Book Description

Whether you are searching for a new business site or relocating an existing business, you have the power to dramatically increase or decrease your profits by choosing the right location. Location is the most important ingredient for success for any business that depends on customers finding it. But how can you tell what is a good location? Experienced real estate executive Luigi Salvaneschi shares all he knows about the topic in this new guide for retail business owners, managers, corporate and franchise operators, and real estate agents.

This book clearly explains how to:

* Spot the essential characteristics of the best location
* Understand why and how people move from one point to another and how this movement affects their retail business
* Analyze and learn from your competitor's business so you can make your store a better shopping option
* Use the concept of the analogue store to successfully project your store's sales
* Learn about the retail trading zone and how to use it to capture the most customers

Use the following worksheets and instructions along with others to help walk you through the site selection process:

* Retail Trade Zone Survey and instructions
* Long-Range Store Development Plan and instructions
* Real Estate and Construction Checklist and instructions
* Analogue Rating Score Sheet
* Hourly Sales Analysis Worksheet
* Success Model Worksheet

Helps you identify and understand your retail trading zone and gives industry insights on using city layout and traffic patterns to your benefit. Also shows unique methods for analyzing your competitors to maximize your retail potential. ... Read more

Reviews (6)

It delivers
One of the great mystries of the business world skillfully uncovered, at least for me.

The BEST book ever for retail business location
Simply the best practical book for finding the best location for your retail store. It is full of practical ideas and tips on how to choose a location. I have read evey single page several times. The proposed techniques are useful for a start up business and a mega chiain store. It is full of sketches to show the impact of different locations on the store traffic.

If you only need one book for store location. Then this is it.

Informative, Insightful, and Instruction
The basic premise of this book is based on the relationship between two things: location and market. To borrow a quote from the book - " The right location in the wrong market will cause your business to fail - more than if you plan the wrong location in the right market." Building upon this belief, the author teaches the reader how to systematically go about researching for the right information as well as analyzing it. The book is written in a down to earth manner and is very easy to follow. It is comphrehensive and is one of the best books on choosing location.

The best guide for any research!!on location.
T'was nearly perfect

A++ for all retail professionals!
Finally an author that writes all the necessary site selection principles in ONE book! I consult to retailers and I recommend this to beginner and advanced professionals for principle review and great new ideas in retail. A must have if you are in any retail related business. ... Read more

Book Description

This new definitive guide provides clear, concise explanations for finding, buying, operating, and growing a successful franchised business from top experts from the ASBDC and the American Association of Franchisees and Dealers (AAFD).

Checklists, forms, worksheets, and easy to follow strategies along with a sample franchise business plan and contract allow readers to discover how to: evaluate a franchise opportunity, develop forecasts and budgets, estimate start up costs, and get financing. ... Read more

Reviews (9)

Simply the BEST
I have read 4 different books on franchising and would definately consider this one the best!

Opened my eyes
My husband and I are considering opening a franchise. Although we have business experience, neither of us have ever actually managed a retail store or food service establishment. We certainly had never negotiated a lease or franchise agreement. This book points out a lot of details that will help you protect yourself when negotiating with a landlord or franchisor. It also gets you to think about whether you are a good fit for this type of lifestyle and are you reviewing an appropriate territory for your business. I checked this book out at the library and now I am buying a copy so I can highlight it, make notes and such.

The Franchising Bible
Upon embarking on an endeavor to purchase a franchise business with my wife, we realized we knew nothing about where to start. We decided to start at the bookstore and purchase a book on franchising. We chose Franchising 101 because it appeared to be laid out in a format that was easy to read and follow -- we were right! This book has become our bible every step of the way. From analyzing the opportunity to digesting the UFOC, every question we have stumbled across has been answered by this book. In addition to the valuable information provided, we actually found our franchise attorney by contacting one of the contributing authors. Franchising 101 leaves no stone unturned in looking at this very important life decision. It is a MUST READ for anyone considering the purchase of a franchise business.

Practical Pragmatic Preparation
Practical, Pragmatic Preparation

Cooked up by CPA's, Attorneys and Insurance Brokers, with a dash of disgruntled franchisees and a pinch of fatherly advice from a Franchiser, this utilitarian dish is nothing if not healthy.

With a steady diet of this recipe, potential franchisees will leave the table full and satisfied and yearning for a VERY rich desert to make up for all the pragmatic, reasonable and intelligent ingredients used to prepare this three course meal.

Section 1: "Choosing Your Franchise" opens with a franchising history explaining how Singer Sewing Centers were the first franchiser in 1858. There are tales of early automobile dealerships, oil company and service station franchises, and motel chain successes that led to the explosion of the franchise phenomenon in the 1950's and 60's.

The most interesting portions describe the rise of Ray Croc's ëFranchise of the Centuryí, McDonald's. There's a promise of a "Good News Future" discussing the establishment in 1992 of the American Association of Franchisees and Dealers or AAFD, (the equivalent of a Franchisees union).

