Category Archives: Terrific Retail Insights

How to respond to “Is This All You’ve Got?”

“Is that all you’ve got?” is a question that can take the wind out the sales of many service providers and salespeople and seem offensive to others, particularly proud business owners. Frontline salespeople will often answer with “Yes” followed by silence or make some weak statement about having more at their other outlet on the…
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The first piece of cake

I was discussing with a café owner the importance of ensuring that one slice is always removed before his staff place a cake in the display cabinet. He was aware of the difference this makes to orders of cake slices but hadn’t shared this tip with most of his staff. This isn’t something that can…
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The Psychology of Price Points

You can learn a lot from observing the pricing strategy of the big retailers, retail travel agents and others with consumable products.  They are forever testing price points and assessing customer reaction. The psychology of this is fascinating.  $4.99 does work better than $5.00. $9.95 or $9.99 will out pull $10.00 every time. $99 will…
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Retail humour

After being away on business for a week prior to his wife’s birthday, Tom thought it would be nice to bring her a little gift. "How about some perfume?" he asked the sales assistant at the cosmetics counter. She showed him a bottle costing $50. "That's a bit much," said Tom, so she returned with…
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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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