【正文】 n. Ｑ：If they39。s perstore sales higher than the competition39。s your job to figure that out! Ｑ：那適應(yīng)為它的店面更大嗎？ Ａ：不是， CanadaCo零售店的平均規(guī)模與其競(jìng)爭(zhēng)對(duì)手不相上下。,Ｑ：Is CanadaCo better managed than the competition? Ａ：I don39。s stores are centrally owned by the company, while CanadaCo uses a franchise model in which each individual store is owned and managed by a franchisee who has invested in the store and retains part of the profit. Ｑ：是 CanadaCo 管理得更好嗎？ Ａ：我不知道作為一個(gè)集團(tuán)，CanadaCo的管理是否更好，但它對(duì)零售店的管理模式是與競(jìng)爭(zhēng)對(duì)手完全不同的。,第十頁，共二十七頁。s higher sales are due primarily to a significantly higher level of customer service. The stores are cleaner, more attractive, better stocked, and so on. The company discovered this through a series of customer surveys it administered last year. I think you39。s move now to a discussion of the U.S. market. Ｑ：那我認(rèn)為CanadaCo 的零售店應(yīng)該管理得更好，因?yàn)槊總€(gè)店主都會(huì)擁有更強(qiáng)烈的利潤(rùn)最大化的動(dòng)機(jī)。 CanadaCo連鎖店更大的銷售量主要來源于優(yōu)質(zhì)的顧客服務(wù)水平 ，它們店面整潔，商品排列有序。我想你對(duì)加拿大市場(chǎng)已經(jīng)獲得了足夠的了解，讓我們可以轉(zhuǎn)到美國(guó)市場(chǎng)吧。,Ｑ：How many stores does USCo own in the U.S., and how many does the second largest discount retailer own? Ａ：USCo owns 4,000 stores and the second largest competitor owns approximately 1,000 stores. Ｑ：Are USCo stores bigger than those of the typical discount retailer in the U.S.? Ａ：Yes. USCo stores average 200,000 square feet, whereas the typical discount retail store is approximately 100,000 square feet. Ｑ： USCo 在美國(guó)擁有多少家連鎖店？第二大的集團(tuán)呢？ Ａ： USCo 有4000家零售店，位于第二位的它的最大的競(jìng)爭(zhēng)者有1000家商店。 它們的零售店平均有200000平米，而一般的只有100000平米大小。,Ｑ：Those numbers suggest that USCo should be selling roughly eight times the volume of the nearest U.S. competitor! Ａ：Close. USCo39。 USCo 的銷售額為50億美元，而其最大的競(jìng)爭(zhēng)對(duì)手為10億。它的金或成本是不是比起競(jìng)爭(zhēng)對(duì)手低呢？ Ａ：低15%。,Ｑ：So it probably has lower prices. Ａ：Right again. Its prices are on average about ten percent lower than those of the competition. amp。amp。 Ｑ：So it seems that USCo has been so successful primarily because it has lower prices than its competitors. Ａ：That39。 Ａ：對(duì)，價(jià)格低10%左右。 Ａ： 這是一部分原因。,第十四頁，共二十七頁。s. Ｑ： USCo的規(guī)模為什么能這么大？ A：它最早是在鄉(xiāng)村地區(qū)開辦超市，之前這些地區(qū)只有一些小的零售點(diǎn)和家庭小賣部。USCo開始擴(kuò)張，與供應(yīng)商建立聯(lián)盟，逐漸購并了其它的一些零售商，將它們歸入U(xiǎn)SCo旗下。對(duì)于收購過來的有些商店，它只需要以低于競(jìng)爭(zhēng)對(duì)手10%的價(jià)格出售商品，并貫上自己的品牌就可以了。,Ｑ：What criteria does USCo use in deciding whether it should physically expand a store it39。t think we need to go into that here. Ｑ：Well, I thought it might be relevant in terms of predicting what it will do with the 300 stores that it bought in Canada. Ａ：Let39。t plan to expand the Canadian stores beyond their current size. Ｑ：那它在決定哪些商店需要擴(kuò)充、哪些只是收購過來的時(shí)候，有什么標(biāo)準(zhǔn)呢？ Ａ：這取決于很多種因素，比如商店已有的規(guī)模、當(dāng)?shù)厥袌?chǎng)的競(jìng)爭(zhēng)情況、地產(chǎn)的價(jià)格等等。 Ｑ：我是覺得這些有助于我們預(yù)測(cè)它將會(huì)對(duì)收購的這300家商店做怎樣的安排。,第十六頁，共二十七頁。ve learned enough about USCo. I39。s ability to succeed in the Canadian market. Does USCo have a strong brand name in Canada? Ａ：No. Although members of the Canadian business community are certainly familiar with the company because of its U.S. success, the Canadian consumer is basically unaware of USCo39。我想在為幾個(gè)關(guān)于USCo是否具有在加拿大市場(chǎng)成功的能力的問題。雖然加拿大一些商業(yè)企業(yè)知道它在美國(guó)市場(chǎng)成功，但加拿大的消費(fèi)者并不知道這個(gè)公司。,Ｑ：Does USCo carry products similar to USCo39。 Ｑ： CanadaCo的銷售量是多少？ Ａ：每年75億美元左右。,Ｑ：Is the