Discounters Winning Insights from the Independent, Unbiased Authority on Retail
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1st July 2015 | Birmingham, UK Growing with the UK Discounters Winning insights from the independent, unbiased authority on retail That discounters are growing in the UK is clearly not ‘new news’, but Agenda at a Glance: the fact remains that the channel remains the second-fastest in terms 8:30-9:00 of growth behind eCommerce in the UK FMCG market. As well as Registration and Coffee exhibiting high growth rates, the discount channel in the UK remains complex, misunderstood and subject to a rapid pace of evolution 9:00-17:00 and reinvention. We all know that ‘discount’ is growing – but what Growing with the UK Discounters does ‘discount’ mean? And how do we formulate a strategy to win Workshop fee includes continental in this space? breakfast, lunch and workshop As the limited assortment grocers (LAGs) Aldi and Lidl continue presentations in digital format. to finesse their models to win and retain more UK shopping trips, they run the risks of undermining the basic tenets of their operating Registration: models as they continue their journey from hard discounters to low- cost supermarkets. At the same time, the high streets discounters Please contact [email protected] (HSDs) – Poundland, Poundworld, 99p Stores, Home Bargains, to register for this event. Poundstretcher and B&M – continue to apply more pressure on the supermarkets, winning shoppers, trips and market share in important Workshop Fee: categories like snacks, confectionery, health & beauty and household. £1175 This NEW workshop will focus on the future of the discount channel Price is net of applicable VAT. Kantar Retail accepts in the UK, covering both limited assortment grocery and high street Visa, Mastercard and American Express. discounters. Unlike other organisations, only Kantar Retail offers an objective and strategic assessment of the dynamics, threats and Venue: opportunities offered by the broader UK discount channel. In addition Hotel La Tour Birmingham to the basics like market sizes and projections, this workshop will Albert Street equip you with Birmingham UK • New ways to think about the channel B5 5JE Tel: 01217188000 • Practical examples and case studies of what good looks like • Recommendations on next steps to optimise your strategies and performance for this high growth opportunity “An important opportunity to gain insight, reflect the way we • An opportunity to network with your industry peers in a manage [our customer] and to thought-provoking environment network!” —European Hard Discount Coordinator, Event Speakers Société Bic Kantar Retail Workshops are ideal for team collaboration and shared learning, and seat discounts are available for multiple bookings. Cancellations must be advised in writing 10 business days prior to the event. An administration fee will be incurred for cancellations. A refund will not be given if a delegate fails to attend Bryan Roberts Simon Johnstone Fraser McKevitt New Speaker! or cancels within 10 business days prior to the event. Senior Vice Senior Analyst Head of Retail Chris Wall Substitutions are allowed at any time. The analysis President, Kantar Retail and Consumer Senior Trading and conclusions presented by Kantar Retail represent the opinions of Kantar Retail. The views expressed Retail Insights Insight Controller do not necessarily reflect those of the retailers under Kantar Retail Kantar Poundland discussion, nor are they endorsed or otherwise Worldpanel supported by the management of the retailer. For more information on this workshop visit www.kantarretailiq.eu/Events/EventDetails.aspx?id=636427 1st July 2015 | Birmingham, UK Detailed Agenda: Growing with the UK Discounters Introduction: Market Context In this introductory section, we will highlight the role of discount within the broader context of FMCG distribution in the UK. While we might be familiar with the relative scale and direction of travel of the LAGs, the relatively under-documented HSDs represent a prize of equal magnitude and might actually be more important within certain product categories. By identifying the scale of – and the key participants within – the channel, Kantar Retail will set the scene for the rest of the day. Session 1 Session 2 Limited Assortment Grocers High street discounters New Strategic Priorities – Both Aldi and Lidl have Overview of Key Players & Strategic Trends – With had to reinvent their strategies to create sustainable half a dozen key players across both fixed price- advantage in the highly competitive UK grocery point and general merchandise discounting, the HSD market. By improving range, private brand, instore channel is far from homogenised. We’ll evaluate experience, marketing, service and locations, both the commonalities and distinctions within the HSD businesses are continuing to win market share from market, identifying the differing opportunities for the multiples. We’ll take a look at what this means branded manufacturers as the channel evolves in both from suppliers of both brands and own-label. grocery and general merchandise. The Changing Role of LAGs – It is common HSDs: Category and Mission Dynamics – With roots knowledge that the LAGs are taking share from in general merchandise and ambient grocery, but most supermarkets: but what is the precise flow of with growing credentials in areas as diverse as shoppers between the major players? Learn from tobacco, fresh, chilled, alcohol and seasonal, Kantar Kantar Worldpanel which shoppers are flocking to Worldpanel will guide us through the evolving role the discount channel and see within which shopper of the HSD as a destination for the British grocery missions and product categories the LAGs are shopper. Are there particular categories that these exerting the most impact. players are winning in? The Evolution of Format & Proposition – 20 years A View From a HSD Retailer New Speaker: Chris ago, the LAGs were well understood, trading from Wall, Senior Trading Controller, Poundland – In this edge-of-town purpose-built sites with narrow and section, we’ll hear from a senior executive from a well-defined PL ranges sold at low prices. Now, sites leading high street discounter on what a major player are more fluid, ranges are growing, promotions are in the business would like to see from the supplier more complex and the role of brands has increased. community. What opportunities are there for greater What does that mean in terms of opportunities collaboration? What does good look like in terms of for you? account management, point-of-sale, product portfolio and instore execution? The New Kid on the Block: Netto – After Asda’s acquisition of the Netto estate, many assumed Format & Proposition in HSD – From humble roots that would be the last we would see of Dansk in cramped high street stores, many HSD operators Supermarked’s distinctive dog logo and yellow fascia. are branching out into more spacious retail park and However, an unlikely joint venture with Sainsbury’s shopping centre locations with improved ranges and has created a renaissance for the brand. In this merchandising as a result. As the retailers broaden session, we’ll take a brief look at the format and their store portfolio, what implications does this have address its chances of success. for different categories? And what of the online opportunity? Winning with LAGs – Whether you are contemplating your first move into the channel, or looking to Winning with HSDs – Again, using a ‘six rights’ maximise your performance within Aldi and Lidl, framework, we’ll wrap up the day with some advice Kantar Retail will bring together the morning’s and recommendations on successfully growing your themes to explore what it will take to win in this business within the HSD environment, touching on rapidly-growing but challenging channel. By exploring brands, pack size, merchandising, seasonal and POS. the ‘six rights of merchandising’, we’ll provide tangible advice on next steps to position your brands “Inspirational ... Very useful to better for success. understand [the retailer’s] model… Encouraging and amazing session.” “Great food for thought” —National Account Manager, Perfetti van Melle —Director, L’Oréal For more information on this workshop visit http://www.kantarretailiq.eu/Events/EventDetails.aspx?id=636424.