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Winning at Retail Developing a Sustained Model for Retail Success

ISBN-10: 047147357X

ISBN-13: 9780471473572

Edition: 2004

Authors: Willard N. Ander, Neil Z. Stern

List price: $46.00
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Praise for Winning At Retail"Winning at Retail offers the most effective strategies available for 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 to harness your company’s strengths to become a leader in your category–and stay in tune with what your customers want–this is the book for you."–Jim Rand, Senior Vice President of Business Development, McDonald’s Corporation"Winning at Retail provides a thoughtful approach to retail differentiation. Ander and Stern warn of the ‘treacherous middle’ into which retailers too easily drift. They inspire us to avoid this peril through case studies of retailers who have assumed leadership through courageous choice."–Robert L. Price, Senior Vice President and Chief Marketing Officer, Wawa"In a difficult retail environment, this book provides crucial guidance for staying on top of your competition–by taking the customer seriously and leveraging your strengths to provide experiences that increase customer loyalty. Will Ander and Neil Stern elegantly argue that you can’t always be the biggest, fastest, and trendiest place on the block, but it takes only one of these ‘Ests’ to be a category leader. Businesses big and small can benefit from the carefully distilled lessons in this book."–Bernd Schmitt, Professor of Marketing, Columbia Business School and author of Customer Experience Management
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Book details

List price: $46.00
Copyright year: 2004
Publisher: John Wiley & Sons, Incorporated
Publication date: 6/10/2004
Binding: Hardcover
Pages: 272
Size: 6.50" wide x 9.50" long x 1.25" tall
Weight: 1.056
Language: English

Preface
Acknowledgments
The Theory
Est: A Compass to Avoid Retail's Black Hole
Customers Are #1--Now It's Time for Retailers to Start Treating Them That Way
The Practice
Cheap-Est: Winning with Price
Big-Est: Winning with Dominant Assortments
Hot-Est: Winning with Fashion
Easy-Est: Winning with Solution-Oriented Service
Quick-Est: Winning with Fast Service
Putting Est to Work
The Future
Est Isn't Forever: Retail Is Tougher Than Ever
Developing Tomorrow's Hot Ideas
Putting the Customer in Control
A Glance at the Future
Notes
Index