Predictive Analytics

With Amazon’s customer retention rate hovering north of 90%, customer loyalty initiatives are understandably at the top of every retail CMO’s to-do list. Of course, it’s harder these days to find room in consumers’ wallets for another membership card, what with American households belonging to an average of 22 loyalty programs, according to the loyalty research unit Colloquy. But Colloquy also found that each household’s activity was concentrated on fewer than half that number of programs.

Chicago – Sixty percent of Millennials would be willing to provide details about their personal preferences and habits to marketers, whereas Baby Boomers are much more protective of their personal information. According to a new study from Mintel, even for the most private of information, at least 30% of Millennials who claimed they would not provide it said they would do so after receiving an incentive offer (i.e., a $10-off coupon toward their next purchase), whereas for Baby Boomers only 13% could be swayed by these same type of incentives.

San Francisco -- Shopper activity cooled off in February 2014 as a result of extremely cold weather across the country. According to in-store retail analytics provider Euclid, analysis of data from tens of millions of domestic shopping sessions indicates that general merchandise, apparel, furniture and other (GAFO) retail sales grew by a modest 0.7% year-over-year.

Big Lots has elevated CFO Timothy A. Johnson’s to EVP, CFO. Johnson has served as financial chief since 2012 with primary responsibility for all financial disciplines within the company including financial reporting and controls, treasury, risk management, tax, internal audit, financial planning and analysis and investor relations.

Cincinnati – The Kroger Co. earned a better-than-expected $422 million in its fourth quarter, down from $462 million in the year-ago period, which included an additional week of sales. The nation’s largest supermarket operator issued a better-than-expected profit for the year ahead.

Framingham, Mass. -- Staples on Thursday said it will close 225 stores by the end of 2015 amid falling fourth-quarter revenue, increased competition, and a shift to online sales. The big-box office-supply category, which was battered by the recession, has come under increased competition from Walmart and other discounters and online retailers such as Amazon. Most recently, Staples’ rivals Office Depot and OfficeMax completed a $1.2 billion merger.

Bad weather and a reduction in food stamps didn’t seem to have an effect on Kroger during the fourth quarter as the retailer posted a 4.3% increase in identical-store sales, meaningful profit improvement and offered an optimistic outlook for the year ahead.

Deerfield Park, Ill. – Total sales for the second quarter of fiscal 2014 at Walgreens were $19.61 billion, up 5.2% from $18.65 billion in the same quarter in the prior year. Same-store sales for the second quarter of fiscal 2014 increased 4.5%, while front-end same-store sales for the quarter increased 2%. Prescriptions filled at same stores increased 2.4% in the second quarter and same-store pharmacy sales increased 6.1%.

Livonia, Mich. – A large majority of consumers consider themselves value seekers, and they are increasingly using the Internet, social media and mobile devices to obtain value. According to the new Valassis Shopper Marketing Report, nearly eight in 10 consumers consider themselves value seekers, self-described as promotion sensitive or price conscious.

By Mark Ledbetter, Global VP Retail Strategy, SAP

The changing nature of retail combined with an ever-greater reliance on data is forcing retailers to adjust their workforce and employee skill sets accordingly. From a customer experience standpoint, most retailers are transitioning to a brick-and-click model that aims to ensure customers have a seamless shopping experience regardless of which channel they use.