INTERVIEW: JOHN STANHOPE, ROB SALTER, TESCO
Tesco’s senior buying manager for games John Stanhope (left), and category director for entertainment Rob Salter (right), say they have transformed their
relationships with suppliers
are negotiating in-house. We punch above our weight in terms of the amount of space we get. “We have some great competitors who are very good at what they do and we have suppliers that are good negotiators. But neither of those are anything compared to the fights that go on within a big retailer like Tesco, for resources, space, marketing and attention. That fight is far uglier than anything else we do.”
TESCO VALUE
Over the past 12 months Tesco has introduced pre-owned and pre- orders into its stores, but getting specialist things like this to work in a grocery environment is no easy task. Stanhope explains: “The easy attack on Tesco is ‘What is Doris on the checkout going to know?’ In our smaller stores that is just a fact of life and part of our job is to design solutions to these problems.”
www.mcvuk.com “ We have put
ourselves way up the pecking order with suppliers. We have a long way to go, but it’s been a decent couple of years.
Rob Salter, Tesco
For pre-orders, the firm has developed a system where customers simply take a sleeve to the checkout – even a self-service one – and when the product is scanned a voucher is printed off. ‘Doris’ doesn’t need to worry about a thing. But pre-owned is different. “For trade-ins we have the tech team that is knowledgeable and there to support the customer and make sure we are buying in the right type of product,” says Stanhope.
“We do have what GAME has in terms of the right technical solutions. We don’t have a store person rifling through paper copies trying to assess price. The till tells you the price and the product is paid for. It’s simple.” Pre-owned is a contentious area for many reasons, but Tesco insists customers are asking for it – and it isn’t to undermine its rivals or suppliers. “Our ‘buy, play, trade’ model is working,” Stanhope continues. “Some people may look at this and
CAN PRE-OWNED GAMES SAVE THE ENVIRONMENT?
THE ENVIRONMENT has become a key concern for Tesco, and trade-ins help the retailer cut its carbon footprint. Despite being named the best retailer for climate change, Tesco has set itself big environmental goals. Category director for entertainment
Rob Salter says: “Increasingly we are doing trade-ins on other things as we
look to neutralise our carbon footprint. “We have some pretty steep goals in terms of carbon neutrality within Tesco, and actually a lot of these initiatives help in that regard. So it works on a number of levels. “I think we will see more of that happening across categories as people look to change things more often.”
October 22nd 2010 31
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