The Profitero Podcast Series collaborates with industry thought leaders and influencers, including The Mars Agency, Compass Marketing, dunnhumby and Flywheel Digital, to discuss the key eCommerce trends impacting the CPG and retail sector today. Targeted at retail and CPG leaders, we discuss major market developments, interview industry experts and operators, as well as share insights and strategies for improving performance in the online channel.

Episode 30: The Future of Shopper Marketing

(21:05) Recorded by Paul Lees and Andrew Pearl on January 10th, 2017

Coupons continue to be an effective promotion tactic, particularly with newer value-conscious generations. However times are changing fast: In the first half of 2016, Kantar Media reported that the number of digital coupons grew by 23.4 percent.

Profitero’s Director of Strategy and Insights EMEA Andrew Pearl is joined by Paul Lees, Managing Director of CheckoutSmart, an app that enables FMCG brands to connect directly with supermarket shoppers before, during and after their shop through personalized digital offers.

Andrew and Paul discuss the influence of digital coupons on a shopper’s path to purchase, how to tailor specific offers based on a consumer’s previous purchasing history, and whether shoppers are ready to take full advantage of beacon technology to receive offers in real-time, based on their location.

Episode 29: Accelerating eCommerce Grocery Performance

Episode 29: Accelerating eCommerce Grocery Performance

(28:10) Recorded by Stuart Heffernan and Andrew Pearl on December 15th, 2016

The recent announcement of Amazon Go represents another example of the retailer removing friction from the grocery shopping process and continuously innovating on price, selection, convenience and experience.

Profitero’s Director of Strategy and Insights EMEA Andrew Pearl is joined by Stuart Heffernan, head of eCommerce at GSK. Stuart has industry-leading knowledge of the impact of eCommerce & digital on the grocery industry, starting his career back in 2003 for Tesco.com.

Andrew and Stuart discuss the key challenges for FMCG brands as grocery shopping continues its shift to digital, the level of incrementality that the eCommerce model can bring to a business, why it’s so critical for brands to get the eCommerce basics right, as well as the secret to unlocking business engagement and investment for digital teams.

Episode 28: The Importance of Mobile Ready Hero Images

Episode 28: The Importance of Mobile Ready Hero Images

(36:32) Recorded by Oliver Bradley and Andrew Pearl on December 1st, 2016

More than 50 percent of eCommerce sales in the UK now take place via a mobile device, with mobile revenue in the US exceeding $1 billion in one day on Black Friday.

Profitero’s Director of Strategy and Insights EMEA Andrew Pearl is joined by Oliver Bradley, global eCommerce Design Director at Unilever. In his role, Oliver helps create a better online experience for shoppers as more of Unilever’s business shifts to the eCommerce channel.

Andrew and Oliver discuss how mobile is changing the way consumers shop, ways to improve the online shopper experience through mobile ready hero images (conversion is proven to be stronger from mobile ready hero images than standard conventional pack shots), and some of the significant uplift in sales that Unilever-owned brands such as Magnum have experienced since implementing these images.

Episode 27: The Future of Food Tech

Episode 27: The Future of Food Tech

(35:29) Recorded by Viv Craske and Andrew Pearl on November 17th, 2016

With the arrival of the Amazon Dash button and voice activated shopping, we’re fast moving to a world of any time, any where eCommerce.

In this episode, Profitero’s Director of Strategy and Insights EMEA Andrew Pearl is joined by Viv Craske, a digital strategist and food tech evangelist, and author of “Surviving Digital Disruption: The 7-Step Digital Marketing Strategy To Future Proof Your Brand On The High Street And Online”.

Andrew and Viv discuss the importance of designing eCommerce for mobile, how FMCG brands should be adopting a new model of innovative thinking (where 10% of their focus is on cutting-edge technology), and the future of distributed eCommerce.

Episode 26: How Boxed is Bringing Bulk CPG Products Online

Episode 26: How Boxed is Bringing Bulk CPG Products Online

(21:51) Recorded by Chieh Huang and on November 10th, 2016

We all hear so much about the 800 pound gorilla in the industry which is Amazon and most recently, Jet. But there are other important players to understand and potentially do business with including Boxed, an online bulk goods retailer of everyday household essentials, which has raised a little under $150 million since launching 3 years ago.

In this episode, Profitero’s SVP Strategy and Insights Keith Anderson is joined by Chieh Huang, co-founder and CEO of Boxed Wholesale.

Keith and Chieh discuss the economics behind the Boxed business model, where it fits in today’s ecosystem of increasingly diverse online models, the importance of mobile (Boxed first launched as mobile-only), as well as insight into how CPG brands can effectively partner with Boxed.

