Prom At Last! The season is upon us and no one has time to waste. We will not waste your time! I thought it would be nice to hear from a few stores around the country on what is working well in there area. In this issue we discuss convention information, a great article from one of our educational seminar presenters, and a story about a tuxedo company who is bucking the trend in a tough economy. Read on and let us know what you think editor@formaltimes.com.

 

A Cost-Effective Channel to the "Best of the Best"

Henry Wadsworth Longfellow once wrote “A single conversation across the table with a wise man is better than ten years mere study of books.” Expo 28 offers many a chance to have a conversation with many a wise man and woman! It is easy to look forward to the opportunity to travel and see old friends, but it is even more exciting to think of all of the possibilities a gathering of like minds always presents. The ideas we exchange each year and bring back and improve our own operations are priceless. We not only get a chance to see all of the new styles, we hear what others are doing like: Invitations, damage waivers, cleaning equipment options, back up presses, employer employee relations, reliability of styles etc… These are all small parts of the big puzzle we can use to keep moving in a changing world.

The Las Vegas Hilton at $95 per night offers an affordable chance to play in Las Vegas, but also a priceless opportunity to network with other operators. Watch for your packets arriving in the next week and make plans now to join us. I can’t wait to hear what you have to add!Call for reservations with the IFA 800-635-7711

 

We have a new speaker at Expo 28 this year! We will have educational seminars on both mornings, and the first morning will be Mr Capitanelli. Please read a little about him and an article written about the Retail battles we all fight. We look forward to his addition to the Expo.

BIOGRAPHY Arnold Capitanelli, III
Arnie Capitanelli’s career history outlines 20 years of developing and executing successful sales strategies that are based on company growth initiatives and superior customer experiences. He has an extensive background in not only developing customer-centric sales/service models, but has also successfully executed them within several national retail brands.

Arnie’s first book entitled “Retail Street Fight” is specifically aimed at the Independent Retailer who is ready to throw off the gloves and do what it takes to reclaim their customer base. The book provides insights, techniques, and strategies to retailers within any product category on how to grow their businesses and deliver exceptional customer experiences based on his revolutionary concepts of Customer Advocacy. His Retail Training program “Every Customer Counts” is the freshest information on building market and customer share and addresses “new school” issues with the generation now entering the sales force.

Retail Street Fight
Part 1 - The Call Out
By: Arnie Capitanelli, III

Generally speaking, retail service in America is declining, or at the very least is predictable and rote. And the lack of passionate service has resulted in customers believing they are better off serving themselves. That’s one of the reasons why the internet is so appealing as well as self serve environments. This is where you can compete. This is a fight you can win. Because while the IT geeks and the Supply Chain gurus are trying to use CRM software and process efficiency to woo the customer to them, you have human-to-human contact as your secret weapon.

What’s happening in brick and mortar retailing today; what is passed off as customer service, lacks passion, direction, discipline, and consistency. Stores are filled with human Product Knowledge Kiosks who either hope customers will buy if they “do a good demo”, or have become operational robots hiding in task work.

There’s a Retail Street Fight brewing and it’s not going to be a civilized, organized fight either. The gloves are off. The reality is that brick and mortar specialty retailers have a move considered to be the dreaded-pretzel hold of this match. This move is fought on the sales floor and it’s the one thing you can do that they can’t. Now before you come to the conclusion that this is just another metaphor about customer service and salesmanship, think again. You all know that previous attempts to “train” salespeople to sell better and hold them accountable to performance and selling standards is about as effective, long-term, as an all protein diet. Let’s be honest. The old fire in the belly salesperson has gone by the way of the Oldsmobile. And the frustration of trying to get the new generation of retail associates with their texting, instant gratification, and palm up mentality is numbing to the retail operator.

Now, I fully believe that salespeople are not mal-intended, just ill-informed and misdirected. Most are not dialed into the company’s initiatives relative to customer experiences and making sales. It’s that simple. It’s not that retail salespeople are trying not to sell; they just don’t know they’re supposed to.

Most retailers believe the answer to better salesmanship and service is to provide associates with sales quotas or goals, performance accountability, train them on closing techniques, and maybe even mandate that closing the sale become a policy of the store. Well, guess what, that method is not sustainable long-term. The reason is because most retailers attempt such programs as a bolt on, feel good, apple pie training moment. It’s like dropping an Alka Seltzer in a glass of water; a lot of initially activity, but after awhile, the fizz goes away and we’re back to a still glass of water with a lot of ineffective particles floating around in it.
The primary reason these methods miss the mark is because they become an exercise in compliance. When compliance becomes the foundation for service delivery, the associate engages in a game of “what can I get away with when the Supervisor is not around”. When a shared Belief System about serving customers is the foundation and the behaviors for serving customers are known, then an associate will enlist the right behaviors instinctively rather than from obedience.

Having developed customer centric sales and performance management models for several well-known companies, the one thing I run into the most is the anxiety store managers experience trying to hold sales people highly accountable to a compliance-based customer service model. We have no problem firing someone for showing up late to work, but fire them for saying “Can I help you?” that’s another story. Front-line managers truly struggle with this. They struggle with the skill-set for coaching people, the confrontation, the opinion leaders who control the sales-floor, the mutiny when its time to role-play; the whole shebang. And then, the one thing I see more than anything else is that managers are so operationally burdened and payroll strapped, that the idea of calling someone out on a compliance issue about how the customer was greeted is about the last thing they want to tackle.

