Managing a retail store involves far more than just hanging out a shingle and stocking some shelves—you may need to use a retail consultant. As manager or even owner, you must care for the whole retail sales package–store location, building maintenance, interior design and layout, promotional signage graphics and placement, merchandise display, and customer relationships. Find retail industry consultants education and training programs to learn about the full spectrum of retail business.

If you're struggling to stay afloat when economic times get tough and match the competition in your neighborhood as well as on the Internet, get guidance through education and training to help you:

1. Manage the bricks and mortar to enhance the bottom line.

2. Supervise the employees for improved customer relations.

3. Control the business process as you adapt to retail industry trends.

Action Steps
The best contacts and resources to help you get it done

Learn how to present your goods in the best light with retail consulting

Despite retail industry trends toward ecommerce and Internet sales, the physical shop still moves the most merchandise. Learn from association courses in merchandising and from retail marketing consultants to earn the most from your space.

I recommend: The National Retail Federation (NRF) supports online courses on merchandising. Gladson Interactive provides training in space management and merchandising.

Keep your staff on their toes with education from a retail sales consultant

Specialists in consumer consulting can help employees effectively interact with customers throughout the sales process from first entrance to final exit, increasing your customers' satisfaction and your store's sales figures.

I recommend: The Friedman Group works with you to develop custom training materials for store staff and management. Bob Phibbs bills himself as the "retail doctor" and offers a full menu of sales and customer service training, plus online videos on retail sales.

Hone your own executive skills with training from retail consulting firms

Work with a full-service retail management consultant to keep a sharp focus on the big picture, from initial site location through grand opening, as well as, keeping you 'happily ever after' through day-to-day administration of your store.

I recommend: Rick Segel & Associates sells how-to materials ranging from negotiating leases for retail space to executing a promotional sales event. WhizBang! Training offers the Retail Mastery System for a comprehensive set of training tools for running a retail establishment.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  Take a field trip with a retail consultant and study successful stores in your area, those that seem to weather downturns with a steady customer stream. Spend time and soak in the whole scenario, from site location and external appearance, even parking, to store layout, merchandise mix and customer/sales staff interaction. Use the information you gather to benchmark your store's performance.

Retail consultants are invaluable when your business needs specialized talent or industry knowledge not currently available on your staff. With vast resources, retail consulting agencies offer fresh perspective, experience, knowledge and skills to provide successful solutions for your retail business.

A retail sales consultant provides important skills for retail businesses seeking to plan new initiatives, develop strategic planning, refresh current programming or transition staff responsibilities. Retail industry consultants increase productivity and efficiency by addressing essential issues, recognizing internal or external obstacles and providing specialized services to improve your organization.

Before beginning your search for a retail consultant, it is important to define your retail consulting needs. Clearly identify the goal of your retail consultancy service, including project scope, services needed, time frame and budget. This information will help your organization select the best retail consultant to meet your specific needs.

When selecting retail industry consultants for your organization, research each consulting practice and evaluate the following:

1. What kind of experience do the retail consultation firms offer to increase business profitability?

2. What services do the retail marketing consultants provide to enhance my business visibility?

3. How much should your business invest in consumer consulting services?

Action Steps
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Hire consumer consultants that specialize in retail

Select retail industry consultants who are seasoned professionals with extensive experience in retail industry trends. Ask to see a list of past and present clients, and request references.

I recommend: The Friedman Group has more than 25 years experience in retail training and consulting for a wide range of industries. Kassidy's specializes in salon management consulting services. McMillan|Doolittle is a Chicago-based retail consulting firm that provides an online client list. NPD Group has a roster of big name clients in retailing, including chain restaurants.

Choose retail consulting firms with proven skills

Review the consulting work provided by each retail sales consultant firm. Evaluate the retail consultant agency's experience, qualifications and certifications, and request successful project examples of the specific skill sets you need.

I recommend: Buxton Company provides customer analytics, including site selection, data customer modeling and targeted marketing. Claris Solutions has expertise in store operations, distribution, fulfillment, merchandising, allocation and retail IT. Merchandise Concepts offers customer service training, performance audits and consulting services for retail businesses.

Select a retail management consultant that meets your budget

Many retail consulting agencies operate on a retainer with a minimum time commitment. Several utilize an hourly fee structure for short-term projects. Your retail consultancy cost will depend upon the scope of your services.

I recommend: Get a quote for retail consulting services at QMG or Fitch. Request a quote for retail project management programs at Retail Process Engineering, LLC.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  It is tempting to save time by interviewing just one retail consulting firm. However, it is in your organization's best interest to contact and interview several retail consultants to discuss your potential project. Two or three choices will provide you with the best possible match in skills, services, price and rapport for both you and the retail consulting firm.
• •  Make sure that it is written into your contract that the retail consultation firm will not provide services to any competing business during the course of your professional relationship.

