Driving Retail Financial and Productivity Performance | 29 & 30 Oct 2019, Kings College

Asia Pacific Regional Retail Master Class Series

SEMINAR/WORKSHOP

Date: Oct 29^th & 30^th 2019

Venue: Kings College

Level 7, Faber Imperial Court, Sheraton Imperial Hotel, Jalan Sultan Ismail, 50250 Kuala Lumpur, Malaysia

 

Jointly Organize by :

Overall Objectives

The highly competitive retail environment has placed considerable strain on the financial performance of most retailers. Today, retailers must carefully manage how they allocate valuable resources to achieve optimal financial outcomes. These resources include investments in retail floor space, inventory, people (service), marketing and physical improvements.

This program will introduce several important financial models that can be used to assess current performance, understand how to make improvements and make changes to these resources to improve financial success. We apply these models to three levels of retail performance: 1.) Company/Store-level performance, 2.) Departments/Category- level performance and 3.) Merchandise/SKU-level performance.

Programme Objectives

The objectives of this programme are as follows:

• Utilize and understand several important financial models
• Become familiar with several key retail metrics (sales density, stock turnover, GMROM, GMROI, service and merchandise intensity, among others)
• Understand how to use and optimize important retail resources for financial success

Programme Agenda

DAY ONE

a.m.

Lecture and Discussion: Driving Retail Financial and Productivity Performance. Topics: Framework for Measuring and Improving Financial Performance from Internal and External PerspectiveProductivity metrics: sales density, stock turnover, GMROM, GMROI, service and merchandise intensity methods for adjusting resource metrics to improve productivity. Objectives: Develop metrics for evaluating performance of retail enterprises, from investor and operational perspectives. Develop metrics for understanding and improving the productivity of margins, space, merchandise, and service, both in brick-and-mortar and digital retail. Understand the importance of productivity metrics such as sales density, stock turnover, GMROM, GMROI, service and merchandise intensity.

p.m.	Team Exercise: Midwest Markets: Team Financial Analysis Exercise (Level 1 Analysis: Company/Cluster/Store). Topics: Application of 8 Ways-to-Win Strategic Framework for recommendationsApply framework for measuring and improving financial performance from internal and external perspectiveEvaluating Drivers of Financial and Productivity PerformanceOverall company, store-level cluster and quartile perspectiveProductivity metrics: sales density, stock turnover, GMROM, GMROI, service and merchandise intensity. Objectives: Using data from a supermarket chain, evaluate the performance of the company overall, of store clusters and quartilesHow to analyze and improve the performance of individual stores
p.m.	Team Presentations of Midwest Markets Exercise
	DAY TWO
a.m.	Team Exercise: Master Matrix: Team Financial Analysis Exercise (Level 2 Analysis: Space Productivity of Departments/Categories). Topics: Definition and analysis of store fleet performance (clusters, quartiles, individual “focus” stores of interest) using operational, financial, demographic and competitive dataDepartment/category analysis for stores and for online, through analysis of space/capital, labor, merchandiseReview, critique, and make recommendations for specific merchandise range reviews or for merchandise rationalization or range expansion. Objectives: Using data from a department store, evaluate the performance of the space productivity of specific departments or categoriesUnderstand when and how to adjust space, merchandise and service to improve the performance of departments/categories and stores
a.m.	Team Presentations of Master Matrix Exercise
p.m.	Team Exercise: Merchandise/SKU Team Financial Analysis Exercise (Level 3 Analysis: Productivity of Merchandise/SKUs).

	Topics: Apply a framework for measuring and improving financial performance from internal perspectiveImprove Merchandise Performance and ProductivityMerchandise dataRange reviewsGMROIStockturn. Objectives: Undertake range reviews to evaluate merchandise performance and opportunities for improvement, understand key metrics of merchandise financial performance, including GMROI, stock turnover and othersMake careful decisions about deletions of merchandise assortments.
p.m.	Team Presentations of Merchandise/SKU Exercise
p.m.	Summary of Program and Final Conclusions

 

Who Should Attend

Presidents, CEOs, Vice Presidents, General Managers, Operation Directors, Senior Managers and Managers of retail companies responsible for financial performance

Why Should You Attend

Retail owners and executives who are interested in maximizing financial performance should attend as the programme will help executives to diagnose, prescribe and improve financial performance of individual stores, space utilization inside the store and merchandise performance.

