TY  - JOUR
AB  - Describes the winning formula at Neiman Marcus that has made it the No. 1 luxury retailer in the United States in terms of sales per square foot and profitability. Highlights Neiman Marcus' efforts to define who its customers are and are not and to achieve superior focus on its customers by aligning location, price, service, and merchandise to fulfill these customers' every need. Describes ways in which Neiman Marcus prevents typical silo behavior between merchandising and selling and how it ensures that the right merchandise gets to the right customer, despite the challenge of doing this in 36 micromarkets.To show how a company integrates two strong high-performance functions—merchandising and sales—to get the right merchandise to each customer in more than 30 diverse selling locations while consistently providing exceptional customer service.
VL  - 
IS  - 
SN  - 2474-6568
DO  - 10.1108/case.kellogg.2016.000088
UR  - https://doi.org/10.1108/case.kellogg.2016.000088
AU  - Dewar Robert D.
PY  - 2017
Y1  - 2017/01/01
TI  - Customer Focus at Neiman Marcus: “We Report to the Client”
T2  - Kellogg School of Management Cases
PB  - Kellogg School of Management
SP  - 1
EP  - 43
Y2  - 2024/04/25
ER  -