Kelsie Johnston

All the buzz around AI blurs the true question - technology's value for money. In the world of Fashion, a seasonal business, AI needs to deliver actionable intelligence in real-time, and value for money needs to be an increase in profitability, decrease in overstock and growth of customer loyalty. To do this you need the customer engagement data that drives your in-store sales, your most profitable channel. Until now, in-store behavior was a black box, nexite turns the light on, able to capture every customer interaction; what your customers see, pick up, try on and ultimately buy or abandon, using this data to tell you why something doesn't sell and what you can do about it. It's game-changing. #fashiontech #nexite

11

1 Comment

🚨 New Podcast Alert! 🚨 In this week’s Omni Talk Retail Fast Five, Anne Mezzenga and I dove deep into the top retail headlines shaping the future of omnichannel experiences. From Amazon’s groundbreaking move with AI-powered ads to Zara’s bold entry into the secondhand market, this episode is packed with insights you don’t want to miss! 💡🎙️ Here’s a sneak peek at what we cover: 🔸 Amazon Tests AI-Powered Ads (7:52) — What does this mean for the future of product search? Will it be revolutionary or just another evolution in digital advertising? 🔸 Costco Wholesale’s Mobile Inventory Search (12:25) — Find out how Costco is helping shoppers locate products with a new mobile feature, and whether it’s a game-changer or not. 🔸 Biden’s De Minimis Exception Changes (18:00) — The U.S. is cracking down on this trade exception. How will it impact global e-commerce and companies like Temu and SHEIN? 🔸 Marketplace vs. Dropship with Mirakl’s Alex Hase (23:15) — Get an expert breakdown on why retailers should consider both models for scaling their online assortments. 🔸 Zara’s Secondhand Launch in the U.S. (29:12) — Could Zara’s move into resale be the future of sustainable fashion? Plus, we discuss Amazon’s return-to-office mandate (35:34) and tackle a fun Lightning Round (41:07) featuring leopard print, Starbucks, and more! 🐆☕️ Watch the video below or click this link to listen to our podcast and get ahead of the retail trends! 👇 https://lnkd.in/gA637z-2 Special thanks to our partners the Alvarez & Marsal Consumer and Retail Group, Mirakl, Avalara, Ownit AI and Ocampo Capital who help to make the living our dream a reality each week! #retailnews #ecommerce #omnichannel #retailtechnology #amazon #costco #AI #secondhandfashion #marketplaces #dropshipping #futureofretail #podcast

12

Help- Looking for Recommendations: U.S.-based Influencer Management Agencies I’m reaching out to explore potential collaborations with influencer agencies as we support big brands expanding into the U.S. market. We’re looking for agencies that blend strategy with hands-on execution – ideally smaller teams where founders wear multiple hats, balancing vision and creativity. While our team has experience in building brands (and could likely handle many of these aspects in-house), we believe in working with a specialized partner who can bring local expertise to the table. We’re interested in partnership models that go beyond a simple client-provider arrangement, leveraging each side’s unique strengths. If anyone has recommendations for agencies or individuals who fit this description, I’d love to hear from you. #marketing #influencer #creatoreconomy #agency

1

The beauty industry is seeing _major_ momentum: in 2024, Statista predicts the beauty industry will generate $646 billion in revenue - a 13.5% bump YoY. For a lot of brands, actually capturing this growth (and doing it profitably) can be challenging. The reason? Navigating this dynamic and competitive landscape requires agility and speed: brands need to be able to adapt to how shoppers discover, evaluate, and ultimately choose products, while meeting expectations for a unified shopping experience across every channel. Check out our newest piece in partnership with Domaine, "The Growth Playbook: Transform Your Beauty Brand Into a Market Leader". You’ll get actionable insights, the expertise of industry leaders, and real examples of how leading beauty brands are driving growth with Shopify. 💡 Get the full report here! https://lnkd.in/d8rgky8p #Shopify #BeautyIndustry #Ecommerce #GrowthStrategy #ConsumerInsights #Domaine

36

Got the following text from a CDP vendor: “Just wanted to give you guys a shout-out again. Officially received the [$3B retailer] RFP today and got a note from [$10B retailer] a minute ago letting us know we’re officially in on that one as well.” Here’s how he got there… // STAGE ONE: Discovery 1. He joined Alium 2. Got access to our database of interviews 3. Learned the marketing director’s [for $10B retailer] strategic priorities were: - Creating deeply personalized customer journeys - Securing a new CDP to meet that goal // STAGE TWO: Outreach 4. He reached out to the marketing director via email 5. And used intel from the Alium interview to get their attention… Words like: - “Time-saving” - “Personalization” - “Cross-channel orchestration” 6. They emailed back and forth for over a year 7. And he built a real relationship with the prospect // STAGE THREE: Scale 8. He found more prospects (from Alium) looking for a CDP 9. Repeated the outreach stage with the same success 10. Got invited to [$3B retailer] & [$10B retailer] RFPs — Bottom Line: The key to getting invited to RFPs is building relationships with prospects. But to do that… You need to: - Leverage insider intel - Catch the buyer’s attention …and get a response. What’s your approach?