There are multiple warnings that you must be very clear of the large difference between an entrepreneur and a franchisee. It is simply stated that if you spend more time thinking about how things "could or should be" then it is likely you are an entrepreneur and franchising is definitely not for you.

Predefined trade dress, business practices, required equipment, signage, etc., are each carefully chosen and non-negotiable by the franchisee. Once again, the AAFD proudly defines newly negotiable items of contracts and leases while clearly stating that the Franchiser maintains the upper hand in all cases.

From the initial colorful history right into the bland body of "how-to" information through helping the potential franchisee to determine the selection, research, pricing, purchasing a franchise and choosing location and leasing details.

Finally there is a tale by a none too happy franchisee who thought long and hard but ignored danger signs in acquiring a business she had decided on before her research told her that this was a sour deal.

Section 2: "Acquiring your Franchise" is the main course and while definitely healthy and well prepared, it is something you read because it is good for you, not because you like it. This course is made up of a discussion of another acronym, the UFOC or Uniform Franchise Offering Circular. This is a federally mandated document outlining 23 tightly defined items which are illuminated to simplify them for the reader.

If you are purchasing a franchise, then this will always be the first and most important step in determining core issues about a particular Franchisor. Two attorneys walk you through the preparation of the franchise agreement, lease negotiation, incorporation, then come the CPA's with cash flow, banking, loans and business plans. It's all critical to those considering the purchase and highly informative as a checklist of important issues.

Section 3: "Managing your Franchise" is a discusses the managing, motivating, hiring and firing of employees. The bulk of this chapter is made up of more essential pragmatic requirements of market research, taxes, insurance, accounting, marketing and business management practices. This section chafes a bit with the fatherly advice of a franchiser who basically suggests that franchisees should respect their elders and be good kids and they will be rewarded with favoritism. Business should not be run on favoritism, but realistically, it's good advice as people skills often determine business success.

Altogether, what it all comes down to is that operating a franchise is serious business, that it takes money to make money, and that it will clearly be very hard work.

There are the benefits such as managing your own time, doing what you enjoy, scheduling your own vacations, and making major decisions without a boss hovering over you. It will leave those with a taste for perks and bonuses wanting. This is definitely your minimum must-have businesslike presentation without discussing even a few of the benefits of self-employment.

This step-by-step guide will no doubt be good for you if you've already firmly decided that franchising is the career path you wish to follow. Nothing is left out and there will be plenty of good information to answer your financial questions and set a course for smooth franchisee sailing.

After you make your decisions you'll definitely want to go elsewhere for convincing reasons to become a franchisee because Franchising 101 offers up only pragmatic, practical fare. This is the hard work without discussing any of the rewards to tantalize you and only a sad tale of one unhappy franchisee answer your questions regarding possible self-fulfilling careers.

A collection of experts.
A prior reviewer chastized the author for including information available through several other sources. I bought it because I didn't want to go to several sources, I got it all here in one book. I haven't been disappointed. I've read every word and recommend the book to anyone needing to know about key issues and concerns when franchizing. The contributors get to the point and let you know what you should and should not expect. Also, how to avoid pitfalls. Start your research here! ... Read more

Book Description

With more than 60,000 copies sold, this amazing manual has become a classic in its field—and rightfully so. Nowhere else will you find—in one book—so much valuable information on achieving success in the mail order business. Dr. Bill Cohen has drawn on his decades of experience testing, researching, and constantly refining the mail order techniques described in this invaluable guide. Building a Mail Order Business offers a virtual treasury of techniques and methods guaranteed to work in the real world of selling through the mail. You'll get practical advice and learn tricks of the trade that will get you started quickly, with the fewest missteps and greatest chances for success.

Thorough and completely up-to-date, this authoritative guide covers every aspect of the mail order business, from the basics of getting started to the details of product selection, preparing a marketing plan, copywriting, designing graphics, printing, protecting yourself from competition, telemarketing, and advertising through magazines, radio, and television. In addition, a handy appendix lists hundreds of valuable contacts with complete addresses.

In this new Fourth Edition, you'll learn the latest trends in mail order—what works and what doesn't, the most effective look in ads and mailing pieces, how to put together the most attractive offers, and much more.

For entrepreneurs, direct marketers, business owners, and others eager to get into the mail order business,

Building a Mail Order Business has proven itself to be an indispensable resource for the ideas, techniques, and expert advice that will lead to success.

All the success secrets of one of America's best-known and most respected experts on mail order and direct marketing—Now in a new edition!

BUILDING A MAIL ORDER BUSINESS

Fourth Edition

Complete, authoritative, and now in a new edition, this best-selling guide to mail order success covers everything from getting your business started to handling legal issues, preparing copy and graphics, selecting mailing lists, telemarketing, and advertising in all types of media—an unbeatable source of direct marketing ideas that really work.

