Newsletter Articles: Pricing

The Fallacy Of Retail’s Cost To Serve

March 15, 2016

A couple of weeks ago I was talking to a technology company sales executive, who at the time was trying to make the case that retailers needed to do a better job of managing their cost to serve. Basically, if a shopper engages with a retailer in, for example, the store channel, the retailer should […]

Dynamic Pricing Ain’t All That

February 16, 2016

Dynamic pricing has come up quite a bit lately, driven in part by interest into whether the practice was used extensively during the holiday season, and a continued interest in whether it will be a big deal in 2016. My take: at least half the hype around dynamic pricing comes from a misplaced definition of […]

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 […]

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