Promotional Strategy

Starbucks Clover: A Missed Revenue Opportunity
September 19, 2019 at 12:17 pm

What is the greatest coffee secret at Starbucks you never knew? Simple answer: a cup of coffee from its Clover machine. I will get to the sales and marketing point of this blog post in a moment. But first let’s talk about a subject most of us love: coffee! If you've never had a "Clover," you're…

The Flywheel Effect in Action: Why Amazon Prime Day Participation is Escalating
August 12, 2019 at 11:07 am

Amazon.com's Prime Day is proving to be a highly effective “flywheel” strategy that boosts Prime subscriber numbers and, in doing so, creates a captive membership community that’s willing and eager not only to participate in future Prime Day events, but also in year-round shopping. Prior to this year's Prime Day, Periscope By McKinsey conducted research…

As the Summer Heats Up, So Does Competition for Back-to-School Spend
August 7, 2019 at 10:01 am

To many, it may feel as though summer still has a ways to go. But like it or not, retailers must face the fact that Amazon.com's first-ever 48-hour Prime Day ushered in the unofficial start of the 2019 back-to-school (BTS) shopping season, along with some heated competition for consumer spend. BTS is the second-largest shopping…

Here’s How to Get the Most From 2019’s Holiday Shopping Season
July 19, 2019 at 11:38 am

In the weeks between Thanksgiving and Christmas in 2018, U.S. consumers spent a record $850 billion. While Thanksgiving 2019 is still four months away, the competition for holiday dollars is already under way. Discerning retailers are looking to win back some of the holiday dollars going to Amazon.com every year. Amazon had more traffic on…

The Promo Calendar is Dead. Long Live the Promo Calendar.
July 17, 2019 at 11:20 am

The retail promotional calendar is how almost every retailer has planned for, managed and executed its seasonal promotions and discount activities. There’s just one big problem with this approach: it doesn’t work. It isn’t well-suited for today’s retail industry, and hasn’t been for some time. The entire landscape is changing at a faster pace, and…

How NBA and NHL Teams Use Playoff Runs to Drive Long-Term Retail Success
June 13, 2019 at 12:07 pm

When the clock ticks down on a championship-clinching game, stadium retail teams gear up for their moment in the spotlight, making sure fans can easily grab a souvenir T-shirt or hat on their way out of the building after a big win. Savvy fans have probably noticed that it’s become easier over the years to…

Know What Your Shoppers Want: A Road Map for the Right AI-Driven Pricing and Promotions
May 22, 2019 at 9:38 am

Much has changed in the retail landscape, from the relentless rise of the power of the shopper vs. the retailer, to an explosion of online and brick-and-mortar competitors, to the ease with which consumers can compare prices and promotions across all channels, brands and retailers with a few taps on their mobile device. Some core…

Deals and Digital Rule the World, According to Millennial Shopping Report
May 21, 2019 at 10:22 am

The ever-analyzed millennial generation — currently the largest in history — is expected to spend $1.4 trillion annually by 2020. Their ballooning spending power is matched only by their love of all things digital. Shopping is no exception. Seventy-nine percent of millennials browse the internet before making retail purchases, whether in-store or online, and that…

Reduce Email Fatigue: 5 Ways to Increase Average Order Value
April 11, 2019 at 1:16 pm

Many online retailers invest significant resources in email marketing to drive new and existing customers to their sites. Of course, too many emails can cause email fatigue, tuning customers out and weakening brands. There are certainly other ways to drive traffic, such as paid search and digital advertising, but these approaches come with a price.…