Here's what the pros have said about previous editions of Bill Cohen's Building a Mail Order Business:

"Dr. Bill Cohen's book thoroughly explores the many facets, and pitfalls, facing the budding mail order entrepreneur."— Henry R. "Pete" Hoke, Jr., Publisher, Direct Marketing

"It took a mail order businessman who is also an educator to put direct mail and mail order guidelines all in one place—and in language we can all understand."—Freeman F. Gosden, Jr., President, Smith-Hemmings-Gosden, one of the nation's largest direct marketing advertising agencies

"An outstanding primer for our industry. It gives you the nuts and bolts necessary to carry you through almost every aspect of mail order from the very rudimentary basics to the same techniques used by the pros."— Joe Sugarman, JS&A

"One of the best books I've ever read on the subject. I enthusiastically recommend Building a Mail Order Business to any man or woman who is serious about getting involved in this fascinating activity."— E. Joseph Cossman, President, Cossman International, Inc., author of How I Made a Million Dollars in Mail Order

"An excellent, informative, comprehensive, illustrative workbook that will help anyone get started making money in the fascinating field of mail order. I highly recommend this professional book."— Melvin Powers, mail order entrepreneur

"...must reading for the entrepreneur whose mind is on mail order."— Paul Muchnick, Chairman, National Mail Order Association

"Its good sense and nuts-and-bolts, bottom-line approach make it a delightful guide through the mail order world."— DM News ... Read more

Reviews (5)

Outdated
This book is outdated for the 21st century. The basics are there and in great detail but most of the information is useless for today.

Good, if old fashioned, basics
Whilst the core business ideas of this book are very sound and there is a lot of very useful and specific information I can't help feeling that it's a bit dated. It needs a big revamp to include the whole Internet world. I also felt that the copywriting examples, whilst they probably still work, are representative of the 50s and 60s rather than the 21st century.

GREAT book for entrepreneurs and beginners alike
This book gives you an exact idea of what you can do to expand your business, if you an entrepreneur or give enough information to a fresh person to start his/her own business. This is a must buy book for people thinking of becoming self employed or those who have been in business for a long time and need to know the trends of the business world.

Commonsense advice, but author's heros sell dubious products
If you believe Cohen, all the people who ever hit it big in "mail-order" did it selling some sort of "how-to" books (Hmmmmmm . . . . .). There is some useful information here, but it is not a guide to becoming the next L.L. Bean or Amazon.com. If you have studied marketing and business in general, you don't need this.

I wish I had this book when I got started.
Read my lips- "Do not attempt to start a Mail/Internet order business without this book." William A. Cohen does a great job telling you quite simply, what works, what doesn't, and why. This book has paid itself off 100 fold in the last week or so since I bought it. And no, I'm not exagerating. There were so many things in the book that seem so simple...and make you think, "Why didn't I think of that?"

You are thinking..."okay, this must be the author's cousin or something." Trust me, this book is not like most of the 'make money fast' crap you see in book stores etc. William A. Cohen is real, honest, and full of knowledge he never should have let out. In summary, If someone ever asked me how I did well in the mail order business, I would mention this exact book among my thank you's. If I could, I would offer you a money-back guarantee out of my own pocket! Honest. ... Read more

Book Description

Provides the nuts-and-bolts material to begin designing a retail or mixed-use facility.
* Features project photographs, diagrams and floor plans, and sections and details.
* Provides need-to-know information on such essential topics as consensus-based decision making, site selection, renovation, code compliance, and more. ... Read more

Book Description

Millions of people around the world participate daily in network marketing sales. This book offers, for the first time, a step-by-step plan for building a profitable, long-lasting network marketing business. This simple, proven system—from an author who built his own million-dollar network marketing business—gives everyone in the network marketing industry the tools and tactics they need to succeed spectacularly. Rubino’s seven-step system covers every aspect of the network marketing business, from planning to prospecting to training, and gives you the confidence and attitude you need to make your business work and keep it profitable. ... Read more

Reviews (4)

This is a blueprint for success!
Regardless of what business you are involved in, there are fundamental laws of success that govern all endeavors. If you know and follow these laws, your likelihood of success grows exponentially. Even though this book is written from the point of view of the Network Marketer, the fundamental principles discussed in this book are all encompassing. We all deal with people as a matter of course throughout our lives and our careers, and we are constantly marketing ourselves and our products. Whether you find yourself in Network Marketing, general sales, management, education, or manufacturing, you will find one or more of the principles discussed here relevant to your line of work. Enjoy this book, dissect it, and profit from it. It will lead you to the top.

This is THE network marketing Bible
In the network marketing industry, it's often difficult to find someone who you can trust to mentor you. There are so many "fake it till you make it" clowns out there that the waters are often muddied.

Thank Goodness for Joe Rubino. Joe has a way of cutting through the fluff and delivering the goods. Joe is the real deal and he puts his money where his mouth is. Joe's living proof that his system works. He really walks the talk.

For anyone who wants to build a real network marketing empire, read The 7-Step System to Building a $1,000,000 Network Marketing Dynasty : How to Achieve Financial Independence through Network Marketing, apply the steps Joe tells you about and collect your paycheck.

