PROFILE

Nir Manor

Retail-Tech Specialist Advisor
  • Over 20 years’ experience and profound expertise at FMCG’s, retail, e-commerce industries and retail-tech innovations
  • Developed retail / FMCG related business in over 30 markets across Europe, Middle East and Asia-Pac (including China. India, Japan)
  • Serial entrepreneur –  sold RetailPlus to Nielsen in 2015, Media One (now Carat Dentsu Aegis Israel) was sold to Aegis Group in 2002
  • Currently acts as Innovation / Retail-Tech Advisor to retailers/FMCG’s, Director/Mentor to start ups, “smart money” angel investor
  • MBA from INSEAD business school in Fontainebleau, France
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  • Posted on: 09/14/2017

    Millennials, not Boomers, say associates are key to shopping experiences

    Younger consumers are more used to online purchasing. The advantage for them to shop in a physical store is to get in-store service and assistance. If they don't get it, they might as well shop online. This is more evidence that the advantage of brick-and-mortar shops over online is the human interaction and customer service in-store.
  • Posted on: 09/11/2017

    Will lower everyday prices boost Target’s traffic and sales?

    Offering better deals for consumers at this current time of transition in U.S. grocery retail sounds right. However, this move looks like a tactical short-term reaction to the Amazon move rather than a real strategic move.Adopting more personalized and data-based pricing would create a more sustainable competitive edge than TPRs and weekly specials.
  • Posted on: 08/31/2017

    Is outsourcing a better option for in-home tech help?

    Clearly in-home demos and installations are not core business for retailers and specialists would have better expertise and economies of scale, so it makes sense to outsource that.Having said that, retailers must ensure service quality since it is providing services to their clients in their name. Quality issues may negatively affect the retailer brand.
  • Posted on: 08/25/2017

    What are some common missteps when launching loyalty programs?

    The classic approach of loyalty programs in which shoppers collect points, rewards or other benefits that they can redeem is less suited to consumer behavior in the digital age, especially in the retail business. It may still be effective for airlines due to the robust rewards they can give.Retailers should use technology to better analyze their customer purchase history loyalty trends and tiers, identify specific segments, growth opportunities, under served groups, shoppers DNA and more. Based on that they should tailor personalized offers to specific customers based on their unique characteristics. This is indeed a tedious task that requires the right technology coupled with a professional team that uses it right, but it pays off.It is always advisable to test on specific groups and conduct AB testing to see what works. Common KPIs should be metrics such as visit frequency, basket size (items and value) and churn reduction.
  • Posted on: 08/23/2017

    Do retailers need to buy the loyalty of consumers?

    It is a fact that consumers become more and more price sensitive and can easily compare prices online. However pricing needs to be consistent with the retailer positioning and communicate a fair value proposition. It's not necessarily the cheapest or EDLP, but rather dynamic pricing and personalized offers based on shopper DNA. Better in-store customer service, technology to support and improve sales reps' capabilities and a seamless shopper journey are all important elements to create loyalty.
  • Posted on: 08/22/2017

    Can a Japanese app drive adoption in America with a toy store?

    A brand store with a great customer experience in a high traffic location is a good approach to attract users to a new app that is positioned as cool and trendy. Physical touch will drive better conversion than online promotions. However, it still needs to be economically viable and Line should measure the cost of acquisition vs. customer LTV (lifetime value). The argument that it also helps build the brand in addition to generating users is right. However, the measurement should still be done by cost per acquisition.
  • Posted on: 08/14/2017

    Does the internet know us better than we know ourselves?

    Learning from people's behavior online can create important insights and understanding about consumer preferences and much more. However this should be used as a complementary approach to consumer research via survey. Surveys can yield more statistically representative data that can be easily generalized, however they can be biased. Big Data from online behavior solves most of the bias but is more difficult to generalize.
  • Posted on: 08/08/2017

    Why is big food turning to pop-up stores to tell brand stories?

