ISBN-10:
0814473008
ISBN-13:
9780814473009
Pub. Date:
08/28/2005
Publisher:
AMACOM
Up against the Walmarts: How your Business Can Prosper in the Shadow of the Retail Giants / Edition 2

Up against the Walmarts: How your Business Can Prosper in the Shadow of the Retail Giants / Edition 2

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Overview

"What can you do to keep your business afloat — and thriving — when mega-retailers like Wal-Mart, Target, Best Buy, and Home Depot offer thousands of products under one roof, and at impossibly low prices? Up Against the Wal-Marts gives you proven strategies to transform your business into a true David in a world of Goliaths. You’ll learn how to:

• Attract customers, and win their loyalty through exceptional value, in contrast to the big guys’ "low, low prices."

• Identify and hire a winning staff that will know your products and customers the way no giant retailer ever could.

• Convert more sales opportunities by tailoring your approach to specific customer types.

• Manage your cash flow, and analyze crucial data to quickly improve your business’s productivity, efficiency, and financial strength.

The second edition of this essential book also gives you a huge selection of business management tools to help you spot new trends, troubleshoot financial issues, gauge customer satisfaction, leverage promotional opportunities, and more. There are also more than a dozen profiles — some brand new, others fully updated since the original edition — of successful businesses across America. These companies have staked out and secured strong and profitable positions for themselves alongside the huge chain stores that are often lethal to under-equipped, smaller operations.

You probably can’t work any harder than you already do, but the good news is you can work smarter. Up Against the Wal-Marts can help."

Product Details

ISBN-13: 9780814473009
Publisher: AMACOM
Publication date: 08/28/2005
Pages: 272
Product dimensions: 5.90(w) x 8.90(h) x 0.90(d)

About the Author

Don Taylor is a business survival and fast-growth specialist, and the President and CEO of Data Staar Communications, a Texas-based business information company. Jeanne Smalling Archer is an award-winning writer and internationally known speaker with more than 25 years of experience in marketing and public relations. Both authors hail from Texas: Mr. Taylor lives in Canyon; Ms. Archer in Amarillo.

Table of Contents

"Acknowledgments

Preface

One The Game Is Changing

Profiles of the New Breed

Become a David

Key Points Checklist

Two Fourteen Success Strategies

The Fourteen Success Strategies

Success Strategies Overview

Key Points Checklist

Three Creating Customers

The Six P’s of the Marketing Mix

Building a Marketing Plan

Building Your Customer Base

Seven Serious Signs

Key Points Checklist

Four Keeping Customers

How Business Owners Define Service

The Four P’s of Service

Ten Loyalty Builders

Key Points Checklist

Five Service Is an Attitude

Common Hiring Mistakes

The Hiring Process

Hiring Tools

Sample Job Descriptions

Sample Interviewer’s Evaluation Form

The Four Phases of the Interview Plan

Great Interview Questions

Grow with Training

Motivating a Winning Team

When It Isn’t Working: How to Fire Fairly

Key Point Checklist

Six Selling Is a Service

Missed Opportunities

Selling to Customer Types

More Selling Tips

Key Points Checklist

Seven Low-Cost Promotion Strategies

Key Points Checklist

Eight Knowledge Is Power

You Can’t Manage Numbers Your Don’t Have

Records Are Vital

Back to the Basics

Pouring Your Financial Foundation The Profit and Loss (or Income) Statement

The Balance Sheet

The Cash Flow Statement

A Monthly Analysis

Twelve Financial "Must Knows"

Customer Information

Productivity and Efficiency Information

Key Points Checklist

Nine The Manager’s Tool Box

The Thirty-Minute Checkup Tool

The Common-Size Analysis Tool

The Trend Analysis Tool

The BackTrac Financial Troubleshooter Tool

The Promotion Spending Guide

The Thirty Second Media Quiz Tool

Customer Survey

The Customer Satisfaction Survey Tool

Customer Batting Average Tool

Customer Batting Average

Variable Pricing System

Key Points Checklist

Ten Profiles of Success

In Boston, It’s the Service, Not the Beans

Magnolias, Spanish Moss, and the Cleanest Lumberyard in America

Where the Pros Shop and Play

Sun, Saltwater, and Success

Sawing Out a Chunk of a Market Share

A Time to Refocus in the Big Apple

Local Pharmacist Bests National Players

Just Do What You Say You Are Going to Do

You Can Paint Your Own Niche

A Trip to the White House…in Wisconsin

An Employee Owned Bank Not an Aesop Fable

Changing a Changing Industry

Sometimes It’s All About Heart

Cleaning Up in the High-End Market

Key Points Checklist

Eleven The Kaizen Strategy

Kaizen Tactics: 292 Powerful Suggestions for Improving Your Business

Key Points Checklist

Twelve Beating Burnout

A True Story

The Bad News

The Good News

A Final Word

Key Points Checklist"

What People are Saying About This

From the Publisher

"A powerful weapon in the battle against these giant retailers." — Entrepreneur

"This book has advice for managing any business better, no matter whom you compete against. Stimulating." — Tim Brown, Industry Week

"Gives you hundreds of ideas on how to survive — and succeed — if you’re fighting one of the big guys." — Small Business Opportunities

"Concise and absolutely on-target. Essential training for any start-up and small business owner." — Jack Faris, President, National Federation of Independent Businesses"

Customer Reviews