Spieckerman Speaks Retail: Recent Episodes
MarketScale
With Retail Trajectories helping professional navigate the most critical retail challenges, to Voice of Retail Next interviews, top retail influencer Carol Spieckerman leads timely discussions for today's retail professionals. Presented by MarketScale.
Carol's back with another Retail Heat Map episode as we head into sink or swim season, and the riptides are relentless. From tariff tremors exposing who’s agile (and who’s adrift) to Target's continuing identity crisis and chaos to Lululemon finding that "special" isn't a permanent condition, these are more than random retail headlines — they're proof that the margin for error has evaporated.
Drawing from her latest media commentary and client conversations, Carol Spieckerman, president of Spieckerman Retail, reveals what's separating the swimmers from the sinkers. Walmart's visionary tech investments and masterful high-low game that’s keeping everyone happy. Target's leadership transition and ongoing execution disasters. Macy's surprising turnaround showing signs of life. And Lululemon's premium squeeze as competitors grab their piece of the premium pie.
Retailers can't afford to tread water anymore. Those coasting on past success are getting swept away, while others are building muscle swimming against the current.
Key takeaways:
- Tariff arbitrage is a thing – Mid-sized companies are proving surprisingly scrappy, while shrewd players like TJX can pivot to whatever's profitable and securely sourced.
- Walmart's high/low game is unmatched – From SNAP strategy to tech investments to business model diversification, Walmart's proving there's Amazon, Walmart, and everyone else.
- Target's crisis is cascading – Ulta’s exit, (still) long checkout queues, and hot mess brand boutiques are eroding brand cachet, retail media mojo, and ultimately customer loyalty.
- The pedestal problem is real – Lululemon's spiral proves that imitation may be the sincerest form of flattery, but it can kill the bottom line.
- Macy's bold new chapter is a page turner – Clean, curated stores with knowledgeable associates and efficient checkout? Macy’s holistic reinvention is making headway.
In sink or swim season, waiting for calmer waters is a losing bet. Have the agility to navigate choppy waters and the humility to admit when your old playbook isn't working (or send an SOS).
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Carol's back with another Retail Heat Map episode, connecting the dots between seemingly random retail headlines to reveal the bigger patterns reshaping retail. From Target's operational disasters and identity crisis to Netflix's ambitious physical retail gambit to Temu and Shein’s spiral to Mexico's cross-border rescue mission, these aren't isolated stories – they're collision points where old retail strategies are meeting new market realities.
Drawing from her recent media commentary and expert analysis, Carol reveals three major shifts happening right now: The identity crisis hitting some of retail’s biggest players, massive shifts in consumer behavior that nobody saw coming, and a global market deal that is completely rewriting the rules (in a good way).
While some retailers struggle with basic execution and strategic drift, others are making billion-dollar bets on cross-border innovation that could reshape North American commerce.
Key takeaways:
- Vision beats operations every time – Target's apparel chaos and leadership drift prove that without clear vision operational fixes are futile
- Consumer behavior has fundamentally shifted – Amazon's "record" Prime Day still felt disappointing as consumers kicked into treasure-hunting mode.
- Mexican retail is hitting high notes – El Puerto de Liverpool’s grande investment in Nordstrom validates Mexican retail’s strength and shuts off Wall Street’s glare.
- Resource-eating media might hamper merchandising hopes – Netflix's retail gamble has built-in advantages but Tik Tok and YouTube got to the good stuff first.
The retailers winning right now recognize that collision isn't always destruction – sometimes it's the force that creates something completely new (and better).
Want to be a guest on Spieckerman Speaks Retail?
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Carol launches her new Retail Heat Map series by diving into the triple threat that's hitting retailers from all sides right now. From Walmart's workforce disruptions to Amazon's grocery struggles, these aren't just random headlines – they're early warning signals of how external forces are reshaping retail faster than most companies can adapt.
Drawing from her recent media commentary across outlets from MarketWatch to the Daily Mail, Carol connects the dots between seemingly unrelated retail challenges to reveal the bigger patterns retail watchers need to understand now. From the Supreme Court's ruling forcing mass retail layoffs to the security-convenience death spiral destroying store experiences and the pricing powder keg threatening to blow up the holidays, collective pressures are compounding.
Key takeaways:
- Scale is everything when curveballs hit – When Walmart loses employees overnight due to federal policy changes, physical scale becomes a lifeline.
- (Still) no security solution in sight – Locking products behind glass might stop theft, but it's killing sales and pushing customers online.
- Tariff tremors are starting – Target's toy price increases, Amazon's extended Prime Day strategy, and the Hudson’s Bay bankruptcy are early signals that global retailers are bracing for economic impact.
- Grocery integration overdue and underestimated – Amazon's "One Grocery" initiative acknowledges the obvious: after years of trying to make Whole Foods work, grocery assimilation is still elusive.
Ready or not, the second half of 2025 will separate retail winners from casualties. The question isn't whether more disruption is coming – it's which retail strategies survive first contact with reality.
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Carol dives deep into the retail disruption that's hiding in plain sight – and why retailers and brands might be seriously underestimating its impact. While most retailers are treating AI shopping agents like just another optimization challenge, Carol's here with a reality check – this isn't about tweaking your marketing messages. It's about attempting to tame AI agents that couldn't care less about your beautiful product photography, emotional brand storytelling, or those conversion funnels you spent months perfecting.
These retailer and brand-agnostic bots can dart in and out of carefully constructed platforms, completely unimpressed by all that stickiness retailers have worked so hard to create. But here's the upside: retailers and brands that get ahead of this curve will have conquered a mighty beast that could leave competitors scrambling for answers.
Episode highlights:
- What makes AI actually "agentic" – Why 94% of companies claiming to use agents probably aren't (spoiler: your chatbot doesn't count)
- The content conundrum – How do you serve emotional humans AND data-hungry bots when they're after completely different details?
- Retail media mayhem – How AI shopping agents could derail retail media goldmines overnight.
- The nail in the coffin(s) – Why narrow-focused retailers like Party City and Bed Bath & Beyond were just the warm-up act for what's ahead.
Ready or not, the shopping bots are coming. Will your retail strategy survive first contact?
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Sure, everyone was buzzing about AI at NRF 2025 – but what if that's not actually the biggest story from retail's marquee event? In this episode, Carol Spieckerman dives into the fascinating undercurrents that were easy to miss as the AI buzz grew louder. Get ready for some surprising revelations about what's really keeping retail executives up at night.
Through both main-stage presentations and those always-revealing hallway conversations, Carol uncovered something unexpected: retail's biggest names are quietly revolutionizing their approaches in ways that no one saw coming. We're talking about major retailers completely flipping the script on strategies that seemed unstoppable just months ago, while others are finding success by embracing what looks like total contradictions in how they approach everything from product selection to brand identity.
You'll hear directly from retail's heavy hitters from Walmart, Target, Foot Locker, Burberry, Macy’s, and more sharing surprisingly candid takes on their strategic pivots. Carol explores why some brands are boldly reclaiming their history and authority even as others push into new territory.
Carol also pulls back the curtain on how retailers are juggling the increasing complexity of their businesses – from reimagining store associate roles to managing an entirely new type of customer. And yes, she talks about AI – but not in the way you might expect! Instead of use cases and demos, Carol is looking at how it's fundamentally reshaping how retail organizations will operate and who's accountable for what.
While AI discussions dominated the halls at retail's biggest event, major brands and retailers are revolutionizing their strategies and refreshing their brands in ways that weave together technological innovation and fundamental retail principles.
Join Carol for an eye-opening look beyond the headlines that reveal the real forces shaping retail in 2025. Whether you're calling the shots in retail, analyzing the industry, or just curious about where things are headed next, this episode will change how you think about retail's future.
