Intro to Wholesale with Peter Chapman

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Intro to Wholesale with Peter Chapman

  1. 1. You love to grow it, Now let’s sell it
  2. 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
  3. 3. Retail landscape
  4. 4. Retail landscape-1980’s 10% 70% 20% Large store Traditional Discount
  5. 5. Retail landscape-1990’s 15% 60% 25% Large store Traditional Discount
  6. 6. Retail landscape-2000’s 20% 50% 30% Large store Traditional Discount
  7. 7. Retail landscape-2013 25% 40% 35% Large store Traditional Discount
  8. 8. Retail/other landscape-2013 Specialty    CSA        Farm   Markets   Food service Drug
  9. 9. 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
  10. 10. 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
  11. 11. A changing customer More focus on value
  12. 12. A changing customer More focus on value National business
  13. 13. A changing customer More focus on value National business Blurring of channels
  14. 14. A changing customer More focus on value National business Blurring of channels U.S. share
  15. 15. What do you need?
  16. 16. Must have when selling to retail Confidence
  17. 17. Must have when selling to retail Food safety/ certification
  18. 18. Must have when selling to retail Consistent execution
  19. 19. Must have when selling to retail Technology/EDI
  20. 20. Must have when selling to retail Packaging & labels
  21. 21. Nice to have when selling to retail Promotion
  22. 22. Weekly ads “36% of sales and 48% of tonnage are items with a temporary price reduction” A.C. Nielsen “State of the Industry report”
  23. 23. Nice to have when selling to retail Nice labels
  24. 24. Nice to have when selling to retail Assortment
  25. 25. Nice to have when selling to retail Volume
  26. 26. Behind closed doors
  27. 27. Organic to a retailer 1 of 50,000 skus Your item to build… not mine
  28. 28. Behind closed doors What we like
  29. 29. Point of differentiation
  30. 30. Premium price per unit
  31. 31. Your passion
  32. 32. A committed consumer
  33. 33. Control label organics
  34. 34. Assortment
  35. 35. Behind closed doors What we don’t like
  36. 36. Herding cats
  37. 37. Resistant to change
  38. 38. Inconsistent supply
  39. 39. Shrink
  40. 40. Front end
  41. 41. Different method of doing business
  42. 42. Behind closed doors A few numbers
  43. 43. Produce margin Shelf  G.P.   45.0   Ad  investment   5.0   Shrink   7.5   Labour   12.0   Supplies   1.5   Contribu<on   19.0  
  44. 44. 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  
  45. 45. Shrink 10%-15%
  46. 46. Penetration 5%-8%
  47. 47. Selling more organic
  48. 48. Getting started
  49. 49. Getting started
  50. 50. A plan
  51. 51. Growing sales
  52. 52. Persistence
  53. 53. New items
  54. 54. Different items
  55. 55. Control label
  56. 56. Relationships
  57. 57. Thank you

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