Topics: Capability and Training, Channel / Retail, FMCG
Profitability for FMCG suppliers is in no small part reliant on their ability to effectively understand and manage Retailer relationships, particularly in the grocery channel. So, what are the key Account Management capabilities FMCG companies need in order to maintain and grow the relationship for mutual benefit?
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Topics: Channel / Retail, FMCG
Research in the US says shoppers are spending double the amount of money on meals outside home compared to what they spent in 1970. Nielsen Australia cites double digit sales growth in cafes and restaurants in Australia in 2007 versus less than 5% for packaged grocery. How can suppliers leverage this trend to drive growth in away from home AND in home channels?
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Topics: Channel / Retail, FMCG, Insights
Smart distribution in ‘alternative’ channels may just deliver you a golden egg
By Norrelle Goldring and Peter Huskins of ShopAbility for Retail World March 2008
In an environment where volume and value growth in grocery is increasingly difficult for grocery-dominant suppliers to achieve, some are starting to look for sources of growth from channels in which they are not currently present.
Retail consolidation in a number of channels – convenience, liquor and pharmacy included – in the Australian market means this kind of ‘evening out’ of your channel mix is becoming more difficult (a case of frying pan to fire?), but it can, and should, still be done.
In the following article we outline a way to approach it to ensure your categories will be ranged, profitably, in the channels that make most sense.
Path to Purchase Summit February 2012 – 10% off for ShopAbility subscribers
Use the promotion code ‘SHOPABILITY’ to claim a your 10% discount at this key industry event. Hear the latest thinking … Read More >
Stores we’ve seen: Coles Epping
ShopAbility’s Alison Sinclair pays a visit to Coles Epping; with the advent of the Coles clothing offer in this store.
