Customer Acquisition

Amazon.com's recent acquisitions have redefined the retail landscape. However, according to a well-known industry analyst, its largest acquisition could happen in 2018. Loup Venture Co-Founder Gene Munster believes Amazon will acquire Target this year. “Target is the ideal offline partner for Amazon for two reasons, shared demographic and manageable but comprehensive store count,” Munster wrote in…

Fans of the 80’s cult-classic movie "Gremlins" will remember that it takes place around the holidays, as the cute little mogwai “Gizmo” is given as a gift. However, the exotic mogwai comes with three important rules: Don’t expose the mogwai to light (or it will die), don’t get it wet, and definitely don’t feed it…

Successful businesses must be customer-centric. Retail marketers know it’s important, but they’re confused about how to make it happen. This is understandable, considering some of the challenges they face. Retailers still have a myopic view of customers, and thus they're lacking answers to basic questions such as the following: Where is most revenue coming from? What are the challenges associated with generating repeat purchases from loyal customers? Where do we need improvements to our customer marketing, channels, products and services?

Recently, I sat in a meeting with a retail marketing manager who was presenting on the performance of his paid search campaigns. With a wide grin, he proclaimed that in the last month his team had delivered a 20 percent increase in sales conversions while still remaining within the targeted CPA (cost per acquisition), which…

Today more than ever, retailers are being forced to take their focus on customer satisfaction to extraordinary levels. The standard for customer satisfaction is being driven higher by companies like Amazon.com and its large retail competitors as these companies move from a focus on “customer satisfaction” to “customer obsession.” This obsession has made factors such…

The heat is on retailers to become customer-centric. Customers have higher expectations than ever before, and competitors that reliably meet those expectations seize a reliable edge. The key is to put the customer at the center with cohesive data and purpose, starting at the top.

Black Friday is poised to be strong for U.S. retailers this year, according to findings from a recent study conducted by Periscope® By McKinsey, which was designed to determine consumer sentiment towards the shopping event as well as the categories consumers will shop in and how they will shop. Almost half (44 percent) of U.S.…

With the threat of online shopping, brick-and-mortar retailers have been forced to embrace the importance of the experiential aspect of their stores to drive repeat foot traffic. It takes something really compelling for the average consumer to go to a physical store instead of ordering whatever they need from the comfort of their own home.…

With the threat of online shopping, brick-and-mortar retailers have been forced to embrace the importance of the experiential aspect of their stores to drive repeat foot traffic. It takes something really compelling for the average consumer to go to a physical store instead of ordering whatever they need from the comfort of their own home. […]

Most retailers put a lot of time and effort into attracting new customers. It makes sense: you need customers to buy your products and sustain your business. However, generating more sales from existing customers is a more efficient, less expensive way to grow. The probability of selling to an existing customer is 60 percent to…