Rachel Costello

A wet summer in the UK is likely to be at the forefront of trading updates once again this year as retailers grapple with the unseasonable weather and its impact on full price sales. Retailers are making changes to minimise the impact of increasingly unseasonal weather patterns, from bringing in products later to introducing more transitional collections between seasons. But weather proofing product ranges is easier for some than others. Some are changing their approach to traditional sales periods. Read more… https://lnkd.in/ehmeHrdZ

6

It was Christmas 2008 & I was buying one of Tesco’s largest categories, but I knew something had to change. I’d been buying for over 10 years & was now leading the Spirits category, which as well as being very big, is also one of the most seasonal in the Store.  So HUGE uplifts in the last 6 weeks of the year. We’d done it (again).  All the big plans executed, trade drivers landed, availability where it should be. But the thrill was gone.  It used to be doing the big deals that energised me, but increasingly it was now the plan, the analysis, the thinking, the strategy. The satisfaction of doing the work to properly understand: - what different consumers wanted - how the Shopper shopped - what was really driving category performance - and how it could be improved. Doing all that work and seeing it land in Store & deliver what we wanted it to do. Optima Retail wasn’t the plan at that stage – my first non-buying role was to project manage the Tesco Range Customer plan, working with Dunnhumby to improve ranging across the Store & launch Shelf Review. It was, however, the start. The moment which I can look back on which started the journey, which led to leaving Tesco 4 years later, and which ultimately is the reason I’m here doing this today, another 12 years on. Ever since I got my first lesson in category management, long before that moment in Tesco, I’ve been fascinated by how categories work.  How a good range is built, and the mistakes the bad ones make. By the levers you can pull to unlock new category growth. By the fact there are ALWAYS opportunities to improve… And by the art of taking all that data & insight & crafting it into simple, but compelling stories that inspire. So that’s what we now do. For me taking the best bits of Buying – which honestly at the time was probably less than a quarter of my week.  And now doing it full time, all week, all year.  Running a small business is not easy.   There’s been a lot of ups and downs. But ultimately the challenge isn’t you vs the market, its you vs you. There’s always a way through, always a solution. And when you are doing something you love, and you’re all in, I guess it just makes you push that little bit harder until you find it. #categorymanagement #Entrepreneurship #CareerJourney Tesco HQ Photo : Gordon Joly via Wikimedia Commons

61

14 Comments

What happened in retail this week? 👇 - Asda pushed its debt burdens into the next decade after refinancing more than £3.2bn of debt. - Lidl GB announced £500m investment in the British pork industry as part of its commitment to sourcing from British producers. - Morrisons completed the £2.5bn MFG petrol forecourts sale. - Sainsbury's underlying pre-tax profits for the financial year were up 1.6% to £701m ahead of company expectations and grocery sales soared 9.4% over the period. - Aldi UK revealed that between 8am-9am and 7pm-10pm are the quietest times for customers to pick up their shopping ahead of the bank holiday. - Pets at Home opened two more stores on London high streets as it branches out from its typical retail park sites. - Co-op furthered its 100% free-range offer by introducing a white egg range to 2,400 stores. - Aldi UK launched a nationwide initiative to pinpoint prime locations for new store openings and has asked Brits to identify which areas across the UK need a new Aldi store, with suggestions to be submitted by 31 May. - Farmfoods is targetting 20-30 new stores as annual turnover passes £1bn. — — — — — — — I post the biggest stories from the UK’s biggest retailers each week. Connect with me to never miss a weekly update. #Retail #News #May 

47

Many Pet Food Manufacturers Sabotage Pet Shops. They tell them they want to support them, only to then try to sell to the consumer directly. They say they will never sell out, and then close deals with Pets at Home or Jollyes-The Pet People. They will promise to ''clamp down'' on Amazon price cutters, and then do nothing. There are tens of thousands of pet shops around the country, if they feel supported, they will do marketing for the brand, you silly billy. If they feel annihilated, they will trash your brand. All these pet shops want are returning customers. That's it. Anything that will get people to not come back, they will avoid. https://lnkd.in/eZZ2svRi

3

4 Comments

What a week... Our largest-ever retail order is packed and ready to go out to Boots UK - almost DOUBLE the size of our second-biggest order for retail. Our original 3 x SKUs and an additional 4 x SKUs, launching next month in over 160 new Boots locations. Well over 100,000 units packed and palleted ready for collection. A huge achievement as we expand further across our category in Boots due to significant uplifts in sales. Retail is fast becoming a key area of focus for us and there is no better time to stock the world's best zero-sugar, natural vitamin and electrolyte hydration sachets! A huge well done to the ViDrate team for the rapid turnaround (on top of a record order for Amazon and a huge increase in online orders). Myself and the ViDrate team are also super excited to reveal a huge announcement with Boots in 2-3 weeks time - stay tuned! Just in time to finish the preparation for a flavour launch in approx 2 hours! #retail #growth #boots #expansion #entrepreneur

166

45 Comments

Another set of strong results from TJX this morning. Quarterly sales are up by 6.0%, adding to a string of gains. For the nine-month period to-date, TJX’s sales are up by 35.6% over 2019 – an increase of $10.5 billion in monetary terms. The consumer mood for value-focused indulgence is firmly in TJX’s camp, but the retailer deserves enormous credit for translating this into sales gains through great buying skills. There is also a very solid consistency to the TJX numbers which underlines how well the business executes on its plans, even in an environment that is very changeable. This operating prowess extends from corporate offices down to regional and store management teams. There is an air of quiet competence about TJX and its teams at all levels – and this should not be underestimated in driving success. #retail #retailnews #value #offprice #apparel #homewares The TJX Companies, Inc.

