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www.eysinksmeets.com
Eysink Smeets Retail Business Innovators
Future retail leaders.Here is the most simple & effective tool for strategic positioning in retail.
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www.eysinksmeets.com
Eysink Smeets Retail Business Innovators
RijksuniversiteitGroningenOktober 19, 2015
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Eysink Smeets Retail Business Innovators
I want to help you develop new thinking this afternoon.
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Eysink Smeets Retail Business Innovators
To know what game you are going to play in the coming decade.
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Eysink Smeets Retail Business Innovators
Give you a number of rules & tools for the next 4 decades of your career.
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Eysink Smeets Retail Business Innovators
Open up your mind.
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Eysink Smeets Retail Business Innovators
Help you understand those 1.000s of things that are happening.
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Eysink Smeets Retail Business Innovators
I will tell you how a simple game can help you understand it all.
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Eysink Smeets Retail Business Innovators
The NoCompromise Game.
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Eysink Smeets Retail Business Innovators
I will tell you how to be a winner.
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Eysink Smeets Retail Business Innovators
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Eysink Smeets Retail Business Innovators
Just a a bit about my relevance.
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Eysink Smeets Retail Business Innovators
Goedemiddag!
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Eysink Smeets Retail Business Innovators
Ik benHansEysink Smeets.
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Eysink Smeets Retail Business Innovators
I am a world-wide retail strategy consultant.
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Eysink Smeets Retail Business Innovators
My specialty israpid changes to retail or business formats for the consumer goods sector.
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Eysink Smeets Retail Business Innovators
Bosses of very large companies call our mini-consultancyto help them create a retail strategy.
Wij.
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Eysink Smeets Retail Business Innovators
I have personally done projects in 39 countries on 5 continents.
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Eysink Smeets Retail Business Innovators
Our client ask us to change their retail strategy
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Eysink Smeets Retail Business Innovators
Their questions are always pretty simple:
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Eysink Smeets Retail Business Consultants
Not enough consumers are dragging themselves to our stores.
Mr.Retailer
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Eysink Smeets Retail Business Consultants
And when they leave, they are not excitedand have too little in their bags.
Mr.Retailer
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Eysink Smeets Retail Business Consultants
What we want is that many consumersare running to our stores again.
Mr.Retailer
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Eysink Smeets Retail Business Consultants
And that we see them leave with very full bags.
Mr.Retailer
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Eysink Smeets Retail Business Consultants
We want this proces to be repeated and repeated...
Mr.Retailer
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Eysink Smeets Retail Business Consultants
...and repeated and repeated...
Mr.Retailer
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Eysink Smeets Retail Business Consultants
Our task is to help them from figure 1 to figure 2.
Figuur 1.
Figuur 2. Mr.Retailer
Mr.Retailer
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Eysink Smeets Retail Business Consultants
A good retail strategy starts with the assortment.Mrs. Consumer must fall in love with our products.
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Eysink Smeets Retail Business Consultants
Full of price-trust, she proceeds to part with her money. With a broad smile on her face.
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Eysink Smeets Retail Business Consultants
Put a roof over that loving exchange of product & money,and youve understood the basics of retail & strategy.
Mr. Retailer
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Eysink Smeets Retail Business Innovators
Figuur 1.
Figuur 2.
We do that for many retailers.And many brand manufacturers.
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Eysink Smeets Retail Business Innovators
The main trend in all types of retail:the NoCompromise Revolution.
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Eysink Smeets Retail Business Innovators
One thing is for sure: we are living in revolutionary times.
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Eysink Smeets Retail Business Innovators
How to position yourself as player in the FMCG sector in these revolutionary times?
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Eysink Smeets Retail Business Innovators
You will understand it too after this session.
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Eysink Smeets Retail Business Innovators
Its no rocket science.
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Eysink Smeets Retail Business Innovators
Its a game for the NoCompromise position.
Eysink Smeets Retail Business Innovators
A constant game, with simple rules.
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Eysink Smeets Retail Business Innovators
First of all:the objective of the NoCompromise game.
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Eysink Smeets Retail Business Innovators
Seduce her,the consumer.
Eysink Smeets Retail Business Innovators
Earn as many love-chips from her as possible.
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Eysink Smeets Retail Business Innovators
Then:the players in the game.
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Eysink Smeets Retail Business Innovators
The Producers and the Retailers.
