Merchandising is the art and science of maximizing retail conversion rates and average order values through the display and promotion of the right product, to the right customer at the right time.
Through an examination of the economics of eCommerce, this presentation derives that Merchandising is one of few true, long-term competitive differentiators for eCommerce businesses. It also concludes and demonstrates why personalized merchandising using behavioral analysis is the most effective way of merchandising to retail consumers.
It continues to show how online retailers can take the concept of Category Management from traditional retail, combined with Behavioral Merchandising techniques, to create the practice of Behavioral Category Management - a sophisticated way to maximize effectiveness of price promotions and sales discounts to fight for market share, while sacrificing a minimum loss in profit from discounts.
