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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.


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: 08/13/2018

    J.C. Penney goes after Babies ‘R’ Us customers with new shops

    Toys "R" Us and affiliates are gone. This may be attributed to severe lack of successful sales promotion and results. A large portion of lost sales were stolen from them by e-commerce. Lower prices, anywhere delivery and easy return policies made the Toys "R" Us locations see touch and feel facilities and urgent last minute need purchase centers. Placing this expansion in 500 locations that are near closed failures will only serve to accelerate the losses now sought after by J.C. Penney. The only good news for consumers is that there is now another well stocked see touch and feel facility than can be used for the rare urgent buy needs that is seeing the effects of online gift cards.
  • Posted on: 08/08/2018

    Amazon delivers latest Prime perk to Whole Foods’ curb

    These are all great perks for the faithful fewer. The purpose of the proposed exercises is to attract and hold more market share. Utilization of ceremonial promotions that require commitments beyond a single participation rarely provide abiding growth. It may be time to re-badge and drive Whole Foods in the direction of the seemingly price driven customer(s).
  • Posted on: 08/08/2018

    Can retail compete for computer science graduates?

    Retail may wish to consider a consortium effort to attract and keep quality Information Technology expertise. Let’s look at some interesting market trends and how they might be exploited to benefit the narrow margin world of retail. A larger portion of this day’s graduates finds a base of individuals with the desire to work shorter hours per day, week and year. Work from anywhere allows for this handily. Combining a syndicated company with pay as you go/need will create flexible relationships that can meet the needs of employer and employee. Add to this a world wide pool of potential employees and the options and affordability are limitless. A company like this owned by and or controlled by the clients will reduce costs even further. Look for companies “like” ADT, UNISYS, and AMAZON to give it a go.
  • Posted on: 07/14/2018

    New CEO focused on keeping the Dunkin’ brand relevant

    With 22 years at McDonald’s Mr. Hoffmann’s "keep it simple and stay focused" approach will put order where it is sorely needed. The first and highest priority is to identify and create a specific market penetration and development plan. I am wondering if this is within his practiced skill set.
  • Posted on: 07/14/2018

    Ellison shaking things up at Lowe’s

    There are several reasons for Lowe's to make a change in leadership. The most obvious is results. There are many differences in structure and approach. Lowe's looks at profit taking as a primary market directive. This has been a problem for them in terms of one-stop shopping. Contractors and DIY project sales will almost always incur a need for low-profit add-on items. It is common knowledge that Lowe's is missing many of these elements. This needs to change faster than the names on executive office doors. While Lowe's has nowhere near the buying power and liquidity of Home Depot they can put equal pressure on vendors that face price-determining factors like manufacturing planning volumes which Home Depot cannot support by themselves. A new look at perhaps entering the rental industry with a clearer understanding than that owned by Home Depot would satisfy their love for high margins and impulse sales. Mr. Ellison’s previous two missions will in no way resemble what he is facing today. I do not think Lowe's needs to be reinvented. It must be made relevant to today’s home improvement market without price wars. Becoming a supplier of relevance to small and medium businesses outside of existing store ranges might work to support better quantity extra schedule price points in closely competitive commodity product lines.
  • Posted on: 07/11/2018

    Apple’s Ahrendts sees a ‘bigger purpose than just selling’ for retail

    What Apple sells is ease of use in an extremely complicated mixture of hardware, software and communication environment. Their keen insight into what is necessary to bring unsophisticated users the highest levels of leading proven technologies. Couple this with a daring exploitation of new and even undiscovered technologies while simultaneously building consumer interest into demand and taking demand into a frenzy where price is no longer a consideration. Grocery stores, clothiers and other market flooded commodity retailers have nothing to learn here to bring them into the established 21st century. Their vision is to expand market share using practical access at a competitive price. Specific focus should be on making improvements that drastically reduce out of stocks, creating visible and willing assistance and addressing store/site appearance and cleanliness needs.
  • Posted on: 07/11/2018

    Will Amazon team with third-party sellers as a Prime perk?

    The concern over lowering e-commerce prices and increasing the benefits for owning a PRIME membership should not be underestimated. With the United States Supreme Court just passing into law the States' right to levy and collect e-commerce taxes, the largest persuasion for e-shopping with eyes wide winced and fingers crossed is largely diminishing. A release of the time tested and largely ineffective consumer loyalty plans is all but certainty. So what advantages still own consumer interest? I suspect time might be the answer. Fast anywhere turnaround combined with information and/or experience will make an impression on Americans that have need to maximize their “Free Time” availability. Loyalty is a choice dependency is a need that can be intensified with proper application and use. Look to the information technology market to see a demonstration of this to enforce levels of participation.
  • Posted on: 07/11/2018

    Will America win the trade war?

    America, as in the United States of, is the only prize in the so called trade war. That said, we may conclude with a great deal of accuracy that the war ended already. The emerging third world nations are full of very low income consumers that struggle with basic needs to the extent that discretionary income is measured in pennies. Collectively this amount of money is staggering, but the cost of profitable access is highly evasive at best with a dangerously low net profit and high risk. Had the European Union remained intact and profitable, the Third World producing nations might have made a go of it without the USA. But even with this they would be confronted with slower and lower turns with an intense drive to lower prices further. That said, the world must come to a new trade perspective and much more skill at negotiating.
  • Posted on: 03/09/2018

    Why does Lowe’s seem to have a problem turning shoppers into customers?

