All news

Price matching is a known margin killer. Yet, the fear of losing in-store sales to on-line competitors has retailers aggressively implementing discretionary price-matching policies. In the past, all sellers had very similar cost structures. Store hours and location convenience played a significant role in consumer behavior. In order to utilize price-matching, a consumer had to: Continue Reading...

UPS and Fedex have both announced rate increases for the coming year, but this year’s increases come with a little twist. Both carriers have announced that they will start using a “dimensional weight” freight rating system (a system that considers package density as well as weight). This new pricing structure is a game changer.  The Continue Reading...

“Increasing our on-line penetration is the key to our future sales growth.” This line has been uttered so many times, in so many ways, by so many corporate leaders in CPG, in the last five years that it now falls into its own special class of cliché. On the surface this phrase makes perfect sense. Continue Reading...

I have been a player, captain, coach, referee, and spectator of team sports for the better part of three decades. I have always been amazed at the parallels between business and sports. When reflecting on the day’s events, be it a game or a business challenge, I often find myself concluding “it all comes down Continue Reading...