FORUM WORKSHOP
Forum Workshop
Are their salaries sufficiently high for you to ex- If you do expand too much or too soon, have
6
6 pect more work for the same pay? Ask them the wisdom to retrench. At one time the Hales
what they think. If the publishing company had owned seven Hallmark stores some fifty miles
•
found an adequate number of salespeople, per- apart. Even though two sons and one daughter
S haps it could have worked. But it did not, and it helped run the business, the family decided
E would have made more sense to take on new seven stores were too many to operate well, so
P
T projects after a sales force had been developed they sold three. In October of 1986, opportunity
E than hire a batch of new people who were trying and “a new challenge” called once again and
M to learn not only sales techniques but a new the Hales opened The Christmas Store in the
B product line a week before press deadline.
same mall as their first two Hallmark stores
E
(Clairʼs Hallmark and
R
Twilaʼs Hallmark). But after
2
BE REALISTIC
the holidays, they closed
0
the location, choosing not
1
4
Body Tech not only had enough
to renew their temporary
customers to justify expansion,
lease. The experiment did
it had a loyal, dependable,
not justify a year-round
eager cadre of instructors who
Christmas store.
continued..
also viewed expansion as an opportunity.
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