Winning at Retail: Developing a Sustained Model for Retail Success

by Neil Z. Stern and Willard N. Ander

Book Overview

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,...

• Format: Hardcover
• Language: English
• ISBN: 047147357X
• ISBN13: 9780471473572
• Release Date: June 2004
• Publisher: Wiley
• Length: 272 Pages
• Weight: 1.05 lbs.
• Dimensions: 1.0" x 6.3" x 9.2"

Customer Reviews

quick and easy

The book was shipped quickly and arrived in the described condition. thank you for the fast and easy transaction.

Looking for a framework to focus your retail strategy?

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.

New 21st century of retailing

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) a small retailer can do this. You jst can't THINK small. One bad part.......If you read this and think it will be like a motivation seminar where you'll absorb this and it will happen-well, you're wrong. You need to do a lot of things different starting tomorrow morning. the same old drab store with the same old drab employees won't hack it. You decide. But if you want to change this book will give you direction. Then go read "The E-Myth revisited" David Geller

A Winning Book

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, procurement strategies etc., this book won't satisfy. Stern and Ander don't excavate details. Instead, they hover at a conceptual level and methodically reduce high-achieving retailers' major differentiating factors to a workable, comprehensible 5-point "EST-model". The authors concede immediately that no retailer can (or ought to) be strong on all points of their model, since vigor on one axis may preclude a company from muscle on another. They argue that a retail concept must prevail on at least one or two points on the EST model to secure a place among the top three retailers in a segment (which, the authors say, is how to prevent consumer neglect and ultimately, the company's failure). The strengths of the EST model are both its intuitiveness to the reader and its simple construction. The tome is pithy and easy to read. Stern and Ander sustained my attention throughout by using a familiar -- yet diverse -- set of retailers to illustrate the models. I encourage any reader who wants to appreciate what differentiates compelling retailers that stay relevant to consumers from the many that end their days in "the black hole of retail" to read Winning at Retail immediately.