Jan-Sept 2012 vs 2011Promo Review of food retailers in 20’top         Jan-Sept 2012 vs 2011
Jan-Sept 2012 vs 2011                     Promo Review of food retailers in 20’topQUANTITATIV KPI                         ...
Jan-Sept 2012 vs 2011                                     VOCABULARY•Promo Pressure: index of promo visibility for a retai...
Jan-Sept 2012 vs 2011       Promo Review of food retailers in 20’top                Jan-Sept 2012 vs 20111- LEAFLETS & PRO...
Jan-Sept 2012 vs 2011LEAFLETS & PROMO PRESSURE (traffic leaflets)                          Jan-Sept 2012 Jan-Sept 2011 Evo...
Jan-Sept 2012 vs 2011LEAFLETS & PROMO PRESSURE (traffic leaflets)                          Jan-Sept 2012 Jan-Sept 2011 Evo...
Jan-Sept 2012 vs 2011LEAFLETS & PROMO PRESSURE (traffic leaflets)                        Jan-Sept 2012 Jan-Sept 2011 Evolu...
Jan-Sept 2012 vs 2011         5 TOP TRAFFIC LEAFLET   (by PO Share of Voice)Number of SNU   935    484   426              ...
Jan-Sept 2012 vs 2011NUMBER OF PROMO OPERATIONS (traffic leaflets)                                                        ...
Jan-Sept 2012 vs 2011NUMBER OF PROMO OPERATIONS (special leaflets)                                            81   +10 po ...
Jan-Sept 2012 vs 2011AVERAGE NUMBER OF PAGES/PROMO OP (traffic leaflets)                                                  ...
Jan-Sept 2012 vs 2011AVERAGE NUMBER OF PAGES/PROMO OP (special leaflets)                                                  ...
Jan-Sept 2012 vs 2011          Average SNU/page (traffic leaflets)                      5.9         SNU/ page             ...
Jan-Sept 2012 vs 2011        Average SNU/page (special leaflets)                     3.8                 SNU/ page        ...
Jan-Sept 2012 vs 2011      Promo Review of food retailers in 20’top                2012 vs 20112 - TRADE STRATEGY
Jan-Sept 2012 vs 2011   SNU TYPOLOGY (Brands, Private Labels, Unbranded ) Traffic                                         ...
Jan-Sept 2012 vs 2011       SNU TYPOLOGY (National Brands) Traffic Leaflets             Number        Evolution           ...
Jan-Sept 2012 vs 2011         SNU TYPOLOGY (Private Label) Traffic Leaflets             Number        Evolution           ...
Jan-Sept 2012 vs 2011          SNU TYPOLOGY (Unbranded) Traffic Leaflets             Number        Evolution              ...
Jan-Sept 2012 vs 2011SNU TYPOLOGY (National Brands, Private Label, Unbranded)                                          Tra...
Jan-Sept 2012 vs 2011   AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) 3,2   -13,5                        ...
Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                      ...
Jan-Sept 2012 vs 2011    AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                 (P...
Jan-Sept 2012 vs 2011   AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                    ...
Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                      ...
Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                      ...
Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                      ...
Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                      ...
Jan-Sept 2012 vs 2011   AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                    ...
Jan-Sept 2012 vs 2011   AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                    ...
Jan-Sept 2012 vs 2011   AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                    ...
Jan-Sept 2012 vs 2011   AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                    ...
Jan-Sept 2012 vs 2011  AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets)                                     ...
Jan-Sept 2012 vs 2011              Promo Review of food retailers in 20’top                       Jan-Sept 2012 vs 20113 –...
Jan-Sept 2012 vs 2011PROMO PRESSURE GROWTH* (SNU)Traffic Leaflets                                                         ...
Jan-Sept 2012 vs 2011PROMO PRESSURE GROWTH* (SNU) vs AVERAGE NUMBER OF PAGES/PROMO OP                                     ...
Jan-Sept 2012 vs 2011            PROMO PRESSURE GROWTH* (SNU)                                              TEXTILE        ...
Jan-Sept 2012 vs 2011          PROMO PRESSURE GROWTH* (SNU)                                                TEXTILE        ...
Jan-Sept 2012 vs 2011          PROMO PRESSURE GROWTH* (SNU)             -16.03%                                   TEXTILE ...
Jan-Sept 2012 vs 2011         PROMO PRESSURE GROWTH* (SNU)                                        TEXTILE                 ...
Jan-Sept 2012 vs 2011                    PROMO PRESSURE GROWTH* (SNU)                                        TEXTILE   1.1...
Jan-Sept 2012 vs 2011            PROMO PRESSURE GROWTH* (SNU)               -16.66% TEXTILE             -21.16%      BAZAR...
Jan-Sept 2012 vs 2011          PROMO PRESSURE GROWTH* (SNU)-68.66%                                          TEXTILE       ...
Jan-Sept 2012 vs 2011               PROMO PRESSURE GROWTH* (SNU)                                                       TEX...
Jan-Sept 2012 vs 2011                 PROMO PRESSURE GROWTH* (SNU)                                   TEXTILE   1.54%      ...
Jan-Sept 2012 vs 2011               PROMO PRESSURE GROWTH* (SNU)                                  TEXTILE                 ...
Jan-Sept 2012 vs 2011                    PROMO PRESSURE GROWTH* (SNU)          -72.52%                                    ...
Jan-Sept 2012 vs 2011               PROMO PRESSURE GROWTH* (SNU)                            -5.86% TEXTILE                ...
Jan-Sept 2012 vs 2011          SHARE OF VOICE (SNU) Traffic Leaflets                                                      ...
Jan-Sept 2012 vs 2011        Promo Review of food retailers in 20’top                  Jan-Sept 2012 vs 20114 – PROMO MECH...
Jan-Sept 2012 vs 2011PROMO MECHANISMS(SNU) Traffic Leaflets                                                               ...
Jan-Sept 2012 vs 2011  PROMO MECHANISMS(SNU) Traffic Leaflets                                                             ...
Jan-Sept 2012 vs 2011 PROMO MECHANISMS(SNU) Traffic Leaflets                                                              ...
Jan-Sept 2012 vs 2011 PROMO MECHANISMS(SNU) Traffic LeafletsProducts with consumer benefits Jan-Sept 2012           Growth...
Jan-Sept 2012 vs 2011     PROMO MECHANISMS(SNU) Traffic Leaflets   Products with consumer benefits                        ...
Jan-Sept 2012 vs 2011   PROMO MECHANISMS(SNU) Traffic Leaflets  Products with consumer benefits                           ...