    Pop-ups are great tactic to create customers engagement with CPG brands. The main goals are to communicate brand values and to let consumers interact with and try the products in a fun and compelling way and get a holistic brand experience. Pop-ups should be used as a part of an omnichannel strategy to pull consumer from off-line to online and vice versa.
  • Posted on: 08/04/2017

    Can customer journey methodology level the playing field for brick and mortar retail?

    Various innovative technologies are available in the market to enable brick-and-mortar retailers to integrate shopper analytics, map customer journey, measure conversion rates, allow "infinite shelf" and personalize in-store interactions. Adopting and implementing these technologies in a physical environment is more challenging than online. One of the main barriers is identifying the shoppers. To do that shoppers must agree to be identified and the retailers need to give a good answer to the question, why should the shopper agree -- what's in it for him?
  • Posted on: 08/03/2017

    Are retailers squandering store traffic?

    CRO analysis and improvement for brick-and-mortar retailers is a must and they can definitely improve results with this focus. This should be a part of a wider "digital transformation" strategy in which retailers use technology to improve in-store operations. As said before, one of the key advantages of physical retailers over online retailers is the human factor. By improving human interaction and empowering store staff to use technology to identify shoppers, see their purchase history and personalize offers or provide better and faster answers to their product-related inquiries, conversion will increase and, no less important, with cross selling opportunities baskets size will grow as well.
  • Posted on: 07/31/2017

    Is ‘free’ a big enough incentive to get consumers to try click and collect?

    BOPIS is an efficient way to get products for shoppers who need the product urgently and it should be a component of every retailer's omnichannel strategy. Offering discounts for BOPIS can make sense to generate shoppers' trial but will not work as a long-term strategy. Other benefits such as coupons for present or future in-store purchases make sense as a longer-term strategy since they would drive volume for in-store purchase and support the omnichannel strategy.
  • Posted on: 07/25/2017

    How will smaller rivals survive in an Amazon and Walmart world?

    Indeed it is more and more difficult for smaller players to survive in this competitive environment. Smaller retailers need to adapt by using technologies to improve their in-store and omnichannel offerings and to improve service. They must empower salespeople on the selling floor to do a better job by identifying the shopper, offering personalized offers and complementing human touch with robust technology.
  • Posted on: 07/24/2017

    Do consumers want to be recognized across channels?

    There is an obvious inconsistency with the answers. Shoppers don't want to be recognized across markets and don't want the merchant to track their purchase history but they are interested in better and consistent service, rewards for loyalty and readily available information. It is possible that the answers about less desired attributes came from the wording of the questions that put them in a negative light without explaining the benefits. Obviously when it comes to me as a shopper, I don't want to be tracked and recognized by merchants if I don't understand what is in it for me.
  • Posted on: 07/20/2017

    How much Big Data do retailers really need?

    In most cases a lot of data exists within retailers but it is not used in efficient ways to generate results. Data streams come from different parts of the organization. Unless there is a good system in place to aggregate the data, run automated processes and use AI and predictive models, it is very difficult to turn the data into actionable communication.The most efficient use for Big Data for retailers is to communicate to customers using mass personalization tools that take into account purchase history, consumers behavior, demographics, churn and loyalty patterns and generates shopper profiles or rather shopper "DNA" to the level of the single shopper or household.These capabilities are crucial for retailers to compete in the present and future marketplace, and retailers that adopt these tools and adapt their business models accordingly will be the winners.
  • Posted on: 07/18/2017

    Is online fulfillment from stores too complex for e-grocery?

    Click and collect fulfillment in-store is extremely complicated in terms if on-shelf availability and stock management. If items ordered by shoppers aren't available to collect in-store it creates issues like wasting the time of store employees and making the shopper less satisfied.Grocery stores' stock management and shelf availability are well known problems that most retailers haven't been able to solve, and that some haven't even been able to reduce. The average out-of-stock item level remains at 4 percent to 8 percent levels at most grocery retailers. This is also an issue for in-store shoppers but when we talk about click and collect these rates can kill it altogether.Retailers have to improve these KPIs by using new technologies such as smart shelves in order to succeed with click and collect.

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