Tuesday, June 2, 2009
Topic du jour: What works in this economy?
Good morning, all. I woke up this morning to several e-mails from reps asking about some of hen and barley's current specials, and then noted that some of my daily blog reading was covering specials & promotions being run by both manufacturers and retailers in our industry.
With that in mind, it made me wonder: What works in this economy? Retailers, what things are you doing for your customers that help generate sales, and how can manufacturers support these efforts? Manufacturers, what are you doing to generate sales? What's working for you? Would our industry gain anything if as many manufacturers as possible banded together and offered similar promotions?
I am not asking anyone to reveal deep dark trade secrets, so I so hope that we'll get some comments on this one. In our offices, we try to talk to retailers, really listen to what their needs are and then develop promotions accordingly, but since we can't talk to everyone, even then it can feel like throwing darts at a board. And to properly develop and promote your promotions it takes time and lots of communication to get the word out, so wouldn't it be lovely if we all knew what retailers really want? And retailers, wouldn't it be lovely if the promotions arriving in your...ahem...e-mail inboxes were just what you were looking for?
What have we done (that has seemed to work)?
- At NSS the 6 manufacturers in the A Fresh Bunch booth standardized their opening order minimums and waived minimums if a retailer wrote with everyone in the booth.
- Outisde of NSS, hen and barley press has waived minimums on orders and re-orders since it seems that our retailers want to minimize inventory on their shelves and order less product more often.
- hen and barley press has focused on products that are less expensive for retailers & customers to purchase, as well as programs that don't require the retailers to carry inventory.
So, let's hear it: What works in this economy?