This point of view flies in the face of some tried and true old-school methods. High compliance and accountability formats have been central to the service model of many retailers and sales organizations over the years. And it’s not that there shouldn’t be behavioral and performance expectations for staff; but in an industry that has a multitude of help wanted signs within a stone’s throw of your store and where compensation rates are at the lower end of the spectrum, holding a retail salesperson to a tight rope of service compliance makes it difficult to maintain a stable staff eager to serve the customer and the company’s profits.

If you are in your office right now, turn around and look at your book shelf. Do you see all the books, videos, seminar manuals, and programs you’ve attempted to implement in your company? Chances are there are quite a few, and chances are they have become nothing more than iconic reminders of what you hoped would become the program that would improve the way your associates behave when serving your customers. These programs are like toupees. They seem silly until you think you need one. But, like the toupee, these programs are just a cover up and never actually turn out like you would have hoped.

This is retail folks. We’re selling stuff people want. Sure salespeople need to know how to ask a customer to buy and that certain items have higher margins and should be offered early and often. Sales goals, performance metrics, and closing techniques are essential to selling, but aren’t nearly as effective as when the company creates an awareness of the value of Every Single Customer. In fact, a company is better off with a strong belief about service with minimal technique than with a lot of technique and no shared belief system.

It’s time for retailers to recognize that we need to have a compelling reason for customers to shop and buy in our stores. It’s time for consumers to reclaim their local retail stores and demand that their expectations be met.

This new retail model is for the street-wise fighter who doesn’t have the patience to learn complicated selling systems and can’t afford to lose people by using high-compliance methods for getting associates to behave properly.

The best way for sustaining performance and building lasting relationships with your customers is simply to ensure that the front line organization is completely dialed into your Beliefs that your are in business to serve people. I didn’t say service people, or provide service, or deliver great customer service – I said, “Serve People”. Cars get serviced, people are served. So serve them beyond their expectations.

This is not meant to be a philosophical approach to retailing, but it’s not tactical either; it’s fundamental. It recognizes that the people who work for you are self-intended and your desires to get them to “Buy-In” and think like an owner is not realistic. The efforts of retailers need to be focused on methods that get store associates to tap into their innate nature to be personable, hospitable, and solution oriented; which are most likely the attributes you saw in the interview.

So rip off the tape and throw down your gloves. This is going to be a street fight, and it’ll be fought on your street. You may be the underdog – but this is a fight you can win.

Arnie Capitanelli
arniecap3@comcast.net

We have a new speaker at Expo 28 this year! We will have educational seminars on both mornings, and the first morning will be Mr Capitanelli. Please read a little about him and an article written about the Retail battles we all fight. We look forward to his addition to the Expo.

BIOGRAPHY Arnold Capitanelli, III
Arnie Capitanelli’s career history outlines 20 years of developing and executing successful sales strategies that are based on company growth initiatives and superior customer experiences. He has an extensive background in not only developing customer-centric sales/service models, but has also successfully executed them within several national retail brands.

Arnie’s first book entitled “Retail Street Fight” is specifically aimed at the Independent Retailer who is ready to throw off the gloves and do what it takes to reclaim their customer base. The book provides insights, techniques, and strategies to retailers within any product category on how to grow their businesses and deliver exceptional customer experiences based on his revolutionary concepts of Customer Advocacy. His Retail Training program “Every Customer Counts” is the freshest information on building market and customer share and addresses “new school” issues with the generation now entering the sales force.

Retail Street Fight
Part 1 - The Call Out
By: Arnie Capitanelli, III

Generally speaking, retail service in America is declining, or at the very least is predictable and rote. And the lack of passionate service has resulted in customers believing they are better off serving themselves. That’s one of the reasons why the internet is so appealing as well as self serve environments. This is where you can compete. This is a fight you can win. Because while the IT geeks and the Supply Chain gurus are trying to use CRM software and process efficiency to woo the customer to them, you have human-to-human contact as your secret weapon.

What’s happening in brick and mortar retailing today; what is passed off as customer service, lacks passion, direction, discipline, and consistency. Stores are filled with human Product Knowledge Kiosks who either hope customers will buy if they “do a good demo”, or have become operational robots hiding in task work.

There’s a Retail Street Fight brewing and it’s not going to be a civilized, organized fight either. The gloves are off. The reality is that brick and mortar specialty retailers have a move considered to be the dreaded-pretzel hold of this match. This move is fought on the sales floor and it’s the one thing you can do that they can’t. Now before you come to the conclusion that this is just another metaphor about customer service and salesmanship, think again. You all know that previous attempts to “train” salespeople to sell better and hold them accountable to performance and selling standards is about as effective, long-term, as an all protein diet. Let’s be honest. The old fire in the belly salesperson has gone by the way of the Oldsmobile. And the frustration of trying to get the new generation of retail associates with their texting, instant gratification, and palm up mentality is numbing to the retail operator.

Now, I fully believe that salespeople are not mal-intended, just ill-informed and misdirected. Most are not dialed into the company’s initiatives relative to customer experiences and making sales. It’s that simple. It’s not that retail salespeople are trying not to sell; they just don’t know they’re supposed to.

