News

Food Retail Industry Study Urges Shopper-Centric Approach Versus Category Management

December 18, 2015

The 2015 FMI WWA Deloitte Consulting Shopper-Centric Retailing Study focuses on the gaps between merchandising practices common in today's Consumer Package Goods (CPG) manufacturer-retail environment and the practices that can be applied for the industry to become more effectively shopper-focused. This study draws on the perspectives of a proprietary Shopper-Centric Retailing Survey, submitted to the CPG manufacturer and retail trade, which resulted in 68 responses (34 retail and 34 CPG manufacturer). It also draws on the collective client engagement experience among FMI, WWA, and Deloitte Consulting in addressing merchandising challenges in the food, drug, and mass-merchandising sectors.

Winston Weber & Associates and NextOrbit Announce Strategic Alliance

July 7, 2015

Winston Weber & Associates, Inc. a management consulting resource for retailers and CPG manufacturers, today announced a strategic alliance with NextOrbit, a leading expert in predicting and mitigating retail out-of-stocks.

Category Management in the Age of Transparency Study-key findings suggest significant grocery industry change ahead

July 7, 2015

Conducted jointly by the Food Marketing Institute, Deloitte Consulting and Winston Weber & Associates, we received insight from 70 contemporary industry thought leaders regarding their view of Category Management’s usefulness and gaps, and from our proprietary surveys and interviews with retailers and suppliers. Based on the above, the elements of change retailers will need to undertake will be communicated in a comprehensive report to the industry this Fall. These key findings were presented at the FMI Connect Annual Conference June 8-12 in Chicago.

Collaborative Business Planning Getting it Right: The Key to Driving Results

April 2, 2012

Except for a handful of major suppliers and retailers who appear to be getting it right, a vast majority still have a long way to go before they realize the full benefits of joint planning. Most joint planning processes are still focused on near term tactical opportunities in an industry environment that strongly suggests strategic alignment is a must if both parties are to produce the desired results. The alignment of business strategies and capabilities in a solutions oriented environment, with a focus on the shopper and the shopping experience, presents a huge opportunity for many companies.

Precima and Winston Weber & Associates Attention Shoppers: Parts One and Two

July 1, 2010

As leading retailers intensify their quest for rich, data-driven insights into their best shoppers, manufacturers have a unique opportunity to bring their own analytical strengths to the cause. Viewing today’s marketplace challenges through a common lens – the perspective of the individual shopper – CPGs can collaborate with their retail partners to transform deeper intelligence into...

DemandTec, Inc. and Winston Weber & Associates Announce Strategic Partnership

July 14, 2009

DemandTec, Inc. (NASDAQ: DMAN), a leading provider of on-demand optimization solutions for retailers and consumer products manufacturers, today announced an alliance with Winston Weber & Associates (WWA), a management consulting firm that specializes in the retail and consumer products industries.

Suppliers Are Key Resource for Shopper-Centric Model

April 1, 2009

CPGmatters feature article. Retailers can use some help when transforming their organization from traditional category management to a process driven by shopper insights. Developing this shopper-centric model is easier when done when retailers collaborate with their trading partners, says a noted category management expert. That is why a solid shopper insights function is a must for suppliers, according to Winston Weber, Chairman and CEO of Winston Weber & Associates, a Memphis-based consultancy.

Galleria and Winston Weber & Associates Announce Strategic Partnership to Provide Advanced, Shopper-Centric Merchandising Strategies

April 1, 2009

Galleria, the leading provider of customer-centric merchandising solutions, today announced it has formed a strategic alliance with Winston Weber & Associates (WWA), a management consulting resource for retailers and CPG manufacturers. This partnership combines WWA’s extensive category management business process expertise with Galleria’s merchandising solutions to enable retailers to operate at a shopper-centric level and generate profit from executing optimized, store-specific merchandise plans.

Shopper Insights and Shopper Marketing "Getting It Right"

March 16, 2009

In his recently published White Paper, Win Weber, says “There is no question that shopper insights will become the primary driver of the collaborative process between consumer products companies and their retail customers while shopper marketing will become an increasingly important component of a brands marketing mix. But, let’s put this in perspective. Shopper marketing is not an end-all by itself as so stated by some industry experts and by those who are trying to “productize” it for self benefit. It is simply one component of a fully integrated business management process designed to build brand equity and enhance the effectiveness of the shopping experience.

Shopper –Centric Model Poised to Emerge as New Process

March 2,2009

CPGmatters features interview with Win Weber, who says…“ The challenge in category management today is transforming a retail organization skewed heavily toward the traditional process to one that is driven more by skills and capabilities in shopper insights. Retailers can meet this challenge by deploying a shopper-centric model that relies on collaboration with trading partners, but many hurdles remain in the path forward.”

