STORES Magazine - July 2015 - S14


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TOP 100 RETAILERS

POWER PLAYERS
SMALL-FORMAT
VALUE

The world of deep-discount retailing has undergone a seismic shift with the combination
of Dollar Tree and Family Dollar Stores. Dollar
General, a belated and ultimately rejected
suitor for Family Dollar Stores, is drawing a
new blueprint for itself now that it will be No.
2 in the category when compared with the
13,199 combined Dollar Tree and Family Dollar
locations.
Dollar Tree/Family Dollar is in the process of
shedding approximately 340 stores - mostly
Family Dollar units - and plans to operate
Dollar Tree 50
stores under both banners. Each will retain its
distinctive approach to value retailing.
Dollar General didn't make an acquisition proposal until well after Dollar Tree's bid. Though
Dollar General's offer was more generous, shareholders acCompany
2014 USA
Sales per Comp-store USA
cepted Dollar Tree's lower offer largely over concerns that the
Retail Sales
Store
Change % Stores
(000)
(000)
Sales
FTC might give a thumbs-down on a merger with Dollar GenDollar General
$18,910,00
$1,600
2.8% 11,789
eral - or exact too large a price for securing its imprimatur.
Family Dollar Stores
10,489,000
1,300
-2.1
8,042
Dollar General could still emerge as category sales leader
Dollar Tree
8,390,000
1,600
4.4
5,157
based on its $18.9 billion volume last year. To placate shareBig Lots
5,177,000
3,500
1.8
1,460
holders who might be disappointed in the turn of events,
Source: Kantar Retail
Dollar General added $1 billion to its stock re-purchasing
Includes online sales related to value segments.
program and declared its first dividend.
Comparable store sales listed for relevant and/or U.S. segments, where reported.

(continued from page S12)
says, is a concern that staffing must be "adequate to take care of customers who have actually driven to the store to buy something, on
top of processing e-commerce goods."
The size of the retail operation is an important factor, says Paul McFarren of PD McFarren Consulting. "While some big-box retailers
may be able to make this work, the idea that a
majority of retailers could efficiently make use
of in-store fulfillment of online orders is pretty
far-fetched," he says. "Training a distributed
workforce, paying for additional on-site
storage and the ongoing management of the
exceptions make this model very difficult to
support."
Buy online, pick up in-store, says Zybowski,
"is designed for the retailer's model, not the
shoppers."
CONSUMER FOCUS
he difference between multichannel and
omnichannel retailing is one of focus. In
the early days, multichannel meant operating
in two worlds, often with discrete management, inventories and pricing. Omnichannel
brings it all together.
The consumer focus is so integral to the es-

T

S14

STORES July 2015

sence of omnichannel that one industry observer traces the origins back more than a decade,
to a time when Best Buy was under heavy pressure from rivals such as Walmart.
"I think a lot of people forget or lose sight of
the fact that omnichannel didn't begin as omnichannel or even cross-channel," says Nikki
Baird, managing partner at RSR Research. "It
began as customer centricity, and the retailer
who should get credit for putting customer
centricity on the map is Best Buy."
Baird says that by focusing on the customer experience at a time when e-commerce
was just beginning to find itself - in 2003,
the iPhone was four years in the future and
Amazon's retail sales in North America were
about $879 million - Best Buy emphasized
the essential components of what has become
omnichannel.
"That's where customer centricity was born
- in a cradle of cross-channel commerce," she
says. "At the heart of omnichannel is customer
centricity. You can't have one without the
other."
David P. Schulz has been writing for STORES since 1982
and is the author of several non-fiction books.
NRF.COM/STORES


http://www.reuters.com/article/2015/04/07/us-family-dollar-st-offer-idUSKBN0MY23W20150407 http://www.reuters.com/article/2015/04/07/us-family-dollar-st-offer-idUSKBN0MY23W20150407 http://www.law360.com/articles/630663/dollar-general-expands-buybacks-1b-amid-dividend-launch http://www.law360.com/articles/630663/dollar-general-expands-buybacks-1b-amid-dividend-launch http://www.essentialretail.com/news/article/54c8b612683f8-best-buy-and-the-birth-of-customer-centricity http://www.essentialretail.com/news/article/54c8b612683f8-best-buy-and-the-birth-of-customer-centricity http://www.essentialretail.com/news/article/54c8b612683f8-best-buy-and-the-birth-of-customer-centricity http://www.NRF.COM/STORES