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Eysink Smeets Retail Business Innovators
The Producers of consumer goods or services.
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Eysink Smeets Retail Business Innovators
The Retailers of consumer goods or services.
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Eysink Smeets Retail Business Innovators
Who is the best seducer?
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Eysink Smeets Retail Business Innovators
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Eysink Smeets Retail Business Innovators
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Eysink Smeets Retail Business Innovators
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Eysink Smeets Retail Business Innovators
Winners?
Who gets the most love-chips?
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Eysink Smeets Retail Business Innovators
Losers?
Who gets the most hate-chips?
Eysink Smeets Retail Business Innovators
There are many different players in the retail sector.
Importer
Agent
Distributor
Etc.
Producer
Retailer
Mrs. Consumer
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Eysink Smeets Retail Business Innovators
This is how the NoCompromise positioning model works.
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Eysink Smeets Retail Business Innovators
Lets open the box.
Eysink Smeets Retail Business Innovators
Put the players on the board.
Eysink Smeets Retail Business Innovators
And then Ill explain the rules of the game.
eysink smeetseysink smeets
Look at the axis that Mrs. Consumer defines.
High Price
Low Price
Low Value
High Value
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First there is Price.
High Price
Low Price
Low Value
High Value
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What she prefers is not difficult to understand.In most cases Mrs. Consumer prefers Low Prices.
High Price
Low Price
Low Value
High Value
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Then there is Value.
High Price
Low Price
Low Value
High Value
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What Mrs. Consumer prefers is pretty easy to understand too:she prefers High Value
High Price
Low Price
Low Value
High Value
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
Put together it looks like this.
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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In most corners there are one or more Compromises.Except one corner: the NoCompromise corner.
Love Value
Hate Price
Hate Value
Love Price
Hate Value
Hate Price
Love Value
Love Price
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Eysink Smeets Retail Business Innovators
Old thinking.
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Eysink Smeets Retail Business Innovators
How conventional thinking plays on the NoCompromise diagram.
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ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
Michael Porter tells us that you have to make choices.
Michael Porter
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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Michael Porter tells us that you cannot survive in the Double Compromise corner.
Michael Porter
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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And high costs for high Valuewill kill you in the desirable NoCompromise corner.
Michael Porter
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
Michael forces you to be stuck on Compromise Alley.
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
And that is how compromised format positioning happens.Full-service supermarkets, soft-discounters, hard-discounters.
FuS
SoD
HaD
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Eysink Smeets Retail Business Innovators
New thinking.
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Eysink Smeets Retail Business Innovators
Things have changed in the past 15 years.
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ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
We have experienced that old boundaries are fading away.
Hans Eysink Smeets
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
ValueCompromise players have moved to the right,while retaining low costs.
HaD
Hans Eysink Smeets
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
ValueCompromise players have moved to the right,while retaining low costs.
NoCo
Hans Eysink Smeets
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
Once NoCompromise players obtain sufficient share, the market dynamics change.
Eysink Smeets Retail Business Innovators
Start to understand the game?
Eysink Smeets Retail Business Innovators
Getting an idea of where the winners will be?
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Eysink Smeets Retail Business Innovators
Some Dutch examples.
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Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
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Eysink Smeets Retail Business Innovators
Or Lidls sister company Kaufland:no doubt a NoCompromise supermarket.
Eysink Smeets Retail Business Innovators
And Albert Heijn.
nocompromise-model
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Eysink Smeets Retail Business Innovators
Yes. Albert Heijn.In Belgium
nocompromise-model
AHNederl
AHBelgie
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Eysink Smeets Retail Business Innovators
Todays NoCompromise chains outperform the market on most KPIs.
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ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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NoCompromise chains outperform the market on most KPIs.In primary, secundary, tertiary costumers.
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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NoCompromise chains outperform the market on the most important KPI: Share Of Wallet.
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Eysink Smeets Retail Business Innovators
To grab that position you need first of all:structural changes in your thinking.
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ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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PriceCompromise players natural relex to any threat: move upmarket, increase value, increase price.
FuS
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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With the effect that they move off the game field.
FuS
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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PriceCompromise players have great troubleto move towards the NoCompromise corner.
FuS
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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PriceCompromise players have great troubleto move towards the NoCompromise corner.
FuS
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
site map | search eysink smeets business consultants
Moving south is hard for most companies.
