I was working at a club where we wanted to increase shoe sales. We organized a staff dinner and invited the principles from our major footwear vendor where the entire evening’s conversation centered on becoming completely familiar with shoes and how they are made; how they are fitted and how they are sold as well as ideas on how we can better merchandise them to our clientele. We announced a contest where we would post a list of all staff members involved in shoe sales including the fellow who ran the locker room. Everyone’s spot on the list was determined by a drawing and every dozen pair of shoes sold the name at the top of the list got a free pair and went to the bottom of the list. The vendor thought it such a good idea they provided the free shoes. We had a 300% increase in shoe sales that year with each employee able to get two new pairs of shoes of their choice. The point here is that any announcement of incentive without relevant training is a missed opportunity of grand proportion.
Everyone on staff needs to be well versed in how to discuss the shop’s inventory and understand that those are the expectations. When it is understood that this can result in personal perks there will also be a renewed interest in the inventory mix being appropriate and well-manicured. This is a formula that puts you in the red zone and a first down.