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Copyrighted Material INDEX AaramShop 19 location of stores 57 acquisitions 17, 60–1, 79, 80–1, 123, mindspace 245 262 prices 126, 198 Carrefour 44–5 private label 140, 147 China 276 product range 102, 240 international 205–6 quality of products 248 Kraft 70–1 yogurt 157 mindspace 76, 82 Altadis 80 premium brands 246 Amazon 46, 216, 220–4, 228, 236 Rakuten 225 Anheuser-Busch 48, 77, 81 Aditya Birla Retail 273 Appert, Nicholas 4 advertising 2, 10, 16, 45, 94, 95, 111 Apple 41–2, 78, 224, 236–7 Every Day Low Prices 130 Argentina 196, 198 expenditure on 84–5, 169 Ariel 110 in-store 86–7 Armor All 181 Ivory Soap 6 Asda 122, 186, 199 mindspace 79 advertising spend 85 price perception 30, 31 copycat brands 145–6 price wars 48 e-retailing 228 radio 9, 142 George brand 95 television 99, 200 Netto acquisition 123 advice 174 price wars 45, 64 Africa 251 COPYRIGHTEDAsia 58–9, MATERIAL 201, 202, 204, 211, 217 Ahold 17, 24–5, 196–7, 232 Aspirin 43 Albert Hein 245 asset turnover 23–5, 26 Alberto 76 Atlantic and Pacifi c Tea Company (A&P) Alberto Culver Company 76 7–8, 9, 141–2, 197 Albertsons 17 Auchan 127, 186 Aldi 2, 32, 42, 116, 137, 199, 242, 261 emerging markets 209, 272, 274, 275 brand resonance 239 fi nancial data 25 copycat brands 145 internationalisation 197 internationalisation 197 sales 80 bbindex.inddindex.indd 227777 66/1/2012/1/2012 112:24:112:24:11 PPMM 278 INDEX Audi 32 retailers’ branding model 84–6 Aussies Living Simply 42 second-tier brands 98–9, 244, 245–6, Australia 11, 13, 30, 42, 197 251–3, 256 Cadbury 145, 180, 195 sub-brands 94, 95 consolidation 17 umbrella 56, 93, 115, 159, 161 diamond trade 44 see also private labels discount chains 59 Branston Pickle 99 Staples 226 Brazil 55, 202, 269–70 Aveeno 97 Carrefour 11, 44–5, 196 Axe 93 grocery retail trade turnover 203 Azbuka Vkusa 32, 271 incomes 204 private labels 140, 141 B2W 270 retail market 207–9 Barnes & Noble 46 television advertising 200 Bass 4 BRF Brazil Foods 202 Batchelors 60 Brita 181 Bayer 43 Britannia 201–2 Beckham, Victoria 247 British Airways 39 Belgium 59, 145, 195 Budweiser 70 Bereghals 18 bull-whip effect 14 Best Buy 223, 234, 276 Bumble and Bumble 55 BI-LO 59 Burger King 267 Bic 92 Business Week 222 Big Bazaar 122, 245, 273 Buy.com 225 Big Star Supermarket 45, 135–6 Birch Box 248 Cadbury 70–1, 81, 99, 145, 180, 195, BlackSquare 262–3 239, 247, 252 BMW 32 Cailler 193 BOGOF (buy one get one free) 64, 185 Camel 10, 70 Bollinger 105 Campbell’s 70, 181, 254 Boo.com 223 Canada 11, 31, 32 Bookeen 46 Amazon 223 Boots 95 cola market 47 Botanics 95 diamond trade 44 brand leaders 100 discount chains 59 brand loyalty 21, 42, 87, 166, 168, 186 Doritos campaign 75–6 China 276 Maple Leaf Foods 77–8 consumer research 180 Onlinegrocer.ca 231 cost of switching brands 104–5, private labels 141 109–10, 113, 115 Safeway 124, 197–8 private labels 154–5 Carrefour 2, 11, 17, 44–5, 94 promotions 185 category objectives 178 brand positioning 1, 29, 56 delisting of products 110 brand proliferation 53–4, 60, 66 emerging markets 204, 208, 209, branding 3–5, 8–10, 21, 66, 142, 241–4 212, 269, 272, 274, 275 brand management 256–7 Europa Discount 59 manufacturer strategies 244–57 face-care