Supermarket Rules!: 52 ways to achieve supermarket success

110 Pages·2014·1.66 MB·English

by  Harold C. Lloyd

Dedication

This book is proudly dedicated to the memory of Carol L. Christison. All
great people have the ability to positively influence everyone they meet. Carol
was just such a person. She challenged me to deliver a meaningful message each
year for twenty consecutive years at her industry-renowned convention for the
International Dairy-Deli-Bakery Association. I was honored each year to receive
Carol’s phone call inviting me back to join a speaking roster that included US
Presidents, notable chefs, top comedians, world leaders, and famous athletes.
She demanded precision and excellence in a way that motivated everyone. I am
convinced that through my twenty years of professional association with Carol I
grew way beyond my innate potential.
I will always love and be grateful to my mentor and friend, Carol L.
Christison.
Table of Contents

Introduction
PART ONE: MERCHANDISING
Rule 1: Make a great first impression.
Rule 2: Manage your “presto area.”
Rule 3: Scents impact cents.
Rule 4: Raise a glass to longer store visits.
Rule 5: Keep it fresh.
Rule 6: Follow the rule of six.
Rule 7: Sampling sells!
Rule 8: Make special orders special.
Rule 9: Use a party planner.
Rule 10: When the wind dies down, row.
Rule 11: Give your displays the AIDA test.
Rule 12: Create signs of success.
Rule 13: Beware of decimal creep.
Rule 14: Showcase signature items.
Rule 15: Support your brand.
Rule 16: Keep your customers rolling in the aisles.
Rule 17: Up and at’em!
Rule 18: Make the last impression
PART TWO: OPERATIONS
Rule 19: Welcome customers with name tags.
Rule 20: The eight-foot rule.
Rule 21: Encourage shopping lists.
Rule 22: Don’t sell what you wouldn’t buy.
Rule 23: Open registers at each end first.
Rule 24: Shopping cart and hand basket basics.
Rule 25: Don’t slip!
Rule 26: Face upstream.
Rule 27: Hair and food don’t mix.
Rule 28: Take care of business.
Rule 29: Trash the trash.
Rule 30: Keep your restrooms clean.
Rule 31: Don’t be embarrassed by your back room.
Rule 32: Enforce a No-Fly Zone.
Rule 33: Secure your compactor door.
Rule 34: Track the traffic.
Rule 35: Hire Bob, Mitch, and Lisa.
Rule 36: Beat the waiting game.
Rule 37: It’s not over ‘til it’s over.
PART THREE: MANAGEMENT
Rule 38: What’s in your pockets?
Rule 39: Huddle up!
Rule 40: Log your refunds.
Rule 41: Apply Parkinson’s Law.
Rule 42: Do the numbers for meetings.
Rule 43: Hire better.
Rule 44: Provide a fair chance to succeed.
Rule 45: Assess employee attitude.
Rule 46: Put your aces in their places.
Rule 47: Give ‘em a life.
Rule 48: Maintain discipline.
Rule 49: Break the break room blues.
Rule 50: Listen to your customers.
Rule 51: Know your enemy.
Rule 52: Work as a clerk.
Two Notes from Harold

More by Harold C. Lloyd
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Copyright
Introduction

This book contains the fifty-two most relevant rules anyone fortunate enough
to be in the supermarket retail business should know. Utilizing these rules will
generate more sales, reduce shrink, and most importantly, help build the store
team of your dreams.
Developed from “on the floor” experience and through full access to some of
the best retailers in the world, these rules range from “very basic” all the way to
“never would have thought of that.” The bottom line: they all have been time-
tested and proven effective. I hope they stimulate much thought and motivate
you to grow your business, your people, and yourself.

Make a great first impression.

“There’s no second chance to make a first impression.”
Outside your store—your parking lot, lights, landscaping, and outdoor sales
area—is where customers form their very first impression.
Make those areas the best they can be. Keep the lot clean, the paint fresh, the
lights bright, and the shrubbery mulched. That’s the minimum.
Use your outdoor space to reinforce your strategic points of difference. If it’s
“competitive prices,” install an impressive marquee with a changeable message
board to convey your positive price image. Walgreens relies heavily on this
effective marketing tool. If your store focuses on “fresh,” reflect that outside.
Complete your lush landscaping earlier than the competition and maintain it
better.
Your sale space outside your front door also contributes to the first
impression. Restrict the number of different items for sale to six or less for the