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Power Retail : Winning Strategies from Chapters and Other Leading Retailers in Canada,9780075609964

Power Retail : Winning Strategies from Chapters and Other Leading Retailers in Canada

by
Edition: 1st
Format: Hardcover
Pub. Date: 8/1/2000
Publisher(s): MCGRAW HILL BOOK COMPANY
Availability: This title is currently not available.

Summary

With internet retail heating up, customers more demanding than ever, and the explosion of retail space, retailers today must think differently and act faster to succeed. Why do some power ahead in this intensely competitive environment, while others are brought to their knees?

Power Retail looks behind the scenes of leading retailers to identify and explore the strategies that drive their success. Based on an in-depth quantitative analyses of over 200 North American retailers, including Sears, Walmart, Chapters Inc and Home Depot, and interviews with over 50 leading retail CEOs, this book provides a roadmap to the strategies that will drive superior financial performance in retail today and into tomorrow.

Table of Contents

Introduction 1(6)
Why Power Retailers Succeed Despite the Odds
Changing Winds and Turbulent Waters
7(4)
In Search of the Drivers of Retail Success
11(3)
The First Principle of Retail Success
14(2)
The Second Principle of Retail Success
16(4)
The Third Principle of Retail Success
20(3)
The Fourth Principle of Retail Success
23(3)
The Chapters' Perspective: ``Great Books are Just the Beginning''
26(6)
The Basis for Strategy--Customer Segmentation
Segment for Profit, Not Revenue
32(3)
Needs-Driven Segmentation
35(1)
Performing the Segmentation
36(8)
Choosing a Target Segment
44(6)
The Chapters' Perspective: Segmenting Book Buyers
50(8)
The Essence of Retail Differentiation -- The Retail Value Proposition
RVP -- The Core of Retail Strategy
58(3)
The RVP Components
61(23)
Selection
62(4)
Customer Experience
66(8)
Price
74(3)
Convenience
77(7)
The Chapters' Perspective: Designing the RVP
84(10)
Leading the Market-Share Race
Leadership Predicts Profitability -- The Evidence
94(3)
The Three Dimensions of Share Dominance
97(11)
Geographic Dominance
97(4)
Category Dominance
101(2)
Channel Dominance
103(5)
The Chapters' Perspective: Leadership--Driver of Financial Performance
108(16)
Investing in People to Achieve Customer Loyalty
Successfully Investing in People -- Three Key Steps
124(12)
Hire the Right People
124(1)
Enable Staff
125(5)
Motivate and Align Staff
130(6)
The Chapters' Perspective: Employees First
136(9)
Managing Information Technology for Strategic Breakthroughs
Better Operations: Merchandise Selection and Store Planning
145(6)
The Core of Data-Driven Retailing
151(9)
IT and Electronic Commerce
160(4)
The Chapters' Perspective: Leveraging Technology
164(9)
Cost Management to Minimize Margin Erosion
Beginning with Product Line Profitability
173(3)
Managing Costs by Benchmarking
176(8)
Managing the Entire Value Chain
184(1)
Value Managed Relationships
184(3)
Cost Reduction Initiatives Never End
187(2)
The Chapters' Perspective: The Neverending Saga of Cost Reduction
189(9)
Anticipate to Lead Change
Changing Within a Changing Environment
198(2)
Strategies for Leading Change
200(4)
Tackling the Internet Challenge
204(7)
But Is the Internet for Everyone?
211(10)
The Chapters' Perspective: The Chapters Change Epic
221(10)
Wal-Mart -- The World's Leading Retailer
A Compelling RVP
231(3)
Achieve Leadership Position in Geographic Markets, Categories, and Channels
234(1)
Execute Better than Competitors in the Areas of People, Technology and Costs
235(5)
Lead Change
240(2)
The Chapters' Perspective: A Retail Winner in Four Years
242(7)
Index 249

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