Spring Conference to Feature Publix President

A decidedly pointed theme, connecting our members with retailers and manufacturers, has developed as we get closer to the 15th NARMS Spring Conference & Exposition at Saddlebrook Resort in Wesley Chapel, FL on April 17-20, 2010. Clear evidence of that commitment is the recent announcement that we will hold -A Conversation with Todd Jones, President of Publix- at 4:00 PM on Monday, April 19. The address from Jones will cap the 2010 Manufacturer/Retailer Connection Session. Monday at Conference will be a one-stop shopping opportunity to meet manufacturers and retailers.

The Connection Session is a new forum where individual manufacturers and retailers will share news of their new initiatives, new systems and business philosophies with NARMS membership. Others who are currently scheduled to appear at the event include Joe Wood of Roundy’s Supermarkets, Kelly Hampton of 20th Century Fox Entertainment and Mary Jo Bastuba of Nintendo. To add to the excitement, Monday will also feature RORI: Return on Retail Investment in the General Session at 2:00.

The opportunity to hear from Randall “Todd” Jones is chance to glean from his remarkable record of retail excellence. His storybook 30-year ascent to Publix company president began as a part-time front service associate while in high school. Along the way, he progressed through the ranks of retail management, including ten years as a store manager before escalating into operational leadership at various points in the Jacksonville division. In 2005, Jones was promoted to senior vice president of product business development; then moved into the role of company president in 2008 where retains the responsibility for the retail operations and supply chain functions for the supermarket chain. Publix, one of America’s top 100 companies to work for and most admired companies, operates over 1,000 stores in Florida, Georgia, South Carolina, Alabama and Tennessee.

The chance to hear from this expert panel is reason enough to head down to Florida in April. But if that isn’t enough to convince you, visit our conference center on www.narms.com to see all of the educational and networking workshops, classes and meetings on the agenda. The 15th NARMS Spring Conference & Exposition is truly a showcase event.

SN’s Top 75 Reveals Changed Landscape

A few days ago, Supermarket News revealed a list of the top 75 food retailers and wholesalers in North America. What have not changed from the prior year are the players at the top of the list with all ten remaining the same. That is about the only thing that has remained static as the list quantifies and calls out the challenges that are being faced by food retailers in 2010 and beyond.

SN’s Editor-in-Chief, David Orgel, points out that such a list not only acts as a measuring stick for the individual companies, but also a scorecard that paints a clear picture of the industry. For 2009, the overall revenue for the companies on this list fell slightly from the year before. Specifically for the top 10 it fell 1.2%. Compare that to the year prior when sales of the top 75 increased 7.6%.

The huge increases from 2007 to 2008 are attributed to food inflation and an increase in traffic. The downturn from 2008 to 2009 stems from deflation and the backlash from a weak economy. Trends to identify going forward include continued deflation that may swing to a mild inflation mid-year and continued price investment by Wal-Mart which will force conventional food retailers to do likewise.

What does this all mean to the members of NARMS? Food retailers will be looking for ways to increase traffic and, maybe more importantly, hang on to the customers they already have. We know from our own Survey of At-Retail Marketing Practices that trading partners direct a good amount of their at-retail investment toward the food channel and an ever increasing part toward the mass channel to support the amount of food now being sold. Our call to action is to embrace the challenges of retail as our own and align our diverse set of merchandising and marketing skills to address those needs.

With marketing dollars being shifted to social media and at-retail, the margin for error has shrunk yet again. The need to be in-stock and on the shelf has never been greater. Getting new items to market and aligning categories to maximize success is vital. Providing high quality and expertly executed product demonstrations and samplings stimulate additional sales and gain new customers. Opening new stores and executing remodels on time and on budget is no longer an option, it is a necessity.

NARMS members feature companies who are experts in all these disciplines. The onus is on us to make sure our manufacturer and retailer partners are well versed in the value we bring as important cogs in the go-to-market process. Now more than ever, our skills directly apply toward the challenges they face.

Jan 22, 2010 IRI / Morning NewsBeat

Below is the list of articles you will find for the week ending 1/22/10 edition of Retail Industry News.

- Walgreen Ready To Move Into Expanded Fresh Foods Business
- Haiti Earthquake Brings Out Best In US Retailers, Customers
- Sansolo Speaks: “Not So-Funny Pages”
- Sansolo Speaks (Bonus Edition): “Lost in the Digital Age”
- Food Lion Links Private Brands To Low Prices In New Promotion
- Retailers Prominent On New Fortune “Best Places To Work” List
- Target Lays Out Plans For Next 5-10 Years
- Linking Card Data To Food Safety Alerts
- FastNewsBeat
- The Balance Sheet
- Executive Suite

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Total Customer Experience Webinar Next Week

The business climate today is unlike anything in the past. Business models are being challenged as never before with mutual expectations changing by the minute. The next NARMS Webinar - TCE: Total Customer Experience, A Business to Business Experience - will discuss methodologies and strategies for improving business communications and relationships between companies and their client partners. Join Phil Lauria as he leads this hour-long session on Thursday, Jan 28 at 1:00 PM CST. The NARMS Webinar series, part of the NARMS-U educational platform, is sponsored by Natural Insight and brought to you through the technology of ReadyTalk.

