Retailers - plan ahead for the next Bank Holiday weekend

Retailers large and small do well over the bank holiday weekend. This weekend in my part of the world, the weather wasn't typical of a bank holiday and the crowds flocked to the shops for beer, barbecue items and all the other reasons people like to spend! Town and city centres were very busy with people spending their wages on the three-day weekend. It only happened a few times a year and any retailer that was caught on the hop this weekend needs to think about getting ready for the next one at the end of May. To add to this, it will be payday weekend where people will have just been paid. It is the ideal time to boost your sales early in the financial year.

Retailers need to look at these mini-events through fresh eyes because it really makes a difference to their trade. Nor being prepared means losing out on potential sales. Many of the small retailers that read my blog will benefit from a few extra thousand pounds in sales. So you need to think about what the next bank holiday weekend will mean to you.

Opening hours

If you are a small retailer then it can be difficult to alter the opening hours of your business. Your team deserve the bank holiday weekend to relax but you want to make the most of that extra passing trade. Opening on the Bank Holiday Monday can feel like a pain but if the other stores around you are doing it too then you can get a big uplift in sales.

Think about when you are open over the weekend and plan ahead, which leads to...

Staffing

You and your team need to be ready for the trade on that weekend whether you are opening longer hours or not. If you have access to extra staff then it may help to get them involved that weekend. People like to shop somewhere that ha staff on hand to help and can control their queues even in the busy times. So look at your staffing schedule now to see if you can draft in extras. It will be important at the busier times of the day.

Stock

A quick visit to my local Tesco this weekend showed that even the biggest companies can get it wrong with stock. A rush on certain items meant that they lost out on sales. the bigger stores can more easily divert customer to alterative items, but smaller stores don't always have this luxury. Think about what you will need, keep a close eye on the weather and decide where you need to keep extra stocks.

Promotions

If you are going to the extra trouble of staging an event or opening on the Monday, then you need to let as many people as possible know. With social media and websites, we can more easily let customers know that we are ready and available for trade on those days. Get your team to speak to your customers in the weeks before so they know you are open for them at that busy weekend.

As a retailer you need to remember the little details that make a difference. The big events such as Christmas are always planned in advance, but it is easy to overlook the smaller events that can add up to more sales. Get ready for the next one!

Have a happy retail Christmas! Beware of Boxing Day

It's that time of the year when many retailers are rushed off their feet. I know my traditional readership falls at this time because people are too busy. I wanted to take this opportunity to say Happy Christmas to all of those that follow me. I know that my readers consist of independent retailers and people who work for bigger companies. This short blog today is going to be about the current debate on Boxing Day opening.

I have worked in retail for a long time and I know how tough it can be at this time of the year. Often the most important people in a store only get a day off at Christmas as they are needed on Christmas Eve and Boxing Day. This is far too much pressure with the pay to match.

I know of many good retail managers that will look after their people. Most workers will get some time off over Christmas or the New Year period if it can be worked properly. I completely sympathise with all of the people that are signing the petition to stop retailers from opening on Boxing Day. I can honestly see a huge amount of sense in it but in my eyes it does not solve a problem. There are so many people from different industries that have to work on Christmas Eve, Christmas Day and Boxing Day at all timed of the day and night that it is impractical to take one part of one industry and exclude it. If the shops were not open then people would shop online and then the pickers and delivery staff would be working anyway. There are no real winners here.

Healthcare, hospitality and taxi drivers are some of the many people that work on these days. Retail staff cannot be made an exception.

So what can be done?

I have worked with many retailers who try to make this as fair as possible. In the places I have worked with in the past it was either done on a 'year-on, year-off' basis or worked that it was voluntary where possible. Some (particularly those with older contracts)  are rewarded with higher pay rates on these days and are happier to come in as a result. Take a look at what might work for you.

As I said, this is only a short blog and a chance to say 'Happy Christmas.' I think that there will only be one more blog before Christmas so if I don't see you again have a good one. Here's to a fantastic retail 2017.

Does Black Friday actually exist?

Today is Black Friday. This is something that obviously started in the United States as the sales on the day after Thanksgiving. It makes sense there as it is something that is the equivalent to the UK sales that used to start in the New Year when I was a kid and now start on Boxing Day (or earlier.)

But rather than a genuine sale where retailers get rid of stock they couldn't sell in the run up to Christmas (or Thanksgiving in the US) these are marketing gimmicks that are used to shift goods at the right time. This leads me to ask the question-

Does Black Friday actually exist?

