CHAPTER SIX
Store-Level Execution
Increasing Sales Through Better Availability of Products and Store Associates
We’ve all shopped, and we know that we can have a wide range of experiences, from exasperation to delight, in a store. How we evaluate our shopping experience depends on many things, including what we are shopping for. Most people would use different criteria to evaluate the weekly slog of shopping for groceries than they do for the occasional purchase of a diamond ring or a Rolex watch. But all store visits have several things in common. The customer arrives with a desire to buy something. She may seek a specific item, or she may have a need but not know the best way to satisfy it. Or maybe she’s just browsing, in the hopes that ...
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