1. Take higher margins in less price-sensitive categories
Ranking categories based on purchase frequency is a fast and inexpensive way of identifying categories that are least sensitive to higher pricing.  Shoppers are less likely to remember pricing on products purchased only once or twice per year. For higher-priced products, however, shoppers are more likely to shop around for the best deal.

2. Lower the thermostat in stores this winter
Your customers will be wearing coats anyway.  This will save on heating costs while promoting a “green” image.  Retailers can post a sign on the front door, letting shoppers know how lowering the heat helps the environment.  Also consider turning down the air conditioning in the summertime.

3. Publish your own $100/week family menu
Supermarkets can create a weekly meal plan for a family of four to eat nutritious meals from easy recipes tied to key items. Look to your vendors for meal ideas or consider ways to promote your own store brands. Consider showing price comparisons to fast food restaurants.

4. Tie discounts to large or frequent trips
Why offer red-hot door-buster deals that do nothing to generate additional purchases?  Instead, consider offering hot prices for shoppers with a $100 purchase.  Supermarkets may consider a special deal for shoppers with $500 in receipts over the course of a month.

5. Expand beyond your channel’s traditional product mix
What’s stopping grocers from selling video games or electronics stores from selling snacks?  Convenience and liquor stores also have a huge opportunity to sell products appealing to men, like tools, gadgets, and video games. What’s more, grocers can take higher margins on “non-grocery” items, since shoppers buying electronics or clothes in supermarkets are looking for convenience and fewer trips — not always the lowest price.

6. Maintain competitive pricing in most frequently-shopped categories
Shoppers can recognize a high price on the products they buy weekly, whether it’s milk, bread, soda, or diapers.  To give the appearance of low prices, retailers need to keep these items priced competitively, even if those low prices are subsidized by less price-sensitive items.

7. Disguise store brands
Consumers can usually spot store brands positioned as a low-cost alternative to a national brand.  But in the past few years, savvy retailers are developing premium, multi-tiered store brands. Some retailers, like Walmart, downplay their store brands with different brand names for each department or category.

8. Support organic, natural and green products regardless of sales
The growth of organic products may slow during this economic downturn, but featuring healthy and environmentally sustainable products will help to boost a retailer’s banner equity.  Organic, natural, and green products project a positive image for retailers — and when the economy recovers, retailers will want to be known for more than just low prices.

9. Get shoppers to try premium private label products
No one will know if your private label salad dressing is as good as the national brands if they don’t try it.  Shoppers are creatures of habit, and changing habits takes some effort.  Offer trial sizes, $1-sizes, or 100-calorie packs.  Or, consider featuring one private label product each week with a free unit to shoppers spending $100.  Shopper taste comparison demonstrations in the store may also help to boost private label products.

10. Make a good impression on new shoppers
The struggling U.S. economy is significantly affecting how and where people shop, with consumers switching between both brands and retailers.  Now is not the time to cut corners on factors that will negatively impact shoppers’ experience.  Don’t let the checkout lines get too long, remove the used tissues and flyers from the bottoms of carts, keep the conveyor belt clean, and treat every shopper like it’s their first visit to your store.

Read more about how to cope during difficult economic times in “Consumer Insight.”

View the January 2009 issue of “Consumer Insight.”

Overall in November, trips to retailers declined by 2.9% from the previous year.

Retail Channel Trends
Toy stores, electronics stores, and department stores saw the most dramatic declines in the number of shopping trips last month vs. a year ago.  Trips to toy stores dropped by 23%, trips to electronics stores were down by 21%, and trips to department stores fell by 17%, Nielsen reported.

Retail channels offering low prices and strong value fared the best during November.  Trips to dollar stores (+6%), online retailers (+4%), supercenters (+2%), and club stores (+1%) showed the only year-over-year increases in trip growth rates.

Private Label Trends
In October, value-minded consumers increasingly shifted their purchases to private label products, as the U.S. economy weakened.  Unit sales of private label brands grew by 5% in October — up from 2% growth throughout the past year.

