“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 Copy Share Image
“Store values/ambiance per se cannot provide a sustainable advantage, as copying is relatively easy. But if a player commits to stay ahead… — Greg Thain Constant improvement 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
“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 Investing Copy Share Image
“While a manufacturer may be tempted to fund price reductions demanded by a hard discounter as the increased volume would cover their… — Greg Thain Profit margin 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 Small changes Copy Share Image
“Segmentation is really about meeting some needs very strongly, even at the expense of others, which a retailer cannot afford to do.… — Greg Thain Music 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
“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
“Manufacturers have one advantage that can never be overcome if used with focus, vigour and investment, and that is innovation. Yogurt, seemingly… — Greg Thain Investing Copy Share Image
“Shelfspace, number of facings, position, local promotion, advertising, information from scanning data and choice of new products are all key assets for… — Greg Thain Data 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
“Category captains are recognised by retailers as having the greatest knowledge of consumer behaviour and mechanics in a category, and usually will… — Greg Thain Learning 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 shows that price is imperative for all FMCG retailers. They must always do two things well: Be genuinely price competitive on… — Greg Thain Marketing Copy Share Image
“only manufacturers can pursue a more specific type of branding where they discover new consumer wants, satisfy them with a functionally or… — Greg Thain Marketing Copy Share Image
“Maximise efficiency by limiting and simplifying the range of products handled: This objective usually works against the other objectives, but limiting customers… — Greg Thain Goals Copy Share Image
“For example, the Head & Shoulders shampoo brand is targeted at consumers with dandruff, approximately 20% of the population. Within that 20%,… — Greg Thain Natural hair 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
“This is because the quality and innovation of retailer brands is limited to what they can negotiate from manufacturers. For products that… — Greg Thain Marketing Copy Share Image
“Their CEO at the time remarked, ‘When you begin to take for granted that you can just execute, you become a little… — Greg Thain Time 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 Investing Copy Share Image
“The ideal category offers alternatives in all major segments, covers a range of price points and optimises impulse buying. Since retailers focus… — Greg Thain Marketing Copy Share Image
“New brands often gain sales through launch promotion, but find that repeat purchases dwindle, not through technical failure but through lack of… — Greg Thain Failure 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 Somewhere else Copy Share Image
