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5 Reasons why major businesses are adopting agile

In a new industry survey 89.7 per cent of client businesses said that the most significant thing they are changing in 2021 is ‘ways of working’, with more than a third of those questioned planning to change something as fundamental as a business model. A major trend in line with this wave of organisational change …

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5 tips to engage mature customers in 2021

If some of the latest figures from 2020 have shown us anything, it’s that older customers took to eCommerce in their droves during lockdowns and various other restrictions. In fact, almost half of over-65s (49 per cent) have increased their purchase frequency. The 65+ age bracket is just as likely (43 per cent) as the …

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Reaching new heights in the warehouse

Warehouses are required to store more products than ever, but with limited space, facilities cannot expand and go out much further Ð the only solution is to go up. Over time and through advancements in technology, the heights within reach are growing higher and higher. 15 years ago, the highest reach would have been 11.5 …

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Managing Forced Change

It is not often in business when management is put in a position where changing the fundamentals of current practice is forced upon them. Until recent pandemic events it has been perfectly possible to run a business with the illusion that you have everything under control. In normal circumstances, there are very sound reasons for …

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How can I help you? Q4 – What is Attribution

We have an ongoing argument in our marketing team. Some argue that a customer recruited online is 4 times less likely to buy again than a customer recruited from print catalogue mailings. This is not necessarily a bad thing as it can cost a lot less to recruit a one-time customer online but against that, …

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Why did Arcadia fail?

Forensic accountants will crawl over the failed Arcadia business but, quite simply, Arcadia failed because the management team had zero understanding of the value of an online customer base that spanned many generations across multiple brands. By forcing its brands to compete online just as they do on the high street, the company missed the …

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Prospecting 2021

My advice for prospecting in 2021 comes down to one thing – challenge conventional wisdom. One of the benefits of being a consultant is witnessing so many different scenarios of how catalogues work, how their customers and prospects respond, which tests work and don’t work. Every business is different, which is often difficult for some …

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What the smart merchant did to cash in on 2021

Since we end this week with Christmas, I’m going to give you a quick Christmas story and show how it relates to a problem facing many of you in 2021, that no one has mentioned. Oh, and I’m going to share some wisdom from Frank Oliver. Here’s the quick Christmas story: My wife and I …

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