Monday, 22 September 2014

Tesco profits overstatement - what it means for NAMs

Tesco’s announcement that it had overstated its expected first-half profit by an estimated £250m is obviously an embarrassment and patently impacts the share price.

Given that £250m represents approximately 22.7% of the original £1.1bn forecast, City reaction is understandable...

The overstatement is apparently down to a combination of the accelerated recognition of commercial income and delayed accrual of costs. In other words, possible booking of anticipated future income, like trade investment in advance of sales and could include, among others, delaying accounts payable, deferred tax liability etc.

As far as Dave Lewis’s reputation is concerned, the error occurred in the month before he joined, he went public as soon as the mistake was discovered, and announced that Deloitte will undertake an independent and comprehensive review of the issues, in collaboration with their legal advisers, i.e. All positive.

The real issue is the impact and distraction that will be caused by an independent audit of process conducted under a City spotlight ‘with lawyers present’, in troubled times.

In other words, accounting procedure that was fine in good times could now be re-assessed from a different perspective, and with the benefit of hindsight….

In practice, it could be difficult to prevent the project becoming a fundamental review of how Tesco does business with suppliers and the public.

As far as NAMs are concerned, this means that retail margins, days credit, settlement-discount arrangements, trade investment and deductions could be assessed in terms of their calculation and how settled.

At best, expect delays and distraction from the normal job of developing joint business opportunities, not only from Tesco, but also from other customers as they conduct lite-versions of the same process, just-in-case….

However, one positive result has to be the buyer's heightened sensitivity to, and appreciation of, the cost and value of dealing with NAMs that can rationalise their cost-base and demonstrate deliverable financial value in every element of their offerings....

Friday, 19 September 2014

The Scottish Referendum - an indicator of increasing localisation, a global trend towards 1:1 offerings?

Whilst today’s narrow 55/45 ‘No’ result indicates the degree of feelings-mix north of the border, the size of the 85% turnout is a massive signal that consumers want more attention given to their needs at local level…

In other words, voters were echoing a trend already happening in shopping behaviour…

Given the emergence of the savvy consumer, a survivor of the global financial crisis, and their unwillingness to outsource their consumption decision-making-process to retailers and marketers in their quest for demonstrable value-for-money, sellers have had to increasingly make their offering accessible and tailor-made to individual need in order to secure initial and especially repeat purchase.

For instance, assume that a superstore/hypermarket offering is currently made up of 70% national and a token 30% locally-focused product-mix based on very obvious and traditional tastes. As the savvy consumer becomes more accustomed to shopping around - physically and virtually - then retailers that closely match their needs at the right price will sell more…

Retailers have to find a way of implementing store-level assortment, with all the skill and application normally applied at national level, whilst suppliers need to accommodate the resulting store-level purchasing decision-making via additional KAM manpower…

In other words, think Superstore with a national/local assortment-mix of 30/70 i.e. 70% locally required brands, in order to compete with genuinely local retailers, using genuinely local offerings, to meet genuinely local needs…  

A possible answer to the increasing space-redundancy of ‘squeezed middle’ retailers?

For brand marketers, this means moving away from the idea of 100% national coverage for brands, and instead settling for regional ‘patchwork’ distribution that matches local need. In addition, it means a shift in emphasis away from national fragmented TV to optimise the local advantages of 1:1 social media…

An untidy, but pragmatic response to the real world.


NB. NamNews subscribers will already have found this idea and its implementation developed in the September issue of NamNews - Free trial available here


Thursday, 18 September 2014

Primark introduce budget Nail & Brow bars into stores


According to Retail Gazette, Primark are teaming with recently launched nail and brow studio Love Beauty, and aim to provide accessible expertise at 50% off high street prices.

A Love Beauty brow and nail bar was launched in Primark Manchester on 15th September and will roll-out to Primark Liverpool on 22nd September, followed by Dublin on the 29th and then nationwide.

Primark’s expansion has been burgeoning in recent years, what with concessions now running through Selfridges, stock selling through ASOS and plans to enter the US market next year

Time to check out what Primark have done to the clothing category, and factor Primark Love Beauty into your mix?

Wednesday, 17 September 2014

Avoid jail by paying fines in your local corner shop

Brian Moore, Dubai, 1999
According to the Irish Times, People fined in the courts will soon be able to pay the penalty in their local shop while buying their groceries.

Under a new plan, the Courts Service is seeking for 480 retail outlets nationwide to participate in the new system of fines payment. It is estimated that retailers will accept as many as 93,000 fine payments each year.