12

4 Comments

I tried to get rid of ROAS this week. Just end it as a viable metric. In dramatic LinkedIn post fashion to get you to expand … I failed. At the Ascendant Network #retailmedia event this week in Palo Alto Andrew Lipsman and Jaiah Kamara, MBA. and I led a conversation on ROAS vs. iROAS. We polled the room and asked, “how do you feel about ROAS – 5 means you love it, 1 is you hate it and hope to never see it again.” The room was less divided than I thought. In a group of Brands, Retail Media Networks, and Tech partners, no one had higher than a 3, with most of the group at a 2. 💡 Turns out, we’re all in alignment that ROAS isn’t a great metric! 💡 We all know that it’s overly correlated to brand sales. We all know it’s easy to manipulate. We all are aware that if we try to present a ROAS that is more conservative and more transparent, we can loose out to our competitors who have a ROAS calculation which is more of a black box. So, what do we do? The obvious statement is we need to move towards #incrementality. But because #math we can’t always get to statistical significance for every campaign. I’m going to propose we think about Retail Media Measurement in a different way. What became obvious during our conversation is the power of closed-loop measurement comes when Retail Media Measurement is combined with measurement that is owned by the Brands. As Retail Media moves towards maturity, Retail Media Networks need to find ways to support Brands own internal measurement. This means providing the right data for measurement in the ways the brands want it, when they want it, and how they want it. We're moving towards what's next at Albertsons Media Collective - are you?

403

48 Comments

The game is on. Web sites for giant corporations and your local autobody shop appear at the same size on all of your screens. In the brick and mortar world the difference can be tremendous. That difference is what Wayfair is shouting. "But Niraj Shah, CEO and co-founder, that stores are a critical part of Wayfair’s strategy. “Depending on what purchases someone’s making, they may prefer the in-store experience and getting to work with an associate.” And while Wayfair offers design and financing assistance online, “sometimes, in-store can be either more pleasurable or more effective.” The insightful Warren Shoulberg takes us through Wayfair's destination showroom and helps us gain an understanding of how this showroom was merchandised to help us all add just the right everything for our homes. Who are you betting on? The GIANT that is counting on a rising tide to raise all its boats or the coming swarm of nimble, laser focused stores that appear in this shadows. https://lnkd.in/gt-G8tAZ

12

3 Comments

There are 100 million reasons to sell on TikTok! This week, Inc. Magazine featured an article on Beachwaver Co., a Chicago-based beauty brand that reported over $100 million in annual revenue for 2023. This represents a significant year-over-year increase of approximately 30 percent, partly attributed to the brand's strategic use of TikTok. Beachwaver has cultivated a robust following of 1.2 million on our platform. The brand actively engages with its audience through videos and other content, not only on TikTok but also across other social media platforms and its website. Beachwaver has achieved high engagement levels on TikTok, having established a presence early and utilized the TikTok Shop channel since its U.S. launch last September. Today, the TikTok Shop contributes to between 30 and 40 percent of the company's total sales, according to Beachwaver. Brands, merchants and retailers come to TikTok everyday to continue to drive sales powering commerce everywhere, regardless where the transaction takes place - either on their website, their app, a brick-and-mortar store, or, of course, on TikTok. #commerce #retail #tiktok #eCommerce https://lnkd.in/eZysXYPx

36

Curious about life at Attentive? 🤔 When I joined, I knew I was stepping into a place where our products truly make a difference for brands. But what’s really stood out is the growth—both professional and personal—that I’ve experienced. If you’re curious about what it’s really like to start at Attentive, check out what two of our new hires have to say—from their first weeks to the support they’ve received along the way.

