Tim Byrd

Creating an accountable sales culture is like crafting a championship team: talent, strategy, and execution are key. Dive into my latest article to discover the 3 essentials for success. #Sales #Culture #SalesConsulting #Strategy https://ow.ly/mmA950RCNQh

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#SalesAndDistribution I wish somebody tells toxic leaders, "Honey, it is the Sales team, not the Slaves team!" These days I see the following practices (or expectations) widely prevalent in many CPG companies amongst Sales Teams. (a) SFA (sales force automation) (b) DMS (distributor management system) (c) GTA (geo-tagged attendance) (d) Gate Meetings (e) Holiday Working (f) 8am to 8pm Market Presence (g) Stock Dispatch Tracking (from CFA or Factory) (h) Distributor Unloading Management (i) Distributors' Bill Collections (you sold the stocks, you get the money) (j) Distributors' Physical Stock Audit (k) Distributors' Claim Management (l) Distributor Balance Confirmation The goodness of some of these measures are never in doubt, like secondary sales tracking, integrated scheme management from manufacturer to retailer, distributor inventory management, distributor integrity certificate, attendance management, travel route optimization, etc. (in the case of & using Sales Force Automation tools). However, like the garland in the hands of the proverbial simian, some leaders choosing to put the Sales team through all these efforts, expecting them to do things manually, or IOW, torturously, leaves the doors open for extremely high attrition levels. The Sales Team quickly burns out and loses focus from the bigger goal of "delivering the brand promise by fulfilment of consumer needs at the FMOT (first moment of truth) of the Retail Shelf". The extreme levels of attrition, then, become a reason for continuance of more such measures upon the newcomer, who quickly sees the screensaver effect of the brand fade away faster than you can say "jiffy". Why not set expectations based on the brand's own prioritized & immediate needs, instead of painting stripes to become a tiger that you aren't? BTW, how many of us know that adrenaline is a bad / undesirable hormone? I didn't, till my mentor taught me the same as recently as 4 years back. It, said in the language of the tri-guna, is at the root of Rajo-Guna (rajasic mind). Please let me know your thoughts! #1MinuteRead

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Building an accountable sales team goes beyond tracking calls and meetings. You must find winning strategies to empower your players. Check out my latest article for tips on fostering a sales culture that maximizes talent! #Sales #Culture #SalesConsulting #Strategy https://ow.ly/Kc1Q50RCNQu

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Thanks to ADLIB Recruitment | B Corp™ for the opportunity to talk about the ups and downs of the Fractional CMO job. Read the resulting article here…

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Unlock hidden business value! 🌟 Intangible assets like brand reputation and customer relationships can account for up to 80% of your business’s worth. Elevate your enterprise value with our custom Sales Capital Scoring Tool. #BusinessValuation #ExitPlanning https://ow.ly/HsME50RZnBl

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Target driving sales with new private-label beverage brands -  Target's food strategy? To celebrate it, not just sell it - Target generates 23% of its total sales from food and beverage and is leaning into the segment with its new value-focused dealworthy store brand while planning to introduce 2,000 new food and beverage items this year. The moves are leading a company shift "from not just selling food to actually celebrating food," said Rick Gomez, chief food, essentials and beauty officer, said of the retailer's grocery strategy. Full Story: The Associated Press (5/28) - https://lnkd.in/eQZ9u-jG #target #privatelabel #beverages

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One of the most rewarding aspects of my role is the freedom to build a team that approaches retail media from the brand's perspective. Too often, agency partners become overly focused on advertising and overlook the complete solution. I encourage everyone to tune into this session where John will share our commitment to achieving better outcomes at the point of sale. What do you look for in a end-to-end retail media solution?

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Hy-Vee has had its own ups and downs with its alternative stores. Its Fast & Fresh format has exploded, with its store count growing roughly 135% in less than three years. Its HealthMarket concept, however, didn’t take off after an initial trial. Hy-Vee has also made a recent digital push into new formats, including a pet products site and a telehealth and prescription delivery service. At the start of 2022, the grocer announced the launch of WholeLotta Good, a ship-to-home site selling items like vitamins, health food and beauty products to the contiguous 48 states. Hy-Vee’s Fast & Fresh is a convenience store chain focused on fresh foods and ready-to-eat meals. The grocer launched standalone Fast & Fresh stores in 2018 and then worked to switch its convenience stores to the modernized format. Fast & Fresh’s store count totals 190, with 21 standalone locations and 169 adjacent to a Hy-Vee food store, Buzynski said. Dollar Fresh Market, 25 locations Hy-Vee is taking on dollar stores with its Dollar Fresh Market in rural markets. “We chose the name Dollar Fresh, and we wanted to focus more on fresh because we think that’s where [discounters] are weakest,

