The Retail Doctor

09/18/2026

How Do I Boost My Store's Conversion Rate?

Most retailers think their conversion rate is 90%. It's usually 10 to 15%. Here's how to measure it by hand and the two numbers that actually matter.

09/18/2026

How Do I Stop Shoplifting in My Store?

Eye contact stops most shoplifting, and most shrink isn't shoplifters at all. A crew signal, a trash check, and the inventory habit that reveals the truth.

09/17/2026

How Do I Train Retail Employees So the Training Sticks?

Showing an employee once isn't training, it's exposure. The four stages every associate moves through and why most retail training fails at stage two.

09/17/2026

What Interview Questions Predict a Good Retail Hire?

Skip "where do you see yourself in five years." Two past-behavior questions reveal honesty and selling instinct before you ever put someone on the floor.

09/16/2026

What is an open-to-buy? I used to hear that over and over. I answered it and am re-surfacing for all of you. Why should you want to read it? It answers these common questions:

- Why do I need to pay attention to my open-to-buy?
- How do I calculate my open-to-buy?
- How much inventory should I have on my floor?
- How much of my budget should I hold back to reorder what sells?
- How do I know when to stop ordering?

Link in comments

09/15/2026

I expect a few of you refuse to buy anything online but the rest of you who do - has this been your experience and if so, what’s your pet peeve? 

09/14/2026

Why Do Customers Say They'll Be Back and Never Come Back?

"I need to think about it" is never about thinking. The 5 objections behind it, what to say to avoid we'll be back before they walk out.

09/11/2026

Should You Sell From Behind a Counter?

No. The counter protects inventory, not sales. With shrink at 1.6% of sales ($112.1B, NRF), secure by system and come out to sell beside the buyer.

09/11/2026

How Do I Keep a Shopper Engaged?

Questions, listening, and getting merchandise into the shopper's hands keep a sale alive. And why a silent customer is the loudest warning you'll get.

09/11/2026

Should I Get Customers In and Out Fast?

No. Lingering is where the money is. Why rushing shoppers to the register costs add-on sales, and the counter move that keeps the sale alive.