Back in the early 1990’s I ran a wilderness trip program out at YMCA Storer Camps. I had a team of trip leaders who would plot out backpacking, biking, rock climbing, and canoeing trips around the Midwest and Ontario. One of the planning stages for the trip leaders was to build an itinerary showing what they would be doing each day, where they would be camping each night, and what goals they hoped to accomplish on the trip.
Before each trip I would go through their itinerary with them, making sure the trip looked sound on paper. Then I would have them fold up the itinerary, place it in a Ziploc bag, and stick it in the bottom of their rucksack to only pull out if necessary.
Rarely if ever did a trip turn out exactly as it was written on paper. Flat tires, flash flooding, lost canoes, or other unexpected obstacles would always throw the itinerary off track. Sometimes the itinerary had to be adjusted to meet the needs of the group. One of my bike trips added an extra 100 miles to their trip because the kids had the skills to make that extra jaunt. There was always something.
What I learned through this exercise was one simple lesson—the future will not turn out exactly as you planned.
That doesn’t mean you shouldn’t plan for it. The two most important days of the itinerary were the first and last. The first set the tone, the last got you home. What happened in between was subject to change at a moment’s notice. A skilled trip leader knew when to adjust the itinerary to make the trip fun for everyone. A skilled trip leader expected to make changes mid-stream and was prepared to do so.
So here is my best New Year’s advice to you.
2018 will not turn out how you planned.
I’m not being a Debby Downer here. In fact, 2018 may surpass all your wildest dreams. Or it may take a hard 90-degree turn down a path you never imagined that might be the best path you ever could take. It may be close to what you thought, but there will be plot-twists, obstacles, detours, re-routes, and even a dead-end or two along the way.
It is impossible for you to foresee that much of the future to meet every challenge perfectly prepared, knowing what will happen before it happens. (If you had that skill, you likely wouldn’t be reading my blog.)
With that said, you still need to plan your itinerary. You still need to plot out where you are today and where you want to be at the end of the year. You still need to put down a plan for how you will get from Point A to Point B. Without a plan, I can promise you won’t get anywhere close to Point B.
A skilled retailer will plan the following:
- Marketing: What events, what advertisements, what other ways will you draw traffic to your store? At the same time, how will you measure new, unforeseen opportunities as they come along? What will you need to see to jump at an opportunity or take a risk with your advertising and marketing?
- Staff Training: What skills do you want your staff to learn and strengthen in 2018? At the same time, how will you deal with the sudden change should you lose a key employee or two along the way?
- Customer Service: Where are the holes in the service you provide and how will you raise the bar for 2018? At the same time, how will you spot new opportunities to surprise and delight customers in the future as their bar of expectation rises as well?
- Inventory Management: How will you raise margins and turn ratios (to increase cash flow) while keeping prices attractive and keeping enough inventory on the shelf to maintain sales levels? At the same time, how will you respond to fads? What criteria will you use to jump in whole hog when something is going hot (or jump out quickly when something has died?)
A skilled retailer like a skilled trip leader knows that the goal is to start the year out on the right foot and make it to the finish line intact. What happens in between will never match the plan, but if you’re prepared, will be a helluva lot of fun.
PS Those four categories will be the main focus of this blog for 2018. My goal for the New Year is to prepare you to see the opportunities, the detours, the 90-degree turns, the obstacles, and the dead-ends for what they are so that you can navigate through them or around them. Sound good?