PROFILE

Michael Terpkosh

President, City Square Partners LLC

A wholesale, retail and supply-chain leader with demonstrated success developing and executing strategic initiatives in category strategy, merchandising, marketing, and consumer insights. Strong record creating innovative programs to meet the challenges of ever-changing industries. Experience consulting with manufacturers and retailers domestic and abroad. Leader of many company-wide initiatives delivering enhanced business efficiencies while creating new sources of company revenue. Managed teams from 12 to 175 associates locate across the United States.

  • VIEW ARTICLES
  • VIEW COMMENTS
  • Posted on: 04/19/2021

    Will American consumers push back against higher grocery prices?

    Regardless of higher grocery prices, we are headed for a very competition driven remainder of 2021. As we come out of the pandemic, every type of retailer will be aggressively promoting to get consumers back in the stores to spend. Retailers selling groceries will be no different. Look for more competitive ads, promotion programs, and increased ad spending. No one in grocery retailing is going to want to give up the gains they made in 2020.
  • Posted on: 04/01/2021

    Will a ‘skyscraper’ store change how groceries are delivered in cities?

    Vertical solutions for urban areas are an excellent idea. Smaller building footprint, less land costs and less transportation costs delivering product to the consumer. In a "back to the future" thought, way back in time when there were small, local wholesalers, many of them were multi-story buildings shuttling product up and down between floors to pick orders for local, urban independent grocers. The old West Coast Grocery Building still stands today in downtown Tacoma, Washington. The multi-story building is now part of the University of Washington Tacoma campus.
  • Posted on: 03/17/2021

    Why is gaining meaningful insights from data still so hard?

    To start, in many retail organizations there are multiple sources of data that don't work well together. Loyalty data, POS data, and syndicated data, to name a few. Each of these sources of data may be stored in different locations and not stitched together to create a holistic view of the retailer's business or the shopper. When an organization can get to the point of bringing all the data together, the skills of the retailer's merchandising and marketing teams become critical. Plus, there are competing views of how to execute against any insights. There needs to be retailer vision bringing the data, associates and analytical insights together. Only then can you get to efficient and effective strategies and tactics to execute at retail.
  • Posted on: 03/15/2021

    How much HQ space will disappear as hybrid work becomes a retailing thing?

    The challenge will be reaching a balance between in-person and remote work. Another challenge for retailers will be finding the balance between retailer work style needs and associates' work style wants. I have heard from many retailers and many employees over the last year who have realized working from home can be a success. When talking with retailers and employees, no one wants a 100 percent in-person or work-from-home model. A hybrid approach will be needed and wanted. The trick is finding the balance to meet the needs of all parties. In the end, retailers should welcome this approach. It can save money (downsizing work space) and maintain employee satisfaction (reducing turn-over).
  • Posted on: 03/11/2021

    Do Kroger’s chains have more to gain or lose from closing stores over ‘hero’ pay increases?

    Kroger is going to face some big blow-back on this over time. They can say whatever they want and try to point figures at local governments, but at the end of the day when Kroger posts huge sales and earnings gains there will be questions and bad public relations. I get these stores may be in "soft markets" for Kroger, but since when does Kroger just give up, pack up and go home? Someone should ask Kroger their position on raising the national minimum wage.
  • Posted on: 03/03/2021

    Target CEO says record-setting 2020 was no ‘fluke’

    Target's keys to success: 1.) Brian Cornell, 2.) Strategic focus on supply-chain and in-store experience, 3.) Understanding the shopper and meeting shopper needs head-on. Target is not perfect, but you have to give them credit for trying and staying focused on their strategic goals. Much of the credit for the focus goes to Brian Cornell. Target continues to invest in store remodels and the technology to efficiently run their business. They have differentiated themselves from competition creating Target branding that most consumers in the U.S. recognize and want. Target's biggest opportunity is to continue their momentum at being fresh and exciting in the eyes of the shoppers.
  • Posted on: 02/19/2021

    Will 7-Eleven’s beer and wine on tap be a c-store game changer?

    This is a novel idea, but I feel for the c-store associates that will have to deal with buzzed customers wandering around the store. I am interested to see how this works and if it will become a concept that "seemed like a good idea at the time."
  • Posted on: 02/08/2021

    Will same-day delivery pay off for dollar stores?

