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Retail coverage is a must if you want to succeed
There are many industry terms people ask about. This year we are taking a different term each week to define and share some applications. Retail coverage is a dedicated resource that visits stores to ensure products are merchandised properly, priced right, promotions are in place with the objective of getting more exposure and driving sales. Retail coverage can […]
Continue readingFree Fill might be the price you have to pay to get to the shelf
There are many industry terms people ask about. This year we are taking a different term each week to define and share some applications. Free Fill is one case per product, per SKU, provided to each store to get access to the shelf. This is a practice used more often in specialty stores than the larger retailers. […]
Continue readingIn store specials give your products exposure on the shelf
There are many industry terms people ask about. This year we are taking a different term each week to define and share some applications. In store specials are temporary price reductions that are not usually advertised. The discount is supported with signage at the point of purchase to entice consumers to buy the item or buy more […]
Continue readingPrice freezes are not new
This week there has been a lot in the news about the No Name price freeze at Loblaw. At the beginning of the year, we made a list of industry terms that we believed would be beneficial for people to understand. Price freeze was not on our initial list but it should be there as […]
Continue readingYou need to be in the listing base
At the beginning of the year, we made a list of industry terms that we believed would be beneficial for people to understand. It is interesting for me to see how many terms we have added to the list as the weeks go by. Recently, I had the opportunity to talk to some groups and […]
Continue readingOperators are responsible for a lot
Happy Thanksgiving to all of our Canadian readers. It is a special holiday for those of us in the food industry. People at every point in the value chain put a lot of work into producing food for Canadians. I do believe the average consumer puts more value in food these days which should be […]
Continue readingBuilding better relationships during weather events
We are going to take a break from our efforts to define industry terms to share some insights about managing your customer relationships when business is disrupted. Last Friday and Saturday we had hurricane Fiona rip through many communities in Atlantic Canada. I am sure you have seen the images on the news of homes […]
Continue readingAssistant category managers can be more accessible
We have received some great feedback from people the last few weeks as we define some roles at retailers. We appreciate people taking the time to let us know they find the information helpful. This week we will continue with another role that can have a big impact on supplier’s relationship with retailers. Assistant category managers support […]
Continue readingCategory managers are your key point of contact
Last week we talked about buyers and the role they play for retailers. We discussed buyers first because it is probably the term I hear most often used in the wrong context with retailers. Often when people say ‘buyer’ they really mean category manager. We are sharing insights into industry terms each week to ensure […]
Continue readingBuyers are not category managers
One of the reasons we are sharing definitions of different terms this year is to help people in the industry speak the language of retailers. You have a much better chance of developing a good relationship when you are speaking the same language. Buyers work in the supply chain department of retailers. These people, in lower level […]
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