Programme Fee

MRA Member – RM2,600-00 per person for the two days programme

Non MRA Member – RM3,000-00 per person for the two days programme

Programme Payments

Malaysia Retailers Association Alliance Bank Malaysia Berhad

Account Number: 141 6700 1002 1873

HRDF Claimable

This programme is also supported by HRDF under SBL.

Programme Date and Venue

Oct 29th & 30th 2019

Kings College,Level 7, Faber Imperial Court, Sheraton Imperial Hotel, Jalan Sultan Ismail, 50250 Kuala Lumpur, Malaysia.

Seminar Delivery

The seminar will be highly interactive with lectures, presentations and real retail case discussions. Copies of lecture notes and any additional notes shall be provided.

Seminar Registration Deadline

Aug 15^th 2019 Further Information Please contact :

Dr. Vincent Kong

Mobile : +6017 3243251

Email : vhsk888@gmail.com

Programme Facilitator

Ronald L. Hess is an Associate Professor of Marketing at the Mason School of Business at the College of William & Mary. He teaches Strategic Marketing and the Business-to-Business Marketing Career Acceleration Module (CAM) course in the William & Mary MBA and EMBA Programs. Previously, he taught courses in Customer Experience Management, Marketing Analytics, Consumer Behavior, Strategy and Sales Management. Prior to his appointment at William & Mary, he spent two years teaching in the MBA and Executive Programs at the University of Central Florida. He is multiple winners of the Outstanding Professor Award and Service Award at the Mason School of Business at the College of William & Mary.

Professor Hess has considerable experience in consulting and executive education. He is involved with the “Strategic Planning & Management Program” (Babson University Executive Education), “Strategic Retail Management Program” (Intercontinental Group of Department Stores) (Switzerland), “Retail Strategic Management” (Swinburne University of Technology (Australia), Bunnings (Australia), Bunnings (UK), Officeworks (Australia), Bunnings Commercial Trade (Australia), Abrafarma (Brazil), Blooms The Chemist (Australia), Sogo KL (Kuala Lumpur), Siman (El Salvador), “Strategic Planning and Management in Retailing Program” (Retail Academy of Singapore), Price Waterhouse Coopers (PwC) (Melbourne and Sydney Australia), CPM and Retail Safari (Sydney Australia), Langley Federal Credit Union, Nike, Cisco, Swisslog, Eaton Corporation, Zeltiq (Allergan), ULab Systems, HintMD, United States Army & Air Force Exchange Service (AAFES), United States Marine Corps Exchange Commands (MCX), United States Army Corps. of Engineers (USACE), NEXCOM (Navy Exchange Service Command), Philip Morris USA, Guidestar, Fabsuite, KBH Business Management Systems, Conference of Minority Transportation Officials (COMTO), WIRED, IdeaWorksHamptonRoads, Greater Williamsburg Chamber & Tourism Alliance, Marketing Research Task Force MRTF, Hampton Roads Cluster Program, and Hampton Roads Technology Incubator System.

His research expertise and interest involve customer satisfaction, customer experience, in-store technology, complaint handling, customer loyalty, service technology and customer lifetime value in the retailing and services industries. He has published his research in Organizational Behavior and Human Decision Processes, Journal of Retailing, Journal of the Academy of Marketing Science, Journal of Service Marketing, Journal of Retailing and Consumer Services, Service Business and Marketing Letters.

List of Participating Retailers and Clients

This content has been delivered and used extensively in programmes conducted throughout the world since 1989.

• Price Waterhouse Coopers (PwC) (Melbourne and Sydney Australia), Presentation on ‘Digitizing the Retail Experience’ (June 2019).
• CPM and Retail Safari (Sydney Australia), Short program on creating a memorable customer experience in retailing (June 2019).
• Babson Strategic Retailing Program (Williamsburg and Boston), Program on financial and marketing strategy for retailing (May and September 2019).

• Swinburne University of Technology (Australia), Program on financial and marketing strategy for retailing, in Melbourne, Australia (June 2019).
• Blooms the Chemist (Australia), Program on retailing financial and marketing strategy for pharmacy retailing, in Sydney, Australia (May 2019).

