racial profiling

Retail Burnout Matters

January 15, 2016 by Staff Editor Leave a Comment

The holidays are over and all over the country retail personnel are saying, “I can’t do that again. I’ve got to get out of retail.” Some of them are, understandably, experiencing a momentary stress or anxiety reaction. After they’ve had some time to de-stress they’ll bounce back and want to stay in the field.

Others, however, may be experiencing burnout, which is a more serious condition. Instead of being a temporary reaction to a specific situation (the demands the holidays make on retail staffs) burnout is a state of chronic stress. People won’t “just get over it” now that the holiday have passed, because it’s more than “having a couple of bad months”.

Over time constant stress can alter a person’s mental, emotional and physical well being. Some of the symptoms include: a lack of or loss of enthusiasm for the job and personal interests, physical and emotional exhaustion, depersonalization of others, cynicism, detachment from surroundings and people, feelings of ineffectiveness and a low sense of personal accomplishment.

On a professional level this affects their day to day work performance, as well as their relationships with co-workers and customers. By the time people become burnt-out they usually have developed new – and escalated already existing – undesirable attitudes and behaviors.

In many cases their work ethic and moral compass slips. This directly affects the store’s bottom line, as they no longer function effectively. This results in: theft of time, money, product and supplies, sloppy paperwork, inattention to security issues and procedures, indifferent or rude customer service, poor inventory control and no vendor oversight.

In addition to the financial consequences, they often create a problematic work atmosphere. Burned out people are dissatisfied people, and those with limited awareness of their condition will blame other people, places and circumstances for their difficulties. They become the complainers, pot stirrers and nay-sayers.

Their changes in behavior and attitude can be difficult to see at first because burnout “sneaks up”. People don’t all of a sudden wake up one morning and have burnout, nor does it abruptly go away. It’s developed over time and will only get better if it’s acknowledged and dealt with. The sooner co-workers and supervisors confront their actions the better for all concerned.

Nicole Abbott is a professional writer who’s had over 100 articles published. She’s a business consultant and former psycho-therapist with over 20 years of experience in mental health, business and addiction. She’s a coach, lecturer, trainer and facilitator. She has conducted over 200 workshops, trainings, presentations, seminars and college classes.

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Merchandise Return Fraud

December 30, 2015 by Staff Editor Leave a Comment

Shoplifting during the holidays is a big problem for retailers in the United States. The holiday season brings more customers into their stores, but shoplifters know this and they take advantage of this fact to go into the stores and walk out with hundreds of dollars in stolen merchandise. But after the holidays, you are dealing with another kind of fraud. Merchandise return fraud has seen an increase over the previous year, and retailers now have to deal with this problem after the holidays are over.

For more about this and other topics, follow the links below.

Post-Holiday Merchandise Return Fraud

Retail theft statistics show that the vast majority of returns are legitimate and part of doing business as a retailer.

Returns and return fraud are a big issue—and getting bigger. In 2014, $284 billion worth of retail merchandise was returned in the United States,according to the Retail Equation. That represented a 6.2% increase over the prior year, and 2015’s numbers are expected to grow even higher. Brick-and-mortar stores report returns in the 5-10 percent range. E-commerce retailers report numbers averaging 10-15 percent, with returns of apparel running as high as 20-30 percent. The research firm IHL Group estimates that, overall, returns cost retailers 4.4 percent in revenue that is lost on items that can’t be resold or must be discarded.

Within the retail loss prevention community, when returns are mentioned, most focus on return fraud. To be sure, it is a huge issue with volume estimated at $9.1 billion, again according to The Retail Equation. When return abuse is added in, that number jumps to an estimated $15.9 billion. But, as large as these numbers are, it is estimated that return fraud and abuse only make up about 6.1 percent of returns. So 94 percent of all return transactions (equating to $245 billion) are legitimate.

