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Elements and Performance Criteria

  1. Diagnose need for the transformation program.
  2. Prepare a transformation strategy.
  3. Analyse barriers to transformation.
  4. Implement transformation strategy.
  5. Evaluate outcomes and review transformation strategy.

Required Skills

Required skills

analytical and problemsolving skills to

identify rationale and need for change and transformation

select strategies that best match the organisations requirements

literacy skills to prepare complex strategic business reports

interpersonal skills to

communicate transformation strategy to staff

negotiate with and persuade staff to embrace transformation processes

initiative and enterprise skills to apply lateral and creative thinking to develop strategies to manage transformations

planning and organising skills to arrange and manage implementation strategies

technology skills to use computer applications

timemanagement skills to plan and prioritise work

Required knowledge

business ethics relating to the retail industry

concepts and models of

change and transformation management

leadership and management

organisational culture

strategic and business planning

concepts of risk management planning and processes

governance and accountability models and processes

impact of organisations culture on acceptance of change and business transformation

organisational mission vision values and goals

organisational strategy policy and procedures relating to business transformation in the retail industry

principles of economic environmental and social sustainability

Evidence Required

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria required skills and knowledge range statement and the Assessment Guidelines for the Training Package

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential

identifies and analyses the need for changed sales and service programs and the opportunities that will be generated

develops an effective plan for change and transformation including

mechanisms to overcome barriers to change

identification and allocation of resources to meet change requirements

manages change processes and demonstrates the ability to champion and drive change by engendering support for and commitment to the desired outcomes

Context of and specific resources for assessment

Assessment must ensure access to

a retail work environment

a current range of text and online information sources on industry and market intelligence

current staff skills profile

recent organisational sales and service performance data

relevant organisational financial data

information regarding the organisations current governance structures

Method of assessment

A range of assessment methods should be used to assess practical skills and knowledge The following examples are appropriate for this unit

observation of performance in the workplace

a role play

answers to questions about specific skills and knowledge

review of portfolios of evidence and thirdparty workplace reports of onthejob performance

Guidance information for assessment

Holistic assessment with other units relevant to the industry sector workplace and job role is recommended


Range Statement

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the individual, accessibility of the item, and local industry and regional contexts) may also be included.

Research internal and external to the organisation may include:

primary research conducted in-house, including:

qualitative research

quantitative research

primary research accessed or commissioned from external sources

secondary research, including publicly available data accessed through desk-based research

search of publicly available annual reports for listed companies

search of publicly available business records.

Transformational strategiesto be undertaken can be wide-ranging in nature, of relevance to the organisation and may include:

addition of a new retail location

change of sales techniques

changes to company structures, including trends towards:

changed ownerships

merged or diversified organisations

multi-service organisations

development of major loyalty program

establishment of a new business

introduction of a major new technology to support business operations, including:

e-retailing

radio frequency identification devices (RFIDs)

self-service checkout

social networking media as a marketing and sales channel

new or changing levels and ranges of services and products, including:

blurring of product categories (e.g. bookshops with cafes)

brand extension

customisation of products and services

generationally targeted products (e.g. for the over 50s)

re-orientating retail focus, customer base and goods or services

repositioning within the marketplace (e.g. to a high end or discount retailer).

Current performancemay be assessed by:

customer satisfaction ratings

financial analysis using techniques, including:

balance sheet analysis

break even analysis

cash flow analysis

cost-benefit analysis

daily sales and trend analysis

gross profit

profit and loss analysis

return of assets analysis

return on investment (ROI) analysis

sales per employee

sales per square metre of floor space

sales to inventory ratio

stock turnover rate

industry awards received

mystery shopping reports

number of business referrals

performance in industry benchmarking studies

staff feedback received

volume of repeat business.

Risk management control plansare developed using a structured process that may include:

identifying hazards

analysing consequences, such as potential injury, property damage, etc.

assessing risk, including probability, frequency and severity of injury or loss

determining appropriate action, including methods of removing or reducing risk

implementing controls, including:

redesign

removal

new methods

audit

evaluating control measures

recording risk management measures

setting regular risk management review dates.

Strategies to drive change and transformationmay include:

changed decision-making and delegation processes

changed organisational structure

changed role responsibilities of staff

identification of new markets

identification of new products and services

reviewed or new planning processes

reviewed or new work processes.

Impact of transformation strategymay be analysed by reference to theories that may include:

Kotter: eight steps to successful change

Lewin: change model

Prosci: ADKAR model

Kruger: Change Management Iceberg.

Skill developmentrequired by staff to foster transformation may include:

analysing sales and other statistics

area management

building rapport with customers

language and literacy

motivating colleagues

planning skills

product knowledge

strengthened:

sales skills

reporting skills

technology skills

crafting of solutions for customers

provision of feedback

team management.