Wealth made simple!
Dr. Rubino, Thank you for making success and wealth possible for the average person! I am so inspired. Anyone can do it following the guidelines in this book. A definite winner!

Must read for the business professional
What else can I say? Bravo Mr. Rubino. Buy this book! ... Read more

Book Description

On television, Wal-Mart employees are smiling women delighted with their jobs. But reality is another story. In 2000, Betty Dukes, a 52-year-old black woman in Pittsburg, California, became the lead plaintiff in Dukes v. Wal-Mart Stores, a class action representing 1.4 million women. In an explosive investigation of this historic lawsuit, journalist Liza Featherstone reveals how Wal-Mart, a self-styled "family-oriented," Christian company:

á Deprives women (but not men) of the training they need to advance

á Relegates women to lower-paying jobs, like selling baby clothes, reserving the more lucrative positions for men

á Inflicts punitive demotions on employees who object to discrimination

á Exploits Asian women in its sweatshops in Saipan, a U.S. commonwealth

Featherstone reveals the creative solutions Wal-Mart workers around the country have found-like fighting for unions, living-wage ordinances, and childcare options. Selling Women Short combines the personal stories of these employees with superb investigative journalism to show why women who work low-wage jobs are getting a raw deal, and what they are doing about it. ... Read more

Book Description

It is estimated that nearly 70,000 retail businesses are started a year. Retail in Detail takes you through all the steps of planning, opening, and managing a retail store of your own, beginning with an honest assessment of whether you are really suited to be running a business.

Instead of focusing on economic theories and obscure business concepts, this guide addresses daily problems of store operations such as:

• The ins and outs of wholesale markets
• Pricing and credit policies
• Inventory tracking and using computers
• Employee relations
• Store location, image, and merchandise displays
• Retailing on the Internet
• Selling your business

Retail in Detail also provides sample worksheets and tables:

• Monthly expenses chart
• Buying budget
• P/L statement
• Inventory Stock card

Includes a glossary of terms, a retail publications list, and locations of major wholesale market centers.

Reviews (2)

Good Info
I am thinking about starting my own small business & found this book to contain very good info about what to do & even more important what not to do. Gives both the pros & cons of starting your own business in a enjoyable reading style but does not sugar coat the difficulties involved. I found lots of helpful info about who to contact & where to go to get both additional info & purchasing wholesale.

Retail in Detail, very informative!
Retail in Detail, How to start and manage a small retail business, was the most informative book I have read to date. In all the information out there to help you decide what to do and when, it gets a bit overwhelming. This book broke down very important points and explains them in detail. Other areas are hit lightly but you are given a variety of other areas of interest to answer them whether it is another book, etc. I will keep this with me for a long time. ... Read more

Book Description

PRAISE FOR On Target

"A retailing dynasty, spanning a century and four generations, and still a hot-shot winner: that makes fascinating reading. Throw in legendary names, bare-knuckle business battles, and the discount wars, and you have a textbook that reads like a novel. On Target is a winner itself."
–Stuart Varney
Anchor, Wall Street Journal Editorial Board with Stuart Varney on CNBC

"An enlightening look at the history and culture of the Target Corporation, with compelling management lessons for all retailers."
–Kevin Kelleher, Chief Financial Officer, Sony Music Entertainment

"On Target is the perfect book to read for inspiration on how to connect with theAmerican consumer. It is an insightful study of a successful corporation and what made it that way. The book will become ‘the bible’ for a generation that wants to understand their own spending habits or tap into the culture of American retailing. Rowley artfully gets behind the business decisions that keep Target’s products ahead of the curve and connecting emotionally with its customers. For anyone who considers themselves a creative, marketing or innovative thinker, this is a rich read indeed."
–Lucy Danziger, Editor in Chief, Self Magazine ... Read more

Reviews (8)

From the Inside
As a 24-plus year team member with Target Stores I was skeptical in reading a book about a company that I know everything about, or so I thought. I was pleasantly suprised at Laura Rowley's "On Target." As an insider, I found the book to be accurate and balanced. Rowley gives a detailed account of the rich family history behind the Bulls-eye as well as examining Target's operations. "On Target" explores Target's advertsing strategies, service and technology, guidelines for growth, and looks ahead at some of the challenges the company faces. In addition, Rowley peeks into the philanthropic side of Target, exposes Target's artistic character, and reveals what separates Target from its competitors. "On Target" is well-written, easy to read, and hits the mark.

A sorry book
Quite possibly the worst book that I have ever read. It is an infomercial from start to finish. At least one comparison as to how efficiently Target is managed compared to other stores actually proves the opposite of what the clueless author intends (If you look at the numbers). It is pure hype with no real value to anyone who graduated high School.

Wal-Mart has competition find out more...
I believe that Target Corp is always lost in the shadow of the venerable Wal-Mart Corporation. This I believe is the first book that gives a complete and interesting account into the Target Company's history, philosophy, and activities.

