February Times & Trends Outlines New CPG Opportunities

The February issue of Times & Trends by SymphonyIRI, CPG Year in Review: Out of Turmoil Rises Opportunity takes a sustained look at economic, channel, department and category performance during calendar 2010. This Year in Review edition is great reading for CPG marketers seeking to understand the new market opportunities that have arisen out of the ashes of the great recession. For the members of NARMS, who provide those marketers and their retailer partners with expert at-retail merchandising and marketing services, it also makes sense to keep fingers on the pulse.

One area of interesting analysis revolves around a shifting channel share. While Grocery and Mass channels saw little to no change in their share of the action, the Drug channel experienced an over 1% jump in share. That is a significant leap when you consider that the Drug channel occupies 11% of overall CPG spending.

In a measurement of category sales, center store and beauty care experienced huge increases. The finding underscores a big shift in consumer buying habits changed, maybe forever, by the recession. Shoppers are now spending much more time at home preparing their own meals and becoming more self-reliant in health and beauty needs. Surprisingly, food sales are up in the Drug channel and health and beauty care is flat, which further outlines the changing dynamic.

This is just a brief sampling of the kind of information and facts packed into this report which can help you understand the marketplace shifts that your customers must master. You can download Times & Trends by clicking here.

For even more insight directly from marketers and retailers, you can attend the Manufacturer-Retailer Connection Forum held on Monday, April 11th at the 16th Annual NARMS Spring Conference and Exposition held this year in Monterey, California. The forum this year will feature insight from speakers representing Spin Master, Ltd.; Starbucks; Best Buy; Just Born; Ghirardelli Chocolate Company; Walgreens and Vanns Inc. Click here to access the Conference Center where you will find a value-packed agenda, hotel and registration information. #NARMSCON463

Department Stores Reborn

DSN Retailing Today recently ran a story about a report issued by retail consulting and research firm Customer Growth Partners (CGP). One of the key findings of the report was that department stores gained market share last year for the first time since the 1980s. Factors credited with the movement include innovation and improved execution by the department store chains, as well as some regression by Wal-Mart.

The proverbial saying is that necessity is the mother of invention. It seems that top department store and mall operators came to the conclusion that things could not get much worse so why not use the recession as a gestation period and emerge born again. The quick and painful solution would be to cut costs, but the report says that department stores also used the tough times to readjust and become more relevant to consumers. An increased investment of dollars and innovation has resulted in new levels of excitement and execution that is being recognized by the new shopper mentality.

Some of the innovation being referred to has to do with major department resets and the construction of store-within-store concepts that leverage the department store location and convenience, while allowing product innovation and flexibility. It is the kind of work that is right up the alley of the NARMS PIC Division who are experts at at-retail reset, remodel and build-out work.

Attendees of the 16th Annual NARMS Spring Conference can hear about this and other retail trends with an emphasis on PIC activities on Tuesday, April 12 as Mark Hunter leads PIC Session #2 –Emerging Trends 2011. It is just one of many educational and networking sessions at the at-retail merchandising and marketing industry showcase event held this year in Monterey, California. Click here to access the Conference Center and to register. #NARMSCON483

Feb 18, 2011 IRI/Morning NewsBeat

Below is the list of articles you will find for the week ending 2/18/11 edition of Retail Industry News.

- Sansolo Speaks: It’s Always Something
- New Push For Wine Sales In NY State Supermarkets
- In Chicago, Stores Look To The East For Cross-Border Appeal
- Safeway Announces New Nutritional Labeling Program
- Target To Open New Store With Groceries in Chicago’s Loop
- Sprouts And Henry’s To Merge Under Private Equity Ownership
- FastNewsBeat
- The MNB Wal-Mart Watch
- Executive Suite

Click here to read Retail Industry News

Authors Discuss Shopper Intimacy in Next NARMS Webinar

One week from today, the NARMS Webinar Series will present Shopper Intimacy: A Practical Guide to Leveraging Marketing Intelligence for Retail Success. The title is drawn from the book of the same name as authors Dick Blatt and Rick DeHerder present their viewpoints. The hour long event takes place on Thursday, Feb 24 at 1:00 PM CST. As always, the session is sponsored by Natural Insight and brought to you through the technology of ReadyTalk.

By now, we have all heard the term Shopper Marketing thrown around. The book Shopper Intimacy: A Practical Guide to Leveraging Market Intelligence to Drive Retail Success provides the most comprehensive and practical guide to Shopper Marketing available. The authors maintain that having insights into shopper buying habits is not enough. For true retail success, you need an intimate understanding of what your shopper does and is going to do in shopping environments and why. They further maintain this is the only path to creating trial and building the sustainable long-term brand loyalty for both brands and retailers that delivers consistent profitability.

During the session, Blatt and DeHerder will define the underlying motivators for shopper behavior, outline the best practices model for Shopper Marketing, review the Retail Ecosystem Analytic Process (REAP) for translating this deeper understanding into workable strategies, discuss the dynamic tensions with the retail store which every marketer needs to navigate and deliver ten tools that improve retail results.

