My shop sees me….

                                                                                                       Jiro Bevis
Given e-tailers ability to track every mouse-move to help customise sites and maximise the likelihood of a purchase, it was only a matter of time before  bricks-and-mortar stores were able to give shoppers some much needed attention via computer analysis of their instore behaviour via security cameras, even saving surveyed consumers the bother of saying one thing and doing another….

Added to their ability to track mobile phone signals instore, retailers can now use direct feed from a store’s existing security camera system, run it through software which analyses the video and correlates it with sales data. The software can also integrate data from hardware such as RFID chips and motion sensors to track how often a brand of cereal is picked up or how many customers turn left when they enter a store…

Early days, but initial research already appears to indicate that many shoppers pay more attention to centre aisle than end-of-gondola displays..

Some are testing facial-recognition software that can identify shoppers’ gender and approximate age, whilst others are using mobile phone-number analysis to check shopper nationality.  Opportunity for ultra-sensitive in-pocket scanning of credit-cards to tie the data-set together?

Apart from the need to reconfigure store layout, assortment and displays to optimise the insight and pre-empt privacy issues, all that remains is for stores to analyse staff behaviour and try to get them to echo even a small proportion of the attention their technology is giving the shopper…  

Have a cautionary weekend, from the Namnews Team!

Bullying suppliers: the noose tightens…

Australia’s Coles group has reportedly issued a document to its buyers, warning them to work within the rules and not to bully suppliers. The highly unusual move was reported by The Weekly Times, which said it had seen the document, titled ‘Compliance Factsheet - Unconscionable Conduct’ and said to include “threatening to delete or withdraw a product unless a supplier provides greater funding, rebates or discounts than otherwise previously agreed”.

Despite being simply a local level example of government eventually reacting to ‘excessive market concentration’ this initiative should be seen as a global reaction to potential abuse of power by people who find themselves with the freedom to sign cheques in dealing with people who need the money…

The legislation to deal with this situation is already in place, with GSCOP a prime example in the UK.

Couple with this the emergence of the savvy consumer determined to receive demonstrable value-for-money in dealing with retailers and brand owners, and it is possible to see this ‘common sense’ assessment being transferred up the supply-chain. The global financial wake-up call simply swept away the nonsense, enabling all parties to see business dealing more clearly, and gave them the courage to demand evidence of fair-share behaviour…

Also, given the government’s willingness not to punish corporate whistle-blowers when illegal anti-competitive practices are exposed by one of the parties, it can be seen that major retailers will be increasingly tempted to complain to the authorities when they feel, or can prove, that rivals are gaining unfair competitive advantage via illegal pressure on suppliers.

However, in the meantime, a real opportunity exists for those retailers that are prepared to play fair in negotiating with suppliers of all sizes. Despite the global financial pressures, suppliers still have some discretion in allocating trade funding, and are prepared to go that extra mile, or even kilometre, with retailers that are playing by fair-share rules, the ultimate source of real and sustainable competitive advantage….

Live above a shop: new homes built for retail therapy

A way forward for the high street, starting at the top, naturally....

Be part of the cappuccino culture. Buy a new home above a smart London high street and meet your friends for coffee at Chelsea Walk, in Fulham Road, which will have 56 flats and 14 retail units (above).

You’ll also find it happening in Bloomsbury and Belgravia, Marylebone and Mayfair, South Kensington and the Square Mile, Notting Hill and Knightsbridge — Londoners are moving to be close to their shops.

Not those predictable high street chains but individual shops, where owners are serious about their food and homeware, their crafted goods, their cheeses and delicious treats, home-made breads, butchery and bistros. The attraction of these retailers is so strong that developers have recognised buyers’ desire to live near them, in attractive new homes where they join a “village” community in areas with genuine cachet.

Lucky for some, but therein lies the germ of an idea to regenerate traditional high streets. 

Obviously it means taking a proper dose of reality by landlords and local government, running the numbers, and dissolving some long term upward-only leases, but how about converting vacant retail properties back to domestic accommodation, before circumstances force the move…? Video: Scale of problem 

John Lewis opens its first virtual shop in Brighton

All of the retailer's ‘top 30 things to buy for Christmas’ are included in a QR window display at a branch of Waitrose.

Customers can scan the QR code of the item they want, which will then take them to the John Lewis mobile site to complete their purchase.

After ordering online, customers can pick the item up after 2pm the following day from any John Lewis or participating Waitrose store, if the order is place before 7pm the previous day.

The most famous, and possibly most successful, example was Tesco Korea's virtual supermarket shelf in a subway in Korea, which resulted in a 130% increase in online sales.

The issue will be what KPIs JLP will use to measure success before rollout:

-       Sales per item listed (need to segregate window vs. website sales)

-       Sales per window (aggregation of above)

-       Opportunity cost of window space (Waitrose tends to use blanked-out windows in this location)

This raises several issues:

-       Is it a poster?

