ADVICE FOR SMALL BUSINESS RETAILERS ON HOW TO SEE THEIR BUSINESS DIFFERENTLY

This is not the usual advice you would expect from your POS software company. But Tower Systems is not your usual POS software company.

In our work with small business specially retailers in Australia and New Zealand we often hear about burnout, retailers being tired and over the grind of opening the shop working all day, closing, getting little sleep and doing it all again.

We hear of retailers who are often too tired to be innovative in their approach to business, to exhausted to think about the future let alone today or tomorrow.

We get it that retail is tough, full of challenges. Our job is to help retailers see things differently.

Call us crazy but we have some ideas designed to help small business retailers reconnect with their businesses. They are unconventional. They are free. They are fun. They are designed to get you looking, hearing and smelling your business differently. They are designed to open your eyes to opportunities you may be missing.

Are you ready? Here are our unconventional ideas for refreshing your views of your small retail business – in the hope that you find opportunities you were not seeing.

  1. Go to your shop at night time. Leave the lights off. Put a chair on the middle of the shop floor. Sit down. Take your shoes and socks or stockings off. Put a blindfold on. Soak it up. What do you smell? What do you hear? Is there any sense of place that you get from being there.  Be still for fifteen minutes or so thinking about this. Breathe deeply. How does your shop smell? Does it have a smell? If not, why not? Then take the blindfold off and look around you for another fifteen minutes. Finally, get up – with your shoes and socks or stockings still off – and walk around the shop. Take in the environment you are in control of. Let the ideas flow. If you want to take it to a deeper level, lie down on the floor on your back and look up and around – kind of up-skirt your own shop while it’s empty!
  2. Get a stool or fold up chair, pack a lunch and spend at least three lunchtimes in a week sitting opposite the entrance to your shop watching customers. Don’t write anything down, just watch. Preferably do this without people noticing you. Wear a disguise if necessary. Watch intently. See where people go, what they pick up, what they buy if possible. Try and predict what they will do. Watch and think. Watch and think.
  3. Get a small desk and a sign for the desk that says CUSTOMER SERVICE. Place the desk near the front door of your shop. Set yourself up at the desk, sitting behind it. Dress formally, old school. Like in a 1950s movie preferably. Sit up straight. Look the part. Sit and wait and see what comes your way. Have fun interactive with customers. The desk should look out of place but it should also look fun. The idea is that your customers, your staff and you will be a bit shaken up by the change. See what comes your way.
  4. Sit out the front of the shop for a day. Yes a whole day. Sit and watch, take notes and think about what you see, what you could change and ask people, as they come out, what they would change too.

We have more crazy ideas. These barely scratch the surface of the crazy idea cupboard. Just ask.

We’re here to help small business retailers create and run successful independent small local retail businesses. Our help goes beyond our software. Were retailers too and love being able to talk retail with anyone.

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SMALL BUSINESS RETAIL ADVICE: CHOOSE THE LOYALTY OPTION THAT IS RIGHT FOR YOU

The Tower Systems POS software has every possible shopper loyalty requirement covered from points to integrations to instant gratification loyalty to collectible loyalty to multi buy loyalty to supplier driven and funded loyalty.

No matter what loyalty option you could conceive, Tower has, in its community of 3,500+ small business retailers, most likely encountered the need and served it.

Our experience with loyalty is different businesses have different needs. This is why one of our loyalty experts works with you to determine which of the options is right for your business needs.

We help you discover the options in the software that serve your needs.

Our retail management advice today is think about the needs of your business carefully. The most obvious loyalty option, the one most others use, might not be right for you.

Our retail management tip today is: choose the loyalty option that is right for your small business.

  1. Points based loyalty.
  2. Loyalty rewards where the rewards are a voucher.
  3. A cash discount off your next purchase.
  4. Integration with a banner group loyalty program.
  5. FlyBys integration.
  6. A partner program where the shopper gets a reward and their community group gets a reward.
  7. A local community support loyalty offer.
  8. VIP pricing.
  9. VIP pricing coupled with a loyalty rewards offer.

There are plenty more options than these – catered for and serves within the smart Tower Systems POS software.

