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: 07/28/2017

    Have men become the primary grocery shoppers in America?

    Nothing different needs to be done for men vs. women shoppers. The real variances are online vs. in-store, cooks vs. assemblers, experienced vs. novice, healthy vs not-so-much. Both men and women fall on both sides of these polarities.
  • Posted on: 07/27/2017

    Can robots keep shelves stocked at Schnucks?

    This is a logical application of automation which could reduce shelf-outs if the replenishment process is modified enough to give the store clerk immediate access to backstock. Believe it or not, some retailers do this with humans (who are prone to errors of course). If the test proves the hypothesis, I would assume there is a store redesign project in Schnucks' future. Robots and shoppers should have their own spaces.
  • Posted on: 07/26/2017

    Can in-store experiences save retail?

    Ralph Jacobson and Ian Percy hit it. In-store experiences that are appropriate for grocers deliver efficiency, not entertainment.
  • Posted on: 07/25/2017

    How should retailers reinvent the center store?

    As usual, Mark Heckman raises several valid points, as do many of the folks posting comments. The Brandon Boston comments highlight an often overlooked complication -- younger shoppers view center store as a place to avoid. One of the best re-designs I recall was done by Dominick's back when they were a market leader. Fresh and shelf-stable categories were separated into two halves of the store. Shoppers could stay out of a large portion of the footprint if they so chose. It worked for both shoppers and buyers.
  • Posted on: 07/24/2017

    Why is Amazon paying full-price for third-party inventory?

    The set-up and question here makes it sound like Amazon sent this email to all 3P sellers, which would be very surprising. It does make sense, however, for Amazon to increase control over more inventory. My guess is the targeted suppliers have products that have reached "the fly-wheel" level of sales and may not be fulfilling quickly enough.
  • Posted on: 06/29/2017

    Should store associates be allowed to use their personal devices?

    If the situation occurs where someone has a question that can only or best be answered with a smart phone, I'm pretty sure most retailers would prefer an employee at the controls versus a shopper. However, there is little worse than an employee caught up in a personal thing on their mobile device. Well, maybe cashiers chatting about their dates last night while scanning your stuff is worse. So, limits need to be enforced.
  • Posted on: 06/28/2017

    Will Target’s answer to Prime Pantry help it outdo Amazon?

    This does not seem like a serious move for two reasons. First, the test is being done in their back yard. The home town crowd cannot be considered representative of the market at-large. Second, the timing of Target's recent extension of payment terms seems more than coincidental. At least they are going down swinging.
  • Posted on: 06/26/2017

    Is e-commerce making vendor compliance programs more important?

    The question is a bit misleading. The e-commerce supply chain is different than the traditional supply chain, notably in the delivery and inventory management components. Penalty charge-backs are a long hangover from the ECR party. At one time this form of negative reinforcement may have been a good idea to fix problems that all the positives of ECR left out. But now non-compliance charge-backs are simply a way to keep leaking boat businesses afloat. Chris Petersen notes that "in-stocks are the fastest way of growing revenue for both the retailer and the vendor." So maybe vendors should start adding up charges to their invoices when retailers are not compliant with planograms, or when they can't replenish shelf stock on time.
  • Posted on: 06/02/2017

    Can Walmart workers deliver better last mile results on their way home from work?

    This experiment will go away quickly. Professional delivery people are trained in how to deal with a range of hazards. I'm pretty sure Walmart employees are not.
  • Posted on: 06/01/2017

    Are off-pricers immune to apparel’s challenges?

    Off-price apparel retailers are in the cat-bird seat for at least the near term, possibly longer if they participate more aggressively in the online market. Add these to all the reasons in Tom Ryan's piece: immediate gratification and the shopping trip as entertainment. I fully expect more forays into off-price by the traditional retailers if they are to survive.
  • Posted on: 05/31/2017

    Is ‘Building the New Blue’ the right plan to complete Best Buy’s transformation?

    Rather than complain about "showrooming," Best Buy figured out how to play in the new marketplace and attract the empowered consumer. Investing outside the physical store is tough for most retailers to swallow, but Best Buy has done it wisely and it sounds like more of the same is planned for the future. Flexibility is the key to their success. If they can sustain that, they should be able to remain relevant.
  • Posted on: 05/30/2017

    Will Google change the game by linking clicks to in-store purchases?

    As Google, Amazon and Facebook advance their capabilities in this area, it will be important for some smart people to start developing hypotheses to actually test in this environment. There are two reasons: 1.) While this technology is definitely cool, it runs the risk of being labeled as a new technology in search of a meaningful application. One simple example would be to define the level of conversion that has a payback. 2.) Privacy advocates handcuffed retailer loyalty program data mining in the early days. Something very similar could occur here, especially given the additional concerns surrounding financial transaction security and hacking.
  • Posted on: 05/03/2017

    Will Five Below strike gold in California?

    Adding stores is only one part of a long-term strategy for surviving in today's shifting market place. Same-store sales need to hold up as well. That means continuing to attract their target market, which seems pretty limited and is one of the most fickle.
  • Posted on: 05/02/2017

    Will consumers finally pay for service?

    A segment of our society has always been willing to pay for service. But not, as some have suggested, a separate charge. Being able to afford buying the same thing for a higher retail in a higher service environment has been a status symbol forever.The challenge for higher-margin/service retailers is the erosion of this consumer group. Free delivery, extreme promotions, special events like Cyber Monday, Black Friday, etc, etc. bombard us daily. Even the upper crust is crumbling under this relentless message.
  • Posted on: 05/01/2017

    Should Amazon’s third-party sellers worry about Amazon?

    Amazon has proven to be the go-to place for an increasingly large share of shopping "trips," even though the fluidity of this marketplace causes issues for both sides of the buy/sell event. So far this doesn't seem to matter much. Although, some suppliers have implemented tighter buying contracts and Amazon has made a number of changes to cull out troublesome third-party sellers.This is not likely to slow down, maybe ever. So if the third-party seller is a rogue then yes, they should worry. Unfortunately, even legitimate vendors can get caught up in Amazon's monitoring processes. Vigilance is the key.

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