Caracas Lost Dreams

The Robin ReportI noted more than a few binoculars focused this morning on the military airfield outside my Caracas hotel. It’s likely they were searching the ground for evidence of the military coup I heard whispers about last night in the hotel bar; but who knows in Caracas. Even the journalist interviewing me this morning made reference to the challenges of living in a Communist country; Venezuela is in midst of crisis. The recently botched election recalls the passionate controversy of George Bush’s results in Florida in 2004, except it’s unimaginably worse.

In 2013, I can’t think of a well-grounded leftist intellectual that can defend actualization of the Karl Marx syndrome we witnessed in the 20th Century. Russia, the former Soviet Republics, and Eastern Europe have all moved on. By most gauges, shedding this ideology has brought improvement and positive change. Poland grew faster last year than any other nation in Europe, which in the midst of our recession may not be saying much, but still says a lot. Of the three Asian remnants of Communist ideology, China and Vietnam have cherry-picked through Das Kapital and added doses of Confucian and Keynesian economics to craft some semblance of prosperity. North Korea has abandoned all logical thought; the only question is how much of the rest of the world they intend to take with them when they go.

Yet dear reader, this is a newsletter about retail, so here is our thread. In my trip to the supermarket in Caracas this afternoon, there was no coffee of any variety on the shelf, and the reek of rotting meat was stomach turning. People wait in long disorganized lines for basic food supplies. We are witness to the tragedy of governmental pricing control for food; Venezuela has gone from an exporter of food to an importer over the course of its Chavezian transformation. Today, much of its basic food needs are imported from the United States.

My economist colleagues predict that global food prices will increase country by country by 10% to 20% over the next year. While the precise number is anyone’s guess, it’s a fact that food costs are increasing by at least twice the rate that global wages increase. How are we going to continue to feed ourselves?

The answer, in part, rests in the world of retail where for almost 30 years we have watched a concerted effort to engineer both value and fair profits from the supply chain. From growing, to trucking, to minimizing waste and mechanizing the modern warehouse, the degree to which the increased costs of basic food commodities have been passed on to the consumer have been limited for us living in First World nations. Thank Walmart, Tesco and Auchan; but also thank the farmers markets, the slow food movement, and the advent of local community-supported agriculture (CSA) organizations.

At both ends of the First World retail spectrum, we are watching innovation and reinvention driven by competition and local entrepreneurship. At best, we ask government to get out of the way. We’d rather have the local farmers market manager certify a farmer’s products than the FDA, although we need to embrace both in the flawed, but preferable, world of Capitalism.

Journalists keep asking me –- whether it’s here or in Shanghai —how are we going to feed ourselves in the next five years, both from the standpoint of cost and safety? My answer is always the same: Price controls are not the answer, but organized retail can, and will, do its part. The process takes time, but it does work. The places that will feel the most pain over the five years are those where global organized retail is not playing a transformational role in a local economy. India is a prime example. Open markets provide incentive and examples for local merchant organizations to do it often better and faster. They provide farmers with stable prices, drastically cut down on spoilage, and most importantly, help get their offerings on dinner tables everywhere while making a profit.

When I arrived at Simón Bolívar International, I was expecting a sturdy intelligence officer with a serious face to meet me at passport control. I did not expect the smiling young woman with braces that giggled when I presented my thick, well-worn passport. She greeted me warmly after a long flight, stamped my passport and let me pass, welcoming me to her country. She deserves better.

Thinking Beyond the Box

250px-Incredible_UniverseThe Incredible Universe was…well, pretty incredible. There was no store like it ever before – and there’s not likely to be one like it ever again.

For those of you who have gone through retail remembrance reprogramming, a quick history lesson: During the 1990s, which in hindsight represented the full-tilt zenith of big box retailing, superstore chains were exploding. Be it home improvement, home furnishings, computers or consumer electronics, big boxes were multiplying at geometric proportions.

And the biggest box of them all was Incredible Universe, which was a dramatic new retail platform from the folks who ran some of the smallest boxes out there, Radio Shack. Current management at the time – who can remember back that far – decided to out-box everyone else out there and go for broke. The first Incredible Universe opened just off Old Country Road in Westbury on New York’s Long Island, which with the exception of Paramus, New Jersey and Schaumburg, Illinois, is about the most concentrated retail location in the country.

