andrew van zwanenberg, marks & spencer - ceramics and retailing: the formula for joint success
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14th October, 2010
Ceramics and RetailingThe Formula for Joint SuccessAndrew van Zwanenberg
Myself – Andrew van Zwanenberg
•Supplied to;Debenhams, M&S, Next, Loblaws, Woolworths SA, Habitat, TKMaxx
•Worked on both sides of the fence – Manufacturing and Retail
3
Agenda
• The Customer.
• The Brand.
• Delivering for the Customer.
• Reasons to buy.
• Q&A.
Customer
5
Our Customer – 45+ ABC1 Female
Source Dragon Rouge November 2009
Brand
What matters to us.
Quality, Value, ServiceInnovation and Trust.
‘Quality worth every penny’
We are a retailer
What we do
Marks & Spencer is one of the UK’s leading retailers
with over 21 million customers visiting our stores every week.
We sell high quality, great value clothing and
home products and Outstanding Quality food.
We source our products responsibly from 2000 suppliers round the world.
Over 76,000 people work for M&S both in the UK
and in 41 territories overseas, where we have a growing international business
How our Business breaks down
Quality, Value, Service
Innovation
and Trust
Our Websites
http://corporate.marksandspencer.com
Corporate
Producthttp://www.marksandspencer.com
Delivering for the Customer
Priorities for RetailersProduct
Service
Delivery
Product
Competitive Price
Appropriate Quality
Reason to Buy
Service
Appropriate Communicati
onMake it
Easy
Minimum Fuss
Delivery
On Time
Consistent
Lead times
The Result?
Minimum Risk
Happy Customers who will come back and buy MORE
Max Money in the Tills
Suppliers are assessed against;
Margin / RPF
Delivery
Product differentiati
on
Reasons to Buy
Andrew van Zwanenberg
You have to give US a
Reason
to buy from you.
Product
We have to give THE
Customer
a
Reason
to shop with us.
Making them OUR Customer
We together can bring Customers into our stores
and make them Our Customer by offering –
Unique, Exciting, and Exclusive product.
This is product which is Different to the product
our competitors offer, and which Our Customers desire to buy from us.
Innovation
Quality, Value, Service
Innovation
and Trust
What is Innovation for M&S?
It is a reason for Our Customer to come an buy our product.
It is a method by which we can sell more product and
therefore buy more product from you.
Innovation for us is therefore Enhancing our product, by
making it Better to use, more Desirable to own, or more
Fun.
What is in M&S now?
What is in M&S now?
In 2007 Marks & Spencer launched stormwear TM, a water and stain repellent range for men. Every piece in our stormwear TM range has a high performance water repellant finish, so you stay dry whatever the weather.Brand value - $500,000,000 per annum
What is in M&S now?
Brand value - $300,000,000 per annum
We’ve tested our Ultimate Non-iron shirt and, once you’ve tumble dried it, there really is absolutely no ironing required.
Service
Make the Retailers Life easy
The Buyer is always right, but you are the
experts.
Delivery
You can manage out risk
You can move us closer to Market
You can maximise our commercial opportunity –
Money in the tills.
questions?