Beyond Points—Rethinking Retail Customer Loyalty
For years, loyalty programs have often followed a familiar formula: Spend money. Earn points. Receive a reward. Repeat. That model can work—but it isn't the only way to create [...]
Why Assortment Strategy Is One of Retail’s Most Powerful Growth Levers
Retailers spend considerable time discussing advertising, stores, digital marketing, and customer acquisition. But one of the biggest growth opportunities may already be sitting on the shelf: the assortment itself. [...]
How Private Equity Firms Should Evaluate the Merchandising Health of a Retailer
Financial due diligence tells investors a great deal about a retailer.But historical financial statements don't always reveal the underlying health of the merchandising engine producing those results.For private equity investors [...]
Seven Questions Every Retailer Should Ask Before a Vendor Negotiation
Successful vendor negotiations begin before anyone enters the meeting. Retailers should understand exactly what they want to accomplish and the economics of the total relationship. Here are seven questions [...]
Private Brands vs. National Brands: Finding the Right Balance
The private-brand discussion shouldn't be framed as private brand versus national brand. The better question is: What combination creates the strongest assortment for the customer and the retailer? Why [...]
How Retailers Can Improve Inventory Productivity Without Sacrificing Sales
Inventory is necessary to generate retail sales—but more inventory does not automatically produce more sales. The objective is to have the right inventory, in the right products, in the [...]
