LIVE VIA ZOOM
September
9 (9am - 12 noon)
11 (9am - 12 noon)
16 (9am - 12 noon)
18 (9am - 12 noon)
23 (9am - 12 noon)


Covid 19 and the lockdowns have pounded with the mortar the bricks of retail.
As retailers, your key challeges are: regulations (limited number of people allowed inside a retail
establishment), reduced footfall (number of voluntary shoppers going physically to stores for fear of getting
sick), physical distancing (challenged instore face-to-face selling), significant channel shift (e-commerce), and
most likely, sales minus operating expenses may be down if not negative.

Most do not have the luxury of time to wait. Hoping for the best is not enough to recover revenues. These
NEW REALITIES require NEW STRATEGIES and PRACTICES.

The purpose of this program is to enable retailers to make the most out of the new realities, recover faster
and be situationally capable to take advantage/work with the next changes good or bad, that may affect retail
sales.

KEY BENEFITS TO RETAILERS
Given new realities as well as what can happen beyond this pandemic ,your company will gain:
- New Strategies on the 5 Critical Revenue Drivers
  o Store Traffic
  o Traffic-to-Sales Conversion
  o Average Transaction Amount
  o Frequency of Transactions
  o First Visits
- (Subsequently) Maximized Sales Productivity Return on Store Personnel
- Complementing Alternative Strategies to Retail
- Quicker Recovery to Ramp up of Sales Revenues

LEARNING OBJECTIVES
At the end of the seminar-workshop, participants would have gained:
- An updated understanding of Shopper Behavior
  o During this new normal
  o Beyond the new normal
- Strategies on How to Increase Revenues by optimizing:
  o Physical Store Layout
- Fixed
- Variable
  o Store Personnel Productivity
- Reduced anxiety thanks to actionable strategies

PROGRAM OVERVIEW
Preliminary Activity:
- Wall of Challenges
- Windows of Opportunity
- Processing and Drawing Realizations
- Actionable Points

PART 1: Shopper Behavior and Psychology

PART 1A: Shopping Drivers and Shopping Driver Pre-Determinants
- Why this is important to the retailer
- 5 shopping drivers
- 3 key shopping driver pre-determinants
- How to capture and use this knowledge in actual store operations

PART 1B: Shopper Buying Personality
- How shopper buying personality makes
  o breaks shopper purchase
  o as well as other shoppers in the store
- 4 shopper buying personality quadrants
- Characteristics of each shopper personality
- How to handle each shopper personality
  o to provide a better customer experience
  o to leverage the experience to induce purchases and secure loyalty

PART 1C: 4 Critical Shopper Emotions
- Why shopper emotions need to be understood by retailers
- 4 critical shopper emotions
- How shopper emotions affect shopper experience
- What store personnel should be doing to help manage the key shopper emotions
  o to provide a better customer experience
  o to leverage the experience to induce purchases and secure loyalty

PART 1D: S.H.O.P.ping Phases And Shopper Disposition
- What’s the significance to the retailer
- Shopping phases and how they translate to shopper disposition
- How to manage shoppers in each of these SHOPping Phases
- Selling
- Appropriate store personnel buying assistance modes sensitive to and appropriate for each disposition-phase,
  o eliminating hard-selling
  o avoiding being offensive and obtrusive
  o yet becoming many times more effective in sales conversion, providing a positive customer experience, and driving shopper loyalty

PART 1E: Integrated Application Exercises
- Shopping Drivers
- Shopper Personality
- Shopper Emotions
- Shopper Phase and Disposition

PART 2: Understanding And Optimizing Return On Retail Shopper Traffic

PART 2A: Inflow and Instore Shopper Traffic Mapping
- Why this is important to the retailer
- Macro-mapping
- Micro-mapping

PART 2B: Retail Personnel Dynamic Positioning Strategy In Relation To Shopper Traffic
- Why bother?
- “CROSS’ framework-tool
- Maximizing traffic-to-sales conversion and store personnel productivity, by knowing how to use macro- and micro mapping output
  o to position retail sales personnel on the selling floor
  o make dynamic changes based on day and time period conditions
  o deploy tactical changes as store personnel get engaged with customers
- Providing optimal customer experience during their store visit through

PART 2C: Integrated Application Exercises
- Macro-mapping
- Micro-mapping
- CROSS framework-tool application

PART 3A: Complementing Ways to Drive Sales Revenues
Traditional store loyalty programs vs AI-driven personalized & segmented loyalty marketing
- Multi-channel integration
  o Remote shopping
  o Blended shopping
  o Integrating Fulfilment

Part 3B Integrated Application Exercises
- Diagnostics
- Prescriptions
- Discussions

METHODOLOGY
The course utilizes multiple methodologies to cover learning style differences and learning phases from Opening reception, Comprehension, Retention and Sustained Use via framework-anchored tools in a fun, enjoyable experience despite the solid substance being provided. Hence, the course conduct shall make use of the following:
- Live Online
  o Interactive input of Mansmith’s original
    - Frameworks
    - Tools
    - Strategies
  o Real Stories (examples)
  o Tool-guided Strategy Workshop
  o Output Presentations and Sharing
  o Application of Tools and Strategies
    - Exercises
    - Processing
    - Drawing insights and conclusions
  o Checkpoints for Reflections and Drawing Actionable Points
- Offline Application Workshops
  o Own-Store Application Lab
  o Take-Home Exercises

WHO SHOULD ATTEND
Retail Store/Chain of Stores Owners
- Retail Store
  o Branch Managers/Assitant Branch Managers/OICs
  o Selling Floor Managers/Officers/Supervisors/Team Leads
  o Sales Managers/ Area Sales Managers/Regional Sales Managers
- Retail Store Support Managers

GROUP DISCOUNT: 5 + 1 FREE
FIRST 10, GET 50% SUBDSIDY PROVIDED BY WATERS PHILIPPINES

ABOUT THE INDUSTRY EXPERT
ROWEN UNTIVERO
Partner and Chief Sales Strategist

26 year-plus veteran of Training, Coaching and Consulting. 28 years of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing, and retail optimization as well as management via his original framework, processes and tools. He is the pioneering developer of the world’s first mathematics of negotiation, strategic nego-mapping methodology, 3D Language Wheel (verbals tones and body language), selling  mechanics as well as systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more. He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.

How much to pay for each course?

REGULAR COURSES
Early Bird Rate

If paid on or before August 26, 2020 OR if sending two participants and above.

8,800.00

+Vat

Regular Rate

If paying on August 30 and beyond.

9,800.00

+Vat

REGISTRATION
CLOSING DATE

September 02, 2020