Defining the battlefield

Only fight wars you can win

Wednesday 12 August 2009

Report

In essence retail is simple; sell goods that customers want and find a way to make money doing it.

This straightforward truth leads retail managers to believe that retail is only about operational execution. “Retail is detail” is a useful truism – but it should not be allowed to obscure the need for stepping back from the detail once in a while.

What makes Wal-Mart different from  K-Mart, Best Buy from Circuit City, Tchibo from Woolworths or Zara from Gap is not just operational capability. It is consistent focus on a customer driven strategy. In our experience, many retail “strategies” amount to nothing more than a list of operational plans. They talk incrementally about developments over the next couple of years – how many stores, which categories will be developed, how margins will be increased and so on.

This is all useful planning, but does not constitute a winning strategy.

Read publication

Suggested reading

Tuesday 01 January 2008

Does price really matter?

Retailers invest huge amounts of effort and money in price. Chinese consumers have a surprisingly poor knowledge of actual prices, but do know where to get the best deal

Monday 02 July 2012

The dawn of the e-tailers

OC&C’s Retail Proposition Index 2012 surveyed more than 2,500 consumers across China (East, North and South) to vote for their favourite retail brands

Thursday 10 March 2011

Weathering the storm

It is clear to all of us that our great industry is moving through tumultuous times. A deep recession is being followed by a long stagnation

Monday 02 January 2012

Winning strategies for a smooth ride

There are growing concerns that the once sizzling Indian economy is cooling off. With the rainfall playing truant and industrial growth slowing down, both agricultural and manufacturing sectors are likely to feel the heat

We use cookies to give you the best possible experience on our website. By continuing to browse this site, you give consent for cookies to be used. For more details please read our Cookie policy.