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SUNDAY RETAIL MANAGEMENT TIP: HOW TO CHOOSE LOCAL COMMUNITY GROUPS AND CHARITIES TO SUPPORT

Local small business retailers are asked to support local schools, community groups and charities on an almost daily basis. While community groups and charitable organisations beat a path to the doors of local businesses, so do individuals engaged on personal fundraising of their own for a cause or for an other individual.

It is tough making the call about which organisation to support or not for there is a real fear that declining will hurt the business. Often, small business retailers do not look for an uptick in business from a charity support decision but they do worry about a decline.

So how do you choose which local business you support?

Requests from schools, charities and other community for donations can be a challenge for any size business. If you do not take a structured approach to this you will find yourself giving away plenty for little or no return.

Requests are often loaded with guilt. People can be passive aggressive in their approach. Often, people requesting help leverage pester power. It can be hard to say no. There are too many stories of retailers giving a gift as a prize, receiving the Thank You poster and achieving no benefit for the business.

Our advice is to manage your philanthropy as you would any business activity.

THE PRIZE / GIFT

Decide the amount in cash or product value or both that you are prepared to donate in a full year, calendar year or financial year.

Our recommendation is you give away cash, but in the form of a voucher to spend in your business. This ensures that value of the gift or prize is greater than the cost of it to your business.

The best mechanism for giving away cash or an amount to spend in-store is to do it by way of a gift voucher. Use your software to manage this as any manual approach is dangerous and time-consuming.

YOUR PITCH, NOT THEIRS

Get on the front foot and write to local community groups outlining that you budget a year in advance. Seek their submissions. With this advice sheet we have included the text of a suggested letter. Please read the letter as it outlines the approach we suggest and why. It is important you communicate this with all community groups.

On the page after the letter is a suggested notice for use in-store when you are asked for donations.

HOW TO PICK GROUPS TO SUPPORT

Focus on community groups that support you. That is, groups with members who support you. The more they support you the better you are able to support the community.

Be prepared to ask where people shop for the items you sell in your business. Ask if they will change in return for your support.

Asking these questions underscores to you the importance of approaching the decision as a business decision.

Be thoughtful and deliberate. Support the groups that support you. This is important as it helps you stay within a budget.

LET YOUR SHOPPERS CHOOSE

If you run discount vouchers and if customers say they don’t want the voucher, invite them to contribute the voucher to a local group – one of three you setup for in the business. Every month, two months or three months, tote up the vouchers and give the group a parentage of the total voucher value ‘voted’ for them.

This idea could be in addition to any giving program you run in the business. It offers a daily reminder of your commitment to local giving.

Grill’d burgers run a program kind of like this where each shopper is given a bottle cap, which they place in a tub to vote on a group to receive a cash donation for the month. The process of groups submitting to be considered is onerous. You can find out more about that program with this link – it is a good place to research what others do: https://www.grilld.com.au/localmatters/

REWARD ENGAGEMENT

In addition to any direct gift, consider an offer whereby anyone who is a member of the group who shops with you accrues an amount you donate to the group. You could manage this through your software. It could be you offer a discount to the shopper as well as accruing a value for the group.

This type of program could also be in addition to your core giving program as the value here is driven by sales – hopefully, incremental sales.

EDUCATE GROUPS ABOUT GOOD ENGAGEMENT

Here are things groups you support can do to help your business. You should ask them to do these things:

  1. Tell members to buy from you.
  2. Write about your business on their Facebook page.
  3. Distribute flyers of your offers.
  4. Have you speak at a meeting.

WRITE ABOUT YOUR ENGAGEMENT

Once you have a decision on which groups you will support, write about this in your newsletter and on Facebook. Not just once but multiple times. Invite them to provide you with content to publish too. Talk about their good works.

Ask them to write about you too.

Your giving has to serve your heart and serve your business. Going about it in a structured way will ensure you meet your objectives.

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SUNDAY RETAIL MANAGEMENT ADVICE: CELEBRATE THE BIRTHDAY OF YOUR RETAIL BUSINESS

Business birthdays are important – for you and for your customers, especially in a locally owned small retail business.

Embrace the opportunity of your business birthday for a celebration. But be sure to not make it all about making more money. Take time to embrace the achievement and love it.