One of the objectives of the new legislation is to reduce the number of people sent to prison each year and will allow people pay by installment.

As the pic shows, retailers in Dubai were way ahead of the curve on this one back in 1999...

Tuesday, 16 September 2014

Superdrug: the super hurdles to super online... Why anything less can’t hack it


Marketing Week reports that A.S. Watson is launching an innovation lab to improve its digital strategy and accelerate ecommerce growth as part of a £37m investment.

Called eLab, the new unit will drive its online strategy globally. The team will comprise of 80 digital specialists based out of mainland China, Hong Kong, Milan and London.

The group-level unit will advise A.S. Watson’s brand teams on strategies related to digital marketing and e-commerce, across all its categories. It will also maintain a platform which will serve as the backbone of its online outlets in the various country markets.

However, before NAMs decide to leap aboard, it might be worth checking out how the company measures against the Amazonian hurdle rates that have to be a basic online requirement:
- 1-Click ordering
- No-quibble returns as easy as ordering
- Delivery: the three-step basics: Anticipatory shipping, Near-home collection, Geographical penetration

All else is detail…

See the three KPIs in practice here

Sunday, 14 September 2014

A royal precaution?


Queen Elizabeth II visits the Antiques Roadshow, BBC 14th September 2014, on the eve of the Scottish Referendum......

Friday, 12 September 2014

Rare Pied Wagtail gives Tesco the bird

                                                                                                                         pic: Wild About Britain

The Telegraph reports that for the past few weeks a Pied Wagtail has been resisting all Tesco attempts at capture in their Gt Yarmouth store.

The company was even granted a licence by Natural England to bring in a sniper to kill the protected bird, prompting outrage from customers, environmentalists and a BBC wildlife presenter.

Because of the reaction, Tesco have decided to revert to more old fashioned means of trapping and releasing the ‘unwelcome’ shopper-bird into the wild….

Given their large-space redundancy and shopper attrition, a more lateral-thinking approach might be to optimise the traffic-building potential of the situation via innovative instore theatre.

In other words, why not set up a series of gentle faux-attempts to capture the bird, stretching over several weeks, shooting it photographically, and posting the ongoing results on YouTube? 

Incidentally, for those NAMs that cannot work a visit to Gt. Yarmouth into their  store-check schedule, a comprehensive BBC treatment of the Pied Wagtail is available here.

Update 23-09-2014: for bird lovers everywhere.
Apparently, the Tesco wagtail has now  been caught and released into the wild.
In other words it would appear that Tesco will not be pursuing the photo-opportunity route suggested above, and are probably preoccupied with other issues...

Hat-tip to Richard for pointing us at the article

Tuesday, 2 September 2014

Tesco's fall in share price - why should NAMs bother?

Market capitalisation i.e. value of the company in the open market falls and impacts all stakeholders, including NAMs. For instance in early February, Tesco was valued at £23.58bn whereas today it is valued at £18.23bn…a fall of 22.7% in 7 months!

Why does it matter?
Senior management on share options suffer a direct impact on their personal wealth. Employees on performance-related bonuses via shares become demotivated and begin to consider their options...
In extreme cases (!), there is a negative impact on company reputation i.e. good guys leave, good guys not attracted, while the less-able remain less able… 

Shareholders may force change like splitting the company, replacing board members, etc.

Meanwhile the cost of financing rises
- Loans from banks become more expensive via higher interest rates
- Rights issues i.e. the proceeds and ease of raising new money from shareholders obviously depends
  upon the share price

The growing threat of takeover becomes distracting, at least, and/or may even amplify the above effects..

Impact on suppliers
The resulting bad press can unsettle conservative suppliers, and their shareholders, resulting in pressure to re-balance the customer portfolio (in which case, think also re Sainsbury’s and Morrisons falls in share price?)

Suppliers then reconsider their options and may reclassify the retailer in terms of invest/maintain/divest criteria, ideally following a fundamental re-think…

Meanwhile, given the increased risk:
- A 44 day credit period looks increasingly vulnerable…and even a 2.5+% settlement discount
  seems cheap…
- Trade investment of up to 20% of turnover requires more justification
- 100% compliance becomes a ‘must-get’
- Deductions become challengeable...

Still think a retailer’s share price is simply something for the institutional shareholders?

In other words, Tesco is now in a position to appreciate the benefits of dealing with strong, profitable brands that can help them restore their profitability, and share value..

All it takes is for NAMs to be able to calculate the costs of their offering and demonstrate its value to Tesco’s Balance Sheet and P&L….fast