Sales strategy


Westfield to charge tenants to operate online

4:25PM | Thursday, 14 April 2011 |  Shopping centre giant Westfield has been urged not to be “over opportunistic” in its treatment of small retailers, in the wake of its decision to charge existing tenants to join its new virtual mall.

I’m worried that I sometimes give the ‘hard sell’ too much to clients and scare them off. How can I tell if I’m going too far?

4:41PM | Thursday, 14 April 2011 |  It’s a really good thing to be assertive as a sales person, as it is in life, but we do need to use our emotional intelligence to know how assertive we need to be.

Eagle Boys aims to beat franchise struggles with Video Ezy link-up

4:21PM | Tuesday, 12 April 2011 |  Pizza chain Eagle Boys is the latest franchise to team up with another operator in a bid to attract new customers, although the peak industry body says franchisees should be wary of “multi-branding”.

We launched a big ad campaign but it only created two new orders. Where am I going wrong?

4:34PM | Tuesday, 5 April 2011 |  Advertising is a tricky business but if it isn’t working for you then it is usually down to one of a few key factors.

Four in ten online sales come from overseas websites

3:11PM | Thursday, 31 March 2011 |  New research reveals 43% of local online sales go offshore, suggesting foreign retailers are successfully targeting Australian shoppers and have gained a strong foothold in the local market.

Colorado collapse prompts warning about niche markets

3:07PM | Thursday, 31 March 2011 |  A retail expert says the collapse of Colorado presents an opportunity for independent retailers to pick up additional customers but also sends a strong message about operating within a niche.

Take some hints from sales gurus

3:53PM | Tuesday, 29 March 2011 |  Late last week I told you to keep spending time trawling the internet for trends, news and good ideas, today, do some further reading.

Coles defends price cuts as battle shifts to chicken

3:35PM | Tuesday, 29 March 2011 |  Coles has rejected claims its retail milk cuts aren’t sustainable, revealing that its aggressive price war will continue with discounts to chicken.

Coffee prices a wakeup for operators

3:13PM | Tuesday, 22 March 2011 |  Australian cafes have been urged to concentrate on improving the customer experience in the wake of a record coffee price surge.

Chadstone success underlines rise of destination shopping

3:06PM | Wednesday, 16 March 2011 |  Small retailers have been urged to collaborate in order to adapt to the rise of shopping centres as catch-all destinations for consumers.