Retailers Estimate Holiday Return Fraud Will Cost Them $3.8 Billion, According to NRF Survey

WASHINGTON, December 19, 2014 – Techniques and processes put in place to thwart criminal activity around retailers’ return policies continue to be put to the test, and with steadily improving retail sales, even more is on the line when it comes to losses from return fraud.

According to the National Retail Federation’s 2014 Return Fraud Survey* completed by loss prevention executives at 60 retail companies representing grocery, department, discount, specialty and small retailers, the industry will lose an estimated $10.9 billion to return fraud this year. Additionally, of those surveyed, retailers estimate $3.8 billion will be lost to return fraud this holiday season alone, up slightly from last year’s $3.4 billion. Overall, retailers polled estimate 5.5 percent of holiday returns are fraudulent, similar to last year’s 5.8 percent.

“Today’s sophisticated technology does well keeping criminals at arm’s length but often isn’t enough to completely stop the unethical practices of organized and individual retail fraud occurrences,” said NRF Vice President of Loss Prevention Bob Moraca. “Return fraud has become an unfortunate trend in retail thanks to thieves taking advantage of retailers’ return policies to benefit from the cash or store credit they don’t deserve. Additionally, many of these return fraud instances are a direct result of larger, more experienced crime rings that continue to pose serious threats to retailers’ operations and their bottom lines.”

Reflects on How a Shoplifting Charge Changed Her Life

Shoplifting consequences that ended a 35-year career in journalism.

On February 11, 2012, officers of the Tucson Police Department cited former Tucson KVOA news anchor Martha Vazquez on a shoplifting charge. According to the report that was filed, Vazquez was cited for shoplifting at the Dillard’s in the Tucson Mall after a loss prevention officer observed her conceal an Eileen Fisher jacket value at $338.00. After she was detained, a search of her belongings also yielded a pair of Kenneth Cole sunglasses valued at $30 that had also been shoplifted.

Vazquez said that after the shoplifting charges ended her 35-year career in broadcast journalism, her life hit “rock bottom.” She resigned her prominent position, sank into a deep depression and left Tucson for Washington State. Now, Vazquez says the time that she spent out of the public eye in Washington after her incident in 2012, was “a healing journey.” She is now back in Tucson; is being treated for depression and says that she wants to help others.

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Shoplifting Prevention and Tips

December 22, 2015 by Staff Editor Leave a Comment

The security of your store during the holiday season is often tested to the limits by the quantity of customers and employees that enter your store daily. Preventing employee theft and shoplifting during this time of year is not something you expect to accomplish 100% of the time, but if you have preventive measures and procedures in place, you can minimize your loses and keep your employees and customers safe. If you need more tips or information about this topic, follow the links below to read more.

Business Owner’s Rights for Shoplifters

Shoplifting is a major expense for many businesses. A retailer suffers a loss from the unpaid merchandise, and it has the added expense of surveillance equipment and personnel. Each state enacts its own shoplifting laws that should be read by the prudent business owner. While an employee may be justifiably angry when he witnesses a crime in progress, he must follow the store policy or face the possibility of the thief suing him and the store for a violation of his civil rights.

Surveillance

Most consumers realize that the majority of stores have security cameras installed inside and outside the building. In addition, loss prevention specialists walk the aisles looking for suspicious activity and responding to alerts from the monitors. What people may not realize is that the insides of dressing rooms are under surveillance in at least one major department store. On July 21, 2011 Channel 10 News in Tampa Bay, Florida, reported that Macy’s flips the doors to dressing rooms so the slats face downward. This allows anyone — or any camera — outside the room to see in, although that’s not obvious to the customer inside the room trying on clothes.

SHOPLIFTERS STEAL AN AVERAGE OF $134 EACH TIME

November and December are peak months for shoplifting. Not really a surprise. Shoplifting increases 10 percent or more during the holidays, according to security companies.

Retailers are getting better at preventing shoplifting and recovering some of their merchandise, but the losses are still staggering. The average value of items stolen per case is $134.

