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They could also be matched with specific customers in terms of age, gender or culture. An app allowing customers to engage with the brand and perhaps book appointments with sales staff and allowing the company to collect information and use data analytics to better serve customers can be helpful. Chanel is beginning to use Farfetch’s store operating system to deliver a more personal welcoming experience based on two-way communication. Sales assistants can instantly customize their welcome based on the consumer’s online and off-line engagement with Chanel, and consumers can inform the store in advance which items they wish to try on. Staff knowledge deficit. With the Internet, consumers are now often better informed about a brand and its products than the in-store sales staff. This is a particularly acute pain point. Store-based careers need to be attractive to top talent, including in terms of salary, empowerment and incentives. Sales staff should have the budget and time to attend events and trainings and read industry-related postings and publications to be the sharp experts and advisers that consumers expect. All employees should know every detail of the craft, components, fabrics, manufacturing and codes of the brand, and they should be trained to inspire and educate others through storytelling.
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