“Mindspace and shelfspace are crucial sources of sustainable advantage, not least because they take so long to build.” — Greg Thain Customer Copy Share Image
“To win, manufacturers must offer more value, in the eyes of the retail customer, than their competitors do. To” — Greg Thain Copy Share Image
“Tactical activities that influence consumers at the behavioural level are important for developing mindspace. Promotions” — Greg Thain Customer Copy Share Image
“Retailers have much broader target markets than do brands, and need to appeal to all target groups to achieve volume.” — Greg Thain Customer Copy Share Image
“Van Schaik, once chairman of Heineken, described his firm as ‘a marketing organisation with production facilities’. What” — Greg Thain Marketing Copy Share Image
“Retailers control the pricing of brands and will use price on leading brands to achieve their own objectives.” — Greg Thain Marketing Copy Share Image
“The cost of non-listing depends on what the customer will do if a brand is not in stock, either because of a… — Greg Thain Customer Copy Share Image
“in order to win more shoppers and boost their takings per shopper, retailers have been investing in store brands that are better… — Greg Thain Customer Copy Share Image
“Retail competitors face each other with similar offerings of similar stores selling similar products at similar prices. Since” — Greg Thain Copy Share Image
“The key to profitability for manufacturers is to make their brands non-substitutable in the eyes of consumers, and the best way of… — Greg Thain Customer Copy Share Image
“Marketing aims/image: A retailer that has positioning aims (e.g. trying to improve its image with respect to healthy food or trying to… — Greg Thain Copy Share Image
“Any manufacturer hoping to gain influence with a retailer needs to thoroughly understand the retailers’ never-ending battle for differential advantage.” — Greg Thain Customer Copy Share Image
“No brand is totally safe from private labels. Manufacturer brands can only survive by being unique, well branded and backed with real,… — Greg Thain Customer Copy Share Image
“For a consumer brand to succeed, it doesn’t just need technical excellence and value; it needs a prolonged superiority in mindspace and… — Greg Thain Customer Copy Share Image
“Originally developed as a cost-saving efficiency tool, once all product categories adopted UPCs and computing became powerful and cheap enough to handle… — Greg Thain Data Copy Share Image
“These fundamental differences in financial structure affect the way retailers think and operate, which is a source of friction between them and… — Greg Thain Customer Copy Share Image
“While much has changed over time in the relationship between retailers and manufacturers, one thing that has not changed is that they… — Greg Thain Business Copy Share Image
“PRIVATE LABEL IS booming. In Europe and the United States during the period 2000–2010, private label was responsible for the majority of… — Greg Thain Customer Copy Share Image
“Kroger, one of the largest supermarket chains in the United States, use high–low pricing. For example, during the run-up to 2011 Thanksgiving,… — Greg Thain Copy Share Image
“Once negotiations begin, nine-tenths of the battle is over. The balance of power is dictated by brand loyalty, store loyalty, shopping habits,… — Greg Thain Balance of power Copy Share Image
“Retailers thus embarked on a discounter strategy by developing large sites and maximising efficiency, building high volume with low prices and then… — Greg Thain Productivity Copy Share Image
“Technology, variety where appropriate, advertising muscle and consumer understanding are the key benefits for manufacturer brands, and each is highly sensitive to… — Greg Thain Learning Copy Share Image
“Another approach is to become category lieutenants. This is where a smaller supplier looks to complement the category captain by providing niche… — Greg Thain Customer Copy Share Image
“Following the logic, retailers have to advertise these sub-brands, as presence on the shelf alone is unlikely to give them meaning in… — Greg Thain Customer Copy Share Image
“Top brands stayed on top because of the continual investment and commitment of the manufacturers during a time when mass media gave… — Greg Thain Customer Copy Share Image
“American brewer Schlitz was a highly successful brand of beer in the United States, but it saw its sales tumble from 18… — Greg Thain Cost savings Copy Share Image
“In February 2010, Ad Age reported that Wal-Mart had consolidated its stocked range of food bags from three brands, Ziploc, Glad and… — Greg Thain Bottom line Copy Share Image
“A weak competitor may resort to dropping prices because it is the only available action for increasing its volume in the short… — Greg Thain Customer Copy Share Image
“mature markets are dominated by two phenomena: Product parity: When technological development plateaus, advantages created by technology disappear and competitors produce goods of… — Greg Thain Computers Copy Share Image
“Safeway developed a successful campaign in the United States to grow sales from light shoppers and increase sales from heavy shoppers. They… — Greg Thain Customer Copy Share Image
“The key to a competitive edge in a market-oriented industry is to understand consumers’ buying decisions better than the competition, and to… — Greg Thain Customer Copy Share Image
“The manufacturers’ old branding tools are now insufficient to win the battle of the value chain. In order to develop new, more… — Greg Thain Branding Copy Share Image
“overcapacity eventually destroys profits as manufacturers are more likely to make marginal cost-based decisions to regain volume.” — Greg Thain Copy Share Image
“Tesco’s success depends on their ability to replace manufacturer brands with their brands, which they have already achieved on 50% of their… — Greg Thain Customer Copy Share Image
“Developing fresh foods as a differential advantage is important for two reasons. First, fresh products increase the frequency of store visits, as… — Greg Thain Food Copy Share Image
“Generics would only come in one size and variant, never be promoted through price or displays and thus would not account for… — Greg Thain Customer Copy Share Image
“A short-cut to building mindspace is to buy the rights to a brand, or to buy a company that owns established brands.… — Greg Thain Business Copy Share Image
“alternating price promotions between major competitors can defend their joint market share against smaller brands (or a retailer’s own brand) who have… — Greg Thain Customer Copy Share Image
“The golden age of discount retailing, where developing a store in a well-chosen location was a formula for printing money, has come… — Greg Thain Golden age Copy Share Image
“Retailers, who once sold their assets for money, are now only willing to grant them to manufacturers who have something unique to… — Greg Thain Money Copy Share Image
