To Give Up or Go On? How To Turn a Struggling Business into an Overnight Success

Over the last three weeks I have had several requests from the team as to what was happening in one of our lower performing stores. For three weeks now this store had featured high up in our top 10 and is only getting stronger and stronger.

“Is there a conference in town, a senior manager in store, styling appointments, events or high teas going on?” I was asked… “This is incredible and whatever it is that creates this effect, you should bottle it”.

None of the above … the answer is simple. It was a total mind shift by our manager.

The manger started her role with us a couple of years ago in one of our smaller North Island stores, and there she was a rock star! Week after week she returned figures well above the norm for a rural environment and as with any great girl, she polarized people. Most loved her but a few found her love of the brand and her desire to see the whole town in our frocks a little overwhelming (I loved it).

Nearby, a larger store was struggling and had been for a while so we relocated our rockstar in to get things moving. We figured if she could sell so well in a small town with a population of 3000, imagine what she'd do in a city with a 100,000 population. Whenever she'd filled in in this store in the past, she'd certainly showed us that the figures were there, as she was extremely capable.

So she eventually relocated. We collaborated with Phoenix Cosmetics to give her the superstore she deserved and we thought we would be cooking with gas.

But something went wrong, as it never took off in the way we wanted. Sure there were some okay weeks but nothing that showed a trend of growth and it all became a bit perplexing… What had happened to our rock star?

Sure we believed in her. We knew she had a great store and was good at selling but somehow she didn't feel this anymore.

A lot of my recent calls with her had become about excuses. I heard all about why she couldn't make it work… we needed new signage to herald the collaboration, our sizing was too big, nothing fitted her so therefore her customers, the partime team were weak and even non-existent.

She was simply focusing on the wrong things...

The manager and this store had become all about what was wrong, what she couldn't do and the problem was more about us… not with her.

I certainly know that if I want more money or if something isn't working then it is up to me to fix it. The fault will always be with me. I can't put my hand out and ask for a pay rise… I have to look at how I can earn it!

 Know this and live and breathe it…. (I certainly do).

So what really changed for this store and its manager and what will this mean that this store will not falter going forward?

There’s a few things:

• The manager, after taking on an underperforming horse (she has an innate love of horse riding) got it to the top of its game after everyone said she couldn't 
• She backed herself. She now knew she could do anything she set out to do so she relooked at what she could achieve in the store.
• Her partner returned to study so she became the main breadwinner so she suddenly saw that there was a way she could make more money… light bulb moment
• She had a great sale to one customer and saw once again that she really was good at this. She re found her sales MOJO 
• We found a great partimer, she trained her and they make an awesome team
• And in her words… she loves the brand and the culture that this company has

The top 5 things I can’t do without…

Ask anyone the five things they can't do without and I know you'd get pretty similar answers. At the end of the day, we humans, no matter how well off or impoverished we are have three basic needs… 

A successful and happy life will need an abundance of these.
It really doesn't matter how successful we are in business or life, if we don't have our health, we don’t have anything at all. This is brought home to me every day as I watch my aging work force deal with the challenges in their immediate environments.

So what is really important? What is left if we truly have nothing?

Yes you guessed it - it’s the simple stuff… not the financial stuff (how much money we have). It’s all about love and connection, no matter how high up the ladder of success you sit, these things will be just as important as they were when you had nothing at all. As well as myself I have asked seven of my colleagues to contribute to this blog.

Read on…and I’d love to hear from you your five most important things…

Annah Stretton

1. My Saturday Skype call to my daughter, Sam in the Cayman Islands

2. The first cuddle of the day at 5am with my white boxer dog, Paris... I love the way she smells

3. My iPhone. It stores my life in abbreviated form. It holds all my ‘to do’ lists, contacts and all my dreams and screams in planning form.

4. My 5am coffee. Thankfully it’s a real one although my coffee skills are a little rough at that time of the morning.

5. A daily supply of almonds and dried paw paw to stave of the hunger pains I get during the day.

Tina Cross

1. A long macchiato (maybe more than one)

2. Exercise (either a gym workout or a fast walk)

3. My vitamins and supplements (morning and night)

4. Singing or listening to music

5. My laptop and iPhone... impossible to get through the day without these things. Whatever happened to the good old days?

Nikki Kaye

1. Large trim latte + two sugars (contradictory but essential)

2. Daily run (for stress release)

3. Cheesy music (favourites include Eye of the Tiger)

4. Daily dose of Facebook and news sites (a prerequisite)

5. Indestructible suitcase of ministerial reading (and occasionally something lighter)

Mai Chen

1. A hug from my family

2. Two spoons of Vital Greens – nutrient rich for the time poor

3. Exercise outside

4. Learn something new and interesting and fresh

5. Sleep

Molly Bedingfield

1. Connecting with family and friends

2. Time and space to reflect and recharge

3. Good music

4. Exercise

5. Lipstick

Tony Falkenstein

1. Reading the hard copy of the NZ Herald

2. Doing my Pilates

3. My raw nuts in a jar on my desk

4. My mobile phone

5. Email access

Mike Pero

1. Contact with my wife

2. My iPhone

3. Email access

4. My credit cards

5. Coffee

Tim Alpe


1. Skype: When you have a business spread across 3 countries and staff across 5 countries you need to be in communication. I will never be the “undercover boss” who goes into discover they know nothing about the people in their business.

