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Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
Industry trendswebex 033014vii
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Industry trendswebex 033014vii

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Critical Industry Trends And What To Do About The Right Now. For link to complete Webex audio, email jkramer@rocktenn.com

Critical Industry Trends And What To Do About The Right Now. For link to complete Webex audio, email jkramer@rocktenn.com

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  • 1. March, 2014 Critical Industry Trends And What To Do About Them
  • 2. ON-SITE INSIGHTS Collabora'on  
  • 3. ON-SITE INSIGHTS Collabora'on   Crea'on  
  • 4. ON-SITE INSIGHTS Collabora'on   Content  Sharing   The Effect of Change on Retail Displays & Marketing Webinar Crea'on  
  • 5. ON-SITE INSIGHT kmcgowan@rocktenn.com
  • 6. WHAT WE’LL DISCUSS Critical Trends Facing The Industry •  Retail •  Consumer •  Shopper
  • 7. WHAT WE’LL DISCUSS Critical Trends Facing The Industry •  Retail •  Consumer •  Shopper Implications For The Business •  Logistics •  Technology •  Marketing A Vision For Tomorrow •  What it will take •  What you can do right now
  • 8. CRITICAL TRENDS FACING THE INDUSTRY Multiculturalism MillennialsSeniors Big Data Mktg MobilePersonalization Digitization of Products
  • 9. DRIVERS OF CHANGE Retail Future 2020
  • 10. DRIVERS OF CHANGE Retail Future 2020 Political Economic Social TechnologyIndustry
  • 11. DRIVERS OF CHANGE •  Deferral of major life stage decisions – Marriage, kids, home ownership •  Low population growth •  Multi-cultural àAcculturation Social
  • 12. DRIVERS OF CHANGE •  Deferral of major life stage decisions – Marriage, kids, home ownership •  Low population growth •  Multi-cultural àAcculturation •  Aging… absolute size of 55+ •  Ex-urbanization •  Health & Wellness – Active vs. Inactive •  Home Ownership – Rental Society •  DIFM vs. DIY – More services Social
  • 13. IMPLICATIONS •  Low Shopper base growth •  Smaller Households •  Decline of Mass Marketing Social
  • 14. IMPLICATIONS •  Low Shopper base growth •  Smaller Households •  Decline of Mass Marketing •  Increased services – esp. health, financial, digital •  Proximate /local vs. Destination stores •  Essential vs. Discretionary mix •  Increased focus on diet/nutrition Social
  • 15. DRIVERS OF CHANGE •  Significant Wildcards •  Low economic growth •  Improved full time workforce/Part Time grows Economic VISUAL
  • 16. DRIVERS OF CHANGE •  Significant Wildcards •  Low economic growth •  Improved full time workforce/Part Time grows •  Declining Middle and Growing Higher income •  “Real Inflation” outpacing wage growth.. •  Inter-generational workforce Economic VISUAL
  • 17. IMPLICATIONS •  Retail focus on customer retention vs. acquisition •  Marketing depth vs. breadth? Economic
  • 18. IMPLICATIONS •  Retail focus on customer retention vs. acquisition •  Marketing depth vs. breadth? •  Pricing & Mix vs. unit growth •  Services critical Economic
  • 19. DRIVERS OF CHANGE •  Addressable market size, engagement and spend •  Availability •  Speed •  Devices Technology
  • 20. DRIVERS OF CHANGE •  Addressable market size, engagement and spend •  Availability •  Speed •  Devices •  App integration •  Analytics (big data/targeting) •  Payment options •  Economics, Assortment, Logistics Technology
  • 21. IMPLICATIONS •  Digital engagement •  New consumer behaviors •  Retail Apps will emerge Technology