The store was well over 150,000-square feet, if memory serves me well, and featured just about every conceivable product with a plug that existed at the time. And considering this was well before iWhatevers, that was a whole lot of TVs, stereos and toasters. Every shopper got a personal identity card that promised all sorts of digital delights. There were salespeople in snappy uniforms as far as the eye could see. It truly was incredible.

It was also way, way too much. Shoppers were overwhelmed and they ended up underbuying. The Universe as we knew it soon failed to exist.

Fast forward a couple of retail generations to today’s reigning – by process of elimination, it has to be noted – big box player in consumer electronics retailing: Best Buy. We’re not here to go through all of Best Buy’s problems. Frankly, the Robin Report website doesn’t have that much bandwidth. But among the leading issues the retailer faces is that its physical stores are just too big. Talk to anybody who follows retailing and they’ll tell you that the problems of too many stores in the country is only matched by the problem of too-big stores.

And Best Buy has got it the worst. Unlike a Home Depot or a Lowes, which need those tens of thousands of square feet of space for tools and aluminum siding, Best Buy has more space than it knows what to do with. Let’s face it, nobody has bought a CD or DVD in a store since the Bush administration. So, as Best Buy was on the leading edge of the big box movement it may also be in the forefront of the next trend in superstore retailing: Not-So-Big Boxes.
Yes, the DIY twins need that floor space, but does Bed Bath & Beyond or Staples or Office Max require stores that large? What about giant furniture stores like Rooms To Go or Raymour & Flanigan? And does it end there? What about off-pricers like the MarMaxx group? What about supermarket? And ultimately, what about the biggest big boxes of them all, Walmart and Target?

If, as some people predict, anywhere from 30% to 50% of general merchandise sales will eventually be done online, does that mean we are in the final stages of Big Box retailing? Does it mean that, in the end, the big box will be outdone by the small carton?

Warren Shoulberg is editorial director for several Sandow Media home furnishings business publications and is glad he was there for the big box era.

Amazon Frightened the Behemoth And It Boomeranged

The Robin ReportThat would be the Walmart behemoth, still the one and only behemoth of its size in the world, the last I took count.  At about $61 billion in annual revenues, Amazon is still a puny contender to Walmart’s nearly $500 billion.  But, relatively puny as they might be, they scared the pants off Walmart several years ago when it was rumored they were about to open brick-and-mortar stores.

And although the behemoth did not heed FDR’s advice: “The only thing we have to fear is fear itself.” It was a good thing that they did not. Because if they had not feared Amazon’s rumored move, Bertrand Russell’s quote would not have been so prescient to Walmart’s management: “To conquer fear is the beginning of wisdom.”

If not solely due to a reaction to Amazon, Walmart nevertheless got wise real fast. And they got wise in how they viewed the future of retailing and their participation in it. In other words, the paradigm was shifting in Bentonville, and still is. And now it should be Amazon who is shaking in fear.

The Scenario

I believe the fear led to some epiphanies in the management ranks down in Bentonville.  Seeing the future more clearly, I think they looked at their business model and said, “hey guys, we’ve been stuck in our paradigm of the past: a store is a store is a store.”

In fact, they were so focused on stores being stores, that a few years ago when a top executive at Walmart was asked if the rumor of Amazon opening stores was true, his reply was not a mild, “we’d be concerned,” or even “we’d view that as a serious competitive threat.”  He said, “That is Walmart’s biggest fear,” with the emphasis on “is,” meaning, of course, that there was more fact than fiction smoking out of that rumor.  And indeed, the drums are now beating louder in anticipation of Amazon launching brick-and-mortar stores.

So, what happened in Bentonville was epiphany #1, which caused a complete flip from playing defensive to going on the offense. From a fear of Amazon coming onto their turf with Pentagon-sized consumer data and opening showroom-like stores tailored to local consumer preferences. Walmart, rather than shaking in their boots, awakened to the understanding that they were looking at their business model the old-fashioned way and operating with old-growth strategies, accordingly.

