Retailer, Friend or Foe?

How a pos i t i ve , co l l abora t i ve re la t i onsh ip can work

Pa u l S c h a a f s m a – A c c o l a d e W i n e s

E m m a B i g g s – Te s c o U K

Tesco laid down a challenge, did we listen?

"He's a ******.”

18 M fewer bottles of Australian wine

sold since 2007

Retail Realities.

We need to make money. We have the same, weekly, daily,

hourly profit challenges that you all do

1 buyer at Tesco is responsible for more than 45 million litres of

Aussie wine

75% of all Aussie wine is sold on promotion

5 UK buyers are responsible for more than 124 million litres of

Aussie wineAn average supermarket will have 16ft of fixture

space allocated to Aussie wine. Enough for c.150

sku’s

An average supermarket will have just 10 Aussie sku’s on promotional

display space

Believe it or not, we are all trying to do the same thing.

Retailer Supplier

Collaboration in Action.

Retailer Supplier

Tesco’s store of the Future.

Answering the Challenge.

Know what sells

Understanding the retailer’s shopper. They will know their

shopper well.

Know your consumer

Fill a genuine need and you will achieve

customer engagement

Listen – React - Adapt

How do you achieve true collaboration?

Retailer Friend or Foe…?

…It’s up to you.

Understand each others targets/KPIs

Know the opportunity/Gap

Adapt your Way of Working

Keep the Consumer at the heart of what you do