The Stall at the Mall: Retail’s Tepid Bounce Off the Bottom

So last month’s retail comparable sales numbers are out and they are pretty bad. According to Financo, the specialty retail sector (guys like Gap and Abercrombie & Fitch) was down 1.1% for May, despite comparing against a 7.3% decline last year.  Department stores fared better, up 1.8%–but that compares against a horrific last year when [...]

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It’s the Experience Stupid! Why Retailers Need to Move Away From Product-Centricity

As I approach my 20th anniversary in the retail industry I continue to be amazed at the number of senior retail executives who go on and on about how “it’s all about the product.”  Nonsense. Don’t get me wrong, product is anywhere from pretty important to very important depending upon the particular retail concept and [...]

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Market Share Growth: Get in the Car and Drive

Market share growth is a long-term key to success. As growth becomes harder to come by, growing share of wallet is going to be answer for many companies. Having a compelling customer strategy is critical. Companies that don’t have one need to get one ASAP. Companies that have one need to press their advantage.

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A Rebound is Not a Recovery

The news during the last few days has been rife with stories heralding that the consumer is back!   Yesterday one story’s headline opined: “March Retail Sales Surge As Long-Cautious Shoppers Splurge.” Splurge?  Really? Clearly retail sales are getting better, and there is some evidence that momentum is building.  But the improved comp. store sales [...]

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