The Epiphany and Newfound Wisdom

Walmart awakened to the fact that a store isn’t a store, and likewise, a website isn’t just a website.  These are not two distinct and discreet businesses.  And more than just seeing its business as an “omnichannel,” that over-worked buzzword, Walmart, in my opinion, cleared the fuzz from their vision and saw their business as being a direct-to-consumer distributor of goods and services.

When viewed as such, they can envision and create all kinds of virtual and real distribution channels and platforms, including smaller neighborhood stores and even potentially operating on competitors’ platforms.  All, of course, must be responsive to wherever, whenever, however and how often the consumer wants to purchase.  So, Walmart then assesses their enormous global enterprise of some 4500 stores and redefines them as distribution centers (as Macy’s and other enlightened retailers have done) where online purchased goods can be picked up or returned.  Additionally, Walmart is still a physical shopping destination, while Amazon has zero stores. And to cite the now well-known fact that shoppers who shop both online and off spend 50% more than those who shop only one channel, just adds a synergy weapon that Amazon lacks.

Viewed through this new lens, those guys in Arkansas have themselves a big chuckle, as they talk about puny little Amazon (no longer the specter of death) scurrying around placing distribution “lockers” in Staples, Rite Aid and others.  Furthermore, Walmart realizes that its online sales of about $9 billion is less than 2% of its total business. And while in absolute numbers, that ranks them second only to Amazon online (in its channel) with its size leverage, including 4500 distribution centers (and stores) to Amazon’s roughly 100 (and zero stores), it also means their opportunity to quickly ramp up, or to “get bigger than Amazon, faster” to use Bezos’ mantra, is enormous.  Should Amazon now be afraid of losing their dominance online?

That said, Bezos calls the start of every day, “Day 1.” He’s truly a genius and if, as predicted in my past article, Amazon launches stores (more as localized “showroom” experiences) and assaults the behemoth in every neighborhood and on the global playing field, the guys in Arkansas will likely stop chuckling.  As pointed out in that article, Amazon’s growth since 2006 was a blistering 300% (while Walmart grew 21% during the same period).

My question at the time, as it is now: “So, how long does it take a $69 billion business, growing at a 300% pace every five years, to reach $500 billion in sales?” You do the math. Answer: it’s about eight years. And, if they synergize the ecommerce business with stores, it might even be sooner.

So, welcome to the heavyweight championship of the world. In one corner, we have the reigning and current champion, the “Behemoth from Bentonville.”  In the other is the smaller and lighter, but feisty and fast, “Amazing Amazon Apocalypse,” who claims to float like a butterfly and sting like a bee. Ladies and gentlemen, place your bets.

African Sun

Beach umbrella against blue morning skyMy consulting practice takes me all over the world. Through my travels, I have the unique opportunity to be a student of human nature and behavior – especially when it comes to the retail marketplace. Recently I visited South Africa. This story is my observation of an emerging DIY trend, framed by a vivid childhood memory. For me, the past is prelude, especially in a key attitudinal shift with your most important customers, women.

Where It All Began

My first crush was on Mrs. Donahue who lived next door. She could not have been more different than my mother. She had short, curly black hair, painted her nails in bright colors, and never seemed to be without red lipstick and perfume. I remember her in sleeveless blouses and tight pedal pushers. There was nothing about her that wasn’t unambiguously female in the 1960s, but she was far from helpless. Mrs. Donahue was a dedicated hands-on DIY’er. She always seemed to be painting a room and ceiling, refinishing a bureau, or planting flowerbeds. Looking up at her on a ladder with a paint roller in her hand is an image I carry with me to this day, more than a half a century later. While my father had his wood shop and power tools and slavishly constructed furniture that even as a small child, I recognized as amateurish and ugly, Mrs. Donahue made things beautiful easily, often with a smudge on her cheek and a smile. [Read more...]

Bribery, Felony or Line Item?

iStock_000010810931_SmallAre we all felons bribing our way though international commerce or victims of corruption, forced to pay the price of admission?

Let’s face it. Bribery is a cottage industry in many countries—part of their cultural DNA. The sad truth is that buying and selling influence is often the grease that lubricates the wheels of global commerce.

In Spain, it’s “mordita”– the bite. In French, “dessous-de-table,” loosely under the table. In German, it’s “schmiergeld” or smoothing money and in the Middle East the ancient Persian practice of “baksheesh” or gratuity has been common currency for a thousand years. [Read more...]

