Leveraging Retail ObjectivesTo Drive Growth: Basket Penetration & Incidence
June 14, 2009
In the third of a series of 5 articles, Shopportunity discuss the key retail objective of Basket Penetration; its applications for shopper behaviour, and how to leverage it for category growth.
For Retail World Magazine, 8 June 2009, by Norrelle Goldring of Shopportunity. 
This is the third in a series of five articles about Achieving Retail Objectives from the team at Shopportunity. The first article introduced the concept of the key retail objectives being a 5-Way Multiple: Frequency, Traffic, Incidence, AWOP, and Spend. It focused on Frequency and Inter Purchase Interval. The second was about Average Weight of Purchase (AWOP) (these articles are re-published at www.sh-opportunity.com.au if you missed them).
Would you like something else with that?
June 14, 2009
How bottleshops can drive profits by picking up their game on incremental selling.
For Drinks Magazine, May 2009, by Norrelle Goldring of Shopportunity 
As independent bottleshops wring their hands about trying to match the low price points of the big boys to bring in traffic, they are missing some easy additional sales from their existing customers.
Leveraging Retail Objectives To Drive Growth: Average Weight of Purchase (AWOP)
June 10, 2009
for Retail World Magazine May 09 by Norrelle Goldring and Lee McAllistair - Shopportunity
In the second of a series of 5 articles about achieving retail objectives, Shopportunity discuss the key retail objective of AWOP; its applications for shopper behaviour, and how to leverage it for category growth.
The final few feet: optimising in-store advertising
April 21, 2009
For B&T Magazine, April 2009.
Norrelle Goldring from Shopportunity and colleagues discuss how to leverage the in-store environment and influence the shopper where it counts. Norrelle’s comments highlighted on page 4.
Leveraging Retail Objectives To Drive Growth: Frequency and Inter Purchase Interval
April 18, 2009
for Retail World Magazine March 09 by Norrelle Goldring and Lee McAllistair - Shopportunity 
This is the first in a series of five articles about Achieving Retail Objectives from the team at Shopportunity. Our first article centers on how to increase the frequency of purchases and decrease the length of time between them.
Future articles will cover:
2. AWOP and transaction value
3. Basket penetration and incidence
4. Traffic driving
5. Trial management.
Read more
Is there life after Sauvignon Blanc?
April 18, 2009
For Drinks Magazine by Norrelle Goldring, Director - Shopportunity 
I don’t know about you, but I’m over sauvignon blanc already - and it’s only just recently knocked chardonnay off the most-drunk-wine-in-Australia list.
Read more
Getting More Out Of Your People In The Era Of Squeeze
March 10, 2009
Now is a great time to be reviewing your organisational structure, roles, and capabilities and skills with a view to:
- Avoiding duplication and inefficiency
- Providing clarity, direction and inspiration to the existing workforce
- Keeping the company AND the people within it developing with a view for the longer term.
Here’s some tips on how.
The Holy Trinity Of Shopper Research
March 9, 2009
Ever had an epiphany? Viewing through the lens of the interdependent holy trinity;
1) shopper research 2) trade research and 3) data - can even resurrect your category! Here we explain how the relationship works and how to get inspiration as well as practical application out of your research initiatives.
Sustainability Survey Results
March 9, 2009
The Retail World FMCG Sustainability Barometer Survey results are now set for release on 16 March in Retail World Magazine. The report is a comprehensive study on industry sustainability progress, conducted by the FMCG Sustainability Institute through the support of our sponsors Retail World Magazine, Jigsaw Strategic Research and i-Link Research Solutions.
A total of 271 respondents completed the 10 minute online, self-completion questionnaire conducted 11 September – 1 October, 2008, representing a robust sample for the industry as a whole.
There was:
- a good mix of business sizes (over half have less than 100 people, 14% have over 1000 people) & industries with an ANZ focus
- an even spread of turnover - approx one third were $100m+, while one third were less than $10m
- a breadth of respondent positions - approx one fifth were CEO/President/managing director and another fifth were General manager/manager
Results will be published via Retail World Magazine on 16 March, followed by the full report being available for free download from the FSI website and the websites of our sponsors and partners.
The FMCG Sustainability Institute (FSI) is a joint initiative of Shopportunity and EcoSTEPS. The charter of the institute is to provide thought leadership, research, education and advice on Sustainability to the Australian FMCG and Retail sector.
To find out more about our services, visit our website
Simply uplifting … the latent sales potential of Gifting
February 28, 2009
Ways to secure a chunk of the Gifting pie in non-Xmas trading periods
By Peter Huskins, Director of Shopportunity, for Retail World Magazine February 2009 issue
Sitting here quietly thinking about Valentine’s Day, if I am game enough to forget the chocolates again this year, I got to thinking about the amount of possible gifting occasions that occur in this half of the trading year. The second half is the busiest half of the year with more well recognised occasions for gift giving than the first half – Christmas is obviously the largest and busiest and is in the first half of the trading year, but ask any retailer (particularly food) to nominate the next busiest trading period and it is Easter. But we also have Valentine’s Day, Mothers’ Day, Australia Day, Halloween throughout the year to name a few, and what about all of those birthdays/ weddings/ anniversaries/ bridal showers/ births/ engagements … the list goes on and on! So how do we go about understanding what the market may look like, or even more importantly – how do we crack it and gain our rightful share of each of these occasions, or at least the biggest ones. Read more
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