Get Your Fair Share of Snack Sales
EXPO attendees were urged Thursday to take advantage of a new multi-vendor end cap program offered by AWMA, which can go a long way toward helping distributors get their fair share of c-store snack sales.
Developed by AWMA’s Warehouse Delivered Snacks Committee, the program allows distributors to choose the "power brands" in major snack categories and merchandise them on stand-alone end caps.
"You can’t afford to miss out on this opportunity," said industry consultant Kit Dietz during an EXPO presentation Thursday morning. "Everybody is winning on this."
The Warehouse-Delivered Snack Committee’s mission, Dietz said, was to find ways to meet consumer demand in the store and maximize total snack performance, increasing retailers’ profit margins.
"We need to rebalance the category," he explained, noting that while DSD-delivered potato chips and corn chips are market leaders, there are many warehouse-delivered "power brands" in numerous other categories that could increase c-store profits if given proper merchandising space and attention.
"The national brand DSD snacks play a dominant role in their segments, but we win with power brands and high margin categories everywhere else," Dietz declared. "So we deserve prime selling locations in the store."
He showed data indicating dramatic potential for increased sales and profit margins by implementing such a program.
"This is a win for retail and we have to get after it," he declared. "We’ve got all the leading brands involved. We can help optimize prime selling space."
Urging distributors to participate in the program, Dietz challenged them to make the effort to increase their share of c-store snack sales. "Remember," he said, "if you keep doing things the same old way, you will keep getting the same old results."
