Title Retail Disruptors
Subtitle The Spectacular Rise and Impact of the Hard Discounters
Author Jan-Benedict Steenkamp, Laurens Sloot
ISBN 9780749483470
List price GBP 19.99
Price outside India Available on Request
Original price
Binding Paperback
No of pages 264
Book size 152 x 228 mm
Publishing year 2019
Original publisher Kogan Page Limited
Published in India by .
Exclusive distributors Viva Books Private Limited
Sales territory India, Sri Lanka, Bangladesh, Pakistan, Nepal, .
Status New Arrival
About the book Send Enquiry


“Provides the best possible insights regarding the phenomenon of Hard Discounting. A book worth every minute to read.”

Harry Brouwer, Executive Vice President at Unilever Food Solutions - Global


“A must-read for any brand marketer. Is it too late to save your brand? You’d better hope not.”

John Gerrie, Chairman at FMCG Association ANZ


“Essential reading for everyone that competes with or sells to this dynamic sector of retailing.”

John Failla, Founder, Store Brands Decisions, USA


“Finally a book that analyses the discounters from an international, global perspective! Most publications focus on national markets. Not this book. This makes the book definitely a must read for everyone professionally involved in the retail business today. But also shoppers, interest groups, investors and policy makers can learn from the unique insights and considerations revealed in the book.”

Philippe Gruyters, Managing Director European Marketing Distribution (EMD), Europe’s largest grocery alliance


“Professors Steenkamp and Sloot have written a ‘must-read’ for anyone interested in retail. Truly understand and comprehend the disruptive powers of discount formulas are an essential read and should therefore be on every retail professional’s night stand.”

Dave Pieters, former General Manager of Coles Australia


“In the last 25 years, hard discounters have achieved remarkable success in the Western world. So far, conventional retailers and brand manufacturers have failed to find the right answers as to how to deal with this retail disruption. The very insightful book by Steenkamp and Sloot uncovers the primary secrets of the hard discount business model. It will be very helpful for retailers and marketers around the world to understand why they are so successful. Just one warning: understanding hard discounters doesn’t mean that you can beat them!”

Kees Buur, former Buying Director Health & Beauty A.S. Watson Benelux


Hard discounters are stores that sell a limited selection of consumer packaged goods and perishables - typically fewer than 2,000 Stock Keeping Units - for prices that are usually 50-60% lower than national brands. The best known hard discounters are Aldi and Lidl, but global brands include Trader Joe’s, EuroSpin, Biedronka, Netto and Leader Price. Their rise has been monumental; they have irrevocably changed the face of retail in Europe and Australia, and are making steady inroads into the US. Retail Disruptors explores the very real threat that hard discounters pose to traditional retailers and brand manufacturers.

Retail Disruptors is the first book that explores this upheaval, providing expert insight into the business models of the leading hard discounters, and what mainstream retailers and brand manufacturers can do to remain competitive in the face of disruption. Meticulously researched by two of the leading authorities in retail strategy, private labels, branding, and hard discounting, Retail Disruptors is essential reading for all brand manufacturers and retailers who want to retain the competitive edge.


List of figures

List of tables

List of abbreviations

About the authors



Chapter 1: How hard discounters are disrupting the traditional retail model • Ascendancy of hard discounters • Back to basics: what is a hard discounter? • Hard discounters as brands • Retail disruptors as a sign of our times • Implications for retailers and brands • The next frontier: The United States • How this book can help you • Notes

Part One: Hard Discounter Strategies

Chapter 2: Understanding the hard discounter business model • High volume per SKU • Irresistible value for money • High profitability • Store network expansion • Managerial takeaways • Notes

Chapter 3: Strategies of key hard discounters: Aldi, Lidl, Trader Joe’s and DIA • Aldi – the inventor of the hard discount concept • Lidl – the only firm Aldi fears • Trader Joe’s – the upscale hard discounter • DIA – the convenience hard discounter • Managerial takeaways • Notes

Chapter 4: Hard discounter success around the world • Germany – conventional retailers co-opting the hard-discount concept • United Kingdom – breakout into the world’s most sophisticated private-label market • Australia – leveraging the opportunities offered by a cozy duopoly • Hard discount in emerging markets – Biedronka and BIM • Hard discounter life-cycle model • Managerial takeaways • Notes

Chapter 5: The next frontier – dissecting the US grocery retailscape • Developments in the US market • Brand discounters • Hard discounters in the United States • Online retailing • Amazon • Managerial takeaways • Notes

Part Two: Competitive counterstrategies for conventional retailers

Chapter 6: How are conventional retailers being impacted by discounter entry? • Positioning of conventional retailers • How hard discounters create their blue ocean • Impact of hard discounter entry on the shopper’s mindset • Impact of hard discounter entry on various retail formats • Managerial takeaways • Notes

Chapter 7: How conventional retailers can compete with hard discounters • Initial reactions towards hard discounters • Four strategic reactions to hard discounter encroachment • Fight-back strategy • Downgrading strategy • Value-improvement strategy • Value-redefinition strategy • Choosing a strategy • Implementing the response strategy • Managerial takeaways • Notes

Chapter 8: Strategies to reduce procurement costs • The dominant role of cost of goods sold in retailers’ P&L statements • P&L statements of branded versus private-label suppliers • Capturing more value from brand suppliers • Cell I: reduce brand assortment • Cell II: increase slotting allowances • Cell III: intensify category management • Cell IV: forge exclusive relationships with brand suppliers • Saving money on private label procurement • Saving on total procurement bill by scaling up • How much can be saved on cost of goods sold? • Managerial takeaways • Notes

Part Three: Brand manufacturer strategies versus hard discounters

Chapter 9: Competition – creating winning brand propositions versus private labels • Brand portfolio renovation • Improve brand logic • Innovation • Advertising • Use sales promotions – in moderation • Experiment with new ways of value creation • When national brands win: hair care • Managerial takeaways • Notes

Chapter 10: Cooperation – producing private labels for hard discounters • Dedicated private-label manufacturers • Treehouse Foods – ‘the biggest company you’ve never heard of’ • McBride – the limitations of dedicated private-label manufacturing • Crossing the Atlantic • Key success factors and challenges for dedicated private-label manufacturers • Dual trackers • Essity – how to be a successful full dual tracker • A failed dual tracker: how ConAgra lost over $2 billion in 30 months • Key success factors and challenges for dual trackers • Managerial takeaways • Notes

Chapter 11: Co-opetition – generating successful sales in hard discounter stores • Pros and cons of listing your brand at a hard discounter • When is listing at hard discounters more beneficial to brands? • The Brand Cannibalization Scorecard • Why are hard discounters increasingly interested in brands? • Making your case to the hard discounter • Win–win at hard discounters • Managerial takeaways • Notes

Chapter 12: A look into the future of disruptive retailing • Notes


About the Authors:

Dr Jan-Benedict Steenkamp is Distinguished Professor of Marketing at University of North Carolina, USA. He is Honorary Professor at the European Institute for Advanced Studies in Management, Fellow of the European Marketing Academy, and Fellow at the Institute for Sustainable Growth at Fudan University (Shanghai). His work has received over 38,000 citations and been featured in the Wall Street Journal, Financial Times and the Economist.

Dr Laurens Sloot is Professor of Retail Marketing at the University of Groningen. He founded the EFMI Business School at Erasmus University, which has since developed into a leading educational and research institute.

Target Audience:

Useful for all brand manufacturers and retailers who want to retain the competitive edge.

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