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Below, we have created a list of category management and retail books, we believe may be of interest to our readers.
| A Category Management guide from Neilsen. | ||
| Retail Management Books Leonard H. Roberts, Chairman, |
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| From Publishers Weekly In this no-nonsense guide to beating the competition, Calloway, a branding and competitive positioning consultant with clients like BMW and IBM, offers hope to companies confronting a constantly changing and increasingly competitive marketplace. Success, he says, lies in distinguishing yourself from others and forging emotional connections with customers. Before you do anything else, Calloway says, you must answer the question, "Who are you?" unambiguously and with fervor. If your response is vague and uninspiring, Calloway predicts failure, since a lame answer signals lack of vision, focus and commitment, elements he considers essential just to be in the running. An advocate of corporate language that reinforces company identity and motivates employees, Calloway shuns empty slogans and fashionable buzzwords. He snappily makes his point by asking what would have happened if Martin Luther King Jr. had proclaimed, "I Have a Strategic Plan" instead of "I Have a Dream." In no uncertain terms, he asserts companies must pay close attention to each customer and focus marketing on individuals, not abstract demographics. Anyone spacing out while Calloway exhorts innovation and hard work to connect with the customer base in ways that Starbucks, Southwest Airlines and others have will hop to when he has a hypothetical customer ask, "Why should I do business with you?" A company without a compelling answer, Calloway believes, will see the customer go elsewhere. But Calloway emphasizes triumph is possible with disciplined application and provides case studies, interviews and anecdotes illustrating successful approaches for earning customer loyalty and for setting businesses apart in their fields. Copyright 2003 |
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| ; | Synopsis - Store Wars The battle for mindspace and shelfspace Judith Corstjens, Arrow Consultancy, Bois-le-Rois, France and Marcel Corstjens, Professor of Marketing Insead, Fontainebleau, France Fast moving consumer goods (FMCG) marketing has become a struggle between manufacturers and retailers for control of Mindspace and Shelfspace. Partnership is seen as an Indian wrestling match between manufacturers and retailers: co-operation can only be gained from a position of strength. Marketing for FMCG manufacturers now involves understanding retailers, their business and marketing strategies, their strengths and their limitations. The major aim of modern marketing is to affect the balance of power between retailers and their suppliers. Store Wars sets out to equip the reader to thrive in this climate. "Advertising agencies are in a unique and sensitive position as mercenaries in the battle between manufacturers and retailers. They work for both sides. This book provides, with its concept of mindspace and shelfspace, a profound and contemporary insight into the anatomy of branding on both sides of the divide." Martin Boase, Chairman, Omicom UK plc "The battle for mindspace and shelfspace provides a practical framework within which FMCG managers will need to test, adjust or even fundamentally change their strategic address. It describes the new reality." Dominic Cadbury, Executive Chairman, Cadbury Schweppes plc "Marcel and Judy have brought to bear their intellectual prowess and institutional knowledge to provide an enlightening view of issues in modern retailing. A book full of thought-provoking ideas for academics and practitioners alike." Rajiv Lal, Professor of Marketing, Stanford University |
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| Synopsis - The story of how Tesco used Clubcard - its
loyalty scheme - to reinvent itself and its relationship with its
customers, in the words of the people who were there. Between 1995 and 2003, the UK's second largest grocer came not only to dominate superketing in the UK, but created on or Europe's fastest growing financial service companies, launched the world's largest internet grocery business and created a global retail giant selling everything from travel insurance to television. How was this achieved? By getting to know its customers better. The masterminds behind this transformation tell the inside story. It is a behind-the-scenes look at what customer loyalty means, how it works, and how it should change the way companies sell and the way we shop. |
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| Synopsis This text represents a specialist text resource
for students of retail management or marketing courses and modules,
providing the reader with the opportunity to acquire a deeper knowledge
of a key area of retailing management - managing the product range. The book is designed to be challenging, yet approachable to students, linking established academic theory to the buying and merchandising functions within retail organisations, and current operational practice. Covering all retail operations which revolve around the procurement of products, from stock level management, through allocation of outlet space for products, to the placement of products within the retail environment, this text is essential reading for anyone studying retail product management or buying and merchandising as part of their degree course. The text also offers additional features, such as learning objectives, boxed features, review questions, chapter introduction and summary, and international and multi-sector case studies. Book Info (Taylor and Francis) A text resource for students of retail management or marketing, covering all retail operations surrounding the procurement of products. Offers additional features such as review and discussion questions, multi-sector mini-cases and case studies, and coverage of international retail product management. Softcover. DLC: Retail trade--Management. Book Description Covering all retail operations which revolve around the procurement of products, from stock level management, through allocationof outlet space for products, to the placement of products within the retail environment, this book is essential reading for anyone studying retail product management or buying and merchandising. |
