Retail Merchandiser - September/October 2011 - (Page 10)

RETAIL Ho, Ho, Ho! Despite consumer caution and economic stagnation, retail CFOs are expecting a jolly holiday selling season. Fresh off the resilient back-to-school shopping season, retailers now are preparing for the 2011 holiday shopping season. Although back-to-school sales trends historically have provided a glance at the holiday sales season, market volatility coupled with economic uncertainty means 10 September/October 2011 that back-to-school is no longer a strong indicator of how holiday sales will fare. However, despite volatility and varying consumer confidence levels, some positive indicators are in the marketplace, and retailers are developing strategies to connect with their customers and capitalize on positive sales momentum and an expectation of solid year-end results. Holiday Sales Expectations Overall, the retail industry has realized an increase in same-store sales for the first half of 2011, and retailers are optimistic about sales in the second half of the year. According to BDO USA’s fifth-annual Retail Compass Survey of CFOs, which covers expectations from 100 retail CFOs, 51 percent of those surveyed expect sales to increase in the second half of 2011. This is a notable increase from 44 percent in 2010. Overall, retailers are projecting for the second half of 2011 a 3.5 percent increase in comparable store sales (those stores that have been open for at least the past 12 months). That projection nearly doubles the 2010 projection of 1.9 percent. Because approximately 40 percent of most retailers’ sales occur during the holiday season, this represents optimism in the traditional gift-buying shopper and in the retailer’s confidence that it can connect with those customers. If it were easy, though, everyone would

Table of Contents for the Digital Edition of Retail Merchandiser - September/October 2011

Retail Merchandiser - September/October 2011
Will mCommerce Make Black Friday Green?
Ho, Ho, Ho!
The Look
Category Insight
Back to Business
PGA Tour
Kathy Ireland Worldwide
Ludorum - Chuggington
Monopoly - Hasbro
Coast Guard Exchange System
University Book Store Inc.
U.S. Cavalry Store
National Cattlemen’s Beef Association
Chino Valley Ranchers
Freeman Beauty Labs
New & Noteable

Retail Merchandiser - September/October 2011