Once in a while, an idea comes along who's time has truly come... What is the biggest reason the consumer doesn't buy-that doesn't have to do with price?

They can't visualize it, right?

Every day the following happens:
Consumers go online or walk into a store and see a piece of upholstery, an entertainment center, an area rug, and cocktail and end tables that they like.  However, why doesn't the consumer buy it ALL right then and there?

They can't visualize it all together so they start with one or two pieces and then wait until they're delivered and then add a few more.

Now, imagine this...

What would happen if your consumer picked all of these items out-from your website or from your store-  all from different manufacturers an...Read More

I am a reader, dear reader. And, since I travel so much to various retailers around the country doing sales/design training and consulting, I have a lot of time to read a lot of business books.

For any of you who are following my blog on a regular basis, you may have noticed that I haven't written for a little while. That's true. Why? I've been thinking. I've been thinking about why a few independents are thriving and most independents are struggling. The difference, I think, is understanding and, then, acting upon the one thing that customers can't get from e-commerce interaction.
 
As I talk to owners and retail sales consultants in various parts of the country-this is what I hear: "Everyone is price shopping me on the internet." "I can spend several hours with a customer, build a relationship, and then they will still try to ...Read More