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Mark Heckman

Principal
Mark Heckman Consulting

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...

With an array of new metrics that comes with mobile shopper engagement, we shan't forget that retailers are interesting in cogently linking the new metrics with the more "bankable" ones. Simply put, it all comes down to incremental behavior that results in incremental sales and profits for the retailer.

As...

The answer to this question is "it depends." In retail grocery, as much as 60 percent of a store's business could be driven by pure geographic convenience (first right refusal principal). Consequently shopper loyalty is not inherently dependent upon coupons and discounts as an incentive for that next trip,...

Certainly Facebook with its sheer size and clout will do well with extending its targeted advertising program to optional online purchase. However, I would hardly consider this "taking on" or directly competing with Amazon and other e-shopping sites. The difference is between shopping in the Amazon environment of looking...

Selling physical assets can make sense if and when a retailer has determined its best days are behind it. You can only make that move once and even though the cash-flow and investor benefits can be rewarding in the short term, you are separating a very valuable leverage point...

The more Americans know about what data is being kept and tracked from their transactions, the more uncomfortable they naturally are. Thanks to Edward Snowden and Wikileaks data tracking is now very topical and retailers should recognize the growing sensitivities shoppers have in these matters.

With that caveat, my experience...

Having dealt with both BOPIS and home delivery fees as a retailer in the past, both are necessary for the sustainability of the programs UNLESS the retailer sees these programs in a more holistic view.

One way to rationalize losing money on BOPIS or home delivery is managing profitability at...

I would be very cautious as an investor given the fact that the combined company has not yet demonstrated its ability to profitably compete as a merged unit.

Further, while I understand the inherent financial benefits to Cerberus and other investors to publicly fund raise, the chain's performance does not...

My favorite is the one the cashier is trained to ask ... "Did you find everything you were looking for today?" Of course when the shopper replies yes, life is good and the shopper and cashier are both left intact. But if the answer is no the cashier has...

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