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 277277 66/1/2012/1/2012 112:24:112:24:11 PMPM 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 278278 66/1/2012/1/2012 12:24:1112:24:11 PMPM 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 279279 66/1/2012/1/2012 12:24:1112:24:11 PMPM 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 280280 66/1/2012/1/2012 12:24:1112:24:11 PMPM 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 281281 66/1/2012/1/2012 12:24:1112:24:11 PMPM 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 116 impulse categories 111 Every Day Low Prices 130–1, 132 Inbev 81 location of stores 57 independents 12, 72, 121, 142 market share 127 India 56, 94, 102, 200–2, 261, 272–4 mindspace 245 Big Bazaar 122 private labels 146–7, 154 Cadbury 71 product ranges 102, 240 discount retailers 31 value brands 249 e-retailing 232 Head & Shoulders 54, 55 fashion retailers 65 Healthy Choice 267 Foodworld 58 HEB Grocery Company 57 grocery retail trade turnover 203 Hefty 148 incomes 204 Heineken 70, 83 mergers and acquisitions 206 Heinz 2, 60, 76, 159, 193, 194, 254–5 Payback programme 123 Hellman’s 135 private labels 141 Hemkop 18 QR codes 19 Henkel 92 restrictions on foreign investment Hero Supermarket 200–1 212 Hershey 2, 159 retail market 12, 207–9 Hidden Valley 181 RPG Group 59 high-low pricing 34, 132–4 Subhiksha 129 Hindustan Unilever Limited (HUL) value brands 250, 251 201, 250–1 Indochino 263 Home Depot 252 Indonesia 198, 200, 201, 211 Homegrocer 232, 233 industrial brands 245, 256 Homeplus 19–20 see also private labels Hong Kong 58, 102, 198 information 89–91, 173–4, 180, 221 HP 234 information technology 65, 240 Hudson’s Bay Company 59 see also technology Huggies 70 innovation 157–8, 253, 255, 260 Hungary 200 Intel 234 Hunt’s Whole Tomatoes 135 Intermarché (ITM) 127, 197 ‘hustle’ strategies 13, 38–9, 45–9, 167, internationalisation 193–213, 223, 255, 168 256 hypermarkets 56, 58–9, 137, 196, 259 see also emerging markets emerging markets 207–9, 271, 273, Internet see e-retailing 276 inventory costs 175–6 product ranges 28, 102 iPod 78 Italy 223, 259 ICA 18 Ivory Soap 5–6 identity 242–3 IGA 30 J. C. Penney 20 IKEA 211, 212, 250 Jacques Vabre 183

bbindex.inddindex.indd 282282 66/1/2012/1/2012 12:24:1112:24:11 PMPM INDEX 283

Jammie Dodgers 145 Li & Fung Group 275 Japan Lianhua 59, 102 Amazon 223 Liby 202 e-retailing 216 Lidl 2, 31, 57, 145, 186, 198 earthquake in 20 Lindt 193 GDP growth 203 Lipton 70, 145 Rakuten 225–6 Loblaws 11, 32, 112, 149, 245 Starbucks 75 location 12–13, 32–5, 56, 57, 108, 119, tea from 7 137, 255–6 Zen Nippon Shokuhin 90 logistics 14, 156, 185, 223 Japan Tobacco 80–1 London 3–4 John Lewis 134 L’Oréal 55, 73, 95–6, 158, 180, 252 Johnson & Johnson 97, 145, 181 loyalty programmes 2, 19, 33, 89–91, 115, 123–5, 129 K Raheja Group 273 Lubriderm 97 Kaufl and 198 Lyons 60 KC Masterpiece 181 Kellogg’s 25, 70, 85, 158, 159, 180, 194 Magnit 211, 271 Keon 202 Malaysia 59 KF Group 18 manufacturers 1–2, 3, 21 Kindle 46 brands 4–5, 8–10, 84, 142, 155–6, King Kullen Grocery Company 9 186, 243, 244–57 Kingsford 181 communication with consumers Kirkland Signature 89, 114, 149 86–7 Kit Kat 60 cost of switching brands 109–10, 113, Knorr 201 114, 116 Kobo 46, 226 differences between retailers and Kodak 70, 199 23–35 Kraft 70–1, 81, 92, 239 direct selling to retailers 6–7 category management 181 e-retailing 235 fi nancial data 25 future trends 261–3 R & D spending 158 industry transformations 239, 240–1, Shopkick 234 259–60 Kroger 8–9, 17, 58, 157, 198 internationalisation 193, 194–6, fi nancial data 29 200–6, 212 high-low pricing 132 market orientation 39–42, 50 private label 134, 141–2, 144–5, 151 middlemen 5–6 sales 80 mindspace 67, 69–71, 74–9, 82, 83, Krug 105 91–100 Kwik Save 31 outsourcing 39 pressure for discounts 258–9 Lean Cuisine 93 price discrimination 136 Leclerc 127, 128, 129 price wars 49 Lever Brothers 40, 193 private labels 153, 154–61, 162, 257, leverage 23–5 265–7 Levi Strauss 96, 234 promotions 14–15 Lexus 32 retailer discounter strategy 11–12

