Renaming the Value Channel
A journey from Discounting to Value retailing
- Recognize the macroeconomic and consumer sentiment trends impacting retail
- Understand the relative strength versus other retailers in and out of the channel in the aftermath of COVID-19
- Manage the size of the prize
- What makes a value retailer? - who is in and who is out?
- Winners and losers - Five-year sales and store forecast
Reframing the Value Channel
Managing shifts in shoppers, retailers, and markets
Shopper
- Shopper behavioral shifts as we enter the new normal
- Differences between retailers across Europe and impact on brand choice
- Omnichannel tactics to engage with shoppers across income segments
Retailer
- New approach to segmentation through the lens of the shopper
- Understand COVID-19’s impact on accelerating or pivoting key initiatives, including assortment optimization, pricing shifts, format reinvention, private label innovation
Markets
- Understanding changing value retailer vs value retailer dynamics
- Centralization vs localization - new approach to market clustering
- Connecting the dots between marketing and formats in key markets
Refining the Value Channel
Deconstruct old and new myths that act as barriers to driving the value channel business
- Identify tactics to convince your organization to allocate more resources for the channel
- Timing – a guide to a new selling story to buyers and action steps to accelerate category and brand growth with value channel retailers
- Team Formation – Internal alignment to avoid confusion, learn from mistakes and share best practice
- Inflation – New focus areas for buyer discussions
- Meeting preparation – New and old requirements
- In and outs – Managing greater need for rotation whilst minimizing supply chain complexity
- New – Recommendations to drive new trips, win new shoppers, and redefine new across the calendar year
- Growth – Defining metrics for success