  • 22. IMPLICATIONS •  Digital engagement •  New consumer behaviors •  Retail Apps will emerge •  Keep best shoppers out of search §  Personalization •  New business models drive new revenue streams and competencies Technology
  • 23. IMPLICATIONS Mobile & Digital List Management Will Drive Grocery Online Source: Retail Net Group 2014
  • 24. IMPLICATIONS Mobile & Digital List Management Will Drive Grocery Online Source: Retail Net Group 2014
  • 25. IMPLICATIONS Mobile & Digital List Management Will Drive Grocery Online Source: Retail Net Group 2014
  • 26. IMPLICATIONS Price Comparison Store Navigation Mobile Checkout Mobile Payments “Check-in” Product Search & Availability List Management Mobile Offers
  • 27. IMPLICATIONS Price Comparison Store Navigation Mobile Checkout Mobile Payments “Check-in” Product Search & Availability List Management Mobile Offers Walgreens 3rd party app Aisle411 item locations Walmart List Management & Navigation
  • 28. rce: Retail Net up 2014 Content + Commerce are Blurring
  • 29. Mobile Apps Second Screens Where-to-Buy Tweet to Buy Shoppable AdsBuy from Video Image-Base Discovery rce: Retail Net up 2014 Content + Commerce are Blurring
  • 30. "In the future, app development is going to be just as important as property development," Phil Clarke, CEO Tesco
  • 31. DRIVERS OF CHANGE •  Low Organic Growth •  Small Box and Digital growth •  Productivity Drain on SBR= store based retail by Digital Industry
  • 32. DRIVERS OF CHANGE •  Low Organic Growth •  Small Box and Digital growth •  Productivity Drain on SBR= store based retail by Digital •  “Channel” Re- Balancing §  Proximity/Store Size more relevant than products carried •  Consolidation/competitive intensity •  Segmentation to find & Scale Opportunities Industry
  • 33. IMPLICATIONS •  Shopper Retention Focus •  Smaller Boxes •  Regeneration of Big Boxes – services, new models Industry
  • 34. IMPLICATIONS •  Shopper Retention Focus •  Smaller Boxes •  Regeneration of Big Boxes – services, new models •  Fewer Sell To Points with more varieties to plan for •  No net new stores •  Segmentation Industry
  • 35. DRIVERS OF CHANGE •  Trust •  Policy •  The Fed Political
  • 36. DRIVERS OF CHANGE •  Trust •  Policy •  The Fed •  Record revenue, spending & debt •  Entitlements (over 70 income related programs) •  Municipal and state regulation and taxation Political
  • 37. IMPLICATIONS •  Progress tempered •  Complexity increased •  Tax rates to increase to and through 2020 Political
  • 38. IMPLICATIONS •  Progress tempered •  Complexity increased •  Tax rates to increase to and through 2020 •  Changes in government support spend directly impacts •  State/local governments require more bailouts.. Political
  • 39. SUMMARY Social & Demographic Change Retail Industry Consolidation More “Savvy” Shopper
  • 40. SUMMARY Social & Demographic Change Retail Industry Consolidation More “Savvy” Shopper Need For Customization Downsizing Of Stores The “Game” Has Changed
  • 41. IMPLICATIONS FOR OUR BUSINESS
  • 42. IMPLICATIONS FOR OUR BUSINESS Source: Retail Net Group 2014 Logistics 25-40% will change Technology Apps & Analytics Investment Marketing Massive Re-Mix Merchandising 40% at Risk
  • 43. IMPLICATIONS FOR OUR BUSINESS Services Grow to 30% of revenue 25% current store base @ risk Source: Retail Net Group 2014 Logistics 25-40% will change Technology Apps & Analytics Investment Marketing Massive Re-Mix Merchandising 40% at Risk
  • 44. IMPLICATIONS FOR OUR BUSINESS LOGISTICS •  Customization by retailer vs. COT •  Customization SKU sort/region
