Daisy Gray

📈How can you be Meaningfully Different to More People? Hear from Heineken's Global CMI Director, Tony Costella, and Kantar’s Jane Ostler, as they discuss in 8 minutes how #Heineken maintains differentiation in mature and new markets and continues to thrive as a leading alcohol brand, and bring premiumisationto the category. Discover the routes they’ve explored and how they operationalise Be Meaningfully Different to More People through #innovation, #distribution and #customerexperience Kantar’s data shows that being Meaningfully Different to More People commands 5x penetration today and brings real advantage in penetration growth over the next two years. To find out more about the Blueprint for Brand Growth: https://lnkd.in/ezzmsY3e #BeMeaningfullyDifferenttoMorePeople #BlueprintforBrandGrowth

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How many K-brands are focusing on Gen Z compared to Gen X? It turns out, we see many in Gen X are eager to try K-beauty products but find limited options available in the market. Find out more in the K-Beauty Trend Summit. Message me to get the full access 🙌

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British grocery price #inflation has also fallen for the fifteenth month in a row to 2.4%, the lowest level since October 2021 and 15% points lower than this time last year, whilst sales rose by 2.9% over the four weeks to 12 May. Grocery price inflation is gradually returning to what we would consider more normal levels. It’s now sitting only 0.8 percentage points higher than the 10-year average of 1.6% between 2012 and 2021, which is just before prices began to climb. Typically, an inflation rate of around 3% is when we start to see marked changes in consumers’ behaviour, with shoppers trading down to cheaper items when the rate goes above this line and vice versa when the rate drops. However, after nearly two and a half years of rapidly rising prices, it could take a bit longer for shoppers to unwind the habits they have learnt to help them manage the cost of living crisis. For the full article and the latest #GroceryMarketShare 👉 https://lnkd.in/eDTdVxz3 Worldpanel by Kantar #consumerbehavior

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What are the potential implications for Retail Execution / Field sales forces on Unilever European job cuts? Anyone who has followed the financial results, especially volume performance for the past few years will know that the European region has performed poorly, so this is no real surprise. Maybe the approach taken by Unilever Spain after the global financial crisis of 2008-2009 could be the REX model for Europe in 2025? Under the leadership of Frank Pérez Díez at the time, Unilever Spain transformed the field sales operation as one of several gaming changing initiatives. Spain also moved offices from the center of Barcelona to the suburbs in Viladecans. - Internal field force were all made redundant. - New operation completely outsourced to Externalia Outsourcing Comercial led by Javier Vila Castellon. - Some of the existing field force were re-hired on new contracts. - New field management structure. - Spain became the pioneer for several new initiatives including Image Recognition for Europe. This isn`t about cut and paste from 10+ years ago, this is about now taking a game changing decision and completely outsourcing all European field sales operations in 2025 to one partnership group.. One SFA tool for every market, using AI to develop store specific service models led from a European control tower. Integrating crowd sourcing to complete audits and or merchandising tasks with fewer better trained area business managers. Fewer, more agile, better trained resources with a reduced operating budget. Will the world end with this strategy - No, and it may just deliver the changes needed to deliver competitive winning execution. SSI Network Advantage Smollan EFMP - European Field Marketing Partners Roamler SmartSpotter #retailexecution #fieldmarketing David Smollan Mike Hughes

