Describes the winning formula at Neiman Marcus that has made it the No. 1 luxury retailer in the United States in terms of sales per square foot and profitability has. Highlights Neiman Marcus’ efforts to define who its customers and not have to think and to reach its customers by aligning location, price, service and goods to meet these customers every need. Describes ways Neiman Marcus prevents typical silo behavior between merchandising and selling and how it ens … Read more »

Describes the winning formula at Neiman Marcus that has made it the No. 1 luxury retailer in the United States in terms of sales per square foot and profitability has. Highlights Neiman Marcus’ efforts to define who its customers and not have to think and to reach its customers by aligning location, price, service and goods to meet these customers every need. Describes ways Neiman Marcus prevents typical silo behavior between merchandising and selling and how it ensures that the right product gets to the right customer, despite the challenge of doing this in 36 micro markets.
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Robert D. Dewar
Source: Kellogg School of Management
43 pages.
Release Date: 1 January 2006. Prod #: KEL145-PDF-ENG
Customer Focus at Neiman Marcus: “We report to the client” HBR case solution

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