Spiff of The Month: The Auction
BY INSTORE TEAM
Published in the February 2013 issue.
In this game, sales associates are challenged to make a personal bet that they can hit a big sales target tied to a particular prize (the bigger the target, the bigger the prize). Be sure to get the math right when setting the targets. For example, if a 5 percent gain over last year earns the associate $100 in cash, make sure the store is still profiting.
Best suited for a defined promotional period, such as the run-up to Mother’s Day or graduation season.
At a store meeting, challenge sales associates to set ambitious sales goals for themselves. Goad them into setting the biggest, hairiest target possible. After the first sales person announces his goal, challenge the others: Who can do better than this?
Set up a tally board in the back room to keep track of how everyone is doing.
Remind everyone where they stand at each morning meeting.
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At the end of the contest, have a special award ceremony. Pay in cash, not with checks. Hearty commiserations for those who fall short.
SOURCE: Taken from Harry Friedman’s The Retailer’s Complete Book of Selling Games and Contests.
Information: www.thefriedmangroup.com or (310) 590- 1248
Ready to Relocate? Wilkerson Makes Your Move Seamless
When Brockhaus Jewelry decided to leave their longtime West Main Street storefront for a standalone building elsewhere in Norman, Oklahoma, owners John Brockhaus and Brad Shipman faced a familiar challenge: how to efficiently reduce inventory before the big move. Their solution? Partnering with liquidation specialists Wilkerson for a second time.
"We'd already experienced Wilkerson's professionalism during a previous sale," Shipman recalls. "But their approach to our relocation event truly impressed us. They strategically prioritized our existing pieces while tactfully introducing complementary merchandise as inventory levels decreased." The carefully orchestrated sale didn't just meet targets—it shattered them.
Asked if they'd endorse Wilkerson to industry colleagues planning similar transitions—whether relocating, retiring, or refreshing their space—both partners were emphatic in their approval. "The entire process was remarkably straightforward," Shipman notes. "Wilkerson delivered a well-structured program, paired us with a knowledgeable advisor, and managed every detail flawlessly from concept to completion."
