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AWARE: UK competitive intelligence consultants offering competitor analysis and research services, competitive intelligence training & workshops and CI and marketing strategy consultancy.

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About Us > Help & Support > FAQs > Question 5: Monitoring competitor prices ethically

Marketing & Competitive Intelligence FAQ
Monitoring competitor prices ethically


When shopping at a competitor's premises what is ethical? Are you allowed to walk through the store with a tape recorder or make lists of your competitors prices and stock?

The first question you ask assumes that shopping at competitor's premises – presumably to gather competitive information may involve unethical practices. In this, of course, you are correct. As a consumer, there should be no problem shopping at a competitor's outlets. However it is certainly not ethical to nose around in "staff only" areas or store rooms, for example, or to damage stock, etc.

You ask about making lists of prices and stock. This is almost certainly both legal and ethical. The information is public - and so there should be no problem here. Of course the store staff may object and ask why you are making long lists of prices and stock holdings. If they do, you would need to say what you are doing - otherwise you would be misrepresenting yourself. They could ask you to leave - although they could not object to anything else.

Using a tape-recorder, however, is less straightforward. If this is for your own purposes - for example to record the prices rather than write them down - then I can see no objection. In fact you may find that it is easier to record prices / stock on show using tape-recorder. (So long as you don't mind people looking at you as crazy for talking to yourself). However using a hidden tape recorder to record the sales skills or dialog used by sales people is suspect and a grey area ethically. (In fact in some markets, recording people without their permission is illegal).

It is a normal competitive practice to benchmark competitor prices. Most major stores have people who routinely check competitor prices. In the UK, if you go into some big supermarkets you will see sample baskets on display with the supermarket's own basket claiming to be the cheapest. (If you buy this from us, it will cost so much. Our competitors charge this for the same goods....) One store (John Lewis Partnership) even made claims on their web-site to employ people with the job of price checking - and they offer staff bonuses to spot prices cheaper then John Lewis prices.

If you are not monitoring competitor prices then you are missing a crucial and readily available source of competitor information that can give clues to a vast quantity of additional data. (Link price changes to company financials, to get trends in profitability; price changes also gives indications on how the company sees its products over time, and thus overall marketing strategy). This applies irrespective of whether you are a retailer, manufacturer or in a service industry. The only real difference is the accessibility of the price information.

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Quick Tip: Frog in well

Quick Tip

We think too small, like the frog at the bottom of the well. He thinks the sky is only as big as the top of the well. If he surfaced, he would have an entirely different view.(Attributed to Mao Zedung).

What is your perspective on your business environment? Are you missing opportunities because you only see your immediate industry or geographic location, when there could be new opportunities slightly further away or in related industries?

 

Books - Art of the Long View

Recommended Book

Art of the Long View
The Art of the Long View
Peter Schwartz
Buy UK £ or US$
This is an excellent introduction and guide to scenario planning.

Read our review of this book

If there is one book that is head and shoulders above all the other on the subject of scenario planning, this is it. Schwartz's book is a joy to read and gives a tremendous introduction to the subject, leaving the reader with a firm grounding and understanding in the way that scenario planning has helped many companies gain competitive advantage in their industries. The text includes many case studies and anecdotes making it a must-read book. Peter Schwartz is not only one of the world's leading scenario planners - but an excellent writer also.

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Finding Competitive Intelligence using Online Sources

AWARE consultants are experts at discovering competitor information online and have developed a market-leading course on Finding Competitive Intelligence using Online Sources. This course has been given as an in-house course to numerous companies across industries (IT, publishing, telecoms, chemicals....) and countries, as well as publicly at SCIP annual and European conferences, the London International Online Information Conferences and other similar events.

The workshop has received high praise for its unique approach to finding competitive intelligence on the Internet. The workshop - available as a half-day or full day in-house training course - teaches attendees how to find actionable competitive intelligence rather than just present a list of sources that quickly date. Like all AWARE's in-house training, the course can be customised to focus on industry or competitive area.

For more information on this workshop and how it can help you become a more effective Internet researcher check out our Competitive Intelligence Training and ask us about our courses on finding CI information.

 

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Our services in competitive intelligence research, competitor analysis and CI training will help you integrate and use competitive and marketing intelligence in your business, strategic and marketing planning processes. Whether you need research, advice or training, our mission is to support our clients so that they achieve their growth objectives.

For the best UK & European competitive intelligence and competitor analysis services, contact us today.

AWARE Phone numbers: 0845 430 9125 (International: +44 20 8954 9121). Fax: 0845 430 9126 (International: +44 20 8954 2102)

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Last page / site update: Wednesday, June 9, 2010

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