8 Steps Consultants Use to Increase C-Store Sales

Sometimes familiarity and routine can block easy changes that can increase your c-store sales. Getting a fresh set of eyes to work with your team can be a quick  way to find a few break-through changes that can increase sales. Habits and history can sometimes limit choices and an outside view of possible changes can provide a different list of options to consider.

Attention Brings Focus

Engaging staff to think and share experiences while also opening the possibilities to new ideas brings attention to obstacles and opportunities. Focusing on making things better while reviewing existing work habits can uncover good ideas that are not hard to implement. For example, store managers may share that up selling is not consistently done. routine operations may have become sloppy and need improvement. Other times, you may learn that the competition has a lot better offers that have not been addressed. Many times, a new look at promotions and signage brings new ideas to the buyers that may not be aware of specific-store conditions.

Getting Buy-in for C-Store Performance

During the process of gathering information from staff, they become an owner of the new ideas. It also ensures the store-specific conditions are considered and as well as providing staff with a corporate perspective that may not be understood. Everyone gets a chance t0 understand the full range of issues. The most common obstacle is just the business of doing one’s day job that prevents special projects.  Having a consultant provides someone with the specific job to do the assessment, brings perspective and focus. Such a resource can often spark the energy and activity to make a few changes that have been left to be done ‘when we find time’. Of course, considering necessary work flow and keeping the changes to a few critical items is important to avoid overwhelming the staff and missing existing work tasks that remain necessary.

Choosing C-Store Consultant

When choosing a consultant to help your c-store operations to increase sales, experience and fit are key. Make sure you have sufficient buy-in from leadership and the objective is made clear. Setting a timeline and promoting open dialog will increase the initial participation level from your staff. Finding a consultant that understands your culture and works to balance existing needs with the right amount of change will provide the best results. Before choosing someone to help, ask for an outline of the consultant’s planned activities. Spend enough time so both you and the consultant have a clear understanding of the scope of work. While each situation is different, there are a few basic steps that any consultant will take to ensure a successful store-sales engagement.

8 Consulting Steps to Increase C-Store Sales

  1. Interview District Managers to Assess Strengths
  2. Visit Stores to Assess Cashier Interactions and Store Presentation
  3. Compare Competitive Promotions and Product Mix
  4. Determine Budget and Flexibility of Service Options
  5. Brainstorm Options and Pick the Best
  6. Implement Options and Train Staff
  7. Measure and Understand Results
  8. Celebrate Success, Learn from Failures and Adjust as Needed

Change versus Stability

Great operations know their culture and strengths. They seek outside perspective to challenge weaknesses and improve strengths. No one wants to delegate leadership, but having different perspectives add value and grow teamwork. Hiring a C-Store consultant will bring a balance of convenience industry best practices to your company’s culture and corporate capabilities.

C-Store Performance- Related blogs and links

You may also like a related blog regarding What C-Store Managers Need to Increase Sales.

C-Store Customer Survey Software – Product Information.

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C-Store Cigarette Scan Data Software Increases Tobacco Sales

C-Store Cigarette Scan Data Software Increases Tobacco Sales

C-Store cigarette scan data software increases tobacco sales by getting rebates from Altria and RJR and by increasing your sales volume using discounts that are reimbursed to you. If you have loyalty you can dramatically increase the value by giving your clients as much as $1 per transaction – again reimbursed to you. So you get more traffic, more sales and increased value for your customers.

What’s the Catch?

It seems to be too good to be true. While it is true, there are conditions. These conditions include

Cigarette Scan Data Conditions

  1. Contract with your vendors (Altria and/or RJR)
  2. Weekly tobacco sales data submissions
  3. Pricing according to the contract terms
  4. Pricing anomaly explanations
  5. Quarterly reimbursement
  6. Scan Data Collection Software
  7. Altria Scan Data Multipack and Loyalty program certification
  8. RJR Scan Data Multipack and Loyalty program certification

It helps when you have a cigarette rep that knows the program and helps you get started. Also make sure your processor understand the details of all the different rebate issues and has a track record of getting full payments for their clients (i.e., carton, multipack and loyalty). Of course, it helps to be able to contact a knowledgeable person who will help you get it done. Sometimes the program and technology can be a bit frustrating in the beginning. Find the right partner and make it happen. Drive more sales and save your customers a lot of money.

Make sure to get references to be sure the processor has experience with both Altria and RJR scan data certifications. That is, they address all the different parts of the certification:

  1. Basic file submission for up to 10 cents a carton
  2. Multipack certification. Make sure you get your reimbursements.
  3. Loyalty processing certification. This one is often worth more than the others
  4. No loyaltly program? Ask if they have a cigarette-only loyalty process

C-Store Scan Data – Related links

If you enjoyed this blog, you can find more information in these links:
Increase Cigarette Sales 10% and more!
C-Store Cigarette Scan Data Software – Product Information.

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