Total Access

Is Wellness Maturing?


Nothing lasts forever, right? Not even "hot new" trends. That's what former natural food retailer and consultant Jay Jacobowitz is saying, in urging operators to keep a close on on how categories develop and fold out.

For example, in a seminar today on store layout, Jacobowitz, now president of this own firm, Retail Insights, Brattleboro, Vt., said that manufacturers understand that "we are entering a mature phase in our business," and use change to artificially keep things fresh. One look at all the line extensions and spin-offs of core products, and you get an idea of what he's talking about. "We cannot be stupid" in setting our displays, he said.

In one retail-specific example, Jacobowitz talked about Boulder, Colo.-based Sunflower Farmers Market, a chain of 19 stores averaging 28,000 square feet each. The retailer, who presented at Expo East earlier in the day, talked about making the bold decision to redo its vitamin/supplements/HBC section. Initially taking a good-size loss, the retailer's new set-up has comp sales of 19% year-over-year.

"Don't allow yourself to die a death by a thousand cuts," said Jacobowitz. "Fifty percent off, then 75%, then 90%. People didn't want it when it was regular price, or half price. Quickly make the change, take the short-term loss and look ahead." This is what Sunflower did, and it was a successful way to keep health and wellness fresh — and profitable.


Liz Webber

Liz Webber is Senior Digital Manager at Supermarket News. She covers fresh foods for the magazine and creates multimedia, blog posts and other content for the website. She joined SN in August 2012.

Julie Gallagher

Julie Gallagher’s delicious foray into coverage of the food industry was purely accidental. With a background in technology, she joined Supermarket News as associate editor of its Technology...
What's Total Access?

Total Access blog provides on-the-floor coverage of industry trade shows.

Blog Archive
Penton Media Food Group and Related Sites

Sponsored Introduction Continue on to (or wait seconds) ×