PROFILE

Dan Raftery

President, Raftery Resource Network Inc.

Dan has been a management and research consultant since 1986. He started his first consulting firm, Prime Consulting Group, in 1996 and turned it over to his partner in 2003 when he launched Raftery Resource Network.

R2N is a diverse team of independent professionals from consumer goods production and distribution industries, who solve business problems for clients in any segment of the supply chain. R2N functions as change agent for innovative solutions tailored to the individual client .

Dan has authored over three-dozen reports on a variety of leading-edge subjects for food, drug and housewares industry associations. For individual companies, he and his network team deliver custom assignments for manufacturers, wholesalers, retailers and service providers to the consumer goods industry. Dan is a regular columnist and featured writer for Advantage magazine.

Dan’s history in the food industry began in the mid-sixties in supermarket retailing. In 1985, Dan moved to Willard Bishop Consulting, Ltd., where he contributed to industry initiatives such as Efficient Consumer Response, Category Management, and Frequency Marketing. At Prime, Dan consulted to several key industry committees including those on invoice accuracy, pallet costs, and unsaleables. He has been the principal consultant on several industry reports in these areas and others, such as the NACDS/American Greetings Research Council and the FMI/GMA Case Pack Optimization Work Group. Dan regularly contributes to industry conferences and facilitates executive share groups and cross-functional action teams inside client organizations.

Dan can be reached by phone at 847-838-1177 or by email at [email protected]

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  • Posted on: 07/27/2016

    Sears Holdings says Kmart is being transformed, not closing doors

    Pretty amazing that Kmart just heard about ECR.
  • Posted on: 07/27/2016

    Will meal kit delivery services move beyond niche status?

    Pretty hard to be optimistic about a business model that delivers convenience over price in these times where even well-off consumers have been conditioned to look for the lowest price. But in some metros, maybe this "Meals on Wheels" for the skateboard set will find a niche.
  • Posted on: 07/25/2016

    7-Eleven makes history with consumer drone delivery

    Still skeptical here. Not sure the business model has been thought through. Definitely a publicity stunt, but one that could be easily out-gunned tomorrow. Good to see progress in the FAA rules department, which of course will also not last should a drone cause an aircraft incident. Yup, skeptical.
  • Posted on: 06/30/2016

    Retailers stand out on Fortune’s ‘100 Best Workplaces for Millennials’ list

    Fortune has created a wonderful performance benchmark for company leaders. And since any type of company can make the list, it offers a scorecard for US business of all stripes. Attitude starts at the top, so it's a bit prejudicial to focus on front line manager attitudes solely. Sure they need to implement policy, but they don't set it.
  • Posted on: 06/29/2016

    What does it take to deliver on the promise of customer centricity?

    I'm looking at a 12 inch tall stack of books published a quarter century ago under the joint industry Efficient Consumer Response (ECR) initiative. Kroger is one of the retailers who embraced the total system form the start. Meijer and HEB are two more. ECR was never proposed as a quick fix. Those who embarked on that long journey are still traveling the road to success.
  • Posted on: 06/29/2016

    Walmart promotes and takes heat for ‘Made in USA’ goods

    Good for TINA to keep an eye on this and to pressure companies to advertise truthfully. (Could they please turn their attention to the presidential campaign ads?) But Walmart should not be singled out here. Plenty of suppliers sneak around the concept, much to the chagrin of legitimate claims by companies who really do still manufacture in the US.
  • Posted on: 06/28/2016

    What do celebrity chefs know about food retailing?

    The celebrity chef endorsement and involvement with a grocer is a timely way to address some of the more important segments of the fragmented, no-longer-mass market. Housewares companies proved long ago that these engagements work on several fronts, including design, marketing and sales. Glad to see similar arrangements catching on in food retail. A natural.
  • Posted on: 06/28/2016

    Barnes & Noble to sell beer & wine in new concept stores

    Makes sense to offer things that compliment the Barnes & Noble experience. Having survived the book store channel contraction, this retailer is wisely carving a new niche, built upon and for the loyal customer base they serve. That base is likely to expand.
  • Posted on: 06/01/2016

    Will food save the mall?

    Well, airports finallly figured that out, but they have a captive audience whom the airlines had been starving for years in this country.Foodies might be curious about celebrity chefs, but they can find them already in nicer settings. And food trucks go to where people already are, not vice versa.Last bit of shade on this bright idea -- Hollywood influences fashion trends, which this sounds more like than a food trend.
  • Posted on: 06/01/2016

    SpartanNash hops on the Amazon supply chain bandwagon

    Of course this is a super exciting opportunity for SpartanNash, but George raises a good question about relations with other retailer customers. As has been the case with manufacturers selling to or through Amazon, retail price will be the big issue initially. However, SpartanNash should be a bit invisible here, at least for a while. Manufacturers will hear the gripes.The bigger question is, what will become of their relationship with Amazon after volume ramps up? I see two scenarios -- one where Amazon takes the buying in-house, dropping the wholesale tier; the other where Amazon absorbs SpartanNash. Or maybe this is simply a step toward a robust range of private label?
  • Posted on: 05/05/2016

    Whole Foods rents out space to ‘Friends’ in new 365 stores

    Great idea, but certainly not new. I saw the extreme use of this concept a few decades ago in several European hypermarkets. The strategy there was to create a commercial hub for the community which also included services.

    Many large-format retailers have experimented with this to varying degrees of success. I expect the Whole Foods folks have done plenty of homework on this prior to heading down this path.

    One suggestion: Use short-term leases that include revenue threshold requirements. For whatever reason, if the space is not successful, it should be refreshed. Successful local businesses sound like a great way to expand the "buy local" theme.

  • Posted on: 05/02/2016

    Are free shipping expectations crushing smaller retailers?

    Without a doubt, big retailers have an advantage in negotiating any large-scale purchase from suppliers. This is not new. E-tailers need to figure out how to deal with it, just as their brick-and-mortar independent counterparts who are still around have.

  • Posted on: 05/02/2016

    Should lower-tier private labels avoid being ‘ethical’?

    The main strategy for offering tiers of store brands is to appeal to a wide range of price sensitivities. Anything that results in even the perception that the lowest tier has unnecessary costs defeats that strategy.

  • Posted on: 04/28/2016

    Should authorized retailers ever violate MAP policies?

    In this era of price obsession, those manufacturers who still use MAP policies do so to not only "protect their brands as being percieved as too cheap" and to help authorized retailers maintain margin, there are several additional reasons.

    One is to help consumers differentiate between the real goods and knock-offs, which are universally of inferior quality. While many price-obsessive online shoppers may recognize the possibility of lower quality with a knock-off, the brand-owner can still be drawn into the return if there is no MAP policy to refer back to with the retailer and the consumer.

    By the way, this problem is continuing to grow in the digital retail space. I hear it repeatedly from housewares manufacturers dealing with pirate infiltration of the consumer direct fulfillment supply chain.

    So good for those manufacturers still supporting MAP policies. Not an easy road for sure.

  • Posted on: 04/08/2016

    Kroger has a format for every taste and wallet

    Kroger has been a smart operator for decades. Not only do they understand the importance of responding to market segments and geographical preferences (versus imposing a national, "more efficient" program), they also encourage a corporate attitude of continued learning (versus "we know best").

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