Hypermarket survival strategies

Hypermarket survival strategies

Lueth, Betsi

M-PACT 2002

In this provocative session, you’ll learn why speed, flexibility and focus on Maximum Value Customers, from top leadership down to the lowest level employee, has never been more important.

A hypermarket fuel facility gets built. One store down the street matches the hypermart price and finds they still lose volume and profits. The store right next door prices three cents over, and doesn’t see any drop in volume! In another town, a marketer price matches, almost doubles his current volume, but his inside store sales go down and he still loses money even with more volume. All three are true stories. How can this be?

In this workshop session, discover not only how to survive, but how to win under hypermarket competitive fire. How? Through a two-step, proven process. First, by refocusing on what Betsi has coined the Maximum Value Customer, and second, by making major improvements in internal systems efficiency.

In this provocative session, you’ll learn why speed, flexibility and focus on Maximum Value Customers, from top leadership down to the lowest level employee, has never been more important. Think loyalty programs are the magic cure? Think your supplier knows best what customers want? You may change your mind after this session.

In addition to refocusing on customers, Betsi reveals the costs of the most common system inefficiencies today and how to cure them at all levels within your organization – store, district, home office and executive. To survive, you must scrub costs and get lean, but you must choose the right costs to cut. Cost reduction that ultimately reduced customer service has been the kiss of death for more than one marketer caught in the hypermarket squeeze. Betsi will show you a smarter way to cut those costs.

Anyone involved in retail petroleum, whether in direct operations or simply supplying fuel to dealers, can’t afford to miss this special session. From store manager through owner executive, you’ll get insight to a hypermarket success strategy that works.

For those not familiar with Betsi, her credits include:

In her 12th year of in-depth consuiting exclusively for the petroleum industry.

Well-known financial expert for years through her JPM Magazine “Money Matters” column now appearing in each issue of the PMAA journal.

Owner and founder of Meridian Associates, Inc.

Most popular petroleum business valuation expert.

Trusted broker for highly confidential company sales.

Publisher of the widely read, monthly subscription-based Meridian Financial Advantage newsletter.

Responsible for several industry leading software tools including CashTracker(R) and Equipment Tracker.

MBA in Corporate Finance. Former VP of Commercial Lending at a major regional bank.

Betsi Lueth

Meridian Associates

Copyright Illinois Petroleum Marketers Association Second Quarter 2002

Provided by ProQuest Information and Learning Company. All rights Reserved