Most retailers believe the answer to better salesmanship and service is to provide associates with sales quotas or goals, performance accountability, train them on closing techniques, and maybe even mandate that closing the sale become a policy of the store. Well, guess what, that method is not sustainable long-term. The reason is because most retailers attempt such programs as a bolt on, feel good, apple pie training moment. It’s like dropping an Alka Seltzer in a glass of water; a lot of initially activity, but after awhile, the fizz goes away and we’re back to a still glass of water with a lot of ineffective particles floating around in it.
The primary reason these methods miss the mark is because they become an exercise in compliance. When compliance becomes the foundation for service delivery, the associate engages in a game of “what can I get away with when the Supervisor is not around”. When a shared Belief System about serving customers is the foundation and the behaviors for serving customers are known, then an associate will enlist the right behaviors instinctively rather than from obedience.

Having developed customer centric sales and performance management models for several well-known companies, the one thing I run into the most is the anxiety store managers experience trying to hold sales people highly accountable to a compliance-based customer service model. We have no problem firing someone for showing up late to work, but fire them for saying “Can I help you?” that’s another story. Front-line managers truly struggle with this. They struggle with the skill-set for coaching people, the confrontation, the opinion leaders who control the sales-floor, the mutiny when its time to role-play; the whole shebang. And then, the one thing I see more than anything else is that managers are so operationally burdened and payroll strapped, that the idea of calling someone out on a compliance issue about how the customer was greeted is about the last thing they want to tackle.

This point of view flies in the face of some tried and true old-school methods. High compliance and accountability formats have been central to the service model of many retailers and sales organizations over the years. And it’s not that there shouldn’t be behavioral and performance expectations for staff; but in an industry that has a multitude of help wanted signs within a stone’s throw of your store and where compensation rates are at the lower end of the spectrum, holding a retail salesperson to a tight rope of service compliance makes it difficult to maintain a stable staff eager to serve the customer and the company’s profits.

If you are in your office right now, turn around and look at your book shelf. Do you see all the books, videos, seminar manuals, and programs you’ve attempted to implement in your company? Chances are there are quite a few, and chances are they have become nothing more than iconic reminders of what you hoped would become the program that would improve the way your associates behave when serving your customers. These programs are like toupees. They seem silly until you think you need one. But, like the toupee, these programs are just a cover up and never actually turn out like you would have hoped.

This is retail folks. We’re selling stuff people want. Sure salespeople need to know how to ask a customer to buy and that certain items have higher margins and should be offered early and often. Sales goals, performance metrics, and closing techniques are essential to selling, but aren’t nearly as effective as when the company creates an awareness of the value of Every Single Customer. In fact, a company is better off with a strong belief about service with minimal technique than with a lot of technique and no shared belief system.

It’s time for retailers to recognize that we need to have a compelling reason for customers to shop and buy in our stores. It’s time for consumers to reclaim their local retail stores and demand that their expectations be met.

This new retail model is for the street-wise fighter who doesn’t have the patience to learn complicated selling systems and can’t afford to lose people by using high-compliance methods for getting associates to behave properly.

The best way for sustaining performance and building lasting relationships with your customers is simply to ensure that the front line organization is completely dialed into your Beliefs that your are in business to serve people. I didn’t say service people, or provide service, or deliver great customer service – I said, “Serve People”. Cars get serviced, people are served. So serve them beyond their expectations.

This is not meant to be a philosophical approach to retailing, but it’s not tactical either; it’s fundamental. It recognizes that the people who work for you are self-intended and your desires to get them to “Buy-In” and think like an owner is not realistic. The efforts of retailers need to be focused on methods that get store associates to tap into their innate nature to be personable, hospitable, and solution oriented; which are most likely the attributes you saw in the interview.

So rip off the tape and throw down your gloves. This is going to be a street fight, and it’ll be fought on your street. You may be the underdog – but this is a fight you can win.

Arnie Capitanelli
arniecap3@comcast.net

What is your hottest renter and when does your season run through?

Misery loves company and we are all working HARD right now to fill prom orders. We sent emails to companies across the country to see how everyone is holding up and what is going well in their stores here are a few of the responses:

Wesner Tuxedo:
PROM DATES MAY 8TH TIL JUNE 4TH

NUMBERS ARE UP ABOUT 18 % FROM LAST YEAR BUT WE ARE JUST COMING BACK FROM SPRING BREAK AS OF MON THE 20TH WE ARE LOOKING GOOD IN ALL OUR SCHOOLS

WEDDINGS WAY DOWN HAS BEEN FOR ABOUT A YEAR

BLACK TWO BUTTON NOTCH
BLACK LAYDOWN SHIRT
COLOR VEST AND TIE
BASIC SHOES

DAN AND TANYA
Sterling Heights MI

Tuxedo Den:


In the small Northern California, Humboltd County, our proms run from March 24 Through June 6. Times are tough here economically but we are getting good numbers for the first proms and we believe we will do as good this year as last. Orders are mostly for black tuxedos. La Strada and After Six Roma II are leaders. White tuxedos are getting quite a few turns. Vest colors are very important. Color more important than style. We have some interest in Retro styles. Long ties are chosen much more than Bows. Weddings are booking well for the summer. July heavier than June. Numbers look good through September.

