Designing Omni-Channel Retailing to Align Financial Performance with Strategy

Sunil Chopra describes how looking at combinations of product and channel through the lens of return on invested capital (ROIC) allows retailers to design omni-channel portfolios that align their products, service offerings, and pricing. By using each channel to improve invested capital turns or broaden profit margin, these portfolios increase the company’s value. 

How McKinsey Lost Its Way in South Africa

When the godfather of management consulting landed its biggest contract ever in Africa, it made the worst mistake in its storied nine-decade history.

Consistency Drives Success at Telus

The Canadian telecom giant transformed its business by adopting a clear, stable approach to strategy and culture.

Warby Parker Sees the Future of Retail

I spent more than three months embedded within Warby Parker to try to understand the making of this made-on-the-Internet brand. Among other things, I watched employees decide on frames for their winter season, wrestle with the nuances of their burgeoning retail strategy, and obsessively plan an employee ping-pong tournament. How, I asked—in meetings and during presentations in New York and over martinis in Los Angeles—have … [ Read more ]

The Inside Story Behind the Unlikely Rise of Airbnb

In 2007 Brian Chesky and Joe Gebbia were broke and looking to raise money to make their rent in San Francisco. They decided to rent out air mattresses in their apartment to attendees of a conference because all the hotels were booked. They called their service “Air Bed and Breakfast.” In a few years, this small experiment would create the hotel industry disruptor Airbnb. The … [ Read more ]