AI – not always the shortcut we expect
Artificial intelligence continues to dominate business conversations, but what can it realistically deliver today? In this session, Adam Ben-Yousef offered a balanced and practical perspective on AI’s evolving impact on retail and consumer goods organizations. Separating hype from reality, he explained the strengths and limitations of large language models, emphasizing that today’s AI is best […]
Dynamic pricing in retail
Dynamic pricing has become one of retail’s most powerful commercial capabilities, but successful implementation requires far more than automation alone. In this session, Trond Samuelsen shared Elkjøp Nordic’s journey from manual pricing processes to advanced, AI-supported pricing at scale. He outlined the enablers required to support dynamic pricing, including cloud infrastructure, real-time data, electronic shelf […]
Category first – how innovation and RGM principles need to take the triple win approach
Billy Carr presented a compelling case for moving beyond traditional brand-centric Revenue Growth Management toward a category-first strategy built around a “Triple Win” philosophy. Rather than optimizing only for manufacturer objectives, the approach seeks to create value simultaneously for shoppers, retailers, and manufacturers. The session explored how pricing, pack architecture, promotional investment, and innovation can […]
Diagnostic Momentum: a term from medicine that marketers need to know
In this thought-provoking keynote, Rory Sutherland challenged conventional business thinking by highlighting the power of experimentation, unconventional ideas, and cross-disciplinary mental models. Drawing inspiration from fields as diverse as medicine, psychology, economics, engineering, and behavioral science, he explored how organizations often become trapped by established assumptions and commonly accepted metrics. Rory examined the concept of […]
From Global RGM Framework to Channel Execution: Customising Revenue Management for the Channels Reshaping Retail
As retail channels continue to evolve, a single Revenue Growth Management framework can no longer address the unique requirements of every retailer. In this session, Sandeep Mathew challenged traditional one-size-fits-all RGM approaches and presented a channel-first perspective. Using examples from value retail, health and beauty, quick commerce, and omnichannel environments, he demonstrated how shopper behavior, […]
Pack Price Architecture (PPA): The Data Behind Better Decisions!
How can brands design pack-price architectures that genuinely drive category growth rather than simply shifting volume within an existing portfolio? In this session, Cantekin Ünlü explored a shopper-led framework for making better pack, price, and portfolio decisions. Drawing on extensive Revenue Growth Management experience, he outlined how organizations can combine shopper research, household segmentation, mission-based […]
Shrinking for Growth: A Necessary Evil, Not a Rerun
In a challenging FMCG landscape, where volume growth is slowing, margins are under pressure, and portfolios have expanded through years of acquisitions, companies need to rethink what growth really means. In his presentation, Filiberto Amati explores Shrinking for Growth—the deliberate reallocation of resources away from businesses that no longer align with a company’s core or […]
Private Label – Pricing when you are a follower
In this insightful session, Malachy O’Connor—Food Industry Consultant, IPLC Partner, and former Buying Director at Aldi and Tesco—explored the complex dynamics of private label pricing when operating as a follower in the market. Drawing from his extensive experience, Malachy walked through the unique challenges faced by private-label-only brands and dual Brand/PL businesses as they collaborated […]
Transforming retailer’s thinking
Heather Jackson, the visionary founder of GenM and the MTick logo, launched her groundbreaking initiative in 2021 with a mission to transform the retail landscape. In just a few years, some of the UK’s largest and most influential retailers—Tesco, Boots, Morrisons, and Sainsbury’s—have recognized the vast potential behind this movement. They are now actively reshaping […]
How to grow profitably in a VUCA world
Driving sustainable business success requires a shift in perspective. Alex S. challenges traditional growth strategies, emphasizing the importance of moving markets rather than simply optimizing them. In today’s volatile business landscape, profitability is no longer a given—strategic choices are essential. Through years of experience leading companies and shaping high-performing teams, Alex developed an approach that […]