Here are practical tips for celebrating the birthday of your business:

  1. Setup a photo board and invite customer engagement. Let’s say your business is six years old: ask customers to bring a photo showing them at six years of age. Their stories become part of your story.
  2. Setup a noticeboard. Let’s say your business is twenty years old. Headline the board with: To celebrate our twenty years in business, join us and list twenty things you love about this town.
  3. Recognise local heroes. Host an after drinks night in your shop and take a moment to acknowledge and thank local heroes. The number you acknowledge should be the number of years you have been in business.
  4. Thank previous owners. Create a history board of previous owners. Where they are now. Their stories. Show the rich long history of your business from before you owned it.
  5. Hand out a flyer listing X hidden gems of your region (where X is the number of hears you have been in business). The flyer is your birthday gift to your customers.
  6. Have cake. Everyone loves cake. If for no other reason than to get to eat cake have a birthday cake. Make it special. Have a big cake or lots of cup cakes. Set and date and time for the celebration.
  7. Party favor bags. Give every customer shopping on your birthday a bag of treats and favors you have chosen to celebrate your big day.
  8. The Happy Birthday discount. Offer a big discount to any customer who comes in on the day (or through the week if you wish) and sings, at full voice, Happy Birthday.
  9. Say thank you. In your front window, create a stunning and personal display saying thank you to the town. Do it visually, creatively and with a full heart.
  10. Half price birthdays. On the day itself, offer birthday cards at half price. While you are giving away margin and will bring forward what might otherwise have been full margin sales, you could get people buying cards from you who have not done so in a while.
  11. Be thankful. On Facebook leading up to your birthday share what you are thankful for from and through your business. Be sure to write with a voice of gratefulness and celebration.
  12. Dress the shop for a party. For at least the week of the birthday dress the shop as a themed party, maybe a kids party. Get everyone involved. Have fun and bring your customers in on the fun.
  13. Maybe a birthday party celebration sale. One night, after the shop has closed, put on some wine, cheese and nibbles inviting people to join you for some party games, prizes and deals.

A key aspect of these ideas is to remind people that your business is stable, can be trusted, is locally connected and knows how to have fun.

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SUNDAY SMALL BUSINESS MANAGEMENT ADVICE: BE MEMORABLE

Memorable customer service is the most important point of difference a retail business can have, especially a business which does not make what it sells and therefore could have its products being sold by any other business apple to reach the same pool of shoppers.

We call it memorable customer service because it truly has to be that … memorable. So memorable that it is praised by your customers to others.

Good customer service should be the norm, the lowest hurdle any retail business can jump. Memorable customer service, the level of customer service that makes a shopper talk about the experience to their friends, must be the goal and it is the word of mouth from these customers that is a factor in driving traffic growth.

Memorable customer service is just as vital to Point of Sale software companies as it is for retail businesses. Since we own retail businesses as well as our POS software company we see it, live it and reach for it from both sides.

This is why we work hard to encode the ability to focus on customer service in our Point of Sale software.  That’s right, retailers using our software have touch points they can leverage using software which help deliver the kind of memorable customer service we are talking about here.

Memorable customer service in retail, just as in a software company, is experiences which exceed expectations, it delivers benefits outside of what you expect even from a good business.  In our IT company we compete with big IT companies and small, like us, IT companies. While we want our software to be the point of difference customers notice and talk about positively, it is our customer service which is loved and mentioned to colleagues more.  Realising this was an epiphany for us.

We focus on building stronger, better and more valuable software. But we also surround this, completely, with customer service experiences which are the very best of the best. This gives us, and our customers, the best of both worlds. And we love it ourselves.

Given that most retailers do not have products unique to their businesses, delivering memorable customer service is critical to the business plan.  Small and independent retailers can do this more easily and effectively than big retailers. From the genuine smile to shoppers to product knowledge to that extra information which helps a shopper get more out of the product purchased than they would have had the purchased the product elsewhere. This added value is the key and it can be delivered in almost any situation and with any product from a stapler through to a high-end road bike.

So, beyond our software and as part of our customer service focus, we seek out opportunities to help our customers deliver memorable customer service.  Indeed, this was one topic we covered in the recent face-to-face user meetings we ran in capital cities and major regional centres around Australia.

As a Point of Sale software company, our mission is to deliver constantly improving retail management software backed with memorable customer service and going beyond this with business insights and assistance which helps our retailers themselves deliver exceptional and memorable experiences to their customers.

