Articles

Pohmer On…Timeless Management Messages

Over the years I attended quite a few of Peter Drucker's seminars; some were in small groups and very interactive and some were with auditorium-sized audiences. Some of what he presented was simply a validation... more »

Pohmer On…Monkey Trouble

These were the words on a sign that I had mounted by the entrance of my office when I worked for many years in retail buying, merchandising and marketing. Most people thought this was simply... more »

Pohmer On…Celebrate…Failures?

Celebrate failures... is Pohmer losing it again? Why would anyone want to consciously reward failure, unless they are not smart enough to tell the difference between failure and success... or are just looking for another... more »

Pohmer On…Bring On The Complaints!

We all know the drill... we see an unhappy customer complaining about something to someone else in the store, and we tend to turn around and head in a different direction. "Boy, these pesky, irritating... more »

Pohmer On…Two Out of Five Ain’t Bad

For those of you old enough to remember the providential words of the great, worldly philosopher Meat Loaf, "Two out of three ain't bad." Surely he wasn't referring to retail consumers when he wrote that... more »

Dollars & Sense: The Gross Profit Myth

Editor's Note: Say hello to our newest columnist, Bill McCurry. If you've heard Bill speak at major industry events, you know his formal education is in finance, which he taught at the graduate level. Although... more »

Dollars & Sense: Yes, You Can Earn A Bonus This Year

Bigger bonuses for you and the team! There's an idea that makes everyone smile. However, the corollary to bigger bonuses is cost controls. The smile disappears. Now you're glum. But without cost controls, you won't... more »

Pohmer On…What’s Your Favorite Future?

Luck is something that all of us need in life, whether it is in business or personal life. Luck was the opportune moment I met my wife of almost 29 years. Was it a planned... more »

Dollars & Sense: Moving Your Assets — Getting Extreme Results

Having trouble sleeping? Try reading about traditional financial ratios. For most of us, the ZZZs will be just a moment away. Still, smart (read: immensely profitable) retailers will find a way to cut through the... more »

Pohmer On…The New Normal

It has been a tough year so far for most retailers. If you are fortunate enough to make your sales dollar plan, you will probably find this resulted more from higher retail price points than... more »

Dollars & Sense: Buying Groups: Fact or Fiction?

Mention buying groups and otherwise reasonable people — especially those who do not belong to one — quickly jump into denial saying these groups provide no benefit. Actually, the reverse is true. Just ask members... more »

Merchandising ornaments For Fun & Profit

The holiday decorating or "Trim-a-Tree" business (as it is commonly called) can be very lucrative. Lawn and garden retailers understand that the holiday season is a peak shopping period when consumers have more discretionary income... more »