Even though I come from the creative side of the business, I’m a big fan of customer data.
There’s no better way to build a relationship than using data to personalize communications according to a customer’s past buying habits. Amazon, of course, does a great job of this. So does iTunes. But is there such a [...]

We recently published a new Case Study examining the competitive scenario between two leading retailers of cycling gear and supplies – Bike Nashbar and Performance Bike. There is a de-facto advantage to one of the players and a key channel that the other can leverage to fight back.
The ultimate question: What would you do if [...]

We recently published a new Case Study examining the competitive scenario between two leading retailers of cycling gear and supplies – Bike Nashbar and Performance Bike. There is a de-facto advantage to one of the players and a key channel that the other can leverage to fight back.
The ultimate question: What would you do if [...]

We recently published a new Case Study examining the competitive scenario between two leading retailers of cycling gear and supplies – Bike Nashbar and Performance Bike. There is a de-facto advantage to one of the players and a key channel that the other can leverage to fight back.
The ultimate question: What would you do if [...]

Can a little magic help Borders?
I’m a card-carrying member of Borders Rewards, the program run by book, music and movie seller Borders, who recently announced their rewards program had grown 23 percent over the past year and now totaled 32 million members.
I first discovered Borders via their bricks-and-mortar stores in the early 90’s and still [...]

Retailers face an increasingly difficult challenge to be successful.  Not only do they have to outwit competitors with clever merchandising, creative store layout, and careful inventory management – they also have to understand how to best communicate their promotional offers to customers.
The last challenge can be perplexing as not all retailers use the same merchandising [...]

The economic power of Generation Y has registered on the radar of several major banks around the US.
Over the past decade, lifecycle value chain analysis has given birth to numerous product bundling strategies by retail bankers. However,  well conceived plans disconnect from results when the willingness to execute is lacking. For the most part, I [...]

In my previous post I referenced the courage to step up to the starting line to uncover the secrets of Millennial Marketing. In marketing speak this means test, evaluate, adjust and test again. Patience pays, and a willingness to fail a few times will surely pay off by learning how to reach the coveted Millennial [...]

Some days things just come together. I woke up remembering that it was my Mom’s birthday this week and received a serendipitous email from 1-800-Flowers offering me a special deal.
My eye was instantly drawn to “Free shipping and No Service Charges” as I clicked through to order some roses. After spending time looking for the [...]