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𝗧𝗵𝗶𝘀 𝘀𝗶𝗻𝗴𝗹𝗲 𝗰𝗵𝗮𝗿𝘁 𝗲𝘅𝗽𝗹𝗮𝗶𝗻𝘀 (𝗺𝗼𝘀𝘁 𝗼𝗳) 𝘁𝗵𝗲 𝗿𝗲𝗮𝘀𝗼𝗻𝘀 𝗯𝗲𝗵𝗶𝗻𝗱 𝘁𝗵𝗲 𝗠𝗮𝗿𝘀-𝗞𝗲𝗹𝗹𝗮𝗻𝗼𝘃𝗮 𝗱𝗲𝗮𝗹 ⚫ Mars 𝗶𝘀 𝗮 𝗴𝗹𝗼𝗯𝗮𝗹 𝘁𝗼𝗽 𝟯 𝗽𝗹𝗮𝘆𝗲𝗿 𝗶𝗻 𝗦𝗻𝗮𝗰𝗸𝘀 𝘄𝗶𝘁𝗵 𝟱% 𝗠𝗦 𝗯𝗲𝗵𝗶𝗻𝗱 PepsiCo ($230bn EV) & Mondelēz International (~$100bn EV). None of them can be a reasonable acquisition target (EV but also anti-trust on confectionary/ chocolate) ⚫ Mars 𝗹𝗮𝗿𝗴𝗲𝘀𝘁 𝘄𝗵𝗶𝘁𝗲 𝘀𝗽𝗮𝗰𝗲 𝗼𝗻 𝗦𝗻𝗮𝗰𝗸𝘀 𝗶𝘀 𝗦𝗮𝘃𝗼𝗿𝘆 (a $225bn category, the largest category within Snacks accounting for >1/3 of total Snacks, where US alone accounts for 32% of the global RSV) ⚫ 𝗨𝗦 𝗺𝗮𝗿𝗸𝗲𝘁 𝗵𝗮𝗽𝗽𝗲𝗻𝘀 𝗮𝗹𝘀𝗼 𝘁𝗼 𝗯𝗲 𝗠𝗮𝗿𝘀 𝘀𝘁𝗿𝗼𝗻𝗴𝗵𝗼𝗹𝗱 (>40% of its RSV) ⚫ Kellanova 𝗶𝘀 𝘁𝗵𝗲 𝗴𝗹𝗼𝗯𝗮𝗹 𝗱𝗶𝘀𝘁𝗮𝗻𝘁 𝗻𝘂𝗺𝗯𝗲𝗿 𝟮 𝗼𝗻 𝗦𝗮𝘃𝗼𝗿𝘆 𝗯𝘂𝘁 𝗵𝗮𝘀 ~𝟭/𝟮 𝗼𝗳 𝗶𝘁𝘀 𝗥𝗦𝗩 𝗶𝗻 𝗡𝗔 ⚫ 𝗜𝗻 𝗤𝟰 𝟮𝟬𝟮𝟯, 𝗶𝘁 𝗲𝗻𝗱𝘀 𝘂𝗽 𝗯𝗲𝗶𝗻𝗴 '𝘂𝗽 𝗳𝗼𝗿 𝗴𝗿𝗮𝗯' 𝗽𝗼𝘀𝘁 𝗮 '𝗿𝗶𝗴𝗵𝘁-𝘀𝗶𝘇𝗲𝗱' 𝗜𝗣𝗢𝗲𝗱 𝗰𝗮𝗿𝘃𝗲-𝗼𝘂𝘁 (Kellogg Company broken down into two companies: WK Kellogg Co & Kellanova) ⚫ 𝗧𝗵𝗲 𝗼𝘃𝗲𝗿𝗮𝗹𝗹 𝗳𝗼𝗿 𝗮 𝗺𝗮𝗻𝗮𝗴𝗲𝗮𝗯𝗹𝗲 '𝗯𝗶𝘁𝗲-𝘀𝗶𝘇𝗲' ($36bn) for Mars B/S (& ownership structure) That is what we call a historic opportunity (that was most likely very long in the making) and Mars seized it Decisive To discover our perspective on: - Why is Mars acquiring Kellanova? - What are the likely consequences on the Food vertical & beyond? - How will the FMCG M&A market likely evolve in the next quarters? Read our last publication: 𝟭𝟬 𝗕𝗿𝗶𝗲𝗳 𝗧𝗵𝗼𝘂𝗴𝗵𝘁𝘀 𝗔𝗯𝗼𝘂𝘁 𝘁𝗵𝗲 Mars-Kellanova 𝗗𝗲𝗮𝗹 & 𝗢𝗻 𝗪𝗵𝗮𝘁'𝘀 𝗡𝗲𝘅𝘁 𝗙𝗼𝗿 𝗠&𝗔 𝗜𝗻 𝗧𝗵𝗲 𝗙𝗠𝗖𝗚 𝗜𝗻𝗱𝘂𝘀𝘁𝗿𝘆 https://lnkd.in/eKcD6VRa Exciting times for M&A in the FMCG industry 𝗔𝗯𝗼𝘂𝘁 𝘂𝘀: FF&A solves the most complex strategic problems of the world's largest FMCG companies across Corporate Strategy, Organic Growth, Digital RTM (eCommerce, DTC & eB2B) and M&A. 14 out of the world's 20 largest FMCG companies are repeat Clients 𝗧𝗼 𝗴𝗲𝘁 𝗮𝗹𝗹 𝗼𝘂𝗿 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀, 𝗳𝗼𝗹𝗹𝗼𝘄 𝘂𝘀 & 𝘀𝘂𝗯𝘀𝗰𝗿𝗶𝗯𝗲 𝘁𝗼 𝗼𝘂𝗿 𝗙𝗠𝗖𝗚 𝗖𝗘𝗢 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗻𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿: https://lnkd.in/ea4gy65y #fmcg #cpg Frederic Fernandez & Associates