2. Exercise: Need to get at least 20 minutes in each day to get to my peak performance. It is amazing how much more productive you are when you get the blood pumping.

3. Talking to the Kids: I travel a lot but regardless of where I am in the world there will not be a day that goes by without a SKYPE or phone call to Amy and the Kids. JUCY is my baby but my family is my life.

4. Checking the bookings: I am addicted to seeing how the businesses are going and will look at the previous days booking for the Rentals, Hotels and Cruize each day.

5. A drink: There is nothing like a glass of Pinot or a Beer at the end of a day (provided I have earned it). If I do the other 4 things shown above I can then have a drink (or 2).

Vintage fabrics! Oh how I love them!

A mixture of the print, florals, colours, spots. Vintage is seen all over the world and we have great places in New Zealand to pick up timeless pieces as well. Op shops are the best place to source original fabrics and styles but, with vintage in trend at the moment we’re seeing lots of great garments everywhere from high end boutiques to chain stores. Accessorising these fabrics correctly is key to making them fit into the modern world.

The Old with the New

These three glam girls from Sex and the City are all sporting vintage styles in this shot. Look at how the retro black and white dress on the right is teamed with a metallic gold belt and designer bag which has made the outfit chic and contemporary.

Belts can work wonders when combined with drapery vintage fabrics which are all in one bold print. Not only do they amp up the outfit but they can also be used to enhance your body shape depending where they are placed. So show-off what you’ve got by adding a belt!

1 - Sincerity 2 Dress, 2 - Heartfelt Jacket

Spots, spots, spots

While not everyone loves spots, the key is in the style of the dress and making sure you get the right fit for your body shape.

A broad range of styles have come out in the ever-lasting classic duo of black and white spots.

I like the dark backgrounds with lighter coloured spots on them. For example white spots on black fabric rather then white fabric with black spots. In saying this, Emma Stone looks good in her white dress with a few block spots scattered around.

Solid coloured spots are also effective on a dark backing fabric showcasing a radical vintage style.

  1 -My Sweetie Blouse , 2 - Roxane Dress, 3 - Victoria 3 Dress – Red

Flower power

Symbolising cuteness and innocence, purity and healthiness, much like the Taylor Swift who has a huge collection of vintage style garments. In this picture she is looking petite and youthful in a pale floral frock. Pale florals are a popular type of modern fabric which heralds the classic vintage style. Light and crisp, these fabrics always remind me of spring time innocence.

Often these types of printed fabrics are soft and delicate which we love because they add radiance and youthfulness to the wearer.

1 - Manet Dress, 2 - Meaning Dress, 3 - Georgia Wrap Dress

Retro rainbow

Retro vintage, big flower prints, bright colours. Different textures in the fabric funk it up even more... it is loud enough on its own so keep accessories to a minimum and again you could modernise it by adding a belt. My advice is to wear your hair up, a set of stud earrings and a pair of one-coloured shoes. This way the focus is maintained on the dress.

1 - Watching Me Dress, 2 - Loretta Wrap Dress

Red, red wine

If they are loud and bright… they make a statement. If they are toned down and a few shades darker…they are timeless and classic. Whichever mood you’re in, you can embrace these romantic shades. Crimson coloured garments can be jazzed up with jewellery or be kept simple and eloquent without. Play around with different textures to for visual effect as well as a feeling of comfort to the skin.

1 - Hold Hands Dress, 2 - Ballet Budda, 3 - Arabella 2 Jacket

Vintage Weddings

Exquisite flowing gowns, beautifully textured fabric and soft pale colours for that day every girl dreams of. Vintage wedding dresses have become so popular there are now plenty of styles and options to suit every era-loving bride! Vintage wedding gowns showcase the best embroidery available. Be adorned by the feel and elegance of slipping into something this special.

1 - Didion Everafter Dress, 2 - Ballet Didion Dress

If only all the taxi drivers in the world were women

Taxis ... Love them or hate them, there's no denying their use and the huge challenges that women can have when catching a ride in a foreign city.

Let's look at China for instance; yes, it's the land of opportunity and opportunists. A ride from the airport can cost as much as 800 rmb for the unaware, or 25 rmb if you do what the locals do and join the snaking taxi queue.

But what's with these men that have to drive like Ari Vatenen, speeding through cities at ridiculous speeds, honking, cursing, swerving and braking? Sure, most of the time you do get to your destination in one piece, albeit slightly frazzled, but I have had so many near misses that there are times I simply avoid these testosterone overloaded males and look for other means of  transport. I did however decide to give the last guy his pedigree as he sped to the Hung Hom station in Hong Kong. 

