Store Wars -- TABLE OF CONTENTS -- ACKNOWLEDGEMENTS -- INTRODUCTION -- Chapter 1: SHIFTING OF POWER IN THE VALUE CHAIN -- The emergence of branding as a valuechain weapon -- The demise of the middleman -- An early appearance by private label -- The rise of the brand retailer -- The triumph of branded manufacturers -- Retailers battle for the scraps -- The end of the golden age for discounters -- The shift to selling orientation -- Inefficiencies of the selling orientation -- Manufacturers and selling strategies -- The winners of the selling phase and the questfor market orientation -- The information revolution -- Notes -- Chapter 2: DIFFERENCES BETWEEN MANUFACTURERS AND RETAILERS -- Financial structure differences -- Volume Sensitivity -- Price Support -- Operating Costs -- Cost-structure differences -- Range and Assortment -- Fixed-Costs Inflexibility -- Pricing and price perception differences -- Split Baskets -- Breaking the Price-Quality Relationship -- Managing Price Perceptions -- The Value of the Shopping Experience versus theBrand Experience -- Physical differences -- Note -- Chapter 3: THE FRAGILITY OF A MARKETING ORIENTATION -- Selling orientation and hustle strategies -- Market orientation -- An industry's position on the selling-marketorientation spectrum -- Swinging back to hustle strategies -- Notes -- Chapter 4: RETAILERS AND THE MARKETING CONCEPT -- Retailers and segmentation -- Retail brand takeovers -- Quality as a differential advantage -- The retailers' price imperative -- Notes -- Chapter 5: THE BATTLEFIELD FOR MINDSPACE AND SHELFSPACE -- Mindspace and shelfspace -- Controlling shelfspace -- Reducing costs to fund mindspace/shelfspace -- Creating mindspace -- Forcing use via tactical marketing -- Buying and renting mindspace -- Losing mindspace -- Size really does matter -- Notes -- Chapter 6: THE BATTLE FOR MINDSPACE.

Brand management with retail characteristics -- Retailers' advantages for creating mindspace -- Retailers' Branding Model -- Direct Consumer Contact -- Control of Marketing-Mix Variables -- Information -- Manufacturers' mindspace advantages -- Technology -- Pointed Communication -- Image -- Variety, Choice and Novelty -- Consumer Understanding -- Pressure on second-tier brands -- Chapter 7: THE BATTLE FOR SHELFSPACE -- The delisting spectre -- The possible outcomes of an 'out-of-stock' -- Cost of Switching Brands (CSB) -- Cost of Switching Stores (CSS) -- What will happen? -- Low CSB, High CSS: The retailer holds the power -- High CSB, Slightly Higher CSS: The retailer is betting the store -- CSB is High, Higher than CSS: Retail nightmare! -- Anomalies -- The balance of power -- Fighting for shelfspace -- Notes -- Chapter 8: CREATING A SUSTAINABLE RETAIL DIFFERENTIAL ADVANTAGE -- What counts as a differential advantage? -- Differential Advantage via Fresh Produce -- Differential Advantage via Multi-segmentation -- Differential Advantage via Loyalty Cards -- Differential Advantage via Price -- Pricing tactics -- Every Day Low Prices -- High-Low -- Premium -- Price guarantees -- Price discrimination -- Chapter 9: PRIVATE LABEL -- Evolution of private label -- Re-emergence of private label -- Copycat private label -- Today's private labels -- Return of the Generics -- Copycats Are Here to Stay -- Premium on the Up -- The Emergence of Premium-Plus -- Benefit-based -- Private label brand portfolios -- Risks for the retailer -- Increased Costs -- Reduced Manufacturer Leverage -- Going Too Far -- Implications for manufacturers -- Total System Profitability -- Proactively Managing Their Product Ranges -- Keep Building Brand Imagery -- Innovation -- To supply or not to supply? -- Producing for private label -- Notes -- Chapter 10: TRADE MARKETING.

From selling to trade marketing -- The strategic triangle of trade marketing -- Customer value -- Total benefits -- Total costs -- Customer profitability -- Category management -- Retailers' objectives -- Manufacturers' advantage: Specialisation -- Category management andsmaller manufacturers -- Conflicts between trade marketing andconsumer marketing -- Managing actions -- Organisational implications for manufacturers -- The Route to Market -- Notes -- Chapter 11: INTERNATIONALISATION AND EMERGING MARKETS -- The widening international gap -- The rise of the international retailer -- To support or not support? -- The emergence of emerging markets -- The emerging market phenomenon -- Strategies for manufacturers enteringemerging markets -- Retailers in emerging markets -- The most successful emerging market retailer -- Property acquisition in emerging markets -- Notes -- Chapter 12: E-RETAILING -- Development of online sales -- Features and benefits of shopping online -- Learning from parallel categories andbusiness models -- Traditional retailers going online -- Online-only grocers -- E-retailing failures -- Current trends: What are consumerslooking for? -- Implications for manufacturers -- Notes -- Chapter 13: THE NEW ORDER AND ITS CHALLENGES -- The new focus of brand power -- Manufacturer responses -- Strategy -- Premium Brands -- Value Brands -- Second-tier Brands -- New Product Development -- Geography -- Brand Management -- Private Label -- Implications for retailers -- In conclusion -- Looking to the future -- Notes -- Appendix 1: TOP PRIVATE LABEL MANUFACTURERS -- Appendix 2: BRIC MARKET SNAPSHOTS -- INDEX -- STOREWARS IS THE WORLD'S LEADING BUSINESS MANAGEMENT SIMULATION PROGRAMME.