Analyses the changes in the retail industry and the strategic options open to companies. This book describes the key concepts of efficient consumer response (ecr) and provides several illustrative cases to demonstrate the results. It is suitable for both retail practitioners and students of retail and channel marketing.

Autorentext

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, and a visiting lecturer at the Helsinki School of Economics and Helsinki University.

Klappentext

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.

Inhalt

1 Change drivers in the retail value chain

Industry consolidation Internationalization Value chain integration Convergence Consumer and product trends Sustainability E-business

2 Retail formats

Chain operations Customer segmentation and target group selection Key success factors in retailing Alternative retail strategies Summary

3 Collaboration in the retail value chain

Collaboration and supply chain managementQuick response (QR) Efficient consumer response (ECR) Retail partnership levels ECR as an industry community

4 Demand management

Format development and category portfolio management Category management Summary and some insights into the future

5 Store operations

Store ordering Product replenishment process Implementation of assortment change Campaign implementation Customer service Store management and key performance indicators (KPIs) Centralized store operations Chain-level executionStore refurbishment Supplier role in store operations

Summary

6 Information technology trends in the retail value chain

Main trends Key development areas of retail IT Fact-based management with consumer information Summary

7 Loyalty programmes and customer information sharing

Loyalty concepts Partners and joint programmes Opt-in customer clubs Use of customer data Segmentation Active customer portfolio management

Category and activity management Targeted communication Data sharing in the retail value chain Customer information sharing study Key future trends in customer loyalty

8 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