Up Against the Wal-Marts: How Your Business Can Prosper in the Shadow of the Retail Giants [Paperback]

Mrs. Don Taylor (Author), Jeanne Smalling Archer (Author)

Book Description

ISBN-10: 0814479162 | ISBN-13: 978-0814479162 | Publication Date: April 3, 1996

"What counts is not necessarily the size of the dog in the fight - it's the size of the fight in the dog." Dwight D. Eisenhower uttered those words, but they could be a wake-up call for every small business owner in America who's cowering under the glare of the big dogs' teeth. The fact is, you CAN stand up to the superstores, and you can win the fight.

"Up Against the Wal-Marts" coaches you each step of the way. You'll find inside a potent arsenal of strategies, tips, and advice to combat cut-throat pricing, regain customer focus, identify and seize profitable niches - in short, to turn your unique knowledge into market share. Plus, it recounts the heartening and enlightening stories of 12 businesses who survived - and thrived - in the shadow of a retail giant.

Editorial Reviews

From Booklist

What does it take for a small retailer to compete with the likes of the Wal-Marts, Home Depots, and various warehouse clubs? Price isn't the only consumer attraction, say consultants Taylor and Archer; to prove their point, they examine every facet of a business, from buying strategies to employee empowerment. All their suggestions--usually in the form of numbered lists--follow much-accepted financial, personnel, and marketing techniques. In promotional ideas, for instance, recommendations center on relationship building--sending a birthday card, establishing a frequent-buyer program, awarding customer suggestions, and so on. What elevates their advice above that of the well-known management gurus is the practicality of their ideas and the description of more than 10 small-retailer success stories. Barbara Jacobs --This text refers to an out of print or unavailable edition of this title.

Review

"""A powerful weapon in the battle against these giant retailers."" -- Entrepreneur

""This book has advice for managing any business better, no matter whom you compete against. Stimulating."" -- Tim Brown, Industry Week

""Gives you hundreds of ideas on how to survive -- and succeed -- if you’re fighting one of the big guys."" -- Small Business Opportunities

""Concise and absolutely on-target. Essential training for any start-up and small business owner."" -- Jack Faris, President, National Federation of Independent Businesses"

--This text refers to an out of print or unavailable edition of this title.

See all Editorial Reviews

Product Details

• Paperback: 256 pages
• Publisher: AMACOM (April 3, 1996)
• Language: English
• ISBN-10: 0814479162
• ISBN-13: 978-0814479162
• Product Dimensions: 9 x 6 x 0.8 inches
• Shipping Weight: 13.9 ounces
• Average Customer Review: 4.8 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #1,452,166 in Books (See Top 100 in Books)

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Most Helpful Customer Reviews

17 of 17 people found the following review helpful:

5.0 out of 5 stars Remember the Spanish Armada, January 6, 2000

By 

Robert Morris (Dallas, Texas) - See all my reviews
(TOP 50 REVIEWER)    (HALL OF FAME REVIEWER)    (VINE VOICE)    (REAL NAME)   

This review is from: Up Against the Wal-Marts: How Your Business Can Prosper in the Shadow of the Retail Giants (Paperback)

Don Taylor and Jeanne Smalling Archer explain how to prosper "in the shadow of the retail giants." This is quite literally a "how to" manual, filled with hundreds of specific examples, suggestions, strategies, and cautions which can be of substantial benefit to literally any small-to-midsize retail operation which is currently struggling to survive and then succeed. Of course, the David and Goliath metaphor is invoked. The co-authors stress the importance of courage, ten survival strategies, and "about 500 stones." (David needed only one well-placed stone. Today, he would need more "ammunition" because there are so many different "giants" to conquer. It is worth noting that David did not wrestle Goliath.) Interestingly, the "Big Three" (Wal-Mart, Kmart, and Target) all opened their first stores in 1962. They were not the first discounters but they had learned a great deal from pioneers such as Ann and Hope, Korvettes, Zayres, Arlands, and Gibson's. Once "Davids" themselves, they eventually became "Goliaths", demonstrating (in process) the importance of the ten strategies which are examined in Up Against the Wal-Marts.

The authors organize the material according to three overriding themes: change, improve, and succeed. In the 1990s, change has been the only constant. Improvement is not an option; it is an imperative. With regard to success, the co-authors leave their reader with this final statement: "Many small businesses are going to be successful competing with the giants, and we can't think of any reason why yours shouldn't be one of them."

5 of 5 people found the following review helpful:

5.0 out of 5 stars A recipe for Main Street to save itself, August 29, 1997

By 

[e-mail] (Ed Martin, http://sbinformation.miningco.com) - See all my reviews

This review is from: Up Against the Wal-Marts: How Your Business Can Prosper in the Shadow of the Retail Giants (Paperback)

Taylor and Archer have written a basic primer for small business start-ups as well as for existing small businesses who are looking to compete and even thrive in the wake of the appearance of Wal-Mart or any other giant retail competitor in their local market. There are no silver bullets, no magic secrets here. Instead you will find sound managerial advice plus examples of businesses who stayed the course in their local markets and managed to live in shadow of the giant retail chains.

The authors' basic premise is that too often Main Street small retail businesses have grown fat and lazy. They have not had to compete for customers and so they are run on auto-pilot, with indifference to their customers. Then, when faced with a competitor who has better prices, better location and big marketing budgets, they cry foul and fold up. But the fact is you can compete against the super retailers and win. In a nutshell, you do it by changing the way you do business, by being smarter, working harder, and by focusing on the customer. You cut waste, you position your business smartly, and you do a better job marketing and selling to your customers. Finally, you have to recognize you are in a fight for survival of your business and be willing to go at it.

All in all, Archer and Taylor provide an excellent battle plan for saving Main Street America from the threat presented by the retail giants. If you are faced with that prospect, then pick up a copy of Up Against the Wal-Marts. It just might help you keep your business.

6 of 7 people found the following review helpful:

5.0 out of 5 stars An MBA in a BOOK !!!!, January 14, 2004

By 

Greg Henderson (Leamington, ON Canada) - See all my reviews

This review is from: Up Against the Wal-Marts: How Your Business Can Prosper in the Shadow of the Retail Giants (Paperback)

I have no relationship with anyone connected with this book - it just sounds like I do. We stumbled across this book- and have now bought more than 12 copies for our key staff over three years. IT IS the BEST TRAINING BOOK for RETAIL MANAGERS I HAVE EVER SEEN. Whoops - sorry I get excited - but you get my point.

It is NOT about Wal-Mart - it is about being smart in operating your own business - and when you are smart - you have a much better chance of success.

Every chapter is solid with good info -- no fluff.

Try it