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gordon arnold

sales management consultant
40+ years of sales. With these practiced abilities I can quickly assess and match both the company’s worth to the qualified prospectus and reliably asses the market's acceptance. These attributes when put to work will ensure growth for the company and the company’s customers. SKILLS SUMMARY: Working with new materials to grasp the effectiveness as a solution for the overall project. Identify, meet with and discuss opportunities of mutual benefit to fully qualified business prospects and turning these efforts into a mutually profitable business relationship. Full capability to operate successfully any and all modern and/or time experienced office communications, presentation, production and Information Technology equipment. Weighing the relative costs and benefits of a potential action. Using logic and analysis to identify the strengths and weaknesses of different approaches. Teaching others how to create a new concept, design, build and implement a solution correctly. Determining all of the tools needed to do a job right the first time. Understanding written communications in all work related documents. Communicating effectively with others in writing in order to get the desired effect or response. Assessing how well one is doing when learning or teaching. Using multiple approaches when learning or teaching. Observing products, services and processes for the purpose of determining quality and performance factors against the determined needs of the company and/or customer(s). Preparing accurate reports in advance of the time required to make necessary changes. Motivating, developing and directing people as they work together to complete their goals. The ability to understand and follow corporate rules and guidelines and teach them to others. The ability to identify market needs and response and to then react appropriately. The ability to meet and exceed required profit and market share levels.
  • Posted on: 02/13/2019

    Retail leaders need to care more about tech

    Information Technology (IT) is expanding into ever increasing facets of our lives quicker than ever before and is increasing in size and scope exponentially. Very Large Scale Information systems (VLSI) have been highly structured and specialized for decades. To expect a CEO, CFO, COO and any other non IT executive to have a working knowledge of current proven technology is simply preposterous. Companies of any size must identify business needs, create an affordable plan and execute. Third party specialty IT companies are a great way to keep current at affordable prices. Companies must keep the door open for new and innovative methods from the established industry leaders.
  • Posted on: 02/09/2019

    Product and promo knowledge won’t make the sale

    More costs more. Investing in training should be kept for each and every sales associate as a demonstration of how to prepare them for someone else to get returns. Employee turnover is an issue not taken into account here. It is during the interview that we should look for personal hygiene habits, communication skill levels and pleasantness/attitude. For the employees wishing to stay on and move up, it is again the company’s role to work with the employee to establish direction and training needs. Location, in stock, replenishment and housekeeping are the attributes most necessary to create sales and grow turn. Lest we forget.
  • Posted on: 02/03/2019

    Shopper technology opportunities are the focus of FMI Midwinter

    Offering lower prices and free shipping isn’t what makes e-commerce more attractive -- convenience is. A close look at the growth of e-commerce will reveal that perishables and/or time-sensitive goods are still a see-first desirable for consumers. This lends itself to an opportunity for brick & mortar retailers to begin the redesign of new and improved facilities that make shopping fast and convenient. Imagine being able to always find a clean, dry place to park that is near to the door. Then going into the store with a list of goods pre submitted and returned to you for verification and update. Then the list is re submitted and picked placed in position for final inspection by the customer and loaded into a cart. The cart continues to check out and bagging while the customer retrieves their car, bringing it to a pay and load area. This area can also be used for BOPIS, third party delivery or long distance shipping orders that are needed ASAP or for whatever other reasoning. Add to this a public transportation system that allows for route management to accommodate enhanced pick up and destination stops and life simply gets easier.
  • Posted on: 01/10/2019

    Why are Millennials apparently addicted to Chinese knockoffs?

    We might be confusing cheap knockoffs with higher value, low priced alternatives. China can and does make a great deal of good to very high quality merchandise. China is not the only place to find cheap knockoffs that infringe on patents. In fact it is easy to divert attention away from the guilty simply by routing through China with false origin tags already fastened to the product. The search for truth never ends with the seemingly obvious.
  • Posted on: 01/10/2019

    Is it now or never for J.C. Penney?

    J.C.Penny has little to say or do about its future. The company is in the hands of the vendors and banks holding them up. The company’s biggest problem is making payroll. This alone is the biggest need for the future. Vendors, real estate and banks are simply prolonging the inevitable.
  • Posted on: 01/10/2019

    Is Lowe’s doing it right with its new tagline?

    Lowe's inventory and special order product line is more expensive than the Home Depot. This has always been the big reason for them lagging behind. Lowe's does not understand the necessary add-on sales for whole job purchases. The focus is and will be turn, profit margin and cost. I just wonder why the new management team doesn't give clothing a try, like Ellison did with Penney’s getting into large appliances and tools.
  • Posted on: 01/07/2019

    Will AI, tariffs or some other news be the big retailing story of 2019?