I mean this in the sincerest of senses. Black Friday as a day of sales does not really exist in the United Kingdom. What does exists is two forces that work together to make a great day to sell products for retailers but doesn't do a great deal for customers. We will have a look at the two forces below-

People only have a limited amount of money to spend on Christmas

Now I know that the sentence above might not feel true at times when you watch people leave stores with armfuls of goods day after day from the start of the Christmas season when Halloween finishes right through until closing time on 24th December.But once all the presents are bought for all the people they have to buy for then the vast majority of people stop.

So Black Friday is a great opportunity for retailers to get in there as soon as they can. If they become the first port of call for people when they are making their Christmas gift purchases then they stand a better chance of a bigger slice of the pie. If you leave your Christmas events until the week before the big day then you will end up missing out on all the consumers that bought on Black Friday.

The earlier you get people to spend their money with you then the less chance they have of spending it anywhere else. It makes sense in this way. But when you factor in the other force at play then you can quickly realise that this doesn't necessarily lead to bargains.

What constitutes a sale item

You look at a product. the retailer tells you is used to be at a higher price and you think that you are getting a bargain. That's how it works, isn't it? But many retailers are playing games with consumer at this time of year. For an item to be described as being in a sale it has to have been sold at a higher price for a certain period of time somewhere in that company.

And that is where the games can start. If Company A lists a product for sale on their website at £50 in the summer for that qualifying period of time then they can cut the price for Black Friday and call it a sale. They may have had no intention of selling any at the higher price. The newly-quoted sale price might be exactly what they were always intended to sell it for, but because they have played the game they can call this a sale item and hook customers that might have normally walked past.

So as a consumer, check out the sale prices and see if they represent value to you. If you are a retailer then play straight with customers and stop the games.

Retailers need to be ready for the Christmas rush

This is the time of the year for retailers. I have worked in retail for a long time and Christmas saves many businesses that have struggled the rest of the year. I know of some companies, including some national U.K. retailers, that look to break even all year round and get all their annual profit in the next six weeks or so.

But it isn't about opening your doors as usual and hoping that more customers will walk through them. Retail doesn't work like that and even with plenty of empty units out there you will still face be a lot of competition. It isn't always easy to see where your competition is coming from nowadays either with the internet undercutting many traditional retailers. Here are the things you need to get right for a successful retail Christmas.

Stock

Having the right selection of products on your shelves as well as enough of them is vitally important. You need to do something to supplement what you already offer. People are looking for something completely different at this time of year so make sure that you are in a position to provide it. Look at your range and see how it can be adapted and added to for this time of year.

People shop differently at Christmas. They will be buying gifts for people and will take a guess at what they might want. The refund and exchange counters at the big stores are packed after the big event with people taking back gifts they didn't want. You need to cater to the demand of people who don't quite know what to get. Either have a gift selector on your website or make sure your team are ready to help here. This brings me on to the next part.

Your team

You may need extra bodies at this time of the year to cope with the rush and to keep up your service levels. Think about taking on Christmas temps to help you out. You can give them short term contracts to see you over the busy period. You may have extended opening hours (more on this later) so you may see your existing team spread a little thinly. Try to counter this with help.

Make sure your team are geared up for Christmas. It might seem like they will just cope with whatever you throw at them, but show that you care. It is a hectic time for most people so help them unwind and keep up the spirits. Your customers will notice.

Extra training may be needed if you are offering new products or services. Get your whole team involved in this to get the most from it. Retail is all about the experience you give your customers so make it the best possible.

Opening hours

Shops do open longer over Christmas. You may find that the rest of the retail units in your town or shopping centre open later for one or more days per week. Look at the number and type of extra customers this will bring in and make your opening decisions based on this. With out of town large shopping malls often open until 11pm or midnight and the supermarkets and online retailers open 24/7 you can't compete with everyone on this. Choose your battles wisely and extend your hours where it will help you the most.

It may be that opening earlier helps people in their way to work pick up things from you. It may be that you are more likely to attract extra trade by opening later. Work out what you need, get your team in all the right places and do what will work best for your customers. If you don't have an e-commerce website to sell all hours of the day and night then think about getting this sorted before next Christmas.

This is a hectic time of the year and it can come with a lot of stress. If you get things right before Christmas hits though you will be able to enjoy it more.

