Author Archives: Barry Berman, Guest Contributor

Barry Berman, Guest Contributor

About Barry Berman, Guest Contributor

Barry Berman, Ph.D is the Walter H. ‘Bud’ Miller Distinguished Professor of Business at Hofstra University’s Zarb School of Business. Barry's authored or co-authored books on Retail Management: A Strategic Approach; Competing in Tough Times; Marketing in the 21st Century; and Marketing Channels. Barry has published in the Journal of Marketing Education, the International Journal of Retail and Distribution Management, and Industrial Marketing Management, on subjects that include customer loyalty programs, product proliferation, customer delight, mass customization, yield management pricing, and data mining. Barry is President of the American Collegiate Retailing Association. Follow Barry on Twitter and www.BermanEvansRetail.com>

Why Online Retailers Not Offering FREE RETURN SHIPPING Will Lose Thousands In Sales & Future Business: Harris

Why is offering FREE RETURN SHIPPING vital to every online retailer? Because not having a FREE RETURN SHIPPING policy has been shown to lead to huge lost additional sales and future business. In a ShopRunner/Harris Interactive study of over 2,800 online consumers, 81 percent of survey respondents stated that they are less likely to make additional...
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6 Compelling Ways Retailers Can Use Omni-Channels To Increase Omni-Profits

Why is a multi-channel approach so important to eCommerce bottom lines today? Everyone pays so much attention to numbers such as “Web sales” as a percent of total retail sales — or Web sales in the context of sales in an important retail sector (such as books or computers) — that we often lose the true significance of how Web sales are calculated. ...
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5 Brilliant Ways Retailers Can Combat Showrooming

Based on an analysis of 26,000 respondents in 14 counties, in a presentation at the National Retail Federation in January 2013, Vice President of IBM Global Business Services, Jill Puleri reported that showroomers, those who shop in stores and then purchase products online, comprised only 6 percent of all shoppers. The study also found that 48 perc...
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3 Cogent Competitive Strategies For Retailers Based On Barnes & Noble’s Recent Quickstep – Backwards

Over the next ten years, Barnes & Noble Booksellers anticipates closing as many as one-third of its retail stores, according to a January 28 article in the Wall Street Journal. (As of January 2013, Barnes ...
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5 Valid Reasons For Retailers To Price Differentiate By Geography

A recent Wall Street Journal article, “Online Retailers Vary Prices Based on a User’s Location” (December 24, 2012) reported that several large retailers including Home Depot, Lowe’s, Rosetta Stone, and a renowned office-supply company varied their web-based pricing based largely on a customer’s location (a procedure called price differentiation). ...
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5 Ways Retailers Can Make More Profit By Reducing Product Assortment & Managing Websales Like Costco Does

Costco and Product Proliferation: In my book, Competing in Tough Times (New York: Financial Times Press, 2011), I discussed a number of issues relating to product proliferation, which reflects on the whole subject of product assortment, assortment planning, and assortment management. There are two major reasons why retailers offer their consumers ...
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3 Essential Ways Best Buy & Other Retailers Can Regain Lost Business: Competitor Price Monitoring Is One

The first half of this blog post title is: “3 Essential Ways Best Buy & Other Retailers Can Regain Lost Business.” The second half is: (Best Buy & Other Retailers Can Regain Their Lost Business by): 1. Monitoring  Competitors’ Prices; 2. Adjusting Product Assortment; and 3. Synergizing Store & Website.” In late October, Best Buy acknowledged ...
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How Retailers Can Unlock The Challenge of Amazon’s New Delivery Lockers

With this blog, we welcome our newest contributor, Dr. Barry Berman, Distinguished Professor of Business at Hofstra University’s Zarb School of Business.  Barry writes about pricing, customer loyalty, product proliferation, data mining, and more. Today, he writes about shipping and pick-up issues for retail competition related to Amazon’s new deli...
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