The gathered members of the at-retail merchandising and marketing service industry will hear from two of the foremost experts on the topic. Blatt is president of Planar World Consulting, LLC. Previously, he served as the chief executive of POPAI-The Global Association for Marketing at Retail. Blatt draws upon a global network and industry wide perspective for his special knowledge of the Shopper Marketing industry. DeHerder is a partner at Global Leading Foods, HPP. He was founder and former CEO of Array Marketing Group. He served as chairman of POPAI-The Global Association for Marketing at Retail and is a former board member of the Promotion Marketing Association. DeHerder draws on his retailer, brand, and supply side background for unique perspectives on Shopper Marketing.

This NARMS Webinar is another in a series of member educational offerings by NARMS – U. The session is complimentary to NARMS members as a value-added membership service, but is also made available to other interested persons at a non-member rate of $99.95. We encourage you to share this invitation with other co-workers and anyone else who might gain value from this information-sharing opportunity. Click here to register for the event today!

Get Invested in Spring Conference

In an era of government deficits, much of the political discourse in Washington and in state capitols across the nation revolves around the balancing act of taxing and spending. Putting budgets back on track will surely involve taking a hard look at spending to make sure each item is an appropriate investment for future prosperity. In the business world, we are all faced with those decisions every day. Today, we will take a look at great investment opportunity for the members of the at-retail merchandising and marketing service industry, the 2011 16th Annual NARMS Meeting, Spring Conference and Exhibition.

The first, and perhaps most important, opportunity is to register and attend the showcase event being held on April 9-12 at the magnificent Portola Plaza Hotel on Monterey Bay in Monterey, California. Although the location itself is stunning, you will want to check out the value-packed agenda which is designed to ensure the time spent in California will maximize your investment. You can visit the Conference Center here for full details, but a few of the highlights include: NARMS 16th Annual Spring Conference Keynote Panel - What a Retailer Really Wants from an In-Store Service Provider - moderated by Dan Raftery of Raftery Resource Network, Sampling & Demo Study moderated by Dr. Kenny Herbst of Wake Forest University, and of course the Manufacturer –Retailer Connection Forum. The forum this year will feature representatives from Spin Master, Ltd.; Starbucks; Best Buy; Just Born; Ghirardelli Chocolate Company; Walgreens and Vanns Inc. There is also a full slate of Division meetings, keynote speakers, store tours and hospitality events.

The trade show portion is another valuable investment for companies who bring innovative programs and services to our members. Many of these exhibitors are also Associate Members who not only support us with their exhibitor fees, but also play an active role in the discussion on how to best serve our retailer and CPG manufacturer clientele. Interested companies can visit the Conference Center for all of the information they need to join the show. The agenda has included some special events such as lunches on the trade show floor and a reception to allow for a more enriching networking experience beyond just walking the trade show hall.

The third investment opportunity lies in sponsorships. There are several primary sponsor opportunities remaining for our 2011 event. Put your company into the limelight and demonstrate your commitment to NARMS by becoming a Platinum, Gold or Silver Sponsor of the event. Sponsorships remain for the Tuesday morning and afternoon general sessions and many of the food/beverage related activities, plus the Sunday night NARMS Hospitality Suite. Looking for a new and fresh sponsorship prospect? Your company can now sponsor a student from the UW-Madison retailing excellence program or local California students. To investigate further, hit the Sponsorship tab at the Conference Center.

If this column seems long, it is only because you simply cannot run out of things to talk about when promoting the 2011 NARMS Spring Conference. We have truly only scratched the surface. If you are looking to make your promotional, outreach and education dollars true investment spending for the future, Monterey is a good place to start.

Feb 11, 2011 IRI/Morning NewsBeat

Below is the list of articles you will find for the week ending 2/11/11 edition of Retail Industry News.

- H-E-B COO Points To “Restless Dissatisfaction,” Pricing As Keys To Success
- Sansolo Speaks: Teach Your Children Better
- Retailers Look To Private Label Beer To Build Sales
- Kroger Expands Digital Offerings
- Whole Foods Embraces Community Supported Agriculture Concept
- A Public Push For Private Brands
- FastNewsBeat
- The MNB Wal-Mart Watch

Click here to read Retail Industry News

Seeking Next Generation of Leaders

Over the history of NARMS, the at-retail merchandising and marketing service industry has been blessed by the leadership of some of the top professionals in the industry. The calendar once again says it is time to begin the process of finding the next generation of leaders to take our industry into the future. In two separate communications this week, NARMS headquarters informed the membership that nominations for the Board of Directors are now open.

A Nominating Committee has been formed consisting of three current members of the Board of Directors and two other active members of the Association. The 2011 Nomination Committee includes Chair Lance Andersen of CROSSMARK Sales and Marketing, Inc.; Steve Donzelli of Chuck Latham Associates, Inc.; Gregg Morrison of Touchpoint 360, LLC; Kelly Baker of Teters Floral Products; and Julie Nichols of Nichols and Associates, Inc.