Jan-Sept 2012 vs 2011   Promo Review of food retailers in 20’top             Jan-Sept 2012 vs 20113 – QUALITY KPI
Jan-Sept 2012 vs 2011                     COMPLEXITY INDICATOR            BILLA                                           ...
Jan-Sept 2012 vs 2011                                COMPLEXITY INDICATORThe indicator of complexity is to indicate the le...
Jan-Sept 2012 vs 2011      Promo Review of food retailers in 20’top                 Jan-Sept 2012 vs 2011RETAILERS SUMMARY
Jan-Sept 2012 vs 2011                                                                  Promo Review of food retailers in 2...
Jan-Sept 2012 vs 2011                                                                    Promo Review of food retailers in...
Jan-Sept 2012 vs 2011                                                               Promo Review of food retailers in 20’t...
Jan-Sept 2012 vs 2011                                                              Promo Review of food retailers in 20’to...
Jan-Sept 2012 vs 2011                                                              Promo Review of food retailers in 20’to...
Jan-Sept 2012 vs 2011                                                               Promo Review of food retailers in 20’t...
Jan-Sept 2012 vs 2011                                                             Promo Review of food retailers in 20’top...
Jan-Sept 2012 vs 2011                                                             Promo Review of food retailers in 20’top...
Jan-Sept 2012 vs 2011                                                                Promo Review of food retailers in 20’...
Promo review Romania Jan - Sept 2012 vs 2011
Promo review Romania Jan - Sept 2012 vs 2011
Promo review Romania Jan - Sept 2012 vs 2011
Promo review Romania Jan - Sept 2012 vs 2011
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Promo review Romania Jan - Sept 2012 vs 2011

  1. 1. Jan-Sept 2012 vs 2011Promo Review of food retailers in 20’top Jan-Sept 2012 vs 2011
  2. 2. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’topQUANTITATIV KPI Slides 1- LEAFLETS & PROMO OPERATIONS 4-14 2- TRADE STRATEGY 15-33 3- PROMO PRESSURE & SHARE OF VOICE 34-49 4- PROMO MECHANISMS 50-56QUALITY KPI 57-59RETAILERS SUMMARY 60-72
  3. 3. Jan-Sept 2012 vs 2011 VOCABULARY•Promo Pressure: index of promo visibility for a retailer, a category a brand or a format. This index can becounted by quantity of leaflets or quantity of promotions inside the leaflets.•Share of Voice: index of promo visibility for a retailer, a category a brand or a format in relative valueversus competitors. The Share of Voice index of Hipercom shows the promo activity of the Retailers in themost exhaustive way, taking into consideration the quantity of promotional operations, SKU’s or SNU inPromo, the commercial space (in m2) when the promotion was valid and the number of days of thevalidity days of that specific promotion.•Shopper Need Unit ( SNU): One or more SKU from the same family, being on the same promotion (manyflavors for juice, many colors for shampoo, many sizes for textile)•Consumer advantages: All additional trade mechanisms supporting the promo price and mentionedon the promo leaflet.•Promo price: Price on the leaflet (should be different from the shelf price)•Virtual Price: Promo price – (minus) all consumers advantages•Perimeter of analysis: Romania: CC, Hyper, Super, HDD (Analysis for the Top 20 Retailers of thiscategory)
  4. 4. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’top Jan-Sept 2012 vs 20111- LEAFLETS & PROMO OPERATIONS
  5. 5. Jan-Sept 2012 vs 2011LEAFLETS & PROMO PRESSURE (traffic leaflets) Jan-Sept 2012 Jan-Sept 2011 Evolution Pressure NATIONALS OP 367 387 -5% -10% REGIONAL OP 76 34 124% 112% We see that the retailers prefer to invest In regional PO in 2012 * Quantity of leaflets 2012 vs 2011. All traffic leaflets = 100%. *A Promo Operation is a set of leaflets issued by a store network. This set could consist of one leaflet till 25 or more regional variations
  6. 6. Jan-Sept 2012 vs 2011LEAFLETS & PROMO PRESSURE (traffic leaflets) Jan-Sept 2012 Jan-Sept 2011 Evolution Pressure NATIONALS OP 367 387 -5% -10% REGIONAL OP 76 34 124% 112% HM ( Nationals PO) Jan-Sept2012(evol) SM ( Nationals PO) Jan-Sept2012(evol) +15 (PO) +5 (PO) 45 41 -2 (PO) +18(PO) 24 26 +1 (PO) +5 (PO) 39 20 +5 (PO) 32 18 * Quantity of leaflets 2012 vs 2011. All traffic leaflets = 100%. *A Promo Operation is a set of leaflets issued by a store network. This set could consist of one leaflet till 25 or more regional variations
