Remarkable Retail

Welcome to Launch Effect v2.02 Lite

results@bulanetwork.com (Randy Cantrell) — Sun, 25 Mar 2012 02:30:43 +0000

Launch Effect Lite lets you create and customize a viral landing page at the click of a few buttons. Version 2.02 comes to you with Aweber integration, important bug fixes, and updates to the designer interface. Launch something today! If you’re after a full-featured theme that still has the ease of customization and viral linking [...]

Time To Burn The Boats

results@bulanetwork.com (Randy Cantrell) — Thu, 07 Apr 2011 20:21:05 +0000

As the headline says, Remarkable Retail Is Now Closed. And I’ve not been this happy in a long, long time. I started my business career as a fully commissioned salesperson when I was in high school. Selling hi-fi gear. I continued to do that throughout my college career. And I was successful. In fact, a [...]

Episode 65 – How Tough Are You To Compete Against?

results@bulanetwork.com (Randy Cantrell) — Thu, 17 Feb 2011 18:58:26 +0000

I’m worried about you. I’m fretful about your business. You need toughness. Mental toughness. Emotional toughness. Physical toughness. The title is the question of the day for many retailers – not only independently owned retailers. The problem with the question is delusion. We can look at ourselves and see ourselves as better than we really [...]

Maybe I’m Wrong. Maybe It Is Only About Marketing.

results@bulanetwork.com (Randy Cantrell) — Wed, 16 Feb 2011 16:15:51 +0000

Build value. Provide a superior customer experience. Sell only great stuff. Teach and educate, don’t just sell. Don’t just pitch, pitch, pitch. Through the years my career focus has shifted. Back in the early 70′s it was all about sales and marketing. I intentionally morphed away from that singular focus and embraced a more personal [...]

Episode 64 – Don’t Be An Ape With A Sign (Conduct Effective Meetings)

results@bulanetwork.com (Randy Cantrell) — Thu, 10 Feb 2011 11:21:38 +0000

I’ve sat in plenty of meetings like this. The manager or owner gets up. He’s an ape with a sign. He’s a life-sucking ape. Everyone’s life is made worse by him, and his meeting. Don’t be an ape with a sign when you conduct a sales or store-wide meeting. Your job during each sales or [...]

Episode 63 – Lessons From The Frozen Tundra (Dallas, Not Green Bay): How Prepared Are You?

results@bulanetwork.com (Randy Cantrell) — Fri, 04 Feb 2011 18:01:28 +0000

Picture courtesy of DaddyClaxton.com SuperBowl fans, welcome to Dallas! Last Sunday temperatures were above 70. By midnight Monday night, we were approaching freezing. By morning light Tuesday, we were well below freezing. Rain was followed by sleet. We’ve been under a sheet of ice ever since. Retail businesses of every ilk have suffered a week [...]

Episode 62 – Marketing May Not Be The Answer, Or Is It?

results@bulanetwork.com (Randy Cantrell) — Fri, 28 Jan 2011 19:16:16 +0000

Marketing, marketing, marketing. That’s what we need. It’ll fix what ails us. Or will it? We need more traffic. Traffic fixes a lot of problems. More is better, right? Today’s episode is designed to provoke some thought. Click play and let’s see if it works. I want to hear your comments about it. Yes, comments [...]

A Remarkable Interview: A Conversation With Phil Simon, Author of THE NEW SMALL

results@bulanetwork.com (Randy Cantrell) — Thu, 20 Jan 2011 21:52:13 +0000

Phil Simon is a remarkable guy with remarkable insight. Phil Simon has written two other books – both published in 2010 – WHY NEW SYSTEMS FAIL and THE NEXT WAVE OF TECHNOLOGIES. Phil earned his undergraduate degree in policy and management from Carnegie Mellon. He has a graduate degree in industrial and labor relations from Cornell. The New Small [...]

Entrepreneurship: It May Be The Answer

results@bulanetwork.com (Randy Cantrell) — Tue, 18 Jan 2011 17:15:36 +0000

I wasn’t going for the Lava Lamp Look, but that’s what happens when I record while watching football on my studio TV. The lighting off my yellow walls contributed, too. Why else did you think I called it THE YELLOW STUDIO. I make no apologies because I take full responsibility for it. -Randy Cantrell Entrepreneurs [...]

Episode 61 – MCL: The Stability Of Your Business Depends On It

results@bulanetwork.com (Randy Cantrell) — Thu, 13 Jan 2011 21:43:32 +0000

An athlete goes down writhing in pain. He’s holding his right knee. Collectively, we all think the same thing, “Oh, no! He’s blown out his knee.” Doctors use terms most of us don’t know or understand. “Blown out” is not medical terminology – at least I don’t think so. The diagram illustrates one part of [...]

If The Shoe Fits

results@bulanetwork.com (Randy Cantrell) — Thu, 13 Jan 2011 18:14:55 +0000

Amanda, aka “Tom Boy That Wears Makeup” visited a Vancouver shoe store, The Right Shoe. Her fiance, Mike Schurko, shot the video. Mike has a multi-media production company. The guys at The Right Shoe do it right. How many of you could show off your retail expertise in a video that was only 3 minutes [...]

Episode 60 – Your Success Is In A Sliver, Not The Whole Pie

results@bulanetwork.com (Randy Cantrell) — Fri, 07 Jan 2011 17:21:11 +0000

In the Spring of 2010 I began to encounter a growing resistance among some retailers. I saw it coming. That didn’t make it any easier to face. The phenomenon was mostly among retailers who were at least 20 years in business. They had experienced success. After all, they had been able to launch, build momentum [...]

