Corporate Profile - Corporate Profile 2018
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Corporate Profile
Be the best retailer
you can be.
insights strategy implementation
About us – “Built by retailers, for retailers” We are a retail advisory and consulting practice that builds retail channels and increases the performance of existing retail businesses, in all sectors, through our customized & transformative ‘Business Fitness™’ methodologies. Since 2005 we have partnered with our clients to build powerful, award winning, sustainable, and “fit” implemented retail. Ensuring our clients consistently achieve above benchmarks, build sales and margin results. “The wealth of industry experience that Retail Doctor Group delivers will always save valuable time and money when you are trying to inject real substance into your business plan to achieve long-term measurable success.” - Vodafone Our point of difference to many consultancies is that we roll up our sleeves and implement solutions that ensure sustainable ‘business fitness’ is achieved.
Our Global Team Bringing International Retail to Australia and Australian Retail to the World As the Australian elected member of Ebeltoft Group, we have more than 20 years of experience as retailers and consultants in all retail channels, segments and regions. We use this expertise to provide innovative and pragmatic solutions, ranging from strategy, concept development and international expansion, to hands-on implementation. Today, members of the Ebeltoft network advise 80 of the 100 largest retail companies in the world. www.ebeltoftgroup.com
The Fit for Business™ Process
insights strategy implementation
• We get to know you, your • Strategy development Delivering the ‘Business Fitness™’
business, your goals and • Strategic brand positioning implementation roadmap:
determine how to increase • Strategy workshops • Brand aid
your ‘business fitness’ • Replicable distribution and • Effective people
• What is the marketplace format planning) • Customer connection
opportunity? Determined • Economic forecasting (capital • Visual impact (Format: on and
though our combined and trading) offline)
understanding of the • Customer experience strategy • Category cardio
consumer, marketplace • Retail strategy advisory • Fiscal Physical
(Global and domestic) and the • Omni channel mix
model through to deployment, • *Post health checks and
operational, economic status. advisory
Insights
We know where to look to find the real opportunities for your business
Consumer Insights Global Insights Business Insights
The over arching goal of this We will work with our partners Understanding your
stage is to inform you as to around the world for insight into organisational planning, vision,
current market demographics, global best practice trends and intent, organisational alignment
customer profiles, consumer case studies within your and capability, rationale,
perceptions, types of category. We review the operating platform to underpin,
consumers most attracted to Australian market to determine data and information planning.
your offer and the opportunities the size, trends and
for growth in your offer. opportunities available.
Business Insights Marketplace analysis, business strategy and capability review We would visit each pre-determined retailer in turn and provide an overview analysis of their business using our proprietary ‘Fit for Business TM’ scoring system. Utilising our proprietary “business fitness” diagnostic framework to review all important aspects that contribute to a successful business. Strategy Sensor Brand Aid Customer Connection Strategy and operational alignment for growth Integrated communication channels, message Customer satisfaction and service / positioning, point of difference, business on brand. compliance. replication capability. Your key business goals/project deliverables. Effective People Category Cardio Fiscal Physical Metrics, alignment to strategy, capability Working capital performance and ratio returns. Interpreting financials vs industry benchmarks. and KPI’s. Visual impact Omni Channel Mix (Ecosystem) Impact and relevance of in store experience Identify your ideal mix of channels to market. (based on stores visits).
Consumer Insights
Drive increased loyalty and tailored customer experience
Core Consumer Segments Growth Segments Brand Image
Your brand specific consumer personality Who are your potential consumers? What does your brand stand for in consumers
profiles. Their personality profiles. minds?
What is the market appetite? How to reach and convert them most How to most effectively position the brand
Who is attracted to your offering? effectively. through targeted marketing and branding.
What is the ideal future positioning?
Consumer Behaviours & Motives Concept Testing
Behaviours Which brand and format treatments connect
Perceptions effectively with identified core segments?
Preferences
Barriers
Habits
Their paths to purchase (what channels
they use).
Global Insights Bringing international retail to Australia and Australian retail to the world Be inspired by the best. Who is the best of breed globally and domestically? What is the size of the prize? From London to Shanghai, we will take a trip around the globe to look at global retail trends in your category. Exploring the topics of innovation and leadership in your field. We will conduct analysis of the marketplace both nationally within Australia and globally. We will provide you with global and local category trends. Utilising our Ebeltoft network of global partners we will research into current developments in global retail, and provide best practice examples within your category.
Strategy
Build your brand and distribution plan
Systematic integration of insights from Phase 1 informing the ideal strategic direction for the brand. With the objective:
• Review of the current brand proposition and differentiation
• Competitive marketplace considerations including composition, trends and opportunity analysis
• Review of category trends
• SWOT – understanding both context and learning’s to date
• Cross channel preparedness and capability in key ‘fitness’ dimensions. Preparing the organization for growth
and change
• Retail operations alignment to insights and strategy
• Effective people, culture, capability and alignment to strategy
• Operational benchmarks and performance measurement
• Drawing on all available insights, market data and initial discussions.
