{"id":21504,"date":"2017-09-15T08:11:51","date_gmt":"2017-09-15T08:11:51","guid":{"rendered":"https:\/\/www.retaildetail.be\/food\/diageo-renonce-au-bon-de-reduction-2\/"},"modified":"2017-09-15T08:11:51","modified_gmt":"2017-09-15T08:11:51","slug":"diageo-renonce-au-bon-de-reduction-2","status":"publish","type":"post","link":"https:\/\/www.retaildetail.be\/fr\/news\/food\/diageo-renonce-au-bon-de-reduction-2\/","title":{"rendered":"Diageo renonce au bon de r\u00e9duction"},"content":{"rendered":"<p>C\u2019en est fini des coupons pour <strong>Diageo <\/strong>: trop co\u00fbteux, trop sensibles \u00e0 la fraude, trop peu de valeur ajout\u00e9e. Le leader du march\u00e9 des spiritueux pr\u00e9f\u00e8re consacrer davantage de moyens aux points de vente.\u00a0<\/p>\n<p><!--break--><\/p>\n<h2>Attention pour la productivit\u00e9<\/h2>\n<p>\u00ab Stop and think \u00bb : parfois, il vaut la peine de s\u2019arr\u00eater et de prendre le temps de la r\u00e9flexion. C\u2019est en tout cas ce qu\u2019a fait Diageo, le producteur de Johnnie Walker, Smirnoff, Tanqueray, Captain Morgan et Baileys entre autres. Face \u00e0 l\u2019\u00e9volution rapide du paysage retail et du comportement des consommateurs, l\u2019entreprise entend assumer son r\u00f4le de leader du march\u00e9 et poser un regard critique sur la mani\u00e8re dont ses produits sont commercialis\u00e9s.\u00a0<\/p>\n<p>\n\u00ab Notre strat\u00e9gie met l\u2019accent sur le \u2018selling out\u2019. Nous voulons cr\u00e9er de la demande de la part des consommateurs plut\u00f4t qu\u2019imposer nos produits au march\u00e9 \u00bb, explique An Martel, directrice commerciale Benelux. \u00ab Nous nous sommes fix\u00e9 pour objectif de d\u00e9velopper l\u2019ensemble de la cat\u00e9gorie chez nos clients, pas seulement nos propres marques. Et cette attitude est visiblement appr\u00e9ci\u00e9e des retailers \u00e0 en croire les enqu\u00eates annuelles d\u2019Advantage Group. Nous recrutons de nouveaux consommateurs pour la cat\u00e9gorie et misons sur la premiumisation. Nous accordons aussi de l\u2019attention \u00e0 la productivit\u00e9 : nous nous demandons comment augmenter le chiffre d\u2019affaires et diminuer les co\u00fbts, tant pour nous que pour nos clients retail. Nous visons la simplicit\u00e9 et r\u00e9investissons le gain dans nos marques. \u00bb Cette approche porte ses fruits. En effet, m\u00eame si la cat\u00e9gorie des spiritueux a durement subi le contrecoup de la hausse des accises dans notre pays ces deux derni\u00e8res ann\u00e9es, le tableau est loin d\u2019\u00eatre tout noir. \u00ab On observe des glissements entre les canaux d\u2019achat, mais la consommation se maintient, la p\u00e9n\u00e9tration augmente fortement et les derniers chiffres de Nielsen ne sont plus que l\u00e9g\u00e8rement n\u00e9gatifs. Le pire est derri\u00e8re nous, nous avons le regard tourn\u00e9 vers l\u2019avenir. \u00bb<br \/>\n\u00a0<\/p>\n<h2>\u2018Stopping power\u2019 insuffisant<\/h2>\n<p>Il ressort des \u00e9tudes qu\u2019il existe encore un beau potentiel de croissance pour les spiritueux. Seuls 24 % des shoppers visitent le rayon alcools et 81 % le quittent sans achat. \u00c0 titre de comparaison, au rayon vins, ce taux n\u2019est que de 48 %. Il semble donc que les shoppers aient du mal \u00e0 prendre une d\u00e9cision d\u2019achat au rayon alcools. Les coupons ne paraissent pas \u00eatre la solution pour inciter les gens \u00e0 acheter davantage de spiritueux. Le \u2018stopping power\u2019 est insuffisant.\u00a0<\/p>\n<p>\nLa Belgique est pourtant un pays riche en fervents adeptes des coupons. Les bons de r\u00e9duction ne sont nulle part plus convoit\u00e9s en Europe, r\u00e9v\u00e8le le rapport annuel de HighCo. Le gros avantage des coupons est qu\u2019ils donnent plus de visibilit\u00e9 aux promotions, mais ils comportent aussi pas mal d\u2019inconv\u00e9nients, nuance An Martel.