Data Sharing and Fashion Trends for Apparel Training

Data Sharing for TRAINING PROGRAM FOR
THE APPAREL INDUSTRY: MAY 5, 2012
Research data, sample pictures from source: the internet and
one on ones with selected TM FGDs with total est. of over 1,100
volunteer interviewees for point sight only.

 ORIENTATION
 GOAL
 WHO IS MY SALES PERSON?
 WHO IS MY CUSTOMER?
 FASHION HISTORY
 SECOND SIGHT
 COMPETITION PROFILES
 THE SALES TEAM
 YOU HAD ME AT HELLO
 IS A CUSTOMER A PERSON OR A COMMISSION?
 Q & A DISCUSSION
 QUOTA
 INCENTIVES
 GRAND REWARDS
 SUMMARY

 Simon Sez (Matira Matibay)
◦ Instructions:
 Follow the leader’s instructions
 Those who make a mistake are pointed out by the
leader and is out of the game
 Those out of the game become watchers who point out
those that make mistakes
 Only one remains to be the winner

• Salary / Allowance Both Males and Females (Males
@ 39%, Females @ 61%)
 Over 10k to 25k – 36%
 Over 25k to 35k – 27%
 Allowance – 10%
 Over 35k to 55k – 10%
 Over 55k – 09%
 Over 5k to 10k – 08%

Both Males and Females
Department Store – 50%
Boutique – 30%
Bazaar (Tiangge, Uk2) – 18%
Abroad – 02%

Both Males and Females in M.M.
SM MALLS – 39%
AYALA MALLS – 24%
ROBINSONS MALLS – 13%
FESTIVAL MALL – 05%
Other malls – 19%

…Tops
◦ Once per quarter - 45%
◦ Once per month - 40%
◦ Once per year - 10%
◦ Once per week - 05%
…Bottoms
◦ Once per quarter - 49%
◦ Once per year - 33%
◦ Once per month - 17%
◦ Once per week - 01%

…Tops
◦ 800 to 1,500 - 40%
◦ 400 to 800 - 35%
◦ 150 to 400 - 12%
◦ 1,500 to 2,000 - 07%
◦ Above 2,000 - 06%
…Bottoms
◦ 800 to 1,500 - 54%
◦ 400 to 800 - 17%
◦ Above 2,000 - 15%
◦ 1,500 to 2,000 - 13%
◦ 150 to 400 - 01%

 Working class yuppies are very trendy focusing mainly on
the following buying process- style and design first
followed by the fit and comfort level followed by the color
and then price and then the brand.
 Whether married or single, they want to stand out in the
places of work they are in as well as in their social circles
recognized as themselves rather than what brand or
apparel they wear.
 Almost happy go lucky, they seem to emulate a handle on
themselves and their destiny.
 They grew up on standards passed on to them by parents
and friends and are most likely to stay with them all their
lives. They visit boutiques influenced by their parents and
friends. This is especially true of the “conio” market of 22
years and below who pointed out brands such as Zara,
Dorothy Perkins and Topshop.

Choice of Style
 Self Empowerment – 57%
 Western – 32%
 Automotive – 06%
 Other Styles – 05%
Buying process starts with style and then
fitting followed by color and then price and
lastly brand.

 …Bottoms
◦ Necessity - 34%
◦ Style and Design - 21%
◦ Good Quality - 10%
◦ Great fit - 09%
◦ Comfortable - 07%
◦ Affordable - 06%
◦ Brand Popularity - 06%
◦ Durability - 04%
◦ On Sale - 01%
◦ More Sizes - 01%
◦ Parent’s choice - 01%

 …Tops
◦ Necessity / Utility - 34%
◦ Style and Design - 25%
◦ Good Quality - 08%
◦ Comfortable - 08%
◦ Great fit - 07%
◦ Affordable - 06%
◦ Brand Popularity - 06%
◦ Durability - 04%
◦ On Sale - 01%
◦ More Sizes - 01%

Top 07
1. Bench – 10%
2. Levi's – 07%
3. Jag – 05%
4. Lee – 05%
5. RRJ, Guess, Folded & Hung, Zara,
6. Forever 21 – 04%
7. Penshoppe – 03%
8. Bayo, Topman, Topshop,
BNY, Mango, Dickies,
People are People – 02%
Source: NationMaster.com, census.gov.ph, newsinfo.inquirer.net, skipsbeachresort.com, Index Mundi, Emerald Garments Survey (265
respondents) 1st quarter, 2012.

