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Also from Herb Sorensen, Ph.D....

Braintrust Resource

TNS Global Retail & Shopper Practice
Selling Like Amazon... ...in Bricks & Mortar Stores!
Whitepaper (pdf)

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[Image of: Herb Sorensen, Ph.D.]

Herb Sorensen, Ph.D.

Scientific Advisor TNS Global Retail & Shopper
Shopper Scientist LLC

Stuff and piffle! Are we talking a lady's fine gown, a tent for camping, new computer or something on the 2.3 trips per week to the supermarket? Let's get real. Lot's of people are trying to magnify the role of digital. It doesn't mean that it is not relevant,...

This move is stupid almost beyond belief. Stores like Target readily hit a "traffic ceiling" because it is a fact that you do not need anything Target sells as often as you need air, water and food, to get basic about it. Beverages and food attract people to grocery...

This is all good, but Walmart is missing a beat—as everyone else is, too. Getting people to buy online is a no-brainer: just copy Amazon, period. Using those sales to build in-store traffic and sales is being ignored—wholesale. Gotta wait for Amazon to buy bricks stores in order to...

  1. "Letting go" is the WRONG strategy. It's VERY hard, if not impossible, to do a negative — like don't eat fattening food. You must have something beyond that attracts you more than what you are leaving. The real question is, NEXT?

    Some people have a hard time letting go...

Too many people ignore the fact that modern self-service retailing was built on the concept of close to zero margin on sales — actually, just enough to cover operating costs — and then harvesting profits, serving as an "advertising" outlet to reach customers. See: "The Great A&P and the Struggle...

I defined active retail years ago as a retailer moving out of the "merchant-warehouseman" mindset into the "personal selling" mindset, not through more and better staffing, but through more and better THINKING! See: "Selling Like Amazon... in Bricks & Mortar Stores!"

For why Amazon will keep eating brick-and-mortar stores'...

Glad to see recognition of the Convergence of Online, Mobile and Bricks (COMB) retailing. Since I first began touting that concept a number of years ago, my views of the role of mobile have dropped substantially, and the massive success of mobile in brick-and-mortar really is largely a techie...

And considering foodservice vs. "other retail" should be seen in the context that there are two grand classes of purchases, that ALL purchases can be slotted into: 1. Surprise/Delight/NOW! and 2. Routine/Autopilot/Angst.

The first class will probably ALWAYS be an advantage for bricks-and-mortar retailing, and the second is the natural...

It is very important to think of this in terms of the three distinct components of a sale: 1. The meeting of the minds of buyer and seller saying "Yes to the dress!" 2. The actual delivery of the offer, whether by the typical "stock-picker" shopper, by Amazon drone...

Chat, like a lot else, comes down to how intelligently the retailer does it. Some are really good and some are mediocre-to-poor. Surprise!

I use chat fairly often myself across a wide range of sites and think it is a good idea. But some are clearly better at it than...

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