Category Archives: Terrific Retail Insights

Are Your Competitors Discounting?

Have you ever felt forced into discounting because your competitors have started a price war? Maybe there’s another way.  Consider this wonderful example from Jeff Slutsky from his book, 'Streetfighter Marketing'. It’s an old one so I’ve adjusted the prices to suit. It’s about a men’s hairdressing salon.  This men’s hairdressers had a good reputation,…
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Capitalising on cruise ships

Planning and managing the customer experience is essential to the success of any event for individual organisations, for communities and also for towns and regions. As the saying goes, it isn’t easy to read the label from inside the jar. In the same way, it can be equally challenging to see the world through the…
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How misplaced merchandising damages your profitability

The CEO of The Reject Shop in Australia was reported recently as saying that their failure to execute an effective merchandising strategy contributed to a 28% drop in net profit for 2017. In commenting on this in Smart Company, Professor of Marketing and Consumer Behaviour at Deakin University, Paul Harrison made some valid points that…
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Competing with discounters

A retailer was dismayed when a brand new business much like his own opened up next door and erected a huge sign which read BEST DEALS. He was horrified when another competitor opened up on his right, and announced its arrival with an even larger sign, reading LOWEST PRICES. What could he do? How much…
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Be Noticed, Remembered, Trusted and Preferred

Your objective in business is to be noticed, remembered, trusted and preferred. This is a message I first heard from Donald Cooper when interviewing him well over 20 years ago. And it’s a great one that hasn’t in any way lost its impact with the passage of time. A recent article from Donald focusses on…
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Unhealthy Marketing

Twice a month I get hurt and offended by a text from my local health shop. They tell me that I’m an idiot for shopping with them whenever there is something that I need from their vitamins and health food range and I’m a mug for paying full price at their store. Instead apparently, I…
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Be a Director of Next Impressions

Here’s a quiz question for you. Question: Out of the many visual stimuli in your retail store, the product packaging, the displays, the layout, the signage, what will customers spend most time looking at and what (mostly subconsciously) will make the most impression on them in your store? Answer: You and your colleagues. Our eyes…
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Do you think that customer will come back?

Here’s a question for your team that will identify your chances of survival and success in the next couple of years. What is your purpose when you serve a customer? How will your frontline team answer this question?  Picture them, will they say: To ensure the customers buy all they want and need. To process…
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What to say when there’s a delay

Here is a simple tip that can make life a lot easier for your front line people during peak periods and whenever there are long delays for your customers. Don’t spend all day saying “Sorry.” Instead, spend all day saying “Thank you.” You’ll be amazed at the difference it makes – “Thank you for your…
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Men and Christmas

It’s that time of year again. As retail staff put on their reindeer antlers and prepare for the Christmas rush, spare a thought for that disadvantaged creature…the male shopper. No, this isn’t a joke. It’s been scientifically proven! A psychologist carrying out some research on behalf of an English shopping centre came up with some…
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