“Based on our research, anything less than 1000 SKUs or more than 40 000 in a store can present more negatives than positives… — Greg Thain Customer Copy Share Image
“Everyone, including Gillette, was surprised when their strategy to de-commoditise shaving worked, turning millions of men from Bic disposables back to high-quality,… — Greg Thain Copy Share Image
“With the exception of hard discounters, retailers have to cultivate a mainstream brand proposition for their chains; they have to be attractive… — Greg Thain Customer Copy Share Image
“Once an expectation of promotions is established, retailers are motivated to buy as much of their turnover as possible during promotions, often… — Greg Thain Customer Copy Share Image
“A store specialising in fresh perishable items that the shopper cannot stock up on at home will generate more frequent visits and… — Greg Thain Copy Share Image
“In India, organised chain retailers account for only 7% of the $435 billion market, a share forecast to rise to 20% by… — Greg Thain Investing Copy Share Image
“Marketing support: Marketing targeted at the consumer is likely to improve rotation, and may affect margins. This is why promotional support directed… — Greg Thain Customer Copy Share Image
“Since the retailers have the data, and since both benefit from its analysis, but only the manufacturer has the specialisation to make… — Greg Thain Customer Copy Share Image
“This shows that price is imperative for all FMCG retailers. They must always do two things well: Be genuinely price competitive on… — Greg Thain Customer Copy Share Image
“The number of facings, depth of inventory, position compared to flow of traffic and the position within the store affect the amount… — Greg Thain Customer Copy Share Image
“Manufacturers must seek to widen their distribution and proactively embrace new customers and distribution channels, be it hard discounters such as Aldi,… — Greg Thain Computers Copy Share Image
“Discounters’ profits came and still come from buying competitively while handling financial operations, logistics and property business more astutely than other retailers… — Greg Thain Business Copy Share Image
“grocery chains could, for example, maximise their profits by raising prices on certain lines after 6 p.m. when richer clientele may dominate. Although… — Greg Thain Investing Copy Share Image
“Thanks to the success of private label strategies (see Chapter 9), five of the top eight FMCG manufacturers in the world are… — Greg Thain Customer Copy Share Image
“The premium private label strategy is only possible when manufacturers have allowed a quality–value gap to open. This happens when manufacturers’ either… — Greg Thain Customer Copy Share Image
“There are some FMCG categories where retailers are destined to control mindspace. These are the low-technology, low-image, low-novelty areas. Retailers are likely… — Greg Thain Customer Copy Share Image
“retailers can sometimes focus on their competition so much that they are often less astute when buying (i.e. their competitive effort is… — Greg Thain Customer Copy Share Image
“In simple terms, the trade start buying the product on discount to hold in stock for future sale at a higher margin… — Greg Thain Investing Copy Share Image
“The retail name is seen as one brand with extensions in many fields. There may be a linking theme across products, often… — Greg Thain Branding Copy Share Image
“The sales potential of generics was always going to be limited by their poor quality – imagined or real – when compared… — Greg Thain Customer Copy Share Image
“The retailer is interested in the consumers’ behaviour in each of the two or three hundred categories it offers, but owing to… — Greg Thain Brand loyalty Copy Share Image
“Despite the recession in 2008, Tesco increased their advertising spend by 18.8% to $125 million, and they weren’t alone. Asda increased theirs… — Greg Thain Copy Share Image
“This is because the quality and innovation of retailer brands is limited to what they can negotiate from manufacturers. For products that… — Greg Thain Customer Copy Share Image
“No matter how large and enlightened retailers become, they remain generalists, and there are things that are difficult for them to do… — Greg Thain Customer Copy Share Image
“Direct consumer contact is an advantage for retailers, as 70% of shoppers make purchase decisions in stores and are thus open to… — Greg Thain Customer Copy Share Image
“The commercial uses of QR technology continue to evolve, illustrating that the battle between retailers and manufacturers is never static.” — Greg Thain Retailers Copy Share Image
“urgent needs arise: missing ingredients for a planned meal, a bottle of wine, a pair of tights, tampons, a cheap away-from-home lunch… — Greg Thain Family Copy Share Image
“there is more to building trust than throwing mountains of cash at design companies, advertising agencies and television stations. There” — Greg Thain Advertising agencies Copy Share Image
“Importance of price: Price is imperative for FMCG retailers, much more so than for manufacturers. Retailers must constantly keep their real prices competitive… — Greg Thain Customer Copy Share Image
“Relative to manufacturers, retailers have huge fixed costs and miniscule margins: this makes their profits more susceptible to small changes in volume… — Greg Thain Customer Copy Share Image
“As retailers have become competitors of manufacturers in many product categories, they reserve more shelfspace for their private label brands and dominate… — Greg Thain Customer Copy Share Image
“The retailer features them in advertising to generate store traffic, but once the shopper is in the store the retailer has every… — Greg Thain Customer Copy Share Image
“The fact that it worked is a reminder of manufacturers’ power to add value to their markets in a way that retailers… — Greg Thain Customer Copy Share Image
“Segmentation: Retailers cannot segment consumers to the degree that manufacturers do and, as a consequence, must favour broader rather than pointed positionings.” — Greg Thain Customer Copy Share Image
“shelfspace was also a powerful generator of mindspace. Seeing a product regularly increased its presence in consumers’ minds, and improved its image… — Greg Thain Customer Copy Share Image
“Retailers are more vulnerable than manufacturers to small changes in volume because it adversely affects their asset turnover, which is a much… — Greg Thain Customer Copy Share Image
“The shift of power to retailers is not an inevitable phenomenon: technological changes and associated innovative ideas have been instrumental in moving… — Greg Thain Copy Share Image
“Tesco’s Clubcard, which we shall discuss in more detail later, enabled Tesco to identify over 5000 customer needs segments with each receiving… — Greg Thain Customer Copy Share Image
“Retailers, in general, welcome brand proliferation from manufacturers but are increasingly wary of SKU proliferation within brands. While the number of brands… — Greg Thain Customer Copy Share Image
“Selling strategies by retailers are not all bad news for manufacturers. Discounting big brands makes them exceptionally good value and, when advertised… — Greg Thain Copy Share Image
