Aldi and Lidl have had a profound impact on our industry in the last five years, taking almost all the growth, and triggering significant re thinking across Retailers and Suppliers. This industry adjustment is not complete. Kantar tell us that Aldi continue to grow market share – by half a percentage point in the latest […]
Rule #1: Sell the stuff that sells. The sandwich range in Jack’s is a good example of this. They offer the core flavours (ham, cheese, prawn, tuna, egg and chicken). The ones that 95% of shoppers want. The Discounter model is based on a strong, tight range. Shoppers are fine with this as long as […]
What are the things you couldn’t do without? There are the obvious things – air, water, food, shelter. But we all have other must-haves, right? Maybe it’s your weekly exercise class? Perhaps it’s your favourite chocolate? Or it could be your daily flat white? In a focus group recently one woman said that she’d rather […]
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The latest Kantar data identifies Morrisons as the fastest growing of the Top 4 supermarkets. There are lies, damned lies and statistics, but most commentators would agree that Morrisons have significantly improved their offer in recent times, and that it is this driving their improved performance. So how have they improved and what can we […]
Most industry commentators would agree that CoOp has significantly improved its customer offer over recent years, to become much more competitive with the other players in the market. In particular, where once they surely trailed Tesco Express and Sainsbury’s Local, now I am not so sure. Recent IGD data shows them growing ahead of the […]
We all know that Lidl have been a consistent winner in UK grocery in recent years. And there’s no sign of this changing, with sales up 19% in Kantar’s latest reporting, and Lidl forecasting fifty new stores a year, going forward. So they are winning, and set to continue. But how are they doing it, […]
As an industry, we are good at making things complicated for shoppers. A supermarket may stock thirty thousand lines and have thousands of point of sale messages. It can take a lot of cognitive effort from a shopper to get round the store, make choices, and get out. The simpler we can make it, the […]
Category Strategies are not heard by stakeholders. This is the last in a series of four articles (and accompanying videos), highlighting key issues and opportunities for Category Strategy. Here’s an exercise for those of you in FMCG companies. Ask your Chief Exec or Sales Director if they’d mind talking you through what they see […]
Everything is sold in the same way This is the third in a series of four articles (and accompanying videos), highlighting key issues and opportunities for Category Strategy. Here’s our third issue. Have you noticed how, when you look down a supermarket aisle, you will often see everything being sold in the same way? […]