Remarkable Retailer Workshop Slideshow

Remarkable Retailer Workshop
The only way to create results in your life is by
taking action. Realize that, succeed or fail, you
will produce results from which you will learn.

!
Don’t be afraid of failure;

be afraid of not taking action!

!
Let’s create that action plan now!
Grow your business in 2014!
Remarkable Retailer
Copyright 2014, Remarkable Retailer All Rights Reserved

Success Quote for 2014

“Luck is what happens when

Preparation meets Opportunity!”

!
Remarkable Retailer
Passionate, Integrity, Positive, Flexible, 
Driven, Charismatic, Servant,

Humble, Faithful, Persevering, Remarkable!

This is not about THEORY,

this is about APPLICATION…

This is the kind of Remarkable Retailer

I want to be!

~Vicki Meyer Adrian

6 Steps to becoming a Remarkable Retailer!
We are going to look at SIX essential areas to help
you grow your business in 2014:

1. Goal Setting

2. Manage your Inventory

3. Marketing like a REMARKABLE Retailer

4. REMARKABLE Customer Service

5. Vendor Relations & Building your Team

6. Become REMARKABLE through Lifelong
Learning

Plan your work…Work your plan!
Remarkable Retailer

S.M.A.R.T.

GOALS

are

S = Speciﬁc

M = Measurable

A = Actionable

R = Realistic

T = Time Based

S.M.A.R.T. Goal Setting 101
Where is your business going this year? Have you made the
decision to grow your sales by 10, 20 or 50%? How do you
achieve those goals? To be attainable, goals must be written down
and tracked daily, weekly, monthly & yearly.

S = SPECIFIC
!
Do your research. A daily/weekly goal sheet for sales is INVALUABLE!

Do your homework. Look up last years sales for each week/month/year.

Write it down. Keep a notebook and refer to this at least weekly!

“If it ain’t written, it ain’t REAL! ~Bob Negan

Goal: Become REMARKABLE by growing my sales by __% over last year.
Clothing
Toys
Games
Break down
your GOAL
into smaller
steps.

M = MEASURABLE
Know where you are along the way!
!
Any SMART business person will tell you the same thing ~ if you don’t
know where it is you want to go, you are going to wind up somewhere else!

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BIG MISTAKE!

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Measurable - Establish concrete criteria for measuring progress toward the
attainment of each goal you set. What are some good ways to do this?

When you measure your progress, you stay on track, reach your target dates, and
experience the exhilaration of achievement that spurs you on to continued effort
required to reach your goal.

To determine if your goal is measurable, ask questions such as……

How much? How many? How fast?

How will I know when it is accomplished?
Where
am I?

A = ACTIONABLE
When you identify goals that are most important to you, you begin to
ﬁgure out ways you can make them come true. You develop the attitudes,
abilities, skills, and ﬁnancial capacity to reach them. You begin seeing
previously overlooked opportunities to bring yourself closer to the
achievement of your goals.

Step 1: _________________________________________________________

Step 2: _________________________________________________________

Step 3: _________________________________________________________
What STEPS will I take TODAY?
You can attain most any goal you set when you plan your steps
wisely and establish a time frame that allows you to carry out
those steps.

R = REALISTIC
Keeping it REAL
Setting REALISTIC goals is part art (dream) + part science (numbers).

Work to set goals with an EDUCATED guess!

Realistic goals can make a real difference in your life. Keep one foot on
the ground - we don't have wings - but dream by all means. Realize you
can be more today than you were yesterday. See an 'improved' you and
put the effort in. What can stop you from achieving the targets you set for
yourself ?

Put one building block in place at a time and be amazed at what you can
achieve.

Go for it… keep your goals real, what have you to lose?

T = TIMELY
A GOAL without a time frame is a DREAM
If you want to lose 10 lbs, when do you want to lose it by? “Someday” won’t
work. But if you anchor it within a timeframe, “by May 1st”, then you’ve set
your unconscious mind into motion to begin working on the goal.

