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Business Information
Winning Retail 2
nd
Edition
Table of Contents
Business Information
Winning Retail 2
nd
Edition
Table of Contents
Chapter 1
Chapter 2
Chapter 3
Chapter 4
Chapter 5
Chapter 6
Chapter 7
Chapter 8
Chapter 9
Chapter 10
Chapter 11
Chapter 12
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Winning Retail - Table of Contents
Chapter 1: Retailing Strategy
What you will Learn
Creating your Strategy
Setting your Goals
Defining your Target Customer
Target Customer Assessment
Watching the Trends
Your Competitive Strength
Competitive Assessment
The Internet and Retail
Minimizing the Risk
Summary
Case Study: Jackson's Department Store
Chapter 1 - Tips
Chapter 2: Merchandise Planning
What you will Learn
Planning for Success
Computerization
Summary
Case Study: Merchandise Planning
Chapter 2 - Tips
Chapter 3: Buying Practices
What You Will Learn
Assortment Plan
Vendor Analysis
Vendor Negotiations
Planned Open-to-Buy
Merchandise Movement Decisions
Central Warehousing: Advantages
Central Warehousing: Disadvantages
Summary
Case Study: Buying Practices
Chapter 3 - Tips
Chapter 4: Marketing
What you will Learn
What is your Objective?
How Much Should you Spend?
Budgeting your Expenditures
Budgeting your Media Allocations
Major Marketing Events
Tracking your Results
Cooperative Marketing Support
Designing your Ads
Community Involvement
Sales Promotions
Customer Relationship Management (CRM)
Summary
Case Study: Marketing
Chapter 4 - Tips
Chapter 5: Visual Merchandising
What you will Learn
Summary
Chapter 5 - Tips
Chapter 6: Customer Service
What you will Learn
Customer Satisfaction Before Profits?
Service Begins at the Top
Seek Out Customer Complaints
The Other Customer ... Your Staff
Listen to your Customers
Develop Service Skills
Your Refund Policy
Measuring Customer Satisfaction
Summary
Case Study: Customer Service
Chapter 6 - Tips
Chapter 7: Employee Development
What you will Learn
A Tough Job
Performance Improvement
Hiring the Best
Orientation
Training
Leadership and Coaching
Have Fun!
Summary
Case Study: Employee Development
Chapter 6 - Tips
Chapter 8: Sales Management
What you will Learn
Stay Focused on Sales
Stay Out of The Way
Develop Selling Skills
Set Your Opinions Aside
Hold Everyone Accountable
Tracking Key Indicators
Establish Sales Goals
Goal Worksheet
Weekly Schedule and Goal Planner
Tracking Individual Performance
Pay for Performance
Keep Your Staff Informed and Involved
Summary
Case Study: Sales Management
Chapter 8 - Tips
Chapter 9: Store Location
What You Will Learn
What Are You Trying To Do?
Selecting A Retail Location
Market Analysis
Trading Area Analysis
Site Analysis
Summary
Case Study: Store Location
Chapter 9 - Tips
Chapter 10: Loss Prevention
What you will Learn
How Much are You Losing?
Phsical Inventory Counts
Rewards
Policies & Procedures Manual
Share Shrinkage Numbers
Great Customer Service
Store Layout
Loss Prevention Tools
Alone in the Store
Key Control
Markdown Accountability
False Refunds
Audit Trail
Controlling The Back Door
Check the Garbage
Employee Parcel Checks
New Employee Reference Checks
Employee Discounts
Summary
Case Study: Loss Prevention
Chapter 10 - Tips
Chapter 11: Performance Evaluation
What You Will Learn
It's About The Numbers
Measure Your Productivity
Cash Flow Forecasting
Bonus: Key Performance Indicators Software
Summary
Case Study: Performance Evaluation
Chapter 11 - Tips
Chapter 12: Retail Information Systems
What You Will Learn
Selecting The Right System
Canadian Retail System Suppliers
How Much Will It Cost?
Reference Checks
Leasing
Summary
Case Study: Retail Information Systems
Chapter 12 - Tips
Created: 2004-05-20
Updated: 2004-08-25
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