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Retail Value Chain How to Gain Competitive Advantage Through Efficient Consumer Response (ECR) Strategies

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ISBN-10: 0749454563

ISBN-13: 9780749454562

Edition: 2009

Authors: Sami Finne, Hanna Sivonen

List price: $49.95
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The internationalization and consolidation of retailing is turning the traditional retail industry on its head. International purchasing, fast and efficient operational models and new technologies constantly challenge retailers. Real price competition is just beginning. "The Retail Value Chain" analyzes the changes in the retail industry and the strategic options now open to companies. The book describes the key concepts of Efficient Consumer Response (ECR) and provides several illustrative cases to demonstrate the results. This book explores the following topics: - Why have hard discounters succeeded in many markets? - What are the key success factors of premium retailing? - How can traditional retailing respond to competition from new entrants? - How will private labels change product development processes and the balance of power in the retail value chain? - How can different manufacturers benefit from ECR-collaboration? - How do retailers share and use information in collaboration with manufacturers? - How will new technologies change the retail value chain?
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Book details

List price: $49.95
Copyright year: 2009
Publisher: Kogan Page, Limited
Publication date: 1/1/2009
Binding: Hardcover
Pages: 368
Size: 6.50" wide x 9.50" long x 1.25" tall
Weight: 1.804
Language: English

Sami Finne is a principal consultant and the sector leader for the Retail & Consumer Products sector in Capgemini Consulting Finland, a member of the leadership team and Sales Director of Capgemini Consulting Finland. His focus areas include retail strategy and concept development, customer loyalty management, manufacturer-retailer collaboration models, organization design and shopper analytics. He is also a well known speaker in top management seminars and conferences, and a visiting lecturer in several academic institutions, including Helsinki School of Economics and Helsinki University.Hanna Sivonen is Senior Consultant in the Marketing, Sales and Service Transformation team of Capgemini Finland. She has extensive experience in projects for retail and consumer product companies, including category management, shopper analytics, shop-in-shop development, promotion management, marketing effectiveness and customer loyalty. Hanna has also carried out several strategic studies of global retail trends for leading Finnish retailers.

Change drivers in the retail value chain
Industry consolidation
Value chain integration
Consumer and product trends
Retail formats
Chain operations
Shopper segmentation and target group selection
Key success factors in retailing
Alternative retail strategies
Collaboration in the retail value chain
Collaboration and supply chain management
Quick response (QR)
Efficient consumer response (ECR)
Retail partnership levels
ECR as an industry community
Demand management
Format development and category portfolio management
Category management
Space management
Summary and some insights into the future
Store operations
Store ordering
Product replenishment process
Implementation of assortment changes
Campaign implementation
Customer service
Store management and key performance indicators (KPIs)
Centralized store operations
Chain-level execution
Store refurbishment
Supplier role in store operations
Information technology trends in the retail value chain
Main trends
Key development areas of retail IT
Fact-based management with shopper information
Loyalty programmes and shopper information sharing
Loyalty concepts
Partners and joint programmes
Opt-in customer clubs
Use of shopper data
Data sharing in the retail value chain
Customer information sharing study
Key future trends in customer loyalty
The future
Globalization and consolidation
Operational efficiency
Fact-based management
Innovation and exclusivity
Customer dialogue management and service extensions
Adapting to the local environment
Success formats