 
T can also stand for Tangible – A goal is tangible when you can experience it
with one of the senses, that is, taste, touch, smell, sight or hearing.

When your goal is tangible you have a better chance of making it speciﬁc and
measurable and thus attainable.
A goal should be grounded within a time frame. With no time frame tied to it there’s
no sense of urgency.

S.M.A.R.T.

GOALS

are

S = Speciﬁc

M = Measurable

A = Actionable

R = Realistic

T = Time Based

Get S.M.A.R.T.
Take a little time to set some

Speciﬁc, Measurable, Actionable, Realistic & Timely Goals…

Get them WRITTEN DOWN!

INVENTORY
The 80/20 Rule

{calculated} RISK

Core Product Inventory Levels

Move it {around} Mondays!

Pricing for Proﬁt

“This store is NOT a Lake…it’s a River that MUST
keep ﬂowing!” ~Vicki Meyer Adrian

!
!
Keep it Fresh! Keep it MOO-Ving!
Remarkable Retailer

Keep it Fresh…Keep it MOO-ving!

Your SToRE is NOT a Museum!
We work hard to source product for our store…spend hours walking the markets or
shopping online, then we ﬁnd the “perfect” new line…it ships in…then
“CRICKETS!” Uggh! What to do?

Keep it MOO-Ving! Change it up…Move the product to another spot.

Create NEW Signage… Talk about Features & Beneﬁts of the Product.

Feature the line on Facebook and other Social Media.

Still not MOO-Ving? That product is DEAD! It has GOT TO GO!

Do you have product sitting on your shelves that is over 6 months old?

CLEAR IT OUT! Put it on SALE! Free up the $$$ to try something else!

!

The 80/20 Rule

aka. The Pareto Principal
In retail, the “80/20 Rule” typically refers to the rule-of-thumb
that 20% of products in a category account for 80% of the sales.
It's basically the economics of hits: a small number of bestsellers
account for most of the business.
Do you know your Top 10 Items?
Top 20% of SKU’s?
Top 20% of Wholesale Vendors?

{calculated} RISK

There’s a ﬁne line between taking a {calculated}
risk and doing something dumb!
There is deﬁnitely RISK involved when you’re on your way to becoming a
REMARKABLE RETAILER! You absolutely MUST take calculated RISKS in
order to keep your INVENTORY FRESH & NEW! You watch TRENDS in color &
style; LISTEN to your customers to hear what they are looking for, and then you
just have to JUMP in and TRY a new product, item or even a whole new category.

A good rule of thumb is 5% of your Open to Buy should make you just a wee bit
nervous! If you are spending $5,000 on product for Q1, this calculates to a $250
budget for bringing in a line that is “Out of the Box.”

Keep your customers coming back to see what is NEW & Different!

Out of the Box!

CORE Product Inventory Levels

“You can’t sell off any empty wagon!”

~LaVerne Adrian
Tracking HOT items…

You NEVER want to be SOLD OUT of CORE Product!

ALWAYS be watching those items in the TOP 20%!  
If Size Medium White Tee’s are averaging 10 sold per week…

estimate sales for the next 30 days and have at least 30 in stock.

Many times your CORE PRODUCT is not very exciting!

Watch those NUMBERS! Do not go by FEELINGS!

!

MOVE IT MONDAY’S

“Pick a day every week and Moooo-ve it!”

~Steve Hajek
Change it up! Your customers want to see things changed up!

Create a NEW display! Bring in some NEW props!

Mommy Shop has Cyber Monday…Are YOU posting every single week?

Are YOU meeting the Sunday Night Deadline for product every week?

Make sure you are SHARING the Cyber Monday every single week.

It doesn’t have to be Monday, but commit to freshening your booth every
single week.

Pricing for Profit

It’s not how you sell…it’s how you buy!”

Are you pricing your items high enough to be profitable?

