Retailers

Question 1

What are the different classifications of retailers?

Answer 1

Conventional Grocery (Kroger/Vons), Natural (Wholefoods), C-Store (CVS/7-Eleven), Foodservice (Restaurants/Cafeterias), Warehouse/Club (Costco), Vending, Independents (Seaside Market)

Question 2

What’s a SKU?

Answer 2

Technically “Stock Keeping Unit” - Each flavor or variety is a SKU. For Example, Tangerine 12 pack is a different SKU than Tangerine 6 Pack, which is a different SKU than Mango 6 Pack etc.

Question 3

What’s a UPC?

Answer 3

“Universal Product Code” The barcode and the barcode number. Individual for each SKU

Question 4

What’s a Free Fill?

Answer 4

Giving a store free product to try selling before ordering.

Question 5

POP or POS

Answer 5

Point of Purchase of Point of Sale - typically just the registers when you check out but can also be used for retail marketing items such as “shelf strips” or “danglers”

Question 6

Shelf Strip

Answer 6

A decorative insert on the shelf. Used to claim space on the shelf or educate the customer.

Question 7

Dangler

Answer 7

A dangly thing to put near the product in store to educate the customer

Question 8

What’s a Category and what category are we in?

Answer 8

The groups in which items are placed and sold on the shelf - Natural Soda, Functional Beverages, Carbonated Beverages

Question 9

What’s a Set?

Answer 9

The section of shelves designed to a certain category of products. Usually 4-6 feet on shelf. We’re part of the “Natural Soda Set” next to Hansens, Izze, Jones Soda, etc.

Question 10

What’s Disco?

Answer 10

Not a fun party like you’d think - we’re being discontinued :(

Question 11

What’s a TPR?

Answer 11

Temporary Price Reduction - time duration from when a sale starts and ends

Question 12

What’s the retail price?

Answer 12

The regular non promotional price of an item. Usually $1.49-$1.69 for a single can or $7.99-$8.99 for a 6 pack

Question 13

What’s a Shipper?

Answer 13

A cardboard shelf used to gain extra space in a store.

Question 14

What’s a Turnover?

Answer 14

The form where a rep in store submits an order at a discounted price to the distributor.

Question 15

What’s our biggest chain in Texas?

Answer 15

HEB

Question 16

Biggest chain in California?

Answer 16

Whole Foods

Question 17

Biggest well known chain?

Answer 17

Publix or Kroger

Question 18

Can you find us in Hawaii?

Answer 18

In Foodland, Down to Earth, or Whole Foods

Question 19

Biggest chain in New England?

Answer 19

Stop and Shop

Question 20

What are the Kroger divisions? (other than Kroger)

Answer 20

Ralph’s Fred Meyer Smith’s QFC Dillon’s King Soopers Fry’s Food For Less Mariano’s

Question 21

What are the Albertson’s divisions?

Answer 21

Safeway Vons Pavillions Shaw’s Star Market Randall’s Tom Thumb United Supermarkets Haggen Jewel Osco Super Saver

Question 22

What are the 3 different Groupings of Distributors?

Answer 22

Broadliners, DSD, Direct (to Retailers Warehouse)

Question 23

What does DSD stand for?

Answer 23

Direct Store Delivery

Wave > DSD Warehouse > Store

Question 24

What are the Top 3 Benefits of DSD?

Answer 24

Orders are placed by sales rep for distributor, they deliver directly to the store’s shelves, and usually try to get you secondary placement.

Question 25

What are the Top 3 Benefits of Broadliners?

Answer 25

Lower minimum requirements, more well known & more locations, have a team of sales reps pitching the brand to larger chains.

Question 26

What are the Top 3 Benefits of Direct?

Answer 26

No extra distributor margins, can get product to shelf at cheaper price, direct relationship with store.

Question 27

What is the traditional margin for Broadliners?

Answer 27

Broadliners usually have Cost Plus contracts with large chains where the distributor makes 18-20%.

Question 28

What is a Cost Plus Program?

Answer 28

Where a distributor has a different price structure for a specific retailer. For example, UNFI has a cost plus program with Whole Foods.