Good practice:

Retail Support Programme - Sligo City

The programme sought to challenge what retailers are currently doing within their business, and to look at real world solutions to improve sales growth and profitability. To this end a site audit and follow up sessions were scheduled with each business. The site audit carried out an analysis of business performance under a range of headings, including:
What's good about the Business – Strengths;
Challenges facing the Business;
Overview of the Businesses Online presence;
Management Overview;
Sales Targets;
Margin Improvement;
Average Transaction Value;
Staff Motivation;
Management Development - Developing the skills of key staff;
Succession Planning;
Marketing;
Shop Layout - importance of 'Look and Feel‘;
The programme was aimed ONLY at Owner/Managers-they were facilitated to stand back and take a more comprehensive approach to their business. Their business was also challenged on its current method of operation.
A retail expert that was part of a national television series was brought on board to lend some credibility and kudos to the programme and the support programme received positive feedback for being both innovative and successful in terms of its real world outputs in terms of the profitability of the businesses that participated.

Human Resources:
Sligo Local Enterprise Office Staff
Retail Expert
17 participants – all businesses customer-facing, incl. Pub/Restaurants, Café’s, Drapers, Craft/Jewellers, Household/Furniture, etc.
Monetary Resources:
Prog. cost approx. €6,000, funded by LEO Sligo

Business participants reported increased sales, by realising the importance of increasing Average Transaction Value (ATV) – >5% increase in sales was recorded in some instances.
Through a post programme survey an increased awareness of key success factors was recorded as follows;
Co-ordinated Marketing activities
Identification and upskilling of key staff members
Improved Management Skills
Awareness of business succession planning, traditionally a weakness of Irish retail businesses

Success depended primarily on Owner/Manager taking on board their individual report assessment and implementing changes. If the programme were to be rolled out again a ‘follow-up’ after 6 months should be included to map progress.

The problems associated with high street retailing are common to all countries in Europe. The issues raised in Sligo are universal and the potential solutions are entirely transferrable. The focus of the programme on Average Transaction Value made it accessible, tailored to each business and practical. This type of practical focus was seen as the biggest strength of this particular programme.