every shopper has an option that fits their budget, said Laura Hinton, senior director of channel marketing at the Centennial, Colo.-based National Cattlemen’s Beef Association. Retailers can emphasize value by highlighting a selection’s nutrients and versatility in addition to price, she said. “Tight supplies and higher prices are put- ting pressure on the meat case,” Hinton said. “Beef shoppers are less loyal and will chase the best deal each week. Educate, inspire and promote across every channel from the case to the app to social media.” CONTROLLING COSTS Rising beef prices is the largest merchan- dising challenge at stores operated by The Giant Co., said Deb Kreider, Giant director of meat and seafood. “These increases create significant hurdles in delivering value at a time when customers are increasingly focused on budget-friendly protein options,”
she said. Carlisle, Pa.-based Giant has more than 190 groceries in Pennsylvania, Mary- land, Virginia and West Virginia operating under such banners as Giant, Stop & Shop, Food Lion and Hannaford. Giant is streamlining assortments to focus on core items and adjusting package sizes to reduce the total price, Kreider said. Promotions often focus on budget friendly proteins, including chicken and ground beef, she said. Yet there also is demand for value-added items, including marinated cuts and better- for-you options, Kreider said. “Even amid value sensitivity, many customers are pri- oritizing health and there is solid growth in grass-fed and organic beef and poultry,” she said. Retailers can help determine inventory needs by keeping notes and records on sales moments throughout the day, said Jason Resner, president of DNR Sales & Marketing
Strategy Advisors, a Naperville, Ill.-based grocery industry consulting firm, and the former vice president of fresh merchandis- ing and procurement for Downers Grove, Ill.-based Fresh Thyme Market. The optimal merchandising will vary in accordance with an outlet’s specific shopper base, he said. “Stores with more affluent customers should display additional high-end items, such as thicker cut ribeye steaks, larger filets and a better allotment of boneless skinless chicken tenders rather than boneless skinless chicken breasts,” Resner said. Value stores should have larger allotments of ground meats and roasts that provide versatile options for home prepara- tion, he said. In addition, retailers should have full and abundant meat displays as “eye-appeal is buy-appeal,” while not overproducing to avoid subsequent markdowns or shrink, Resner said.
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