Things to consider:

Cost of goods, Freight, Rent, Packaging, Markdowns, Marketing…

Look for “Blind Items” (not branded) that can bring a higher profit margin.

The old rule of thumb (Keystone) is no longer profitable for most business…as
cost of goods sold are too high.

On the other hand…

It is A-OK to have Loss Leaders, Promotional items, Gift with Purchase, etc. to
bring customers to your business.

!

INVENTORY
Keep it Fresh…Keep it Moo-ving!

The 80/20 Rule

{calculated} RISK

Core Product Inventory Levels

Move it {around} Mondays!

Pricing for Proﬁt

“It’s not how you sell…proﬁt is made in how you buy.”

!
!
RECAP
Remarkable Retailer

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This could be a call out
area.

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• Bullet Points to emphasize











Marketing like a
Remarkable Retailer!
Our family…
!
Daughter of TWO
great Entrepreneurs
!
Oldest of FIVE Sisters
!
Married to Jack for
34 years
!
Mom to Josh & Jenny
!
Mother-in-Law to
Cassie & Trevor
!
and now “Ta-Da”...
GRANDMA
to Baby Ruth,
& Baby Charlotte
on the way!
Relationship
Marketing
is {Almost}
my
FAVORITE
subject!

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Marketing like a
The “Adrian’s EXPERIENCE”
Starts LONG before they ever arrive at our door!
Television KWCH~Wichita CBS Affiliate
Local Radio
Newspaper Ads for Event Marketing only
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Social Media
Postcards
Brochures, Catalogs & Flyers
!
!
It is OK to repeat ADS...Use last year’s event calendar
for inspiration and duplication.
!
No need to re-invent the wheel each time!
!
!
A LOT of our
FIRST TIME
GUESTS
are drawn in by
our TV spots.
Drip...
Drip...
Drip!

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Marketing like a
Drip Marketing
Drip Marketing is a strategy that helps
you nurture your customers or prospects
over time by sending out messages
through a variety of media at regular
intervals. Consistency is the key!
Drip...TV Ad
Drip...Radio
Drip...Newspaper
Bringing them in…
Build your
“HERD”
Drip, Drip,
Drip
Marketing

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Marketing like a
The HOW of WOW!
Your marketing efforts have brought them
into the store for the first time...What NEXT?
Of course~You MUST have...
•A great selection
•Good value for your clients
•Excellent Customer Service
•Clean and organized Store
•Friendly and knowledgeable
staff
•Best Sellers in stock at all times
•A FUN Atmosphere!
...But that’s
another subject
for a different
time!

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Marketing like a
Disneyland...
What could Disneyland and
Adrian’s Boutique
possibly have in common?
•People plan AHEAD to go to Disney
•Most TRAVEL to get there
•They SAVE their money to go
•They PLAN to have a GREAT experience
•They INVITE friends & family
•They EXPECT to spend MONEY
•They want a FABULOUS experience
•They LIKE to be treated like a PRINCESS!

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Marketing like a
Adrian’s...
•People plan AHEAD to come to Adrian’s
•Most TRAVEL to get here
•They SAVE their money to come & SHOP
•They PLAN to have a GREAT experience
•They INVITE friends & family
•They EXPECT to spend MONEY
•They want a FABULOUS experience
•They LIKE to be treated like a PRINCESS!
And most importantly...
They can’t wait to come back...
and bring their friends!

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Marketing like a
Every single time the front door opens...
...someone is arriving for their
“Disneyland Experience”
at OUR store! ~Vicki Adrian
“Relationship
Marketing is a
strategy designed to
foster customer
loyalty, interaction
and long term
engagement.”
Dave Ramsey,
EntreLeadership
!
It is our job to make sure
our staff is ON!
and ready to Rock & Roll...
EVERY single time the door opens!
!
Is your store
READY to provide a
“Disney” level
Experience?

