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Hardcover
Publisher: Wiley
Solutions for falling sales and faltering retailers
In Winning at Retail, two prominent retail consultants offer strategies for retailers and chains suffering at the hands of decreased sales numbers. Using case studies from such success stories as Costco, Target, and Walgreens, they cover customer service, retail strategy, demographics, and the latest trends in retailing. For retailers to survive, they must adapt to the new realities of the marketplace. McMillan’s cutting-edge advice and the unique "EST" model in this book shows them how. Willard Ander (Chicago, IL) is a Senior Partner at McMillan Doolittle who specializes in strategy and the analysis of consumer trends. He has worked with such clients as General Motors, Sears, McDonald’s, and Amoco on strategy and new store development. Neil Stern (Chicago, IL) is a Senior Partner at McMillan Doolittle who specializes in strategic planning and the creative development of new retail concepts. He leads the company’s food consulting practice and has worked with such clients as Publix Supermarkets, Chevron Oil, and Procter & Gamble.
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| Strong, analytical and inspirational |
| Customer Rating: 4 out of 5 |
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Gives solid and profound knowledge about the secrets of most succesful retailers. The authors give strong analysis of retail business as well as structured theoretical model, which can be applied to all retail business' - from fast food up to pharmaceuticals.
Recommended to all the retailers, strugling in the "black hole" as well as suppliers who want to understand retail models better and maybe, in some cases, to help make them better as well.
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| a very simple and useful analysis of the retail market |
| Customer Rating: 4 out of 5 |
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I bought 3 books on retail strategy. This one is definitely the book on reviewing and assessing various retail businesses. To me, the most valuable element of the book is the Est model. Simple, clear and practical. The only thing that I found not so clearly explained is the role of quality. The authors touch the problem but they don't really explore it.
Zbyszek
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| Looking for a framework to focus your retail strategy? |
| Customer Rating: 5 out of 5 |
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When thinking about how to win in retail, there must be millions of thoughts and ideas. All of your ideas will be made more effective when they are directed in one focal point. But is your focal point relevant in the retail world? This book points to 5 focal points that matter.
For example, this book helped me settle into a Easy-Est strategy for starting up a Next-Generation Pharmacy. In this context, both The Wellness Revolution and Blown to Bits complemented the Easy-Est strategy.
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| Insightful! |
| Customer Rating: 4 out of 5 |
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Montgomery Ward, Woolworth's and Pets.com stumbled into irrelevancy before they knew what hit them. Authors and retail consultants Willard Ander and Neil Stern explain what went wrong and tell retailers how to stay alive and thrive. They prescribe their theory, called "Est," as in the superlative suffix. Be the best, they say, in assortment (biggest), price (cheapest), customer service (easiest), speed of service (quickest) or fashion (hottest). Being "pretty good" at everything no longer works. The abundance of choices in today's transparent, digital marketplace has spawned information-overloaded, fickle, demanding customers. The authors tend to generalize about what good companies are doing right rather than describing how also-ran retailers might turn things around, but there is plenty of advice here for those who are willing to take it. We recommend this glib pep talk of a book - if for no other reason than to jolt retailers out of believing they're doing everything possible to keep customers coming back.
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| New 21st century of retailing |
| Customer Rating: 5 out of 5 |
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This book finally can show a retailer how to set their strengths apart from other retailers. Many retail books talk about setting yourself apart but this book shares the FIVE "EST"'s that you can be, like:
biggEST
cheapEST
fastEST
hottEST
etc
You can probably be 2 but not or 5 of them. Great history of stores that do welll. Even though the book talks in big names (like Target which is HottEST as in up to the minute designer fashions at good prices) a small retailer can do this. You jst can't THINK small.
One bad part.......If you read this and think it will be like a motivation seminar where you'll absorb this and it will happen-well, you're wrong. You need to do a lot of things different starting tomorrow morning. the same old drab store with the same old drab employees won't hack it.
You decide. But if you want to change this book will give you direction. Then go read "The E-Myth revisited"
David Geller
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