OPTIMIZING YOUR RETAIL BUSINESS

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1 Short Focused Program OPTIMIZING YOUR RETAIL BUSINESS Industry Specific Barcelona, June 1-2, 2011

2 OPTIMIZING YOUR RETAIL BUSINESS: BEST-IN-CLASS OPERATIONS AND CUSTOMER SERVICE How can you boost profitability with agile operations? How can you create a customer-centric model and improve your margins? How can you best respond to the threat of private labels? What are the key dimensions of product innovation? The retail sector has become increasingly sophisticated and complex in recent years. High customer expectations, the expansion of hard discounters and the growth of private labels are just a few of the challenges faced by both retailers and manufacturers. Meanwhile, two key trends product proliferation and decreasing life cycles are putting even more pressure on retail operations. Successful retail businesses today, including FMCG, apparel and other retail sectors, all share one common element: excellence in operations and customer service. Optimizing Your Retail Business: Best-in-Class Operations and Customer Service is designed for senior managers who want to gain a deeper understanding of the key value drivers behind the operations in their retail business. The program will address these main areas: New retail models and smart management of working capital: Employ the right supply chain with the right retail strategy while managing your working capital in the most efficient manner. The renaissance of the shopper: Offer the best products at the best time with the best service and gain superior margins as a result. The hard discount model (HDM): Identify the key elements of the HDM and determine the implications for operations strategy and day-to-day operations. The atomization of demand: Harness behavioral data and create new value propositions for your customers.

3 KEY TAKE-AWAYS Gain a better understanding of the competitive dynamics in your retail industry Identify opportunities for cost savings in your operations Create a customer-centric model Deepen your understanding of the hard discount model (low cost model) Learn best practices in non-food and food retail WHO SHOULD ATTEND Optimizing Your Retail Business is designed for senior managers in the retail industry, as well as manufacturers and retailers in food and non-food sectors who want to gain a better understanding of the key value drivers behind the operations in their business. The program will focus on retail operations in the food and beverage sectors, in addition to the apparel industry. APPROACH The program incorporates a number of highly dynamic and interactive teaching methods, including group discussions, class lectures and the case-study method. The case-study method, which is widely used in executive education, is an intense, challenging approach that requires participants to make business decisions and take action by analyzing, arguing and defending their recommendations against a multitude of equally plausible solutions. PROGRAM STRUCTURE Wednesday, June 1 Session 1: Introduction Current Industry Trends in Europe and Globally Session 2: Textile Retail Case Discussion: Analysis of a small textile retailer (50+ stores) facing the challenges of growth and international sourcing, paired with short product life cycles and product proliferation Session 3: New Models in Retailing Case Discussion: Analysis of emerging retail models at the bottom of the pyramid (Brazil) Addressing the Customer-Centric Model Session 4: Retail Operations Lecture: Key concepts in retail supply chain management, illustrated with several company examples Session 5: Managing Working Capital Case Discussion: Illustrate the tight link between retail operations and working capital and its effect on profitability Thursday, June 2 Session 6: Managing Capacity and Offshore Operations Case Discussion: Discuss opportunities and challenges of global sourcing with respect to supply chain management and availability trade-off Session 7: Supply Chain Developments Lecture: Strategic tools in retail operations (private label, RFID, ECR and others) Session 8: Supply Management Case Discussion: The role of purchasing in the retail chain, from the dual perspective of manufacturer and retailer; strategic purchasing Session 9: Supply Chain Excellence and Strategic Coherence Case Discussion: In-depth analysis of Aldi s operations strategy and supply chain; discussion of the importance of strategic coherence between business strategy and operations strategy Session 10: Wrap-Up Lecture: Review of the material covered in the program and brainstorming on the path ahead