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Are you seeking to understand the latest and most cutting-edge CPG technology that could help you and your company perform, execute, and excel in RGM, Trade Promotion Planning and Optimization, Omnichannel, AI, eCommerce, Data and Analytics, Retail Execution, and Customer Experience? Join us at the POI 2024 Fall Hybrid Summit in Dallas, Texas, November 13-15 to meet with the top solution providers in the CPG industry. At the POI 2024 Fall Hybrid Summit, you can achieve the following: 🌟 Gain an understanding of what’s possible in the industry today through presentations, workshops, and peer & vendor networking. 🌟 NEW for Dallas, POI’s “Tech Talks” and “Best Practice Sharing Round Tables” take place on Wednesday, November 13th! Connect with your peers and solution providers for an hour of engaging thought leadership and best practice sharing. Imagine Tech Talks as group speed dating, where you swiftly dive into what’s possible, and Best Practice Round Tables as the perfect space to brainstorm and tackle your toughest challenges. Bring your toughest questions and leave with innovative ideas and powerful solutions for your business! After this amazing networking, join us for some food, drinks, and something special… 😉 🌟 Watch the Lightning Talk Presentations: Experience a series of 15 concise lightning talks, each lasting five minutes, delivered sequentially without interruption by solution providers. These talks showcase the latest and most captivating technological advancements across various domains, including TPx, RGM, Pricing Analytics, Retail Execution, GenAI, and Omnichannel Transformation. Each lightning talk aims to provide a brief overview of the vendor's capabilities, starting with innovative solutions and concluding with a discussion on Return on Investment (ROI). 🌟 Have dinner with a solution provider team: After the reception on Thursday, November 14th, attendees can go out on the town and network in groups with a solution provider host. If you would like assistance finding a dinner date, please fill out this quick form, and the POI team will gladly help you find a match: https://lnkd.in/gi3x6wvE ➡️ Register today and experience the latest advancements for yourself: https://lnkd.in/gMR54kNi

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Most brands are missing the real opportunities to sell more in symbol and independent convenience, because the data they use is only telling them part of the story. First things first, symbol and independent convenience is a complex sector. There's over 40,000 stores, lots of fascia groups and a plethora of independent retailers. With all that complexity, most brands still make the biggest strategic decisions on the basis of aggregated market data, built from a relatively small number of stores. In our experience, aggregate market data will tell you distribution and rate of sale is higher than it actually is, in addition to not picking up the reality of the number of SKUs selling across the category. This means brands make decisions based on a view of their own performance and competitor performance that doesn't match reality. I'll use an example to bring that to life using Cadbury Mini Rolls 5pk. Some key facts from real EPOS taken from over 15,000 stores. - 30.82% of stores sold the product at some point in the last year - The product never gets beyond 24% distribution in any single month, and it falls to as low as 9% in some months. - There's an over 50% difference in monthly units sold per stockist in the highest selling month Vs the lowest selling month. That's just a high level summary of the reality, granular EPOS can help target distribution, pricing, geographical, and store tactics that'll actually make a difference to real sales. Our work at Thumbprint in partnership with Gerry Hooper and Peter Marriott at I-TG and Retail Spotlight helps brands see what's really happening, act on it, and win in the channel. If you want to see the real picture of symbol and independent convenience get in touch with me for a chat. I guarantee we'll open your eyes to a new world of winning in convenience. #convenience #epos #retail #fmcg

