Europe Notes from Bernie Collins
Area sales reported on made to measure this week were an embarrassment with only 28% of target achieved and with the 50% OFF sale this is totally unacceptable.
In the branches which I visited this week only one Manager had arranged for an intern advertisement for this sale to be put on the AAFES in store intercom system. However after speaking with AAFES Managers regarding having the 50% sale advertised internally we were answered with ‘no problem’ and it was promptly arranged.
So I ask all Managers who have not arranged the intern advertisement:
- Why have the instructions to advertise in store not been carried out?
- Is your store immune to such instructions?
- Do you not want to hit set targets?
- Is your income so good that you do not need the commission at 4%?
Any Managers that do not arrange for in store advertisement going forward will face consequences of not following company instructions.
| Area | Target | Actual | % Target |
|---|---|---|---|
| B. Collins - Forces | 11,317 | 3,115 | 28% |
Do I have to say anymore!!!
So where did the business come from???
| Branch No. | Location | Actual |
|---|---|---|
| 3162 | Lakenheath | 413 |
| 3192 | Heidelberg | 485 |
| 3197 | Kaiserslautern | 423 |
| 3215 | GB Shape | 0 |
| 3218 | Wurzburg | 473 |
| 3230 | Stuttgart | 0 |
| 3258 | Vilseck | 898 |
| 3259 | Ramstein | 0 |
| 3268 | Wiesbaden | 423 |
| 3273 | Hanau | 0 |
| 3281 | Chievres | 0 |
| 3282 | Mannheim | 0 |
| Total | 3,115 |
Ready made sales with the help of the weekend promotion were not as bad as the Made to Measure which proves there are customers around.
Although the area was only 91% of target on ready made, so just falling short of target again this week by a total of $4096, that is an average of $341 per branch, so did you offer all your customers a shirt and tie or cuff links to go with their purchase?
| Area | Target | Actual | % Target |
|---|---|---|---|
| B. Collins | 43,335 | 39,293 | 91% |
Branches who achieved the lowest dollar turnover this week were;
| Branch No. | Location | Actual |
|---|---|---|
| 3273 | Hanau | 820 |
| 3282 | Mannheim | 1,155 |
| 3218 | Wurzburg | 1,495 |
| 3281 | Chievres | 1,955 |
Next week, and going forward I expect all managers to introduce to customers at the point of sale ‘extras’ such as Shirts / Ties / Cuff links.
On two occasions during last week I witnessed the customer actually having to ask the Manager if he could help him select a shirt and tie to go with his purchase. This was after the receipt was made out by the Manager and signed by the customer, the customer’s suit was in the zipper bag all ready for him to go to the register. Sale closed...
Is this Introducing? Is this Eye catching? Is this salesmanship? It certainly was for me.
Ready to Wear Stock Counts
Checking ready to wear stock counts this week in a branch it was obvious that some Managers are not counting the ties correctly.
Admission was made by the Manager after a control tie count showed pluses and minuses on lines in excess of 70 units that the ties were being counted collectively and not by each individual line as required by Company policy. This particular Manager was looking at the difference between the count and stock enquiry collective figure and then guessing what had been sold in which line and putting this amount through Oasys.
Tie counts have to be done regularly through the week and at the close of business each week. This count is to be completed on each individual tie code as shown on the stock enquiry print out.
Ties have to be blocked on the tie rack in style / design and of course under the number issued. (This rule also counts for ties that are at present in boxes). The reason for this is to make the tie count easier and quicker for Managers to complete. We have a lot of stock on ties at present and this does not mean that tie counts have to be done collectively, follow /company instructions and do not make overstocks an excuse for breaking these instructions.
Bernie