Episode 25: Holiday 2016 Trends and Predictions

Episode 25: Holiday 2016 Trends and Predictions

(35:02) Recorded by Andrew Pearl and on October 26th, 2016

With Halloween fast-approaching, the unofficial start of the 2016 retail holiday season is already upon us. While Black Friday once marked the official beginning of the holiday season, retailers are increasingly merchandising and promoting giftable items as early as October.

Profitero’s SVP Strategy and Insights Keith Anderson is joined by Andrew Pearl, Director of Strategy and Insights EMEA at Profitero.

Keith and Andrew discuss this year’s pre-holiday leaders in gifting-oriented categories like Toys and Games, Electronics and Appliances on Amazon US and Amazon UK, and share their observations and expectations for the critical fourth quarter seasonal period.

Episode 24: The eCommerce Opportunity in China

Episode 24: The eCommerce Opportunity in China

(36:27) Recorded by Yan Deng and on October 19th, 2016

The Boston Consulting Group predicts that eCommerce will account for almost a quarter of total retail sales in China by 2020 (15% share currently), with three quarters of all eCommerce sales expected to take place through mobile.

Profitero’s SVP Strategy and Insights Keith Anderson is joined by Yan Deng, an analyst on Profitero’s Strategy & Insights team who works closely with customers in the US and Asia to improve their eCommerce performance.

Keith and Yan discuss the importance of mobile and other trends that distinguish eCommerce in China, which categories are seeing the biggest online growth, and guidance on how brands can win with Alibaba and JD, China’s biggest online retailers.

Episode 23: Winning On-Site Retailer Search

Episode 23: Winning On-Site Retailer Search

(49:36) Recorded by Ryan Jepson and on October 12th, 2016

A recent survey from BloomReach reveals that more than 50% of online shoppers start their product search on Amazon.

Profitero’s SVP Strategy and Insights Keith Anderson is joined by Ryan Jepson, an analyst on Profitero’s Strategy & Insights team who works closely with growth oriented brands to analyze and optimize their eCommerce performance.

In this episode, Keith and Ryan discuss the spearfishing versus full basket approach to search, how brands can directly and organically influence on-site retailer search, as well as the growing importance of paid on-site search with Amazon Marketing Services (AMS).

Episode 22: The Trend Towards Direct-To-Consumer eCommerce

Episode 22: The Trend Towards Direct-To-Consumer eCommerce

(38:42) Recorded by Jill Finger Gibson, Andrew Pearl and on September 28th, 2016

Unilever’s recent acquisition of Dollar Shave Club suggests a significant shift in the consumer products space: manufacturers selling direct to consumers and bypassing traditional retailers.

Profitero’s Director of Strategy and Insights EMEA Andrew Pearl is joined by Jill Finger Gibson, principal analyst with the Digital Clarity Group (formerly an analyst at IDC) and Profitero’s SVP Strategy and Insights Keith Anderson.

In this episode, they discuss the growth of the direct-to-consumer model, the key drivers in brands becoming both retailers and manufacturers, as well as the impact of Brexit on cross-border eCommerce.

Episode 21: The Outlook for Impulse Merchandising in a Digital World

Episode 21: The Outlook for Impulse Merchandising in a Digital World

(44:11) Recorded by Neil Ackerman and on September 6th, 2016

There are many questions about how CPG in grocery will play out online, particularly around impulse-oriented categories.

Profitero’s SVP Strategy and Insights Keith Anderson speaks to Neil Ackerman, Global eCommerce Director at Mondelez. Previously, Neil was General Manager of Amazon’s Small and Light Program.

In this episode, Keith and Neil discuss how to activate impulse merchandising in a digital world and why supply chain and logistics are so important to economic sustainability in the online channel.

Episode 20: Grocery Trends and the Evolving Omni-Shopper

Episode 20: Grocery Trends and the Evolving Omni-Shopper

(26:52) Recorded by Craig Bradley and Andrew Pearl on August 23rd, 2016

One of today’s rapidly evolving consumer trends is the omni-shopper and their ‘any time, any where’ purchasing habits.

Andrew Pearl, Profitero’s Director of Strategy and Insights EMEA, speaks to Craig Bradley, who runs a specialist shopper consultancy in the food and grocery sector and has many years’ experience within the shopper and consumer insight industry.

In this episode, Craig discusses the rise of convenience and discount retailers, why he believes Amazon is set to become the biggest player in online food and grocery retailing within the next 10 years, the importance for brands to target consumers based on their offline or online shopping preferences, as well as the growth of mobile commerce.