Bob Benbrook

Savvi Minnesota:
• April 17th to June 6th. Peak weeks 4/25 and 5/2.
• Retail locations are running ahead of last year, but things started slow with the late Easter. Nerve-racking, but it’s going to be O.K. Outlying areas (wholesale) seem to be reacting to the economy; reports of kids going “casual” or interested in renting “pieces.” (Vest & Tie, etc.) In light of the world around us, we are pleased with overall results.
• Anything with stripes! New CK Concord is sold out, but so has everything else with stripes. Hot colors: Citron, Spice Red, Turquoise
Mark W. Morrow, President
8609 Xylon Court N., Suite 103
Minneapolis, MN 55445

Russo Tux Shop:
Our prom season started with five jr proms on April 4th but then didn't have anymore until May 1st and ends on June 10th. Of course our biggest and best schools are all on the same date which would be May 16th! So far we are getting our fair share of the market. I will say I purchased a mailing list from American student list and I am finding out it was not very true or accurate. Some of my friends mentioned they got my prom flyer and their kids are only 12 and 13. Next year I may try Student marketing unless someone knows of a better list company. As far as styles most students are going for the basics, two button notches, notches with trims, again its all about having the right colors. I do know my biggest competitor is Mens Warehouse and luckily they don't offer much and their prices are high.

Good luck to everyone!
Maria Russo
Russo Tux
Boston, MA

The Tux Shop:
Our prom season began with the first prom being March 20th and our last in our immediate area is Mother's day weekend. My number's are looking great...BUT I WANT TO BE #1!!!!! I've brought out of my warehouse the old CD Notch one button (La Conniseur, Cezanne). The kids love shorter tighter fitting coats with flat front pants and skinny ties with hankies. My most popular vest is black.....if they take a vest. I have 83 vests to choose from, guess what? At this rate I will not even have to display them next year. I hope everyone else is doing great!
My best to everyone,
Susan Damon
The Tux Shop
Palm Beach FL

Arthur’s Formal Wear:
Our season runs end of April through the 3rd Saturday of May. (May is the biggest) The boys start slow and end huge which suits us as we are in-stock and don't need an out of town warehouse.

The numbers are growing and I think they will be better than last year and just guess what is hottest style! Anything white!  How is all going with you this season? Let me know.

Thanks,
Paula
Arthur’s Formal Wear
Duluth MN

Ducky’s Galesburg:
WHITE! WHITE! WHITE!!! Anything white! Not necessarily bridal colors in accessories, a lot of orange and a yellow goldenrod color we did not have.

Ducky’s Galesburg,
Galesburg, Illinois


Steve Anthony of Ducky’s Moline Says:
The new Perry Ellis Virgo FCGI coat in black and white, Retro colored coats and white. Accessory colors asked for most were teal/turquoise and watermelon/hot pink. Season runs most of April and May between the three stores. Numbers as they look right now should end up slightly up!

What is your hottest renter and when does your season run through?

Misery loves company and we are all working HARD right now to fill prom orders. We sent emails to companies across the country to see how everyone is holding up and what is going well in their stores here are a few of the responses:

Wesner Tuxedo:
PROM DATES MAY 8TH TIL JUNE 4TH

NUMBERS ARE UP ABOUT 18 % FROM LAST YEAR BUT WE ARE JUST COMING BACK FROM SPRING BREAK AS OF MON THE 20TH WE ARE LOOKING GOOD IN ALL OUR SCHOOLS

WEDDINGS WAY DOWN HAS BEEN FOR ABOUT A YEAR

BLACK TWO BUTTON NOTCH
BLACK LAYDOWN SHIRT
COLOR VEST AND TIE
BASIC SHOES

DAN AND TANYA
Sterling Heights MI

Tuxedo Den:


In the small Northern California, Humboltd County, our proms run from March 24 Through June 6. Times are tough here economically but we are getting good numbers for the first proms and we believe we will do as good this year as last. Orders are mostly for black tuxedos. La Strada and After Six Roma II are leaders. White tuxedos are getting quite a few turns. Vest colors are very important. Color more important than style. We have some interest in Retro styles. Long ties are chosen much more than Bows. Weddings are booking well for the summer. July heavier than June. Numbers look good through September.

Bob Benbrook

Savvi Minnesota:
• April 17th to June 6th. Peak weeks 4/25 and 5/2.
• Retail locations are running ahead of last year, but things started slow with the late Easter. Nerve-racking, but it’s going to be O.K. Outlying areas (wholesale) seem to be reacting to the economy; reports of kids going “casual” or interested in renting “pieces.” (Vest & Tie, etc.) In light of the world around us, we are pleased with overall results.
• Anything with stripes! New CK Concord is sold out, but so has everything else with stripes. Hot colors: Citron, Spice Red, Turquoise
Mark W. Morrow, President
8609 Xylon Court N., Suite 103
Minneapolis, MN 55445

Russo Tux Shop:
Our prom season started with five jr proms on April 4th but then didn't have anymore until May 1st and ends on June 10th. Of course our biggest and best schools are all on the same date which would be May 16th! So far we are getting our fair share of the market. I will say I purchased a mailing list from American student list and I am finding out it was not very true or accurate. Some of my friends mentioned they got my prom flyer and their kids are only 12 and 13. Next year I may try Student marketing unless someone knows of a better list company. As far as styles most students are going for the basics, two button notches, notches with trims, again its all about having the right colors. I do know my biggest competitor is Mens Warehouse and luckily they don't offer much and their prices are high.