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Marketing like a
The “Adrian’s Experience”
Surprise & Delight Every Customer...Every Visit!
Connect with every customer...
Make a genuine effort to find out
something about them...
Where are they from, what brings them to the store,
who are they with, etc.
THEN offer to help them!
!
Are we
perfect? NO!
Do we try?
YES!
Help your customer
to make the
“Perfect Purchase”
We want them to be
THRILLED
with what they find
in our store!
!
This takes time,
effort, and patience!
Some clients are
“EGR”
{Extra Grace
Required}

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Marketing like a
Plan your Work...Work your Plan!
Create an Annual Marketing Calendar...Put it on PAPER!
Start with Major Holiday Events
• Valentines, St. Patricks Day, April Fools
• Mother’s Day, Father’s Day, etc.
• Successful Promotions from Last Year
• Vendor Promotions
• World Events (Oscars, Super Bowl...)
• Girl’s Night Out
• Sidewalk Sale
• He Hunts, I Shop Adrian’s
• Catalog Drops
• Newspaper Inserts
• Postcard Specials
• Quirky “Days” to Promote
• Birthday/Anniversary Events

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Marketing like a
Map it all out...
Your Marketing Calendar
We DETAIL out
14 weeks at a time
!
Love this visual
Stickey Note System!
planetsafecalendars.com
!
Plan Event, Food,
Newspaper, TV, Emails,
Postcards, GWP,
Holidays, Themes, etc.
!
The Stickies allow you
to move things around!
!
The “System” is not
important,
the PLAN is!
Now...Put your plan to
work!

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Marketing like a
POWER of POSTCARDS!
Adrian’s believes in the
POWER of POSTCARDS!
!
Event Invitations
All major events are backed up with a
Postcard Invitation to our BEST CLIENTS!
!
We send out between
3,000 & 5,000
postcards depending on the event.
!
Major events have a Wednesday
VIP Day for our best clients...
(Postcard/Email/Facebook Clients)
!
Newspaper/Radio/TV ads announce
Thursday, Friday & Saturday for Events.
!
!

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Marketing like a
But...the MOST IMPORTANT
Postcard we send...
Handwritten
Thank You Note
to EVERY client
that spends
$50 or more on a visit.
We send out between 500 & 1200
Handwritten Thank You Cards
every single month.
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Marketing like a
The IMPORTANCE of THANK YOU
Cards has only INCREASED in this age of electronic
communication! Trust me, the ONLY
Handwritten Thank You card in their mailbox will be
FROM YOUR STORE!

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Marketing like a
POWER of Email!
Remember WIIFM? What’s In It For Me?
“I don’t know what to write about!”
START with your Marketing Calendar
Be Consistent...
•Email AT LEAST ONCE per week...
•Twice if you have an event going on...
•Once per day during 12 Days of Christmas
or the week leading up to Mother’s Day
•We use Constant Contact
The
first year is
the hardest...
Hang in there!
It get’s easier!

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Marketing like a
Powerful Headlines Get Opens!
Write in your own voice...
Remember the STORE does not send
out email...YOU do!
!
Provide Valuable Content
You are writing to mostly women...
talk about “GIRL things!” Pick up any
women’s magazine, and you will find
lots of
inspiration for your emails!
!
Fashion, Family, Food,
Bargains, Health Advice,
Home Decor Ideas, Seasonal,
Special Events, FUN!
!

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Marketing like a
“Rule of Reciprocity-Giver’s Get”~Bob Negan
Emails that Give, Give, Give…Sell or Jab, Jab, Jab…Right Hook!
Try to GIVE at least three “gives” to every ONE sell!
RECIPES
The Universal Language of Women...
{Even for those that don’t cook!)
!
VIP TREATMENT
Early admission to your events
Special Gift with Purchase
!
ADVICE
In your customers eyes,
YOU are an expert!
They love to hear from YOU!
EARLY “SNEAK PEEK”
Electronic Version of Catalogs before
they go out to the public, New product
arrivals
!
NOW/NEW/NEXT
We all want to be FIRST in line!
An Adrian’s VIP EXCLUSIVE!
!
TIPS
24 Easy _______ Tricks you should
know.
7 Ways to ______________

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Marketing like a
BUT...the MOST IMPORTANT thing to
remember with any email is... WIIFM?
!
!
NEVER send out an email
that does not provide value
for your client!
COUPONS
They LOVE Coupons! Make sure you put
them at the bottom of the page!
GIFT CERTIFICATES
Gift them...No Strings Attached!

