
Why Do Shoplifters Steal... And Why Do So Many Continue To Steal Even After Getting Caught? —by Peter Berlin
The Facts About Shoplifting—Who, What, Where, and When —by Robert DiLonardo
Retailers Can Collect "Civil Damages" From Shoplifters —by Peter Berlin
Dealing With Shoplifters — Source Tagging Will Save the Retailer $$$ —by Robert DiLonardo
Are Your Employees Robbing You Blind?—by Marshall Goldberg
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Retail Marketing:
Why You Need a Repetitive Sales and Marketing Plan that Builds Relationships and Trust—by Bob Janet
Write on the Money: the Ten Commandments (plus five) of Highly Profitable Sales Letter Writing—by Ernest Nicastro
Build Your Marketing Plan Upon Multiple Pillars to Make Your Business Stronger!—by Bob Nelson
Building Relationships—And Sales—Through Your Store Newsletter—by Rich Kizer & Georganne Bender
How To Write A "Smooth-Flowing" Sales Letter—by Ernest W. Nicastro
How to Write Successful Ad "Copy"—by Sue Barrett
Sell More With Free Advertising!—by Raleigh Pinskey
Profiling Your Customers Leads to Increased Sales—by Rich Kizer and Georganne Bender
Which Would You Prefer: More Traffic or More Sales?—by Bob Langdon
How to Put the Profit-Producing Power of Couponing to Work for You—by Thom Reece
Setting Your Retail Store Apart From the Competition—by Tom Shay
Nine Low-Cost/No-Cost Retail Christmas Promotions—by Bob Langdon
Does Your Yellow Pages Ad Make You See Red?—by Bob Popyk
Business Cards Can Connect You To More Customers—by Marc and Jeff Slutsky
Selling to Boomers: The Power Consumers—by Rich Kizer and Georganne Bender
Be Careful When Planning Cross-Promotions—by Marc and Jeff Slutsky
Are You Inadvertantly Alienating Your Customers?—by Bob Popyk
Secret Tips and Techniques For Creating a Big Volume Sale—by Bob Nelson
Checked Your Credibility Quotient Lately?—by Bob Popyk
Do Promotional Products Really Work?—by G. Stephen Slagle
Make ALL of Your Employees Salespeople—by Marc & Jeff Slutsky
Are Advertising Specialty Items Really Effective?—by Bob Popyk
Confused About Promoting in the "90s? Take the POWER Retailing Quiz—by Bob Nelson
Using Press Releases to Promote Yourself and Your Store—by Jeff Davidson
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Employee Management:
Four Proven Ways To Get a Grip on Great Retail Employees!—by Anne Obarski
Where to Find Retail Ideas Aplenty—by Scott Arbuthnot
Retailers, Beware These Interviewing Pitfalls—by Tim Connor, CSP
Do Your Employees Deserve Raises—Or Acting Awards?—by Robert A. Giacalone, Ph.D.
Don't Hire Great Retail Employees... Steal Them!—by Richard Fenton
Using Exit Surveys Effectively in Retail Organizations—by Robert A. Giacalone, Ph.D.
Employee Reviews Are Opportunities—by Tim Connor
How to Conduct More Effective Employee Reviews—by Andrea Waltz
Store Owners: Allow Your Managers to Manage—by Tom Shay
10 Mistakes Managers Make When Interviewing Retail Sales Applicants—by Brian Azar
To Touch More Retail Customers, Teach Your Associates to Be an Extension of YOU—by Richard Fenton
Teach Your Employees to Think For Themselves —by Tim Connor, CSP
How to Recruit Top Retail Employees: A Few Ideas You Might Not Have Thought Of—by Marc and Jeff Slutsky
How to Deal More Effectively With Employees and Save Big Money on Headache Medication—by David Wing
The Secrets to Making Employee Reviews Worthwhile—by Tim Connor, CSP
How to Turn Your Employees Into Team Players —by Lou Carloni
Retailers Beware: Don't Take Your Top Producers For Granted —by Andrea Waltz
Is Employee Leasing the Solution to Your Company's Problems?—by David Wing
To Find More Paying Customers, Take Good Care of Your "Internal" Customers—by Dawn AnJolias
Actively Seek Out What Bothers Your Employees About Their Jobs—And The Organization—by Bill Roche
Do You Know Who Your REAL Customers Are?—by Richard Fenton
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Online Retailing:
Is 1999 the Year You Finally Put Your Retail Business Online?—by Bob Langdon
Make the Internet Work for Your Business—by Jeff Davidson
Retailing on the Internet—WITHOUT a Website—by Bob Langdon
Online Retailing: The Secrets to Success Are In the Details—by Bob Langdon
How to Put Your Business Online Without Going Broke or Insane—by Bob Langdon
Customer Newsletters Don't Have to Be Expensive to Be Effective—by Bob Langdon