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Retail media networks are still on fire, but most retailers are just scratching the surface when it comes to tapping in-store opportunities. In this episode, Cole Johnson, founder and CEO of The Looma Project, reveals why the next five years will be a land grab for in-store retail media. As inflation and tight margins put on the squeeze, savvy retailers are modernizing their store environments while tapping into lucrative new revenue streams.
Cole breaks down the "three CXs" that have kept some retailers on the sidelines: customer experience concerns, CapEx requirements, and operational complexity. The good news? Solutions are emerging that check all the boxes. Looma's three-screen approach creates an enterprise-grade platform that drives results without busting budgets, overwhelming shoppers, or compromising customer experience.
Key Takeaways:
Content is king in retail media, but authenticity is emperor. When shoppers tune out overly promotional content in less than a second, cookie-cutter commercials won't cut it. Learn why documentary-style storytelling featuring real people is the new standard.
Location, location, location. Sales lift 5-10 times higher when digital media and merchandise are co-located rather than placed away from products. Find out how smart positioning can transform displays from background noise into powerful conversion tools.
The numbers tell the story. Combining ad revenue and sales lift adds up, especially for low-margin businesses like grocery. Get insights into why in-store retail media can quickly become an exponential game-changer.
New tools call for new metrics. Although traditional KPIs such as ROAS and iROAS still have a place in the new retail media frontier, they don’t tell the full story. Understand how four key value drivers bring greater insight.
The in-store retail media revolution is poised to transform multiple high-involvement categories like beauty, outdoor gear, and pet supplies. The playbook is ready and the metrics have been established - now it's up to retailers to build the infrastructure and invite brands along for the ride. The future of retail media isn't just digital - it's dimensional.
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In this episode of Spieckerman Speaks Retail, Carol Spieckerman sits down with Joe Brady, commercial real estate guru and author of "Work. Shop. The Consumer-Driven Transformation of Commercial Real Estate."
Joe unpacks how the concepts of "work" and "shop" have shape-shifted from nouns to verbs, driven by technology and changing consumer behaviors. From the rise of omnichannel retail to the tectonic shifts in work culture post-pandemic, Joe offers a fresh perspective on how these and other transformations are reshaping our physical spaces, leadership styles, and business processes.
Joe and Carol dive into the realities of consumer primacy and how retailers are balancing customer empowerment with behavior-shaping technologies. They explore the delicate dance between giving customers everything they want and nudging them towards mutually beneficial choices.
Key Takeaways:
- Why the office sector is having a “retail moment” (and it’s long overdue).
- How the recent wave of return-to-work mandates might backfire.
- Why effectiveness beats productivity in the conceptual economy.
- How "sick buildings" could drive more sustainable spaces.
If you’re curious about the future of work and shopping, this episode is packed with insights that'll have you seeing built environments in a whole new light.
Joe Brady website
Joe Brady on LinkedIn
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In this episode of Spieckerman Speaks Retail, Carol Spieckerman explores the convergence of commerce and media with Eitan Koter, Co-CEO of Vimmi. Eitan shares Vimmi’s journey from a media and entertainment technology provider to a leading video commerce platform.
The conversation delves into Vimmi's sales acceleration platform, which seamlessly integrates shoppable video across multiple channels, from diverse social media platforms to brick-and-mortar stores.
Carol and Eitan discuss why multi-platform video is a must-have in modern retail marketing and how the "TikTok-ification" of content has transformed best practices. Eitan will have you rethinking your approach to video and challenging the "quality over quantity" standards of the past. He provides step-by-step guidelines for creating authentic, high-volume content that aligns with business lifecycles while tackling customer pain points. Eitan busts the “brands are dead” myth and expands on the power of storytelling to onboard new generations of shoppers and accelerate conversion.
The discussion hits on the rise of retail media networks and how Vimmi's solutions optimize retailers’ in-store digital aspirations. Eitan shares his thoughts on the future of retail, highlighting the causes and concerns that will drive consumer engagement.
Key Takeaways:
- Quantity Over Quality: How flooding the zone and adjusting on the fly make engagement soar.
- Founder-led Favor: How to leverage authenticity and origin stories to differentiate in a crowded marketplace.
- Rapid Iteration Hacks: Why narrow-lens innovation, lean launches, and live-testing are the ways of the future.
- Data-Driven Domination: How advances in video analytics optimize content and campaigns in record time.
Part crystal ball, part strategy session, this episode offers valuable insights to retailers and brands looking to harness the power of video commerce and navigate the retail media landscape. Are you ready to turn up the volume?
Guest contact information:
Eitan Koter on LinkedIn
Vimmi website
Vimmi YouTube channel
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In this episode of Spieckerman Speaks Retail, host Carol Spieckerman sits down with Joe Shasteen, global manager of advanced analytics at RetailNext, to discuss the latest trends in retail analytics and in-store technology. RetailNext is a pioneer in bringing e-commerce-level analytics to brick-and-mortar stores, helping retailers optimize their physical spaces and enhance the customer experience.
Joe introduces RetailNext's concept of "full path analysis," which provides detailed insights into customer behavior throughout the store. Using strategically placed sensors, retailers can track customer movements, dwell times, and engagement with displays, fixtures, and other store elements. The data collected from the sensors helps retailers capture customer attention, optimize store layouts, and improve staff allocation.
The conversation explores the critical role data plays in improving store operations, from optimizing labor allocation to enhancing conversion rates. RetailNext's analytics connects the dots, enabling retailers to align staffing with customer traffic patterns and identify opportunities to engage shoppers more effectively.
The interview also touches on how RetailNext's technology can assist with loss prevention and asset protection. Using AI to flag potential instances of theft or suspicious behavior, retailers can react in real time as incidences are identified.
Joe wraps up by sharing insights on broader retail trends, highlighting the importance of creating meaningful in-store experiences that go beyond simple transactions. He emphasizes the value of using data to optimize the customer journey and strengthen brand connections in physical retail spaces.
Key Takeaways:
- How retailers can leverage full-path analysis to drive conversion, mitigate shrink, optimize labor, and elevate store design.
- Why basing labor allocation on traffic trends rather than sales data improves store efficiency and conversion rates.
- How in-store data analytics can create deeper brand experiences and bridge the gap between online and offline retail.
- How retailers can validate test-and-learn experiments in advance of rollout.
RetailNext Website
Joe Shasteen on LinkedIn
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The old days of retailers quietly testing new tech offstage are a relic of the past. Welcome to the launch and learn era, where retailers are ditching the warm-up act and releasing tech straight into consumer environments before the kinks are worked out. It's a gutsy game of moving fast and iterating even faster based on real-time shopper feedback. This high-risk, high-reward strategy aims to keep retailers innovating at a rapid pace, but it isn’t without potential pitfalls.
Carol dives into this new frontier, unpacking how major retailers like Best Buy, Walmart, and Amazon are unleashing shiny new tech onto unsuspecting customers first and figuring out the bugs and backlash as they go.
Key examples discussed include:
- Best Buy's new AI assistant built to support (or replace?) human assistance.
- Walmart's rocky road with self-checkout scaling.
- Amazon's pivot to smart Dash carts after pulling "Just Walk Out" tech from Fresh stores.
Carol explores how the exponential pace of tech innovation, razor-thin competitive windows, and the lure of cost cuts are fading the idea of perfecting solutions before launch.
But diving head-first into uncharted waters has its hazards. Consumers expecting seamless experiences are instead being used as guinea pigs, sparking confusion and triggering control issues. On the flip side, retailers are placing big bets that the efficiencies will pay off by hitting "launch" first and making the business case later.
Key Takeaways:
- How tensions can flare when consumer expectations and retailer justifications are at odds.
- How some retailers are balancing high-tech and high-touch solutions on the front end rather than lurching between extremes.
- Why retailers are trading between live experiments instead of defaulting to the tried and true.
- Why Amazon’s checkout tech pivots are the ultimate launch-and-learn case study.
