Business Development in Licensed Retailing

1st Edition

A Unit Manager's Guide

Authors: Conrad Lashley Guy Lincoln
Paperback ISBN: 9780750653343
Imprint: Butterworth-Heinemann
Published Date: 31st July 2002
Page Count: 352


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Table of Contents

Licensed retail management; Staff recruitment and selection; Working with people; Team leadership and motivation; Staff retention and turnover; Employee development and training; Managing customer service; Managing food production and delivery; Finance - accounting; Finance - planning and budgeting; Labour cost management; Marketing - understanding your business; Marketing - planning promotional activity; Preparing a business plan


'Business Development in Licensed Retailing: a unit manager's guide' details the indispensable skills and techniques needed to manage units within licensed retail organisations in a flexible and entrepreneurial manner.

This book:

· Forms the basis of a complete course for a unit manager's development. · Provides an overview of the range of skills needed for effective unit management. · Supports the development of techniques with examples from existing best practice and case examples from companies such as JD Wetherspoon's, TGI Fridays and McDonald's amongst others.

Business Development in Licensed Retailing considers the functional management techniques required at unit management level, covering recruitment, human resource management, operations, service quality and customer relations, financial measurement and analysis, promotions and strategic planning. The analysis systematically provides all the practical know-how you need to produce of a comprehensive business plan for your unit.

Ending with a comprehensive case study that demonstrates all the aspects of business development working in a real-life scenario, the text is ideally suited for lecturers and management development personnel to use as a learning resource through which readers can apply the principles and techniques outlined.

Key Features

A practical guide to managing units in licensed retail Case studies from Wetherspoons, Scottish and Newcastle, Whitbread and Yates', amongst others, put the theory into practice


Level 2 undergraduate students of hospitality, leisure and tourism management degrees, those following the British Institute of Innkeeping's Advanced Qualifications and practioners in the industry.


No. of pages:
© Butterworth-Heinemann 2003
Paperback ISBN:


"It is my opinion that Business Development in Licensed Retailing will be a valuable reference for any management development programme. The book has been written and organised in a manner that explains all of the underlying management principles involved in a busy and successful licensed operation. At the same time it gives a wide range of practical examples and guidance on how to achieve success." Tim Martin, Chairman, JD Wetherspoon

About the Authors

Conrad Lashley Author

Professor Conrad Lashley is Professor of Leisure Retailing at the Centre for Leisure Retailing at the Nottingham Business School. His research interests have largely been concerned with service quality management, and specifically employee empowerment in service delivery. He works closely with several major industry organizations including the British Institute of Innkeeping, J. D. Wetherspoon and McDonald’s Restaurants Limited.

Affiliations and Expertise

Professor of Leisure Retailing, Centre for Leisure Retailing, Nottingham Business School, UK

Guy Lincoln Author

Affiliations and Expertise

Senior Lecturer in the School of Tourism and Hospitality at Leeds Metropolitan University