Retailers Flashcards
What are the different classifications of retailers?
Conventional Grocery (Kroger/Vons), Natural (Wholefoods), C-Store (CVS/7-Eleven), Foodservice (Restaurants/Cafeterias), Warehouse/Club (Costco), Vending, Independents (Seaside Market)
What’s a SKU?
Technically “Stock Keeping Unit” - Each flavor or variety is a SKU. For Example, Tangerine 12 pack is a different SKU than Tangerine 6 Pack, which is a different SKU than Mango 6 Pack etc.
What’s a UPC?
“Universal Product Code” The barcode and the barcode number. Individual for each SKU
What’s a Free Fill?
Giving a store free product to try selling before ordering.
POP or POS
Point of Purchase of Point of Sale - typically just the registers when you check out but can also be used for retail marketing items such as “shelf strips” or “danglers”
Shelf Strip
A decorative insert on the shelf. Used to claim space on the shelf or educate the customer.
Dangler
A dangly thing to put near the product in store to educate the customer
What’s a Category and what category are we in?
The groups in which items are placed and sold on the shelf - Natural Soda, Functional Beverages, Carbonated Beverages
What’s a Set?
The section of shelves designed to a certain category of products. Usually 4-6 feet on shelf. We’re part of the “Natural Soda Set” next to Hansens, Izze, Jones Soda, etc.
What’s Disco?
Not a fun party like you’d think - we’re being discontinued :(
What’s a TPR?
Temporary Price Reduction - time duration from when a sale starts and ends
What’s the retail price?
The regular non promotional price of an item. Usually $1.49-$1.69 for a single can or $7.99-$8.99 for a 6 pack
What’s a Shipper?
A cardboard shelf used to gain extra space in a store.
What’s a Turnover?
The form where a rep in store submits an order at a discounted price to the distributor.
What’s our biggest chain in Texas?
HEB
Biggest chain in California?
Whole Foods
Biggest well known chain?
Publix or Kroger
Can you find us in Hawaii?
In Foodland, Down to Earth, or Whole Foods
Biggest chain in New England?
Stop and Shop
What are the Kroger divisions? (other than Kroger)
Ralph’s Fred Meyer Smith’s QFC Dillon’s King Soopers Fry’s Food For Less Mariano’s
What are the Albertson’s divisions?
Safeway Vons Pavillions Shaw’s Star Market Randall’s Tom Thumb United Supermarkets Haggen Jewel Osco Super Saver
What are the 3 different Groupings of Distributors?
Broadliners, DSD, Direct (to Retailers Warehouse)
What does DSD stand for?
Direct Store Delivery
Wave > DSD Warehouse > Store
What are the Top 3 Benefits of DSD?
Orders are placed by sales rep for distributor, they deliver directly to the store’s shelves, and usually try to get you secondary placement.
What are the Top 3 Benefits of Broadliners?
Lower minimum requirements, more well known & more locations, have a team of sales reps pitching the brand to larger chains.
What are the Top 3 Benefits of Direct?
No extra distributor margins, can get product to shelf at cheaper price, direct relationship with store.
What is the traditional margin for Broadliners?
Broadliners usually have Cost Plus contracts with large chains where the distributor makes 18-20%.
What is a Cost Plus Program?
Where a distributor has a different price structure for a specific retailer. For example, UNFI has a cost plus program with Whole Foods.