Retail Training: The Difference Between Success & Failure

results@bulanetwork.com (Randy Cantrell) — Tue, 28 Dec 2010 06:34:16 +0000

Independent retailers need to give greater attention to training. Dazzling shoppers is not an accident. While you may get lucky and hire that somebody special, don’t bet your business on it. You’re better off implementing a solid training program designed to properly teach people who you are, how you want interactions with every shopper to [...]

Episode 59 – Why? The Best Question To Ask As You Enter A New Year

results@bulanetwork.com (Randy Cantrell) — Thu, 23 Dec 2010 20:37:02 +0000

If you’ve followed me for any time at all you know I’m a big fan of great questions. Since the early 1980′s I’ve preached the message – the quality of our business is determined by the quality of our questions. Experience taught me that truth. It continues to be reinforced every single day. Show me [...]

Episode 58 – Take Aim At The One Area Where Big Box Retailers Can’t Compete Against You

results@bulanetwork.com (Randy Cantrell) — Wed, 15 Dec 2010 01:54:08 +0000

There is an area where no big box competitor can touch you. If you’ll focus on that area and re-focus your attention, you’ll be able to increase your sales. However, if you continue to take aim at the wallet of your shopper, you’ll lose. Constantly I’m reminded by older heads in independent retail that the [...]

Give First, Sell Last

results@bulanetwork.com (Randy Cantrell) — Sat, 11 Dec 2010 23:14:38 +0000

Episode 57 – Clean: The Trump Card Of Merchandising

results@bulanetwork.com (Randy Cantrell) — Fri, 10 Dec 2010 16:41:40 +0000

The holiday season can give us an excuse to let some details slip. Everybody is working longer hours. There’s more hustle and bustle in the store. We’re busy making sure shelves and racks are stocked. Merchandise has to be priced. But, does it really matter that nobody swept the front walk? Or that a thin [...]

Episode 56 – The Circle of Trust Morphs Into The Circle of Loyalty

results@bulanetwork.com (Randy Cantrell) — Fri, 03 Dec 2010 12:57:33 +0000

Movie Videos & Movie Scenes at MOVIECLIPS.com The circle of trust has been made famous by Robert De Niro’s character, Jack Byrnes, lecturing Ben Stiller’s character, Greg Focker, on the value of being inside the circle of trust. Can you really trust people? Here’s a segment of the script from the 2000 comedy, Meet The [...]

Episode 55 – The Social Media Marketing Mistake You Must Avoid

results@bulanetwork.com (Randy Cantrell) — Mon, 29 Nov 2010 17:27:53 +0000

This is Michael Hyatt. He’s the chairman and CEO of Thomas Nelson Publishing in Nashville. He’s also among the very best blogging corporate leaders. He’s also an accomplished contributor to the Twitter stream. In today’s show I reference this post from his blog – Using Email Templates To Say “No” With Grace.* * I confess [...]

To Those Who Lead In The Stores Where We Shop

results@bulanetwork.com (Randy Cantrell) — Tue, 23 Nov 2010 14:43:47 +0000

The Guy in the Glass by Dale Wimbrow, (c) 1934 When you get what you want in your struggle for pelf, And the world makes you King for a day, Then go to the mirror and look at yourself, And see what that guy has to say. For it isn’t your Father, or Mother, or [...]

Episode 54 – Stop Driving Energy And Excitement Out Of Your Employees! (Drive Up Your Sales)

results@bulanetwork.com (Randy Cantrell) — Fri, 19 Nov 2010 19:31:52 +0000

How’s morale in your retail store? Do you think your people are happy? Maybe you think it’s just how retail works. It’s hard work. This time of year, it’s long work. You just think your employees need to suck it up and do what’s needed. Let me give you a strategy that might be counter [...]

Episode 53 – Social Media Marketing For Independently Owned Retailers Is A Foreign Language

results@bulanetwork.com (Randy Cantrell) — Fri, 12 Nov 2010 17:12:51 +0000

Retailers consistently tell me, “I’ve got to get our business on Facebook.” I may hear that more than any other single comment. Translation, “Facebook would really help my business.” I used to respond with a simple, “Why do you need to get on Facebook?” The question started out with my own curiosity of what the [...]

Episode 52 – Is Your Lack Of Leadership Killing Your Retail Business?

results@bulanetwork.com (Randy Cantrell) — Fri, 05 Nov 2010 15:32:49 +0000

Donald’s assistant flew down to Houston to pick up the car. It had arrived from Germany just weeks ago. Donald couldn’t be bothered fetching it so he sent his minion. The minion would be held accountable to getting the car back to Dallas safely, unscratched. For the past 2 years Donald’s retail business has been [...]

Special Episode – Does Your Business Model Focus On Engaged Conversation With Shoppers?

results@bulanetwork.com (Randy Cantrell) — Fri, 29 Oct 2010 20:31:18 +0000

Business models are being discussed in every sector of business. Recently a number of books have been published about them. Namely, a business model is simply our method of doing business. It the “how” of our enterprise. How do we do what we do? How do we market? How do we operate? Mainly, how do [...]

Special Episode – Return On Investment In New Media, Can It Be Measured?

results@bulanetwork.com (Randy Cantrell) — Fri, 22 Oct 2010 17:17:24 +0000

Social media. New media. I’m constantly asked how businesses can incorporate it into their marketing strategies. Unfortunately, many business owners are looking for a quick fix or some panacea for what ails them. I’d love to tell you that there is a secret and it works miracles fast, but I can’t. What I can do [...]

