PETER IN ACTION
SUPPLIERS – KNOW YOUR CUSTOMER INSIDE AND OUT
Learn how you can make the most of the face time you get with the retailers and how to stand out from the crowd. I have been there, I understand how it works. Your interactions with the retailers will be incredibly productive when you can talk their language. Key relationships you have with the retailers are invaluable to growing your sales. I can help you navigate through these relationships and get your product in the shopping cart!
SUPPLIERS – PARTICIPANTS WILL LEAVE WITH:
– Insight into building better relationships with retailers
– A format to conduct your own category review
– 10 sources of information about the retailers
SUPPLIERS – THE RETAIL LANDSCAPE
The retail landscape is changing all the time. Walmart continues to march across Canada, Costco and Target are adding square footage. The traditional retailers are trying to adapt and differentiate. The consumer is changing faster than ever. Where do your products fit? Producers put a lot of emphasis on the end user and sometimes forget the key relationship with their primary customer, the retailer. You need to understand both customers.
SUPPLIERS – PARTICIPANTS WILL LEAVE WITH:
-A thorough understanding of Canadian retailers and consumers
-Retailer’s perception of your industry
-Peter’s top 10 ideas to appeal to retailers and consumers
SUPPLIERS – SHOPPING CART MAGIC
I will take you behind the closed doors of retailers to help you
understand their priorities. What is important to retailers, what are they
doing and what should you do about it as a supplier? Experience the
magic of your item getting on the shelf and in the shopping cart. I have
a true passion for sharing insights, strategies and stories from over 25 years in food retailing.
SUPPLIERS – PARTICIPANTS WILL LEAVE WITH
– A real understanding of what retailers think and how they make decisions
– Key areas of focus today and in the future
– Peter’s recipe for success to fill the shopping cart
RETAILERS – SHOPPING CART ROI
Shopping carts are a significant investment for retailers. If your audience consists of retailers, store managers or franchisees, I will help them increase the return on investment from those shopping carts. Ideas, sales programs and many real life examples will help them fill the shopping carts. Working in retail is hard work, make it pay off with my experience and practical solutions.
RETAILERS – PARTICIPANTS WILL LEAVE WITH:
– Practical ideas to generate sales in your specific environment
– Programs that can be measured
– Peter’s top 10 ideas to get an ROI from your shopping carts
RETAIL MARKETER, SPEAKER, AUTHOR & CONSULTANT
If you want to understand the food industry I can help. My commitment is to help you navigate in the marketplace and get your items into the shopping cart of the consumer more often.
An in-depth knowledge of the retail landscape and consumers is a real benefit to producers, processors and retailers who want to grow their sales. I have practical experience – from developing relationships with suppliers throughout the supply chain, to retail merchandising. My new book a la cart, was written to be a supplier’s guide to retailers’ priorities.
It is a privilege to speak to audiences of producers, processors, industry associations, store managers and retailers. I am a member of the Canadian Association of Professional Speakers and currently sits on the national board of directors.
I started GPS Business Solutions to provide services to producers and retailers who want to increase their sales. Prior to starting GPS Business Solutions, I worked for 19 years with Canada’s largest food retailer, Loblaw. My time at Loblaw included positions in various departments, such as merchandising, marketing, advertising and real estate.
Your organization will benefit from my passion for retail. Speeches and workshops include many real examples of what is happening in retail today. Go up and down the aisles of the store and behind the closed doors of the retailers with me to understand how to maximize the opportunity. The ultimate goal is to get more items in to the shopping cart.
11 Condor Rd
“Peter provided our Fall meeting with the perfect message, in the perfect medium, in just the right amount of time. He combined physical examples of how one industry has experienced change through the years and applied that example to our industry in a thoughtful and provocative way. Everyone was talking about the relevance to our situation and how pleased they were about our choice for a guest speaker. I would highly recommend Peter to anyone looking for this kind of an outcome”.
Geoff Irvine, Lobster Council of Canada
“The first time we worked with Peter, we were blown away by not only the extent of the knowledge he shared but also the true dedication he showed in providing us training beyond our expectations. We’ve been fortunate to work with him a number of times since, and he has proven to be a truly valuable resource for us and our members. His insight has helped companies find the right path – and get their products onto retail shelves and into shoppers’ carts.”