-       Is it a ‘shop’?

-       Is it a calalogue?

Either way a worthwhile experiment, but meanwhile a possible temporary/permanent answer to all of those empty windows in the high street?

And the space behind the empty windows?

How about using this now low rent, minimal/zero rates space as back-up storage for healthy shops nearby, thus allowing them to eliminate all instore storage space in in high-cost rental areas?

Bringing impulse to the masses, online (literally)

Sugar rush hour from Bianca Consunji on Vimeo.

Alex "Tracks" McFarland, 25, makes $150 a day selling candy on the D train, illustrating the fact that cuts in public services may give rise to the formation of alternative, irregular service networks...

A new study indicates that tax evasion is more about a combination of the shadow economy, taxation and the institutional setting than tax rates alone. In other words, the integrity and efficiency of the public sector is connected with the shadow economy because a more honest and proficient bureaucracy increases the probability of catching tax dodgers. In addition the cuts in public services may give rise to the formation of alternative, irregular service networks.

Others may simply see the shadow economy as an alternative and very efficient route to consumer..

Alternatively, a nice little weekend earner for KAMs?   

Have an income-boosting break, from the NamNews Team!
Source http://andrewsullivan.thedailybeast.com/

Tesco plans for eurozone break-up?

According to the Telegraph, Tesco is shifting its currency exposure, holding cash and refusing to sign long-term supply contracts in the face of the eurozone crisis.

The retailer is thought likely to have cut its euro holdings and moved cash into safer currencies such as the dollar or sterling, as well as better managing its exposure to eurozone suppliers.

Add to this the latest report in the Wall Street Journal that ‘Some central banks in Europe have started weighing contingency plans to prepare for the possibility that countries leave the euro zone or the currency union breaks apart entirely, according to people familiar with the matter’.

The fact central bankers are even studying the possibility, which until this autumn  was considered unthinkable, underscores how swiftly conditions have deteriorated.

At least one - the Central Bank of Ireland - is reportedly evaluating whether it needs to secure additional access to printing presses in case it has to churn out new Punt bank notes to support a reborn national currency. A denial was issued by the bank this morning.

The reason for the focus on printing is because should a decision be made to revert to a pre-euro currency, it is vital that ATMs begin to issue the new currency immediately to avoid a run on the banks…

Then comes a 50+% devaluation in order to drive up exports, and queries re the payment of sovereign debt…

Otherwise, there is no point in making the change…

Got to be worth a 'what if' on the impact on your categories and customers?

Opportunity or Threat?: Charity re-brands donated counterfeit clothes

Every year customs and trading standards spend a fortune on storing fake clothes while waiting for a court decision, and then once the items have been proved to be fake the authorities have to fork out further for incineration or landfill costs.

His Church charity has removed all such costs and pass on the high quality goods to some 250 homeless centres and women's shelters across the country, a really virtuous circle….

In fact, the industrial sewing machines they now use to patch over pirated labels were recently given to them by UK customs officials, who had seized the machines from criminal gangs who were using them to create counterfeit clothing (see vid)

In just six years, His Church has managed to convince 90% of British Trading Standards authorities to hand over all the fake designer clothes they seize to them.

A Threat for brand owners? Technically a removal of demand in the market, but the target audience is not in the market, and the goods are rebranded…

For the big thinkers, an Opportunity to avoid waste and do some good, below the radar, almost… 

N.B. ...and not just clothing (see van logo in pic above)

OTSW - a SWOT tool for mixed-up times?

Because SWOT is spelled that way, users tend to start with Strengths, attempt to eliminate Weaknesses, explore Opportunities and obsess on Threats, in that order.

For the past 30 years I have been applying the technique as OTSW, based on the logic that Opportunities and Threats are outside the business, are independent of it and transient, whilst Strengths are not absolute, but are relative to Opportunities. Threats are outside restraints that simply need to be factored into the exercise.

Weaknesses need not be terminal, but simply need their ability to dilute strengths constrained. Attempting to eliminate weaknesses takes precious time, and at best creates a ‘perfect’ organisation for an opportunity that has moved on….

A ‘new’ tool for crazy times!

Know any SWOTs who might benefit from a switch to OTSW?

Ex-supermarket boss in surprise Slovenian election win

A new centre-left party headed by Ljubljana's popular and charismatic millionaire mayor won a surprise victory in struggling euro member Slovenia's elections Sunday, promising a more "efficient" state.

Despite describing himself as a leftist, the flamboyant and populist ex-Mercator boss Jankovic -- who only entered the race at the last minute -- has pledged to run the country like a company....

A pointer for the UK and Sir Terry?

Today’s Special Offers: Suspicion & Brand Equity Dilution!