  7. 7. Jan-Sept 2012 vs 2011LEAFLETS & PROMO PRESSURE (traffic leaflets) Jan-Sept 2012 Jan-Sept 2011 Evolution Pressure NATIONALS PO 367 387 -5% -10% REGIONAL PO 76 34 124% 112% C&C ( Nationals PO) Jan-Sept2012(evol) HD ( Nationals PO) Jan-Sept2012(evol) -6 (PO) +23(PO) 34 36 -3 (PO) +2 (PO) 39 29 * Quantity of leaflets 2012 vs 2011. All traffic leaflets = 100%. *A Promo Operation is a set of leaflets issued by a store network. This set could consist of one leaflet till 25 or more regional variations
  8. 8. Jan-Sept 2012 vs 2011 5 TOP TRAFFIC LEAFLET (by PO Share of Voice)Number of SNU 935 484 426 416 404Stores 19 8 24 24 8Days 31 11 13 13 14 Benchmark vs Leader 100% 52% 46% 44% 43%
  9. 9. Jan-Sept 2012 vs 2011NUMBER OF PROMO OPERATIONS (traffic leaflets) 45 +15 po 41 +5 po 39 +1 po 39 +2 po 36 +23 po 34 -6 po Almost all the retailers 32 +5 po increased their quantity of leaflet edition. 29 -3 po 26 +18 po 24 -2 po 20 +5 po 18
  10. 10. Jan-Sept 2012 vs 2011NUMBER OF PROMO OPERATIONS (special leaflets) 81 +10 po 72 +12 po 21 -1 po 20 +8 po 10 +10 po 10 -2 po Almost all the retailers 4 -5 po increased their quantity of special leaflet edition. 4 +2 po 3 +1 po 3 +1 po 2 -6 po SPECIAL LEAFLETS = flyers (2 – 4 pages) 1 -3 po + thematic catalogues
  11. 11. Jan-Sept 2012 vs 2011AVERAGE NUMBER OF PAGES/PROMO OP (traffic leaflets) 45 pag 2 pag 31 pag -6 pag 27 pag 2 pag 25 pag -1 pag 18 pag 6 pag 16 pag The number of pages per PO is decreasing or increasing. Only Penny, 16 pag 2 pag Cora and Carrefour Market are constant. 13 pag 1 pag We can see the most Significant cost cutting in REAL. 12 pag 3 pag 12 pag 1 pag 10 pag 4 pag
  12. 12. Jan-Sept 2012 vs 2011AVERAGE NUMBER OF PAGES/PROMO OP (special leaflets) 26 pag -3 pag 22 pag -6 pag 21 pag -7 pag 20 pag -2 pag 18 pag 6 pag The number of pages per PO is decreasing or increasing. Only Cora 9 pag -8 pag and Carrefour Market are constant. We can see the most 9 pag -3 pag Significant cost cutting in PENNY, METRO & REAL. 7 pag 5 pag -5 pag 4 pag -2 pag 4 pag -2 pag SPECIAL LEAFLETS = flyers (2 – 4 pages) 3 pag + thematic catalogues
  13. 13. Jan-Sept 2012 vs 2011 Average SNU/page (traffic leaflets) 5.9 SNU/ page SNU/ page 6.1 6.2 SNU/ page Number of 8.1 SNU/ page SNU/page SNU/ page 8.5 9.3 SNU/ page SNU/ page 9.4 9.8 SNU/ page 9.9 SNU/ pageThe most readable 10.6 SNU/ page is Selgros 20.0 SNU/ page 20.5 SNU/ page
  14. 14. Jan-Sept 2012 vs 2011 Average SNU/page (special leaflets) 3.8 SNU/ page 4.4 SNU/ page 5.0 SNU/ page Number of 5.5 SNU/ page SNU/page 6.0 SNU/ page 6.4 SNU/ page 6.8 SNU/ page 8.3 SNU/ page SNU/ page 10.8 11.4 SNU/ pageThe most readable is LIDL SNU/ page 11.5 14.9 SNU/ page
  15. 15. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’top 2012 vs 20112 - TRADE STRATEGY
  16. 16. Jan-Sept 2012 vs 2011 SNU TYPOLOGY (Brands, Private Labels, Unbranded ) Traffic Leaflets Within HIPERMARKET,SUPERMAKET,HARD DISCOUNT,CASH&CARRY 18.42% (-1.6 pts)We can observe that the Unbranded areloosing share in favor of Private Labels. Thisshows that the strategy of the retailers is toreduce the space for the promotions withoutbudget. Brands Private Label 15.02% (+2.8 pts) Unbranded 66,57% (-1.2 pts) * SNU = one ore more SKU from the same family, visible on one picture (e.g. various flavors)
  17. 17. Jan-Sept 2012 vs 2011 SNU TYPOLOGY (National Brands) Traffic Leaflets Number Evolution National Brands Private Label Unbranded SNU/OP Jan-Sept 2012 vs 2011 187 ref -26 63,85% (-1,7 pts) 355 ref 38 60,60% (0,9 pts) 225 ref 16 54,40% (1,8 pts) 264 ref -43 60,96% (-0,4 pts) 148 ref 7 74,56% (1,1 pts) 197 ref 82 84,66% (1,3 pts) 33 ref 9 67,87% (19,7 pts) 57 ref 14 75,61% (-0,8 pts) 98 ref 34 6,52% (1,6 pts) 144 ref 2 67,63% (4,2 pts) 235 ref 50 77,01% (7,4 pts) 245 ref 16 90,95% (0,5 pts)* SNU = one ore more SKU from the same family, visible on one picture (e.g. various flavors)
  18. 18. Jan-Sept 2012 vs 2011 SNU TYPOLOGY (Private Label) Traffic Leaflets Number Evolution National Brands Private Label Unbranded SNU/OP Jan-Sept 2012 vs 2011 187 ref -26 63,85% (-1,7 pts) 12,30% (0,2 pts) 355 ref 38 60,60% (0,9 pts) 12,39% (-0,6 pts) 225 ref 16 54,40% (1,8 pts) 15,08% (-1 pts) 264 ref -43 60,96% (-0,4 pts) 10,94% (0,6 pts) 148 ref 7 74,56% (1,1 pts) 8,03% (0,8 pts) 197 ref 82 84,66% (1,3 pts) 14,07% (0,2 pts) 33 ref 9 67,87% (19,7 pts) 17,29% (-15,5 pts) 57 ref 14 75,61% (-0,8 pts) 6,87% (2,3 pts) 98 ref 34 6,52% (1,6 pts) 82,69% (-0,2 pts) 144 ref 2 67,63% (4,2 pts) 14,44% (-0,4 pts) 235 ref 50 77,01% (7,4 pts) 16,80% (-1,9 pts) 245 ref 16 90,95% (0,5 pts) 4,34% (-1 pts)* SNU = one ore more SKU from the same family, visible on one picture (e.g. various flavors)
