Articles by Abe Sherman
Madison L joins the BIG Network!
BIG is pleased to welcome Madison L to the BIG Network.
Death of A Thousand (Margin) Cuts
We’ve all gotten our share of small paper cuts, which might sting a bit, but are quickly forgotten. However, if you were to receive 1,000 small paper cuts all over your body at the same time, you would certainly notice them!
I’m Sorry You’re Bored
We were attending a trade show a few weeks ago when one of our clients walked up to me and said, “I’ve never been so bored at a trade show”.
Don’t Leave Fish to Find Fish
Our guide said, "Don’t leave fish to find fish." I turned around and said, "What was that?" He repeated, "Don’t leave fish to find fish. When we find a spot where the fish are stacked up like this, we keep fishing. Many people just take a single pass at them and move on."
Leaky Buckets and Low-Hanging Fruit
It’s a common question we hear from retailers, “how can I get a larger piece of the pie from my trade area?” Many search for answers in new vendors or merchandise offers, a different ad agency or the next cool promotional idea. While these changes can and often do deliver sales increases, they come at a price.
People, Who Need People…
COCOONING: Consumers are running for protection from the unpredictable realities of the outside world. We were staying home, curled up with books, watched movies and hunkered down. 30 years later, that definition seems quaint.
Introducing MAPS: A Game Changer for Budgeting & Planning
Every now and again, something new comes along that fundamentally changes the way we work...we have developed one of those fundamental work-flow changes and...it will have a significant impact on the way you work.
Up, Down and Even, Christmas 2018
Every year we see different results for individual companies when comparing this year’s numbers to last and 2018 was certainly no different. I can’t even say that the wide swings were terribly unusual (from up nearly 100% to down 45%).
No One Noticed but the Bottom Line
Improving your bottom line is a challenge for many retailers. We tend to follow the same patterns of behavior over time (years and even generations) and therefore, markup and discounting wind up becoming a part of our culture, rather than having a net profit strategy.
Are You a Growth Stock or a Value Stock?
Some companies we work with are aggressive in their growth plans; many others have stopped investing in growth and are enjoying the fruits of investments of years gone by.