OUTDOOR
Is the sun shining?
Sometimes we choose to ignore that niggle because we think
His particular focus is to ensure that a company’s systems, structures
that we can work through the pain barrier. But, what starts as a small
and processes are aligned with- and supportive of Sales strategies.
problem can result in the need for extensive, expensive therapy and
And that sales people are empowered (and enabled) to use and apply
recovery at a later stage!
their skills.
Paul Oosthuizen started his retail career in a concession store on
• As much as you know you should be training your staff, does
access to quality training remain a headache?
• Cost of retail space is never going to get cheaper - are you getting
the best utilisation from your floor space?
It is clear from the above that Ilanga Retail Consultants are battle-
• Making mistakes in HR can be costly – if not, disastrous!
a farm at Usutu Coal Mine in Ermelo. He was self-employed for the
hardened operators, who are also well-known in the hardware and
first 20 years of his career in retail, mainly in the building material,
building materials value chain. The company has had its own ups and
hardware retail and wholesale trade with some related manufacturing
downs of life in the jungle of the industry – as directors, executives,
• When it is time to sell your business and move on
activities. In later years, he was instrumental in building one of the
managers, business owners and consultants. Consequently, it has
• Suppliers to the hardware and building materials industry
largest hardware voluntary trading groups in southern Africa, as both
structured a service that is accessible to everyone, from the smallest
Operations Director and shareholder. He has decided to use his skills
independent operator to large, multi-branch networks.
and experience to assist retailers, through Ilanga Retail Consultants, to
• If your business is in decline, you may need a more in-depth
intervention.
Building materials and hardware suppliers will benefit by knowing
what the value potential of their products are in a particular
Pete Smith started his career as a teacher but bridged over into
the business world via Training. Having worked his way up the training
ladder he was appointed to head up the retail operations of the
large building materials manufacturing corporation in which he was
marketing zone (given expected market share etc.).
business’s unique situation. “We have been there, paid our school fees
get the best out of their retail businesses.
What the business is most proud of is its ability to relate to a
• Suppliers have the opportunity to gain an edge on their
and are ready to help others through difficult times,” says Oosthuizen.
competitors
Here is a self-examination to get the ball rolling:
• Do you know what your catchment area is worth and are you
getting your rightful share of the market?
For more information
Please contact us on:
employed. For the past 22 years Pete has advised a broad spectrum of
• How often do you check on your vitals?
Pete Smith 082 600 3731 [email protected]
industries on the generation of profitable sales growth – at all links
• Do you get early warning information that a potential problem is
Paul Oosthuizen 082 944 8841 [email protected]
in the value chain - in a number of countries in sub-Saharan Africa.
developing?
Visit our new website at: www.ilangaretail.co.za
THE grE V