    Retail will begin to see the rise of new and consumer defined retailers. These companies will be better equipped to identify consumer needs and wants for product and/or services. Look for free shipping to give way to profit taking by means of delivery time increases and dates. Transportation and logistics will grow into much greater capabilities than ever expected. Much of this will be behind the scenes from the consumer view, but this is where retail will go -- like it or not. Computers will demonstrate how dumb they really are as we will see billions of investment dollars go in the garbage like we did with talking end caps and shelves. Self check out will see the beginnings of fully automated tally and bag machines with live audio visual attendants running several lines at a time. This may be a fun year for all.
  • Posted on: 01/07/2019

    Retailers are shutting down their NYC flagships

    Flagship stores are expensive and usually cost more than they make. The purpose was a marketing grandstand which is no more than advertising. The money diverted to web site enhancements and social media advertising is better spent on a far larger and rapidly growing audience. Simple 21st century marketing deployment.
  • Posted on: 01/02/2019

    Whole Foods to expand nationwide to drive Prime Now growth

    E-commerce is a service retail industry that has positioned itself unfavorably with discount pricing, no tax collection and free delivery. Amazon must be careful to position the expansion stores where service is a higher need than pricing. Brick & mortar retail will continue to evolve and shrink for the foreseeable future, so the need for standalone profitability must yield to 21st century retail methods and accountability. Amazon leadership does have a clear plan and direction for its future. The companies middle management has few communication tools for bilateral communication needs. If there are no improvements, the path to success might narrow to choke levels.
  • Posted on: 12/27/2018

    What are the takeaways from the best holiday season in six years?

    Retail companies have done little to remove themselves from the downward trajectory of the market(s). This is largely due to the spread of cookie cutter mentality into all aspects of the businesses. Add to this the closing of big to small stores all over the world with a dab of global recession and you create a redirection of discretionary spending that profits the few who have price, product and availability. The good news may be that the USA businesses may continue to do better as we move away from world wide financial investments, support and debt restructuring. This is an example of how less is sometimes more. We are left with a trendy lesson rather than a good business lesson in that the fundamentals need a 21st century rebuild for sustained growth.
  • Posted on: 12/11/2018

    Should Amazon buy Target?

    Amazon is seeking to capture market acceptance on a larger scale from their patronage as well as gain recognition from previously indifferent market prospectus in any demographic status. Constantly upgrading the software they use in e-commerce is a must and remains a good portion of their selling stability. Growth at their level seems to continue to be made through increasing market share. See, feel, touch and learn purchase needs are still satiated principally through a brick-and-mortar experience. This is a large part of the reason Amazon is buying large retailers. Other benefits in this expansion plan are to accommodate the desire to enter and exploit the world of impulse buying. BOPIS sales will slow the rising shipping costs that they now realize they have almost no control over. I find the desire to invest in high-line mass merchants that have priced themselves into a stall very interesting. Amazon seemingly sees customer service and support as a need that is more relevant in 21st century retail techniques than price. This is unique in the land of big box retail and therefore mandates a full assimilation among all acquisitions in this expansion’s cost controlling success. Market surges and holiday growth is more the reason for Target’s sales increases than management success. Target’s board of directors will find Amazon’s offer, if it comes to fruition, a lot more appealing as a remedy for the many mistakes they have made over the years. It may be time for them to get out while there is something to get out of. After this what next? Lowe’s might be in need of a lifeline.
  • Posted on: 12/04/2018

    Are weekend deals the key to Target’s holiday success?

    With e-commerce being what it is today brick-and-mortar retailers must focus on the needs and wants of the consumer wherever they are and whenever they shop. Product availability, price and the ability to deliver to a destination on time share the driver’s seat in the present day market place. This attempt to draw floor traffic may just siphon weekday sales into the weekend results. No worries, sales are up so far and even Target might get a windfall lift from the momentum.
  • Posted on: 12/04/2018

    Walmart gives associates a tool to deal with out-of-stocks

    Delegating a serious problem to an employee level with little or no ability to address the imperatives is a serious lack of competence. Let’s look further into this. The company is suffering from grave floor personnel shortages. The ones that are there are poorly trained and given very high priority tasking demands. A look at what the company calls customer service is nothing more than cashiers that can perform returns, exchanges as well as normal purchases. There is a higher level of frustration in all of this found in the weary consumer that becomes exhausted in the search for help only to find that what they need or want isn’t available in this location. One might call this an example of problem solving with 21st century “Superficial Intelligence.”
  • Posted on: 12/03/2018

    Payless scores with mock-up luxury shop

    So we now have reason to believe that successful people with money aren’t necessarily smart. This includes the top guns working for Payless that supported the message we are reviewing. Practical jokes are more often than not seen as cruel and weak. Not the best way to advertise, with or without the laughs.
  • Posted on: 12/03/2018

    Can Gap cut its way to profitability?

    Survival and growth have the exact same requirement -- profit. Sales with acceptable margin levels at the needed turn rates will yield profits. Generating the needed selling results for growth and/or survival is strategically supported by customer accessibility and willingness to participate. Closing stores without increasing accessibility will always reduce traffic in a number of ways. Fewer stores as a result of closings not only reduces accessibility for a mechanical reason(s) but it also is a negative message to the consumer that is only looking for positives. I see nothing in the plans here to increase traffic and therefor improve sales. Very large retailers, both brick & mortar and e-commerce, with the same capacity to understand and evolve to a 21st century platform, will mistake their endurance for success and over time fail as well.
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