Executive Summary:

The instance. based on the company Blinds to Travel. stress the importance of staffing in shops as they expand to run into their growing aims. Bing a maker and retail merchant. with a alone gross revenues theoretical account – 100 % committee based and concentrate on client service gave the company an advantage over its rivals. Harmonizing to the senior direction Quality of staff was paramount and hence their original compensation system motivated best public presentation and fostered a high energy. gross revenues hungry civilization at BTG.

To pull more recruits for its enlargement stage. the direction changed the compensation system from full committee to salary on the recommendation of a freshly hired frailty president. Gross saless declined and the overall staff turnover increased. Sing this the company brought back the old civilization and experienced a gross revenues turnaround. This displacement besides caused another immense turnover in shops. A big per centum of voluntary turnover occurred in the first four months. The higher turnover after eight months was partially due to expiration because of gross revenues public presentation.

The biggest challenge the company now faced was understaffing. The demand for extra staff was further aggravated due to its continued push for growing and the tight US and Canadian labor markets. Another concern to be addressed was that the company had planned for 80 per cent of its enlargement in US where the employees preferred the fixed wage than the company’s committee based wage construction. During this period BTG had tried several enrolling methods with changing grades of success. With an IPO in the grapevine and programs to add on mean 50 shops per twelvemonth for the following five old ages. it was critical for the company to come up with a staffing scheme with focal point on Quality of the staff and low employee turnover.

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The Company:

Blinds To Go ( BTG ) was a retail storyteller of window dressings. It was started by David Shiller in 1954 in the Cote-des-Neiges territory in Montreal. Canada. From the mid 1970s. BTG focussed on the sale of blinds. It was able to make a production system that reduced the bringing clip frame of usage blinds from six to eight hebdomads to 48 hours. The decreased bringing clip led to overpowering client response and the concern flourished. The house. gaining their alone advantage of being a maker and retail merchant at the same time. began enlargement by opening shops throughout Canada and US. By June 2000. BTG operated 120 corporate owned shops in North America. BTG expected to add 50 shops per twelvemonth for the following 5 old ages. 80 per centum of which targeted to US enlargement shops.

BTG’s concern doctrine was that quality of staff was central than the shop location. client demographics or advertisement. The house established this by experimenting with a shop that was locationally disadvantaged and had worsening gross revenues. BTG was able to treble the gross revenues of the said shop in one month by deploying their ‘A’ direction squad and trained staff at that place. The four staff functions in BTG shops were 1. Gross saless associate 2. Selling Supervisor 3. Assistant Store director & A ; 4. Shop Manager. Gross saless associates were the junior most employees and their occupation was to follow a set program to assist walk in clients to do a purchase. Consistent gross revenues performing artists among them were promoted to selling supervisors. who were adjunct shop directors in preparation. or adjunct shop directors. Assistant shop Blinds to Travel: Staffing a Retail Expansion

Case Analysis

Section Tocopherol: Group # 5 directors were in charge of the shops in the absence of shop directors. The shop director was responsible for overall shop operations. The BTG merchandising procedure involved a high degree of client interaction. which set a really high degree of service outlook. Their accent on client satisfaction and sale closing led to higher volume of orders relative to their retail competition

Original Compensation of Retail Staff:

The compensation construction at Blinds To Travel inducements public presentation based on figure of gross revenues trade closed. The committee based construction fosters the high energy. gross revenues hungry civilization at BTG. This construction was believed to be a motivative factor to hike public presentation. High performing artists at BTG really made more money than comparable retail mercantile establishment salesman.

For Gross saless Associate the salary construction was a mix of fixed wage and variable wage with $ 3 – $ 5 comprising of fixed and 3 % of gross revenues as variable constituent.
For Managers/Assistants the salary construction was $ 10. 000 – $ 15. 000/yr as fixed wage with 1. 5 % to 3 % of overall gross revenues as variable wage.

Changes in Compensation Structure – 1996:

As per the recommendations from a freshly hired Vice President of shop operations the compensation construction for the shop staff was changed from being to the full committee based to salaried. Under the new construction. the gross revenues associated were paid Cdn $ 8 per hr as a fixed constituent. For the shop directors a higher base salary constituent as compared to the committees was set. The chief focal point of the move was to do the compensation more attractive to the prospective hires. Another alteration being brought was to restrict the engagement of shop directors in the sale procedure. All these alterations had an inauspicious consequence on the gross revenues figures which showed a lessening of 10 to 30 % from 1996 to 1997. The staff turnover increased to 40 % from the earlier 15 % . Even thought the new wage construction helped in enrolling more hires. it led to the hiring of lower quality people.

The bing good performing artists did non appreciate the alterations. therefore impacting their morale and hence their committedness to gross revenues. To counter this inauspicious consequence. the direction introduced a fluctuation of the committee based compensation program in May 1998. The consequence of the alteration could be seen in the 10 to 30 % addition in shop gross revenues from the old twelvemonth. Still the BTG shops experienced a high employee turnover that twelvemonth. It was likely because of the employees accustomed to fixed wage were go forthing the administration. being dissatisfied from the committee based construction. Analysis of the employee turnover reflected that the highest no of employees left the house in the first 4 months from their hiring.

Most of the new enlargement programs were in US. But the people of US were uncomfortable with the 100 % committee based wage construction. Therefore there was a demand in the alteration to the construction to accommodate to the US market.

