“the best weapon for winning shelfspace is a strong mindspace.” — Greg Thain Customer Copy Share Image
“Box 10.1 Direct Product Profitability Equation The more benefits and costs are broken into” — Greg Thain Profitability Copy Share Image
“Novelty implies risk and therefore demands high margins, which does not fit with the retailer’s value proposition. And” — Greg Thain Novelty Copy Share Image
“To a greater extent than before, the retailer has to use skill and judgement to allocate scarce shelfspace.” — Greg Thain Customer Copy Share Image
“This makes image a problem for retailers, owing to the broad positioning they must adopt. To” — Greg Thain Customer Copy Share Image
“Laurent, La Marque, Ediscience International, Paris, 1989, ch. 3, pp. 96–8. As one would anticipate, there” — Greg Thain Anticipate Copy Share Image
“Segmentation of usage occasion can be used within the same brand via differentiated packaging formats. Coca-Cola” — Greg Thain Customer Copy Share Image
“Hence the price wars of the 1980s, which reduced retailers’ margins to the bone. Hustle” — Greg Thain Motivational Copy Share Image
“Retail competitors face each other with similar offerings of similar stores selling similar products at similar prices. Since” — Greg Thain Competitors 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
“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
“Within the category, what is the optimal combination of brands and formats to cover the maximum buying intentions, and what is the… — 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
“The retailers’ discounter strategy is most successful and appropriate when there is share to be taken from smaller, less efficient competitors. Sam” — Greg Thain Discounter Strategy Copy Share Image
“Successful brand management depends on a continually updated understanding of consumers’ needs and wants in a product category. This” — Greg Thain Consumers Copy Share Image
“THE LONGEVITY OF product brands, even those having no apparent technological advantage, is a striking characteristic of FMCG markets, as can be… — Greg Thain Investing 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
“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
“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 Turkey Cheaper 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
“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
“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
“Price-matching tactics can also curb the price-cutting zeal of the competition and restore order and profits. In one example, Big Star, a… — Greg Thain Customer 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
“But a retailer cannot slice and dice its customers at the brand level (i.e. chain) to the same degree. A retailer who… — Greg Thain Customer Copy Share Image
“consolidation, coupled with a desire among the survivors to restore normal profit levels, helps to usher in an era of orderly competition… — Greg Thain Consolidation Copy Share Image
“RETAILERS KNOW THEIR shelfspace is a valuable resource. But this is a recent discovery; in the past, they gave it away, then… — Greg Thain Customer Copy Share Image
“Manufacturers have one advantage that can never be overcome if used with focus, vigour and investment, and that is innovation. Yogurt, seemingly… — Greg Thain Customer Copy Share Image
“a key part of their subsequent success was rooted in the insight that continuous improvement to the shopping experience rather than any… — Greg Thain Continuous improvement 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
“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
“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
“Owing to the ever-increasing pressure on space, as retailers continue to extend private label ranges, there is a risk of branded products… — Greg Thain Customer 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
“All other things being equal, the retailer will have an advantage because of their direct contact with the shopper.” — Greg Thain Shopper Copy Share Image
“In the retail sector, using a higher level of efficiency to fund lower prices had long been Wal-Mart’s strategy. Costco” — Greg Thain Productivity Copy Share Image
“High fixed costs mean that high volumes are an ever-essential objective. One” — Greg Thain Goals Copy Share Image
“To win, manufacturers must offer more value, in the eyes of the retail customer, than their competitors do. To” — Greg Thain Competitors Copy Share Image
“Mindspace and shelfspace are crucial sources of sustainable advantage, not least because they take so long to build.” — Greg Thain Customer Copy Share Image
“Fast checkouts for people with fewer than 10 items are also an attempt to satisfy the top-up shopper segment.” — Greg Thain Checkouts Copy Share Image
