1. Where do you rank?
Presented By: Stacy Hamer
Retail Management

2. Topic #1 – The Quick
Sale….

3. Let’s take a walk down
Memory Lane…

4. Last year
Total Quick Sales
570,455 = $21,598,945
Quick Sales On Phone
198,895 = $11,074,499

5. Do you think those
#’s went up or down?

6. Total Quick
Sales
30%
Quick Sales
On Phone 42%

7. Specifically that was….
397,741 total Quick Sales
$14,058,772.17 in Sales

8. And how many were linked to phones?
114,896
$6,272,188.02 in Sales

9. I guarantee this # will get
even lower by next year…

10. And the
Gold Star
goes to….

11. 4 Quick Sales and ZERO
were attached to phones! Mid-America Cellular
15 AT&T Locations
“We’re just
simply amazing”
Gary Wilbers, CEO

12. Topic #2 Inventory
Shrinkage & Non-
Sellable

13. Sources of Inventory Shrinkage
*Data from University of Florida National Retail Security Survey Report

14. Sad but true….
Employee theft is responsible for
1 out of every 3
business failures in the USA
*Statistics from Michael G Kessler & Associates issue of employee theft in the work place

15. Sad but true….
66% of employees will steal if they see
others doing so with no consequences
*Statistics from Michael G Kessler & Associates issue of employee theft in the work place

16. Sad but true….
Employee theft was worth $120 BILLION
dollars last year
*Statistics from Michael G Kessler & Associates issue of employee theft in the work place

17. In fact….
For every $1 lost to employee theft…
It will take $20 of sales to recover it…

18. Last year, on average
you wrote off
$1029/location
every month….

19. How much are you writing off now?
Count 1-3 Count 1-3/
times/mth week
$583.63 $361.47
Count less Count 1+/day
Average
than 1/mth
$1,033.67
$751.29 $337.94
/location
/mth

20. Report on why

21. Non-sellable 101

22. Sellable
Non-Sellable

23. If you don’t use Non-
Sellable…

24. Sellable
Non-Sellable

25. 60%
of you use it!!!!!!

26. Non-sellable…..how can it
reduce theft and write off?
Include non-sellable inventory on count sheets.
• Of the 60% of you using Non-Sellable….
• 65% of you don’t count that inventory
• That means overall, 85% of customers don’t use this feature…

27. Let’s break down
exactly how you’re
using this…

28. Use Non-
Sellable Status
Using, but not
counting!!
85%
40% 60%
Don’t use 15% Counting
Non-Sellable Non-Sellable
at all…

29. Sellable
Non-Sellable

30. Moral of the story…..
Count your
non-sellable
inventory!!!

31. And the
Gold Star
goes to….

32. Writes off only Select Communications
$152/month 46 Verizon Nationwide
“We hold each store accountable for inventory counts
of handsets as a part of the daily store routine. Counts
are reviewed by Regional and District Managers, and
any discrepancies are followed up on immediately. In
addition, we review inventory levels and aged handsets
on a weekly basis to make sure we move through any
potentially slow-moving inventory”
Bob Adams, CFO

33. Topic #3 Inventory
Compatibility

34. The 87% of
you who
don’t
use this
feature
The 13% of you
who do use this
feature

35. In case you’re interested….
On average, all RQ4 clients GP/accessory is $11.41
For Summit Attendees it is $14.59

36. Have more than 25%
compatibility setup?
$2.91
GP

37. Have more than 85%
compatibility setup?
$5.01
GP

38. Who knows who Michael Vick is?

39. How much do you think we would
have to increase our GP/Accessory
buy to sign him for a year?
$2.91

40. That’s a pretty big deal considering
this year Summit Attendees Sold…
You sold….7,648,943 accessories
If we all increased our GP by $2.19….
That would be an extra $16,751,185.17

41. And if we had increased it by $5.01….
$38
Million

42. And as a stretch goal…
If we all increased our GP by $5.01….
That would be an extra $38,321,204.43

43. You’re missing out on this…

44. Setup is easy!

45. Monitor Product Summary

46. And the
Gold Star
goes to….

47. Average GP per accessory is
$19.32 with 92% of their phones The Fone Zone
with compatibility setup 6 Sprint Locations in Huntly, IL
“Offering 4 to the floor (Charger, Case,
Battery & Headset), incenting our staff
correctly & having accessory contests.
Profit on accessories is hugely
important!

48. Topics #4 Customer
Loyalty

49. " Make customers obsessed with you
" Show your personality, customers need the
experience to be memorable if you want them to
return.
" Why send an email from a
donotreply@company.com? Encourage them to
email you. Build this into your sales flow.
" Anticipate Customer wishes. Show you care. The
cared-for feeling a customer gets when their
wishes are anticipated is where you can generate
fierce loyalty.

50. " You are collecting on average 13.74% of new
customer email addresses

51. Collective Customer Base
New
Customers Repeat
42% Customers
58%

52. Topic #5 – Cash
Management

53. This year as a group,
you put through
$261.30 Million of
cash through RQ4

54. New Cashout Security

55. 85% of Summit
Attendees do not use
Blind Cashouts….

56. Should I use blind
cashouts too?
Their cashout
discrepancies/ 55%
reconciliation are
how much lower?
Lower

57. Topic #5 – Overall
Gross Profit

58. " We’ve looked at all these things individually
" What does the accumulation of all of these
come down to?
" $$
" If you don’t care about the little things you cant
get to big $$

59. This year Summit Attendee
Gross Profit is…
$838,809,320.64

60. In the last year RQ4 clients
median GP was…
$190,356.20 gp/location in USA
$298,589.86 gp/location in Canada

61. And the biggest, wildest, craziest, best, most awesome
Gold Star
goes to….

62. GP per Location of
$642,767.18 Cellular & More – Novi, MI
5 Verizon Locations
““Cellular & More has defined a structure that holds our
staff accountable to achieve the company’s goals (KPI’s) at
the same time providing our staff with an opportunity to
create their own income level. We become partner with
the staff by sharing a % of all gross profit on every sale and
showing them every opportunity the company has to earn
money. We empower our staff to have total control of
their sales while maintaining the company’s values.”
- Dean Leja , VP

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