9

Ulta Beauty crafts AI-driven suggestions with Rokt 🔥 Ulta Beauty’s UB Media, started in 2022, now partners with 300 brands, growing brand investment by 35% annually. Through a new partnership with Rokt, Ulta uses #AI to showcase personalized ads from brands like Hulu and PayPal to 44 million loyalty members while they shop. Rokt’s AI adjusts ad displays, sometimes suggesting Ulta app installs or Rewards sign-ups instead of ads, making the experience feel more personalized. Retail media is set to hit $166 billion by 2025, and Ulta’s AI-focused approach aims to build customer loyalty while staying ahead in a crowded market. #AI #FashionBusiness #BeautyBusiness #AImarketing #AIads #CustomerLoyalty

11

1 Comment

If you work for a brand expanding into retail or have retail expansion on your roadmap, give this podcast episode a listen! Greg Shuey asked fantastic questions about DYPER's journey, and I think our discussion can better prepare D2C brands for future growth. #retail #D2C #brandgrowth #CPG

9

1 Comment

Mark your calendars! The Amazon Holiday Beauty Haul event kicks off this Monday, October 21st, and runs through November 3rd. Following the incredible success of the October Amazon Prime Big Deals Day, this is another golden opportunity for sellers in the beauty category. This two-week shopping extravaganza covers everything from gifting and new arrivals to premium skincare, makeup, hair care, personal care, fragrance, nail products, men’s grooming, and Allure Best of Beauty winners. It's our fourth year, and it promises to be bigger than ever! Sellers, here are a few tips to maximize your impact: - Set up enticing Coupons and Prime Exclusive Discounts. - Leverage Lightning Deals and Best Deals to capture attention. - Ramp up your advertising to meet the expected surge in traffic. Don’t miss out on this chance to shine in the beauty market! Let’s make this Holiday Beauty Haul the best one yet! 💄✨

5

Thoughts about a makeup Virtual Try-On as part of personalizing the customer-experince in beauty in the latest BeautyTalksAI -episode. #AI #AR #VTO #makeuptech #beautybusinesss #customerexperience DEAN DeBiase Revieve Irina Mazur Gavin Weigh Samuli Siivinen Felipe Tunnell

9

I love seeing how Jones Road Beauty and Founder Bobbi Brown is innovating with product launches. Here are a few strategies I'm breaking down from her most recent launch, the Miracle Balm Palette, launched last week. Retail Strategy Spotlight: Jones Road Beauty's Brilliant Move with the Miracle Balm Palette: A perfect example of leveraging customer favorites to drive growth. Here's why it's genius: 1️⃣ Customer-Centric Approach • Builds on the popularity of their limited-edition mini miracle balms • Addresses customer demand for variety and portability 2️⃣ Smart Price Positioning • Lower price point ($32) reduces barrier to entry • Encourages experimentation with multiple shades 3️⃣ Acquisition & Conversion Strategy • Attracts new customers with an accessible product • Potential to upsell to full-size products later 4️⃣ Limited Edition 2.0 • Brings back popular limited mini sized SKUs in a fresh format • Creates urgency and excitement among loyal customers 5️⃣ Travel-Friendly Design • Taps into the growing travel beauty trend • Perfect for on-the-go touch-ups 🔮 My Future Product Predictions: I'd love to see Jones Road apply this strategy to their Face Pencil next. Imagine: • Double-ended pencils with complementary shades • Mini travel pack with 3 shades + blender brush What do you think? How could other beauty brands apply these strategies to their product lines? Share your thoughts in the comments. #RetailStrategy #BeautyIndustry #ProductInnovation #CustomerCentered

