Workshops


Plan and buy a merchandise product range

Plan and buy a merchandise product range

Planning and buying a merchandise product range is instrumental in producing a compelling product offer for every retail business. This master class aims to give you the skills and knowledge to understand how a buyer can influence the performance and success of their product portfolio.


Key learnings:

Knowledge to provide an understanding of key aspects of developing a merchandise product range and critical path

Skills and knowledge for developing a buying plan

Skills and knowledge required for working with inventory supply

Skills and knowledge for rolling up range and making comparisons to financial strategy

Formulating an exit strategy

Identifying key initiatives to drive sales

Develop a category financial plan

Develop a category financial plan

Managing the Merchandise Function through category management improves your knowledge and ability to react quicker to your customers’ needs and wants. This master class aims to give skills and knowledge understand the principles of categories based on product groupings within your business. Category management is the basis of ongoing management across Retail Key Performance Indicators such as sales, stock levels, average sale price, markdowns, stock turn, purchases and margins of the business.


Key learnings:

Skills and knowledge to provide a category framework for understanding the types of levers to react to trade:

  • Markdowns
  • Promotions
  • Repeats
  • Repricing
  • Competitor review
  • Re-cutting
  • Trial strategy.

Develop and implement a merchandise financial plan

Develop and implement a merchandise financial plan

Managing retail businesses is complex and the financial challenges can be significant. This master class aims to give you the skills and knowledge to understand how financial decisions are made in the merchandise function and the implications of the merchandise function on the overall profitability and performance.


Key learnings:

Recognising the drivers and measures of financial success in a retail business

Perform retail maths calculations

Impact of retail metrics on the merchandise department

Merchandise open to buy planning and management

Productivity improvements to drive the financial performance of a retail brand

Conduct a post trade analysis

Conduct a post trade analysis

For any successful retail business, a formal post trade analysis provides understanding of past performance data and metrics to influence the making of informed decisions for future merchandise decisions. This post trade analysis will also of seek important input from other functions/departments. This Masterclass will investigate how merchandise teams use a formal review process of key data and metrics to plan future merchandise decisions.


Key learnings:

Knowledge regarding types of performance data available and metrics:

  • Stock turn
  • Rate of sale
  • GMROI
  • Size analysis
  • Store/state analysis
  • Hot/cold stores
  • Online
  • Key and seasonal lines

Skills and knowledge related to methods of data analysis

Post trade analysis in smaller periods of time, i.e. quarterly

Optimising for Christmas Trade

Optimising for Christmas Trade

Optimising Christmas trade depends on how well a planned and executed strategy cuts through the noise of competition and quickly delivers a message with a point of difference. Increasingly time poor and distracted consumers seek inspiration and ease of shopping, so building a plan to deliver this is critical. This workshop sets up the framework for defining a product and promotional story to gain exposure through important channels as well as delivering a strong profit result. The aim of the workshop is to provide intelligence and practical tools to support the planning for optimal Christmas trade in every channel.


Key learnings:

Defining the visual story and point of difference that will drive social activity and profitable sales

Aligning the product range to the plan for optimum profits and customer satisfaction

Managing the demands of a peak trading period to overcome financial and team challenges

Reviewing the interim results and adjusting quickly to remain agile and competitive

Lead the Strategic Planning Process in a Service Environment

Lead the Strategic Planning Process in a Service Environment

Retail environments are typically dynamic, demanding and competitive. Staying ahead and delivering the company’s objectives is dependent on the formulation of an effective strategy. Whether at the highest executive levels, or the operational context of a department, formulating strategy is a key component of business.


Key learnings:

Commencing the strategic planning process for a service organisation

Conduct a strategic analysis of the service organisation

Developing strategy aligned with service objectives

Implement the strategic plan and skilling the workshop to support organisational requirements

Develop a Departmental Strategy

Develop a Departmental Strategy

Retail environments are typically dynamic, demanding and competitive. Staying ahead and delivering the company’s objectives is dependent on the formulation of an effective strategy. Whether at the highest executive levels, or the operational context of a department, formulating strategy is a key component of business.


Key learnings:

Conduct a review of your current situation

Implement a SWOT analysis

Create a preview using strategic alignment, initiatives and KPI’s

Manage & Transform Sales Programs

Manage & Transform Sales Programs

This high level workshop addresses the diagnosis of the need for change in order improve the sales and service strategies of the business. You will analyse trends in current sales and service strategies and review the strategic direction and service fit in your own business. The workshop will focus on identifying barriers to change while recognising risks and impact of change to service delivery. The next focus is the implementation of the transformation strategy and the engagement of the business in the new sales and service standards, corporate government and culture guidelines to ensure cross-functional alignment.


