How to Sell FMCG in Iran Sales and In Store Activation

Size: px
Start display at page:

Download "How to Sell FMCG in Iran Sales and In Store Activation"

Transcription

1 How to Sell FMCG in Iran Sales and In Store Activation June 2016

2 THE IRANIAN GROCERY RETAIL IS DOMINATED BY TRADITIONAL TRADE 300,000 Traditional Trade outlets 800 Modern Trade stores 91.5% of total market sales value 8.5% of total market sales value Source: Euromonitor

3 THE STORE UNIVERSE IS HUGE AND HIGHLY FRAGMENTED Small Grocers (175,825) Food/ Drink/ Tobacco Specialists (117,814) Hypermarkets (12) Discounters (328) Other Grocery Retailers (4,537) Supermarkets (438) Coops (19) Total Traditional Trade outlets 300,000 Total Modern Trade outlets 800 Source: Euromonitor & Certius

4 KEY FACTS ABOUT TRADITIONAL TRADE SHOPS Small stores - average 48 m 2 sales area Limited assortment depth and crowded shelves SHOPPER Daily shopping trips Often follow shop keeper s recommendation SHOP KEEPER Is main decider and influences shopper decisions Decides based on margin and payment terms Brands mostly run push-in discount promos POS Chaotic shelf layout and brand presentation POSM limited due to space restrictions Difficult to run sell-out consumer promotions Source: Certius

5 KEY FACTS ABOUT MODERN TRADE The three main MT shop formats in Iran are hypermarkets, supermarkets and discounters Hypermarkets Supermarkets Discount Main player Hyperstar (Carrefour) Owner: Majid Al Futtaim Hypermarkets LLC Market share in MT: 22.9 % Key player Refah Owner: government owned banks Market share in MT: 20.5 % Branches: 215 branches Key player Shahrvand Owner: Tehran Municipality Market share in MT: 13,3 % Branches: 32 Key player Ofogh Koorosh Owner: Golrang Industrial Group Branches: 277 Branches: 5 Source: Euromonitor & Certius

6 THE TWO MAIN CHALLENGES FOR BRANDS ARE ACHIEVING COVERAGE AND MANAGING THE POS Coverage Difficult to have high coverage due to huge number of outlets and geography (wide distances, dispersed rural shop universe) High distribution costs Biggest Iranian Distributors cover a part of the universe Golpakhsh Aval: 145,000 outlets Sayesaman: 120,000 outlets Daya Group: 102,000 outlets Golestan: 100,000 outlets Brand Activation at the POS Small sized stores, crammed shelves, uncooperative shop keepers and the big number of stores make it difficult to properly activate brands at the POS Source: Euromonitor & Certius This results in low brand visibility, lack of impulse triggers, and difficulties in running sell-out promotions to shoppers

7 TO ACHIEVE ADEQUATE COVERAGE FMCG PRODUCERS FOLLOW FOUR DIFFERENT ROUTE-TO-MARKET MODELS General Distributer Third Party Distribution Mixed Direct DISTRIBUTOR PRINCIPAL PRINCIPAL PRINCIPAL Sub- Distributors Local Wholesalers Distributors Distributors Local Wholesalers Local Wholesalers MT only Local Wholesalers Outlets (Modern Trade, Traditional Trade, Discounters, Food/Drink/Tobacco, Horeca etc.) Source: Certius

8 THE MODELS DIFFER REGARDING REQUIRED RESOURCES AND CONTROL OVER OPERTIONS SALES & DISTRIBUTION STRENGHTS WEAKNESSES EXAMPLES National distributer TPD ¹ ) Mixed Direct Source: Certius Simple, fast Tight control Low investment except for training and monitoring Tight control National alignment Wide coverage Full control Little control Dependence/risk/conflict management Local knowledge needed Own structure and resources on the ground needed Transparency can be an issue Difficult to drive sales at required speed and intensity Local knowledge needed Substantial structure & resources on the ground needed Local knowledge needed Substantial structure & resources on the ground needed 1) Third Party Distribution

9 THERE ARE SIMPLE RULES AND TOOLS TO ACTIVATE BRANDS WELL ON THE POS Sound understanding Trade Terms Category plan Visibility Understand the shopper Understand the shopkeeper Competitive margin Competitive commercial terms Must-stock-SKU list per customer class Simple planogram Merchandising in stores Sales incentives tied to category plan specifics Shelf rental, fridges Shelf devices TT adequate in-store displays Promoters in A customers Sales incentives tied to visibility Source: Certius

10 SUCCESS DEPENDS ON CHOOSING THE RIGHT PARTNER AND EVOLVING YOUR RTM MODEL OVER TIME Clarify business ambition & strategic objective Define clear market entry strategy Sales and distribution strategies Choose adequate RTM model Deploy needed resources: your partner/ distributor and your own structure Agree business KPIs & Service Level Agreement Monitor execution via KPIs Adapt or change RTM model according to evolving business strategy and market conditions Source: Certius

11 SUMMARY The Iranian retail universe for FMCG is highly fragmented and complex. Brands face two key challenges (among many others): How to achieve sufficient coverage (numeric distribution) How to activate brands on the point of sale to generate sell out There are four basic route-to-market models which require differing levels of resources and capabilities and which in turn convey varying levels of control over the sales and distribution operation. The choice of the right RTM model must be routed in a clear business vision and strategies. Some simple tools are at producers disposition in order to activate brands at the POS. The main challenge is getting execution right within the limitations of your RTM model. Evolve your sales & distribution approach and change your RTM model as your business ambition and market conditions change. You might enter Iran with a general distributor and end up with your own direct sales & distribution system.

