Montgomery Ward

Specialized Selling Strategies By Laura Spinale Any marketing guru will tell you this: You can't sell to everyone. The Four Seasons Restaurant in New York does not serve its $45 filet of bison with truffle sauce alongside 99-cent six-pack chicken strips. Jaguar has never manufactured mid-price minivans. Successful companies find a profitable socio-economic niche and sell to it. Customers who operate outside that niche take their business elsewhere. If you don't like or can't afford The Four Seasons' buffalo, you can get some chicken strips at KFC. CE retailers have begun to accept and implement this philosophy. With the

By Tatyana Sinioukov With Circuit City getting out, Sam's Club and Wal-Mart getting in, and the independent, regional and national retailers all competing for their place under the sun—expanding distribution, lowering prices and improving customer service—2000 was a year of transition in the major appliances market. Industry assessment of the year's changes were mixed. "I don't think the fact that the distribution strategy had changed means people are going to buy more or less appliances," said Tina Settecase, vice president and general merchandise manager, home appliances, Sears. "The industry per se is going to have as many sales as it was going to

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