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Research / White Papers

DHC conducts research studies or develops white papers to address sales and marketing or industry issues.

IMPULSE SALES: Evolution of the Front-End

Front-End Checkstands are constantly evolving. How does this innovation impact impulse sales? With continued evolution must come continual evaluation of these front-end merchandising changes.

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Top Talent: A Top Priority
Insights Into Recruiting and Retaining Millennials
For Consumer Packaged Goods Sales

With Baby Boomers rapidly approaching retirement, CPG companies will have more vacancies than their Generation X successors can fill – especially in Sales. To fill those positions, companies will have to turn to the Boomers’ children, most colloquially referred to as “Millennials”, who are projected to comprise 50 percent of the workforce by 2018. This leads CPG Sales executives to consider some critical questions: 1) How do we get the top talent among Millennials into CPG Sales?; 2) How do we keep them at our companies? This comprehensive study, conducted by the Sales Executive Share Group (SESG), an organization of the top sales executives at major CPG companies, explores the answers to these and other important questions based on their research.

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Sales Force of the Future Study
Insights into what is important to manufacturers and retailers – now and in the future. Determine how well manufacturers are performing (their perspective vs. retailer). And more!

Compare yourself to the 2012 results
Get 2012 Study Results
Get 2009 Study Results

Get 2007 Study Result

Maximizing Opportunities at Self Checkout
This White Paper presents an overview of the current status and future prospects for self checkouts in the retail environment.  It was developed by DHC based on store audits, shopper interviews and discussions with retailers and other industry experts.

It shows that the self checkout has emerged as a major new technology for retailers which is consistent with an overall trend toward automated transactions in numerous service environments. Self checkouts are now found in two-thirds of all supermarkets in the U.S. and represent a fourth of checkout lanes.  Growth is projected based on continued  expansion into multiple retail channels.

The paper concludes that retailers and manufacturers should recognize the unique self checkout experience and seek new and innovative merchandising solutions for self checkouts. Ultimately, it suggests that retailers must learn to compete in the marketplace based not only on their products and prices, but also on the transactional choices they offer.

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The Use of Virtual Store Simulations in Marketing Research and Beyond

An overview of the latest innovations in virtual store simulations and the sate of the Virtual Research Industry. Virtual store simulations can be an indispensable tool for understanding in-store behavior and designing stores and merchandising programs that truly meet the needs of consumers.

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Retailer Needs of the Future Study
Let your vendors know what matters most and how well they deliver against your needs. Compare yourself to other retailers.

Compare yourself to the 2012 results
Get 2012 Study Results
Get 2009 Study Results

Get 2007 Study Results



Investing in the Shopper Experience
The results of a recent RetailWire/Dechert-Hampe survey of retail industry experts and practitioners emphasize the need to deliver unique shopping experiences and superior customer service. Price, product selection and technology can only take you so far in retailing today because they can be matched by competitors. When it comes to creating happy consumers, retailers need to deliver unique shopping experiences and customer service that meets shoppers' expectations. Living up to those expectations is what ultimately determines how consumers perceive a retailer. Those are the key takeaways from the third in the series of Retail/Wire surveys conducted by Dechert-Hampe & Co. and sponsored by Intel.

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Retail Formats in Transition
The RetailWire community and other industry participants were asked to pick the "winners and losers" among various retail formats over the next five years and to identify the factors that would drive that outcome.

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Fad or Trend: Will Recessionary Shopping Behavior Continue?
The consumer and the marketplace tend to react to events. The greater the impact of the event, the greater the reaction can be. The question is whether these reactions are simply short-term fads or represent real lasting trends. With success dependant on the ability to distinguish behavioral fads from trends in the coming months, Dechert-Hampe and the editors of RetailWire, joined forces again, along with Miller Zell, to shed light on what some of the industry's brightest and most informed are thinking.

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Front-End Focus
Front-end merchandising is a critical element in store performance and customer satisfaction. Changes in consumer shopping patterns, changes in the retailer /manufacturer communities, and the advent of self-scanning systems have significantly changed the landscape at the checkout. Front-End Focus is a major industry initiative designed to define Best Practices in Front-End merchandising, which will maximize consumer shopping satisfaction, and Front-End performance. Front-End Focus is sponsored by The Coca-Cola Company, Mars Snack U.S., Time Warner Retail, and The Wrigley Company. For more information on the results of the research, visit the website.

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Assessing Your Sales Resources – A Comparative Guide
Sales organizations have changed dramatically over the past few years. Sales mangers need new skills. But senior sales executives still need to know how many people are optimal and where to place them. This study provides info that can help.

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  Customer Service Benchmarking Study
The Customer Service organization is widely recognized as a critical function for building customer satisfaction. This study provides an in-depth view of Customer Service practices, organization structure, metrics and processes.

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IMPULSE SALES:

Evolution of the Front-End

Front-End Checkstands are constantly evolving. How does this innovation impact impulse sales? With continued evolution must come continual evaluation of these front-end merchandising changes.


Conference Presentation

NEW RESEARCH REPORTS:

Top Talent: A Top Priority

This comprehensive study conducted by the Sales Executive Share Group (SESG), an organization of the top sales executives at major CPG companies, provides insights into recruiting and retaining Millennials for Consumer Packaged Goods Sales.


Investing in the Shopper Experience


The results of a recent RetailWire/Dechert-Hampe survey of retail industry experts and practitioners emphasize the need to deliver unique shopping experiences and superior customer service.

HOT TOPIC:

The Impact of Continued Evolution on the Front-End Checkstand Impulse Sales

Retailers understand that the Front-End Checkstand is a critical location in the store. Almost every shopper passes through and it is the last opportunity the retailer has to make the shopping experience a pleasant one.

Maximizing Opportunities
at Self Checkout

An overview of the current status and future prospects for self checkouts in the retail environment.

Read the report