12 We will be happy to help you.

Convenience. Product Selection. Fairness in Dealings. Helpful Information. Prices. Social Image. Shopping

Convenience. Product Selection. Fairness in Dealings. Helpful Information. Prices. Social Image. Shopping MGMT 120 Principles of Marketing Lecture 23: Place: Retailing and Wholesale Planning a Retailer s Strategy Convenience Key Economic Factors Affecting Consumers Retail Choice Product Selection Fairness

More information

Category Management & Assortment planning

Category Management & Assortment planning Enabling Sustained Business Excellence Category Management & Assortment planning Aartee Roy Senior VP, Retail Industry Consulting KINDUZ Business Consulting HTTP://NETWORK.KINDUZ.COM/ KINDUZ Consulting

More information

HELPING BRANDS STAND OUT

HELPING BRANDS STAND OUT HELPING BRANDS STAND OUT Influencing the purchase of our partners brands through integrated sales and marketing solutions. Ever-changing retail environment meets ever-evolving brand solutions. We re all

More information

RETAIL MANAGEMENT AN INTRODUCTION

RETAIL MANAGEMENT AN INTRODUCTION RETAIL MANAGEMENT AN INTRODUCTION RETAILING IS A PART OF OUR LIFE IN RECENT PAST BUYING AND SELLING HAS BECOME MORE FORMAL AND BRAND DOMINATED TRADITINAL FORMS CO EXSIST WITH ORGANIZED RETAILERS. RETAILING

More information

Overview of the Belgium Retail & Food Service market. November 2008

Overview of the Belgium Retail & Food Service market. November 2008 Overview of the Belgium Retail & Food Service market November 2008 Overview Economy: The Belgian economy grew by 2.7% in 2007 (forecast 2008: 2.1%) Unemployment rate at end of Sept. 2008: 6.6% Belgian

More information

LIST OF CONTENTS AND TABLES

LIST OF CONTENTS AND TABLES LIST OF CONTENTS AND TABLES Away-from-home Tissue and Hygiene in Thailand - Category analysis... 1 Headlines... 1 Trends... 1 Competitive Landscape... 2 Prospects... 2 Category Data... 3 Table 1 Away-From-Home

More information

WELCOME. Paul Bailey, IQFM Ackermann

WELCOME. Paul Bailey, IQFM Ackermann WELCOME Paul Bailey, IQFM Ackermann WELCOME IQFM sales & marketing company 18 years on the Polish market it s all about sales DATLINQ Dutch sales improvement company Data driven to boost your business

More information

Wine retail trends in Germany, UK, USA, Australia, Japan, France, Spain and Italy ProWein 2015. March 2015

Wine retail trends in Germany, UK, USA, Australia, Japan, France, Spain and Italy ProWein 2015. March 2015 Wine retail trends in Germany, UK, USA, Australia, Japan, France, Spain and Italy ProWein 2015 March 2015 Wine Intelligence 2015 1 Executive summary multi-market trends Trend Markets affected Key implications

More information

Introduction to franchise models in food retail

Introduction to franchise models in food retail Introduction to franchise models in food retail Retail franchising definition Franchising Franchising is a management model based on an agreement between a franchisor and a franchisee by which the latter

More information

INDUSTRY METRICS. Members of the food supply chain have. Eye on Economics: Do the Math. Private labels add up ROBERTA COOK, PH.D. Sharing Information

INDUSTRY METRICS. Members of the food supply chain have. Eye on Economics: Do the Math. Private labels add up ROBERTA COOK, PH.D. Sharing Information BY ROBERTA COOK, PH.D. Eye on Economics: Private labels add up Members of the food supply chain have competed in one of the toughest economic downturns in decades. Restaurants lost sales as did many fast

More information

Impacting Product Presentation, Merchandising and the Customer Experience

Impacting Product Presentation, Merchandising and the Customer Experience Impacting Product Presentation, Merchandising and the Customer Experience January 2014 January 2014 2014 Center for Advancing Retail & Technology LLC 1 Report Structure Section I Section II Section III

More information

500+ Wholesalers 500,000 Retail Accounts. Diverse Shopper Profiles. Diverse Retail Environments

500+ Wholesalers 500,000 Retail Accounts. Diverse Shopper Profiles. Diverse Retail Environments VP, Sales Strategy 50 Countries within a Country 500+ Wholesalers 500,000 Retail Accounts Diverse Brand & SKU Portfolio Diverse Shopper Profiles across 10 Channels 27,000+ Sales Force Competing in all

