Calling is NOT a 4 letter word. Really. Count it.

This is an actual conversation that I had with a retailer… “Cathy, my business stinks. What can I do?” “I would love to help you. Send me some information so that I can see what strategy you should take to explode your profits. In the meantime, can I give you one REVENUE-BUILDING-GUARANTEED tip?” “Please anything…I will do anything…the store is … Read More

Why Do Independent Retailers Fail?

A New York Times business columnist asked me this question.  “There are three reasons”, I replied. They ignore numbers. They ignore customers. They ignore their own story. All of this happens because they are so busy running their stores.  They don’t stop multi tasking long enough to be strategic and develop a plan. THIS IS TRAGIC. THIS IS A DUMB … Read More

CASE STUDY: How To Increase Your Net Income by $53,976

My client had come through 2009 with sales down and profits up.  That was good news.  She recognized that she had done better than most retailers, but she wanted to get much more from 2010.  Bottom line, she wanted to make more money – and expected me to show her how.  My problem was that we have been working together … Read More

The Top 3 Things You Must Do For A Profitable Season

With the change of seasons and the starting of school, all customers’ minds turn to the thoughts of what they need next. If they have children, they will certainly take care of them first! Then, summer is over and people just naturally want new things for the next new season. After getting their kids ready, your customers can belong to … Read More

Batman & Robin Will Double Your Sales

I just landed in Washington DC and saw this sign just outside of my gate. It was at a Auntie Anne’s Pretzel stand. It stopped me in my tracks. Paul laughed at me for taking a picture – and now I am mad that I didn’t include the whole sign. To the right of the words were three small bowls with … Read More

The Single Biggest Mistake You Can Make

I used to go to seminars about retail advertising and when they would start talking about target markets my eyes would glaze over.  “I sell kid’s clothes and gifts.  Everyone knows a kid.  Therefore, everyone is my customer,” I would think.  In one way that is true.  But obviously at some level, I knew that not EVERYONE that knew a child … Read More

The Top 3 Things You Must Do For A Profitable Season

With the change of seasons and the starting of school, all customers’ minds turn to the thoughts of what they need next.  If they have children, they will certainly take care of them first!  Then, summer is over and people just naturally want new things for the next new season.  After getting their kids ready, your customers can belong to … Read More

Loyalty Programs

Everyone uses a loyalty program. You choose a certain credit card so that you can rack up airline miles. You pull out a plastic card for the cashier to swipe at the grocery store that gives you access to certain discounts. I carry a plastic tag on my key ring for Starbucks that gives me a free drink on my … Read More