Newsletter Articles: Brian Kilcourse

Musical Equipment Pureplay Finds The Right Groove

January 27, 2015

Retailers’ fear of “showrooming” became widespread with the rapid consumer adoption of smart mobile technologies in the 2009-2010 timeframe. In retrospect, those fears seem a little over-stated. People still go to stores. But that doesn’t mean that some categories of products aren’t prime targets for “disintermediation”. Categories of merchandise that are good candidates are those […]

NRF Big Show 2015: Game On!

January 20, 2015

Although the New York City Garment District has long since lost its prominence as a global center for the fashion industry (it is now more frequently visited because its restaurants and bars), NYC remains one of the world’s great nerve centers for commerce in general and Retail in particular. So it makes sense that retailers […]

Is The Customer Dimension In Merchandise Planning Over-Hyped?

January 6, 2015

I remember the first time I ever heard the phrase “customer-dimension”. The year was 1998, and our IBM account exec had recommended that I meet Mike Blyth, who at the time was a principal at a company called 1.2.1 Marketing (Mike is now the COO at Aginity, a Chicago-based “big data” analytics company). Mike’s presentation […]

One More Rumination On 4Q Projections

November 25, 2014

The problem with ruminating out loud about all the projections for revenue and profits in this year’s holiday season is that one will get asked to ruminate more. And that’s just what has been happening in the last two weeks based on a couple of recent Retail Paradox Weekly columns that I wrote. All of […]

Retail 4th Quarter Predictions Solidify

November 18, 2014

In RSR’s October 21 Retail Paradox Weekly, I opined that the NRF’s October 7th prediction that it expects sales in November and December (excluding autos, gas and restaurant sales) to increase a healthy 4.1 percent, seems to be a little on the rosy side because other studies are forecasting that average holiday household spending will […]

Mobile Payments: What It Will Take

November 11, 2014

Beyond question, consumer technology darling Apple really kicked over an anthill by recently announcing ApplePay, and that might just be the event that finally gets the retail industry moving to implement mobile payment options in a meaningful way. But it’s not as if the technology hasn’t been out there for some time. RSR has been […]

Kicking ‘Em While They’re Down

October 28, 2014

There’s no doubt that most retailers view Jeff Bezos and Amazon about the same way that Gandolf The Grey viewed Sauron The Evil One and the gates of Mordor. The industry definitely wasn’t ready for the speed with which the mega-aggregator built up immense influence over the whole industry. But no one can deny that […]

Holiday 2014: Expect a Wild Cyber Weekend

October 21, 2014

Last week I took a call from a reporter who wanted me to prognosticate on the impact of mobile on Black Friday this year. Just the question brought up the bigger issue: what are the overall prospects for Black Friday/Cyber Monday and the rest of the 4th Quarter 2014? In our 2014 benchmark study on […]

SAP Drives On

October 14, 2014

RSR works a lot with the marketing organizations of technology companies, and we’ve seen some interesting (and occasionally humorous) attempts to say the same thing in a new and catchy way, or to introduce some new buzzword because the last announced innovation didn’t quite pan out. To protect the guilty I won’t highlight any of […]

More Musings about Growth

October 7, 2014

My RSR partner Paula Rosenblum and I both mentioned in last week’s Retail Paradox Weekly that we’re collaborating on a benchmark report regarding retail growth strategies. Paula mentioned in her column (Shark Tank Goes Omni-Channel and Finds a Great Growth Strategy on Target, 9/30/14) that we were surprised by the finding that in general retailers […]

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