It’s Time for the TURTLES to Fly

January 2008

In Grocery Manufacturer Association Forum Magazine Win Weber says that unless immediate and significant change is made in retail structure and supplier support thereof, many companies will not be able to make the critical transition to shopper centrism. What’s standing in the way? Nothing less than category management.

Winston Weber & Associates Introduces Shopper Centric RetailingSM

July 24, 2006

In an industry wide announcement, WWA has again demonstrated its leadership commitment by introducing a new business model called Shopper Centric RetailingSM. Moving well beyond the aging textbook definition of category management, Shopper Centric RetailingSM builds on the favorable aspects of category management, removes its limitations and better positions the retailer to align with consumer wants and needs. It emphasizes the shopping experience, aligns strategies and tactics across the store, encourages innovation and differentiation and renews focus on being good merchants.Shopper Centric RetailngSM will necessitate varying degrees of change in retailer organizational structures and business processes as well as how suppliers align with their retail partners.

Implementation is expected to be an evolutionary process that may take some time to institutionalize as a way of conducting business.WWA Chairman & CEO Win Weber is credited with introducing retailer/supplier partnering in the U.S., Latin America, Australia and Asia. He has a worldwide reputation as an original architect of category management.

Thought Leaders Roundtable

June 12, 2006

Joining twenty other contributors to Grocery Manufacturer Association Forum Magazine roundtable on retailer/supplier collaboration, Win Weber expresses point of view.

Implementation is expected to be an evolutionary process that may take some time to institutionalize as a way of conducting business.WWA Chairman & CEO Win Weber is credited with introducing retailer/supplier partnering in the U.S., Latin America, Australia and Asia. He has a worldwide reputation as an original architect of category management.

Miles To Go

November 15, 2005

In a one-on-one interview, Progressive Grocer taps Win Weber's expertise on 21st century retailing...

Latin American Upgrade

November 13, 2005

Winston Weber & Associates’ client Supermercados Rey from Panama is breaking the mold in Latin American Retailing.

Category Management Needs New Life

May 2005

Category Management, as currently defined, is no longer adding incremental value for a growing number of retailers.

National Association of Chain Drug Stores/American Greetings Research Council Report facilitated by WWA

June 16, 2002

A new industry report is now available from WWA, ''Selling One More Thing... Proven Ways to Build the Market Basket''. This report provides a range of ways in which drug chains can generate incremental sales to current customers. It has just been issued by the third National Association of Chain Drug Stores/American Greetings Research Council. Richard Briscoe, Senior Associate of WWA, has served as the Facilitator for this and two previous Councils. Each Council consists of approximately ten executives of regional and national drug chains, members of NACDS.

The Councils oversee independently conducted consumer research and market tests which together provide the foundation for increasing profitable sales of front-end merchandise (all products offered in drug stores except prescription drugs). The Councils' work is sponsored by the NACDS and expenses are underwritten by American Greetings Corporation. For copies of this report (or for the reports of the two previous Research Councils), please contact WWA.

Convenience Store News Recognizes WWA Client

Monday, May 06, 2002

Convenience Stores News has announced their annual Category Management Best Practices suppliers for the industry based on retailer ratings. United States Smokeless Tobacco Company, a WWA client, has been rated top company for the Moist Smokeless category and one of the top five practitioners of category management across all categories. WWA, in conjunction with USSTC's project teams, designed the company's Category Development Strategy and Plan, including its value based category management capabilities. WWA is the one consulting firm that continues to demonstrate its ability to translate category management theory to practical, value based application. This approach enables both CPG Manufacturer and Retailer clients to maximize category management ROI."

Trade Channel Optimization

rev. September 1, 2002

WWA assumes a leadership role as trade channel development becomes a priority with a growing number of consumer products companies. The following outlines the content of a new brochure outlining WWA's extensive experience and capabilities in this area."

The First Practical Workshop on Category Management "A Resounding Success in Chile"

December 5-6, 2001

The jointly sponsored WWA/AC Nielsen industry seminar, recently conducted in Santiago, Chile, was attended by over 100 participants from the supplier and retailer community. An actual case study, fueled by information from AC Nielsen's Category Expert Templates, provided for an extremely interactive and participative seminar. Several similar sessions are planned for 2002 in Argentina, Brazil, Columbia and Mexico. For specific details on these seminars and other training seminars on Category Management, please contact WWA.

Category Management: The Road Ahead

September 1999 - Web Article

Win Weber's "Leading Edge Perspective"

Clearing Hurdles to Implementation

December 1998

Here's a look at the most common problems, and what the future may hold if we'll just pay attention.

The Future of Category Management

1997 - Web Article

Win Weber's "Leading Edge Perspective"

A Top Pro Offers Advice To Ease Implementation

November 1996

Don't just run category financials;
Get to know who shops you, and why!

Sharpening Category Management Focus

September 1995

Drug Store News Asks The Experts

Retailers Gaining Power In Vendor Partnering

December 1991 and January 1992

Win Weber's two-part series appearing in Drug Store News