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Mark Heckman

Principal
Mark Heckman Consulting

Best Buy is a great example of leadership reacting to a changing market. When their music and DVD business tanked along with the stagnation of the flat screen TV market, a notable percentage of their business was under siege.

While there is some resurgence in the TV category with curved...

As a consultant it is amazing how many "non-disclosure" documents I am asked to sign before I even have the first real conversation with a technology client. History tells us that defining and defending the intellectual property of technology is often the difference between making millions and being left...

I have always been a proponent of moving inventory to the stores whenever possible. Even though commerce is growing, the stores are where the product can be sold, not the warehouse. This sounds more like a move of desperation than a savvy, strategic decision.

I remain surprised that the world's...

All too few retailers are able to look at the customer's shopping patterns across multiple communication channels and touch points. Without this comprehensive view of the customer, it is very difficult to devise cogent campaign strategies that involve speaking to the shopper through their preferred venue and tailoring the...

As a company, you know that you have arrived in the rarified air of being a powerhouse when your corporate laundry is aired in the New York Times. While we can't know what is real or fantasy about the complaint, what we can all assume from our experience is...

The biggest problem with most retail shopping apps today is that they add complexity and time to the shopping process instead of simplifying it. It begins with a back-end database architecture that enables a single view of a shopper or household across all customer touch points. Few have accomplished...

In my opinion, one of Target's opportunities lies in evaluating which categories they should even be in, given their history of having very limited offerings and breadth in areas such as automotive, hardware and electrical for example.

As they move towards a stronger presence in their core areas, it is...

Envisioning renegade plastic bags flying through the streets of the Windy City paints an ugly picture. Accordingly I think this is the right call. My hope is that the city worked with the retailers in advance, so they could plan to provide alternatives. It would appear most have.

Retailers are...

The obvious first reaction to this question is the potential loss of the retailer's own brand identity if they choose to sell through another online retailer. That said, if you are a smaller retailer with more sales to gain than brand equity to lose, selling on Amazon is likely...

Store cards can be very useful tools in acquiring new shoppers/users provided the launch is aggressive and the benefits of the card outweigh the thought of a shopper having one more card/account to manage.

For those established Prime members who are already hooked on Amazon for a variety of product...

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