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: 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.
  • Posted on: 07/11/2017

    Are retailers measuring omnichannel all wrong?

    I see merit in these KPIs only if they are customer-centric. We should measure how much time is spent per customer against the revenues from this customer both at the store and online and along a time span of few months after the engagement.
  • Posted on: 07/10/2017

    Will consumers ever feel better about sharing their data?

    Privacy issues have always been and will continue to be a major concern for consumers, mainly because of a few reasons. First, because most consumers do not really understand the topic and they are afraid of the uncertainty surrounding their data being used. Second, because of lack of transparency by retailers and third because consumers do not see the value they get out of sharing data with retailers.Most consumers know that by using Google and Facebook their data is collected and used. They mostly silently agree to this and continuously use these platforms because they get real value from using search, social media and other uses.As for retailers, they should be more transparent and address consumers' concerns in a direct way. They should explain how they protect the data, what data they collect and if and how it is shared with third parties. Consumers need to understand whats in it for them -- that if they share info the retailer can personalize better offers for them.Giving consumers control over the way their data is managed is less practical, but consumers should be able at any point to opt out and change their consent regarding sharing their data.
  • Posted on: 06/27/2017

    How will 3-D printing take hold at retail?

    I do not see 3-D printing going mainstream in the coming years. To achieve that, a "killer app" must be introduced to drive consumers engagement. I believe it will develop capabilities and gain users within B2B environments. Current B2C use cases are very niche and will probably remain that way within next years.
  • Posted on: 06/20/2017

    How effective are Jet.com’s efforts to better understand its customers?

    Jet is definitely doing the right thing. You can get a lot of data tracking customers' behavior online, tracking the customer journey, the conversion chain, etc. However, retailers can get different and equally as important insights and ideas by talking to consumers, understanding their attitudes and interests, listening to them compare a retailer's site to competition, asking what makes them love the website and what irritates them about it and much more.
  • Posted on: 06/19/2017

    Why are so many associates being deprived of tech by their employers?

    This survey is yet another example that shows that many retail executives and commercial leaders still don't realize the tremendous change the retail industry is going through. They still don't prioritize better data usage, digital transformation and the use of technology, or the best advantage they have over online stores -- the human touch with the shopper on the selling floor. Retailers that will not prioritize those elements will be the losers in their category.
  • Posted on: 06/15/2017

    Are consumers ready to use automated purchasing tech on a wide scale?

    Shipping one CPG item to a consumer home can never be profitable. Pushing to increase basket size is an option that may work to some extent. A method that may work for brands is to create a basket catering to the needs of specific consumer segments that sets up automated purchasing over time. A good example is a basket for families with new babies. If a basket with all a baby's needs is created according to the baby life cycle and shipped periodically to a consumer's home, this can be a win-win for both brands and consumers.
  • Posted on: 06/12/2017

    Is Walmart’s innovation leader right that the AR revolution is a sure thing?

    I believe that in order to reach the tipping point there must be an AR "killer app" that will show clear value and friendly UI to consumers.
  • Posted on: 06/07/2017

    Can licensing safeguard against retail downsizing?

    Retailers should primarily embrace new technologies and transform to omnichannel and digital operations to safeguard against downsizing.I don't believe that licensing would be a general solution for brick and mortar retailers. It may be right in specific verticals, but it is one brand related tactic among others that retailers may use.
  • Posted on: 05/31/2017

    Will personalized pricing only lead to more discounting?

    Personalized pricing should be a part of a broader approach of personalization that retailers offer to customers. By analyzing their past purchases and understanding their "customer DNA" we can understand who are the more price sensitive customers, who are the coupon/discount addicts and who are not.We can then create our strategy about what to communicate and to whom. Obviously the customer segments of "discount addicts" should be treated differently and if we include them in personalized pricing communication, they will expect it all the time and we may lose them as customers if they don't get it. However, other segments may react differently and for them personalized pricing can be a good tactic that may increase the retailer's "wallet share" without creating expectations that cannot be met without sacrificing too much margin.
  • Posted on: 05/26/2017

    Will independent grocers turn it around in 2017?

    There's no doubt that every year that passes will make it more difficult for independent grocers to survive. The reasons are the retail environment is becoming more online and omni-channel focused. These are the technologies that the big chains adopt to help them compete. Both of these technologies are weak points for the independent grocer. Additionally, the consumer changes amplifiy the challenge. Independent grocers' shoppers tend to be older people who shop based on old habits and personal service. This is less the case for younger generations.The differentiation factors that independent grocers can use are the personal touch and the human experience. They can also play the "local community" card -- sourcing local products that are healthier and fresher due to the advantages of smaller size.
  • Posted on: 05/23/2017

    How should retailers balance personal versus impersonal experiences?

    There are many types of shoppers and their attitudes towards personal vs. impersonal experience varies along a wide spectrum, far from being a bipolar situation. The same shopper may change his attitude in different times and on different occasions (for instance depending on if he's in a hurry or not, if it's a weekend or weekday, if he's alone or with friends/family ... ). Store type, location and vertical are also important. Luxury goods shoppers would require more personal face-to-face interactions whereas grocery shopper need much less. Retailers should evaluate and analyze their shoppers, their brand positioning and promise and tailor the service level to their customers' needs, taking into account customer satisfaction but also ROI and efficiency.

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