SASMs Love
Red Vest Selling
With SASMs responsible for all speciality sales in the store, the RVS program helps them teach and train their associates.
The video modules give managers a consistent language and set of principles to coach from. Instead of starting from scratch, SASMs can reinforce proven best practices with associates—making feedback more productive and less subjective.
RVS Makes Coaching Easier and More Consistent
1
Modules like “Just Looking”, “Creating Rapport”, and “Engaging Questions” help associates feel more prepared to engage customers, reduce awkward silences, and lead conversations toward the detail with purpose.
RVS Builds Associate Confidence in Customer Conversations
2
The “Why Lowe’s” module reinforces the Product, Value, and Promise framework, giving associates a compelling way to explain why customers should buy from Lowe’s instead of competitors like Home Depot, Menards, or local flooring retailers.
RVS Differentiates Lowe's from the Competition
3
By focusing on the needs of the customer, offering credit, overcoming objections, and presenting product knowledge (e.g., polyester vs. nylon, carpet measuring, and the detail process), the training helps associates convert more interactions into quality details.
RVS Drives More Flooring Details
4
The “Red Vest Selling” module emphasizes ownership, responsibility, and professionalism. It helps associates see that putting on the vest means more than just clocking in—it’s about being a trusted expert. Customers seek out red vests in the store to answer their questions, solve problems, and assist them with their projects. One mantra of RVS is "What project are WE working on?"
RVS Reinforces Pride in the Red Vest
5
Better-trained associates perform at a higher level. Supporting this program directly helps SASMs hit key KPIs like detail volume, sales per hour goals, credit applications, and LTR scores.
RVS Supports the SASM’s Metrics and Goals
6
Associates appreciate learning when it feels relevant and actionable. The program positions the store as a place where salespeople are developed—not just staffed. RVS is designed to be enjoyable and valuable, and to enhance the current Lowe's University training. Whether watching modules or when topics are taught and shared during Specialty Spotlights, associates stay focused and engaged and can use their newly taught skills with their next customer down the aisle — improving store engagement and the overall in-store experience.