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Whats Changing In The World Of Consumer Goods
1. What‟s changing in the world of
consumer goods?
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2. Consumer goods is an enormous industry
Top 250 companies turnover US$2.8 trillion*
Globally these companies create profits of US$240
billion*
Since 2008 the top 250 companies have grown annually by
less than 4%*
* Source Deloittes – “Global Powers Of The Consumer Products Industry 2012”
3. How it all started
Developing Drive depth
powerful of
brands distribution
4. This model started to get shaky in the 80s
Post-war scarcity
1950‟s Power in the
Mass media
“Consumer hands of
Creation of consumer
Marketing” manufacturers
brands
1980-90‟s
Retail consolidation
“Trade Power moves
Brand proliferation
Marketing/Category towards retailers
Media fragmentation
Management”
5. Consumer goods is no longer fast moving!
CAGR 2008 - 2010
10%
8%
6%
4%
2%
0%
Consumer goods
Retail
Pharma and Biotech
Mobile communications
Source: Deloiites, Ovum, Imap, engage analysis
7. 84% of people now use the internet for information
about a product
Source used by media type
84%
83%
82%
81%
80%
79%
78%
77%
76%
75%
74%
Traditional media Internet sources In-store
marketing
Source: Google inc. 2011
8. Isn‟t this just for travel, auto or electronics?
Global monthly searches
10
Millions
9
8
7
6
5
4
3
2
1
0
Coca Cola Dove Gillette Colgate Pantene Wrigley
Shampoo
Source: Google inc. 2011
9. Not in Asia?
Facebook Users Facebook Users
China (25)
Sri Lanka (20)
South
America, 80,9 Africa, 30,468,
35,080 040 Australia, 12,8 Vietnam (16)
62,760
UAE (14)
Sinagpore (13)
Europe, 207,4
Asia, 166,498, 74,560
640 Hong Kong (10)
North America Taiwan (6)
, 205,629,460
Thailand (5)
Malaysia (4)
Philippines (3)
Indonesia (1)
0
20,000,000
40,000,000
10. Retail is the biggest business on the planet
Top 10 retailer's sales WalMart's sales
1100 450
Billions
Billions
1050 400
1000 350
950
300
900
250
850
200
800
150
750
700 100
650 50
600 0
2000 2000
2010 2010
Source: Deloittes Global retail report/Wal-Mart annual reports/press reports/& and I
holdign sreports/Trade Insight Trade global spend survey 2010
11. And retail consolidation will continue
52 50 48 48 47
59 56 54
65 61
48 50 52 52 53
41 44 46
35 39
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009
Modern self service trade Traditional counter service
Source: Nielsen “Retail and Shopper Trends Asia Pacific 2010
12. Shoppers are retailers‟ lifeblood, and have more
choice than ever
More
often
More Spending
shoppers more
Better
returns on
capital
employed
13. In many parts of the region hypermarket growth is slowing
32
29.8
30 29.2
28
26
24
22.8
21.7 22
22 21.4 21.2
20.7
20
Taiwan Malaysia Thailand Indonesia
2009 2010
Source: Nielsen Asia Retail and Shopper Trends 2011
14. Whilst smaller stores are gaining ground
Convenience stores Supermarkets and minimarts
35 27 26.5
26.1
26
29.8
30 28.8 25
24
25
23
22
20 21.4
18.5
21
16.7
20
15
12.6 18.9
12.2 19
10 18
Taiwan Thailand Singapore Malaysia Indonesia
2009 2010 2009 2010
Source: Nielsen Asia Retail and Shopper Trends 2011
15. In as a result in Taiwan, Indonesia and Thailand Main
shops are becoming less frequent
Shoppers MAIN SHOP Frequency (% of grocery shoppers)
5
14 15
26 23
36 26 25
22 51
29 55 48 61
23 29
34
64 67 19 24 26
62
54
49 45 28
30
24 21 18
9
Weekly 2 Weeks Monthly Less Often 4%
Source: Nielsen Asia Retail and Shopper Trends 2011
20. Trade spend has grown from 33% of marketing
spend, to almost 60%
Expenditure as a proportion of budget
Trade Promotion
Consumer Promotion
Advertising & Media
1978
1998
2005
Source: Donnelly Marketing and Accenture Analysis 2006
21. 70% of promotions lose money – US$ 196 billion
could be wasted every year
Manufacturer : Lose Manufacturer : Win
Retailer: Win Retailer: Win
60%
Manufacturer : Lose Manufacturer : Win
15%
Retailer: Lose Retailer: Lose
10% 15%
31% of CPG companies cite poor compliance as a key
issue*
Source: Manufacturer data & analysis, Nielsen Data, (CAS GMBH)/ Analysis/Trade Insight Trade global spend survey/ Deloites
22. The consumer goods industry could almost double its
profits by investing effectively in-store
The industry wastes nearly as much money in retail as it earns in profit
250
Billions
200
240 billion
150
100
50
0
Industry profit
-50
(198 billion)
Wasted in-store
expenditure
-100
-150
-200
* engage analysis based on Deloittes – “Global Powers Of The Consumer Products Industry 2012”
2.5bn
500m
23. A model invented in the 50‟s can‟t be made to work
any longer!
