Management
in Ten Words
Sir Terry Leahy
J Sainsbury
6100 and M&S Market Capitalisation 1992
£bn
6080
35
6060
30
6040
25
20
6020
15
6000
10
5980
5
5960
0
20/11/2009
20/11/1992
Source: Datastream
J. Sainsbury
Mark s & Spencer
“If you want quality shop at Sainsbury
If you want price shop at the Discounter
Tesco is stuck in the middle
Who needs to shop there”
Times Newspaper 1993
40000
35000 and M&S Market Capitalisation 1992
Tesco, J Sainsbury
£bn
30000
35
30
25000
20000
25
15000
20
15
10000
10
5000
5
0
20/11/2009
0
20/11/1992
Source: Datastream
Tesco
J. Sainsbury
Marks & Spencer
6100
J Sainsbury
and M&S Market Capitalisation 2011
6080
£bn
35
6060
30
6040
25
6020
20
15
6000
10
5980
5
5960
0
20/11/2009
16/09/2011
Source: Datastream
J. Sainsbury
Marks & Spencer
Tesco, J. Sainsbury and M&S Market Capitalisation 2011
£bn
35
40000
30
35000
25
30000
25000
20
20000
15
15000
10
10000
5
5000
0
0
20/11/2009
16/09/2011
Source: Datastream
Tesco
J. Sainsbury
Marks & Spencer
Management Lessons
Management Lessons
1.
Find the truth
Management Lessons
1.
Find the truth
2.
Audacious Goals
• No. 1 choice in UK
• As strong in non-food as food
• Invent Services Retailing
• Become a leader in Global Retailing
Management Lessons
1.
Find the truth
2.
Audacious Goals
3.
Vision, Values and Culture
INSERT DOTTY SLIDE HERE
Sir Terry Leahy © 2012 All Rights Reserved
Management Lessons
1.
Find the truth
2.
Audacious Goals
3.
Vision, Values and Culture
4.
Follow the Customer
Management Lessons
1.
Find the truth
2.
Audacious Goals
3.
Vision, Values and Culture
4.
Follow the Customer
5.
The Steering Wheel
Management Lessons
1.
Find the truth
2.
Audacious Goals
3.
Vision, Values and Culture
4.
Follow the Customer
5.
The Steering Wheel
Management Lessons
1.
Find the truth
2.
Audacious Goals
3.
Vision, Values and Culture
4.
Follow the Customer
5.
The Steering Wheel
6. Data is Priceless
Management Lessons
1.
Find the truth
6. Data is Priceless
2.
Audacious Goals
7. Competition is Good
3.
Vision, Values and Culture
4.
Follow the Customer
5.
The Steering Wheel
Management Lessons
1.
Find the truth
6. Data is Priceless
2.
Audacious Goals
7. Competition is Good
3.
Vision, Values and Culture 8. Leadership
4.
Follow the Customer
5.
The Steering Wheel
Future Trends
Drivers of Growth
Drivers of Growth
1.
Trust
Drivers of Growth
1.
Trust
2.
Information
Drivers of Growth
1.
Trust
2.
Information
3.
Health & Beauty
Drivers of Growth
1.
Trust
2.
Information
3.
Health & Beauty
4.
Convenience
Drivers of Growth
1.
Trust
2.
Information
3.
Health & Beauty
4.
Convenience
5. Simplicity
Drivers of Growth
1.
Trust
5. Simplicity
2.
Information
6. Loyalty
3.
Health & Beauty
4.
Convenience
Drivers of Growth
1.
Trust
5. Simplicity
2.
Information
6. Loyalty
3.
Health & Beauty
7. Going Green
4.
Convenience