Retailing: From A to Z

As Connie Robbins Gentry writes in Chain Store Age: “Call it the Amazon Syndrome, but ironically the retailer that set the gold standard for building customer-centric real-estate models has no brick-and-mortar real-estate. Yet, the icon of online commerce taught the industry the importance of an ever-evolving consumer-relevant position.”

“To accomplish this often requires a tectonic cultural shift within a retail enterprise. Traditional retail organizations built enterprises where real-estate, operations, merchandising, and marketing functioned autonomously and territorially independent of one another. That ‘silo’ approach proved increasingly detrimental to retail performance at every level, and was totally counterintuitive to the concept of creating a consumer-centric model.”

“Whether a lease has come up for renewal or the retailer has initiated a preemptive discussion, effective negotiations require relevant information specific to the property under review. With geographically dispersed portfolios, technology powers the assimilation, analysis and communication of data that equips retailers to close the deal on the most favorable terms.”

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