Meanwhile, unit sales of branded products showed a mirror opposite trend, with growth declining by 4% in October after showing an overall 2% decline during the 52-week period ending November 1.  As the U.S. economy slipped further in the third quarter and continued to slide in the fourth quarter, unit sales of branded products worsened in every grocery department — except frozen foods.

In terms of dollar sales, private label products maintained steady 10% growth in October – a trend that has remained constant throughout the past year.  Private label alcoholic beverages, fresh and packaged meats, fresh produce, frozen foods, and dry grocery products saw the fastest dollar sales growth in October.

In contrast, overall sales growth for branded products slipped to 2% — down from 3% during the 52-week period ending November 1.  Although still growing, sales of branded dairy, deli, and fresh produce experienced the greatest declines in dollar sales growth.  Sales of general merchandise products dropped markedly in October and during the 13-week period ending November 1.

Given the continued weakening of economic conditions, Nielsen expects this behavior to intensify in December and into 2009.

Nielsen’s Tips For Manufacturers, Marketers, and Retailers
-Exploit new growth areas: consumer appetite for at-home products, basic necessities, and good values will only intensify.

-Don’t assume consumers are not willing to pay a premium: price is important, but delivering a clear value proposition is more critical.

-Protect your turf: manufacturers should work proactively with their retail partners on branded vs. private label shelf-set rationalization.

-Companies that maintain sales and marketing efforts during recessions typically enjoy better post-recession growth: now is the time to utilize advertising to build customer loyalty and differentiate your brand.

Stay tuned on Nielsen Wire for regular updates on U.S. retail trends and other key economic indicators.

Edible essentials, like bread, milk, cheese, and fresh produce, were among the top retail categories for October, according to Nielsen. 

Discretionary items like carbonated beverages, candy, and snacks were also among the top sellers in October — but most of these categories showed year-over-year unit and dollar sales declines.

Top Categories: October 2008 (Dollar Sales: Food/Drug/Mass Merchandiser Sales)

Top Categories: October 2008 (Unit Sales: Food/Drug/Mass Merchandiser Sales)

Products geared toward at-home use — canning supplies, baking ingredients, and wine — were among the fastest growing food, drug, and mass merchandiser retail categories in October, according to Nielsen. 

That trend may signal a shift in consumer behavior, as Americans increasingly opt to save money by staying in and eating at home. 

Fastest Growing Categories: October 2008 (Dollar Sales Growth: Food/Drug/Mass Merchandiser Sales)

Fastest Growing Categories: October 2008 (Unit Sales Growth: Food/Drug/Mass Merchandiser Sales)

Learn more about global consumers’ responses to the current economic crisis on Nielsen Wire.

The findings come from Nielsen’s Global Online Consumer Survey, conducted in 52 markets worldwide between September 22 and October 6, 2008.

Only 18% of respondents said they believe the recession will be over within a year.  Younger survey participants (ages 25 to 29) expressed the least amount of confidence, with just 6% saying the recession would be over within 12 months.  Older respondents (ages 65 and older) were also pessimistic about an immediate end to the recession — only 7% told Nielsen they believe the recession will be limited to one year.

More women than men (91% vs. 82%) feel the U.S. economy is in recession.  Men were also more optimistic than women about their personal finances — 39% of females described their finances over the next 12 months as “not so good,” compared with just 28% of males.  In addition, only 16% of women surveyed think their job prospects over the next 12 months will be good, compared to 26% of men.

Of those surveyed, 38% told Nielsen the ailing U.S. economy will be their biggest concern over the next six months.  Increasing fuel prices were the top concern for 10% of respondents, followed by debt (9%), increasing utility bills (7%), increasing food prices (5%), and job security (5%).

“By the end of the second quarter, most U.S. consumers had already come to the conclusion the country was in recession,” James Russo, vice president, Marketing, Nielsen, noted.  “As far as consumers are concerned, it doesn’t particularly matter that a growing number of economic indicators are pointing in that direction.  They were feeling pain in their wallets and bank accounts long before October’s tumultuous stock market activity.”

In order to cope with their economic woes, U.S. consumers told Nielsen they are trying to reduce their use of gas and electricity (67%), cutting back on out-of-home entertainment (56%), spending less on new clothes (55%), and using their cars less often (54%).  Just 4% report taking no action at all.