It is good to know that in the future Wal-Mart will not be the only place in the world to shop. It is good to know that companies like Target will be there to challenge them even though they don't compete on the same level.

The book is a fast and light read, great for vacations, plane rides, and other excursions.
Yet the book goes to lengthy details about the many aspects of Target.

I highly recommend this book.

Light and easy read
If you are a fan of Target, or passionate about the retail industry (as I am!), 'On Target' is a broad overview of the history of Target. The first five chapters explore what Target is--a high end discounter--and some of the tactics the company uses in its success. Chapters 6-8 explore the history of the company, and recognizes the Dayton family for being honest, hardworking, and ambitious. Chapters 9-11 explore some of Target's challenges and strategy.

This book is a good overview, but at less than 200 pages only skims the surface of what makes Target. The author takes a very positive view, which may be entirely appropriate given the success of the company and the upstanding Dayton family. However, there were certainly challenges, mis-steps, and successes that went in to building the brand and the stores that could have gone much further in understanding the company.

A must read for industry watchers, and an enjoyable read for customers or suppliers. Not the definitive analysis of what or who makes Target what it is.

Interesting look at an interesting company
This book, written by a cousin of designer Cynthia Rowley, covers the basics of the Target Corporation: it's history, it's rise into American discount retail prominence and most importantly, the unique and unorthodox methods and philosophies Target utilizes. Unlike other corporations, Target actually seems to care about quality, value, their employees, and their communities. They donate annually 5% of their before-tax profits and oversees a working environment of trust and respect. The drab writing does not take away from their exemplary philanthropic ventures but it definitely beats the hell out of it. The one glaring problem that Target shares with so many other powerful retailers is their continued use of overseas labor. This often entails low wages, long hours, and lack of respect for the workers. According to the book, Target is concerned but that is not enough to stop them from providing the demand for cheap wares in the States. On a little side note, Americans are so bloody concerned with sweatshop labor and inhuman working conditions but when factories are set up in the States and inevitable costs rise such as union wages and health care benefits, those same Americans say that they refuse to pay for a $50.00 pair of pants made in America as opposed to paying $15.00 for a pair made in Taiwan. As quality rises, so does cost...

Anyways, short (only 200+ pages), but current, book written in a rather dull way. Spotlights Target's generosity and caring but also casts light on the continued problems concerning under-paid overseas labor. Rent it from the library or buy it used. ... Read more

Book Description

Providing a comprehensive introduction to modern auction theory and its important new applications, this book is written by a leading economic theorist whose suggestions guided the creation of the new spectrum auction designs. Aimed at graduate students and professionals in economics, the volume provides the most up-to-date analysis of traditional theories of "optimal auctions" as well as newer theories of multi-unit auctions and package auctions, and shows by example how these theories are used.It explores the limitations of prominent older designs, such as the Vickrey auction design, and evaluates the practical responses to those limitations. Paul Milgrom is the Leonard and Shirley Ely Professor of Humanities and Sciences and Professor of Economics, Stanford University. He is the author of more than sixty articles and co-author of the influential textbook, Economics, Organization and Management (Prentice Hall, 1992). Professor Milgrom is a pioneer in the economic theory of auctions and co-designer of the simultaneous, multiple round auction that the FCC adopted for selling radio spectrum licenses. ... Read more

Reviews (1)

Very dry
Paul Milgrom is a great guy and a good teacher, and clearly, his knowledge of auction theory is unparalleled. But, as such, his proofs are very slick, sometimes leaving little room for intuition, and overall, the book is extremely dry. For an advanced reader in auctions, this may be the right book, but if you're simply a game theorist/economist eager to learn the basics and foundations, I would recommend Krishna's book instead. ... Read more

Book Description

This book takes users step by step through the concepts of merchandising math. It is organized so that the chapters parallel a career path in the merchandising industry. The book begins with coverage of fundamental math concepts used in merchandising and progresses through the forms and math skills needed to buy, price, and re-price merchandise. Next readers learn the basics of creating and analyzing six-month plans. The final section of the book introduces math and merchandising concepts that are typically used at the corporate level. For individuals pursuing a career in merchandising. ... Read more

Reviews (6)

GREAT BOOK
IT WAS PRACTICAL-EASY TO FOLLOW-AND MADE MY JOB SO MUCH EASIER!NOT AT ALL LIKE TEXTBOOKS THAT MAKE YOU FEEL DUMB--NEVER GOT LOST--HIGHLY RECOMMEND!

PRAISE
THIS IS TRUE THAT YOU PROVIDE DETAIL ABOUT MERCHANDISING ,AND I FOUND IT THE BEST ONE IN THE WORLD OF LIBRARY

Good merchandising info, math not too helpful
As a newcomer to merchandising, I found this book's explanations of key terminology and tips on merchandise planning to be very helpful. The math, however, was entirely too simplistic to be of much use. This book containsan entire chapter on how to use a calculator. If you're looking for a goodgeneral overview of the field, this is a good book. But anyone with anelementary education should already know the math.

