Independent retail support leader Kirk Blank has offered a five-point message of encouragement to stores looking to grow their business and impact in people's lives.

Looking back on more than 20 years in the industry, the president of Munce Group says that while economic challenges, consolidation and competition have taken their toll on chains and independents, "those same challenges have provided opportunities for growth for some independent stores."

Writing an Industry Forum guest column in the July issue of Christian Retailing, Blank says that he has seen stores thrive "with the right strategies and systems." Those that have succeeded, he writes, have focused on expectations, inventory, prospecting new customers, value and training.

"It is crucial to know and understand what your customers want and expect from you," Blank said. "While we consistently hear of what is happening nationally with the economy, we must understand that our industry is built primarily on the local economy. Stores that talk to their customers, read the local business section and talk to other retailers are generally succeeding."

Connecting with local churches is key, too. "As we review our member-store sales performances, we see stores that have shown an increase in sales are the ones that have purposefully gone after the church market. Whether it has been carrying a few basic items or jumping into carrying the full line, there is a recommitment to working with the churches."

Read Blank's complete guest column in the July issue of Christian Retailing.

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