Directions

SELLING IN THE INFORMATION AGE To prosper in the 21st century, retailers will need to know how to manage change and information technology, says a new report by Management Horizons, a business consulting and research company. An article on the report in Women's Wear Daily outlined the following points: In the next five years, retailing will become an information-driven business, and retailers' major assets will be customer information rather than real estate or inventory. Retailers will focus on their core customers, identifying and rewarding high-spending clients and eliminating those who are too costly to serve. While this flies in the face of traditional retail wisdom, it will become a competitive necessity. Mass-merchandised apparel specialty chains, which have hundreds of outlets nationwide delivering the same assortment of goods, will
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