bbindex.inddindex.indd 283283 66/1/2012/1/2012 12:24:1112:24:11 PMPM 284 INDEX

sales force wars 43 Miller 77 segmentation 39–41, 54 mindspace 67, 69–70, 74–9, 82, 116, selling strategies 16–17, 38–9 259 shelfspace 71–4, 78–81, 82, 100, 101, battle for 83–100 102–3 manufacturer strategies 244, support for new retailers 199–200 245–6 takeovers 60 premium brands 246, 248 trade marketing 165–90 private labels 159, 261 year of launch 70 Mixa bébé 55 Maple Leaf Foods 77–8 mobile apps 234–5, 236, 263 marginal satisfaction 104, 105, 106 Molson-Coors 81 market concentration 17–18, 255 More. 56, 273 marketing 1, 53–67, 240, 256 Morrisons 85, 115, 121–2, 134, 231, control of marketing-mix variables 239–40, 259 88–9 Mrs Smith’s Apple Pie 135 fragility of marketing orientation Müller 157 37–51 Myer 95 industry position 42–5 premium brands 248 Nabisco 135, 239 segmentation 39–41, 50, 53, 54–60 National Pretzel Co. 267 sensory 87 Nescafé 70 support 172 Nespresso 248–9 tactical 74–6 Nestlé 60, 92, 157, 193 value brands 249–50 category management 181 see also trade marketing Nespresso 248–9 Marks & Spencer 24–5, 32, 134, 150–1 private label production 2, 159 Marlboro 47, 70, 157 R & D spending 158 Mars 81, 159, 247, 249, 251 sales 73, 80 mass merchandisers 58, 107 Netherlands 111, 141, 252 mature markets 37–8 Netto 123 Maxwell House Coffee 135 new products 47, 183, 251, 253–5 Mazola Oil 135 New Zealand 102 McCain 2, 159 niche brands 244, 252 McDonald’s 265 Nicole 96 me-too brands 45, 46–7, 57, 244, 253, Nike 242 254–5 No Frills 32 Mercadona 94, 126, 147, 151, 186, 245 Noboa 115 Mercedes 32 Nook 46 merchandising 27, 89, 167, 175, 188 No7 95 Method 42, 182 Novatium 251 Metro Group 87, 196–7, 199, 271 novelty 97, 247 emerging markets 208, 209–10, 272 ﬁ nancial data 24, 29 obsolete goods 176 sales 80 Ocado 228–30, 235 Mexico 197, 198, 202 Ofﬁ ce Depot 226 Midas 77 O’Key 271 middlemen 5–7 Old Spice 156

