Path To Revolutionary Merchandising And Marketing Decisions


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Retailers are under pressure from all sides today, from the empowered consumer to increased competition. Leading retailers have joined the revolution to harness the power of their data assets to improve their merchandising and marketing actions that drive real business value.

Hear DemandTec, an IBM Company and a recognized Retailer discuss the revolution that is driving superior decisions across price, promotion, and assortment by introducing science to put the shopper at the center of each decision.

In this webinar you will learn the value of integrating your merchandising and marketing decisions, and effectively collaborating within your organization and with your manufacturer trading partners. We will discuss how to

Use shopper insights to make better merchandising decisions
Localize your assortment through optimization and collaboration
Deliver relevant, targeted promotions
Make pricing decisions that drive category and customer goals
Partner with your manufacturing partners across all your activities

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Path To Revolutionary Merchandising And Marketing Decisions

  1. 1. #MerchMktgPath To Revolutionary Merchandising And Marketing Decisions #MerchMktg
  2. 2. Welcome Webinar Attendees Type question here #MerchMktg
  3. 3. Follow This Webinar On Twitter #MerchMktg #MerchMktg
  4. 4. About Retail TouchPoints Launched in 2007 Over 23,000 subscribers To provide executives with relevant, insightful content across a variety of digital medium Free subscription to our weekly newsletter: WWW.RETAILTOUCHPOINTS.COM/SIGNUP #MerchMktg
  5. 5. PanelistsChristina Bieniek Alan Poskanzer Elizabeth Magill Principal Director of Corporate Director, Retail IndustryDeloitte Consulting Pricing Marketing Price Chopper DemandTec MODERATOR Debbie Hauss Editor-in-Chief Retail TouchPoints #MerchMktg
  6. 6. Putting The Shopper At The Center Of Merchandising Decisions June 26, 2012
  7. 7. Agenda Industry Trends An Integrated Approach to Merchandising Optimization Price Chopper Case Study Questions 7
  8. 8. A convergence of marketplace forces is creating afundamentally different retail landscape • Spending declines as • New digital players the highest-spending change the consumer segment competitive game and shrinks and economic offer consumers a conditions rebound multitude of choices slowly Less Digital Spending Disruption Power Connected Competitive Consumer Landscape Competition is • The new information- rich consumer expects evolving and investing more and tolerates aggressively to provide less, shopping around the experience and for the best prices and capabilities that quality customers demand
  9. 9. As a result, retailers are faced with more challengingpricing, promotion and product decisions than ever before Traditional Price Competition Online/Mobile Price New Price Models Transparency Increased Targeting and Personalization Economic Impact on Price Sensitivity Endless Aisles Available Online 9
  10. 10. And it is important to think about these togetheracross all dimensions STRATEGY Assortment TECHNOLOGY PROCESS Price Promotion ORGANIZATION & TALENT 10
  11. 11. Why is it important to think about these together? Which brands and pack Must understand sizes should I carry to prices of various achieve my brands and sizes business goals? 11
  12. 12. Why is it important to think about these together? How should I price the Must know the various brands and pack brands and pack sizes? sizes you carry. 12
  13. 13. Agenda Industry Trends An Integrated Approach to Merchandising Optimization Price Chopper Case Study Questions 13
  14. 14. Shoppers Leave Digital Footprints to Help UsUnderstand Them Based on What They Buy 14
  15. 15. Shopper-Centric Retailing Model Helps Develop,Improve and Maintain Shopper Relationships STRATEGY ACTIVATION MEASUREMENT Joint Planning / Collaboration Sales Shopper Merchandising Strategy Pricing Promotion Assortment & Space Profit Collaboration Program Design Marketing Targeted Marketing Loyalty Social Media Marketing Mix Organization Design Operations Share Layout In-aisle shopper marketing Shopper Insights Data Shopper Store DemandENABLERS Management Segmentation Clustering Modeling 15
  16. 16. Once You Know Who they Are, You Can IncreaseRelevancy through Message and Tactic What They Buy Best Vehicle OptimizationFamilies on the Go Ad and Direct Mail Versioning All Natural Forecast display lift and find best stores for execution Young Families Identify top KVIs and set Rules to protect 16
