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Retail University
Presentations by
Ed Rigsbee:
Click for Multi-Day Package PDF
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Video
clips of Ed Rigsbee in action
Let's
Do It Together; Community & Competitor Cross-Promotions:
For the retailer finding it difficult, in both time and money to
effectively promote, this is the program for you. Share both the work and
the wealth as you succeed.
- Learn new ways to think about promoting
your business.
- Learn how to find cross-promotion
partners.
- Learn about past successful
cross-promotions.
- Discover the cross-promotion
possibilities with both your competitors and non-competitors.
- Cooperative purchasing strategies are
revealed.
- Learn how to keep your alliance
relationship healthy and thriving.
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 Double
Your Strength Overnight With Outrageously Successful
Relationships:
Quality relationships have always been the cornerstone for
success in all the varied functions a specialty retailer faces. Today, it is an absolute necessity for outrageously successful relationships
(OSRs)
in all specialty retail. As today’s specialty retailer vies for
differentiation rather than disintermediation, relationship success is the
deciding factor.
Retailers must develop OSRs
in five areas of their business: alliances with competitors and/or other
community merchants, alliances with their suppliers, loyalty alliances
with customers, emotional ownership alliances with employees and a
personal mission alliance with themselves. When these five alliance
relationship areas are in place, the natural retailer achieves total
organizational partnering.
These relationships are achieved through the
functional secrets that include: relationship bank deposits, relationship
value updates, same-level communications and the platinum rule. What’s
in it for the retailer are benefits that include: positioning, co-branding
strategies, cross-promotions, access to new markets and customer segments,
preferred supplier status, buying parity with chains, employees with an
emotional ownership in the success of the specialty retail enterprise,
increased customer retentions, and access to additional solutions for
success.
Rigsbee revels the success strategies necessary in the
specialty retail environment. Rather than just survive, why not thrive?
Rigsbee’s Relationship Rules have made a difference in many specialty
retail industries. They will work for you too.
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 How to Compete When You
Can't Compete on Price? Value! "Why in the world
would I want to buy my (you fill in the blank) from you?" If you can't
answer this question in your sleep, this seminar is for you. Your customers have
more choices than ever before. Learn how your store can be their store.
Elements include: commodity busting, positioning, alliance relationships, free
publicity and customer validation. This presentation is popular with independent
and specialty retail organizations. Receive the tools that help you to successfully compete against the "big box" retailers.
Leverage your unique selling proposition through alliance relationships. Develop
the synergies necessary to thrive in the big box shadows. Discover ideas to
become the merchant of choice in your community.
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ABCs of Buyer/Seller
Relationships
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The Value Equation
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Commodity Busting
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Documented Value Added
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Customer Partnership
Positioning
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Customer Emotional Triad
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Subliminally Connecting with
Customers
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Company Image
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Low and No Cost Promotions
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Free Publicity
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e-Commerce
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And Much More
This seminar is most effective as either a half-day
or full-day workshop.
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Retailers Are a
Dime-a-Dozen, How To Become the Merchant of Choice:
Learn how to position your business as market driven rather than widget
driven. Become a partner to your customers. Get on their side of the table
rather than being seen as an adversary. In this session, Rigsbee will take
through your positioning journey. When finished, you will be armed with
the necessary tools to enjoy the partnership positioning in the minds of
your current and potential customers.
- Who
are my customers?
- Where
are my customers?
- How
do my customers find me?
- How
do my customers perceive value (benefits) when selecting a merchant
with which to enjoy a relationship?
- How
do my customers prefer to do business?
- Who
is my competition; direct and indirect?
- What
are the benefits that the customers of my competition believe they are
receiving from my competitor(s)?
- What
is it about my company/store that really gets me excited?
- What
is my uniqueness?
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| Do
Your Employees Act as if the Coffeemaker is Broken?
