ON COURSE

At Bjorn’s that has meant hiring a full-time trainer who can instruct the 90-person staff on the art of selling, as well as implementing a new hiring and employee-evaluation program inspired by the Topgrading method (topgrading.com).

Sixth Avenue Electronics is investing in new demo-rich display areas, which will bring portable products from behind counters and into customers’ hands. Lyle Smith, vice president of sales for the Klipsch Group, who has racked up 17 years of retail experience at Best Buy and Ultimate Electronics before joining Klipsch, said he’s seen PRO Group members become increasingly creative, some changing their display areas as often as products cycle.

“They’re innovating around the customer’s experience now,” he said. “That’s not how independent retailers have always worked. It’s great to see.”