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Motivational:
Dealing With Stress, Doubt, and Burnout—by Bob Langdon
Find the Key to Your Security—by Jeff Keller
Self-Esteem: Your Key To Personal Power!—by Jeff Keller
Living Between the Peaks and Valleys—by Tim Connor, CSP
Visualize Your Success to Make it Real—by Jeff Davidson, MBA, CMC
Unleash the The Power of Positive Thinking—by Tim Connor
Tolerance—Strength or Weakness?—by Jeff Keller
Confront Your Fears and Grow—by Jeff Keller
Create Positive Mental Pictures to Make 1999 Your Best Year Ever—by Jeff Keller
Build Your Success By Recognizing Others —by Jeff Keller
Take Your Sales to New Heights With These Seven Proven Self-Motivators—by Hilton Johnson
How Are You? Your Answer Says a Lot About You—by Jeff Keller
It's Hard to Soar Like an Eagle When You're Surrounded by Turkeys—by Tim Connor, CSP
The Secret to Being "Lucky"—by Jeff Keller
Get Out There and "Fail"!—by Jeff Keller
Are You In It For theLong Run? Finding Your Balance Can Help You Go the Distance—by Coach Dawn AnJolais
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Retail Customer Service:
Ten Customer Service Policies to Take Your Retail Business to the Next Level—by Stacy Brice
Is Your Automated Phone System Costing You Business?—by Bob Popyk
Little Things Mean a Lot in Retail Sales—by Rick Phillips
Are You Alienating Your Customers Without Even Knowing It?—by Bob Langdon
Who's the REAL Boss?—by Rick Phillips
Want More Ideas on How to Increase Retail Sales and Profits? Ask Your Customers!—by Rick Phillips
Treat Me Like an Old Bag—Please!—by Anne M. Obarski
Take a Proactive Approach to Customer Retention With an Organized "Customer Aftercare" Program—by Ernest Nicastro
Basic Training and Beyond—by Rich Kizer & Georganne Bender
Developing Retail Employees That Show Their Concern for Customers—by Tom Shay
Clothes Might Make the Man but Clothes Do Not Make a Customer —by Anne M. Obarski
Listen to Your Customer — She's Trying to Tell You How to Sell to Her—by Rick Phillips
Customer Service: Give Your Customers a Straight Answer Up Front —by Stacy Brice
Surprise Your Customers With the Unexpected —by Anne M. Obarski
Complaints Welcome Here—by Rick Phillips
Understanding the Real Reason Customers Buy—by David Goldsmith
Who's to Blame For Poor Customer Service?—by Nancy Friedman
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Financial Issues:
Accounting Tips for Small Businesses—by Marnie Pehrson
Is Your Cash Flow Really Being Managed?—by Patti Person, CPA, MST
Family Business Owners: Skip the Tax With A Dynasty Trust—by Daniel A. Shapiro, CPA, J.D., LL.M.
Is Your Retail Business Optimally Structured?—by Paul Rosenkranz
Making Your Retail Operation Sizzle—by Michael DeVito
How to Measure Your Store's Profitability (or in the words of New York's former Mayor: "How am I doing?")—by Ginny Stibolt
Should You Buy or Lease Your Business Vehicles? —by Stephen Kunkel
Could an Independent Audit Benefit Your Company?—by Ken Krozy
Examining Buy-Sell Agreements For Your Family Business's Health—by Robert M. Sattler, CPA
How to Cheat the Tax Man—Legally (Hint: A Gift Now is Worth More Than At Death)—by Norman M. Boone, MBA, CFP
How to Encourage 401(k) Plan Participation by Your Employees—by Tofias, Fleishman, Shapiro & Co.
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Retail Technology:
What's All The Fuss About the Year 2000 Bug—and How Does it Affect Retailers?—by Jim Meisler
What Does the Future of Retailing Hold for You?—by Jim Meisler
Ten Tips for Buying a Retail Computer System—by Jim Meisler
Tracking Store Traffic Can Help Boost Your Retail Sales by 20% or More—by Michael Bunyar
Computerizing Your Retail Business —by Jim Meisler
Could the Year 2000 Bug Cost YOU Your Job?—by Larry R. Martinez, Esq.
In Search of the Perfect Retail Automation System—by Ginny Stibolt
Spying on Your Customers: Those with the Best Information Win!—by Jan Ciuciura
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Retail Merchandising:
How to Increase Your "Shelf" Esteem—by Rich Kizer & Georganne Bender
How to Make Your Store More "Boomer-Friendly"—by Rich Kizer and Georganne Bender
Take a New Look at Your Store Through Your Customers' Eyes—by Darcie Buzzelle
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