{"id":293569,"date":"2012-06-12T12:21:00","date_gmt":"2012-06-12T11:21:00","guid":{"rendered":"https:\/\/ac-franchise.be\/interview-de-benoit-mahe-consultant-retail-coaching-6621"},"modified":"2012-06-12T12:21:00","modified_gmt":"2012-06-12T11:21:00","slug":"interview-de-benoit-mahe-consultant-retail-coaching-6621","status":"publish","type":"post","link":"https:\/\/ac-franchise.be\/article\/interview-de-benoit-mahe-consultant-retail-coaching-6621","title":{"rendered":"Interview de Benoit Mah\u00e9, Consultant Retail Coaching"},"content":{"rendered":"
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Il n’est pas toujours facile de se lancer en franchise, de g\u00e9rer une \u00e9quipe, de pouvoir vendre, d’avoir de bonnes relations avec ses partenaires, son franchiseur ou ses franchis\u00e9s. Il est souvent conseill\u00e9 de se faire accompagner par des experts,<\/span> des coachs qui vont former, assister, aider les patrons d’entreprises, les responsables de magasins, les managers, etc. \u00e0 surmonter leurs difficult\u00e9s et \u00e0 atteindre les objectifs fix\u00e9s. Benoit Mahe, fondateur de Cap Kelenn, nous pr\u00e9sente cette entreprise et <\/span>nous explique ce que peut apporter le Retail Coaching.<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Benoit Mahe : \u00a0\u00bb Je suis le fondateur de Cap Kelenn Retail Coaching qui est la premi\u00e8re entreprise en Europe de Retail Coaching. Il s’agit de la discipline qui propose le Retail et la PNL qui est la Programmation Neuro Linguistique au monde du commerce. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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L’ensemble des coachs qui appartiennent \u00e0 Cap Kelenn et qui accompagnent les commerces, sont tous des gens pr\u00e9par\u00e9s sur deux fronts : Le front management<\/strong> et le compte de r\u00e9sultat globalement et sur le front de l’\u00e9panouissement et de coaching.<\/strong> <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Ce que nous recherchons c’est d’avoir des vendeurs \u00e9panouis, des franchis\u00e9s impliqu\u00e9s et des enseignes qui savent o\u00f9 elles vont. Nos interlocuteurs sont les patrons des grands r\u00e9seaux autant en franchise qu’en grande distribution. Nous travaillons aussi avec la chambre de commerce et c’est eux-m\u00eames qui souvent, voient l’int\u00e9r\u00eat parce qu’au niveau du point de vente, il y a un travail de formation vu que nous sommes aussi des formateurs. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Nous travaillons avec des EPCA en France mais nous allons au-del\u00e0, c’est-\u00e0-dire que lorsque le client nous le demande, nous pouvons aller \u00e0 un niveau plus profond dans les valeurs et dans les croyances.\u00a0Si nous prenons un exemple : si nous avons un r\u00e9seau avec un ticket moyen \u00e0 12 euros, comment nous allons pouvoir augmenter ce ticket moyen tout en sachant qu’il y a des croyances limitantes c’est-\u00e0-dire des id\u00e9es qui nous limitent \u00e0 vendre plus. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Par exemple le fait de ne pas offrir d’autres produits alors que nous pouvons le faire et que ceci ne nous co\u00fbtera rien, mais nous allons nous dire que nous avons d\u00e9j\u00e0 fait notre vente et donc du coup nous nous arr\u00eatons. Nous pouvons nous dire qu’il faut vendre plus mais ceci ne marche pas.\u00a0Il y a des techniques de caract\u00e8re psychologique qui permettent \u00e0 la personne de s’\u00e9panouir et de d\u00e9passer ses croyances limitantes.<\/strong> <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Le premier point sur le format c’est le coaching individuel, le coaching professionnel. Le second point c’est la formation et pour les boutiques, la formation dure deux mois. En Retail, les formations d’une journ\u00e9e ne fonctionnent pas. Il est important de se voir plusieurs fois et d’avoir des devoirs \u00e0 faire surtout lorsqu’un changement culturel est requis. Un changement qui se fait forc\u00e9ment sur le temps, et non pas sur une seule journ\u00e9e ! <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Il y a un dernier point : ce sont les \u00e9quipes de gestion, directeur de d\u00e9veloppement, directeur des op\u00e9rations, directeur financier, qui souvent sont un collectif tr\u00e8s bien pr\u00e9par\u00e9 mais pas du tout sp\u00e9cialiste du R\u00e9tail du point de vente. Nous avons aussi une formation adapt\u00e9e \u00e0 ce groupe,<\/strong> qui permet en deux jours d’expliquer ce qu’est le commerce au d\u00e9tail \u00e0 des gens qui travaillent dans ce secteur sans en \u00eatre des sp\u00e9cialistes.\u00a0\u00bb <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Visionnez cette interview de Benoit Mahe, Consultant Retail Coaching en vid\u00e9o<\/a> – R\u00e9alis\u00e9e par AC Franchise.<\/i><\/p>\n

En savoir plus sur le Cabinet Cap Kelenn<\/a>.<\/i><\/p>\n

<\/div>\n<\/p><\/div>\n<\/p><\/div>\n","protected":false},"excerpt":{"rendered":"

Il n’est pas toujours facile de se lancer en franchise, de g\u00e9rer une \u00e9quipe, de pouvoir vendre, d’avoir de bonnes relations avec ses partenaires, son franchiseur ou ses franchis\u00e9s. Il est souvent conseill\u00e9 de se faire accompagner par des experts, des coachs qui vont former, assister, aider les patrons d’entreprises, les responsables de magasins, les 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