12/11/2018
• Lucy Johnson • Staff Journalist
How can regional retailers change how they do business to counter difficult times? LUCY JOHNSON speaks to those who have tweaked their operations to adapt.
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12/11/2018
• Thomas Young
Setting a fair and reasonable price is not only vital for consumers but also for the success of a business. THOMAS YOUNG explains how to price to thrive, rather than survive.
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12/11/2018
• David Brown
Extending the refund period will generate goodwill benefits for retailers without significantly adding costs, proving it is not the death wish it may be perceived to be. DAVID BROWN reports.
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01/10/2018
• Barry Urquhart
In an age of instant communication, impersonal communications fail to impress consumers. BARRY URQUHART discusses how to grab and hold the attention of shoppers.
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01/10/2018
• Bernadette Mcclelland
Understanding the concept of conscious selling is so important for business growth, particularly in a time of significant industry changes. BERNADETTE MCCLELLAND shares her philosophy.
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01/10/2018
• Francesca Nicasio
Profit margin is a metric that should always be on a retailer’s radar, and for good reason: it answers critical questions about your business. FRANCESCA NICASIO reports.
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15/08/2018
• Steven Van Belleghem
Retailers require a mix of human services and new technologies to meet the needs of today’s demanding consumer. STEVEN VAN BELLEGHAM reports.
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15/08/2018
• Gretchen Gordon
Telling is not selling, but telling is not coaching either. GRETCHEN GORDON discusses why telling is an ineffective way to train a sales team.
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31/07/2018
• Dale Furtwengler
Too often, stores are paranoid about price without realising that a high pricing strategy brings benefits that outweigh discounting. DALE FURTWENGLER reports.
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31/07/2018
• Steven Van Belleghem
As online shopping increases, STEVEN VAN BELLEGHEM says that customer relationships remains an important driver of loyalty in the minds of consumers.
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31/07/2018
• Barry Urquhart
The emergence of global mega-retailers on the Australian market doesn’t have to spell doom for traditional retailers. BARRY URQUHART discusses the importance of building a service culture.
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04/07/2018
• Brian Jeffrey
Closing is the hardest part of any sale because it exposes salespeople to rejection; however BRIAN JEFFREY says fearing it is not the answer- expert sales staff can use it to their advantage.
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