Good luck to everyone!
Maria Russo
Russo Tux
Boston, MA

The Tux Shop:
Our prom season began with the first prom being March 20th and our last in our immediate area is Mother's day weekend. My number's are looking great...BUT I WANT TO BE #1!!!!! I've brought out of my warehouse the old CD Notch one button (La Conniseur, Cezanne). The kids love shorter tighter fitting coats with flat front pants and skinny ties with hankies. My most popular vest is black.....if they take a vest. I have 83 vests to choose from, guess what? At this rate I will not even have to display them next year. I hope everyone else is doing great!
My best to everyone,
Susan Damon
The Tux Shop
Palm Beach FL

Arthur’s Formal Wear:
Our season runs end of April through the 3rd Saturday of May. (May is the biggest) The boys start slow and end huge which suits us as we are in-stock and don't need an out of town warehouse.

The numbers are growing and I think they will be better than last year and just guess what is hottest style! Anything white!  How is all going with you this season? Let me know.

Thanks,
Paula
Arthur’s Formal Wear
Duluth MN

Ducky’s Galesburg:
WHITE! WHITE! WHITE!!! Anything white! Not necessarily bridal colors in accessories, a lot of orange and a yellow goldenrod color we did not have.

Ducky’s Galesburg,
Galesburg, Illinois


Steve Anthony of Ducky’s Moline Says:
The new Perry Ellis Virgo FCGI coat in black and white, Retro colored coats and white. Accessory colors asked for most were teal/turquoise and watermelon/hot pink. Season runs most of April and May between the three stores. Numbers as they look right now should end up slightly up!

 

President Tuxedo has opened a new service center facility in Sterling Heights Michigan. At a time when many facilities are cutting back, the company is excited to show off their new addition! The new center is 24,900 square feet and will serve President Tuxedo's 21 stores in Michigan and Ohio. The facility will serve as a dry-cleaning, warehouse, and distribution center for all of its stores. The service center will also be the corporate headquarters with the additional capacity to train store managers and associates in skills including customer service, sales, fitting and alterations. Stores are located in Detroit, Warren, Orion Township, Westland, Dearborn, Novi, Sterling Heights, Birmingham, Flint, Troy, Ann Arbor, Port Huron, Jackson, Roseville, Monroe, Taylor, New Baltimore, Grand Rapids and Rochester in Michigan, and in Toledo, Ohio.

      

"The facility will employ more than 50 people, adding up to 30 new jobs in the community," said Robert Gafa, co-CEO.  "Growth in the last five years has been strong for the company, and we are very pleased to add jobs and economic growth to our home state, Michigan. It's a great note to cap our 40th anniversary in business last year, and be ready to continue our growth pattern," Gafa said.

President Tuxedo was founded in 1968 in Warren, Michigan as a one store operation. The company steadily grew throughout the 1970s and continued to grow well into the late 1990s. During this period they had a presence in as many as six states, including over 50 company stores in Michigan and Ohio, 38 franchised stores in northern California, plus stores in Colorado, New Jersey and Illinois. President Tuxedo’s reputation was built on a combination of high quality products and highly serviceable sales staffs. Most stores were, and still are, located in high traffic malls with contemporary designs which are well received by the public.

Birch Enterprises, Inc. (Birch) was started by Robert Gafa as a sub-chapter S-Corp in February of 1993. At that time, Birch had purchased its first President Tuxedo franchise in Port Huron, Michigan. Over the next ten years, Mr. Gafa purchased two more President Tuxedo franchises. Birch has been doing business strictly as President Tuxedo since its formation. Birch then acquired 21 stores in Michigan and northern Ohio in 2004.

Robert Gafa is Co-CEO of Birch Enterprises/President Tuxedo. Mr. Gafa has been in the formal wear industry for over 29 years beginning as a shoe cleaner. Under the previous ownership, he ran stores in the Detroit market and was the Director of Operations that supervised both store and warehouse/plant operations in the California market. In 1993, he bought his first President Tuxedo franchise in Port Huron, Michigan. Over the next ten years, he increased his number of franchises to three. Since 2004, Mr. Gafa has been instrumental in the development of the company’s current marketing plans and strategies. He developed the store sales associates training program designed to increase sales and customer service. His other areas of focus include store and corporate computer operations, the point-of-sale system and licensee management.

Robert Brannan is Co-CEO of Birch Enterprises/President Tuxedo. Mr. Brannan has been in the formal wear industry for over 26 years. Starting as an assistant store manager in the Toledo, Ohio market under the former ownership, Mr. Brannan progressively worked his way through the store operations ranks to District Manager then Vice President-Operations. Mr. Brannan has developed several pulse reports in order to effectively monitor store operations labor costs and sales trends. He is responsible for purchasing both rental and retail merchandise and works on production matters. His other areas of focus include all aspects of store appearance including new store construction and remodels, customer satisfaction and licensee management.

We firmly believe that one of our main strengths over our national competitors is the dedication and service of our associates. In five of the last six years President Tuxedo has been voted “Michigan’s Best Formal Wear Shop” by readers of The Detroit News. We plan to build on that competitive advantage through a particular emphasis being placed on continuous improvement in our associates by way of enhanced training methods. In order to expand on this advantage, we have embarked on a live and online training program that will help us heighten our associates’ awareness of great customer service, sales skills, and many other aspects of the formal wear business.

President Tuxedo has experienced good growth during the past five years. Sales continue to grow despite a weak Michigan and national economy. Wedding registrations were up for 2008 and continue to increase into the first quarter of 2009.

