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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
Quick Tip: Deadly Sins
The Seven Deadly Business Sins
1) Greed - Are you satisfied with what you've achieved or are you always seeking more, and never consolidating and strengthening what you currently have?
2) Opinion - Do you ever dismiss ideas without analysis? There have been many opportunities that were missed because opinionated management failed to see the wider picture.
3) Routine - Just because something worked in the past does not mean that it will continue to work in the future.
4) Emotion - Is the reason for your decision based on analysis, or emotion? Many managers are driven by their fears and desires without ever stopping to justify the reason for their fear or hatred or love. Often these prove to be unjustified and unjustifiable.
5) Ego - Do you make decisions because you are the cleverest, the biggest, the market leader? Are you obsessed with your own image and abilities? Many leaders in the past also thought that they were invincible. A quick look at history shows that they were not!
6) Success - Over-confidence is dangerous and can blind you to competitors seeking to emulate your success.
7) Hope - Can you justify your reasons why things will improve, or are you just burying your head in the sand, and refusing to see reality?
These seven deadly business sins are based on some work by Ben Gilad, one of the foremost Competitive Intelligence experts. Businesses need to understand their blindspots - what they would rather not see, and work to remove them. Each of these seven sins is a type of blindspot if it dominates the thinking within the company. It's OK to have each to a certain degree, balanced by the others. (All businesses need to believe in themselves, have hope, aim to make money....). The problem is when one aspect starts to govern the way things are done in the company, preventing rational and logical thought.
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Books - Competitors (Fahey)
Recommended Book

Competitors: Outwitting, Outmanoeuvring, and Outperforming
Liam Fahey
Buy UK £ or US$
Read our review of this book
Competitors shows you how to determine what you need to know about competitors, analyse competitor strategy, predict likely next moves and link this into your own operations, avoiding many errors associated with traditional approaches.
Liam Fahey is one of the leading new thinkers on Competitive Strategy and this book introduces Fahey's concept of "competitor learning", giving guidelines for identifying and analysing key competitor data to help gain strategic insights. An important book - that should sit on any CI analyst's bookshelf.
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