【正文】 by momandpop stores and small discount retailers. USCo bet that people would be willing to buy from it, and it was right. As it grew and developed more clout with suppliers, it began to buy out other discount retailers and convert their stores to the USCo format. Ｑ：So whenever USCo buys out a competing store, it also physically expands it? Ａ：Not necessarily. Sometimes it does, but when I said it converted it to the USCo format, I meant that it carries the same brands at prices that are on average ten percent lower than the competition39。還有就是它的店面更大，商品的種類(lèi)也更多。 Ｑ：那就是說(shuō)USCo的成功主要在于它提供的較低的價(jià)格。s partly right. Its success probably also has something to do with a larger selection of products, given the larger average store size. Ｑ：那么它出售的商品價(jià)格就較低。amp。amp。,第十三頁(yè)，共二十七頁(yè)。 Ｑ：我想如此大的規(guī)模使USCo 在于其供應(yīng)商的關(guān)系中處于非常有利的地位。s sales are approximately $5 billion, whereas the nearest competitor sells about $1 billion worth of merchandise Ｑ：I would think that sales of that size give USCo significant clout with suppliers. Does it have a lower cost of goods than the competition? Ａ：In fact, its cost of goods is approximately 15 percent less than that of the competition. Ｑ：這些數(shù)據(jù)是否意味著USCo的銷(xiāo)售量使其最大的競(jìng)爭(zhēng)對(duì)手的8倍！ Ａ：差不多。 .,第十二頁(yè)，共二十七頁(yè)。 Ｑ： USCo 的零售店比一般的折扣零售店更大嗎？ Ａ：是的。,第十一頁(yè)，共二十七頁(yè)。這些結(jié)論都是通過(guò)去年進(jìn)行的一系列顧客調(diào)查獲得的。 Ａ：正是如此。ve sufficiently covered the Canadian market—let39。,Ｑ：In that case, I would guess that the CanadaCo stores are probably better managed, since the individual storeowners have a greater incentive to maximize profit. Ａ：You are exactly right. It turns out that CanadaCo39。與競(jìng)爭(zhēng)對(duì)其連鎖店的集中管理不同， CanadaCo 采取的是特許經(jīng)營(yíng)的方式，誰(shuí)投資誰(shuí)經(jīng)營(yíng)，誰(shuí)享有利潤(rùn)分享權(quán)。t know that CanadaCo as a company is necessarily better managed, but I can tell you that its management model for individual stores is significantly different. Ｑ：How so? Ａ：The competitor39。 Ｑ：那它們?cè)谙嗤牡攸c(diǎn)、以同樣的價(jià)格出售相同的商品，為什么CanadaCo的銷(xiāo)售量更大呢？ Ａ：這正是你的任務(wù)吶！,第九頁(yè)，共二十七頁(yè)。s? Ａ：It39。re selling similar products at similar prices in similarsized stores in similar locations, why are CanadaCo39。,Ｑ：Is that because it has bigger stores? Ａ：No. CanadaCo39。每家零售店的高利潤(rùn)來(lái)自于較大的銷(xiāo)售量。 Ｑ：較高的利潤(rùn)里意味著較低的成本或較高的收益。t any lower than the competition39。s or the result of higher perstore sales? Ａ：CanadaCo39。,第七頁(yè)，共二十七頁(yè)。有的商品價(jià)格便宜一些，有的也高一些。 CanadaCo銷(xiāo)售的部分商品含有更多的品牌，但總體上，兩家公司銷(xiāo)售的商品組合是相同的。s prices significantly lower than the competition39。,Ｑ：Do CanadaCo and the competition sell a similar product mix? Ａ：Yes. CanadaCo39。s 300 stores, or do they serve different geographic areas? Ａ：The stores are located in similar geographic regions. In fact, you might even see a CanadaCo store on one corner, and the competition on the very next corner. Q： CanadaCo的500家連鎖店與其競(jìng)爭(zhēng)對(duì)手的300家店是位于不同的地區(qū)還是相距很近呢？ Ａ：兩個(gè)集團(tuán)的零售店基本上位于相同的地區(qū)，甚至你在某個(gè)角落里看見(jiàn)CanadaCo的商店，就會(huì)在不遠(yuǎn)處發(fā)現(xiàn)其競(jìng)爭(zhēng)對(duì)手的零售店。,Q：Are CanadaCo39。我認(rèn)為問(wèn)題接下來(lái)應(yīng)該這樣分析：首先，我們應(yīng)了解加拿大市場(chǎng)的競(jìng)爭(zhēng)情況，以及CanadaCo是如何成為這個(gè)市場(chǎng)的領(lǐng)先者的 ；其次，分析美國(guó)市場(chǎng)及USCo的情況；最后，我們將二者結(jié)合起來(lái)分析，看USCo在美國(guó)成功的經(jīng)驗(yàn)及其優(yōu)勢(shì)是否能移植到加拿大市場(chǎng)來(lái)。s strength in the U.S. is transferable to the Canadian market. Ａ：That sounds fine. Let39。s understand the competition in the Canadian market and how Canad