Special Episode – Independent Retailers, Don’t Go It Alone!

results@bulanetwork.com (Randy Cantrell) — Fri, 15 Oct 2010 17:36:22 +0000

Independent retailers by nature are often self-sustaining. “Independent” is a label they wear proudly. Sometimes it has a high cost though because some retailers try to go it alone. All of it. Today’s show is recorded away from The Yellow Studio, which is undergoing a much needed remake. Recently I read that the average retail [...]

Episode 51 – How Can I Control What People Say About Me On The Internet?

results@bulanetwork.com (Randy Cantrell) — Fri, 08 Oct 2010 06:14:38 +0000

Small business people tend to be like most business people – protective. Control freaks. Some are micro-managers. Others are autocratic. We do what we do because we want more control over our own lives. Enter the Internet. The game is changed. We don’t much like it. The barrier to entry is non-existent. People can get [...]

Episode 50 – Independent Retailers Are More Ready, Willing And Able To Be Remarkable

results@bulanetwork.com (Randy Cantrell) — Tue, 05 Oct 2010 21:39:11 +0000

“We don’t deliver subwoofers,” said the retail sales manager. It was a $1500 subwoofer, but try as he might – the salesperson simply couldn’t get it delivered to his customer. The request went all the way to the regional manager of a national chain, but still the answer was the same, “We don’t deliver subwoofers.” [...]

Episode 49 – Stop Treating Your Shoppers Like Flies

results@bulanetwork.com (Randy Cantrell) — Fri, 01 Oct 2010 18:24:38 +0000

The mere mention of the brand name OFF tells you exactly what business they’re in – the repelling business. Their products have been used by most of us all of our lives. Our moms sprayed us down in the summer to prevent mosquitoes from eating us alive. Repelling is their business. You, on the other [...]

Episode 48 – Social Media Marketing Isn’t About Pushing Your Sales Messages

results@bulanetwork.com (Randy Cantrell) — Fri, 17 Sep 2010 16:19:09 +0000

Some retailers think social media will save them because it’s FREE. “We need to be on Facebook and Twitter. It doesn’t cost anything and we can reach lots of people.” I hear that constantly. And I still cringe every time. Then I tend to rant about how wrong they are and how they’ll do more [...]

Episode 47 – Event Marketing Considerations

results@bulanetwork.com (Randy Cantrell) — Fri, 10 Sep 2010 20:17:28 +0000

Events at retail can take many forms. Seminars, mini shows, tent sales, workshops, warehouse sales, truckload sales, private letter sales – I’ve even seen employee-family sales where only relatives of employees were allowed to shop. Some retailers have lots of events annually. Others rarely. Sometimes special circumstances create the opportunity, like the “We Lost Our [...]

Episode 46 – Stop Playing A Game You Can’t Win! (Why Independent Retailers Are In Trouble & What To Do About It)

results@bulanetwork.com (Randy Cantrell) — Fri, 03 Sep 2010 06:07:39 +0000

I’m worried about the independently owned small business. I share your concerns about Washington’s lack of understanding, courage and conviction when it comes to even acknowledging the value of your contributions. But I don’t prefer to relegate my destiny to our government or anybody else. I simply refuse to play their game. We all play [...]

“You Don’t Need All That Other Nonsense!” (Exactly Right)

results@bulanetwork.com (Randy Cantrell) — Thu, 02 Sep 2010 18:07:56 +0000

Watch. Learn. Take action. What can you do in your retail business to rid yourself of “all that other nonsense?” Don’t over-complicate things. Make up your mind to be remarkable. Then start doing remarkable work expecting remarkable results. Come back tomorrow and listen to episode 46. I hope you have excellent Labor Day Weekend sales! [...]

Episode 45 – How Can I Get More Foot Traffic? (Part 3)

results@bulanetwork.com (Randy Cantrell) — Fri, 27 Aug 2010 06:07:16 +0000

This is what I call gaming the system. The person who posted this video (they actually re-posted it from a video sent out by this particular marketer) calls the video, “Spamming in bookstores.” That’s an appropriate title because that’s exactly what this marketer is doing. There are two things I’d like you to take away [...]

Episode 44 – How Can I Get More Foot Traffic? (Part 2)

results@bulanetwork.com (Randy Cantrell) — Fri, 20 Aug 2010 16:21:09 +0000

Creativity. Imagination. Where have they gone? Independent retailers used to be known for these. It was our stock in trade. Oh, and speed, too. We were creative, full of imagination and we were fast as blazes at getting things done. We could turn on a dime. Somewhere over the past 10 years we lost our [...]

Episode 43 – How Can I Get More Foot Traffic? (Q&A Friday)

results@bulanetwork.com (Randy Cantrell) — Fri, 13 Aug 2010 15:54:36 +0000

It’s the number one question I’m asked. Always. And for good reason. Our retail operations depend on good traffic so we can generate good business – sales! Our websites, blogs and podcasts operate the same way. If nobody is there, does a falling tree make a sound? How would you ever know? The same goes [...]

Episode 42 – Training A New Manager In How We Do Things (Q&A Friday)

results@bulanetwork.com (Randy Cantrell) — Fri, 06 Aug 2010 06:37:15 +0000

When we first teach our children to ride a bike we put training wheels on the bike. With training wheels in place, the child learns to pedal without fear of falling over. He learns to steer the bike. He can narrow his focus on things other than balance. Confidence grows and before long we’re able [...]