TEENS TARGET MARKET
March 26, 2012

 400 to 800 – G 38% B 26%
 800 to 1,200 – G 33% B 28%
 100 to 400 – G 13% B 30%
 1,400 and up – G 12% B 14%
 1,200 to 1,400 – G 04% B 00%
 Less than 100 – G 00% B 02%
Total – G100% B100%
Category Respondents % - G 49% G 51%

 Parents but my choice - G 62% B 54%
 My own savings - G 19% B 43%
 Parent’s choice - G 17% B 00%
 Given as a gift - G 01% B 00%
 Other reason - G 01% B 03%
Total - G100% B100%
Category Respondents % - G 51% B 49%

 Department Store - G 43% B 70%
 Boutique - G 34% B 15%
 Bazzar/Tiangge/Ukay2 - G 23% B 14%
 Abroad - G 00% B 01%
Total - G100% B100%

 SM MALLS – G 40% B 58%
 AYALA MALLS – G 34% B 30%
 ROBINSONS MALLS – G 09% B 06%
 GREENHILLS – G 07% B 01%
 ARANETA MALLS – G 03% B 00%
 Other malls – G 07% B 05%
Total – G100% B100%
Category Respondents % – G 52% B 48%

…Tops
 Once per quarter - G 36% B 65%
 Once per month - G 43% B 22%
 Once per week - G 15% B 00%
 Once per year - G 06% B 13%
Total - G100% B100%
…Bottoms
 Once per quarter - G 50% B 48%
 Once per year - G 21% B 42%
 Once per month - G 27% B 10%
 Once per week - G 02% B 00%
Total - G100% B100%

…Bottoms
◦ 800 to 1,500 - G 53% B 58%
◦ 400 to 800 - G 31% B 21%
◦ 1,500 to 2,000 - G 08% B 08%
◦ Above 2,000 - G 08% B 05%
◦ 150 TO 400 - G00% B 08%
Total - G100% B100%
…Tops
◦ 400 to 800 - G 54% B 30%
◦ 800 to 1,500 - G 28% B 43%
◦ 150 to 400 - G 08% B 18%
◦ Above 2,000 - G 04% B 07%
◦ 1,500 to 2,000 - G 04% B 02%
◦ Given a s a gift - G 02% B 00%
Total - G100% B100%

Choice of Style
 Self Empowerment - G 53% B 52%
 Western - G 23% B 19%
 Automotive - G 06% B 13%
 Other Styles - G 18% B 16%
Total - G100% B100%
Females buy according to fitting, style, price, color and
then brand.
Males buy according to fitting, style or price, then color and
last, brand.

 …Bottoms
◦ Necessity / Utility - G 18% B 37%
◦ Style and Design - G 31% B 23%
◦ Good Quality - G 22% B 11%
◦ Great fit - G 17% B 06%
◦ Comfortable - G 04% B 08%
◦ Affordable - G 00% B 08%
◦ Brand Popularity - G 04% B 03%
◦ For Occasions - G 00% B 03%
◦ Parent’s choice - G 04% B 01%
Total - G100% B100%

 …Tops
◦ Necessity / Utility - G 24% B 41%
◦ Style and Design - G 32% B 23%
◦ Good Quality - G 21% B 11%
◦ Great fit - G 06% B 06%
◦ Comfortable - G 06% B 05%
◦ Affordable - G 05% B 08%
◦ Brand Popularity - G 06% B 03%
◦ Parent’s choice - G 00% B 02%
◦ For Occasions - G 00% B 01%
Total - G100% B100%

Top 3 for Male
1. Bench 18%
2. Penshoppe 13%
3. Giordano, Tribal, Dickies 04%

Top 3 for Female
1. Penshoppe 10%
2. Bench 09%
3. Artwork 07%

 10,000 B.C. the history of man changed with the
invention of the needle and loom. People made
clothing from soaked animal skins by meshing
pieces together. Prehistoric times called for
mostly furs, draped skin, and simplicity.