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Is the power balance in Retail Execution moving away from global and back to regions and local markets? As many CPGs find themselves with lower volumes and reduced margins following a high inflationary period there has recently been a renewed focus for sales growth / efficiency savings from investment in Retail Execution operations. Global programmes can deliver synergies associated with design once and scale, however, the reality based on ancedotal evidence indicates this strategy is facing headwinds and the power balance may actually moving back to local markets and or regional decision makers. So why may global REX leaders be losing grip? 1.) During covid-19 a number CPGS disbanded or reduced global teams as part of cost reduction exercises. 2.) Replacements or new shared roles who have assumed global rex responsibility do not have the front line operational experience to translate into regional / market discussions. 3.) Physical REX happens in-stores across a 24/7 window. Whilst an obvious statement, in part to previous cost saving programmes REX leaders have not travelled to markets and worked with front line roles. 4.) Global roles require expertise in both stakeholder and change management. If global leaders cannot demonstrate these capabilities and translate into actions then local markets will not engage and go solo. 5.) Focus on singular capabilities is a misstep and REX is a journey that should be guided a framework covering end to end execution. The evolution to local may not be the way to increase sales / deliver efficiency savings with subsequent duplication of time and often similar capabilities. #retailexecution #fieldmarketing

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For the top branded manufacturers, over 11% of sales in 2023 came from #innovation. But if you look at it in terms of year-on-year growth, innovation accounted for 44%. Innovation continues to be a key growth driver in #fmcg and below are the Top 10 launches in GB from 2023. For more great facts and insights on innovation watch this webinar (link below) from my brilliant colleagues Sam Hart and Jackson Woods, part of the 'Recalibrate, Reconnect, Reimaging – Decoding Consumer Spending' series from Worldpanel by Kantar. 👉https://lnkd.in/eHi552Vr Boots UK Mars Petcare PerfectTed L'Oréal L'Oréal Mondelēz International Warburtons Ferrero The HEINEKEN Company Unilever Dove Men+Care

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#SMEs, assemble! 👩‍💻 Would you see value in insights into UK SME performance and discovering how SME manufacturers can thrive in the fast paced, evolving UK FMCG market? We got you 👊 Find out how we can help at our free webinar on the 25th July in the link below! 🔗

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So after hinting a couple of months ago that confidence was fragile because positive momentum was so tentative (and there remained real day to day challenges even with inflation decelerating), September brought a significant -7 drop. Are we talking ourselves into recession just as we come into retails "Golden Quarter"? Is the negative narrative from Labour to blame for these drops in consumer perception? Is September's result simply a reflection of a growing awareness that the budget may try to squeeze more tax out to rebalance public finances? Or are the there other factors at play as well? Neil Bellamy in our consumer confidence podcast unpacks last months result, mixing in some key insights from GfK and NIQ's panel data to show who is feeling the squeeze, and what it might mean for retailers and the economy as a whole. #CcbUK #Ccbpodcast #ConsumerConfidence

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The beat goes on for Danone that has now beat analysts' top-line consensus two quarters in a row As shared last quarter, Danone turnaround is now progressively materializing in an overall industry-wide context that remains challenging What we especially take away are: - The positive volume growth considering their challenging categories footprint dominated by EDP (one of the most price elastic FMCG category) - The broad-based momentum across Europe/ USA/ Emerging Markets - The strong progress in portfolio optimization (divesture/ discountinuation) All positive signals although challenges remain (e.g. development of the infant milk category in China to name one) Full results details in the article below Exciting times for Danone To get all our insights, follow us/ subscribe to our CEOs newsletter: https://lnkd.in/eR8vDpvE #cpg #fmcg Danone Bel Reckitt Abbott Lactalis Group Unilever Mars The Coca-Cola Company PepsiCo Mondelēz International Nestlé Arla Foods FrieslandCampina https://lnkd.in/eEsyQ7U9.

