The New Rules of Retail Competing in the World's Toughest Marketplace

by Lewis, Robin; Dart, Michael

• ISBN13: 9781137279262
• ISBN10: 1137279265
• Edition: 2nd
• Format: Hardcover
• Copyright: 2014-08-12
• Publisher: St. Martin's Press

Summary

In The New Rules of Retail , industry gurus Robin Lewis and Michael Dart explained how unprecedented consumer power, enabled by technology and globalization, is revolutionizing retail. They warned that survival in these dynamic times called for a business model based on three distinct competencies: preemptive, perpetual distribution; a neurological customer connection; and total control of the value chain. In the years since that book published, many of their predictions have come true. Now, they revisit timeless case studies like Ralph Lauren and Sears, as well as new additions like Trader Joe's, Lululemon, and Warby Parker, to assess how retailers must continue to evolve in the era of e-commerce, data mining, and tiered distribution. They also identify the five current trends that are currently driving consumer demand, including technology integration and channel consolidation, as exemplified by Jeff Bezos at Amazon. This is a fully revised and updated guide from two proven retail prognosticators.

Author Biography

Robin Lewis is the founder and CEO of The Robin Report. He launched the Goldman Sachs retail consulting network, Vantage Marketplace, prior to which he was executive editor of Women’s Wear Daily. He is often quoted in Time magazine, Chicago Sun Times, Financial Times, The New York Times, The Wall Street Journal, Brand Week, and Advertising Age, as well as appearing on CNBC, Fox News, and Good Morning America.

Michael Dart is the principal head of Private Equity & Strategy at Kurt Salmon Associates, a global management consulting firm specializing in retail, consumer products, and healthcare. He lives in San Francisco, California.

Table of Contents

CONTENTS
Acknowledgments 
PROLOGUE IN SEARCH OF THE FUTURE  
PART 1 DEFINING THE FOUR WAVES OF RETAILING
CHAPTER 1 WAVE I  Producer Power
CHAPTER 2 WAVE II  Demand Creation in a Marketing-Driven Economy
CHAPTER 3 WAVE III Approaching Total Consumer Power
CHAPTER 4 WAVE IV  Technology Explodes: The Jobsian and Bezosian Era
CHAPTER 5 WAVE IV  The Transformation
PART 2 THE NEW RULES OF RETAIL
CHAPTER 6 MAKING THE MIND CONNECTION: Neurological Connectivity
CHAPTER 7 REDEFINING THE RULES OF ENGAGEMENT: Preemptive Distribution
CHAPTER 8 THE IMPORTANCE OF VALUE CHAIN CONTROL: The Bottom-Line Winners
CHAPTER 9  WHAT IT ALL MEANS: Today, Tomorrow, The Future
PART 3 THE MASTERs
CHAPTER 10  THE MASTER MODEL: Omni-Brand To Consumer
CHAPTER 11  IDEAS FROM THE GREAT ONES  
CHAPTER 12 LESSONS FROM SEARS: From Success to Struggle
CONCLUSION MODELS FOR THE FUTURE  
Index