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Marketing like a
Educate, Entice, Entertain
Every Email!
•Product Videos that Educate
•Invitation to your store...
Link to your TV Ads
•Online Version of Catalogs
Let them be the first to see!
•Link to your Facebook Page
•Link to Recipes on Blog
•Store Photo Tours
•Community Events
•Charitable Fundraisers
•School Information
•Invitation to Store Events
Use bitly.com to track your links and see what works...
HINT: CHOCOLATE
beats ASPARAGUS every time!

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Marketing like a
Connect with your “Herd” on Facebook
Social Media changes at the speed of light...
Be active where your people are! Drip...Drip...Drip!

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Marketing like a
Use your Marketing Calendar
& Email to plan your week’s FB Posts
Use the Activity Log
to prepare & schedule your
posts ahead of time.
I have started spending Monday of most weeks at home
preparing and scheduling the week’s marketing for our store.
It has been very efficient to work ON our business (uninterrupted)
rather than IN our business all the time!

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Marketing like a
The “LIFE” of a Facebook Post
is about 5 minutes...
We average 4 to 6 FB posts every single day.
“It ain’t pretty!”
!
I keep a list of ideas on
the inside cover of my
ever present yellow
notepad...
Reminders to GIVE
not just SELL!
Recipes, How-To’s, Tips, Funny Videos, Pets, People, Events, etc.
Unique days, Style Advice, What’s New, Specials, Highlight other Independent Businesses,
Weather, Community Events & more!

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Marketing like a
How to “Git ‘r Done”
Without calling Larry the Cable Guy!
Make a LIST of Products you want to
feature this week.
Remember Give, Give, Give, SELL!
This week’s Features:
Fresh Produce Clothing
Wed-Monday 25% off
Fashion
Tan Towel
Pali Hawaiian Sandals
Nail Candy
Fruit Infusion Pitcher
Pikes Place Fish Video
Boogie Boards
Store Photo Tour
NEW TV Ads
MCC Auction

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Marketing like a
Work through your list
Get them pre-scheduled on Facebook NOW!
Monday, 4/8
75 degrees/windy/showers
!
7:30 ~ Motivational Steve Jobs 
Quote
9:30 ~ Link to Newsletter
40% off Coupon
11:30 ~ What’s for Lunch?
Recipe Pineapple Pecan
Wraps
2:00 Prodyne Fruit Infusion
Pitcher
4:00 Nail Candy
7:40 Recipe Fruit Tarts
Tuesday, 4/9
75 degrees/windy/showers
!
6:10 ~ Good Things come to those
who work quote. 
10:10 ~ Lisette Pants
Noon Shopping Girl Picture
2:30 ~ Boogie Board Link to Mommy
Blog & Review
3:50 ~ Lazy Lady Stew Recipe
Bride’s Biscuit Recipe
!
Wednesday 4/10 National Sibling
Day Windy & Showers
!
6:20 Cream Cheese Danish Recipe
9:00 Sisters Picture 
10:30 Newspaper Ad for FP Trunk
1:30 Pot Bra Picture
3:30 Vera Baby Shoes Picture
8:30 Nila Chocolate Chip Cream
Cheese Bars Recipe
Make sure you are using the time clock to plan out your posts!

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Marketing like a
Two types of “Herd Building” FB Posts
Sister’s Reunion

at Adrians...

Plants the seed to

“Plan your Trip” to
Adrians!

Real people having
fun!
Make your clients feel like a
million bucks!
Promote another local business.

