Please take a careful look at the photo nearby. Notice the not-so-subtle LARGE numbers for the produce this conventional supermarket carries, and the teeny-weenie numbers for its “competitors.” In my consulting work, my company, Retail Insights, helps independent natural products retailers determine the potential of markets in order to find...
Way back in my distribution days, when we started servicing conventional supermarkets that wanted to bring in “natural sets” for the first time, nearly all of the brands we wholesaled were ecstatic at the chance to dramatically increase their sales. This included both food and supplement manufacturers. There were, however,...
A couple of weeks before my mother passed away, and knowing she soon would, I asked for any advice she would give me. I was 31 at the time. After pausing for a moment, Mom answered, “Try to build something.” These four words have stuck with me and over time,...
Sprouts Farmers Markets announces plans for 1,200 U.S. stores. In response, Whole Foods Market ups its projections to 1,200 stores from 1,000 stores. Fresh Thyme targets the Midwest for 50 stores, saying there are “gaps” in service from conventional grocers they plan to exploit. Mrs. Green’s, with nearly 20 stores...
Crush is the word that came to mind as I navigated Hall E, the lower level of Natural Products Expo West, in Anaheim, CA, in early March. This is where newer companies exhibit, some launching at the show. The aisles were packed, something I expected since hotels had sold out...
Here’s How to Increase Your Chances of SuccessEvery business owner does it; thinks about selling from time to time. If you are an independent natural products retail store owner, chances are you’ve owned your store for a decade or more. Could it be time to pass the torch? A Generational...
A few years ago, an independent natural products retailer with several stores got a new point-of-sale system. Because they had been ordering manually, going from store to store on different days of the week, the owners were very excited that they would be able to remotely track products and sales,...
A Brief History In June of 2002, H.J. Heinz Co. introduced the first organic ketchup by a mainstream, mass market food producer. Up until that time, only then-niche organic brands such as Muir Glen, Walnut Acres and the private label line of supernatural retailer, Austin, TX-based Whole Foods Markets, had...
Insights from the 36th Annual Retailer SurveyWhat distinguishes a natural products store from all other retailers? More than anything else, I believe we are aligned by a shared ingredient standard; we endeavor to offer only high-quality, clean ingredients. As a competitive difference in the marketplace, this standard, above all else,...
The natural products industry is a pretty comfortable place to be. I say this as someone who unintentionally swerved into the business 36 years ago when my friends encouraged me to interview for sales manager at a start-up New England natural foods distributor. I wanted to teach classical guitar. Well,...
