Bryan Roberts Director of retail insights, Kantar Retail
Which retail sectors will see the
fi ercest market share battles? Gold “Supermarkets have had the most well-publicised turf wars. But we’ve all got to strive to earn the customer pound, because we are competing with the other demands on her purse.”
Davies “I would expect there to be a continued strong battle in grocery given the growth of the likes of Morrisons and Co-op and in electricals.”
Akers “The food stores. The battle for fashion will be intriguing. Primark, M&S and Next should all do well.”
Roberts “The main grocers will go at each other hammer and tongs. In electricals, DIY and entertainment, we are left with less than a handful of major multiples fi ghting each other, and the internet, in a shrinking market.”
Shearwood “Fashion and food.”
Patrick “The food sector will experience a tough 2012. Their market is becoming increasingly saturated, with diversifi cation in diff erent types and sizes of units.”
How will retailers target
competitors’ market share? Gold “Investing in innovation to drive product and brand USP is critical and this innovation should be in direct response to your customers’ needs.”
Davies “You will continue to see price-based competition with more use of vouchers to reward customer loyalty but also see more focus on innovation and diff erentiation.”
Mike Shearwood Chief executive, Aurora Fashions
David Patrick Chief executive, Cash Converters
Akers “New store formats. As a retailer you want customers to ask, why would I go anywhere else? I found myself asking that at Next Home and Garden in Shoreham.”
Roberts “Relentless trumpeting about price has to stop. 2012 will be all about engagement, diff erentiation and genuine multichannel.”
Patrick “Market share is key, so retailers will all be using their full toolkit of tactics to ensure greater share. The rule book is evolving, if you stand still you’re dead.”
Do you expect the gap to widen between the performance of the
Growth in the current market will be hard won. This environment creates a climate of winners and losers
Jacqueline Gold, Ann Summers
best retailers and the rest in 2012? Gold “There is defi nitely space for retailers to grow, but only the best will survive in this challenging market.”
Davies “The gap will widen. Some brands will fall by the wayside and we’ll see some new and exciting brands because the recession can give new retailers unique opportunities.”
Akers “It’s becoming harder to pull away from the pack because of the investment required in stores and technology.”
Roberts “This will not simply be the big guys pulling away from the little guys. Inspirational, strong-performing, smaller retailers could teach the big multiples a thing or two.”
Shearwood “We have seen a polarisation in the market over the last two years between the winners and losers, which we expect to be a continuing trend.”
Patrick “In tough economic times the gap between good and average widens and average retailers will disappear.”
spring 2012 33
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