ACNielsen/GMA Study Identifies Manufacturer Best Practices in Customer and Channel Management.HOLLYWOOD, Fla. -- Winners Grew Market Share While Spending Less Than Non-Winners on Marketing, Selling and Trade Promotions; Account Management and Pricing Strategies There are many ways in which the price of a product can be determined. The following are the foremost strategies that businesses are likely to use. Competition-based pricing Setting the price based upon prices of the similar competitor products. Among the Keys to Success The most successful consumer packaged goods Noun 1. packaged goods - groceries that are packaged for sale foodstuff, grocery - (usually plural) consumer goods sold by a grocer plural, plural form - the form of a word that is used to denote more than one (CPG CPG central pattern generators. ) manufacturers have developed ways to win in the marketplace that do not rely on outspending their competitors. In fact, by focusing on business practices such as effective account management and pricing, the winners were actually able to spend less than non-winners on marketing, selling and trade promotions. Those are among the findings released today from a comprehensive new Customer and Channel Management (CCM CCM Contemporary Christian Music CCM Critical Care Medicine CCM County College of Morris (New Jersey) CCM Chama Cha Mapinduzi (political party, Tanzania) CCM CORBA Component Model ) survey, conducted by ACNielsen U.S. and a leading management consulting Noun 1. management consulting - a service industry that provides advice to those in charge of running a business service industry - an industry that provides services rather than tangible objects firm, and co-sponsored by the Grocery Manufacturers of America. Details from study will be presented over the next two and a half days during Consumer 360, the CPG industry's preeminent pre·em·i·nent or pre-em·i·nent adj. Superior to or notable above all others; outstanding. See Synonyms at dominant, noted. [Middle English, from Latin prae educational and networking conference. Consumer 360, opening tomorrow in Hollywood, Florida Hollywood is a city in Broward County, Florida, United States. As of 1 July 2006, the population estimated by the U.S. Census Bureau is 145,879.[3] Founded in 1925, the city grew rapidly in the 1950s and 1960s, and is now the ninth largest city in Florida. , will be hosted by ACNielsen and Spectra, businesses of VNU VNU Volontaires des Nations Unies (French) VNU Verenigde Nederlandse Uitgeversbedrijven (Dutch) VNU Virtual Network User . The CCM study, fielded over the past two years, includes an analysis of both marketplace data and survey responses from nearly 35 CPG manufacturers. It identifies the "winners," quantifies the value of winning and highlights the unique business practices utilized by the winners. Although most of the companies included in the study grew their sales revenue over the study period, market share growth was the key differentiating factor. Winners increased their market share by an average of over four percentage points while the others lost an average of almost two percentage points. ACNielsen Senior Vice President of Global Strategy, John Petrakis, said, "Doing more with less has become a required business practice at more and more companies. Our study provides a blueprint blueprint, white-on-blue photographic print, commonly of a working drawing used during building or manufacturing. The plan is first drawn to scale on a special paper or tracing cloth through which light can penetrate. for how today's winning CPG manufacturers are successfully doing just that." Within account management, one of six areas included in the survey, winning companies were found to put much more focus on key accounts and channels. For example, their key account teams had responsibility for half as many accounts as those from non-winning companies. Within pricing, winning companies took price increases averaging 2.3%, while non-winners reduced their prices by an average of .9%. Only 14% of winners experienced a decrease in full price in the past one to two years, whereas 46% of non-winners took price decreases. The CCM survey found that one reason why winners were able to successfully raise prices had to do with their "sell-in" story. Winners approached the process from their trade partner's perspective, selling in the potential for higher retailer profits. Non-winners focused on their own perspective, trying to sell in their need to cover higher costs. ACNielsen Advisory Services advisory services advisory services provided to the public, in their capacity as owners and managers of animals, are an important part of veterinary science. They may be provided by government bureaux, by commercial companies who deal in pharmaceuticals or animals or animal Vice President John Porter John Porter may refer to:
Also in the pricing section of the study, winners were found to be highly selective and strategic in their approach to private label. Just 29% of winners produce such products, compared with 48% of non-winners. And the winners that do so were found to be motivated by very different reasons than the non-winners. While both utilize private label to build relationships with retailers, winners have also entered the private label business as part of their overall strategy to facilitate greater sales of their branded products and gain share from competitors. On the other hand, non-winners in the private label business cited their desire to fill plant capacity and reduce overall costs as important motivators. Besides account management and pricing, the CCM survey analyzed an·a·lyze tr.v. an·a·lyzed, an·a·lyz·ing, an·a·lyz·es 1. To examine methodically by separating into parts and studying their interrelations. 2. Chemistry To make a chemical analysis of. 3. winning manufacturer practices within the areas of trade spending, retail execution, organization/go-to-market strategy, and supply chain management. Key findings from the survey will be presented at a number of CPG industry conferences throughout this year. In addition, the 35 companies participating in the study will receive in-depth presentations. Other companies may learn more about the results by contacting their ACNielsen representative. About ACNielsen ACNielsen, a VNU business, is the world's leading marketing information provider. Offering services in more than 100 countries, the unit provides measurement and analysis of marketplace dynamics and consumer attitudes and behavior. Clients rely on ACNielsen's market research, proprietary products, analytical tools and professional service to understand competitive performance, to uncover new opportunities and to raise the profitability of their marketing and sales campaigns Noun 1. sales campaign - an advertising campaign intended to promote sales ad blitz, ad campaign, advertising campaign - an organized program of advertisements sales campaign n → campaña de venta . Note to Editors: Look for this press release and other ACNielsen news on the Internet at http://us.acnielsen.com/news. |
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