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Marketing like a
Vendor Relationships
Build your professional community
1. Only talk positively about someone if he/she
is not present.
2. We each take responsibility to ask someone to
stop talking negatively about another person.
3. We focus our feedback on someone’s behaviors
and actions, not the person.
4. We speak directly to any person with whom
we are having an issue. Ask a manager to
facilitate a conversation if we are unable to do
so ourselves.
5. We focus on solutions rather than complaining
about problems or issues.
6. We avoid sharing any personal problems at
work.
7. We treat every colleague and customer better
than we would like to be treated ourselves.

44
Surround yourself with positive people!
“People inspire you, or they drain you~pick them wisely. ~Hans F Hansen
“You are the
average of the
five people you
spend the most
time with.”
~Jim Rohn
Who are YOU spending time
with?

45
Create a MasterMind Group
Surround yourself with people that are SMARTER than you!
How to create a MasterMind Group?
Choose each person for their differences in addition to their similarities.
Meet like minded people from all over the country.
Single best business decision I have ever made.

46
Focus on the Future!
Actively cultivate relationships
with other vendors, business
owners both in and outside of the
community…
Try to be a “Connector” of people
Be helpful to other vendors.
Guard your reputation…Be known
as honest, trustworthy, generous,
giving, kind, helpful, and
compassionate!

47
Business or Hobby?
Which one are you? Where are you going?
Either one is fine…
But, if you have made
the DECISION to be in
BUSINESS
Don’t treat it like a
HOBBY!
Keep Good Records!
Dedicate the TIME to make your BUSINESS successful!
Be Professional!

48
Become a
Life-Long Learner
Don’t Cheat Yourself!
Become a PODCAST Learner TODAY!
Educate and inspire yourself
while you drive, run, work in the yard, do dishes or
while you get ready in the morning.
TED Talks are AMAZING!
Take a CLASS…Invest in Yourself!
Use TV time more productively!
Some Favorites…Entrepreneur on Fire, EntreLeadership
by Dave Ramsey, 48 Days by Dan Miller…

49
Become a
Life-Long Learner
Don’t Cheat Yourself!
!
“You can get a 4 year
college education in 2
years, just by listening to
podcasts, or cd’s while you
commute each day!”
~Paraphrased from Zig Ziglar.
!
Don’t waste MINUTES of your LIFE!
Learn something NEW!
Become a
Life-Long Learner
Leaders are Readers!
Commit to reading a MINIMUM of
ONE BUSINESS BOOK each and every month.
It will change your life!
Reading focus you on your business and
challenges you to make changes when necessary.
Some recent favorites: Virtual Freedom, Eat that Frog!, The Go-Giver,
Start with Why, Manage your Day, Jab-Jab-Jab, Right Hook!, The
Pumpkin Plan, In-n-Out Burger, How Starbucks saved my Life!

50
Become a
Life-Long Learner
Business Bloggers…
!
Michael Hyatt
John Lee Dumas
Podcast Paradise
Pioneer Woman Cooks
Center Cut Cook
!
Become a
Life-Long Learner
No Excuses!
If you’re NOT a READER,
subscribe to AUDIBLE and LISTEN to LEARN!
This is a very effective way to continue to
grow your business…
Listen to GREAT business books on
Audible!

51
You’re on your way
to becoming a
REMARKABLE
RETAILER!
Set your Goals
Just S.T.A.R.T.
!
INVENTORY
MANAGMENT
!
The Right Product
The Right Amount
at the Right Time!
!
PLAN your work
and WORK your PLAN!
!
Build Professional
RELATIONSHIPS
!
MASTERMIND GROUPS
!
LIFE~LONG LEARNING
Thank you!
I hope you have learned at least ONE THING
that will propel your business forward in 2014!
!
~Vicki Adrian
Copyright 2014, Remarkable Retailer All Rights Reserved

Remarkable Retailer Workshop Slideshow

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