So easy to follow!
I am taking a retail math class in college and using this book.I always hated math, and never did well in high school.This book is easy for me to follow, and most of all it really is step by step and now all the math workmakes sense.I know what I am learning now will help me throughout mymerchandising career.

I finally understand math!
I finally understand math! This is the first time I ever enjoyed a math class. I learned one stepat a time how to solve problems easily. There are problems, with business definitions explained, examples, the forms youreally use on the job,and helpful hints on how to solve the problemssuccessfully. The book is easy to follow,andreally helps you with the work,instead of frustrating you. I'm working in a retail store while I attend school, and I finally understand the paperwork I have to complete. Thebook showsyou how to understand and calculate allthe retail math skills you'llever need to know! ... Read more

Book Description

Published with the world's leading marketing authority, Nielson Marketing Research, this landmark book explains an important new marketing concept--category management. The book leads readers through the process of setting up and implementing a category management strategy, using examples and illustrations that are the result of solid research."This book is a confirmation of our experience with category management. As the book suggests, and based on our own experience, we are more consumer focused. Being more consumer focused means we are better able to follow market developments and share more useful information with our suppiers to mutual benefit." -- J.G. Bruijniks Albert Heijn b.v."Category management is an essential component of doing business in the 90s. Nielson's Category Management Book gave our members a blueprint to better understand these issues." -- Richard Cooper United Dairy Industry Association"Category management is not another new buzz word, nor is it something that is just nice to do for business. Rather, it is a strategic imperative if you plan to remain in business. This book is the first step in beginning the process." -- Fred J. Lewis The Quaker Oats Company ... Read more

Reviews (1)

CRITICAL REVIEW
BOOK IS PHENOMENONAL AS IT DETAILS A COMPLETE STRATEGY A COMPANY NEEDS TO TAKE FOR ANY PRODUCT AT ANY STAGE OF ITS LIFECYCLE,HOWEVER NEED OF MORE EXAMPLES ... Read more

Book Description

The twelve cases in this book, written by Kevin Lane Keller, one of the international leaders in the study of strategic brand management and integrated marketing communications, feature some of the world's most successful brands and companies, including Levi Strauss & Co., Intel, Nike, and DuPont.Keller's cases examine the strategic brand management process, best practice guidelines, and how to best build and manage brand equity.For executives and managers in marketing and/or brand management. This book is suggested for use with Strategic Brand Management, 2e, also by Kevin Lane Keller and published by Prentice Hall. ... Read more

Book Description

This book provides readers with a firm foundation in the principles and techniques of real-world merchandising mathematics and shows them how to apply these fundamentals to solving specific, everyday retail merchandising problems. Throughout, clear, concise explanations of concepts are followed by step-by-step example problems, practice problems using realistic industry figures, and selected answers. Includes suggestions for working some problems on a computer spreadsheet. Features a review of basic mathematics, decimals, percents, fractions, and highlighted formulas.Basic Merchandising Mathematics. Profitability. Cost of Merchandise Sold. Markup as a Merchandising Tool. Retail Pricing for Profit. Inventory Valuation. The Collar Merchandise Plan. Dollar Open-to-Buy. Performance Measures.For Retail Executives and Buyers in training and Small Storeowners. ... Read more

Reviews (11)

Excellent overview of the grocery industry
This book covers the current grocery industry from beginning to end. It's ideal for those just entering the business i.e. brand managers, promotion managers, etc. Major retailers, wholesalers are examined in detail. Descriptions concerning popular formats, distribution channels, promotion techniques....you name it....it's here. An excellent read.

An excellent overview of trends in the grocery industry.
This book is an outstanding resource for anyone involved in sales or marketing of grocery products. It begins with an overview of recent events that have shaped the grocery industry, and includes implications for future competition. The extensive section on consumer trends and behaviour is well-researched and easy-to-read. The list of reference resources (including research papers and news articles) is impressive.

A good introduction and survey of the world's largest market
As someone who has spent 30+ years living in the world that the authors describe, I found it a good outline of how the grocery business works - from a marketing point of view. The primary value of the book is in the breadth of its coverage, its readability and shortness. I have personally purchased at least a dozen copies to pass on as orientation material for my senior staff who may benefit from more of a big picture of the world they are working in, as well as specialized consultants for our firm that need to understand our milieu. None of these people would read the longer, more comprehensive tomes. So this book fills an urgent need for some of us practitioners.

Light weight
Barbara Kahn is a marketing professor at Wharton but I hear only because her husband Robert J. Meyer is also a chaired marketing professor in the same department. She wrote a "quantitative" dissertation for her PhD but Kahn actually is a touchy-feely behaviorist who works on variety-seeking behavior, a very trivial topic in marketing ignored by all serious researchers. She knows nothing about quantification by her own admission. She also says her dissertation was written entirely by her supervisor and not by her, my Wharton friends tell me. This background, or rather, the lack of any background, is reflected in her book. The book falls seriously short of its promise and reads like an alphabetical soup. Don't waste your money on this book when there are much better books available on amazon.com. Better still don't waste your time on this book. It's an IQ-reducer and will leave you dumber and more confused.

