Greetings from the Merchandisers of the Year Convention in Orlando. Today was a non-stop flurry of seminars and break-out groups. The theme of the convention is “innovation”. There are many ways to sell things. Lately, box stores and the internet have focused on efficiency and thus can sell things at cheap prices. I have no problem with that … it’s great to be able to buy basics such as soap at a bargain. But, that model doesn’t translate to everything – especially not golf. What makes the sale with important things in our life is the relationship – mostly trust. Too often sales training focuses on manipulation and tricks … it should focus on knowledge of the product and what is best for the customer – and the sales person needs to do that in their own way with their own style. That is true innovation.