We feel that we are well positioned for potential growth in the markets in which we serve and are very enthusiastic about the prospects of our company. Within the next few years, we plan on opening more stores in regional areas that we do not currently serve. We believe that we can continue revenue and earnings growth into our fiscal 2009 and beyond.

Proms began during the last week of March and will continue through the second week of June. Our core season is typically during the first few weeks of May.

For Spring 2009 we brought in the Oxford Collection vest line by Larr Brio; the white After Six LaStrada coat and pant, the black After Six Troy coat, and the flat-front pant in black from After Six; the Jean Yves Premier Super 100 coat and pant in black and the Jean Yves grey Parisian coat and pant from Formal Wear International; the Whisper micro fiber shirts in black, white, and ivory from Ascot; a “new” black peak tail coat from Chaplin; and the black Celebration shoe from Barclay.

  

We wish them the best in their new facility! Any questions or comments contact 

Jennifer Porter - Corporate Liaison/Buyer


main: 586.264.3400 x 1206
email: jporter@ptux.com
web: http://www.presidenttuxedo.com

6501 Sims Road | Sterling Heights, MI 48313

 

President Tuxedo has opened a new service center facility in Sterling Heights Michigan. At a time when many facilities are cutting back, the company is excited to show off their new addition! The new center is 24,900 square feet and will serve President Tuxedo's 21 stores in Michigan and Ohio. The facility will serve as a dry-cleaning, warehouse, and distribution center for all of its stores. The service center will also be the corporate headquarters with the additional capacity to train store managers and associates in skills including customer service, sales, fitting and alterations. Stores are located in Detroit, Warren, Orion Township, Westland, Dearborn, Novi, Sterling Heights, Birmingham, Flint, Troy, Ann Arbor, Port Huron, Jackson, Roseville, Monroe, Taylor, New Baltimore, Grand Rapids and Rochester in Michigan, and in Toledo, Ohio.

      

"The facility will employ more than 50 people, adding up to 30 new jobs in the community," said Robert Gafa, co-CEO.  "Growth in the last five years has been strong for the company, and we are very pleased to add jobs and economic growth to our home state, Michigan. It's a great note to cap our 40th anniversary in business last year, and be ready to continue our growth pattern," Gafa said.

President Tuxedo was founded in 1968 in Warren, Michigan as a one store operation. The company steadily grew throughout the 1970s and continued to grow well into the late 1990s. During this period they had a presence in as many as six states, including over 50 company stores in Michigan and Ohio, 38 franchised stores in northern California, plus stores in Colorado, New Jersey and Illinois. President Tuxedo’s reputation was built on a combination of high quality products and highly serviceable sales staffs. Most stores were, and still are, located in high traffic malls with contemporary designs which are well received by the public.

Birch Enterprises, Inc. (Birch) was started by Robert Gafa as a sub-chapter S-Corp in February of 1993. At that time, Birch had purchased its first President Tuxedo franchise in Port Huron, Michigan. Over the next ten years, Mr. Gafa purchased two more President Tuxedo franchises. Birch has been doing business strictly as President Tuxedo since its formation. Birch then acquired 21 stores in Michigan and northern Ohio in 2004.

Robert Gafa is Co-CEO of Birch Enterprises/President Tuxedo. Mr. Gafa has been in the formal wear industry for over 29 years beginning as a shoe cleaner. Under the previous ownership, he ran stores in the Detroit market and was the Director of Operations that supervised both store and warehouse/plant operations in the California market. In 1993, he bought his first President Tuxedo franchise in Port Huron, Michigan. Over the next ten years, he increased his number of franchises to three. Since 2004, Mr. Gafa has been instrumental in the development of the company’s current marketing plans and strategies. He developed the store sales associates training program designed to increase sales and customer service. His other areas of focus include store and corporate computer operations, the point-of-sale system and licensee management.

Robert Brannan is Co-CEO of Birch Enterprises/President Tuxedo. Mr. Brannan has been in the formal wear industry for over 26 years. Starting as an assistant store manager in the Toledo, Ohio market under the former ownership, Mr. Brannan progressively worked his way through the store operations ranks to District Manager then Vice President-Operations. Mr. Brannan has developed several pulse reports in order to effectively monitor store operations labor costs and sales trends. He is responsible for purchasing both rental and retail merchandise and works on production matters. His other areas of focus include all aspects of store appearance including new store construction and remodels, customer satisfaction and licensee management.

We firmly believe that one of our main strengths over our national competitors is the dedication and service of our associates. In five of the last six years President Tuxedo has been voted “Michigan’s Best Formal Wear Shop” by readers of The Detroit News. We plan to build on that competitive advantage through a particular emphasis being placed on continuous improvement in our associates by way of enhanced training methods. In order to expand on this advantage, we have embarked on a live and online training program that will help us heighten our associates’ awareness of great customer service, sales skills, and many other aspects of the formal wear business.

President Tuxedo has experienced good growth during the past five years. Sales continue to grow despite a weak Michigan and national economy. Wedding registrations were up for 2008 and continue to increase into the first quarter of 2009.

We feel that we are well positioned for potential growth in the markets in which we serve and are very enthusiastic about the prospects of our company. Within the next few years, we plan on opening more stores in regional areas that we do not currently serve. We believe that we can continue revenue and earnings growth into our fiscal 2009 and beyond.

Proms began during the last week of March and will continue through the second week of June. Our core season is typically during the first few weeks of May.

