Strategic Planning and Management in Retailing Central

Course details

Learn how to develop winning retail strategies, sustain competitive advantage and manage retail operations for higher sales and profits. Led by Professor John Strong and Ronald Hess, two of the most respected retail management educators in the USA, the Strategic Planning and Management in Retailing programme provides participants with tools to develop winning retail strategies and an integrated framework for data driven retail strategic resource management. This framework facilitates better management of retail operations for higher sales and profits. 

Conducted annually in Melbourne and Singapore for more than 10 years, the Strategic Planning and Management in Retailing is the most highly regarded development programme for CEOs, senior management and directors of retail and retail-related companies in the Asia-Pacific region. 

The programme explores the “Eight Ways to Win in Retailing”, latest global trends and the strategies employed by some of the most profitable retailers in the world. 

By analysing actual business situations, the programme emphasises ways to implement strategy-level decisions through competitive assessment, financial and productivity analysis, assortment planning, consumer research, merchandising management, personnel management and the creation of an effective corporate culture.

OBJECTIVES

After completion, participants will be able to:

• Analyse retailers from a cross-section of retail sectors including supermarkets, department stores, super centres, category killers, hypermarkets, specialty stores, mass merchandisers and Internet retailers.
• Understand how consumer store choice criteria impact on strategy
• Develop winning retail strategies that will utilise the “Eight Ways to Win in Retailing”
• Apply what they learnt to their businesses  

COURSE CONTENT

The Changing Retail World

• The driving forces in retailing today
• New retail formats
• Lessons from Wal-Mart
• Consolidation and globalisation
• The resurgence of Internet retailing
• “Eight Ways to Win in Retailing”
• The retail pentagon and triangle
• Key success factors

Using Technology to Gain Competitive Advantage

• How successful retailers are using technology within their systems and infrastructure
• CPFR (Collaborating, Planning, Forecasting and Replenishment)
• RFID (Radio Frequency Identification)
• Decision support systems
• Self scanning and check-out

Financial and Productivity Analysis

• Financial models adopted by successful retail companies
• Analysis of profitability, return on assets and financial gearing

Resources Management and Assortment Strategies

• Merchandise, labour and space productivity analysis
• Category management
• Refining assortments with a customer focus

Market Structure Analysis

• The impact of change on retail structure,strategy and performance
• Market segmentation and positioning
• Consumer research – store choice criteria
• Globalisation and internationalisation

Strategic Planning for Growth

• Portfolio analysis at corporate and department levels
• Analysis of market forces
• Defining strategies and/or tactical alternatives
• Data driven strategy development focus

WHO SHOULD ATTEND

This programme is designed for senior managers and key decision makers from retail and related businesses. It is also for senior personnel of general merchandise management, operations management, marketing, finance, human resources and system management and senior managers of retail service providers like suppliers of distribution and logistics, information technology and advertising.