Britain's biggest supermarkets spend a lot of advertising money telling the consumer they offer great value. But an investigation by Panorama (tonight BBC1, 2030) will reveal that not all "bargains" are quite what they seem. (detailed examples)

The deals at Asda, Tesco, Morrisons and Sainsbury's might seem to be everywhere, but strip away the jargon and catchy promises of "huge savings" and "special offers" and you are just as likely to find tactics that experts say range from a bit cheeky to others that could lead to prosecutions for breach of consumer protection regulations.

However, the law is a way of dividing up what remains of an asset, after the event, rather than a means of preserving its value. Legislation is not intended as a means of preserving brand equity. In fact, by the time the authorities resort to legislation, the ‘crime’ will have already have caused irreparable damage to a consumer’s perception of a brand, be it product or store….making the savvy consumer more cynical as they attempt to second-guess the brand-owner, and possibly causing the cautious shopper to suspend the purchase.

It could be said that everyone should make their own minds up on value, but surely the whole idea of branding was originally about giving value-assurance ‘every time you open the box’ i.e a tube rattling around in carton is already speaking for itself and eroding brand equity…

In other words, by the time the authorities act the damage to brand equity has already been done…

Leaving the legalities to the lawyers, it is perhaps more productive to explore impact on brand equity

Impact on brand equity

Savvy consumers enjoy unprecedented access to price comparison facilities and are buying a combination of Product, Price, Presentation and Place when they purchase a brand. This gives the consumer a basis for comparing brands in a category, and diluting price credibility thereby undermines the shoppers perception of value of this ‘package’ possibly making the competitor’s package more appealing in terms of value, resulting in a compromise on fit with consumer need. In other words, another opportunity handed over to the opposition...

Impact on retailer equity

Whilst retailers have already absorbed insights from ‘brand experts’ and run the store like a supplier’s brand, with some success, it might be to their benefit to reflect on the fact that a shop is more like a house-brand than a single product brand. In other words, shoppers are buying the ‘House of Tesco/Asda/JS/Morrisons’ in terms of store brand equity and not individual brands.

Suppliers of house brands are doubly careful in the marketing of their products when offered under the Company name i.e. a bad product failure can negatively impact the entire product portfolio. So too retailers should not underestimate the difficulty in restoring shopper-trust following ‘misleading’ promotions associated with the entire store...

Whilst retailers may feel that individual brands will absorb the negative impact of ‘misleading’ offers that are technically within the spirit of the law, it may be worth bearing in mind that shopper-perception may be more important than reality, especially when shoppers are unwilling or unable to analyse the offer and make a like-with-like comparison of value. It can be easier for the shopper to simply allow one extreme example, or TV programme (!), to represent the entire shop, and switch allegiance to an alternative, more trustworthy retailer…

Either way a loss to brand and shop, and ultimately a waste of brand investment.

Action:

Both brand team and NAMs need to monitor execution of pricing and promotional mechanics instore. Whilst the short-term sales uplift may boost short term performance in these unprecedented times, brands owe it to the consumer and trade partner to think like a shopper and help them make like-with-like comparisons that benefit brand equity, long term…

Rugby-Dad throws punch at son’s opponent in Top 14 league game

Parents often cheer their children on from the sidelines at sporting events but Biarritz number eight Imanol Harinordoquy's father took his enthusiasm a little too far on Tuesday when he tried to punch a Bayonne player during the Basque derby.

Lucien Harinordoquy, 61, walked onto the pitch early in the Top 14 league game when his France international son clashed with a pair of Bayonne players and attempted to punch one of them, Jean-Jo Marmouyet, in the face.

Before he was able to make contact with Marmouyet, Harinordoquy senior was tackled by Bayonne flyhalf Benjamin Boyet.

Biarritz won the game 21-19 and Lucien Harinordoquy apologised for his behaviour, saying

"I was under pressure and for other reasons, I lost control. I regret my behaviour."

Could this be a pointer for pressured KAMs that may be tempted to involve their families in anticipation of a difficult session with the buyer?

Have a fairplay weekend (dads permitting), from the NamNews team!

Tesco beats most European sovereign states!

Tesco has raised $1bn (£640m) of debt at interest rates cheaper than most European sovereign states.

According to the Telegraph, Britain's biggest retailer offered investors interest of 2pc and 2.7pc on three–year and five–year debt respectively. That compared to Italy, which sold three–year government bonds with a yield of 7.89pc............... Money-machines that happen to sell groceries?

Apart from savvy consumers being willing to trust Tesco more than banks with their money, the market is now showing that shoppers feel the same way about Tesco and politicians….

In other words, instead of politicians running the country like a shop, perhaps it is time to hand the job over to professional shopkeepers?

Seriously, does anyone still believe that finance-based negotiation is a discretionary skill-set in optimising supplier-retailer relationships?