Game-tip from NoCompromise:
You cannot make this jump without
fundamental company
innovation.
Game-tip from NoCompromise:
Your costs will be too high, your speed too low.
FuS
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Gettingit sofar?
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Eysink Smeets Retail Business Innovators
Than were making it slightly more complex.
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The playing field is moving with time.
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Lets look at lessons from the fashion sector.
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Eysink Smeets Retail Business Innovators
The market will always movein the NoCompromise diretion.
Eysink Smeets Retail Business Innovators
DeSt
Eysink Smeets Retail Business Innovators
DeSt
Eysink Smeets Retail Business Innovators
That means that the whole game-field moves to the right.
Eysink Smeets Retail Business Innovators
And below.
Eysink Smeets Retail Business Innovators
DeSt
Eysink Smeets Retail Business Innovators
DeSt
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Mrs. Consumer embraces the new NoCompromise.And has forgotten all about the past.
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Eysink Smeets Retail Business Innovators
The same deadly disease is hitting other large surfaces.Like hypermarkets.
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Eysink Smeets Retail Business Innovators
In developed countries like Germanythe hypermarket is at the end of its life-cycle.
12000 m2
Eysink Smeets Retail Business Innovators
But in Switzerland the same is happening.
12000 m2
Eysink Smeets Retail Business Innovators
12000 m2
Eysink Smeets Retail Business Innovators
12000 m2
Eysink Smeets Retail Business Innovators
12000 m2
Eysink Smeets Retail Business Innovators
In many countries hypermarkets are at the end of their life-cycle
12000 m2
HyM
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Eysink Smeets Retail Business Innovators
The NoCompromise curve is determining products and assortment architecture too.
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These were the good old FMCG brands.A-brands, B-brands and C-brands.
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
This is the old-fashioned way to look at assortments.
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And how the private labels find their position.
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
The NoCompromise curve applies to the positioning of brands as well.
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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The Retailers private labels position themselvesalong the NoCompromise curve in well structured positions
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
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The price-distance is always the samefrom country to country.
+0/40%
-60/70% -40/50%
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
Rationalization of the assortment architectureis a logical result.
ValueCompromise
NoCompromise
DoubleCompromise
PriceCompromise
High Price
Low Price
Low Value
High Value
eysink smeetseysink smeets
This looks like the shapeof a modern rationalized assortment.
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To fight off hard discounters,German full service retailers go a bit overboard in richness of assortment.
Eysink Smeets Retail Business Innovators
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In the upmarket Zurheide we counted 91 SKUs of honey.
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Which would look like this when we scribble it on the NoCompromises GameField.
LowValue
HighValue
LowPrice
HighPrice
Eysink Smeets Retail Business Innovators
Or 84 SKs of honey in a regular Edeka.
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Or 84 SKs of honey in a regular Edeka.
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Looks a bit less confused, but still.
LowValue
HighValue
LowPrice
HighPrice
Eysink Smeets Retail Business Innovators
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Or 24 SKUs honey at a Rewe City in Kln.
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Starting to get a bit better.
LowValue
HighValue
LowPrice
HighPrice
Eysink Smeets Retail Business Innovators
In Aldi Sd we recently counted 4 SKUs of honey.
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Much better.
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In Aldi Sd we recently counted 4 SKUs of honey.
LowValue
HighValue
LowPrice
HighPrice
Eysink Smeets Retail Business Innovators
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When you ask producers and retailersthey will tell you that less choice is less value.
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But when you ask the consumer,she will tell you that a good pre-selection is fine by her.
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Dont believe me: believe the consumer.Look what has happened in Germany.
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43%
57%
Marketshare in money
65%
35%
Marketshare in units
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Eysink Smeets Retail Business Innovators
The rationalization is not leading to a limited choice.On the contrary.
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The choice of a multitude of brands looks impressive.But is very limited on close inspection.
54654
21 321
21321
21 321
21321
21 321
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The retailer labels can offer much more choice.If only because they dont have the volume pressure.
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1 2 3 4 5
6 7 8 9 10
11 12 13 14 15
16 17 18 19 20
1 2 3 4 5
21 22 23 24 25
21 321
21321
21 321
21321
21 321
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Eysink Smeets Retail Business Innovators
Just to show how that works, lets look at a hypermarket in Dubai.