For Spring 2009 we brought in the Oxford Collection vest line by Larr Brio; the white After Six LaStrada coat and pant, the black After Six Troy coat, and the flat-front pant in black from After Six; the Jean Yves Premier Super 100 coat and pant in black and the Jean Yves grey Parisian coat and pant from Formal Wear International; the Whisper micro fiber shirts in black, white, and ivory from Ascot; a “new” black peak tail coat from Chaplin; and the black Celebration shoe from Barclay.

  

We wish them the best in their new facility! Any questions or comments contact 

Jennifer Porter - Corporate Liaison/Buyer


main: 586.264.3400 x 1206
email: jporter@ptux.com
web: http://www.presidenttuxedo.com

6501 Sims Road | Sterling Heights, MI 48313

  It is with great sadness the formal wear industry sends it’s condolences to the Burke family of Iowa and Colorado on the passing of Barry Burke age 55 of Bettendorf Iowa. The Burke family has a long history with the tuxedo industry. Barry’s brother Mark owned Mr. Neat’s CO which just over a year ago sold out to Al’s of Houston TX. Always a top rate business person, Barry will be sadly missed by many.
Mark, Barry’s older brother had a fitting tribute to offer about his brother: “Barry really loved the tuxedo business.
Barry and I worked together to help start Mister Neat’s in Iowa the summers of 1972 and 1973. In May of 1974 Barry helped start Mister Neat’s Colorado.
Barry went home to Davenport to take over MNF Iowa in the spring of 1977. He ran the Iowa Mister Neat’s until 2000 when it was sold to Nedrebo’s and Randall’s” of Sioux City.
Barry then became fully involved with Burke Cleaners in Iowa and Ill. Barry (#2) worked with brothers #3 and #4 (Dan and Randy) for over 30 yrs. Barry also helped Mark (brother #1) and Tim (#5) with Burke Cleaners Colorado marketing.
The 5 Burke Brothers were all born within 6 yrs and stayed very close. Four of the 5 brothers graduated from Colorado State University.
This June will be the 25th anniversary of the Burke Family Golf tournament. The tournament started at Barry’s wedding in 1984. Barry loved to compete and he was a 5 time winner of the Burke open. He will be missed.”


April, 14, 2009 | Sign the Guestbook | BETTENDORF — Funeral Services and a Mass of Christian Burial for Barry Lee Burke, 55, and a resident of Bettendorf, will be Thursday, April 16, 2009, at 10:00 a.m. at Our Lady of Lourdes Catholic Church, 1506 Brown Street, Bettendorf, Iowa. Burial will be in Mt. Calvary Cemetery, Davenport. Visitation is Wednesday from 4 to 7 p.m. at the Halligan McCabe DeVries Funeral Home, 614 Main Street, Davenport. Barry passed away suddenly at home, surrounded by his loving family, Saturday, April 11, 2009, following a bike ride. Memorials may be made the American Heart Association or a charity of your choice.
Barry Lee Burke was born August 6, 1953, in Davenport, a son of Vince and Ardeth (Soults) Burke. He attended St. Paul the Apostle and Assumption High School (1971) in Davenport and graduated from Colorado State University in 1975 with a Business degree.

After graduation Barry spent the next 3 years in Colorado working, skiing and backpacking before returning home to oversee the Mister Neat Formalwear Division of Burke Cleaners.
Barry and his brothers own and operate Burke Cleaners in Iowa and Illinois.
Barry met the love of his life, Linda Lee Johnston, and they were married September 22, 1984, in Davenport. Barry and Linda were blessed with three beautiful children. Chelsey (23) graduated from the U. of Iowa in 2008, Ben (21) is a junior at St. Ambrose University, and Alec (19) a freshman at the U. of Iowa. Barry was his children’s most enthusiastic fan, coach and mentor and they truly were his pride and joy. Over the years they created countless treasured memories of family vacations that took them from coast to coast. Barry loved the outdoors, always eager to go fly fishing, hunting, skiing in Colorado or biking with his buddies. He was a member of the Davenport Country Club and loved golfing with family and friends
.
In addition to his loving wife and children, Barry is survived by his father, Vincent D. and his wife Joan M. Burke of Davenport; brothers, Mark D.(Terri) Burke, Ft. Collins, Colo., Dan D. (Cheryl) Burke, Davenport, Randy D. (Kathy) Burke, Davenport, and Tim D., Ft. Collins, Colo.; stepsister, Diane (Bill) Warren, Ft. Collins, Colo.; stepbrothers, Mike (Karen) Martinoff, Tallahassee, Fla., and Rich (Melanie) Martinoff, McMinnville, Ore.; his mother-in-law, Jackie Johnston, Davenport; and many loving aunts, uncles, nieces and nephews and friends. Barry was preceded in death by his mother, Ardeth L. Burke, in 1991. May they rest in peace.

Online remembrances and condolences may be expressed by visiting Barry’s obituary at www.hmdfuneralhome.com.