Hogwash

iStock_000000315739_ExtraSmallAnd if You Believe It, I “Have a Bridge to Sell You.”

Hogwash is a great word, as I was reminded by my colleague, Judy Russell, CEO of consultancy Markethink. First used in the 15th Century, it referred to swill, slop, nonsense and balderdash. And it’s particularly appropriate when describing the findings of a recent study conducted by none other than the Boston Consulting Group, as well an earlier survey conducted by NPD in the fall of last year.

Up front and to be clear, I am not attaching the “hogwash” description to the methodology, and how the research was conducted by these two revered institutions; and not even the accuracy of the findings. I am describing as “hogwash” what the findings indicate would be consumer behavior in making a purchasing decision based on patriotism and a “made in America” label over price. [Read more...]

Walmart’s Hire-a-Vet Program: Patriotic Gesture? Or Good for Walmart?

American veterans returning from war have had a history of finding employment at Fortune 10 companies. After the Korean War they got engineering and sales jobs at IBM and Texaco. After Vietnam they became production technicians and manufacturing coordinators at Dupont and Monsanto.

Those returning from Iraq and Afghanistan will be working at Walmart. Now that’s what I call economic progress.

At January’s National Retail Federation Convention in New York, CEO and President Bill Simon announced the Bentonville behemoth’s pledge to hire any returning veteran who wants a job, in a program it will kick off on (when else?) Memorial Day. It will result in 100,000 jobs for returning military personnel over the next five years.

This is a wonderfully patriotic gesture, and a great opportunity for all those returning vets, right? Or is it? [Read more...]

The 10 Commandments of Home

tencommandmentsTO: Ron Johnson, Plano, TX
FROM: A Higher Authority
RE: The Way to the Promised Land

Cecil B. DeMille, where are you now that we need you?

The expedition that Ron Johnson is leading the Penney-ites on will not last 40 years – he’ll be lucky if he gets 40 months – but in just about every other way, the trek is of biblical proportions. Johnson is trying to free one of the most enslaved retailers in the business from what seems an eternity of lackluster merchandising, dysfunctional buying and a generally disjointed business strategy that seems to go in every direction but forward.

Frogs and pestilence have nothing on this saga.

Whether he can lead the company to the Promised Land remains to be seen. Frankly, 2012 was just a warm-up and the real test comes this year when JCP has to start anniversarying its lame numbers that started last February. If they can’t beat those comps, Bill Ackman – the hedge fund honcho who has been manipulating this whole thing from the other side of the balance sheet – is going to show why patience is not one of his virtues and there’ll no doubt be a new

sheriff in Plano before long. So, as Johnson tries to part the retail seas and find a route for JCP to succeed, I say it is his Home business that is going to help lead the way. More so than at any other national general merchandise retailer, JCP Home is a larger percentage of overall sales, led by soft home. That has always been a core strength of what those in the trade still call “The Penney Company,” and regardless of the name over the front door these days, if Home doesn’t work, JCP doesn’t work. [Read more...]

Tesco Felled By Hubris, Leaves USA

Quitting the country is the easy part. Now, what about all that infrastructure?

Chronicle of a Failure Foretold

Years from now, MBA students will be puzzling over how Tesco, the British food retailer, could have stumbled so badly in its venture in the United States.

Well, more than stumbled. As I predicted more than a year ago in a news feature in the Robin Report, Tesco has called it quits in the U.S., just five years now after entering the country. Tesco racked up a horrendous record: it managed to open about 200 stores in this county, most in California, plus a few in Arizona and Nevada. It burned through well in excess of $3 billion counting startup costs and cumulative losses during its time in this country. At no time did Tesco turn even a modest profit with its Fresh & Easy stores, as they were dubbed.

farewell_fresh

That dismal outcome stands in ugly contrast to its stated ambitions. Tesco predicted it would have many hundreds of stores in the U.S. by now. It envisioned a quick leap to the East Coast with fill-ins elsewhere yielding a network of 10,000 stores.

