News/Articles
Suppliers Are Key Resource for Shopper-Centric Model
April 1, 2009
CPGmatters feature article. Retailers can use some help when transforming their organization from traditional category management to a process driven by shopper insights. Developing this shopper-centric model is easier when done when retailers collaborate with their trading partners, says a noted category management expert. That is why a solid shopper insights function is a must for suppliers, according to Winston Weber, Chairman and CEO of Winston Weber & Associates, a Memphis-based consultancy.
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Galleria, the leading provider of customer-centric merchandising solutions, today announced it has formed a strategic alliance with Winston Weber & Associates (WWA), a management consulting resource for retailers and CPG manufacturers. This partnership combines WWA’s extensive category management business process expertise with Galleria’s merchandising solutions to enable retailers to operate at a shopper-centric level and generate profit from executing optimized, store-specific merchandise plans.
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In his recently published White Paper, Win Weber, says “There is no question that shopper insights will become the primary driver of the collaborative process between consumer products companies and their retail customers while shopper marketing will become an increasingly important component of a brands marketing mix. But, let’s put this in perspective. Shopper marketing is not an end-all by itself as so stated by some industry experts and by those who are trying to “productize” it for self benefit. It is simply one component of a fully integrated business management process designed to build brand equity and enhance the effectiveness of the shopping experience.
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Shopper –Centric Model Poised to Emerge as New Process
March 2,2009
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Winston Weber & Associates Introduces Shopper Centric RetailingSM
July 24, 2006
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In an industry wide announcement, WWA has again demonstrated its leadership commitment by introducing a new business model called Shopper Centric RetailingSM. Moving well beyond the aging textbook definition of category management, Shopper Centric RetailingSM builds on the favorable aspects of category management, removes its limitations and better positions the retailer to align with consumer wants and needs. It emphasizes the shopping experience, aligns strategies and tactics across the store, encourages innovation and differentiation and renews focus on being good merchants.Shopper Centric RetailngSM will necessitate varying degrees of change in retailer organizational structures and business processes as well as how suppliers align with their retail partners.
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Thought Leaders Roundtable
June 12, 2006
Joining twenty other contributors to Grocery Manufacturer Association Forum Magazine roundtable on retailer/supplier collaboration, Win Weber expresses point of view.
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Miles To Go
November 15, 2005
In a one-on-one interview, Progressive Grocer taps Win Weber's expertise on 21st century retailing...
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Latin American Upgrade
November 13, 2005
Winston Weber & Associates’ client Supermercados Rey from Panama is breaking the mold in Latin American Retailing.
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Category Management Needs New Life
May 2005
Category Management, as currently defined, is no longer adding incremental value for a growing number of retailers.
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National Association of Chain Drug Stores/American
Greetings Research Council Report facilitated by WWA
June 16, 2002
A new industry report is now available from WWA, ''Selling One More Thing... Proven Ways to Build the Market Basket''. This report provides a range of ways in which drug chains can generate incremental sales to current customers. It has just been issued by the third National Association of Chain Drug Stores/American Greetings Research Council. Richard Briscoe, Senior Associate of WWA, has served as the Facilitator for this and two previous Councils. Each Council consists of approximately ten executives of regional and national drug chains, members of NACDS.
The Councils oversee independently conducted consumer research and market tests which together provide the foundation for increasing profitable sales of front-end merchandise (all products offered in drug stores except prescription drugs). The Councils' work is sponsored by the NACDS and expenses are underwritten by American Greetings Corporation. For copies of this report (or for the reports of the two previous Research Councils), please contact WWA.
Convenience Store News Recognizes WWA Client
Monday, May 06, 2002
Convenience Stores News has announced their annual Category Management Best Practices suppliers for the industry based on retailer ratings. United States Smokeless Tobacco Company, a WWA client, has been rated top company for the Moist Smokeless category and one of the top five practitioners of category management across all categories. WWA, in conjunction with USSTC's project teams, designed the company's Category Development Strategy and Plan, including its value based category management capabilities. WWA is the one consulting firm that continues to demonstrate its ability to translate category management theory to practical, value based application. This approach enables both CPG Manufacturer and Retailer clients to maximize category management ROI."
Trade Channel Optimization
rev. September 1, 2002
WWA assumes a leadership role as trade channel development becomes a priority with a growing number of consumer products companies. The following outlines the content of a new brochure outlining WWA's extensive experience and capabilities in this area.
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The First Practical Workshop on Category Management
"A Resounding Success in Chile"
December 5-6, 2001
The jointly sponsored WWA/AC Nielsen industry seminar, recently conducted in Santiago, Chile, was attended by over 100 participants from the supplier and retailer community. An actual case study, fueled by information from AC Nielsen's Category Expert Templates, provided for an extremely interactive and participative seminar. Several similar sessions are planned for 2002 in Argentina, Brazil, Columbia and Mexico. For specific details on these seminars and other training seminars on Category Management, please contact WWA.
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Category Management: The Road Ahead
September 1999 - Web Article
Win Weber's "Leading Edge Perspective"
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Clearing Hurdles to Implementation
December 1998
Here's a look at the most common problems, and what the future may hold if we'll just pay attention.
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The Future of Category Management
1997 - Web Article
Win Weber's "Leading Edge Perspective"
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A Top Pro Offers Advice To Ease Implementation
November 1996
Don't just run category financials;
Get to know who shops you, and why!
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Sharpening Category Management Focus
September 1995
Drug Store News Asks The Experts
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Retailers Gaining Power In Vendor Partnering
December 1991 and January 1992
Win Weber's two-part series appearing in Drug Store News
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