“See this note? This is the tip you would have got if you had slowed down and driven sanely!!!!”

The black cabs in London are easily the best in the world, calm, considered and friendly. Yes they are expensive, but who cares as I certainly believe I will make my final destination in one piece.

As for Asia, it's all for one and one for all as you battle a road system that merges constantly, in cities overloaded with smog, vehicles and far too many people trying to survive in too small a space. 

Today however, there was a wonderful surprise awaiting as we left the fabric market in Guangzhou fully expecting to grapple with the millions of Chinese to secure a taxi after a monsoon pour down. That wasn't to be the case; ready and waiting, there she was – yep, a woman cabbie! A first for me in China and what a breath of fresh air; a calm drive back and even an attempt to speak to us with her limited broken English. No cursing, no honking, no near misses, just calm considered driving. Hmmmm if China is really going to rule the world, let’s hope the women take centre stage!!

She's one of the good guys…so why do we wait to acknowledge this with her death?

On Wednesday, I flew back in from China excited as to the possibilities and the relationships that keep growing from within this country.

On Thursday, I was in Whangamata at the funeral (celebration of life) of a good friend and capable team member’s Mother.
As I entered the Whangamata golf club where the service was being held, I had visions of being back at work at 3.30pm. The funeral was at 1pm and it takes a good hour to do the trip.
I was so wrong!
 

                                       

As a I sat clutching the tissue that was issued on entry, I reflected on the many funerals that seem to be part of our company’s landscape at the moment, and given the recent update of my Will, Trust and Memorandum of Wishes, I thought about how it would all play out on the day of my death.
This moment however, was about Anne Duigan. I was feeling very pleased about Kerry’s recent posting at the Whangamata store over the Christmas period where she and her daughter, Anijka, got to spend an extended period of time with their now deceased mother/grandmother. While not aware of it at the time, this time was to be their last time with her as a ‘well’ person.

As the service unfolded, I learnt so much about a woman that I had never known and I got to hear the other members of the family speak in celebration of her wonderful life.
A woman that wanted for little (certainly not the trappings of wealth that we all chase through the lotto balls), a woman that supported many, that worked hard to ensure that the daily tasks of being a mum and partner were completed (how many of us would get up to prepare food for our partners as they head out for a day of fishing or hunting?), that loved and supported her neighbours, enjoyed a weekly visit to the hairdresser and drove a little yellow car that she referred to her as her 'little pound of butter'. She truly was one of life's grafters; no hand-outs, no entitlements… just plain old hard work and a focus on supporting friends and neighbours with humour, good food, knitting and her time. They said that once she met you, you were considered to be her friend. Yep, she still loved a drink and a sneaky ciggy. 

So many wonderful people (family and friends) stood up to speak on that day to celebrate her life. One presentation was even in song. I left feeling replete in that I know Anne would have approved of her final hurrah. In fact many of her nieces and nephews read prose prepared during their school years that she had requested was to be kept for her funeral.

Life is short and its parameters keep changing, so embrace it every day. Find yourself and remain true to who you are and what is important to you; not what others say you should be. Just as Anne did.
On Thursday we farewelled a true ‘good sort’ and we need so many more of these great women!

My challenge to you all is to become one!

Up close & personal with Annah Stretton - April

Made in China… dispelling the myth

I’m back in China and extremely excited as to the possibilities in this market. It’s been exactly a year since my first visit. I know this given the Hong Kong sevens was on then as well.

So after a year of endeavouring to do business at many levels with the Chinese in China, the results have certainly been good but also mixed…

It has certainly been a highway of lessons, from bungled orders to counterfeit money, hair-raising taxi rides and scams at many turns.

A foray into the mandarin language though a 10 week course was certainly not the answer to what can be a massive and difficult communication barrier in this country.

Conversely though these hurdles have all yielded some wonderful outcomes as I have persevered in this market building relationships and establishing sources of supply. And with each visit I am incredibly excited as to what can be achieved.

It is important to note that we are only using China as a supply and manufacturing chain; not as a DESIGN base and that maintains the credibility of our brand in NZ.

My connections up here are not about cheaper, faster and bigger margins. They are all about the access to a significantly broader range of fabrics, trims and manufacturing capabilities from a country that has its heart in manufacturing.

From the fabrics and trims to the extensive array of accessories, nothing is impossible and each trip uncovers more and more opportunities.

So what do I like so much about this new market?

 

• The Chinese are smart
• They work in immediate time frames
• The results are fast
• They answer emails the same day (often within an hour)
• They seek new opportunities
• Nothing is too hard
• They need and want to work
• They are ‘can-do’ thinkers
• They can access anything (or at least will give it a go)
• They want to do business with you
• They will make it work
• And best of all, they don't bring emotion into their business dealings. They just get on and get the job done.

So how do you make a start in this expansive market?

The expos in Hong Kong are always a great place to start when endeavouring to enter China. The wide array of exhibitors will enable you to see the possibilities and make the first contacts.

So get up here and make a start and watch how it grows!