Sales & Procedures Flashcards
Most common order entry mistakes
Monogram!!
Fabric
Measurements
Not reviewed properly
Why are accurate measurements important?
Less alterations on the backend Overall customer experience Non-conformance Less customer service and administrative work "Practice makes permanent!"
What is the remake procedure?
Re-measure
Mark as remake in App
Zero out in Diablo (receipt #)
Sales Cycle
P (Prospect) A (set Appointment) Q (Qualify) P (Pitch!) A (Address objections) C (Close the sale) R (ask for Referrals)
What is “Professionalism”
Skills
Good judgement
Polite behavior
expected of a person who has been trained to do a job well.
When is a client a good candidate for custom clothing?
Below 38 jacket and above 48 jacket
Drop is greater than 7 or less than 5
Taller than 6’2 or shorter than 5’8
Neck is smaller than 14.5 or larger than 17.5
Sleeves longer than 35” or shorter than 32”
Why is TC different than other custom programs?
Fit!!! Environment One-stop shop Unique pieces Pay for quality, not label Personalization Longevity
Garment abbreviations
CCP - custom coat/pant CPP - coat/pant/pant CSC - custom sport coat TX - tuxedo T - trouser V - vest TC - top coat CSHT - custom shirt
What is TC’s standard custom suit?
2 button Notch lapel Flat front pant Welt chest pocket Double besom w/ flap Pic stitch edge Kissing buttons Medium shoulder pads w/ natural shoulders
What is TC’s standard custom shirt?
American spread collar
1-button mitered sleeve barrel
Plain back
Plain front
TC point to point on test coats (36 thru 48)
36: 17 3/4
38: 18 1/4
40: 18 3/4
42: 19 1/4
44: 19 3/4
46: 20 1/4
48: 20 3/4
TC half-girth on test coats (36 thru 48)
36: 19”
38: 20”
40: 21”
42: 22”
44: 23”
46: 24”
48: 25”
Sales Pitch!
*I Make Time Doing APP Closures* Intro Measurements taken Time-frame Differentiators (TC vs other custom) Alterations (expected) Pattern adjustments Pricing Close
Bells and Whistles (outside coat) 4
Puff pocket (built in PS!)
Felt under collar (helps collar hold shape)
Functional sleeve buttons (“secret handshake” of custom)
Pocket flap can be tucked in for more casual look
Bells and Whistles (inside coat) 7
Vent strap (keeps jacket from flying open)
Pockets (business cards, phone, wallet - heaviest at top)
Lining (totally personalized)
Monogram (personalization)
Anchored buttons (keeps buttons secure)
Sweat shield
Triple pleat coat lining
Bells and Whistles (pant) 7
Snugtex waistband to keep shirt tucked in Inside pockets V-seam (in case you eat a big lunch:)) Heel guard w/ monogram Metal zipper Double banded waist band French fly
Most common customer service issues
Garment has taken too long to produce
Tailoring has taken too long
Fit is not to satisfaction
Issue not addressed in timely manner
What is non-conformance?
Total custom sales - remake and alteration costs = NC
Three traits of competent professionals
Reliable
Keep their promises
Manage expectations / no excuses
4 “be’s” when communicating with client
Be clear
Be concise
Be courteous
Be coherent
Qualifying questions
What do you do for work?
Have you ever had clothing custom made for you?
How often do you wear suits?
Do you travel?
What suits do you have that you actually wear?
Where do you currently buy your suits?
Any special events coming up?
Anything you would change about your current custom clothier?
Two important functions of a Custom Specialist
Sell values *not always logical *sell the "sizzle" *sell the emotion - how is he going to feel when he wears it? Set proper expectations *26 measurements *fabric/details *production time *first fitting once garment has arrived *alterations (7-10 business days)
What is the most important part of the selling process?
Delivery!
- hows he going to wear it?
- when/where will he wear it?
- how will he style it?
- give him a pair of shoes to try it on with
- look at ties and fabrics
Qualifying questions
What do you do for work?
Have you ever had clothing custom made for you?
How often do you wear suits?
Do you travel?
What suits do you have that you actually wear?
Where do you currently buy your suits?
Any special events coming up?
Anything you would change about your current custom clothier?
Qualifying questions
What do you do for work?
Have you ever had clothing custom made for you?
How often do you wear suits?
Do you travel?
What suits do you have that you actually wear?
Where do you currently buy your suits?
Any special events coming up?
Anything you would change about your current custom clothier?
Top Chicago competitors
ESQ Custom Clothing Frederick Lynn Syd Jerome Balani Nicolas Joseph Wilfred Newman J Hilburn De Louice Sebastian Grey Clothiers Zeglio Oxxford Montopoli Daniel George Alton Lane Tom James *biggest custom company in US
3 most important questions
Fit
Make (how well it’s made)
Model
