Blog Archives

Make the Most of Speed — A Nimble Supply Chain is Just the Start

L Brand’s speed-to-market program has delivered a virtuous cycle of positive benefits to the Victoria’s Secret and Bath & Body Works businesses, resulting in lower inventory, faster turns, lower markdowns, higher operating margins and increased sales — extraordinary progress that

Tagged with:
Posted in Brand Strategy, Growth, Merchandising, Profit Model, Promotion Strategy, Retail Trends, Speed, Testing

Five Strategies to Strengthen Stores

We all know it: the Web commodifies the customer shopping experience. Nevertheless, the sheer convenience and unlimited access provided by online shopping continues to draw a greater portion of her spend. So how can mall specialty retailers draw her back

Posted in Brand Strategy, Digital strategy, Growth, Marketing, Merchandising, Retail Trends, Testing

Test for Success

In the popular business book Lean Startup, the author Eric Ries encourages companies to test their way into new businesses – to create a minimally viable product (MVP), get customer reaction, iterate and reiterate, and learn as much as possible

Posted in Growth, Marketing, Merchandising, Testing

Retail Strategy in the Digital Age

After twenty years focused on retail strategy, I took a two-year hiatus in an attempt to make my Internet riches with a software start-up. When I returned to consulting in late 2012 (alas, sans riches), I returned to a significantly changed

Posted in Brand Strategy, Digital strategy, Growth, Marketing, Merchandising

How to Win in Your Most Strategic Categories (Part I)

Strategic Patterning When I was VP of Brand Planning at Limited Brands, one of my team’s core responsibilities was to help with the merchandising strategies for several key business units. The main thrust was to develop plans and inculcate disciplines

Posted in Growth, Marketing, Merchandising

It’s Time For Strategic Merchandising

A former boss of mine used to say, “This strategy works…until it doesn’t.”  His specific point was that all merchandising strategies eventually fail.  Hopefully, your CEO or GMM can anticipate that moment and create a new strategy, but even if

Posted in Growth, Merchandising