In The News

David Sables, CEO, and the Sentinel Team appear regularly on and in various media, commentating and giving insight on industry issues. David is a regular columnist within ‘the Grocer’ magazine, as well as being a contributor to Forbes.

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It’s March 2020 already, so way too late for new year’s resolutions, but here’s a prediction instead. For the balance of the year trade bodies, industry leaders, banks, international business, journalists and major retailers will moan and gripe about EU trade deal uncertainty. Adjust your filters, ignore the noise, it will change nothing. Many retailers entered the year bruised, with their market shares in steady decline. Not a freefall, more... Read More

It is true that a decent Easter and strong summer can provide some ballast for the annual numbers, but the Christmas season is the ‘make or break’ period for a grocer’s year. Ultimately, it sets the heartbeat for the January trading statements, which are the most important of the year and no retailer can afford to get it wrong. So TV ads aren’t just a bit of fun. They need... Read More

The toughest market conditions on record mean supermarkets are having to diversify and differentiate to attract shoppers. Suppliers can help with differentiation if they are minded to offer exclusives on product, promotion or even merchandising. But diversification is a problem for the retailers themselves, who are all wondering what to do with all that space. So who else spotted this one? Baby goods specialist Mothercare has this month called in... Read More

Verdicts are now in following the announcement of Dave Lewis’ surprise departure from Tesco next year and yes, he’s a genius. As no one knows why he is stepping down, I would suggest that - like Terry Leahy - he is hopping off the bus at the top of the hill. His status as consumer business gold dust can’t be denied, but he will be leaving behind a few headaches... Read More

I have previously avoided the topic of Brexit, but now it seems there’s only one show in town. I always expect the grocery industry to take the lead and set an example, but we seem to be blowing the opportunity to do so with a lack of collaboration. Joint business planning (JBP) is a honed capability in our beloved sector and I would say globally the UK leads the world... Read More

When the CMA blocked the Sainsbury’s-Asda merger last week I thought about those spy movies where the torturer suddenly loses the upper hand and has to beg for mercy from the person they were just torturing. Not a good look. Mike Coupe singing while announcing the intended supplier squeeze will sit in the back of suppliers’ minds in the forthcoming joint business plan negotiations. Suppliers now get relief from the... Read More

Two weeks back I wrote about the activities of international buying groups, which appears to have touched a nerve among suppliers. In the piece I pointed out that UK suppliers had to date been shielded from this issue by the English Channel. To me, it’s almost a relief that Tesco’s involvement with Carrefour has now brought it under the spotlight. So in response to a few questions I received, here... Read More

The Geneva talks are a departure from Tesco’s approach of recent years, but very consistent with that of Carrefour, its strategy buying partner. If ever there was a directional mismatch it’s here, but it makes perfect sense for the two retail giants in different markets to follow the lead of the international buying groups (IBGs). It’s bad for suppliers, bad for shoppers and decency, but great for retailer margins.  This... Read More

What is the collective noun for a group of suppliers? A haul? A deal? A delay? Anyway, the Ocado switch from Waitrose to M&S has positives for many groups of suppliers in the long term. With the negative CMA review of the Sainsbury’s-Asda merger, it’s been a good couple of weeks for suppliers. I’m not saying that because of the buyer negotiation power, which tends to be the first thought... Read More

Following Iceland’s ‘banned’ Rang-tan advert, many got caught up in the palm oil debate over Christmas as social media did its work, ensuring more saw it than any of the others. But, as it so often does, social media fired the public off on a dangerous tangent. The ad was inspired by Richard Walker’s trip to Borneo a couple of years back. He was so appalled he subsequently took a... Read More