Recent Articles from Andy Black
Taking an Inward Look for More Profitable Strategies
I recently experienced quite a shock. After flying a new team member into Phoenix for training, we spent the first day on our vendors’ products and what we try to accomplish during a store visit. The second day we planned to visit stores in the Phoenix area to familiarize our new team member with what […]
Crunching Numbers: Compare Existing Customers to Potential Ones
Have you built and maintained a customer database of existing customers who have purchased from you in the past? If not, you should immediately consider doing so. Without existing customer information, you are throwing away good income potential. A customer’s contact information is worth its weight in gold, and if used properly, direct mail and […]
For Independent Retailers, it’s Survival of the Fittest
Amazon today offers more than 200 million products online in the United States. Many other major retailers are striving to emulate Amazon by offering expanded listing beyond what they stock in their brick and mortar facilities. Major pet retailers are also beginning to offer dropship products from their established vendors, expanding their online product capabilities. […]
Avoiding the Big Mistake of Poor Customer Relations
For the past 30 years I’ve been calling on independent pet retailers as part of my job. You might guess that I’ve seen customer service offered by independents at its best and worst. Most of the worst are no longer with us. Some retailers who have had exemplary customer relations have made an indelible impression. […]
Beginning an Omnichannel Sales Approach
This is the year you should seriously consider developing an online strategy to expand your physical store’s consumer reach. The future of retail will include a multi-channeled approach to sales that includes a physical location as well as online, mobile, social and textual platforms. The days of simply physically being there for your customers is […]
Driving Sales
With consumers often showrooming before making a purchase, retailers must develop a plan to make their business attractive enough to capture the sale. My colleagues and I call on hundreds of aquatic stores every year to keep abreast of changes in the category. In preparation for our year-end report to our vendors, our team has […]
6 Sales Tips that Work
Times have changed. Retailers can no longer just turn on the lights and stand behind the cash register waiting for customers to come through the door. You need to be a salesperson, because if you’re not selling yourself, your business and your products’ features, your customers will buy online. My firm is focused on aquatic […]
Make the Most out of the Holidays with your Business
Around this time of year is when distributors publish their holiday sale catalogs. If you have your own year-long advertising calendar, then you’re ahead of the game and have probably even influenced what your distributors are offering. Once we enter the holiday season, you will have little impact on the distributor’s product offering. Before November […]
Build Your Winning Team
As a member of our manufacturer’s representative team, I call on several hundred retailers each year, which gives me a glimpse of different management styles. The store owners who have invested in their employee’s training stand out—especially those who have taken the time and effort to build a company culture of teamwork and customer-oriented spirit. […]
Avoid the Silent Treatment
When I visit my local convenience store, they always greet me, and I find that I always respond by returning their greeting. It’s unlikely that anyone will ignore a person who is being pleasant and verbally interacting with them. Human nature is such that we respond to greetings, which can be a powerful ice-breaking technique and can even turn a frown into a smile. I’m sure [&hellip[...]
Use What You Have
Are you a brick and mortar retailer? Maybe you’re trying to sell online but are worried how you will compete with the Amazons of the world. You see retail changing before your eyes and wonder what will happen to your business if current trends continue. There are ways to compete with big box and online […]
Price Isn’t Everything
There are always good reasons to advertise low prices. Low prices can draw customers into your store, and promoting branded products will enhance your store’s image as a competitively priced business. The thing to keep in mind is that it’s not always about the price. If you only inventory cheap products, you’ll be missing a […]