Sales Tools & Advice - Sales Know-How


Article Thumbnail SNEWS Sales Tools & Advice Article Finder
Mar 2, 2010
We at SNEWS® want to make life easier for you, so we've developed this handy chart to help you find our many Sales Tools & Advice articles published since 2003. From Mastering Basic Sales Skills to the psychology of consumers, we have something for everyone in the SNEWS Retail College Sales Training Classroom.
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Article Thumbnail Consumer Reports calls out things consumers hate about retailers -- ouch!
Nov 25, 2009
In a full-page “Dear Shopper” ad that ran in the Nov. 24 edition of USA Today, Consumer Reports put the spotlight on things consumers hate most about retailers and what CR calls "pushy holiday-season practices." SNEWS has some ideas about how outdoor and fitness specialty retailers can stand out when consumers seem to be expecting the worst.
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Article Thumbnail Health & Fitness Business ’09 education: SNEWS Fitness Forum covers ‘State of the Industry’ and retail tips, Joe Marcoux discusses 4 R’s of Retail
Aug 21, 2009
As a part of two educational offerings at the recent Health & Fitness Business show, the 5th annual SNEWS® Fitness Forum offered tips and discussion from seasoned retail experts with a State of the Industry report, while Joe Marcoux talked his 4 R’s of Specialty Retail. Both took place at the Aug. 6-7, 2009 show in Denver.
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Article Thumbnail Outdoor Retailer Summer Market '09: Selling requires showmanship, says OIA Breakfast speaker
Jul 27, 2009
At a Best Buy in Ohio, there's an employee who thinks he's a super hero. No, really. He calls himself Kevin Peggy and "flies" around the store (well, runs actually), swooping in to save customers from one shopping dilemma after another. Kevin's a weird cat, no doubt about that. But outdoor industry folks could learn something from the blue-shirted crusader, said sales expert and street performer Carr Hagerman, who spoke at the OIA Industry Breakfast July 21 during Outdoor Retailer Summer Market.
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Article Thumbnail Power Players' Lounge: Product innovation -- balancing delivery of innovation vs. risks
Jul 22, 2009
On a recent trip, I had time to think about product innovation in the outdoor industry and came to a few simple conclusions. First, you need to be able to accept a certain amount of risk. Second, you have to have the utmost faith in your supply chain and manufacturing capabilities to be able to meet delivery timelines and quality control expectations. Finally, and perhaps the most obvious, is that you have to be able to justify the costs, risks and efforts of bringing new product to market on time that will actually SELL.
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Article Thumbnail Another shining example of how customer service works -- or should
"When I lived in Germany many moons ago, customers were not king. In fact, traditionally, you just shopped and cowered, begging for service and goodness gracious should you try to suggest to a cashier that something was mismarked. I made that mistake once as a college student, telling a cashier that she had overcharged me for an item. Her reaction? To sit back in her chair, cross her arms firmly... "
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Article Thumbnail Power Players' Lounge: Reaching young consumers
Jul 15, 2009
What is youth? We talk about younger people like they're from another planet. It's clear that they pay attention to very different things than we do. So why is teen participation in the outdoors declining? According to a 2009 Outdoor Foundation recreation report, a "lack of interest" is the main reason for declining participation. But, why are teens disinterested? We must inspire teens to be more engaged in the outdoors and become customers at our stores.
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Article Thumbnail Power Players' Lounge: Creating a stellar customer experience
Jul 8, 2009
Becoming a retail destination people seek out, enjoy, and value is critical to a retailer’s success in the long term. In this economic environment it is easy to think “I’d better lower my prices” and neglect what proves, over time, to be of real importance to your success. Rock-bottom prices will appeal to some consumers, no doubt; however, this is typically not sustainable for most specialty retailers, and it is proving to not be what our primary consumers really value....
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Article Thumbnail TMA launches first dealer camp in the Northeast
May 22, 2009
As retailing clinic time and budgets are getting stretched even thinner, an increasing number of rep agencies are turning to putting on dealer camps as a means to ensure quality time with front line retail staff. Such was the motivation for the inaugural Mad River Glen Dealer Camp put on by Three Mountain Associates (TMA), a northeastern rep agency representing Big Agnes, G3, Jetboil, Leki, McNett and Osprey.
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Article Thumbnail Psychology of Shopping -- Do you really understand why that customer is coming into your store to buy?
“It isn’t so much a traffic issue as it is a sales issue. You need to do a better job with the people already in your store.” —Ron Hornbaker, vice president of Retail Minds, citing ShopperTrak data showing that 70 to 80 percent of people walk out of stores without spending money. Specialty retailers trying to wheedle sales from consumers who are afraid of losing their jobs or life savings are coming to terms with a harsh reality: The marketing tactics that worked in previous downturns aren’t as effective in this current storm, which is proving to be wider, deeper and more intractable than many economists anticipated...
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Products and Trends
GearTrends New Products Marketplace
Men's Neptune Long-Sleeve Crew Men's Neptune Long-Sleeve Crew
Feb 18, 2010
Best Uses For The ExOfficio Neptune Crew: Backpacking, Camping, Everyday, Fishing, Golfing, Hiking, In-Transit, Lounging, Outdoor Work, Paddle Sports, Resort, Stay Dry, Sun Protection, Urban Exploration
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Enforcer ice climbing glove Enforcer ice climbing glove
Oct 29, 2009
Black Diamond's quintessential ice climbing glove protects against impact and wet ice
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Women's Nio Amphi Roll-up Pant Women's Nio Amphi Roll-up Pant
Feb 18, 2010
Best Uses For The ExOfficio Nio Amphi Roll-up Pant: Backpacking, Camping, Everyday, Fishing, Hiking, In-Transit, Lounging, Outdoor Work, Paddle Sports, Resort, Stay Dry, Sun Protection, Urban Exploration
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Community Chat
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Industry Releases
GoLite Receives Apparel Magazine’s Sustainability All-Star Award
Mar 18, 2010
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Buff, Inc. Announces Sponsorship of Pro Skier, Mountaineer Kim Havell
Mar 17, 2010
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Horny Toad Announces Winners of 2010 Toad Sales Scrum
Mar 17, 2010
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Liberty Mountain and Beal Form US Partnership
Mar 17, 2010
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Ocean Minded’s Dean Randazzo Wins Masters of Pro Surfing
Mar 17, 2010
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SNEWS Headlines
Canoecopia signals better days ahead for paddlesports market
Mar 17, 2010
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The Lizard Lounge Way: Spring merchandising -- out with the old, in with the new
Mar 17, 2010
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Outdoor financials: West Marine narrows Q4 loss, plus Outdoor Channel, Garmin, Suunto names president
Mar 17, 2010
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Featured Content
The Lizard Lounge Way: Spring merchandising -- out with the old, in with the new
Mar 17, 2010
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Mystery Shopper: Thin product selection, lack of fitting tools doom footwear sale
Mar 12, 2010
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Merchandising Tour: Natural environmental display ideas from Winter Market
Mar 10, 2010
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Trend Reports
‘Wearable Technology’ showcase introduces sports/fitness products and technologies of the future
Mar 8, 2010
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