My review :)
Hi. I read some of the book when I took Professor Kahn's Mktg 101 class. (for those of you in the class, not much was on the test about this book). Anyway, although it was recommended for "Anyone who shops" I shop practically everyday and grew up shopping often at grocery stores, but did not find the book to be a good read. I consider myself relatively well educated in business related literature as I took the class during my senior year at Penn's Wharton school. There seemed to be too much academic information which distracted me from enjoying the book and getting a lot our of it. For people on Prof. Kahn's level of marketing expertise this book is likely to be very useful, but it is not as useful to undergrads in Marketing 101 or to the general population. ... Read more

Book Description

Praise for WHAT I LEARNED FROM SAM WALTON

"Michael Bergdahl’s book presents unique insights into the staggering international success of Wal-Mart. Throughout the pages of this book, you can almost hear Sam Walton himself coaching and inspiring his legion of employees to greatness."
–Tracy Mullin, President and CEO, National Retail Federation

"Retailers, non-retailers, manufacturers, and suppliers will enjoy Bergdahl’s insights into Wal-Mart’s service culture and its leadership icon, Sam Walton."
–Roger J. Dow, SVP Global and Field Sales, Marriott International, Inc.

"Mike Bergdahl, in his book, What I Learned from Sam Walton: How to Compete and Thrive in a Wal-Mart World, has provided a complete digest and compilation of the various objectives, tactics, policies, procedures, mindsets, and culture used by the world’s largest retailer.This book offers any business person the opportunity to assess and evaluate the effort, drive, and commitment, one must have to effectively and profitably compete at retail today against a formidable and predatory competitor. The insights, strategies, and steps presented are a career of observations in successful marketing, business efficiency, human resource management, and customer focus.All retailers today, face the challege of becoming and maintaining relevant to the consumer today.This book offers clear and concise suggestions on what has been done by Wal-Mart and what could, and may be done by all other retailers seeking to become alternative shopping experiences for the consumer."
–J.H. Campbell Jr., President/CEO, Associated Grocers, Inc., Baton Rouge, Louisiana
past chairman of the Board of Directors, National Grocers Association

Bergdahl outlines his competitive strategy with the acronym P.O.C.K.E.T.S.

P – Price: Don’t try to compete on price; differentiate your product selection.

O – Operations: Break the retail "ready, shoot, aim" tactical orientation by developing an actual strategy to compete.

C – Culture: Build a can-do culture with a strong sense of urgency. Communicate your values and beliefs over and over again to your employees.

K – Key Item Promotion/Product: Determine who you are and uniformly communicate your brand message to your entire team.

E – Expenses: Become obsessed about controlling costs.

T – Talent: Recruit constantly and hire people who have both experience and high potential.

S – Service: Never take your customer for granted. Empower your employees to make decisions involving customer concerns. ... Read more

Book Description

Are you fashion forward? Do you love working with the public? Is it your dream you to own and run your own business? Then it might just be time for you to marry your fashion sense and your business sense with a retail clothing business. The Limited, Banana Republic, The Gap, Urban Outfitters. All of those wildly successful clothing megachains began as small, independent stores. If you're fashion savvy, a clothing store could be your ticket to the top. You don't need any technical know-how. In fact, if you hire right and learn how the market works, you don't even need prior retailing experience- just this step-by-step guide. It gives you the inside scoop, on starting your own retail clothing store, including:

• Typical start-up expenses for low-end and high-end businesses
• How to spot trends and take advantage of them before your competitors do
• The importance of location and how to find the best spot for your store
• How to find, hire, and train the best employees
• Common mistakes and pitfalls to avoid
• Valuable tips on saving money during the start-up process
• Ways to work more efficiently and effectively

Declare your independence from bosses who don't have the know-how or drive that you know you can bring to your work! Like thousands of others, you can be your own boss, decide your own fate, set your own course and succeed by your own wit and courage. If you have the desire to help others look their best in the right clothes, this is the book that will put you on the road to establishing your own clothing empire.

Book Description

For the buyers and the sellers, the adventurous and the frugal, the professionals and the beginners, this is the concise guide to yard sale success. Readers will learn € when, where, and how to set up sales € how to separate the goodies from the garbage € tips on preparation, regulations, spotting bargains, and negotiating prices € how to attract customers € and more ... Read more

Amazon.com

Paco Underhill has a genius for retail. As a follow-up to the bestseller Why We Buy, he has written an arch entertaining ethnography of the shopping mall. Energized by two dripping cinnabons, Underhill guides readers on a walking tour to encounter senior mall walkers, teen jean and hoodie shoppers, shoe fetishists, six second sales greeters, kiosk vendors and food court diners.