Key learnings:

Transforming the sales and service experience by analysing contemporary sales and service strategies

Defining sales and service strategies and identifying barriers to change including analysis of commercial impact and risk

Implementing sales and service transformational strategy by engaging the business and redefining corporate governance and culture guidelines

Evaluate the outcomes of the transformation strategy

Sales & Service Excellence

Sales & Service Excellence

Investigate the art of creating a great memory through all of the touch points through excellence customer service. The workshop will provide strategy and inspiration in creating a great service culture.


Key learnings:

Defining your service as your product

Understanding customer choice

Managing growing expectations in the world of service

Creating 6 critical customer moments

Managing Dynamics of Challenging Customers

Managing Dynamics of Challenging Customers

The workshop objective is to offer sound insight and practical skills into how a team’s attitude and behaviours influence the outcome of challenging customer moments. A number of activities are woven through the framework of the session to ensure skill and confidence development with regard to the effective management and resolution of conflict. You will have the skills to minimise the magnitude of conflict scenarios in the workplace.


Key learnings:

Understanding Conflict

Prioritising Conflict Prevention

Conflict Resolution Methods

Striving for Solutions

Performance Management

Performance Management

This workshop investigates the steps to manage team performance to achieve greater performance. A leader needs to seek to understand the dynamics of their team and use strategies to deal with team dysfunctions. Get skills in performance planning, performance monitoring and managing poor performance in the team including knowing when it becomes appropriate for termination.


Key learnings:

Managing your team cohesion for greater performance including strategies to deal with team dysfunctions

Performance planning using goal setting, roles and risk analysis

Assessing performance and providing feedback

Managing poor performance

Knowing the right moment for termination

Lead & Develop Staff

Lead & Develop Staff

This high level workshop will step you through the application of a clearly thought out leadership style to build your organisation’s talent plan with a strong team culture and then set clear goals for performance appropriate to organisational objectives. Learn how to use effective communication to lead the team to motivate, empower and develop your staff.


Key learnings:

Building the Organisation’s Talent Plan

Employing a Leadership Style Appropriate to Organisational Objectives

Leading the Team with Effective Communication

Managing Performance, Motivation, Empowerment and Development

Tune Your Team : Retail HR for Managers

Tune Your Team : Retail HR for Managers

Investigate the skills that all Retail Managers need to bring out the best in their team from the early stages of recruitment through to managing the challenges of difficult conversations and conflict. Learn the stages of people development and performance optimisation in the employment relations cycle.


Key learnings:

Recruiting right and retaining great talent

Performance management and people development

Managing employment relations across the employment lifecycle

Having difficult conversations and managing conflict

Steer Your Success – Retail Leadership

Steer Your Success – Retail Leadership

Investigate the right skills, knowledge and focus you will need to develop strong teams with a supportive and productive culture to deliver results. The discussion focus is on people as a driver of productivity and the methods used to build clear goals, expectations and a culture that supports top performance.


Key learnings:

Leadership and team culture

Driving productivity and team confidence

Maintaining clear goals and expectations

Managing performance to get results

Devise a Strategic Marketing Plan

Devise a Strategic Marketing Plan

Effectively retailing in a shopping centre environment requires acute attention to the detail of the consumers experience in every trading hour. Leveraging of higher traffic flows is only possible if the business is set up for success. Retailers who acknowledge and utilise the benefits of networks can often discover other business relationships with aligned target markets with common ways of promoting their offer.


Key learnings:

Investigate strategic marketing performance of your business using performance indicators, market segmentation and planning objectives

Positioning for sustainable market advantage by understanding market trends, forecasting demand and ascertaining market advantage

Planning and monitoring frameworks to manage strategy development

Implementation of strategic marketing plans into the business

Maximising Marketing Opportunities in a Shopping Centre

Maximising Marketing Opportunities in a Shopping Centre

Effectively retailing in a shopping centre environment requires acute attention to the detail of the consumers experience in every trading hour. Leveraging of higher traffic flows is only possible if the business is set up for success. Retailers who acknowledge and utilise the benefits of networks can often discover other business relationships with aligned target markets with common ways of promoting their offer.