Those who do have extra money left after paying the bills told Nielsen they are hesitant to spend it.  After covering essential living expenses, 38% of U.S. consumers put any spare cash into savings, while 36% use it to pay off debts, credit cards, or loans.  Nearly a quarter of consumers (24%) report having no spare cash. 

View the full press release.

Read a related press release on consumer confidence in Hong Kong.

View results from Nielsen’s global survey of consumer confidence.

Learn more about the current state of the U.S. retail sector.

Read coverage of Nielsen’s findings in Seeking Alpha, Adweek, and Convenience Store News.

Learn more about global consumer confidence levels in the December 2008 issue of Nielsen’s “Consumer Insight” online newsletter.

NBC.com, which grew 312% month-over-month, saw the largest September increase in video viewers, followed by FOX Broadcasting and ABC.com, with 165% and 105% growth, respectively, Nielsen Online reported Thursday.

“A combination of series and season premiers, political news and parodies, and coverage of the financial crisis all contributed to increased online video viewing for the television networks in September,” Jon Gibs, vice president, media analytics, Nielsen Online, noted. “Consumers are increasingly relying on the Web to catch up on content they missed when it aired on television and the networks are beginning to capitalize on this trend.”

Total video streams in a variety of entertainment categories also increased last month.

Overall, the number of unique viewers streaming video online increased 6% — from 117,916 viewers in August to 125,061 in September.  Meanwhile, total video streams increased 10% month-over-month — from 8.06 million in August to 8.89 million in September.

YouTube, Yahoo! and Fox Interactive Media were the top brands, ranked by video streams, during September.

View the full press release.

Read coverage of Nielsen’s findings in TV Week, Media Post, and Biz Report.com.

Declines were especially steep during the last four weeks of the quarter, which saw the collapse of Lehman Brothers, the near-collapse of Merrill Lynch, and the government bailout of AIG.

Traditional mass retailers (excluding supercenters), department stores, and office supply stores saw the most dramatic declines in the number of shopping trips last quarter vs. a year ago.  Trips to mass retailers dropped by 9.1%, trips to department stores were down by 8.9%, and trips to office supply stores fell by 7.9%, Nielsen reported.

Retail channels offering low prices, strong value, and mostly “need to have” products — versus “nice to have” items — fared the best during Q3 2008.  Trips to online retailers (+7.5%), supercenters (+3.6%), and dollar stores (+3%), for instance, showed the largest increases, compared with Q3 2007.

More affluent consumers looking for bargains drove the growth in trips to value retail channels, while lower-income households adopted more drastic cost-cutting measures, eliminating shopping trips entirely, according to Nielsen.

U.S. consumers surveyed by Nielsen in late September and early October also reported having significantly less discretionary income than their global peers. 

Almost 25% of U.S. consumers reported having no spare cash after covering their essential living expenses.  In comparison, just over 10% of consumers worldwide reported a similar lack of expendable income.

U.S. consumers were also more likely than consumers worldwide to use expendable income to pay off debts, Nielsen found.  More than 35% of U.S. consumers reported using their spare cash for debt payments, while only 30% of consumers worldwide reported the same.

In early October, Nielsen’s holiday retail forecast estimated that 85% of U.S. consumers plan to spend the same or less on holiday shopping, versus 2007.

Stay tuned on Nielsen Wire for regular updates on U.S. retail trends, and other key economic indicators.

While 53% of those surveyed by Nielsen think their country has hit a prolonged recession that will last more than 12 months, 18% of consumers, concentrated in a handful of emerging markets, like India, Vietnam, China, and Russia, told Nielsen they expect their countries to be out of recession within the next 12 months.

In contrast, consumers in Japan, Germany, Argentina, Mexico, Turkey, Italy, Taiwan, the U.S., and Spain were the least optimistic about the prospects for quick economic recovery.

Nielsen surveyed 28,663 Internet users in 52 markets across Europe, Asia Pacific, the Americas, and the Middle East between September 22 and October 6, 2008, as part of its Global Online Consumer Survey.

