Your Success In the Retail Business (Collection)

Table of contents

1. About This eBook
2. Title Page
3. Copyright Page
4. Table of Contents
5. Smart Retail: Winning Ideas and Strategies from the Most Successful Retailers in the World
   1. Copyright Page
   2. Dedication Page
   3. Acknowledgments
   4. Photo Acknowledgments
   5. Introduction to this Edition
      1. How to get the best from Smart Retail
   6. Preface—Why retailing?
      1. That there Internet thing
      2. Asking the questions
      3. Is it rocket science?
      4. Brass tacks
      5. Stars of the shop floor
   7. Part One—You: Starting at the beginning.
      1. Chapter One. What do you want for yourself?
         1. Action-planning means doing stuff
         2. Raw passion makes us great
      2. Chapter Two. Rising above the crowd
         1. Volunteer for things
         2. Introduce yourself to people at every meeting
         3. Make good use of the ideas program if there is one
         4. Give people your cell phone number
         5. Form an opinion
         6. Specialize
         7. Produce the goods
      3. Chapter Three. Keeping it simple
         1. Talk is cheap but it’s worth lots
      4. Chapter Four. Rolling those snowballs
         1. Reading stores the practical way
   8. Part Two—Team: Make us happy and we will make you money.
      1. Chapter Five. What’s the Big Idea?
         1. Differentiation
      2. Chapter Six. How to build great teams
         1. Leadership
         2. Why bother building a great team?
         3. Reasons not to?
         4. Service Profit Chain
         5. The three cornerstones
         6. Values
         7. Walking the talk
         8. Street Time
         9. Flight to quality
         10. The respect deal
         11. Ownership—the value of mistakes
         12. Behaviors
         13. Easy ways to “do” recognition
      3. Chapter Seven. How to get people out of bed
         1. The components of motivation
         2. Show me the money—financial reward
         3. The stick to your carrot—implied sanction
         4. Treat me like a grown-up—self-respect
         5. Let’s have a laugh now—using non-financial rewards
         6. Team meetings
      4. Chapter Eight. All we need is a little better every time
         1. Gathering improvement ideas
         2. Statistics can make you go blind—the measurement trap
         3. Go with your gut feel
         4. Room for improvement
   9. Part Three—Customer: Make me happy and I will give you my money.
      1. Chapter Nine. We love shopping here!
         1. Great customer service
         2. We need answers on this customer service thing
         3. Great moments
         4. People make the difference to great customer experiences
         5. This year, I pledge my loyalty
         6. First-visit advantage
         7. The four rules of performance improvement
         8. Priorities
         9. Added value
         10. What I need—what I want
      2. Chapter Ten. Price and value
         1. Everyday low prices (ELP)
         2. Making bargains the star
         3. Oi! That’s my planet too—the costs of consumption
      3. Chapter Eleven. Promote or die
         1. 28 promotions
      4. Chapter Twelve. Marketing for real people
         1. Advertising made simple
         2. Marketing things to make and do
         3. Easy ABC database marketing
         4. Keeping track—measurement
   10. Part Four—Store: Make it brilliant and they will spend.
       1. Chapter Thirteen. Discovery!
          1. Point of discovery
          2. Benefits of building formats around discovery
          3. Linking it all together
          4. The different types of discovery
          5. Traditional promotion-led discovery
          6. Service-led discovery
          7. Product-led discovery
          8. Format-led discovery
       2. Chapter Fourteen. The great big theater of shop
          1. Us, the moles, and the bats
          2. Fundamentals of retail theater
          3. The theater of demonstration—why shopping channel presenters are unheralded geniuses
       3. Chapter Fifteen. Detail, detail, detail—the store environment
          1. Look and feel
          2. Transition zone
          3. Baskets
          4. Promotional hot spots
          5. Back wall
          6. Cash register
          7. Impulse buys
          8. Sight-lines
          9. Signage
       4. Chapter Sixteen. And finally ... how we got here
          1. The really early days
          2. Places of retail
          3. Department stores
          4. The retail kings
   11. Epilogue—And we’re done?
       1. Further Smart Retail
   12. Appendix I. Your job and Smart Retail
       1. Store manager
       2. Store owner
       3. Team member
       4. Assistant store manager (ASM)
       5. Area/regional manager
       6. Central functions (marketing, sales operations, administration, and so on)
   13. Appendix II. Take-action time
       1. Time plan
   14. Appendix III. Street time
       1. What do we do?
   15. Appendix IV. Books for retailers
   16. Index
6. Competing in Tough Times: Business Lessons from L.L.Bean, Trader Joe’s, Costco, and Other World-Class Retailers
   1. Copyright Page
   2. Praise for Competing in Tough Times
   3. Acknowledgments
   4. About the Author
   5. Preface
      1. Who Can Benefit from Reading
   6. Introduction
      1. The Organization of This Book
      2. Endnotes
   7. Chapter 1. The Questionable Future Facing Global Retailers
      1. Increased Competition Across Retail Formats
      2. Retail Store Positioning and Competitive Strategy
      3. Takeaway Points
      4. Endnotes
   8. Chapter 2. Low-Cost Strategies I: Key Elements of a Low-Cost Provider Strategy
      1. Implementing Low-Cost/Low-Price Strategies
      2. Advantages of Being a Low-Cost Provider
      3. Key Elements of a Low-Cost Retailer Strategy
      4. Takeaway Points
      5. Endnotes
   9. Chapter 3. Low-Cost Strategies II: Delivering Low Costs Through Minimizing Product Proliferation
      1. Managerial Concerns Related to Product Proliferation
      2. Causes of Product Proliferation
      3. Reducing Product Proliferation: The Experience of Aldi, Costco, Stew Leonard’s, and Trader Joe’s
      4. Takeaway Points
      5. Endnotes
   10. Chapter 4. Differentiation Strategies I: Effective Human Resource Strategies
       1. Strategic Benefits of Effective Human Resource Strategies
       2. The Human Resource Strategies of Best-Practice Firms
       3. Takeaway Points
       4. Endnotes
   11. Chapter 5. Differentiation Strategies II: Enhancing the Service Experience
       1. Consumer Satisfaction Studies and Analyst Reviews of the Benchmark Retailers
       2. Employee Dimensions of the Service Experience
       3. Nonemployee Dimensions of the Service Experience
       4. Optimizing Customers’ Web-Based Service Experience
       5. Takeaway Points
       6. Endnotes
   12. Chapter 6. Differentiation Strategies III: Developing and Maintaining a Strong Private Label Program
       1. Advantages of a Strong Private Label Program to Retailers
       2. Private Label Strategies of Successful Retailers
       3. Takeaway Points
       4. Endnotes
   13. Chapter 7. Implementing Cost-, Differentiation-, and Value-Based Retail Strategies
       1. Cost-Based Strategies
       2. Differentiation-Based Strategies
       3. Value-Based Strategies
       4. Auditing a Store’s Cost, Differentiation, and Value Strategies
       5. Takeaway Points
       6. Endnotes
   14. Individual and Composite Financial Performance, Customer Service, and Worker Satisfaction Metrics of the Best-Practice Retailers
       1. Introduction
       2. Individual Performance Metrics of the Best-Practice Retailers
       3. Composite Data on Best-Practice Retailers
       4. Employee Satisfaction Measures of Best-Practice Retailers
       5. Takeaway Points
       6. Endnotes
   15. Index
   16. FT Press