More information

MANAGEMENT OF DISTRIBUTION CHANNELS

MANAGEMENT OF DISTRIBUTION CHANNELS ISSN: 0976-2876 (Print) ISSN: 2250-0138(Online) MANAGEMENT OF DISTRIBUTION CHANNELS DR. HAMID SAREMI a1 AND SEYDEH MASOMEH MOSAVI ZADEH b a Department of Accounting, Quchan Branch, Islamic Azad University,

More information

Direct Selling in the US

Direct Selling in the US Brochure More information from http://www.researchandmarkets.com/reports/1542416/ Direct Selling in the US Description: Value sales through direct selling increased by just 1% in 2014 amid struggles from

More information

Perfecting sales execution By Giovanni Arnese, Mike Booker, Louis Lim and Marcello Tripodo

Perfecting sales execution By Giovanni Arnese, Mike Booker, Louis Lim and Marcello Tripodo Most companies treat sales like an art, but they are discovering that the sales process needs to become more of a science. Perfecting sales execution By Giovanni Arnese, Mike Booker, Louis Lim and Marcello

More information

LIST OF CONTENTS AND TABLES

LIST OF CONTENTS AND TABLES LIST OF CONTENTS AND TABLES in Morocco - Category analysis... 1 Headlines... 1 Trends... 1 Competitive Landscape... 2 Prospects... 3 Category Data... 4 Table 1 Machine Sales: 2005-2010... 4 Table 2 Retail

More information

List of Contents and Tables

List of Contents and Tables List of Contents and Tables HERBAL/TRADITIONAL PRODUCTS IN SWEDEN - CATEGORY ANALYSIS... 1 Headlines... 1 Trends... 1 Competitive Landscape... 2 Prospects... 2 Category Data... 3 Table 1 Sales of Products:

More information

CREATING A ROBUST SELLING AND PERFORMANCE MANAGEMENT SYSTEM

CREATING A ROBUST SELLING AND PERFORMANCE MANAGEMENT SYSTEM CREATING A ROBUST SELLING AND PERFORMANCE MANAGEMENT SYSTEM Most of our clients with medium to large sales forces (30 100+) sell through and service some form of distributive network, where results depend

More information

Meeting the Omni-Channel Challenge with In-Store Fulfillment for Retailers

Meeting the Omni-Channel Challenge with In-Store Fulfillment for Retailers Meeting the Omni-Channel Challenge with In-Store Fulfillment for Retailers ABOUT THE AUTHOR CHUCK FUERST DIRECTOR OF PRODUCT STRATEGY Chuck Fuerst is the director of product strategy at HighJump. He has

More information

The evolution of TPM: Genpact rethinks its approach

The evolution of TPM: Genpact rethinks its approach Brochure Generating TRADE PROMOTION Impact The evolution of TPM: Genpact rethinks its approach In the past five years, the typical consumer products manufacturer has started three trade promotion projects

More information

Grocery Retailers in Turkey

Grocery Retailers in Turkey Brochure More information from http://www.researchandmarkets.com/reports/1668358/ Grocery Retailers in Turkey Description: Grocery retailers registers a slightly higher growth than 2013 in current value

More information

Topics Suggested Resources Activities

Topics Suggested Resources Activities Unit 3 - Merchandising & Display for Retail Sales 1.Know the techniques retail outlets use to merchandise and display their products.merchandising and display techniques: organisational policies, business

More information

Multi Channel Strategies: Exploring Diversity in Multi Channel Retailing. Stefan Klein Claas Müller-Lankenau Kai Wehmeyer Dieter Kerkfeld

Multi Channel Strategies: Exploring Diversity in Multi Channel Retailing. Stefan Klein Claas Müller-Lankenau Kai Wehmeyer Dieter Kerkfeld Wi irtsch haftsi inform matik Multi Channel Strategies: Exploring Diversity in Multi Channel Retailing Stefan Klein Claas Müller-Lankenau Kai Wehmeyer Dieter Kerkfeld 51_MultiChannelStrategy 2 Outline

More information

OMNI CHANNEL RETAILING

OMNI CHANNEL RETAILING OMNI CHANNEL RETAILING Omni Channel Retailing By ERP Omni-channel retailing is more than a trend it s what consumers are demanding. Thus truly, Omnichannel as a means of improving service for customers

More information

4 MARKETING METRICS: Measuring Sales Force Effectiveness & Channel Management

4 MARKETING METRICS: Measuring Sales Force Effectiveness & Channel Management Sales Force and Channel Management This e-book deals with push marketing. It describes how marketers measure the adequacy and effectiveness of the systems that provide customers with reasons and opportunities

More information

IRI Pulse Report Drinks

IRI Pulse Report Drinks IRI Pulse Report Drinks Welcome to the Pulse H1 2015 edition for drinks. We hope you find it useful. Please do not hesitate to contact us if you have any questions or comments at EU.Marketing@IRIworldwide.com.

More information

Best Practices for Managing Seasonal Items Vermont Information Processing, Inc.

