🇦🇺Australia

Retail Shelf-Space Loss Due to Data Opacity

1 verified sources

Definition

Dominant Retailers (Coles, Woolworths, Dan Murphy's via Endeavour Drinks) control 91% of market access and collect granular SKU-level sales data down to individual stores. This data is not shared with small breweries. Retailers use this data monopolistically to delist independent brewery products while preferencing their own private label brands and dominant brewers' products. Example: Brewery Yellow was advised products had 'insufficient pull through' but was not shown data to verify—only after escalation were they shown on-screen evidence contradicting the retailer's claim.

Key Findings

  • Financial Impact: AUD 30,000-100,000 per product per year (estimated from lost sales volume when delisted from multi-store chains; assumes AUD 5,000-20,000 monthly revenue per SKU across 6-12 stores)
  • Frequency: Continuous: retailer reviews occur quarterly; independent breweries face systematic delisting pressure
  • Root Cause: Information asymmetry: retailers hold sales data as competitive advantage; no transparency requirement for delisting decisions; no contractual obligation to share performance metrics with suppliers

Why This Matters

The Pitch: Independent Australian breweries lose AUD 30,000-100,000 per product annually when delisted due to retailer data opacity. Transparent SKU-level sales data access eliminates unjustified delisting and restores shelf space.

Affected Stakeholders

Independent Brewery Owners, Sales & Marketing Directors, Account Managers, Product Managers

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Financial Impact

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Current Workarounds

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Methodology & Sources

Data collected via OSINT from regulatory filings, industry audits, and verified case studies.

Evidence Sources:

Related Business Risks

Unfair Retailer Margin Squeezing

AUD 50,000-150,000 per small brewery annually (estimated from 15-20% margin baseline vs 40% retailer requirement on typical AUD 500,000-1,000,000 annual turnover)

ATO Excise Duty & BAS Compliance Burden

AUD 5,000-15,000 per audit finding (estimated ATO penalty for excise under/over-payment); 40-60 hours/month manual compliance work (AUD 2,000-4,000/month at professional rate)

Excise Tax Burden & Regulatory Cost Escalation

AUD 40,000-120,000 annually (typical brewery producing 400,000-500,000L pays full excise on 50,000-150,000L above rebate threshold). Micro-breweries: AUD 20,000-50,000 annually in compliant excise payments even with rebate.

Keg Inventory Shrinkage and Asset Loss

AUD 50,000–150,000 annually per 70,000-keg fleet; estimated 2–5% keg loss rate (1,400–3,500 kegs) at AUD 35–50 per keg replacement/write-off cost

Manual Keg Tracking Bottlenecks and Operational Delays

AUD 25,000–60,000 annually per depot; estimated 20–40 hours per week in manual reconciliation and routing (960–2,080 hours/year at AUD 30/hour labor cost); 10–15% transport utilization loss

Product Loss from Temperature Control Failures During Transport

AUD 15,000–40,000 annually per 10,000-keg fleet; estimated 0.5–1.5% spoilage rate (50–150 kegs) at AUD 250–350 per keg product loss plus customer refunds/compensation

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