The survey’s results reveal that global consumer confidence fell to a new low this month, dropping from an index of 88 in May 2008 – previously the lowest index on record – to 84 in October, according to Nielsen.  Only Brazil, the Philippines, New Zealand, China, Thailand, South Africa, and Hungary showed improved consumer confidence, compared with May 2008.

Not surprisingly, consumers worldwide are adopting new strategies to reduce discretionary spending and shore up household finances.
 
On average, 49% of global consumers plan to spend less on new clothing, as well as gas and electricity, according to Nielsen. 

Meanwhile, 47% report reducing out-of-home entertainment, 40% say they’ll delay upgrading to new PCs and mobile phones, and 39% will cut down on take-away meals from restaurants. 

Even necessities, like groceries, are on the chopping block — 36% of global consumers report switching to cheaper grocery brands in order to reduce their expenses.

Overall, consumers in Australia, New Zealand, Germany, the U.K., Turkey, the U.S., Colombia, and Argentina plan to make the most changes in their spending habits, as they search for ways to weather the current economic turmoil.

View the full press release.

Read a related press release on consumer confidence in Hong Kong and Great Britain.

Read coverage of Nielsen’s findings by Sky News and in the Shanghai Daily, the Business Standard (India), Forbes, the Financial Times, The China Post, the Thanh Nien Daily, and the Malaysia Star.

Learn more about global consumer confidence levels in the December 2008 issue of Nielsen’s “Consumer Insight” online newsletter.

Could the dire economic conditions also be changing the way Americans watch TV?

Yes and no, according to a Nielsen report released Friday, which found that Americans are watching more cable news this year than they did last year. Between September 15, 2008 and October 19, 2008, tuning to cable news networks almost doubled, versus the same period last year, according to Nielsen.

U.S. homes with the highest household incomes ($100,000+/year) — who likely have the largest investments — showed the greatest percentage growth in cable news viewership over last year (+125%).  Among households with the lowest annual incomes (less than $20,000), cable news viewership in September and October showed the smallest growth from the same period in 2007 (+38%).

A caveat: the presidential race is likely drawing more cable news tuning in 2008.  As such, growth in cable news tuning cannot be attributed solely to viewers’ interest in the economic crisis.

Meanwhile, despite shrinking household budgets and widespread belt-tightening, Americans are not downgrading from cable and satellite TV plans to less expensive broadcast only TV service.

As of September, 1.4% of homes that received cable or satellite service in September 2007 had downgraded to broadcast only service.  That percentage of down-graders remains unchanged from last year, when the U.S. economy was still relatively healthy.

View the full report.

After several years of 20% to 30% sales growth, U.S. sales of organic products are showing the first signs of slowing.

While 52-week dollar sales of UPC-coded organics are up 21% vs. last year, the most recent four-week period ending October 4, 2008, shows growth of only 11.2%.  Last year, organics saw 27.1% sales growth during the comparable four-week period ending October 6, 2007.

Meanwhile, in Great Britain, organics sales growth has also slowed — to just 4%, year over year, for the most recent year, ending September 6, 2008.  In comparison, during the year ending September 8, 2007, organic products saw 18% sales growth in Britain.

Organic products are clearly here to stay, but the days of boundless growth may be over.

Read coverage of Nielsen’s findings in The New York Times.

Of 3,000 people surveyed by Nielsen in early October, 84% reported being just as confident — or more so — in their primary financial institution as they were six months ago.  Ninety-five percent of those surveyed said they consider their financial assets at their primary bank to be relatively safe.

Although they remain confident in their personal banks, a significant percentage of the respondents said they had already been adversely affected by the current financial crisis. 

Twenty-five percent reported significant losses in their retirement savings.  Among consumers age 55 and older, that percentage was even higher: 29%. 

Another 19% told Nielsen their credit card debt had increased.  That trend was especially prevalent among younger respondents: 25% of 18-34 year olds in the study reported growing credit card debt.

Still, most respondents (88%) — especially older consumers — said they aren’t planning to change their current banking and investments relationships in the near term.

View the full press release.

Read coverage of Nielsen’s findings in USA Today.