While the item that appears on everyone’s strategic agenda is ROI, there remains an essential component that needs to be addressed. It is essential to create a vibrant business relationship environment that fosters a desire to want to do more business together. Lauria will discuss the fundamental drivers creating a successful “Total Customer Experience” with a focus on how to think about creating lasting value driven relationships with clients that encourage multi-level business building opportunities.

An industry thought leader and frequent speaker and panel moderator, Lauria is founder and Managing Director of Pelco Advisors, LLC., a global retail marketing and merchandising consulting practice. He began his career with Kraft General Foods, founded LCA, Inc, and was the CEO of a leading MSO for several years. Lauria is an advisor to several companies and an active member of NARMS having recently developed the association’s strategic plan.

The session is complimentary to NARMS members as a valuable membership benefit and is made available to non-members for a nominal fee. We hope you will join us for this exciting and timely topic and we encourage you to share this invitation with other co-workers and anyone else who might gain value from this information-sharing opportunity. You can register by clicking here.

Jan 15, 2010 IRI / Morning NewsBeat

Below is the list of articles you will find for the week ending 1/15/10 edition of Retail Industry News.

- Sansolo Speaks: “Too Much Information…or Not”
- Supervalu CEO Outlines Plans To Edit Grocery Selection
- Retailers Respond To Haiti Earthquake Disaster
- Fresh & Easy Opens Three New California Stores
- Walgreen Buys Minnesota Drug Chain
- Hy-Vee Takes Major Step In Pharmacy Services Segment
- FastNewsBeat
- The MNB Wal-Mart Watch
- Executive Suite

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Bishop’s Competitive Edge Weighs In

Last week we shared some predictions from our friends at IRI on retailing trends that will shape 2010. This week, we take a look at Willard Bishop’s Competitive Edge and Author Craig Rosenbloom’s predictions or rather “Four Commandments” for retailing in the coming year. Beyond increasing our knowledge base, a noble; worthy and valuable activity in its own right, it is always important to look for opportunities for the at-retail merchandising and marketing support industry.

Positive economic signs are appearing, but the recession has had a lasting effect. Investment in pricing promotion, increased penetration of private label and shopper movement toward extreme value outlets are just a few of the game changers.

Competitive Edge predicts the return of food inflation, but the effects could be counter-productive. The consumers changing attitude toward value could further drive consumers to “trade down.”

And speaking of value, what exactly is it? Rosenbloom describes it as a balancing act of pricing and promotional activity. He says that, “Winning retailers will seek to maximize the return of every markdown dollar they invest, and clearly understand which promotions drive incremental sales.” No doubt expertly built displays, signage and POP can play a huge role here.

Another trend to look forward to is an increased attempt to get assortment correct. The benefits include increased shopper satisfaction and profit lift from return-on-inventory-investment and in-store labor costs. Look for “assortment optimization” to take on more importance as the year goes on. NARMS members can be a tremendous resource both on the information gathering and tactical, execution side of this equation.

There have been several reports on the trade media about chains taking advantage of the misfortune of others by acquiring new, prime locations from defunct retailers. If the location is good and the price is right, look for savvy companies to expand. Acquisition conversion is right up the alley of many NARMS members including those in the PIC division.

Once again, we thank Willard Bishop consulting for this information. You can find your copy of the latest Competitive Edge by clicking here. Keeping an “ear to the ground” for industry trends, studies and research is fundamental to what NARMS offers our members. We will continue to pass the findings along to you.

Publix’s Randall “Todd” Jones to Address NARMS Spring Conference

Stevens Point, WI… Member attendees of the NARMS International Annual Spring Conference will have the special opportunity to take part in “A Conversation with Randall “Todd” Jones”, President of Publix Super Markets, Inc. Jones will address the NARMS event on Monday, April 19; capping the 2010 Manufacturer/Retailer Connection Session, a forum where individual manufacturers/retailers will share news of their new initiatives, new systems and/or business philosophies with NARMS membership.

Jones’ near storybook 30-year ascent to Publix company president began as a part-time front service associate while in high school. Along the way, he progressed through the ranks of retail management, including ten years as a store manager before escalating into operational leadership at various points in the Jacksonville division. In 2005, Jones was promoted to senior vice president of product business development; then moved into the role of company president in 2008 where retains the responsibility for the retail operations and supply chain functions for the supermarket chain.

Publix, the U.S.’s largest employee-owned supermarket chain, operates over 1,000 stores in Florida, Georgia, South Carolina, Alabama and Tennessee. The company has earned many honors and achievements, including recognition as one of America’s top 100 companies to work for and is one of America’s most admired companies.

