The Elephant in the Room: Market Share and Productivity
Date: Wednesday 13th July 2011
Venue: CB Richard Ellis Ltd, St Martin's Court, 10 Paternoster Row, London, EC4M 7HP
Time: 18:00 for a 18:30 start
Nearest tube: St Pauls
The Elephant in the Room: Market Share and Productivity
Development-led trade diversion, in conjunction with rapid growth in multi-channel retailing, is continuing to cause major market share shifts in UK retail markets, increasing productivity in some locations, undermining it in others. Speculative shopping centre and park development activity has plummeted it is true, reducing some of the diversion risk, but grocery development and grocery store acquisition has surged to record levels. The major inroads on the non-food shopping side that grocery majors are achieving is exacerbating the underlying market share shifts despite the turndown in wider shops development activity. With the retail sector in flux, some traditional tried-and-tested network planning strategies are now beginning to unravel.
The three speakers will address the key drivers that are shaping the current market share shifts – how the multi-channel and locational rules-of-the-game are changing – and how, as consumers retrench, conversion benchmarking is shaping up to be a potential white knight.
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The agenda
6.30pm – 7.00pm Internet trends: today and tomorrow - Neil Saunders, Consulting Director, Verdict Research
Over the past couple of decades the internet has helped to transform retail, but what does the future hold? This presentation starts by looking at the role the internet plays in today’s retail landscape, the share it takes, how it’s used, who’s using it and how this varies across different retail sectors. It then goes on to explore how these things are likely to evolve over the next 5-10 years and what this will mean for the sector, for retailers and for their customers.
7.00pm – 7.30pm Network planning: in search of the productivity Grail - Mark Teale, Head of Retail Research, CB Richard Ellis
Development activity has caused, and continues to cause, major changes in UK shopping patterns. As more and more chain retailers migrate to larger trading locations, in search of higher productivity space, many smaller traditional High Streets are struggling to stay afloat. The inexorable concentration of chain traders in the largest UK town and city centres (and in the modern stock out of town) has fundamentally altered traditional local shopping hierarchies over the last few years. Based on new survey analyses that track trading location level market share change directly, Mark’s presentation highlights the winners and losers in the growth stakes how certain types of trading location are haemorrhaging shoppers, impacting directly on branch network performance.
7.30-8.00 Traffic Data - Measuring Opportunity - Oliver Boucke, Research Director, ShopperTrak RCT
Conversion rate benchmarking has been used for many years in North American retail markets to improve network performance. The purpose of conversion rate benchmarking is simply to isolate the drivers that allow retailers to increase revenue by converting more shop visitors into buyers. The benchmark techniques developed in the US retail industry are now, belatedly as the cost squeeze tightens, beginning to find their way into European retail markets. Using case studies drawn from both the US and Europe, Oliver’s presentation will illustrate how the benchmarking techniques are being applied by retailers to both capitalise on shopper opportunities and to refine store location forecasting procedures.
8.00pm-8.30pm Refreshments and Networking
Speaker Biographies
Mark Teale Director - Retail Research, CB Richard Ellis Ltd | Research
Mark joined Hillier Parker from Morgan Grampian Construction Press in 1985. He became
Head of Retail Research at Hillier Parker in 1988. Mark currently heads a team within CB
Richard Ellis’s Retail department specialising in retail property related market research.
Mark’s retail research consultancy work at CB Richard Ellis covers all aspects of retail
property research including information development for market analysis systems, shopping
development viability studies, store location analysis and consumer research. Mark is
primarily concerned with the development of local forecasting tools and related retail
property market measurement applications. The Retail Research team is responsible for
maintaining CB Richard Ellis’s National Survey of Local Shopping Patterns (NSLSP)
programme, the leading industry source of information on local consumer shopping
destination preferences.
Oliver Boucke Research Director – ShopperTrak RCT
Oliver Boucke is one of the founding directors of RCT Analytics Ltd which is the
European, Middle East and African (EMEA) operating company of ShopperTrak RCT
Inc, based in Chicago, USA.
Oliver worked within the retail research and consultancy team at CB Hillier Parker for 7
years. His responsibilities included retail property consultancy, retail database/geodemographic
system development and retail mix analyses for optimising shopping
centre performance.
In June 1996, he joined the retail marketing consultancy, Business Blueprints Ltd, as
Head of Research. He managed both retailer and consumer marketing research for
various shopping centre clients, including The Stadium Group (then owners of both
Meadowhall, Sheffield and CentrO, Oberhausen).
Having spent 18 months working for Footfall Ltd, Oliver moved on to be the Research
Director of ShopperTrak RCT when it was established in January 2000.
At ShopperTrak, Oliver’s role is to deliver retail and consumer marketing research to the
retail industry, with a particular focus on asset management research and performance
benchmarking services for shopping centre owners and managers, in addition to
conversion rate measurement for the retail industry. ShopperTrak count over 8 billion
opportunities each year in over 70 countries worldwide for hundreds of today’s leading
retail brands.
Retail clients include Adidas, Apple, Claire’s, Diesel, Gap, Louis Vuitton.
Mall clients include Capital Shopping Centres and Grosvenor in the UK and Majid Al
Futtaim (MAF Group) in the Middle East.
Contact Oliver on OBoucke@shoppertrak.com
Neil Saunders Consulting Director, Verdict Research
Neil has worked at Verdict for ten years and is currently Consulting Director. In this role he is responsible for all aspects of the consulting division and heads up most client projects, working with retail and consumer
related companies to help develop, evolve and implement business strategies.
Neil has also served as Corporate Development and Planning Director at Verdict. In this role he was
responsible for medium and long term strategic planning, the development of all new products and services
and the management of ventures with third parties. Prior to Verdict, Neil worked for the John Lewis
Partnership where he was involved, among other things, in the planning and relocation of new stores, the
development of the John Lewis website and the creation of technical and information systems.
Neil serves as a non-executive director of the train operating company First Great Western and is a Visiting
Fellow at the School of Management, University of Surrey.
Don't miss this opportunity to put your questions to the shopping centre experts!
The usual refreshments and nibbles will be provided.
To reserve your place email info@thesla.org or phone Ruth on 07979 855047.
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