\u00a0<\/p>\n<p>\nCe m\u00e9dia implique beaucoup d\u2019efforts et de co\u00fbts, tant pour les fabricants que pour les retailers : cr\u00e9ation de nouvelles SKU, collecte des bons, d\u00e9compte, envoi, attente du remboursement\u2026 Il existe en outre un s\u00e9rieux risque de fraude. De plus, l\u2019accent est mis sur le sell-in plut\u00f4t que sur le sell-out. Sans parler de l\u2019empreinte \u00e9cologique. \u00ab Nous l\u2019avons fait calculer : ces dix derni\u00e8res ann\u00e9es, elle s\u2019\u00e9l\u00e8ve quand m\u00eame \u00e0 190 tonnes de papier. \u00bb<br \/>\n\u00a0<\/p>\n<h2>Actions attrayantes<\/h2>\n<p>Diageo a donc d\u00e9cid\u00e9 de changer de cap et de revoir radicalement sa strat\u00e9gie promotionnelle : l\u2019entreprise ne recourra d\u00e9sormais plus du tout aux coupons. \u00ab C\u2019est une grande d\u00e9cision, admet An Martel, mais nous sommes convaincus qu\u2019elle se r\u00e9v\u00e9lera b\u00e9n\u00e9fique pour nous, pour le retailer et pour le consommateur. Nous continuons plus que jamais de proposer de fortes promotions, mais nous voulons \u00e9pargner les inconv\u00e9nients des coupons \u00e0 nos clients. Les \u00e9conomies ainsi r\u00e9alis\u00e9es vont \u00eatre r\u00e9investies dans des actions attrayantes et dans l\u2019am\u00e9lioration de la visibilit\u00e9 sur le lieu de vente, conform\u00e9ment aux attentes de chaque retailer. \u00bb<br \/>\n\u00a0<\/p>\n<h2>R\u00f4le de pionnier<\/h2>\n<p>\u00ab J\u2019avoue qu\u2019au d\u00e9but, j\u2019ai eu un peu peur des risques potentiels inh\u00e9rents \u00e0 cette d\u00e9cision. Mais plus nous y r\u00e9fl\u00e9chissions, plus elle nous paraissait aller de soi. \u00bb Cette d\u00e9cision a notamment d\u00e9coul\u00e9 des \u00e9changes avec des coll\u00e8gues internationaux au sein du groupe Diageo.\u00a0<\/p>\n<p>\n\u00ab Depuis le mois de d\u00e9cembre, le Benelux fait partie de Diageo Europe du Nord, ce qui nous donne une meilleure vue sur les leviers promotionnels qui fonctionnent bien dans les pays septentrionaux. La Belgique est le seul pays d\u2019Europe \u00e0 utiliser autant les coupons. Mais les coupons cr\u00e9ent une culture biais\u00e9e. Nous sommes les premiers \u00e0 sauter le pas. Nous jouons un r\u00f4le de pionnier. Nous pensons que nous menons aujourd\u2019hui les bonnes discussions avec nos partenaires. Les r\u00e9actions initiales des retailers sont en tout cas tr\u00e8s positives. Il va sans dire que nous suivrons aussi de tr\u00e8s pr\u00e8s les effets de cette approche promotionnelle optimis\u00e9e. Qui sait, peut-\u00eatre que d\u2019autres confr\u00e8res du FMCG nous embo\u00eeteront le pas ? \u00bb<\/p>\n<p>\u00a0<\/p>\n","protected":false},"excerpt":{"rendered":"<p>C\u2019en est fini des coupons pour Diageo : trop co\u00fbteux, trop sensibles \u00e0 la fraude, trop peu de valeur ajout\u00e9e. Le leader du march\u00e9 des spiritueux pr\u00e9f\u00e8re consacrer davantage de moyens aux points de vente.\u00a0 Attention pour la productivit\u00e9 \u00ab Stop and think \u00bb : parfois, il vaut la peine de s\u2019arr\u00eater et de prendre [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":21501,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[24],"tags":[],"people":[],"extra":[],"company":[],"topic":[],"region":[],"class_list":["post-21504","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-food"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Diageo renonce au bon de r\u00e9duction - RetailDetail BE<\/title>\n<meta name=\"description\" content=\"Geen coupons meer voor Diageo: te kostelijk, te fraudegevoelig, te weinig toegevoegde waarde. 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