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Tesco's Laura Jewell hits out at suppliers that fail to understand how multiples operate

Published:  30 May, 2014

Laura Jewell MW, head of Tesco's wine development team, has hit out at suppliers that fail to understand the needs of major retailers.

 

Laura Jewell MW, head of Tesco's wine development team, has hit out at suppliers that fail to understand the needs of major retailers.

In a wide ranging interview on today's Harpers.co.uk and in the June issue of Harpers, Jewell talks about her frustrations of dealing with suppliers that simply do not understand how major supermarkets work.

The interview is the first in a series conducted by Angela Mount, former Somerfield head wine buyer, and really gets to grips of what major multiples are looking for from their suppliers.

The key problem, said Jewell, for some suppliers is that they do not appreciate that wine is simply another commodity or category competing with every product group for space on a supermarket's shelf.

Jewell said: "It still amazes me how many suppliers don't do their homework and don't try to understand what we do, the confines in which we work, and where our planning and development process starts."

  She added: "Many suppliers and producers don't have a clue about the process behind the scenes. They don't understand the sheer volume of suppliers we deal with or the entire corporate and grocery retailing      process within which we work."

  Jewell also gives a fascinating insight into the complex process involved when Tesco, or any major multiple, undertakes a ranging or merchandising review.

   "At the end of the process everyone understands the purpose of each individual product and its on-shelf positioning," explained Jewell. "We end up with over 1,000 unique plans, with some only in one or two stores.    But we know we will have tailored our wine range in the best way to suit each store."

  She added: "We have a maximum of three range changes a year," she says. "But so many producers don't listen or understand this. They still think like a independent wine retailer, not like a retail supplier."

  Jewell goes on to explain in detail what she and her team are looking for from suppliers and how to get on the right side of a supermarket's buying team.

  * Subscribers can read the full interview here or in the People section of Harpers.co.uk.

 

 

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