Over $10 billion in merchandise is lost annually, according to University of Florida research of the nation’s largest retailers, and just $159 million in stolen merchandise was recovered in 2014. Another $82 million was recovered when the shoplifter got away.

Nearly 1.2 million shoplifters were caught in 2014, an increase in apprehensions of 7.4 percent over the previous year, according to the annual retail theft survey by Jack Hayes International, a loss prevention consulting firm. The survey included 25 large retailers with over $700 billion in sales and 23,250 stores.

10 Tips to Prevent Shoplifting

Shrinkage, or retail theft, can have a serious impact on your bottom line. The National Association for Shoplifting Prevention says more than $35 million worth of goods are stolen from retailers every day. And while all businesses are susceptible to shoplifting, some — like clothing, book and jewelry sellers — are more so.

While teaching your staff to spot and handle shoplifters properly is a crucial deterrent, you can also implement store design tactics to help prevent stealing. Here are 10 of the best ways your retail small business can deter shoplifters today:

Maximize Visibility: Keeping an eye on merchandise is the first step in loss prevention. Place shorter displays close to the register and taller displays near the perimeter of the store so all merchandise is completely visible from your perch. Use mirrors to eliminate any blind spots, and be sure to keep your store neat and tidy, so employees can tell at a glance if something is missing or out of place.

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Preventing Shoplifting This Holiday Season

December 14, 2015 by Staff Editor Leave a Comment

By now the holiday season has been in full force for a few weeks, and the stress your management team, employees and security personnel are feeling is a bit overwhelming. Shoplifters during the holiday season are abundant, and police and retailers try to be more vigilant and proactive by implementing security measures during this time than at any other time of the year. Follow the links below for more information about this and other topics.

Police step up efforts for holiday crime

As the holiday season gets under way, local police are gearing up for the all-too-predictable spike in property crime.

Hanford police Capt. Pat Crowe said officers will be stepping up their game over the next few weeks to deter vehicle burglaries, robberies and other crimes typical of this time of year.

“Every [patrol] shift was tasked with coming up with their own holiday project,” Crowe said.

Crowe said those projects include probation and parole sweeps focusing on individuals with known histories of gang activity, drug-related offenses and property crimes. Foot patrols and motorcycle units will also increase their presence at the Hanford Mall and other major shopping centers.

“Our main focus is to be visible and hopefully deter criminals from doing what they’re going to do,” Crowe said.

Lemoore Police Chief Darrell Smith said each of his department’s patrol shifts also devised a plan to tackle holiday crime. The result was a number of special operations that will unfold through New Year’s Eve.

Police offer tips to stay safe during holidays

If you’re tempted to share your holiday plans or photographs of Christmas loot on social media, local law enforcement officials want you to think twice.

“We live in an age where people put so much information out there about themselves,” said Cindy Kozerow, crime prevention specialist with the Lynchburg Police Department.

“Do not announce on Facebook, ‘Hey, we’re going to grandma’s for the holidays,’ because what that says is ‘Hey, my house is empty, so come and steal my stuff.’”

She explained how the holidays present a unique opportunity for thieves looking to capitalize on people’s good will and sense of safety in their own homes.

Checking in at stores on social media pages or opening window curtains at night to show off decorations lets potential thieves know when your home is empty, and gives them a glimpse of goods stashed under your Christmas tree.

‘Shoplifting Season’ for local businesses

Rogue River, Ore — The holiday shopping season can mean trouble for local businesses as big crowds come in but some say they’re sick and tired of getting ripped off. Sometimes it’s as simple as a Facebook post.

In Rogue River the police are working with one local business to make sure their products stay on the shelves and don’t fall into the hands of thieves.

“We’re a small store, and it really hurts us,” said Justin Norris.

At Rogue River Pharmacy and variety store shoplifting is something assistant manager Justin Norris has to deal with far too often.

“Lately we’ve had a problem with people from out of town coming in and shoplifting,” said Norris.

