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Copy of Sales Presentation

Sales 101
by

BRADD RIGONI

on 4 March 2015

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Transcript of Copy of Sales Presentation

STORE
56

TSP
MEETING

WINS
Womens average shrink units decreased by $2 from the year prior

Mens average shrink units decreased by $11 from the year prior

In Macc, we decreased shrink units by 151 and
decreased shrink dollars by $1,133

We decreased the average until price by $6 in housewares and total shrink dollars $5,818

LAST YEAR'S RESULTS
CHERRY CREEK
OPPORTUNITIES
We saw an increase in shrink units in mens by 260

There was a $7,961 increase in dollars lost in mens

In Wacc we saw an increase of 133 units lost
compared to last year,
and an increase of $12, 536 lost in the Wacc department

TOP 5 SHRINK
CLASSES

WINS
OPPORTUNITIES
Necklaces lost increased by 268 units

We lost $8,324 more dollars this year in necklaces than year

Our shrink % for necklaces increased by 13.61%

In electronics we decreased shrink units by 129

We decreased electronic shrink dollars by $7,019

As a class, electronics went down 3.87% in shrink % compared to last year

We increased our sales in electronics by $60,205

CYCLE COUNT RESULTS
DURING THIS PAST YEAR'S CYCLE COUNTS WE:

lost 36 less units
lost $3,460 less than the previous year
sales were $7,406 less than the previous year
we decreased the shrink % by 4.33

FY15
FY14
HOW LOSS OCCURED
LACK OF FLOOR SUPERVISION


PROFESSIONALS


INACCURATE FY14 INVENTORY COUNT
NEW SM/SMM PARTNERSHIP
TOTAL FLIP OF MANAGERS, TEAM LEADS AND 90% OF STAFF
HIRING PROCESS
CONTROLLABLES
SHIPMENT PROCESS
PFTL
P&S SPECIALIST
SCHEDULING
INCREASED VIBE
BI-WEEKLY TEAM LEAD MEETINGS
WEEKLY TEAM LEAD TRAINING CALLS WITH ALL THREE COLORADO STORES.

FLIPPING THE SCRIPT
OUR
COMMITMENTS
OPERATIONS
FLOOR SUPERVISION:
CUSTOMER ENGAGEMENT:

Raising the expectation of Floor Supervision and customer service will increase LP awareness and sales. Ultimately this will result in a lower shrink %
VISUAL


We are committed to increasing sales in our top 5 shrink classes from FY15 in order to help decrease shrink %
MANPOWER
CHRIS

JADE
WOMENS MANAGER
BETH
WACC MANAGER
JEROME
MENS MANAGER
HOUSEWARES MANAGER
floor presence
leadership
store ownership
communication
LP initiatives
operational excellence
LP initiatives
communication
leadership
accountability for results
store ownership
operational excellence
LP initiatives
communication
accountability for results
LP initiative
operational excellence
INVENTORY DISCREPANCIES:

WACC AS WHOLE INCREASED SHRINK UNITS BY 133 FROM LAST YEAR AND SHRINK DOLLARS INCREASED BY $12,536. THIS WOULD MAKE THE AVERAGE UNIT LOST $94

IN EARRINGS, WE INCREASED OUR UNITS LOST BY 25 UNITS, HOWEVER, WE INCREASED DOLLARS LOST BY $2,125. THIS WOULD RESULT IN AN AVERAGE UNIT LOST PRICE OF $85
FY 15 STATS
ZERO FULL TIME EMPLOYEE TURNOVER SINCE JULY 14
WITH THE EXCEPTION OF
PROMOTION.
OWNERSHIP/STORE PRIDE

ADDED SPIDERWRAPS
TAGS ON ALL BRAS
TAGS ON RINGS AND NECKLACES

KNOWN RING OF THEIVES
MANY OF WHICH HAVE BEEN
PUT ON THE UO
"NO RETURN LIST"


WHAT 'S ALREADY IN PLACE
We have reduced the opportunity for loss by hard tagging top shrink class items: bras, necklaces and also rings

"A Happy Staff Doesn't Steal"
Back of house cleanup:
breakroom
backstock
hallway
family Tree

We have reduced the opportunity for
loss by committing to
display and fixturing changes of our top hot spots.

WHAT'S GOING FORWARD
HOW IS THIS MEASURABLE?

Implementation of bi-weekly
Floor Presence Audit
Conversion
A higher level of floor supervision and customer engagement will increase conversion percentage.

This will be measured by comparing
"apples to apples".

Additionally we will run a friendly competition during "Power Hours" for our floor supervisors.
HOW IS THIS MEASURABLE?

ALL STORE MEETING WITH DANA

MAIN FOCUSES LP / EMPLOYEE / CUSTOMER ENGAGEMENT

ATTENDING TO OUR HOTSPOTS

Relocating Men's Denim to a more visible loaction (March 2015)
Relocating Men's basics to increase visibility in mens department (March 2015)
Fitting Room makeover (April 2015)
SALE makeover (May 2015)
REMOVING ANY TALL OR BLOCKING FIXTURES (EXCEPTION IS RUNWAY ROOM ENVIRONMENT)

NECKLACES AND EARRINGS WERE RELOCATED FROM KIOSK AND ARE NOW VISIBLE AND EASILY SERVICED FROM ZONE 1 AND CASH

LINGERIE WAS RELOCATED IN FEBRUARY AND IS NOW VISIBLE AND EASILY SERVICED FROM
ZONE 1 AND CASH

EXAMPLES
Departments will focus on their highest shrink classes each week. The goal will be to consistently comp in the following classes:

NECKLACES
ELECTRONICS
MENS DENIM
EARRINGS
BRAS

We will include tracking of these classes as a part of the department manager weekly walk-through.

Departments should start the week knowing the LY in their focus class and as a team we will discuss strategies to achieve comping sales each week.

Departments will monitor sales in these classes multiple times a week to ensure they are on the right track.
Full transcript