Best Practices for Managing Seasonal Items Vermont Information Processing, Inc. Best Practices for Managing Seasonal Items Vermont Information Processing, Inc. 402 Watertower Circle Colchester, VT 05446 802 655 9400 Fax: 802 655 1313 www.vtinfo.com Best Practices for Managing Seasonal

More information

Retailing in the Philippines

Retailing in the Philippines Brochure More information from http://www.researchandmarkets.com/reports/354797/ Retailing in the Philippines Description: The significant growth in the private sector, which includes many businesses operating

More information

GROW YOUR BUSINESS HELP DEALERS BECOME MORE PROFITABLE MAKE MORE MONEY WHOLESALER/JOBBER PROGRAM

GROW YOUR BUSINESS HELP DEALERS BECOME MORE PROFITABLE MAKE MORE MONEY WHOLESALER/JOBBER PROGRAM GROW YOUR BUSINESS HELP DEALERS BECOME MORE PROFITABLE MAKE MORE MONEY WHOLESALER/JOBBER PROGRAM about RBG Select Provides a branded-program and Convenience Retailing offering to your dealer network. RBG

More information

Monitoring the Online Marketplace

Monitoring the Online Marketplace Market Track s Actionable Insights Monitoring the Online Marketplace Developing a plan to stay on top of fluctuations in products and pricing online Key Questions Do you know how your products are priced

More information

How To Sell A Laptop On A Mobile Phone In The European Market

How To Sell A Laptop On A Mobile Phone In The European Market The Shopper Marketing Model Case KPN mobile internet Frank Ardesch, Trade Marketing Manager KPN TMA Congres, 20th October 2009 Agenda Introduction The checklist Shopper relevance Trade marketing Agenda

More information

CREATING A CONNECTED BRAND EXPERIENCE WITH VERIFONE.

CREATING A CONNECTED BRAND EXPERIENCE WITH VERIFONE. VALUE ADDS. CREATING A CONNECTED BRAND EXPERIENCE WITH VERIFONE. Retailers are continuously required to keep up with new innovations in order to retain customers and create an advantage over their competitors.

More information

Types of Job in Retail

Types of Job in Retail Types of Job in Retail There are nine job areas that cover the multitude of career options in the retail sector: Store Operations Human Resources / Training Finance and Administration Buying Customer Contact

More information

LIST OF CONTENTS AND TABLES

LIST OF CONTENTS AND TABLES LIST OF CONTENTS AND TABLES Internet in Italy - Category analysis... 1 Headlines... 1 Trends... 1 Competitive Landscape... 2 Prospects... 2 Channel Data... 3 Table 1 Internet by Category: Value 2006-2011...

More information

Retail market of cosmetics in Poland 2015. Market analysis and development forecasts for 2015-2020

Retail market of cosmetics in Poland 2015. Market analysis and development forecasts for 2015-2020 2 Language: Polish, English Date of publication: March 2015 Delivery: pdf Price from: 1800 Find out Which cosmetics products rank most highly among Polish consumers? Where do Polish consumers prefer to

More information

Rural Grocery Store Marketing. By Hannah Miller Graduate Student in Agricultural Economics

Rural Grocery Store Marketing. By Hannah Miller Graduate Student in Agricultural Economics + Rural Grocery Store Marketing By Hannah Miller Graduate Student in Agricultural Economics + About Me Graduate Student in Agricultural Economics From Enterprise, KS Worked at Zey s Market in Abilene,

More information

How To Manage Category Management

How To Manage Category Management Building a Category Management Capability UPS Supply Chain Solutions SM Copyright 2005 United Parcel Service of America, Inc. All Rights Reserved. No part of this publication may be reproduced without

More information

Introduction. No technical knowledge is required as we provide all the back office infrastructure required.

Introduction. No technical knowledge is required as we provide all the back office infrastructure required. Introduction I assume that as you are reading this you are looking for a business opportunity that is both simple to operate and requires only a small investment in stock to start. Well, I can assure you

More information

Succeeding in Grocery e-commerce

Succeeding in Grocery e-commerce GMA Leadership Forum Succeeding in Grocery e-commerce August 23, 2014 Grocery delivery has been around for a while McCall s Magazine New York City 1913 A.T. Kearney 7/08.2014/GMA/52465 2 ..but we are still

More information

shopper marketing model

shopper marketing model shopper marketing model kompas voor de trade marketeer Den Haag 20 oktober 2009 Prof. Gino Van Ossel Eva Pelgrims Retail & Trade Marketing Research Centre Reep 1-9000 Gent - Belgium tel ++32/9/210.98.67

More information

Store image perception of retail outlets for wine in China

Store image perception of retail outlets for wine in China Store image perception of retail outlets for wine in China Armando Maria Corsi Ehrenberg-Bass Institute for Marketing Science, Australia (armando.corsi@marketingscience.info) Justin Cohen Ehrenberg-Bass

More information

CONVENIENCE STORE DISTRIBUTION OPTIONS FOR FRESH PRODUCE

CONVENIENCE STORE DISTRIBUTION OPTIONS FOR FRESH PRODUCE CONVENIENCE STORE DISTRIBUTION OPTIONS FOR FRESH PRODUCE There is great consumer demand for more fresh products in convenience stores. Nearly half of all consumers (48%) say that convenience stores are

