Malmar News

Free new eBook added "Retail Leasing Guidelines"

Information provided by Qld Government, Retail Shop Leases Registry. A great document explaining the basics of retail leases, and some common pitfalls to avoid.

View it on the Newsletters/Downloads page here www.malmar.com.au/newsletters.htm

or download it directly by clicking here www.malmar.com.au/_downloads/retailleasingguidelines.pdf
You can also access another great eBook on "Retail Pricing – How to Price for Profit". Available to download from the Newsletter/Downloads page.
Click here to access www.malmar.com.au/newsletters.htm

New eBook added "Visual Merchandising That Sells"

We have added another FREE eBook to our download page.

"Visual Merchandising That Sells" is courtesy of www.retailsmartresults.com - a great source for retailers.

We trust you will enjoy it and it helps you tweak your shops to be the best they can be!

View it on the Newsletters/Downloadspage here www.malmar.com.au/newsletters.htm

or download it directly by clicking here www.malmar.com.au/_downloads/visualmerchandisingthatsells.pdf

New website features!

Plenty of new features have been added in the front and back end of the site.

We hope you like and enjoy the new and improved site, and look forward to your feedback (good or bad!).

The website is there for you to use, so get registered and get shopping!

New Items are on the Website PLUS New Product Showing - On Now!

500+ new items are up on the website! Very easy to order from plus our new product showing is still on in our showroom displaying all 500+ new items...! Victorian customers can call Angelo on 0400 598 518 for a personal showing.

If paying your account by direct deposit, please ensure to email or fax your payment confirmation to us at accounts@malmar.com.au or fax 07 5527 9599. Don't forget your customer code or name! If you have a credit, please email us the details; product code, invoice number and desciption of problem. Feel free to include photos for quick resolution. Ask us about price reductions/discounts for small/fixable damages. Email credits@malmar.com.au

2009 Trade Shows
To assist your planning for your future buying needs, the dates for the 2009 Gift Trade Shows are:

2009 Melbourne 31 January - 3 February 2009
2009 Sydney 21-25 February 2009
2009 Brisbane 4-7 July 2009
2009 Melbourne 1-5 August 2009
2009 Sydney 19-22 September 2009

2010 Trade Shows
To help you plan next years travel, dates for 2010 Gift Trade Shows are:

Melbourne 30 January - 2 February 2010
Sydney 27 February - 3 March 2010
Brisbane 3-6 July 2010
Melbourne 7-11 August 2010
Sydney 11-14 September 2010

Hot Item! - Fuzzy Footies
Code FOOTIES Packing 48 pcs with FREE display stand. Call for pricing details and quantity bulk buys! 07 5527 8866. This item has proven sales and is one of our top 10 best selling items... get some now!

Hot Item - Gold Crystal Zodiacs - One Of Our Best Sellers!
8.5cm Gold Crystal Zodiacs. 12 assorted designs in beautiful gold finish with certified Swaroski Crystals. All are gift boxed and come with an excellent free display stand when you purchase 48 Asst. Code: CRYGZOD Packing 12/48. All 12 designs are also available for indvidual purchase at same price. One of our most re-ordered items! Call for pricing details today - 07 5527 8866. Photo below

How NOT to approach a customer!

Like chess, the art of engaging a customer on the sales floor starts with the very first act of engagement. Most sales assistants have their own pet phrase, and most of the time their opening move results in failure. By far the worst possible thing your staff may say (first thing) to a customer is:

"Can I help you?"

There are practical reasons, psychological reasons and social reasons why this approach is a poor opening move:

ONE: Customers hear this so often, they have practised their response and it is likely to be 'no thanks, just browsing.'

TWO: It is a closed-ended question and after their response, there is nowhere to go except to back off. (Less enthusiastic staff know this and love that it means less work for them – or I am I just being cynical?)

THREE: Because it is a closed ended question, you have at best a 50% chance of a positive response. (Customers are hard to find and you would surely like a more than 50% chance of a sale?)

FOUR: The question creates an imbalance in the power-relationship where a customer feels that they have been identified as being 'in need of help' and they interpret that as being targeted as someone that could be 'sold to'. (These are sub-conscious reactions, but they are nevertheless real.)

The only time that this approach works is if the customer is really in a hurry and have been frustrated by the lack of available service. In this case we missed the buying signals and getting a sale out of this situation is attributable to the customer's tenacity and/or l;ack of alternative options and not selling skill. Unfortunately this happens often enough to make people think that 'can I help you' works just fine.

The above opening line is the worst, but is closely followed by:
"Just yell when you need me."
"Won't be a sec."
"You all right there...?"
"Just browsing?"

I won't elaborate on all of them – let's focus instead on what to do next.

The first thing is to actually time your approach properly by reading the approach signals. And secondly, adopting the right body language clusters. Assuming you get that right, a sincere, welcoming smile is quite adequate – especially if you are wearing your badge and/or uniform (effective symbols of authority.)

OR SIMPLY

"Hi or Hello or G'day" – followed by...

"That's a nice..." and say something positive about the merchandise they are handling."

There are other more advanced techniques, but the hardest part is unlearning the bad habits first.
This infomation was written and sourced from http://www.insideretailing.com.au/ - an excellent source of useful and practical articles all pertaining to Australian Retail News.