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Customer Life Time Value

I just fired up an old laptop to retrieve a document.  This was a list of topics I planned to write about, and I thought it would be instructive to review the list.  I had searched through all my current folders … Read More

Lessons From Sam Walton

This is the first in a series of posts on what I like to refer to as Retail DNA.  This is a new category and something I will write on from time to time.  Some owners of retail businesses seem … Read More

A Sports Analogy

Here is a business anaylsis excercise that can make your company better.  In sports, leagues are always changing the rules.  This is done with the intent of making the league better.  When these changes are viewed at an individual team level … Read More

Zagging

It is important in business to know what your competition is doing and anticipate how it might affect your business. A key strategy is to Zag when everyone else is Zigging. Here is one of my favorite examples. In clothing … Read More

Jumping to Conclusions

Here is an incident that illustrates the importance of finding out what a potential customer needs before you offer your “best selling point.” On a fine sunny Sunday afternoon we were touring a parade of homes. Each builder was showcasing … Read More