Post-war scarcity
1950‟s Power in the
Mass media
“Consumer hands of
Creation of manufacturers
Marketing”
consumer brands
1980-90‟s
Retail consolidation
“Trade Marketing Power moves
Brand proliferation
/Category towards retailers
Media fragmentation
Management”
Personal media
2010
Channel Power in the hands
“Shopper
proliferation of shoppers
Marketing”
Globalization
24. What is shopper marketing?
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26. Consumer behavior is a cycle
Needs and
desires
Experience Occasions
Availability
to consume
27. Shoppers make products available to consume
Shopper’s
interpretation
Needs and
desires
Shopper’s
needs
Experience Outlet selection Occasions
Solution location
AvailabilitySelection
Product
to consume
Purchase
Availability to
consume
28. Purchase behavior is linear
Shopper’s
interpretation
Shopper’s needs
Outlet selection
Solution location
Product
Selection
Purchase
30. What is shopper marketing?
“The systematic application of
elements of the marketing mix to
affect positive change in shopper
behavior in order to drive
consumption of a brand”
31. True, integrated, shopper marketing creates
coherent links between the end consumer
and the in-store environment
Consumer Shopper Channel In–store Investment
priorities behavior priorities marketing in customers
32. Shopper marketing in a digital
world
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33. Digital has the power to power to personalize
consumer marketing
Needs and
desires
Experience Occasions
Availability
to consume
ZMOT proves this potential
34. Digital applications can enhance shoppers‟
understanding
Consumer’s
demand Search, ratings, revie
Shopper’s ws, friends and
interpretation family opinion.
Shopper’s
needs
Outlet
selection
Solution
location
Product
selection
Purchase
35. Digital enables shoppers to meet their needs better
Consumer’s Store locations,
demand price points, offers
Shopper’s and coupons.
interpretation product availability –
buy now or buy
Shopper’s
needs later?
Outlet
selection
Solution
location
Product
selection
Purchase
36. Digital has the power to influence shopper‟s behavior
in-store
Consumer’s
demand
Shopper’s
interpretation
Shopper’s
needs
Outlet
selection
Find products, check
Solution
recipes, review price
location
points, seek
alternatives, download Product
coupons, PAY, and selection
exchange loyalty data
Purchase
37. BUT Integrated shopper marketing is already
complex
Consumer insight
Portfolio strategy
Brand Brand Brand Brand
priority priority priority priority
1 2 3 4
Shopper insight
Customer
plan
In-store In-store In-store In-store Channel
Channel
blueprint blueprint blueprint blueprint plan
Channel understanding
Customer
Customer insight
plan
In-store In-store In-store Channel
Channel
blueprint blueprint blueprint plan
Customer
plan
In-store In-store Channel
Channel
blueprint blueprint plan Customer
plan
In-store In-store In-store Channel
Channel Customer
blueprint blueprint blueprint plan
plan
38. Impacting on 172 different business processes
In–store
Consumers Shoppers Channels Customers
Marketing
Customer and
Consumption drivers Channel dynamics
Insight and trends
Path to purchase
and trends
Purchase drivers distributor drivers and
trends
Key customer and
Portfolio and brand Channel and route
Strategy strategy
Shopper strategy
to market strategy
In–store blueprints route-to-market
strategy
Brand investment Shopper investment Trade investment Trade investment Trade investment
Investment framework framework framework framework framework
Annual Brand plans and Shopper plans and Channel plans and
In–store activity plan
Customer and
forecasts distributor plans
plans forecasts forecasts
Channel
Brand expenditure Shopper expenditure In–store activity Customer and
Budgets budgets budgets
expenditure
budgets distributor budgets
budgets
Product and ATL Path to purchase Channel plan In–store marketing
Execution execution execution execution execution
Selling and negotiation
Review execution and Review execution Review execution and Review execution and
Review execution and
Review portfolio and brand
shopper strategy
and channel progress towards customer and route-to-
strategy strategy blueprints market strategy
39. In an industry under enormous pressure
Trade
Increased
spend out
competition
of control
Media Raw Material
fragmentation inflation
Massive
Trade pressure on Talent scarcity
consolidation margins and inflation
40. Digital seems likely to increase the pressure on
marketing budgets
Forecast global spend
Global Spend (US$ Billions)
600
500
400 Non-
Non- digital, $382.
300 digital, $335. 06
47
200
100 Digital, $117.
Digital, $195.
87
0 94
2010
2015
Source: PWC 2012
41. Five questions that you should ask to drive real
returns
Which Where What is
What shoppers can you required What
consumption will influence to investment
opportunities support these influence is needed?
exist? these? shoppers? behavior?