Using the same Business Fitness tools that have helped many hundreds of retailers to date, we facilitate
and guide the strategic planning processImplementation
Best practice retail deployment
Using the strategy developed in Phase 2 to produce a Fit for Business™ implementation plan,
utilising our Fit for Business™ modules, to provide guidance for how to implement the required
stages to achieve your goals.
Strategy Sensor Brand Aid Customer Connection
Strategy and operational alignment for growth. Articulating and communicating a point of Customer profile and how to attract and keep
difference consistently. loyal customers.
Effective People Category Cardio Fiscal Physical
Assessing organisation structure and staff Improving stock and category performance. Interpreting financials vs industry benchmarks.
capability.
Visual impact Omni Channel Mix (Ecosystem)
Store displays and experiences. Identify your ideal mix of channels to market.The Fit for Business™ Process Bringing strategy to life Our point of difference is that we don’t just leave you with the ‘what to do’, we continue to work with you to implement solutions that make a real difference to your business. Health Check Insights Tracker Advisory Board Our health checks are a follow up to ‘check in’ Our insights tracking tool allows for the We can assist in the participation and ongoing with your progress to the fitness plan. All measurement and tracking of customer advisory to the retail planning and priority issues are revisited against target and opinion as strategy is implemented. implementation. adjustments or recommendations are made.
Our Credentials
Some of our clients 2NDS World Fieldforce Lee Wrangler Reebok Amcal FIFA Lifeline Rockport AMEX General Pants Group L’Occitane Running Bare Fashion AMP Capital Investors Glassons Mao and More Salt Water Wine Surf Apple Next Byte Global Brands Group Marketplace Leichhardt Sheike Australian Geographic Gloria Jeans Mega Fruit Speedo Surf Dive Ski Balance Gloster Fashion Melbourne Central Socrates Bennett’s Book Shops Go Vita Microsoft Sun Edison Ben Sherman GPT Mitre 10 St George Bank Berkelouw Books Hallensteins National Australia Bank Stockland Bluespirit Hairhouse Warehouse Nautica Super Retail Group Bob Jane T-Mart Herringbone Next Byte True Alliance Camping World Hillam Nextra Tyreright Chantelle Hills in Hollywood Nutra Life Ugg Australia Chatswood Chase Hutchinson 3G The North Face University of Wollongong Collins Street Precinct Hutchinson Vodafone ODMA Vitaco Colonial Shopping ISRA Optus World Verosol Centres Jan Logan Jeweller Oxfam Shops Vinnies Co-op Jetty Surf Passionata Westfield Denim Enterprises Jewelbox Performance Golf Whitcoulls Dunklin La Biosthetique Pink Zebra Telstra Shop Edments Lacoste Price Attack Terry White Pharmacy Farage Fashion Leading Edge Golf Ramsay Hospitals Yamaha
Client accolades
Discovery Diagnose – Insights Strategise Implementation
“Retail Doctor Group are subject “The ROI on this methodology “After a period of re-structure, “Retail Doctor Group has proven
matter experts and have a deep has been immediate and I was after a diagnostic and to be a reliable and professional
knowledge and understanding of profound. This is fantastic for refreshing of our retail business. resource for our business and
the Retail Industry all the way drilling into what really matters to Brian and his team immersed has taken the time to
from the high level strategic view your customer and understanding themselves into our business and understand
right down to the tactical not only how, but most very rapidly became an intrinsic our business needs, strategic
execution. importantly why they interact with part of our team. objectives and organizational
your brand. values.
The wealth of industry The delivery was impeccable and
experience that RDG delivers will We have a much clearer and exactly what I was after. I have They have contributed greatly in
always save valuable time and more customer centric view into not worked prior with a more diagnosing our business
money when you are trying to differentiating our Tyreright offer sophisticated, applied, diligent capabilities and defining
inject real substance into your as a result of RDG’s work with group of people who at heart achievable, sound ‘diagnostic’
business plan to achieve long-term our organisation.” have made our interests, their solutions for our business.”
measurable success.” interests.”Client accolades
“RDG was able to apply the Limbic “Thank you for what you have “We engaged RDG to help us “Retail Doctor Group undertook a
Brand Navigator system to the produced. I can't articulate just identify our audience and also project for us which gave some very
combined Zafino management how wonderful yesterday was identify opportunities for growth interesting insights into cash usage
and consumer insights. for me both personally and marketing. & personality types.
