Dunhill London shakes up leadership team

| November 29, 2017

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Dunhill London has revealed new management appointments in strategic markets together with North American and Middle Eastern expansion plans. Mathieu Kraut has joined the fashion retailer as brand president for the Americas, while Georges Barakat will join as brand director for Dunhill London’s Middle East, India, Turkey, Africa and Russia markets.

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OTHER ARTICLES

Which Retail Store Is Better: Amazon or Walmart

Article | March 1, 2020

Walmart has long been the number one retailer across all of the United States, but with the age of online shopping coming into full swing, Amazon has slowly been creeping up on the brick-and-mortar giant and, according to Forbes, is set to surpass Walmart in sales in the next few years. The two stores offer similar services an all around shopping experience that has everything from food to clothes to beauty products to household items to consumers in totally different ways. There are a number of things to consider before you decide which of these retail mega stores you want to make your next purchase from, and it goes beyond just a preference for shopping online vs. in-person. How easy the products are to get, the number of product options, and, most importantly, the price point, are all definitely important to take note of. So let’s dive in!

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How SMEs can emulate the success of Amazon through ecommerce personalization

Article | February 10, 2020

Whatever your feelings are towards Amazon, there is no denying that they have revolutionised ecommerce and now set the bar for the personalised experience of users when it comes to online shopping. So much so that it was recently reported that they have more than a 30% share of the UK’s ecommerce market. With statistics like this, it may feel like it is impossible to compete, especially as Amazon has huge tech and marketing budgets at its disposal. However, all is not lost. It is possible for SMEs to learn from the forerunner and implement some of their most successful techniques, with regards to their use of ecommerce personalisation and AI, to increase sales cost effectively.

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We Have No Idea What We’re Doing

