“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
“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
“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
“searching for and investing in non-price differences to promote products: invest in adding value (e.g. advertising) rather than selling pressure (e.g. promotions).” — Greg Thain Advertising Copy Share Image
“FMCG manufacturers have long been preoccupied with the need to control shelfspace, because in-store presence is critical for low-value purchases, and” — Greg Thain Customer 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 Copy Share Image
“The number of facings, depth of inventory, position compared to flow of traffic and the position within the store affect the amount… — Greg Thain Customer Copy Share Image
“Manufacturers must seek to widen their distribution and proactively embrace new customers and distribution channels, be it hard discounters such as Aldi,… — Greg Thain Computers Copy Share Image
“Discounters’ profits came and still come from buying competitively while handling financial operations, logistics and property business more astutely than other retailers… — Greg Thain Business 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
“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
“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
“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
“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
“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
“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
“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
“Consumers can now scan the code on the product when they are running low, and it will be ordered and delivered within… — Greg Thain Customer 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
“Hoping to create a little prestige, some retailers develop and advertise premium clothes sub-brands. In 2006, Myer, one of Australia’s largest retailers,… — Greg Thain North america 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
“To get the most benefit from a segmentation strategy, marketers must focus on why consumers buy, not what they buy or who… — Greg Thain Customer 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 Customer Copy Share Image
“Where the shopper’s appetite for variety, choice and novelty are greater, the specialisation of manufacturers into product categories gives them the critical… — Greg Thain Customer Copy Share Image
“The common approach for manufacturers to the art of segmentation is to slice and dice a large target market into subgroups of… — Greg Thain Art Copy Share Image
“Based on our research, anything less than 1000 SKUs or more than 40 000 in a store can present more negatives than positives… — Greg Thain Customer Copy Share Image
“Retailers want brands to be interchangeable and thus substitutable; otherwise, they are weakened in negotiations if the brand is so unique and… — Greg Thain Customer Copy Share Image
“In contrast, a manufacturer will usually make better margins on its biggest products and be constantly looking to rationalise its tail of… — Greg Thain Customer Copy Share Image
“Total global trade spend is now estimated to be over $125 billion, well above the total profits of the major retailers, and… — Greg Thain Copy Share Image
“A manufacturer taking a category-based view understands the role of the category within different chains and store formats, as different retailers have… — 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
“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
“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
“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
“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 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
