Brief Summary

The Independent Retailer as a 'Living Billboard' for the Brand

December 2009

The recent collapses of chains like Borders, added to the 23 casualties last year and over 20+ liquidations anticipated in the New Year, have obviously resulted in increased trade concentration and the risk of higher levels of dependency on the major multiples.  

Why BOGOF?: Counting on BOGOFs to lose Money …

November 2009

In the current economic climate, suppliers and retailers may be tempted to make more use of multi-buys, in order to reduce stocks of slow-moving items, and at the same time create some category excitement in-store. 

How Low Can You Go…

November 2009

Pricing and promotions, and their impact on Ireland's retail market

Political Retailing in Times of Unprecedented Change?

October 2009

As we continue to undergo fundamental political change worldwide, the impact of politics upon retailers and retailers’ influence upon political change is becoming a more important factor in supplier-retailer relationships.  Moreover, the political climate is changing in ways that complicate the supplier-consumer relationship. 

Money Making Machines That Happen to Sell Groceries (and Financial Services)...

September 2009

Essentially, as ‘money machines that happen to sell groceries’, the grocery multiples have debugged much of the mystique associated with food provision, meeting consumer needs by bringing to our tables a variety of foods that were traditionally kept scarce and priced accordingly by specialist retailers.

Cross-Border Shopping, Threats and Opportunities?

August 2009

Recent market data suggests that the trend of cross-border shopping from the Republic to Northern Ireland may be abating, but will this trend carry over to the supply/wholesale sector?

Death on the High Street - a Rebirth Opportunity for suppliers?

August 2009

It is obvious that fundamental and possibly irreversible change is taking place in the High Street.  The recession has simply accelerated the process of custom moving out of town and online, at the expense of High Street locations.

Category Management, the Jury Goes Back Out?

July 2009

Probably the most effective innovation in the history of applied marketing, category management had come a long way in fifteen years…

A Larger Slice of a Smaller Cake?

June 2009

The recession is about absorbing slack or excess that has built up in the system over the past fifteen years. This means that the cake is now smaller, ‘fair share’ will be less, and any increase will be at the expense of the healthier competition that have survived the initial phases of the recession and are now serving an increasingly savvy consumer. 

Tesco Ireland Cross-Border Pricing - a global rehearsal?

May 2009

Essentially, Tesco have decided to try to reduce the loss of business from their Irish border-area stores to their own and rival retailers via Irish shoppers travelling across the border to avail of lower prices in the North. In fact, it is estimated that 4% of Irish purchases, representing €550m, are currently being made in this way.

Managing Customers Profitably

May 2009

In recent years there has been a growing focus on understanding the profitability of customers.  Alarmingly, as companies learn more about the value of their relationship with their customers, they quite often also become aware that some customers are unprofitable.

Making Sense of the Savvy Consumer in Recession….

April 2009

Consumer are now beginning to make some sense of the past six months of financial turmoil, are developing increasing confidence in their common sense when making purchasing decisions, and those who still have jobs are working longer and harder, and possibly for less money.

Parapharmacy - a commercial opportunity for all?
 

March 2009

As part of an inevitable global trend accelerated by recession, pharmacy deregulation and the resulting increase in self-medication, parapharmacy represents significant opportunities for all parties involved in the provision of consumer healthcare, everywhere.  

RecessionKAM: Managing Major Customers in the Downturn

February 2009

With business news worsening daily, it is tempting to await a return to some stability in the market before setting a trade strategy and moving forward. Apart from the futility of awaiting a return to ‘normal’, any delay can represent a lost opportunity.