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Is this merchandising weapon in your arsenal? It should be.

October 11, 2018 by randersen0919 Leave a Comment

For retailers, promotional concepts and endcap displays can often change the timing of sales, but not necessarily increase overall category sales. But cross merchandising can effectively drive incremental sales volume for the retailer by enticing customers to purchase additional items that were not on their shopping list.

What is cross merchandising? Cross merchandising brings together complementary products in one place (e.g. smores ingredients in a single display that includes graham crackers, marshmallows and chocolate bars), triggering impulse purchases and a larger basket size. Plus, customers appreciate the convenience of having everything in one spot. It’s a win, win.

But cross merchandising is not a simple technique to execute. There are many challenges to planning and implementing a successful cross merchandising promotion in-store or online.

Over the coming months, the CMA will present a series of articles to examine the challenges and offer examples and solutions of how category managers can boost incremental sales via the powerful promotional technique known as cross merchandising.

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10 Fun Facts about Black Friday

October 11, 2018 by randersen0919 Leave a Comment

  1. It’s not the busiest shopping day of the year. The Saturday before Christmas is!

According to a 2009 article published in TIME magazine, the phrase “Black Friday” was first used in the 1960s by Philadelphia newspapers referring to the huge rush of crowds to stores on the day after Thanksgiving.

The current “Black Friday” term first became used widely in the 1990’s and refers to retailers reaching profitability or in the black – black ink, as opposed to losses which were originally recorded in red ink.

Not all the best deals are offered on Black Friday:

a. Most deals for electronics are offered at the beginning of November.

b. The best day to save on Christmas decor is November 22. Discounts are 23 percent on average.

c. The best day to buy toys is the day before Thanksgiving.

d. Many online sales discounts are better on Thanksgiving Day for items such as sporting goods and apparel. The average discount is 24 percent.

e. If you dare to wait, the last few days of the shopping season often advertise products 10 to 15 percent cheaper than on Black Friday.

Black Friday is still the best day for deals on TVs, tablets, appliances and jewelry.

The days from Thanksgiving through Cyber Monday capture 20 percent of all holiday online shopping.

For 2017, Amazon and Walmart are expected to dominate online sales. While the No. 3 spot is still up for grabs between Best Buy and Target.

On average, shoppers will wait 2.5 hours in line for a deal.

The average shopper spent over $900 in 2016 on Black Friday and expected to spend nearly $1,000 this year.

Black Friday sales declined only once in recent years. It was 2008 during the Great Recession. Only 263,820 seasonal workers were hired in 2008 – staggering low compared to the record 764,750 workers hired in 2013.

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Bundles of Joy

October 11, 2018 by randersen0919 Leave a Comment

With product bundles, everyone wins. The retailer generates higher sales. The customer enjoys the convenience of buying all the items at the same time and in one place – and generally at a discount.

Think gift baskets. Who doesn’t love a gift basket? Bundles are just variations of gift baskets – whether it’s a gift for someone special or a special gift for you.

Concerned about margins? The bundle discount doesn’t have to be extreme. The customer will perceive they’re getting a deal. Focus on total profits. By selling more products, you will be generating more profit dollars.

Plus, accessory items often have higher margins and there’s more room for discounts (e.g. chargers and screen protectors sold with smartphones). When the discount is significant, show the bundled discount and the bundle price compared to the cost of buying all the products separately. Great deals trigger sales.

How bundling can boost your bottom line:

  • Increase basket size by selling multiple products all at once.
  • Help move slow-moving products by combining with faster moving SKUs.
  • Lower transaction costs by selling multiple products at the same time.
  • Lower delivery costs by shipping multiple products at the same time.

So how to create the right bundle? Just combine complementary products and make sure to include some hot items. A bundle of duds isn’t going to sell, no matter how cheap. You can find plenty of ideas on your competitor websites and sites like Pinterest.

Bundling also offers the opportunity to upgrade the sale by placing the items in unique packaging. E.g. four bottles of wine in a wooden crate. The special packaging allows you to boost margins by selling the bundle at a premium price.

If you’re selling online, you can test bundle combinations to see what works best. Or allow your customers to build their own bundle. Your website isn’t sophisticated enough to do that? Remember the CPG mantra: If you don’t satisfy your customers, your competitors will.

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The Impact of Tariffs on Consumers and Retailers

October 11, 2018 by randersen0919 Leave a Comment

Tariffs are meant to protect American businesses, but tariffs can force businesses and consumers to pay more for imported products. Industries affected by tariffs can respond by absorbing the extra cost, increasing prices or even moving production to other countries.

