Jordan Bass’ Post

We stopped into Chutters this weekend in Littleton, NH for some post-hike candy. For the past 40+ years we’ve read stories about how independent retail like this around the country has gone bankrupt in the face of competition from sprawling exurban shopping malls, WalMart, Amazon or a variety of other Boogeymen. That hasn’t happened to Chutters, which is perpetually crowded and is a destination year round. All they had to do to protect their business from competition was maintain the Guinness-certified World Record for longest Candy Counter at 111 Feet. In reality, it isn’t that hard to execute. The Candy is in hundreds of self-serve glass Jars which allows for great variety (like 20 different kinds of salty licorice) without a ton of Labor. The key is that they came up with a DIFFERENTIATION plan, and stuck to it. There are 4 primary ways a retailer can feasibly differentiate from it’s competitors: 1. Price 2. Customer Service 3. Experience (Aka Fun) 4. Product Assortment EVERY retailer needs to protect their differentiation base or they won’t be around 10 years from now. If you are Wal Mart, Aldi or Dollar General, you can differentiate on Price alone and win most of the time. Otherwise, you’ll need to differentiate on Service, Experience, or Assortment. At Pod Foods when we talk about delivering innovation into retailers what we are really talking about is giving retailers a different assortment than their competitors so they can protect their business. 👉Retailers: how many of the items that you are buying from your Primary Distributor are NOT already available in your larger competitors? 👉The answer is much smaller than it needs to be. This is why EVERY retailer needs a reliable Strategic Secondary distributor who can defend their diffentiation base. 👉What is YOUR Cost-plus markup at UNFI or KeHE, compared to these larger competitors? 👉Are they allowing you to add the differentiation you need quickly, or are you required to wait 12+ weeks and/or commit to 20+ Points of Distribution PER DC beforehand? 👉How can you win if you are selling the same product at higher prices and lower margins? #innovation #differentiation #emergingbrands Julie Pryor Caroline Grace Simon Huntley Jessie Kimsey Rebecca Stephens, MBA Clint Chao Wayne Bennett Whole Foods Market Safeway Russell Heiman Flowspace Total Quality Logistics

Pricing is also important. Example, Walmart Equate Omeprazole 20mg, 42 tabs, priced around $14 and change, Walgreen comparable brand/size is around $23, can't be competitive, image is most important. Publix is also around $23. Just my thoughts. Eye appeal and price, not sure of the cost, but if I still managed a store I would build a display in the front lobby priced at $9.99 for a month and see what happens. Just an old guy that didn't know much except how to make money. Nothing wrong with a lost leader or two, never hurt my overall net to sales, builds traffic count, improves average sale in my day. "Lead on" Justin Dart. #walgreensbrandedproducts

Pricing is also important. Example, Walmart Equate Omeprazole 20mg, 42 tabs, priced around $14 and change, Walgreen comparable brand/size is around $23, can't be competitive, image is most important. Publix is also around $23. Just my thoughts. Eye appeal and price, not sure of the cost, but if I still managed a store I would build a display in the front lobby priced at $9.99 for a month and see what happens. Just an old guy that didn't know much except how to make money. Nothing wrong with a lost leader or two, never hurt my overall net to sales, builds traffic count, improves average sale in my day. "Lead on" Justin Dart. #walgreensbrandedproducts

Costco trips are particularly long trips for me. It’s not due to a long list, it’s driven by curiosity and the need to observe…shoppers, packaging, new offerings, displays, sample stations, etc. In the snack section (in my store, middle of the store, near the check-out lanes), I noticed this pallet of Frito-Lay chips. A few observations: 1. In a sea of shades of red and yellow, the black stood out. Black can be recessive at shelf but within this context (center store under lights and surrounded by color) it popped. Nice job! ✅ 2. Loved the highlight of an alternate use for the chips, the Walking Taco! As I was walking quickly by the pallet with many other shoppers, I didn’t know if this was a new line extension flavor or a usage idea. ⚠️ 3. At Costco Wholesale , given the large pallet configuration, it’s a great opportunity to create a bigger billboard vs a collection of single packages. It’s best practice to design the packages to seamlessly work together to create a larger billboard message and grab shoppers’ attentions. ⚠️ We make hundreds of decisions a day that impact our businesses. When we try to measure performance, there’s A LOT of variables influencing the results. Some we can control (billboarding) and others we cannot (competitive context). Regardless, we leverage our best practices and do our best to drive the business. Would love your follow (Heather Maxwell ) and a ring of the 🔔 above if you enjoy posts on #insights , #brandbuilding, and living a #wellplayedlife

