Trade Intelligence Business Profile · Introduction to Trade Intelligence Trade Intelligence |...
Transcript of Trade Intelligence Business Profile · Introduction to Trade Intelligence Trade Intelligence |...
Trade Intelligence
Business Profile
Who we are and what we do
2018
You build an Industry – you build a Nation…
© 2017 |
PublishingMarket and Channel Reports
Retail Trade Profiles
Supplier Handbooks
Supplier Briefings
Customised Workshops
Academy Learning Solutions
Trade Tatler
Performance Optimisation
Retail Skills Development
Research School of Retail
Introduction to Trade Intelligence
Trade Intelligence | Credentials2
Founded in 2004, Trade Intelligence (Ti) is South Africa’s leading source of Consumer Packaged
Goods retail business research, insight and capability solutions designed specifically to support
the achievement of efficient and profitable retailer-supplier trading relationships.
Our Mission?
What is the model?
Who do we serve?The Consumer Goods Industry in each country in
which we serve.
Independent, objective Market, Industry and Retail Business understanding, insight and knowledge to trade
Organisational StructureP
ublis
hin
g
“Marketplace”
Sch
oo
l o
f R
eta
il
Pu
blish
ing
THE CORE
RESEARCH
“Intelligence by Ti ”
To promote effective and profitable retailer-supplier trading relationships and to upskill and inspire
best talent across the Consumer Goods industry in southern Africa
The Ti analyst team sits at the core of the Ti business, their role being to gather the data and
information required to equip the consumer goods industry with the knowledge to trade and engage.
These learnings inform the Ti Retail Research supplier reports, Ti School of Retail programmes and
Ti Publishing content.
© 2017 |
Ti provides retail business research and insight services to approximately 40 of South Africa’s
major consumer goods manufacturers and service providers, some of which are reflected below.
Introduction to Trade Intelligence
Trade Intelligence | Credentials3
Our clientsMarket, Channel & Retailer Report library
Your consolidated source of information and insight
into the Food & Grocery Retail Industry in SA
Our Clients
At www.tradeintelligence.co.za
It is important for our clients to note that retailer (our research subjects) access to the Ti Research library is, due to competitive/confidentiality requirements, restricted to market and channel reports only.
© 2017 |
Introduction to Trade Intelligence
Why Trade Intelligence?
From the Retailer Perspective
“My suppliers keep changing their account managers, so there is no understanding of my business, how to handle my account or service my needs.”
“Suppliers repeatedly present us with innovation that has no sound commercial proposition or benefit to my business.”
“We want to improve efficiencies, but supplier foundation knowledge about my business is lacking.”
From the Supplier Perspective
“We seldom get to hear the trade speak about their needs and expectations, but we are making decisions about trade spend.”
“What should our behaviour be for each specific customer?”
“Our shopper and brand teams have to make decisions about promotional activity and shopper activation at store level, but have little insight into the retail customer where it’s meant to happen.”
Trade Intelligence | CredentialsPage | 4
“The Trade
Profile book is
our bible.”
“Loved the update
with store universe
and margins by
account etc.…”
“I use the internet (online
report) access to plan before a
meeting. I find the topline
issues assist me to achieve a
quick overview in a busy
schedule.”
“The Trade Profiles serve
as a fantastic tool for new
entrants and a great
refresher for the more
experienced.”
Trade Intelligence provides you with insights & data-rich information at your fingertips
Ti research & capability solutions meet the following needs:
Feedback from our clients :
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Introduction to Trade Intelligence
Ti SA Consumer Goods Industry Dashboards
What are the stats?
• 6.2million hits per year
• 30,000 average visitors per month
• 59,000 unique IP’s (reach)
• Consistent weekly traffic patterns
• Tight FMCG industry focus – local and international
“This site has remarkable and consistent penetration into
the South African FMCG Industry.
It is where key stakeholders and decision-makers come to
get both information and insights”.
Informing and supporting the industry – every day www.tradeintelligence.co.za
Registered users
Page 5
Hits 2017
Total Visitor Hits 6.2 million
Average Hits per Day 19,341
Average Hits per Visitor 14.88
Page Views 2017
Total Page Views 1,768,441
Average Page Views per Day 5,112
Average Page Views per Visitor 4.40
Visitors 2017
Total Visitors 380,404
Average Visitors per Day 1,042
Total Unique IPs 59,541
1. Public Facing Web Platform
2. Brand Owner / Manufacturer Resource Centre
Who is visiting, reading and engaging with Ti platform content?The Ti web platform registered user content (restricted access to manufacturer’s and service providers only), is delivered to just under 1,000 registered, active report library users.