It started with a 25% tariff on imported steel and 10% on aluminum from China. As a result, U.S. industry leaders say consumers could face higher costs for cars and trucks, beer and soft drinks, canned goods and more.

“Make no mistake, this is a tax on American families,” said Matthew Shay, the President and CEO of the National Retail Federation.

But how big will the impact really be?

It depends on how far it escalates. So far, the Trump administration has focused on raw materials and components. Beer makers said their cans will cost more to make. Car companies said their expenses for manufacturing vehicles will increase. But even these costs will not be felt until next year when raw material inventories begin to be replenished.

In fact, some food product prices such as soybeans will likely decrease for American consumers. Sales of soybeans have slowed since China retaliated with taxes on soybeans, pork and electric cars. Excess supply will lower food prices in some categories. U.S. fruit and nut farmers could also suffer, but President Trump has proposed $12 billion in aid to help American farmers.

Full scale trade war?

Much depends on what happens next. President Trump has threatened to increase the scope of tariffs to $450 billion if China indeed retaliates against his 25% tariff.

Currently only about 1% of targeted tariff items are consumer products thanks in part to lobbying by companies such as Best Buy. But if the trade war with China grows, it could impact categories both consumers and retailers will notice. Mobile phones, TV’s and computers represent some of the largest categories of consumer products imported from China. More than 41 percent of clothes and 72 percent of shoes sold domestically are also made in China.

Plus, the trade war could intensify with other trading partners such as Mexico, Canada and the EU. Mexico and Canada account for almost half of U.S. steel imports.

“The retail industry is extremely concerned by the administration’s apparent desire to ignite a trade war, where the net losers will be the very people the president wants to help,” according to the National Retail Federation’s Shay.

The U.S. Chamber of Commerce has also spoken out against the tariffs, saying the escalating global trade war will hurt American consumers in the long run.

Stay tuned.

Filed Under: Uncategorized

Whole Foods: One Year after Amazon

October 11, 2018 by randersen0919 Leave a Comment

Remember the excitement when Amazon acquired Whole Foods a year ago? There were huge expectations. So what’s happened so far?

First, to understand where Whole Foods is today, we need to remember that Whole Foods had been struggling before Amazon bought the company. In fact, Whole Foods had suffered two straight years of declines in same store sales as customers began to find lower priced organic and natural food products at traditional grocery stores.

Wasn’t Amazon going to slash prices at Whole Foods?

Many signature items have decreased and additional discounts are given to Prime members, but matching traditional grocery store prices will continue to be a major challenge. U.S. grocery giants Walmart, Kroger and Target have been waging fierce price battles that have only intensified with the low-price leader Aldi expanding and the arrival of their German counterpart Lidl.

Analyst Joseph Feldman, who closely follows Amazon was somewhat surprised, “I would have thought they would have lowered prices more broadly at Whole Foods. I don’t feel like they just went across the board and took prices down 20%.”

As Amazon streamlines Whole Foods operations, there will be more room to lower prices. It has already begun to centralize purchasing for its suppliers which will make it easier for new products to grow faster — although small brands may be more challenged to gain a foothold.

Traffic is up, but only slightly.

Customer traffic at Whole Foods is up 2.4% for the first half of the year. That may not seem like a lot, but for a chain that was losing customers, stopping the bleeding is a big first step. However, sales have been sluggish as customers are spending less, according to a report from Second Measure. Lower sales per customer could mean many of these new shoppers are first time tryers and not the return of regular customers lost over the past two years.

Amazon is adding Amazon Lockers to many Whole Food locations, which could drive more store visits. Customers will also find kiosks displaying Amazon gadgets such as Echo, which may trigger more impulse sales than actually drive traffic into the store.

What about online?

Surely Amazon will lead the way for online grocery shopping. The problem is that less than 4% of groceries are bought online. Consumers are slow to change their grocery buying habits due in large part to a reluctance of having someone else choose their fresh meat and produce. Whole Foods should have an edge here as their customers may have more confidence they can get consistent quality in these categories.

Another hurdle for all online grocers is the added cost of delivery which will always be a problem with the razor thin profit margin for food products.

One solution is curbside pickup known as “click and collect,” where customers order online and it’s ready for pickup when they arrive at the store. But Walmart and Kroger have a huge advantage with store pickup—far more store locations. Walmart has more than 5,000 stores nationwide, while Kroger has over 2,500 supermarkets. Whole Foods has 464 stores in the U.S.

Stay tuned.

Filed Under: Uncategorized

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