Retail Solutions
Transforming Store Profitability

Retail Training Curriculum

Retail training supports employee engagement, development and retention and directly links to improved store performance. However, optimising your return from training has its challenges, not the least:

  • High staff turnover
  • Varying skill levels of employees
  • Low rate of retention of training skills – Equation Research said 84% of knowledge is lost within 3 months if not used and reinforced
  • Retail is often seen as a stepping stone to another career
  • Typical retail training programs have their limitations in that the training is generic rather than linked to store operations and strategy, courses remain static often for a number of years - retail is dynamic, focused on either the job role or the industry and fail to educate on the “world of retail” and the interdependencies of running a retail store.

The advantage of deploying the 6one5® suite of retail programs is that

  1. Focus on developing Store Management - area managers, store managers, 2IC’s, department heads and supervisors with a “passion for retail” and a “merchant mentality” through our Retail Mini MBA.  Our sales and service programs are modelled on your best sales and service people to develop your own unique culture

  2. It provides you with the latest training and development programs that we have trialled and proven on our retail clients around the world.  For example we are currently training 5,000 staff from 500 retailers at Changi Airport Singapore.

  3. Programs are updated for you 6 monthly or annually to reflect new learning’s from our diverse group of clients.

  4. Coaching Program for area and store managers to reinforce the first class  training programs. A study by Equation Research found that the half life of un-reinforced training is 5.1 weeks and after 90 days 84% of content is forgotten. Including coaching ensures take up and adoption.

  5. Change management tools to support the training. Developing a high performing sales and service culture which delivers upwards of 25% performance improvement requires a lot more than delivering training. Included in the package is a suite of change management tools including communication plan, performance measures, secret shopper/ customer surveys, promotional material, reward and recognition programs etc.

  6. Customisation. We are able to quickly adopt our programs and tools to your unique sales and service environment and to any retail format. In addition retail structure also influences customisation – global, national, franchisee, SME, owner operator.

Our programs include:

  • Executive Retail Programs
  • Mini MBA for store management – Certificate IV in Retail Management
  • Advanced Coaching Program
  • 6one5® Supervisors Program
  • Selling Skills – Advanced and Basics
  • Customer Service Skills
  • Visual Merchandising Skills – Advanced and Basics
  • Merchandise Financial Planning
  • Category Management
  • Retail Buying
  • Advanced Planning and Analysis

FIRST CLASS SALES AND SERVICE™

Our training programs are based around the principals of “Outcome Focused Sales and Service” and the concepts of equifinality.  Equifinality states that there are many paths to achieving a desired outcome and no single path is appropriate for all individuals. When given the same goals different people need to make their own adjustments to a general set of behaviours to achieve the goal.  This has changed the rules on how to train participants to retain and use skills. The implications are this – ensure participants understand the customer outcome and then provide participants with a range of skills to choose from to achieve these outcomes.

FIRST Class Sales and Service describes the goals/outcomes clearly and simply from the customers perspective.

Customer Response: “………. staff are Friendly, Interested, Responsive, Solve my problems and are Thoughtful.”

“RETAIL READY”- RECRUIT-TRAIN-RETAIN

The biggest issue in retail is finding and retaining staff. Our model assist retailers to attract, source, train and retain staff through a career in retail.
Services include:

  • Marketing to attract the right staff
  • Your own web based job board
  • Easy to use web tools to recruit staff
  • Train retail ready staff
  • Retention Strategies

REWARDS AND RECOGNITION SYSTEMS

We assist clients to design and implement reward and recognition systems to improve:

  • Retention (including Y Generation)
  • Conversion rates
  • Average transaction value
  • Up sell & cross sell