In this seminar, Rigsbee reveals the most important management principle
retailers must use. Rigsbee's national employee loyalty survey reveals the
answer that every retailer must possess. Do you want your employees to have an
emotional ownership in the success of your business, even though they are not an
owner? Do you want them to take risks and make intelligent decisions in your absence?
Learn how to develop a powerful team dedicated to moving your business forward.
Develop relationships at work, that work!
The
PARTNER Model is the conduit to your success. Discover the magic in permission cards.
Explore low cost
employee recognitions and how to use
Rigsbee's successful employee recognition certificate system. Learn which
recognitions have legs (long-term value) and which are a flash in the pan
(little value). Your employees will be as excited about your business as are
you. And, if you're not excited, you will be.
The
PARTNER Model:
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Participation
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Acceptance
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Recognition
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Tell the Truth
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Net of Safety
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Enthusiasm
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Renewal
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| What Are
They Saying Behind Your Back? -Perceptions of Retail Employees:
From his 16 years of selling to retailers, Rigsbee shares insights,
perceptions and complaints from retail employees. When you clearly
understand how your employees see their world, you can help them to have
an emotional ownership in the success of your enterprise. Keeping good
employees in today's economic environment is more difficult than ever.
Learn several new strategies and tactics for keeping your people
contented, motivated and working for you.
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| The New Era of
Retailer-Supplier Cooperation: Learn what your competitors are learning, how to give
and/or ask for the best Total Value Package available. Suppliers learn how to turn around their sell/buy paradigm through understanding the needs
of retailers. Through intelligent sales offerings and
purchasing practices, resources can be redirected to create more usable value
for the supply chain. Learn the ABCs (adversarial, barometric &
complementary) of retailer-supplier relationships.
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They're in Your Store, May as Well Sell 'em More:
Add-on sales can increase both your total volume and more importantly,
your profitability. Help your customers get what they need and want,
before your competitor does. Regardless of how long you have been in
retail, there are always new ideas to adapt to your situation.
Tips for Add-On Sales
- Teach your employees through your example.
They will repeat what they see, not what you say.
- Care about your customers and what they
want rather than what you want to move.
- Engage customers in meaningful
conversations, then ask open ended questions. Learn about all
their needs.
- Listen to what your customers say rather
than simply think about your next pitch line.
- Explain the value your products
deliver--how the products make their life
better.
- If possible, put your products in the hands
of your customers.
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| Partnership Selling--Prospects as Buying Partners:
Both outside and inside sales persons must build a solid
relationship
before trying old school or hard closes. Customers of today want help in
both selection and feeling good about their purchasing decisions. Consumers and
purchasers want sales people to get on their side of the table, to see need from
the purchasing side. Sales people learn the
secrets of giving customers the value they want by first learning what value is
from the eye of the beholder.
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| Click
for additional presentations available from Ed Rigsbee
Rigsbee's
retail experience includes: general merchandising (S. H. Kress & Co.),
clothing (Mr. Motrin's Fine Clothing for Men), mountaineering,
cross-country skiing and downhill skiing (Yosemite Park & Curry
Company). Rigsbee also worked at the S. H. Kress & Co. Southern
California Distribution Center. From 1974 to 1990, Rigsbee was involved
with sales & distribution to retailers. Rigsbee pioneered the optics
clinic for sporting goods stores in California and regularly presented
those clinics throughout the 1980s. Rigsbee's first retail article
appeared in the Action Sports Retailer magazine in 1990. Since, he
has had hundreds of his articles published. Since 1991, Rigsbee has been a
full-time author and speaker, regularly delivering seminars to both large
and small retail clients.
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Consulting
Rigsbee Enterprises, Inc.,
Established 1981
Rigsbee Research
Consulting Group
Helping organizations
to access their strategic advantage through collaboration.
3595
Old Conejo Road - Thousand Oaks, CA 91320-2122
Tel: 800-839-1520 or
805-499-0766 Fax: 805-499-5546
Skype: Ed_Rigsbee
Ed@Rigsbee.com
- www.rigsbee.com
www.EdRigsbee.com
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