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GMDC Talks Top 4 Grocery Retail Sales Strategies from IHA Show 2016

By March 16, 2016 No Comments

GMDC Industry Leader Award goes to Rick Chambers of Big Time Products

COLORADO SPRINGS, Colo., March 16, 2016 – Global Market Development Center has unveiled the top four grocery retail sales strategies that emerged from this year’s International Housewares Show – and are driving tomorrow’s industry.


Next-practices for how retailers can start creating the store of the future and win more sales were discussed throughout the show’s business insights sessions, including “Turning Food Shoppers into Housewares Buyers,” a panel discussion moderated by Todd Hale, former senior vice president, consumer and shopper insights for Nielsen.

  • Cultivate food prep – A new mega-category called “food prep” was introduced, consisting of kitchenware, housewares, cookware and kitchen gadgets. It’s about how shoppers see the category, not how buyers buy. As the revolution of fresh food continues to grow in the grocery channel, there’s emphasis on how ingredients are prepared and what tools can get the job done precisely, in order to ensure food tastes and looks good.
  • Leverage merchandise adjacency – Retailers across categories can strategize to turn what was thought to be a shopping trip into a shopping occasion and maximize the basket fill with top-of-mind items. Stats show that while 70 percent of shoppers visit a store with a purchase in mind, half are influenced by what they see in stores. Proof of this was revealed during the session by retailer/wholesaler panelists who explained how selling a pineapple corer not only increases the profit margin of the overall spend, but also creates significant lift in the fresh food category. It’s a win-win for retailers.
  • Attract the Millennial – This means having a sales strategy that integrates technology, convenience and experience. While Millennials are connected to all things digital, they still desire the brick and mortar experience and love to touch and feel the fresh food that they buy.
  • Don’t forget the Boomers – They continue to heavily influence the Millennials as many have left the nest, but not the wallet. Boomers continue to spend on upgraded food prep tools.

Panelists for the session included Mark Mechelse, director of research, industry insights and communications for GMDC; Brett Bradshaw, president of Bradshaw International Inc.; Joe Kirby, vice president of of retail sales and category development for Imperial Distributors Inc.; Anna Mancini, vice president of merchandising for Valu Merchandisers Co.; and Tammy Marlowe, director of GM/HBW for Associated Food Stores Inc.

”In our rapidly changing industry, we are constantly innovating for the evolving consumer, to help them prepare food better, faster and in a more fun, creative, colorful way,” Bradshaw said. “We are introducing leading-edge trends from Europe such as ceramic and stone finish cookware, produce choppers and spiralizers, in gadgets, and specialty baking pans, springforms, mini bundts and madeline pans.”

Also during the show, GMDC awarded the 2016 Industry Leader Award to Rick Chambers, president of Big Time Products.


Chambers has more than 42 years of experience in consumer product sales and marketing for companies including R.T French Company (French’s Mustard), Hoyle Playing Cards, Georgia Pacific and Magla Products. In 2003 he co-founded Big Time Products, which quickly gained success and was named on Forbes America’s Most Promising Companies list. He has been recognized as an industry leader and innovator in the glove category.


“If you call Rick and ask for help on something, he tries to find a way to not only solve the problem, but make things bigger and better,” said Patrick Spear, president and CEO of GMDC. “Rick is mindful of thanking and honoring others. This Industry Leader Award is GMDC’s chance to return the thanks.”


Chambers joined GMDC in 2003 and was named to the GMDC board of directors in 2005. He also served on GMDC’s general merchandise and membership advisory boards.