  19. 19. Jan-Sept 2012 vs 2011 SNU TYPOLOGY (Unbranded) Traffic Leaflets Number Evolution National Brands Private Label Unbranded SNU/OP Jan-Sept 2012 vs 2011 187 ref -26 63,85% (-1,7 pts) 12,30% (0,2 pts) 23,85% (1,5 pts) 355 ref 38 60,60% (0,9 pts) 12,39% (-0,6 pts) 27,01% (-0,3 pts) 225 ref 16 54,40% (1,8 pts) 15,08% (-1 pts) 30,52% (-0,8 pts) 264 ref -43 60,96% (-0,4 pts) 10,94% (0,6 pts) 28,10% (-0,2 pts) 148 ref 7 74,56% (1,1 pts) 8,03% (0,8 pts) 17,40% (-1,9 pts) 197 ref 82 84,66% (1,3 pts) 14,07% (0,2 pts) 1,27% (-1,5 pts) 33 ref 9 67,87% (19,7 pts) 17,29% (-15,5 pts) 14,84% (-4,1 pts) 57 ref 14 75,61% (-0,8 pts) 6,87% (2,3 pts) 17,52% (-1,5 pts) 98 ref 34 6,52% (1,6 pts) 82,69% (-0,2 pts) 10,79% (-1,4 pts) 144 ref 2 67,63% (4,2 pts) 14,44% (-0,4 pts) 17,93% (-3,8 pts) 235 ref 50 77,01% (7,4 pts) 16,80% (-1,9 pts) 6,19% (-5,4 pts) 245 ref 16 90,95% (0,5 pts) 4,34% (-1 pts) 4,71% (0,4 pts)* SNU = one ore more SKU from the same family, visible on one picture (e.g. various flavors)
  20. 20. Jan-Sept 2012 vs 2011SNU TYPOLOGY (National Brands, Private Label, Unbranded) Traffic Leaflets Evolution * National Brands Private Label Unbranded Jan-Sept 2012 vs 2011 -26 -20 -3 -3 38 26 3 9 16 12 1 3 -43 -27 -3 -13 7 7 1 -1 82 71 12 -1 9 11 -2 0 14 10 2 2 34 3 28 3 2 7 0 -5 50 52 5 -7 16 15 -1 2* Digits are slitghtly rounded SNU = one ore more SKU from the same family, visible on one picture (e.g. various flavors)
  21. 21. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) 3,2 -13,5 Metro had a severe reduction of the83.2 81.5 3,6 AVERAGE VIRTUAL PRICE virtual price by 82%, meanwhile 71.6 Carrefour Market increased the virtual prince by 133%. 0,4 -95,2 1,1 23.0 20.8 8,9 0,4 -0,5 -0,3 17.5 15.6 -0,1 -0,2 14.2 13.5 11.3 9.4 7.3-0,5 Metro had a severe reduction of the -14,083.4 81.7 3,6 AVERAGE PROMO PRICE promo price by 82%, meanwhile 71.8 Carrefour Market increased the promo prince by 133%. 0,4 -95,2 1,1 23.0 8,9 0,5 21.4 17.7 -0,5 -0,3 0,0 15.6 14.3 13.5 11.5 -0,2 9.7 7.3
  22. 22. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (FOOD CATEGORY) AVERAGE VIRTUAL PRICE8,915.6 1,5 1,1 -0,2 -1,1 0,9 0,0 12.3 11.7 11.5 10.9 10.8 10.6 -0,4 0,5 0,5 0,0 1,9 8.3 8.1 8.0 8.0 7.29,0 AVERAGE PROMO PRICE15.6 1,5 1,1 -0,2 -0,9 12.5 0,6 -0,5 11.9 11.6 11.5 11.1 -0,3 0,5 10.7 0,5 1,9 0,0 8.7 8.3 8.1 8.0 7.2
  23. 23. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (PRODUSE AMBALATE CU AUTOSERVIRE) AVERAGE VIRTUAL PRICE-0,5 1,9 -0,3 11.4 11.1 1,2 -0,9 -0,3 10.6 9.8 9.7 9.6 0,5 0,5 0,4 1,2 -0,4 8.6 8.3 8.0 8.0 7.7 -0,1 7.2 AVERAGE PROMO PRICE-0,4 2,0 -0,3 11.7 0,8 -0,9 -0,8 11.1 10.7 0,7 0,5 0,4 -0,4 1,2 10.0 9.9 9.7 -0,1 9.0 8.4 8.0 8.0 8.0 7.2
  24. 24. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (FRUCTE SI LEGUME) AVERAGE VIRTUAL PRICE5,9 -1,610.4 3,9 9.2 9.2 -24,3 5,0 8.2 8.0 -2,3 0,2 6.8 0,5 0,4 -0,3 -0,2 -0,1 5.0 4.6 4.4 4.4 4.1 3.8 AVERAGE PROMO PRICE5,910.4 -1,6 3,9 9.2 9.2 -24,3 5,0 8.2 8.0 -2,3 6.8 0,2 0,5 0,4 -0,6 -0,2 -0,1 5.0 4.6 4.4 4.4 4.1 3.8
  25. 25. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (CONGELATE) AVERAGE VIRTUAL PRICE9,316.8 0,9 -2,5 0,6 14.2 13.3 12.9 7,1 -0,1 0,5 11.0 10.4 2,3 0,5 9.5 9.0 8.9 -0,1 -0,2 7.8 0,0 7.2 6.2 AVERAGE PROMO PRICE 9,316.8 1,0 -2,5 0,7 14.4 13.3 13.2 0,1 7,1 0,7 2,2 0,1 11.1 11.0 -0,1 9.8 9.5 9.0 -0,1 7.8 0,0 7.3 6.2
  26. 26. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (FOOD) AVERAGE VIRTUAL PRICE12,016.9 1,5 11.5 2,0 -0,1 1,2 9.9 0,2 9.7 9.0 -1,9 -0,8 2,7 0,6 7.9 7.4 0,6 -0,2 7.2 6.9 6.7 5.9 5.6 AVERAGE PROMO PRICE12,116.9 1,6 11.7 2,0 -0,1 0,9 10.0 9.7 -0,1 -1,8 9.1 -0,8 2,7 0,6 0,6 -0,2 7.9 7.7 7.6 6.9 6.8 6.0 5.6
  27. 27. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (DETERGENTI - IGIENA) AVERAGE VIRTUAL PRICE0,225.6 3,0 11,6 1,8 22.6 22.0 2,8 -1,1 -0,2 20.0 1,7 -1,6 18.8 -2,3 17.9 17.7 16.9 16.0 -0,6 15.4 13.7 1,5 11.2 AVERAGE PROMO PRICE0,0 2,925.8 11,6 23.8 2,1 3,0 0,0 22.0 -0,9 0,7 -1,1 20.4 19.5 19.3 -2,3 18.2 17.1 17.0 -0,5 15.4 1,6 13.9 11.3
  28. 28. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (COSMETICE) AVERAGE VIRTUAL PRICE16,524.8 3,5 19.0 2,1 1,1 1,8 -0,7 0,7 0,0 1,5 -0,1 14.8 14.5 14.3 -0,7 14.0 13.0 12.7 12.5 12.2 -0,8 11.7 9.7 AVERAGE PROMO PRICE16,524.8 3,6 19.4 2,1 1,4 -0,7 0,5 0,5 1,4 14.9 1,1 -0,6 -0,1 14.8 14.8 14.5 14.4 13.5 13.3 -0,8 12.4 12.3 9.7
  29. 29. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (PRODUSE VRAC/SERVIRE ASISTATA) AVERAGE VIRTUAL PRICE-2,524.1 14,1 8,6 22.1 22.0 1,0 17.7 -0,8 3,1 -3,4 14.1 14.0 -1,2 12.7 -0,1 2,0 0,5 9.9 8.6 0,3 7.1 6.7 5.6 AVERAGE PROMO PRICE --2,5 14,124.1 8,6 22.1 22.0 1,0 17.7 1,0 3,0 -4,2 14.1 14.0 -1,2 12.7 -0,1 9.9 2,0 0,5 0,3 8.7 7.1 6.7 5.6
