Bureau tips to get that sale

Two branches with a different approach to getting a sale

This from one of our BDM's Nick Moriarty

BARNOLDSWICK branch will offer a free travel first aid pack or free
suitcase strap to try to clinch a currency sale where necessary. The first
aid pack and straps both sell in his branch for £2.75, however they only
cost the SPMr about 75p. It has worked as the decider to keep several
transactions when a customer would have looked elsewhere.

ACCRINGTON branch, when I was there last Friday I was serving from the
Bureau position (giving the staff the benefit of my expertise), customer
came in asking for the Euro rate. I did the usual chat, got him talking
about where he was going, how long, who with, been before? etc. He was
after £1000 of Euros and I can't remember the rates exactly, however when I
explained how many Euros for how much (and he did only want to spend £1000)
he asked what the rate was for that, I told him and he said that was lower
than Althams (pur competitor) and he would go there. I asked him to hang on a second and I
spoke to the Subpostmaster to see if he would agree to round down the sterling
equivalent (which was about £4.48), who agreed.
I went back to the customer and told him we could knock off the £4.48 to bring
it down to a round figure and he agreed and took it.

In reality, the better Althams offer would have given him about 20 Euros
more than us, maybe he didn't quite realise how much the difference was, or
he was pleased with the service but he stayed with us.

I realise the agent had to agree to a reduction in his remuneration, but
this time it worked.