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Eysink Smeets Retail Business Innovators
The aluminum foil department.
Eysink Smeets Retail Business Innovators
Like good hard discounters do,we analyzed assortments ourselves.
Eysink Smeets Retail Business Innovators
Not only so many brands,each brand has many varieties
Eysink Smeets Retail Business Innovators
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We counted 8 brands of aluminium foil.
1 2
34 5
6
7
8
keynote:/Users/hanseysinksmeets/Documents/787Dubai%20End%20of%202010/Keynotes/eys_dubai_travel_splits_110610.key?id=BGSlide-617keynote:/Users/hanseysinksmeets/Documents/787Dubai%20End%20of%202010/Keynotes/eys_dubai_travel_splits_110610.key?id=BGSlide-617
Eysink Smeets Retail Business Innovators
Not only that, many of the brandsoffered a pretty full range.
Eysink Smeets Retail Business Innovators
Aluminiumfoil brands Varieties >
1 2 3 4 5 6 7 Total SKUs
Falcon 1 1 1 1 1 1 1 7Diamond 1 1 1 1 1 1 1 7Sanita 1 1 1 1 1 0 0 5Wrap n Roll 1 1 1 1 1 0 0 5Scotch Brite 1 0 0 0 0 0 0 1Delmond 1 0 0 0 0 0 0 1Club 1 0 0 0 0 0 0 1Greens 1 0 0 0 0 0 0 1Own brand 0 0 0 0 0 0 0 0Total 28
We put that in a spreadsheetand saw that there were 28 skus, but only 7 varieties.
Eysink Smeets Retail Business Innovators
Aluminiumfoil brands Varieties >
1 2 3 4 5 6 7 Total SKUs Costs per SKU30.000
Falcon 1 1 1 1 1 1 1 7 210.000Diamond 1 1 1 1 1 1 1 7 210.000Sanita 1 1 1 1 1 0 0 5 150.000Wrap n Roll 1 1 1 1 1 0 0 5 150.000Scotch Brite 1 0 0 0 0 0 0 1 30.000Delmond 1 0 0 0 0 0 0 1 30.000Club 1 0 0 0 0 0 0 1 30.000Greens 1 0 0 0 0 0 0 1 30.000Own brand 0 0 0 0 0 0 0 0 0Total 28 840.000
If you guestimate 30,000 euro per SKUit would cost Safeer supermarkets 840,000 euro.
Eysink Smeets Retail Business Innovators
If you understand this, you understand hard discount.
Aluminiumfoil
1 2 3 4 5 6 7 Total SKUs Costs per SKU30.000
Falcon 1 1 1 1 1 1 1 7 210.000Diamond 1 1 1 1 1 1 1 7 210.000Sanita 1 1 1 1 1 0 0 5 150.000Wrap n Roll 1 1 1 1 1 0 0 5 150.000Scotch Brite 1 0 0 0 0 0 0 1 30.000Delmond 1 0 0 0 0 0 0 1 30.000Club 1 0 0 0 0 0 0 1 30.000Greens 1 0 0 0 0 0 0 1 30.000Own brand 0 0 0 0 0 0 0 0 0Total 28 840.000
Aluminiumfoil brands Varieties >
1 2 3 4 5 6 7 Total SKUs Costs per SKU30.000
Falcon 0 0 0 0 0 0 0 0 0Diamond 0 0 0 0 0 0 0 0 0Sanita 0 0 0 0 0 0 0 0 0Wrap n Roll 0 0 0 0 0 0 0 0 0Scotch Brite 0 0 0 0 0 0 0 0 0Delmond 0 0 0 0 0 0 0 0 0Club 0 0 0 0 0 0 0 0 0Greens 0 0 0 0 0 0 0 0 0Own brand 1 1 0 0 0 0 0 2 60.000Total 2 60.000Difference with todays situation 780.000
Calculated on total store
Number of alu-like categories 300Extra cost per category 780.000Total costs overhead 234.000.000
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Eysink Smeets Retail Business Innovators
Than were making it even more complex.
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Eysink Smeets Retail Business Innovators
The game field changes position much more rapidly today.
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www.eysinksmeets.com
Eysink Smeets Retail Business Innovators
Iis called the Information Retail Revolution.
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Eysink Smeets Retail Business Innovators
We need a new version of the NoCompromise Game.
Eysink Smeets Retail Business Innovators
New players force their way into the game.Fast and powerfull.