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SUNDAY SMALL BUSINESS MANAGEMENT ADVICE: CHOOSE MUSIC THOUGHTFULLY

Is the music you play in your retail store right for the retail store? While major chains broadcast in-store radio with ads for what they sell, you can create an oasis in your business that suits your customers and the retail space you create for them.

Rather than turning on commercial radio or playing CDs, our suggestion is to sign up for a premium service like Pandora, ideally the ad-free version. Pandora [provides an excellent selection of stations, allowing you to set the mood based on the season or other aspects of what is going on in your business at the time.

Using a service like Pandora brings flexibility to the business, it ensures change and helps provide an environment that is more enjoyable and flexible.

No music is not good. Commercial radio may be okay in some situations but the ads promote outside your business. CDs need changing and you need a vast library to have a different sound. Pandora, or a similar service, is ideal for i-store small business retail use. This is what we see in plenty of retail businesses now.

There is a free version of Pandora, and other services, that you can try before you spend any money on ad-free facilities.

The sound of your business can help drive excellent sales for little or no cost.

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SUNDAY SMALL BUSINESS RETAIL MANAGEMENT ADVICE: HOW TO KEEP YOUR BUSINESS MORE SECURE

Security is important in any business but especially in a small independent retail business. Here is a list of actions we recommend you consider to ensure your business is secure.

  1. Know how many keys there are to your premises and who has them.
  2. Keep a spare key in a safe place away from the business.
  3. Keep a current data backup off site. Regularly check that you can restore the data from your backup and that the data is current.
  4. Regularly check the use of your business software for the deletion or alternation of sales as this could indicate employee fraud.
  5. Have current reputable virus protection on all your computers.
  6. Have current reputable firewall installed on your network.
  7. Never open a zip file sent by email.
  8. Never open an email from a bank, the ATO or the police.
  9. Change the most powerful / valuable password for your computer software monthly and share it sparingly. Passwords should be complex. Check the strength of your password here: https://howsecureismypassword.net
  10. Be discrete when talking about the business and its performance.
  11. Do not do the banking at the same time every day or every few days. Do not follow the same route. Do not carry the same bag.
  12. Have a camera system installed to get a good shot of the faces of everyone entering and leaving the business.
  13. Consider registering your CCTV with the local police – this is an option in some jurisdictions.
  14. Ensure customers can see they are being filmed.
  15. Train employees to make eye contact with customers.
  16. Train employees on emergency procedures for handling: theft, aggressive people, shoplifters.
  17. Use the full stock control facilities of your software to understand the financial cost of shoplifting.
  18. When doing magazine returns, check discrepancies weekly to understand magazine theft.
  19. Ensure your windows are not cluttered. The police advise cluttered windows are a security risk because of what they can hide.
  20. Ensure there is good lighting outside if the store is locked up when it is dark.
  21. Ensure you have the best possible sight lines of the shop from the counter.
  22. Have a no personal items at the counter policy.
  23. If you catch someone in the act of shoplifting ask them to wait in the store, and call the Police. Also (advice from NSW govt. Crime prevention):
    1. Tell them who you are.
    2. Tell them why they have been asked to stay in the store. o Advise them that Police have been called
    3. Ask the person to surrender any property that doesn’t belong to them. Remember, retailers and other citizens have no legal right to search a person.
    4. Most importantly, do not put yourself at risk.
  24. Have a clear refund processing policy and ensure all employees are trained on this.
  25. Track all sales by employee code.
  26. When hiring: ask if applicants agree to a police check, check their references, do not hire friends of employees, explain your commitment to zero tolerance re employee theft.
  27. Have an employee theft policy in full view.
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SUNDAY SMALL BUSINESS RETAIL MANAGEMENT ADVICE: MAYBE IT IS TIME TO CHANGE YOUR FRIENDS

Who do you talk to about your retail business? Are they sympathetic, pandering almost? Or, do they challenge your perception of your business?

Do they agree with everything you say? Do they offer pity as a response for you explaining your situation?

Good friends will challenge what you say. They will ask tough questions to test what you say about business performance. They will not put up with a victim mentality. They will want to know what you are doing to improve your situation and that your actions are rooted in your business data.

If your friends don’t challenge you when you talk about your business consider seeking out others you can talk to who do challenge you. 

Owning a business of any size can be tough and lonely. In the business it is rare you will be challenged. In your immediately family, too often, you will not be challenged. This is why you need to seek out those who could and will challenge you. You need to be challenged. Your plans need to be tested through tough questioning.  While some good friend will do this for you many will not.

