Issue 27/08

USA - Notes from Andy Schofield

Business is headed in the right direction guys. Although we had some tough competition from AAFES this week with their “$72” Ralph Lauren suits this didn’t stop us from having a much better week and beating last years numbers. The “Knock On Effect” of these clearance suits is that ultimately it cheapens them in the eyes of the customer, and we will come out on top in the end – As we always do!!

Made to Measure is always slow in the first week of he 50% Off promotion but with the customer letters you have sent out and the announcements over the AAFES Radio I am sure this will continue to increase over the next three weeks of October. We closed the week on MM with 61% against Target and 237% of Last Year (No 50% Off promo last year at this time!!)

Ready Made did much better and now that we have stock in the branches and something new to sell, you all showed AAFES that clearance suits won’t affect our quality merchandise and expert knowledgeable staff!!

We closed the week with a respectable 92% against target and 107% of Last Year – good numbers guys & gals – well done.

Over all the week finished at 78% against target and an improvement of 133% against Last Year…. Much better everyone and heading in the right direction.

Give yourselves a “Pat on the back” for your efforts this week. Even those of you that struggled still did your part and as a team we came close to hitting target, with some big hurdles to jump this week….. Well done everyone – Let’s do it again this week!

Week 27 Star Performers

• FORT LEWIS – Remember this branch?? Dave France did an excellent job in getting the word out for the start of this weeks sale and did over $3000 on measures. This helped give the branch a 142% increase over target this week – Great job Dave… Well done!
• FORT BRAGG – Still doing her thing down in North Carolina, Adelle managed to do 126% of target this week. Always on the look out for new opportunities to promote the business, Adelle has also been asked to take part in the stores Fall Fashion Show on the 26th October….. Good luck Adelle and keep those numbers coming!
• MACDILL AFB / NELLIS AFB – Tied for third position is Zoran and Allan. These two guys don’t get to see their names in lights as often as some of you so it’s nice to see both of them up here – together!! Both branches came in with 121% against target this week – Good result guys…. Well done!

Other stores that helped the team by hitting target this week – Fort Sam, Fort Meade, Fort Dix and Bolling AFB (Unstaffed).

'Tis the Season!

OK, so not quite! But as you have probably seen down town and in the malls some stores are already putting up decorations.

They do this to entice customers into spending now, and not to wait until closer the holiday time.

Let’s take a page out of their books and dress your department up in a festive way…. Remind customers that they can get a Made to Measure tux for the New Years ball with 50% Off and if they order it now it’ll be in the branch in time for Christmas.

Merry Christmas & Happy Hanukkah!

Good luck & good weeks trading everyone... Andy.

Europe Notes from John Collins

The business week's 26 & 27

It has been a very difficult couple of business weeks and it has been very hard going in most branches. In the Kaiserslautern, area there was a weeks training on terrorist threats which delayed entry into bases and kept the customers at work longer than normal. Troop levels in Wiesbaden, Vilseck, Mannheim and other areas are lower than usual due to deployments. All this means fewer customers to sell to which can lead to complacency if we are not careful. I am not saying this has happened only that when you have a constant flow of customers it is easier to sell. The buzz that happens when you are on “a roll” the enthusiasm that takes over means that we end the day on a natural high. At the moment that feeling is not there so we have to concentrate that little bit harder to reach our goal. Therefore, we have to make sure that we are always ready to serve the customer that does enter our domain.

• Smile say hello
• Introduce the made to measure 50% sale.
• Show them the new ranges.
• Ask where they are from anything just let the people know that you are there.
• You might not sell a suit but at least you will be noticed.

Geoff Heath is a great example of this, it does not matter were I go people ask me how Geoff is doing. He may not have had a good week in Ramstein (week 26) due to exercises and other thing that lowered footfall but you can be sure that the people that came near our shop know that we have a sale on and that little seed has been planted.

TIP:

Ready to wear

This is the time of Homecoming, the young lads will be looking for clothes to wear for the dance so now is the time to push the sale stock.

Made to measure

It may seem a little early to mention Christmas to the customers but with the balls and all, which can start in November is a little over 3 months away. The suits can take up to 8 weeks due to heavy sales of made to measure due to Christmas orders (normally 6 weeks ).

We do not want to have a disappointed customer when their suit arrives late or not enough time to order. This could entice the customer to catch this 50% sale rather than the next.

Made to measure (4% commission) selling a made to measure is like selling 2-3 ready to wear’s in trade and 4 ready to wear sales in commission.

We all need to work together to succeed

Thank you, good luck, and good trading.

John Collins