“Another approach is to become category lieutenants. This is where a smaller supplier looks to complement the category captain by providing niche… — Greg Thain 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 Market share 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
“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
“Retailers, in general, welcome brand proliferation from manufacturers but are increasingly wary of SKU proliferation within brands. While the number of brands… — Greg Thain Marketing Copy Share Image
“A retailer facing competition from hard discounters or Wal-Mart cannot afford to lose their price-sensitive shoppers, because, as we saw in Chapter… — Greg Thain Small changes Copy Share Image
“if management is under pressure to deliver profits in the short term, quick-response promotions are a more attractive investment than design improvements.… — Greg Thain Management 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
“Understanding consumer attitudes and behaviour in a category is an asset of the manufacturer and a source of power in the battle… — Greg Thain Habits Copy Share Image
“unlike retailers, who control the store environment, manufacturers have to pay for every opportunity to communicate with their consumers in the minutes… — Greg Thain Marketing 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 Marketing Copy Share Image
“If you want to open a car repair business, you can build awareness and trust through local advertising and word of mouth,… — Greg Thain Business 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 Copy Share Image
“Smaller players, who recognise they cannot call themselves category captains, have to take a different approach. Some of them aim to have… — Greg Thain Different approach Copy Share Image
“Two brands of toothpaste can sell alongside each other on a shelf, and consolidating them into one brand would make few savings… — 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 Marketing 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 War 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
“In addition to price and terms of payment, the retailer faces a number of non-price costs. All the actions from loading delivery… — Greg Thain Copy Share Image
“One of the big strategic advantages of manufacturers outsourcing production is that they are not as vulnerable to fixed-cost pressures to fill… — Greg Thain Copy Share Image
“De Beers operated a selling cartel for diamonds by using their control of the central selling organisations to manage prices by manipulating… — Greg Thain Supply and demand Copy Share Image
“It was mindspace and shelfspace that prompted Kraft to pay $18.9 billion for Cadbury in January 2010. Kraft” — Greg Thain Copy Share Image
“When Starbucks launched its instant coffee brand in Japan in April 2010, they invited customers to participate in a four-day taste challenge… — Greg Thain Instant coffee Copy Share Image
“All other things being equal, the retailer will have an advantage because of their direct contact with the shopper.” — Greg Thain 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 Copy Share Image