So, do you need to change your friends?

Seek out people who will give you truthful assessment of what you say, people who will have an opinion and be unafraid to share it. You want people who will actively listen to you and give you their insights.

Seek out people who will want the same from you.  The ideal friendship is one that is equal, open and honest in conversation.  This is what retail business owners need – people who can help them see what they may not be seeing for themselves.

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SUNDAY SMALL BUSINESS RETAIL MANAGEMENT ADVICE: 6 WAYS TO PROMOTE YOUR POINT OF DIFFERENCE THIS WINTER

Winter can be tough for some people. It can be tough for retail too as traffic is often down. Independent retailers have an opportunity to leverage the season, to make it more enjoyable for you and your customers.

Here are six suggestions to get you thinking abut winter differently:

  1. Reach out to retirement villages and nursing homes. Pack up key items from your shop and tele it on the road – go to those customers who can’t come to you because of the cold.
  2. Offer free delivery. If option one does not work for you promote a delivery service so people shut in can still get their  fix. Be the retailer who goes the extra mile.
  3. Add to your customer service. have somewhere people can place their umbrellas and raincoats when they enter.
  4. Keep your shop warm. Offer hot coffee, tea or hot chocolate. Maybe have a slow cooker with some delicious home cooked vegetable soup using a recipe from a magazine you have in-store.
  5. Have a summer sale. In the middle of winter, at the coldest, have a blow-out sale and call it something like a SIZZLING SALE. Get people warm with great prices.
  6. Change your music playlist. If you’re using an online music service, select brighter, warmer music.

If your shop is in a really cold area consider an outer door to keep the warmth in. They do this a lot in Europe and the US in Winter.

Winter is a seasoning which you can show off your point of difference and get people seeing your retail business differently.

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SMALL BUSINESS RETAIL MANAGEMENT ADVICE: HOW TO CUT EMPLOYEE THEFT

Okay so we have shared advice on cutting employee theft before, many times in fact. The things is – employee theft continues in small business retail, too often. It can be reduced in any retail business if you follow this simple advice:

  1. Use stock control. Enter new stock as it comes in, scan all sales and only reorder based on what you software says. Every month do a stock take. Popular item stock discrepancies are an indicator of theft.
  2. Scan everything you sell. Do not use department keys as this makes it easier for employees to steal since they know there is no trackback to stock on hand.
  3. Do your end of shift through your software and have a zero-tolerance policy on being over or under. Reconcile banking to your computer software end of shift.
  4. Do spot cash balancing. Unexpected checks can uncover surprises.
  5. Change your roster. Sometimes people work together to steal. One retailer found a family friend senior and their teenage daughter stealing consistently.
  6. Check your Audit Log. Look at cancelled sales, deleted sales and items deleted from a sale.
  7. Check GP by department. If GP is falling outside what you expect, research it further.
  8. Setup a theft policy. Put this on a noticeboard in the back room. Get staff to read it and sign up to it. See the last page of this advice.
  9. Keep the counter clean. A better organised counter reduces the opportunity for theft as it makes detection easier.
  10. Have a no employee bags at the counter policy. This makes it harder for them to hide your cash.
  11. Beware employees who carry folded paper or small notepads. These can be used for them to keep track of how much cash is in the register that is theirs – i.e. not rung up in the software.
  12. Beware of calculators with memories at the counter.
  13. Do not let employees sell to themselves. If they want to purchase something make them purchase it from the other side of the counter.
  14. Be professional in your management of the business. The more professional your approach they less likely your employees will steal as they will see the risk of being caught as high.
  15. Advise all job applicants that you will require their permission for a police check.
  16. Do not take cash out for your own use in front of employees. If they see you take cash for a coffee or lunch some will see this as an invitation.
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Sunday retail management advice: use your window

The front window of any retail business is one of the most important marketing statement you can make. It can attract people in who might otherwise not have shopped the shop. It can get your business talked about. It can show off the pride you have in your business.

Here is one window we saw last month in New York. It is of a tea shop – yet that retail nice is not evident on first glance at the window. The window display is a wonderful Alice in Wonderland homage. It stops people and once they stop they soon realise what is being pitched.

This window is a perfect example of small business marketing through the window.