 Since then, fashion has been inaudibly
prevalent in every niche of society.
The Tribal Class
Subsistence Class
Professionals
EntertainersSkilled workers Rational Climbers
ReligiousThe ConnectedOligarchs

 Fashion and clothing IS the "silent
communicator": protection, modesty, status,
affiliation, identification, comfort,
superstition, religious belief systems and life
style all stem from this.

◦ Knowing what a customer wants before they want it
 Sharpening your perception skills
 Using your powers for good

◦ Just by looking at the customer, you can immediately
start with what style they are currently wearing.
◦ Know how many styles there are? Let me count the
styles…

Jeans have come a long way from their working-class origins. No longer
reserved for physical labor or college campuses, today's haute
dungarees are increasingly acceptable at dinner parties, the office, all
but the most formal occasions. Here are some of them.

 Levi Strauss & Co. (LS&CO) is a privately held
American clothing company known worldwide for
its Levi's brand of denim jeans. It was founded in
1853 when Levi Strauss came from Buttenheim,
Bavaria, to San Francisco, California to open a
west coast branch of his brothers' New York dry
goods business. In 1873 Levi Strauss and tailor
Jacob Davis received a U.S. patent to make the
first riveted men's work pants out of denim: the
first blue jeans. The company briefly
experimented (in the 1970s) with a public stock
listing, but remains owned and controlled by
descendants and relatives of Levi Strauss's four
nephews.

 Levi's Men's 501 Original Fit Jean. The 501s are what
legends are made of and can be worn by men of almost all
body types and sizes because they are not too tight and
not too loose either. With a style that is evergreen, a
button fly and jeans that shrink to fit, the Levi's 501 jeans
for men are a must have in every man's wardrobe.
◦ Body type: The 501 will look best on men with athletic body types
◦ Attitude: The 501 is a no frills jean with a raw attitude so if you
are a guy who likes bling, this jean is not for you
◦ Your style: If you are looking for a pair of jeans which have a style
that has not gone out of vogue since decades and probably never
will, the 501 is a must buy for you
◦ First impression: Wearing the 501, your first impression will be
that of a normal guy with a decent sense of style
◦ Peculiarities: The 501 will shrink to fit so they are best avoided by
men with extra flab around the hip and thigh area

 Levi's Men's 514 Slim Straight Leg Jean. Slim, yet
straight is the fundamental of the Levi's 514 jeans
for men. Low rise, straight and a slim fit make this
jean a must buy for men who like to deviate a bit
from the traditional comfort fitting jeans but are
vary of skinny jeans.
◦ Body type: The 514 will look best on athletic or slim bodies
◦ Attitude: These jeans are a great way to compliment a cool
attitude
◦ Your style: Not baggy, not slim, the Levi's 514 is just right
and can be style you want to carry off on a night out
◦ First impression: A guy who cares about his style and looks,
but never goes overboard with fashion trends
◦ Peculiarities: The 514 have one of the lowest rise of all
Levi's jeans

 Levi's Men's 550 Relaxed Fit Jean. No you will not have to
adjust your denims if you find yourself sitting in a small
seat, nor will you have to worry about feeling stuffy on a
sunny day. True to its name, the Levi's 550 jeans for men
is relaxed and promises a comfortable fit anytime and
every time.
◦ Body type: The 550 will look best on men having an average body
type, not too slim and not too bulky
◦ Attitude: The styling of the 550 may portray an old school attitude
because the back tends to be higher than other Levi's jeans
◦ Your style: This Levi's jean is definitely for you if you have a sense
of style that is relaxed and care free
◦ First impression: Hate to say it, but this jean can go dangerously
wrong and may give a nerdy look if it's not paired with the right t-
shirt or shirt
◦ Peculiarities: As mentioned before, the 550 tends to sit higher at
the back and if you are a guy who is not fond of jeans that have a
higher than normal waist, stay away from these

