What drives the trade? How are customer needs changing? Our Management Reports take an in-depth look at subjects of topical interest. Market-research companies poll target groups of relevance to you and reveal interesting results for your business. Below, you will find a list of all Management Reports, which you can download free of charge.
Structural change in the German retail sector
The retail sector has undergone huge changes over the past few years. The world around us is developing more and more into one that can be described using an acronym: VUCA. Volatile, uncertain, complex and ambiguous. This is evident in the world of retail in particular with the increasing presence and constant march of digitalisation. Digital business models set new standards with regard to product availability, price transparency, service and advice. The stationary retail trade can and must learn from these if it wants to survive in the long term against online providers.
Last updated: 01/2019
- Structural change in the German retail sector (pdf, 3 MB)
Consumer expenditure in Europe
A study comparing European markets.
Which European country spends most on fashion accessories? The French? Who digs into their pockets the deepest for coffee machines? The homeland of the barista – Italy? Or perhaps, quite unexpectedly, the Austrians or the Germans? To find answers to these questions, Messe Frankfurt has commissioned the Institute of Retail Research – IFH Retail Consultants – of Cologne. The resulting study has compared consumer expenditure for individual goods categories in 27 EU countries. The results indicate not only the current state of consumption in Europe but also show the trends over the last five years, thus providing an insight into future trends within the EU markets under investigation.
- Consumer expenditure in Europe (pdf, 2 MB)
Digital and stationary services in the retail trade.
It's the seventh time, Messe Frankfurt has published a Management Report within its consumer goods fairs. This year's report focuses on "Digital and stationary services in the retail trade".
Along with a large number of classical services, such as expert advice or a clearly structured product range, retailers are increasingly supplementing their services by adding digital components.
But, among the various different stages of shopping, which services are relevant at all and which offer the consumer genuine added value? How can retailers exploit the competitive edge which services bring them and gain new customers while expanding existing customer relations? Answers to these questions are given in the Management Report entitled "Service, please! Digital and stationary services in the retail trade".
The present study was commissioned by Messe Frankfurt GmbH and produced in collaboration with the Cologne E-Commerce Centre (ECC Köln) and the Cologne Institute of Retail Research (IFH Köln).
- Service, please! (pdf, 2 MB)
Attractive extras – success through supplementary product ranges
In modern retailing supplementary product ranges create that certain something when it comes to customer acquisition, approaching new target groups and impulse buying. But what has the trend been over the last decade in the home and interior segment for supplementary product lines, for instance decorative products, home textiles, stationery, jewellery and watches? How are retailers from the furniture and GCC segments currently dealing with this important topic?
Messe Frankfurt wanted to know exactly and commissioned the IFH market-research institute from Cologne. The finding: supplementary ranges have increased continuously in importance over recent years and this trend will continue to gather pace with regard to the internet.
The key to success
A study on the importance of window dressing in the retail trade.
The study shows that shop windows continue to gain in significance for the retail trade as a source of information and inspiration for customers.
At around € 80 million, expenditure on window dressing represents about two percent of the marketing costs of the relevant segments of the German retail trade.
A big impact for little outlay is how the retailers polled see the subject of window dressing whereby an emotional sales approach represents a good opportunity for the bricks and mortar business.
- The key to success (pdf, 2 MB)
It‘s individuality that counts
A study of furnishing and decorating in Germany.
What is the significance of furnishing and decorating in Germany? Messe Frankfurt sought answers to this question with the current study entitled “Individuality is the main thing – a study on furnishing and decoration in Germany”.
The results: for 20 to 30 year-olds, furnishing the home is primarily a way of giving expression to their individuality. By contrast, the focus for 50 to 60 year-olds is on product quality and sustainability. Additionally, the report reveals the preferences on which these needs are based, how the trade can benefit from them and and why attractive window dressing and the retail trade are so important when it comes to buying home accessories.
- It's individuality that counts (pdf, 2 MB)
How Germany shops
Private consumption is an important cornerstone of domestic business activity and, therefore, the German economy as a whole. But what do Germans spend their money on?
Messe Frankfurt wanted to know in detail and asked the renowned forsa market-research institute to find out by conducting a representative survey.
According to the results, the Germans are a nation of impulse buyers who like to treat themselves by adding to their home furnishings. All in all, the survey results indicate that 2012 will be a good year for the sector and the retail trade.
- How Germany shops (pdf, 851 KB)