  • 45. IMPLICATIONS FOR OUR BUSINESS LOGISTICS •  Customization by retailer vs. COT •  Customization SKU sort/region •  Smaller runs •  Custom Packaging •  “Immediacy” (Amazon Effect) •  Increased complexity
  • 46. IMPLICATIONS FOR OUR BUSINESS TECHNOLOGY •  App Integration accelerating •  Shopper requirements increasing
  • 47. IMPLICATIONS FOR OUR BUSINESS TECHNOLOGY •  App Integration accelerating •  Shopper requirements increasing •  Multiple touch points •  Speed bumps on the road to retail •  Increased complexity
  • 48. IMPLICATIONS FOR OUR BUSINESS MERCHANDISING •  Increased customization •  Smaller runs •  Variety of structures
  • 49. IMPLICATIONS FOR OUR BUSINESS MERCHANDISING •  Increased customization •  Smaller runs •  Variety of structures •  Move to permanent •  Increased complexity •  Pressure on impulse
  • 50. IMPLICATIONS FOR OUR BUSINESS MERCHANDISING •  Personalization Drives Activation and Reduces Mass Media Source: Retail Net Group 2014
  • 51. IMPLICATIONS FOR OUR BUSINESS MERCHANDISING •  Personalization Drives Activation and Reduces Mass Media Source: Retail Net Group 2014
  • 52. Evolving Manufacturer/Retailer Relationship Traditional Relationship Mfg. Marketing Mfg. Sales/Trade Retailer Marketing Shopper Consumer Retailer Merchandising IMPLICATIONS FOR OUR BUSINESS Source: Retail Net Group 2014
  • 53. New Collaborative Relationship Mfg. Marketing Retailer Marketing Mfg. Sales/Trade Retailer Merchandising Shopper Insights Retail Store Experience Shopper Consumer Evolving Manufacturer/Retailer Relationship IMPLICATIONS FOR OUR BUSINESS Source: Retail Net Group 2014
  • 54. IMPLICATIONS FOR OUR BUSINESS MARKETING •  Local vs. National •  Individual vs. Mass •  Customer specific
  • 55. IMPLICATIONS FOR OUR BUSINESS MARKETING •  Local vs. National •  Individual vs. Mass •  Customer specific •  Shopper focused •  Technology enabled •  Increased complexity
  • 56. WHAT YOU CAN DO RIGHT NOW BREAK PAGE WITH VISUAL
  • 57. BRING THE FUTURE TO THE PRESENT
  • 58. WHAT YOU CAN DO RIGHT NOW Organizational Imperatives Customer Collaboration and Insights
  • 59. WHAT YOU CAN DO RIGHT NOW Organizational Imperatives Customer Collaboration and Insights Fail Fast, Fail Cheap
  • 60. INNOVATION DRIVERS
  • 61. INNOVATION DRIVERS Shopper Insights
  • 62. INNOVATION DRIVERS Shopper Engagement Shopper Insights
  • 63. INNOVATION DRIVERS Brand Equity Enhancement Shopper Engagement Shopper Insights
  • 64. INNOVATION DRIVERS Shopper Insights • Understanding Shopper Behavior in-store learning lab § Not what they SAY they will do Powered by C.A.R. … but what they really DO do. •  Quantitative Analytics
  • 65. Shopper Insights
  • 66. INNOVATION DRIVERS Shopper Engagement
  • 67. INNOVATION DRIVERS Shopper Engagement
  • 68. INNOVATION DRIVERS Shopper Engagement
  • 69. INNOVATION DRIVERS Shopper Engagement Personalization
  • 70. INNOVATION DRIVERS Brand Equity Enhancement Visual
  • 71. CONCLUSIONS
  • 72. CONCLUSIONS Trends are happening faster than ever Change is a constant
  • 73. CONCLUSIONS Trends are happening faster than ever Change is a constant Store of the future is here today Shopper behavior changing dramatically Technology as an enabler impacting shopping Requiring change in all business disciplines
  • 74. ON-SITE INSIGHTS KMCGOWAN@ROCKTENN.COM QR Code Email To Kathy
  • 75. March, 2014 Critical Industry Trends And What To Do About Them

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