    It is quickly becoming evident that same-day delivery is becoming table stakes for any successful grocery, mass, drug or dollar retailer. With Amazon, Target and Walmart leading the way, the rest of food retailing will be required to keep-up. However once the pandemic is over, we will see if continued growth in same-day delivery is sustainable.
  • Posted on: 02/08/2021

    Who won this year’s Super Bowl ad contest?

    My picks:
    • Best Laugh - No Way Norway/General Motors;
    • Best Help Each Other - Let’s Grab a Beer/Anheuser-Busch;
    • Best We are Together - Bruce Springsteen - The Middle/Jeep;
    • Best Heart Tug - Jessica Long’s Story/Upstream/Toyota;
    • Best New Product Breakout - Dr. Squatch.
  • Posted on: 01/29/2021

    Are small brands eating big food’s lunch?

    Consumers have been looking for new and different brands for years. They are tired of the over-marketed, bland, mega brands they grew up with. Today's consumer wants more natural/organic items, more ethnic foods, and more diversity in what they buy. Smaller brands and private labels have answered these needs and wants through innovation, better understanding of the consumer and being more nimble. The mega CPGs can't continue to call a new flavor or scent an "innovation" in their product lines. Consumers want new, fresh, different and in many cases, better products. It has created the dynamic for many mega CPGs that the path to being innovative is to buy smaller brands vs. trying to change their organization culture.
  • Posted on: 01/12/2021

    Convenience retailers aren’t letting the pandemic get them down

    The convenience store channel has done an excellent job over the last few years upgrading their stores, expanding on their non-perishable grocery item offerings and aggressively expanding fresh foods. This helped to prepare them for the pandemic. The channel also deserves credit for being nimble and recogniing changing consumer shopping trends. I believe the channel will emerge from the pandemic stronger than ever if they keep their eye on the consumer. Convenience stores are quickly approaching consumer recognition as the local corner store.
  • Posted on: 01/05/2021

    Are local retailers ready to flex their omnichannel muscles?

    Independent retailers who understand their communities and participate in their communities continue to be succesful against bigger retail chains. This has been amplified during the pandemic as more consumers have relied on these local retailers for goods and services. Providing online services to consumers has been key to the success of independent retailers during the pandemic. As the shop local trends show, more and more consumers understand the connection between supporting independent retailers and the health of their local communities.
  • Posted on: 01/04/2021

    Will store closings in 2021 beat last year’s record total?

    The 2020 retailer pressure to close stores will continue into 2021 as long as the pandemic is not under control. Retailers will continue to rationalize the stores they need to keep open vs. those that are under-performing. A retailer will also have to balance their brick vs. click business. There is a huge amount of consumer sentiment to want to get out to shop, eat out and be in public again. The best retailers will be ready, with their best performing stores, to satisfy consumer needs and wants once the pandemic has past.
  • Posted on: 12/10/2020

    What will it take to get shoppers back into stores in 2021?

    I agree with the other panelists. Once the vaccine has achieved widespread distribution, consumer are going to come out big time. Retailers don't need to worry about how to attract shoppers back to their stores. Retailers need to worry about maintaining enough retail associates to provide excellent customer service and in-stock presence when we all are comfortable enough to get out there to shop.
  • Posted on: 11/25/2020

    Can category management catch up to the omnichannel shift?

    Category management has always required a strong partnership between retailers and CPGs. Both parties share in the "heavy lifting" of data analytics to better understand the consumer, category and competition. As the retail journey into omnichannel grows, there is definitely a place for CPG category captains to support and provide insights to retailers. A major challenge today is retailers have the data, but have trouble creating insights from the data. CPG category captains need the retailer's data to better understand the omnichannel and the consumer. Together they can rise to the data challenge to create strategies and tactics resulting in mutual sales growth.

Contact Michael

  • Apply to be a BrainTrust Panelist

  • Please briefly describe your qualifications — specifically, your expertise and experience in the retail industry.
  • By submitting this form, I give you permission to forward my contact information to designated members of the RetailWire staff.

    See RetailWire's privacy policy for more information about what data we collect and how it is used.