The Retail Value Chain: How to Gain Competitive Advantage through Efficient Consumer Response (ECR) Strategies
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 analyses 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. The following key topics are explored: • 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? Including expert opinions, real-life case examples and a global study of shopper information sharing, The Retail Value Chain is essential reading for both retail practitioners and students of retail and channel marketing.
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activities analysis areas assortment management automated behaviour benefits brand campaign campaign management tools Capgemini Carrefour category killers category management challenges changes checkout club collaboration companies competitive concept consumer convenience store costs customer communication customer loyalty customer segments customer service customer’s data sharing demand forecasting department stores differentiation efficient El Corte InglÚs enable example focus global grocery retailing hard discounters identify IKEA impact implementation important in-store industry Kesko loyalty card loyalty programmes malls ment needs offer optimization partners planning planograms players premium retailers private labels purchases require retail format retail value chain retailer’s retailers and manufacturers rewards RFID role scorecard selling shopper data shopper information shopper segments solutions space store employees store operations store-level success sumer supermarket suppliers syndicated data target Tesco tion tomer trends typically value retailers Waitrose Wal-Mart