6

1 Comment

🚨 Amazon’s Bold Move into Luxury Fashion: What It Means for the Industry 🚀 The retail landscape is buzzing with the news of Saks Fifth Avenue and Neiman Marcus Group merging, creating a luxury retail powerhouse backed by Amazon. This $2.65 billion deal, forming Saks Global, is set to revolutionize the luxury fashion industry in ways we’ve never seen before. Why This Matters: Amazon, a titan in e-commerce, logistics and technology, is now officially stepping into the luxury fashion arena. This move could drastically reshape their business model and the luxury market. Here’s why: 1️⃣ Logistics and Efficiency: Amazon’s logistical expertise is unparalleled. By integrating its advanced logistics with Saks Global’s operations, we can expect significant improvements in supply chain efficiency. Faster delivery times and better inventory management will enhance customer satisfaction and reduce costs. This synergy could mean that customers will soon be able to purchase luxury items like a Chanel bag with the same ease as everyday essentials. 2️⃣ The Power of AI and Data: Amazon and Salesforce bring cutting-edge AI and data analytics to the table. AI can personalize the shopping experience, predicting customer preferences and tailoring recommendations. This level of personalization is crucial in luxury retail, where customer experience is paramount. With Amazon’s data prowess, Saks Global can better understand their customers, optimize pricing strategies, and manage inventory more effectively, ensuring high-end pieces don’t end up in discount bins. 3️⃣ Technology Integration: Amazon’s involvement means more than just financial backing; it’s about leveraging technology to future-proof the luxury brands. As Marc Metrick, CEO of Saks Fifth Avenue’s online operations, mentioned, the aim is to gather high-quality customer data and offer more personalized options. Enhanced tech capabilities will streamline operations from the warehouse to the customer’s doorstep, making luxury shopping seamless. 4️⃣ Market Reach and Customer Base: Amazon’s vast customer base is a goldmine for Saks Global. This deal allows Amazon to penetrate the high-end market, catering to a demographic that values exclusivity and quality. For luxury brands, having access to Amazon’s broad customer reach means new growth opportunities and expanded market presence. Conclusion: This merger isn’t just about consolidating two luxury giants; it’s about transforming how luxury retail operates in the digital age. While some may fear that this could dilute the exclusivity of luxury brands, it’s an opportunity to innovate and adapt. The luxury sector has been cautious about embracing e-commerce fully, but this merger signals a shift towards a more tech-driven future. As consumers, we stand to benefit from improved services, personalized experiences, and greater accessibility to luxury products. #LuxuryFashion #Ecommerce #BusinessStrategy #Amazon #SaksGlobal #RetailInnovation

12

1 Comment

Day 46/100: Consumer Behavior Behind the Black Friday Frenzy After years of analyzing e-commerce data and flipping clothes on resale platforms, I've seen both sides of impulse purchasing. The dopamine hit of a 𝙜𝙤𝙤𝙙 𝙙𝙚𝙖𝙡 is literally engineered into our shopping experience - from countdown timers to limited stock alerts and more. Ironically, the same psychological triggers that make Black Friday so effective are what make resale platforms work: scarcity, urgency, and the thrill of the hunt. The difference? One creates new consumption, the other gives existing items a second life. Something to consider as both a consumer and a software engineer hoping to build tomorrow's platforms. #sustainabletech #blackfriday #circulareconomy

3

Did DoorDash delivery for beauty brands make your 2024 Bingo card? Me neither! But could it be a powerful Quick Win for DTC brand growth? Absolutely.   Have you been following recent retail news? DoorDash now offers Same-day delivery from top beauty retailers like Ulta and Sephora. Need your favorite beauty and makeup products before your monthly subscription arrives? DoorDash has you covered. Here’s where it gets really interesting: DoorDash isn’t just teaming up with big-name retailers. They’re bringing local stores into the mix, too. This move is part of their “Local Commerce” strategy to expand consumer choice while also opening new doors for brands and businesses. In Austin, they’ve partnered with local gems like Philorganic Sustainable Care. In Santa Monica, you can now get deliveries from Cos Bar and Literally Organic. I was just speaking to my good friend Brendan Gardner-Young of Thrive Causemetics Inc. at #Shoptalk2024 about this exact topic – now we’re seeing it activated, and gaining traction. So if you’re a beauty brand and haven’t activated your DoorDash channel yet, you might be missing out on a lucrative opportunity to snag new customers with minimal effort! I’d love to see brands we've collaborated with at Anatta, like Caldera + Labs, Mad Hippie, and True Botanicals, jump on board. What do you think? Time to be Bullish on DoorDash for eCommerce brands? #retail #ecommerce

15

1 Comment

📣 If you’re at the POI Spring Summit today, come say hi! Alycia Rivas, Alan Miller, Jack Donnelly & I are talking all things TPM, TPO & RGM! 🛒 With CPG brands spending over $1T in trade each year, making every penny count matters. I'm excited about our new AI capabilities that help KAMs sell smarter, faster and better. Eliminating some of that admin work doesn't hurt either. 😉 🚚 I'm also excited about our latest innovation, Direct Store Delivery. Powered by Einstein AI 💡, Direct Store Delivery recommends optimal delivery routes for consumer goods van drivers, identifies special product handling needs (such as for frozen or heat-sensitive items), and helps drivers manage replenishment actions for individual store locations — all in one platform. This helps increase the efficiency of each CPG delivery to a retail location while eliminating inventory shortages and increasing product revenue. Promotion Optimization Institute #POI2024Chicago #POISpringSummit #ConsumerGoodsCloud

55

1 Comment