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Circana’s Mid-Year 2024 Food & Beverage Market Outlook is here, and it confirms our earlier predictions—2024 is seeing modest growth, with a strong 2025 on the horizon! Check out the full scoop: https://bit.ly/3MlYS7s

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lets go! Consumers need choice - well done Inmar Intelligence

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Answers to some common questions about The Grove! Q: Are you focused on specific industries? A: Our primary focus is on technology companies, but we have a breadth of experience across our team (decades!) in CPG, non-profit, financial services and other service-related industries, and more. #graphicdesign #graphicdesigner #websitedesign #websitedevelopment #virtualcreativeteam #creativeagency #logodesigner #logodesign #logo #branding #brandingdesign #brandidentity #brandidentitydesign #graphicdesignagency

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Franchise Leaders 10 Leadership Challenges Faced by CEOs of Growing Franchisors: Maintaining Network Consistency Franchisee Engagement and Motivation Managing Aging Systems and Processes Handling Franchisee Conflict and Resistance to Change Leadership Development in an Expanding Network Protecting Brand Reputation at Scale Succession Planning and Leadership Development Balancing Innovation with Operational Excellence Managing Franchisee Financial Health Adapting to Market Changes and Competitive Pressures What do you think?

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You can’t afford to let a flawed Sales #CompensationPlan be the thing that causes you to miss your #BusinessGoals. Learn about key design factors to enable your comp plan to drive the “right” sales behaviors. #SalesManagement #Motivation #Incentives https://ow.ly/3JCf50ScutY

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Discover how small manufacturers are leading the charge in Better For™ sales amidst the dominance of large players. Stay ahead of evolving consumer demands for transparency and responsibility by unlocking opportunities for innovation. Learn how to position your brand for success in the conscientious consumer market with NIQ’s Better For™ insights.

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Are your new sales hires not delivering as expected? It might be time for a strategic shift. Check out my latest article for insights on how to retain A-players on your sales team. #SalesSuccess #APlayers #SalesTips #BusinessInsights https://ow.ly/Mpvq50RgMhr

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Consumer surveys are great, but do consumers actually do what they say they do? 📊 NIQ's new report, "Connecting Mind & Matter," shows that 50% of the time, they don't! CPG firms who succeed at bridging this ‘say-do gap' of purchase decisions are able to master the art of influencing value perception. Download the report to bridge the gap between the "Mind" and "Matter" of purchasing and unlock spending growth untouched by competitors #ConsumerTrends #BuyerPsychology #CPG

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Curious about the future of the consumer packaged goods sector? Listen to this podcast featuring Marc Koehler as he shares his thoughts on the industry's evolution. #RELEX #CPG #Podcast

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A few years back Kroger customers were clipping 5,000,000,000 digital coupons yearly. But Kroger wanted more. How do you grow a number that big in a significant way? 😳 They wanted to have new and better options to engage customers more often, and brands would pay to be in front of those shoppers. I pitched gamification. Little did I know that I'd have to design a system to gamify the experience with zero influence on the frontend and only have a simple backend view for brands to work with! First, I laid down the ground rules: Rule 1: Do no harm 🙅🏻‍♂️ Gamified coupons HAD to exist inside the Venn diagram where shopper desires or habits overlapped with store/brand desires For example: If I shop once every 2 weeks, show me the big quantity discounts not the 'shop more often to save' ones. Rule 2: Amplify motivation to delight 😍 If I am likely to do a thing, then incentivizing me to do that thing makes me feel like I'm pulling one over on you (I'm winning) and you get a sale plus brand love (you're winning). For example: I buy Ben & Jerry's. You send me a digital coupon for $1 off two pints. I was going to buy it anyway, but now I buy two, think I'm gaming you, and I love Kroger and Ben & Jerry's even more. With these rules, a massive doc on game psychology, and a plan to shoehorn this into a very active backend tool, the team began building. Result? 140% growth! 5Bn jumped to over 7Bn clipped coupons in one year. And I'm sure a lot of you reading this have unknowingly engaged with my gamified improvements. Kroger operates 20-some store brands nationally for over $150Bn/yr! I think "gamification" is overused a lot, and misused even more. But this little exercise in thinking outside the aisle proved to be a massive level up.

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"Just about every U.S. household purchased a private label item in the past year." Private label is here to stay and is only growing! Numerator's private label tracker provides an ongoing look at private label performance across product sectors, channels, and retailers, as well as consumer sentiment from verified buyers of store-brand products. Check out some of these highlights below:

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