Bob Phibbs

President/CEO, The Retail Doctor

Since 1994 companies worldwide have turned to Bob Phibbs, the Retail Doctor® for the passion and expertise necessary to grow their sales. A professional speaker and author, he has frequently been called on to provide commentary on Marketing and Branding for MSNBC.

  • Worked with some of the largest retail brands in the world including Brother, Hunter Douglas, LEGO, OMEGA, Vera Bradley, Viking, and Yamaha.
  • Retail consultant with a proven track record of increasing sales 20-50% within months.
  • COO with a broad range of responsibilities creating a culture of exceptional experiences.
  • CMO of second-fastest growing company in Los Angeles two years running.
  • Built two successful businesses from scratch.
  • Author of “You Can Compete: Double Sales Without Discounting”
  • Author of “The Retail Doctor’s Guide To Growing Your Business”
  • Author of “Groupon: You Can’t Afford It – Why Deep Discounts Are Bad for Business”
  • Contributor AMEX Open Forum

Visit his blog at

Other Links from Bob Phibbs:

YouTube Channel

  • Posted on: 11/16/2017

    Will breakfast at Tiffany’s attract Millennials in search of ‘Instagrammable’ experiences?

    This is selling the image of the brand -- not the brand. Luxury is exclusivity; when it can be purchased with a croissant, it doesn't add to the experience of those who can afford to shop there.
  • Posted on: 11/15/2017

    The RetailWire Christmas Commercial Challenge: Macy’s vs. Nordstrom

    I think it's the difference between bleak and joyful. Yes there's a payoff with Macy's but it took a long time and the bag comes out of nowhere. At least the Nordstrom commercial -- though long as well -- shows people smiling and joyful. I think shoppers are more attracted to joy than bleakness though I'm not sure with the momentary branding at the end of each commercial that a day later anyone would remember the advertiser.
  • Posted on: 11/09/2017

    Will 24/7 curbside service help Nordstrom pick up late Christmas sales?

    So for Christmas, Nordstrom is a drive-up warehouse. Sorry I don’t get it. This isn’t about experience, this is about being just like Amazon.
  • Posted on: 11/08/2017

    Big Data is done, put a fork in it

    This is semantics. We use Big Data now to refer to AI, machine learning and predictive analytics in one easy term. Watson is much more than just "data."
  • Posted on: 11/07/2017

    Why is it so hard to get retail associates to upsell?

    People sell themselves and things all day long. Calling it "an old construct" doesn't make it right. There is nothing anyone is wearing, using , or buying that someone, somewhere sold them on.
  • Posted on: 11/07/2017

    Why is it so hard to get retail associates to upsell?

    Upselling is personal, it's not a blanket sales process to push margin on people who have no interest in it.
  • Posted on: 11/07/2017

    Why is it so hard to get retail associates to upsell?

    Really? "A volatile process?" Helping people get a better product when someone "absolutely" knows it is the right thing to do would never get done. Apple doesn't upsell - they add-on. Big difference.
  • Posted on: 11/07/2017

    Why is it so hard to get retail associates to upsell?

    That's actually not true. You do need them to upsell because most employees will sell with their own wallet in mind - not the shoppers. That's why so much premium merchandise sits because the employee tells the shopper, "You don't really need this."
  • Posted on: 11/07/2017

    Why is it so hard to get retail associates to upsell?

    Actually it's not at all the same as attempting to get associates to get shoppers to open accounts. Upselling is based on the one item the shopper is looking for - it is a better version or a more complete system as I said in the post. And yes, the why is what I talked about in the post.
  • Posted on: 11/07/2017

    Why is it so hard to get retail associates to upsell?

    Training employees to upsell has nothing to do with a message "you're expendable." Scheduling sounds like your issue, not the one I raised in the post.
  • Posted on: 11/07/2017

    Why is it so hard to get retail associates to upsell?

    Upsells aren't scripted, upsells are an opportunity to show someone a product that might do more than the one they originally came in for.
  • Posted on: 11/06/2017

    Can Kroger make a name for itself in fashion?

    Is it just me or is up down in branding when it comes to retail these days? Laundromats in apparel stores, apparel in grocery stores, sounds like desperation or a complete break on what a brand stands for. Kroger = food. Would you say Ralph Lauren = grocery? This is wrongheaded on many levels. Do a better job with offering and delivering food. Period.
  • Posted on: 11/02/2017

    Gillette’s odd promo delivers some very weird results

    One wonders what the difference is if it is targeted or not as the results are like a coin toss. Furthermore, if a new CMO had done this instead of Big Data, would it be looked at as matter-of-factly?
  • Posted on: 11/01/2017

    Would store associates benefit from acting lessons?

    I’m all for becoming a better human being, but offering improv classes infers there is a baseline of retail sales training to be able to adapt. I didn’t see anything in the article about that. There’s a process to building retail sales in a transaction-based store, you can’t wing it and be successful.
  • Posted on: 10/30/2017

    American Eagle invites college kids to do their laundry

    When the history of retail is told, measures like this will seem just as laughable. I can’t imagine the compelling reason to have college students go into a store to wash their clothes. File this under desperation and cluelessness like Ron Johnson wanting to put yoga classes in the middle of JCP.

Contact Bob

  • Apply to be a BrainTrust Panelist

  • Please briefly describe your qualifications — specifically, your expertise and experience in the retail industry.