What are the stats?
• 867 registered and active report library users
• Across 42 major FMCG manufacturers / brand owners
• 12,199 total page views and report downloads
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Corporate Retail
Introduction to Trade Intelligence
How do we gather our data and inform our insights?
Trade Intelligence | Credentials
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Wholesale / Hybrid / Route-to-Market
• In-depth interviews and extensive global and local desk research inform Ti retail intelligence
continuously updated data sets, ongoing reporting and strategic round-table discussions
• Ti analysts study and monitor:
- South African market performance, SA shopper demographics and food and grocery channel
performance and dynamics, to understand their impact on the food and grocery retail sector and
predict its future performance.
- South Africa’s food retailer performance, strategic and operational direction, their requirements and
expectations of suppliers and the temperature of supplier relations
• Ti analysts engage face-to-face with SA’s major retailers* and 40 major local and multi-national
consumer goods manufacturers across categories, per annum.
*The term is used generically, and includes formal and informal corporate and independent retailers, wholesalers, route-to-market operators.
Facilitating effective & profitable retailer-
supplier trading relationships
Channels
Powered by Retail Insight
Which businesses do we study / engage with?
Methodology to deliver relevant and actionable insights?
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Introduction to Trade Intelligence
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Trade Intelligence services are designed to support manufacturer’s annual company business
planning process - from trend forecasting and future-proofing at company strategy build, informing
executive views, to retail customer business planning and alignment at key account level.
How does Ti support the Manufacturer Commercial Planning Process? Ti Retail Intelligence informs the conversation
between retailers and suppliers across the key
functional touchpoints
Annual Strategic Business Planning Process
FMCG Manufacturer/ Supplier FMCG Retailer
Company
Strategy
Build
Category
Business
Plans
Brand
Plans
Channel
Plans
Customer
Plans
Operational
Plans
Providing the retail and market insights, so you
can focus on the ‘so what?’ for your business
Month 1 Month 12
SupplierBriefings
Informed strategic planning & decision-making
Ti Research
Library
© 2017 |
Introduction to Trade Intelligence Research
Industry Toolkit : Market & Channel Reports
Trade Intelligence | CredentialsPage 9
To effectively operate and forecast, you need to know your trading context.
To win in FMCG, you need to understand and prioritise your markets and your channels. It is critical to have clarity on the role each channel will play in delivering your commercial and strategic plan. The outcome? Investing your resources in the channels that will deliver profitable category sales growth.
Ti retail intelligence equips you with the market and channel knowledge you need.
Know your economic contextA clear and easy-to-read view of the economic
trading environment across key performance
measures, with insight into the impact on
shoppers, and as a result, retailer behaviors.
Know your market contextAn overview of the South African retail food
and grocery industry, and its major retail,
wholesale and route-to-market players.
Know your channels• South African Channel Definition report.
• Corporate Retail Channel report
• Independent Wholesale Channel report
• Informal Independent Retail Channel report
Africa reportLooking at the economic, regional and
retail forces at play in the 10 top
performing countries in Africa.
Reports are designed to provide Consumer Goods Industry stakeholders with the intelligence required to effectively trade and engage in the South African consumer goods retail industry.
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BEC: The Buying Exchange Company
EST: Elite Star Trading
ICC: Independent Cash & Carry
Massmart Walmart: Masscash Wholesale (Shield,
Saverite, CBW, Jumbo)
Boxer
Clicks
Massmart Walmart: Group
Massmart Walmart: Masscash Retail (Cambridge &
Rhino)
Massmart Walmart: Massdiscounters (Game)
Massmart Walmart: Masswarehouse (Makro)
Pick n Pay
Shoprite (Group, Shoprite Retail, Checkers, Usave)
SPAR
Woolworths
Introduction to Trade Intelligence Research
Supplier Toolkit : Retail Trade Profiles
Trade Intelligence | CredentialsPage 10
Housed online at www.tradeintelligence.co.za in easily accessible, downloadable PPT reports. Available to Ti Subscription clients only.
Corporate Retail Reports
Independent Wholesale / Route-to-Market Reports
RETAILER TRADE PROFILERETAILER HOME PAGEREPORT LIBRARY
Report Content
Profiled Retailers*
*The term is used generically, and includes formal and informal corporate and independent retailers, wholesalers, route-to-market operators.