Lisa Groen, Manitoba Food Processors Association
ABOUT THE BOOK
A la cart is for suppliers, producers, processors and others in the food industry who want to understand what is important to food retailers. Everyone in the food industry needs to understand what retailers are doing and why. A la cart will help you drive more sales and get your items in the shopping cart more often.
The book takes you behind the closed doors of the retailers and helps you understand what they are focused on, why and what you should do about it. Every chapter is devoted to a different priority or area of focus for retailers. Learn about retailer’s obsession with sales and what they are doing to differentiate their offering with advice on how producers need to incorporate this in to their own business. Explore the trends such as health and wellness, global foods and food solutions so you can determine what you should be doing in your business to react. Food safety, supply chain and corporate social responsibility are all important to retailers, A la cart explains why and how suppliers should respond.
Benefit from my 25 years in the food industry with the ultimate goal to get more of your product in the shopping cart!
“To date there has not been a playbook that outlines the do’s and don’ts of doing business in the Canadian grocery industry; you have rectified the situation – well done.”
Doug Park, President & CEO Cedar Bay Grilling Company ltd.
“The Canadian food processing industry is facing enormous competition in domestic markets from suppliers located all over the globe. Peter’s book provides invaluable insight for all Canadian processors on how to make their products and their company, the preferred supplier of choice to Canadian grocers. This is necessary reading for businesses of all sizes, whether they are new to the industry or experienced suppliers.”
Dave Shambrock, Executive Director, Manitoba Food Processors Association Chairman, Canadian Council of Food Processors
“A must read for anyone remotely involved in the retail grocery business. I am applying your advice in my business plan, your wisdom has provided clarity and focus.”
Murray Ratuski, Shoal Lake Wild Rice Company
“Peter Chapman’s book (à la cart) should be mandatory reading for anyone who really wants to thrive as a supplier in the food industry.”
Joseph Sherren, CSP, CSPglobal, HoF,author of ilead - five insights for building sustainable organizations
UNDERSTAND HOW RETAILERS MAKE DECISIONS
There are many food producers wanting to sell to the retailers. Shelf space is limited and the people working for the retailers are over-worked. The suppliers who are best to work with and deliver real value to the retailer and consumer will win. Do you know how your customer views your business and if you really add value? I can help you understand what the retailer really thinks of your offering and find opportunities for your business.
We will review the retailer’s and their priorities and we will assess your capabilities to find the best fit. The opportunities are the ones that work for the supplier, the retailer and the consumer. I can help you find them.
Once we identify the items we will find some of the intangibles in your business that will help you stand out from the crowd.
These are key to building the successful relationship.
My job is to guide you through the process to ensure we find the best solution for your business and your customers. When we are done you and your staff will know how to do it next time.
GET YOUR ITEM OFF THE SHELF
Supplying the large retailers with a product is like climbing Mount Everest. There is significant work required up front, the possibility of fame and fortune awaits those who are successful and there are many unsuccessful attempts or even casualties. The best chance for success is with those who prepare thoroughly, execute consistently and have a Sherpa to help when needed.
If you find this daunting let me be your Sherpa to guide you through the process of getting a meeting with the category manager and the preparation that you need to do. We will follow a simple format to ensure you make the most of your limited time with the retailer. You will be well prepared and comfortable before the meeting.
You can go alone or with me, your choice!
Once we get your item(s) listed we are at base camp. Now the real work begins. We will put together a sales plan, ensure you get retail execution and follow your item through the value chain. The ultimate goal is to get your item on the shelf and into the shopping cart.
GET MORE OUT OF YOUR STORE
We have too many stores and not enough customers. Standing out from the crowd is more challenging than ever. Retail happens at the store and I would love to visit your store to provide some insights into how you can grow your sales and keep your customers coming back.
WHAT THE CLIENTS SAY
“In a fast changing retail landscape with the introduction of big box stores, mass merchandise and drug channels plus the effect of National procurement, Peter showed me how to develop meaningful relationships with customers that created real value for both our Dairy operation and the retailers.”
Ralph Ballam, Dairy farmer and former President and CEO of Farmers Dairy