T**********e
发帖数: 29576 | 1 买鞋的要不给提成，谁愿意一遍遍给顾客拿鞋。
Did J.C. Penney make a mistake eliminating sales commissions?
By Tom Ryan
January 20, 2014
Along with the bigger news of plans to close 33 stores leading to the layoff
of 2,000 workers, J.C. Penney also revealed last week that it was
reinstating commission pay for associates in its window coverings, furniture
and fine jewelry departments.
The switch, set to occur in February and March, will affect more than 3,000
associates.
"Offering a competitive salary base that includes a commission incentive not
only helps in retaining some of our best sales associates, it motivates
them to build and maintain stronger customer relationships," Penney stated
in an email sent to media outlets.
Along with promotions and labels such as St. John's Bay, bringing back
commissions marks yet another reversal of moves set in place by Ron Johnson,
who was CEO from November 2011 to April 2013.
Through its history, Penney had paid associates minimum wage plus a
percentage of each sale in six departments: furniture, window coverings,
jewelry, shoes, salon, and men's suits. Apparently, the latter three will
remain non-commission.
The May 2012 move to de-commission those departments led to charges that the
associates would wind up earning less money in the end. But Penney said the
new pay scale would be based on the prior year's pay averages.
Mr. Johnson's former retail stops, Apple and Target, both featured non-
commissioned sales floors. In a November 2011 blog on the Harvard Business
Review entitled, "What I Learned Building the Apple Store," Mr. Johnson
praised the benefits of incentivizing associates around the shopper
experience.
"Their job is to figure out what you need and help you get it, even if it's
a product Apple doesn't carry," wrote Mr. Johnson. "Compare that with other
retailers where the emphasis is on cross-selling and upselling and,
basically, encouraging customers to buy more, even if they don't want or
need it. That doesn't enrich their lives, and it doesn't deepen the retailer
's relationship with them."
Penney's new structure still falls well short of its largest competitor,
Macy's, which provides commission in various scales to all full-time
associates. Kohl's, another close competitor, doesn't offer commission on
any category. Nordstrom, Dillard's and Sears are other competitors that
offer commission to some of their employees.
Ironically, Sephora — a non-commissioned retailer in a heavily commission-
driven category — began operating in-store shops inside Penney in 2006
under Mike Ullman III, who has returned to lead Penney. | T**********e
发帖数: 29576 | 2 Penney前面雇的这个apple storeCEO看来是教条了，把提成取消，还让售货员推销东西。
Mr. Johnson's former retail stops, Apple and Target, both featured non-
commissioned sales floors. In a November 2011 blog on the Harvard Business
Review entitled, "What I Learned Building the Apple Store," Mr. Johnson
praised the benefits of incentivizing associates around the shopper
experience.
"Their job is to figure out what you need and help you get it, even if it's
a product Apple doesn't carry," wrote Mr. Johnson. "Compare that with other
retailers where the emphasis is on cross-selling and upselling and,
basically, encouraging customers to buy more, even if they don't want or
need it. That doesn't enrich their lives, and it doesn't deepen the retailer
's relationship with them." | c****h
发帖数: 4968 | 3 这种服务只有品牌店或高档店适用。你玛，就拿kohls来说，都是去那里扫货的，谁在
乎有没有导购员啊。但是像高档衣物，化妆品之类的，顾客还在乎导购员。一次服侍高
兴了，下次去还找同一个人。JCPenny的问题就是高不成低不就。 | r****1
发帖数: 4301 | 4 在高端消费竞争区，做低端产品，肯定没有出路，不是产品不好，而是成本太高，这家
店在大农村还是受欢迎的。 | k********n
发帖数: 1819 | 5 当年BEST BUY和 CIRCUIT CITY的区别就是这个，BB没有提成而CC有。 提成成本太高。
取消提成是对的，死不死光这还不够 | t****t
发帖数: 820 | | T**********e
发帖数: 29576 | 7
以前在penney买皮鞋外面只有样品，要试都得让人拿。好久没去了不知现在啥样
【在 t****t 的大作中提到】
: 在哪儿买鞋需要售货员一双一双的拿?
| l*********u
发帖数: 19053 | 8 JC Penney被前CEO害的。高端店，非要取消on sale，搞everyday same price，以为在
中国涅，有钱人多，不买折扣名牌货。
layoff
furniture
000
【在 T**********e 的大作中提到】
: 买鞋的要不给提成，谁愿意一遍遍给顾客拿鞋。
: Did J.C. Penney make a mistake eliminating sales commissions?