Many retail business owners need help to plan and improve their businesses. Often they have great ideas, but are uncertain or unfamiliar with how to implement them profitably. Retail consultants offers strategies and solutions that can help make the difference between success and failure in today's busy marketplace. Before hiring a retail industry consultant, take the time to understand the key terms used to describe what they can do to help your business.

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Cash flow

Cash flow is the amount of money received and paid out by a business enterprise. Retail industry consultants help increase cash flow and profitability by analyzing how a retail business is run, then developing strategies to increase profits and make the business more successful.

I recommend: Learn how Hurlbut & Associates Retail Consultants can help retail businesses improve cash flow and profitability.

Recruiting and hiring practices

Finding the best people for a job is a skill many business owners lack. Retail industry consultants develop recruiting and hiring practices that fit the needs of the retail industry to ensure the hiring of professional and efficient company representatives.

I recommend: Read the information at The Friedman Group to learn how to develop hiring and recruiting solutions.

Space management

Space management is the way in which retailers place certain products in specific areas of their sales floor to increase visibility and sales. A retail industry consultant accesses a retail business floor plan and offers effective space-management solutions.

I recommend: Gather information about space-management solutions and strategies from JDA.

Merchandising

Merchandising includes advertising, product branding and promotions that create interest in a retail business, product or service. Retail consultants help business owners with merchandising by offering them solutions, including newspaper advertisements, store promotions and television and radio commercials.

I recommend: Learn how SD Retail Consulting creates merchandising solutions for retail businesses.

Lease negotiation

Since many business owners rent retail space, retail industry consultants offer lease negotiating services to help them get good spots in shopping malls and other retail venues. Many retail consultants specialize in lease negotiation and offer leasing programs and tenant solutions that meet the needs of their clients.

I recommend: Utilize information from Stonecreek to learn about lease negotiation services for retail businesses.

Inventory management

Inventory management is when business owners know how much inventory they have, when to order more and how to stock inventory that sells. Retail industry consultants can access a business's ability to manage its inventory and offer solutions to help increase productivity and sales.

I recommend: Read about the inventory management solutions offered by Atlanta Retail Consulting.

The term "retail consulting" is very broad. It indicates a range of expert services, from site location to floor layout to customer service training. You might bring in a retail consultant for just a few days to evaluate a single aspect of your business and suggest improvements. You might hire a consultancy for the long-term, to work with your staff or implement new database solutions.

Before you hire a consultant, think long and hard about what you need to improve, and the lengths you're willing to go in order to make change. Then research your options, ask for work proposals, and conduct interviews. Retail industry consultants for beginners includes information about:

1. The types of services retail industry consultants offer, be they merchandising, marketing, IT or customer service solutions.

2. Evaluating a consultant's work experience. Does she have the expertise to help you?

3. How to structure an agreement with a retail consultancy. Should you pay by the hour or project? How do you measure success?

Action Steps
The best contacts and resources to help you get it done

Get an overview of the industry before you choose a retail consultant

There are many different types of retail industry consultants. Some specialize in just one aspect of retail, like sales, merchandising or customer service. Some larger firms offer comprehensive services, beginning with an audit to access current operating procedures in order to isolate areas for improvement.

I recommend: WiseGeek outlines the different services a retail consultancy firm may offer, from sales and marketing to site selection. Hurlbut Associates has a library of articles for retailers who want to improve sales and merchandising strategies. RPE Solutions combines operational with IT solutions -- a great example of a full-service retail consultancy.

Find out how a marketing and retail sales consultant can increase your revenue

Many retailers bring in consultants to develop and improve marketing strategies. Before you hire a marketing and sales consulting firm, find out what industries its worked with in the past. You should also check which channels, or media outlets, a firm has used in the past to get the word out about a retailer. You want to make sure the consultant is familiar with your clientele.

I recommend: Retail Concepts has a checklist of marketing strategies that retail consultants can help you develop, including web marketing, database marketing, in-store events and word-of-mouth promotions. McMillanDoolittle maintains a blog on retail industry trends. As you read it, you'll pick up on the marketing and branding strategies employed by some of the nation's biggest retailers.

Read case studies to find out how IT retail consultation works

Some retail consulting agencies specialize in managing customer service operations and merchandising. Others focus on improving a retailer's supply chain, databases and point of sale, or POS, systems. Frequently improving these 'back of the house' systems can decrease wasted product and labor, and drive sales. Implementing new technology is no piece of cake, however. Before you choose an retail consultant to implement IT solutions, check out his portfolio.

I recommend: VCSTIMELESS is a retail consulting firm that boasts many successful operational and IT success stories. IBM offers respected retail management consultant services.