Eysink Smeets Retail Business Innovators
They are the children of the Information Revolution.
Eysink Smeets Retail Business Innovators
The grown-up Information Retailersare accelerating the NoCompromise changes.
Eysink Smeets Retail Business Innovators
Information Retailers are here!
Eysink Smeets Retail Business Innovators
They cause the Information Retail Revolution.
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Eysink Smeets Retail Business Innovators
The IRR in reality.
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www.eysinksmeets.com
Eysink Smeets Retail Business Innovators
Lets walk to my office, as I do when Im in town.
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Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
The more information there is in product and/or process,the more impact the Information Retail Revolution has.
InformationTangible
Product Process
Eysink Smeets Retail Business Innovators
For sectors like porn, music or banks,which all are pure information, the impact is huge.
InformationTangible
Product Process
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Eysink Smeets Retail Business Innovators
The principles of retail dont change in the digital age.
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Eysink Smeets Retail Business Consultants
Retail on digital media is not different from real stores.
Mr. Retailer
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Eysink Smeets Retail Business Consultants
Also in digital not enough consumers may be dragging themselves to our stores.
Mr. Retailer
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Eysink Smeets Retail Business Consultants
And when they leave, they are not excitedand have too little in their bags.
Mr. Retailer
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Eysink Smeets Retail Business Consultants
Mr. Retailer
What we want is that many consumersare runing to our e-stores once again.
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Eysink Smeets Retail Business Consultants
And that we see them leave with very full bags.
Mr. Retailer
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Eysink Smeets Retail Business Consultants
A good retail strategy starts with the assortment.Mrs. Consumer must fall in love with our products.
Mr. Retailer
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Eysink Smeets Retail Business Consultants
Mr. Retailer
Full of price-trust, she proceeds to part with her money. With a broad smile on her face.
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Eysink Smeets Retail Business Consultants
Put a digital roof over that exchange of product & money,and once again youve got the basics of retail.
Mr. Retailer
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Eysink Smeets Retail Business Innovators
New speed of change.
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Eysink Smeets Retail Business Innovators
The Information Retailers make the game field move faster than ever.
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site map | search eysink smeetseysink smeetsEysink Smeets Retail Business Innovators
The nice status quo before the Information Retailers.Sony, MGM and some others ruled the music market.
Old
eysinksmeets.com
site map | search eysink smeetseysink smeetsEysink Smeets Retail Business Innovators
New Information Retailers fought their way forward.They redefine Price as well as Value.
eysinksmeets.com
Old
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What Value can beat instant satisfaction?What Price can beat free?
Old
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IR
site map | search eysink smeetseysink smeetsEysink Smeets Retail Business Innovators
This can happen in a year or less.
Old
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IR
Eysink Smeets Retail Business Innovators
This is the new reality for Mrs. Consumer.The old retailers are not in it.
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Eysink Smeets Retail Business Innovators
The very essence of what you are selling is changing fundamentally.
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Eysink Smeets Retail Business Innovators
Thats leading towards paradigm shifts.
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Eysink Smeets NoCompromise GameField
When the movements of the GameField are incrementalSub-optimization is still a solution.
nocompromise-model
LPs I need an LP.
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Eysink Smeets NoCompromise GameField
I need a LP.
The CD didnt change the business-model of music stores.It just led to some reshuffling on the same GameField.
nocompromise-model
CDs I need a CD.
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Eysink Smeets NoCompromise GameField
I need a LP.
Downloads did change how people define their needs.
nocompromise-model
CDs
Down-loads
I need a CD.
I need a song.
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Eysink Smeets NoCompromise GameField
I need a LP.
Streaming music is easily adopted by Mrs. Consumer but the companies have trouble changing.
nocompromise-model
CDs
Down-loads
I need a CD.
Stream
I need a song.
I need an atmosphere.
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Eysink Smeets NoCompromise GameField
I need a LP.
The business model are changing fundamentally
nocompromise-model
CDs
Down-loads
I need a CD.
Stream
I need a song.
I need an atmosphere.
I need to be the best CD-store
I need to be the best
download site
I need to be the best music
streamer
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Eysink Smeets NoCompromise GameField
I need a LP.
Those jumps are real paradigm shifts.
nocompromise-model
CDs
Down-loads
I need a CD.
Stream
I need a song.