NARMS’ nearly 450 member companies perform well over $3 billion in merchandising services, sales marketing, event marketing, demonstration and other retail services annually. The international trade association serves as a “central gathering point” for the retailing industry; promoting and establishing industry standards; providing critical industry research studies and educational information about the industry while acting as a voice for its diverse membership of service providers, manufacturers, retailers, and associates. NARMS represents all classes of trade including: grocery, drug, mass, department, home and building centers, computer and office supply, electronic, value retailers, specialty, and convenience retailers.

The varied educational offerings supporting improvement and excellence in retailing practices are part of NARMS – U, the educational arm of NARMS International. Additional NARMS information is available at www.narms.com, including full details about the 15th NARMS Spring Conference & Exposition at Saddlebrook Resort in Wesley Chapel, FL on April 17-20, 2010.

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Contact:
Ken McKenzie
Vice President
National Association for Retail Marketing Services
2417 Post Road
Stevens Point, WI 54481
Phone: 1 888 526-2767
FAX: 1 715 342 1943
kmckenzie@narms.com

Webinar to Focus on C-Suite Relationships

We live in a world in which technology allows us to connect with each other at an unprecedented level. It is important, even while taking advantage of new communication channels, that we do not turn our backs on tried and true relationship building skills. In the next NARMS Webinar - C-Suite Status — Building Relationships that Build Business – Mark Hunter will show you how to use a blend of old and new communication techniques to break down walls and be seen as the go to person with whom CEOs, COOs, CMOs and CFOs want to connect. The Webinar is on Tuesday, Jan 19, 2010 at 1:00 PM CST. The NARMS Webinar series, another in the NARMS-U educational platform, is sponsored by NaturalInsight and brought to you through the technology of ReadyTalk.

Our technology-saturated world can never out-do the time-tested skill of building relationships. Jump start 2010 by connecting with the people who can have the greatest impact on your business — the C-Suite decision makers. This one-hour session will teach you about the importance of these relationships and how to develop them from consultative selling expert Mark Hunter.

Hunter, “The Sales Hunter,” helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. He spent 18 years working in the sales divisions of three Fortune 100 companies. His clients include British Petroleum, Coca-Cola, Sara Lee and Mattel. To find out more about Mark’s selling philosophy and to receive his weekly sales tip, visit www.TheSalesHunter.com.

The NARMS Webinar Series is a free member benefit and is available to non-members at a nominal fee. This topic has already generated a lot of interest. If you haven’t already done so, we urge you to register for this, the first NARMS Webinar of the new decade. Connecting with your fellow members today is the first step toward building better business relationships tomorrow.

IRI Execs Share Predictions

We’ve said this before, but it’s worth repeating. NARMS is very fortunate to have forged relationships with some of the top industry experts and retail consultants on the planet. These contacts put us, the members of the at-retail merchandising and marketing industry, directly in the loop to receive new information, data and thought leadership on a regular basis. Today we will focus on the latest, the 14th annual predictions issue of Research Business Report. In the report, three executives from IRI share some of their predictions for trends in 2010 and beyond.

Bob Tomei, president of IRI Consumer & Shopper Insights, expects CPG retailers and manufacturers to significantly increase their advertising spend to connect with their shoppers. On-line marketing programs, forums and social media are the tools of choice and the only advertising medium that has seen a growth in spending share. He expects trading partners to gain a better grasp and employ strategy and tactics to tie into the success of this effective and cost efficient means of establishing a relationship with customers.

KK Davey, executive vice president of IRI Consulting & Innovation, calls pricing and promotional optimization strategies the new “magic bullet” in the New Year. He predicts that trading partners will invest in new pricing models that will determine what the consumer values in an improving economy.

Doug Brooks, senior vice president of IRI Modeling & Analytics, extols the virtues of striking a balance between brand-building and pricing strategy. In order to do this, he predicts that trading partners will invest in and integrate improved analytics that will yield real-time insights. Faster information will allow retailers and manufacturers to stay ahead of the now more rapidly changing environment at retail.

The issue of Research Business Report is available to you now by clicking here. The real challenge is always to take these insights, use them to gain a further understanding of the marketplace, and apply them to your business situation. To that end, we will continue to pass them along when they become available.

Jan 8, 2010 IRI / Morning NewsBeat

Below is the list of articles you will find for the week ending 1/8/10 edition of Retail Industry News.

- “Experience Consumption” Growing In New Economy
- Walmart Plans New Supply Chain Efficiency Initiative
- Coming Year Expected to Be Challenging One For Tesco
- Sansolo Speaks: “Virtual Realities”
- Roundy’s Fights Back For Market Share With Super Pick ‘n Save Format
- Target Aims At Household Staples With New Price Promotion
- FastNewsBeat
- The MNB Wal-Mart Watch
- The Balance Sheet

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