July 18, 2010

Upon reading your June 7 cover story, “7 Deadly Sins of SKU Rationalization,” we at...

July 18, 2010

When it comes to the front-end offerings at drug and mass-market retailers, there is perhaps...

July 8, 2010

The whole discussion around SKU rationalization -- or SKU optimization, depending upon your spin --...

July 6, 2010

Even as Walmart has been course-correcting its merchandising and marketing strategies with the de-emphasis of...

June 17, 2010

New research released by Nielsen suggesting that retailers must be cautious when trimming SKUs as...

June 6, 2010

And there is a good reason for it....

June 4, 2010

It’s a new game. And the winners are the ones that follow the new rules...

May 17, 2010

It wasn’t too long ago that SKU rationalization became commonplace, as many retailers attempted a course correction toward more profitable sets — establishing performance metrics that possibly favored bigger brands and their store-brand equivalents over slower-moving and slower-building brands. In other words, niche products. But now retailers are acknowledging they may have cut too much, opening a pathway of opportunity for many suppliers, especially those of promising niche brands. And, as the industry juggles the impact of a weak economy, ongoing consolidation and SKU rationalization, there’s no doubt that the role of the broker, or sales and marketing consultant, is changing and growing increasingly vital to niche brands and even retailers.

March 11, 2010

Physicians Formula, whose beauty products are sold in 23,700 stores operated by Walmart, Target, CVS...

January 10, 2010

The deadline for compliance with the Consumer Product Safety Improvement Act (2008) is fast approaching....

May 25, 2009

The value of niche is in the customer that a niche manufacturer brings through the door. Sometimes it’s measured in incremental opportunity, such as a prophylactic acne offering among a sea of acne treatments. And sometimes it’s measured in what happens if that niche brand is not on the shelf, driving the customer to another retail outlet. That value doesn’t change in a tough economy, but the factors that establish whether or not a niche manufacturer ever gets to the shelf, and stays on that shelf, do. There are two significant challenges for niche in today’s economic climate — SKU rationalization and the availability of capital.