Table of Contents for the Digital Edition of STORES Magazine - July 2015

Top 100 Retailers
Retail People
No Flash in the Pan
Lost and Found
C2W
Editor's Page
President's Page
Retail Politics
NRF News
POV
NRF Communities Update
End Cap
Trends
Online
Technology
Human Resources
Social Media
Merchandising
Software
Finance
Marketing
Personnel
Operations
STORES Magazine - July 2015 - Cover1
STORES Magazine - July 2015 - Cover2
STORES Magazine - July 2015 - 3
STORES Magazine - July 2015 - 4
STORES Magazine - July 2015 - 5
STORES Magazine - July 2015 - Editor's Page
STORES Magazine - July 2015 - 7
STORES Magazine - July 2015 - President's Page
STORES Magazine - July 2015 - 9
STORES Magazine - July 2015 - Retail Politics
STORES Magazine - July 2015 - 11
STORES Magazine - July 2015 - NRF News
STORES Magazine - July 2015 - Trends
STORES Magazine - July 2015 - 14
STORES Magazine - July 2015 - 15
STORES Magazine - July 2015 - 16
STORES Magazine - July 2015 - 17
STORES Magazine - July 2015 - 18
STORES Magazine - July 2015 - Top 100 Retailers
STORES Magazine - July 2015 - S2
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STORES Magazine - July 2015 - S4
STORES Magazine - July 2015 - S5
STORES Magazine - July 2015 - S6
STORES Magazine - July 2015 - S7
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STORES Magazine - July 2015 - S9
STORES Magazine - July 2015 - S10
STORES Magazine - July 2015 - S11
STORES Magazine - July 2015 - S12
STORES Magazine - July 2015 - S13
STORES Magazine - July 2015 - S14
STORES Magazine - July 2015 - S15
STORES Magazine - July 2015 - S16
STORES Magazine - July 2015 - Retail People
STORES Magazine - July 2015 - 36
STORES Magazine - July 2015 - 37
STORES Magazine - July 2015 - No Flash in the Pan
STORES Magazine - July 2015 - 39
STORES Magazine - July 2015 - 40
STORES Magazine - July 2015 - Lost and Found
STORES Magazine - July 2015 - 42
STORES Magazine - July 2015 - 43
STORES Magazine - July 2015 - C2W
STORES Magazine - July 2015 - Online
STORES Magazine - July 2015 - 46
STORES Magazine - July 2015 - 47
STORES Magazine - July 2015 - Technology
STORES Magazine - July 2015 - 49
STORES Magazine - July 2015 - Human Resources
STORES Magazine - July 2015 - 51
STORES Magazine - July 2015 - Social Media
STORES Magazine - July 2015 - 53
STORES Magazine - July 2015 - Merchandising
STORES Magazine - July 2015 - 55
STORES Magazine - July 2015 - Software
STORES Magazine - July 2015 - 57
STORES Magazine - July 2015 - Finance
STORES Magazine - July 2015 - 59
STORES Magazine - July 2015 - Marketing
STORES Magazine - July 2015 - 61
STORES Magazine - July 2015 - Personnel
STORES Magazine - July 2015 - 63
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STORES Magazine - July 2015 - 65
STORES Magazine - July 2015 - Operations
STORES Magazine - July 2015 - 67
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STORES Magazine - July 2015 - 69
STORES Magazine - July 2015 - 70
STORES Magazine - July 2015 - 71
STORES Magazine - July 2015 - POV
STORES Magazine - July 2015 - NRF Communities Update
STORES Magazine - July 2015 - End Cap
STORES Magazine - July 2015 - Cover3
STORES Magazine - July 2015 - Cover4
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