Is your trade spend burning money?

Retailers across all sectors are under greater pressure now than ever before.  Store or outlet closures signal either the final end of famous retail and restaurant names or the last gasp remedial measures of businesses struggling like never before.   A few weeks ago, Tesco demanded “offensive” discounts from suppliers in a move expected to spark… Read More

Will your portfolio weather the storm?

Retailers have slashed product ranges during the Covid-19 crisis to improve both product availability and operational efficiency.  There are now over 13,000 fewer SKUs in the top six UK grocers.  Some categories have been especially impacted – UK Petcare has seen a 27% SKU reduction.  (Source: The Grocer 4th July 2020). Suppliers themselves have been… Read More

Is your brand and pack price architecture right for these times?

In Consumer Packaged Goods (CPG), stockpiling and unavailability have forced consumer trial of alternative options.  30 to 40 percent of consumers in the USA and 65 to 75 percent in India and Vietnam have tried different brands or packs during Covid-19.  (Source: McKinsey Consumer Pulse Surveys). The post-crisis recession will have many consumers seeking value… Read More

Will you be match fit for the ‘Golden Quarter’?

Context Covid-19 came quickly and will depart slowly.  Global leaders are walking a tightrope between health and economics.  Whilst the situation is fluid and unpredictable, business leaders must quickly shift attention from short term challenges founded first and foremost on the safety of people and availability of essential products, to how to exit the pandemic… Read More

Innovation versus the Core

The role and benefits of innovation in a category has been a roller coaster journey for many suppliers and retailers.   In light of CV19, the question of ”to go ahead or not” is more relevant than ever. Brands are weighing up: How to keep category interest for consumers and shoppers. If shifting spend to the… Read More

Transforming learning starts with a transformation of L&D

CEOs highlighting that their organisations are not developing skills fast enough should be a rallying cry to L&D to take a look at itself.  Here are five thoughts to help that process: 1.  It’s about performance, not learning By looking past “learning”, refocussing on “performance” and throwing off the shackles of a “course only mindset”,… Read More

Creating replay value – a lesson from gaming

It’s very fair to say that I can’t add “gaming” to my list of interests or hobbies unless you count the occasional venture into BubbleXplode or Two Dots as a way to pass time at an airport!  What does interest me however is looking for more and varied ways to help make things stickier, particularly… Read More

Are you leaving money on the screen?

A lack of co-ordinated approach can lead to chaos and missed opportunities leaving money on the screen. eCommerce has been on the agenda of companies for many years now, and many are investing significant resource into pure-play, but there are still major opportunities in ‘Grocery’.  According to the latest IGD forecast, there will be $257bn… Read More

What should we do next in eCommerce?

eCommerce is here to stay, but within FMCG eCommerce is still quite low in terms of market share at circa 6% in 2019 (source: GfK, Intage, Kantar).  However, with eCommerce forecast to reach 10% of FMCG sales by 2025 (if not sooner in my view), should suppliers be complacent with allowing people to simply move… Read More