Retail Disruptors

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.

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Reviews

‘Hard discounters are a proven concept with plenty of opportunities to expand both in geographies around the world as well as in different product categories and more business sectors. It is critical to everyone in business to fully understand these developments. This book provides the best possible insights regarding the phenomenon of hard discounting, as [both] a learning about business models and as a valuable base for day-to-day and strategic decisions. A book worth every minute to read.’
Harry BrouwerExecutive Vice President, Unilever Food Solutions – Global
‘A must-read for any brand marketer. Hard discounters have come like a “thief in the night”, responsible for reducing manufacturer brand sales by half trillion dollars annually. Many national brands stuck their heads in the sand and are now under the hammer to defend their brands against the hard discounter “brands”. Yes, while we were asleep at the wheel, Aldi, Lidl and others built “brand” connections with consumers. Is it too late to save your brand? You’d better hope not.’
John GerrieChairman, FMCG Association ANZ
‘Retail Disruptors is a seminal work that defines the strategy, tactics and impact of the global hard discounter phenomenon. It’s essential reading for everyone that competes with or sells to this dynamic sector of retailing.’
John FaillaFounder, Store Brand Decisions, US
‘Finally a book that analyses the discounters from an international, global perspective! Most publications focus on national markets. Not this book. This makes the book definitely a “must-read” for everyone professionally involved in the retail business today. But also shoppers, interest groups, investors and policy makers can learn from the unique insights and considerations revealed in the book.’
Philippe GruytersManaging Director European Marketing Distribution (EMD), Europe’s largest grocery alliance
‘Professors Steenkamp and Sloot have written a “must-read” for anyone interested in retail. The book allows one to truly understand the disruptive powers of discount formulas. It should therefore be on every retail professional’s night stand.’
Dave Pietersformer General Manager, Coles Australia
‘In the last 25 years, hard discounters have achieved remarkable success in the Western world. So far, conventional retailers and brand manufacturers have failed to find the right answers as to how to deal with this retail disruption. The very insightful book by Steenkamp and Sloot uncovers the primary secrets of the hard discount business model. It will be very helpful for retailers and marketers around the world to understand why they are so succesful. Just one warning: understanding hard discounters doesn’t mean that you can beat them!’
Kees Buurformer Buying Director Health and Beauty, A.S. Watson Benelux
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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.

Authors

Jan-Benedict Steenkamp

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.

Laurens Sloot

Laurens Sloot (PhD, MSc) is the Anton Dreesmann Professor of Retail Marketing at the University of Groningen in the Netherlands.
 
He founded the EFMI Business School at Erasmus University in 1997, and since then this institute has developed into a leading educational and research institute for the grocery industry.
 
Each year Sloot gives about hundred key note speeches, workshops and incompany trainings for top and senior executives in the field of grocery retailing and CPG manufacturing.

Book Details

EAN: 9780749483470
Edition: 1
Published: October 28th, 2018
Paperback
Format: 234×156
264 pages