PROFILE

David Weinand

Chief Customer Officer, Incisiv
Weinand is the co-founder and chief customer officer for Incisiv, a consumer industry insights firm that works with the ecosystem of retailers, brands, restaurants and technology providers on benchmarking services, go to market strategy, and content services. Prior to Incisiv, Weinand spent nine years at Edgell Communications/Ensemble IQ in various roles that included GM of the technology portfolio, publisher of RIS News and co-founder of EKN Research. To learn more, visit: www.incisiv.io
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  • Posted on: 06/08/2022

    Should retailers prepare to serve customers in ‘post-car’ suburbs?

    Agreed Neil. Environment will be key.
  • Posted on: 06/01/2022

    New members re-up at Costco in record numbers

    Value value value. Consumers are looking for ways to save and Costco offers it. Pretty simple. What would be interesting to know is the make-up of the baskets of its members - are sales of large items lagging sales of grocery items? Are consumers just sticking to the basics with inflation as it is?
  • Posted on: 05/31/2022

    Victoria’s Secret creates an online marketplace for women-led brands

    VS had to mend its relationship with its customer base. This is a good move in that direction. By providing more choice to the customer and supporting women and minority-owned businesses, they hit on important triggers to build a stronger bond with their customers.
  • Posted on: 05/31/2022

    Why are retailers struggling so hard to balance inventory?

    As they say, abnormal is the new normal. The inventory issues are definitely a condition of everything you list above - but it is more than likely that just as one disruption wanes, another will follow. I heard a term last week at the Blue Yonder ICON event - "Disruption fatigue." So true. However now is the time for retailers to be looking at systems that are more predictive and can give better insights into inventory requirements - from demand at the consumer level all the way back to sourcing. No system is perfect but as things like AI/ML mature, retailers can be better at inventory planning.
  • Posted on: 05/27/2022

    Is Macy’s for real?

    The fact that Macy's bucked the trend of negative comps is pretty amazing. It was interesting to see that personalization was called out — our data shows that personalization is used primarily at the front end (e.g. commerce phase) of the shopper journey and far less in the retention phase. If Macy's can mature their personalization strategy, I believe they can achieve even better results. It's a good counter punch to the department store's weakness - too much choice. The off-brand growth is also a good strategy considering our current inflationary environment.
  • Posted on: 05/11/2022

    ‘Babe’ star makes dramatic gesture over Starbucks’ upcharge for non-dairy milk

    At SOME point I would like to think the seemingly never-ending practice of things like upcharges for things that don't cost the brand anymore and my current favorite, adding tips when no actual service is being provided, will begin to backfire for retailers and brands. However perhaps culturally this is just the norm now and I'm just an old fart longing for days gone by when I actually felt like I was getting value for the product or service I was consuming!
  • Posted on: 05/03/2022

    Does resale make sense for Dick’s Sporting Goods?

    I definitely think this is a more viable program than Lululemon's resale program. Outdoor gear usually has a long life and much of it is priced at the high-end so the ability for consumers to have an option for slightly used gear at lower prices makes a ton of sense. Plus, marketing this around the "circular economy" trend will look good for Dick's.
  • Posted on: 04/07/2022

    Are jingles ready to make a comeback?

    A lost art indeed. Those of us who are a certain age remember many jingles and catchphrases from our youth. As video became the defacto marketing tool it's understandable why jingles waned but, yes, I agree that with the popularity of podcasts and other streaming platforms - jingles should make a comeback.
  • Posted on: 04/07/2022

    Will JCPenney’s core customers come back and show their love?

    Following what we just discussed about the Abercrombie turnaround, I guess you can never say never. But with JCP, there are other forces at hand. Multiple attempts at turnarounds (and the steady loss of customers in the process), the challenge of the department store format, and many of the higher-end brands offering down-market formats. In this case, marketing will perhaps get them some interest but their merchandising, cleanliness, and age of their stores is just not appealing - even for down market.
  • Posted on: 03/25/2022

    Instacart is moving into the ultrafast lane

    These guys are smart, I'll give them that. Every time I think a segment is going to wake up and realize Instacart is disintermediating the customer with the brand, they come out with more services that can also add value. Carrot Warehouses, I believe, will serve two valuable purposes - faster delivery and removing Instacart pickers from clogging the aisles at primary stores.
  • Posted on: 03/25/2022

    How did Abercrombie pull off its comeback?

    It's really hard to win back the favor of Millennials so kudos to the team at A&F. Ms. Horowitz had addressed the business top to bottom, which is what was needed to pull them from the ashes. For their target, marketing is what got them paying attention again. However better product is what will keep them coming back. My kids were turned off of the old A&F as "frat boy clothes" - now they are paying attention again.
  • Posted on: 02/16/2022

    Has a new, hybrid shopper emerged out of the pandemic?

    The hybrid shopping model was coming - the pandemic just accelerated it. As we say at Incisiv, "digital is the front door to the store." Because of this, retailers have to understand that their digital presence will have a major effect on the way shoppers behave. They also need to train associates to understand that a shopper will likely come armed with a lot more information on what they want and need to react to that. I see this more as an opportunity than a challenge - retailers made good progress in reaction to the pandemic, they now have to tweak and adjust to ensure the experience is consistent.
  • Posted on: 02/11/2022

    Smarter barcodes are coming to a store near you

    This is exciting news. The long-beleaguered QR code has hit prime time. The ability to use the codes at the consumer level is exciting as transparency is becoming imperative in the industry. Obviously, the fact that retailers will have MORE data raises the question of whether they will have the capability to fully take advantage of it. Most aren't mature enough to use the product and shopper data they currently have. That said, I think it is a good move and will offer advantages for both retailers and shoppers.
  • Posted on: 02/09/2022

    Aldi moves closer to becoming America’s third largest grocery retailer

    Certainly, the onset of higher food prices and ongoing supply chain issues with the brands and large banners will benefit Aldi. They have effectively slid in just below Trader Joe's and Sprouts (which now is more akin to Whole Foods vs. the budget banner they used to be) to create a highly passionate customer base who loves their deals. The unique thing about Aldi is that they appeal to a multitude of consumers - the budget-conscious, the hunter, the foodie. Expansion will certainly put a dent in their competition.
  • Posted on: 01/27/2022

    Retailers need to prove their sustainability cred to grow sales

    While I agree that sustainability has a substantially higher profile at the consumer and the industry level, price and perceived value will take precedence from the majority of consumers. I know what studies say but for low and mid-income families that have seen the price of their food and other products rise significantly, I believe they will pick the item that is perceived as providing more bang for the buck vs. being sustainable. At the higher income levels, sustainability will be a priority.

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