Category — Sales

Don’t let the basics get lost in the shuffle at retail. By Will Minton. Are you as transfixed as I am by the sequences of zeros and ones that make up today’s digital shopper-marketing space? I find myself salivating at the thought of soon being able to scan UPC codes with my smart phone to complete a purchase without ever having to wait in line.

However, many of these advances in shopper-facing retail technology have not exactly been transformative. In fact, new technologies were rated as having the least impact on the customer experience in a recent survey of industry executives by RetailWire and Dechert-Hampe. The editors’ interpretation was that these enhancements are not transforming the shopper experience as much as they are refashioning aspects that were already there … read >>

Putting category before brand is like driving in reverse. By Chris Hoyt. (pdf) or (text)

Integrated Selling drives bottom-line sales and better brand performance. By Paul Kramer.
(pdf) or (text)

The entire Jan/Feb ’10 issue of The Hub (44 pages), centered on innovation, including an interview with Diane Dietz of Safeway and 12 other articles. (download pdf)

Recapturing the value of selling skills is critical to building brand identity. By Joel Nickelsen.

(pdf) or (text)

Growth at retail demands a more holisitic view of shopper marketing. By Ted Taft.

(pdf) or (text)

A portfolio approach to pricing is critical to brand growth at retail. By Paul Thompson.
(pdf) or (text)

An in-store test reveals unexpected dynamics between national and retailer brands. By Chip Miller.

(pdf) or (text)

Shopper marketing is the elephant in the room that nobody sees quite the same way. By Chris Hoyt.

(pdf) or (text)

The entire March/April ’09 issue of The Hub (44 pages), centered on retail, including an interview with Jill Lajdziak of Saturn and 12 other articles.

(download pdf)