I.T. in Retailing

1. Front Matter

   Pages i-2

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2. Overview of retailing: the future

   1. Overview of retailing: the future

      • C. Walker

      Pages 3-9

3. Direct product profitability: applications and development

   1. Direct product profitability: applications and development

      • A. K. Pinnock

      Pages 10-19

4. Towards an information strategy for retail management

   1. Towards an information strategy for retail management

      • J. R. Beaumont

      Pages 20-35

5. Planning profitable strategies

   1. Planning profitable strategies

      • M. Khan

      Pages 36-42

6. Simulating the retail environment for planning, assessment and training

   1. Simulating the retail environment for planning, assessment and training

      • R. S. Stainton

      Pages 43-49

7. Problems Specifically of the Small and Medium Retailer

   1. A decision support system for a medium sized retailer

      • R. Wenley

      Pages 50-59

   2. Technology for the small independent grocer

      • J. Brisco

      Pages 60-69

8. Electronic Point of Sales

   1. Retailing is communicating

      • B. Cain

      Pages 70-78

   2. Using point of sale for competitive advantage

      • L. Fletcher

      Pages 79-87

   3. EPOS in IT — a market analysis

      • M. Bielinski

      Pages 88-95

   4. Hand held systems in retailing

      • I. Joffe

      Pages 96-102

9. Specialised Aspects of Retailing

   1. Lessons for the future from out of the past

      • R. Preece

      Pages 103-117

   2. Design and implementation of forecasting and control in the retail industry

      • J. Murdoch

      Pages 118-126

   3. Management and control of retail building services

      • D. S. Brookfield

      Pages 127-133

   4. Enhancing retail profitability using computer aided design

      • J. Watts

      Pages 134-139

   5. Advertising tracking for retailers: helping retailers assess advertising performance

      • P. Carter

      Pages 140-151

   6. Interactive media — gimmick or real productivity tool

      • P. Lea

      Pages 152-160

10. The Future — Land of Promise?

    1. Making EFT-POS work

       • G. Hawkins

       Pages 161-167

    2. Smart cards in retailing

       • R. D. Bright

       Pages 168-174

Retailing today is one of the largest, most buoyant and most competitive market sectors. The large, medium and small retailers, providers of systems are the major players in this market. The exploitation of information technology and the use of quantitative corporate models are emerging as key factors in determining the strength and effectiveness of marketing plans and support logistics. Many major retailers have developed considerable in-house expertise in this area and many hard­ ware manufacturers and systems houses have created special divisions to provide turn-key installations, products and services in order to exploit these opportunities. However, in the research leading up to the seminar on which this book is based, a number of important gaps in retailer useage of systems were noted. While many retailers, including the large multiples, had very sophisticated electronic point of sales devices, the information that was available was not being used to plan effective marketing and selling strategies, nor yet to plan for growth. In the medium and smaller companies there was still concern whether electronic point of sales were cost effective for them or whether being without such aids put them at a grave disadvantage vis-a-vis their larger competitors.

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