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Retail Today with Bob Phibbs, The Retail Doctor

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Retail Today with Bob Phibbs is a daily digest guiding brick-and-mortar retailers to gain better traction, generate more revenue, and stay strong in their market.

Retail Today with Bob Phibbs is a daily digest guiding brick-and-mortar retailers to gain better traction, generate more revenue, and stay strong in their market.
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Location:

United States

Description:

Retail Today with Bob Phibbs is a daily digest guiding brick-and-mortar retailers to gain better traction, generate more revenue, and stay strong in their market.

Language:

English


Episodes

Dealing With Bitter Bettys and Bitter Bobs In Retail | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/19/2019
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I was in Chicago recently at one of my favorite little fast food salad places, and this one woman at the register was just in such a mood. Normally, they would take the salad and they would ask you about the dressing, and they would put the utensils in it, and put it in the bag. And when they rang me up, this young woman just put the bag on the counter, and I said, “Wow, it's such a bad day, you can't even put it in the bag, can you? And she's like, "What do you mean?" And I just took my...

Duration:00:01:44

How Do I Stop Theft as a Retailer? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/18/2019
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I one time had a friend who was the Head of Shrinkage for JC Penny. I asked her what was the most outrageous theft of products you'd seen in the store? She said, "I had a woman who had a comforter strapped to the inside of her thigh trying to walk out." I was like, "Wow, that's pretty amazing." I think a lot of us are surprised by what happens in shrink. Shrink is either shopper or employee theft. Unfortunately, most theft seems to come from within. I want you today, your tip today ,is to...

Duration:00:01:29

Why Your Associates Are the Biggest Factor In Boosting Retail Sales | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/17/2019
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Do you know who can most juice your retail sales? That's right, it's your associates because they're the ones that are interfacing with the shopper. And yet, a lot of times I find managers have nothing to talk with their associates about other than put this over there, get that out, you need to do this and this and this. The problem with that is it feels like your a cog at work, and that's not fun. So today my tip for you is to connect with one of your employees. Every employee and every...

Duration:00:01:20

Does Your Retail Crew Look Their Best? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/16/2019
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Did you know the average person judges people with under five seconds whether they think that they're a person they can trust or like, and that usually comes down to the way that they are dressed? So I want you to today to look at your crew. Do they look like they take pride in their appearance? Now, no, they don't have to wear a suit and a tie. They don't have wear a fancy dress with fancy jewels. But if they look like they just took out your uniform polo shirt out of a backpack and put it...

Duration:00:01:29

How to Sell Expensive Merchandise In Retail | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/15/2019
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Are you a salesperson in a retail store? Well, today I'm talking about how do you feel about selling your more expensive merchandise. A lot of times that when I'm doing sales consulting, or I'm doing a training with a group of stores, I find that there's a lot of people who actually feel like they're being a fraud. They know how much something costs, and they feel bad about going through and charging as much money they do. The problem is that when you feel that something is too expensive,...

Duration:00:01:38

Which Option Should You Present First as a Retailer? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/14/2019
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You know, if you're trying to close a sale, one of the hardest things is just presenting too many options. You know it yourself, if you get overwhelmed, suddenly work is what shopping feels like and you shut down. You're like, oh, I've seen too much. I just have to leave. I'll come back. Except you don't come back. You'll probably go to some other retailer who doesn't make it feel that way. What I want you to do today is to look at curating down your products to a good, better, and best....

Duration:00:01:53

What Does Your Product Do For Your Customer? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/13/2019
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Yesterday I was talking about employees and associates who just want to vomit useless fact after useless fact on people. They're typically kind of, an engineer or an analytical background and they think that the facts are what is going to make the sale. And today's tip for you is, that you always want to lead with what the product does for the customer after you've talked to them. You don't want to talk about how much it cost, or just the facts. Nobody buys based on just what the facts of...

Duration:00:01:23

How Do I Manage Personality Styles In Retail? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/12/2019
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Have you ever met somebody that you just can't get along with, whether they're interviewing for a job or a shopper or even a colleague? We all have, and there's other people that really do well with you and really like them. We've all had that as well. Well, I think that there is a awful lot to personality styles. In fact, today I want you to Google my personality quiz, so Retail Doctor personality quiz. You can take it and find out that there are people that are not like you. And the reason...

Duration:00:01:37

The Power of Thank-You Notes In Retail | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/11/2019
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Have you ever been thanked by a vendor or by a store that you did business with? It's pretty powerful. I have a pond that I had cleaned out a while ago and they sent me a handwritten thank you and told me how great the pond was and made one more suggestion of something we could do, maybe next year when we have it cleaned out. And that really stuck with me, because I go back to them over and over again. And so today I want you to think about the power of sending thank yous because obviously...

