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Presented by:
WHAT DO RETAILERS WANT?
Bryan RobertsResearch Director
May 2013
© Copyright 2013 Kantar Retail
Agenda
–What do retailers want?–The challenges–How retailers work–Inventory–Expenses–Gross margin–Sales–The future
2
© Copyright 2013 Kantar Retail
What do retailers want?
MASSIVE PILES OF
CASH3
Source: Kantar Retail
© Copyright 2013 Kantar Retail
Agenda
–What do retailers want?–The challenges–How retailers work–Inventory–Expenses–Gross margin–Sales–The future
4
© Copyright 2013 Kantar Retail
Severe headwinds facing major retailersHarder than ever to drive sales from existing stores
5
Sainsbury’s like-for-like growth: +0.9%
Includes:Store extensionsOnline grocery sales Inflation
Leading Justin King to the conclusion that “volumes are negative for the first time in around 30 years”
© Copyright 2013 Kantar Retail
Severe headwinds facing major retailers
6
Source: Carrefour; Kantar Retail
Big box is losing its appeal – 310k less transactions per store
Transactions per store (m)
© Copyright 2013 Kantar Retail
Severe headwinds facing major retailersMargins under pressure from investments in stores & prices
7
– Real Value = Price + Quality + Service
EDLP, promo, hybrid
PL, brands, solutions
Assortment, customer service, availability, convenience
© Copyright 2013 Kantar Retail
Severe headwinds facing major food retailersGreater promiscuity & choice for shoppers
8
© Copyright 2013 Kantar Retail
Severe headwinds facing major food retailersExpenses can only be cut so far
9
© Copyright 2013 Kantar Retail
Severe headwinds facing major food retailersExpenses can only be cut so far
10
© Copyright 2013 Kantar Retail
Severe headwinds facing major food retailersShoppers switching to costlier channels
11
© Copyright 2013 Kantar Retail
Severe headwinds facing major food retailersShoppers switching to costlier channels
12
£5
£20
£12
£5
£5
© Copyright 2013 Kantar Retail
Severe headwinds facing major food retailersAll of which means that big customers are not necessarily winning customers
13
1. Proximate
2. Small
5. Good value
4. Efficient
6. Brand builder
7. Differentiated
8. Private
9. Focused
3. Disruptive
10. Multi-channel
Rising stars Checklist
© Copyright 2013 Kantar Retail
Agenda
–What do retailers want?–The challenges–How retailers work–Inventory–Expenses–Gross margin–Sales–The future
14
© Copyright 2013 Kantar Retail
How retailers work
15
ROCE(Return on Capital
Employed)
Return(Operating Income)
Asset Investment
Sales
Gross Margin
Expenses
X
-
Net Inventory
Fixed Assets
+
© Copyright 2013 Kantar Retail
Agenda
–What do retailers want?–The challenges–How retailers work–Inventory–Expenses–Gross margin–Sales–The future
16
© Copyright 2013 Kantar Retail17
In general…
- Many retailers have seen inventory turns decline amid weakening demand & strong competition
- Legislation in some markets has pressured days payable
- This has detrimentally impacted working capital
© Copyright 2013 Kantar Retail
What this means for suppliers
–Minimising retailers’ inventory (supply chain efficiencies, collaborative forecasting etc.)
–Increasing throughput in the supply chain (cross-docking, floor-ready packaging)
–Insights & assistance on SKU reduction programmes
–Accepting pressure to increase days payable?
18
© Copyright 2013 Kantar Retail
Agenda
–What do retailers want?–The challenges–How retailers work–Inventory–Expenses–Gross margin–Sales–The future
19
© Copyright 2013 Kantar Retail
How retailers work
20
ROCE(Return on Capital
Employed)
Return(Operating Income)
Asset Investment
Sales
Gross Margin
Expenses
X
-
Net Inventory
Fixed Assets
+
© Copyright 2013 Kantar Retail
Labour is the single biggest component that suppliers can help retailers with..