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Navigating the flood of new technology rushing into retail isn’t for the faint of heart. As promising as the possibilities are, deciding where to go first and how far will be a constant conundrum for retailers and brands.
Carol’s guest, Chris Corbin, is VP and BI and Analytics Practice Leader for Sophelle, a boutique consulting firm that navigates the complexities of technology selection, implementation, and optimization for retailers and brands. Prior to his role at Sophelle, Chris led technology and data transformations for diverse retail companies including J. Jill, Alex and Ani, and Christmas Tree Shops. Chris brings common-sense takes on technology that demystify AI, machine learning, data governance, and other complex topics. He’s an endlessly curious and passionate advocate for leveraging technology to make us better versions of ourselves.
Picking up from their NRF 2024 chat during KWI’s Retail Re-Stored series, Carol and Chris break down the options and actions.
Episode highlights:
· Unconventional intelligence: From kid wrangling to personal shopping, novel ways to apply AI in everyday life.
· From possession to utilization: Making the critical distinction between merely having data and being truly data driven.
· Data precision vs. practicality: When actionable insights matter more than exhaustive accuracy.
· The reality of reasoning: Why cataclysmic warnings surrounding AI are likely overblown (for now).
Episode information:
Chris Corbin on LinkedIn
Sophelle
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The retail media juggernaut is showing no signs of slowing down as retailers seize the opportunity to monetize first-party consumer data. Payments media networks (PMNs) are emerging as the next frontier, extending the reach of CPG advertising while revolutionizing the loyalty landscape.
From empowering CPG brands to connect with millions of banking customers to providing loyalty benefits for shoppers and top-of-wallet status for banks, PMNs are reshaping the retail advertising ecosystem in profound ways. As president of SnippMedia, Tom Burgess is leveraging his years of digital advertising and loyalty experience to ignite exciting new opportunities in the payments media space.
Carol and Tom discuss the multi-stakeholder benefits of payments media networks along with best practices, pitfalls, and future possibilities as retail media and payments media networks converge.
Highlights from the interview:
· How PMNs complement and amplify the benefits of retail media networks.
· Why flexible redemption models enhance shopper participation and loyalty.
· How SKU-level offers are changing the PMN game.
· Why offsetting interchange fees is no longer an elusive goal for retailers.
Guest contact information:
SnippMedia
Tom Burgess on LinkedIn
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Clienteling has evolved from a cumbersome, manual hustle reserved for high-end brands into an accessible, scalable retail tactic. To take full advantage, retailers need to let go of old ways of thinking about store productivity and the crucial new roles store associates play.
Carol’s guest, Casey Drake, is the VP of Sales for Endear, a retail CRM and clienteling platform that hits the sweet spot where high tech drives high touch experiences. Casey is a self-described “sales and customer service nerd” who brings a fresh and timely perspective on the future of customer engagement.
This episode wraps up Carol’s People Powered Retail series where Casey and Carol pick up from their NRF 2024 chat during KWI’s Retail Re-Stored series.
Episode highlights:
· Why personalization might not be all it’s cracked up to be (and what could be even better).
· How new handoffs between technology and people power can add exponential reach.
· Why stores need fresh metrics and attribution models to reach their full potential.
· The game-changing impact of borrowing B2B tactics for B2C.
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Retailers and brands are swinging attention back to brick-and-mortar and investing in employee training, development, and perks to stay competitive. Despite these efforts, many organizations still don’t have the bandwidth to fully optimize worker productivity and performance. Others have attempted to cost-cut their way to profitability, leaving retail workers on the lurch.
Brian Librach is a passionate advocate for empowering future retail leaders to seize control of their careers and reach their full potential. His upcoming book, “The Retail Leader’s Roadmap,” slated for release next month, is brimming with tips and tools designed to help the next generation of retail stars honestly assess opportunities and take decisive action when it counts. Brian shares insights garnered from his retail career ascent, culminating in executive roles at Urban Outfitters and Pacific Sunwear, and more recently, overseeing international stores in Canada for Old Navy.
In this latest episode in Carol Spieckerman’s People Powered Retail series, Brian and Carol delve into the crucial role that individual initiative and ownership will play in propelling retail forward.
Episode highlights:
· Discover three pillars that pave the way to retail career progression.
· Explore how people-powered systems can exponentially accelerate upskilling efforts.
· Learn why lateral moves and demotions don’t have to be a one-way ticket to a career slump.
· Understand how fostering a culture of employee satisfaction can alleviate consumer caution.
Information and resources:
The Retail Leader’s Roadmap website
Brian Librach on LinkedIn
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Retailers are diversifying into new channels, business models, and touchpoints and in-store experience is taking center stage once again. In this environment, human resources emerges as a new frontier. Previously siloed and unsung, HR professionals are now poised to be at the forefront of retail transformation, defining the new ways of working that will drive retail forward.
Roz Johnson’s role as SVP and chief people officer for Build-A-Bear Workshop represents the culmination of a career spent listening and encouraging people to be their best for recognized retailers including American Eagle and Gap. Her years of store-level experience instilled a deep respect for how people make a difference in retail every single day. Now she’s expanding that mission across Build-A-Bear’s multi-faceted platform with her characteristic curiosity, positivity, and love of conversation.
In this second installment of Carol’s People Powered Retail series, Roz and Carol discuss the soft skills that boost employee engagement, retention, and retailers’ bottom lines.
Episode highlights:
· How training cuts cause long-term pain.
· Why differentiating practices from policies is paramount.
· How recognition builds brand ambassadors.
· Why leaders must prioritize succession strategies.
Information and resources:
Build-A-Bear Workshop website
Roz Johnson on LinkedIn
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Retailers and brands know that attracting a diverse workforce and consumer base is critical to their future. Yet, casting a wider net without phoning it in has never been more challenging.
As chief consulting officer and executive producer for The Equity Project, Monica Williams is a powerful voice and a true thought leader in the equity, diversity, and inclusion (EDI) space. Throughout her career, she has spearheaded assessment, strategic planning, and implementation projects that drive equitable outcomes and quantifiable results. She is passionate about creating a culture of equity and inclusion within workplaces and communities through leadership, action, and advocacy. In this episode of Carol’s People Powered Retail series, Monica outlines new standards for EDI activation and the significant rewards for getting it right.
Episode highlights:
· Why EDI isn’t a zero-sum game.
· How performative plays can derail best intentions.
· Why positional power matters most.
· How caving to pushback compromises consumer confidence.
Information and resources:
The Equity Project website
Monica Williams on LinkedIn
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Sales in discretionary categories are soft, the hype surrounding direct-to-consumer brands is dulling, and achieving E-commerce profitability remains elusive. Against this backdrop, SuitShop emerges as a triple threat.
SuitShop is a thriving direct-to-consumer, E-commerce company specializing in discretionary goods that people aren’t used to buying. Co-founder Diana Ganz is a fervent advocate for delivering exceptional customer experiences and personally ensuring results that defy industry standards. In this episode, Diana shares insights into how she and her partner have broken through barriers and cracked codes on some of the toughest challenges facing digital-forward brands today.
Episode highlights:
· How problem-solving can overcome discretionary dips.
· Why organic attraction beats paid advertising.
· How new brands stumble early in the game.
· Why showing the hand to promotions pays off.
Information and resources:
SuitShop website
Diana Ganz LinkedIn
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The one-two punch of Q2 earnings reports from Walmart and Target is always a harbinger of retail’s health as Halloween, Thanksgiving, and the make-or-break holiday season loom. Yet the daylight between these power players keeps getting brighter. Increasingly direct comparisons between Walmart and Target do a disservice to both as their priorities, capabilities, and business models diverge. Carol Spieckerman teases out uncommon takeaways from this second quarter double feature, highlighting the growing differences that now set Walmart and Target apart.
Episode highlights:
· How Walmart’s diversification slays retail setbacks.
· Why product sales will take a back seat.
· How “mix shifts” and “frequency categories” bring on the pain.