bbindex.inddindex.indd 284284 66/1/2012/1/2012 12:24:1112:24:11 PMPM INDEX 285

Onlinegrocer.ca 231 Pizza Hut 215–16 OPEC (Organization of Petroleum Playtex 2, 159 Exporting Countries) 43–4 Plenitude 95–6 OPI 96 Poland 200, 211 Oreo 71, 135 power Orville Redenbacher’s 87, 267 balance of 1–3, 20, 112, 113, 165–6, Otto Group 228 240 out-of-stocks 26, 103–4, 108, 109–10, brand 235 112, 114 sources of 243 outsourcing 37, 39, 74, 259 Premier Brands 99 overcapacity 37–8 premium brands 32, 146, 161, 245, Oxo 99 246–9, 256 Oxydol 156 premium-plus private labels 150–1, 153, Ozon.ru 225 162 premium pricing 34, 47, 134 packaging 4, 5, 87, 184, 188 premium private labels 30, 149–50, 153, copycat brands 145–6 162 costs 27, 174, 175 presence elasticity 111 Pactiv 148 presence, in-store 88, 102–3 Pak’ n Save 102 President’s Choice 139, 149 Palmolive 40, 73, 158, 234 prestige brands 94–6 PAM 267 Price Club 59 Pampers 10, 29, 70, 180 PriceMinister 225 Pantaloon Retail 273 prices 3, 26–7, 54, 88–9, 174, Pão de Açúcar 55, 140, 269 258–9 Paris 3–4 branding needs 244 ParknShop 58, 102 Chinese consumers 276 Payback programme 123–4 choice of retailer 33, 34 Pear’s Soap 5 differential advantage 65, 120, PepsiCo 42, 47, 48, 70, 154 125–37, 138 category management 180, 181 discrimination 123–4, 132, 136–7, Doritos campaign 75 179 Frito-Lay 169–70 e-retailing 218–19, 221, 222, 229 private label production 2, 159 guarantees 134–6, 137 R & D spending 158 manufacturer brands 9–10, 156 Russia 206 mobile apps 263 sales 73, 80 perception of 29–32, 35, 64, 126–9, Perekrestok 102, 147 131 Perrier 184 premium brands 247–8 Pets.com 220, 233–4 price wars 38–9, 43, 45–9, 50, 64, pharmaceutical industry 43 132 Philip Morris 25, 47–8, 73, 80, 158 private labels 143, 150, 151 Philippines 200 retailers’ price imperative 63–5 Phillips-Van Heusen 76 selling orientation 13, 16–17 Pick ‘n Pay 42, 133, 140–1, 149, 245 trade marketing 183, 188 Piggly Wiggly 8 value brands 245, 249, 250 Pillsbury 135 Primedia 87

bbindex.inddindex.indd 285285 66/1/2012/1/2012 12:24:1112:24:11 PMPM 286 INDEX

private labels 2, 92, 138, 139–63, 186, segmentation 40, 41 244, 257 Shopkick 234 benefi t-based 151 Tide Free 42 brand equity 25 trade marketing 169 brand portfolios 152 product parity 37 category management 179 product ranges 28, 102, 156, 179, 221, China 276 229, 240 chocolate market 247 see also SKUs copycat 144–6, 147–8, 153, 157, 161, profi t margins 23–7, 28, 241 255 category management 179 cost of switching stores 108, 113 discounter strategy 11 e-retailing 235 e-retailing 224, 233 early 7–8 Every Day Low Prices 131 evolution of 141–2 internationalisation 195 growth in 262 overcapacity 38 high-low pricing 134 private labels 143 IGA 30 size of manufacturer 79–80 implications for manufacturers total system profi tability 155–6 154–61 trade marketing 170, 172, 173, Metro Group 210 176–7 mindspace 261 value brands 251 new products 254–5 Progressive Grocer 1, 107 premium 30, 149–50, 153, 162 promotions 16, 35, 43, 45, 88–9, 114, premium-plus 150–1, 153, 162 168 price discrimination 137 Coca-Cola/Pepsi 42 product parity 37 cost of switching brands 106 promotions 88–9 costs of 130 re-emergence of 142–4 expenditure on 169 retail buyers 260 fall in sales 26 risks for retailers 153–4 forward buying 14–15 shelfspace 72, 79, 100, 101, 103, 114, high-low pricing 132 155, 161 price perception 128 Tesco 64 split baskets 30 top manufacturers 265–7 tactical marketing 74–6 trade marketing 183 trade marketing 185 value brands 249 US supermarkets 170 Proctor & Gamble (P&G) 5–7, 92, 159, property acquisition 211–12 193, 239 Publix 198, 232 advertising spend 85, 86 Purina 2, 159 category management 181 Pyaterochka 59 fi nancial data 25 Gillette acquisition 79, 246 QR codes 19–20, 87, 244 in-store advertising 87 Quaker 181 innovation 260 quality 31, 48, 54, 126, 242 Old Spice 156 as differential advantage 61–3 R & D spending 158 e-retailing 229 sales 73, 80, 86 losing mindspace 77–8

