Harvard Business Review

DECEMBER 7, 2017

One retailer I know saw a 35% bump in sales when it gave customers the option of picking up merchandise in its stores that they had bought online.). All members (men and women) receive a 10% discount on merchandise. But that alone will not save many retailers’ physical stores.

Merchandising 11

Merchandising Retail Reis Discount 11

Harvard Business Review

MAY 10, 2018

Fake merchandise accounted for 12.5% They sell counterfeits on e-commerce and social media platforms that do not check whether vendors and merchandise are kosher or (if they do) can be fooled by falsified documents. Chamber of Commerce estimates is worth about $397 billion. Chinese law enforcement is not much help either.

Brand 8

Brand Supply Chain Merchandising Tactics 8

Harvard Business Review

JUNE 3, 2013

Next some retailers have tried a Hail Mary tactic: " We''ll match the best price you can find on the Internet." These apps encourage "showrooming," the practice of customers checking out merchandise in physical stores and then purchasing at a discount on the web. To prosper, physical stores have to change their merchandise selection.

Price 8

Price Merchandising Retail Discount 8

Harvard Business Review

JULY 17, 2015

Others may simply see no alternative to trying to keep the brand going at any cost, even if that means aggressive discounting, cheap licensing, or other tactics that erode long-term brand value. The owners of Service Merchandise and Woolworth’s have both benefitted from this line of thinking.

Brand 8

Brand Merchandising Retail Real Estate 8

Harvard Business Review

OCTOBER 6, 2014

Successful companies are notoriously prone to pursuing tactical fixes rather than confronting strategic problems. Private label (retail-branded merchandise) has been growing for years – since Sainsbury and Marks & Spencer invented it over 100 years ago – increasing in quality and forcing down brand premiums. How did this happen?

Retail 11

Retail Merchandising Discount Price 11

Harvard Business Review

SEPTEMBER 17, 2018

REI—an outdoor supplies company—sells inexpensive co-op memberships , and members enjoy members-only sales, free classes, even in-store “garage sales” of returned merchandise. Both of these tactics should elicit feelings of ownership. The dangers of psychological ownership.

Productivity 10

Productivity Products Reis Film 10

Harvard Business Review

OCTOBER 24, 2013

In the words of its executive vice-president and chief merchandising and marketing officer, “This is really the year of localization.”. Instead of using traditional customer acquisition tactics, stores rely on becoming community centers by hosting tastings and other special events highlighting local sources.

Retail 8

Retail Merchandising Market Penetration Brand 8

Harvard Business Review

JANUARY 29, 2014

All the merchandise sold is exclusive and limited run, refreshing every month. In my estimation, all these tactics ladder up to one governing principle: the founders made a conscious decision to build a brand, not a gym. It’s irrational commerce at its finest.

Brand 15

Brand How To Franchising Merchandising 15

Harvard Business Review

NOVEMBER 4, 2013

Marketers design strategies; sellers implement tactics. Account management, personal selling, distributor management, merchandising, sales compensation design, and numerous other sales management activities typically fall within the purview of Sales. Marketers focus on analysis and process; sellers focus on relationships and results.

Marketing 11

Marketing Market Segmentation Short-term Merchandising 11

Harvard Business Review

FEBRUARY 28, 2011

Wal-Mart and Gap have used crowdsourcing tactics on Facebook, inviting large groups to participate in shaping an offer or strategy. Games like Farmville and Mafia Wars hosted on Facebook are immensely successful, creating an ideal opportunity for retailers to do something they know well: marry entertainment and merchandising.

Retail 15

Retail Discount Reis Merchandising 15

Harvard Business Review

MAY 14, 2013

While this tactic sounds strange, it can make sense by preserving the value of the brand while finding a justifiable reason to lower prices. Analogously, this is why premium brands often sell discounted merchandise at outlet stores. In this case, the rationale for employing these tactics is to provide an explanation for the price drop.

Price 8

Price Discount Brand Merchandising 8

Harvard Business Review

MARCH 17, 2011

We believe that in business as in basketball, understanding what bracket you're competing in is key to shaping your competitive strategy and tactics. Braun simplified its merchandising and brand strategy. For a powerful example of how this understanding can shape strategy, consider the electric razor industry.

Management 15

Management Retail Brand Merchandising 15

Harvard Business Review

APRIL 30, 2013

Idea entrepreneur Cesar Millan (he has built quite an empire around his ideas including books, tv shows, DVDs and merchandise) is a dog behavioralist ("the dog whisperer"), but his deeper motive is to reduce maltreatment of animals — and kids — in our society. So ask yourself: Why am I doing this?

Influence 8

Influence How To Entrepreneur Kahneman 8

Strategy Driven

APRIL 4, 2014

The Business Tree : Growth Strategies and Tactics for Surviving and Thriving. Employee theft and shoplifting accounting for 15% of the retail cost of merchandise. More importantly are the Big Picture statistics that affect every aspect of business growth and success. by Hank Moore. Any company or organization is like a tree.

Budgeting 85

Budgeting Succession Consultative Crisis 85

Harvard Business Review

JULY 18, 2013

Retailers often worry that the Internet has turned brick-and-mortar stores into little more than showrooms: places where customers maul the merchandise and pester salespeople for advice before going online to buy the same products at a lower price.

Tactics 9

Tactics ROI Retail Media 9

Harvard Business Review

MARCH 31, 2016

In 2015, we formed a cross-functional team at Lilly, comprised of individuals from marketing, merchandising, and fashion design to analyze millennial shoppers and to brainstorm engagement tactics that would appeal to them while staying true to the brand’s positioning and overall strategy.

Marketing 8

Marketing CRM Brand Retail 8

Harvard Business Review

JANUARY 29, 2014

But how should sophisticated marketers and merchandisers use them? Big Data analytics renders these questions less hypothetical than tactical, practical and strategic. Gay urban males receiving special discounts and promotions are the most effective at driving traffic to your sites.

Merchandising 11

Merchandising Media Price Cost 11

Harvard Business Review

FEBRUARY 3, 2015

And the merchandising vice president had difficulty understanding why “product” was one of the categories we were discussing. Each of these executives offered plenty of ideas when the discussion turned to promotions, social media tactics, and marketing messages.

Brand 8

Brand Reis Objective Merchandising 8

Strategy Driven

JUNE 22, 2012

The Business Tree : Growth Strategies and Tactics for Surviving and Thriving. ’ What they’re really selling: Retail merchandise. If only you will buy their version of ‘The Answer,’ then you can surely fast-forward your way to instant riches, success and an easy life. by Hank Moore. In One Easy Lesson.

Brand 50

Brand Analysis Advertising Software 50