Hilary McNair - Retail Strategy & Commercial Performance
Retail Strategy & Commercial Performance Consultant
Hilary McNair is our go-to strategist for helping retailers make smarter commercial decisions and unlock growth with clarity and confidence.
With a specialist focus on assortment planning, pricing, promotions and insight-led decision making, Hilary blends analytical rigour with practical retail sense. She helps brands move away from gut instinct and “we think…” towards evidence-backed action and “we know…”
Making data genuinely useful
A project Hilary is particularly proud of involved introducing AI into the way a retail team approached assortment, pricing and promotions. Rather than being a theoretical exercise, this was deeply practical: uncovering where profit was leaking, challenging assumptions and giving leadership teams confidence to act on what the numbers were really saying. For Hilary, the best work is the kind that leads to real, measurable business improvement.
Practical, proactive support in an ever-changing world
Retail is fast moving, and Hilary helps clients stay ahead without losing their bearings. She keeps businesses informed with relevant trends and articles, but more importantly makes sure they have robust processes and agile ways of working so they can react when needed without disruption.
Hilary’s approach is rooted in structure and common sense because change is easier to navigate when a business already has strong foundations.
Finding growth that makes sense
Hilary believes the best growth opportunities come from a deep understanding of where a business really is. She starts with a rigorous SWOT incorporating as many voices and data points as possible; internal and external, quantitative and qualitative, before turning ideas into concrete options. Often, she’ll take strategy discussions outside the usual office environment to foster fresh thinking and creative solutions.
What’s next for retail?
Hilary sees AI continuing to dominate retail strategies in the coming years but she’s clear that the focus should be on using it to support people, not replace them. Think: smarter forecasting, deeper data insight, and automation of repetitive tasks that frees teams to contribute judgement and commercial creativity.
With thoughtful implementation, these tools don’t have to be expensive and they can make roles both more effective and more satisfying.
Common mistakes (and how to fix them)
The biggest pitfalls she encounters are usually rooted in indecision, over-commitment and complexity often letting profit leak because difficult choices aren’t made. Hilary helps leaders cut through the noise with a proven framework that highlights where to act, where to simplify, and what to stop doing. It’s not always glamorous, but it’s effective and it makes work feel less overwhelming.
Advice for start-ups
Know your customer, truly know them. Their needs, desires and behaviours should shape every decision you make.
Outside work
When she’s not working with retailers, Hilary is happiest on a long dog walk through the Sussex countryside with her Australian Labradoodle, Fudge. Many of her best ideas come mid-stride, and she’ll often tell you the best thinking happens away from the screen.
“Going for a walk somewhere green is the best way for me to think creatively – most of my best ideas or realisations come from dog walks”
Evenings are for family meals around the table and, if you’re curious, Hilary fuels her day with a morning flat white and an afternoon matcha latte.
If she wasn’t consulting, she’d love to open a shop selling handcrafted goods sourced from marginalised communities around the world, combining her love of travel, design and ethical impact.
Fun fact: Hilary holds a black belt in judo.