bbindex.inddindex.indd 286286 66/1/2012/1/2012 12:24:1112:24:11 PMPM INDEX 287

price-sensitivity 131–2 sub-brands 94, 95 private labels 149, 161 top suppliers 92–3 Quidsi 222 trade marketing 165–90 Quinnsworth 60–1 value brands 249 Quizno’s 267 ‘wheel of retailing’ 46 see also hard discounters; private Rakuten 225–6 labels; supermarkets Ralcorp Holdings Inc. 265–6 return on equity (ROE) 23–5, 26–7 Ralph Lauren 76 Revlon 234 Ralston Purina 2, 159 Rewe 150, 197, 209 Real Hypermarkets 210 Rhino Cash and Carry 186 Reckitt Benckiser 85, 206 ‘riﬂ e brands’ 56 Red Bull 70 RJR Nabisco 2, 48, 159 Reliance Retail 200–1 ‘route to market’ 187–9, 255–6, Renault 251 257 retailers 1–2, 3–4, 20–1, 257–9 Rowntree 60, 247 battle for market share 10 Royal Exchange (London) 3 brand takeovers 60–1 RPG Group 59, 273 branding 242–4 rules 45, 46 concentration 17–18 Russia 32, 102, 250, 270–2 consumer understanding 98 Club Perekrestok 90 differences between manufacturers grocery retail trade turnover 203 and 23–35 incomes 204 differential advantage 116, 119–38 Metro Group 209–10 direct selling to 6–7 PepsiCo 206 discounter strategy 11–13, 31–2 private labels 141 e-retailing 213, 215–37 property acquisition 211 early private labels 7–8 retail market 12, 206, 207–9, 239 emerging markets 200–12, X5 Retail Group 59 269–76 future trends 261–3 SABMiller PLC 81 growth rates 81, 82 Safeway 93, 239–40, 245, 267 image 94–6, 173 category captains 181, 182 industry transformations 239–41, e-retailing 232 259–60 gluten-free products 151 internationalisation 194, 196–200, internationalisation 197–8 212 local pricing 134 marketing strategies 50, 53–67, loyalty programme 124, 125 169 private label 147 mature markets 38 Sainsbury’s 63, 90, 122, 145, 258 mindspace 83–91, 100 advertising spend 85 new products 253–4, 255 category objectives 178 premium brands 246–8 convenience stores 33 sales 80 e-retailing 228 selling orientation 13–17 ﬁ nancial data 24, 29 shelfspace 67, 69–70, 72, 79, 100, private label 149, 154, 155, 266 101–17 shelfspace 101

