Market study - Sales management and negotiation techniques: Wegmans

Thèmes abordés

Market study, sales management and negotiation techniques, Wegmans, Wegmans Food Markets, grocery store, supermarkets, food retail

Résumé du document

Wegmans first started as Rochester Fruit and Vegetables Company in 1916, highly influenced by their parent's store, this business was founded by John Wegman, joined later by his brother Walter Wegman. After 6 years selling fruits and vegetables, the brothers acquired the Seel Grocery Co. enabling the expansion of operations to add general groceries and bakery production.
Almost ten years later, the company opens a 20,000-square foot store, a concept that would change food shopping. The new store had innovative features such as auto-service, dairy products, meats, homemade candy, cafeteria for 300 seats, refrigerated display windows and vaporized water sprays to keep products fresh.

Extraits

[...] (Gaul & Popa p. The format innovations of the food retail industry. For example: the development of proximity groceries retailing, focusing the “neighbouring” aspect, allowing French shoppers to buy items close to their home. (Gaul & Popa p. Anti-competitive regulations which forces the main actors of the industry to be more focused on their customers' needs rather than their own business expansion. It also avoids monopolization of the industry which pushes the actors of the industry to adopt sustainable measures. [...]

[...] Leclerc Group and Intermarché Group) (Gaul & Popa p. 10) The economic model adopted by some of the main actors of the industry (Lidl Group and Aldi Group). (Gaul & Popa p. 10) The development of “eCommerce” and “eGrocery” including the “Drive click & collect” shopping solution for shoppers who want groceries delivered directly to their cars as fast as possible. (Gaul & Popa p. 11) An increasing demand of healthy and organic products following the implementation of European labels on the concerned items and the publishing of scientific studies throughout the years regarding mass food- production and their consequences on the human body. [...]

[...] Market study - Sales management and negotiation techniques: Wegmans Summary Executive Summary 1. Company Profile History Employees & Sales 2. Target Consumer Profile: NEEDS & WANTS 3. Mission Statement 4. Market Analysis: USA 5. Strategic Options 6. Sales Strategy Case study questions References Company Profile History Wegmans first started as Rochester Fruit and Vegetables Company in 1916, highly influenced by their parent's store, this business was founded by John Wegman, joined later by his brother Walter Wegman. After 6 years selling fruits and vegetables, the brothers acquired the Seel Grocery Co. [...]

[...] Attinger contends that average U.S. consumer household is fairly fiscally conservative, despite what is heard about bankruptcies and rising debt levels.” (Crowe, et al p. 13) Therefore, to avoid the use of credit card as a mean of payment for shoppers (which is costly to Wegmans unlike paper checks) and to gain consumers' trust whilst using modern and safer technologies, the Vice- President of Wegmans' Financial Services, Joseph Garbarino, prefers the use of ACH payments1 through their loyalty card program. [...]

[...] Teti, K Wegmans: The Best of Four Worlds. [Online] Available at: https://rctom.hbs.org/submission/wegmans-the-best-of-four- worlds/ [Accessed 1 April 2017]. Wegmans Company Overview. [Online] Available at: https://www.wegmans.com/about-us/company-overview.html [Accessed 1 April 2017]. Wegmans For Our Suppliers. [Online] Available at: https://www.wegmans.com/service/for-our-suppliers.html [Accessed 2 April 2017]. [...]