© 2017 |
Introduction to Trade Intelligence Research
Trade Intelligence | Credentials
Supplier Toolkit : Retailer Executive Reports
Printed reports (serving as useful executive handbooks) and other information tools, delivered direct to Executives’ desks, with personally selected soft copies distributed to Executive and Management inboxes.
Available to Ti Subscription clients only.
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Decision-making intelligence
Financial results –performance on a page
Retailer PerspectiveStrategy + KPIs on a page
Annual Exec ReportKAM Handbook
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Introduction to Trade Intelligence Research
Supplier Toolkit : Shopper Marketing at Retail Reports
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Aimed at shopper, category, brand and trade marketing managers. Designed to inform relevant innovation and effective shopper marketing at retail strategy and execution.
Easily accessible, downloadable PPT reports. Available to Ti Subscription clients only.
Report Content
Available Reports
Sample Content
Trade Intelligence | Credentials
Boxer
Checkers
Clicks
Game
Makro
Pick n Pay (Retail)
Shoprite (Retail)
SPAR
Woolworths
Ti School of Retail
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From work- readiness to executive on-boarding, the School of Retail provides the insights, capability and
tools to know and engage your retail customer
“Best industry training in the
market. A logical approach to
retailers in South Africa.”
- Demand Planning and Strategy
Manager
“Great course, giving us all time
to take a step back and see
where we are at as a business
and plan our way forward with
our customers.”
- Key Account Manager
“Very impressed. Very insightful
and relevant to my current
position.”
- Trade Development Manager
““Excellent presentation taking
theory to practical, really
appreciated the international
examples.”- Key Account Manager
© 2017 |
Introduction to Trade Intelligence School of Retail
Ti leverages its unmatched
consumer goods industry
insight and intelligence to
inform School of Retail training
material and strategic
development solutions.
Overview
“My shelves are not elastic. I need suppliers who
think not only about their brands, but about the
growth and profitability of my category when
they bring me new products.” Merchandise Executive – Grocery
Retailer
Trade Intelligence | CredentialsPage 14
In response to the South African Consumer Goods Industry Needs
*In this case the customer is the food and grocery retail / wholesaler / route-to-market operator
At management and executive levels :
• In a time of accelerating change, knowledge and intelligence regarding the market, the sector in which you work and the channel dynamics, shopper and grocery retail trends that are influencing it, is an imperative
• With escalating pressure on suppliers to increase trade spend, pressure to drive category profitability at retail, to align commercial plans with key retail customers, inter alia, insight into your retail* customer, their business strategy and operational requirements and expectations, is foundationally critical
• With an increasing shortage of skill and depth of experience at management & executive level, multi-hatting means an efficient dashboard providing the intelligence regarding the context in which you are making that decision, is essential
“Know your market. Understand the trade. Improve the performance of your team.”
At executive level :
• Extreme pressure on performance in a tough trading context means strategic Insight into your Retail Trading Partners and perspective on the alignment of growth plans, is an imperative for survival and growth
At graduate / new entrant level :
• Consumer goods retail is a complex landscape, with a language and terminology of its own, complex routes to market and ways of working and engaging, which graduates are not taught at tertiary institutions
• Knowledge about the market, the industry and the sector in which you work, is your ticket to the game
• Educating new entrants about the sector in which they are expected to operate, is essential – the trading landscape, the major players, the shopper trends and dynamics, and their impact on your business, your strategy and your operations.
© 2017 |
Introduction to Trade Intelligence School of Retail
A curriculum basket designed to integrate with your annual Strategic Business Planning process
The Programme Basket
Programmes are facilitated by experienced
Ti retail analysts who inform course content
and present with the knowledge and insight
gained from their collective decades of
experience.
Content is informed by the key take-outs
from over 100 face-to-face interviews with
key industry decision-makers, across the
retailer and consumer goods manufacturer
and service provider spectrum, per annum.
Facilitation Team
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Programme and workshop content is designed to equip the industry - from new entrants to CEOs and executives - with the intelligence and insights required to effectively trade and engage
• Strategic Workshops & Analyst Facilitated Sessions
• Skills Training and Academy Learning
• Supplier and Trade Briefings
• Executive Briefings / Round-table Strategic Conversations
Delivery Formats
“Know your market. Understand the trade. Improve the performance of your team.”
© 2017 |
Ti Supplier Briefings
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Annual Independent Trade Forum
For further information
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