products 95–6 bbindex.inddindex.indd 227878 66/1/2012/1/2012 112:24:112:24:11 PPMM INDEX 279 fi nancial data 24, 25, 29 sales 10, 73 gluten-free products 151 segmentation 40–1 internationalisation 196, 197 Shopkick 234 Jacques Vabre coffee 183 Superunie confl ict 111 mindspace 245 war with Pepsi 42 prices 127, 128 Coles 11, 13, 17, 59 private label 139, 140 Colgate 70, 73, 92, 158, 234 promotions 88–9 collusion 43–4 sales 80 Comet 135 cartels 43–4 commoditisation of brands 38 Casino 120 Companhia Brasileira de Distribuicao Casino Guichard Perrachon & Cie 45 45 category captains 174, 180–1 competition 28, 65, 166, 244 category lieutenants 182 consolidation 44 category management 173, 174, 177–82, copycat brands 148 183, 188, 189 differential advantage 120 Century Mart 59 marketing orientation 50 Changhong 49 price wars 38–9, 47–8 Chef Boyardee 135, 267 retailers 116, 241, 257–8 China 59, 102, 202, 261, 274–6 selling strategies 16–17 Amazon 223 shopping experience improvements Danone biscuits 251 62 grocery retail trade turnover 203 ConAgra Foods 87, 266, 267 incomes 204 consolidation 17–18, 44–5, 50, 80–1, mergers and acquisitions 205–6 212, 261–2, 276 price wars 49 see also acquisitions private labels 141, 161 consumer contact 86–8 property acquisition 211 consumer research 180 retail market 206, 207–9, 239 convenience 33, 34, 61, 107, 137, 218, tea from 7 229, 244 television 200 Convenience Retail Asia 275 Yihaodian.com 228 convenience stores 33–4, 58, 96–7, 102, Chiquita 115 119, 137 chocolate 96–7, 247 cooperation 166, 180 choice 96–8, 247 Coors 81 Chrysler 39 copycat brands 144–6, 147–8, 153, 157, Clairol 156 161, 255 Clarke, Philip 83–4, 152, 227 cost of switching brands (CSB) 104–6, Clorox 181, 182, 234 109–15, 116, 172–3, 246 Club Perekrestok 90, 124 cost of switching stores (CSS) 106–10, Cobra India 81 112–15, 116, 172–3 Coca-Cola 2, 70, 154, 159, 235, 242 Costco 16, 59, 116, 199, 247, 261 brand value 157 category objectives 178 category management 180, 181 prices 48, 97, 129 fi nancial data 25 private label 114, 139–40, 149, internationalisation 195 150 price differences 47, 65 sampling 89 bbindex.inddindex.indd 227979 66/1/2012/1/2012 112:24:112:24:11 PPMM 280 INDEX costs 27–9 Dollar stores 116, 181, 199 customer profi tability 176–7 Dom Pérignon 105 discounter strategy 11 Doritos 75–6 fi xed 14, 28–9, 38, 39, 55, 177 Dove 251 ineffi ciencies 15–16 Dr Pepper 42–3 operating 27, 30 Duracell 70, 156 private label 153 dynamic pricing 65 trade marketing 174–6, 189 Cott Corporation 266 e-commerce 216–17, 240, 270, 274 coupons 137, 169 e-grocery 215, 216, 219–20, 227, Crest 93 228–33, 235, 236, 262 Crisco 156 E-MART 19 Cullen, Michael J. 8–9, 28, 142, 143, e-retailing 213, 215–37, 258, 262–3 195, 240, 260 current trends 234–5 customer profi tability 176–7 development of 215–17 customer value 170, 171–2, 188, 246 failures 232–4, 236 Cybook Opus 46 features and benefi ts 218–20 Czech Republic 208, 211 implications for manufacturers 235 online-only grocers 228–32 D-Group 18 premium brands 248 Dabur 206 Russia 272 Danone 29, 70, 73, 157, 158, 160, 251 successful business models 220–6 Darty 134 traditional retailers 226–8 De Beers 44 Eagle Snacks 48 Dean Foods 265 eBay 216, 226 Del Monte 115 