As competition increases so does the expectation of natural and mainstream retailers and consumers. This is even more true now as natural retailers begin to adopt True Category Management. The key to success begins with a strategy that is later focused on the consumer. The shopper - the foundation of every successful selling strategy [...]
Are you tired of being treated as an ATM by retailers, brokers, and distributors? Remember that their success is based on how well they help you succeed. They need you as much as you need them. The key to every brand’s success is your ability to be found by shoppers wanting your products. Shoppers [...]
The quick answer is yes, BUT they need to step up their game! There is a seismic shift coming to the natural retail landscape. This will create a dramatic change to the go-to-market strategies used by natural brands and retailers. Whole Foods is in the process of adopting category management principles, the same strategies [...]
I've never mentored, talked to, or worked with a brand who told me they did not want any additional sales. One of the first lessons I learned early in my career was that nothing happens until someone buys something. Shelf placement and distribution are the two most fundamental predictors of a brands success or [...]
Time-starved consumers want and appreciate retailers who make shopping easy and enjoyable. They don’t want to feel like they are on a scavenger hunt every shopping trip. Here are just a few simple strategies that brands and retailers can use to improve sales and shopper loyalty. It is imperative that brands partner with retailers [...]
Do you know the value of your promotions and whether they are reaching their intended target consumers? Most every CPG company runs promotions but are they always effective? Most are not! CPG manufacturers run promotions to increase brand awareness, increase foot traffic, support retailers, drive sales, reward loyal customers, and to load consumer’s pantries (pantry loading [...]
Analytics, both basic and advanced, are at the heart of category management. As a road map to achieving your goals, they encompass all aspects of trade management, business planning, assortment analysis, and consumer awareness. When applied correctly, they provide invaluable business insights and actionable recommendations. Analytics is a very broad term that encompasses a [...]
Category roles are micro strategies that retailers use to help make their stores more shopper friendly. They also help drive category sales growth by the way they define how the category meets individual shopper’s needs. The category role identifies the importance of the category to the retailer. They define the role the retailer wants [...]
Organic products are fueling sustained sales growth across most every category, leading both natural and Non-GMO in many cases. They represent perhaps the single best opportunity for brands to drive profitable growth for themselves and their retail partners. Total US Food sales (all outlets) were up only +1.9% in 2015 while organic sales were [...]
Things are changing all the time, especially in natural. We've recently seen stories regarding Albertsons in preliminary talks about a deal to acquire Sprouts, and Whole Foods partnering with Nielsen and Dunnhumby. This is the potential beginning of a major shift in the way natural brands and retailers do business. Advanced business strategies like [...]