What's your favourite part about Christmas as a retailer? Let me know in the comments below, I'd love to hear from you.

Retailers - what are you selling?

I browsed and shopped in a major shopping centre yesterday and something really struck me. Retailers seem more and more indifferent to their customers than ever and customers seem less and less bothered. The reason I say this? It's all linked to customer service - or the lack of it. So many places I shopped or observed had long queues, tills that could have been opened and staff in the shop floor. But none ventured to connect the three and put the extra staff on the tills to reduce the queues. In fact on more than one occasion there were team members chatting to each other (whether it was work related or not I couldn't say) while very near to the queues at the tills and did nothing to either halt their conversation nor to deal with said queues.

What is the problem? Is there a problem? Has retail moved into a new phase?

I think that there is a problem because the customer deserves better when there are resources available. I have worked for and with retailers for a very long time  and it has always been a huge focus on serving the customers waiting at the till. If every retailer develops the attitude that this isn't important at the same time then the customer loses out. But if only the slack retailers develop this attitude then the smart retailer can win.

Lack of management presence

I see a real lack of management presence on the shop floors of UK retailers and it creates an issue. Wether this is a change in strategy or the fact that management teams have other priorities I don't know but I do see a large movement away from supervision and this leads to self-supervision. People will often make the decisions that makes life easier for them and not necessarily the customer. What I witnessed yesterday was people finding shop floor tasks easier than serving at the till and abandoning customers. With a management presence on these shop floors this wouldn't be allowed to happen.

I think that contrary to popular belief there is a need for middle management to look after the relationship between shop floor staff and their customers. This protects the company's bottom line far better than cutting costs.

Cost control isn't everything

There is a drive with many retailers to keep down the costs and reduce waste. While I applaud this general idea there is more to retail than this. If you cut one cost too much (particularly if it is staffing) then you lose the balance between price and service and your customers go elsewhere.

It all comes back to the initial question of "what are you selling?" I don't believe that a store is simply selling the stock on their shelves. They are selling emotions and thoughts-

• The feeling that tou have the latest fashions
• The feeling that you offer great value
• The feeling that you are on-trend
• The feeling that you only sell quality products

But this isn't enough without the customer service to back up the proposition. I queued for 10 minutes  yesterday to but two T-shirts from a quality and hugely popular clothing retailer yesterday because the staff on the shop floor didn't react to the queues. In fact I'd say that the store is proud of its queues because they rarely work hard to reduce them. I won't shop there again.

Do you have a pet hate when it comes to retail? What would you change instantly? Let me know I'm the comments below.

Tesco cuts back it's 24 hour operation - what can retailers of all shapes and sizes learn from this?

A story caught my eye in the news this morning. It is regarding the fact that Tesco is paring back it's 24 hour operation in a large chunk of their stores. The reason quoted in the article is the fact that online shopping is eroding their in-store customer base.

I can see that an upturn in online shopping (with a similar downturn in customers physically visiting their stores) can have an effect on how long you need to keep the doors open. I know that big retailers have been backwards and forwards will having their stores replenished overnight or not. But this is more like a complete change in strategy for Tesco rather than a tweaking of a few opening hours.

The 1990's through to the last couple of years have been all about expansion got the big retailers, particularly the supermarkets. They bought up land, drove into new markets and employed more and more (often part-time) staff. The recent scandals and the competition from the discounters has put Tesco on the back foot. It has also given them an opportunity to assess where they are and where they want to be. 

Expansion for the sake of it means nothing.

If it's not an area that makes money then why bother with it?

And that brings me to your business. I'll ask the exact same question-

If it's not an area that makes money then why bother with it?

It's time to assess all aspects of the retail business that you work in and decide whether they are all pulling their weight. Your business needs to be as efficient as it can be. Unless an area generates footfall that you need. The National Lottery is an example of this. The income it generates is poor but it drives people through the door that may buy other things.

The best way to do this is to break down your business into different areas and attribute costs to each of these areas. This can be staffing costs, materials, energy use or whatever resources this part of the business consumes. Then measure this against the income it brings in. You will soon generate a list of the performance of every aspect of your business. From there you can see the top performers and those that aren't quite doing so well. Assess the likely impact of removing some parts of your business and moving the resources into others.

• Does this work?
• Will it being more income?
• More profit?

It is by analysing everything that you do that can make the difference between profit and loss. Don't wait for a major event to hit you like Tesco. Act now.