Episode 41 – The Power Of Friendliness

results@bulanetwork.com (Randy Cantrell) — Thu, 05 Aug 2010 16:05:24 +0000

He looks friendly, doesn’t he? Do you have any fear he’ll bite you? Of course not. Why? Because he’s got a friendly demeanor. He can’t talk, but his look, his tongue hanging out, his seated position – they all show us he’s a friendly dog. Angry dogs don’t look like he does. What are you [...]

Episode 40 – The Most Successful Small Business In The World by Michael E. Gerber (Q&A Friday)

results@bulanetwork.com (Randy Cantrell) — Fri, 30 Jul 2010 21:38:35 +0000

Michael E. Gerber has written 13 business books. The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It is likely the one most people know about. “E” doesn’t stand for electronic or enterprise. It stands for entrepreneur. Gerber is easily most notable for advising business owners to work on their [...]

Episode 39 – Turn Your Guy Moments Into Gentleman Moments (Q&A Friday)

results@bulanetwork.com (Randy Cantrell) — Fri, 23 Jul 2010 16:06:52 +0000

Commission-based retail salespeople have a tough row to hoe. But hoe it they must. Even if it means they’ve got a high pressure sales manager breathing down their neck. Today is Q&A Friday. I’ve been hoarding some questions posed by retail salespeople who are feeling the heat of their management. Here are some resources that [...]

Bob Phibbs, The Retail Doctor Answers 3 Questions

results@bulanetwork.com (Randy Cantrell) — Thu, 22 Jul 2010 14:59:45 +0000

Bob Phibbs wears the title, The Retail Doctor®. He began his consulting practice in 1994 after succeeding in multi-store retail. His new book, “The Retail Doctor’s Guide To Growing Your Business” is a manifesto of sorts designed to help retailers with a step-by-step approach to quickly (that’s important) diagnose, treat and cure the problems inherent [...]

Episode 38 – The World Wide Web: From High Maintenance To Low Cost

results@bulanetwork.com (Randy Cantrell) — Tue, 20 Jul 2010 23:50:56 +0000

Those safety pins that spell out WWW will feel like they’re poking through your eyes when figure out how badly you’ve been duped by a web design company that knew how stupid you were when you first got your company website. You’re already hacked at those morons who spam you with SEO (search engine optimization) [...]

Episode 37 – How Can I Know It’s Time To Close My Store? (Q&A Friday)

results@bulanetwork.com (Randy Cantrell) — Fri, 16 Jul 2010 16:11:03 +0000

Success Is Never Final, Failure Never Fatal. At least failure doesn’t have to be fatal. It shouldn’t be fatal. It is the hardest question – “How can I know it’s time to close my store?” I wish the answer weren’t so hard, but it is. Click play and let me give you just a few [...]

Episode 36 – Remarkable Retailers Do Remarkable Work (They Wait For No Man)

results@bulanetwork.com (Randy Cantrell) — Tue, 13 Jul 2010 23:06:48 +0000

Work in progress isn’t the same thing as remarkable work in progress. Lots of retailers work. Retail is typically hard work no matter what kind of store you operate. If working hard is a given, then why not make your work remarkable? The short answer for many retailers is, “Why should I change?” We grow [...]

Episode 35 – How Much Marketing Is Too Much? (Q&A Friday)

results@bulanetwork.com (Randy Cantrell) — Fri, 09 Jul 2010 20:43:43 +0000

Nailing down our marketing means hitting the target. Smack dab in the middle. It doesn’t happen nearly as often as we’d like, but it feels terrific when we hit what we aim at. Unfortunately, too many retailers just throw their marketing against any wall hoping some of it will stick. No plan. No aim. No [...]

Episode 34 – Is Your Retail Store More Focused on WHAT or WHO?

results@bulanetwork.com (Randy Cantrell) — Tue, 06 Jul 2010 22:11:26 +0000

Whether your store sells clothing or furniture, is the merchandise more important than people? Some retailers would say so. While I’m completely in favor of sound merchandise management practices and I often advise retailers to put SKU’s on trial for their very lives, your merchandise isn’t likely the road toward remarkability. Most of us don’t [...]

Episode 33 – Barnes & Noble, An Apple Store and A Couple Of Angry Podcasters

results@bulanetwork.com (Randy Cantrell) — Tue, 29 Jun 2010 23:05:23 +0000

I started out to record one show, but I confess…I never got around to it. I decided to release it anyway. I hope you find it worthwhile because the lessons for our businesses are seriously important. And the issue transcends retail. It’s true whether you’re business is online or offline, service or product. Remarkable customer [...]

Episode 32 – What’s Broken? Identifying The Killer Problems (Q&A Friday)

results@bulanetwork.com (Randy Cantrell) — Fri, 25 Jun 2010 17:11:24 +0000

It’s Friday. That means it’s Question & Answer Friday. Today, I dive into two vital areas for every retailer: inventory management and sales management. Many questions seem to have a common theme – how can we better identify the real problem? Today, I set out to chase down a few suggestions in hopes they’ll provide [...]

Episode 31 – A New Store Manager’s First Day (Q&A Friday)

results@bulanetwork.com (Randy Cantrell) — Fri, 18 Jun 2010 23:52:29 +0000

A new store manager asks this week’s question: I just took a job with a different company as store manager. The store has 10 salespeople and other staff members. I start in 2 weeks and want to make sure I get off on the right foot. Could you give me a couple of pieces of [...]