: By Tom Ryan
: January 20, 2014
: Along with the bigger news of plans to close 33 stores leading to the layoff
: of 2,000 workers, J.C. Penney also revealed last week that it was
: reinstating commission pay for associates in its window coverings, furniture
: and fine jewelry departments.
: The switch, set to occur in February and March, will affect more than 3,000
: associates.
| T**********e
发帖数: 29576 | 9
是这个前苹果店ceo？
【在 l*********u 的大作中提到】
: JC Penney被前CEO害的。高端店，非要取消on sale，搞everyday same price，以为在
: 中国涅，有钱人多，不买折扣名牌货。
:
: layoff
: furniture
: 000
| T*R
发帖数: 36302 | 10 像样的店都需要吧?
【在 t****t 的大作中提到】
: 在哪儿买鞋需要售货员一双一双的拿?
| | | d******r
发帖数: 16947 | 11 太贵了，怕偷？
国内现在还要售货员拿鞋的店也快没了？一百华联京东？
【在 T*R 的大作中提到】
: 像样的店都需要吧?
| y*h
发帖数: 25423 | 12 高档店讲究的是服务，顾客去是为了享受服务的，所以你得雇人给拿货
【在 d******r 的大作中提到】
: 太贵了，怕偷？
: 国内现在还要售货员拿鞋的店也快没了？一百华联京东？
| m***a
发帖数: 13878 | 13 丫鬟的命非要摆小姐的范
【在 l*********u 的大作中提到】
: JC Penney被前CEO害的。高端店，非要取消on sale，搞everyday same price，以为在
: 中国涅，有钱人多，不买折扣名牌货。
:
: layoff
: furniture
: 000
| T**********e
发帖数: 29576 | 14
以前JC鞋店里的clark还不错，比outlet还便宜点。就是招呼黑大妈拿鞋太耽误时间，
试一双得10分钟。
【在 y*h 的大作中提到】
: 高档店讲究的是服务，顾客去是为了享受服务的，所以你得雇人给拿货
| n******g
发帖数: 17225 | 15 我也感觉jcpenny是定位不好。没有自己的市场niche
【在 c****h 的大作中提到】
: 这种服务只有品牌店或高档店适用。你玛，就拿kohls来说，都是去那里扫货的，谁在
: 乎有没有导购员啊。但是像高档衣物，化妆品之类的，顾客还在乎导购员。一次服侍高
: 兴了，下次去还找同一个人。JCPenny的问题就是高不成低不就。
| T**********e
发帖数: 29576 | 16
macys还行，能淘点打折品牌货。JC一进去里头乱七八糟，一看就缺乏经营方向。
【在 n******g 的大作中提到】
: 我也感觉jcpenny是定位不好。没有自己的市场niche
| n******g
发帖数: 17225 | 17 是的。组织、管理里面特别强调Identity要明确。
【在 T**********e 的大作中提到】
:
: macys还行，能淘点打折品牌货。JC一进去里头乱七八糟，一看就缺乏经营方向。
| g***j
发帖数: 40861 | 18 不是说是以为用了前苹果高层当CEO吗
layoff
furniture
000
【在 T**********e 的大作中提到】
: 买鞋的要不给提成，谁愿意一遍遍给顾客拿鞋。
: Did J.C. Penney make a mistake eliminating sales commissions?
: By Tom Ryan
: January 20, 2014
: Along with the bigger news of plans to close 33 stores leading to the layoff
: of 2,000 workers, J.C. Penney also revealed last week that it was
: reinstating commission pay for associates in its window coverings, furniture
: and fine jewelry departments.
: The switch, set to occur in February and March, will affect more than 3,000
: associates.
| T**********e
发帖数: 29576 | 19
那人从苹果店带来的经验是取消提成。
【在 g***j 的大作中提到】
: 不是说是以为用了前苹果高层当CEO吗
:
: layoff
: furniture
: 000
| a****c
发帖数: 3827 | 20 你们说的JCPenny是我认识的那个JCPenny吗？这店我咋记得还不如kohl's? |
|