Rogue River police are looking to put an end to it by posting pictures online of suspected shoplifters and suspicious persons, one of whom confronted a uniformed police officer before leaving empty handed Tuesday.

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HOW TO SPOT A SHOPLIFTER

December 11, 2015 by Staff Editor Leave a Comment

What does a shoplifter look like? How do you know if someone is going to steal from you? I get asked these questions all the time by store associates and mangers. The real answer is, a shoplifter doesn’t fit any specific demographic. There is no common appearance to a thief. I’ve personally apprehended 12 year old kids, soccer moms, grandmothers, lawyers, doctors, truck drivers, college professors in addition to the professional thieves. There are a few tips to look out for that you should share with your teams.

Looking around/up for associates and/or cameras

Most people shop by looking at the product in front of them. I always get suspicious when I see someone looking everywhere but in front of them. Subjects that are constantly looking up (for cameras) are pretty easy to spot; when’s the last time you looked at the ceiling at the supermarket? These people usually catch my attention rather quickly.

Grabbing items without regard to size, color or size

If I’m shopping for a pair of pants, I am looking for a specific style and size. Thieves who are looking to steal to resell usually will just take whatever they can get their hands on. If you see someone walk by a display of clothing and just start randomly selecting product, they may be planning on stealing that product from you.

Clearing pegs/shelves

If I’m buying *electronic item x*, chances are, I’m only going to buy one. If you notice someone clear an entire peg or shelf, especially if it’s a high risk product, which is another great indicator that their intentions may be less than honest.

Wearing unseasonal clothing

This one is my favorite. Every time I’ve seen someone wearing a coat in the summertime, I’ve ended up throwing them in jail for stealing from me. If it’s 90 degrees outside, someone wearing a thick coat should send up some major red flags.

Staging merchandise

Maybe you walk by a quiet corner of the store and see a subject place a few pairs of headphones on a back aisle. Perhaps they decided not to purchase them; or perhaps they’ve staged them to steal after they’re convinced that the area is clear. I’m always suspicious of buggies of product near fire exits. Often times, a thief will stage product prior to committing the theft. If you find product out of place, it’s best to simply return it to its home location

Removing/attempting to remove EAS devices

No brainer, right? If you walk by someone and they are really struggling to remove an EAS device, they probably don’t have intentions on buying the item. If you, or your team see this, the customer should immediately be given customer service. I usually ask if I can help them with the security device… it gets the point across that I am aware of their actions, without me actually having to say anything accusatory.

While not every shoplifter will demonstrate the same overt acts, if store personnel are attentive and engaging with all customers, these behaviors can be picked up on and properly relayed to store managers. Remember, there is no better anti-theft tool than a well-trained, attentive employee. By looking out for these subtle cues, your team can better protect your #1 financial investment, store inventory.

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HOLIDAY SAFETY TIPS FOR YOU CUSTOMERS AND YOUR EMPLOYEES

December 11, 2015 by Staff Editor Leave a Comment

It seems like the months of November and December are just ripe for criminal activity in our stores. These are the months that we see a spike in not only internal and external, but other, more serious crimes like burglary, armed robberies, car theft, and purse snatchings. Over the last decade, I’ve put together some holiday safety tips for my stores and I’d like to also share them with you.

One of the most common crimes that occur in our parking lots during the holiday season are vehicle burglaries. Busy shoppers are running from store to store and packing their cars full of goodies. Valuables left in plain sight attract criminals like a moth to a flame. What’s worse is that with all the hustle and bustle, often times, shoppers inadvertently leave their car doors unlocked. This one is simple to solve. First, leave all valuables and gifts in your trunk, out of sight. Second, LOCK your doors. I once partnered with local law enforcement in a store I had significant issues in and printed up some small reminders. We gave these out to every customer during checkout all season long. The customer’s appreciated the tips and we saw a reduction in parking lot incidents.

