The economy continues to roil and uncertainty about the near future persists. For both small and large retailers, sales have dipped disastrously. Meanwhile, credit markets remain tight and consumer confidence seems to flirt with new lows each month. But, in the midst of uncertainty lies opportunity. Savvy independent merchants should take this time to reevaluate their businesses and identify areas in which they are most nimble. In doing so, they will gain a competitive edge on the megastores.
Below, we'll discuss how specialty store owners and small retailers can build a strategy for profiting in the new economic environment. It will require taking a hard look at your sales plan, staffing needs, and inventory in order to streamline your operations. The results will be worth the effort.
Review Your Expected Sales
Forget the headlines that suggest an economic recovery is right around the corner. Now is the time to plan conservatively. Look at your store's sales pattern over the past six months. You will probably notice an initial decline followed by a leveling out period toward the end. Plan your inventory based upon the sales volume you have seen over the past two months.
If customers materialize unexpectedly, work with your vendors to have the items you need delivered quickly. The last thing you want right now is to invest your finite budget into inventory expecting sales that never emerge. Go lean.
Reduce Payroll Carefully
Cutting payroll expenses can be one of the most troublesome areas for independent merchants. As sales and revenue plummet, keeping your staff intact (i.e. hours, wages, number of employees, etc.) can have a devastating impact on profit margins. In fact, many specialty retailers detest the mere thought of letting anyone go, even as their profit vanishes.
To be sure, having employees who are dedicated to helping your customers is invaluable. It is one of the key factors that separates your store from the mass merchandisers. That said, as sales decline, consider your options for reducing your staff expenses. From an across the board reduction in salaries to a slight decrease in hours, think about ways to limit your costs while keeping your best employees on the payroll.
Personalize Your Marketing Toward The Sweet Spot
Every small merchant has a group of loyal customers who have purchased more than other customers. They visit the store more often, they're open to trying new products, and they have proven their devotion by referring their friends and family. These customers can open the door to cultivating a new crop of customers for your store.
Chances are, you have their mailing addresses on file. Brainstorm ideas for reaching out to them in a personal way. Consider scheduling a private demonstration of a new product for a select group of your best customers. Or, send a targeted mail-out to them that invites them to an exclusive sale that you've organized for them. Remember, the chain stores and large discounters normally don't have the same flexibility.
Plan Your Cash Flow For The Year
Cash is always important to local merchants, even when the credit markets are loose. In the current economic environment, cash flow is king. Plan your cash flow needs for the next twelve months. Take into account predictable expenses (inventory, payroll, utilities, taxes, etc.), but don't forget to plan for emergencies. When cash is limited, one unplanned expenditure can be ruinous.
The struggling economy has caused most merchants to tighten their belts and make changes. Unfortunately, many are reacting haphazardly to declining sales and failing to make long-term plans. This is the time to review your sales plan, get rid of excess inventory, reach out to your best customers, and plan your cash flow needs. The effort you put in now can lead to a major advantage over the next few years.
A New Economic View Of American History
"Consumers" slowly undermine their own wellbeing by supporting companies that function within local economies as neo-colonial entities. Money, disconnected from a place, is exported up to shareholders, leading to the fragmentation of economy and community. A few people at the top of the pyramid get very rich while we buy ten-dollar jeans at Wal-Mart and wonder where the money is for local schools.
Triangles - which make up pyramids - serve a vital function in nature (look at the tips of feathers, shark fins, waves or teeth). Triangles are about movement toward goals. But in nature, this triangular movement nurtures relationships to find a greater balance based on radical equality and interdependence: the circle.
Over the last eleven years, my wife and I have attempted to run our company based on the circle wisdom teachings of indigenous elders. We knew nothing about business when we started but we saw how it is that everything around us is alive and has a right to exist. Like fools, we sought to bring this understanding into the business world.
We noticed how decisions are based on a hierarchy of values that is often determined by societal patterns. A pyramidal business model becomes a story that is often constellated around war, competition and hierarchy. A circle-based approach, however, requires considering community and the right of all that is to exist in the center of one's decision making. One asks, is my action going to strengthen our interdependence or not?
Over time, we came up with this definition of purpose for a business based on circle wisdom to test our decision making processes:
The purpose of a circle-based business is to benefit community through relationships that are nurtured by fair and equitable exchange. Every person inside and outside of the business is viewed as equal in their humanity.
Our initial attempt to make our company circle-based brought contradictory results. Before I went into business I was a service volunteer, monk and high school teacher. Focus on money and numbers were both corrosive and grounding to my idealism, yet as I put my house on the card table and watched our company plummet into debt, I saw how it was entirely necessary. We could not actualize many of our values because we were just trying (praying) to forge relationships (sales) that would allow us to pay the next bill.
Yet we saw how nature's circles build prosperity and abundance. The foundation of any circle-based business is generosity toward employees. If one person takes more than their share out of the circle, you begin to become a pyramid. As soon as we began to feel some stability, we were able to implement a strong benefit package and pay ourselves.
Compensation is only one part of being circle-based. You also have to attend to how the energy flows around an organization. Ten employees means one hundred and twenty possible relationships.
A few years ago we learned how just one unhealthy, platonic relationship between two employees can create a situation that painfully impacts the entire organization. Emotional and spiritual well being of everyone in the circle viewed equally in their humanity requires a lot of vigilance and skill from all who form the company.
Circle-based business is a paradigm shift for everyone involved. The employee says, "You're the boss," which is correct. But a circle is strengthened by everyone taking responsibility for their arc. We avoid top-down unilateral decisions, and empower everyone to hold their own arc so that we can focus, as business leaders responsible for the flow of the whole, on prosperity for everyone.
Studies in the Harvard Business Review1 back the notion of how attending to the well being of employees is a best business practice. Increased commitment from employees who love their job can lead to a 57% increase in an employees' discretionary effort, a 20% increase in individual productivity and an 87% reduction in the desire to leave. (We've had three people quit in ten years.) The greatest indicator of business success is repeat business that comes from customer satisfaction. The greatest indicator of customer satisfaction is employee investment.
From a strong inner company circle, the circle-based businesses must also serve the greater Circle of Life, which is where this model becomes even more challenging.
Despite my efforts to be as green as we can, my business has a negative impact simply because our industry is not yet adequately supported by a market and supply chain. I finally have a supplier for recycled gold and silver, but can I afford to print our catalog on recycled paper when it doubles our cost? Not this year.
Since it costs more money to run a business in a way that serves the greatest good, the circle-based approach is ultimately a "spiritual" endeavor. Survival (ideally prosperity...) must be weighed against fair and equitable exchange. One lives in ethical gray areas. Finding the balance between money, humanity and sustainability becomes a kind of koan. Yet breaking free of current internal and external structures that no longer serve the common good can free a huge amount of human spiritual potential.
Ultimately, economy is either leading toward supportive interconnection, or toward our continued fragmentation. If we are to survive, we must begin to see how giving back is the only way to generating prosperity and abundance for all.
Both Ryan J Bell & Marc Choyt are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
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