Episode 30 – Achieve Remarkable Sales Through More Effective Communication (Part 2): Be Remarkable To Your Employees First

results@bulanetwork.com (Randy Cantrell) — Tue, 15 Jun 2010 21:41:35 +0000

Retail owners or managers communicate with employees. Sometimes without much thought, or preparation. Owners and managers form habits in how they communication. Every retailer I’ve ever worked with has a vocabulary – a lingo – all their own. Every retailer has a unique culture established by the leadership. The head always establishes the culture, for [...]

Episode 29 – “What Do I Do Now?” (Q&A Friday)

results@bulanetwork.com (Randy Cantrell) — Fri, 11 Jun 2010 20:12:58 +0000

If you’d like me to launch Q & A Friday where I answer your questions on every Friday’s podcast – leave me a voice mail by calling that 24-hour voice mail line listed over there on the right. Today’s show is a broad-based question, “What do I do now?” It’s not a loaded question. It’s [...]

Episode 28 – Achieve Remarkable Sales Through More Effective Communication (Part 1)

results@bulanetwork.com (Randy Cantrell) — Thu, 10 Jun 2010 15:48:48 +0000

Quick and Easy. That’s what we all want. Dale Carnegie was brilliant on many levels. Titles and headlines included. “The Quick & Easy Way To Effective Speaking” is a great title. And it’s an equally great book. My goal in this series to make these quick and easy to consume. I can’t promise the things [...]

Episode 27 – Watch The Canaries & Win The Fight Against Customer Fade

results@bulanetwork.com (Randy Cantrell) — Fri, 04 Jun 2010 21:54:03 +0000

Last year I had my house painted. The paint had become worn and faded. Most houses need to be repainted every 5-7 years depending on the color, the paint quality, the quality of how it was painted and the climate. Faded paint jobs aren’t attractive. On houses or cars. Smart home owners who take pride [...]

Episode 26 – How Much Are You Gonna Pay Us To Do That?

results@bulanetwork.com (Randy Cantrell) — Sat, 29 May 2010 15:32:42 +0000

Have you ever asked your commission-based sales team to move an item that is soon to be replaced? And have you ever been asked, “How much are you gonna pay us to do that?” I’d love to tell you that such sentiment is rare, but my experience tells me otherwise. Far too many retailers – [...]

Episode 25 – Fighting The Funk Of Apathy

results@bulanetwork.com (Randy Cantrell) — Mon, 24 May 2010 21:57:59 +0000

I love Quik Trip. They’re remarkable. Very. I hate 7-11. They’re not remarkable. They’re dreadful. What does that have to do with apathy? Shop both of these convenience store retailers and you’ll discover the difference. It’s a stark contrast in cleanliness, energy, effort, execution and performance. Is your store more like a 7-11 or more [...]

Episode 24 – Do Your Salespeople Rain On Your Shoppers’ Parade?

results@bulanetwork.com (Randy Cantrell) — Fri, 21 May 2010 16:37:19 +0000

“I won’t sell any shopper a cable they don’t need,” said the salesperson. “There’s no reason for people to spend more than $15 on an HDMI cable,” he told the sales manager. This salesperson suffers from a malady that can plague many retail sales floors. He’s determining the desires, wants and needs of every shopper [...]

Episode 23 – Show Your Customers Some Love!

results@bulanetwork.com (Randy Cantrell) — Wed, 19 May 2010 19:52:27 +0000

I love dogs. Especially MY dogs. We’ve got two dogs – Rocky and Rosie. They’re White West Highland Terriers. Brother and sister. Just over 9 years old. Like this fellow in the picture, we let our dogs know we care about them. I guess we could tell them how much we care, but I’m not [...]

Episode 22 – Sell What People Want To Buy!

results@bulanetwork.com (Randy Cantrell) — Thu, 06 May 2010 16:40:04 +0000

Yes, I gave that stellar advice to a retailer this week. Brilliant! And yes, I charged him for my consulting. But it’s not as ridiculously obvious as you may think. It rarely is. Retailers are no different than other business owners. Sometimes they get too close to certain parts of their business to see the [...]

Episode 21 – It’s A Mirror Play

results@bulanetwork.com (Randy Cantrell) — Wed, 05 May 2010 02:24:19 +0000

Retailers have common problems and concerns. Well, commission-based retailers do. I hear them constantly. From every part of the country, in a variety of merchandise categories, the lamentations are often the same. Usually there are 3 that are the most common. “We need to address our sales performance. I just know we can do better.” [...]

Episode 20 – Oops! Sorry, I Forgot The Attachments.

results@bulanetwork.com (Randy Cantrell) — Thu, 29 Apr 2010 16:48:53 +0000

Retailers have lots of suppliers. Sadly, most of the people (sales professionals) who call on dealers are not remarkable. Maybe they’d like to be, but just don’t know how. Well, here I come, riding on my white steed to tell you how you can at least be remarkable in one area. One very important area. [...]

Episode 19 – Hiring Practices: Make Meaningful Connections With Your Current Roster (and reduce your risk of losing your best players)

results@bulanetwork.com (Randy Cantrell) — Wed, 21 Apr 2010 20:28:00 +0000

Every retailer I know wants people who are “proactive.” We want the employee who will do what needs to be done without being told. When we get that kind of performance, we’re usually quite pleased…wishing others would follow suit. Today’s show pushes YOU to be proactive. Brace yourself. It’s time to step way outside your [...]

