Identifying More Effective Profit-Building Strategies

“In a business like cigars, where unit volume is growing 10% plus year-over-year, emerging strategic thinking in convenience retail suggests that retailers can grow even faster by employing a “price-for-volume” strategy for key products.” David Bishop, partner, Willard Bishop This summer, we examined how convenience retailers could manage the cigar category differently to realize above-market

new solutions for old stores

Searching for higher and better uses for units that are terminally ill. At the time of this writing, thelong, hot summer of 2007 is finallywinding down and the prospectof a cooler football-inspiredautumn is rapidly taking shape. Duringthis time, my company has been workingon several marketer divestitures that havecommonality in the need to determine anon-traditional future

is it time to lower the bar

Retailers that are willing to settle for second best, get second best. By Mel Kleiman I was on the phone recently withthe owner of a chain of Midwesternconvenience stores who said, “It justdoesn’t make any sense for us to eventhink about using pre-employment testingor making our jobs tough to get. We’ve gotto take whatever walks

effective local store marketing

Developing your own coupon book can drive consumer loyalty and cultivate a new customer base. Growing up in Michigan, Iwas a part of a very prestigioushigh school baseball team—thePlymouth Canton Chiefs. Year inand year out, our team was highly rankedand continually vied for the state championship.Playing on this team was a signof prestige at the

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