This provided an in-depth report professionally. You've just We have found the Limbic Profiling Based on the work done with RDG,
that has helped the brand to not helped us shape the future of a Method to be more specific to we were able to present this
only define its positioning but to business that until now had emotional triggers for consumers research at an industry conference
understand its consumer in more grown only organically by store and their purchase decisions, where it was very well received and
detail including consumer openings. more so than traditional market for many in the audience presented
motivators, brand values, and Armed with this insight we're on research. unique insights into how their
ultimately a brand position the precipice of becoming a Post our market survey, the industry is changing.
strategy. major Australian fashion player consumer insights report which was We look forward to more such work
From here we can work with our and our success will be delivered by RDG has been in the future - comprehensive,
agency to apply the findings to our considered, strategic and received positively and has detailed, insightful. Great job.”
website, advertising, store design, impactful. I can't say thank you invigorated our brand development
online marketing and product enough.” planning and serves as a practical Ben Thorpe, Director, Global
development.” lens to validate our engagement Marketing & Strategy,
Morgan Jenkins, Marketing tactics and product development Glory Global Solutions
Mindi Chisholm, Executive Manager, SHEIKE decisions.”
Director
Zafino Pty Ltd Dia Patatoukos, Project ManagerMaximising touch points
National Australia Bank (NAB)
Brief Format: Australian Financial Institution
The National Australia Bank has recently placed a large focus on its retail banking Store Locations: Australia wide
capability as a major strategic and service differentiator. To this end the NAB Number of Stores: 1,808 branches &
engaged the services of Retail Doctor Group to work with their internal teams to service centres and 4656 ATMs globally
evolve and refine the retail offer to customers and to lead the journey towards the Merchandise Mix: Retail bank
achievement of ‘the greatest shopping experience in retail banking’.
Strategy “Already we can see considerable added
• Provision of a series of retail solutions that significantly enhance retail value, including a 25% reduction in
capability working capital investment, through the
• Greater cultural and retail capability alignment evolution of the shop design and formats,
• Detailed retail channel and business insights diagnostics. a greater understanding of retail matrix,
and the integration of both that is
Success required to build an even more
• Enhanced retail branch design and format – working development of shop and sustainable and leading retail banking
kiosk formats channel.”
• 25% reduction in working capital investment
• 15% increase in economic productivity (as defined by the client). Daniel Milentijevic
Manager - Capital Works
National Australia BankBuilding a Global Brand
FIFA / Global Brands Group
Brief Format: International governing body of
GBG acquired the FIFA brand with a mandate to develop a global retail channel football
of “football shops”. Retail Doctor Group was commissioned to work with GBG to Store Locations: Global
develop the operating strategy through to implementation resulting in pilot stores Merchandise Mix: FIFA products
successfully opening in Singapore, London and Paris. retailed through key licensees and
retailers.
Strategy
This global retail strategy required a license approach with all country and region
nuances to be considered, across languages, cultures and economic “We were consistently performing above
differences. Built on consumer research, market analysis and market opportunity all global benchmarks in the economics
with strong focus on the customer experience. of this project and early stores are
achieving impressive results.”
Success
• Channel build in process. Stores opened in Singapore, London, Paris – 20% Peter Larum
above target sales Global Marketing Manager
• Full retail operating strategy and deployment plan provided Global Brands Group
• Complete documentation of all retail systems and processes including;
licence documentation, compliance standards, KPIs, operations manuals,
visual merchandising guidelines, marketing and promotions manuals,
product knowledge manuals, evaluation formats, retail selling and
management training kits and reporting systems.Consumer Insights inspired business strategy
Sheike
Brief Format: Women’s Clothing channel
SHEIKE was looking to develop a clear understanding of its brand and its key Store Locations: Australia wide
customers to take through to strategic deployment. Number of Stores: 29 Stores
Merchandise Mix: Women’s Clothing &
Strategy Accessories.
• An online study, of both quantitative and qualitative questions, sent to a
panel representative of the Australian population and customers from the
SHEIKE customer database. 5047 successful, valid responses were “I can't articulate just how wonderful
received. All respondents were personality profiled providing actionable yesterday was for me both personally
consumer profiles to take forward into marketing and brand positioning and professionally. You've just helped us
analysis and direction. shape the future of a business that until
• Comparative analysis between online consumer panel and SHEIKE now had grown only organically by store
customer database was also performed. openings. Armed with this insight we're
on the precipice of becoming a major
Success Australian fashion player and our
• Commencement of strategy build with a clear understanding of the client success will be considered, strategic and
business impactful. I can't say thank you enough.”