Episode 18 – Hiring Practices: What #1 Quality Do You Want?

results@bulanetwork.com (Randy Cantrell) — Tue, 20 Apr 2010 23:35:49 +0000

Got your list handy? You know the one. That list of traits you’d really like to see in a job applicant? We’re retailers so we need happy, smiling faces. You’ve seen those signs and ads before, haven’t you? I hope your hiring strategies aren’t that lame. If they are, get busy being more creative. Boring [...]

Episode 17 – Hiring Practices: What’s Your First Move?

results@bulanetwork.com (Randy Cantrell) — Mon, 19 Apr 2010 23:06:32 +0000

What traits are you looking for when you’re hiring? I know, I know. It depends on the job. Our accounting department needs some specific skills. Those are quite different from the skills needed to work in our warehouse, or on our delivery trucks. In this first episode about hiring, let’s consider job number 1. Let’s [...]

Keep Your Head Up!

results@bulanetwork.com (Randy Cantrell) — Sat, 17 Apr 2010 14:56:08 +0000

Don’t be the Jordan Leopold of retailing. From the time he was a rookie – about 400 NHL games ago – he’s had the habit of keeping his head down. A really good player who could be substantially better if he’d keep his head up. He’s taken way too many hits just like the one [...]

Episode 16 – Teaching Your Way To Remarkability

results@bulanetwork.com (Randy Cantrell) — Thu, 15 Apr 2010 22:27:07 +0000

Bass Pro Shop. The Apple Store. Two examples of remarkable retailing. Two examples of stellar shopping experiences. Two examples of retailers who know how to sell by teaching. Neither of them use price as the main attraction. Sure, Apple has exclusive products, but Bass Pro carries items that can be found at other major sporting [...]

Episode 15 – Return On Innovation & Return On Information

results@bulanetwork.com (Randy Cantrell) — Wed, 14 Apr 2010 21:53:55 +0000

Every business is interested in measuring return on investment. Retailers are quite concerned about their return on investment in their inventory. They’ll calculate the efficiency of a SKU by looking closely at the profit margins and the turns. Higher is better. But what about the return on innovation, or technology? And what about the return [...]

Episode 14 – The Speed of “Good Enough” Can Make Your Business Remarkable

results@bulanetwork.com (Randy Cantrell) — Tue, 13 Apr 2010 23:30:07 +0000

Being remarkable doesn’t require being perfect. It does demand being better. Better than you’ve been. And better than the competition. Independently owned retailers have one big advantage. You must put it to good use. Some refer to the concept of “good enough” as “ready, fire, aim.” My only objection to that ‘ready, fire, aim” analogy [...]

Episode 13 – “Is It Plugged In?” The Power Of Simple Solutions

results@bulanetwork.com (Randy Cantrell) — Tue, 13 Apr 2010 00:52:55 +0000

Sometimes the solution is easy. Not always, but sometimes. When we ignore the simplest, easiest approach we’re often embarrassed because we didn’t get to it faster. A customer calls the store where they bought the TV. The set won’t turn on. The salesperson asks all kinds of questions. He has the customer try a variety [...]

Episode 12 – Voices In Our Head, Jack Welch & Why It All Matters

results@bulanetwork.com (Randy Cantrell) — Fri, 09 Apr 2010 02:18:06 +0000

I was fortunate enough to meet Jack Welch while he was running GE. It was a meet-and-greet following a short presentation he made to a select group of invited guests. I was honored. When we were introduced I asked him the one question that I had rehearsed over and over, in anticipation of this moment. [...]

Episode 11 – How To Reduce Your Stress Without Dying

results@bulanetwork.com (Randy Cantrell) — Tue, 06 Apr 2010 22:09:23 +0000

The only people without stress are dead. Or so we’ve been told. Life brings about stress. Not all stress is created equal. Some stress is invigorating. Other stress is debilitating. The current depression – or is it a recession? – has caused many retailers to feel more stress than normal. And we all know how [...]

Episode 10 – Learning How To Better Connect By Watching Undercover Boss

results@bulanetwork.com (Randy Cantrell) — Mon, 05 Apr 2010 21:22:29 +0000

CBS’ show, Undercover Boss, is compelling television. If you aren’t watching it, you’re missing some terrific stories. And you’re missing an opportunity to learn a thing or two about improved leadership. Your retail operation can become more remarkable if you’ll embrace stretching yourself. Every leader should come to terms with their failures and weaknesses. A [...]

Episode 9 – Think, Man! Think!

results@bulanetwork.com (Randy Cantrell) — Fri, 02 Apr 2010 14:17:05 +0000

The March issue of Dealerscope, a trade magazine devoted to the consumer electronics retail sector, released their list of top 101 retailers of 2010. Seems hard to do since we’ve just completed the first quarter of 2010. It’s not surprising that this list is based on annual revenues for 2009. 2009 is history, but getting [...]

Episode 8 – Freelance Mindset Advice For Retail Salespeople

results@bulanetwork.com (Randy Cantrell) — Thu, 01 Apr 2010 22:07:53 +0000

You are a commission-based retail salesperson. Do you: a. Come to work each day and wait for shoppers to arrive b. Hope more shoppers will come by today c. Waste time visiting with co-workers, or reading the latest trade news d. Conclude that you’re really working for yourself and make the decision, “If it is [...]

Episode 7 – Inventory Management: Knowing When A Player Must Go

results@bulanetwork.com (Randy Cantrell) — Wed, 31 Mar 2010 01:52:15 +0000

Dallas is a professional sports town dominated by the Cowboys. We’ve got every major sport represented, and many of the minor ones. As a result, there’s always plenty of talk about players and the various needs of teams. Players are routinely scrutinized and criticized. Many are duly cheered, too. People who claim to know much [...]