The reality of the situation has cost the career of Tim Mason, Tesco’s U.S, chief officer. When Tesco announced in December it was quitting this country, it also said Mason would immediately leave the company. Mason was a 30-year veteran of the company and at one time was seen as the next chief executive officer of all of Tesco. Mason gave it a good shot. He moved to California from Britain with his wife, Fiona, and three of their seven children to direct the fledgling Fresh & Easy empire. Fiona took up golf to wile away the hours while Mason toiled. To the good for Mason, he left with a huge buyout and an astoundingly generous pension.

Tesco now faces the challenge of how to withdraw from the U.S. without abandoning its assets here entirely. [Read more...]

A Toys Story

The Robin Report - A Toys StoryThere’s a certain irony in the fact that the world’s very first category killer was also the first of its big-box ilk to be severely challenged and nearly decimated by the even bigger-box mass merchants…and now may also be leading the way once again in learning how to co-exist and maybe even thrive in a world dominated by discounters and onliners.

What a long strange trip it’s been.

But Toys”R”Us should be very grateful it is not dead, and the tale of Toys is largely instructional for the entire channel of distribution known as ‘super specialty retailing.’ Toys was there for the channel’s glory days, nearly succumbed to the merchandising maladies that took down many of its box brethren, and has experienced a retail resurrection that—if not quite a miracle—worthy of store sainthood is nevertheless remarkable in its own right. None of this could have been even remotely predicted back in1948 on Washington DC’s 18th Street NW when a post-war entrepre-neur named Charlie Lazarus opened a baby furniture store called Children’s Supermart. As big stores go, it wasn’t much. But back then, it seemed to be the right store for the right time as newly formed post-War families started booming out babies and needed a place to buy all the paraphernalia—cribs, strollers, whatever—that came with the territory. [Read more...]

Supervalu’s Unsuper Future

SuperValu - The Robin ReportIn its most recent fiscal year it scored $36.1 in sales volume, driven by a widely diverse portfolio of assets. Those assets include a large-scale wholesale business plus many retail stores ranging from small chains of to large-scale retail chains and a hard-discount chain. In all, Supervalu has more than 2,400 stores.

Supervalu’s asset diversity evolved, for the most part, over a period of cautious and self-financed growth spanning its 135-year history. The company is based in Minneapolis, but operates from distribution centers in nearly 30 states, effectively blanketing much of the nation.

But there are big problems under the surface. When Supervalu is brought into sharp focus, it starts to look troubling. Clarity reveals it to be currently heavily laden with unaccustomed debt and its profitability long sinking and now vanishing.

It gets worse. Its competitive positioning is melting away and its corporate-management team is in fast-turn mode. Supervalu stock is trading near the $2-mark, except for an occasional upward spike driven by buyout rumors. Earlier this year, its stock sold for about $8; five years ago it approached $45. [Read more...]

Under Pressure

Those of us with memories of 1950’s kitchens may remember pressure cookers: a heavy metal pot with a rubber gasket that we were always told was a bomb and a really good way of killing vegetables. I have not seen a pressure cooker in an American kitchen for 30 years. Even my foodie royalty friends don’t have one. And unless you took Home Economics in the 1950s or 1960s, you probably have no idea how this supposedly dangerous appliance works.

Yet across the developing world, it is a primary tool of kitchen liberation. The old bomb we feared, as stories of exploding pea soup splattering grandma’s kitchen wallpaper, has been re-engineered. Pressure cookers are widely available in Walmart and on Amazon.com, in all varieties.

The principle of the pressure cooker is simple. In a compressed environment, water vapor, or steam, can be raised to very high temperatures without burning its ingredients. The steam is forced through the food, cooking it cleanly and quickly with no loss of flavor or nutrition. Thus, you can put a cup of water and three potatoes in a pressure cooker, and seven minutes later, you are eating spuds. Brown rice doesn’t take an hour; it cooks in 15 minutes.

In any cuisine that is based on legumes and grains, from hummus in the Middle East to dahl in India, cooking has traditionally tied women to the kitchen for hours every day. Even if basic staples are made once or twice a week, the preparation and cooking time involved often precludes a woman who is caring for a family the ability to also hold down a full-time job. A good pot of beans can take two to four hours to cook; having a pressure cooker can cut weekly meal prep times by more than half. [Read more...]