Independents need to ditch the “booze and cigarettes” approach to retailing if they are to prosper and survive in the recession, according to Dennis Evans, managing director at Spar wholesaler AF Blakemore.
“Retailers cannot rely on a business model that does not offer real meal solutions and better choice,” he said. “The old approach with too much reliance on cigarettes and alcohol is defunct and we need to out perform our competitors and provide a greater
value perception.”
Evans got the message over to four recent regional meetings with around 120 Spar store owners. In addition, he visited more than 80 Spar stores to explain how AF Blakemore was helping to drive sales and profits in the independent sector.
“We should inspire our customers to try new lines and ideas, improve store standards and promote, promote, promote,” he said.
Over the next three months, he said, AF Blakemore would be unveiling a new pricing strategy to create a “better value perception” among shoppers, particularly on KVIs (known value items).
