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Categories: Commercial Business, Management, Retail, Service
Close the Gap or Lose the Sale: Use Your Advantages to Overcome Abandonment

I’m tired of talking about the internet, but I might be the only one. It’s a subject that tire dealers talk about all the time, and it...
Categories: Commercial Business, Management, Retail, Service, Wholesale Distribution
Building Trust Through Engagement Skills

You can buy advertising, but you can’t buy trust. I’m an outgoing person. I like to engage people in a wide variety of ways, mostly individually...
Categories: Management, Retail, Service
‘Better’ Pays Dividends: You Better Be Better Online and In Your Store

We’ve all heard it said, “Bigger is better,” or, “Faster is better.” But really, only better is better.
Categories: Management, Retail, Service
Expenses Creep, and Gross Profit Leaks: Watch the ‘Extras’ That Affect Operating Expenses

I worked side-by-side with a great retail district manager when I was younger. His name was Fred, and he used to say, “Anybody can put numbers on an...
Categories: Management, Retail, Service
There Are Only Two Problems You Can Have in a Tire Store

When I was young and running a group of retail stores, I had a mentor who used to tell me, “There are only two problems you can have in a tire store....
Categories: Management, Retail, Service
The Sales Counter Moved Again: And the Sales Floor is Now on the Smartphone

The sales counter just moved. Well, it didn’t “just-move,” it’s been moving. In my early days of selling tires at retail, it all...
Categories: Management, Retail, Service
Parnelli Jones partnered with winners, and won

I worked for Parnelli Jones for 20-plus years in a variety of capacities. In many ways, Jones is just an ordinary guy; in other ways, he’s quite...
Categories: Management, Retail, Service
Selling + Serving = Retailing: Create Confidence and Build Enthusiasm to Make Sales

Full definition of retailing: The activities involved in the selling of goods to ultimate consumers for personal or household consumption.
Categories: Management, Retail
Branding Is a Beacon:  The Time Is Right for You to Rethink and Rebrand

Time magazine included Ray Kroc in its Time 100: The Most Important People of the Century. You might say, “Wayne, what does that have to do with...
Categories: Management, Retail, Service
Influence: How to Use Your Power for the Good of the Customer

Almost nothing I can think of could have more influence in our industry than a sales person at a sales counter who understands the power of influence.

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