reuse & retail management 2:00 welcome/introductions 2:10 reuse & retail 3:15 break 3:30 5...

REUSE & RETAIL MANAGEMENT


2:00 Welcome/Introductions2:10 Reuse & Retail3:15 Break3:30 5 Steps to Increasing Revenue4:00 Open Discussion/Q & A4:30 Store Tour

AGENDA

INTRODUCTIONS

Robert CrockerDirector

Catholic CharitiesCommunity Services

Thrift Store & Materials Exchange


http://www.catholiccharitiesny.org/

As You Know, Reused Materials: Divert materials from the waste-stream Advance source reduction Preserve the “embodied energy” originally used to

manufacture an item Reduce the strain on valuable resources,

(i.e. fuel, forests, water supplies & natural habitats) Result in less hazardous waste Save money in purchasing and disposal costs Create less air and water pollution than manufacturing or

recycling products

WHY REUSE?


Because selling Reused Materials:

Generates new business and employment opportunities for both small entrepreneurs and large enterprises.

Creates an affordable supply of goods that are often of excellent quality.

Brings resources to individuals and organizations that might otherwise be unable to acquire them.

From: http://www.care2.com/greenliving/why-reuse-beats-recycling.html

WHY A REUSE BUSINESS?


IT’S NOT JUST A STORE… IT’S A SOCIAL ENTERPRISE!

Social Enterprises… Are social, mission-driven organizations that apply business

strategies to achieve their goals.

Generate revenue and provide a platform for a “Triple Bottom-Line” - Social, Environmental and Financial impact.

Maintain their mission and social (or environmental) purpose as the core of operations & decision making

Must have Quantifiable Impact - a Social Return on Investment


Good Business Planning Includes:

Visiting other operations Taking the time to write a thorough Business Plan Deciding how you will you become a destination store Determining your social, environmental and financial goals Acquiring Merchandise & Warehousing Determining staffing needs Finances And never forgetting, “Location, Location, Location”

BUSINESS PLANNING


Plan what to accept— and what to say no to… nicely.

THE MERCHANDISE


Acquiring goods

Donations - Pick Ups, Walk-Ins, Delivery Services, Virtual Exchanges

Purchasing Consignment

Managing Goods

Merchandise Flow: Keep it moving Warehousing Excess - don’t throw it away!


THE MERCHANDISE

Know the value of your materials What is the market value? Do not under-value your products

Pricing Strategy A plan of how to use pricing as one of the drivers of your business

Going beyond a simple dollar amount What do your prices say about your store? Your products? How do

they fit with your mission? Category Pricing Value-based Pricing Discounts and Promotions

VALUING AND PRICING YOUR MATERIALS


MAXIMIZE YOUR SALES THROUGH CAREFUL PLANNING AND ORGANIZING

Store Layout (Floor Plan) Draw it out on paper first: How will people move through your store,

and most importantly—shop? Isles-3 feet minimum; customer flow; fire safety…

Merchandise Presentation Tell a story Make it look like a million bucks Change displays frequently

Signage Make it simple, clear (and in Spanish)


Managing Those Dedicated to Helping You Achieve Your Mission

Paid Staff Volunteers Your Supervisors – Manage UP Your Board

PERSONEL MANAGEMENT


Operations Policies in writing - be consistent! Procedures in writing, simple & easy to follow Great Service: Customer, Donor and Client

Services Pick-Up Scheduling POS System: Inventory & Statistics Flexibility

RETAIL MANAGEMENT


…Don’t Be Afraid Of This Word Importance of Point of Sale Marketing - Do your

customers know what they are supporting? Word of Mouth - It can make or break you! Web Presence and Social Media Networking and Social Networking Branding: shopping bags, price tags… Advertising (you might reasonably be scared of this

word)

MARKETING…


…Use the NYC Reuse Community to Build your Business!

NYC Reuse Sector Conference, trainings, etc. Visit other operations, invite them to visit

yours Referrals - know who takes what Partnerships - leverage your impact

NETWORKING…


Other Ways To Generate Revenue Store Front Alternatives: Auctions - live, silent, etc. Bulk Sales Partnerships

Per Scholas and Catholic Charities Service Providers

Who Will Sell For You: Donation Line One-day and Special Sale Events Mobile & Pop Up Stores


BEYOND “BRICK AND MORTAR”

Other Ways To Generate Revenue

Online Sales Auctions: eBay, MissionFish and dozens of others

Direct Sales: Amazon, your website

Other: Craigslist, other classifieds


BEYOND “BRICK AND MORTAR”

Reinventing your store can be a daunting task. However, if you break it up into clear, simple steps it can be done in a series of “smaller tasks”.

