BCG Practice Case 4分析和总结必威体育精装版分析和总结.docx

Creating a Competitive Strategy for a Discount Retailer Step 1: Actively listen to the case Your client is the largest discount retailer in Canada, with 500 stores spread throughout the country. Lets call it CanadaCo. For several years running, CanadaCo has surpassed the second-largest Canadian retailer (300 stores) in both relative market share and profitability. However, the largest discount retailer in the United States, USCo, has just bought out CanadaCos competition and is planning to convert all 300 stores to USCo stores. The CEO of CanadaCo is quite perturbed by this turn of events, and asks you the following questions: Should I be worried? How should I react? How would you advise the CEO? Step 2: Establish understanding of the case So, the client, CanadaCo, is facing competition in Canada from a United States competitor. Our task is to evaluate the extent of the threat and advise the client on a strategy. Before I can advise the CEO I need some more information about the situation. First of all, Im not sure I understand what a discount retailer is! A discount retailer sells a large variety of consumer goods at discounted prices, generally carrying everything from housewares and appliances to clothing. Kmart, Woolworth, and Wal-Mart are prime examples in the United States. Step 3: Set up the framework Oh, I see. Then I think it makes sense to structure the problem this way: First, lets understand the competition in the Canadian market and how CanadaCo has become the market leader. Then lets look at the United States to understand how USCo has achieved its position. At the end, we can merge the two discussions to understand whether USCos strength in the United States is transferable to the Canadian market. That sounds fine. Lets start, then, with the Canadian discount retail market. What would you like to know? Step 4: Evaluate the case using the framework Are CanadaCos 500 stores close to the competitions 300 stores, or do they serve different geographic area