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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

Traditional stores are in for some further massive irking, as online retail becomes more integrated in the TOTAL RETAIL picture. Several years ago I referred to the phenomena of the Convergence of Online, Mobile and Brick-and-mortar (COMB) retail. With recent advances in BOPIS, I didn't see any questions about...

This is another advance in BOPIS, buy-online-pickup-in-store. The management of the retail process inside the store is still nightmarish, but these initiatives are helping to Converge-Online-Mobile-and-Bricks retailing — COMB, the future of successful retailing.

I heartily approve! ;-)

...

I'm not surprised at the general findings reported here, and am ordering the book IMMEDIATELY!

We discovered a dozen years ago that location IN THE BRICK-AND-MORTAR STORE was nearly everything. In fact, modeling behavior across a series of stores showed just how location CONTROLLED purchase behavior of categories, across...

Walmart vs. Apple on a technology issue? The problem is that Walmart has already invested heavily in their own payment system. No easy resolution, but Walmart loses.

...

It is a large number of shoppers, and "local" should be used to "spice" the store—single selections here and there. Not as extensive, but managed more like private label. Accept that some retailers have gone WAY overboard on private label. Keep these things as "spice" and do not overwhelm...

The Apple Watch is a MAJOR step toward the elimination of checkout "as we know it." It will be most valuable where checkout is the greatest inconvenience and frustration for the shopper—and that's a LOT of places, for a LOT of people.

Unless they have screwed up in the design—I...

Apple Pay will likely pay off big time. It may begin at the checkout, but the checkout is the worst part of shopping, and not just because of payment. Paying as you put products in your shopping cart or bag, and leaving the store is the way of the...

There is not much true shopper science in the world, you know, actually observing and measuring shoppers' behaviors. The best way to understand shoppers is to look through their own eyes (eye-tracking) not listening to their tongues, which are poorly connected to their actions. See: From Opportunity to...

Is Amazon a threat to Google's ad dollars? Yes! Next question.

Seriously the digital world is knit together in ways not apparent to the casual observer. Putting humans at the center of the universe is helpful as an organizing principle—for humans! You can't go far in this direction before realizing...

We discussed yesterday the importance of the distinction between the two classes of merchandise, "Surprise/Delight/NOW!" and "Routine/Autopilot/(Frustrating)." Merchandising of stores need to be bifurcated, conceptually if not physically, in this direction.

That second category is the natural province of online, which is prepared to deliver massive long-tail merchandise FAR more...

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