bbindex.inddindex.indd 287287 66/1/2012/1/2012 12:24:1112:24:11 PMPM 288 INDEX

sales 24, 28–9, 73, 77, 85–6 ShopSavvy 234 Apple 41–2 signalling 45 Asia 204 Simon Malls 234 e-retailing 216–17, 220, 224, 226, SKUs (stock-keeping units) 28, 35, 53–4, 228 102, 114, 240, 259 emerging markets 208, 269, 270, category management 177 273, 274 cost of switching stores 107, 108, 110 mindspace and shelfspace 78–9 out-of-stocks 103–4, 109 price wars 39 store formats 57–8 private label manufacturers 265, 266, Smithﬁ eld Foods 266–7 267 Soap.com 222 sales force wars 43 Sodiaal 157 size of manufacturer 79–80 Sonia Kashuk 96 US grocery market 17, 18 Sony 46, 78 sampling 75, 89 South Africa Sam’s Club 16, 48, 59 in-store advertising 87 Sara Lee 76 Pick ‘n Pay 42, 133, 149 scent marketing 87 private labels 140 Schick 87 Rhino Cash and Carry 186 Schlitz 77 Woolworths 134 Schwans.com 231–2 South Korea 19–20, 198, 216, 223 Schwartz 197, 209 Southdale Shopping Centre 3 Schweppes 69, 70 Spain 94, 126, 141, 186, 196 Scoop Away 181 Spencer’s 59 Sears 226, 240, 259 split baskets 30 segmentation 39–41, 43, 50, 53, 54–60, Sprite 60, 70, 111 62, 66 St Ives 76 Amazon 222 Staples 226 differential advantage 122–3 Star India Bazaar 273 geographical 34 Starbucks 75 loyalty programmes 125 step changes 205–6 trade marketing 172 stock control 11–12, 89 Selfridges 194 see also out-of-stocks selling strategies 13–17, 38–9, 42–5, 50, Stop & Shop 197 167 store loyalty 106–7, 109–10, 112, 114–15, sensory marketing 87 166, 168–9 7UP 60 STP 181 Shanghai Bailian 275 strategy 245–6 shelfspace 67, 69–74, 78–81, 101–17, sub-brands 94, 95 169 Subhiksha 129 costs 175, 179 substitutability 37, 38, 40, 103–4, 109, packaging 184 155 private labels 72, 79, 100, 101, 103, Suchard 193 114, 155, 161 supermarkets 8, 58, 93, 123–4 Shopkick 234–5 chocolate confectionary 96–7 Shoppers Stop 273 convenience stores 33–4 shopping experience 32, 54, 62–3, 240 ﬁ xed costs 14

bbindex.inddindex.indd 288288 66/1/2012/1/2012 12:24:1112:24:11 PMPM INDEX 289

fresh produce 120–2 price wars 45, 48, 64 India 273 private label 139, 140, 149, 151, 152, prices 64, 126–8 154–5, 262 product ranges 102 Quinnsworth acquisition 60–1 Russia 12, 271 sales 26, 80, 85–6 shelfspace 78 shopping experience improvements store loyalty 107 63 target markets 62 Tesco Express 33–4 see also hypermarkets Tetley 60 superstores 58 Tide 110 Superunie 111 Tide Free 42 SuperValu 181, 232 Tommy Hilfi ger 76 Sweden 18, 140, 239 top-up shoppers 122 Switzerland 141, 195 Toys Holding Limited 275 Toys “R” Us 222, 234, 275 T&S Stores 33–4 trade marketing 2, 161, 162, 165–91 tactical marketing 74–6 benefi ts and costs 172–6 Taiwan 202 category management 177–82 takeovers see acquisitions confl ict with consumer marketing Taobao.com 274 182–4, 189, 190 Target 58, 96, 181, 234, 252 customer profi tability 176–7 target markets 34, 35, 55, 62, 120 customer value 171–2, 188 Tata 251, 273 ‘route to market’ 187–9 technology 92–3, 99, 240, 242 strategic triangle of 170–1, 188 premium brands 245 Trader Joe’s 114, 140, 150, 151, 197 QR codes 19–20 transportation 5, 175 UPC codes 18–19 Treehouse Foods Inc. 266, 267 Tengelmann 197 TRESemmé 76 terms of payment 175 Trinity Limited 275 Terry’s 247 Tropicana 29, 70 Tesco 58, 122, 239, 245, 258 Trump, Donald 76 advertising spend 85 trustworthiness 20 area pricing 134 Turkey 208 Clubcard 64, 65, 90 convenience stores 33–4 Uni-President Enterprises 202 e-retailing 215, 217, 227–8, 230, 233 Unilever 2, 92, 251 emerging markets 207–9, 211, 212, acquisitions 60, 76 274, 275 advertising spend 85, 86 F&F 95 copycat brands 145 fi nancial data 24, 25, 29 fi nancial data 25 gluten-free products 151 Indonesia 201 Homeplus 19–20 private label production 159, 160 internationalisation 197 R & D spending 158 long-term vision 83–4 sales 73, 80, 86 loyalty programme 2, 90 Shopkick 234 packaging 174 staff reductions 74 Premier Brands 99 trade marketing 169

