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DHC conducts research studies or develops white papers to address sales and marketing or industry issues.
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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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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Sales Force of the Future
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!
Download 2009 Study Results
Download 2007 Study Results
Compare yourself - manufacturers
Compare yourself - retailers
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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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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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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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