nickshanagher

Abstract: Thoughts on how to influence independent convenience retailers, a disparate audience that is becoming increasingly important for FMCG manufacturers. Combined they are as significant in size as a major multiple, but a tailored approach is needed to reach them as individuals.   Independent convenience stores have a 13% share of the UK grocery market, says the Institute of Grocery Distribution. Sales will rise from £22.2 billion today to £29.4 billion in 2019 at a much faster rate than the grocery market as a whole.   The growth story is driven by changes in how UK shoppers behave and also by the better store standards achieved by most independent retailers. The challenge for FMCG marketers is how to effectively be a part of this growth story. There is so much variability in the way that these shopkeepers operate. They are promiscuous buyers prone to chasing the best price available and from a wide range of suppliers. Even the many distributors, who...

The Art of Shopping by Siemon Scamell-Katz is the second book this year to challenge the way that most retailers set up their shops. Like Phillip Adcock, whose book Supermarket Shoppology I recommended last time out, Scamell-Katz has built a career out of studying what shoppers actually do in store. Independent retailers should read this book to help them do two things. Firstly, it will help them to understand how big manufacturers operate and to make informed opinions about which promotions to support and how to build their categories. Remember, there are about 250,000 products that you can stock but most shoppers will only use 300 in a year and only 150 regularly. Where Scamell-Katz is very strong compared to similar authors is he names names and tells you who he has worked for. When he says that the typical brand manager will be in post for two or three years and the best way to make an impact is to redesign the brand, the independent operator may feel that some of their c...

Local shops with PayPoint terminals could have a new group of customers shortly. This is because the payment service provider has signed a deal with the UK Ministry of Justice so that people can pay fines for some driving offences, for being drunk and disorderly, for vandalism and similar at PayPoint outlets. Initial reaction from retailers has not been warm. Heather Dunn of Keswick told Retail Newsagent : "I really don't see how offering another low-margin collection service is going to help." Ever since the lottery launched in the UK with its 5% retail margin, retailers have suffered from service providers treating this a benchmark. What other service providers may not appreciate is the lottery comes with great emotional baggage. People are buying a dream! Retailers want shoppers to buy dreams in their shops. Major suppliers recognise this and are spending more on point-of-sale solutions as researchers find that the scribbled shopping list is used less and less and...