Sales & Procedures

Question 1

Most common order entry mistakes

Answer 1

Monogram!!
Fabric
Measurements
Not reviewed properly

Question 2

Why are accurate measurements important?

Answer 2

Less alterations on the backend
Overall customer experience 
Non-conformance 
Less customer service and administrative work
"Practice makes permanent!"

Question 3

What is the remake procedure?

Answer 3

Re-measure
Mark as remake in App
Zero out in Diablo (receipt #)

Question 4

Sales Cycle

Answer 4

P (Prospect)
A (set Appointment)
Q (Qualify)
P (Pitch!)
A (Address objections)
C (Close the sale)
R (ask for Referrals)

Question 5

What is “Professionalism”

Answer 5

Skills
Good judgement
Polite behavior
expected of a person who has been trained to do a job well.

Question 6

When is a client a good candidate for custom clothing?

Answer 6

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”

Question 7

Why is TC different than other custom programs?

Answer 7

Fit!!!
Environment
One-stop shop
Unique pieces
Pay for quality, not label
Personalization
Longevity

Question 8

Garment abbreviations

Answer 8

CCP - custom coat/pant
CPP - coat/pant/pant
CSC - custom sport coat
TX - tuxedo
T - trouser
V - vest
TC - top coat
CSHT - custom shirt

Question 9

What is TC’s standard custom suit?

Answer 9

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

Question 10

What is TC’s standard custom shirt?

Answer 10

American spread collar
1-button mitered sleeve barrel
Plain back
Plain front

Question 11

TC point to point on test coats (36 thru 48)

Answer 11

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

Question 12

TC half-girth on test coats (36 thru 48)

Answer 12

36: 19”
38: 20”
40: 21”
42: 22”
44: 23”
46: 24”
48: 25”

Question 13

Sales Pitch!

Answer 13

*I Make Time Doing APP Closures*
Intro
Measurements taken
Time-frame
Differentiators (TC vs other custom)
Alterations (expected)
Pattern adjustments 
Pricing 
Close

Question 14

Bells and Whistles (outside coat) 4

Answer 14

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

Question 15

Bells and Whistles (inside coat) 7

Answer 15

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

Question 16

Bells and Whistles (pant) 7

Answer 16

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

Question 17

Most common customer service issues

Answer 17

Garment has taken too long to produce
Tailoring has taken too long
Fit is not to satisfaction
Issue not addressed in timely manner

Question 18

What is non-conformance?

Answer 18

Total custom sales - remake and alteration costs = NC

Question 19

Three traits of competent professionals

Answer 19

Reliable
Keep their promises
Manage expectations / no excuses

Question 20

4 “be’s” when communicating with client

Answer 20

Be clear
Be concise
Be courteous
Be coherent

Question 21

Qualifying questions

Answer 21

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?

Question 22

Two important functions of a Custom Specialist

Answer 22

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)

Question 23

What is the most important part of the selling process?

Answer 23

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

Question 24

Qualifying questions

Answer 24

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?

Question 25

Qualifying questions

Answer 25

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?

Question 26

Top Chicago competitors

Answer 26

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

Question 27

3 most important questions

Answer 27

Fit
Make (how well it’s made)
Model