In order to be eligible, your nominee must currently act as the ceo, president, vice president or director of a corporation, member, partner, or owner of an active member company, or any individual vested with equal authority by the member company. The qualified candidate will be: able to meet the time commitment, attentive to Association needs, a group decision maker, objective, a good communicator, a person of integrity and absent of serious conflicts of interest.

Nominations are open for the expiring terms of Dave Tucci of CSN Retail Services, who is eligible for re-nomination to an additional two-year term; Kelly Hampton of 20th Century Fox Home Entertainment, also eligible for re-nomination to an additional two-year term; and Lance Andersen of CROSSMARK Sales & Marketing, Inc., who has served two complete terms. To include your nominee on the slate, you must submit their name to a member of the Nominating Committee by February 14 and copy Ken McKenzie.

When nominations are complete, a ballot will be sent to all NARMS Members. Members will then vote and submit completed ballots no later than seven days before the scheduled annual meeting that takes place at the 16th Annual NARMS Spring Conference. That means the cut-off date for completed ballots this year is Friday, April 1, 2011. Any ballots received after that date will not count.

Always remember that this is your Association. Getting involved by serving on a Division Committee or the Board of Directors is a means of demonstrating leadership. It is a serious commitment, but one that has many personal and professional rewards as you will be helping to guide the growth on an entire industry.

Members Helping Members

An under rated perk of a strong trade association such as NARMS is the creation of its own micro-economy. Any time you bring the top at-retail merchandising and marketing service companies in the world together, there are bound to be some commonality in needs that can be met by knowledgeable providers. There are also economies of scale that are created when these providers can partner with multiple companies and market to competitors through a single touch point. That touch point is NARMS and many of the goods and services referred to here are featured in the Deals for Members section of www.narms.com.

The section features companies, many of which are Associate Members, who offer great deals on a variety of offerings. Among these are rental vehicles, office supplies, audio and web conferencing, health care, counseling, background checks, software, reporting and marketplace intelligence systems.

And speaking of Associate Members, this group of dedicated companies continues to participate in the in-store service dialogue in order to better serve the members of NARMS. When seeking service solutions, make sure to review the Associate Members page where you will find a diverse menu of firms who are actively involved and committed to your Association. Many of these members support NARMS Spring Conference through their attendance and investing in sponsorships and exhibition opportunities.

What is in it for you? By working with these companies you will avail yourself to already existing marketplace expertise, unique service solutions, dedicated professionals who have already invested in the industry and terrific pricing programs reserved exclusively for the members of NARMS. As business people we often talk of win-win situations. NARMS Deals for Members and NARMS Associate Members provide a living, working example of win-win for the industry every day.

Feb 4, 2011 IRI/Morning NewsBeat

Below is the list of articles you will find for the week ending 2/4/11 edition of Retail Industry News.

- Walmart Names New Merchandising Chief
- Giant Eagle Moves To New Customer-Centric Planning System
- Sansolo Speaks: “Bowling Us Over”
- Meijer Expands Online Offering
- Walmart Presses Its Case For New York City Stores
- Safeway Goes On Offense
- Target Distribution Shifts Force Supervalu To Offer Some Buyouts
- BJ’s Goes On The Sale Block
- What’s In A Name?
- FastNewsBeat
- Executive Suite

Click here to read Retail Industry News

Survey Highlights Heightened Private Label Awareness

Trade publications and the mainstream media have been featuring stories on the rise of store brand and private label almost since the beginning of the recession. Hard times have driven more value conscience consumers to give store brands a try. While it is not an easy thing to get consumers to turn away from their favorite brands, it is even harder to get them to stay there. A story in Supermarket News by Carol Angrisani reported on a recent survey by the Private Label Manufacturers Association (PLMA) that supports the notion that shoppers have taken note of the better quality, ingredients and packaging

Perhaps the most eye popping finding in the survey is that half of the consumers surveyed said that private-label products have improved either greatly or somewhat. Even a large percentage of affluent shoppers (55%), who presumably have more disposable income, have noticed the improvement. Other findings include 52% are buying store brands frequently and only two percent said they never buy store brands.

PLMA says that this heightened sense of awareness has been given a boost from media coverage of the recession, specifically stories about what consumers can do to save money. The stories almost always include store brands as a means to save money. Private label marketers have also turned to store-level promotions that, not surprisingly, compare private label to national brands in terms of price and quality.

The real test is when the consumers get the product home. After all, if you do not like the product, no amount of savings justifies the purchase. This is where store brands are making the biggest strides and this is what makes private label a force to be contended with for CPG brand marketers and retailers.

Whether the challenge is helping private label and store brands continue to gain momentum at-retail, or helping nationally recognized household names protect and increase market share, the members of NARMS have a lot to offer. Professional in-store execution of new product cut-ins, reduction of out-of-stocks, timely category resets and expertly run sampling and demonstrations are sure to play a role in this ongoing battle for recognition.