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The future of shopper marketing isn't about a linear funnel with sequential touchpoints - it's about creating connected, yet distinctive brand experiences that resonate across the entire consumer journey. At the inaugural UK Shopper Marketing Summit a few weeks ago, I shared how Diageo is transforming our world-class brand-building model to reflect this omnichannel, connected activation approach, breaking through ATL and BTL siloes to align media and commercial plans in driving both purchase conversion and brand salience at the moment of choice. Thanks to Sarah Kingham and My Digital Shelf for having me participate in this valuable retail and FMCG exchange, as the 'shopper marketing' function continues to evolve. #ForgetTheFunnel #ContextMatters #MomentOfChoice #ShopperMarketing #RetailMedia #ConsumerInsights

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A superb week at the 71st Cannes Lions International Festival of Creativity, where I had the pleasure of sharing some ground-breaking results from #Reckitt’s #GenAI pilots, demonstrating its immense potential to transform our marketing and operations.   Key takeaways from these pilots:   -GenAI is a game-changer for new product development, with its ability to transform unstructured data into insightful new ideas and marketable concepts. Early findings showed that by using GenAI, teams can reduce concept development time by up to 60%, whilst significantly improving quality.   -GenAI can stimulate creativity and produce advertising content more efficiently. By using GenAI to adapt assets for full funnel use and localise them between countries, we found an approximate 30% reduction in the time needed to adapt and localise ads, with increased consistency in asset quality.   -GenAI takes the drudgery out of repetitive tasks. Findings showed that time spent on everyday tasks such as a post-campaign media analysis, could be reduced by up to 90%, with the quality improving two-fold.   GenAI will transform our operations in a variety of ways, but ultimately the end goal is to help us deliver long-term value for the business and our stakeholders. Thank you to our outstanding Reckitt teams and partners for driving these innovations and creating long-term value for our business.    Filippo CatalanoBastien ParizotElaine RodrigoBecky VeranoSameerNicolas de Bellefonds Yotam Ariav   #CannesLions2024 #Innovation #GenAI #Marketing #Leadership #FutureofWork #Reckitt https://lnkd.in/dEW7YCne

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Knowing what's happening in your category is more important than ever in convenience. With Pinpoint, our Thumbprint agency can tell you that for your brands and every brand in the category, all the way down to SKU level. Across 12,000 symbol and independent stores. Let's use the Fruit Carbonates category as an example. Tango is absolutely smashing it at the moment, growing faster than any other brand in the category in the last quarter. Berry and Cherry Blast are the star performers, taking the brand to new heights, growing in almost every single geography. Want to know more about how we can help you? Drop me a message for a chat. #epos #insight #convenience

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As we reach the six-year mark since launching Viande Dry, I want to share some key insights. In these years, we’ve listened to consumer feedback, adapting our products to better meet their needs. It’s been a process of trial and error, one that has deepened our understanding of how our customers engage with what we offer. Despite our progress, there's still a long way to go. This experience has taught me that growth requires a genuine connection with our consumers. It's about more than just delivering a product; it’s about being in tune with their preferences and being willing to pivot when necessary. In a world that’s always changing, our ability to listen and adapt is key to staying relevant and building lasting relationships.