 Categories
 Water<Less™
 Made in the USA
 Pants
 Shorts
 Shirts
 Knits & Tees
 Fleece & Sweaters
 Trucker Jackets
 Jackets
 Accessories
Jeans By Fit
Fit Spectrum
Skinny
Slim
Straight
Taper
Boot Cut
Relaxed
Classic Fits
Big & Tall
See All Jeans
Jeans By Style
501® Original
501® Shrink-to-Fit
505® Straight
508™ Slim Taper
510™ Super Skinny
511™ Skinny
513™ Slim
514™ Slim Straight
517® Slim Boot Cut
520™ Taper
527™ Boot Cut
550™ Relaxed Fit
559™ Relaxed Straight
560™ Comfort Fit
562™ Loose Taper
569® Loose Straight
Sale
Bottoms
Tops
Outerwear
Accessories

 Categorie
s
 Tops
 Jackets &
Vests
 Shorts &
Capris
 Dresses &
Skirts
 Accessori
es
Levi's® Curve
ID
Slight Curve
Demi Curve
Bold Curve
Supreme Curve
Jeans By Style
Leggings
Skinny
Slim
Straight
Boyfriend
Boot Cut
Flare & Wide Leg
Juniors Fits
Heritage Fits
Figure Enhancers
Jeans By Rise
Lowest
Low
Mid
High
At Waist
Plus Jeans
Levi's® Curve ID
Figure Enhancers
Jeans By Style
Jackets
Sale
Under $20
Bottoms
Tops
Outerwear
Accessories

 Wrangler is the one of the three biggest denim
brands with hundred years of denim heritage.
Founded in 1909, Wrangler is firstly named Blue
Bell and rooted as a work wear company
specializing in Overalls, and renamed as Wrangler
in 1947 which means “Cowboy” and has delivered
denim innovation and authentic craftsmanship
devoting to denim history.

Male Main Target Market
Age: 23 – 28 years old
Masculine and Manly
Strong Sex Appeal
Clean-looking but rugged
Can be theatrical
Look and Style

Female Main Target Market
Age: 23 – 28 years old
Strong facial features
“Angas” attitude
Strong Sex Appeal
Look and Style

Appeals to these mood elements

 Lee first produced in 1889 in Kansas.
It is a leading international retailer and
manufacturer of denim wear and
casual wear. Lee Jeans' parent
company, the VF Corporation, is the
largest publicly held apparel company
in the world. It is a leader in branded
apparel including jeans wear, outdoor
products, image apparel and
sportswear. Its principal brands
include Lee®, Wrangler®, Riders®,
Rustler®, The North Face®, Vans®,
Reef®, Napapijri®, Kipling®, Nautica®,
John Varvatos®, JanSport®, Eastpak®,
Eagle Creek®, Lee Sport® and Red Kap®.

 Men
◦ Jeans
◦ Pants
◦ Shorts
◦ Big & Tall
◦ T-Shirts
◦ Jackets

• Women
– Jeans
– Pants
– Capri
– Shorts
– Petite
Plus
– Jackets

 Regular Fit Straight Leg Jean - has authentic 5
pocket styling & a traditional fit.

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Business Development: Process Flow
LEGEND
BDM – Business Development
Manager
ASM – Area Sales Team
Leader
SS – Sales Supervisor
SA – Sales Assistant
SIA – Sales and Inventory
Assistant
RO – Retail Outlet