Duration:00:01:23

Sell More Units Per Sale | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/10/2019
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Do you ever wonder how valuable your employees are to you? A lot of people do. They don't really know exactly what the metrics are, and I always say, "Look at the units per sales." That's the #1 way I look at it. That's the tip I'm talking about today because add-ons are the most cost-effective ways to lift your retail sales, means you sell the first item, and then the employee shows something that's complimentary that helps the person get more out of that first purchase. It's a matter of...

Duration:00:01:08

How Do I Get Shoppers to Give Me a Review? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/9/2019
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Do you ever go to a movie without looking at a review? I don't. I always want to know that and shoppers are no different now. They're looking at all kinds of reviews whether it's product reviews, brand reviews or even in your individual store. Whether you're big or small, you need to get those reviews and you need to be timely in talking to people. So today, I'm just talking about making the time to set aside one morning a week and monitor your public reviews. Going through and being able to...

Duration:00:01:09

Greeting the Shopper | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/8/2019
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You know, over on my blog, retaildoc.com/blog, I probably have a thousand articles, and a lot of times they're in response to people asking me, "How do I greet a customer?" and "What's the best way to approach a customer?" And I'm always surprised by that because if you just looked at what's going on, you wouldn't do those bad habits. "Hi, can I help you find something? You have a budget? Looking for anything particular?", all that other garbage. You know when shoppers say no, it's usually...

Duration:00:01:24

Adjusting Your Time for a Busy Store | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/7/2019
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I love a busy store, don't you? Time just goes by. Everything works well. But one of the challenges we have is some of our employees don't know how to make it faster or shorter depending on the number of people. And what I'm talking about today is that the length of time with a shopper has to diminish the busier the store is. So what I want you to think about, today, is role play with one of your employees, a scenario of somebody that's looking at one of your best sellers and you want them...

Duration:00:01:18

Sales Employees Need Reviews | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/6/2019
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Can you imagine if you were in school and you turned in a big term paper and you got it back with no grade or comments? How would you feel? Kind of deflated, right? Well, that's what happens with an awful lot of employees. They never hear that they did anything good or bad because we've gotten rid of employee reviews. Most employees, especially millennials, want to know how they're doing. It isn't just about money. My tip for you today is do an employee review one-on-one today. Not really...

Duration:00:00:55

What’s Your Conversion Rate as a Retailer? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/5/2019
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As the Retail Doctor, people often ask me, "How can I get more people into my store? How do I attract more shoppers?" And while it's good to attract shoppers, you better know your conversion rate, because just getting more people in the door isn't the begin all and end all. It's how do you convert those lookers into buyers? When you look around at how different types of businesses have made a difference, I think it always comes down to framing the entrance to your store. Now let me explain....

Duration:00:01:32

What’s Your Return Policy In Retail? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/4/2019
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You know, returns are at an all-time high in online and it doesn't look like they're going away. In fact, online shoppers, I think, can return up to 30, 40, even 50% depending on your category. But what about in your own stores? What's your return policy? If you have one that's archaic and you have it up at the register, and it's like, "No returns without this, this, this, and this," then it's a "Got you!" moment for a shopper. So, my tip for you today is if you have a liberal return...

Duration:00:01:02

How to Close the Sale in Retail by Reframing the Product | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/3/2019
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You know, people often hire me as a sales coach to train their crews or to train their brand boutiques. And people often say, "How do I close the deal? How do I get that customer to buy it now and hand over the money?" Well, it's really simple. You have to go through and spend enough time to build rapport that they're going to tell you everything they want from a product. And so, to close the sale you have to reframe how your product does more than they were expecting. So what I usually do...

Duration:00:01:06

How to Schedule for the Rush | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/2/2019
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We're coming into the busy season in retail and the one thing that I always see people struggle with is scheduling. They want to go through and they want to schedule for the task or whoever is convenient to work, but the key for you is to schedule for the rush. That means you need to look at your schedule and decide who are the doers and they want to just do tasks and who are the ones that are actually selling your merchandise and make sure that those who can sell are the ones that your...

Duration:00:00:46

Do Your People Look Engaged? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

9/1/2019
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Do you know what good customer service looks like? You know, a lot of times when I walk around in various retail stores, I see managers who are managing tasks, but I don't think they really understand what great customer service looks like. And it's really quite simple: Do your people look engaged? Does the shopper look engaged? What does their body posture look like? And the other part of that is: Understand that customer service should have an end where the shopper takes action. Maybe they...

Duration:00:00:55

Attitude | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

8/31/2019
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I have a friend who went to Italy not that long ago, and when she got back I said, “How was the trip?” And she went on about how the bags all been lost at Kennedy and they were on the tarmac for four hours and she went on for what felt like five hours, it was probably just a few minutes, but I just said, “Did anything go well on your trip?” And then she said, “Oh, well, yes.” And she told me some of the sites that she saw. I think the challenge for all of us is we speak in the language of...

Duration:00:01:26