Why shrinkflation isn’t the crime it’s often made out to be
I’ve just had a call from a reporter asking for comment on the heinous crime of‘shrinkflation’. This happens at least once a year. Whenever someone notices aCreme Egg got smaller or a box has less powder in it, the hares go racing on aconsumer deception they’d love to be the first to expose. Imagine their […]
The UK economy is heading for stagflation. Protecting jobs will be critical
On top of an acute inflationary environment, we now have a European war thatwill take it to a new level. I believe the UK economy is on the brink ofstagflation – a combination of persistent high inflation, a stagnant economyand increased unemployment. Keeping jobs will be critical. The effect of the conflict on global commodities […]
Retailer delay tactics on cost price increases are crippling for smaller suppliers
As predicted, there is no sign of let-up on rising input costs and we are in anupward spiral of price hikes. Discounter and private-label shares are comingthrough as a result, and the major mults are pushing back on justifiablesupplier cost price increases (CPI) as best they can. Unable to turn the tide,the best tool retailers […]
Inflation is only just beginning. Suppliers and retailers have a rocky road ahead
Inflation is a curse for many, and this series of seemingly relentless costincreases is far from over. Back in September 2021, I predicted inflation wouldtop 5% before Christmas on BBC’s Today programme. Seeing the ONS published 5.4%for December, I feel obliged to add my view to the matrix of analysts assessingwhere it is heading in […]
Supermarkets need q-commerce to win back share from discounters
Convenience is the new weapon in the battle againstAldi and Lidl, says David Sables, CEO of Sentinel ManagementConsultants It’s great sport tracking retailers’ shares over the Christmasperiod. However, a tactically strong Christmas execution is nolonger a good indicator of long-term prospects in grocery. Thereare too many disruptive dynamics in today’s market. Breaking it down, the […]
Retailers must stop demanding 12 weeks’ notice on cost price increases
I’m glad my column back in August has drawn industry attention to retailers’ outrageous demands for proprietary informationon cost price increase ‘justification forms’. As the discussion continues, one phrase that keeps grating on me is ‘12-week notice’. This suggestion that this notice period is necessary on CPIs is wrong. Do check, of course, that no signed […]
Major grocers soared in the pandemic, but 2022 will be the year of small business
The large grocery suppliers fared better in lockdown as consumers stocked up onbig brands in their time of adversity. This was not just down to consumersbecoming less adventurous when all around them was turning to mush – it wasalso driven by the retailers’ choice to simplify ranges in their quest to keepa core weekly shop […]
How suppliers can navigate the thorny issue of cost price increases with demanding retailers
Nothing brings out the nervousness of suppliers like taking a cost priceincrease (CPI) to large customers. Buyers have always demanded to seea justification for CPIs, and suppliers have always mumbled responses aboutforeign exchange, transport costs or the global price of raw materials. Untilnow. Recently buyers have made demands for line-by-line, component-by-componentbreakdown of input costs on […]
Retailers now need to slow shoppers down after months of hurrying them in and out
Bricks & mortar will soon see a surge of shoppers who once again feel safe in physical stores, having avoided them for the past 14 months. But I doubt they’ll fall back in love with physical stores – this first contrast to online will be disappointing. Touchy-feely shopping has appeal. Still, picking up an avocado […]
Supplier sales teams lack the expertise to thrive in an omnichannel world
The concept of omnichannel has grown like a weed over the past five years. Although it presents the latest set of expertise to make a supplier indispensable to its customers, it’s also potentially the biggest key account manager communication fail since category management. Brought about by the step-change in customer behaviour that came with the […]
