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Also from Ben Ball...

Braintrust Resource

Dechert-Hampe & Company
Sale Force of the Future - 2012
Survey Results - February - 2012 (pdf)

Links by Ben

 
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Ben Ball

Senior Vice President
Dechert-Hampe

First up, a shout out to Bernice for the Pet Clark reference. Brilliant!

Next at the plate, Cathy Hotka for hitting the future nail on the head—senior living complexes that have the accommodations of current senior living with more than the requisite "gift store," mini-bank and fitness center to offer...

Yes.

The next step is to sell the stores to someone who actually knows how to run them (and who will accept Lampert's terms for the real estate leases of course).

...

Who the heck is funding these studies—and why?!

Regardless, the wrong thesis is being tested. Why should farmers' markets mission be to "... be beneficial to urban communities... "? Farmers' markets have always been to benefit farmers looking for a way to market excess or local produce during the high...

  1.  "Grown in real dirt."
  2. "No pests were harmed in the growing of this fruit."
  3.  "Won't kill you (as far as we know)."
...

Dick Seesel hit it on the head. This is about self-preservation and a desire to preserve the status quo. And I'd be willing to wager the sentiment extends beyond retailing in Mayor Fulop's fair city. How is the city's discrimination against chain stores (and chain store employees) different than...

Retailer and marketer attempts at mass-personalization are steadily improving but must, by definition, always fall short of the standard set by a truly competent human retailer.

Think about it. We ask computers and algorithms and data and programmers to exceed the personalization that can be delivered by my tailor at...

The biggest stumbling block might be inventory in-store. Relatively constant inventory availability, even of slow-moving items, will be difficult to provide. In-store "instant order" capabilities could help that by linking mobile devices to a shelf-tag scanner to place the order seamlessly.

...

Back when a sausage and egg biscuit from McDonald's was still on my diet I certainly cursed missing that 10:30 deadline, especially when crossing time zones traveling by car. But I fear McDonald's will fall prey to a common marketing bugaboo—listening to what people say as opposed to what...

  1. An attempt to leverage size into better trade spend negotiations—which won't work.
  2. A cut in sales service (as predicted by the retailers interviewed).
  3. A sharp drop in focus and execution until the inevitable sales force integration shakes out and people stop worrying more about their jobs than the business.
  4. No real change...

Shoppers have been seeking deals since the first peasant haggled with a merchant in a bazaar. That behavior will never stop. The only thing that will limit consumers' willingness to pursue deals is the extent to which they are available.

So retailers have to a.) all act in unison of...

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