November 28, 2013 – Originally published by The Globe and Mail.

Retailers are still figuring out how to offer deep discounts and still generate good returns, said Luke Sklar founder of retail and marketing consultancy Sklar Wilton & Associates.

Learning from last year’s customer behaviour, retailers purchased popular merchandise in advance and got breaks from their vendors, he said.

“The thesis is: ‘If I can drive the traffic, people will build their [shopping] basket beyond promotional items.'”

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