“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 Copy Share Image
“Box 10.1 Direct Product Profitability Equation The more benefits and costs are broken into” — Greg Thain Copy Share Image
“the best weapon for winning shelfspace is a strong mindspace.” — Greg Thain Customer 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
“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
“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
“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
“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
“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
“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
“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
“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
“Retail brands are just as vulnerable as product brands to a loss of trust based on, for example, a major product quality… — Greg Thain Customer Copy Share Image
“Cullen’s model of selling top brands at cost then morphed into their being sold as loss-leaders, owing to the inexorable need to… — Greg Thain Customer Copy Share Image
“Fresh produce and other ‘destination’ products can create a sustainable differential advantage, as they have the potential for deciding the destination of… — Greg Thain Fresh Produce Copy Share Image
“even if shopping trips are not planned, most consumers will shop in a habitual fashion. They will predominantly follow a regular route… — Greg Thain Copy Share Image
“some items are difficult for the consumer to stock for very long. Depending on food habits, bread, milk, fruit, salad, vegetables, fish… — Greg Thain Demand 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 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
“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 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
“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
“If competitors are determined to grow in a static market, they may start to break the orderly market rules. Producing copies of rivals’… — Greg Thain Customer Copy Share Image
“What they didn’t own was the mindspace and shelfspace Cadbury had painstakingly built up over 180 years, especially in emerging markets like… — Greg Thain Customer Copy Share Image
“Brand Category Year of launch Schweppes Soft drinks 1783 Cadbury Chocolate 1831 Budweiser Beer 1876 Coca-Cola Soft drinks 1886 Heineken Beer 1886… — Greg Thain 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 Branding 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
“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
“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
“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
“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
“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 Advantage 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
“One retailer told us that, as a rule of thumb, sales of a brand will be reduced by two-thirds if it is… — Greg Thain Customer 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 Customer Copy Share Image
“The benefit of the retailer master brand model is that $202 million is a colossal amount of advertising for one brand in… — Greg Thain Customer Copy Share Image
