Are You Damaging Your Own Business?

Recent studies predict that c-store operators can expect to continue with moderate sales growth in 2009 with inside sales increasing anywhere from 3% to 5%. Sounds like a decent organic growth, right? However, given higher product and inventory carrying costs, this sales growth will equate to no real bottom line growth and, in fact, actually chew into your cash flow.

The good news: The average consumer (even in hard economic times) is not likely to give up fuel purchases, cigarettes, and beverages. Studies show consumers are more likely to give up high priced vacations or expensive meals before they give up cable TV or the lower ticket items found in the c-store.

However, do not be lulled into a false sense of security. You still have competitors down the street who are working hard to drive your customers into their stores.

When you head to your stores today, stop and take a long look at the way a customer might view the shopping experience at your properties. Apply the "Big Three" priciple to help protect the millions of dollars investment you made in your store and equipment:

• Is the store front as well lit and clean as the day you opened?
• Are the bathrooms clean?
• Is your store clerk greeting new customers in a friendly manner and repeat customers by their name?

If you fail at any of these three areas all the product placement, displays, special pricing, and yes, even a superior back office pricebook and inventory management system like CMI's PriceBook Manager won't save you. There is a distinct correlation between the "Big Three" and items purchased per transaction.

2009 promises to be a year of tremendous opportunity in our industry for those not willing to settle or get caught up the the negative news de jour. We have products to sell in this economy which consumers are most likely to buy. Don't damage your business in '09...dominate it!