Mark Heckman

Tyler Anderson raises some very interesting functions and limitations of customer segmentation. Ultimately the strength of any segment lies in how tightly homogenous the segment actually is so that common treatment of each segment member results in relevance and enhanced shopper engagement.

Retailers that still use RFM (Recency, Frequency, Monetary...

There is a push currently for cheaper payment alternatives (mobile and otherwise) to the increasingly expensive mainstream providers, namely banks and the big credit system providers, Visa, MasterCard, Discover, and Amex. To the extent that alternatives are widely adapted by the consumer will be determined by both the ubiquity...

In my view, Walmart's biggest competitor over the past few years has been their own stellar past performance. Couple the issue of comparing current performance with the untenable pace of growth of the past with the "cannibalization" that many of their newer supercenters have created with their existing stores,...

While brand and retailer loyalty is not yet dead, the whole premise of "loyalty" being the natural state of consumerism is certainly dying. Shoppers have too many choices, tools and incentives to stay fixed on just one or two brands or retailers.

That means brands and retailers must wake up...

It is absolutely true that Walmart has improved both the lives of most of their customers and associates. They have driven many of the efficient logistical initiatives and have pressured their competitors to do the same to keep prices low. They have changed the face of retailing all over...

Online retailers should absolutely take advantage of the immediacy of the medium and test offering complimentary items at both regular price and various degrees of discounting to those shoppers who place items on their list.

In the bricks and mortar environment, those retailers, like Stop & Shop that have "scan...

Unfortunately, any strategy which includes becoming "less competitive" in center store is doomed to disappoint, as it will drive more of the independent's business to the bigger stores, in the process losing entire shopping trips and eventually losing entire shoppers. Further, bigger stores, even Walmart, are getting better at...

Wall Street aside, most retailers are acutely aware of their inventory status. Metrics like days of supply and more complex measures such as gross margin return on inventory invested (GMROI) are recognized as key indicators of cash flow and other business performance diagnostics. As online sales impact the overall...

Over time, and with a growing number of consumers using mobile payment systems without any security issues, the resistance of using mobile payment as a more convenient alternative to traditional point of sale payment will fade. However, the relationship building efforts of the banks and the credit card behemoths...

To steal a phrase from author, Tom Clancy, price is the "clear and present danger" facing traditional supermarkets as most are not equipped to operate at the profit margins that larger price formats do. Many traditional grocers are doing some interesting things with digital promotions, store events, etc., to...