See why you shouldn't manage your retail shop in the style of Jose Mourinho

There are real lessons to be learnt from the tenure and sacking of Jose Mourinho at Chelsea. His second stint in charge of the club finally came to an end yesterday, after weeks of speculation. It's always difficult to totally understand why someone loses their job when you view it from the outside. Like most businesses, football is a results-driven business so it's on the field that makes the difference. But there has been a continual message from Mourinho this season. It has undermined his own position. There's a common phrase bandied around in situations like this -"he lost the changing room." It means that the players (or at least some of them) stopped playing at 100% for him. When this is one or two from a squad of around thirty players then it's easy to not pick them. If this spreads and significant players stop pulling their weight then it's a major problem.

Mourinho very publicly chastised the medical team early in the season as this caused immediate disharmony. He has since hung his players out to dry on more than one occasion. Whether this caused the rift with the dressing room or exacerbated it isn't clear but there was most definitely a rift.

What does this mean for me?

Well, as a retail manager and leader of people, you need to be vary of the Mourinho effect. It's by having your team on board with your message and your vision that gets the team working for you. This doesn't mean that you never discipline them, just that you never hang them out to dry.

And it's by having this vision and explaining it, reinforcing it, singing it's praises and celebrating it's successes that your team know where you are all going.

Did Jose Mourinho have a lack of vision? Maybe not but I think his communication of the vision became garbled and this can lose the team just as easily. He went from proclaiming his team to chastising them, from stating he was building a dynasty to talk or only staying for a few years. It's this lack of consistency that also undermined his authority. I use the word authority to mean something different to just power or bring in charge. Authority as a leader includes having people listen to you, understand what you  say and respond with their actions.

If your team don't know how to respond because what you are saying contradicts your overall vision (or what you said last week) then you lose credibility.

So overall you need to remember to-

• Have a vision
• Communicate your vision
• Keep communication levels up
• Be consistent

It will help you all to achieve your goals. Start by thinking about what your vision is for your team and take it from there.

This week is the MUST DO week when it comes to assessing how your Christmas sales are going

It's a hugely important time of the year for most retailers. I know of some retailers that trundle along through the rest of the year happy to break even or make a small profit on the basis that their Christmas trade will make up for it all. Many retailers I've worked with report that over 50% of their annual trade will happen during this quarter of the year. And there's the sales after Christmas to take into account as well!

With this time of year being so important, so busy, you can often forget to take a small step back and assess things. So ask yourself this question today-

How is it going?

Really. Find some time this week to answer that question. It's vital to the success of the rest of the year.

The big retailers have cottoned on to one truth that I'm going to share with you today-

Customers only have a finite amount of money to spend at Christmas.

It sounds pretty straightforward doesn't it? But it changes the way they operate. Their whole ethos is based around getting you (and your customers) to spend it with them and to spend it early. Look at the incentives-

• Extra loyalty card points
• Tesco Clubcard exchange
• Sainsburys Nectar point exchange
• Boots points events nights
• Boots Star Gifts and weekly offers
• Black Friday
• Cyber Monday

And the list continues. The idea is that you incentivise your customers to shop with you early. A typical Christmas list might read-

• Wife
• Eldest
• Youngest
• Mum
• Dad
• Mother-in-law
• Sister
• Brother
• Niece
• Nephew

And once there's a tick next to every name on the list, then Christmas gift shopping is pretty much done. So if it's done at a Boots points event, for instance, then the spend at Boots will minimise the likelihood that there will be any spend in other retailers nearer Christmas.

As for Black Friday and Cyber Monday, these are not American imports, as the press likes to label them. These events mean more to the British market than the American one. In the USA, it's our equivalent of the January sales - they are selling off post-Thanksgiving stock that didn't sell. They don't do Christmas in the same way we do. Over here it a great tool for retailers to get those sales in early.

So have a look at what you have done and what you have planned and see how you can secure those early sales. It will make a big difference to your performance for the rest of the year.

A purely retail task on The Apprentice, a Welsh village taking a stand and a message to the multinationals

At last there's been a purely retail task on the current series of The Apprentice. It will strike a chord with my readers that are independent retailers themselves.

http://www.bbc.co.uk/iplayer/episode/b06q7jtl/the-apprentice-series-11-7-discount-store

The task was to operate as a discount retailer by selling and reinvesting the proceeds in the items that have actually sold well. Which is independent retail in a nutshell.

