I have become obsessed with the realization that chain store operators are leaving billions of dollars of sales on the table by failing to properly train and develop their talent in the real estate teams (total sales of US retail establishments is around $4 trillion according to the 2007 Economic Census published in 2009).

Why is this?  Laziness?  Ignorance?  I don’t think so.  Some of the most clever AND street-wise people I’ve ever met are senior executives in chain store companies.  I think that the training challenge is relatively new and requires adapting to new market conditions.  It’s the natural evolution of the chain store business.  Sears built an empire with selection (“Sears Has Everything”).  Wal-Mart revolutionized retailing with their supply chain management.  Apple has seemingly cornered the market on “cool” and “easy.”  Here are some of the driving factors that have increased the priority of training from low-moderate to high: Continue reading →