The New Rules of Retail

  • by Robin Lewis, Michael Dart
  • Narrated by Brian O'Neill
  • 6 hrs and 53 mins
  • Unabridged Audiobook

Publisher's Summary

The retail world is undergoing a fundamental transformation. Rapidly evolving technology, globalization, and a saturated marketplace offer consumers instant access to thousands of equally compelling products and services, creating unprecedented levels of expectation. The impact of these changes is so profound that 50 percent of today's retailers and consumer companies will not survive it. Traditional business models will become extinct, and the relationship between vendors and consumers will shift dramatically.
Here, industry experts Robin Lewis and Michael Dart identify the forces behind these changes and look at the retail heroes of today and tomorrow to see how their business models are responding to the modern marketplace. They profile industry giants such as VF Corporation (owner of Wrangler and The North Face), Starbucks, and Ralph Lauren, as well as cutting-edge favorites like Apple, Gilt Groupe, and Amazon, to uncover why some retailers are so successful at reaching today's increasingly elusive and demanding customer while others miss the mark by a mile. What they find are three crucial factors that determine whether businesses win or lose:

Neurological Connectivity - creating an addictive, irresistible shopping experience, from preshopping anticipation to consumption satisfaction
Preemptive Distribution - using all possible distribution platforms to access consumers ahead of the competition
Value Chain Control - vertically integrating control of a company's entire value chain, from creation through point of sale, for maximum delivery on the brand promise
This essential formula, Lewis and Dart argue, is responsible for virtually every retail success story of the past few decades. So while the landscape may never look the same, The New Rules of Retail gives business leaders the tools they need to not only survive, but thrive.

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What the Critics Say

"The New Rules of Retail offers a thought-provoking and compelling perspective on the future of the industry. Both traditional retailers and e-commerce competitors will find the principles outlined by Lewis and Dart relevant to their needs. A must read." (John Donahoe, CEO, eBay)
"Despite retail being the driving force of our economy, little has been written about the industry that truly captures its past, present, and future. This book provides tremendous clarity and insight, and should become required reading for retail managers, senior executives and their boards." (Mark A. Cohen, Professor of Marketing, Columbia Business School and Former Chairman/CEO, Sears Canada Inc.)
"The authors bring solid credentials to their forecast of the coming retail landscape, and they provide plenty of interesting material for readers on both sides of the cash register.” (Kirkus)

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Customer Reviews

Most Helpful

Wider Appeal than the Title Suggests

Those not deeply involved in retail or related marketing, will find this book revealing and helpful. In particular, it traces the development of retail in the US describing the “three waves” that have brought us to this point. The most recent third wave which has over taken the market place since 2000 is the focus of the book. In “The New Rules” Robin Lewis and Michael Dart orient the reader to what has taken place in the third wave, explain what it means, and speculate about where retail may go from this point. They portray a number of business which are in current decline (Sears) and those which are adjusting quite well to the new environment (Apple, Amazon). This leads me to a couple of thoughts about the book. First, the examples are very contemporary as they should be and the future success of the firms described is yet unknown. The authors cannot avoid that. The companies used to illustrate firms creating the neuro/experience linkage are limited to tech related retail (again Apple, Amazon etc.). I would like to have heard about the changes in marketing undertaken by Harley Davidson for example in creating a life style as well. These are simple observations and in no way detract from the value of the book. In sum, this volume will be of value to more people than the title suggests. Individuals in not-for-profits and those just interested in the future of the US economy will benefit. Those steeped in marketing and retail, maybe will find it less so. Well written and wonderfully read by Brian O'Neal
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- Roy

Require Text for Any Retailer

This is a require text for anyone that is in retail. Its highly educational and very informative. Beside explaining the modern retail and dot com business, the authors go into detail on how Sears got started with their catalog business. They became the forefathers in retail by starting in the late 1800's and how they are failing in our present time, but yet almost all retailers starts with the basic principle that Sears established. It starts with the old and ends with the new. Pretty good overall history on how the consumers became a brand for all retailers.
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- Tim "Do you read the book before you dislike my reviews?"

Book Details

  • Release Date: 01-25-2011
  • Publisher: Audible Studios