This brief blog explains the major differences in thinking of trading vs category management in the supermarket industry. For ease of use, Coles decision to sell 2 litres of P/L (private label) milk for $2, in 2011, will be used as an example. The same results are analysed with a different view to highlight the difference between a trading and category management mindset.
Blog
34 posts
This quick blog highlights that range rationalisation does not always maximise profit. Retailers that have grown recently, including hard discounters and marketplaces, have up-ranged. Increasing shopper power, including the demand for personalisation, will continue the need to up-range. To maximise long-term financial results manufacturers and supermarkets should focus on meeting shopper demands, not range rationalisation.
This quick blog explains what, why and how manufacturers and supermarkets offer shoppers a personalised experience.
This quick blog will help explain how Australian supermarket buyers range private label (P/L) SKUs. Each retailer will have their own unique process / structure but many steps are similar. Normal steps include tender submission, award supply contract and then product supply.
This blog explains there are a wide variety of different styles of category relationships that are successful.
This quick blog highlights that a category management mindset, i.e. category management is a way of thinking, is more important than the process, data used etc. Hard discounters and P/L manufacturers have been able to successfully grow their sales / share by focusing on meeting shopper demands. Hard discounters and […]
Grocery shoppers have been slow to embrace online ordering / delivery. What has changed is that grocery shoppers are using more digital during the decision-making process. To assist shoppers during the decision-making process supermarkets are now offering in-store apps as part of their overall omni-channel retail strategy. Importantly these apps empower shoppers and allow supermarkets to offer an improved CX (customer experience).
This blog explains the GFC was a catalyst that created a long-term change in shopper behaviour. 'Value' is now more important for the supermarket industry.
This blog quickly reviews Coles food differentiation strategy in Australia. The analysis suggests this be a defensive strategy to maintain current sales.
This quick blog will help demystify some of the reasons Australian supermarket buyers range new products … and why they don’t. This blog will be most useful for people that have limited experience in dealing with supermarket buyers in Australia.
Digital disruption is creating new sales opportunities for FMCG suppliers. This quick blog provides some tips for FMCG suppliers to maximise their ROI from their digital spend and evolve their supply chain / business model to meet the demands of customers and consumers.
Explains why there are limited personalised ranges today and how to create them for Australian grocery retailers and suppliers.