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Sunday retail management advice: use a museum piece to drive traffic

IMG_4574A trend in specialty retail overseas is to have a locked and secure cabinet housing a product people may not purchase but will come in to look at and photograph and salivate over.

The photo shows a runner designed by some famous guy. The pair sells for US$9,000. The manager of the store told us they have at least 50 people a day come in a look at the boot and take photos and that enough purchase other items to make the investment in the stock worth it.

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TOWER SYSTEMS AT ATLANTA GIFT FAIR IN THE US

A team from Tower Systems further benefited from participating in the Atlanta Gift Fair last week, networking with small business gift and homewares retailers as well as their suppliers – including suppliers from Australia. Thanks to contact since the show, the benefits are being realised quickly.

This large gift fair – representing 7,300 brands – is attended by thousands of retailers. It is the gift and homewares retailers the industry’s largest event featuring the most comprehensive collection of home décor, furniture and gifts. The venue spans multiple buildings and multiple floors in each building – it is many times larger than the largest gift fairs in Australia. This is what makes it an exciting event for us – a real eye-opener.

The range of products on show is more diverse and the types of businesses attending is equally diverse. This is why attending has been beneficial for the Tower Systems team as they have been able to expand their horizons as to how our POS software can better serves the needs of growing gift and homewares businesses.

We are not detailing takeaways here for obvious reasons.

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SUNDAY RETAIL MANAGEMENT ADVICE: DEAL WITH SUPPLIERS WHO SAVE YOU TIME

Too many wholesalers serving small business retailers do not provide invoices in an electronic form. This costs retailers time. It also costs money through mistakes that are easily made in manually processing these old-school invoices.

By preferencing suppliers that provides electronic invoices you reward those businesses supporting you with more efficient business practices.

Tower Systems helps small business wholesalers to produce electronic invoices for their small business retailers.

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POS software co. Tower Systems at CES in Las Vegas

Members of the Tower Systems leadership team were at the Consumer Electronics Show in Las Vegas last week, checking out trends, talking to start-up and innovators, renewing business connections and getting a feel for 2016 and beyond.

While our plans for this year were locked in months ago, it has been wonderful to consider these in the context of the latest trends.

There is no substitute for being there, in the amazing halls of CES with close to 200,000 others to see what appeals.

For commercial reasons, the insights of CES will be kept internally within the company for now.

IMG_3558 (2)

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SMALL BUSINESS RETAILERS NEED GOOD GIFT CARD SOFTWARE IN WAKE OF DICK SMITH COLLAPSE

IMG_3465The woes of retailer Dick Smith and the swift announcement of the status of gift vouchers by the Administrator last week has made shoppers suspicious of gift vouchers. This is what happened following the collapse of the Red retail group – Angus and Robertson – some years ago. It took months for trust to rebuild.

Unfortunately, we can see a similar situation follow what is happening at Dick Smith at the moment.

Thanks to the comprehensive gift voucher / gift card management facilities in our software, our small business retail partners have a good story to tell about managing the cards / vouchers and the cash collected.

Our software is well established and tested in this area, across multiple retail channels. we manage the vouchers in a way a CPA would expect and the way a shopper can trust.

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Sunday retail business management advice: get your web strategy right

A tech company recently sent out a survey on 2015 activity to their customers with an out of date logo, a design from the 1990s and a follow up thank you note referencing 2014. These three missteps made the business look unprofessional in its approach. They made it an easy target for anyone wanting to show weaknesses in the business. Their communication also provided some fun for competitors.

Since online is so vital to business today it is important that your online and electronic communications are on point: professional, using your current logo and art, referencing current activity and followed up with relevant material.

Software companies and all businesses need to be professional in every contact as the last contact could be the one on which we are judged.

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Helping small business retailers manage labour cost

Labour is the second highest cost in small business retail yet it is often among the least managed. Tower Systems helps small business retailers manage labour costs. By manage, we mean keep efficient to ensure they are appropriate to the needs of the business. We have helped small business retailers cut labour costs by 25% without any downward impact on sales revenue. We do this through our smart POS software in a range of ways including:

  • Tracking sales by time.
  • Tracking sales by employee.
  • Employee rostering.
  • Tracking labour cost by hour.
  • Mapping costs against seasons and other important activities within the business.
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Sunday small business retail management advice: give people waiting something to buy

candylaneSupermarkets, fuel outlets and convenience retailers nail the candy lane, the floor space in front of the counter where people line and wait to be served. It’s called the candy lane because it’s where candy is often sold. It is a space strategy appropriate to any retailer.