Here's why Costco's layout changes constantly Costco is recognized for its "treasure hunt" shopping experience, which involves rearranging products in the warehouse daily before opening. Some view this practice as a merchandise strategy, while others believe it adds an element of enjoyment to the Costco shopping experience. Do you like shopping at Costco? Read more about it here: https://lnkd.in/gYTvHRef #grocery #food #consumer #strategy #merchandise

Great comment from Tim Lowe of Lowes Foods in the closing panel discussion of the National Grocers Association Executive Conference, which was moderated by NGA CEO Greg Ferrara. Tim advised not to get too far ahead of where the customer is going (like Webvan in the 90s), and that one of the best sources of insights for retailers are the customers in your store — as well as those consumers in your market who DO NOT shop your store. He also noted that store associates — hosts, as Lowes refers to them — are the No. 1 connection to shoppers, so it's important that they are given the tools and knowledge to be great resources for their shopping needs. #smallbusiness #grocery #cpg #retail RangeMe

I get asked all the time, what value I bring to the table as a packaging professional. My answer, I have a deep understanding of retailer needs. I marry this knowledge with client needs to design and execute packaging solutions that will win at retail! Yeah but that is just a bunch of words.. so here it is in action... strolling through Walmart, endcap catches my eye. Fun colors, summer vibe, this is looking good... OH WAIT! Why is this endcap display not utilizing the full length of the shelf... what the heck... and oh sugar honey ice tea... there is room to place another brand's product allowing the consumer to have a moment and think about their choice... all that work for the endcap placement.... 😪. Could of been avoided, should have been avoided, an understanding of retailer needs = endcap placement maximized! Want free advice to execute retail programs; Walmart, Costco, Home Depot, Lowes, Sam's Club, Walgreens, Ulta etc... reach out. #retailpackaging #walmart #winatretail

2 things that caught my eye in Countdown (Woolworths NZ) today: 1. Black Friday week promotions: first time I’ve seen this called out in Grocery. With the highest % sold on promotion globally, I wonder, will it cut through? 2. Plant Based meat clearly called out at shelf within the standard meat section. Great job! Clear simple merchandising. Good example of layout driven by how shoppers shop Plant Based and what they want.

#FridayFlyerFun Canadians love flyers and I am no exception! There’s always something to learn about the industry while perusing flyers - and deals to be had! In this week’s flyers the standout is good ol’ KD being flogged for volume like the grand days of uni at 55c a box! Why does this standout? 1. Hot FSPs definitely cooled over the past years, so it’s interesting to see a major brand offering a deep 66% discount to consumers. 2. The deal is at SDM! Like, huh? The best value on KD is at Canada’s premium-positioned pharmacy!? Not No Frills, Wal-Mart or even a dollar store. Surely somewhere there is an RGM manager wondering why they even bother setting strategy and a few discount merchandising managers who will be firing off emails to their Kraft Heinz rep. :) If your kids like KD - go stock up at SDM!

“Make your own real estate!” 🛒🔥 Retail shelf space is hyper competitive and expensive, but creativity is free. It costs nothing to pitch store-level decision makers on alternate displays for extra visibility. All it takes is one YES for a shot at an unforgettable brand block. We waited a while to invest in shippers thinking they were more of a beverage play, but now that we realize winning on shelf sometimes starts off-shelf, we’re leaning in with as many priceless ‘points of interruption’ as we can. These RIND Snacks week-ender displays are a great example 👇 Rolling out to Kroger divisions this week: King Soopers/City Market & Quality Food Center (QFC) 👀🍊💪 #retail #grocery #displays #eyecatching #shippers #shelfies #creativity #cpg #brands #groceryindustry #display #cpgindustry #brandbuilding