    Lowe’s is a discount brand retailer. Quality associates, supervisors, and managers cost more money than they are willing to pay. So they invested in selling tools that prospects can utilize to select for their priorities and needs. After the decision is made, prospects use Lowe’s free WiFi to purchase cheaper online or down the road. The only people fooled in this market plan are the executives that dreamed it up and relentlessly stand by it.
  • Posted on: 11/07/2017

    Why is it so hard to get retail associates to upsell?

    My advice to managers and executives faced with solving the futility of this problem is to simply step down. Those employees on the floor or phone with the capability of developing the skills needed to upsell simply need a reward system that is seen as worth the effort from their perspective. Whether it comes as a point system used to get and/or hold a higher hourly wage or as a bonus for profit taking, or how about all of that. Capitalism is a give and take market endeavor that needs more legitimate giving and less business ownership entitlements disguised as an ambiguous job description or team membership going the extra mile(age plan).
  • Posted on: 11/03/2017

    Will this be the year REI regrets opting out of Black Friday?

    Like any decision we must evaluate prospective results with what is currently trending. When reviewing what REI most probably considered, their decision was not all that complex. The current depression is now going on ten years. There are indications of revival bur not to the extent of being out of it. Brick & Mortar stores are hurting the most in this economy and this will continue into next year. Add to that the 3 to 4 black Friday events throughout the calendar year and we now own a thoroughly diluted event. In fact, consumers now see the original “Black Friday” event as a beginning of lower prices and no longer the day to start spending. The day they start spending money in large proportions is “Cyber Monday” which is when REI will be back to full strength both in store and online. This will make for an interesting tally sheet with all eyes on the hunt for November’s bottom line. Another consideration is that quality retail store associates are in the harder to find category and still on the decline. Decent pay with holidays off will attract the better candidates.
  • Posted on: 10/31/2017

    Is inventory or staffing the biggest omnichannel challenge for stores?

    The use of distribution software for omnichannel is industry predominant and in and by itself a challenge of monumental proportion further compounded with the manipulation of said software by the minimum wage employee. Add to this an increasing number of retail executives that buy into the nonsense of computer compensation for inferior input performance by functionally illiterate low wage employees now coined as artificial intelligence. Computers do not, have not and will never own abstract rationality otherwise known as intellect. Successful omnichannel requirements must first own a universally accepted definition and procedural methodology. Following that there is the necessity to have direction from sources with a keen understanding of the objectives they oversee as well as the ability to recognize potential critical impasse and the ability to create, test and implement solutions. There is no reliability in faux intelligence.
  • Posted on: 09/25/2017

    Would a radical partnership help Walmart thwart Amazon?

    This is nothing to be surprised or in suspense about. What we are seeing is the evolution of internet media. Just as television and radio combined to offer information and entertainment coast to coast, we are seeing the same conglomerate collection of companies for providing service and now product(s). This I about survival and expansion to become the world wide supplier of everything. Google, Home Depot, Walmart and most likely other very large service and product suppliers with an existing global market presence will eagerly join in. If Amazon wishes to compete, they must enroll the support and participation of small and medium business with competitively priced high quality goods and service. Amazon needs to be more aware of who can compete directly against them with little or no investment like maybe COMCAST and VERIZON. The ability to create a new buy and sell retail business and bring it to the scale of Home Depot or Walmart may require a whole new and radically different methodology.
  • Posted on: 09/20/2017

    Toys ‘R’ Us files for bankruptcy, enters ‘new era’

    What’s hot? Halloween. What’s not? Toy stores that don’t get it. This weekend people of all ages will go to Home Depot, Walmart and their respective counterparts to load up on this years latest and greatest Halloween stuff. Hard to get and the latest winning inventory items for this holiday will be stacked to the ceiling in these retail stores. As for the highly regarded Toys "R" Us, well, they see things differently and much prefer doing things as they see fit. Is it any wonder they are waiting for the market to catch on and do the right thing. The only thing that is worse than the store merchandising and inventory is declining receipt count and size. There is little or no time for the company to continue with this management style. We need a realistic leadership that knows 21st century brick and mortar sales merged with e-commerce market expectations.
  • Posted on: 09/15/2017

    Do retailers need teen consultants to really understand Gen Z?

    With the extinction of marketing departments through the business world significant oversights like we are discussing here are commonplace. Perhaps that is why 21st century luxury sales are left to price advertising. While generation Z is still in its infancy, the opportunity to introduce ourselves and enlighten this market and are being squandered just like they were for Gen X and the Millennials. The desire to sell at established profit margin and turn levels has obsoleted marketing methods for cultivating interest into new markets. This is seen clearly in the consumers’ abandonment of brand and supplier loyalty programs and retail’s desperate attempts to reinvent and revive the 20th century long dead loyalty plans. This isn’t to say we don’t know there are different generations. We simply don’t know how they buy and their decision criteria and priorities.
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