We use cookies to improve your experience. By using our site you are accepting our cookie policy. 
Read our privacy policy to learn more.

Retail Disruptors

Retail Disruptors

The Spectacular Rise and Impact of the Hard Discounters

Jan-Benedict Steenkamp, Laurens Sloot

From £16.66

Understand the strategies and business models used by hard discounters such as Aldi and Lidl, and learn techniques to remain competitive as they continue to disrupt the retail sphere.

Buy product
Buy now

About the book

Hard discounters are stores that sell a limited selection of consumer packaged goods and perishables - typically fewer than 2,000 Stock Keeping Units - for prices that are usually 50-60% lower than national brands. The best known hard discounters are Aldi and Lidl, but global brands include Trader Joe's, EuroSpin, Biedronka, Netto and Leader Price. Their rise has been monumental; they have irrevocably changed the face of retail in Europe and Australia, and are making steady inroads into the US. Retail Disruptors explores the very real threat that hard discounters pose to traditional retailers and brand manufacturers.

Retail Disruptors is the first book that explores this upheaval, providing expert insight into the business models of the leading hard discounters, and what mainstream retailers and brand manufacturers can do to remain competitive in the face of disruption. Meticulously researched by two of the leading authorities in retail strategy, private labels, branding, and hard discounting, Retail Disruptors is essential reading for all brand manufacturers and retailers who want to retain the competitive edge.

Table Of Contents

    • Chapter - 01: How hard discounters are disrupting the traditional retail model;
  • Section - PART ONE: Hard discounter strategies;
    • Chapter - 02: Understanding the hard discounter business model;
    • Chapter - 03: Strategies of key hard discounters: Aldi, Lidl, Trader Joe’s and DIA;
    • Chapter - 04: Hard discounter success around the world;
    • Chapter - 05: The next frontier – dissecting the US grocery retailscape;
  • Section - PART TWO: Competitive counterstrategies for conventional retailers ;
    • Chapter - 06: How are conventional retailers being impacted by discounter entry?;
    • Chapter - 07: How conventional retailers can compete with hard discounters;
    • Chapter - 08: Strategies to reduce procurement costs ;
  • Section - PART THREE: Brand manufacturer strategies versus hard discounters;
    • Chapter - 09: Competition – creating winning brand propositions versus private labels;
    • Chapter - 10: Cooperation – producing private labels for hard discounters;
    • Chapter - 11: Co-opetition – generating successful sales in hard discounter stores;
    • Chapter - 12: A look into the future of disruptive retailing;


Provides the best possible insights regarding the phenomenon of Hard Discounting. A book worth every minute to read.
Harry Brouwer, Executive Vice President at Unilever Food Solutions - Global

A must-read for any brand marketer. Is it too late to save your brand? You'd better hope not.
John Gerrie, Chairman at FMCG Association ANZ

Essential reading for everyone that competes with or sells to this dynamic sector of retailing.
John Failla, Founder, Store Brands Decisions, USA

Finally a book that analyses the discounters from an international, global perspective! Most publications focus on national markets. Not this book. This makes the book definitely a must read for everyone professionally involved in the retail business today. But also shoppers, interest groups, investors and policy makers can learn from the unique insights and considerations revealed in the book.
Philippe Gruyters, Managing Director European Marketing Distribution (EMD), Europe's largest grocery alliance

Professors Steenkamp and Sloot have written a 'must-read' for anyone interested in retail. Truly understand and comprehend the disruptive powers of discount formulas are an essential read and should therefore be on every retail professional's night stand.
Dave Pieters, former General Manager of Coles Australia

In the last 25 years, hard discounters have achieved remarkable success in the Western world. So far, conventional retailers and brand manufacturers have failed to find the right answers as to how to deal with this retail disruption. The very insightful book by Steenkamp and Sloot uncovers the primary secrets of the hard discount business model. It will be very helpful for retailers and marketers around the world to understand why they are so successful. Just one warning: understanding hard discounters doesn't mean that you can beat them!
Kees Buur, former Buying Director Health & Beauty A.S. Watson Benelux

Book Details

  • EAN: 9780749483470
  • Edition: 1
  • Published: 3rd October 2018
  • Paperback
  • Format: 233x156
  • 264 pages

About the Author

Dr Jan-Benedict Steenkamp is Distinguished Professor of Marketing at University of North Carolina, USA. He is Honorary Professor at the European Institute for Advanced Studies in Management, Fellow of the European Marketing Academy, and Fellow at the Institute for Sustainable Growth at Fudan University (Shanghai). His work has received over 38,000 citations and been featured in the Wall Street Journal, Financial Times and the Economist.

Dr Laurens Sloot is Professor of Retail Marketing at the University of Groningen. He founded the EFMI Business School at Erasmus University, which has since developed into a leading educational and research institute.

Jan-Benedict Steenkamp

Laurens Sloot