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| From the Inside Flap Preface The mere thought of taking a math course causes most people to clench their teeth, break out in a cold sweat, and start biting their fingernails. Relax! This course is different. This course uses practical applications to help you understand the tools of the trade. The approach is geared to help you interpret industry words and thoughts and then use your calculators (or computers) to translate your needs into clear mathematical answers. You will approach this course in a very logical manner, with a step-by-step approach, one that parallels your career path in the merchandising industry. From the start in Chapter 1, you will discover, with the help of the text, which uses a worktext format, that your calculator is a key tool for solving problems effectively. Chapter 2 teaches you the fundamentals of working with numbers. You look at the relationship of whole numbers to parts so you can calculate sales figures, commission statements, taxes, and discounts. With the numbers serving as the foundation, you can then look at how the numbers reflect the consumer, economic, fashion, and lifestyle trends that businesses address daily. Once you grasp working with numbers, the work will flow, just as though you were on the job, to more responsible tasks. In Chapter 3 you will look at some of the forms you may be asked to complete in a clerical position or as an assistant buyer. Along with the forms, you will learn what you will be filling in, and why. The information on these forms comes from a buyer's purchases at market. You'll take an inside look at the buyer's role in the marketplace, as he or she must negotiate prices with the wholesalers to arrive at the sharpest terms and conditions of sale, including product price, payment arrangements, and shipping charges. The text then takes you to the retail end of merchandising, pricing and reprising products. In Chapters 4 and S you will apply the basic math skills you learned in Chapter 2 to determine individual, initial, average, cumulative, and maintained markups. Through the exercises in Chapter 5, you will continue to develop strong critical thinking skills that reinforce pricing decisions. Markdowns, a very strong component in the competitive retailing world, are covered in Chapter 6. As you move on in the text, you will see how job responsibilities expand and provide further challenges. Part IV of the workbook is designed to help merchandising majors learn the financial planning methods used in the industry. This section covers six-month plans, open to buy, and classification planning. Chapter 7 introduces you to the elements of six-month plans and explains why they are important to a merchandising operation. From there you move on to Chapter 8, where you will learn how to analyze and interpret what the numbers mean and how a merchant can use these figures to judge the overall "healthiness" of an operation. Chapters 9 and 10 will carry you to a different level, that of the planner. With a solid foundation in analyzing numbers, adding on markup, and applying markdown pricing, as a merchandiser you now plan stocks, balance the flow of new merchandise and maintain balanced stocks, first by using last year's figures as a guide in Chapter 9 and, then, in Chapter 10, by designing a plan from scratch, just as you would do for a new business. Chapter 11 helps you prepare buying plans for market, which are then reinforced in Chapter 12 as you learn how to build strong merchandise assortments through classification planning. Part V shows you how numbers serve as tools to use in determining if a company's objectives and goals have been met. Here you take a look at how buying, pricing, and planning decisions are measured and evaluated. Again, using the skills from Chapter 2, you will apply basic math skills to profit-and-loss statements and income statements in Chapter 13. Sales per square foot, a key factor in profitability, is introduced in Chapter 14. Part VI briefly introduces the basics of corporate buying offices. With an increase in national brand products and private labeling growing worldwide, merchandisers faced with increasing competition now have to be able to calculate the cost of goods sold and determine if it is feasible to develop a product for a company. In this chapter you will learn how to prepare cost sheets and apply the pricing concepts you learned in Part III to determine if a product is competitive. Here you get a glimpse of how merchandising strategies are developing for the 21st century. The final section provides a check-in point for students. Often students want to make sure they are doing the calculations correctly, but if they are working outside the classroom, they don't have anyone with whom to check. Basic formulas and the solutions to the odd-numbered problems are given. So, relax! You will take this course step by step, just like your career in the industry. This text will give you the big picture, serving as a "reality check" for what really goes on behind the store windows. Hands-on experience is always the first step in on-the-job training, and this is a great place for all of you to start. The skills you learn here will lead you to the next step, coordinating this skill set with technology. Merchants today depend on the speed and accuracy of information provided by computer software programs. However, you first have to learn What is entered into the programs What the data means How to interpret and develop effective strategies based on the direction the numbers target Math for Merchandising: A Step-by-Step Approach guides you through the common-sense steps needed as you develop visionary ideas, forecast trends, and end up with financial success in the ever-changing fashion merchandising world. Acknowledgments Completion of this project was due in great part to my students, who, for many years, have challenged me to find better and easier ways to teach them the merchandising math skills needed for success in the job market. I am grateful for their insistence and their one constantly repeated question, What do I do first? I thank all of you for reading and improving the materials in this manuscript over the years, but, most importantly, for the confidence you've placed in me. . |
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| In an effort to determine why people buy,
Paco Underhill and his detailed-oriented band of retail researchers
have camped out in stores over the course of 20 years, dedicating
their lives to the "science of shopping." Armed with an array of video equipment, store maps, and customer-profile sheets, Underhill and his consulting firm, Envirosell, have observed over 900 aspects of interaction between shopper and store. They've discovered that men who take jeans into fitting rooms are more likely to buy than females (65 percent vs. 25 percent). They've learned how the "butt-brush factor" (bumped from behind, shoppers become irritated and move elsewhere) makes women avoid narrow aisles. They've quantified the importance of shopping baskets; contact between employees and shoppers; the "transition zone" (the area just inside the store's entrance); and "circulation patterns" (how shoppers move throughout a store). And they've explored the relationship between a customer's amenability and profitability, learning how good stores capitalize on a shopper's unspoken inclinations and desires. Underhill, whose clients include McDonald's, Starbucks, Estée Lauder, and Blockbuster, stocks Why We Buy with a wealth of retail insights, showing how men are beginning to shop like women, and how women have changed the way supermarkets are laid out. He also looks to the future, projecting massive retail opportunities with an aging baby-boom population and predicting how online retailing will affect shopping malls. This lighthearted look at shopping is highly recommended to anyone who buys or sells. --Rob McDonald --This text refers to the Hardcover edition. |
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| Synopsis This text provides an introduction to the understanding of changing consumer behavior and trends in managerial practice in the grocery industry. |
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