  30. 30. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (NON FOOD CATEGORY) AVERAGE VIRTUAL PRICE-248,0 266.8 15,6 232.3 5,4 186.8 -0,4 149.8 -7,4 7,1 70.6 -0,4 47.2 -2,2 7,1 1,0 1,0 -2,5 34.2 29.9 25.3 9.4 8.5 8.1 AVERAGE PROMO PRICE-249,2 266.8 -16,5 232.4 -2,9 187.0 -0,4 150.0 -7,5 7,2 70.6 -0,4 -2,2 7,1 47.4 1,0 -1,1 -2,5 34.2 29.9 25.4 9.4 8.5 8.1
  31. 31. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (ELECTRO-FOTO-CINEMA-SUNET)-301,8 AVERAGE VIRTUAL PRICE 778.3 53,6 62,8 -41,3 610.2 607.3 480.3 -90,3 0,4 -25,2 5,3 178.4 4,7 0,0 137.7 4,0 -55,0 73.3 68.1 51.3 11.0 4.0 - AVERAGE PROMO PRICE-304,6 778.3 27,6 61,4 611.0 607.4 -41,3 480.4 -90,3 0,2 25,2 178.4 5,3 4,7 137.8 73.3 0,0 4,0 -55,0 68.1 51.3 11.0 4.0
  32. 32. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (BAZAR)1,5 AVERAGE VIRTUAL PRICE93.8 6,7 21,3 76.2 72.0 -62,2 3,2 2,3 4,7 -2,4 37.5 35.8 8,5 30.5 28.9 27.9 23.3 0,0 -1,6 0,3 8.4 8.1 7.9 AVERAGE PROMO PRICE0,593.9 3,9 21,2 76.2 72.1 -62,3 3,2 2,3 4,8 37.6 35.8 -2,4 8,5 30.5 29.1 27.9 0,0 -1,6 0,3 23.4 8.4 8.1 7.9
  33. 33. Jan-Sept 2012 vs 2011 AVERAGE VIRTUAL PRICE & AVERAGE PROMO PRICE (traffic leaflets) (TEXTILE) AVERAGE VIRTUAL PRICE7,845.2 5,7 42.4 -9,6 37.9 -3,4 3,4 32.2 31.5 -3,4 0,5 -0,8 26.6 21.9 21.0 1,9 -6,0 15.2 11.9 -10,8 AVERAGE PROMO PRICE7,8 4,245.2 42.4 -9,8 38.0 -3,4 3,6 32.6 -3,4 31.8 26.6 0,0 -0,8 21.9 21.0 1,6 -6,0 15.2 11.9 -10,8
  34. 34. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’top Jan-Sept 2012 vs 20113 – PROMO PRESSURE & SHARE OF VOICE
  35. 35. Jan-Sept 2012 vs 2011PROMO PRESSURE GROWTH* (SNU)Traffic Leaflets Growth v/s Y-1 PROMO FOOD +1.2 % +9.2 %PRESSURE NON - FOOD -4.0 % HIPERMARKET +1.41% The Promo Pressure has a positive trend in the Jan-Sept v/s Y-1. We have seen previously that the number of Promo Operation was SUPERMARKET -5.94% growing. Taking a look at how retailers behaved in 2012, we see thatCASH&CARRY -6.23% Hypermarkets and Hard Discounters have a positive trend respect the other formats.HARD DISCOUNT +10.17% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  36. 36. Jan-Sept 2012 vs 2011PROMO PRESSURE GROWTH* (SNU) vs AVERAGE NUMBER OF PAGES/PROMO OP SELGROS 45 pag 2 pag-11.28% SELGROS The detailed promo pressure growth by player shows the correlation between REAL- number of pages downsize and promo HYPERMAR 31 pag -6 pag -6.55% REAL-HYPERMARKET KET pressure reduction. METRO 27 pag 2 pag PROFI 21.31% CARREFOU R 25 pag -1 pag -2.21% PENNY MARKET LIDL 18 pag 6 pag -1.25% METRO PENNY 16 pag 0 pag MEGA IMAGE MARKET LIDL BILLA 16 pag 2 pag KAUFLAND KAUFLAND 1.39% 13 pag 1 pag -5.35% CORA PROFI 12 pag 3 pag MEGA CARREFOUR MARKET 12 pag 1 pag IMAGE CARREFOUR 20.45% CORA 10 pag 0 pag BILLA 9.24% CARREFOU 4 pag 0 pag R MARKET *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less Average number of pages/OP SNU promoted
  37. 37. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) TEXTILE 10.68% -9.76% BAZAR -27.12% ELECTRO-FOTO-CINEMA-SUNET -11.43% NON FOOD CATEGORY PRODUSE VRAC/SERVIRE ASISTATA 14.57% -15.64% COSMETICE DETERGENTI - IGIENA 4.55% FOOD 31.61%-29.90% CONGELATE FRUCTE SI LEGUME 35.13% -17.53% PRODUSE AMBALATE CU AUTOSERVIRE FOOD CATEGORY 6.50% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  38. 38. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) TEXTILE 14.87% -2.69% BAZAR -7.53% ELECTRO-FOTO-CINEMA-SUNET NON FOOD CATEGORY 1.25% PRODUSE VRAC/SERVIRE ASISTATA 12.10% -5.34% COSMETICE -2.09% DETERGENTI - IGIENA -8.47% FOOD -10.16% CONGELATE-54.47% FRUCTE SI LEGUME PRODUSE AMBALATE CU AUTOSERVIRE 15.22% -0.86% FOOD CATEGORY *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  39. 39. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) -16.03% TEXTILE BAZAR 5.48%-30.17% ELECTRO-FOTO-CINEMA-SUNET -4.71% NON FOOD CATEGORY -10.40% PRODUSE VRAC/SERVIRE ASISTATA COSMETICE 3.41% DETERGENTI - IGIENA 11.63% FOOD 11.65% -2.23% CONGELATE FRUCTE SI LEGUME 2.48% -9.76% PRODUSE AMBALATE CU AUTOSERVIRE FOOD CATEGORY 1.62% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  40. 40. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) TEXTILE 9.56% BAZAR 1.42% ELECTRO-FOTO-CINEMA-SUNET 5.61% NON FOOD CATEGORY 5.02% -1.46% PRODUSE VRAC/SERVIRE ASISTATA COSMETICE 11.98% DETERGENTI - IGIENA 8.09% -7.50% FOOD -7.05% CONGELATE FRUCTE SI LEGUME 1.02%-9.77% PRODUSE AMBALATE CU AUTOSERVIRE FOOD CATEGORY -3.55% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  41. 41. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) TEXTILE 1.12% -19.00% BAZAR-26.43% ELECTRO-FOTO-CINEMA-SUNET -18.25% NON FOOD CATEGORY PRODUSE VRAC/SERVIRE ASISTATA 7.98% COSMETICE 2.14% DETERGENTI - IGIENA 37.92% -3.28% FOOD CONGELATE 22.71% FRUCTE SI LEGUME 10.63% -7.39% PRODUSE AMBALATE CU AUTOSERVIRE FOOD CATEGORY 1.45% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  42. 42. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) -16.66% TEXTILE -21.16% BAZAR ELECTRO-FOTO-CINEMA-SUNET 0.72% -17.54% NON FOOD CATEGORY PRODUSE VRAC/SERVIRE ASISTATA 25.88% COSMETICE 11.32% -29.41% DETERGENTI - IGIENA -5.57% FOOD CONGELATE 144.61% FRUCTE SI LEGUME 20.29%PRODUSE AMBALATE CU AUTOSERVIRE 13.51% FOOD CATEGORY 4.05% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  43. 43. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU)-68.66% TEXTILE BAZAR 7.64% ELECTRO-FOTO-CINEMA-SUNET 0.00% -0.53% NON FOOD CATEGORY -3.65% PRODUSE VRAC/SERVIRE ASISTATA -26.46% COSMETICE -14.71%DETERGENTI - IGIENA FOOD 7.28% -10.02% CONGELATE -31.54% FRUCTE SI LEGUME PRODUSE AMBALATE CU AUTOSERVIRE 25.23% FOOD CATEGORY 0.02% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  44. 44. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) TEXTILE 0.00%-92.41% BAZAR -77.22% ELECTRO-FOTO-CINEMA-SUNET -88.61% NON FOOD CATEGORY PRODUSE VRAC/SERVIRE ASISTATA 71.45% -16.47%COSMETICE -51.59% DETERGENTI - IGIENA -1.87% FOOD -20.27% CONGELATE FRUCTE SI LEGUME 17.32% -10.57% PRODUSE AMBALATE CU AUTOSERVIRE FOOD CATEGORY 1.86% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  45. 45. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) TEXTILE 1.54% -5.27% BAZAR ELECTRO-FOTO-CINEMA-SUNET 21.72% -1.38% NON FOOD CATEGORY PRODUSE VRAC/SERVIRE ASISTATA 111.40% COSMETICE 2.29% -34.64% DETERGENTI - IGIENA FOOD 6.88% CONGELATE 21.92% FRUCTE SI LEGUME 346.30%-11.46% PRODUSE AMBALATE CU AUTOSERVIRE FOOD CATEGORY 1.95% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  46. 46. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) TEXTILE BAZAR 6.46% ELECTRO-FOTO-CINEMA-SUNET -12.55% NON FOOD CATEGORY PRODUSE VRAC/SERVIRE ASISTATA 15.64% -10.08%COSMETICE DETERGENTI - IGIENA 23.63% FOOD 1.24% CONGELATE 75.79% FRUCTE SI LEGUME 9.59%-18.94% PRODUSE AMBALATE CU AUTOSERVIRE FOOD CATEGORY 0.98% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  47. 47. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) -72.52% TEXTILE -78.14% BAZAR-86.67% ELECTRO-FOTO-CINEMA-SUNET -81.67% NON FOOD CATEGORY PRODUSE VRAC/SERVIRE ASISTATA 8.98% COSMETICE 43.13% DETERGENTI - IGIENA 38.60% FOOD 25.28% -1.09% CONGELATE FRUCTE SI LEGUME 46.73% -4.24% PRODUSE AMBALATE CU AUTOSERVIRE FOOD CATEGORY 21.52% *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  48. 48. Jan-Sept 2012 vs 2011 PROMO PRESSURE GROWTH* (SNU) -5.86% TEXTILE BAZAR 8.68% ELECTRO-FOTO-CINEMA-SUNET 49.60% NON FOOD CATEGORY 13.74%-32.52% PRODUSE VRAC/SERVIRE ASISTATA -10.35% COSMETICE DETERGENTI - IGIENA 0.71% FOOD 0.59% -6.93% CONGELATE FRUCTE SI LEGUME 19.85% PRODUSE AMBALATE CU AUTOSERVIRE 12.48% -1.29% FOOD CATEGORY *The Promo Pressure growth is calculated in SNU . A growth < 0 means a mix of less SNU promoted
  49. 49. Jan-Sept 2012 vs 2011 SHARE OF VOICE (SNU) Traffic Leaflets 11.2% 0,2 pts 10.8% -0,6 pts 10.7% -0,8 pts 10.7% 1,8 pts 10.2% -0,1 pts 9.0% -1,1 pts 7.7% 0,7 pts The most important player is Kaufland. 7.2% -0,2 pts 5.0% 2,6 pts 4.5% 3,3 pts 1.3% 0,2 pts 1.1% 0,8 ptsOthers* 10.5% -6.8 pts 100% = Total Retailers Jan-Sept 2012 *where Others represents the retailers outside selection with the same chain format as selected.
  50. 50. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’top Jan-Sept 2012 vs 20114 – PROMO MECHANISMS
  51. 51. Jan-Sept 2012 vs 2011PROMO MECHANISMS(SNU) Traffic Leaflets Products with consumer benefits by retailer format 53.2% 54.2% 52.4% 48.7% 44.8% 42.0% 39.5% 34.9% 2011 2012 CASH AND CARRY HARD DISCOUNT HIPERMARKET SUPERMARKETRegarding the consumer benefits an important increasing was in CASH AND CARYY with 7 pts in 2012 vs 2011.
  52. 52. Jan-Sept 2012 vs 2011 PROMO MECHANISMS(SNU) Traffic Leaflets Products with consumer benefits per retailer HIPERMARKET SUPERMARKET 34.63% 33.19% 88.48% 32.23% 79.33% 28.26% 23.72% 2011 2011 17.52% 2012 15.79% 201214.66% 10.80% 8.17%9.33% 3.16% 0.19%0.53%Analyzing the consumer benefits by retailer, we have a clear picture of the evolution of these. In Hypermarkets Realincreased with 6.2 pts, while in Supermarkets Billa is leading, although it has registered a decreased of 9.1pts.
  53. 53. Jan-Sept 2012 vs 2011 PROMO MECHANISMS(SNU) Traffic Leaflets Products with consumer benefits per retailer CASH&CARRY HARD DISCOUNT 93.47% 60.29% 81.52% 51.97% 48.03% 39.71% 2011 2011 2012 2012 18.48% 6.53%In Cash&Carry METRO registered a positive evolution of +8.3 pts vs. previous year.