21
Labour 65%
P, P&E 25%
Marketing 5%
Other
Expenses reduced through:• DSD & merchandising• Floor/shelf-ready packaging
•EDI•CPFR
ExpenseComponent
Labour is the Single Biggest Operating Expense for a Retailer
5%
© Copyright 2013 Kantar Retail
Suppliers should highlight their contributions towards OpEx reduction
22
Source: Kantar Retail
© Copyright 2013 Kantar Retail
Suppliers should highlight their contributions towards OpEx reduction
23
Source: Kantar Retail
© Copyright 2013 Kantar Retail
What this means for suppliers
–Anything they can do, or have done, for retailers to enhance labour efficiency in DCs or instore is a useful value-add for negotiations
–Best practice in shelf-ready/floor-ready packaging from other markets/customers should be exploited
–Any initiative that simultaneously brings efficiency & a shopper solution is gold dust
24
© Copyright 2013 Kantar Retail
Agenda
–What do retailers want?–The challenges–How retailers work–Inventory–Expenses–Gross margin–Sales–The future
25
© Copyright 2013 Kantar Retail
How retailers work
26
ROCE(Return on Capital
Employed)
Return(Operating Income)
Asset Investment
Sales
Gross Margin
Expenses
X
-
Net Inventory
Fixed Assets
+
© Copyright 2013 Kantar Retail
Buyers are usually responsible for total 3 net margin
27
PRICE ON THE SHELF x UNITS SOLD-COST PRICE ON THE INVOICE x UNITS SOLD=STORE GROSS PROFIT (1 NET)
+ % VOLUME REBATE x UNITS SOLD x COST AT INVOICE=GROSS PROFIT (2 NET)
+ SERVICE FEES (AS % OR LUMP SUM)=TOTAL 3 NET GROSS PROFIT
Where does the
focus lie?
© Copyright 2013 Kantar Retail
What this means for suppliers
–In negotiations, customers will clearly pressure suppliers for better terms on invoice cost, rebate & additional back margin contributions
–Suppliers need to make sure that they are getting counterparts for this investment
–Counterparts should be measurable & accountable and compliance should be monitored & upheld
28
© Copyright 2013 Kantar Retail
We should be aiming to negotiate for conditional back margin support
29
© Copyright 2013 Kantar Retail
Compliance for promos, listings & in-stock should be stringently monitored
30
© Copyright 2013 Kantar Retail
Agenda
–What do retailers want?–The challenges–How retailers work–Inventory–Expenses–Gross margin–Sales–The future
31
© Copyright 2013 Kantar Retail
How retailers work
32
ROCE(Return on Capital
Employed)
Return(Operating Income)
Asset Investment
Sales
Gross Margin
Expenses
X
-
Net Inventory
Fixed Assets
+
© Copyright 2013 Kantar Retail
The sales equation
33
N= x x xSales revenue
C
N – number of people in the catchment area
C - % capture of those who purchased in a store at least once during a period (year)
F – average shopping frequency during a period (year)
B – average check or spend per trip
B F NSales revenue
CTRAFFIC BASKET
© Copyright 2013 Kantar Retail
Making a category easier to shop– Diageo & Sainsbury’s
launched cocktail bays in the spirits aisle
– Within two months, spirits category volumes were up by 8%.
– “We have identified an opportunity to develop the market for cocktail-making at home by making it more accessible for our customers”
d
© Copyright 2013 Kantar Retail
Multi-brand/multi-category suppliers can encourage shoppers to shop more categories
35
Source: Kantar Retail
© Copyright 2013 Kantar Retail
Utilize the power of adjacency & impulse
36
Source: Kantar Retail
© Copyright 2013 Kantar Retail
Leveraging the power of new & exclusive
37
Source: Kantar Retail
© Copyright 2013 Kantar Retail
Agenda
–What food retailers actually want–The challenges–How food retailers work–Inventory–Expenses–Gross margin–Sales–The future
38
© Copyright 2013 Kantar Retail
The store of the futureEdited assortmentLocalized assortmentPersonalized assortmentSmall footprintProximateLimited non-food linesPersonalized serviceFacial recognition technologyTertiary servicesE-commerce collection/returnAccess to long-tail catalogue
39
Source: Kantar Retail
© Copyright 2013 Kantar Retail
The store of the future
40
Source: Kantar Retail
© Copyright 2013 Kantar Retail
+44 (0)207 031 0272www.KantarRetailiq.eu
24-28 Bloomsbury WayLondon WC1A 2PXUK
[email protected]@BryanRoberts72