Strategic Management Philosophy

·       Influence vs. control – achieve more with influence

·       Influence the “big picture” instead of falsely controlling execution

·       Set goals, plan, measure, and report to get more done with less effort

·       It’s not what you do that counts, it’s what you get done

Exceptional Market Visits

·       Become the highest priority with professional market visits

·       Market visit planning and structure (Pre-Visit Letters, Market Exit Reviews, and Follow-up Letters, and more)

·       Parts of a Pre-Visit Letter (outlines steps to a market visit) 

·       Key People – influence this power source  

·       Conduct compelling Market Exit Reviews

·       Measure and report performance vs. standards

·       Follow-up the right way

·      Power Tools - CD-ROM packed with performance-enhancing tools and templates. Pre-Visit letter, Market Exit Review, Follow-up Letter, Performance Review, Schematic Standards Tool, Schematic Appraisal Tool, Category Review Planner, Retail Audit Tool (chain account), Retail Audit Tool (independent account), Market Visit Checklist, Retail Checklist, Forecast tool, Deduction Management tool, Everyday Price Tracker, Promotional Price Tracker, Distribution Tracker, New Item Tracker, Tool Tracker, Promotional Decision Maker, Promotional Planning Tool, and others.

Influence the Broker’s Business Plan

·       Influence the broker’s business plan to get more resources

·       Sell them on your number, to become a priority

·       How to get more than your fair share of any fixed department budget

·       Multiply productivity by influencing the P&L holder

·      Gain agreement and commitment to your number and strategy

In-Store Excellence

·       Get exceptional retail performance using our proprietary In-Store Excellence, Retail Checking System™

·       Dramatically improve retail performance in one-hour per market visit  

·      Uncover the root cause of retail problems

Retail Problem Solving

·       Solve "real life" retail issues, using the In-Store Excellence system

·      Role-play demonstrates the power of this retail management system 

Retail Sales Meeting

·       Conduct effective retail sales meetings

·       Motivational best practices

·       What retail reps and set reps really need

Core Objectives

·       Identify your top business drivers, in order of priority (Core Objectives)

·       Use Core Objectives as basis for performance planning, measuring, communicating, and reporting performance

Performance Standards

·       Establish objective performance standards for each Core Objective, so brokers know exactly what you expect

·       Develop tactics to achieve each performance standard

Performance Reviews

·       Performance reviews that motivate people into action

·       The need for objective performance standards and planning

·       Use reviews to plan and gain commitment

Tactical Planning

·       Develop detailed plans to accomplish your strategy

·       Give responsibility and authority

·       Planning techniques

·       Planning tool examples

Leadership

·       No Excuse Leadership

·       Leaders vs. managers

·       21 Leadership traits for Broker Managers