Client:

The best Ham Company in the world!

Participants:

• District Managers
• Regional Managers

Challenge:

HoneyBaked Ham Company needed to move from a Ham-centric business to a complete occasion business. The felt that their emphasis on only ham was costing them business in the add on products and not fully showing their Customers what they could provide.

Solution:

Jim designed a complete Selling Skills Program based on his best selling book "Retail Selling Ain't Brain Surgery, Its Twice As Hard" that included a complete train-the-trainer program for all District Managers so that they could deliver the program to their store managers.

Program Overview:

• Complete training materials for participants on every step of the sale with an emphasis on suggestion selling to "Sell the Occasion."
• Product Knowledge was delivered from available HoneyBaked Ham materials to increase the opportunity to add on sell.
• The course was presented in Power Point format and also in flip book format so the District Managers could present the course at each store. Store Managers were then responsible for on-going training of staff.
• The key to the program was the hourly measurement of both Average Transaction and Items Per Ticket. The active measurement of these metrics reminded every Sales Associate to suggest additional items to make the Occasion perfect.

Services Provided:

• Instructional Design (content and format)
• Delivered the Train The Trainer workshop over four days
• Monitoring and follow up of use of the tools

Results: