Ander / Stern Winning At Retail

Developing a Sustained Model for Retail Success
1. Auflage 2005
ISBN: 978-0-471-67164-0
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 272 Seiten, E-Book

Praise for Winning At Retail
"Winning at Retail offers the most effective strategies availablefor retailers. At McDonald's, the 'Quick-EST' model is crucial,because being close and convenient to where our customers live,work, and shop helps us create maximum value. If you want toharness your company's strengths to become a leader in yourcategory-and stay in tune with what your customers want-this is thebook for you."
-Jim Rand, Senior Vice President of Business Development,McDonald's Corporation
"Winning at Retail provides a thoughtful approach to retaildifferentiation. Ander and Stern warn of the 'treacherous middle'into which retailers too easily drift. They inspire us to avoidthis peril through case studies of retailers who have assumedleadership through courageous choice."
-Robert L. Price, Senior Vice President and Chief MarketingOfficer, Wawa
"In a difficult retail environment, this book provides crucialguidance for staying on top of your competition-by taking thecustomer seriously and leveraging your strengths to provideexperiences that increase customer loyalty. Will Ander and NeilStern elegantly argue that you can't always be the biggest,fastest, and trendiest place on the block, but it takes only one ofthese 'Ests' to be a category leader. Businesses big and small canbenefit from the carefully distilled lessons in this book."
-Bernd Schmitt, Professor of Marketing, Columbia Business Schooland author of Customer Experience Management

Autoren/Hrsg.

Ander, Willard N.

Stern, Neil Z.

Inhaltsverzeichnis

Preface vii
Acknowledgments xv
Part I The Theory
Chapter 1 Est: A Compass to Avoid Retail's Black Hole3
Chapter 2 Customers Are #1--Now It's Time for
Retailers to Start Treating Them That Way 21
Part II The Practice
Chapter 3 Cheap-Est: Winning with Price 43
Chapter 4 Big-Est: Winning with Dominant Assortments 61
Chapter 5 Hot-Est: Winning with Fashion 83
Chapter 6 Easy-Est: Winning with Solution-Oriented Service101
Chapter 7 Quick-Est: Winning with Fast Service 121
Chapter 8 Putting Est to Work 139
Part III The Future
Chapter 9 Est Isn't Forever: Retail Is Tougher Than Ever161
Chapter 10 Developing Tomorrow's Hot Ideas 177
Chapter 11 Putting the Customer in Control 199
Chapter 12 A Glance at the Future 225
Notes 241
Index 247

Über Autor(innen)

WILLARD N. ANDER is a Partner with McMillan|Doolittle, aglobal retail consultancy with clients around the world. Heconsults on strategy, new store development, and retail bestpractices with such clients as General Motors, Publix, Lands'End, McDonald's, Best Buy, The Great Indoors, and BP/Amoco.He is a graduate of Stanford University and a former assistantprofessor at the University of Houston.
NEIL Z. STERN is a Senior Partner with McMillan|Doolittlewho specializes in the strategic planning and development of newretail concepts. His clients include Safeway, Procter & Gamble,Harris Teeter, Wawa, Radio Shack, and Chevron/Texaco. He is theEditor of McMillan|Doolittle's Retail Watch newsletter and isa graduate of Columbia University.