Blinds to Travel: Staffing a Retail Expansion
Case Analysis
Section Tocopherol: Group # 5
Channelss of Recruitment

To be able to pull and enroll people who had certain gross revenues driven qualities. several channels of enlisting were harnessed to make full in the occupation places. Since BTG was already short-handed and with monolithic growing programs ( 50 shops per twelvemonth ) lined up. we need to analyze the assorted pros and cons of the channels of enlisting. Employee Referral: Current staffs refer friends and household to BTG which helped company pull campaigners already briefed on the company’s political orientation. This channel was really effectual which is apparent by its highest ratio of leads to engage. The success of the ER strategy was partly due to the fact that referrals by and large continued employment excited by the chance that the friend or household member who is a BTG employee recounted. Though maximal hiring was effected through this channel yet this alone did non presently satisfy BTG’s hiring demands.

Internet Sourcing: This is one of the non-store enlisting channels which BTG used in two ways. First. BTG solicited sketchs at its blindstogo. com site. Second. DSM’s and recruiters actively searched on-line occupations sites like Monster. com to reach possible campaigners. Presently 12 out of 143 recruits were through this channel. DSM Compensation Readjustment: DSM’s were chiefly responsible for shop beginning of enlisting chiefly walk-ins and employee referrals. They had to engage 10 new gross revenues associate every month. Their importance in enlisting procedure is highlighted by the fact that their wage was based on figure of new staff selected instead than on gross revenues marks. Presently 16 out of 143 gross revenues associate were recruited through this channel in past two months.

BTG Retail Recruiters: They were professional recruiters who were paid @ 20000/year with a fillip of $ 150 – $ 500 for each successful hire. They generate leads through cold calls. networking referrals. colleges. occupation carnivals. Internet and employment Centres. Though they had performed sub- optimally in footings of figure of figure of new recruits. their preparation had increased to enable to acquire in at least 4 new recruits per hebdomad. Newspaper Ad: Newspaper channel generated the maximal figure of leads but the senior direction believed that this medium did non bring forth the quality of campaigners that BTG needed. This channel attracted more of the people who did non run into the desired accomplishments standard and nucleus values expected by BTG in possible campaigners. To be able to run into our coveted staff demands. we believe this channel needs to be harnessed to its full potency and complemented by necessary preparation to new recruits to enable them to run into company’s public presentation criterions.

Store Generated Leads: BTG believed in direct shop walk-in manner of enlisting as good. It had put “help wanted” marks on its Windowss to pull possible campaigners to run into its enlisting demands. But this policy was successful merely in dumbly populated countries with high footstep. HR Scheme:

Udofia. Vice Chairman BTG. is looking for a scheme that solves all the major issues presently faced by the company. which would include unstaffed shops. staffing for future enlargement and high employee turnover. Following are the stairss that could be taken by him to accomplish its growing aims: ? A Robust Training Faculty: As mentioned. the quality of staff is highly of import in the retailing concern. The crunch in the labour market doesn’t give the company a flexibleness to take Blinds to Travel: Staffing a Retail Expansion employees on a rigorous standard.

A preparation faculty would assist BTG to loosen up the standard and increase the figure of selected employees by enrolling people who are trainable. In order to maintain a cheque on the quality of the employees. the company can enroll the employees at a trainee degree with a fixed wage. The preparation would be largely on the Job led by experient Shop Directors. A reappraisal system would assist these selected campaigners to acquire promoted as Gross saless Associate. The initial wage as a trainee would be low. But the inducement to acquire promoted as Gross saless Associate would drive them to work and larn rapidly.

Presently we can see that there are big Numberss of people who are attracted by the Newspaper Channel and Internet. But the job is with this medium is that it didn’t generate quality employee. By a robust preparation faculty the company would be able to engage trainable people and give them chances on the footing of their public presentation.

The Promotion Structure: A scheduled reappraisal and internal publicity construction could be followed which attracts the current employees and increases the keeping rate. The reappraisal can be conducted on at 2 degrees. Gross saless Performance and Soft accomplishments. A feedback mechanism would assist the employees to work on the countries they lag. The reappraisal can be scheduled every 8 months and every employee can be given an chance to acquire promoted.

The internal publicity construction could be leveraged as a tool to publicize. This would pull people who presently don’t want to fall in at Gross saless Associate Level. The publicity construction would besides assist in make fulling up the vacancies of Supervisors and Managers. Pay Structure: The wage construction for Gross saless Associate could be revised in a mode as explained below:

Harmonizing to the current wage construction. a Gross saless Associate is paid $ 6- $ 8 per hr or 6 % of gross revenues. whichever higher. Clearly it can be seen that the Marginal and the Poor performing artists are the one time who are basking the fixed compensation system. In order to actuate them. fixed + variable compensation could be followed for these below par performing artists. This construction would demotivate the top performing artists as there will be a decrease in their wages. So it would non be the best thought to implement this construction for top performing artists. A benchmark of $ 10000/sale/week could be set. This would non merely actuate them to execute but the company besides would get the better of the job of societal idleness. The construction is explained below:

Marginal-Poor Performers ( $ 10000-/sales/ hebdomad ) $ 3 per hr + 3 % of gross revenues Leadership Program: The extremely experiences set of Shop Directors could be given an option to fall in the leading plan. Under this plan the Senior Employees would take up the duty of the preparation faculty and assist the company attain the degree of quality it requires in its work force. Their compensation could be based on the rate of transition of trainees to Gross saless Associate alternatively of Gross saless. Increased Stock Options to senior and experient Shop Directors would give them a feel of ownership in the house which is what an employee demands after functioning an administration for old ages.


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