He nails our ambivalence about indoor shopping saying, "the mall, like television, is an easy American target for self-loathing. We look at the mall and wonder: is this the best we could do?" He gets the devil in the details with wonderful riffs about global malls, parking spaces, the "free" gift with cosmetics, retail tribalism (Nordstrom versus Ann Taylor, Pac Sun versus Abercrombie) and why CD and bookstores have returned to city streets. But Underhill doesn't whine. When he critiques multiplex theatres, raunchy bathrooms or the absence of coatrooms, he also offers witty suggestions. For example, how to turn a well-appointed restroom into a profit center.

Underhill is convinced that online shopping and fatigued boomer shoppers are leading to the "post-mall era." This kind of prediction makes The Call of the Mall a great read. It is a smart, observant meditation--one that suggests the past and the future of our shopping culture. --Barbara Mackoff ... Read more

Book Description

Updated and revised in 1999, the reader acclaimed, non-textbook guide to franchising with new war stories, new success secrets, and all the needed how-to’s for prospective franchisees.

When you read Tips & Traps When Buying a Franchise you’ll find out why one franchisee stated the book "should be the bible for anyone who is considering a franchise investment. I would have avoided all the pitfalls I am now experiencing if this book had been available before I signed my franchise agreement and lease."

If you have time to read only one book about franchising, make it this one. Tips & Traps is a fast read with all the information you need to make a good decision.

Insider Secrets Revealed

· How to select the best franchise for your personal finances and lifestyle
· The hottest franchise opportunities to take you into the 21st Century
· Sources of financing-- why it’s never been better
· How to navigate the legal maze, understand the fine points of the franchise agreement
· How to avoid last-minute deal breakers
· Why co-branding makes sense
· How the franchisor’s financials affect your business
· How to build a business empire with franchises
· And much, much more ... Read more

Reviews (5)

AMAZING!
I started off with no knowledge of the franchising industry..until this book. Tips and Traps takes you through the whole franchise process. After devouring this book ( I am already on my fourth reading!), I have become a franchisee in an expanding food franchise! I would like to find Mary E Tomazack and shake her hand...she changed my life!

Very informative on questions about Franchising
Very informative and interesting on the Franchising Business

Tips and Traps When buying a Franchise is a Must Read!
The ABC's of franchising are all in Mary Tomzack's book Tips and Traps When Buying a Franchise. Clearly covered and simply explained are everything you want to and need to know about franchising. This book should be a must read for business majors and anyone interested in franchising. This book is worth the price of the book.

The only book on franchises will you ever need.
It was the most informative book on franchises that I have ever read. It has a plethora of important information. It was very helpful and I highly recommend it.

Must buy!
Easily the most informative, insightful book of our generation on franchising. A must buy for all entrepreneurs or those interested in this wonderful business. ... Read more

Book Description

For over a century, the J.L. Hudson’s Department Store on Woodward Avenue was more than just a store—it was a Detroit icon and a world-class cultural treasure. At 25 stories, it was the world’s tallest department store, and was at one time home to the most exceptional offerings in shopping, dining, services, and entertainment. The store prided itself on stocking everything from grand pianos to spools of thread. In addition to departments offering fashionable clothing and home furnishings, the original Hudson’s store featured an auditorium, a circulating library, dining rooms, barber shops, a photo studio, holiday exhibits, a magnificent place called Toytown, and the world’s largest American flag. ... Read more

Reviews (1)

A DETROIT LEGEND
I was too young to remember Hudson's dept. store in it's heyday of the 40's and 50's.But I do still have fond memories of staring at the wonderful chrismas displays in their windows when I was a child attending the annual Hudson's Thanksgiving day parade.

This wonderful little book by Michael Hauser details hudson's history from it's initial construction to it's final, sad, demolition.At it's peak, the massive Hudsons store spanned an entire city block and employed more than 10,000 employees.

Through his text and archival photos, you'll see as Hudsons was built from a single building to a sprawling complex of many buildings over the years.The great photography includes many shots of those great christmas displays in the windows as well as the yearly interior holiday decorating themes, and shots of the classic parade.

This is the tale of a store that was once a one-stop shopping location for everything:Clothes, Furniture, appliances, Toys, tools...truly the days of a multiple floor dept. store.And Hudson's serviced everything, from appliances to fur coats.

Among the most interesting parts and photos deal with the amazing instrastructure of the store...the massive power and boiler rooms to keep the place heated and lighted...the floor dedicated to the storage of over 500 elevator motors.The multitude of pneumatic tubes that went to every corner of the complex, the in house switchboard and operator dept.The store even had its own on-site hospital with 4 full-time doctors and 6 nurses.

Hudson's was truly a city unto itself in its prime.A place for members of high society to shop for expensive fur coats and jewelry and for the common man to shop for t-shirts, get a haircut, or a shoeshine.

A step back in time to an era we will never see again.Highly recommended! ... Read more