· Why retail crime isn’t an equal opportunity crisis.
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The digitization of stores, the rise of retail media, and retail theft prevention all share a common trait: rapid evolution from disjointed, scrappy efforts into unified opportunities that are gaining momentum. Now, a surge of innovative solutions is emerging, promising to consolidate complex opportunities and standardize approaches to challenging problems.
A new era of retail defragmentation is underway.
In this concise and insightful episode, Carol Spieckerman connects three trending topics, highlighting the escalating influence of unification on the retail landscape.
Episode highlights:
· Why third-party solution providers are heading for a heyday.
· How embracing complexity is maximizing retail media opportunities.
· Why multi-faceted in-store solutions are now table stakes.
· How retailers’ united front will take a bite out of retail crime.
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Big money. Massive margins. Exponential reach. It’s no wonder retail media has emerged as retailers’ top platform monetization play. Opportunities will hit new heights as in-store digitization accelerates and new touchpoints are energized. Brandcrush CEO, Teresa Aprile returns to the show joined by Criteo’s general manager of global enterprise, Sherry Smith, to share exciting updates on retail media’s next revolution as the companies join forces. Join Carol and this dynamic duo as they explore the powerful possibilities that will be unleashed as new in-store, out-of-store, and online assets are activated.
Highlights from the interview:
· Why unified commerce is no longer a pipe dream.
· How in-store digital deployments will change the game.
· Why retailers’ influence will radiate to new spaces.
· How disruptions to agency alliances benefit the ad ecosystem
Information and resources:
Criteo website
Brandcrush website
Brandcrush sales contact: matt@brandcrush.com
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A new breed of retail chain emerged in the 80s that spelled a last hurrah for brick & mortar before the digital floodgates opened in the 90s. Bigger than a specialty store yet smaller than a supercenter, category killers offered every size, style, and color imaginable, all in one place, and at nice prices. Suburban expansion, supply chain leaps, and global communications advances added momentum. Then came Amazon and its wake of digital competitors, slaying niches without mercy. A recent wave of retail bankruptcies attests to how lack of diversification has become deadly trap. Category killing was a great model, until it wasn’t.
In this quick-take episode, Carol Spieckerman explores this history and future of category-killing and its impact on the retail landscape.
Episode highlights:
· Why retail obituaries are riddled with dubious causes of death
· Why smart retailers are scrambling to diversify
· How category killing quashes retail media opportunities
· Why portfolio plays and digital forays won’t save the day
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Walmart’s Windy City wind-down and portfolio purges, Bed Bath & Beyond going bust, retail returns resets, “free” shipping surges…It’s been a newsy couple of weeks in retail to say the least! In this lightning-round episode, Carol claps back at the clickbait and sets the record straight on retail’s buzziest stories.
You’ll learn:
· How retailers’ latest returns schemes might (finally) make the math work.
· Why shipping perks are a gateway drug for diversified retailers.
· How crime is crashing retailers’ big city dreams
· Why category killing has gone from brilliant to brutal.
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Malls are by no means dead, but they have been largely excluded from the e-commerce economy. Mall tenants have traditionally owned direct consumer connections that translate into digital relationships. All of that is set to change as mall owners awaken to the potential to take ownership of the physical and digital experiences that consumers crave. As CEO of Placewise, Peter Tonstad is on a mission to unlock the power of malls to monetize beyond the square foot and forge long-lasting digital relationships with shoppers.
In this episode, Carol and Peter discuss what it takes for malls to build ownable shopper data assets and the long-term benefits. Peter shares compelling stats on how escalating participation translates into increased footfall and sales.
Takeaways from the interview:
· Why malls must engage in direct digital outreach now
· How to incentivize shoppers to share data
· How collective content marketing makes all the difference
· Why digital marketplaces will power the mall of the future
Information and resources:
Placewise website
Want to be a guest on Spieckerman Speaks Retail?
Contact team@spieckermanretail.com
Check out more of Carol's retail insights and updates
Follow Carol on LinkedIn
Follow Carol on Twitter
After years of investing in digital and E-commerce capabilities, retailers and brands are swinging attention back to their bricks. A wave of innovation and diversification is set to crest in 2023 and stores will be hubs for much of the action. In this episode, Carol Spieckerman outlines the new motivations and models that will propel the year of the store forward.
In this episode you’ll learn:
· Why store growth isn’t the main story (yet still in the mix)
· How the wholesale heyday will drive direct-to-consumer
· Why Amazon hasn’t redefined convenience after all
· Why retailers’ top growth goals hinge on brick and mortar
Relevant Spieckerman Speaks Retail episodes:
Crushing the Retail Media Opportunity
Not Everyone is Nike (Maybe That’s a Good Thing)
Want to be a guest on Spieckerman Speaks Retail?
Contact team@spieckermanretail.com
Check out more of Carol's retail insights and updates
Follow Carol on LinkedIn
Follow Carol on Twitter
Tis the season when retail watchers around the globe read the tea leaves to divine how the 2022 retail home stretch will play out. In this lightning round episode, Carol connects the dots across a dizzying array of holiday hot topics, inspired by her latest media and content contributions.
In this episode you’ll learn:
· Why promotional “events” are misleading
· New headwinds undermining holiday predictions
· Why small businesses are sitting pretty
· Why must-have gifts aren’t worth the chaos
Articles and appearances mentioned in this episode:
CGTN interview
Reuters article
Organized crime video (MarketScale)
ReThink Productivity podcast (Retail Trajectories episode)
RethinkRetail group mixer recap
Star Tribune interview
Carol catches up with Nick Harbaugh, otherwise known as the Retail Nomad, as he wraps up his 2022 global retail tour. Combining his love of travel with an endless curiosity about retail, Nick will have visited five continents, 18 countries, and 35 retail malls by the end of the year. He shares first-hand accounts of challenges and opportunities that are emerging around the globe, where he goes for inspiration, and a snapshot of his 2023 itinerary.
Highlights from the interview:
· Which markets are emerging as innovation (and automation) hot spots
· How the pandemic accelerated in-store digitization
· How labor and materials shortages impact store revitalization
· Why global collaboration is key to retail innovation
Guest Information:
Nick Harbaugh LinkedIn
Retail Nomad on YouTube
Sephora store of the future tour video
Retailers have gone positively mad for ads, and it’s no wonder. Despite the wildly different takes on its potential, everyone agrees retail media is a multi-billion-dollar opportunity and a powerful hedge against inflation and other margin-killers. No two retailers are taking the same approach, yet they are united by a mission to monetize consumer data and turn brands into paying customers. As CEO of Brandcrush, Teresa Aprile is on a mission to close the ad tech gap in retail. She’s passionate about streamlining media buying and selling processes so retailers can unlock the full potential of in-store, online, and out-of-store consumer touchpoints.
In this episode, Carol and Teresa discuss what it takes to build an efficient and effective retail media ecosystem. Teresa shares compelling stats on retail media’s potential along with best practices, pitfalls, and possibilities as more retailers rush in.
Takeaways from the interview:
· Why most size-of-the-prize predictions fall short
· How store digitization will rev retailers’ media engines
· How brands benefit when retailers take ownership
· How the ad landscape will transform as competition heats up
Information and resources:
Brandcrush website
Brandcrush on LinkedIn
Inventory planning and pricing strategy have become moving targets for retailers, particularly as inflation lingers on a global scale. Retailers have access to more data from more sources than ever before yet making sense of it and making good decisions from it has never been more challenging. Carol’s guest Hélène Clary serves as the VP of business development for ClicData, an end-to-end data platform that enables thousands of businesses to track performance and accelerate growth through powerful analytics. In this episode, Carol and Hélène discuss the new standards for data collection and action and Hélène shares use cases that showcase best practices.