304

18 Comments

Behind the optimistic headlines of 3.5% YoY growth in UK retail sales in March, the picture is less rosy. According to a recent British Retail Consortium report, the growth is mainly driven by the food sector, which saw a 6.8% increase due to early Easter and inflation. Non-food sales in physical stores, however, remain flat and down 1.1% so far this year. Leaving many retailers out there praying for sun! Check out the link below for more details. https://lnkd.in/eFCcftxt

7

Excellent benefits

15

2 Comments

'Whatever you do, don't lose the Grocer 33'. This was the message we had every single week that I was at Asda, as a Buyer it was even more important. Asda have won the G33 for price every single year since 1997, but no more & I don't think they will ever get it back. When they lost it wasn't even close, Tesco won 20 weeks & Asda 13, Sainsburys won 10. Last year Asda won 32, JS 11 & Morrisons 1, Tesco didn't win any. So what has changed? The G33 now includes loyalty card prices, it's not just headline price. With 82% of Tesco's transactions using Club Card it makes sense, it does expose how off on price Asda really are. Asda have not been price leaders for over a decade despite winning the G33 for price. The G33 has Aldi & Lidl as guest retailers, but every single time they take part they win. This is the reality that Asda have hidden behind for too long & Customers have recognised it & that is one of the reasons why they are shopping elsewhere. Loyalty cards for Customers are part of their everyday, they don't leave home without them, especially when they are an app on their phone. Is Asda's loyalty card required to get the best prices? No, it's not. You collect cash using the Asda Rewards App, you then have to create a voucher that you can use when you have enough money on the pot. In other words, it's not easy! Loyalty cards must be easy to use to ensure they are used all the time, the harder they are the less valid they are. This is why Club Card, then Nectar then almost all the others have offers that are 'members only', in other words, only available to loyalty card holders but easy to access. Asda have given up price with a whimper, not a fight, after owning that award for 27 years. The changing of the guard happened a long time ago but this time Asda have to face the fact, they are no where near a price leader. Maybe they don't want to be? If that is the case, then what do they want to stand for? #theretailmind #GrocerGoldAwards #Priceleader #groceryretail

42

15 Comments

**Waitrose grows market share for first time in two years** Waitrose & Partners has grown its market share for the first time in two years as investments into its food range pay off. Kantar’s supermarket share and inflation update showed that spending at the upmarket grocer edged up 3.3%, helping to lift its market share by 0.1 percentage point to 4.5%. It is the first time Waitrose has experienced an increase in its market share since January 2022 and comes after the retailer has made several investments into strengthening its food offer, including relaunching its premium No1 range. Waitrose chair Sharon White insisted last month that the retailer was “back on track” and that the convenience sector was a top expansion priority for the upmarket grocer. Kantar head of retail and consumer insight Fraser McKevitt said: “We’re still waiting for the great British summer to break through the clouds, and we’re seeing the effects of that in our shopping baskets. “Over the past three months, sales of cold and flu treatments jumped by 35%, while sun cream dipped by 10% compared with last year, when we were enjoying the warmest June on record. Some shoppers aren’t letting the disappointing weather dull their glow, however, pushing up sales of artificial tan by 16%. “The retail landscape looks very different from 2010 when the last Labour government was in power – and so do our shopping trolleys,” he adds, explaining that we’re more likely to buy premium ground and bean coffee. Link to article in comments.

