When times are tough, customers substitute bigger purchases for more inexpensive, feel-good items. By Jim Callahan. According to economists the lipstick theory works like this. You’re in the store, checking out some new gear. Then you check your finances and think, “No, better not.” You buy a new lipstick instead. The theory is that if…

By Jim Callahan With the 2012 NACS Show now just days away, here are some tips, thoughts and reminders to enhance your NACS Show experience. Beyond the night life, parties, shows and the glitter of the Las Vegas lights lies, by far, the best and most comprehensive trade show and conference in the industry for…

Something as simple a smile and a “thank you” goes a long way in elevating the customer service experience. By Jim Callahan. The saying goes, and I so agree, that you never get a second chance to make a first impression.In the business world, when you are expected to be a leader, this is something…

Employee safety requires a strong training program and commitment from everyone in the company. Store security is an issue that we all take extremely seriously. There must be procedures in place for all employees and managers to follow, and they must be followed to the letter. No exceptions. A couple of stories illustrate and reinforce…

Maximizing time spent right in your own stores is an investment that always pays off. By Jim Callahan. One of the common traits among top quartile chains is that we all invest a lot of hours in our businesses. For all of us, there is a finite number of hours that we can work and…

Convenience store operators have plenty of help when it comes to investing in a foodservice program. By Jim Callahan. I recently read that China’s convenience stores are experiencing double-digit growth in deli sales primarily driven by hot dog sales. But let’s be frank, nobody does hot dogs better than Americans. From the quality of the…

Consider this an open letter to the young men and women that work in our stores. If you want to advance, don’t let your bosses out work you. By Jim Callahan. Did you ever wonder how older co-workers keep going long after many of their younger cohorts seem to have worn down and out?  I’m…

When it comes to attracting and maintaining repeat customers, a convenience store is only as strong as its weakest link. By Jim Callahan. In Thomas Reid’s Essays on the Intellectual Powers of Man he wrote that, “in every chain of reasoning, the evidence of the last conclusion can be no greater than that of the…

Getting one store back in order in just two-and-a-half days proved to be the ultimate retail challenge. By Jim Callahan. One of my retail clients recently had to take back two failed convenience stores—that were in extremely bad condition—from a franchisee on a Wednesday and wanted them back online by the weekend. I love a…

When it comes to competing in the fuel business, convenience store retailers must fight to maintain their market share. By Jim Callahan. I received an inquiry from a small retailer in the Northeast recently who had lost a huge chunk of his fuel volume due to some fierce new competition. This is an issue that…