I don't know if all stores have community relation managers but ours does . Use to be the business he/she brought in counted as part of the stores sales. Now it does not (well 10% does) So if we have a large institution order rung up then hours are lost on the book floor. Which means more hours to cut from the schedule less people on book floor to help customers. I would love to know who came up with sph model. And our store does a healthy amount of institutional orders. Oh by the way I was one of those fired
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I don't know what percentage of store sales was composed of institutional orders but maybe they changed this because it was messing up their comps: If your store did a huge institutional order this week last year it would make your comp sales for this week look worse. In theory the loss of store sales can just be offset by adjusting the SPH lower but who knows if they'll actually do that.