Retail’s ‘Big Show’: A few key takeaways

Every year 35,000 or so of my closest friends assemble in New York City for the National Retail Federation's "Big Show"--a three day extravaganza featuring dozens of presentations, a huge technology EXPO and networking, networking, networking. During my 25+ year career as an executive (at Neiman Marcus and Sears) and now as an independent consultant, author and speaker, I … Continue reading Retail’s ‘Big Show’: A few key takeaways

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

The fault in our stores

Last week Target became the latest retailer to report weak earnings and shrinking physical store sales. They certainly won't be the last. As more retail brands disappoint on both the top and bottom lines--and announce scores of store closings--many may conclude that brick-and-mortar retail is going they way of the horse-drawn carriage. Unfortunately this ignores the … Continue reading The fault in our stores

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

I am the captain now 

For a long time brands had the upper hand. The purchase funnel was relatively straight-forward. Media channels were few and generally well controlled. The consumer's access to product and pricing information was limited. Distribution channels were highly disciplined. Communication was largely one-way. Marketing plans were often drawn up just once year and any changes required … Continue reading I am the captain now