Takeaways from the interview:
· Why static data snapshots aren’t enough
· How data unification makes all the difference
· Why competitive pricing doesn’t have to be a race to the bottom
· How DIY data platforms can compromise results
Guest Information and resources:
ClicData website
ClicData YouTube channel
ClicData on Twitter
Inventory planning and pricing strategy have become moving targets for retailers, particularly as inflation lingers on a global scale. Retailers have access to more data from more sources than ever before yet making sense of it and making good decisions from it has never been more challenging. Carol’s guest Hélène Clary serves as the VP of business development for ClicData, an end-to-end data platform that enables thousands of businesses to track performance and accelerate growth through powerful analytics. In this episode, Carol and Hélène discuss the new standards for data collection and action and Hélène shares use cases that showcase best practices.
Takeaways from the interview:
· Why static data snapshots aren’t enough
· How data unification makes all the difference
· Why competitive pricing doesn’t have to be a race to the bottom
· How DIY data platforms can compromise results
Guest Information and resources:
ClicData website
ClicData YouTube channel
ClicData on Twitter
Walmart and Target are harbingers of retail’s health, yet raw sales numbers don’t tell the full story. The one-two punch of earnings reports from these two power players underscored the impact that inflation, supply chain snags, and inventory pileups are having on retail. Carol teases out uncommon takeaways from both retailers’ Q2 earnings reports and what it signals for the holiday shopping season and beyond.
In this episode you’ll learn:
· How retailers’ convenience arsenals are killing margins
· Why merch sales won’t always matter
· How private brands are feeding inventory overload
· Why suppliers will struggle as retailers eat spinach
Walmart and Target are harbingers of retail’s health, yet raw sales numbers don’t tell the full story. The one-two punch of earnings reports from these two power players underscored the impact that inflation, supply chain snags, and inventory pileups are having on retail. Carol teases out uncommon takeaways from both retailers’ Q2 earnings reports and what it signals for the holiday shopping season and beyond.
In this episode you’ll learn:
· How retailers’ convenience arsenals are killing margins
· Why merch sales won’t always matter
· How private brands are feeding inventory overload
· Why suppliers will struggle as retailers eat spinach
Several of Carol’s hottest retail trajectories are on fire right now. In this episode, she gives the 411 on fierce growth categories, emerging business models, dizzying diversification, and who’s leading the charge. She outlines new opportunities for B2B marketers and positioning strategies that pivot off where retailers and brands are going next.
In this episode you’ll learn:
· Why white label solutions are a hedge against product-based headwinds`
· How new physical formats are the gift that keeps on giving
· Why DTC isn’t everything and retail’s wholesale heyday is well underway (again)
· Why true scale is no longer achieved in a single channel
Mark Tritton’s tenure as CEO of Bed Bath & Beyond has pundits proclaiming that Target’s strategies don’t always translate. Yet the big moves Tritton made didn’t mimic Target so much as follow the industry standard. Either way, the hurricane-force headwinds hitting Bed Bath & Beyond during its turnaround timeline intensified its business model challenges. In this cautionary tale of category killing and brand building, Carol Spieckerman deconstructs key decisions and explores whether hybrid hookups are the answer. She shares updates on her top retail trajectories that signal where retail goes next.
In this episode you’ll learn:
· Why variety really is the spice of retail life
· How portfolio-based plans solve retailers’ pain
· Why private brands aren’t a panacea
· Why defensive store environment fixes are past their prime
Relevant Spieckerman Speaks Retail episodes:
Not Everyone is Nike, Maybe That’s a Good Thing
Get Ready for Retail’s Remodel Rush
Brick-and-mortar retail is experiencing a renaissance as consumers return to stores and retailers deploy new digital capabilities. Retail’s phygital future is unfolding and traditional marketing tactics are transforming along with it. Retailers have an unprecedented opportunity to build meaningful brand connections as consumers seek out in-store experiences. Carol’s guest Tina Chadwick serves as the SVP of creative, strategy, and digital for Miller Zell, a branded environments leader that provides end-to-end services for major retailers. In this episode, Carol and Tina discuss the future of customer engagement and Tina shares case studies that showcase best practices.
Highlights from the interview:
· How print is enabling digital engagement
· Why “heart and head” strategies win with consumers
· How to hit the print/digital sweet spot
· Why retailers’ ad networks and data platforms will transform store experience
Guest Information and resources:
Miller Zell website
No longer relegated to crunchy natural foods stores, plant-based products have become table stakes for any company taking its grocery business seriously. As plant-based products emerge as a major growth driver for leading brands and retailers, best practices and next-stage opportunities are crystalizing. Carol’s guest Julie Emmett serves as the senior director of marketplace development for the Plant Based Foods Association (PBFA). In this role, Julie supports over 350 leading plant-based food companies with merchandising, education, research, data analysis, and marketing. She founded PBFA’s Retail Advisory Council and is a passionate advocate and thought leader for plant-based business opportunities.
In this episode, Carol and Julie discuss PBFA’s latest data on the explosive growth of plant-based products, shifting consumer and retailer mindsets, and the latest insights on how retailers and brands can take full advantage of the opportunity. Julie reveals findings from PBFA’s groundbreaking study with Kroger and next-level research that will impact future retail strategy.
Highlights from the interview:
· How plant-based foods’ “triple bottom line” hedges against inflation
· Why merchandising gains make all the difference
· How plant-based foods tackle consumers’ top concerns
· Why plant-based products support sustainability’s second act
Guest Information and resources:
PBFA website
PBFA blog
2022 US Retail Sales Data
Plant-Based Certification
What happens when a power brand benches itself out of the wholesale game?
Predictions that a flood of brands would follow Nike’s narrow direct-to-consumer game plan turned out to be unfounded. In fact, a series of retail deals, store format revamps, and business model launches have broken out in the wake of Nike’s bow-out. A wholesale heyday is underway, and retailers have channeled their fears of loss into new strategies. In this episode, Carol Spieckerman tracks the aftermath of Nike’s wholesale pull-back and reveals why retail’s “brands are dead” drumbeat may be getting dimmer by the minute.
In this episode you’ll learn:
· Why brands are leaning into wholesale again
· How heroic brand headlines miss the point
· Why exclusive brand deals are (thankfully) dying
· How online search can seal the deal for brands
Retailers and brands have never had more options for forging direct relationships with customers, yet many solutions create complexity and confusion that can derail overall customer experience. With consumer expectations escalating and brand loyalty declining, retailers and brands must avoid unforced errors at every turn. As chief operating officer of UJET, Vasili Triant oversees go-to-market strategy for the first and only cloud contact center platform designed for the smartphone era. Vasili is determined to make seamless, unified, and intuitive experiences the new normal.
In this episode, Carol and Vasili discuss the future of customer experience and what it will take to retain and delight customers as touchpoints and possibilities multiply.
Highlights from the interview:
· Why leaning into automation can be shortsighted, even as labor shortages loom
· How to personalize customer interactions while controlling the creep factor
· Why predictive customer care is retail’s new benchmark
· How to hit the sweet spot between high tech and high touch
Guest Information:
UJET website
In-store experience took a backseat to basic clicks-to-bricks functionality as online sales skyrocketed and store visits declined in the heat of the pandemic. Now, retailers are determined to give their bricks some dedicated love as store traffic roars back. Waves of remodels, retrofits, and refinements are set to hit retail and a multitude of stakeholders will benefit. In this episode, Carol Spieckerman highlights the motivations behind retailers’ renovations and how the results will transform shopper experience, brand partnerships, and retail support opportunities.
In this episode you’ll learn:
· Why retailer revamps may change D2C brands’ priorities
· Which categories will take center stage as new concepts debut
· Why flagship stores may begin to flag
· How frenemy hookups impact modernizing momentum
Retailers have the data, now they’re ready to shop it! Announcements are coming right and left as a growing number of retailers establish in-house media networks and ad shops. While individual ad offerings may vary, retailers are united in their determination to turn brand partners into paying clients. Traditional advertising agencies are on edge, brands are weighing their options, and retailers are set to fight it out for a multi-billion-dollar global opportunity. In this episode, Carol Spieckerman explores multi-stakeholder motivations, incentives, and drawbacks as the battle for ad bucks heats up.
