nickshanagher

Rumours of a tie-up between Palmer & Harvey and Costcutter had been circulating in the industry for more than a year and the logic of the alliance is explained in a short marketing booklet. Together they have set up a not-for-profit Buyco to negotiate the best possible terms. The duo are promising existing customers even better prices than ever before. Will this happen? There is a good chance if the new retail arm can organise its disciplines and demonstrate that it is creating new purchase opportunities for suppliers. What independent retailers have to be realistic about is that Tesco has a six per cent margin advantage because it controls around a third of the market. Simply lumping all their invoices together does not create the value, working collaboratively to meet shopper needs does. P&H has handed over all its symbol group convenience operations to Costcutter as part of this deal. Thus its Mace and SuperShop members will be managed by the team at Costcutter. P...

 A very good friend of mine told me a great story over the Easter weekend. She had been invited to a house sale, where a family were leaving the UK and wanted to flog off the contents of their home. The wife, an American, turned out to be a formidable saleswoman. The expected bargains were not on display and my friend felt obligated to buy a few things, quickly using her smartphone to check prices. The classic moment came when the saleswoman asked my friend how much money she had left in her purse. Two fifty pence coins was the reply. I’ll have those said the American. Everything she did not sell was put on a van and sent to a charity shop. My friend told me that only an American could possibly have achieved this house sale: having an inflated view of the value of her own possessions and the confidence to sell it to friends of friends. Which had me thinking about the value of scripted behaviour and the confidence that makes selling successful. Is this something on disp...