PROFILE

Dave Wendland

Vice President, Hamacher Resource Group

Bringing more than 25 years marketing and business development experience to the organization, Dave is responsible for strategic, partner development, and trade relations activities for the organization. In addition he works closely with the company’s marketing, business development, and national account teams to strengthen client relationships and enhance product value. Dave is also the primary architect and leader of the company’s Collaborative Strategy Sessions conducted on behalf of clients looking to extend their market reach, discover new opportunities, or plan future products.

Recognized for his retail expertise, Dave’s insights and forward-thinking make him a sought-after speaker and author. Delivering more than 20 presentations each year and authoring more than 50 articles and blogs, his passion for helping organizations realize their potential is evident.

Dave joined Hamacher in 1992 after having operated a California-based marketing firm. Dave graduated from the University of Wisconsin – Whitewater with a Communications and Marketing degree.

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Behind the Shelf (blog)

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  • Posted on: 04/25/2017

    Will omnichannel make the J.C. Penney and Sephora partnership more successful?

    "Beauty and the Best," that's what Sephora and J.C. Penney have been able to achieve. Department store rivals have been unable to effectively knock this combo off their perch. Why? 1.) Adequate space has been devoted to the environment. 2.) Placement of the store-within-a-store is front-and-center. 3.) Management believes in and supports the model.Will a more concerted omnichannel approach grow the business? Yes. Expanded reach, ubiquity of messaging and convenience will surely drive results.Speaking of stores-within-a-store, here's a recent article I penned on the topic for Chain Drug Review.
  • Posted on: 04/20/2017

    Has CVS crafted a promising new drugstore shopping journey?

    Congratulations to CVS Health on extending its commitment to the consumer's health journey by enhancing the in-store experience. The planned elements appear to nicely engage consumers along their health management paths to remain healthy, get better, live vitally with a chronic condition or care for a loved one. (I believe these to be the four primary purposes for consumers to visit a drug store.)I often speak of the advantages of brick-and-mortar and highlight the sensory aspects that are not available via an online shopping encounter. It appears that part of CVS' vision is to create an environment that evokes sight and touch. I would think about ways to also involve smell, taste and sound. As CVS Health continues to evolve this re-imagined drug store, I would look for them to tap into all five senses. Healthcare is personal and an individual's in-store shopping experience must be informative and emotive.
  • Posted on: 04/11/2017

    Are ‘Employee of the Month’ programs worth it?

    Personally, I'm not a fan of "Employee of the Month." Although I'm a strong advocate for recognition, encouragement and inspiring comments. Striking the right balance to motivate all employees while individually recognizing the value of each is the secret.
  • Posted on: 04/10/2017

    Should the same-store sales metric be retired?

    If you haven't yet noticed, we have been embroiled in a seismic paradigm shift at retail. Thus clinging to "establishment" metrics and patting ourselves on our backs if same-store sales are declining at a lower rate than the market average is simply fuzzy math.Shoppers have changed the way they shop. Competitors do not look like what they once did. And brand loyalty isn't what it used to be. These are among the factors that strongly point to the need for a re-imagined (timely and relevant) measurement.Kurt Salmon has it right, "Retailers need to measure overall cross-channel brand performance." The new measurement must take into consideration brand interactions, conversion rates, content stickiness, referrals, reviews and much more.
  • Posted on: 04/07/2017

    Is Fred’s up to acquiring 1,200 Rite Aid stores?

    First, the good news. Mike Bloom's prior experience and proven credentials certainly provide firsthand knowledge of how to run a successful chain drug operation. The team that has been assembled and the advisers to Fred's are suggesting they are up to the challenge. Size matters and this will definitely provide Fred's with a larger footprint from which to negotiate and gain market attention.Now the not-so-good news. Financially, I'm concerned about the ability for Fred's to effectively renovate, rejuvenate and recover the investment in these potential 1,200 units. Furthermore, brick-and-mortar is not an easy business ... and the formidable giants in this space have a sizable head start. And finally, as said by several of my esteemed BrainTrust colleagues, integration is not for the faint of heart.
  • Posted on: 03/28/2017

    Is ‘experiential retail’ taking a new form?

