D I S C O U N T R E T A I L S T O R E S
Market leaders
Emerging players
Current trends
Useful facts
Prepared by: Chris Jaeger| 2015

IRD’s Industry Snapshot is a new resource that we have introduced to enrich our subscribers’ new business activities.
Our Discovery Team has provided an easy-to-digest snapshot of key industry sectors that carefully balances the need-to-know, with indispensable talking points including:
The reports can be used independently, but to make the most of them, use them in conjunction with our insights to ensure you are prepared, inspired and equipped to engage with your prospects. The Industry Snapshots can be viewed online and can be printed out for ease of use in meetings or simply for your own research.
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Collectively, the four leading discount retailers boast more than 1000 stores in
Australia

Emerging players in the market often require business services and products to support their growth.
Use IRD’s insights to learn about their requirements and start a relevant conversation with them today.
Daiso & Costco are fairly new in the discount retail market in Australia; they collectively have close to 30 stores

Current Trends:
Direct catalogue marketing forms an important part of the marketing mix for discount stores. Other media used includes POS, newspaper advertisements, magazine, outdoor, radio, digital, social media, TVC and more.
Campaigns and promotions activities are tied around key events such as Christmas, Valentine’s Day, Mother’s Day,
Father’s Day, the post-Christmas sales period and end-of-financial year/mid-year sales.
Big W, K-Mart and Target also both have significant annual toy sales, which take place mid-year. Some of these retailers offer customers 6-month laybys and the sales are promoted by comprehensive campaigns which launch at the same time.
Big W, Target and K-Mart, three of the four major players in the discount-store space, all have an e-commerce facility on their site, allowing customers to shop online and then either pick-up items from their closest store or have the item delivered to their homes.
Most of the major players in the discount retailing space have their own ‘home brand’ items which they sell at cheap prices. Retailers focus on ‘home brand’ clothing, kitchen items and electronics and sell these items at very heavily discounted prices to draw people in store.
Big W, and Target, two of the four major players in the discount-store space, have collaborations with well-known fashion designers and celebrities to create store-exclusive collections. Some of these collaborations include Dita Von
Teese , Missoni and Dannii Minogue for Target; and Peter Morrissey, Michelle Bridges and Chrissie Swan from Big
W.
Discount retailers are very active with advertising and partnerships
Overlaying company insights with current industry trends can give you a valid reason to engage with a prospect or client.
Learn more about the triggers that help you identify a new opportunity early here .

In the third quarter of 2014, The Reject Shop announced it intended to cut supply chain and sourcing costs and invest these cost savings in mainstream and digital marketing. The company currently believes that it under-invests in marketing when compared to its competitors and given that it is a consumer facing business.
Target, who has less of a market share than its competitors Big W and Kmart, is underwent a relaunch to revive its brand. In early 2015, it announced it will invest $120m to service improvements over four years, develop new store formats and refresh stores and point of sale.
Technology has been a major factor in discount retailers revitalising their offerings. This has seen Target trial and unveil a next generation store with new technological facilities to engage more with customers as well as launch its first app for iOS. http://www.insideretail.com.au/blog/2015/09/09/target-unveils-new-look/ http://www.ragtrader.com.au/news/what-is-the-secret
Click & Collect services have been rolling out to all major discount stores, particularly the variety discount retailers including Big W, Target and Kmart.
The discount retail space in Australia offers a range of products from homewares, to clothes and electronics
Knowing useful facts about your prospect’s industry can help you get some genuine cut through in a cold sales approach. Learn more about the art of warming up a sales call here .

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