Discount Retail Leader Highlights Atypical Strategy

The business' target customer is similar in profile to a department or specialty store shopper, someone in the middle to upper-middle income range who is fashion and value conscious. However, TJX stores sell brand name merchandise at 20 to 60 percent less than department and specialty stores. With a mission that is contrary to the norm in retail, the company has created its own operational strategies to foster growth. Jeff Naylor '82, the chief administrative officer of TJX, shared some of these insights with Kellogg and Northwestern University students during an Oct. 11 visit to Evanston.