Cover Story: Tailored Deals Bank Sales

1. Location. JoS. A. Bank strategically analyzes where to place stores based on the recommendations of its store development team, which takes into account the demographics of geographic areas to 
optimize performance.

2. Staff. The company hires knowledgeable sales staffers. "They know our product inside and out," Owens says. "They know how to fit you for a suit; they know how to suggest something for you to buy; and they know what matches with what. This is their livelihood. This isn't just a job to them; it's their career. And they're compensated for that."