Gaining Share in the Disruptive
Virtually all CPG companies, manufacturers and retailers are struggling to grow. Margins are under severe pressure. Now e-commerce is further disrupting the marketplace and, in some categories, has over 20% of the volume.
To grow in this environment, companies must take share from competitors and must learn faster than ever before. Every company needs a new learning plan to drive a new strategy.
Click on the screen below to view the presentation by industry expert Gordon Wade from our recent virtual LEAD Marketing Conference:
EARLY DECEMBER 2017 ISSUE Volume 13, No. 23
Sales and Revenue Transformation Utilizing Historical Customer Order Data & Predictive Analytics
In this session, Vik Mehta, Founder/Managing Pricipal of eMoksha Consulting, discusses how B2B/B2C businesses can apply predictive analytics strategies to historical customer orders to create tremendous value. He also demonstrates how
“actionable data” is more meaningful than “big data” in this context.
The presentation covers:
- How retailers and e-commerce businesses can achieve revenue growth from historical sales orders
- Identification of unique customer signals and behaviors hidden in sales orders.
- Discussion of growth strategies such as customer retention, predicting/preventing customer churn, gaining lost customers and cross-selling/up-selling.
- Realigning sales teams towards sales quality rather than quantity utilizing customer value scoring.
Click on the screen below to view this presentation:
OTHER BOOKS FROM THE SHOPPER TECHNOLOGY INSTITUTE:
STI's first book,The Essentials of Shopper Technology, is a unique collection of essays that describe the latest tactics and applications which engage and motive shoppers, and enable trading partners to improve their opertations. It outlines the challenges facing merchants and marketers today, and presents ways in which retailers and CPG manufacturers can embrace new technologies and solutions as true agents of change. STI's second book, New Directions in Shopper Technology, builds upon the foundations of the first book and looks at how mobile marketing, social media, Big Data, sophisticated analytics and the like are continuing to evolve. Those changes - and others - are presented in this book. As well as reading about their area of expertise, progressive executives will gain a fuller understanding of the entire industry. The Little Book of Big Data, STI's third book, is divided into four sections: Loyalty, Engagement, Analytics and Digital. Thought leaders have shared their insights and visions. Merchants and marketers will learn the essentials of Big Data and then move forward to understand the more complex issues involved. This book is available in both paperback and Kindle editions.
GOT TO DO WITH IT?
Grocery Stories to Entertain & Inform
is a light-hearted and
amusing collection of
news and views about
the world of grocery
plus grocery trivia,
videos, product reviews,
tweets and more.
"What's Health Got to Do with It?"
JUST PUBLISHED: STI's Fourth Book,
Digital Disruption is the use of
new technologies -- such as
virtual reality, augmented
intelligence, and blockchains --
to improve traditional processes
and procedures. Coming to
grips with digital disruption
begins by understanding its
impact and implications.
This new book from the
Shopper Technology Institute
aims to be your guide, featuring
essays by thought leaders and
solution providers that outline
the new processes and proce-
dures so that merchants and
marketers can chart a new path
in today's rapidly-changing
Paperback and Kindle versions of the book are available now through Amazon; click here for more details or to order.
STOP LOSING MARKET SHARE IN THE E-COMMERCE CHANNEL
LEARN HOW BY JOINING
AN ELITE SHARE GROUP
eCommerce is rapidly changing the CPG landscape. The best path forward is joining an executive-level Share Group of non-competitive CPG companies to pool learnings on how to market most effectively.
For more information, contact Gordon Wade, veteran CPG thought-leader and architect of category management, at GWade@ShopperTech.org