8

2 Comments

** FREE ** Webinar How to Sell to Supermarkets: a Buyer <> Seller Q&A ... ▶️ Our next Lunch & Learn webinar when we will answer YOUR questions is on Thursday 14th November at 12pm (UK time). So if you want to grow your Brand & have a question for us, or would just like to join for a lunchtime listen please sign up at the link below:- https://lnkd.in/eDHAmFmF And in the meantime, here is my answer to one of those we weren't able to get to last time... 🛡️ How Do You Protect Your Brand from Frequent Buyer Changes, or periods when there is no Buyer? 🛡️ Buyer turnover can be a challenge for any Brand, leading to loss of established relationships you've spent months, if not years building, as well as potential shifts in strategy. Here's how to protect your Brand & keep momentum strong: 🤝 1. Build Relationships Beyond the Buyer Cultivate connections with multiple stakeholders in the retailer organization (Category managers, Planners, Buying assistants, Supply chain, Marketing teams, etc). ↳ helps to maintain continuity during transitions & can find other champions of your Brand 🔄 2. Be Proactive During Vacancies When there’s a gap, stay engaged with temporary caretakers. Offer *additional support* (eg picking up extra jobs to support or questions to answer) & maintain maximum visibility. ↳ helps to keep your Brand top of mind when the new Buyer does arrive 📝 3. Document Key Wins & Strategies Keep a detailed record of performance data, category wins & past agreements. ↳  makes it easier to onboard new buyers quickly & continue driving the same strategy 💡 4. Educate New Buyers Quickly As soon as a new Buyer steps in, give the handover yourself: summarise live issues & present a *clear story* articulating the £££ opportunity on your Brand. ↳ strong first impressions can prevent a "reset" & keep momentum going ✅ & finally 5. Get Stuff Done when you DO have a Buyer Focus on building momentum ALL the time: bring ready to action solutions which just take the Buyer to say *YES* ... so you can take care of the rest. Anything that requires additional work or further discussion/negotiation Retailer-side joins a long to do list of other things to do, some of which unfortunately may never get done. ** Summary ** Buyer turnover is inevitable, but with a proactive strategy your Brand can remain resilient & even GROW whilst others wait around for the new Buyer to (eventually) pick up the phone. 🚀 About us:- I worked as a Buyer at Sainsbury's & Tesco for over 10 years, before going on to specialise for the next 10 in Insight, Category Management & Growth Strategy. I will be joined on the webinar by Paul James Harvey who has almost 30 years experience working in Sales, unlocking new distribution & driving growth for a range of leading UK drinks brands before moving on to enjoy similar success in a number of other sectors. #CategoryManagement #Sales #FMCG #CPG #RetailStrategy #BrandResilience #BuyerTurnover #Webinar

21

3 Comments

What happened in retail this week? 👇 - Morrisons strikes called off as workers win pension dispute. - Tesco installs anti-theft smoke machines at high-risk stores. - Lidl GB has made it 10 months in a row as the UK’s fastest-growing brick-and-mortar supermarket. - Tesco has achieved its highest market since February 2022, growing 0.6 percentage points to 27.7%. - Sainsbury's’s has agreed to sell most of its banking arm to Natwest Group and expects to complete the transaction in the first half of next year. - Morrisons is celebrating 125th birthday with ‘Basket Bonuses’ for its loyalty card holders - Asda’s market share has fallen by almost 1 percentage point in the past year, from 13.7% to 12.8% as sales continued to fall over the last 12 weeks. — — — — — — — I post the biggest stories from the UK’s biggest retailers each week. Connect with me to never miss a weekly update. #Retail #News #June

30

1 Comment

🔴 Raw Dog Food Is A Circus 🔴 The disparity in quality is beyond a joke. Some even add 20% rice, or peas or whatever they like, calling it complete. Some include 4% bone, calling it complete. Some up to 15%! (also calling it complete 😂 ). We have companies adding no veg, whilst others add 50% veg. We have companies offering 40% on boarding discounts, others giving stuff away for free, undercutting the very retailers they supply. All companies undercut each other, driving profits down. Realising they are just another commodity, fighting to minimise churn and for the same pool of customers. No raw dog food company has a realistic moat around it, because they all rely on price and discounts and deal with churn. Don't get me wrong, there are some good actors in there. With regards to quality and labelling, maybe Pet Industry Federation (PIF) or FEDIAF - The European Pet Food Industry could offer some insights/regulation. As companies won't regulate themselves. And the new consumer is totally lost with all these disparities, one only has to check out the amount of questions people have on FB groups. I'm a huge raw food advocate, but to say there aren't problems is simply silly. Raw dog food is meant to be better than kibble - well, it isn't at present in a lot of cases. Natures Menu Ltd ProDog Raw Jollyes-The Pet People Pets at Home Nutriment Durham Animal Feeds Paleo Ridge Naturaw | B Corp Bella & Duke LUNA & me Poppy's Picnic - the home of raw dog and cat food Raw Feeding Veterinary Society

1

**Waitrose to open 100 new convenience stores in £1bn expansion** Waitrose & Partners is set to open 100 convenience stores over the next five years as part of a £1bn-plus investment in new outlets and shop refurbishments. The premium grocer is planning to open a revamped outlet in Finchley Road, north London today (21 August). This will launch a new phase of expansion with its first new store in six years, set to open in Hampton Hill, west London by the end of the year, The Guardian reported. Waitrose executive director James Bailey, said that over the next five years, the group plans to open up to four large supermarkets, along with several Little Waitrose shops, some of which may involve relocating from existing sites. He said older stores were also being refurbished to feature “more of what people expect from us and love such as counters, unequalled service and a lot more fresh food”. Bailey added that Waitrose is continuing to invest in technology to prevent gaps on shelves, following IT problems and a warehouse fire that caused stocking issues in 2022 and last year. The new openings follow Waitrose’s recent recovery in market share after a challenging period, during which it faced intense competition from M&S, and the impact of the cost-of-living crisis, driving shoppers to seek cheaper alternatives. Data from Kantar show that in the three months to 4 August, Waitrose recorded its strongest growth since November 2023. It is the first time the retailer has experienced an increase in its market share since January 2022 and comes after it made several investments into strengthening its food offer, including relaunching its premium No1 range. Link to article in comments.

19

2 Comments