More information

Become a Save-A-Lot Owner

Become a Save-A-Lot Owner Become a Save-A-Lot Owner SAVE-A-LOT IS WELL POSITIONED FOR CONTINUED GROWTH AND PLANS TO STRATEGICALLY DEVELOP LICENSE AND CORPORATE LOCATIONS HISTORY A GREAT OPPORTUNITY FROM DAY ONE. From a single store

More information

Accenture NewsPage Distributor Management System: The engine behind your business

Accenture NewsPage Distributor Management System: The engine behind your business Accenture NewsPage Distributor Management System: The engine behind your business 2 Understanding the market The emerging markets are large and complex with thousands of distributors, millions of outlets,

More information

Principles of Marketing. by Jeff Tanner and Mary Anne Raymond

Principles of Marketing. by Jeff Tanner and Mary Anne Raymond Principles of Marketing by Jeff Tanner and Mary Anne Raymond Chapter 8 Using Marketing Channels to Create Value for Customers 2010 Flat World Knowledge, Inc. Marketing Channels and Channel Partners Learning

More information

Chapter 14: Retailing, Direct Marketing, and Wholesaling

Chapter 14: Retailing, Direct Marketing, and Wholesaling Chapter 14: Retailing, Direct Marketing, and Wholesaling Pride/Ferrell Foundations of Marketing Fourth Edition Prepared by Milton Pressley University of New Orleans Objectives 1. Understand the purpose

More information

MARKETING 26 THE ROAD TO THE CONSUMER

MARKETING 26 THE ROAD TO THE CONSUMER 26 THE ROAD TO THE CONSUMER Insurance. In setting up any kind of business you will need to consider several types of insurance coverage, including 8 : General business liability, including product liability

More information

Accenture Perfect Sales Part of the Accenture Commercial Services for Consumer Goods Business Service

Accenture Perfect Sales Part of the Accenture Commercial Services for Consumer Goods Business Service Accenture Perfect Sales Part of the Accenture Commercial Services for Consumer Goods Business Service Winning the War in the Store by Optimizing Field-based Sales Activities 2 The external environment

More information

The Business Case for Investing in Retail Data Analytics

The Business Case for Investing in Retail Data Analytics The Business Case for Investing in Retail Data Analytics Why product manufacturers are investing in POS and inventory analytics solutions Introduction In the latest Shared Data Study from CGT and RIS News

More information

1Current. Today distribution channels to the public have. situation and problems

1Current. Today distribution channels to the public have. situation and problems 1Current situation and problems Today distribution channels to the public have proliferated. The time when purchases were made at grocery stores which held all kinds of goods in a small space has long

More information

KITEX Kereskedelmi Szaknyelvi Vizsga TASK BOOKLET READING

KITEX Kereskedelmi Szaknyelvi Vizsga TASK BOOKLET READING KITEX Kereskedelmi Szaknyelvi Vizsga TASK BOOKLET READING Welcome to the Reading Test of the KITEX Language Examination. The test consists of three tasks. Each task begins with the instructions. During

More information

Joint business planning. Collaborating with retailers to increase sales, profits and growth

Joint business planning. Collaborating with retailers to increase sales, profits and growth Joint business planning Collaborating with retailers to increase sales, profits and growth Consumer buying attitudes are changing. Although the overall market demand remains stagnant, volumes are shifting

More information

The Future of Retailing in UK to 2015

The Future of Retailing in UK to 2015 Brochure More information from http://www.researchandmarkets.com/reports/1533374/ The Future of Retailing in UK to Description: Synopsis This report provides uniquely detailed data on the size and development

More information

Private Label in Western Economies Closing the price gap, losing share

Private Label in Western Economies Closing the price gap, losing share Private Label in Western Economies Closing the price gap, losing share Tim Eales Director of Strategic Insight, IRI December 2014 Agenda Introduction Key Findings Private Label s Evolution in Europe and

More information

Is the time right for perpetual inventory?

Is the time right for perpetual inventory? WHITE PAPER Is the time right for perpetual inventory? Does perpetual inventory in your mind seem a lot like dating a movie star nice dream, but hardly reality? With tens of thousands of items in each

More information

Power Struggles and Sales Promotion

Power Struggles and Sales Promotion Chapter 18 Sales Promotion Power Struggles and Sales Promotion Sales promotion plays a key strategic role in the channel of distribution Big name brands need to supported with sales promotion and POP in

More information

ALDI & LIDL: Europe s Hard Discount Threat

ALDI & LIDL: Europe s Hard Discount Threat ALDI & LIDL: Europe s Hard Discount Threat Europe s hard discount threat Aldi and Lidl represent one of the biggest threats to retailers across Europe. Ireland UK Sweden Finland Norway Estonia Latvia Den.

