Category Archives: shelf edge

Retail is detail – customer demands increase with new technology

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The least enjoyable part of most shopping experiences is queuing to pay. Once customers have made their selections they want to get out of the store as quickly and easily as possible. Some customers will even choose not to go to stores with long queues. In fact several retailers who cut the number of staffed checkouts to reduce costs have now reinstated them because their sales loses were greater than the cost savings. One solution to reducing queue sizes is self service checkouts however Read more [...]

Own label products can make shoppers go elsewhere

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Own label products can be good for retailers by increasing profits and good for customers by reducing prices. But, retailers can pay a heavy price if they attempt to mislead shoppers. Which? discovered that 20% of members in their recent survey have bought what they thought was a big brand product only to discover that it was a supermarkets own brand that looked similar. As a result 30% felt misled and 38% were annoyed. These shoppers have now lost trust in their retailers which will change how Read more [...]

The Amazon approach to getting customers to buy

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Amazon know how to give shoppers lots of reasons to buy but, physical stores can also use those techniques to sell more at the shelf edge. The Amazon Approach has been our most popular white paper download. It dissects the techniques that Amazon use on their website and illustrates how physical store can apply them and better compete with Amazon. Amazon is a topic that comes up in many of our conversations with retailers. As a result we're not just learning from Amazon but also developing Read more [...]

Retailers budgets for 2013

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Many retailers are planning their budgets for 2013 and a lot of focus is on trialling and installing new technology in stores.  But are they missing something? The overriding priority for almost all retailers in 2013 is to get more shoppers into their stores. Once inside the store retailers want as few shoppers as possible to leave without buying anything and the average number of products purchased to increase. Technology is very exciting but in terms of priorities it's vital not to forget Read more [...]

Shelf edge is critical for brands

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Brands are starting to pay much more attention to the messages that they give to shoppers at the shelf edge. One example is from Tim Cofer, President of Europe at Mondelez, the owners of Cadbury's and other snack brands. Tim told Marketing Week  "If we are not absolutely brilliant at the point of sale then we will not win."  Other brands are also putting a much stronger focus on the shelf edge and a number of retailers are talking to us about their own brand products too. Tim summed up the Read more [...]

Price promotions

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Sometimes we need to remember that the prime objective of a promotion is to promote a product - not its price. Over use of price in a promotion makes it more important than the product and leads to commoditisation. So, it's dangerous for the business as well as being "follow the crowd" marketing. Now is a really exciting time for marketing professionals to uncover and use really strong "reasons to buy" in their promotions because shoppers are not just driven by price. Shoppers buy products Read more [...]

Customers feel misled by supermarket prices – according to Which research

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Retailers are making large investments in their stores to improve customer experience and get customers to buy more in stores, but unit pricing can frustrate shoppers. Which? research out today shows that 74% of people think supermarkets try to mislead them with confusing prices. They cite an example of a bag of three mixed peppers at £2.25 per kg or three loose basics peppers at 55p each and ask "which is the best value?" Richard Lloyd executive Director of Which also pointed out that many Read more [...]

Retail priorities for 2013

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Now is the time that many retailers plan their budgets for the next year but with tight trading conditions and ever more ways to spend the budget how do they make the best investment decisions? In the last couple of years the big investments have been refurbishing stores to make them more attractive places to shop and improving back end systems to be more efficient and flexible. In addition the last year has also seen a huge increase in the amount of money spent trialling and installing various Read more [...]

The Amazon effect – how to capitalise on it in retail stores

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Amazon really understand how to give shoppers lots of reasons to buy. Bricks and mortar stores can also use those techniques to sell more at the shelf edge. To find out how to get more effective promotions and offers in your stores using tickets that sell download the latest white paper from Pierhouse. Please let us have your feedback.   Read more [...]

What M&S, McDonalds and Harrods are doing in-store

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Major retailers such as M&S, McDonalds and Harrods are making significant changes in their stores.  This is what they said at the Retail Bulletin In-Store Engagement Conference in July 12. Claire Zuurbier, Workstream Lead New Channels Marks and Spencer M&S want to be: The leading Multi-channel Retailer in the world by 2014 The New Channels team started two years ago with three people. It now has 50. The first project from the new CEO was “put big screens in stores”. The team Read more [...]