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1、,Store Management,March 2008,2,Advance Auto Parts,Aftermarket Automotive Parts and Accessories Retailer 3200+ Stores in 40 States and Puerto Rico Projected over $5 Billion in Sales for Fiscal 2008 Approx $3.9 Billion Retail Approx $1.1 Billion Commercial Sales Over 45,000 Team Members 7 Distribution
2、 Centers,3,Store Management Key Areas of Concentration,People Process Product Promotion/Presentation P&L Statement (Operating Statement),4,People,Selection Onboarding Communication/Engagement Training/Development,5,Making The “Right” People Decisions,Selection Needs Assessment Determine Position or
3、Positions needed Identify Specific Skill Set Required Assess Internal Candidates Identify Recruiting Support for External Candidates Interviewing What you can or can not say Federal Guidelines to be aware of: HIPPA ADA EEOC,6,Making the “Right” People Decision,Onboarding: Most companies put the new
4、employee through a process that resembles “drinking water from a fire hose”. Every person will assimilate information at their own rate The first week is one of the most critical times for all new employees Set Expectations of Employee Communicate what they should expect of the Company Create a warm
5、 welcoming environment,7,Time,High,Low,Levels of Performance,New Team Member with Training,New Team Member without Training,Standard of Performance,$,NHOST New Hire Onboard Store Training Validation Project,$,8,At Nine Weeks. Sales per labor hour NHOST Team Members averaged $100 sales per labor hour
6、 Non-NHOST Team Members averaged only $80 sales per labor hour Customer Average NHOST Team Members had an $18 Customer Average Non-NHOST Team Members had a $16 Customer Average Customer Count NHOST Team Members averaged 200 transactions Non-NHOST Team Members averaged 100 transactions,NHOST Validati
7、on Project,9,Communication,“Good Communication leads to better understanding and mutual confidence” Six Steps of Effective Communication Plan it Keep it simple Be Consistent Communicate with urgency Remember WIIFM Be supportive, encourage, thank,10,Communication/Engagement,Store/Department Team Meet
8、ings Management Staff Meetings Communication Centers (Bulletin Boards) Email blast updates 1:1 Meetings Informational Meetings Coaching Sessions Counseling/Disciplinary Meeting 1st sessions should always be corrective & developmental Correct/instruct on process Validate understanding Behavior Change
9、,11,Importance of Monthly Store Sales Meetings,Sales Profits Opportunities Upcoming Promotions/Events Team Recognition SPIFs Team Sales Incentives Show Appreciation - Thank Them! Listen and Ask Questions! An Informed Team is an Engaged Team,12,Communications Timeline,Day,Week,Month,Complete MPT To D
10、o ListUpdate Communications Center Weekly Store Staff MeetingsSales Goals,Hot TopicsGame PlanPlanning CalendarTeam Member ScheduleSales Goals,Store Team Sales MeetingCampaigns / ContestsFrontRunner-Quarterly PublicationSales Goals,13,Benefits of Training,WIIFM Better performing Team Members Better C
11、ustomer Service Better Team Retention Better SalesTraining Creates Leverage! You should considerTraining an investment, your return is improved effectiveness, efficiencies and performance!,14,How to Train.,Formula to presenting Training Content: Tell them Show them Watch them do it Let them do it on
12、 their own Follow through days later If they did it right-give them praise and recognition If they did it wrong-repeat steps 3-5,15,Training Resources,Retail Academy Product Information Product Features and Benefits On Line Learning Center New E Learning System in 2008 Interactive format In Store Tr
13、aining Programs Ops Training Class Leadership Training Tech Trainers Automotive Systems Technical Skills Training Automotive Systems Sales Training Project Selling (the complete job) Attachment (related item) Selling) “Would you like fries with your order”?,16,StoreNet Site Map / SOP Site,Or use the
14、 SOP Hot Key,Click here to access the SOP Site,Management Planning and Training (MPT),Process Management,18,Store Process Management,Planning Forecasting Work Flow Management Scheduling,19,Mission of MPT,To provide Store Management with the proper tools and reporting to manage labor to its maximum y
15、ield, not its lowest cost while driving sales.,20,DIY Sales,DIFM Sales,Sweep The Floor,Clean the Bathrooms,Cycle Counts,Price Changes,ASN Stocking,Store Meetings,Staff Meetings,DM Meetings,Store to Store Transfers,Plan-o-Grams,Pick up the Parking lot,Clean & Organize Parts Counter,Update Quota Board
16、,Clean Battery Rack,Delivery,Process PDQ Returns,Restock Register Bags,Reload Cash Register Tape,Take Deposit to the Bank,Clean Oil Recovery Tank,Clean Test Equipment,Clean and Organize Managers Office Area,Plan for Staff Meeting,Plan for Store Meeting,21,MPT.Driving Sales,Drive sales by planning to Have the Right Person In the Right Place At the Right Time Doing the Right Things You will serve your customers better! You will increase your sales!,