More information

The Future of Retailing in Philippines to 2015

The Future of Retailing in Philippines to 2015 Brochure More information from http://www.researchandmarkets.com/reports/1578887/ The Future of Retailing in Philippines to Description: Synopsis This report provides uniquely detailed data on the size

More information

THE DIGITAL CONSUMER S JOURNEY IN THE WESTERN EUROPE GROCERY MARKET

THE DIGITAL CONSUMER S JOURNEY IN THE WESTERN EUROPE GROCERY MARKET THE DIGITAL CONSUMER S JOURNEY IN THE WESTERN EUROPE GROCERY MARKET Copyright 2014 The Nielsen Company 1 CONTENTS EXECUTIVE SUMMARY... 03 WESTERN EUROPE S ONLINE GROCERY LANDSCAPE... 05 A NEW BATTLEFIELD...10

More information

SAS. for Grocery. Empowering grocers to engage customers at every turn

SAS. for Grocery. Empowering grocers to engage customers at every turn INDUSTRY OVERVIEW SAS for Grocery Empowering grocers to engage customers at every turn The grocery industry has changed. To withstand the onslaught of growing competitive pressures, most grocers have embraced

More information

Chapter 8 Customer Relationship Management Benefits of CRM Helps in improving customer retention and loyalty Helps in generating high customer

Chapter 8 Customer Relationship Management Benefits of CRM Helps in improving customer retention and loyalty Helps in generating high customer Chapter 8 Customer Relationship Management Benefits of CRM Helps in improving customer retention and loyalty Helps in generating high customer profitability through a steady flow of customer purchases

More information

Lisa Byfield-Green Senior Retail Analyst, Online & Digital. 25 November 2015

Lisa Byfield-Green Senior Retail Analyst, Online & Digital. 25 November 2015 Lisa Byfield-Green Senior Retail Analyst, Online & Digital 25 November 2015 Today s presentation UK channel overview Drivers of growth Future trends Winning strategies for retailers / suppliers Source:

More information

2015 8 TH ANNUAL GLOBAL SHOPPER STUDY. June 2015

2015 8 TH ANNUAL GLOBAL SHOPPER STUDY. June 2015 2015 8 TH ANNUAL GLOBAL SHOPPER STUDY June 2015 2015 Global Shopper Study One of the most important insights from the 2015 Shopper s Study is that in the world of channel convergence, shoppers are demanding

More information

Challenges & Trends. Why NTT DATA?

Challenges & Trends. Why NTT DATA? NTT DATA for Retail Challenges & Trends The current macroeconomic and social market, where recession continues, has changed the consumer s behavior inducing families to pay more attention to value for

More information

THE ROLE OF MARKET RESEARCH IN THE MODERN SHOPPING CENTRE

THE ROLE OF MARKET RESEARCH IN THE MODERN SHOPPING CENTRE THE ROLE OF MARKET RESEARCH IN THE MODERN SHOPPING CENTRE BACKGROUND Historically, shopping centre developers focused on two areas; capital cost and rental return. There was no real interest in the shopper

More information

Getting the Intelligence to Build Demand-Driven Supply Networks

Getting the Intelligence to Build Demand-Driven Supply Networks Getting the Intelligence to Build Demand-Driven Supply Networks Introduction Building an effective Demand-Driven Supply Network (DDSN) presents an ongoing challenge. Most companies remain in the early

More information

Shaping the future SALES 2015

Shaping the future SALES 2015 Shaping the future SALES 2015 Results of the study conducted by Markenverband and Roland Berger Strategy Consultants Munich/Berlin, November 2010 Page 1 Background of the study 3 2 Participants and structure

More information

LIST OF CONTENTS AND TABLES

LIST OF CONTENTS AND TABLES LIST OF CONTENTS AND TABLES Direct Selling in Italy - Category analysis... 1 Headlines... 1 Trends... 1 Competitive Landscape... 1 Prospects... 2 Channel Data... 2 Table 1 Direct Selling by Category: Value

More information

BECOMING AN AMAZON VENDOR NAVIGATING THE TRADEOFFS OF 1P VS 3P

BECOMING AN AMAZON VENDOR NAVIGATING THE TRADEOFFS OF 1P VS 3P BECOMING AN AMAZON VENDOR NAVIGATING THE TRADEOFFS OF 1P VS 3P February 2016 OUR GOAL FOR THIS SESSION Answer the two biggest questions: Is 1P right for me? How do I maximize my sales as a 1P? CONTENTS

More information

Distribution Analytics

Distribution Analytics Distribution Analytics Disclaimer: All logos, photos, etc. used in this presentation are the property of their respective copyright owners and are used here for educational purposes only Stephan Sorger

More information

The Future of Global Brand Management

The Future of Global Brand Management WINTER 2014 VISUAL MERCHANDISING: The Future of Global Brand Management BY DAVID KLEIN & CAROLINE FROST VM: The Future of Global Brand Management 2 Overview The past two decades have found retail in an

More information

LIST OF CONTENTS AND TABLES

LIST OF CONTENTS AND TABLES LIST OF CONTENTS AND TABLES Health and Beauty Specialist Retailers in Italy - Category analysis... 1 Headlines... 1 Trends... 1 Competitive Landscape... 2 Prospects... 3 Channel Data... 4 Table 1 Health

More information

Big Data, Data Analytics and Actuaries. Adam Driussi, Quantium

Big Data, Data Analytics and Actuaries. Adam Driussi, Quantium Big Data, Data Analytics and Actuaries Adam Driussi, Quantium Companies are collecting data like never before 3 Leading to massive volumes of data for analysis Volume Petabytes 2.5 PB Walmart database

More information

LIST OF CONTENTS AND TABLES

LIST OF CONTENTS AND TABLES LIST OF CONTENTS AND TABLES Grocery Retailers in Italy - Category analysis... 1 Headlines... 1 Trends... 1 Traditional Vs Modern... 3 Channel Formats... 3 Chart 1 Modern Grocery Retailing: Billa in Padova...

