Newsletter Articles: Pricing

Five Things To Watch For This Holiday Season

November 24, 2015

There’s no shortage of prognostications about what’s going to happen this 4th Quarter. Going into this season, 3rd Quarter retailer results were pretty mixed, with some big box stores (Walmart, Home Depot) doing well, while some fashion and specialty retailers did not-so-well (Urban Outfitters, Dick’s Sporting Goods). In the UK, the government’s Office for National […]

Dynamic Pricing: Consumer Data Breaches Of A Different Sort

August 18, 2015

In this week’s Retail Paradox Weekly, my partner Paula Rosenblum writes about the blasé attitude that our society seems to have developed about so-called computer glitches that result in widespread, and sometimes quite harmful outages. I won’t steal her thunder, but suffice it to say that for an economy that nowadays is almost entirely dependent on […]

Prime Day: What The Heck Was That?

July 21, 2015

I confess to being completely flummoxed over Amazon’s mid-summer sales event “Prime Day.”  Like many, I looked forward to it, expecting to find interesting deals on items I’ve been waiting to buy. Prime Day came, and like millions of others, I went to the site to see what was available.  I found nothing of interest, […]

Are Retailers Finding A New Balance Point?

March 3, 2015

Last April, my RSR partner Paula Rosenblum and I authored our annual benchmark report on the state of retail pricing, and in that study we identified a paradoxical set of findings, particularly as relates to U.S. retailers: while “maximizing gross profits” was considered the top objective for the pricing strategy, few retailers felt that their […]

Door Busters For The 1%: What Retailers Can Learn

December 9, 2014

Every year, the weekend after the Thanksgiving holiday, Miami becomes the epicenter of the art world (yes, really). Art Basel, Art Miami and a host of satellite events all around the Miami Beach and Miami showcase and offer for sale a mind-boggling array of modern and post-modern art and design. The main event takes up […]

Price Transparency, Meet Pavlov’s Dog

November 25, 2014

Consumer price sensitivity has always been on retailers’ radar but it didn’t really rise to the top until the Great Recession – essentially from late 2008 onward. At that time, it was all about the budget. Consumers were looking for the best deals because they had to stretch their finances. During that time, coupons came […]

Price Transparency On Steroids: The End Game

November 18, 2014

As we careen into the 2014 Holiday Season, one thing is becoming apparent: the phenomenon called “Price Transparency” has moved on from simple things like a “RedLaser” app to full-fledged shopping bots that report the seemingly hourly changes of prices on the web. In the game of “find the lowest price,” consumers are still winning. […]

Our Take on 2015

September 30, 2014

In case you missed it, we presented our 2015 research agenda in a special-event webinar last Thursday. The occasion really serves two purposes: first, to make sure you know where we’re headed with our surveys and benchmark research in the coming year. But just as importantly, for you to get a chance to let us […]

Only Employees Can Hug Your Customers

July 22, 2014

A Gallup Poll study released on June 23, 2014 echoed what RSR has consistently found in our own research: namely that engaged and pleasant sales associates have a far greater impact on company performance than price, promotion, or social media. The study goes a step further to observe that organic growth in consumer-facing industries can […]

Sympathy for the (Discount) Devil

July 15, 2014

We hear the same thing over and over in our surveys: retailers’ business strategies are confounded by consumers’ continued price sensitivity. As much as retailers profess that they would love to ditch a constant downward spiral of promotions and deals in favor of more rational prices and competition based on products, quality, and service, they […]

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