• Retail Doctor Group consumer insights study – insights taken into a
strategic workshop. Clear deployment priorities in brand, distribution and Morgan Jenkins, Marketing Manager,
deployment SHEIKE
• Clear positioning strategy – deploying into above benchmarks sales growth.Redefining a national health channel
Go Vita
Brief Format: Health retailer and
Go Vita appointed Retail Doctor Group to assist them in a refinement of their manufacturer
operating strategy to underpin further growth. Store Locations: Australia wide
Number of Stores:150+ stores
Strategy Merchandise Mix: Health supplements.
A full ‘Fit for Business’ program was delivered including insights, strategy and
implementation.
• Insights – Customer profiling and customer research exploring purchase “It has been a very enjoyable and
decisions, drivers including pre-purchase and in store. rewarding experience working with Brian
• Strategy – developed a clear point of difference positioning and and the team from Retail Doctor
implementation strategy predicated upon RDG insights influencing all Group. We are seeing enormous
channels from website, advertising, branding, to in-store category success across our retail channel, with
management and staff expertise. sales at double digit growth. They
• Implementation – Through a Business Fitness™ program RDG worked intimately understand your business
with Go Vita to deliver the strategy at store level. before making any recommendations. I
strongly recommend utilising Retail
Success Doctor Group if you want to be Fit for
• New store prototype built on consumer insight modelling Business in your retail model.”
• Retail positioning and deployment strategy developed and implemented
• Sales at 10% growth on implementation. Andrew O’Keefe, CEO of Go VitaAccolades Retail industry excellence Retail Doctor Awards Vend Top 100 Retail Influencers 2018 Asian Retail Congress – The International Retail Leadership Award The Australian Institute of Management’s National Scholarship Finalist NRA “Outstanding Contribution to the Industry” Award 2017 BRW Fast starters Smart Company Business Start Up Awards Nominated The CPA Awards for Business Leadership The Ernst & Young Entrepreneur of the Year Telstra Business Awards
Some of our ‘business fit’ clients
Your project team
Brian Walker, Lead Advisor Anastasia Lloyd-Wallis, Project Manager
Brian has successfully led change teams in multi channel retail arenas and has Anastasia has significant experience managing projects of all sizes
been instrumental in the development and implementation of many notable, up to multi-million dollar programmes throughout the entire project
integrated retail channel strategy projects including, Optus, Hutchison lifecycle.
Telecommunication, Global Brands Group, The National Australia Bank and a Anastasia will manage all aspects of your project from initial
host of other well recognised retail, franchise retail and service organisations discussions, scope of work, project timescales and plan to successful
both nationally and internationally. delivery of results.Your project team
Peter Sheppard, Advisor David Kindl, Advisor
Peter has over 40 years of retail experience, including the last 17 as David is an experienced Managing Director in Australian retail and
a Retail Consultant and Business Mentor. Experienced, passionate property leasing. He has 30 years of experience with great companies
and results orientated, Peter thoroughly enjoys the challenge of such as Lend Lease, Noni B and Retail Doctor Group. David is
‘winning’ at retail. Peter’s portfolio of skills include developing and Chairman of the RDG Advisory Board.
increasing Sales and Gross Profits through Merchandise buying and
assortment planning models, growing stock turns and ROI, creating a
positive achievable vision for a business.Join our community!
Sign up to our RDG community here and you will receive:
• Complimentary subscription to Retail Doctor News (a source of the latest Global and local retail news and Business Fitness™ tips delivered
straight to your inbox!)
• Complimentary 30 min confidential conversation available with ‘The Retail Doctor’, Brian Walker on your business and it’s goals.
• Exclusive access to early bird ticket sales and discounts to RDG events.
• Invitations to invite-only RDG Networking Breakfasts.
• Chance to be part of the growth and evolvement of a growing and diversifying retail sector, through community discussions and debates on our
private LinkedIn Community.
• Advance copies of the RDG Global Retail Trends Reports and Market & Consumer Studies and Insights Reports.
• Subscription discount and exclusive access to the Australian Retail Index for up to date benchmarking metrics
• …and more!
CLICK HERE or simply visit www.retaildoctor.com.au and follow the links to subscribeMedia Retail Doctor Group are frequently requested to commentate on leading media on retail issues, regularly appearing on ABC, Channel 9 News and A Current Affair and Channel 7 Today Tonight. CEO & Founder, Brian Walker, is also a featured columnist for Inside Retail and Smart Company and contributor to publications such as BRW, Franchise Buyer Magazine, RetailBiz, Tech Trader, Sydney Morning Herald and My Business. For all media enquiries please email: anastasia@retaildoctor.com.au
Be the best retailer
you can be.
Anastasia Lloyd-Wallis – Project Manager
Suite 706, 6A Glen Street, Milsons Point NSW 2061 Phone | +61 2 9460 2882
E-mail: anastasia@retaildoctor.com.au | Web: www.retaildoctor.com.auYou can also read