More information

IMPLICATIONS OF NEUTRALITY RULE: AN APPLICATION TO OTHER SECTORS

IMPLICATIONS OF NEUTRALITY RULE: AN APPLICATION TO OTHER SECTORS IMPLICATIONS OF NEUTRALITY RULE: AN APPLICATION TO OTHER SECTORS Supermarket chains April 2015 INDEX 1. NEUTRALITY RULE IN SUPERMARKET CHAINS... 3 Supermarket chains commercial strategies for customers...

More information

Chapter 10 Revenue, costs and break-even analysis

Chapter 10 Revenue, costs and break-even analysis Chapter 10, costs and break-even analysis, costs and break-even analysis is the money a business makes from sales. In other words, it is the value of the sales and is also referred to as turnover. The

More information

One-stop logistics. creating added value for the whole supply-chain. Foto: Stig-Âke Jönsson

One-stop logistics. creating added value for the whole supply-chain. Foto: Stig-Âke Jönsson One-stop logistics creating added value for the whole supply-chain Foto: Stig-Âke Jönsson Frode Laursen the Nordic leader Over the last decades, Frode Laursen has developed from being a small, national

More information

Internet Grocery Stores What does the future look like? By: Matthew Rousu

Internet Grocery Stores What does the future look like? By: Matthew Rousu Internet Grocery Stores What does the future look like? By: Matthew Rousu In the past several years, there has been an explosion of Internet companies on the retail market. Internet grocery stores exist,

More information

Connected Enterprise. Scaling up retail. best people, smart solutions, corporate success

Connected Enterprise. Scaling up retail. best people, smart solutions, corporate success Connected Enterprise Scaling up retail This is a pen It s a Bic M10 clic Used many of them at school And retailers have sold billions.via their stores and catalogues Then came the internet.. making it

More information

6300 East Livingston Avenue

6300 East Livingston Avenue 6300 East Livingston Avenue Reynoldsburg, OH 43068 NOW LEASING Developed by: Red Raider Capital, LLC John Royer, CRE, SIOR 614.255.4374 jroyer@krgre.com Eric Morton 614.255.4380 emorton@krgre.com 1480

More information

MARKETING OPPORTUNITIES WHAT KIND OF THINGS DO MARKETING PEOPLE DO??

MARKETING OPPORTUNITIES WHAT KIND OF THINGS DO MARKETING PEOPLE DO?? MARKETING OPPORTUNITIES WHAT KIND OF THINGS DO MARKETING PEOPLE DO?? OVERVIEW Marketing can be summed up as value creation! In business, an old cliché says that nothing of importance happens in business

More information

Consumer needs not being met by UK grocery market A British Brands Group research publication

Consumer needs not being met by UK grocery market A British Brands Group research publication Consumer needs not being met by UK grocery market A British Brands Group research publication INTRODUCTION The British Brands Group provides the voice for brand manufacturers in the UK. It is a membership

More information

LIST OF CONTENTS AND TABLES

LIST OF CONTENTS AND TABLES LIST OF CONTENTS AND TABLES Apparel Specialist Retailers in Italy - Category analysis... 1 Headlines... 1 Trends... 1 Channel Formats... 3 Chart 1 Apparel Specialist Retailers: Stefanel in Padova... 3

More information

Professor: Dr. Mary Flannery Teaching Assistant: Jia-Yuh Chen ECON 136 Business Strategy February 27, 2006

Professor: Dr. Mary Flannery Teaching Assistant: Jia-Yuh Chen ECON 136 Business Strategy February 27, 2006 CASE STUDY Professor: Dr. Mary Flannery Teaching Assistant: Jia-Yuh Chen ECON 136 Business Strategy February 27, 2006 INDUSTRY ANALYSIS The retail industry is dominated by few retail giants, with Wal-Mart

More information

2013FIRSTHALFRESULTS. JERÓNIMO MARTINS Strategic Overview

2013FIRSTHALFRESULTS. JERÓNIMO MARTINS Strategic Overview 2013FIRSTHALFRESULTS JERÓNIMO MARTINS Strategic Overview Disclaimer Statements in this presentation that are forward-looking statements are based on current expectations of future events and are subject

More information

Information-Driven Transformation in Retail with the Enterprise Data Hub Accelerator

Information-Driven Transformation in Retail with the Enterprise Data Hub Accelerator Introduction Enterprise Data Hub Accelerator Retail Sector Use Cases Capabilities Information-Driven Transformation in Retail with the Enterprise Data Hub Accelerator Introduction Enterprise Data Hub Accelerator

