Articles by Alan R. Segal

Poor internal alignment, limited collaboration and weak data optimization are three common failings in category management strategies with retailers that can hinder the best-laid plans in building a profitable product assortment.
Alan R. Segal
Category managers often struggle to decipher shopper behavior that appears unexplainable. To alleviate these issues of disparate data clashing with gut instincts, category managers can follow four steps for critical thinking.
Alan R. Segal
The auto care industry needs to produce sustainable solutions to recruit and retain capable technicians to operate independent garages. Without creative intervention, the customers’ choice of repair outlets will be limited.
Alan R. Segal
If employees in auto parts stores could have it their way, would they vote Amazon out of the marketplace? Scores of counter people who serve on the frontlines are at risk of being replaced by e-commerce technologies.
Alan R. Segal
While investors and many industry executives are preoccupied with the Amazon DIY threat, they should not downplay Amazon's interest in the commercial repair shops, which represents $95 billion in market share.
Alan R. Segal
With Amazon selling auto parts online, it's clear that digital cataloging is more critical than ever. Amazon’s key aftermarket vendors understand the interconnectedness of the entire online shopping experience that revolves around a content-rich catalog.
Alan R. Segal
Too many companies are shortchanging their profit potential by incorrectly pricing their products and services. By setting prices relative to what consumers value, not off cost, companies are better positioned to generate windfall profits for the long run.
Alan R. Segal
As a former buyer and category manager, I experienced the unintended consequences when a department cuts back on staffing.
Alan R. Segal