Compelling, creepy, annoying or just bad? Retail’s personalization opportunity

It's hard to believe it's been over 20 years since Martha Rodgers and Don Peppers' seminal book The One to One Future. At the time, Dr. Rodgers and Mr. Peppers (not to be confused with Mr. Rodgers and Dr. Pepper!) offered up the radical notion that mass, one-size-fits-all marketing would begin yielding to a brave new one-to-one … Continue reading Compelling, creepy, annoying or just bad? Retail’s personalization opportunity

Discount Nation, Promiscuous Shoppers And The Sucker Price

Early in 2011, I first wrote about what I called "Discount Nation." Having worked at Sears earlier in my career I was quite familiar with highly promotional retail. But what I was noticing was the ever growing intensity of discounting. Among traditional retailers the degree and frequency of deals was escalating. More brands were layering on loyalty … Continue reading Discount Nation, Promiscuous Shoppers And The Sucker Price

Retail’s next punch in the face

Five years ago I wrote a post entitled: "The next punch in the face", which you can read here.  I began by quoting noted retail legend Mike Tyson who allegedly said "everybody has a plan until they get punched in the face." My point, more or less, was that in the world we live in, we're … Continue reading Retail’s next punch in the face

This time it’s personal

A book that I read more than 20 years ago fundamentally changed my perspective on business overall and marketing in particular. Peppers and Rodgers "The One to One Future" embedded in my psyche the notion that knowing more about your customer than your competition was a critical component of competitive advantage. And before long "treat different … Continue reading This time it’s personal

You picked a really bad time to be stupid

Last year I wrote a post entitled You picked a really bad time to be boring, the fundamental premise of which was that in a slow growth, highly competitive, ever noisier world, for our marketing to get noticed--much less acted upon--we had better go beyond average. We need to be truly remarkable. Now I will … Continue reading You picked a really bad time to be stupid