Winning the retail game with three levers: residuals, promotions, and shelf space.

✨ More SKUs, More Sales? Or More Problems? In retail, adding SKUs often feels like a win: ✔️ Sales tick up ✔️ Customers see more variety ✔️ Shelves look full and exciting But behind the short-term lift, there’s a hidden risk. 🔹 Inventory costs rise 🔹 Cannibalization eats into existing sales 🔹 Choice overload confuses shoppers 🔹 Margins quietly erode Sometimes, “more” isn’t really “better.” What truly drives long-term profitability is curated assortments — products that add value, not just volume. 💡 Smart retailers balance novelty with rationalization: prune underperforming SKUs, double down on what customers love, and keep the shelf easy to shop. 👉 Question for you: Have you ever seen a store add too many SKUs — and end up hurting more than helping? As being a brand management person how many of you have draft out the chart to think before launching an SKU. mostly I faced they just launch based on how they think and feel and later do readjustment. Is this the right way?

📊 Every successful go-to-market plan balances two forces: Pulling demand and Pushing supply. In marketing, success often depends on choosing the right go-to-market strategy: 🎯 Pull Strategy → Creating strong consumer demand that naturally brings your product through the channel. 📦 Push Strategy → Driving products to market by focusing on wholesalers, retailers, and distribution. Both approaches are powerful — but the real impact comes from knowing when to apply each, or how to combine them for maximum growth. What’s your perspective: do you see more value in pulling demand or pushing supply in today’s market? #MarketingStrategy #BusinessGrowth #PushAndPull #GoToMarket

What is effective category management for retailers? It’s not just about pricing. Successful managers focus on consumer behavior, product relationships and the shopping journey to boost sales and margins. In our latest blog, our experts outline how to move beyond price and build a strategy that truly drives impact. Discover now: skp.link/gz7u #RetailRevenueManagement #Profitability #PricingStrategy #ConsumerBehavior #CategoryManagement #Consumer

🚀 In 2025, the subscription & replenishment shift isn’t just an option for CPG brands — it’s becoming mandatory. Just published: The Shift to Subscription & Replenishment: What Brands Must Do in 2025 Highlights: • Why customers demand flexibility and convenience • How recurring models drive predictable revenue • What brands must do to compete successfully this year 🔗 https://lnkd.in/eKrzKgPv #CPG #SubscriptionEconomy #Replenishment #RecurringRevenue #BrandStrategy #Ecommerce

In today’s competitive marketplace, maintaining a strong relationship with retailers is crucial for product manufacturers. Retailers are the gatekeepers to consumers, offering manufacturers a platform to display and sell their products. However, this relationship is a delicate one that requires careful nurturing to avoid pitfalls that could damage it. Check out the latest blog post from Retailbound to help you understand how to cultivate and maintain healthy relationships with retailers, ensuring mutual growth and success. https://lnkd.in/gQp-JFvA #retail #retailerrelationships #retailersatisfaction

What started as a way for grocers to squeeze out incremental revenue has evolved into a full-blown strategic engine if leveraged correctly. Retailer media is helping drive merchandising, loyalty, fuel e-commerce experiences, and impact store operations. The retailers that are doing this right are: - Treating retailer media as a business accelerator, not just ad units. - Expanding their first-party data to power full-funnel marketing. - Integrating retail media into joint business plans and commercial strategy. The result: Smarter, more personalized shopper experiences that actually move the needle for CPG/supplier brands. But not all retailers and properties are created equal. So make sure you: - Prioritize your investment strategy to your growth or profit plans - Ensure you get "credit" and leverage this investment for merch - Have clear leading and lagging indicators on what success means so you know how to optimize (strategically and tactically) #RetailMedia #GroceryInnovation #RMN #CPGMarketing #RetailStrategy

The most expensive lie in CPG... "Promo lift means success." Because volume lies. And every brand celebrating “lift” is blind to the margin they just gave up. Incremental profit tells the truth. Most teams still celebrate lift and here's how it usually plays out: +120% sales High fives Repeat the promo next quarter But here’s what they miss: On paper? Sales doubled. On the P&L? “You just lit $20K on fire.” Why? Because volume doesn't mean value. Here are 6 reasons volume lies: 1️⃣ Pantry loading → Tomorrow’s sales dressed up as today’s win 2️⃣ Cannibalization → You grew A by killing B 3️⃣ Subsidy → You paid discounts on sales you'd get anyway 4️⃣ Forward buying → Retailers & distributors win, you lose visibility 5️⃣ Execution leakage → You paid for a promo that never happened 6️⃣ Post-promo dip → The hangover that wrecks next month’s margin. The metric that actually matters? Incremental profit per store-week. That’s the number that tells you what worked and what never should’ve happened. That’s why I put together a promo scorecards: → 10 weighted metrics → Flags subsidy loss, cannibalization, leakage → Tells you when to STOP before Q4 gets torched It’s time to rebuild promo calendars around incremental ROI, not volume. Volume lied. The scorecard tells the truth. Want the high res PDF? Comment “scorecard” and I’ll send it. ➕ Follow Yuval Selik for CPG truth that protects your promo plans.

Assortment isn’t just a shelf strategy - it’s a survival strategy. In today’s retail landscape, consumers are more selective, informed, and value-driven than ever. That means having the right assortment on shelf isn’t just important - it’s essential. + Too much choice? You risk overwhelming shoppers and diluting your brand. + Too little? You miss out on key demand and lose loyalty. + The sweet spot? A curated, data-driven assortment that reflects what your customers actually want - when and where they want it. Retailers who win today are those who: + Use real-time insights to adapt their assortment by region, season, and shopper behavior + Prioritize availability of high-performing SKUs + Eliminate redundancy and optimize shelf space for impact Assortment is no longer static - it’s dynamic, strategic, and deeply tied to profitability. Are you treating your assortment like a competitive advantage? #RetailStrategy #AssortmentOptimization #ConsumerInsights #ShelfSuccess #RetailInnovation #CategoryManagement

Promotions Fatigue in FMCG: Are we addicted to a strategy that’s failing everyone? The endless cycle of 30%,50% off, and deep price drops is driving a severe case of Promotions Fatigue. This isn't just about consumers tuning out—it's about a fundamental breakdown in profitability that impacts the entire value chain: • Most of Brands see diminishing ROI on massive trade spend. • Retailers, while driving foot traffic, struggle to maintain category margin when the expected price anchor is constantly shifting lower. What can be the Solution: Move from Price-Panic to Value-Precision. 1. Stop Wasting Spend: 30-40% of promotions are often "value destroyers" with negative ROI. We must leverage RGM (Revenue Growth Management) and data to drive categories value . 2. Collaborate on Value: Brand and retailer partnership needs to shift from negotiating discounts to creating Joint Value. Think exclusive shopper missions, category growth initiatives, and superior merchandising. 3. Invest in Non-Price Levers: Drive long-term growth with product innovation, superior brand storytelling, and personalized loyalty—not just deeper cuts. The conversation needs to be about shared profit pool optimization, not just volume chasing. What could be the most common reason for a promotion fail to deliver profitable, incremental volume? #FMCG #CPG #TradeMarketing #RetailStrategy #RevenueGrowthManagement

The secret to higher margins isn't just selling more—it's selling smarter. We're exploring how a targeted focus on product assortment and category management is driving profitability for forward-thinking retailers. #CategoryManagement #RetailTrends #BusinessGrowth #MarketingStategy #GoToMarket #GT #MT