More information

Local food retailing Market analysis and changes in consumer complaints

Local food retailing Market analysis and changes in consumer complaints No. 17 August 2013 Network Support Department Communications, Planning and Economic Monitoring Sub-Directorate Economic and Price Monitoring Bureau Local food retailing Market analysis and changes in consumer

More information

Grocery Retailers in Hungary

Grocery Retailers in Hungary Brochure More information from http://www.researchandmarkets.com/reports/1830115/ Grocery Retailers in Hungary Description: 2014 was the first full financial year in which the tobacco retailing system

More information

Synchronizing the Extended Retail Ecosystem

Synchronizing the Extended Retail Ecosystem Synchronizing the Extended Retail Ecosystem Written by: Brian Kilcourse Chief Strategist Retail Systems Alert Group DAN BERTHIAUME EDITOR, ERI JOURNAL RETAIL SYSTEMS ALERT GROUP Prakash Nanduri Global

More information

CASE STUDY NORGESGRUPPEN. Aptean Helps NorgesGruppen Grow Market-Leading Retail Business. www.aptean.com

CASE STUDY NORGESGRUPPEN. Aptean Helps NorgesGruppen Grow Market-Leading Retail Business. www.aptean.com Aptean Helps NorgesGruppen Grow Market-Leading Retail Business 2 Around the year 2000, the privately held grocery retailer NorgesGruppen defined a strategy to expand its business into a position as market

More information

UK & Ireland UK Trade Reading Investor Visit

UK & Ireland UK Trade Reading Investor Visit UK & Ireland UK Trade Reading Investor Visit 1 st April 2010 UK & Ireland Euan Sutherland CEO B&Q & UK Division Steve Willett CEO Screwfix & UK Trade Ian Herrett B&Q Trade Director UK & Ireland 1. Driving

More information

Natural Looks. The door is open for franchise success at

Natural Looks. The door is open for franchise success at Natural Looks The door is open for franchise success at Welcome from our CEO Natural Looks In 1993 I opened my first small Natural Looks shop in the vibrant streets of the Jordanian capital, Amman. My

More information

Retailing - Hungary. Phone: +44 20 8123 2220 Fax: +44 207 900 3970 office@marketpublishers.com https://marketpublishers.com

Retailing - Hungary. Phone: +44 20 8123 2220 Fax: +44 207 900 3970 office@marketpublishers.com https://marketpublishers.com Retailing - Hungary Phone: +44 20 8123 2220 Fax: +44 207 900 3970 office@marketpublishers.com Retailing - Hungary Date: May 1, 2010 Pages: 168 Price: US$ 2,100.00 ID: RC49AA0BB11EN Since the beginning

More information

Multi-channel Retailing Goes Mainstream

Multi-channel Retailing Goes Mainstream Multi-channel Retailing Goes Mainstream Ashish Jandial, Patrick Ogawa and Preetha Sekharan Abstract Increasingly, retailers are turning towards multi-channel retailing to grow their market share and present

More information

= =The video will take place in a Buy & Save store and will be narrated by an actor playing a Buy & Save manager.= =

= =The video will take place in a Buy & Save store and will be narrated by an actor playing a Buy & Save manager.= = Nash Finch Companies Buy & Save Video Script = =The video will take place in a Buy & Save store and will be narrated by an actor playing a Buy & Save manager.= = Welcome to my store it may look a little

More information

How To Select A Channel Partner For Aircel

How To Select A Channel Partner For Aircel THE STUDY ON NEW MARKET DEVELOPMENT& DISTRIBUTION CHANNEL MANAGEMENT FOR AIRCEL LIMITED, MANGALORE S. Saravanan Assistant Professor, Justice K S Hegde Institute of Management, Nitte, India Email: saravanansnr@gmail.com

More information

This paper describes a framework for designing the distribution network in a supply chain. Various

This paper describes a framework for designing the distribution network in a supply chain. Various Designing the Distribution Network in a Supply Chain Sunil Chopra Kellogg School of Management, Northwestern University 2001 Sheridan Road, Evanston, IL 60208, U.S.A Tel: 1-847-491-8169; Fax: 1-847-467-1220;

More information

Opportunities for Action

Opportunities for Action Retailing in China: Bring Your A Game The economic boom in China s major cities where most global companies are concentrated has been going strong for years. Now that wealth is spreading to second- and

More information

Vom traditionellen Handelsgeschäft hin zum Multichannel-Commerce am Beispiel der Metro AG Ales Drabek Head of E-Marketing and E-Commerce METRO C&C

Vom traditionellen Handelsgeschäft hin zum Multichannel-Commerce am Beispiel der Metro AG Ales Drabek Head of E-Marketing and E-Commerce METRO C&C Vom traditionellen Handelsgeschäft hin zum Multichannel-Commerce am Beispiel der Metro AG Ales Drabek Head of E-Marketing and E-Commerce METRO C&C Who is METRO C&C: - 726 stores in 29 countries - More

More information