Article list

19 June 2015
Commercial Capability Manager Philippa South looks at a persuasive selling tool called the five c's, as taught on our Successful Account Management workshop, in this new 60 second learning video. Designed to help you in any selling situation, the five c's are: Current...situation Create...the need Call...to action Commercial...benefit Close ...
16 June 2015
IGD Shopper Insight Manager Rhian Thomas takes a quick look at how shopper price expectations have changed over the last 12 months. Against a backdrop of ten consecutive months of deflation across most product categories, our latest ShopperVista tracking data shows that: Only 15% of shoppers expect food and drink prices to get cheaper in the next 12 months, down from a peak of 23...
16 June 2015
- What is the size of the UK grocery market? - What channels make up the UK grocery market? What is the size of the UK grocery market? IGD expects the UK grocery market to be worth £179.1bn in 2016, an increase of 0.6% on 2015 We forecast that the UK grocery market value will be worth £196.9bn in 2021, a 9.9% increase on 2016 The grocery market accounts for 50...
11 June 2015
- What is a convenience store? - Who operates convenience stores? - How many convenience stores are there? - What is the sector worth and how well is it performing? - What is happening in the convenience sector? What is a convenience store? For a store to be defined as a convenience store it must satisfy three criteria: Size: the store must be under 3,000 sq ft...
04 June 2015
Convenience stores are the most used format for top-up shopping, with 60% of shoppers visiting them for this type of trip, according to IGD’s latest ShopperVista research. This is because their network is widespread, making them easily accessible for most people. However, competition to capture total top-up spend is intensifying, as shoppers now visit a number of different types of store to me...
03 June 2015
The results of our 2015 Customer Engagement Survey reveal that retailers are looking for their suppliers’ customer managers to be both highly skilled and empowered. When we asked where they would like to see capability from their suppliers improve: 59% said they want to interact with commercial teams with the right skills and capabilities to successfully develop their business. This is n...
03 June 2015
In our last article about joint business plans (JBP's), we explored how effective relationships with your partner and other teams across your own organisation can help you develop an exceptional joint business plan. Here, we identify the things you should be thinking about as you kick off your internal planning process. The preparation you do now – regardless of what stage your...
03 June 2015
The results of our 2015 Customer Engagement Survey reveal that retailers are looking for their suppliers’ customer managers to be both highly skilled and empowered. When we asked where they would like to see capability from their suppliers improve: 59% said they want to interact with commercial teams with the right skills and capabilities to successfully develop their busin...
03 June 2015
A record number of shoppers (41%) have said that quality is the most important factor when shopping for food and groceries. With fewer people citing price as their priority over the same period, the result is just a nine percent difference between the two factors. These figures from our April 2015  tracking data represent a significant narrowing in the gap between price and quality. ...
01 June 2015
The UK food and grocery market will grow by 13% between now and 2020 and will be worth £200.6bn, according to the latest forecasts by IGD. Online, discounters and convenience will remain the engines of growth: Online sales, the fastest growing part of the market, will have almost doubled in value by 2020 Discounting will have grown by over 80% Convenience stores will remain the...