May Day is Lei Day in Hawaii
The transition from April to May (in Hawaii) is always a tough one. Traditionally May is a late travel month. Spring break is over and summer isn’t quite here yet. If you are dependent upon travel, the good news is that we see an older, more mature and financially better off visitor during May, so remember, it only takes one.

The Wealthy (Spoiled) Traveler
People with money are accustomed to the “royal treatment” at home. They have maids and service people. They get the best seats and service in their favorite restaurants. When shopping they are known and as a result the sort of attention I would like to see every customer get. Too often they don’t get that attention when traveling and as a result spend less.
Treat all customers as though you know that they have the ability to buy the most expensive thing you sell, and they will buy more; it’s not rocket science.

“Hawaii Retailers Show Less Confidence in Economy”
There’s one thing for sure; headlines like that will not help boost anyone’s confidence. I would prefer the headline for the same article to read:
“Hawaii Retailers Getting Creative to Overcome the Downturn in Visitor Numbers”
But then again I’m not focused on selling newspapers. My focus is on the survival of my clients in the face of the doom and gloom they are having thrust upon them almost daily. You bring about what you think about, and if you want to bring about prosperity you must displace all of this negativity with some positive thoughts.
It is also crucial for retailers and other businesses to start focusing more on the top line than the bottom line. Cutting costs and lowering margins can lead the way to failure. A strong selling effort will do just the opposite. This article said:
“Despite the numbers, store owners said they are using a variety of sales tactics to ride out the downturn.” The “tactics” mentioned were all about merchandise and price. Selling techniques and skills will get more results than “tactics” will. Lowering prices to attract customers will have a more negative impact on your bottom line than learning how to “sell” and preserving your rightful margins. That can be done, I help people do it every day.
I liked this quote by Jen Kunishima Sarsuelo, owner of Cottage by the Sea, Hawaii Doggie Bakery & Gift Shop and The Growing Nest; “It’s about setting ourselves apart from other competitors.” Now you’re talking! She went on to say, “Shopping is a very emotional experience and people want to feel good when there’s so much gloom and doom out there.” YEAH!
I challenge everyone to start looking for positive examples of selling success and spread those stories around. If you don’t know of any, call me, I have lots of them.

“General Growth’s Bankruptcy Spooks Its Hawaii Tenants”
This headline in the Honolulu Star Bulletin is scarier than the bankruptcy itself is. The United States offers what is called “Bankruptcy Protection” under chapter 11 of the Bankruptcy Code to essentially “Protect” troubled companies from thier creditors, allowing them time to re-organize and become profitable again, and hopefully pay off those creditors.
A chapter 7 Bankruptcy is quite different. That’s when the company throws in the towel and the creditors are hung out to dry. They may get something, someday, but not soon and not much.

Focus on Results
While nobody likes to think about bankruptcy, those forced into it are more respectable for going 11 than 7. We need to wish them well and give them the time they need to get things going back in the right direction. A company (or country) in financial trouble didn’t get there overnight. Change takes time.

Better Times
General Growth is not the first company with a huge stake in Hawaii to seek Chapter 11 protection. On March 21, 2003, Hawaiian Airlines, Inc. filed a voluntary Chapter 11 petition for reorganization. Fortunately for us all, their creditors, employees and customers stuck with them, and today, in spite of the current challenging times, they are one of very few airlines that are profitable, and proudly post the best on-time record in the industry. It took some time, but they did it and did it well.
By contrast, when faced with the same challenges, Aloha Airlines was not willing to spend the time and money needed to fix things, they shut down virtually over night stranding their employees, creditors and customers.

Ala Moana Shopping Center
General Growth owns Ala Moana Center, Ward Centers, Whaler’s Village and several other properties in Hawaii. They reported $29.6 billion in assets and $27.3 billion in debts. Those are some ptretty hefty numbers, and turning things around will be a pretty hefty challenge, but I think they deserve our support and patience as they seek to make things better for everyone.

Steve Hofer
20 years ago I had the opportunity to teach my Pro-Active, No Pressure Selling System to Steve Hofer while at his first job after college.
Steve has been successfully applying these concepts throughout his career. Steve founded and operated four businesses, including jewelry, cellular phones, software and outsourced services. His experience in retail sales and operations management, local Business to business and national corporate sales as well as franchise operations brought valuable insights and a consistent ability to organize and drive sales.
Steve has consistently risen to the challenges he faced throughout his career. He increased sales 50% after a major earthquake in San Francisco, become a #1 cellular dealer within 9 months, grew a startup from $0 to $2M revenue in 2 years and doubled sales providing services to homebuilders in the current housing market. He thrives on turning challenging issues into success stories.
I am very excited with the opportunity to have him working with me again. Steve will bring an added dimension to the things we have to offer our clients.

Pamala Alualu
Pamela is a retail sales consultant who has joined Team Success Dynamics. Pamela graduated from the University of Hawaii with a degree in counseling psychology. She recently moved back to Hawaii after spending 12 years on the mainland managing and consulting in the retail industry. During Pamela’s time on the mainland she became an expert at coaching, marketing, advertising, customer service training, merchandising, display presentation, sales and management training, as well as recruiting, hiring, interviewing, relationship selling and much more. She spent three years as a franchise owner of USA Baby and Child Space in Sacramento, California. 
Pamela’s entrepreneurial spirit led her career into the consulting business. Her most recent client, the owner of three large Ashley Furniture Home Stores in New Jersey; is a testament to her ability to teach and implemented a proven selling and management system. I am as excited as Pamela is to see her meet Hawaii’s business owners and introduce them to our coaching services and The Morning Report.