Description
Book SynopsisIn 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 and Target, they cover customer service, retail strategy, demographics, and the latest trends in retailing.
Table of ContentsPreface vii
Acknowledgments xv
Part I The Theory
Chapter 1 Est: A Compass to Avoid Retail’s Black Hole 3
Chapter 2 Customers Are #1—Now It’s Time for Retailers to Start Treating Them That Way 21
Part II The Practice
Chapter 3 Cheap-Est: Winning with Price 43
Chapter 4 Big-Est: Winning with Dominant Assortments 61
Chapter 5 Hot-Est: Winning with Fashion 83
Chapter 6 Easy-Est: Winning with Solution-Oriented Service 101
Chapter 7 Quick-Est: Winning with Fast Service 121
Chapter 8 Putting Est to Work 139
Part III The Future
Chapter 9 Est Isn’t Forever: Retail Is Tougher Than Ever 161
Chapter 10 Developing Tomorrow’s Hot Ideas 177
Chapter 11 Putting the Customer in Control 199
Chapter 12 A Glance at the Future 225
Notes 241
Index 245
