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… and to have strong retail execution you require presence of 1+4 elements 0

The foundation

The uniformity of store locations, store formats, go-to-market models, supply chain, local ownership models, etc. The degree of complexity deriving from different models and concepts

Best practices 1 • The organisation supporting the stores' operations: RAM, retail managers and other HQ/market functions. Closeness to operations • The capabilities, skills, power, Support & and hence earned respect of the support organisation

4

• The "package" of documented guidelines, best practises, procedures, tools and templates made available through physical folders, manuals, commandments and web portals

2

Training

• The "Retail Academy" that facilitates training, e-learning, in-store training and education materials to all relevant staff • Naturally, the Academy takes its starting point in best practises

3 • The KPIs revealing mediocre or excellent store performance • The simple (one page) overview is a very important part of the successful cockpit • The ability and organisational acceptance of using facts in decisions (culture)

Execution and operational power

6

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Best practices

Cockpit

X

Training

X

Cockpit

X

Support & Organisation

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