The rise of hard discounters has been monumental. These stores sell a limited selection of consumer-packaged goods and perishables – typically fewer than 2,500 stock keeping units – for prices that are usually 50 to 60 per cent lower than national brands. Chains such as Aldi, Lidl, Trader Joe’s, Eurospin, Biedronka, DIA, BIM, Netto and Leader Price have irrevocably changed the face of retail in Europe, Australia and increasingly the United States. But can hard discounters replace traditional mammoth retailers such als Walmart, Tesco, Coles, Carrefour and Albert Heijn?
Retail Disruptors explores the very real threat that hard discounters pose to conventional retailers and brand manufacturers. It is the first book to explore this upheaval, providing both expert insight into the business models of the leading hard discounters as well as advising mainstream retailers and brand manufacturers can do to remain competitive. Meticulously researched by two of the leading authorities in retail strategy, private labels, branding, and hard discounting, this book is essential reading for all brand manufacturers and retailers who want to retain the competitive edge in the face of disruption.
Table of Contents
Section – 01: How hard discounters are disrupting the traditional retail model;
Section – PART ONE: Hard discounter strategies;
Section – 02: Understanding the hard discounter business model;
Section – 03: Strategies of key hard discounters: Aldi, Lidl, Trader Joe’s and DIA;
Section – 04: Hard discounter success around the world;
Section – 05: The next frontier – dissecting the US grocery retailscape;
Section – PART TWO: Competitive counterstrategies for conventional retailers ;
Section – 06: How are conventional retailers being impacted by discounter entry?;
Section – 07: How conventional retailers can compete with hard discounters;
Section – 08: Strategies to reduce procurement costs ;
Section – PART THREE: Brand manufacturer strategies versus hard discounters;
Section – 09: Competition – creating winning brand propositions versus private labels;
Section – 10: Cooperation – producing private labels for hard discounters;
Section – 11: Co-opetition – generating successful sales in hard discounter stores;
Section – 12: A look into the future of disruptive retailing.
Jan-Benedict Steenkamp (Dr. honoris causa; PhD, MSc, BSc (all summa cum laude)) is the C. Knox Massey Distinguished Professor of Marketing and Chairman of Marketing at the Kenan-Flagler Business School, University of North Carolina, USA. He is Honorary Professor at the European Institute for Advanced Studies in Management, Fellow of the European Marketing Academy, and Fellow at the Institute for Sustainable Growth at Fudan University (Shanghai). He also is executive director of AiMark, an institute that bridges the academic world and leading CPG and market research companies.
He has given executive seminars and workshops in North America, Latin America, South Africa, the Middle East, South Asia, East Asia, Western Europe, Eastern Europe, and Australia. Steenkamp has written over 150 articles in leading marketing and management journals, including the Harvard Business Review, and ten cases, available through The Case Centre. His work has received over 38,000 citations.
Steenkamp has published numerous books, and his work has been featured in the Wall Street Journal, Financial Times, The Economist, New York Times, Los Angeles Times, Times of India, Admap, Ad Age and many other sources.
Published: October 28th, 2018