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Holiday markdowns should force sell thru
We would really like to share photos from coast to coast of holiday merchandising. When (not if) you are in[...]
Black Friday was not always about retail
We would really like to share photos from coast to coast of holiday merchandising. When (not if) you are in[...]
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[...]
Free 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[...]
In 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[...]
Price freezes are not new
This week there has been a lot in the news about the No Name price freeze at Loblaw. At the[...]
You 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[...]
Operators 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[...]
Building 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[...]
Assistant 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[...]
Category 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[...]
Buyers are not category managers
One of the reasons we are sharing definitions of different terms this year is to help people in the industry[...]
Shielding can change category margin
Private label is on the shelf for a number of reasons. Improving category margin is one of those reasons. Retailers[...]
Mixing back delivers much needed margin
There is no doubt the margin retailers add is a source of frustration for suppliers. It takes a lot of[...]
Cross merchandising delivers incremental sales
Consumers can be influenced at the point of purchase. Retailers believe this is the key opportunity to convince them to[...]
You need to understand your category
Selling into retail has many challenges. To have a better understanding of where you fit and what you need to[...]
Average order is an important metric
Thinking like your customers can help a lot of suppliers improve relationships and ultimately sell more. Retailers are always focused[...]
Backhaul can save you money
Logistics are becoming a bigger percentage of the final cost of food and beverage products. Unfortunately, consumers and customers will[...]
Rebates are money flowing from suppliers to retailers
Selling products through the retail channel is not for the faint of heart. You need to understand how the relationship[...]

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