RETAILER RELATIONSHIPS
Is value defined from a consumer perspective?
Does the retailer have a clear value/price point?
Is the retailer’s value position competitively defensible?
Are channel partners capable of delivering value-enhancing services?
Does the retailer distinguish between expected and augmented value chain elements?
Has the retailer identified meaningful potential value chain elements?
Is the retailer’s value-oriented approach aimed at a distinct market segment?
Is the retailer’s value-oriented approach consistent?
Is the retailer’s value-oriented approach effectively communicated to the target market?
Can the target market clearly identify the retailer’s positioning strategy?
Does the retailer’s positioning strategy consider trade-offs in sales versus profits?
Does the retailer set customer satisfaction goals?
Does the retailer periodically measure customer satisfaction levels?
Is the retailer careful to avoid the pitfalls in value-oriented retailing?
Is the retailer always looking out for new opportunities that will create customer value?
