Page 2                                                           The Sun

                                                        Volume 4, Issue 5
Walk The Store


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 This critical competency is the most basic and essential of all retailing competencies; it is half science and half art. Walking the store is basic to understanding all that is going on with retailing. It is the single most important activity that a retailer does as it enables them to "read" what is going on with the store. Simply by "walking a store" a good retailer can tell if its profitable, if it is over-trading or over capitalized. They can determine what the standards are and what—if any—are the gaps in the standards; what are market opportunities and how we as a business are satisfying consumer demand.

Walking the store is made up of these 3 key activities:

  • Observation
  • Diagnosis
  • Prescription
 Competent retailers are doing this all the time to ensure that their standards are where they should be and to check that smart activities of other retailers can be copied. Additionally, the competency enables that same retailer to recognize when one of their stores is going off the boil and determine what is causing it. This is all very subtle as the retailer is "observing—diagnosing—and prescribing" many variables at the same time.

This program is designed to:

  • Train the dealer how to competently walk a store.
  • Train the dealer how to ensure their staff are constantly walking the store
  • Train the dealer to ensure the Sales Associates are walking the store regularly.

Walk the Store… August 28th and August 29th, Dedham Holiday Inn.
Texaco Brand
08sun2b.gif (3529 bytes)  You should have received and be displaying a point of purchase kit and brochures that show how Texaco Clean System3 gasoline is designed to keep valves cleaner. The basic "Which Gas Would You Use" P.O.P. kit was sent to Motiva locations at no charge. However, if a location ordered additional items with Power Signs (i.e. Building signs, etc.) the location will only be charged for the incremental signage to the quantities contained in the basic kit.    DISPLAY: Should currently be up and displayed until Nov. 3.
This is a great opportunity for us to show our customers how our fuel is different from a discount brand gasoline chain, national wholesale clubs and grocery store chains. However, as you know signage is only one part of the equation. We need to ensure all your sales Associates consistently communicate the benefits of our fuel offering.

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