David Naumann

Retail Industry Analyst

David has more than 20 years of experience marketing to retail and hospitality companies. His broad marketing experience is focused on designing and executing successful strategic marketing plans, demand generation, public relations and branding through customer-centric messaging. He has significant experience marketing retail technology and services at Retek (acquired by Oracle), Fujitsu, ParTech, BRP Consulting and enVista.

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David has more than 20 years of experience in marketing leadership roles at retail technology companies including: enVista, BRP Consulting, ParTech, Fujitsu and Retek.
  • Posted on: 10/20/2020

    Albertsons offers a new refrigerated take on store pickup

    On the positive side, pick-up lockers offer consumers another option for picking up their online orders in one of the most contactless manners available. It is also probably faster as the order is ready as soon as it is picked. The labor time to pick and place orders is similar to that of curbside, except that there is a savings of not needing someone to staff the lockers like you do for curbside pickup. I am a big proponent of lockers for grocery and virtually any segment of retail. Especially if the lockers are outside the store which enables 24-hour pickup.
  • Posted on: 10/19/2020

    Has Shein reinvented teen e-tailing?

    Based on your personal experience, I agree that Shein won't be a success story.
  • Posted on: 10/19/2020

    Has Shein reinvented teen e-tailing?

    Shein has a trifecta of benefits that are driving its rapid success: low prices, 1,000 new styles every day, and a significant social media following. Their website also does a good job of offering multiple deals (percent off) to get first time visitors to sign up. Shein's website looks classy for a low-priced offering and the company and the messaging appeals to consumers' social and environmental consciousness. This is a trendy new site and it will be interesting to see how long it will last.
  • Posted on: 10/16/2020

    Amazon follows record-setting Prime Day with Holiday Dash Deal events

    There is no doubt that Prime Day is used by many consumers as a source for some of their holiday purchases, just like retailers' holiday promotional sales. To understand the impact of Prime Day on Amazon's total Christmas season sales we should compare total sales during the whole holiday sales period (October through December) to previous years' sales. For shoppers that are still unemployed due to COVID-19, it will reduce their holiday spending but the social distancing and potential reduction in physical gatherings for holidays should not have a significant impact on holiday buying. If anything, the holidays are a bright spot in a horrible year and so gifts may lift people's spirits.
  • Posted on: 10/15/2020

    Macy’s is turning stores dark for the holidays

    With the massive growth in online sales and expectations that social distancing will be a concern for many consumers through the end of 2020, converting some underperforming locations to dark stores is a smart strategy for Macy's during the holiday shopping season. Dark stores and ghost kitchens are hot topics lately as retailers are trying to find effective ways to fulfill online orders profitably. In a few years, I suspect dark stores will become much more pervasive.
  • Posted on: 10/14/2020

    Can relevant digital ads be too relevant?

    Serving "item driven" ads is much easier than predicting or inferring complementary products or services by trying to understand consumers' underlying goals. That said, it makes sense, as suggesting products and services that help consumers achieve their goals (that are inferred based on baskets and browsing sessions) would be more valuable to consumers than promoting the same product they just browsed. If retailers can do this effectively, it would garner more goodwill and loyalty from customers.
  • Posted on: 10/13/2020

    Has Walmart come up with an answer to Best Buy’s Geek Squad?

    It sounds like Walmart feels that it is losing electronics sales to Best Buy for a segment of customers that value the technical support. Best Buy has proven that a Geek Squad type of technical support service is a viable business and it is surprising that other electronics retailers haven't followed this model. Walmart is outsourcing the technology services to True Network Solutions as a test. I suspect that if it is a success they might acquire the company like Best Buy did with Geek Squad.
  • Posted on: 10/12/2020

    Staples to accept returns from other stores

    Accepting returns for other retailers is a way to drive traffic to your stores. It may bring retailers new customers that don't typically shop at their brand. It is surprising that more retailers haven't followed Kohl's lead. The challenge will be to balance how much time it takes associates to handle returns from another chain when they could have been doing value added activities for Staples. There is definitely a cost associated with providing this service and the hope is that it will pay off in incremental store revenues.
  • Posted on: 10/09/2020

    Will Dollar General win over higher-income consumers with its new store concept?

    Dollar General's new popshelf concept is very similar to Five Below which is a very successful brand, which shows that there is big demand for this price point and the treasure hunt shopping experience. There are already a lot of higher-income consumers that shop at dollar stores and they are not ashamed to admit it. This should be a successful concept for Dollar General and I suspect some other chains may follow their lead.
  • Posted on: 10/08/2020

    Will downsizing (food packs) bring a merry Christmas to Sam’s Club?

    Selling products in smaller sizes will make its offerings more appealing for smaller families or couples without kids. The size of many bulk items has deterred some people from joining warehouse clubs in the past. The new smaller sized offering is a way to attract new members. Promoting the new offerings to non-members and maybe offering them a one-day trial membership should help grow their membership and sales.
  • Posted on: 10/07/2020

    Apple removes other brand audio products from its store shelves

    Given that Apple plans to introduce products that will directly compete with these brands, it makes sense for Apple to focus on its own products. Apple will temporarily see a small dip in sales from the loss of sales of the other brands until they have traction on the newly introduced Apple products. Broadening its product line makes sense as Apple had a loyal fan base that will gravitate to its new products as they trust the quality of the brand. Apple has more expertise in electronics that Amazon and Google and should continue to expand its product line where it makes sense.
  • Posted on: 10/06/2020

    Will Levi’s Secondhand store give the brand a sustainable advantage?

    Levi's Secondhand online store is a smart strategy. The growth in consumer acceptance and demand for used clothing has been amazing. Many retailers such as REI and Patagonia are now offering used merchandise on their websites. Levi's jeans are very durable and a worn look is often desired by consumers. Levi's Secondhand store will be a welcome addition for Levi's customers.
  • Posted on: 10/06/2020

    Are bookkeeping systems ruining retailers’ ability to serve customers?

    There is no doubt that omnichannel transactions have made accounting and accurate reporting a huge challenge for many retailers. The end result is often a misrepresented/inaccurate picture of the revenues and profitability of specific sales channels. Until retailers update their systems with a unified commerce platform, accurate reporting will continue to be a challenge.
  • Posted on: 10/05/2020

    Can one site make men love, not hate, shopping online?

    Men are typically more utilitarian shoppers than women, especially for apparel. It isn't that men hate shopping online, it is more about efficiency. Men want it to be easy to find what they are looking for and also ensure that they are getting a fair price. It is actually not much different than the shopping preferences of a lot of women, especially busy moms. It is all about convenience. To appeal to the need for convenience, savvy retailers organize their products in logical categories on their websites and offer filters to narrow down the choices and make shopping quick and easy.
  • Posted on: 10/02/2020

    Will others follow Mall of America and provide free space for struggling moms and pops?

    Kudos to the Mall of America for helping small businesses in distress. Beyond the good press, the Community Commons initiative will bring more shoppers to the mall. This is a practice that I hope other malls with vacant space will adopt to help struggling business owners and bring fresh new retail concepts to malls.

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