Ebony Retail Holdings Ltd. 65 delisting of products 99, 102, 103, 110, economies of scale 4, 27, 49, 56, 84, 114, 116 99, 185, 195, 256 dependence 171, 177, 185 Edah 114 Dia 186 effi cient customer response (ECR) 173 Diageo 73, 74, 145, 158 eFoodDepot.com 231 Diao 202 electronic data interchange (EDI) 173, Diapers.com 220, 222 184 differential advantage 116, 119–38 emerging markets 140, 200–12, 232, attributes 119–20 239, 250–1, 255, 261, 269–76 fresh produce 120–2 environmental issues 42 loyalty cards 123–5 eReader 46 multi-segmentation 122–3 Esselunga 259 price 65, 125–37, 138 Euro Shopper 147 private labels 152 Europa Discount (ED) 59 quality 61–3 Europe direct product profi tability (DPP) 171 consolidation 17 discounter strategy 11–12, 31–2 discounters 31 see also hard discounters e-retailing 217 Disney 234 GDP growth 203 distribution 5, 7, 116, 205, 243, 244, 252 hypermarkets 58 Dole 115 internationalisation 196–7 bbindex.inddindex.indd 228080 66/1/2012/1/2012 112:24:112:24:11 PPMM INDEX 281 L’Oréal 180 forward buying 14–15 Payback programme 123 Foster’s Group 81 price-related advertising 30 France 127, 134, 186, 261 private labels 139, 140 Amazon 223 regulation of retailing 167 internationalisation 194, 195 retail development 261 private labels 141 retailer concentration 255 franchising 76–7 EverClean 181 Fred Meyer 17 Every Day Low Prices (EDLP) 20, 34, Fresh & Easy 197 129, 130–2, 133, 138, 198, 249 fresh produce 35, 120–2, 137, 176, 229 exclusivity 173, 189, 252 Fresh Step 181 Freshdirect.com 230–1 Facebook 76, 235, 236 Friskies 70 Fanta 70, 111 Frito-Lay 48, 101, 169–70, 181 fashion retailers 65 full-scale representation 205 fast moving consumer goods (FMCG) Fyffes 115 2, 8, 14, 79, 165, 199 choice and variety 96 Galanz 49 consolidation 262 Gallaher 80–1 e-retailing 215, 258 GB 59, 145 emerging markets 202–3, 274, 275–6 General Mills 181, 234 industry transformations 239–40, General Motors (GM) 39 244, 251, 257, 260 generics 143–4, 146–7, 153, 161 inventory ineffi ciencies 15 George 95 low-added-value nature of retailing 32 Germany mindspace and shelfspace 67, 69, 71, Aldi 32 74, 100 Amazon 223 new product breakthrough 47 e-retailing 216 prices 54, 64 hard discounters 12, 126 private labels 139 in-store advertising 87 product ranges 28 internationalisation 197, 198–9 purchase decisions 102 private labels 141, 150 sales 73 Giant 197 trade marketing 166, 169 Giant Tiger 58–9 UPC codes 18–19 Gillette 70, 79, 92, 156, 159, 180, 239, Fields 59 246 fi ghter brands 252 Glad 148, 181 fi nancial structure 23–7, 35 gluten-free products 151 fi rst-mover advantage 59, 122, 200 Google 224 Food Basics 31 Greece 196 Food Lion 45, 135–6 Green & Black’s 252 Foodmaster 15 Green Perekrestok 29–30 Foodworld 58, 94, 102, 114, 147, 151, Grocery Manufacturers Associate of 245, 273 America 26 Ford 39 Grupo Bimbo 202 Ford, Henry 49 Grupo Pão de Açúcar 55, 140, Fortinos 32 269 bbindex.inddindex.indd 228181 66/1/2012/1/2012 112:24:112:24:11 PPMM 282 INDEX handling costs 27, 175, 184 Ikeda 225 hard discounters 12–13, 26–7, 29, 57–8, image 94–6, 100, 173, 247 59, 66, 129 Imperial Tobacco 80–1 differential advantage 125–6 importing 205 distribution channels
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