ࡱ>     !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~Root Entryb.@pf9SlideShow]9]9Main PerfectOffice_MAIN&  Original Slide Show Oh+'Oh+'0` p |rikernSC:\P      !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~   WPC ~ G)H8"ajojjjk›|"XXXX'33' >Rj _d&#JR%G(b,Q-d0v2V6N9A<"?@C[FWPC # #2  I  .3  Activity-Ware....2  1  .3  CaseStudy( :(2  I  .3  History....2  1  .3  RobKnight..2  A  .3  1979!graduatedfromOttawaU!Honoursinphilosophy..2  A  .3  HelpedhisfatherwhowashelpingafriendrunaGolfpro-shopattheageof23-# ;-2  I  .3  History....2  1  .3  Activity-Ware..2  A  .3  3yearsmajorexpansion....2  1  .3  takestimetobuildresourcesforexpansion......2  a  .3  84!OpenedinHazeldeanMall......2  a  .3  87!OpenedCarlingwood......2  a  .3  90!HazeldeanExpansion......2  a  .3  94!HazeldeanExpansion......2  a  .3  95!OpenedinArnpriorstore......2  a  .3  99!Carlingwoodexpansion# #2  I  .3  Staff..2  A  .3  Whenhestartedtherewasoneemployee..2  A  .3  Couldn'taffordtohireseasonedsalesstaff!tooexpensive..2  A  .3  Staffhavebeendevelopedinhousethoughhandsonexperience..2  A  .3  Norealskillsetrequirementsbutneedsomeonewhoisa"hardworkingpersonwithagreatattitude"#   #2  I  .3  Staff..2  A  .3  CAfirmdoesaccounting....2  1  .3  Buttheyarenotinvaluablesince90%ofthem don'tknowathingaboutretail....2  1  .3  UsefulforproducingbalancesheetsforrevenueCanada..2  A  .3  55stafftoday....2  1  .3  1GeneralManager......2  a  .3  chargeofpurchasing!bigjob!....2  1  .3  3storemanagers....2  1  .3  1accountant/computeradministrator#   #2  I  .3  WhatdoesRobKnightdo?..2  A  .3  Goestoeverydept&helpsout....2  1  .3  Usetodoeverything....2  1  .3  Sometimehejustgetsintheway..2  A  .3  Doesmarketingandpersonnel..2  A  .3  "I'minthepeoplebusiness"!wejusthappentosellsportinggoods#  #2  I  .3  Learning..2  A  .3  Hehadaretiredmentorwhowasafriendbutnotabusinesspartnerfor10years..2  A  .3  "Onceyoustartwritingchecksyoulearnreallyfast"..2  A  .3  ContinuouslyReadsallaboutretailandbusiness....2  1  .3  "Studentofthegame"! Inschooleveryweek"# #2  I  .3  Issues!Expansion..2  A  .3  Itstakesaboutthreeyearstodevelopandtrainandearnenoughprofitstoexpand..2  A  .3  Findingtherightpeople..2  A  .3  Financing!hasalineofcreditattheRoyalBank( 3(2  I  .3  Issues....2  1  .3  Cash-flow ..2  A  .3  It'sthemainreasonthatfailureoccursinretail....2  1  .3  Especiallythisbusiness..2  A  .3  ForexampleNikewilldropoff$300000worthininventoryoneday..2  A  .3  Nomoreuntilitispaid!( 4(2  I  .3  Issues....2  1  .3  Cash-flow ..2  A  .3  Butyoucantsellitallimmediately!....2  1  .3  Salesareoverthenextseveralmonths..2  A  .3  Bythennewstockisrequired&moneyisrequiredtobuyit..2  A  .3  Otherwisestockgoesstale....2  1  .3  TOAST!( (2  I  .3  Purchasing....2  1  .3  Sourceforsports!BuyingGroup..2  A  .3  1of156companieswhichrepresents220storesacrossCanada....2  1  .3  Buyingpowerof250-300millionayear# #2  I  .3  BigPlus..2  A  .3  Greatprice..2  A  .3  Nopressuretobuythingsortherequirementtobuycertainitems....2  1  .3  Tiesupcash,andspaceforitemswhichdon'tsell..2  A  .3  Youwantthehotitems!notthecoldones!# #2  I  .3  Downside..2  A  .3  Toughtogetconsensus....2  1  .3  NikefaxesthatAirJordanscanbepurchasedforsignificantlyless......2  a  .3  butyouneedtopurchase2000pairsofshoes!......2  a  .3  Activity-warecantake100......2  a  .3  Whowillwanttherestinthisgroup?......2  a  .3  Somedon'tsellthosetypesofshoessotheyhavenointerest....2  1  .3  Doesthegroupbuy?