BUSINESS DEVELOPMENT MANAGER:
Responsibilities:
Prepares summary reports for management
information through presentation with regards to
status of sales team leaders and their area sales
teams:
A. Sales Training
1. Work with Admin and HR Manager to
identify, formulate and execute
effective training programs for the new
sales force
2. Train them particularly on retail
industry, building and land law,
leasing, sales, marketing and retail
management
3. Develop their analytical, inter-
personal, negotiation and presentation
skills
Develop their data gathering and
research skills
BD
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ASTM
NCR
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BUSINESS DEVELOPMENT MANAGER:
Responsibilities:
information through presentation with
regards to status of sales team leaders and
their area sales teams:
B. Sales
1. Sales marketing strategies and
techniques used to push sales per
SKU
2. Total delivery of items per SKU
in each area
3. Total items sold per SKU
4. Total summary of movements
per SKU
5. Total losses per SKU
6. Projections for the following
month, season, quarter, year
7. Meets with retailers for effective
establishment of products
8. Other reports as seen fit from
Sales
BD
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ASTM
NCR
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BUSINESS DEVELOPMENT MANAGER
Responsibilities:
teams:
C. Marketing Research
1. Breakdown of customer profiles
a. Number of singles, couples,
families
b. Time of visit per day
c. Style used by customers to match
SKUs
2. Total customer visits to the store per
actual day, week, month, quarter, year
3. Total number of inquiries
a. Gist of inquiry
b. Initial preferences
c. Final preferences
4. Recommendations for Brand Marketing
5. Geographic Information System (GIS)
a. In store recommendations
b. Style recommendations
c. Area marketing within 5 kilometers
of the store
d. Socio-cultural opportunities for
marketing tie-up
e. Possible tie-ups for promotions
activities
BD
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ASTM
NCR
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Responsibilities:
teams:
D. Inventory
1. Total movement of inventory per day,
week, month, quarter, year
2. Total losses in inventory per day, week,
month, quarter, year
3. Total sum of inventories and projections
BD
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Responsibilities:
teams:
E. Marketing Direction
1. Effectiveness of Marketing campaign as
per relayed by Sales to customers
2. Projections for better promotions
3. Planning for better executions of
marketing strategy
BD
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ASTM
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Responsibilities:
teams:
F. Business Development
1. Plan geographically to maximize
exponential top of mind sales marketing
through store events, advertising and
other opportunities that may arise
2. Monitoring of personnel for effective sales
marketing
BD
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ASTM
NCR
RO
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SIA
S
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AREA SALES MANAGER/S
Responsibilities:
1. Makes the rounds as designated by the Business Development
Manager in their area
2. Helps plan the geographic information system scope with the
Business Development Manager for recommendations for Brand
Marketing, Advertising, sales growth
3. Has overall sales co-supervision with the Business
Development Manager of their assigned area
4. Ensures achievement of agreed sales targets with area store
supervisors
5. Submits reports to the Business Development Manager for
processing at the area level
6. Communicates action plans from upper management to store
supervisors to increase sales
Initiates tactical activity in assigned area
7. Ensures high morale of assigned team mates and coach area
sales teams on store operation issues
8. Reviews store performance and monitors sales trend in
assigned area on daily monthly, seasonal, annual basis
9. Negotiates with retail sales managers for sales and marketing
activities
10. Compiles market and competitor surveys research from sales
teams
11. Assists marketing in execution of programs
12. Ensures sales teams approval on operational standards and
procedures
13. Ensure safe keeping of store funds as well as audits monthly
14. Recommends hiring and promotions of team mates and give
monthly performance appraisal
15. Coordinates with inventory assistant to ensure maximum
capacity store equipment

ASTM
NCR
RO
S
S
SIA
S
A
AREA SALES MANAGER/S
Qualifications:
1. Male or Female; Not older than 30 years old; Must be a
college graduate preferably Psychology, Marketing,
Advertising or Business Management; Prior experience in
apparel retail business an advantage but not necessary; Must
have all around interpersonal and communication skills
2. Has the persistence and determination to turn any chance
into a sale; Knowledge in various sales strategies and
techniques an advantage; Knowledge in implementation of
marketing programs and promotions as advantage; Can
organize, is independent and keen to minute details; Can
relay information gained in the field daily
3. Can work with customers of varied cultures, backgrounds,
idiosyncrasies and preferences; Willing to work long hours
and shifting schedules; Can work under pressure and in a
stress filled environment; Can easily adjust to different
situations; Can multi-task and can perform more than one
role depending on the situation; Fast learner, eager to learn
and can communicate gained information effectively; Can
record data on daily basis; Can work knowing that position is
part of a whole (has holistic work ethic); Willing to undergo
extensive trainings; People oriented with convincing
personality; Of sound mind and body Go getter.

