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Posts Tagged ‘Groupon’

Retailers, Can Coupons Mask The Lack Of A Great Experience?

mobile coupon big data retailAn upscale restaurant chain CEO called and asked me to speak to their franchisees about discounting.  He felt it was destroying the perception of their brand in customers’ minds. He knew I’d written the book blasting Groupon as one of the worst ways to market a retail business, so I seemed like a natural fit to him.

Even though he had read my book, Groupon: You Can’t Afford It–Why Deep Discounts are Bad for Business, some franchisees kept offering Groupons, which was reducing profits and affecting other locations. I told him in order to kick the habit of offering Groupons, they had to do the hard work of creating a better customer experience in each location.

“No.” he said, “ I need you to show empirical data showing why discounting is so bad.”

“And you think that will stop it?” I asked.

“Yes, you’re the retail expert; they’ll listen to you.” Continue reading Retailers, Can Coupons Mask The Lack Of A Great Experience? »

Penney’s and Groupon Plummet: Is Your Retail Shop At Risk Too?

retail sales blogsDisruption – the buzz word when talking about new businesses. It refers to how traditional modes of commerce and retail, in particular, are being disrupted by new ways of doing things.

Groupon

Groupon was one of the first to get the disruptive buzz as a new way to buy. Out with the old paper coupons, the fliers on car windows, the expensive direct mail… and in with daily email offers from local merchants.  Only if enough friends claimed a Groupon would it go live, encouraging even more people to share among their friends. Continue reading Penney’s and Groupon Plummet: Is Your Retail Shop At Risk Too? »

Ten Best Retail Sales Blog Posts of 2012

retail sales training blogsAs regular readers of this retail blog know, I write a lot about how to improve retail from management, to marketing, from managing cash flow to customer service. And of course, the one major brands come to me for the most: retail sales training.

Here are some of the most popular retail sales blogs on my site for 2012. See how many you haven’t read yet and share with your Twitter, Facebook and LinkedIn friends:

#10The Message of Sheep and Goats. You have to teach retail salespeople how to not polarize your customers, associates and each other into the sheep and the goats.

#9 -Why and How To Do A Physical Inventory On A Shoestring Budget. Without scanners or the budget for hiring outside help, physical inventories can seem daunting so many ignore doing one. You can do a physical inventory on a shoestring budget and here’s how.

Continue reading Ten Best Retail Sales Blog Posts of 2012 »

Marketing With Coupons: Do You Need a JC Penney Drug Intervention?

“Coupons were a drug,” - Ron Johnson, JC Penney CEO

coupons are a drug

Beginning over ten years ago I was the lone voice saying coupons don’t work to market a profitable retail business in my first book, You Can Compete.

When Groupon and the rest came in a couple years ago, I shouted even louder.

Still a lone voice.

But were my fans listening?

Sadly, not all of them. Continue reading Marketing With Coupons: Do You Need a JC Penney Drug Intervention? »

Retail Trends 2012 Is Location Based Marketing Just A Coupon Device?

This is part of a series of retail expert discussions from the National Retail Federation’s Big Show 2012 in New York. The goal was  to have a point/counterpoint discussion of some of the hot topics in retailing. Sponsored by Alert Technologies, these dialogues allowed us to interact and help you as a C-level executive look at some of the more complex issues concerning bricks and mortar stores, their employees’ ability to serve the customer and interactions with technology.

This interview features Ben Sprecher from Incentive Targeting and I discussing how location based marketing can be used for a lot of things but if overused by anxious marketers they could spook customers to drop the whole thing.   Continue reading Retail Trends 2012 Is Location Based Marketing Just A Coupon Device? »