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A few days ago I saw mention about someone worrying about his.
How common are they?
Never existed when I worked in a bike shop but clearly the reps that came in had them.
Anyone with a organisation involved in sales needs sales targets. But I'd imagine most lbs dont!
Evans telesales did with related bonuses. However since we had the customers call us it really didnt make much difference to how we worked.
(Info is a good 4-5 years old)
But I'd imagine most lbs dont!
If they don't know how much business they need to do to stay viable, they won't be a lbs for long.
They know, but I'd say most don't incentivise the staff, totally different things. It's different to most retail, you're relying on low volume sales and the passion of your staff anyway. You're unlikely to up sell a bike, and most people will come in wanting one, or not.
I used to enjoy selling someone an S-Works, I doubt your average Next employee gives a damn how many shirts they've sold!
Nick
come in wanting a bike yes ....
but i found if they were looking at X bike - it was quite easy to sell up to X + 1 if it wasnt massive ammounts more not because i was looking for sales targets or on commission but because i genuinely thought/know its a better bike.
Used to work in one of the original trial Halfords Bikehuts... No targets, few in-house christmas sales competitions with no prize at the end, but no management pressuring us to make sales.
I imagine if someone doesn't sell stuff, they'll soon be out the door, though.
but i found if they were looking at X bike - it was quite easy to sell up to X + 1 if it wasnt massive ammounts more not because i was looking for sales targets or on commission but because i genuinely thought/know its a better bike.
Totally agree, but that's my point, you're not driven by targets, but by your knowledge. I wouldnt have done that any more if I was incentivised.
In fact I'd go as far as saying it can be detrimental as you're more inclined to give away more of what is a slender profit margin or sell someone the wrong thing, both of which can be damaging in the long run.
Another thing that's a factor (it certainly is for the kind of small shops you get around here) is that manufacturers set targets - minimum number of frames/bikes you need to sell - to keep your dealership.
haha with your reputation Hora; your local bike shop probably has a target for you as an individual.
Another thing that's a factor (it certainly is for the kind of small shops you get around here) is that manufacturers set targets - minimum number of frames/bikes you need to sell - to keep your dealership.
Aye, but you generally subscribe to those in your pre-season order, by the time the stock's in its too late to do anything about it!
I went from a local bike shop to a Halfords store (more permanent and better money) The local shop was all about bikes and customers/friends. Then i got a nasty shock going to work for Halfords where it was all about rushing builds to an ok standard and move on to the next one. Our cycle department had around 90 bikes on display so not a small area. There were 2 full timers and 4 part timers. A typical week in the summer would sell 70-80 bikes as well as serving families of customers and repairs/servicing.
The pressure we had to build bikes FAST and sell accessories with over 50% of our bikes was unbelievable. All but one part timer were really into our bikes and were able to service all but forks and shocks in-store (just didn't have the time). There was almost always a queue of customers and most wanted their bike now, not in an hours time. The stock room was just about big enough for boxed bikes and customers repaired bikes so pre building was not an option.
If we sold bikes off display we got shouted at. If a customer complained because we had a queue of bikes to build and needed an hour to got theirs ready we got shouted at.
I think its just the quality of customer TBH. Im sure most of you would be perfectly happy to have to wait an hour or 2 while your brand new bike is built and set up?
As someone who has worked in shops for years and now has their own (albeit in it's infancy) I would dread the thought of targeted sales for my staff (who currently don't exist) I know how much I need to do to cover my costs (our workshop pays for everything at this time of year) but I would never want my customers to feel that a staff member is pressured into selling because however much you try and suppress it, that pressure becomes pressure on the customer to buy
Jonkineticcycles +1
Happy unpressured staff = very productive staff.
- that's a good name for a bike shop 🙂Jonkineticcycles
As someone who has worked in shops for years and now has their own (albeit in it's infancy) I would dread the thought of targeted sales for my staff (who currently don't exist) I know how much I need to do to cover my costs (our workshop pays for everything at this time of year) but I would never want my customers to feel that a staff member is pressured into selling because however much you try and suppress it, that pressure becomes pressure on the customer to buy
It doesn't have to be pressure, that's down to you as employer, but they should know what's needed each week to make the business viable.
For example telling them it takes £xxx a week to make the business viable.
My lbs told me they are targeted on gross sales be it bikes or accessories in ££'s , this makes sense I suppose esp for he lucky devil who sells anything with s-works stamped on it!!