You've no doubt seen the headlines. "Retail sales slumped in December." 

Sounds pretty grim, doesn't it? Did all those foreboding warnings of supply chain issues, inventory shortages, etcetera actually come true?

• Keep in mind that the folks trumpeting those slumping sales results are comparing each month's retail sales to the previous month. Sure enough, on that basis it is true that retail sales in December were almost 2% less than they were in November.
   
• However, if you examine the same numbers the way that retailers do– that is, comparing to the same month the prior year – we see a very different story.

Keeping Perspective

Is there a more difficult everyday challenge?

As owners of businesses, we've got all of the issues of the times right on our plates. Think about it:

• Every family has ups and downs. In fact, every person does.
• And it seems that all of our constituencies – family, friends, neighbors, customers, employees, landlords, lenders, vendors – look to us for answers, for leadership. "Well, after all, you are the owner!"
• Meanwhile, the covid turbulence has magnified the fact that there's really no how-to manual for dealing with a wily once-in-a-century pandemic.

Is there a more difficult every day challenge than maintaining perspective? We don't think so.

The constant challenge for retailers is to anticipate what their customers really want.  And this year, there seem to be plenty of choices available.

• A "frictionless" checkout procedure? 
• One hour delivery? 
• Buy Now, Pay Later?
• "This particular item in this particular color and size. Right now!?"
• Etcetera

It is all part of the on-going challenge of retail; the art and craft of being a merchant. 

Then there are the customers who are reacting to the constant drumbeat of news about supply chain issues, merchandise shortages, and looming price increases by starting their shopping early. 

Adding to this stampede, some major chains were launching their Black Friday specials before Halloween!

Consider this: Will this Holiday Season happen... 

• In traditional RETAIL Time? 
• Or always-on INTERNET Time? 
• Or, the grinding PANDEMIC Time? 
• Or, some combination of all of it?

What a 90 days it will be! 

Remember July and early August, when there was much optimism? 

• Consumers were excitedly resuming in-store shopping and dining. 
• Social gatherings were increasing. 
• Pent up demand was high. 
• And shoppers were eager to make this year extra special to compensate for last year. 

We hear it over and over. "Good business citizenship" matters to shoppers. Might Labor Day weekend be a good time to start getting the word out about your citizenship contributions?

Customers vote with their feet, their wallets, and their hearts, and increasingly choose those retailers who "do the right thing", whether it's how they source product, hire and pay employees, reduce environmental impacts, etc.

There are things that independent retailers do day in and day out, without perhaps even realizing how special they are! 

Most retailers we know are "aw shucks" type people. It's charming, but, especially in today's world, your leadership can be a competitive edge! So, why keep it a secret? 

Throughout the pandemics, many independent retailers successfully shed their "technology laggards" label, as they pivoted to embrace an array of digital tools.

Yet going forward, it is well to keep in mind what really matters to the customers. And it may not be more technology.

A recent survey* of more than 2,000 customers provides some interesting insights as to who shops where, why, when and how. It especially highlighted the differences between "large stores" and "smaller stores" (or as we view them, "specialty stores.")

• “The data revealed that 75 percent of consumers shopping at a larger store knew what they wanted before crossing the premises." 
• Those who shop in larger retailers say 'We just want to get in and get out.'”

Hmm. This suggests to us that shoppers essentially are treating large stores the same way they treat the internet:

You managed the "Pandemic Pivot." So, now what?

A little chaotic, isn't it?

• Have you shopped in a grocery store lately? Noticed the priority parking spaces reserved for the "professional shoppers?" Or observed those folks darting about the store, staring at their phones, often filling two grocery carts? 
   
• Or, maybe you've attended (or plan to attend) a trade show this year. Did you find a "hybrid experience?" That is, a combination of the remote experience – Zoom sessions, special apps, etc – with some live, more traditional elements? Did exhibitors tout their online ordering capabilities? Did you keep having the feeling that something was missing? (Or wondering why you had shown up in person?)
   
• Have you gone into a store, and encountered rows of racks of packages awaiting pickup by customers, or more likely, a delivery driver?
   
• Or, alternatively, gone into a store to pickup an online order for yourself, and been dispatched to the far reaches of the store?

You likely have experienced some of these dilemmas from the customer side. So you know how annoying or unsatisfactory it can be. 

But you also are living that dilemma from the retailer's side. 

"Buy low. Sell high. Collect early. Pay late."

That's the essence of retailing, right? But now, in the early summer of 2021, retailing more than ever demands a strong dose of good judgment.

It's shouted everywhere: "Look out! The inflation tsunami is coming!"

Yikes! It's buying season for many retailers, and the pressures to buy more, now, at these-low-prices-that-won't-last are mounting. And this is only the beginning.