Blog Archive

Presence, or mood, probably has a greater influence on sales than many retailers perceive (or are willing to risk). Making customers feel comfortable and part of something special is the objective; repeat visits is the reward. My favorite positive examples are the ANF brands: Abercrombie & Fitch, clubby, fun, loud; Hollister, warm and cozy beach cottage with a Southern California relaxed edge (oxymoron acknowledged); Gilly Hicks, sprawling seaside home Down Under. Others are more subtle, e.g., Anthropologie,…

It’s astonishing that the high-tech Apple guy, and all his ex-Apple recruits at JCPenney (some 5 of them with titles of SVP or better), didn’t implement some killer retail ideas that have emerged in recent years from the tech world. We’ll look at these in a minute, but first maybe we should ask, “Can the company be saved?”

The market dipped on the news that Mike Ulman is returning. Maybe the dip is warranted (I don’t do market timing), but not because of Mike Ulman. He’s an incredibly accomplished…

Last month JCPenney launched Joe Fresh pads in almost 700 stores. The 1,000 square foot area is typically at the main entrance and features a gray wood floor, white accent walls, orange signing and an open feeling because there are fewer fixtures than in comparable areas of the store (and fewer items, averaging 800 excluding flip-flops). Joe Fresh is a Canadian brand trying to appeal to a younger, stylish, casual, price-conscious female shopper.

The strategy for JCP is reasonably clear: enhance the image of the…