Episode 6 – Consultants, Coaches, Experts & Gurus: Why Are They Pompous?

results@bulanetwork.com (Randy Cantrell) — Tue, 30 Mar 2010 12:20:56 +0000

The picture will make sense when you listen to today’s show. No, it’s not about farming. Or chickens. It’s about consultants, coaches, experts and gurus who advance themselves by being arrogant and pompous. I’ll tell you why I think that is. Disagree if you want. But I think the rules have changed. I started my [...]

3 Things To Do If You Are Desperate For Sales

results@bulanetwork.com (Randy Cantrell) — Mon, 29 Mar 2010 16:46:08 +0000

Never turn to drugs or alcohol. No, that’s not one our 3 things, but I may as well put it right out there upfront because there are far too many business people who go there for solace. Bad choice. Don’t make that choice. Yes, retailers of every ilk are finding it more difficult than ever [...]

Episode 5 – Joel Spolsky Goes Offline. What Can We Learn From Him?

results@bulanetwork.com (Randy Cantrell) — Fri, 26 Mar 2010 20:46:58 +0000

Joel Spolsky has gone offline. After 10 years of blogging at JoelOnSoftware.com, he’s decided it’s time to put his energy elsewhere. He’s not going to blog as he has. He’s giving up his Inc. Magazine column, “How Hard Could It Be?” I don’t know how hard this decision was for Joel, but I suspect he [...]

Episode 4 – Why Fixing What Ails You Is Like Losing 100 Pounds?

results@bulanetwork.com (Randy Cantrell) — Thu, 25 Mar 2010 16:45:20 +0000

Losing 100 pounds is simply a metaphor for getting fit, correcting what’s wrong and making our businesses more remarkable. It’s a tall order. No small feat. Getting fit – fixing what ails us – has some stringent requirements. It takes hard work and lots of it. It requires lifestyle changes. We simply can’t continue doing [...]

How One Retailer Has Just Used A YouTube Video To Tell Their Story

results@bulanetwork.com (Randy Cantrell) — Wed, 24 Mar 2010 16:54:14 +0000

Kudos to Capital Lighting for being creative. Watch and learn. Well done Ken and Eric Lebersfeld.

Open Book Management: A Consideration For Timid Retailers

results@bulanetwork.com (Randy Cantrell) — Wed, 24 Mar 2010 02:32:28 +0000

Jack Stack introduced many of us to the notion of open book management. Prior to 1983 I confess that I’d not heard that phrase before. Stack had been given the reins as Plant Manager for International Harvester’s Springfield Remanufacturing Company in Springfield, Missouri. SRC had been moving right along, doing their work and feeling good [...]

Just Watch, and Consider The Possibilities For Your Store

results@bulanetwork.com (Randy Cantrell) — Tue, 23 Mar 2010 21:04:27 +0000

Episode 3 – Why Are Soft Skills So Hard?

results@bulanetwork.com (Randy Cantrell) — Tue, 23 Mar 2010 01:30:52 +0000

Working together. Person to person. Managing people isn’t about scrutinizing spreadsheets or computer reports. It’s about connection. Even group interactions are most effective when people connect one-on-one. Retailers often find the soft skills of improving performance hard. Some are paralyzed at the thought of sitting down with an employee. It shouldn’t be that hard. Hard [...]

Episode 2 – Reading Is Fundamental: Today’s Book List

results@bulanetwork.com (Randy Cantrell) — Sun, 21 Mar 2010 00:15:38 +0000

Here’s the list. These are not affiliate links, by the way. Not that there’s anything wrong with that. The 168 Hour Week by Kevin Hogan It’s Not What You Sell, It’s What You Stand For by Roy M. Spence, Jr. Switch by Chip & Dan Heath The Element by Ken Robinson, Ph.D. Fascinate by Sally [...]

Episode 1 – What Doll Dresses Taught Me About Marketing

results@bulanetwork.com (Randy Cantrell) — Fri, 19 Mar 2010 20:35:34 +0000

My wife’s name is Rhonda. She operates Doll Dresses By Rhonda (http://dolldressesbyrhonda.com). I’m redesigning her site, the one I refer to in the show – http://rhondacantrell.com. Her passion is sewing doll dresses. In particular, she loves dolls made by Annette Himstedt, a now retired German doll maker. You probably shouldn’t talk about your wife, but [...]

Marketing Yourself Like An Emperor Penguin

results@bulanetwork.com (Randy Cantrell) — Fri, 19 Mar 2010 12:39:53 +0000

Penguins are birds. Aquatic and flightless. They split their time fairly evenly between land and water. The largest are Emperor penguins, averaging 3 feet, 11 inches tall. They weigh 75 pounds. So, let’s recap. They’re birds who can’t fly. Their webbed feet don’t permit them to move very freely on land. The very largest, Emperors, [...]

Remarkable Performances Demand Remarkable Effort

results@bulanetwork.com (Randy Cantrell) — Fri, 19 Mar 2010 00:42:26 +0000

How hard are YOU working? Motion does not equal action. Hamsters run on a wheel, but they don’t accomplish anything. Is that YOU? The NCAA men’s basketball tournament has begun. March Madness! Already some lower seeded teams have defeated teams expected to progress to the next round. It happens. Lesser talent can beat better talent [...]

