CO—by U.S. Chamber of Commerce
Chuck Davenport, a partner in the Atlanta office of Bain & Co., cited one example of a retailer, which he declined to identify, that took advantage of the changes in customer behavior during the pandemic to reduce its promotional and discounting activities, and align its promotions between online and in-store.
In addition, the retailer added more premium lines, but made an effort to make sure there was a clear distinction between its higher-end brands and its legacy offerings.
“Because of the tightening of their promotional policies, they're actually keeping each one of those categories stratified, and keeping the premium products in the premium lane and the lower-end products in the lower-end lane,” said Davenport. “It will be interesting to see if that is successful, but I'm glad to see that companies are starting to experiment with doing that.”
“When everything's good and the sun is shining on all companies, and everyone’s growing, [companies] can get a little lazy,” said Davenport of Bain & Co. “But when business tightens, and the supply tightens, it gives people a real motivation to get sharp.”