There's the obvious and repeated issue with The Apprentice of many pieces of expenditure being totally ignored when it comes to calculations of profit and loss at the end of the task. I looked at it in a previous blog here - http://mytimeinretail.blogspot.com/2015/10/see-lessons-to-be-learnt-from-this.html

This week the ignored items included-

• Rent
• Staffing costs
• Tax
• Licence on the stall

I know it's the land of television and normal rules don't apply, but it's just not a level playing field.

Which brings me to my second story this week. It's about a village in Wales that is trying to level the playing field when it comes to competing with Starbucks and Amazon.

http://www.independent.co.uk/news/uk/crickhowell-welsh-town-moves-offshore-to-avoid-tax-on-local-business-a6728971.html

The tax structures of local business and multinational business are so different that it allows the biggest companies to move their money across divisions and borders to minimise their tax burden.

I personally think it's time for the government of the day (whichever party they may be) to stand up. The message needs to be-

If you want to do business in this country then you'll have to accept lower profits.

The message is stark but necessary. Reduced profits for these companies mean several things-

• Higher wages for the lower paid in society
• Smaller tax credit burden on the government and tax payers
• Large multinational corporations paying their fair share in tax

I'm sure that everyone would agree that these are positive things that we can all get behind.

Read how one garden centre bucks the trend and gives lesson for us all

I'm currently out shopping at one of my least favourite retail destinations - the garden centre. I find that they so often get so much wrong and it frustrates me. They are a retailer that doesn't have the traditional problem of lack of space. They have the problem of too much space snd tend to try to solve the problem by filling the space with anything and everything. I wrote about this in this is a previous blog-

http://mytimeinretail.blogspot.com/2015/11/see-why-entrance-to-your-retail-store.html

The garden centre I'm visiting today is a little different, if only at this time of the year. The front half of the garden centre has been transformed into a Christmas shop. It's full of colourful tinsel, glowing decorations and happy people. If if the customers aren't there to buy Christmas decorations they are there to look around. They car park is full, the café is full and the customers are mingling, talking and generally enjoying themselves.

As with all my blogs, I look at the success and failure of others to see how it can transform things for all of us. I think that a large part of retail is looking at how others operate and applying that to our own business. In this case, it may not just be Christmas that is the winning formula but how it is approached. I spoke in the last blog about garden centres on the need for making the front of the shop something to shout about. And this garden centre has done just that.

The message here us to carry out anything that you do as though you really mean it. Having this Christmas shop has made the garden centre a destination. Like Fenwick's Christmas window in Newcastle, it has become part of some people's Christmas tradition. This makes you a winner straight away because customers will walk through the door as a matter of course.

Think about your own shopping trips. There will be stores in certain towns or cities that you will walk into and look around out of habit. You may not be looking for anything in that category but go in there anyway. It may be their coffee shop, the fact that they have different things every time you go in or their displays. You need to find your reason for shoppers to visit and make the most of it.

Think long and hard about what you do, what you want to be known for and then work hard with your team and your marketing to make this happen.

Why this week's The Apprentice (and a shopping trip) leaves me fuming

I hate homemade signs. I hate handwritten signs even more. I REALLY hate badly-made handwritten signs. After watching The Apprentice last night I despair even more!

http://www.bbc.co.uk/iplayer/episode/b06phn4w/the-apprentice-series-11-6-handy-man

Mergim felt the need to make a signs for their handyman business. I understand his motives but the execution was never going to win any design awards.

I've been out in a local town centre today conducting some mystery shopping (I talk about my mystery shopping in this blog) and I spotted loads of homemade and handwritten signs, complete with poor formatting, bad handwriting and spelling mistakes. I don't know what goes through retailers heads! The effect is unprofessional and does absolutely nothing positive for your brand, store or products.

The retailers I saw these signs in today included-

• A gift shop
• A nail bar
• Boots
• Holland & Barrett
• A sweet shop
• Several cafés and restaurants

So it's not an independents disease, nor that of a certain type of retailer. I really can't see any excuse if you're working for a major retailer. Every piece of marketing material is approved and provided centrally, it's even something that I've been asked to check up on during the mystery shops I carry out. If you want to know more about my mystery shopping and how you can become a mystery shopper then check out my blog- http://mysteryshopperblog.blogspot.co.uk/

Even independents can move quickly enough in their feet to avoid this. Having a good marketing, design and/or printing company to hand is a simple solution. Even getting training on design or using a friend with design skills will be better than handmade. By planning ahead and putting as much time as possible between thinking of the sign and using the sign gives you time to get the materials produced.