    Experiential retail to the extreme. Perhaps West Elm and Target are the two latest examples of presenting retail merchandise and engaging with shoppers differently. To that end, the experience must make sense ... and drive dollars and cents. What is experiential retail? To me it is passionate, genuine engagement and shopper involvement. This is in stark contrast to retailers that simply offer a place for shoppers to walk aisles and passively select items from shelves.To West Elm's credit, they are definitely thinking outside the traditional box. That's a good thing. And I like the personalization/localization piece of the puzzle -- especially around events, etc. However, will the return on investment in this new hotel venture pay off for them? Will Millennials flock to these new hotels and, as a result, buy more West Elm furnishings? I'm not saying it won't necessarily work, however I believe it's a reach.As for Target and their new experiential prototype store, it's designed to create a mood or a feeling. That may also work for them. Of course, supporting their new approach needs to extend beyond their four walls with consistency.
  • Posted on: 03/27/2017

    Will ‘ambitious store redesign’ lift Target to new heights?

    Albert Einstein definitely had it right when he defined insanity as continually doing the same thing expecting different results. I applaud Target's imagination on this thoughtful design and the experimentation to deliver an experiential store to its guests. The integration of curbside pick-up and quick trip shopping journeys is important.Of course there is another expression that says, "even if you put lipstick on a pig, it is still a pig." The proof will be if this new design concept is more than a flash-in-the-pan makeover and instead delivers a truly differentiated experience and begins to transcend all of Target's consumer touch points. If they can do that successfully and seamlessly, then they may be onto something.
  • Posted on: 03/09/2017

    Can RadioShack come back from bankruptcy — again?

    It's all about relevance. Shoppers no longer relate to the store format. The retailer name no longer resonates with consumers. And despite attempts to streamline stores and improve the sites themselves, in my opinion keeping current formats on life support is not sustainable.
  • Posted on: 03/06/2017

    Should grocers open slow checkout lanes for seniors?

    I'm not sure how many ways to say it, but I believe this is a REALLY bad idea. I suggest changing the experience and satisfying shoppers rather than "slowing" checkouts through age discrimination.
  • Posted on: 02/03/2017

    Is Macy’s about to be sold?

    The value of Macy's has certainly come under pressure -- as with many established retail operations. Not sure a viable suitor will emerge that could effectively preserve the heritage of this department store or fully-recognize the value of its real estate. My advice is stay the course, refine operations, improve the experience (in-store and online), and begin to attract new shoppers. I have confidence in the legacy of Macy's and the iconic value of the brand.
  • Posted on: 01/17/2017

    Sir Richard Branson at NRF: Are retailers looking outside the box?

    Very inspirational. And any retailer (especially traditional brick-and-mortar formats) is advised to ignite their entrepreneurial drive or risk being driven over by competition. My recent article in Drug Store News, "Newfangled Collaboration," shares a couple of ideas to inspire retailers to think outside their four walls.
  • Posted on: 01/16/2017

    Will blending online/offline roles improve the Walmart customer experience?

    There should be no separation between online/offline "experiences." And very timely — this is the topic of my upcoming presentation at ECRM's Cough/Cold event in February: Building Brand Representation Across Multiple Platforms.
  • Posted on: 01/13/2017

    Penney CEO says stores critical to omnichannel push

    Closing stores may not be the answer since the real estate may be a very valuable asset. It's what is done with that real estate that proves relevance. Enhance the experience, improve the assortment, make it easier for shoppers, and build from the foundation. I agree with Mr. Ellison that brick-and-mortar is a vital part of an effective omnichannel strategy.
  • Posted on: 01/12/2017

    What do Millennials want in store design?

    My answer may be different then others to this question. I believe Millennials (and today's shoppers in general) DO NOT want what tired, lackluster retail experiences and product presentations that seem to be offered. Sure, the ideas in this article are relevant ... and should be incorporated into any retail operation. However, brick-and-mortar retail of tomorrow better offer more!
  • Posted on: 01/12/2017

    Will 2017 be the year retailers start making their stores relevant again?

    During 2016 I found myself referring to tired retail formats as "establishment operations." And although some are beginning to transform the shopper experience and their environments to meet demands of the new market, there are many that are stymied and face a serious decline in relevance.It is my belief that incremental or iterative change will not boost a traditional retailer's market position. Instead, transformative and breakthrough innovation is necessary. Some retailers are searching for the one silver bullet that will bolster their operation. Simply put, it doesn't exist. An outside-in perspective needs to be brought to these tired operations (many cannot see the necessary changes while viewing the operation inside-out) and a willingness to embrace the required changes is mandatory. Investments will be hefty ... but the alternative is most likely unsustainable.

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