Article Number : 4270 |
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| Date | 3/9/2009 10:01:21 AM |
| Written By | LGM & Associates Technical Flooring Services |
| View this article at: | //floorbiz.com/BizResources/NPViewArticle.asp?ArticleID=4270 |
| Abstract | By Louis Iannaco CHATTANOOGA, TENN.—With more than 70 attendees gathered here, Big Bob’s Flooring Outlets of America held its annual convention, where the focus was on opportunity. The resounding theme of the upbeat meeting was the launching of “Wartime Retail,” which founder/CEO David Elyachar, aka Big Bob, urged the group to take ownership of... |
| Article | By Louis Iannaco CHATTANOOGA, TENN.—With more than 70 attendees gathered here, Big Bob’s Flooring Outlets of America held its annual convention, where the focus was on opportunity. The resounding theme of the upbeat meeting was the launching of “Wartime Retail,” which founder/CEO David Elyachar, aka Big Bob, urged the group to take ownership of. Elyachar said all Big Bob’s proprietors would have the opportunity to take part in the writing of the book or action plan as contributing authors. This will be the culmination of proactive ideas to inspire owners to take charge of the items they can control in their business, ultimately leading to a gain in market share. He explained the Wartime Retail concept by referring to retailers who have taken the opposite approach to today’s economy, calling for members to be proactive instead of reactive to market conditions. “Many have surrounded themselves with deeper moats and taller walls, while many others have retreated to their ivory towers. It’s your responsibility to be enthusiastic, drop the drawbridge and lead your troops by example, not just yell ‘charge.’” Wartime Retail discussions included “Manage Your Resources,” “Maximize Your Opportunities,” “Enthusiastic Leadership” and “Execute or Perish.” “The message is the flooring industry will look a lot different after the economy stabilizes than it did before,” Elyachar said, “and we have a plan in place that, executed properly, will lead our members toward gaining market share, being profitable and in position to outpace the recovery.” “If we learn anything from the history of retail it’s that when everyone zigs you should zag,” said Scott Perron, president of Big Bob’s. “While many other industry experts are telling dealers to retreat or continue to make cuts in costs, it is our opinion that these teachings come too late for those who have not had the foresight to adjust their operating model 12 to 18 months ago. Big Bob’s currently has 52 stores in 23 states. Former Marshall University football coach Jack Lengyel, whose life was featured in the movie “We Are Marshall,” and Greg Orman, CEO of Denali Partners, served as the convention’s keynote speakers. Orman called the Big Bob’s group “perfectly positioned for the economic climate currently upon us. “Today’s value- driven customer once belonged to your competitor; with good service Big Bob’s will have them for life.” For Gary Jobe, owner of Big Bob’s Flooring Outlet in Cincinnati, Wartime Retail means to “cut cost, buy smarter, keep advertising and, most importantly, provide excellent customer service. Like Lengyel said, ‘Strong times will not last, but strong people will.’” Aaron Pirner, CEO of CapCarpet in Wichita, Kan., said what stood out for him at convention was the “positive stance being taken to combat a challenging market.” About Wartime Retail, he noted, “I’m hoping David and Scott’s brain-child has the potential to surface as a publication for those making their living in retail.” For Brad Millner, owner of Big Bob’s of Yuma in Yuma, Ariz., “Relationship Marketing” was the top item discussed at the convention. “In order to survive in the current economic environment, we must take the business to our potential customers. We can’t wait for them to walk through our door. In my opinion, Wartime Retail is a mindset. It is all about taking advantage of every opportunity in the marketplace and servicing our customers to the fullest.” The final message for proprietors, team leaders and service reps was to make a change in mindset by making the decision to tell everyone what they do and to prospect for new business daily. For more information, call 913.789.1733. |