In this episode you’ll learn:
· How retailers’ carrot-and-stick strategies will budge brands
· Why Ecommerce media networks can triple-dip
· How retailers’ ad shop buildouts will shift brand budgets
· Why third-party data houses might win in the end
Consumer attitudes have undergone a major shakeup in the span of a few years and tracking where things go next is a moving target. With consumers’ wants and needs becoming more complex, retailers and brands must have reliable and actionable information at the ready. As trends director for global insights leader GWI, Katie Gilsenan tracks subtle and seismic shifts in consumer behavior across channels, categories, and touchpoints. She’s passionate about acknowledging underserved consumer segments and uncovering topics that motivate shopper decisions. GWI’s software-as-service platform is trusted by a who’s who of brands, media companies, and agencies, including Google, Twitter, Omnicom Group, LVMH, Amazon, and Walmart, giving its clients a multi-faceted view on consumer trends.
In this episode, Carol and Katie discuss GWI’s latest research on what consumers really want from retailers and brands along with hot takes on the future of retail sustainability, social commerce, financial tools, automation, livestreaming, and more.
Highlights from the interview:
• The make-or-break topics that consumers now care about most
• How brands can overcome current dips in brand loyalty
• Why retailers and brands can’t afford to overlook older consumers
• Non-price levers that retailers and brands can pull right now
Guest Information and resources:
GWI website
GWI Connecting the Dots report
GWI Zeitgeist report
Throughout 2021, retailers monetized their online platforms and pushed further into solutions and services. Brands delved into direct-to-consumer outreach and took ownership of their brand stories. If 2021 was a year filled with explorations of endless possibilities, 2022 will be defined by setting new priorities. In this episode, Carol Spieckerman reveals her predictions on where retailers and brands will pare down, even as their options pile up.
In this episode you’ll learn:
· How retailers’ ad shop build-outs will shift brand budgets
· Why off-price operators will likely get dinged
· How the democratization of high-tech will fuel direct-to-consumer
· Why the data wars have only just warmed up
Brands are more determined than ever to reach their digital destiny by directing their brand stories and customer relationships, yet traditional two-dimensional experiences haven’t evolved to meet the challenge. The landscape is set to change with a wave of immersive innovation that will be unleashed in 2022 and beyond. CEO of ByondXR, Noam Levavi, is pushing the limits of digital shopping experiences by creating immersive interactive 3D journeys in shoppable virtual environments. With an eye to the future, leading brands like Coca-Cola, Proctor & Gamble, Lancome, and L’Oreal are drawing on ByondXR’s vision to build dazzling virtual store simulations, dynamic virtual showrooms, and 3D visualizers that expand the boundaries of human imagination in visual design.
In this episode, Carol and Noam discuss the future of digital brand marketing, virtual commerce, and new best practices in digital content creation.
In this interview, you will learn:
· How extended reality will open a profusion of possibilities
· Why immersive devices are set to snowball
· How the metaverse will transform ecommerce (for the better)
· Why virtual brand showcases can venture beyond “style over substance”
Guest Information:
www.byondxr.com
Noam Levavi LinkedIn
Retail has exhibited incredible resilience even in the worst of times. Yet, despite the obvious headwinds, retail leaders have been preparing for this moment all year. The rock stars have already brought in reinforcements and placed their big bets. In this episode, Carol reveals three potent power plays that are inoculating retailers against further disruption and how they will change the game for suppliers going into 2022.
In this episode you’ll learn:
· How the brick-and-mortar bounce-back and retailer brand boom might upstage Amazon
· Which categories are primed for take-off in 2022
· Why retail service providers face new threats (and opportunities)
· How retailers’ test-then-invest tactics will shake up the startup situation
No sooner had pandemic lockdowns become a thing of the past than supply chain snags, labor shortages, and price upticks piled on. The fact that all three dynamics are mutually reinforcing only adds to the angst. We’re heading for another unprecedented year-end and fortunately, retailers have a few arrows in their quivers. Carol outlines ways that Kroger, Dollar General, Amazon, Walmart, and other top retailers are mitigating the madness and reveals four trajectories that tie it all together.
You’ll learn:
· Why scarcity might upstage discounts this holiday shopping season
· How smaller retail players are poised to slay labor shortages
· Why higher pay and automation only scratch the surface
· Why retail solution and service providers should step up now
Despite the encroachment of Ecommerce and tech-driven experiences, people will play an important role in powering retail forward, yet traditional leadership and employee incentive models will no longer work as the industry transforms.
April Sabral is the author of The Positive Effect, a companion book to her training and coaching platform, RetailU. The book is an inspiring story of overcoming and empowerment that pulls together April’s years of experience leading store teams for global brands like Apple, Banana Republic, and Starbucks. In this interview episode, April and Carol discuss the new-world realities that will transform retail leadership and how retailers can maximize the opportunity to empower associates and engage shoppers.
In this interview, you’ll learn:
The three pillars of leading with awareness
Why new models and metrics are required to motivate retail teams
Why filling the retail leadership pipeline has never been more critical
How to make career leaps with confidence
A new vibe is rippling across retail. Do you feel it? Consumers are returning to stores, live events are on the calendar, meeting are scheduled. It’s time to get serious about your B2B strategy!
Many successful companies that rely on retail have built big businesses on “happy accidents,” when a customer request, RFP, or competitive lunge prompts a new product, category, or service launch. Yet all too often, these shiny new offerings languish when they could be replicated and scaled.
In this episode, Carol reveals one of the most common missed opportunities for companies positioning for retail B2B opportunities. She shares realworld examples and tactics for owning your unintentional creations and parlaying them into new opportunities.
In this episode you’ll learn:
How to monetize your mishaps (without fessing up)
Why clued-in sales teams make magic happen
How to sell your stuff despite competitive constraints
Why COVID-era contortions are a blessing in disguise
Retailers are investing in services as never before to keep shoppers engaged and explore new revenue streams. Forays into healthcare, advertising, and financial services are becoming commonplace as retailers like Walmart, Kroger, and Target take platform-building to the next level. But what happens when retailers begin to see themselves as services, not just companies that provide them?
In this episode, Carol reveals her latest retail trajectory, retailer-as-service, and details how it changes the game for the industry and retail suppliers of all stripes. She wraps up with a lightening round on the rush of brand introductions hitting retail right now and how it’s setting the stage for post-COVID profitability.
In this episode you’ll learn:
The unexpected customer groups driving retailers’ growth strategies
How retailer services will shift spending for brand marketers
Why “if they build it, you must use it” should be suppliers’ new mantra
Why retailers see portfolio-building as a post-COVID safeguard
Brick-and-mortar retail is primed to benefit from pent-up demand in a post-pandemic world. But should transactions be the only end game? Stores can play a powerful role in promoting causes, showcasing solutions and services, and fostering employee engagement, yet realizing the potential requires a shift in priorities.
Carol’s guest is passionate about harnessing the power of design to make a difference. Ian Johnston is the founder and creative director of Quinine, a UK-based integrated research, strategy, and design consultancy specializing in establishing and scaling brickand-mortar concepts for non-retail companies.
In this multi-topic interview, Carol and Ian discuss how placing a higher priority on achieving higher purposes benefits retailers across every channel. The episode wraps up with Ian giving his fresh take on multi-format retail, sustainability’s next act, the limits of localization and other hot topics.
In this interview, you’ll learn:
Why brick-and-mortar’s distinctions drive digital success
How store design aids retailers’ service expansion aspirations
How to balance uniqueness and scale to level-up localization strategies
Why virtuous brands will win as store shopping surges
Retailers and brands are spreading their wings as pandemic-era dynamics accelerate demand for differentiation and scale. Online marketplace expansion, private brand proliferation, and retailer-to-retailer hookups are powering retail’s latest brand boom and even though options abound, caution is called for. In this episode, Carol tracks her hottest retail trajectories and retail’s latest retail headlines to break down the brand action.