If you don't have the skills yourself or know anyone who can help you out the fiverr.com could provide you with an answer. It's an online community of freelancers that can produce one-off items for the low, low price of $5. Provide an outline of what you want and a timeline of when you need it and you'll find a willing designer to produce a file for you to print or have printed. Give it a look and you may find your answers.

You can find my profile at  https://uk.fiverr.com/homeestates

The Apprentice, Mannys Sauces and your business - see how they all connect

As a retailer, sometimes a part of your job is to launch a new product or bring a great product to people's attention. It's not always an easy task, as the competitors on this year’s The Apprentice have found out on two tasks so far this year-

There was an early episode where the two teams had a go at launching a new shampoo made with the cactus flower-

http://www.bbc.co.uk/iplayer/episode/b06jlg57/the-apprentice-series-11-2-advertising-cactus-shampoo

And a more recent episode featured the two teams (and those within the teams) going head to head against each other in designing and selling their own children's book-

http://www.bbc.co.uk/iplayer/episode/b06nw576/the-apprentice-series-11-5-childrens-book

It is not easy to launch your own brand or product but one man that has launched his own brand is Manny. Here's his story-

“As any other person in the world, I had a huge dream - to open the first Piri-Piri Chicken Restaurant in the world, and then spread this dream to every corner of the planet. It wouldn’t be easy to achieve, but neither was it impossible. I had the will, the courage, the faith and family support to make it come true. Early in 1985, I sold my home to open the first piri-piri chicken restaurant outside of Mozambique. CHICKENLAND was the chosen name and Johannesburg, South Africa was the birth place of my dream! After a short while, I was making, bottling and selling a range of 5 different Piri-Piri Sauces and Marinades. After a slow start, the business was a stunning success! The name quickly spread across the city and everyone was talking about this new food place that was taking the food industry by storm.

The business success was proven! The next step was expansion to other parts of the city, country and abroad, and many people tried to get financially involved. Expansion included a need for capital and people, and so in 1987, I sold some of my business shares to two young men: one of Portuguese origin and the other, a South African of Jewish origin. Shortly after they joined, the business name was changed to NANDOS. Chickenland was a nice name, but according to marketing experts at the time, it was felt that the business should be backed by a personal name before the expansion took place. Between MANNYS and NANDOS, I was out-voted two to one, and the latter name was chosen. Despite a few initial problems, the expansion started taking off and now more than ever, the success was tremendous!

A few years later, the rug was pulled out from under my feet and I was forced to leave my business. I lost my dream; one of the best things in my life after my family. After this happened, I opened a few other restaurants including Chickenland in Portugal, but these weren’t my dream. It was a way to make a living, but it wasn’t my passion. It took me a long time to recover from what happened, but I was determined and pushed through until another dream emerged; to make the best sauces and speciality food products in the world! MANNYS SAUCES is now my new dream! Once again I can see this new dream taking shape and growing strong all the way to the TOP! The passion is back and I again have the will, the faith, the support of my family, and the support of so many loyal customers that know and appreciate the high quality products that we make. I am forever grateful to my family and my customers for their support and the divine forces for showing me the way.

Manny x”

And one of retail’s challenges is to get in touch with your customers in different ways. It’s by being what large companies and analysts call multi-channel that gives you the best access to customers. Follow Manny’s lead, where you can-

Try the online store at http://www.mcssl.com/store/mannyssauces for the Chickita - Mann’s famous cured and smoked chicken sausage and the rest of the range of cured meats.

Follow on Facebook at www.facebook.com/Mannyssauces where you can read about the wonderful MannyNaise. With this, you can substitute your boring, regular mayonnaise for the spectacular taste of MannyNaise and transform dishes from the ordinary to the wonderful.

Catch up with them on Twitter at www.Twitter.com/Mannyssauces to hear about the Tomato Fusion – a sauce that’s destined to become the ketchup of choice for the 21^st Century. It’s the next level in tomato ketchup.

Their YouTube site at www.youtube.com/channel/UCPvHPFfaz5yJRTtlv_ViDPQ gives you great recipe ideas and shows you how to use the sauces, such as the original, classic Piri-Piri sauce. This is the genuine, original and unique Southern African Piri-Piri sauce. This is the perfect mix of the heat of chilli and the depth of flaviour that perfectly captures what Mannys Sauces is all about.

