Willard N. Ander & Neil Z. Stern 
Winning At Retail [PDF ebook] 
Developing a Sustained Model for Retail Success

Praise for Winning At Retail
‘Winning at Retail offers the most effective strategies available
for retailers. At Mc Donald’s, the ‘Quick-EST’ model is crucial,
because being close and convenient to where our customers live,
work, and shop helps us create maximum value. If you want to
harness your company’s strengths to become a leader in your
category-and stay in tune with what your customers want-this is the
book for you.’
-Jim Rand, Senior Vice President of Business Development,
Mc Donald’s Corporation
‘Winning at Retail provides a thoughtful approach to retail
differentiation. Ander and Stern warn of the ‘treacherous middle’
into which retailers too easily drift. They inspire us to avoid
this peril through case studies of retailers who have assumed
leadership through courageous choice.’
-Robert L. Price, Senior Vice President and Chief Marketing
Officer, Wawa
‘In a difficult retail environment, this book provides crucial
guidance for staying on top of your competition-by taking the
customer seriously and leveraging your strengths to provide
experiences that increase customer loyalty. Will Ander and Neil
Stern elegantly argue that you can’t always be the biggest,
fastest, and trendiest place on the block, but it takes only one of
these ‘Ests’ to be a category leader. Businesses big and small can
benefit from the carefully distilled lessons in this book.’
-Bernd Schmitt, Professor of Marketing, Columbia Business School
and author of Customer Experience Management

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