Bruce Nagle

These Beliefs Persist, Despite the Data:  Out-of-Stocks Aren’t a Problem Today  For some reason, brands think that out-of-stocks are a problem of the past. Maybe they trust inventory control tech to make sure it never happens. Whatever the reason, out-of-stocks are even a bigger risk in the omnichannel world. With online purchasing, click-and-collect, and delivery companies like Instacart and Shipt, competing with traditional in-store shoppers, there are

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Calculating The Perfect In-Store Trade Spend Mix Using Science Trade spend is tricky. If you don’t spend enough your sales could slump; and if you overspend, you eat away at your profit margins. The trick is to find the perfect in-store mix of promotions, from the frequency and placement to the overall displays. When talking to VPs of Sales regarding

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5 ½ Tips to Get the Most Out Of Your Key Value Item (KVI) List It’s best to think of a Key Value Item (KVI) list similar to produce, the fresher the better. Shopper trends are constantly changing and it’s important to keep your KVI list updated with the most important items, but also some new up and coming ones

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Using Behavioral Economics To Optimize Pricing In Grocery Here’s how we make purchasing decisions: We decide to buy something in the blink of an eye, triggered by the emotion centers of our brain. We then spend however long it takes to justify that decision using logic. If you buy a $2 million Bugatti and you have five kids and a

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Understanding the Difference: Scorecards vs Dashboards What is the difference between a scorecard and a dashboard? Often times, organizations are utilizing both, but use the terms so interchangeably that it can be difficult to differentiate between the two. In a few short sentences, I’ll quickly explain the difference. What is a Scorecard? A scorecard is a type of report that

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The Psychology Behind Why We Love Physical Subscriptions Consumers love the unexpected even if they are expecting it! Take the latest trend with subscription services (Dollar Shave Club, Stitch Fix, Milk), all these items are things shoppers can go out and buy on their own but instead, they elected to join an elite list of consumers that receive their package on a

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Coopetition: A New Strategy To Ignite CPG Innovation The tried-and-true model CPG companies and grocers have been operating with needs to be modernized. That is, the competition model of fighting for the same space with fairly similar products, guarding statistical analysis data, protecting secrets—some of them legitimate trade secrets, some not so much. Small and large innovators including Amazon is

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A Photo Really is Worth a Gigabyte of Data A photo can replace a handful of questions in a store audit, provide supportive material for a field sales manager, or even be used in daily reports for the C-Suite. If photos are not part of your field sales strategy in 2018 that must change in 2019, the value lost is

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What Is Order-To-Shelf Technology? In the world of supply chain innovation, Order To Shelf Technology is the next big thing. In 2016 Whole Foods and Target both switched over to this ordering process and have seen significant results (some good and bad). Now when store employees put in an order they provide a precise count of products needed for replenishment instead of a

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Why Every Field Sales App Needs a True Offline Capability We’ve all been there, just when you’re looking for the right highway exit, the GPS signal is lost. Just when you want to check the last email to see where the meeting is being held, all you can get is that infernal loading signal. Just when your CPG sales rep

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