RO
SS
SIASA
SALES SUPERVISOR/S
Responsibilities:
1. Has overall sales supervision of the assigned outlet
Ensures achievement of agreed sales targets
Submits reports to the Business Development Manager
for processing
2. Communicates action plans to increase sales
Initiates tactical activity in assigned store
3. Ensures high morale of assigned team mates and
coach sales team on store operation issues
4. Reviews store performance and monitors sales
trend in assigned area on daily monthly, seasonal,
annual basis
5. Negotiates with retail sales managers for sales and
marketing activities
6. Compiles market and competitor surveys research
from sales teams
7. Assists marketing in execution of programs
Ensures sales teams approval on operational
standards and procedures
8. Ensure safe keeping of store funds as well as audits
monthly
Recommends hiring and promotions of team mates
and give monthly performance appraisal
9. Coordinates with inventory assistant to ensure
maximum capacity store equipment with convincing

SALES SUPERVISOR/S
Qualifications:
college graduate preferably Psychology, Marketing or
Advertising; Prior experience in apparel retail business an
advantage but not necessary; Must have all around
interpersonal and communication skills
3. Must have an average height of at least 5'5" to 5'7" and
above; Can work with customers of varied cultures,
backgrounds, idiosyncrasies and preferences; Willing to work
long hours and shifting schedules; Can work under pressure
and in a stress filled environment; Can easily adjust to
different situations; Can multi-task and can perform more
than one role depending on the situation; Fast learner, eager
to learn and can communicate gained information effectively;
Can record data on daily basis; Can work knowing that
position is part of a whole (has holistic work ethic); Willing to
undergo extensive trainings; People oriented with convincing
RO
SS
SIASA

SALES ASSISTANT/S
Responsibilities:
Makes sure that sales are gained everyday
Front lines for the brand in selling merchandise
Submits reports to the team leader for processing
Ensures that customers get what they want quickly
and effectively
RO
SS
SIASA

SALES ASSISTANT/S
Qualifications:
college graduate preferably Psychology, Marketing or
Advertising; Prior experience in apparel retail business an
advantage but not necessary; Must have all around
interpersonal and communication skills
3. Must have an average height of at least 5'5" to 5'7" and
above; Can work with customers of varied cultures,
backgrounds, idiosyncrasies and preferences; Willing to work
long hours and shifting schedules; Can work under pressure
and in a stress filled environment; Can easily adjust to
different situations; Can multi-task and can perform more
than one role depending on the situation; Fast learner, eager
to learn and can communicate gained information effectively;
Can record data on daily basis; Can work knowing that
position is part of a whole (has holistic work ethic); Willing to
undergo extensive trainings; People oriented with convincing
RO
SS
SIASA

SALES / INVENTORY ASSISTANT
Responsibilities:
In charge of all inventory items within the store
Makes sure of healthy inventory in the store
Keeps track of all items of the store and records
the status of items on a daily basis
Submits reports to the team leader for processing
Ensures that customers get what they want quickly
and effectively
RO
SS
SIASA

SALES / INVENTORY ASSISTANT
Qualifications:
1. Male; Not older than 30 years old; Graduate of
any Business course related to Supply Chain
Management; Prior experience in apparel retail
business an advantage but not necessary; Possess
adequate verbal communication skills
2. Knowledge in inventory management an
advantage; Can record data on daily basis; Ability
to multi-task; Ability to organize and analyze data;
Flexible; Can work under pressure and in a stress
filled environment; Can easily adjust to different
situations; Can work knowing that position is part
of a whole (has holistic work ethic); Willing to
undergo extensive trainings; Trustworthy,
responsible, and accountable
RO
SS
SIASA

