In-Store Marketing Effectiveness
Study surveys more than 30 leading CPG companies to identify leading-edge marketing practices that improve the effectiveness of shopper marketing investments.Retailers increasingly demand a “fact-based approach” to programsell-in across the joint business plan.When allocating investments, CPG manufacturer “laggards” still take a“scattershot” approach, spreading budgets across tactics.Leading-edge CPGs serve their largest accounts but also focuson high-value customers in the mid-/small-size group, allocatingappropriate time for program design/sell-in.Leaders use insights to determine tactics, focusing on trip missions,demand moments, shopper psychographics by customer, and howsegments affect different customers.Some practitioners move beyond national- and customer-level insightsand now generate them at the store-cluster level.
9 maart 2021