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Euromonitor International have identified ‘Delightful Distractions’ as one of the top global consumer trends for 2024. What have you seen in the retail environment which shouts out to you as a ‘delightful distraction’? Please share pics and locations in comments! #globaltrends #delightfuldistraction #euromonitor #trendsfor2024 #activation #stores

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Nestlé missing top-line consensus, while keeping 2024 guidance unchanged Sequential improvements expected on the back of a lot of one-offs (frozen, NHS...) & innovations/ marketing spend acceleration on billionaire brands in the back of the year Historic growth drivers have now significantly decelerated (mostly US, Pet, Coffee) while challenges have remained (NHS, Food) Will the innovations/ marketing spend acceleration on billionaire brands coupled with better execution be enough to fully put Nestle on the mid-single digit growth path? Answers in the next quarters Full details below: Nestle Q1 FY24 results summary • NR: CHF 22.1bn • OSG (organic sales growth): 1.4%; Volume: -2%; Price/ mix: 3.4% • Volume impacted by soft consumer demand, particularly in North America, and the temporary supply constraints for vitamins, minerals and supplements • By product category: Purina PetCare was the largest contributor to OSG, fueled by continued momentum for science-based premium brands, Purina ONE, Fancy Feast and Friskies Result by zones: • North America: CHF 5.8bn net sales; OSG -2.5% (Volume: -5.8%, Price mix: 3.3%) • Europe: CHF 4.6bn net sales; OSG: 4.4% (Volume: -0.2%, Price mix: 4.6%) • Asia, Oceania and Africa: CHF 4.2bn net sales; OSG: 3.6% (Volume: -0.4%, Price mix: 4.1%) • LATAM: CHF 3.1bn net sales; OSG: 3.1% (Volume: -0.8%, Price mix: 3.9%) • Greater China: CHF 1.2bn net sales; OSG: 3.7% (Volume: 2.1%, Price mix: 1.5%) • Nestle Health Science: CHF 1.5bn net sales; OSG: -1.8% (Volume: -3.6%, Price mix: 1.9%) • Nespresso: CHF 1.5bn net sales; OSG: -1.8% (Volume: -3.6%, Price mix: 1.9%) Results by division: • Powdered and Liquid Beverage: CHF 5.8bn net sales; OSG 1.6% (Volume: -1.4%, Price mix: 3.0%) • Water: CHF 0.7bn net sales; OSG 4.3% (Volume: -1.6%, Price mix: 5.9%) • Milk Products & Ice-Cream: CHF 2.6bn net sales; OSG -0.6% (Volume: -2.3%, Price mix: 1.7%) • Nutrition & Health Science: CHF 3.7bn net sales; OSG 0.7% (Volume: -2.5%, Price mix: 3.2%) • Prepared dishes & cooking aids: CHF 2.6bn net sales; OSG -4.2% (Volume: -6.5%, Price mix: 2.3%) • Confectionary: CHF 2.0bn net sales; OSG 6.3% (Volume: 0.4%, Price mix: 5.9%) • PetCare: CHF 4.6bn net sales; OSG 4.3% (Volume: -0.4%, Price mix: 4.7%) Analyst Consensus: Missed analysts’ consensus for OSG FY24 guidance: Confirmed • OSG: ~4% • Underlying operating profit: Moderate increase • Underlying EPS: Increase between 6-10% Interesting quarters ahead for Nestlé 𝗧𝗼 𝗴𝗲𝘁 𝗮𝗹𝗹 𝗼𝘂𝗿 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀, 𝗳𝗼𝗹𝗹𝗼𝘄 𝘂𝘀/ 𝘀𝘂𝗯𝘀𝗰𝗿𝗶𝗯𝗲 𝘁𝗼 𝗼𝘂𝗿 𝗙𝗠𝗖𝗚 𝗖𝗘𝗢𝘀 𝗜𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗻𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿: https://lnkd.in/ea4gy65y #cpg #fmcg #strategy Frederic Fernandez & Associates

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Recommend following this one as an example of a brand designed for what’s next. 75% of calories are from protein. Half the weight of the bar is protein. In a share driven, economically challenged environment this level of efficiency will win. The density gives shoppers and retailers what they want with less diesel, packaging, water, shelf space and commodity use. Built for speed. Unsurprising coming from Peter Rahal of Rx, the name is great and the design is modern. Of course it needs to taste good, but RXBAR proved that you just have to taste good enough. One to watch!

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