PERSONNEL AUDITOR
Responsibilities:
Acts from a survey model drawn up and agreed to with the
Business Development Manager which defines what
information and improvement factors the company wishes
to measure.
Blends in to the store and evaluated as a regular shopper
On surveillance, the following are considered:
1. Number of employees in the store on entering
2. How long it takes before the mystery shopper is
greeted
3. The name of the employees
4. Whether or not the greeting is friendly, ideally
according to objective measures
5. The questions asked by the shopper to find a
suitable product
6. The types of products shown
7. The sales arguments used by the employee
8. Whether or how the employee attempted to close
the sale
9. Whether the employee suggested any add-on sales
10. Whether the employee invited the shopper to
come back to the store
11. Cleanliness of store and store associates
12. Speed of service
13.Compliance with company standards relating to
service, store appearance, and grooming/presentation
RO
SS
SIASA

PERSONNEL AUDITOR
Qualifications:
1. Male; Not older than 25 years old; Up to 2 years
college education; Prior experience in apparel retail
business an advantage but not necessary; Possess
adequate verbal communication skills
2. Knowledge in marketing and sales; Can record
data on daily basis; Ability to multi-task; Ability to
organize and analyze data; Flexible; Can work
under pressure and in a stress filled environment;
Can easily adjust to different situations; Can work
knowing that position is part of a whole (has
holistic work ethic); Willing to undergo extensive
trainings; Trustworthy, responsible, and
accountable
RO
SS
SIASA

PROCESS WORKFLOW

ORGANOZATION CHART

 How does the customer perceive you?
Dress nicely
Well-groomed
Confident
Be on everyone’s good side
Speak slowly and clearly
Make connections
Approachable
Likable
Makes sense
Pleasant to be with
Knows what is talked about
Gain loyal customers

 How do you catch the interest of the
customer?

 Note on Perception:
◦ Assumption – Customers
always know what they want.
◦ Reality - Customers you meet
don’t really know what they
want.

customer?
◦ A few feet before contact
 Make eye contact
 Poise yourself for service
 Check what style they dress and match immediately to
an SKU nearest the style of the customer
 Greet the customer with all glee and honesty
BEFORE CONTACT DURING CONTACT AFTER CONTACT
FOLLOW UP

 How do you catch the interest of the customer?
◦ During contact Generally people comprehend:
 11% of what they hear.
 32% of what they see.
 73% of what they see & hear.
 90% of what they see hear & discuss.
 An effective sales visual presentation will emphasize the
highlights of your products and provide a guide that
prompts:
 Stimulation of interest
 Logical guide
 Creative craft
 Simple yet direct message
FOLLOW UP

 How do you catch the interest of the customer?
◦ Ending the contact
 Express your delight in having met the customer (whether
they bought something or not)
 Note your last bit of data related to a product and make a
statement that will invigorate the customer positively
 End the contact with last minute services that may help the
customer
 Gain social media data
 Assist in the closing of a sale
 Direct the customer to the nearest cashier
FOLLOW UP

customer?
◦ Follow up – If there is time, the opportunity is to
gain the customer’s contact info for future sales
 Note the facts of the contact in a small tickler
 Social media data for electronic selling or marketing
information cascading
 Gain more friends
FOLLOW UP

 That is why it is important that within the
short time you have with a customer (2 to
3 minutes focus), you are able to educate
them in a pleasant way about what you are
selling in order for them to buy again and
again.

 Perception
◦ It is
important
to educate
the
customer.
◦ Play with scenarios
using this model.

 Pick one of each factor box and define a
situation for each
 Combine them to
form the buying situation
from the customer
 Deal with the situation
 Practice to perfection

Moral Question: IS THE CUSTOMER A
PERSON OR A COMMISSION?

Proposed
Grand Rewards1ST prize - Brand Castle:
Trip to Hong Kong Disneyland
2nd prize - Historic Castle:
Trip to Bangkok, Thailand
3rd prize - Sand Castle:
Trip to Boracay, Philippines

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