• Retail & Ecommerce

Whale Watching: Many companies earn a huge portion of sales from a few customers

Historically, whales have gotten a bad rap. In Greek mythology, whales were depicted as ferocious sea monsters, and we all know how Moby Dick ends. However, for many consumer businesses, the “whales” are a prized catch. The term refers to the big spenders, high-rollers, and frequent flyers responsible for an outsized share of a company’s sales.
  • Retail & Ecommerce

Despite Black Friday closure, REI holiday sales climb

Black Friday backlash has been on the rise in recent years, and perhaps no store has been a stauncher opponent than REI, which will be closed on Thanksgiving and Black Friday for the third year in a row. While closing on Black Friday has been a principled—rather than promotional—move, the decision didn’t hurt the company’s bottom line. Against odds, the first closure in 2015 actually coincided with an increase in year-over-year sales for Black Friday week.