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Competing in Tough Times: Business Lessons from L.L.Bean, Trader Joe's, Costco, and Other World-Class Retailers

By Barry Berman

Published by FT Press

Published Date: Nov 8, 2010


This book brings together powerful new strategies that world-class retailers are using today to thrive in a brutal business environment. Top retail expert Dr. Barry Berman shows how to plan, execute, and win based on cost and differentiation. Detailed case studies include Wegman’s, Family Dollar, Target, Tesco, Walgreen, and Costco.

Table of Contents

Preface    xii

Introduction    1

Chapter 1: The Questionable Future Facing Global Retailers    5

Chapter 2: Low-Cost Strategies I: Key Elements of a Low-Cost Provider Strategy    27

Chapter 3: Low-Cost Strategies II: Delivering Low Costs Through Minimizing Product Proliferation    49

Chapter 4: Differentiation Strategies I: Effective Human Resource Strategies    81

Chapter 5: Differentiation Strategies II: Enhancing the Service Experience    111

Chapter 6: Differentiation Strategies III: Developing and Maintaining a Strong Private Label Program    141

Chapter 7: Implementing Cost-, Differentiation-, and Value-Based Retail Strategies    173

Appendix: Individual and Composite Financial Performance, Customer Service, and Worker Satisfaction Metrics of the Best-Practice Retailers    203

Index    229

Purchase Info

ISBN-10: 0-13-261433-2

ISBN-13: 978-0-13-261433-7

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