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Retail Value Chain: How to Gain Competitive Advantage through Efficient Consumer Response (ECR) Strategies

by Sami Finne & Hanna Sivonen Kogan Page
Pub Date:
Hbk 384 pages
AU$86.00 NZ$89.57
Product Status: In Stock Now
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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.

Chapter - 00: Introduction;Chapter - 01: Change drivers in the retail value chain;Chapter - 02: Retail formats;Chapter - 03: Collaboration in the retail value chain;Chapter - 04: Demand management;Chapter - 05: Store operations;Chapter - 06: Information technology trends in the retail value chain;Chapter - 07: Loyalty programmes and shopper information sharing;Chapter - 08: The future

Sami Finne is a principal consultant and the sector leader for the Retail and Consumer Products sector in Capgemini Consulting Finland, a member of the leadership team and Sales Director of Capgemini Consulting Finland. His focus areas include retail strategy and concept development, customer loyalty management, manufacturer-retailer collaboration models, organization design and shopper analytics. He is also a well known speaker in top management seminars and conferences, and a visiting lecturer in several academic institutions, including Helsinki School of Economics and Helsinki University. Hanna Sivonen is Senior Consultant in the Marketing, Sales and Service Transformation team of Capgemini Finland. She has extensive experience in projects for retail and consumer product companies, including category management, shopper analytics, shop-in-shop development, promotion management, marketing effectiveness and customer loyalty. Hanna has also carried out several strategic studies of global retail trends for leading Finnish retailers.