Key learnings:

Understanding the role of marketing in shopping centres

Driving effective marketing for your business

Linking to shopping centre initiatives

Implementing a creative marketing calendars

A Guide to Retail Marketing and Customer Loyalty

A Guide to Retail Marketing and Customer Loyalty

Understand how to capitalise on the trends in retail marketing and loyalty – explore the foundations of effective marketing and relationship making. These guiderails are then linked to a step by step plan to create marketing and loyalty activities that ensure the customer’s needs are always the focus.


Key learnings:

Building the foundations of customer focused retail marketing

Step by step planning to ensure the marketing is targeted to the customer

Creating a campaign and building the tools to support it

Measuring performance and adjusting the marketing and loyalty activities

Lead the Development of Merchandising Strategy

Lead the Development of Merchandising Strategy

The workshop works through application of corporate imaging, consumer demographics, current financial reports, target markets, industry design standards and contemporary retail design issues to develop visual concepts for corporate merchandise presentation plans and visual displays.


Key learnings:

Analysing Visual Merchandising Trends

Develop the Visual Merchandising Concept and Strategy

Develop and Manage Implementation of Visual Merchandising Strategy

Evaluating the Outcomes of visual Merchandising Strategy

Develop Strategies for Merchandising and Corporate Presentation

Develop Strategies for Merchandising and Corporate Presentation

The visual merchandising function of a retail operation brings to life the marketing and merchandising plans designed to attract, inspire and convert the target audience. A range of skills is required to effectively merchandise retail stores from store layout design to promotional concept planning, to the production of VM standards manuals. Ensuring alignment with corporate image guidelines throughout all VM animations whilst creating visual experiences that continually surprise and interest prospective customers is the balance visual merchandisers need to create.


Key learnings:

Developing visual merchandising fundamentals to create project briefs and producing and installing presentations.

Design and install promotional concepts and bring the concept to life in store

Develop merchandising and promotional plans

Produce visual merchandising planning manuals

Creating Compelling Visual Merchandising

Creating Compelling Visual Merchandising

Learn the foundations and steps to successfully design and merchandise a retail store to showcase the product and drive a strong commercial return. Know the simple standards that help to make a store stand out and be easily shopped by a busy and distracted customer and getting it right every time.


Key learnings:

Planning for great store design and effective use of merchandising tools

Building a logical store layout to generate traffic flow and turn the stock

Designing and sourcing effective branding and signage

Highlighting windows to generate attention and ROI

Manage Operations to Budget

Manage Operations to Budget

Comprehensive financial skills are core to being an effective retail manager. This workshop will provide you with sound financial knowledge and ability to interpret financial information in a such a way as to promote business profitability and sustainability.


Key learnings:

Financial control for your retail business

Cost control and expenditure

Present, report and negotiate business budgets

Monitor and report on budgets

Understand the Impact of Consumer Behaviour on Merchandise Management

Understand the Impact of Consumer Behaviour on Merchandise Management

It is clear that insight into consumer behaviour is a game changer to the norms of society and through retail channels this is influenced. The same dynamic is at play every day in the worlds of merchandise teams as they observe, predict and create solutions based on what the needs of the customers are. The game changer is speed and validity of insights through the way data is gathered and mined to fully understand the potential of the merchandise function.


Key learnings:

Determine trends impacting retail consumers

Determine the core consumer for a retail brands and its competitive set

Identify how consumers needs and behaviours drive merchandise management

Track how the customer needs and behaviours are being met against those identified

Manage Product Process & Supplier Engagement

Manage Product Process & Supplier Engagement

The greatest investment of most retail brands will be their product. The process and relationships that surround the procurement of the product are increasingly influenced by the demands of customers. This workshop will investigate how merchandise teams manage supplier performance and the learn the skills to develop sustainable supply chain practices.


Key learnings:

Identify and implement process improvements

Manage Supplier Performance

Determine supplier chain logistics

Develop sustainable supply chain practices

Develop Financial Acumen in Merchandise Management

Develop Financial Acumen in Merchandise Management

Managing retail businesses is complex and the financial challenges can be significant. This master class aims to give you the skills to understand how financial decisions are made in your business and the implications of the merchandise function on the overall profitability and performance.


Key learnings:

Recognising the drivers and measures of financial success in a retail business

Perform retail maths calculations.

