e-ret@iler from Profits Plus and Tom Shay
ideas to sell more merchandise and services
July 2005 - Our 68th consecutive issue

The July e-ret@iler contains:

1. The article of the month: What do you say?
2. e-ret@iler advisory of the month: From the
grocery aisles
3. Sales tip of the month: Give them something
4. Web tip of the month: Open to buy
5. Our Power Promoting idea of the month: The
Name Game
6. Book of the month: Process of Excelling
7. Your e-ret@iler subscription, contacting
Profits Plus and Tom Shay and an update on
my parents

O => Print the July issue of the e-ret@iler so
you can read it at your leisure.

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1. Article of the month: What do you say?

This month's article shares some interesting
statistics about how we speak and how we listen.
Using this information can help you to close
more sales. Here is a link to the July article.

What do you say?

O <= After printing the July e-ret@iler, check
here if you plan to read the article of the month.

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2. e-ret@iler advisory of the month: From the
grocery aisles

From an article in USA Today this spring comes
a valuable lesson that retailers of all types
can learn from grocery stores. The article
talked about grocery store chains filing for
Chapter 11 and what caused that problem. There
were six problems with grocery stores that were
outlined. We will talk about these over the next
couple of months.

#1 Find a niche. Even a grocery store can't be
everything to all of their customers. Here in
Florida, Publix has made a point to target
upscale customers. Knowing that all of the
state's residents can't be upscale, Publix
still made a point to target a certain group
of customers. They are the largest grocer in
the state with 37% of the overall market. Even
those residents that are not upscale want to shop
in a place that makes them feel good. The better
you niche, the more you get rich!

Stop selling food as a commodity. How odd that
this is a statement for grocery stores. Customers
in grocery stores today are looking for something
different. The best grocery stores offer an
experience when you shop in their store. They
offer prepared meals, and unique foods from
around the world; not just the basic foods that
you can buy anywhere. As merchants, we look too
often at what we sell as just plain merchandise.
Just like the grocery stores, we need to look a
bit further. It is true with what you sell as
well as with barbecue grills - we need to sell
the sizzle and not just the steak!

O <= After printing the July e-ret@iler, if you
plan to review this material for your business.

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3. Sales tip of the month: Give them something

Here is another tip in our series about making
the sale to our customers. You have worked hard
and made the sale. Now you are taking care of the
necessary paperwork to complete the sale. This
part may be nothing more than just ringing up
the transaction at the register.

As the customer leaves, we need to everytime
give them something. It could be a coupon, a
reminder of an upcoming sale, or a sample of
a new product. Giving something to the customer
gives them something to think about - and we
always want that something to be your business.

O <= After printing the July e-ret@iler, check
here if you plan to use this tip.

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4. Web tip of the month: Open to Buy Calculator

Ever come to the end of a season and have too
much merchandise left? Ever come to a time
where you need to order some merchandise and
you don't have enough money to do so?

Most businesses have faced one or both of these
problems. And if you are one of those businesses,
an "Open to Buy" calculator can help solve that
problem for you.

Click on this link to read an explanation of how
the open to buy calculator works. And after you
see what it can do for you, there is a link to
download our free open to buy calculator.

Open to buy calculator explanation

O <= After printing the July e-ret@iler, check here
if you plan to look at the open to buy calculator.

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6. Our Power Promoting idea of the month: Play
the name game

This comes from the business of a friend where
they have been playing the name game every day
since the late 1950's.

They use a white board that is placed in the front
of the business. On the board they explain
that every day there will be a different
name on the board. If that is your name, just
show them your driver's license and they will
have a prize for you. Of course as they have
your license they will be adding your name
and address to their data base for their
mailings. People that do business with him
would be disappointed if they didn't see the
board in this store.

 

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7. Book of the month: Process of Excelling

Roger Herman provides a most unique service. He is
a futurist. In his newsletter, which you can subscribe
to for free, Roger is identifying how certain signs
we see today will play out in our businesses in the
coming months and years. The book is some fascinating
reading - just like his newsletter. We think you will
like it.

If you have already read this book, or are looking
for more books to read, click on this link to
see our book referral list.

Book Referral List

O <= After printing the July e-ret@iler, check here
if you plan to read the book of the month.

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8. Your e-ret@iler subscription and contacting
Profits Plus and Tom Shay

We did get Dad home from the hospital the first
time. He went back in and received a pace maker.
We are expecting him to come home today. Now comes
the process of adjusting the medications to keep
him as pain free as possible. He turns 81 this
winter, and like most retailers he is a very
determined person. That determination, some
caring doctors, and your prayers have been what
it takes. Thanks.

The subscription is free. Just remember if you
are changing your Internet service provider, you
will need to enter your new e-mail address
to keep the e-ret@iler coming.

Contacting us is just as easy:
The phone is 727-464-2182
The fax is 727-898-3179
The mailing address is:
PO Box 128
Dardanelle, AR 72834 USA

Thanks for visiting with us this month. We
appreciate your taking time from your
busy schedule. Our goal is to help you and
your business to become more profitable. We hope
we have done that.

We encourage you to seek out and do business
with other independently owned businesses. If
you are wanting people to do business with you
because you are a locally owned business, then
it stands to reason that we should be doing
what we are asking others to do.

Get your Profits Plus. May God bless you and yours.
We will see you in August.

Tom Shay