Monday, 8 June 2015

Say Hello to Three of the World’s Best Sales Associates.

Inspired by the TRRAIN Retail Awards, World's Best Sales Associate awards were launched by The World Department Store Forum to recognize outstanding work in the retail sphere across the globe.

The Award Ceremony held in April 2015 in Rome awarded 3 finalists who were selected by a panel of experts, led by B S Nagesh from TRRAIN. The jury’s goal was to honour exceptional performances by a sales associate in fulfilling customer expectations, commitment beyond duty, product knowledge, team work and commercial results. Eva Bunzel, from The KaDeWe Group, won the trophy and shared some examples which demonstrated her passion and dedication to exceptional customer service. She was joined on stage by her CEO André Maeder.

Picking up from where we left off, we’re now going to share the inspiring stories of the 3 winners in the World's Best Sales Associate 2015 award category.

Eva Bunzel from the Kadewe Group - Winner

Eva pioneered the concept ofWellness Shopping’. When the idea was in its pilot stage, she tested it by inviting a regular customer and her friend to a presentation of the latest collections. She combined this presentation with Shiseido beauty treatment as well as catering. That’s where Wellness Shopping all began. She followed up this experiment by inviting twenty best regular customers to the Wellness Shopping session. In cases where the ladies took part with their entire families, Eva organized a tasting in the wine department of the legendary gourmet floor for the men. While their husbands were busy tasting fine wine, their better halves were advised in the latest fashion trends. At the end of that day, a purchase of approximately $ 15,000 was made. The women bought clothing, makeup and shoes and their men bought wines and multimedia products.

Two years ago, Eva received a request from an architect. He wanted her to set-up an apartment for a customer with the assistance of Eva’s personalized shopping service. The request demanded that she arrange everything for the entire apartment, from towels to crockery and cutlery to linens and kitchen appliances. What’s more, the customer had given no budget! Eva took up the challenge and with the help of some hardworking colleagues, successfully completed this job. For this assignment, she transacted about $70,000 and even secured a follow-up order for the decoration of a house.

This is a classic example of how Eva used initiative and innovation to take customer experience to new levels of amazing!

To read the stories of the other 2 finalists in this category, click here.

Roosevelt from Macy’s - Finalist

Roosevelt is no ordinary retail associate; he’s a retail ninja. That’s because Roosevelt exceeds his customers’ expectations every single day. While helping a couple select outfits for an upcoming cruise, Roosevelt took the time to offer multiple options and made sure that they would be the best-dressed couple on the boat. This initiative led the couple to send Roosevelt text messages and pictures saying, "Everyone wants to know where we got our outfits from. We told them they need to go see Roosevelt at Macy’s, White Marsh. Thank you for making us feel like a million bucks. We will be back soon to see you!"

On another occasion, Roosevelt helped a young man who came to shop for an upcoming interview. Roosevelt made sure to dress him from head to toe and even dropped some advice on what to say in the interview. Suffice to say, the young man was thrilled and also landed the job!

Roosevelt is a powerhouse combination of customer care and product knowledge. He consistently offers his customers style options and educates them on the best and most appropriate accessories for their outfits. His YouTube video series, Roosevelt Knot, which demonstrates his excellent skills in tying ties has gone viral.

On one occasion, he went beyond the "call of duty" and ran the Home Store during the biggest shopping day of the year, Black Friday, while an Executive was out. Now, Roosevelt serves as Sales Supervisor during the Holiday Season.

Little wonder why, for 2014, Roosevelt's sales were nearly $100,000 more than the previous year.

John Kirby from Selfridges - Finalist

What happens when determination, time management, multi-tasking, trend knowledge, drive and strong client networking converge? John Kirby; that’s what happens.

When presented with the opportunity to service a VIP client, who prefers to shop out of business hours and stays until well after midnight, John took up the client and went well out of his way to assist the customer. Additionally, when this client was hosting a party John arranged for her favourite celebrity to attend it.

With expansive product knowledge at his disposal, John was able to create massive amount of product and buying options for his customers. This helped him in increase YTD sales per hour to $635.00 compared to the department average of $269.00.

With a client book of 1000+ members, John continually strives to offer them specially tailored and useful services. Once a client informed John about how he broke his back in an accident. John immediately sent him a get well card and kept him up-to-date with images of new products throughout his recovery, so that he didn’t miss out on anything while he was bed-ridden. Post recovery, the client spent a great deal of money in the store. What’s more, his wife is now John’s client too.

This level of personalization combined with John’s extensive product knowledge has resulted in sales totaling $1m, exceeding his previous year's sales performance by +25%.  

Initiative, insight, innovation and imagination; these are the qualities that make successful leaders. Stay tuned to our next newsletter! Until then, we hope these three stories have inspired you to write your own story. 

No comments:

Post a Comment