Leaky Buckets and Low-Hanging Fruit

By |May 23rd, 2019|Categories: Articles by Abe Sherman, Business Management, Sales Training|Tags: , , , , , , , |

It’s a common question we hear from retailers, “how can I get a larger piece of the pie from my trade area?” Many search for answers in new vendors or merchandise offers, a different ad agency or the next cool promotional idea. While these changes can and often do deliver sales increases, they come at a price.

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Introducing MAPS: A Game Changer for Budgeting & Planning

By |February 8th, 2019|Categories: Articles by Abe Sherman, Balance To Buy, Budgeting & Planning, Inventory Management|Tags: , , , , , , , |

Every now and again, something new comes along that fundamentally changes the way we work...we have developed one of those fundamental work-flow changes and...it will have a significant impact on the way you work.

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Up, Down and Even, Christmas 2018

By |January 23rd, 2019|Categories: Articles by Abe Sherman, Budgeting & Planning, Business Management, Inventory Management, Sales Training|Tags: , , , , , |

Every year we see different results for individual companies when comparing this year’s numbers to last and 2018 was certainly no different. I can’t even say that the wide swings were terribly unusual (from up nearly 100% to down 45%).

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No One Noticed but the Bottom Line

By |November 28th, 2018|Categories: Articles by Abe Sherman, Budgeting & Planning, Business Management, Financial|Tags: , , , , , |

Improving your bottom line is a challenge for many retailers. We tend to follow the same patterns of behavior over time (years and even generations) and therefore, markup and discounting wind up becoming a part of our culture, rather than having a net profit strategy.

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Are You a Growth Stock or a Value Stock?

By |October 4th, 2018|Categories: Articles by Abe Sherman, Budgeting & Planning|Tags: , , , , , |

Some companies we work with are aggressive in their growth plans; many others have stopped investing in growth and are enjoying the fruits of investments of years gone by.

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I Trust You…Now Sign Here

By |July 18th, 2018|Categories: Articles by Abe Sherman, Business Management, Sales Training|Tags: , , , , , |

One jeweler I work with, to avoid litigation, recently had to settle with a customer over a missing ring. The customer claimed she never picked up her ring, while the store showed the job as delivered, but only in the computer!

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X + Y = People

By |March 28th, 2018|Categories: Articles by Abe Sherman, Budgeting & Planning, Inventory Management|Tags: , , |

In addition to what is an analytical thought process, try thinking about these... sales as customers, not items. Think about what you have to offer the thousands of people who want to buy from you... Merchandise for people...

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Vanity, Sanity & Reality

By |March 8th, 2018|Categories: Articles by Abe Sherman, Budgeting & Planning, Financial|Tags: , , , , |

I mentioned to him offhandedly...that we work with jewelers who have very impressive top line sales...with very low net profit as well as challenging cash flow, to which he simply said: “Vanity, Sanity & Reality”.

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Forget Budgets!

By |February 22nd, 2018|Categories: Articles by Abe Sherman, Budgeting & Planning, Inventory Management|Tags: , , , , , |

When you think about the budgeting process (work with me here) you have to look back at your history, sales and margin trends and changes in expenses, inventory levels and profit. Zzzzzzzzzz… So, don’t look back, look forward.

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