New Retail Word: Handseling

Offer Your Customers a Good Luck Charm I’d like to introduce a new word to the specialty retail lexicon—handseling. Ever heard of this word? Neither had I until I interviewed the owner of a local bookstore for an article I was writing. She used it when referring to her staff’s interaction with each customer. As in, “When handseling, staffers really need to make sure we … Continue reading New Retail Word: Handseling

Your Goal is Not to Sell

Your Goal is Not to Sell – It’s to Connect “Stop selling stuff.” That’s what I tell retailers looking for a new, innovative way to approach the day. None think I am serious, but I am. I usually end up having to repeat myself. “No really,” I say. “Stop selling stuff. Just stop.” But my words are so far out in left field that folks … Continue reading Your Goal is Not to Sell

Retail Archaeology

– Retail Archaeology: The Innate Passion of Discovery – My grandparents retired from their San Francisco jobs to a piece of property up north. Their hidden acre sat on the rocky slopes of an ancient volcano. The surrounding land was covered in shiny black glass—obsidian. Gramps told me if I’m patient and look closely at the ground, I might find an arrowhead. After scouring every … Continue reading Retail Archaeology

The Game-Changer

Using Whole-Team Collaboration to Take Your Team to the Next Level Recently I spoke to a room filled with some of the best retailers in the running industry. We did a brainstorming breakout during which small groups of folks bounced from one idea table to the next while jotting down thoughts on a particular topic. I encouraged everyone to refrain from self-editing. Which is to … Continue reading The Game-Changer

Reframe Your Apparel Category

An Open Letter (on Apparel) to Specialty Running Store Owners… Dear Owners of American Run Shops, Many of you have asked me how to sell more apparel. Rather than get back to each of you individually, I’m blasting off this form letter with my thoughts on an ever-present topic of frustration in specialty run. Forgive my generalizations and take my comments with a grain of … Continue reading Reframe Your Apparel Category

5 Minutes of Gratitude

Stop looking for the credit—we’re supposed to take care of each other. -Prince Sometimes I get so caught up in my day-to-day that I miss the small things most responsible for my happiness. Right now is one of those times. Early summer is a busy time in retail. And in my world as a consultant/trainer, it marks the beginning of my “season” — the span … Continue reading 5 Minutes of Gratitude

YOU Are the Action Plan

If retail’s your thing, like engineering’s an engineer’s thing or fixing cars is a mechanic’s thing, then most days your nine-to-five is pretty easy. There may be aspects of your job that make people see what you do as tricky or adventurous, but to you, for the most part, it’s a cake walk. Various reasons make you the right person for the job. To try … Continue reading YOU Are the Action Plan