Another common theft for criminals this time of year is stealing from your customers while they shop. A busy mom sets her purse, or cell phone on the top of her buggy. In a split-second, she turns around to wrangle the kids, or to grab a hot deal. When she turns back, her purse or phone is gone. I’ve seen this happen so many times, and each time it could simply be prevented. Don’t leave your personal belongings out of sight, ever. I make it a point when I’m walking my stores, or even when I’m out shopping, to educate people on how to best protect their belongings. The last thing someone needs is to have their purse full of their hard earned money stolen right before Christmas.

We can talk about customer safety all day long, but what about your teams? We all have an obligation to keep them safe as well. Our early morning and closing teams are usually the most vulnerable. Remember that there is safety in numbers. When closing, it’s best that the entire team leave at once, with the manager, as opposed to allowing them to leave individually. This will help reduce the risk of personal crimes late at night, in addition to an after-hours robbery. The same should go with your opening team. Once the manager arrives, all employees should then get out of their vehicles, instead of waiting outside the doors. Closing and opening managers should also make it a point to drive around the perimeter of the store to look for signs of forced entry and any suspicious persons and/or activity.

Armed robbery. I dread this time of year because for my stores, every robbery we’ve ever had occurred during this time of the year. We’ve had a handful of robberies during business hours and about the same number after-hours. While it’s very hard to prevent a robbery, there are a few steps you can train your team to do in order to get out alive and unharmed. Thankfully, we’ve never had an injury as our teams followed the steps below each time. I’ll close out my holiday safety tips with these quick tips on how to stay safe during a robbery.

Stay calm.
Comply with all demands
Give them whatever they want, as quickly as possible
Get them out of the store as quickly as possible
Do not call the police with the gunman still in the store. If police arrive quickly, there could be a shoot-out, or a potential hostage situation
Try to remember as much descriptive information as possible (hair color, race, eye color, tattoos)
Do not touch anything after a robbery. You don’t want to contaminate the crime scene, as police may be able to obtain DNA or fingerprints from the safe, doors, or countertops

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How to Find a Good Security Consultant

December 11, 2015 by Staff Editor Leave a Comment

In today’s business climate it’s impossible for an owner or manager to have all the knowledge and experience needed to run a successful company. There’s too much new and changing information (i.e., technology, taxes, healthcare, government regulations, legal liability) for any one person to keep up, let alone have a working understanding.

That’s why even very small businesses are using temporary specialists more often than ever before. Outside experts fill the many gaps which any business has: lawyer, marketer, accountant, consultant, business analyst or web designer. Increasingly, one of the requirements for many companies is security consulting.

The growing need for risk assessments and security measures is an area of concern most companies have never had to face. It’s an area which requires expertise beyond what the average manager or owner can be expected to have. It just makes sense to outsource it.

But, how do you find a good security consultant? As any good security consultant will tell you — due diligence is the key. To get you started here are a few tasks to do and questions to answer for each candidate.

* Interview more than 1 person, 3 is usually enough to find the right one.

* Do they welcome or hinder your due diligence? A viable candidate will endorse your actions.

* Check their references and credentials. Also, depending on the project you have in mind, consider doing a background check.

* Evaluate and validate their work experience. Do they have the expertise they claim to have? There are many types of security issues. Does their knowledge fit your problems?

* Are they listening to you and your people? Are they offering solutions before they understand the problems? Are they trying to up-sell you?

* Do they demonstrate responsibility by following up when they say they will (i.e., bids, phone calls, appointments, texts, emails)? If they’re not responsible when they’re trying to sell you, it usually gets worse during the project.

* Is there a contract? There should be one that’s clear and easy to understand.

Security issues — workplace violence, cyber attacks and breaches, employee theft, shoplifting — are continuing to grow. It’s time to think about how they affect your business and take steps to address them. These are concerns that aren’t going to go away.

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What To Do With Your Customer Feedback

December 2, 2015 by Staff Editor Leave a Comment

For retailers around the country and business in general, customer satisfaction is very important nowadays. The internet has made customer complains known worldwide. An uploaded video can go viral without the company having control over it, and the damage it can inflict upon the company can be horrendous. What can you do to assure that you take customer complains or suggestions seriously? What can you do with them once you have the data? For more about this topic follow the links below.