In this episode you’ll learn:
Why online marketplaces are a growing brand gateway
How scale-builders and curators will drive digital expansion
Why private brands are powerful category-killers in the COVID era
How frenemy forays are lowering brands’ resistance to down-market deals
Wholesale relationships have fueled retail for decades, yet brands like Nike and Under Armour are starting to show the hand to intermediaries. Even retailers are getting in on the game as agile alternatives beckon. In this episode, Carol explores the origins leading to the curtailing of wholesale and why retail is evolving beyond traditional collaborative models. She gives her take on the best candidates for pulling off a pull-back and what it all means to retailers, suppliers, and solution providers.
Call it thought leadership, know-how, or just retail smarts. Many supplier’s dirty little secret is that it’s missing, and deep down they know that’s a problem! Retail imposter syndrome is a common complaint and once it sets in, it can seem easier to pitch your products and solutions along with everyone else and call it a day. But why would you give up your biggest edge without a fight? In this episode, Carol reveals a simple technique for weaving retail thought leadership into your marketing and business development process, and why you owe it to your business to do it.
In this episode you’ll learn:
How to message retail smarts in four words or fewer
Why delaying your pitch is a perfect play
How to become a retail authority without the exhaustion
How setting the landscape will send your competitors packing
If the normal rules of retail applied, this would be the time to look back on 2020 and decide what to keep, toss, or tweak. But of course, 2020 was no normal year. Despite the chaos, it wasn’t all gloom and doom and those that made it through emerged stronger than ever. As we hurl past one of the most disruptive years in retail history, and before we get too far into the promise of a new chapter, Carol reveals her 8 retail resolutions for retailers, brand marketers, and solution providers, with takeaways for navigating 2021 like a boss.
In this episode you’ll learn:
How “delusions of brandeur” can block your success
Why keeping your frenemies close makes sense now
Why champions of choice hold the winning hand
How to spread your wings without playing “scattergories"
Retailers dug deep and found their courage this year. Some were pushed as COVID-19 escalated while others took initiative early-on. Either way, none had to go it alone. Retailers’ in-house capabilities and acquired assets are being augmented by a slew of third-party providers. The insular, less-is-more approaches of retail’s past are being replaced by collective effort, expansive outreach, and dynamic decision-making. That’s great news for suppliers and solution providers that play well with others and master the art of portfolio positioning. In this episode, Carol gives the rundown on the proliferation of portfolio approaches across retail and how to shift your strategy to take full advantage.
In this episode you’ll learn:
- Why winner-takes-all is a losing game
- The three pillars of portfolio positioning
- How strugglers and strivers will accelerate acquisitions
- Why brand exclusives are so 2005
We all know that this has been year like no other, yet unprecedented disruption has sparked new thinking and awakened ingenuity. Carol’s guest is uniquely qualified to bring much-needed perspective on lessons learned and best practices going forward. Courtney Hawkins’ passion for retail started early and she has since been responsible for over $1.5 billion in P&L as she served in executive roles with iconic brands like Gap, Old Navy, and Banana Republic and now, as VP of retail for fashion innovator The RealReal. In this far-ranging interview, Courtney and Carol roll through pivotal developments encompassing bricks and clicks and Courtney shares advice for retailers and brands seeking to secure their place in the new retail era.
As retailers re-imagine brick and mortar, stores are once again at the center of the action. But what about the people who power the action, store associates? They can get left out of the conversation as technology and automation grab attention, yet these front-line workers are critical to retailers’ success across every channel. Carol’s guest is passionate about acknowledging and encouraging store workers and he’s written an important book to fulfill that commitment. Ron Thurston is the author of Retail Pride: The Guide to Celebrating Your Accidental Career, a labor of love that pulls together Ron’s years of experience developing store teams for top brands like Apple, West Elm, Tory Burch, St. Laurent and now, as VP of stores for INTERMIX. In this interview episode, Ron and Carol discuss what it takes for retail workers to own their contributions and careers and how retail leaders can motivate brick and mortar teams during challenging times.
In this interview, you’ll learn:
· The three pillars of retail expertise
· Why shifting from accidental to intentional changes everything
· Tactics for motivating store teams and messaging that they matter
· How to merge high tech and high touch without upsetting the balance
Contact information:
www.retailpride.com
Cross-border commerce is heating up! Chinese consumers want unfettered access to authentic and unique brands and according to recent studies, 43% are confident about an economic recovery occurring next year. Joe Crawford is the U.S. president and co-founder of Avocado, a soon-to-be-launched digital platform and app that promises to unlock the opportunity. In this interview episode, Carol and Joe discuss how the Avocado app will remove hurdles to U.S. brands getting noticed, increasing engagement, and selling to Chinese consumers.
In this interview, you’ll learn:
· Why authenticity counts with Chinese consumers
· Which lifestyle categories are driving differentiation
· Why “West is best” approaches fall flat
· How to stand out as global online marketplaces proliferate
Guest contact information:
Joe Crawford email joseph@theavocadoapp.com
Website: www.theavocadoapp.com
Retailers are expanding into new business models and launching new formats. They are augmenting their platforms through acquisitions and partnerships. Diversification is retail’s future growth engine and suppliers that get on board will reap rewards. In this final installment in Carol’s 8 Mistakes Suppliers Can’t Make series, she outlines new strategies for expanding alongside your retail partners and shares case studies that illuminate best practices. There’s never been a better time to expand your vision!
In this episode you’ll learn:
• Which two tactics will power retail expansion
• Why you must diversify your distribution before it’s too late
• How to reframe your case studies to drive diversification
• Why multi-format mojo should be your mandate
Retailers have never had more options at their disposal, including building brands, solutions, and services in-house. Retail suppliers must continually demonstrate value to earn a seat at the table. In the latest installment of her series 8 Mistakes Suppliers Can’t Make, Carol reveals findings from her survey of top retail leaders. She distills retailers’ insights and advice on supplier pitfalls and integrates relevant retail trajectories to prepare your teams for opportunities in 2021 and beyond. Are you ready to hear from the source?
In this episode you’ll learn:
• Three mega-mistakes that retailers want you to stop making
• How ignoring retailers’ platform power weakens your prospects
• Why culture counts (but you’ve got to get it right)
• Easy habits that will get you noticed and give you favor
Retail’s reinvention will permanently transform organizational structures, roles, and responsibilities. New titles, new players, and flattened reporting structures are the new norm and no two retailers are taking the same approach. As new decision-makers and influencers step in, that spells opportunity for suppliers and solution providers that step up. So why are so many supplier companies still using old-school standards, to hire old-school talent, to take on retail’s new-school retail opportunities? As the retail game changes, so must your player line-up, particularly in sales and business development. In this episode, Carol draws powerful contrasts between traditional hiring standards and the new criteria that will power your retail business into the future.
In this episode you’ll learn:
• Why contacts and connections no longer count
• Why you can’t afford to let “lone wolves” go on the prowl
• Why gender balance (still) sets you apart
• Why alignment between sales and marketing is elusive (yet essential)
As unpredictable, chaotic, and downright exhausting as 2020 has been, this is no time to take your foot off the gas. In fact, the fourth quarter and holiday retail season are a terrific time to make your move and pull out all the stops. After all, ‘tis the season when your retail partners are engaged and determined to make things happen while your competitors could be kicking back! In this episode, Carol shares personal anecdotes and real-world retail dynamics to support your end-of-year offensive. She wraps up the episode by revealing three shifts that will shape the 2020 holiday shopping season.
