ISBN 9780749456986,The Retail Value Chain : How to gain competitive advantage through

The Retail Value Chain : How to gain competitive advantage through


Sami Finne


Kogan Page Ltd



Kogan Page Ltd

Publication Year 2009

ISBN 9780749456986

ISBN-10 0749456981

Paper Back

Number of Pages 380 Pages
Language (English)

Retail sector

The internationalization and consolidation of retailing is turning the traditional retail industry on its head. International purchasing, fast and efficient operational models and new technologies constantly challenge retailers. Well-differentiated new players enter the market and real price competition becomes ever tighter.

The Retail Value Chain explores the changes occurring in the retail industry and outlines the strategic options now open to companies. This comprehensive and accessible new title also illustrates the key concepts surrounding Efficient Consumer Responses (ECR) and provides several illustrative cases to demonstrate the results.

Covering both the theory and the practice, The Retail Value Chain supplies readers with answers to the following questions:

What are the retail growth formats and why?
Why have hard discounters succeeded in many markets?
What are the key success factors of premium retailing?
How will manufacturer concepts stores change the retail landscape?
How can traditional retailing respond to competition from new entrants?
How will private labels change product development processes and the balance of power in the retail value chain?
How can retailers expand and succeed in new service business areas?
How can different manufacturers benefit from ECR-collaboration?
How do retailers share and use information in collaboration with manufacturers?
How will new technologies change the retail value chain?

Including expert opinions, real-life case examples and a global study of shopper information sharing, The Retail Value Chain is essential reading for both retail practitioners and students of retail and channel marketing.

About the Author
Sami Finne is a principal consultant and the sector leader for the Retail & Consumer Products sector in Capgemini Consulting Finland, a member of the leadership team and Sales Director of Capgemini Consulting Finland. His focus areas include retail strategy and concept development, customer loyalty management, manufacturer-retailer collaboration models, organization design and shopper analytics. He is also a well known speaker in top management seminars and conferences, and a visiting lecturer in several academic institutions, including Helsinki School of Economics and Helsinki University.

Hanna Sivonen is Senior Consultant in the Marketing, Sales and Service Transformation team of Capgemini Finland. She has extensive experience in projects for retail and consumer product companies, including category management, shopper analytics, shop-in-shop development, promotion management, marketing effectiveness and customer loyalty. Hanna has also carried out several strategic studies of global retail trends for leading Finnish retailers.