Built for me (Part 3): The promiscuous shopper

You may know the old joke that ends: "We have established what you are, madam. We are now merely haggling over the price." Now apply that in the retail context. I introduced the notion of the promiscuous shopper nearly 3 years ago. This special, but hardly rare, breed of consumer is always on the hunt for … Continue reading Built for me (Part 3): The promiscuous shopper

Profitless prosperity

Ah, the era of "profitless prosperity" is back. I still have my Pets.com sock puppet to remind me of those once glorious times. Barely a day goes by now that we don't hear about a stratospheric valuation (actual or rumored) for some digital darling. From Facebook to Twitter to Groupon, it seems that unless your … Continue reading Profitless prosperity

Discount Nation and the sucker price

When was the last time you went to Macy's or Bed, Bath & Beyond or any furniture store and paid full-price?  Did you actually pay for shipping on any e-commerce purchases during the holiday? At most retailers, regular price is the sucker price. You only pay it out of desperation or ignorance. Walk through any … Continue reading Discount Nation and the sucker price

Prospects, Not Suspects

The notion that a smart sales and marketing strategy distinguishes between suspects--consumers who MIGHT turn out to become profitable customers--and prospects--consumers who are highly likely to turn into valuable clients--is an old idea. Great sales people possess this intuition.  Great marketers use customer insight, robust analytics and customer segmentation to do this more scientifically. If … Continue reading Prospects, Not Suspects