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Higher Holiday Sales Come with Caveat
Keywords: Consumer Behavior | Christmas
Holiday retail sales appear on track to be somewhere between ho-ho-ho and ho-hum, raising the prospect that the economic expansion is still struggling to reach top form.
Some stores, including J. Crew and Bloomingdale's, were offering after-Christmas discounts of 75% or more, which were more reminiscent of the recession than a recovery. |
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Got a question? Call the Member Benefits Helpline at 800-232-3131 or email memberbenefits@rab.com.
What Advertisers and Agencies Want
During this timely webinar, you'll learn what America's leading advertisers and agencies expect when they meet with you -- creative solutions to their problems; custom recommendations on how to generate more business; and ideas for effectively using integrated media.
This presentation, conducted by RAB's John Potter, will be offered twice: Tuesday, January 17 at 3 PM (Central), and Thursday, January 19, at 10 AM (Central).
For more details and registration information, follow this link.
Tell Us About Your Ad Campaigns
If you are hosting a local event or promotion for any mass retailer including Walmart, Kohl's, J.C. Penney, Amazon, Best Buy, Toys "R" Us, Macy's, Walgreens or Target, we want to hear about it.
Please click the link below and send us an email. Be sure to include a brief summary and campaign highlights. Send your email to: retailpromotions@rab.com.
Auto Radio Ads Have Greatest Influence Closest to Purchase
Category Update: Healthcare Companies
Baby Boomers: A Burgeoning Customer Market
On the Rise
More Consumers Dining Out on Sandwiches Boosts Category Growth
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Jewelers Celebrate a Solid Christmas
Keywords: Jewelry Stores
While most jewelers told Jewelers' Circular Keystone that sales were up, in some cases significantly, a sizable percentage found business flat or even down from last year.
Still, most were smiling when all was said and done. |
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Lowe's Has Praise for the 'Creator' Customer
Keywords: Home Improvement
All home improvement customers are not created equal.
During Lowe's annual conference earlier this month, senior VP marketing and advertising Tom Lamb defined the company's target customer by first breaking down home improvement consumers into four distinct groups. |
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Research Quick Hits
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Daily Sales Tip: Express Your True Intent
Tell customers upfront: "I don't know if there's a fit between what you need and what I have right now, but I'm hoping we can explore that in more detail during this meeting."
Or: "I only have your best interests at heart, and I promise to be honest with you throughout our conversation. In the end, I hope that we can mutually decide if there is a reason to move forward. If not, that's fine, too, and I hope you'll feel comfortable telling me so."
This advice runs counter to 90 percent of the approaches I see. But then again, maybe that's why only 10 percent of salespeople are top performers.
Try it yourself a few times, and you'll be amazed at the response you get.
Source: Colleen Francis, president and founder of Engage Selling Solutions
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Job Postings
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