Blogs
Why adding on may be costing you sales
by Doug Fleener — President and Managing Partner, Dynamic Experiences Group, LLC
Most specialty retailers whose staff is sales-focused emphasize add-ons. When done well, this approach can slightly increase a store's average sale, but I…
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The retail generation gap is killing premium brands
by Bob Phibbs — CEO, The Retail Doctor
As the keynote speaker last month at the Retail Customer Executive Summit, I focused on the humanity needed in retail. That's because, just like at the NRF…
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What retailers can learn from Hurricane Irene
by Laurel Tielis — Author and Professional Speaker, Laurel Tielis & Associates
Flashlights, first aid supplies, and batteries were must-haves for people in Hurricane Irene's path. But Pop-Tarts were high on the list of items people were…
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Jewel-Oscos new strategy: Good business or sheer folly?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In a May 3, 2011 Chicago Tribune article Wallin Wong reported that Jewel-Osco "...is continuing to cut prices while tailoring its stores for individual…
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Why The Fresh Market is more fresh than Whole Foods
by Annamaria Turano — Executive Director, MCAworks
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…
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Sears crafts social media for social good
by Lisa Biank Fasig — Director, JZMcBride and Associates
A lot of companies jump on the social media train because it's there, it's new and everybody's talking about it. In other words, they're afraid they might miss…
read nowOn the art of asking your customers a question
by Bob Phibbs — CEO, The Retail Doctor
The first question you ask in a conversation steers the outcome. You get them to listen or put them on the defense.
read nowWhen is a reward NOT a reward? A lesson from Panera Bread.
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In my previous post, "Buying customer loyalty," I railed against reward programs. One restaurant chain, Panera Bread, has proven my point via the type of…
read nowStop it. Stop it. Stop it.
by Lisa Biank Fasig — Director, JZMcBride and Associates
Sixteen months ago, a British retailer was forced to clear its shelves of teeny-weeny bikinis that came with padded bras. Why? Because the suits, sold at…
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Citi offers easy-peasy redemption option
by Sharon Goldman — Senior Director, COLLOQUY
As we mentioned in our most recent COLLOQUY cover story on today's "squeezed" middle class, offering flexible and simple redemption options is essential for…
read nowThe twenty-four hour WOW
by Doug Fleener — President and Managing Partner, Dynamic Experiences Group, LLC
Former American Idol judge Simon Cowell often commented that even though a contestant's performance was good, and sometimes even quite good, nobody will…
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John Hodgman on how to save bookstores
by James Bickers — Editor, Networld Alliance
Comedian John Hodgman – one of the funniest people on the planet, if you ask me – was on The Daily Show the other night, discussing the demise of bookstores…
read nowPerception is reality: Why Wal-Mart needs to show shoppers the money
by Annamaria Turano — Executive Director, MCAworks
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…
read nowDisney's price increases: Yoda or Goofy?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In a June 20, 2011 Orlando Sentinal article, "Disney pricing strategy: Seeking more profits out of long-term visitors," Jason Garcia cites hefty price…
read nowTalbots: Neither here nor there
by Annamaria Turano — Executive Director, MCAworks
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…
read nowRecalling a solution
by Lisa Biank Fasig — Director, JZMcBride and Associates
The giant meat supplier Cargill has just delivered 36 million more reasons why we should buy our perishable foods from local farmers. And that can make…
read nowClosing the sale: Moving from transactions to 'thank you'
by Annamaria Turano — Executive Director, MCAworks
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…
read nowAnd they think they won?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In a June 3, 2011 article in Booz & Co's strategy + business entitled "A Sweet Victory," Reed Holden and Mark Burton highlight Hershey's victory over…
read nowZappo's Tony Hsieh on The Colbert Report
by James Bickers — Editor, Networld Alliance
In case you missed it: Zappo's CEO Tony Hsieh appeared as the interview guest on Comedy Central's "The Colbert Report" the other night, discussing his…
read nowNew Wrinkle in the Advertising World
by Lisa Biank Fasig — Director, JZMcBride and Associates
Cosmetics companies have given a new meaning to the term “beauty before age,” and it’s gotten them the old heave-ho in Britain.
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