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Intro to Wholesale with Peter Chapman
- 1. You love to grow it, Now let’s sell it
- 2. You love to grow it, now let’s sell it Retail landscape Must have Nice to have Behind closed doors Getting organic in the cart
- 7. Retail landscape-1980’s 10% 70% 20% Large store Traditional Discount
- 8. Retail landscape-1990’s 15% 60% 25% Large store Traditional Discount
- 9. Retail landscape-2000’s 20% 50% 30% Large store Traditional Discount
- 10. Retail landscape-2013 25% 40% 35% Large store Traditional Discount
- 11. Retail/other landscape-2013 Specialty CSA Farm Markets Food service Drug
- 12. Linear footage Dairy 495 712 690 704 Frozen 495 1,800 1,710 1,080 2,574 3,592 5,292 3,524 Water/pop 1,176 Chips/snacks 1,844 1,454 1,068 Household 1,680 1,692 1,376 880 144 504 852 320 6,564 10,144 11,374 7,576 Core groc Imported Total
- 13. 380 Wal Mart stores 222 Wal Mart Super Centers Annual sales $466,100,000,000 14.2 x Loblaws 27.3 x Sobeys 36.9 x Metro 6.3 x Target 4.6 x Costco
- 15. A changing customer More focus on value
- 16. A changing customer More focus on value National business
- 17. A changing customer More focus on value National business Blurring of channels
- 18. A changing customer More focus on value National business Blurring of channels U.S. share
- 19. What do you need?
- 20. Must have when selling to retail Confidence
- 21. Must have when selling to retail Food safety/ certification
- 22. Must have when selling to retail Consistent execution
- 23. Must have when selling to retail Technology/EDI
- 24. Must have when selling to retail Packaging & labels
- 25. Nice to have when selling to retail Promotion
- 26. Weekly ads “36% of sales and 48% of tonnage are items with a temporary price reduction” A.C. Nielsen “State of the Industry report”
- 27. Nice to have when selling to retail Nice labels
- 28. Nice to have when selling to retail Assortment
- 29. Nice to have when selling to retail Volume
- 31. Organic to a retailer 1 of 50,000 skus Your item to build… not mine
- 32. Behind closed doors What we like
- 35. Your passion
- 38. Assortment
- 39. Behind closed doors What we don’t like
- 40. Herding cats
- 43. Shrink
- 44. Front end
- 45. Different method of doing business
- 46. Behind closed doors A few numbers
- 47. Produce margin Shelf G.P. 45.0 Ad investment 5.0 Shrink 7.5 Labour 12.0 Supplies 1.5 Contribu<on 19.0
- 48. Retailer profitability Shelf G.P. Ad investment 27.0 5.0 Shrink Labour Fixed exp. Variable exp. Distribu@on Total expenses 2.0 7.5 2.5 1.5 7.0 25.5 Profit 1.5
- 49. Shrink 10%-15%
- 52. Getting started
- 53. Getting started
- 54. A plan
- 55. Growing sales
- 56. Persistence
- 57. New items
- 58. Different items
- 59. Control label
- 60. Relationships
- 62. Thank you