The following are five steps to increasing your revenue quickly. I call them Practical Steps because much of it can be done without large investments, financial or otherwise.

Step 1:

Self Evaluation

Step 2:

Action Plan

Step 3:

Immediate Action Items

Step 4:

Short Term Planning

Step 5:

Long Term Planning

5 Practical Steps to Increasing Revenue Now


First, do some very candid, self-evaluation. Start by making a check list of what you think is most important to your business. Second, pretend you are a customer and evaluate your store, ask others to evaluate using the check list also. And finally, take your check list to other stores and businesses and complete the check list. Take good notes of things you like and dislike at other businesses.

How do you compare? What are your strengths? Weaknesses? What did the other stores do that you should do? Or that you should not do?

Step 1:

Self Evaluation

Step 2:

Action Plan

Step 3:


Step 4:

Short Term Planning

Step 5:

Long Term Planning



Other Questions To Ask: What, or who is your target market? Are you accessible to your target market?

Location? Hours? Do you have the right merchandise? Are you focusing on Retail Industry Best

Practices?

Pricing

Presentation & Housekeeping

Merchandise Flow

Staffing

Step 1:

Self Evaluation

Step 2:

Action Plan

Step 3:


Step 4:

Short Term Planning

Step 5:

Long Term Planning



Once you have completed a self evaluation and have identified some ways to improve your business (goals), the next step is to make an Action Plan.

Write down your goals in clear, simple statements: make the storefront look like a real store, or improve merchandising, or improve customer service.

Determine what you need to do to reach your goals: hang signs, change displays weekly, staff training or incentives.

Break these tasks up into three sections: tasks you can do immediately, tasks you can do in the short term and tasks that will require long term planning.

Re-evaluate your Action Plan weekly to start, and then monthly.

Step 1:

Self Evaluation

Step 2:

Action Plan

Step 3:


Step 4:

Short Term Planning

Step 5:

Long Term Planning

Five Steps to Increasing Revenue


Immediate Action Items should be easy to implement, do not require complicated approvals, and can be done in a few hours or a day or two.

Hang an OPEN sign on the door and post your hours

Create and post a Price List, make it into a flyer to hand out to customers with daily sales

Rotate out merchandise that has been around too long

Make sure staff are ASKING callers for what you really need

Inspired by your store visits, visit some stores that are nothing like yours – what can you take away?

Step 1:

Self Evaluation

Step 2:

Action Plan

Step 3:


Step 4:

Short Term Planning

Step 5:

Long Term Planning



Short Term Planning will be necessary for action items that require a larger work force than normal, or approvals from your supervisors, and may take a few weeks to accomplish.

Make a monthly calendar of in-store events: Holiday Extravaganza, Senior Day, Back-to-School Sale

Maintain an event folder so you don’t have to reinvent each time

Rearrange the entire sales floor Retrain the sales and phone staff Begin recruiting volunteers Create and hang interior directional or

informational signage Create and hang a new street front sign

Step 1:

Self Evaluation

Step 2:

Action Plan

Step 3:


Step 4:

Short Term Planning

Step 5:

Long Term Planning



Long Term Planning takes a while and is often done by a group. I have been working on ideas and projects for years, however, usually these projects will take a few months to a year.

Writing or rewriting a business plan Writing or rewriting a mission statement Revamping your volunteer recruiting

process Create a “Friends of..” group or engage Pro

Bono Professionals New Ventures: Other ways of selling your

stuff

Certainly, there are other important longer term projects such as evaluating location and staffing.

Step 1:

Self Evaluation

Step 2:

Action Plan

Step 3:


Step 4:

Short Term Planning

Step 5:

Long Term Planning



The National Association of Resale and Thrift Shops (NARTS) www.narts.org

REDF (formerly the Robert’s Enterprise Development Fund) www.redf.org

Housing Workswww.shophousingworks.com

GoodWillwww.shopgoodwill.com

eBaywww.ebay.com

MissionFish www.missionfish.org

RESOURCES


Questions& Answers


reuse & retail management 2:00 welcome/introductions 2:10 reuse & retail 3:15 break 3:30 5...

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