Newsletter Articles: Pricing

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 […]

The Customer Privacy Paradox

April 22, 2014

Last week my week began with a very provocative theory put out by a vendor. The theory goes like this: the NSA and Edward Snowden have made consumers hyper-aware that nearly everyone is collecting data about them in some form or another. And the Target breach has made them both angry and somewhat resigned to […]

Running Downhill Too Fast: US vs. UK

April 22, 2014

In last week’s Retail Paradox Weekly, my RSR partner and co-author of our most recent benchmark report on the state of pricing practices in retail identified a “Pricing Paradox”. Here’s what Paula Rosenblum wrote: “Retailers acknowledge, across this and several other benchmarks, the need to create a consistent customer experience across channels. Retail Winners in […]

The Pricing Paradox

April 15, 2014

There’s a reason the newsletter you’re reading is called Retail Paradox. When we started RSR (on June 15 it will be eight years! Time flies!), we observed three essential paradoxes retailers were grappling with: the shift to global supply while trying to satisfy far more local demand, the imperative to improve customer service while also […]

Intelligent Inventory and Pricing Must Be Accurate

March 25, 2014

We’re just about ready to launch our 2014 Pricing Benchmark report, and two themes really jumped out at me. Well… in truth, more than two, but let’s say two NEW themes jumped out. First: Our industry has become fixated on competitive prices. Second: retailers are executing all kinds of sophisticated pricing schemes without strong confidence […]

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