1. 2016 Store
Management
Internship Project
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2. AGENDA
Introduction
FOB
SWOT Analysis: Women’s Shoes
Magic Score Overview
Area’s of Opportunities
Focus Area’s: Magic Selling & MyClient
Results
SWOT Analysis: Results
Conclusion
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3. Northridge Fashion Center
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4. FOB: Women’s Shoes
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5. Strengths
• Strong brand equity
• Strong advertising
• Great variety
SWOT
Weaknesses
• Lack of in-store promotion
• Recovery/Appearance during Sales
• Magic Score
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Opportunities
• Heavy flow of in-store traffic
(Signature Business)
• Online retail spending
• AI Technology
Threats
• Intense competition: JC Penney, Saks,
DSW, & Nordstrom
• Lower price competition
• Online vs In-Store

6. Magic Score
3 MTD as of June 13th : 37.8 (-13 LY)
Opportunities:
Magic Selling MyClient
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7. MAGIC SELLING
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8. MAGIC SELLING
• M = Meet and Make a Connection
• A = Ask Questions and Listen
• G = Give options and Give Advice
Coaching #1
Meet and Make a Connection:
Approach the customer. Do not have the
customer approach you.
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9. MAGIC SELLING
• M = Meet and Make a Connection
• A = Ask Questions and Listen
• G = Give options and Give Advice
Coaching #2
Ask Questions and Listen:
Understand what customer is looking for and
make sure to mention new ELS system.
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10. MAGIC SELLING
• M = Meet and Make a Connection
• A = Ask Questions and Listen
• G = Give options and Give Advice
Coaching #3
Give Options and Give Advice:
Always offer Search and Send. Follow up with
MyClient.
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11. MYClient 2.0
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12. MYClient 2.0
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Step 1: MyClient Certification
Step 2: Who to add on MyClient:
- Repeat Customer
- Search and Send Customers
- Mismates Customers
- Customers who purchase 2+ items
Step 3: Follow-up / Notify Specific Sales

13. MYClient 2.0
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AFTERBEFORE
As of Period 5 Week 4:
YTD: Total Sales = 1,288,919
MyClient Sales = 11,600 (<1%)
Period 5 Week 1-4 Week: # of
Potential Converted
Total: 17 Clients
# of Potential Added:
Total: 70 (24%)
As of Period 6 Week 2:
YTD: Total Sales: 1,513,853
MyClient Sales: 24,672 (1.6%)
Period 5 Week 5 - Period 6 Week 2:
# of Potential Converted
Total: 31 Clients
# of Potential Added:
Total: 105 Clients (30%)

14. MAGIC SCORE: Results
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3 MTD as of June 13th : 37.8 (-13 LY)
3 MTD as of July 21st: 52.3 (+3.6 LY)
14.5 point increase in 5 weeks

15. Emanuel Ruiz
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SALSUM DMM Sales Report
Period 6: Women's Shoes Weeks 1-4
PTD-TY:
137.3
PTD-LY:
134.5
PTD-PL
141.4
4 DAYS LEFT!

16. SWOT Analysis
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Strengths
• Associates willingness to
help each other
• Associates willingness to
learn and listen
• Associates have the
product knowledge
Opportunities
• Returning Customer
• Specific Products Customers Buy
(Specialist)
• Mismates
Threats
• No MyClient Sales due to no option on
Ringer Mode
• Lack of engaging w/ customers during
big rushes
• No increase while at Summit (Period 6
Week 3)
Weaknesses
• Part-time vs Full-time
• Weekends / Sales
• Ringer Mode

17. Conclusion
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- Associates where very engaging
- Becoming an Associate before a Sales Manager
- Guiding Associates rather than telling them
- Associates having a positive impact in my development
- Ability to increase MyClient usage among WSD
- Ability to increase Magic Score in WSD

18. Questions
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