  54. 54. Jan-Sept 2012 vs 2011 PROMO MECHANISMS(SNU) Traffic LeafletsProducts with consumer benefits Jan-Sept 2012 Growth vs Y-1 VIRTUAL PROMO 11,4% +0,7 pts +8.3% +3.8 pt TPR (Temporary Price Reduction) 34,9% +2.8 pts Instore Event 1.2% +0.5 ptsWhat kind of Promo MechanismsRetailers are using, and their evolutionVs last year Consumer Pack 4.2% +0,2 pts
  55. 55. Jan-Sept 2012 vs 2011 PROMO MECHANISMS(SNU) Traffic Leaflets Products with consumer benefits 1 + 1 gratis 0,4% (-0,3 pts) 2 + 1 gratis 1,2% (-0,4 pts) Jan-Sept 2012 Growth vs Y-1 Other VL X% From the 2nd product 8,4% (1.7 pts) (Identical or not) 1,5% (-0,3 pts) +8.3% +3.8 pt CROSSED PRICE 2,6% (-0,2 pts) CUPON 0,0% (-0,1 pts) LOYALTY POINTS 3.2% (-1,2 pts) VIRTUAL PROMO MONEYTICKET 3.0% (0,5 pts) 11,4% +0,7 pts PRICE DISCOUNT 25.5% (3.6 pts) SPECIAL PRICE 0,6% (0,3 pts)TPR (Temporary Price Reduction) 34.9% +2.8 pts BUYBACK 0,0% (0 pts) Instore Event +0.5 pts LOTTERY/GAMES 1.2% (0,5 pts) 1.2% GIFTS ON PACK 4.2% (0,2 pts) Consumer Pack 4.2% +0,2 pts GRATUITES 3.1% (-2.0 pts)
  56. 56. Jan-Sept 2012 vs 2011 PROMO MECHANISMS(SNU) Traffic Leaflets Products with consumer benefits FOOD CATEGORY 54% 4,4 pts Jan-Sept 2012 Growth vs Y-1 FOOD 51% 4,2 pts +8.3% +3.8 pt FRUCTE SI LEGUME 42% -2,6 pts PRODUSE AMBALATE CU AUTOSERVIRE 54% 3,6 pts PRODUSE VRAC/SERVIRE ASISTATA 51% 3,9 pts CONGELATE 49% 7 pts COSMETICE 67% 5,5 ptsFrom total articles promoted in Foodcategory, on more than 54% at least DETERGENTI - IGIENA 68% 8,8 pts1 Consumer Advantage was used,And on non food promotions only 33% NON-FOOD CATEGORY 33% 0,8 ptsof the articles were promoted with aConsumer Advantage. BAZAR 30% 0,9 pts ELECTRO-FOTO-CINEMA- SUNET 42% 7,5 pts TEXTILE 33% -4,5 pts
  57. 57. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’top Jan-Sept 2012 vs 20113 – QUALITY KPI
  58. 58. Jan-Sept 2012 vs 2011 COMPLEXITY INDICATOR BILLA 81.22% -3,15% KAUFLAND 66.63% -0,88% CORA 60.34% -7,58% PROFI 55.95% 5,31%REAL-HYPERMARKET 51.10% 16,87% METRO 47.83% 11,77% We can easily see that PENNY MARKET 47.23% 6,21% BILLA is using at least 1 Consumer Advantage on SELGROS 35.52% 1,77% 81% of the promoted articles, while Carrefour Market is using Consumer CARREFOUR 34.11% -2,90% Advantages only on 3.86 % of the promoted articles. MEGA IMAGE 17.02% 8,14% LIDL 17.00% -1,08%CARREFOUR MARKET 3.86% -0,76%
  59. 59. Jan-Sept 2012 vs 2011 COMPLEXITY INDICATORThe indicator of complexity is to indicate the level of complexity of the offers of the retailers. As aretailer will have several mechanisms on a promoted item, it will be poorly ranked. The most complex or less complex Number of Promo mechanisms / item (classified by the number of products with 2 or more mechanisms) (HM,HDD, SM & CC, on Food &Non Food) 0.0% 50.40% 0.2% 47.49% 0.2% 0.3% 0.7% 1.6% 2.4% 2.8% 3.2% 3.3% 2.06% 0.04% 3.9%0 mechanisms 1 mechanisms 2 mechanisms 3 mechanisms 7.1%
  60. 60. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’top Jan-Sept 2012 vs 2011RETAILERS SUMMARY
  61. 61. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’topCarrefour (traffic leaflets) Pressure Offer FOOD Market +1.2% (C&C, HM,HDD, SM) 32.5% 34.9% Hypermarket +1.41% 1,1 pts 0 pts 32.5% +20.5% -1,2 pts Quantity of SNU Quantity of PO FOOD NON-FOOD TEXTILE Consumer Brands Share advantages 12.3% Consumer Pack 5,22% +1,5 pts 23.8% 0,2 pts Instore Event 0,34% +0,2 pts 1,5 pts TPR (Temporary Price Reduction) 15,40% +5,6 pts Virtual promo 13,15% -10,1 pts 1 + 1 gratis 0,13% -0,9 pts 2 + 1 gratis 0,40% -4,2 pts 63.9% Other VL 7,71% -1,4 pts -1,7 pts X% From the 2nd product (Identical or not) 4,91% -3,7 pts Private Label National Brands Unbranded Quantity of SNU Quantity of SNU
  62. 62. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’topCora (traffic leaflets) Pressure Offer FOOD Market +1.2% (C&C, HM,HDD, SM) 33.3% 33.3% Hypermarket +1.41% 0 pts 0 pts 33.3% -5.4% 0 pts Quantity of SNU Quantity of PO FOOD NON-FOOD TEXTILE Consumer Brands Share advantages Consumer Pack 1,47% -1,1 pts 12.4% Instore Event 0,05% -0,9 pts 27.0% -0,6 pts TPR (Temporary Price Reduction) 56,60% -5,3 pts -0,3 pts Virtual promo 2,22% -0,3 pts 1 + 1 gratis 0,04% -0,1 pts 2 + 1 gratis 0,08% -0,4 pts 60.6% Other VL 0,73% +0,2 pts X% From the 2nd product 0,9 pts (Identical or not) 1,37% 0 pts Private Label National Brands Unbranded Quantity of SNU Quantity of SNU
