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Big Impact in a Small Format

Author Profiles:

Thomas Ripsam ([email protected]) is a principal with Booz Allen in New York. He focuses on go-to-market strategy development and sales force organization and operating model design for clients in the consumer, technology, and industrial sectors.
Alonso Martinez ([email protected]), a senior vice president with Booz Allen Hamilton based in New York, works with global multinationals and leading Latin American companies, particularly in the consumer products industry. He advises companies on transformation and growth strategies.

Carlos Navarro ([email protected]) is a vice president with Booz Allen in Mexico City. He focuses on commercial, marketing, and distribution strategy for multinational and local consumer and health companies in Latin America.
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  1. Guillermo D’Andrea, Leticia Costa, and Fernando Fernandes, “Successful Retail Innovation in Emerging Markets,” Booz Allen Hamilton white paper, January 2007: A joint study between Booz Allen and the Coca-Cola Retailing Research Council shows that small format stores are a strong fit for Latin American markets. PDF download.
  2. Guillermo D’Andrea, E. Alejandro Stengel, and Anne Goebel-Krstelj, “6 Truths about Emerging-Market Consumers,” s+b, Spring 2004: This article focuses on the results of a Latin American study of emerging consumers and their shopping preferences, including their affinity for small format stores. Click here.
  3. Alonso Martinez and Ronald Haddock, “The Flatbread Factor,” s+b, Spring 2007: An in-depth look at how consumer products evolve in emerging markets. Click here.
  4. “Wal-Mart May Be Mulling Small-Store Strategy,” Dow Jones MarketWatch, April 30, 2007: A brief overview of Wal-Mart’s potential response to European competitors like Tesco that are adept at small format retailing. Click here.
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