Inventory Management: It’s Not A Job For A Sales Team

results@bulanetwork.com (Randy Cantrell) — Wed, 17 Mar 2010 11:44:12 +0000

It’s the make or break point for every retailer. INVENTORY. It represents the largest capital investment of your company. Therefore, it deserves your highest attention. And it deserves critical thinking, solid measurements and great analytics. Unfortunately, in too many cases retailers are allowing salespeople to determine merchandising. It won’t work. I’ll tell you why. Right [...]

“Remarkably Bad” Is Not A Good Service Motto

results@bulanetwork.com (Randy Cantrell) — Tue, 16 Mar 2010 11:14:00 +0000

When I needed to ship a 15 pound box from Texas to California I figured it would be something I could do – easily. I was wrong. Your retail business needs to be remarkable, but in a good way. When I launched Remarkable Retail I never intended to help retailers become worse. They can do [...]

Let’s Just Do What They Do, And We’ll Get The Same Results

results@bulanetwork.com (Randy Cantrell) — Mon, 15 Mar 2010 11:33:13 +0000

Too many retailers are searching for “the answer” or “the secret.” We look for stories of retailers who are trying something – anything – that works! Why? So we can do exactly what they’re doing, of course. Lemmings. Copycats. Mindless followers. Just go the blog of any popular social media star. Look at the comments [...]

Use Screen Capture Video To Train People On Your Computer System: It’s Time To Look At The Tools In Your Hand

results@bulanetwork.com (Randy Cantrell) — Sat, 13 Mar 2010 11:07:27 +0000

If you’re not using Camtasia (Windows or Mac) or Screenflow (Mac) to create screen capture videos for training people – then you are wasting valuable time. This tool isn’t already in your tool kit? Then it’s time to add it. What other tools do you have – but aren’t making the most of? What other [...]

Should You Have A YouTube Strategy?

results@bulanetwork.com (Randy Cantrell) — Fri, 12 Mar 2010 14:37:31 +0000

Let’s dip our toe into the water about a retailer’s use of social media – in particular, video. But the focus is really on social media generally. Many retailers are terrified of not being able to control the conversation. Truth is, you can’t control the conversation anyway. If you think you’re in control, you’re fooling [...]

Don’t Make Me Waterboard You? Contact Me Today. Seriously!

results@bulanetwork.com (Randy Cantrell) — Thu, 11 Mar 2010 12:15:37 +0000

I’m looking for two retailers. Just two. Here’s the qualifications. 1. You are frustrated. REALLY frustrated. The reason for your frustration isn’t important. Well, as long as it’s business related and not a marital problem or something personal. 2. You are an independently owned retailer. Sorry, no franchise owners or chain stores. I’m looking for [...]

Coaching vs. Discipline: Don’t Rage Against Your Employees!

results@bulanetwork.com (Randy Cantrell) — Wed, 10 Mar 2010 16:02:02 +0000

Today’s episode is the beginning of a conversation about coaching, discipline and proper instruction. Hint: It’s probably not what you think. Right click here to download the audio

The Secret – If You Know It, You’ll Be Wildly Successful

results@bulanetwork.com (Randy Cantrell) — Fri, 05 Mar 2010 18:07:09 +0000

I know you’re looking for it. Everybody else is looking for it. Few people know it. That’s why you’re struggling. You don’t know the secret. But I do… Right-Click To Download The Audio

Olympic Ice Dancing Is No Way To Pay Retail Salespeople

results@bulanetwork.com (Randy Cantrell) — Thu, 04 Mar 2010 17:24:11 +0000

Think carefully before you mess with anybody’s pay. When it comes to the rainmakers in your company, you’d better think even more carefully. Don’t make your compensation subjective. You need good measurements so you can get the results you want. And you need solid information that is useful for coaching and management, too. Give today’s [...]

Should I Dump This Category?

results@bulanetwork.com (Randy Cantrell) — Tue, 02 Mar 2010 21:03:08 +0000

A retailer has a category that isn’t terribly profitable. He poses the question, “Should I just get rid of it? It’s not making me any money.” It was evident that this retailer just wanted to say GOOD-BYE and be done with it. During these economic times many dealers are wondering if they should jettison a [...]

To Their Moms, They’ll Always Be Kids

results@bulanetwork.com (Randy Cantrell) — Fri, 26 Feb 2010 18:40:25 +0000

Watch this video, then listen to the podcast. You’ll quickly make the connection and understand how context impacts our ability to market ourselves – and our companies. Pardon my lip smacking audio, but food and drink wait for no man. I’m sorry, but it may happen again. I’ll work to make sure not for awhile [...]

Show & Tell Your Way To Success!

results@bulanetwork.com (Randy Cantrell) — Sat, 20 Feb 2010 15:05:55 +0000

No strings attached. No risk to your prospect. Whether you’re a rock band, a retailer or a manufacturer – there’s big value in implementing a strong show and tell strategy to your marketing. All the best, Randy

Whack 'Em With Persistence

results@bulanetwork.com (Randy Cantrell) — Sat, 30 Jan 2010 14:01:31 +0000

Winston Churchill once said, “If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and hit it again. Then hit it a third time – a tremendous whack.” Don’t give up too soon. The landscape is littered with people [...]

How Do You Build A Community of Customers?

results@bulanetwork.com (Randy Cantrell) — Fri, 29 Jan 2010 14:37:21 +0000

I’ve been in sales and marketing for over 37 years. With all the new technology, some things never change. When I was 15 I learned the truth of it all – you’ve got to be known, liked and trusted. Competency is mandatory, but even marginally competent people who are well-known, well-liked and well-trusted outperform those [...]