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Winning at Retail - Developing a Sustained Model for Retail Success
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List Price: $32.95Amazon.com's Price: $21.75 You Save: $11.20 (34%)Prices subject to change.
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Binding: Hardcover
Dewey Decimal Number: 658.87
EAN: 9780471473572
ISBN: 047147357X
Label: Wiley
Manufacturer: Wiley
Number Of Items: 1
Number Of Pages: 272
Publication Date: June 10, 2004
Publisher: Wiley
Sales Rank: 39687
Studio: Wiley
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Product Description:
Praise for Winning At Retail
"Winning at Retail offers the most effective strategies available for retailers. At McDonald's, the `Quick-EST' model is crucial, because being close and convenient to where our customers live, work, and shop helps us create maximum value. If you want to harness your company's strengths to become a leader in your category-and stay in tune with what your customers want-this is the book for you."
-Jim Rand, Senior Vice President of Business Development, McDonald's Corporation
"Winning at Retail provides a thoughtful approach to retail differentiation. Ander and Stern warn of the `treacherous middle' into which retailers too easily drift. They inspire us to avoid this peril through case studies of retailers who have assumed leadership through courageous choice."
-Robert L. Price, Senior Vice President and Chief Marketing Officer, Wawa
"In a difficult retail environment, this book provides crucial guidance for staying on top of your competition-by taking the customer seriously and leveraging your strengths to provide experiences that increase customer loyalty. Will Ander and Neil Stern elegantly argue that you can't always be the biggest, fastest, and trendiest place on the block, but it takes only one of these `Ests' to be a category leader. Businesses big and small can benefit from the carefully distilled lessons in this book."
-Bernd Schmitt, Professor of Marketing, Columbia Business School and author of Customer Experience Management
Download Description:
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.
Average Rating: 
Rating: -
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.
Rating:  -
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 ... Read More
Rating: -
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) ... Read More
Rating: -
As a business student, the book "Winning at Retail" gave me effective and simple strategies for understanding how to evaluate and critique retail concepts. In their accessible text, Ander and Stern manage to distill complex and constantly-evolving retail concepts into an intuitive model that will guide readers who need to quickly and intelligently assess how successfully a retail concept delivers value to customers.
If you're seeking an outline for the particulars of cash-flow management, marketshare, ... Read More
Rating: -
The same retailers win year after year, Wal-mart, Target, Home Depot,Amazon while the rest barely hang on. Winning at retail tells retailers what they need, to be the _ est. Biggest, Cheapest, Quickest, Hottest. Customers have more choice and more options. The build it and they will come approach of most retailers is no longer enough. Retailers need to have the right product in the right place for the customer, or the customer will move on. Just like Good to Great, every retail company should check their strategy ... Read More
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