Don’t forget the selection of cured meats. Paio is a great selection and is made of pork fillet with a maximum of 5% fat.

And you can just go straight ahead and check out their website at www.mannyssauces.com to see details of what they are all about, more details on Manny’s story, find stockists and much more.

Think about your retail business and how you can make your offering truly multi-channel – it will bring out the best in your products!

Stop team members becoming invisible and motivate to success

I've been working with a management team this week and been looking at employee engagement. One of the things that has really struck me was the feeling from some of team that they are invisible, particularly to their management structure above them. This isn't a feeling from the newer team members, who seem to get a lot of time and attention as they learn the ropes and settle in. It is a feeling that is harboured by team members who have been there for quite some time, know their job inside out and just come in and get on with it. At first I found this to be a bit of a surprise, that the reliable team members were feeling invisible. But on further thought it felt true. If someone just comes on and does there bit then it is often only noticed when they are in holiday, off sick or leave. There's this gaping hole where the employee used to be. The problem is twofold - management teams not leaving colleagues feeling invisible, and colleagues being motivated to keep coming back for more. Now this is an issue for management teams all over the world-

How do you motivate team members who have been doing the same job for years.

And I must admit it's been a problem for me in my work career. I often get bored if doing the same thing over and over. I've changed jobs, changed companies, changed locations and changed industries when I feel like it's time to do something different.

Managers

The fact that team members don't feel recognised is down to management complacency. And as a team manager, it's about being present on the coal face every day. As a manager, you should have a conversation with every team member every day. They should feel that you understand what is happening to them today and if there's anything you can help with. To appreciate someone's contribution can often just be about saying "thank you." Along with a genuine, meaningful reason of why you are thanking them, this can have a massive effect - no more invisible employees!

Colleagues

If you're not in the management team and perhaps feel invisible or demotivated then works to your line manager. A conversation can be started by you, as much as by your line manager. Tell them your concerns and see what can be done about them. By being frank and discussing the situation, you can establish what to do next.

See how to turn the plastic bag charge to your benefit

We are now a month on from the start if the charge for plastic bags in shops in England.

http://www.bbc.co.uk/news/uk-34346309

As people start to settle into the routine of bringing their own bag or paying, it's worth taking a look at the charge and seeing how it works and how it can work for you. There are quite a few exclusions to the plastic bag levy and some may apply to your business-

https://www.gov.uk/guidance/carrier-bag-charges-retailers-responsibilities#bags-you-dont-have-to-charge-for

A main area that you don't have to charge is if you employ less than 250 full-time employees.

Many of my readers are small independent retailers but the exclusion doesn't mean that you can't charge for bags - it means that you don't have to. I think that a large part of the charge is to educate customers to the dangers of disposable carrier bags so a small retailer can be as much a part of this education as a large one. Customers won't necessarily know which shops have to charge and which shops are exempt. So this is your opportunity to help a charity of your choice by charging for bags and donating the proceeds to them. If it's communicated in the right way then your customers will feel positive about the charge rather than negative.

Your alternative is to advertise that you are one of the retailers that don't (have to) charge for bags. It feels like a strange strategy but it could give you a small competitive advantage as bag charge fatigue sets in.

And it's by looking at your structure when changes like this happen that helps you assess your business plans. Having plans set out for your business and regularly assessing them keeps you on track. I suggest that you set out business plans annually, reassess quarterly and monitor progress monthly. Changes to legislation, the trading landscape or your competition will prompt a further review and assessment. As a business, you will need to know where you are and where you are going. Getting to grips with it all can transform what you do.

In my next blog I'll take a more detailed look at business planning.

Looking back at 100 blog posts - part 2 - your team

I've been looking back and celebrating 100 blog entries on my popular retail blog. In the first of these reviews, I looked at the High Street. My blog is about how to save the UK High Street and I set it up with the intention of looking at the issues that affect the High Street itself. In and around that are the areas that make retailers successful - as a successful set of retailers will mean a successful High Street.