• Babson (Boston), Program for executives from large Brazilian hypermarket retailers and Kimberly Clark on digitizing the retail experience, big data is retailing and A.I. techniques (April 2019).
• Babson Strategic Retailing Program (Williamsburg and Boston), Program on financial and marketing strategy for retailing (May and September 2018).

• Swinburne University of Technology (Australia), Program on financial and marketing strategy for retailing, in Melbourne, Australia (June 2018).
• People Skills Asia Pte Ltd (Singapore), Shaping the future of retailing with a better strategy, data analytics and customer experience, in KL, Malaysia (2018)

• Blooms the Chemist (Australia), Program on retailing financial and marketing strategy for pharmacy retailing, in Sydney, Australia (May 2018).

• Intercontinental Group of Department Stores (Switzerland), Program on retailing financial and marketing strategy, in Bangkok, Thailand (June 2017).
• Dealer Solutions, Marketing Audit Consulting Project, interviewed the marketing team, product managers and salespeople to assess the effectiveness of the marketing area (July 2017).
• Blooms the Chemist (Australia), Program on retailing financial and marketing strategy for pharmacy retailing, in Sydney, Australia (May 2017).

• Babson Strategic Retailing Program (Williamsburg and Boston), Program on financial and marketing strategy for retailing (May and September 2017).

• Babson Strategic Retailing Program (Boston), Program on financial and marketing strategy for retailing, in Williamsburg, VA and Boston, MA (Sept. 2017).
• Bunnings (Australia), Customer experience management executive program for retailing, (March 2017).

• Abrafarma (Brazil), Program on financial and marketing strategy for pharmacy retailers and suppliers, in Sao Paulo, Brazil (November 2016).

• Bunnings (Australia), Customer experience management executive program for retailing, (May and November 2016).

• The Warehouse (New Zealand), Executive strategic session and store tour (November 2016)
• Babson Strategic Retailing Program, Program on financial and marketing strategy for retailing, in Williamsburg, VA and Boston, MA (May and Sept. 2016).
• Homebase (U.K.), Program on financial and marketing strategy for retailing, for Bunning’s acquisition of Homebase in the U.K. (August 2016).

• Intercontinental Group of Department Stores (Switzerland), Program on retailing financial and marketing strategy, in Mumbai, India (June 2016).
• Singapore Academy of Retailing (Singapore), Program on retailing financial and marketing strategy, in Singapore (June 2016)

• Blooms the Chemist (Australia), Program on retailing financial and marketing strategy for pharmacy retailing, in Sydney, Australia (May 2016)

• Blooms the Chemist (Hong Kong), Presentation on the past and future trends in pharmacy, health, and beauty retailing in Asia, in Hong Kong (October 2015).

• Babson Strategic Retailing Program, Program on financial and marketing strategy for retailing, in Williamsburg, VA and Boston, MA (May and Sept. 2015).
• Bunnings (Australia), Organized a U.S. retail tour for Australian retail executives, in Seattle and San Francisco (August 2015).
• Intercontinental Group of Department Stores (Switzerland), Program on retailing financial and marketing strategy, in Manila, Philippines (June 2015).
• Bunnings (Australia), State manager satisfaction analytics and strategic improvement executive program (June 2015).

• Bunnings (Australia), Customer experience management executive program for retailers (March and October 2015).
• KBH Systems (Virginia Beach, VA), Consulting project on market segmentation, targeting and positioning for the introduction of a software marketing product (April 2015).
• Sogo KL (Kuala Lumpur, Malaysia), Program on retailing financial and marketing strategy (January 2015).

• Singapore Academy of Retailing (Singapore), Program on retailing financial and marketing strategy, in Singapore (June 2014).

• Intercontinental Group of Department Stores (Switzerland), Program on retailing financial and marketing strategy, in Kuala Lumpur, Malaysia (June 2014).
• Babson Strategic Retailing Program, Program on retailing financial and marketing strategy, in Williamsburg, VA and Boston, MA (May and Sept. 2014).
• Newport News Shipbuilding Leadership Program, (March and April 2014).
• Bunnings (Australia), Customer Experience Executive Program Satisfaction Data, May 2014.
• Babson Strategic Retailing Program,Program on retailing financial and marketing strategy, in Williamsburg, VA and Boston, MA (May and Sept. 2013).