Upload
savouraustralia
View
437
Download
3
Tags:
Embed Size (px)
DESCRIPTION
Emma Biggs, BWS Format Manager, Tesco and Paul Schaafsma, Commercial General Manager, UK & Ireland, Accolade Wines drew from Ron Woods' comments earlier in this session to explore how a positive collaborative relationship between supplier and retailer can work. Ron, Emma and Paul were joined in a panel Q&A by Brad Banducci, Director, Woolworths Liquor Group and Don Bobey, Category Manager, Wine, Liquor Stores N.A. Ltd.
Citation preview
Retailer, Friend or Foe?
How a pos i t i ve , co l l abora t i ve re la t i onsh ip can work
Pa u l S c h a a f s m a – A c c o l a d e W i n e s
E m m a B i g g s – Te s c o U K
Tesco laid down a challenge, did we listen?
"He's a ******.”
18 M fewer bottles of Australian wine
sold since 2007
Retail Realities.
We need to make money. We have the same, weekly, daily,
hourly profit challenges that you all do
1 buyer at Tesco is responsible for more than 45 million litres of
Aussie wine
75% of all Aussie wine is sold on promotion
5 UK buyers are responsible for more than 124 million litres of
Aussie wineAn average supermarket will have 16ft of fixture
space allocated to Aussie wine. Enough for c.150
sku’s
An average supermarket will have just 10 Aussie sku’s on promotional
display space
Believe it or not, we are all trying to do the same thing.
Retailer Supplier
Collaboration in Action.
Retailer Supplier
Tesco’s store of the Future.
Answering the Challenge.
Know what sells
Understanding the retailer’s shopper. They will know their
shopper well.
Know your consumer
Fill a genuine need and you will achieve
customer engagement
Listen – React - Adapt
How do you achieve true collaboration?
Retailer Friend or Foe…?
…It’s up to you.
Understand each others targets/KPIs
Know the opportunity/Gap
Adapt your Way of Working
Keep the Consumer at the heart of what you do