The second review, here, is looking at the management of teams. I find that many of my readers are independent retailers who have a team around them. My other main group of readers is people who work for larger retail organisations and are looking to improve and develop their skills every day. I have looked in a different blog at you should attempt to keep learning and improving all the time-

http://eaboost.blogspot.com/2015/09/do-you-read-do-you-continue-to-learn.html

In this following blog, I look at how you organise your team to cover the weekend, where most retailers are busier-

http://mytimeinretail.blogspot.com/2015/03/staffing-at-weekend-how-do-you-manage.html

It's very important that you as a retailer are ready for your trade and prepared long before they walk through the door. It's only by providing a great service that you turn your customers into brand ambassadors and have them not only returning time and time again, but bringing their friends and family with them.

And in this one, I look at ensuring that you are consistent in your management decisions to ensure that your team are engaged-

http://mytimeinretail.blogspot.com/2015/07/a-lack-of-consistency-frustrates-your.html

And I also take a look at short-staffing and where it can lead you and your team-

http://mytimeinretail.blogspot.com/2015/05/how-to-avoid-being-short-staffed-and.html

It is really important that your team feels on board with the decisions that are made. This involves communicating your ideas and goals with them team. But it also involves ensuring that each and every small decision fits into the big picture. Your team can get really disheartened if they work hard towards a goal and then feel that the rug has been pulled from under them. A very short example-

If all the work that the team had pout in to clinching a particular client was then undermined if the client withdrew their business because of a personal dispute with someone high up in your company.

And finally, I look at how to reward those in your team that exceed or excel. It's important that you reward those in your team that make the business a success. To have people work hard (again) and not reward them is dispiriting. Yo verbally, personally reward someone for a good shift, hard work, a particularly good sale will improve the morale of the whole team-

http://mytimeinretail.blogspot.com/2015/01/how-do-you-reward-your-high-flyers.html

Think about what you want your promotions to acheive

I've started looking in more detail at some promotions in certain retailers, and I think that you can split promotions into two main types.

Promotions that drive people to your door

Promotions that influence your customers when they are in store

I think that you can split promotions in this way and I also think that you should think about your promotions in this way. Why? Because you need to drive people to your door AND you need to influence people's purchasing decisions when they are stood in your store, looking at your shelves. There needs to be a balance between there promotions as you attempt to achieve both of these things in tandem. A successful retailer will want and need to attract new customers with their promotions that drive people to their door. These can be linked to their loyalty cards, headline offers or outdoor advertising. The idea behind this is that you, as a retailer, can expand the customer base that frequents your shop or shops. From this increased customer base (and you providing them with fantastic customer service) you can increase your sales.

The other promotions will actually affect people's buying decisions when they are stood in front of your shelves. This is mainly aimed at your existing customers - those that come into your shop as a matter of course. From the starting point of having these customers walk through your door anyway, you want to ensure one of the following three things-

1- They spend more money than they came in for.

2- They buy when they may not have expected to.

3- They find a reason to come back.

This isn't always an easy feat but promotions such as multibuys, the location of related sales close to each other or announcements of coming events are all great ways of talking to customers with the aim of achieving one of these three things.

I'll look at little more closely at these three promotion types-

Multibuys
These are the tool of these three that will get your customers to buy more than they came in for. Take many, many national retail chains that have 3 for 2 promotions running is some or all of their shops at different times. The idea is that once the customer has cottoned on to the additional maths, the sale is logical.

The maths is as follows-

ONCE YOU HAVE BOUGHT THE FIRST ITEM (the one that you came in to buy)
THE TWO REMAINING ITEMS ARE BUY ONE GET ONE FREE

From this mindset, most customers then buy more than they came in for.

Associated sales
These are a great way of achieving points 1 and 2 from the above. The basic example from my early retail days was a promotional end of associated products. At Christmas, we used to sell wrapping paper

like it was going out of fashion. But the clever retailer made a promotional end of wrapping paper, sellotape, gift tags, a sellotape dispenser and bags of ribbons and bows.The difference in sales is astounding and customers walk out with something that they perhaps hadn't come in for.

Event announcements
This is the one area of the three that I find a little resistance to, from retailers that I speak to every day. The resistance is in the fact that retailers are worried that they put off today's customer until the event, if they are promoting a great event. For example, if you are offering double points on your loyalty card next week, then a customer that walks through the door today may be out off buying until next week.

The converse could be actually happening. A customer could walk in today to check out your prices and find that you are slightly more expensive than a competitor that they have just checked, Whilst they are in the store, they see your offer and decide that it would be better to buy with you rather than your competition.

I think that every announcement, promotion of piece of marketing that encourages your customers to spend with you is positive and you shouldn't hold back with the worry of simply postponing sales.