In this episode you’ll learn:
• Why retailers move faster at the end of the year
• How holiday vigilance tees up your 2021
• Three shifts that will shape the holiday shopping season
• Why price plunges may not materialize even as value prevails
We’ve all heard about mega-hype, when the benefits of something are exaggerated to the hilt. The opposite has taken hold in retail –
a condition Carol calls “nega-hype”. As tempting as it is to join the gloom-and-doom crowd, doing so is deadly to your retail positioning and business development. As pessimism hits a fevered pitch, Carol reveals powerful alternatives that drive differentiation and results for retail product, brand, and solution suppliers.
In this episode you’ll learn:
• Why nega-hype is so pervasive
• The best advice Carol received on staying in the game
• How price presumptions play into nega-hype
• One question that will always set you in the right direction
Retailers are no longer just places that sell stuff, they are platforms that tie together products, services, data, content, acquisitions, partnerships and much more. It takes a lot of people to run those platforms and the cookiecutter organizational structures that defined retail for decades are being replaced by unique frameworks and new faces. So why are so many suppliers still relying on old-school contact targeting and limiting their outreach? In this episode, Carol cautions against stalking the “usual suspects” as COVID-19 narrows the retail playing field and provides tips and tactics for broadening your influence and staying in the mix.
In this episode you’ll learn:
- How to own your value harnessing the power of platform positioning
- Three rules to expand your retail reach and build influence
- How to put an end to giveaways and scope creep
- Why going for the close will clog your sales pipeline
Each week on Spieckerman Speaks Retail, Carol will be speaking on her Retail Trajectories – themes and calls to action that transcend categories, channels, business models and touch points.
As retail brand marketers, solution providers and platforms set their sights on fourth quarter and 2021, Carol launches her episode series, “8 Mistakes Retail Suppliers Can’t Afford to Make.” In the series, Carol will take on the top retail B2B positioning and business development hurdles suppliers experience and provide tactics and takeaways for conquering them once and for all.
Carol kicks off the series by cracking retail suppliers’ top business development killer: the “slow no.” Even though retailers are zooming along with acquisitions, technology launches, and partnerships, suppliers have found that this newfound sense of urgency isn’t always directed their way. In fact, getting the green light can still be a slog as personnel changes and strategy shifts chip away at suppliers’ post-pitch prospects. In this episode, Carol breaks down new rules and best practices for mitigating the slow no and revving your retail business development.
In this episode you’ll learn:
- How your story can get “lost in transition” as retail’s revolving door spins
- Why retailer’s short attention spans work to your advantage
- Why “next steps” is the worst way to end a meeting
- How to get back in the driver’s seat and control outcomes
Lately, the conversation in retail has been heavily weighted toward who’s going to make it and who’s on the retail ropes. But if links in the supply chain are broken, none of it matters because products never make it to market! Lynne Sprugel has been building those links throughout her career for retailers like J.C. Penney and Academy Sports. Now, as founder and CEO of Abuzz Global, she provides expansive strategic planning resources and cross-functional supply training to retailers, manufacturers, and other retail stakeholders. In this Voices of Retail Next interview episode, Carol and Lynne discuss shifts in the supply chain – many of which were cranking up long before the corona crisis – and where things go from here.
In this interview, you’ll learn:
- Three shifts shaping supply chain strategy
- The future of domestic manufacturing
- Best practices and pitfalls of private brand development
- Exciting developments on the sustainability front
Guest contact information:
Lynne Sprugel email lsprugel@abuzzglobal.com
Additional resources
https://www.youtube.com/watch?v=jstnCcxzduI
“The Current State of the Supply Chain” lecture with Lynne Sprugel and Dr. Sri Beldona
Click and collect, drive up, drive through, home delivery, oh my!
Data confirms that no two consumers define convenience the same way. Yet, before the corona crisis took hold, some retailers had to learn the hard way that dictating choices to consumers just won’t work. Now, as safety emerges as a top consumer concern, retailers that went all-in on convenience and choice are gaining new ground. In this episode, Carol explores the link between convenience and safety and why retail will be operating in an “all of the above” environment going forward.
In this episode, you’ll learn:
- Non-price levers that you can pull right now, wherever you play in retail
- Why Amazon failed at redefining convenience
- How retailers’ convenience choices impact supplier success
- Why exploding store counts make sense right now
Retailers were rushing back to private brands before the pandemic rocked retail. Their big bets are paying off now as shoppers prioritize value. Retailers’ renewed enthusiasm for private brands has far-reaching implications for brand marketers, solution providers and retailers themselves. In this episode, Carol reveals the opportunities and challenges as the private brand bash kicks into high gear.
In this episode you’ll learn:
- The new reasons why private brands are proliferating
- Why brand marketers should position, not panic
- How “secret brands” are diluting brand impact, and creating opportunities
- How one brand party crasher is changing the game for everyone else
As retailers attempt to pull the trigger on reopening brick and mortar in a big way, they know they have to get it right the first time. Yet so much confusion surrounds what is even possible as the corona crisis plays out. Restoring consumer confidence will require clear answers, actionable best practices, and herculean effort. As CEO of facilities management leader, ServiceChannel, Tom Buiocchi is in the business of making that happen for over 500 name brands across 350,000-plus locations. In this Spieckerman Speaks Retail episode, Carol and Tom discuss what it will really take to get brick and mortar retail rolling once again.
In this interview, you’ll learn:
- How data will drive retailers’ restart plans
- Why retail formats and fixtures will never be the same in the wake of COVID-19
- Which compliance tracking tools will emerge as high touch becomes high stakes
- Why phased approaches are essential for being reopening-ready
Guest contact information:
Tom Buiocchi email tomb@servicechannel.com
LinkedIn profile https://www.linkedin.com/in/tombuiocchi/
Website www.servicechannel.com
Resources discussed in the episode
Webinar: www.servicechannel.com/reopening
Retail’s future belongs to those who can skillfully juggle potent purchases, original invention, and outrageous alliances. Insularity and indecisiveness just won’t cut it. The good news is that a spirit of cooperation is flourishing in retail and creating opportunities for everyone. In this episode, Carol Spieckerman highlights retailers that are firing on all cylinders even during crisis, and she explains how three-pronged planning transforms strategy for retailers, solution providers and brand marketers.
In this episode you will learn:
- How retailers’ changeability creates opportunity
- Why “acqui-hiring” is a thing
- How new-school research perfects your retail pitch
- Why selling solutions without competitive concern is possible
More about Carol SpieckermanConsistently named a top retail influencer, Carol Spieckerman is a recognized authority on retail and brand strategy. As president of Spieckerman Retail, she helps retailers, brand marketers, agencies and tech companies navigate retail from now to next through her latest Retail Trajectories, calls to action that transcend trend across categories, borders, business models and consumer touchpoints.
Spieckerman regularly contributes to major retail and business media outlets across a broad spectrum of retail topics and trends.
Consistently named a top retail influencer, Carol Spieckerman is a recognized authority on retail and brand strategy. As president of Spieckerman Retail, she helps retailers, brand marketers, agencies and tech companies navigate retail from now to next.
Spieckerman regularly contributes to major retail and business media outlets across a broad spectrum of retail topics and trends.
On this new retail podcast, Spieckerman Speaks Retail, Spieckerman will be speaking on her Retail Trajectories – themes and calls to action that transcend categories, channels, business models and touch points.
It’s Time to Mitigate Online Marketplace MayhemOnline marketplaces are on fire in retail, and they’ve been reignited as retailers, brands and consumers maneuver through the coronavirus crisis. Buy mayhem is brewing that can extinguish the opportunity for retailers, brand marketers and solution providers now, and on the other side of the corona crisis.
In this episode, Spieckerman breaks down opportunities, challenges, and tactics for mitigating the mayhem.
In this episode, you’ll learn:
- Why brands should be selective with partnerships, even as sales seem scarce
- How choice, convenience and safety are synonymous and non-negotiable to consumers
- Why lack of diversification spells retail doom, but the opposite can be worse
- How international marketplaces are evolving and creating opportunities