  63. 63. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’topReal (traffic leaflets) Pressure Offer FOOD Market +1.2% (C&C, HM,HDD, SM) 32.6% 33.7% Hypermarket +1.41% 1,9 pts -0,9 pts 33.7% -6.6% -0,9 pts Quantity of SNU Quantity of PO FOOD NON-FOOD TEXTILE Consumer Brands Share advantages Consumer Pack 5,71% +0,4 pts 10.9% Instore Event 1,07% +0,2 pts 0,6 pts TPR (Temporary Price Reduction) 38,47% +17,2 pts 28.1% Virtual promo 5,85% -0,8 pts -0,2 pts 1 + 1 gratis 2,55% 0 pts 2 + 1 gratis 2,36% -0,8 pts Other VL 0,73% -0,1 pts 61.0% X% From the 2nd product -0,4 pts (Identical or not) 0,21% +0 pts Private Label National Brands Unbranded Quantity of SNU Quantity of SNU
  64. 64. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’topKaufland (traffic leaflets) Pressure Offer FOOD Market +1.2% (C&C, HM,HDD, SM) 31.0% 34.5% Hypermarket +1.41% -1,2 pts 0,6 pts 34.5% +1.4% 0,6 pts Quantity of SNU Quantity of PO FOOD NON-FOOD TEXTILE Consumer Offer/Brands advantages Consumer Pack 2,07% +1 pts 15.1% Instore Event 0,15% 0 pts -1 pts TPR (Temporary Price Reduction) 62,83% -3 pts 30.5% Virtual promo 1,58% +1,2 pts -0,8 pts 1 + 1 gratis 0,19% 0 pts 2 + 1 gratis 0,09% +0 pts Other VL 1,16% +1,1 pts 54.4% X% From the 2nd product 1,8 pts (Identical or not) 0,14% +0,1 pts Private Label National Brands Unbranded Quantity of SNU Quantity of SNU
  65. 65. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’topBilla (traffic leaflets) Pressure Offer FOOD Market +1.2% (C&C, HM,HDD, SM) 18.8% -0,3 pts 40.6% -5.94% Supermarket 0.1 pts 40.6% +9.2% 0.1 pts Quantity of SNU Quantity of PO FOOD NON-FOOD TEXTILE Consumer Brands Share advantages Consumer Pack 2,91% +0,8 pts 8.0% 17.4% 0,8 pts Instore Event 0,33% -0,1 pts -1,9 pts TPR (Temporary Price Reduction) 61,37% -5,9 pts Virtual promo 16,61% +2 pts 1 + 1 gratis 0,17% -1,1 pts 2 + 1 gratis 4,56% +1,7 pts Other VL 11,29% +2 pts 74.6% X% From the 2nd product 1,1 pts (Identical or not) 0,60% -0,6 pts Private Label National Brands Unbranded Quantity of SNU Quantity of SNU
  66. 66. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’topMega Image (traffic leaflets) Pressure Offer 10.0% FOOD Market +1.2% 0 pts (C&C, HM,HDD, SM) -5.94% Supermarket 50.0% 40.0% 0 pts 0 pts Quantity of SNU Quantity of PO FOOD NON-FOOD TEXTILE Consumer Brands Share advantages 1.3% Consumer Pack 5,55% +3,5 pts -1,5 pts 14.1% Instore Event 1,20% +0,7 pts 0,2 pts TPR (Temporary Price Reduction) 2,70% +2,1 pts Virtual promo 7,58% +1,8 pts 1 + 1 gratis 0,03% -0,1 pts 2 + 1 gratis 0,18% -0,1 pts Other VL 2,14% +1,4 pts 84.7% +3,5pts X% From the 2nd product 1,3 pts (Identical or not) 5,24% +0,6 pts Private Label National Brands Unbranded Quantity of SNU Quantity of SNU
  67. 67. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’topCarrefour Market(traffic leaflets) Pressure Offer 0.0% 0 pts FOOD Market +1.2% 7.1% (C&C, HM,HDD, SM) -12,9 pts -5.94% Supermarket 92.9% 12,9 pts FOOD NON-FOOD TEXTILE Quantity of SNU Quantity of PO Consumer Brands Share advantages Consumer Pack 1,17% -1,4 pts 14.8% 17.3% Instore Event 0,00% +0 pts -4,1 pts -15,5 pts TPR (Temporary Price Reduction) 0,47% -1,6 pts Virtual promo 2,22% +2,2 pts 1 + 1 gratis 0,12% +0,1 pts 2 + 1 gratis 0,00% +0 pts 67.9% Other VL 1,29% +1,3 pts 19,7 pts X% From the 2nd product (Identical or not) 0,82% +0,8 pts Private Label National Brands Unbranded Quantity of SNU Quantity of SNU
  68. 68. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’topProfi (traffic leaflets) Pressure Offer FOOD Market +1.2% 0.0% (C&C, HM,HDD, SM) 35.7%-11,1 pts -5.94% Supermarket -3,2 pts 64.3% 14,3 pts +21.3% Quantity of SNU Quantity of PO FOOD NON-FOOD TEXTILE Consumer Brands Share advantages 6.9% Consumer Pack 3,39% -0,5 pts 17.5% 2,3 pts Instore Event 0,58% +0,5 pts -2,8pt -1,5 pts TPR (Temporary Price Reduction) 51,40% +5,1 pts Virtual promo 0,58% +0,2 pts 1 + 1 gratis 0,00% +0 pts 2 + 1 gratis 0,00% +0 pts 75.6% Other VL 0,00% -0,3 pts -0,8 pts X% From the 2nd product (Identical or not) 0,58% +0,5 pts Private Label National Brands Unbranded Quantity of SNU Quantity of SNU
  69. 69. Jan-Sept 2012 vs 2011 Promo Review of food retailers in 20’topPenny (traffic leaflets) Pressure Offer FOOD Market +1.2% (C&C, HM,HDD, SM) 30.5% 37.8% Hard Discount -+10.17% 6,2 pts 0,7 pts 31.7% -2.2% -6,9 pts Quantity of SNU Quantity of PO FOOD NON-FOOD TEXTILE Consumer Brands Share advantages Consumer Pack 3,59% +0,7 pts 14.4% 17.9% Instore Event 0,55% +0,5 pts -3,8 pts -0,4 pts TPR (Temporary Price Reduction) 39,20% +4,1 pts Virtual promo 3,89% +0,9 pts 1 + 1 gratis 0,16% 0 pts 2 + 1 gratis 0,23% -0,3 pts 67.6% Other VL 1,69% +0,5 pts 4,2 pts X% From the 2nd product (Identical or not) 1,81% +0,6 pts Private Label National Brands Unbranded Quantity of SNU Quantity of SNU
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