Martin is a Principal in Oliver Wyman’s San Francisco Office. He specializes in helping clients design and executes strategies to respond to trends in the retail sector. Martin’s clients have included leading retailers and business services providers in the US, Europe, and Asia Pacific.
His experience includes:
• Designing and executing major turnaround initiatives for leading business dealing with rapidly-evolving market environments
• Strategic response to emerging online and omni-channel trends in food retail
• Extensive experience helping retailers design the merchandising and operational systems necessary to successfully implement their strategies
• Helping companies to design the supporting organization necessary successfully execute ambitious growth strategies
• Support for vendor negotiations and cost of goods sold reduction initiatives
Martin holds an MBA with honors from the Wharton School at the University of Pennsylvania, where he was a Palmer Scholar and a BA from Stanford University. Martin also served as an infantry officer in the US Army.
Whiteboard Sessions
Monday, September 25, 2017
Hard-Discounters: Here to Stay
Hard discounters, like Aldi and Lidl, are expanding in US markets at an aggressive rate. Aldi expects to have 2,500 stores in less than five years and Lidl, over time, will likely match Aldi as both companies view the American market as well-suited for their private brand offer of high-quality products for very good value and convenient shopping experience. Having been successful in entering 20+ other countries, their track record is uniquely impressive in exporting a retail grocery format.
What does this mean for California grocers?
We believe, based on our client work around the globe, that California incumbent grocers should consider this a significant threat to their business. The mantras of “my customers won’t shop at a hard discounter” and “many outsiders have tried to enter my market and have failed” are as familiar as they are incorrect. Aldi and Lidl’s entry into a market has a well-worn plot line with incumbent grocers ignoring the challenge only to find their customers shifting some of their shopping and trips to Aldi and Lidl.
This group discussion will explore all of the dynamics behind why hard discounting will succeed in the US, and what you can do to win in this environment. Hard discounters are here to stay, so how can you come to terms with this market share erosion and be equipped to take your stores and your offer to the next level.
- Who shops hard discounters today?
- How do Hard-Discounters drive trial and then create loyalty?
- What are the dimensions of the Hard Discounter threat?
- Why do incumbents fail to defend their markets?
- What are the advantages of their business model?
- Where is the Hard Discount format going?
- What offensive and defensive moves can grocers take?