From the left, the Burke family with Mr. Neat’s CO employee Lisa Gunderson, Mark Burke, Nancy Viktor Haboush, Terri Burke (Mark’s wife), and Linda and Barry Burke

  It is with great sadness the formal wear industry sends it’s condolences to the Burke family of Iowa and Colorado on the passing of Barry Burke age 55 of Bettendorf Iowa. The Burke family has a long history with the tuxedo industry. Barry’s brother Mark owned Mr. Neat’s CO which just over a year ago sold out to Al’s of Houston TX. Always a top rate business person, Barry will be sadly missed by many.
Mark, Barry’s older brother had a fitting tribute to offer about his brother: “Barry really loved the tuxedo business.
Barry and I worked together to help start Mister Neat’s in Iowa the summers of 1972 and 1973. In May of 1974 Barry helped start Mister Neat’s Colorado.
Barry went home to Davenport to take over MNF Iowa in the spring of 1977. He ran the Iowa Mister Neat’s until 2000 when it was sold to Nedrebo’s and Randall’s” of Sioux City.
Barry then became fully involved with Burke Cleaners in Iowa and Ill. Barry (#2) worked with brothers #3 and #4 (Dan and Randy) for over 30 yrs. Barry also helped Mark (brother #1) and Tim (#5) with Burke Cleaners Colorado marketing.
The 5 Burke Brothers were all born within 6 yrs and stayed very close. Four of the 5 brothers graduated from Colorado State University.
This June will be the 25th anniversary of the Burke Family Golf tournament. The tournament started at Barry’s wedding in 1984. Barry loved to compete and he was a 5 time winner of the Burke open. He will be missed.”


April, 14, 2009 | Sign the Guestbook | BETTENDORF — Funeral Services and a Mass of Christian Burial for Barry Lee Burke, 55, and a resident of Bettendorf, will be Thursday, April 16, 2009, at 10:00 a.m. at Our Lady of Lourdes Catholic Church, 1506 Brown Street, Bettendorf, Iowa. Burial will be in Mt. Calvary Cemetery, Davenport. Visitation is Wednesday from 4 to 7 p.m. at the Halligan McCabe DeVries Funeral Home, 614 Main Street, Davenport. Barry passed away suddenly at home, surrounded by his loving family, Saturday, April 11, 2009, following a bike ride. Memorials may be made the American Heart Association or a charity of your choice.
Barry Lee Burke was born August 6, 1953, in Davenport, a son of Vince and Ardeth (Soults) Burke. He attended St. Paul the Apostle and Assumption High School (1971) in Davenport and graduated from Colorado State University in 1975 with a Business degree.

After graduation Barry spent the next 3 years in Colorado working, skiing and backpacking before returning home to oversee the Mister Neat Formalwear Division of Burke Cleaners.
Barry and his brothers own and operate Burke Cleaners in Iowa and Illinois.
Barry met the love of his life, Linda Lee Johnston, and they were married September 22, 1984, in Davenport. Barry and Linda were blessed with three beautiful children. Chelsey (23) graduated from the U. of Iowa in 2008, Ben (21) is a junior at St. Ambrose University, and Alec (19) a freshman at the U. of Iowa. Barry was his children’s most enthusiastic fan, coach and mentor and they truly were his pride and joy. Over the years they created countless treasured memories of family vacations that took them from coast to coast. Barry loved the outdoors, always eager to go fly fishing, hunting, skiing in Colorado or biking with his buddies. He was a member of the Davenport Country Club and loved golfing with family and friends
.
In addition to his loving wife and children, Barry is survived by his father, Vincent D. and his wife Joan M. Burke of Davenport; brothers, Mark D.(Terri) Burke, Ft. Collins, Colo., Dan D. (Cheryl) Burke, Davenport, Randy D. (Kathy) Burke, Davenport, and Tim D., Ft. Collins, Colo.; stepsister, Diane (Bill) Warren, Ft. Collins, Colo.; stepbrothers, Mike (Karen) Martinoff, Tallahassee, Fla., and Rich (Melanie) Martinoff, McMinnville, Ore.; his mother-in-law, Jackie Johnston, Davenport; and many loving aunts, uncles, nieces and nephews and friends. Barry was preceded in death by his mother, Ardeth L. Burke, in 1991. May they rest in peace.

Online remembrances and condolences may be expressed by visiting Barry’s obituary at www.hmdfuneralhome.com.

From the left, the Burke family with Mr. Neat’s CO employee Lisa Gunderson, Mark Burke, Nancy Viktor Haboush, Terri Burke (Mark’s wife), and Linda and Barry Burke

Wanted to Buy:
I am looking for black and white striped suspenders. Do you know a company that has them?

Thanks,

Stacey Nelson
Bunny Tuxedos
3956 30th Street SW
Grandville, MI 49418
(616) 538-1760
www.bunnytuxedos.com

Wanted to Purchase:

Black X.S. (After Six)
White X.S. (After Six)

Israel Wiggins

Elegant Penguin
363 Meridian Ave.
San Jose, Ca 95126
408-294-3355

Wanted to Buy:
I am looking for black and white striped suspenders. Do you know a company that has them?

Thanks,

Stacey Nelson
Bunny Tuxedos
3956 30th Street SW
Grandville, MI 49418
(616) 538-1760
www.bunnytuxedos.com

Wanted to Purchase:

Black X.S. (After Six)
White X.S. (After Six)

Israel Wiggins

Elegant Penguin
363 Meridian Ave.
San Jose, Ca 95126
408-294-3355

“Procrastination is the bad habit of putting off until the day after tomorrow what should have been done the day before yesterday.” ~Napoleon Hill~


“Our necessities are few but our wants are endless.” ~Josh Billing~

“Procrastination is the bad habit of putting off until the day after tomorrow what should have been done the day before yesterday.” ~Napoleon Hill~


“Our necessities are few but our wants are endless.” ~Josh Billing~