What is it you present to shoppers who approach the counter, any counter in your business? Are impulse purchases by your shoppers growing?

Products need to be easily understood and relevant to your business. They need to be products on which customers can make a split-second decision.

Manage your candy lane for success.

Success is shoppers purchasing items on impulse from display units placed in your candy lane.

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Small business retailers offer better loyalty value than Woolworths and Coles

We checked in recently with several retailers running our loyalty software facilities and in each case we found these small businesses offering loyalty programs that were between ten and one hundred times more valuable to shoppers than those run by Coles and Woolworths.

We are proud to play a role in these small business retailers offering valuable loyalty programs that focus on real value for customers.

From points to dollars off to multi-buy to rewards for future purchases, the loyalty programs available through the Tower software are considerable. Their flexibility is excellent as if the commercial benefits to our small business retail partners.

We are confident Tower Systems can help you:

  • Get customers spending more in a visit.
  • Bring existing customers back sooner.
  • Attract new shoppers to your business.
  • Drive impulse purchases at the sales counter.
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Helping small business retailers transact without a POS software computer system

Tower Systems has published updated advice to help retailers transact in the unlikely event of their computer system not being available. This advice proved to be popular with our customers – we can tell from the considerable download count.

Small business retailers learn to rely on their POS software. If it becomes unavailable for some time and for reasons outside anyone’s immediate control it can challenge the business operations. This is why having a plan for survival is vital to the business.

Planning for contingencies such as a blackout, massive hardware failure or some other contingency is important in retail and we take our role in guiding retailers on best practice business management seriously here at Tower Systems.

This latest business management advice is part of a long-term commitment to publish advice that is useful, accessible and freely available for our small business retail customers.

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Sunday retail management advice: basket analysis helps you sell more

Basket analysis is the analysis of products purchased by transaction – shopping basket. Such analysis typically compares two trading periods overall and by day of week. It also includes this analysis by supplier comparing trading periods and day of week.

Basket analysis shows you the efficiency of product categories (departments). For example, see how many baskets include one category of item and nothing else. You can also see the numbers of times sales are single item sales.

Basket analysis underscores the value to the business of newer categories such as gifts and toys.

Basket analysis at a supplier level is equally insightful, allowing you to compare the basket efficiency and value of suppliers between two tradition periods as well as across each day of the week between two trading periods.

It is at the basket analysis level that you can determine product efficiency. A product is more efficient for you if it is purchased with other items in our view. You can drive this by careful placement on the shop floor, promotion at the sales counter and working with customers on the shop floor to guide their purchases.

It’s an example of how you can use comprehensive business data to drive your in-store actions. For example, knowing what we know about pop vinyls, Saturday is the day we really focus on them with secondary locations to do even better from the Saturday opportunity.

Basket analysis can also help you with rostering. With some category sales requiring more staff time that others, you can consider the product mix sold by day and adjust your roster accordingly. Trimming wages is an important cost saving focus in business.

The goal has to be deeper baskets (more items per transaction) and a greater spread across product categories – but with a focus on higher margin items so that also lift the overall GP performance of the business.

In the Tower Systems software the report to use for this analysis is the Basket Analysis Report. It provides an extraordinary insight into baskets.

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POS software helps retailers sell more hampers at Christmas time

Christmas is hamper season for many retailers and Tower Systems helps retailers easily and confidently make, manage, sell and deconstruct hampers.

We track all the components of a hamper, special package pricing, sales history, customer engagement and, if necessary, the breaking down of hampers to single items should a hamper not sell.

Making it easy to manage hampers helps the Tower software be selected by gift shops, bike shops, pet shops, garden centres and other retailers where hampers are an important part of the Christmas trade.

Our work in the hamper space started years ago when we sold our software to a hamper specialist. They guided us to develop smarter tools and these sit in the core POS software we offer to retailers today.

Hampers are a terrific way for local small retailers to pitch a point of difference. Our software makes hampers easy to manage and sell. More important, our software makes it easy to leverage for next season.

This is another POS software Tower AdvantageTM.

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