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Mark Heckman

Principal
Mark Heckman Consulting

Ask Apple's Ron Johnson, who tried to convert J.C. Penney to an EDLP environment from the traditional hi-lo promotions in the apparel industry, if transitioning abruptly away from an existing promotional position is advisable.

While not impossible to make such a transition, it must be done iteratively and with plenty...

Having a retailer as an "active" beta test partner for new technology is smart on many fronts. However, retailers are currently being besieged by such opportunities and must be very selective about who they partner with and what they venture into. In any retail channel there are those chains...

Getting a consumer to switch from credit to debit and give up their points, air miles, cash back rewards, etc. will not be an easy task. Retailers who want to reduce credit card interchange fee transactions in favor of CurrentC will need to reinvest some of their new found...

While working for a smaller or larger retailer can be a personal decision, based upon the employee's preferences, in general I believe the larger stores and chains are in a much better position to provide the employee with advancement opportunity, exposure to retail technology and higher wage rates than...

Several independent retailers, such as Stew Leonard's and Jungle Jim's have been proponents of in-store theater for years and they have built a very nice reputation and clientele in doing so.

While I applaud Lowes for beginning to think about the shopper experience, their success with chicken dances and other...

While segmentation of the digital shopper helps understand the division of attitudes and behaviors, the formation of these groups raise questions such as, "what are the common trigger points to convert one digital shopper type to the next?"

I would also explore how these groups differ from retail channel to...

Shoppers would love to use the apps in-store if there were some compelling reason to do so...in most cases there is not. While technology is budding and iBeacons and other tracking devices are now affordable, unless there is a compelling business model for the retailer to both invest and...

Certainly one opportunity for c-stores is to continue to develop their breadth and quality of food service. While most of these stores are doing a great job in becoming an alternative to drive-through fast food, there is more "head room" in the c-store industry for better fixtures, better food...

It is not so much about what the mobile app is missing, but rather what it could be activating in the store that it isn't. With the exception of Aisle 411 and other in-store mapping (or locational) apps that are now attempting to bring relevant content to the shopper...

My guess is that a significant portion of most retailers' shoppers would be adverse to adding marijuana to the list of offerings, so adaptation might be very slow. Given the stereotypical demeanor of marijuana users, slow should be just fine.

...

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