TMC Category Growth Drivers
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Driving Category Growth through fact based Shopper Understanding.
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TMC Category Growth Drivers
- 1. Driving Category Growth through fact based Shopper Understanding
- 2. TMC has more than 18 years of experience in the design and implementation of solutions for Consumer Goods and Retail Industries in the areas of sales, distribution, trade and shopper marketing. We are an international network of recognized senior professionals and academic teachers. Our teams counts with extensive experience and knowledge in Latin America We offer integrated solutions from diagnosis up to execution An International Network of Go to Market & Trade Marketing Experts Who are we?
- 3. Where are we? LONDON VALENCIA RIO DE JANEIRO BUENOS AIRES CARACAS MIAMI MONTERREY
- 5. TMC SEVEN FUNDAMENTALS for Growth Consumer Understanding Shopper Understanding Basket Analysis In-Store Traffic In-Store Promotions In-Store Logistics Planogram 1 2 3 4 6 5 7
- 6. TMC SEVEN FUNDAMENTALS for Growth Consumer Understanding 1 PROFILE OCASSIONS DRIVERS ALTERNATIVES + TRENDS Answer key questions about the category, profile of consumers and occasions to discover opportunities and business risks. Rather than focus ONLY on today´s consumption habits, our methodology help to project major changes in mid term future
- 7. TMC SEVEN FUNDAMENTALS for Growth Shopper Understanding 2 PROFILE BEHAVIOR DECISION TREE BARRIERS How people buy the category, what are the key attributes taken into consideration and what are the key barriers or difficulties for them to buy? We combine traditional Quali-Quanty approach with latest technology available for observation at stores
- 8. Basket Analysis 3 % of Products sold together with Category and your product Avg Ticket Value Volume and Value Share Date and Time How relevant is the category in the channel and how it is related to other categories available at the same stores? Do shoppers buy based on Occasions or Simple Reposition of home stock? Why some people buy related categories but don’t buy yours? Are there opportunities to expose your products in further areas of the store? TMC SEVEN FUNDAMENTALS for Growth
- 9. TMC SEVEN FUNDAMENTALS for Growth In-store Traffic 4 Identify areas which concentrates most of shopper traffic and compare this information with most relevant sales and profitable categories, with shopper behavior sequence and barriers. Simulate potential benefits with changes in store layout and category location.
- 10. TMC SEVEN FUNDAMENTALS for Growth In-store Promotions 5 Identify potential incentives and promotional mechanics to attract new category buyers and to buy more. What is the perfect combination of incentives and mechanics relevant to shoppers and to your Brands? Optimal dates, length, frequency and in- store location of promotional activities?
- 11. TMC SEVEN FUNDAMENTALS for Growth In-store Logistics 6 What is the Average business value of Out of Stocks in the category per channel?. Potential corrective actions to minimize Out of Stocks based on best practices from other industries, markets and retailers. Retail vs Industry responsibilities.
- 12. TMC SEVEN FUNDAMENTALS for Growth Planogram 7 Identify through fact based observation 24x365 without human intervention at store hot areas of planogram where most popular products are located, number of returns, duration of interaction, decision tree and business potential of optimal planograming
- 13. TMC SEVEN FUNDAMENTALS for Growth Modular Approach Customers can choose most relevant fundamentals. We also leverage on existing information to accelerate process and reduce project costs.
- 14. Why TMC? • More than 18 years of international experience in Trade & Shopper Marketing, Sales & Distribution • Deep understanding of Latin American Markets • Top Notch Technology, Resources and Methodologies • Proven excellence record Since 1996 TMC has collated knowledge and experience working with most of major fast moving consumer goods companies in almost all markets in Latin America. We go beyond theoretical models to focus on what really matters: RESULTS!
- 15. We turn your challenges into solutions We want to hear about your Biggest Commercial concerns and challenges so we can prepare a business proposal to quickly revert the situation and accelerate growth!