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For eBusiness & Channel Strategy Professionals

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November 6, 2008

How To Increase Grocery Sales In A Grim Economy

Grocers Must Target Price-Sensitive, High-Spending Online Grocery Shoppers

by Victoria Bracewell Lewis, Lauriane Camus

with Benjamin Ensor

This is an excerpt

Executive Summary

Retailers must face facts: In this time of economic downturn, cash-strapped consumers across Europe and North America will increasingly shop around for bargains. Online grocery shoppers are high spenders who will choose low prices over brands and who expect to find value products and promotions online. Retail grocery eBusiness executives need to focus on retaining their existing online customers but must also increase incremental online sales by attracting new shoppers and increasing their product assortments and categories. Grocers should reposition themselves as discounters on the Net — as Tesco has done — to directly compete with discounters that do not sell online.

This is an excerpt

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ALSO OF INTEREST

RESEARCH CATEGORIES

Technology

eBusiness/eCommerce, Business-To-Consumer eCommerce, Economy, Recession, Marketing & Advertising, Interactive Marketing

Industry

Consumer Technology, Consumer Portals & Search, Retail, Consumer Retail & CPG, Grocers, Retail Marketing, Consumer Industries, Consumer Packaged Goods, Consumer Packaged Goods Marketing

Geography

Asia Pacific, Europe, North America