5 Cool Things You Can Do With Customer Feedback

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Time was when getting feedback from a customer was a process so complex, it was akin to getting blood out of a stone. Thankfully, we don’t live in those times.

Today, not only is feedback nothing more than an email away, but customers actively come to you with suggestions and ideas. In fact, theylove sharing their insights with you because they understand that the more feedback they give, the better your product becomes.

However, most of this feedback just ends up cooling its heels in hard drives, which is, well, tragic, considering all the good it can do. A motivational tool, a wall of love. . . the ideas are limited only by your imagination. Here are our top five cool things that you can spin off with customer feedback, to wow your customers and your own employees.

Are Customer Reviews Promoting Your E-Business Like They Should?

Like it or not, customer reviews are a fact of life — and their impact on your business is huge. Columnist Jeremy Smith explains how you can use this to your advantage to promote your brand.

Unless you’re just back from an extended stay in some parallel universe, you know that customer reviews are valuable to e-commerce and increasing online conversions. Even negative reviews can be helpful to you, as the purveyor of a product or service.

The value of online customer reviews can hardly be overstated, though perhaps it approaches being over-documented.

4 Ways to Make Your Customer Satisfaction Surveys Actionable

To truly understand customer feedback, you need to ask an important question: “Why?” The only way to do that: follow up.

“Please tell us how we did.”

A question like that can roll the eyes of even your company’s biggest fan.

For years, customer satisfaction (CSAT) surveys have been the bread-and-butter strategy for getting feedback.

But the big question is, are these surveys useful?

Many companies are frustrated by their surveys, in large part because they don’t know how to derive consistently actionable insights from the feedback they collect. Thousands of responses go into a database, emerging only as a graph that nobody wants to admit doesn’t drive any change.

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EMPLOYEE THEFT IN THE 4TH QUARTER

November 11, 2015 by Staff Editor Leave a Comment

It always seems that as we get into the 4^th quarter, cases of internal theft seem to rise. Every year for the past 8, I’ve dreaded the case load that I know will be coming in the next three months. While it is impossible for me to predict, with any certainty, internal theft cases at any point in the year, I can always guarantee that each one of my 29 stores will have at least one case in the next three months. Good thing I’ve got my bags packed.

I would almost bet that I’m not alone here. Those of you reading this right now have experienced the same thing. Yeah, sure, we see employee theft cases all year long, but why do they seem to increase during the end of the year? Are more people just desperate to satisfy those wish-lists? Is it driven by greed for the season’s hot new electronics? Is it our temporary associates, who may not receive a background check? Probably a little bit of all of those.

Holidays bring pressure, especially if you have a family. Even more so if you are struggling financially. Those children surely need a new tablet, even though rent may take up an entire 2 weeks’ salary. Let’s not forget about utilities and groceries, clothes and other essentials. If someone is desperate enough, Santa will pass, but it will be on your dime. I grew up in poverty. My father worked long hours for minimum wage, and my mother raised 3 kids. When the holidays came around, I can remember my mother taking on temp work and my dad taking on another job. Nowadays, it seems as that type of work ethic is completely unheard of. Why work yourself to death, when you could just steal what you want.

Our employees also have greater access to product. Even before that new tablet hits the display, an employee has to take it off the delivery truck. Chances are, these receiving employees are grossly unsupervised, and can simply cart it out the back door. Just last week, I had a case where two guys were doing just that. They had bilked the store for nearly $10k in product that never made it to the sales floor. The managers learned a very hard lesson about supervision, as well as back door procedures. Employees also learn our system and understand where our weaknesses are. Last year (same store as the first example), the hard-goods employees (all 10 of them) were taking cash payments from customers and loading up bulk items like treadmills, ride-on toys, and basketball goals. The store has a procedure in place for a supervisor to verify all receipts prior to bulk items being taken out. The store was not following this program and it costs them well over $75k.