I need an atmosphere.
I need to be the best CD-store
I need to be the best
download site
I need to be the best music
streamer
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www.eysinksmeets.com
Eysink Smeets NoCompromise GameField
With books the paradigm shiftsare equally disturbing.
nocompromise-model
Books
eBooks
Netflix
I needreading.
I need to spend time.
I need a book.
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Eysink Smeets NoCompromise GameField
With books the paradigm shiftsare equally disturbing.
nocompromise-model
Books
eBooks
Netflix
I needreading.
I need to spend time.
I need a book.
I need to be the best
book-store
I need to be the best
eBook site
I need to be the best
time-filler
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Eysink Smeets NoCompromise GameField
With tangible products the paradigm shiftsare equally disturbing.
nocompromise-model
Dealer
Car share
Skype
I needtransportation.
I need contact.
I need a car.
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Eysink Smeets NoCompromise GameField
With tangible products the paradigm shiftsare equally disturbing, although the nee.
nocompromise-model
Store
3D Print Shop
Home 3D
I need acup.
I need acup.
I need a cup.
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Eysink Smeets NoCompromise GameField
Or the way the accommodation game has changed.
nocompromise-model
Hotel
Home share
I needa room.
I need ...
I need a hotel.
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Eysink Smeets Retail Business Innovators
Hitting FMCG too.
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eysink smeetseysink smeets
But the great new Information retailers are going into food too.
Eysink Smeets Retail Business Innovators
Amazon is offering fresh categoriesin Los Angeles and Seatle and soon in San Francisco.
Eysink Smeets Retail Business Innovators
Including all fresh categories;vergetables, fruit, bakery, meat and seafood.
Eysink Smeets Retail Business Innovators
With tantalizing pictures
Eysink Smeets Retail Business Innovators
Until you get to the ordering pages
eysink smeetseysink smeets
They apply all the new IRR-techniquesto FMCG.
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Eysink Smeets Retail Business Innovators
You need to be athletic and agile for the IRR.
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Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
Eysink Smeets Retail Business Innovators
A? B?
Eysink Smeets Retail Business Innovators
A? B?
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Eysink Smeets Retail Business Innovators
Make them think outside the box.
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Eysink Smeets Retail Business Innovators
You can make that crucial challenge to get out of the box.
www.eysinksmeets.com
Eysink Smeets NoCompromise GameField
Help your new colleagues by taking a blank sheet of paperand scribble the NoCompromise GameField.
LowValue
HighValue
LowPrice
HighPrice
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Eysink Smeets NoCompromise GameField
Ask them to plot everybody on the GameField.
LowValue
HighValue
LowPrice
HighPrice
Us
A
BC
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Eysink Smeets NoCompromise GameField
Tell them that they have to forget about Porters Compromise Diagonal.
LowValue
HighValue
LowPrice
HighPrice
Us
A
BC
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Eysink Smeets NoCompromise GameField
And explain to them that you need to position on the NoCompromise Curve.
LowValue
HighValue
LowPrice
HighPrice
Us
A
BC
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Eysink Smeets NoCompromise GameField
Tell them that the GameField always moves.
LowValue
HighValue
LowPrice
HighPrice
Us
A
BCLow
ValueHigh
Value
Low
HighPrice
Us
A
B
C
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Eysink Smeets NoCompromise GameField
Remember and use the NoCompromise gameand think of me in the next 40 years of your careers.
LowValue
HighValue
LowPrice
HighPrice
Us
A
BCLow
ValueHigh
Value
Low
HighPrice
Us
A
B
C
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Eysink Smeets NoCompromise GameField
Any questions?
LowValue
HighValue
LowPrice
HighPrice
Us
A
BCLow
ValueHigh
Value
Low
HighPrice
Us
A
B
C
[email protected] www.eysinksmeets.com
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Eysink Smeets Retail Business Innovators
www.eysinksmeets.comwww.eysinksmeets.com / eysink smeets business consultants bv / 2006 / singel 26 / 1015 AA amsterdam / the netherlands / phone +31 20 6265573
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www.eysinksmeets.com
Eysink Smeets Retail Business Innovators
eysink smeetsworld wide retail strategy experts
www.eysinksmeets.com / eysink smeets business consultants bv / 2006 / singel 26 / 1015 AA amsterdam / the netherlands / phone +31 20 6265573