Value Chain

  General Information : Retailing


Section 10: Development, Preparation and completion of presentations
Presentations to brokers, distributors and retailers are key to the success of most new products. In most cases, the producer or processor is “auditioning” the product prior to representation by a broker or distributor or purchase by a retailer. Preparation is the key to a successful presentation.

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Section 11: Promotional Programs and Marketing support
Content in the first part of Section 11 will discuss the various promotional programs that can be used by any food company to create a sustainable pull at retail that will continue after a promotional event is over.

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Section 12: Account Maintenance; how not to be category managed off the shelf
Now that you are on the shelf - you have to stay there. Approximately 10% of the products in a food store are replaced each year and 90% of new food introductions fail to gain a foothold in the market and are replaced. How to avoid being “delisted” or managed off the shelf is critical for the survival of a small company.

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Section 1: Size Demographic Characteristics and Customer Profile of Canadian Grocery Retail
The content of this guide will help to provide producers and processors with a rounding in the fundamentals of the retail food environment in Canada.

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Section 2: Canadian Grocery Retail Segments and Operators
Content in Section 2 will provide information on various segments of the Canadian grocery industry and will include information on the conventional, organic, health and specialty segments. Included in the grocery segment will be some of the language used in grocery retail, such as bunker, hangers, coolers, turns, facings, bogo, in-store, end cap, rings, basket size, footsteps, doors, banners, and other phrases to help producers and processors understand the retail environment.

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Section 3: Key Trends that are driving the Canadian Grocery Industry
Section 3 will explore the primary and secondary consumer and retail trends in the food industry and discuss the impact that these trends are having on the food industry value chain. Section 3 will also focus on how trends create both opportunities in the retail environment and barriers to entry.

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Section 4: Brand Building and Private Labels
Section 4 will focus on the various strategies that can be used to create, manage, enhance or re-launch a brand.

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Section 5: Sales Strategies by market channel or segment
Section 5 will focus on assisting the producer and processor to develop the information necessary to create a sales strategy for their products.

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Section 6: Brokers and Distributors, Who are they and how do they operate?
Content in Section 6 will focus on how to assist producers and processors in the task of determining if a broker or distributor is the correct fit for the product and the retail target customers.

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Section 7: Grocery Based Category/Supplier Management
Section 7 will focus on the various aspects of “Supplier” Based Category Management in the retail food channel.

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Section 8: Retail Programs – what are they, how do they work and what do they cost?
The contents of this section will look at and explore the wide range of various food retailer programs, how they work, why they are in place, what is negotiable, and how to maximize program dollars.

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Section 9: Costing Programs and Pricing Strategies
Section 9 will discuss the determination of costs and product or service pricing.

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Alberta Approved Farmers' Markets.
Factsheet explaining the Alberta Farmers' Markets program. Alberta Agriculture and Rural Development. 2009.

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An Analysis of Food-Chain Demand for Differentiated Farm Commodities: Implications for the Farm Sector
Differentiated farm products and their implications for the farm sector. By Kathleen Painter, Washington State University.

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Beef, the Retail Perspective: Part 1.
Presentation: overview of beef retailing. By John Middleton, Business Development Specialist, Alberta Agriculture and Rural Development, Airdrie.

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Beef, the Retail Perspective: Part 2.
Presentation on profitability of beef in the retail sector. By John Middleton, Business Development Specialist, Alberta Agriculture and Rural Development, Airdrie

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Direct Marketing Meats Resource Guide.
A listing of resources for direct marketing meats. Alberta Agriculture and Rural Development. 2006.

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Exclusivity In the Food Manufacturer & Grocer Trade. Reasons Behind the Marketing-Procurement Practice.
A technical study of exclusivity in food manufacturing and retailing. By Kevin Grier, Senior Market Analyst. George Morris Centre

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Farm Direct Marketing for Rural Producers.
Basic components and strategies of farm direct marketing of agricultural products and services. Alberta Agriculture and Rural Development. 2009.

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Farm Direct Sales: Know the Regulations.
The basic regulations of farm direct marketing agricultural products and services Alberta Agriculture and Rural Development. 2009.

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Food and Beverage Sales and Pricing Challenges
Presents a view of the food & beverage retailing sector and its challenges. By Kevin Grier, Senior Market Analyst, George Morris Centre. April, 2008.

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Fresh food category management: leveraging strategic options.
Strategic options used by fresh food suppliers and retailers. By Micheal O'Keeffe. Published by Agriculture and Food Council of Alberta.

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Grocery Trade Review.
Monthly report that provides analysis of market issues and trends, available with subscription. George Morris Centre. Available with subscription.

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Growth of Alternative Food Retailers
The emergence of major alternative retailers in the food sector and the way they are competing with Canadian grocery chains are explored. By Simon Dessureault, Research Assistant, George Morris Centre. November 16, 2005

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How Retailers Segment their Customers.
A chart of how retailers segment their customers. BCI Marketing Partners Inc. for Saskatchewan Council for Community Development's Value Chain Workshop. 2006.

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Maritime Pork Value Chain Assessment Final Report.
A summary of the Canadian pork industry. By Atlantic Swine Research Partnership Inc., PEI Pork Plus Inc. Prepared for PEI ADAPT Council. Nov. 16, 2006. Executive Report.

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Methods to Price Your Products.
Cost-based, competition-based, and consumer-based pricing strategies. Alberta Agriculture and Rural Development. 2009.

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Reporting on CSF's first Value Chain Round Table Meetings, May 15-16, 2008.
Highlights from the Canadian Sheep Federation's Value Chain meetings in 2008. Point of View, Canadian Sheep Federation, Volume 2, Issue 7. July, 2008.

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Services for Agri-Processors Listings - Alberta Retailers listings.
A listing of food retailers and foodservice contacts in Alberta. Alberta Agriculture and Rural Development.

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Services for Agri-Processors Listings - Canada Retailers listings.
A listing of food retailers and foodservice contacts in Canada. Alberta Agriculture and Rural Development.

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Services for Agri-Processors Listings - Eastern Canada Retailers listings.
A listing of food retailers and foodservice contacts in Eastern Canada. Alberta Agriculture and Rural Development.

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Services for Agri-Processors Listings - Other Retailers listings.
A listing of other food retailers and foodservice contacts in Canada. Alberta Agriculture and Rural Development.

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The Essentials of Pricing.
Developing a pricing strategy. Alberta Agriculture and Rural Development. 2009.

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