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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

 
[Image of: Ben Ball]

Ben Ball

Senior Vice President
Dechert-Hampe

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...

AmEx should be able to overcome the operational hurdles of this sort of program easily enough. Their acquisition of Loyalty Partner is an obvious experience plus.

The hardest part may be the structure of the U.S. market. We tend not to have one dominant retailer in a category. So having...

I'm normally in the front row of the choir (singing off-key of course) when it comes to discounting damaging equity. But when it comes to targeted digital couponing I am starting to sing a different tune. As brick-and-mortar becomes integrated with the online efforts of retailers, coupon delivery on...

I have only visited the original Freeport store. The one where the old man used to answer the door at 3 A.M. to provision trappers and voyageurs headed north who didn't want to slow down. If they can even come close to replicating the atmosphere and customer experience of...

What's hurting center-store sales?

  • Apathy: Nothing new there is ever really very new.
  • Protein/gluten free/low carb/bad press for "processed foods."
  • A return to occasion-based eating vs. meal planning and pantry staples.
  • Retailers finally figuring out how to do "fresh" everything better.

The suggestions for improving center store sales given are all proven approaches to...

Short-sellers using the press to attack targets is nothing new. It just so happens that this time the vehicle of attack was consumer health rather than the usual questioning of "financial rigor" or some ridiculous "sky is falling" claim. And Seeking Alpha is the primary forum for this stuff.

Stock...

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