bbindex.inddindex.indd 289289 66/1/2012/1/2012 12:24:1112:24:11 PMPM 290 INDEX

United Biscuits 145–6, 247 shopping habits 106–7 United Kingdom (UK) Wal-Mart Express 122, 123 advertising spends 85 Wegmans 186 Amazon 223 Whole Foods 134 Asda 186, 199 UPC codes 18–19 Boots 95 urgent purchases 108, 115 brands 4, 5 Utkonos.ru 272 Cadbury 99, 145 chocolate market 247 value 170, 171–2, 188, 246 convenience stores 33–4 value brands 245, 249–51 e-retailing 216, 228–9, 231 Van den Bergh 252 internationalisation 193, 194, 196, 197 variety 96–8, 247 Marks & Spencer 32 vertical integration 8, 121 Morrisons 115 Vesuvinum 4 price guarantees 134 Vietnam 200, 211 price wars 48, 64 Vishal Megamart 31 private labels 141, 151 Vodacom 251 retail competition 258 volume sensitivity 26, 35, 55 retail margins 233 Tesco’s market share 239 Waitrose 151, 229 top-up shoppers 122 Wal-Mart 2, 17, 58, 116, 168, 221, 239, Woolworths 15–16 242 United States (US) category captains 181 Amazon 223 e-retailing 232 Boots 95 emerging markets 207–9, 211, 212, brands 4, 5 269, 272, 274–5 consolidation 17 ﬁ nancial data 24, 25, 29 discounter strategy 11 George brand 95 Dollar stores 116 gluten-free products 151 e-retailing 215, 217, 230–2 growth of 11 GDP growth 203 internationalisation 197, 198–9, 223 geographical separation of stores 57 mindspace 245 grocery sales 12, 17, 18 Nicole 96 hypermarkets 58 online sales 228 internationalisation 193, 194, 195, packaging 175 196, 197 prices 20, 48, 64, 89, 120, 129, 130, new product introductions 47, 101 222 out-of-stocks 26 private label 139, 140, 147–8, 151, 266 price guarantees 135–6 product range 28, 102, 240 price wars 45 proﬁ ts 251 private labels 139, 140, 141, 151 sales 80 promotions 170 Wal-Mart Express 122, 123 regulation of retailing 167 Walton, Sam 11, 129 retail development 261 warehouse stores 59, 66, 107 retail margins 233 Wayne by Wayne Cooper Collection 95 retailer concentration 255 Webvan 215, 227, 232–3 Safeway 125 Weetabix 2

bbindex.inddindex.indd 290290 66/1/2012/1/2012 12:24:1112:24:11 PMPM INDEX 291

Wegmans 57, 186 Yakult Honsha 157 Wendy’s 267 Yihaodian.com 228 ‘wheel of retailing’ 46 yogurt 157 Whole Foods 32, 134, 140, 267 Yoplait 157 Woolworths 13, 15–16, 17, 134, 194 Wrigley 19, 70, 81, 180 Zappos 220, 222, 224–5 Wumart 275 Zeeuws Meisje 252 Zen Nippon Shokuhin 90 X5 Retail Group 29, 59, 90, 270 Ziploc 148

bbindex.inddindex.indd 291291 66/1/2012/1/2012 12:24:1112:24:11 PMPM bbindex.inddindex.indd 292292 66/1/2012/1/2012 12:24:1112:24:11 PMPM