4 FACULTY Marc Sachon Academic Director Associate Professor of Production, Technology and Operations Management Ph.D. in Industrial Engineering and Engineering Management, Stanford University Marc Sachon s main areas of expertise lie in process improvement, supply-chain management and engineering risk analysis. His research focuses on e-supply chain management, product development, project management and engineering risk analysis. The academic co-director of IESE s Advanced Management Program in Munich, Prof. Sachon has taught at Stanford University and the Universitat Politècnica de Catalunya, as well as at institutions in Latin America and China. He has contributed to several books and published numerous articles in leading academic and business journals. Ahmad Rahnema Professor of Financial Management Ph.D. in Management, IESE Business School Ahmad Rahnema serves as the head of the Department of Financial Management and associate director of faculty for the Departments of Accounting and Control, Financial Management, Information Systems, and Managerial Decision Sciences. His main areas of expertise include risk management, banking and finance, and global financing. Prof. Rahmena is the co-editor of the International Journal of Finance Education. He is also a member of the editorial board of Harvard Deusto: Contabilidad & Finanzas and the advisory board of the European Capital Markets Institute. The author of several books, including Finanzas internacionales and Basilea II: una nueva forma de relación banca-empresa, his articles have appeared in specialized and general press. Prof. Rahnema has consulted for leading firms and lectured at numerous top universities in Europe and the Americas. Víctor Martínez de Albéniz Associate Professor of Production, Technology and Operations Management Ph.D. in Operations Research, Massachusetts Institute of Technology (MIT) Víctor Martínez de Albéniz has a particular interest in procurement, where models for supply-base size, capacity and inventory management can be especially useful. His research focuses on understanding how supply-chain decisions can help companies compete in the global arena. Prof. Martínez de Albéniz teaches operations management, operations strategy, logistics and new product development at the executive and MBA levels. Before joining IESE, he lectured at MIT. His work has been published in journals such as Operations Research, Manufacturing and Services Operations Management and Production and Operations Management. Paolo Rocha e Oliveira Assistant Professor of Marketing Ph.D. in Management, Massachusetts Institute of Technology Paulo Rocha e Oliveira s main area of interest is the management and marketing of services. His latest research focuses on the management of issues at the marketing and operations interface, specifically the management of waiting time, service quality, customization strategies and dynamic pricing policies. Prof. Rocha e Oliveira s research has been presented at international conferences such as Frontiers in Services, INFORMS and Marketing Science, and has been accepted for publication in journals including Manufacturing and Service Operations Management.

5 DATES & VENUE June 1-2, 2011 IESE Business School Av. Pearson, Barcelona Spain FEES THE LEARNING ENVIRONMENT IESE Business School provides an integrated learning experience that promotes professional development and fosters meaningful exchange and networking among program participants. IESE s Barcelona campus and New York center feature state-of-theart learning technologies that meet the highest standards for executive education SFP CALENDAR SHORT FOCUSED PROGRAMS Optimizing Your Retail Business is included in IESE s portfolio of Short Focused Programs (SFPs), designed for results-oriented managers to address the most relevant business challenges and reflect the latest management advances. IESE s SFPs combine innovative learning methods and real-life case studies to help participants meet current and future business challenges. Registration Fee:... 2,600 IESE Members:... 2,340 Fees include: Tuition Meals and coffee breaks Study materials and documentation HOW TO APPLY Apply on line at: Application deadline: May 9, 2011 Enrollment is limited and registration is taken in strict order of receipt, so early application is encouraged. Strategic Management The Innovation Architect: Creating Breakthrough Companies Barcelona, March 16-17, 2011 New York City, June 6, 2011 Getting Things Done Barcelona, May 17-20, 2011 Global Business: Making the Matrix Work New York City, June 20-22, 2011 Making Social Responsibility Work: The Cornerstone of Sustainable Business Barcelona, July 4-8, 2011 Leadership and People Management High-Performance Negotiator Barcelona, January 18-20, 2011 Develop Your Communication Skills: It s How You Tell Them! Barcelona, March 22-24, 2011 Create Effective Virtual Teams Barcelona, April 6-7, 2011 Developing Leadership Competencies Barcelona, November 8-11, 2011 Operations and ICTs Achieving Operational Excellence and Strategic Coherence Barcelona, February 22-25, 2011 Empower Your Business Through Social Media and Collaboration Barcelona, June 20-23, 2011 Industry Specific Optimizing Your Retail Business: Best-in-Class Operations and Customer Service Barcelona, June 1-2, 2011 Advanced Digital Media Strategies New York City, June and Fall 2011 Marketing Media Brands: Monetizing Audiences and Content September 20-22, 2011 Arts and Cultural Management: The Business Side of Leading Cultural Organizations New York City, October 3-5, 2011 CONTACTS M. Isabel de Muller Short Focused Program Director Executive Education IESE Business School Alexander Marcos Walker SFP Associate Director Executive Education IESE Business School Tel.: Please visit our website:

6 GAIN A DEEPER UNDERSTANDING OF THE KEY VALUE DRIVERS BEHIND OPERATIONS AND CUSTOMER SERVICE IN YOUR RETAIL BUSINESS. Av. Pearson, Barcelona, Spain Tel.: Fax: Camino del Cerro del Águila, 3 (Ctra. de Castilla, km 5,180) Madrid, Spain 165 W. 57 th Street New York, NY USA

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