Excellence in Retail

Technical Knowledge for Excellence in Retail

Inventory Management

• Inventory replenishment and management
• Monitoring product availability and preventing stockouts

Transportation and Logistics

• Transportation methods, supply chain management, warehousing, distribution, and effective planning

Merchandising

• Store layout and design principles
• Product arrangement and creating displays that enhance the shopping experience

Marketing

• Market analysis
• Marketing strategies that work best for different types of brands
• Commonly used marketing tools for increasing store traffic and sales
• Collaboration between commercial and marketing departments
• How digitalization and automation are changing the marketing approach

Building a Pricing Positioning Strategy in Retail

• Strategic Revenue Management (SRM)
• Supplier Management
• Pricing Strategy in a Nutshell
• What comes next – an analytical approach and making difficult decisions

Sales

• The sales process
• Steps in the sales process
• Cross-selling and upselling
• The sales funnel
• Sales funnel stages
• Sales funnel strategies
• Tools and technologies
• Sales KPIs
• Sales measurement
• Data-driven decision-making

Interpersonal Skills for Excellence in Retail

Customer Experience and Building Loyalty

• Creating memorable experiences to build customer loyalty
• Effective communication techniques
• Active listening and empathy
• Conflict resolution

Teamwork and Collaboration

• Effective collaboration with colleagues and supervisors
• Sharing information and supporting one another
• Collaborative problem-solving and decision-making

Managing for Excellence in Retail

Store Management

• Taking care of merchandise
• Taking care of customers
• Taking care of employees

Time Management and Prioritization

• Balancing customer interactions with other tasks
• Effectively managing multiple responsibilities
• Adapting to the pace and frequency of activity in the store

Leadership and Supervisory Skills

• Team management and delegation
• Performance evaluation and coaching
• Setting and achieving retail goals
• Personal development and continuous learning
• Encouraging a growth mindset and attitude toward learning
• Seeking feedback for improvement

The Future of Retail

Artificial Intelligence

• Understanding artificial intelligence
• Solutions that enhance customer experiences, streamline operations, and drive growth

E-commerce

• E-commerce fundamentals and setting up an online store
• E-commerce marketing, payments, security, and inventory management
• Customer support in e-commerce

Training Review and Planning the Next Steps

• Strengthening knowledge and developing a comprehensive understanding of how mindset and skills contribute to success
• Planning the next steps

• Retail professionals who want to improve their sales skills and expand their knowledge across all areas of retail
• Retail managers and supervisors who want to improve their team leadership, goal-setting, and execution skills
• Retail employees interested in improving customer service and building customer loyalty
• Anyone looking to improve their knowledge and skills in the retail industry for personal or professional development

Goce Boceski

General Manager of Neptun Macedonia

General Manager of Neptun Macedonia and an experienced leader with strong leadership skills. With extensive experience managing companies at a regional level, Goce has significant expertise in budgeting, business development and strategy, crisis management, P&L responsibilities, retail, and distribution, with a strong focus on development, sales, and marketing.

Denis Ampov

General Manager of Ananas

With more than ten years of experience in sales, management, and digital transformation, Denis is recognized as one of the leading young managers in the country. He is actively involved in developing young professionals in the community through mentoring in e-commerce and digital solutions.

Dejan Vanevski

Partner at THRIVITY

Dejan has more than 18 years of professional experience in international and local FMCG companies, including Wrigley and Mars. Since 2020, he has continued his career as a partner at the recruitment agency THRIVITY.

Always focused on people, he strongly believes that successful business results can only be achieved by having the right people in the right positions. As an external consultant and facilitator, he works on development programmes covering business planning, team development, coaching, commercial negotiation, leadership, and human capital and talent management.

Borche Gjorgjeski

Head of Contact Centre at A1 Macedonia

Head of the Customer Contact Centre at A1 Macedonia, with more than a decade of experience in telecommunications and customer service. His main areas of focus include contact centre automation and increasing customer interactions through A1 Macedonia’s digital channels.

Dane Todorovski

Commercial Director at Iute Macedonia

Dane has more than a decade of leadership experience across the finance, retail, and food sectors. His diverse expertise also includes management consulting and business restructuring. With experience in strategic vision and planning, Dane is a dynamic leader with a unique combination of business and management skills.

Dejan Stojanović

Senior Trainer at PRO UPGRADE

An economist and Master’s student at the Faculty of Philosophy at Ss. Cyril and Methodius University in Skopje, Dejan has extensive professional experience in North Macedonia and the region. Throughout his career, he has worked for internationally recognized companies such as Philip Morris, Ferrero, and Cisco Systems.

In 2015, he founded PRO UPGRADE, through which he delivers training programmes verified by the Adult Education Centre in Skopje.

Dragan Josifovski

Co-Founder and CEO of Paket

Co-Founder and CEO of Paket, with strong leadership skills and an innovative approach. With experience in project management and e-commerce, he has a particular ability to lead teams and achieve business results through strategic vision.

Vlatko Bežoski

Sales and Marketing Director at Quehenberger Logistics GmbH

Vlatko has extensive experience as Sales and Marketing Director at Quehenberger Logistics GmbH. He brings expertise in distribution channel management, supply chain management, and logistics operations.

Penka Dodevska

Sales and Development Director at TEХНОТРАНС DOO

An experienced procurement and logistics director, logistics manager, and supply chain manager. Her expertise includes inventory planning and management, transportation and warehouse operations, employee coordination, and setting and achieving annual goals.

Ana Kostovska

Founder of the Centre for Systemic Development – CSD SONIK

Ana is an organizational psychologist whose main focus is aligning organizational goals with employee goals. She has more than 15 years of experience in managing and developing teams and processes, as well as implementing training and other development activities, primarily within the retail industry.

In 2023, she founded the Centre for Systemic Development – CSD SONIK, where she serves as Founder and Executive Director.