Etude

Are consumers waiting for better deals?

November sales were a mixed bag, but momentum is picking up in mid-December.

Par Darrell Rigby, Kris Miller, Josh Chernoff and Suzanne Tager

First published on décembre 21, 2012
min


November sales were a mixed bag, but momentum is picking up in mid-December. Online sales were up, and some retailers performed well, while the general merchandise category (the massive “G” in GAFO sales) experienced declines in stores. December started slowly, but momentum is building; and retailers are counting on a strong finish. In this issue, we review performance-to-date for the holiday season and take an in-depth look at pricing—a primary lever in challenging times. Today’s consumers, armed with smartphones and other internet devices, have unprecedented access to pricing and product information. We examine how retailers are responding by redefining customer value propositions and developing high-tech pricing tools, which may forever change the ways price wars are fought. Download PDF

retail-holiday-newsletter-2012-530x242

November sales were a mixed bag, but momentum is picking up in mid-December.

Online sales were up, and some retailers performed well, while the general merchandise category (the massive “G” in GAFO sales) experienced declines in stores. December started slowly, but momentum is building; and retailers are counting on a strong finish. In this issue, we review performance-to-date for the holiday season and take an in-depth look at pricing—a primary lever in challenging times. Today’s consumers, armed with smartphones and other internet devices, have unprecedented access to pricing and product information. We examine how retailers are responding by redefining customer value propositions and developing high-tech pricing tools, which may forever change the ways price wars are fought.