  17. 17. Effectively managing assortment involves shopperand category dimensions Define Shopper Create Cluster Identify Store Reset Category with Strategies and Specific Clusters Optimal Assortment Category Roles Planograms Top line Sales Growth 3-10% Across several categories, a mass merchant • Grew top line sales by 3-10% • Improved inventory productivity by increasing turns and reducing out-of- stocks Determining Variety vs. Duplication Frozen Food Categories • Optimizations revealed that shoppers . wanted more variety in some sub- categories and less in others. • SKU Optimization efforts helped to realign appropriate mix 17
  18. 18. Manage prices across full lifecycle for category,competitive and loyalty goalsDevelop Set Monitor Promotional ClearancePricing PriceStrategy Prices Performance Pricing Pricing Improve Price Perception Across Oral Care category mass merchant  Improved price perception  Gross margin dollars 2.01%  Unit volume 1.02%  Revenue 0.76% Capitalizing on Shopper Insights In category with flat growth mass merchant identified brands that attracted high spend shoppers and then used those brands to drive additional volume in high-value shopper base 18
  19. 19. Manage retail promotions with analytics built intobusiness processes Define Negotiate Define Publish Optimize ReconcilePromotional Vendor Promotions Across Media Promotions & Measure Strategy Deals & Events Channels Increased Revenue through Ad Versioning Pet supply retailer increased versions of circular by 200%, driving additional sales Analytics drive more effective promotions Mass merchant in Mexico had 45M pesos of incremental sales over 5 months based on analyticsDemandTec Confidential 19
  20. 20. Gain visibility across merchandising actions Merchandising Calendar Assortment Price Promotion Forecast and Financial TrackingDemandTec Confidential 20
  21. 21. Agenda Industry Trends An Integrated Approach to Merchandising Optimization Price Chopper Case Study QuestionsDemandTec Confidential 21
  22. 22. Price Chopper Supermarkets corporate overview Regional supermarket 131 stores and growing Operating in 6 states Headquartered in upstate NY Privately held corporation with the employees owning over 50% of the stock 80 years in business Best in Fresh and Low Prices
  23. 23. Business challenge Large number of nanotechnology companies are relocating to Albany New competition is following this growth into the area • Historically, two major retailers in Albany market – promotional and EDLP • Now there are a lot of new competitors in the market Needed to get more competitive on everyday prices Needed a new process to help us effectively compete in this new environment Grow corporate brandDemandTec Confidential 23
  24. 24. DemandTec products used by Price Chopper DemandTec Price Optimization • Acquired 3 years ago • Evaluated last year • Renewed last year Roll out • Piloted with 5 categories, which performed as predicted • Evaluated with profit goal, testing accuracy of the tool • Able to reduce prices and achieve profit goals Updating Image list based on elasticity
  25. 25. Lessons learned Technology is not enough Need the right skills to leverage the technology • 6 pricing coordinators partnered with merchandizing category managers Need the right processes in place • Meet with Category Managers to collaborate on best pricing strategies for the category • Coordinators run different scenarios and review options and tradeoffs with category managers Must manage change • Prove success in key categories
  26. 26. Value realized from DemandTec INCORPORATE THE CUSTOMER INTO THE EQUATION • We think we know our business, but the science helps us better understand our customers Able to evaluate and compare scenarios • Reduce a significant amount of retails • Protect sales and profitability • Protect corporate brands • Enable categories to work in alignment • Enable departments to work in alignment Better manage private label price tiering Enlighten the merchandisers to competition and trends Predict the results Measure the results Working with DemandTec
  27. 27. Agenda Industry Trends An Integrated Approach to Merchandising Optimization Price Chopper Case Study QuestionsDemandTec Confidential 27
  28. 28. Q&A // Submit Your Questions Type question here #MerchMktg
  29. 29. Q&A // Contact The Panelists Christina Bieniek Alan Poskanzer Elizabeth Magill Principal Director of Corporate Director, Retail Industry Deloitte Consulting Pricing Marketing Price Chopper DemandTec #MerchMktg
  30. 30. Thank You For Attending This Webinar You can download this presentation at: #MerchMktg