The FMCG Guys

The proliferation of data in the last years has created a sense of need of its usage in the FMCG Retail World and, at the same time, a big challenge. But, which data actually matters? Is too much data too much? How can we choose the data that will actually be useful to commercial organizations?

To better understand how FMCG and Retail executives can maximize the potential of data, we've invited Jo Campbell from e.fundamentals, a leading Digital Shelf Analytics Agency.

In this conversation you'll learn about:

- Driving greater data fluency in organizations

- Jo's career path

- Making data relevant

- Empowering Sales / Key Accounts teams through data

-  Increasing Trade Promotion ROI

- Jo's approach on leadership: being loyal to one's self

- The future of data in FMCG

The digital revolution, continued growth of eCommerce, proliferation of data is having a deep impact on how FMCG leaders approach sales strategy. To better understand how one of the leaders in our industry, Mondelez, is approaching this from a Category Management point of view, we invited their Global Head of Shopper – Insights and Analytics to understand what good looks like in this omnichannel grocery battle.

Topics covered:

• The evolution of shopper marketing category/management in the last years
• Adapting Category Management into eCommerce
• The advantage of digital native brands vs traditional FMCGs
• Working with and influencing retail buyers
• Driving a Global Center of Excellence

Managing a transition from being an individual contributor to a people Leader is one of the key turning points of in a career. The step into becoming a role-model to many, thus starting to also mentor rather than manage is an integral part to building C-level material talent. To better understand the keys to growing into a Leader and Mentor we invited Francesco Pastore, currently Chief Marketing and Sales Officer at Paper Leader Sofidel and with a track record of success at companies like Coca-Cola, Coty, Bain and Procter & Gamble.

In this conversation, we cover:

• Francesco’s first leadership experience
• Promoting talent
• Balancing high performers and high potentials
• Engaging Teams in a VUCA world
• Managing executives from different backgrounds
• Francesco’s Leadership philosophy

Linkedin Live session with eCommerce expert Stefan Wenzel.

Part 1: current Shifts in Omni-channel retail:

- Away from brick & mortar and the decline of wholesale

- How online players are pushing their marketplaces rather than their wholesale business

- The (forced) evolution of into Direct to Consumer.

Part 2: impact of these changes on companies and what type of talent you need for each of the mentioned channels:

- Wholesale Sales

- Direct to Consumer Management

- Merchant

Watch live replay here.

Direct to Consumer is one of the fastest growing Retail channels. Finding the secret sauce to make it work, though, is not necessarily straightforward. We invited Kay Oswald, President International at SmileDirectClub, a DTC based company that’s disrupting Oral Care and Orthodontics globally, to understand his impressive global background and how he’s made the SDC model work in Europe, Asia and beyond based on a vertical model, growing the division from 0 to 400 headcounts in the process.

This is conversation where you will learn Kay Oswald’s playbook of scaling a Global Direct to Consumer Business through:

• Kay’s career story
• Leading an international business from the US
• Managing stakeholders to get resources
• Understanding and connecting with consumers in a market
• Local market factors like manufacturing and legislation
• Bridging cultural gaps
• Hiring strategy when expanding into new markets
• Why invest into an International division

While consumer data, Shopper Marketing and insights are big in Consumer Goods Companies, this data can remain away from the sales teams and it is based uniquely on previous years’ results. Veena Giridhar-Gopal is the CEO of salesBeat, a company that helps plan demand so you never run out of stock, based on socio-environmental factors. With a background in Consumer Goods, we invited her on the Podcast to better understand how salesBeat helps companies sell more and better through the thorough analysis of the different variables.

On this episode we cover:

• Why products run out of stock
• How Consumer Goods companies have historically reacted
• Sociological factors that affect consumer demand
• Predictive analytics as a solution to out of stocks
• How salesBeat partners with companies in Consumer Goods to avoid out of stocks
• The impact of Predictive Analytics on company structures

Links:

[email protected]

salesBeat Website

Out of Stock Now Twitter

The FMCG Guys, Daniel and Efrain, are joined in this episode by Vijay Talwar, a proven business leader at Foot Locker, Nike, and Blue Nile, who was named the CEO of eCommerce player Wish shortly after recording this episode.

Vijay shared several learnings from his prestigious career, reflecting on how his personality has impacted his leadership style, what he learned in his years leading a non-profit foundation in India, and how finding your purpose can serve as a great catalyst to driving organizational and individual transformation.

• Sources of inspiration and motivation
• Being an extrovert in the corporate world
• Leaders that have inspired Vijay in his career
• Stepping out of corporate to work for a non-profit, and back into corporate
• Impact of COVID in leadership
• How engaging executive peers has changed in time
• Setting a vision and managing large teams through purpose

The FMCG Guys are joined by Henkel's SVP Beauty EMEA Antoine Collette on this episode.

In this conversation, you'll learn about Antoine's leadership journey across different countries and companies, from his first leadership experience through his current role heading up a multi-country region, and all the learnings in between, such as:

• Leading a team for the first time
• Balancing hands-on execution and strategy
• Managing up and down in an organization
• Giving your team opportunities to shine
• Setting a vision with purpose and clear action
• Managing different cultures when going abroad
• Leaning into curiosity doing COVID