Gerry Harvey, (Harvey Norman) was recently bemoaning the culture of discounting in our retail sector. He was saying that retailers had lost the plot and didn’t know how to sell real value anymore. He said they had fallen foul of a culture of constant discounting as the only way to attract customers, which was tantamount to business disaster and a degradation of the retail sector. I happen to agree with Gerry in this instance.
He went further by saying that retailers were failing to find out what customers really wanted and what they really valued. He said retailers weren’t offering choice – a range of options of different value and therefore were not selling. He went on to say that while a ‘sale’ may attract customers to a store, you still needed to put the effort into selling. Selling … read more by subscribing.
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