Temporary workers are another pain in my side. Obviously, we need the additional support in the 4^th quarter. Hiring is essential, but hiring the right person is even more so. My company waives the background check process for temporary hires. It’s the reason I’m bald at 28. There are better alternatives out there. I know a ton of other retailers also have this practice. It’s not good for business. Yes, these people are only working for you for a limited amount of time, but they can do serious damage in that time. Just last year, two temporary cashiers embezzled nearly $30k in one of my stores by processing fraudulent return transactions. Upon their arrest, we saw on their criminal records that each had multiple arrests for embezzlement and shoplifting. They would have never been offered employment outside of the temp hire period.

There is no quick fix, or simple solution to employee theft. As managers and business owners, you have to take proactive steps to minimize your losses. Employees will always find ways to steal from you; it’s your job to make it increasingly difficult for them to do so. The key to a strong 4^th quarter is clearing your store of product, just not through the backdoors.

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THE IMPORTANCE OF CUSTOMER SERVICE

November 11, 2015 by Staff Editor Leave a Comment

For me, this is the last week of the 3^rd quarter. It’s already that time of year once again. In just a few short days, the 4^th quarter will ramp-up and shoppers will be in a tizzy as they check their loved ones off that holiday wish list. I just read a national report that predicts consumer spending this season will be at its highest point since 2008. That’s fantastic news to us retailers. We are poised to post some record sales in the next three months, provided that we execute to our fullest potential. What keeps the customer coming into your store? Is it your customer service levels?

I am a champion of customer service. Like many before me, prior to my LP career I was a store manager for a big box retailer. You can set all the POGs, put up all the proper signage and all those other corporate tasks, but you will find yourself on a lonely island if your store is not customer centric. It’s a two way street. Attentive and responsive employees will help drive sales. They will also reduce shrink.

Take for example a customer shopping for a treadmill. Sure, they could come into the store, pick out the item themselves and cart it out. You just made a $500 sale and you really didn’t have to work for it. Did that customer get the foam mat to protect their floor? What about the silicone lubricant for the belt? How about a new pair of running shoes to prevent an injury, or even some fitness supplements to help them with their workout routine? What if by not speaking with someone on your staff, they purchase a treadmill that doesn’t fit their activity level? You may have very well left an additional $50-$100 on the table in add-on sales. Why would you leave all these extra dollars out there?

My company, like so many others, runs a survey. Customers can call in the number on the back of the receipt and share their in store experiences. I often review these for opportunities in the store. One thing I see the most is that customers feel “ignored”. Is it so hard for our employees to simply greet a customer? I see it so often. Employees who are too task oriented, who whizz past our customers without as much as a greeting. Do you see that in your store? Is it acceptable?

Let’s talk shrink. This is an LP centered magazine, right? Do you know that the very best method for reducing shoplifting losses is? If you guessed customer service, give yourself a pat on the back. First and foremost, a thief never wants to be acknowledged. If your employees are engaging and monitoring their areas, a thief will not have the opportunity to steal your merchandise. When my LP team completes a shoplifting report, there is a checkbox at the end of the report. It asks simply if the suspect was ever provided customer service by an employee. When I get those reports that say “no,” I use that shoplifting incident as a tool to coach the managers of the store, and show them a customer service failure. By training your employees to give high levels of customer service, you can and will deter criminal activity.

Customer service isn’t just telling a customer hello. It’s about each and every employee going the extra mile to satisfy your customer. Every single person that comes through your doors has a choice. They are choosing to give you their money. You, as a manager, should be honored by that choice. You should make it a core philosophy in your building that the customer is the most important aspect of your business. Strive to be the store that people will shop at, no matter the distance from their home. Engage your customers, leave no money on the table and be proactive in reducing shoplifting losses. Remember, customer service means money in your pocket and less product walking out the doors.

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