Impact of retail metrics on the merchandise department

Productivity improvements to drive the financial performance of a retail brand.

Manage Retail Merchandise

Manage Retail Merchandise

Managing retail merchandise is a core competency of effective retailers. This is true regardless of the retail market or size and scope of the business. Merchandising relies heavily on effective and streamlined logistics systems, passionate sales and service teams and insights into customer preferences and purchasing habits from the marketing function.


Key learnings:

Clarify and understand market position, merchandise ranging and retail merchandising fundamentals.

Understand stock loss, stock dissipation, product line contribution rates and analyse range requirements.

Establish buying plans, and introduce product ranges.

Understand and evaluate product range performance, profit maximisation and stock rationalisation.

Foundations of Retail Buying

Foundations of Retail Buying

Learn how global leaders manage the sourcing and execution of product and set strict financial controls to ensure there is a return on the purchases in your own business. All entry level buyers, planners and allocators require the foundational skills in planning and managing product and merchandise buying within a retail operation.


Key learnings:

Perspectives in retail buying

Buying financials

Assortment & range planning

Linking effective buying & planning with in-store execution

Social Media & Marketing

Social Media & Marketing

Learn to use social media drivers to remain up to speed with current digital trends and be inspired by effective digital strategies to drive social engagement and sales through online platforms.


Key learnings:

Identifying the essentials of social media success

Analysing networks, conversations and influencers to define a strategy

Creating a content distribution strategy to build brand personality and loyalty

Optimising tools for scheduling, automation and measuring performance

Digital Retail Operating Success

Digital Retail Operating Success

Operations, inventory management and customer service are cornerstones of retail discipline. Technology is ever improving the efficiencies within these important areas. The following topics are explored to help retailers in store and online environments look at how they can improve in a fast-paced changing world for today and the future.


Key learnings:

Multi-Channel Opportunities with Innovative technology for increasing sales and profits online

Attract, Engage and Convert to sales

Online Merchandising Challenges: Inventory, pricing, VM, variety assortment

Website Development and measurement for various technological platforms (Computer/Tablet/Mobile)

Supply Chain - Logistics & Online Fulfilment delivery and Returns Processes

Omni-Channel : The First Steps

Omni-Channel : The First Steps

Learn the foundations of getting your product in front of customers via more than one distribution channels – bricks and mortar stores, online and mobile technology. In this workshop, we examine how to integrate the broad extent of omni-channel into retail with a strong focus on the online channel and the social context of marketing.


Key learnings:

Understanding omni-channel foundations

Adopting omni-channel best practice

Engaging the connected consumer

Integrating traditional and digital marketing in omni-channel

Revaluing the Total Customer Experience

Revaluing the Total Customer Experience

We all know that customer service goes beyond greeting guests into your business. Modern day customer service now requires business wide adoption to ensure consistency at all the different touch points within a business.


Key learnings:

Modern day customer service – How it has changed

Behaviour profiling

Cross selling

Business wide customer service Inclusion of role playing

Financial Fundamentals and Product Performance

Financial Fundamentals and Product Performance

Learn to create logical systems for financial control through structured reporting to inform decision making. This highly practical workshop builds confidence and demystifies the interpretation of financial data – sales, profit and cash flow.


Key learnings:

Foundations of sound retail financials

Understanding the implications of product decisions on profit

Keeping control with effective and simple reporting tools

Managing your bottom line and controlling markdown and shrinkage

Drive Loyalty and Digital Marketing

Drive Loyalty and Digital Marketing

Link the traditional forms of marketing with today’s digital realities to engage your customers from all touch points.


Key learnings:

• Understanding the timeless truths of marketing (traditional print media)

• Getting up to speed on today's digital realities – Social Media (Instagram; Facebook; Pinterest; LinkedIn)

• Focus on the momentum factors (linking the traditional and digital media)

Understanding consumer behaviour

Developing a digital marketing strategy

Practical hands on tips

Relevant case studies

Up-to-date stats

Transformation with Financial KPIs

Transformation with Financial KPIs

This workshop will venture beyond typical business-finance related topics. The immediate access to digital platforms to source critical data to influence buying and inventory decisions.


Key learnings:

• Key practical tips and strategies to ensure that your business is keeping up with the latest financial trends to maximise the bottom line.

  • Market shifts/trends
  • Experimentation
  • Benchmarking
  • KPI’s
  • Planning & Analysis
  • Business development and planning.