Countdown to the Holiday Season. Are you ready?

Recently I read an article sent to me by a friend titled, "These 28 retailers could go bankrupt in the next year". Now, as an "optimist in training", I stubbornly refuse to believe the gloom and doom I hear every day about the retail apocalypse. I have been in retail for over 30 years and have been through many "Retail Apocalypses."  I have learned its never the end; it is merely an evolution. Those who adapt, thrive.  

There is the reality that according to Retail Dive, there are at least 28 retailers are in jeopardy and for most retailers, the performance in the next 76 day's (and counting) will significantly determine their future. 

So, the question is, are you ready?

By now, merchandise and marketing are likely baked in, but there is still much that can be done in stores to impact performance this holiday. There is excellent value in even the smallest changes, and it's not too late to make them.  

Right People, Right Place, Right Time (doing the right thing)

The holiday season, more than any other time, is all about maximizing every opportunity. Ensuring you have the right people in the right place at the right time doing the right things can make or break the holiday season.

Consider the following simple “back to the basics” tips

Feel free to share more!

Payroll: Take the time now to review the holiday payroll budgets. Re-evaluate store payroll based on many factors, including the current sales trend and last year's performance. What's most important is that you do not leave your top-performing stores understaffed. If budgets have not been released through the holiday, consider getting them out as soon as possible. Doing so will give your team visibility into their holiday staffing needs and provide them with time to better hire and train.

Micro-Manage Schedules: An inefficient schedule can have devastating consequences in Q4. Review schedules and WFM reporting with the store leadership team during weekly touch bases. Look beyond the schedule efficiency; look at the people. At a minimum, be sure the right people (top performers/best trained) are scheduled during peak times. Review the PT/FT mix and verify you have the appropriate mix of sales staff vs. support staff. The closer you get to Christmas, the more important this will become!

Holiday Hiring: Holiday hiring should be well underway. If payroll budgets don't support bringing the people on immediately, that's ok, but at least start interviewing and making offers. Make every attempt to bring the holiday help in as soon as possible, even if it's for only a few hours a week to train. By doing so, they can become immersed in the company culture and be more prepared when the season is in full swing.

Train, Train, and Train some more: I have often seen training take a back seat in Q4. Training is suspended for several reasons, from fear of introducing new skills too late, payroll constraints and poor planning. Don't fall into this trap. Now is the time to train. Even the smallest improvements in the team's abilities will have a significant impact on holiday results.

• Modified Training for PT/Seasonal Team Members: Too often PT and Seasonal team members get left behind. Their shifts are so short and infrequent they miss formal training programs and don't have the allotted hours to complete in-store training.  Create abbreviated training programs that highlight the most important skills. Schedule weekend or night time group training specifically for PT & Seasonal team members.
• Implement Peer-to-Peer training: Create "experts" amongst the team who will train their peers in specific areas. Allow everyone to become a peer trainer in different areas and watch as your teams become self-sufficient!
• In the moment training: Teach floor leaders to observe the team-member selling skills in real-time. Coach in the moment to re-enforce expected behaviors.

Simplify communication/Remove distractions.

During the holiday more then any other time, a store's singular focus should be on the customer. Customers want to be greeted quickly, treated with respect, and their transactions processed efficiently. Typically, the biggest obstacle to achieving this is the constant messaging and tasking from the corporate office and field leadership.

Do everything possible to reduce the number of communications and store tasks. Implement blackout periods for both tasks and communication. Always ask, "will this drive sales or add to the customer experience" before you hit send! 

There is a lot on the line in the next 76 days, and being well prepared, strategic, and focused will have a significant impact on the outcome.

Remember...

You can't control the weather

You can't control the economy

You can't control the political situation

All you can control is how every customer is treated when they walk through your doors.

Make sure you treat them well!

#Retailrocks!