Article | December 15, 2020

Prior to the pandemic and quarantine, less than 8% of commerce was online. As of Q3FY20 eCommerce grew north of 14% of all commerce. So while the Retailpocalypse was in its last phase, physical retail still outsold eCommerce by at least 7:1. The failure rate of crowdfunding campaigns is 85%. The failure rate of eCommerce store owners ranges from 80 to 97%. What if there were a way to bridge the gap between these three failure rates? What if we could bridge what people consume online with what they purchase offline before waiting for brain-computer interfaces (BCI)? In short what if we could bridge social and commerce? (Example use case.) Mostly missing are the memorable, meaningful, measurable and monetizable responses from people interested in stories about beagles, princesses and pitbulls, pets, car repair, raspberry blueberry vinaigrette gyros, budget-saving techniques for holiday travel, getting stuck at airports in blizzards, rental cars and Cup o’ Noodles, My Fair Lady and @Instacart, dining out at the delicious Banana Leaves café, cooking kosher halal gelatin-free, blue #1 artificial dye-free egg nog flavored marshmallows, 50th anniversaries and chocolate ganache, adventures camping with youth groups, birdhouses built by kids, rainbow hair dye, artificial dye-free cakes DIY for your child’s birthday party, and Halloween gingerbread houses and Greek Mount Olympus costumes. Other than ad revenue Youtube collects which most of it’s video posters see little of, monetizing the DIY craze has proven quite tricky. Ditto for Christmas shopping, smartphone accessories, buying a new luxury Subaru online with no salesman, how to get hard to find contact lenses and vitamins for kids, how Amazon often has thrift store prices on inventory thrift stores rarely carry, the challenges of buying clothes on Amazon that don’t fit but you don’t realize that until the clothes arrive, DIY car repair, funny car repair, glorious victory of car repair, diaper cakes and muscle aches, drones and honey scones, Triple A baseball and blue-tailed skinks, favorite foods, fasting, and Boston, fused vertebrae and buried treasure, where to buy school supplies when most stores are sold out, creameries and charcuterie, Bridging social media with eCommerce has been the white rhino of many investors and start-ups for many years. Instead of working toward such solutions, we have VC’s and stockholders asking about vanity metrics: - How many people looked at your website? Instead of: How many people subscribed or how many purchased an item?- - How many downloads per month does your app have? Instead of: How many of the people who downloaded your app have note removed it less than 30 days later? - What’s your ad revenue? Instead of: How can your product capture or create more value? In reply entrepreneurs answer these questions, they often present their increased spend on marketing followed up with vanity milestones: “We’re using Google Analytics and similar providers to track every movement of the supply chain, to ensure when the purchaser’s journey is completed, there’s no delay in delivery. This will lead to more frequent purchases ideally of higher priced products, and… We are pitching to Chipotle on Friday!” This leads to concentrated research on Chipotle’s SWAT, followed up with an excellent pitch including a demo via Zoom. The result of this pitch is usually: 1. The person loved the pitch and accepts your invitation to meet again with his/her manager next week. 2. The person you pitched to is not the decision-maker 3. The person you pitched to doesn’t quite understand what you’re pitching 4. The person you pitched to had 3 other projects due by COB and wasn’t fully present and listening to your 10-minute pitch 5. You provided too many facts too quickly, trying to build rapport 6. You shared how you’re product can reduce shrink, increase ROI, decrease costs, increase retention, and cure cancer. The person you pitched to doesn’t believe all those promises. 7. The person you pitched to is afraid of advocating change; the risk from change that results in lesser results can lead to negative repercussions. The risk of “business as usual” is minimal. Forgotten by almost all eCommerce platforms and store owners are the facts that: - People behave differently when they are observed (best behavior vs. average behavior). Despite this, we are seeing an incredible number of start-ups that offer to help track everything your customers do. “We’re Palantir for eCommerce” is essentially the ethos of these companies. - The Paradox of Choice by Barry Schwarz – too many choices overwhelm the person making the choice, to the point that no decision is made. If you don’t train your mind to buy what you want even if you have to look on pages other than Amazon and Google Shopping, you might end up buying the product you almost wanted. - The concept of incentivized virality – when PayPal gave $20 to each person who referred another person who joined, and when DropBox offered free data storage to people who referred friends who joined – which Reid Hoffman and Chris Yeh brilliantly detailed in Blitzscaling: The Lightning-Fast Path to Building Massively Valuable Companies. So now each eCommerce platform tries to copy Amazon who built their model on the opposite of physical retail. Consider your last experience renting a car at an airport vs. Amazon: - Do you want to refill the gas tank or would you like us to? - Would you like liability only or more comprehensive types of insurance coverage? - Would you like a GPS? - Would you like to join our exclusive members club? etc., etc. Adding to what @ElevateDemand said, “ B2B marketing is broken,” Raj De Datta, CEO and cofounder of @Bloomreach said, “The future of B2C marketing looks like B2B marketing,” Kevin Marasco, CMO of @Zenefits correctly said “marketing is going back in time from B2B to B2C” or person to person. Smart speakers in every phone, tablet, laptop PC, TV, and car succeeded by BCI, which @Facebook and @Neuralink are pioneering, hold great potential. Until those products arrive or after their R&D phase, @Homemaide’s object recognition and image recognition models can provide the sorely needed bridge between Social and Commerce.

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How Art Van went from a retail juggernaut to a house afire

Article | March 8, 2020

The Warren-based retailer's sudden announcement that it would wind down operations comes only three years after its late founder, Art Van Elslander, sold the company to a Boston-based private equity firm, Thomas H. Lee Partners LP, in an estimated $550 million deal. How did a seemingly healthy, valuable and beloved company go so wrong so fast? After its 2017 acquisition, Thomas H. Lee set an aggressive strategy to open 200 more stores and double revenue to $2 billion by 2020. But being saddled with roughly $400 million in debt and no financial cushion to respond to the disruption of changing furniture habits left Art Van's business model sitting on a tinderbox. Management missteps were all the fuel needed to burn the house down.

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Maier+Vidorno offers a 360° solution to international companies who want to Enter & Expand in India. Our mission is to successfully establish and grow our clients’ Indian organisations by providing the highest standard of professional services, from market entry consulting to solidifying their long-term market presence in India. We provide pragmatic and tailored operational management services, prefect if you are preparing to enter the Indian market or have already invested.

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