HGR has been the trusted name in the furniture, appliance and home entertainment retail market for some 30 years and is proud to announce its 2013 re-launch strategy. With a new look design and feel, increased focus on retailing news, and adoption of a full digital strategy, HGR is set to take your brand into the future...

Editors Desk

RETAINING LOYALTY OF CUSTOMERS IS CRUCIAL

If you are one of those fortunate retailers with an established customer base it is crucial that you remain relevant to them. This can be done by regular analysis of internal data on each one (witness Pick 'n Pay's Smart Shopper programme), and tailoring specific offerings to each one. Your competitiveness vis a vis your opposition will increase substantially.

We are aware that local retailers are subject to increased competition from international entrants determined to take advantage of perceived weaknesses of SA retailers. They are hunting for new markets, new growth and profits.

South African retailers are by and large efficient, having been honed over years of fluctuating fortunes. However, we are in a new ball game entirely and retailers must overcome this threat. Developing innovative ways of looking after your customers including managing customer relationships will be critical in maintaining your market share. Many South African retailers are sitting on a goldmine hidden in their customer data, the analysis of which would enable them to develop strategies to meet the needs of these customers.

In talking to many of these retailers they seem to be aware of the potential locked into the reams of customer information they possess, but for one reason or another they do not take advantage. Our guess is that a powerful deterrent exists because they are unsure of just how to extract this information in a meaningful way. In other words they are not certain of what is valuable and what isn't. Notwithstanding that it is very important that they come to grips with this 'buried treasure' which represents one of the most valuable customer retention tools available to local retailers. Unfortunately, very few retailers have sought to analyse this data effectively but prefer to rely on external market intelligence. Which could mean out of date information, or perhaps worse, irrelevant information. Savvy retailers on the other hand could be in a position to analyse spending patterns thus making more accurate predictions on buying behavior, improving stock levels and eliminating wastage. So, so much more...

Ian Hughes - Editor


About HGR


As South Africa's leading independent retail publication, Home Goods Retailer seeks above all else to improve communication between the retailer and his supplier, because with successful communication both suppliers and retailers will achieve a far greater understanding of each other's needs, problems and the market in general.

Our editorial includes the people and personalities of the trade, hard news, both domestic and overseas, new products, services, developments and trends and regular product spotlights (advertorials). All of this is calculated to assist sales people, buyers and merchandisers to keep abreast of what is available in the local market, and to make informed decisions. 4500 copies of HGR are circulated monthly on a controlled basis to all retail outlets involved in the retailing of lounge, bedroom and dining room furniture, beds and bedding, major and small appliances, audio/visual equipment, selected hardware and home office furniture and equipment.

The distribution is national and also includes selected outlets in Botswana, Namibia, Lesotho, Swaziland, Zimbabwe and East Africa.

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