“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
“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
“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
“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
“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
“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
“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
“In October 2011, Heinz UK launched a Facebook promotion where, when someone complained of being ill on their Facebook page, friends could… — Greg Thain 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 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 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
“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
“When ConAgra Foods launched the new pop-up bowl for their Orville Redenbacher’s Gourmet Popping Corn line, they used QR to direct shoppers… — Greg Thain Food Copy Share Image
“Many manufacturers use international advertising to spread the cost of advertising development and production; negotiations with media suppliers are also helped by… — Greg Thain Marketing 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 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
“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
“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
“manufacturers do play a role in category planning because they can synthesise their experiences across the different chains they serve, both nationally… — Greg Thain Customer Copy Share Image
“Retailers have four advantages over manufacturers when it comes to influencing consumers: the cost-effectiveness of their branding model, direct contact with shoppers,… — Greg Thain Marketing 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
“When trade and consumer marketing conflict, trade will often ‘win’ (especially towards the end of the financial year) because its effects are… — Greg Thain Consumer Copy Share Image
“Table 5.4 Top 70 branded manufacturers’ turnover vs. profitability average for 2009/2010 Source: Compiled from various company data, annual reports and specialised financial websites.… — Greg Thain Business 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 Customer 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 Coffee 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
“For example, the Head & Shoulders shampoo brand is targeted at consumers with dandruff, approximately 20% of the population. Within that 20%,… — Greg Thain Hair Copy Share Image
“They could see the economic attractiveness of being able to strip out the burgeoning brand-related costs from manufacturer brands and make a… — Greg Thain Customer Copy Share Image
“In markets where consumers are sensitive to quality differences (e.g. washing powder, instant coffee, sanitary protection) the share for generics and copycats… — Greg Thain Customer Copy Share Image
“Manufacturers’ allocation of funds between consumer investment and retailer investment continues to swing inexorably towards the retailers, who attract in excess of… — Greg Thain Customer Copy Share Image
“A well-planned category will satisfy the largest proportion of shoppers, actualise every potential sale and prompt unplanned purchases. Profits will be affected… — Greg Thain Customer Copy Share Image
“Presence elasticity is higher for new products because manufacturers will be spending fortunes to encourage trial, and the interest and satisfaction that… — Greg Thain Customer Copy Share Image
“Companies can also rent or buy equities that exist in consumers’ minds. Donald Trump no longer significantly invests in constructing new buildings,… — Greg Thain Psychology Copy Share Image
