It’s all about the merchandise

This is a true life case study. A department store group with about 15 stores had been trading for over 120 years and the third generation of family was in control – always a danger sign. Business was going from bad to worse year after year. The model was antiquated – a buyer for each department in each store, who was also a salesperson. The buyer was paid a modest salary – barely more than the sales people – and as the old adage goes, you get what you pay for. Top management decided tha

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