# #2  I  .3  Competition..2  A  .3  HyperCompetitive....2  1  .3  In1987Activity-warewas1of9storesthatsoldNikecross-trainersfor$20offatCarlingwood....2  1  .3  Nomoneybeingmade....2  1  .3  Onlyoneotherstoreisleft( (2  I  .3  CoreCompetency....2  1  .3  StaffTraining..2  A  .3  8to9AMonSaturday..2  A  .3  Trainingbroughtin....2  1  .3  Trainingcompanies,eliteathletes,doctors....2  1  .3  Fittingshoes,avoidinginjuries,properclothing,etc.....2  1  .3  Theyaretestedonit..2  A  .3  Termofemployment(  !"(2  I  .3  Employeesare consultants....2  1  .3  Hatesthatterm!..2  A  .3  Sellthesportandareproblemsolversforthecustomers....2  1  .3  Sellawholecategoryofitems..2  A  .3  10%turn-overatCarlingwood....2  1  .3  comparedto75%onaverageattheotherstoresinthemall....2  1  .3  mostarelosttheQueens,WesternorWaterloo....2  1  .3  2oftheemployeeshavebeentherefor7to8years+#2  I  .3  ..2  A  .3  "Ifyouchangetheemployees,youchangeyourcustomers"....2  1  .3  Repeatcustomerslikedealingwiththesamepeople# $%#2  I  .3  HiringIssues..2  A  .3  Carlingwoodtherewere125peopleinterviewed(fora4weekhiringsign)bytheassistantgeneralmanager..2  A  .3  35wenttothegeneralmanager..2  A  .3  10wenttoRob..2  A  .3  6werepicked..2  A  .3  1leftin12months( &'((2  I  .3  Leasingvs.Owning....2  1  .3  Areyouinthereal-estateorretailbusiness?!?..2  A  .3  $90000waspaidforbyHazeldeanforlastexpansion..2  A  .3  Whenyoubuy,cashflowissuescanarisewhichcanrestricttheretailside....2  1  .3  forexample,youmustpayforfixingthings# 5)#2  I  .3  Leasingvs.Owning..2  A  .3  Arnprior,thebuildingisapprox100yearsold..2  A  .3  Ԁofferedforpurchaseat$180000....2  1  .3  whichtheownerboughtat$220000andneeded$40000inrepairs....2  1  .3  Or$25000inrent......2  a  .3  hetookrent....2  1  .3  itisnowworth$120000(need$50000to$70000inrepairs)..2  A  .3  Ifheboughtit!wouldrequireamortgageandrepairstobepaid# 6*#2  I  .3  Leasingvs.Owning..2  A  .3  Anotherexampleisthatifyoubuyabuildingfor$500000(anditwasworthabout$800000)anditdropsto$350000....2  1  .3  Thebankmaycalltheloan......2  a  .3  Ifso.....gameover..2  A  .3  Landlocked!youlooseoptionsandflexibility..2  A  .3  YouwouldneedthatspottobeHOTforadecadeortwo# 7+#2  I  .3  Leasingvs.Owning..2  A  .3  Hisco-opgroupsayshis"rentiswaytoohigh"!butprofitmarginisoutstanding(40%)..2  A  .3  Moreflexibilityandmorefreedupcash....2  1  .3  Repairsarenothisproblem..2  A  .3  Havingalottiedupintoreal-estatecanstuntyouabilitytogrow(space,location,cashflow,etc)..2  A  .3  "Youhavetounderstandwhatyouaredoing"( ,-.(2  I  .3  Otherissues....2  1  .3  Everythreeyears youaregoingtobedead..2  A  .3  History....2  1  .3  Mainstreetmalls....2  1  .3  Indoormalls....2  1  .3  ԀNowbigpower-boxstores..2  A  .3  "Theinternetwasgoingtokillme"!notyet# /0#2  I  .3  Centrum..2  A  .3  HiscustomersarenotgoingtoshopattheCentrum..2  A  .3  pricecustomersarenottheonesyouwanttokeep..2  A  .3  SalesarecontinuouslyrampingupatHazeldean# <=#2  I  .3  Centrum..2  A  .3  Hazeldeanmallisa"stripmallwitharoof"....2  1  .3  NoonegoestheirforalongperiodoftimelikeBayshore..2  A  .3  Likesbeingaloneinthemarket"anytime"....2  1  .3  WhichistrueatHazeldean....2  1  .3  Havingsaidthatitdoessometimeshelptohavecompetitionnear-by# 12#2  I  .3  OtherIssues..2  A  .3  Growth!system&processesareok..2  A  .3  Nowebsite!"ifyoucan'tdoitproperly,don't"....2  1  .3  Learnfromother'smistakes..2  A  .3  Nextstepisawebpresence....2  1  .3  takethefinancingoutofmarketingdollars!causeit'sacustomerservice# 89#2  I  .3  SolutionsandRecomendations?..2  A  .3  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