Annamaria Turano / AnnaMaria Turano is a partner of MCAworks, a strategic marketing consulting firm based in Westport, CT. She develops insight-driven customer value propositions and strategic marketing plans for companies such as MasterCard, PepsiCo, Pfizer, Subway and Verizon. She is an Adjunct Professor of Marketing at NYU’s Sterns School of Business, and is co-author of "StopWatch Marketing."
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Holiday sales predicted to increase

Deloitte recently shared their forecast that holiday sales are expected to increase between 3.5 percent and 4 percent as the economy and the presidential election loom this fall. The modest increase is short of last year's growth rate of 5.9 percent.

'What Would Tommy Do?' The straightforward question that defines the brand strategy at Tommy Bahama

Defining a brand strategy that is differentiated, sustainable, and successful long-term is critical to retailer success. Tommy Bahama, a lifestyle company that defines elegant tropical living with clothing, accessories and home furnishings, has been successful by answering the key question...

Positioning on a price point: Dollar Tree

Dollar Tree continues to harvest success from its unique positioning built on its value-oriented price point. According to a recent company press release, Dollar Tree recently reported its results for Q2 2012.

Total Wine & More: A toast to their success

Total Wine & More is truly "America's Wine Superstore." Currently operating 80 superstores across 13 states, Total Wine is driven to maintain its leadership as the country's largest independent retailer of fine wine. In a recent interview, co-owner Robert Trone attributes their success to "unbelievable selection ...

Is Walmart losing out on deeper loyalty by not offering loyalty cards?

Walmart remains one of the few giant retailers which does not yet offer a customer loyalty card. In the new book, Walmart: Key Insights and Practical Lessons from the World's Largest Retailer (Berg & Roberts, Kogan Page, 2012), the authors...

ShopWith.It may be a hit this holiday shopping season

A new, free social media app launched today, Dec 1st, taking shopping-and-socializing to a new level in the digital world. The ShopWith.It app promises to be a fun, practical way for consumers to share products and ask for meaningful shopping...

Desperate times, desperate measures?

Earlier this year, Kristy Reynolds, marketing professor at the University of Alabama's Culverhouse College of Commerce, indicated that methodical shopping, or "surgical shopping," will be key in 2011. She said "shoppers are likely to continue being careful and methodical with...

How smart is PetSmart?

According to Dow Jones newswire today, PetSmart Inc. raised its third-quarter and full-year guidance, citing better-than-expected same-store sales growth.

Missoni at Target: Thoughts from a marketer

The Missoni at Target campaign is great for Target's business but might prove to be disastrous for Missoni's brand. Now that the expensive knitwear's iconic images (Missoni's zigzags) are within the reach of the mass audience, Missoni may unfortunately experience...

Why The Fresh Market is more fresh than Whole Foods

Founded in 1982, The Fresh Market, Inc. is a specialty grocery retailer focused on providing high-quality products in a unique and inviting atmosphere with a high level of customer service.

Perception is reality: Why Wal-Mart needs to show shoppers the money

Yesterday's Wall Street Journal highlights that Wal-Mart's "aura of price leadership" has experienced a downturn since the recession, according to surveys by retail consultants, analysts and brand experts. Customers have turned elsewhere – finding "better deals" at competitors including dollar...

Talbots: Neither here nor there

A few years ago, I had a skirt hemmed because the salesperson remarked that the original hem was “neither here nor there.” Fortunately, the store’s in-house seamstress altered the hem length and the result was perfect. Talbots, the ailing women’s...

Closing the sale: Moving from transactions to 'thank you'

The customer decision-making process never ends with the actual sale. Too many retailers fail to recognize the importance and immediacy of the final step in the decision-making process – the Post-Purchase Evaluation.

How Fromagination is the Big Cheese in Wisconsin

Fromagination has a passion for artisan cheese and perfect companions. Named a 2011 Outstanding Retailer by the National Association for the Specialty Food Trade, I was naturally curious (and hungry) to visit their shop in Madison, WI, and uncover the secrets to their success. 1.

Why Self-Checkout Lanes Are Increasingly Getting Checked-off

About a decade ago, retailers demanded greater profits – leading to the roll-out of the self-checkout lanes. The introduction of self-checkout lanes was viewed as a strategic move to reduce retailers’ labor costs while helping to speed up the consumers’ shopping experience.

How Early is Too Early?

Retail analysts indicate that back-to-school (“BTS”) sales are getting earlier this year – and probably the earliest ever. The National Retail Federation reported that consumers spent more than $55 billion on BTS shopping in 2010.

Always Wired: Why Retailers Should Offer Free Wi-Fi In-Store

Mobile devices are the nexis of consumer purchasing power, as they now give consumers the ability to comparison shop, purchase, and share likes/dislikes from practically any location. Retailers who embrace and encourage mobile-shopping with free in-store Wi-Fi will compete more effectively for longer-term loyalty vs.

Putting on the Charm: A Look at Charming Charlie

Charming Charlie is becoming the darling of shopping malls as it expands the number of store units nationwide. The secret of Charming Charlie’s success is its focus on delivering value to its customers. Value isn’t just low prices – although...

Retail Success in the Sunshine State

What makes a store a local favorite in Florida? Knowing the Florida customer and addressing her lifestyle needs is the answer to Bealls’ success in the Sunshine State. As exemplified in its tagline, “Live the Florida Lifestyle,” Bealls concentrates on...

Better Pricing / Better Living

The most recent 2011 Store Openings list (a list obtained from credible published sources available to the general public, updated 3/24/11) reveals that store unit expansion is aligned to consumer desire for better pricing and better quality of life. At...

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