With Retail Trajectories helping professional navigate the most critical retail challenges, to Voice of Retail Next interviews, top retail influencer Carol Spieckerman leads timely discussions for today's retail professionals. Presented by MarketScale.
Why Going Retro with Recruiting Just Won’t Work
Retail’s reinvention will permanently transform organizational structures, roles, and responsibilities. New titles, new players, and flattened reporting structures are the new norm and no two retailers are taking the same approach. As new decision-makers and influencers step in, that spells opportunity for suppliers and solution providers that step up. So why are so many supplier companies still using old-school standards, to hire old-school talent, to take on retail’s new-school retail opportunities? As the retail game changes, so must your player line-up, particularly in sales and business development. In this episode, Carol draws powerful contrasts between traditional hiring standards and the new criteria that will power your retail business into the future.
It’s Time to Hone Your Holiday Hustle
How Sketchy Value Sabotages Solution Providers’ Prospects
As retail brand marketers, solution providers and platforms set their sights on fourth quarter and 2021, Carol launched her episode series, “8 Mistakes Retail Suppliers Can’t Make.” In the series, Carol takes on the top retail B2B positioning and business development hurdles suppliers experience and provides tactics and takeaways for conquering them once and for all.
Solution providers are a fast-growing retail stakeholder group and critical to retailer and brand success. Companies that provide merchandising services, packaging, signage, data solutions, content and myriad other outsourced resources have never had more opportunity as retailers look outside their walls for answers. Yet unforced errors and self-inflicted slips threaten to derail the possibilities for some. In this episode, Carol outlines how misguided assumptions, lack of focus and all-or-nothing thinking conspire to dilute your value, and she reveals powerful tactics for clearing the confusion and claiming your space.
In this episode you’ll learn:
Why retailers’ perception will be your reality
How frenemy forays expand your options
Four collaborative models that will keep you in control
How you can dictate your competitors’ fates while showcasing your strengths
Are you Feeding Retail’s “Nega-hype” Machine?
It’s easy for those in retail and almost any other industry to be negative right now. In fact, it’s always easier to default to negativity. However, that’s a path that can sabotage retail positioning. Spieckerman address the idea of the “nega-hype,” which is rampant right now. This term describes the irrational focus on negatives, which can ruin opportunities and possibilities.
Retail doomsdaying isn’t novel. Spieckerman recalled an early lesson on this. “I was working with some very jaded buyers in department stores. This was long before Amazon, but there was massive consolidation going on and freaking everyone out. I asked the CEO of a major retailer if I should be concerned. He said, ‘No matter how bad it gets, somebody will always be buying, and someone will always be selling what they are buying, so why not you.’ This was some of the best advice I ever received,” she noted.
So, what’s the antidote for “nega-hype”? Spieckerman suggests being positive assumptive. She said, “Positive assumptive has three rules. Assume positive outcomes until explicitly told otherwise. Make a positive approach your default. And, be assumptive in the first place. It’s an active position, not a passive one.”
Spieckerman notes some companies are doing this really well. “IBM is a great example. They are proactively positive but not ignoring reality. They have a firm grasp on reality but pair it with solutions,” she said.
The power of being positive assumptive can completely change a company’s culture and perspective. It can certainly quieten the “nega-hype” machine.
Why Retail Suppliers Should Stop Stalking the “Usual Suspects”
How Retail Suppliers Can Slay the “Slow No”