domingo, junho 17, 2018

As quatro estratégias-base para o retalho (parte II)

Parte I.
"“1. Lead on Brand: Offer Branded Product SuperiorityRetailers in the Product Brand quadrant offer branded products that provide more differentiation, more value, more pleasure, and ultimately more confidence to a particular customer segment, as compared to other products on the market. Here I am specifically referring to the value that comes from branded product. It is the product’s brand equity that brings the customer into the store.
There are several ways retailers can leverage the value offered through products that have strong brand equity. First, there are multibrand retailers who carry multiple lines of strong branded products that “pull” the customer into the store.
Other retailers in this quadrant will include high-quality brands that are sold directly to the end user. These are known as vertical brands and the product brand name is the same as the retailer’s brand name. Examples include luxury brands like Louis Vuitton or Hermès, specialty retailers such as Lululemon or Zara, or the newer digitally native vertical brands such as Warby Parker or Glossier.
In all of these cases, these brands have developed deep emotional connections with consumers and a strong narrative; their customers frequently become brand advocates. In the luxury markets, these brands have heritage, exclusivity, and prestige. For the nonluxury brands, they have strong identity and values that resonate with their devotees.
Retailers in this quadrant also excel in design and style. ... Finally, leaders in this quadrant may also compete on state-of-the art technology. All in all, the leaders here succeed in developing an innovative culture where new ideas are embraced and commercialized quickly.”

Excerto de: Barbara E. Kahn. “The Shopping Revolution”

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