Winter is coming – latest grocery catalogue insights
It feels as though the catalogues have turned before the weather. This edition we’re reading the season in the promotional data; chocolate down to a dollar, the wellness aisle bracing for cold-and-flu season and an interesting drinks disparity across Coles & Woolworths. 1. Vitamin season begins With winter approaching, the wellness aisle made an appearance. […]
Your field team’s real job isn’t compliance
Compliance matters. A shelf that’s wrong needs to be fixed. A planogram that’s drifting needs to be corrected. AnOSA problem needs to be resolved. None of that is optional and none of it is being argued awayhere. But compliance is the table stakes. It’s the entry requirement for a field team, not the win. Ateam […]
PepsiCo: Supporting sales growth in must-win regions
How a hybrid model freed PepsiCo reps to sell more and drive growth nationwide.
Building a business case for growth and distribution
When brands assess field sales investment against what they currently sell rather than what they could sell, they build a ceiling into their own growth strategy before they have even started. Field sales in independent retail channels remains one of the highest-return investments available to FMCG brands, but only when the commercial case is built […]
Independent stores have an opportunity to carve a new niche
The convenience channel in Australia is experiencing a genuine structural shift. Operators who recognise what shoppers are now looking for, and invest in meeting those needs with consistency, are finding that convenience can be a highly profitable positioning rather than a compromise on price or range. Convenience retail in Australia has changed considerably over the […]
Top 5 considerations when landing an FMCG
Getting a product onto supermarket shelves is genuinely hard. Keeping it there is harder still. The brands that make it through both challenges share a common thread: they did the work before they walked through the buyer’s door. Launching an FMCG product into Australian grocery retail is one of the most demanding commercial challenges a […]
Continued trust for convenience & independents
Convenience retail is no longer a fallback for consumers who cannot get to a supermarket. It is increasingly a deliberate choice, made by shoppers who value proximity, speed, and a range that genuinely meets their daily needs. The convenience channel in Australia has undergone a meaningful repositioning. What was once characterised primarily by impulse categories, […]
The P&C consistency challenge
On a global level, some retailers are ensuring displays are maintained in terms of right product at the right time. A key challenge for brands in the Petrol & Convenience (P&C) channel is that, unlike other, more organised channels, these stores are often largely unplanned, with managers/owners having significant autonomy. This makes achieving consistency of […]
5 key trends affecting the FMCG sector
As we approach the end of the year, a busy period for FMCG brands with heightened promotional and planning activity, CROSSMARK identifies the five key trends affecting our $100+ billion grocery sector. Most of these revolve around changing shopper behaviour and will have a significant impact on how suppliers, manufacturers and their retail partners operate […]