“Retailers control the pricing of brands and will use price on leading brands to achieve their own objectives.” — Greg Thain Marketing 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 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
“Tactical activities that influence consumers at the behavioural level are important for developing mindspace. Promotions” — 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
“it is not unusual for retailers to get more upset than the manufacturer anticipated. According” — Greg Thain Customer Copy Share Image
“It was mindspace and shelfspace that prompted Kraft to pay $18.9 billion for Cadbury in January 2010. Kraft” — 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 Competitors 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
“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
“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
“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
“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
“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
“A store specialising in fresh perishable items that the shopper cannot stock up on at home will generate more frequent visits and… — Greg Thain Store Loyalty 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
“In the United States, on average, nearly 80% of new product introductions fail to generate more than $7.5 million in first-year sales,… — Greg Thain Customer Copy Share Image
“Selling-oriented retailers can be tough to deal with because they are determined to secure better terms than their quasi-identical competitors. Their biggest… — Greg Thain Biggest fear Copy Share Image
“In October 2011, Heinz UK launched a Facebook promotion where, when someone complained of being ill on their Facebook page, friends could… — Greg Thain Facebook page Copy Share Image
“Perhaps the next information revolution in FMCG will be QR codes, short for ‘quick response’. Whereas the utility of UPC codes is… — Greg Thain Customer Copy Share Image
“Category management is something of a misnomer; category understanding may be a better goal. Category understanding should be an effort to see… — Greg Thain Category Copy Share Image
“These techniques do not create greater value, except in impulse-buy categories such as soft drinks and confectionery, because most of them are… — Greg Thain Customer Copy Share Image
“It is easy, however, to miscalculate the staying power of one’s adversaries. Price wars drag on long and painfully, especially when the… — Greg Thain Adversaries Copy Share Image
“Once the shopper has been frustrated by three or four out-of-stock products, store loyalty may be insufficient to prevent a trip to… — Greg Thain Supermarket Multiple Copy Share Image
“Two changes have weakened manufacturers’ hold over shelfspace. Independent stores, who were heavily influenced by the manufacturers, have declined dramatically in the… — Greg Thain Change Copy Share Image
“shoppers were choosing on the basis of price alone – the brands were completely substitutable. To escape this death spiral, P&G decided… — Greg Thain Blonde hair 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
“share. The company’s stock price immediately fell by 26% as the move was widely hailed as a disaster for premium brands. But it was… — Greg Thain Business 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
“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 Advertising Spend Copy Share Image
“gaining shelfspace has become a more strategic challenge for manufacturers. Shelfspace has to be won by planning product offerings to satisfy not… — 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
“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
“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
“Mindspace and shelfspace are crucial sources of sustainable advantage, not least because they take so long to build.” — Greg Thain Customer 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
“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
“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
