Jenda

Excited to join my fellow women leaders in the wine and spirits industry at the WSWA's 2024 Women's Leadership Council Conference next week in Washington DC. Jenda is sponsoring the networking lunch on Friday, September 20th, and I'll be kicking off the luncheon by speaking on a topic near and dear to my heart! I call it "the gravitas curve"... i.e. how culturally-accepted labels associated with leadership change based on our gender and our age. If you're planning to attend, please reach out! #womensupportingwomen #womeninspirits #leadership #genderequality

While all my #ecommerce friends are knee deep in #PrimeDay analysis, I’m over here thinking of the beach and a tropical vacay since it’s also #NationalDaiquiriDay But that’s not all. July is chock full of days to celebrate that beloved sugar cane spirit: #NationalPiñaColadaDay, #NationalMojitoDay, and of course, #NationalRumDay! So I took a look at the Jenda promo pulse data to see which #Rum brands are being featured most in retailer digital merchandising campaigns this month. Congrats to the team at Bacardi for leading mentions in the month of Rum! Cheers!

90.5% is still an "A" right? In this case, maybe not.... The average off-premise, in-stock rate for spirit suppliers based on Jenda's data is 90.5%*. That means products are out of stock 9.5% of the time... And consumers who walk into a store (or try to buy them on the digital shelf) can't get the product they want 34 days out of every year. That's become the status quo, and that's the average. MANY products fare much worse to get to that number. But what kind of revenue lift can suppliers realize from restocking their products just a little bit faster? Even just a 1% improvement to in-stock rates would translate to TENS OF MILLIONS of dollars each year for the top suppliers. During a time when the bev alc industry is looking to improve sales without big advertising investments, understanding immediately when and where you're out of stock - and then acting on it - can change the game. #leadingindicators #lowhangingfruit #beveragealcohol #offpremise #offpremiseretail #leadingindicators

I’ve been thinking a lot lately about leading and lagging indicators. Exciting stuff, right? Well, in my world of bev alc data, it definitely is. Question to my Bev Alc and CPG colleagues - Do you emphasize both, equally, in your organization? While the C-Suite probably only reports sales and share to the “street,” both are lagging indicators. Highly valuable and important? Of course. But sales and share alone don’t provide enough specificity to help commercial teams remediate. To know where to focus their attention, commercial teams need leading indicators – granular KPIs around things like their distribution, where they are out of stock, and their consumer pricing – all prioritized for action, so they can block and tackle at every account…at every outlet. Sales data alone shows you there is a problem, but not how to fix it. And sales team members need to know not just the “what” but the “how” to ultimately improve the sales and share that the executive team is most concerned with. In other words, “If you build it, they will come.” Yet, I hear a lot of talk about the need to report on the “metrics that matter.” But does that mean we should ONLY care about the KPIs our bosses care about? After all, the metrics that matter to an executive are only directionally helpful for an individual sales rep…and vice versa. Shouldn’t we, instead, embrace the use of “the metrics that matter to me?” – valuing and prioritizing different KPIs by role equally, not minimizing the value of the leading indicators to the business? It’s a broader theme beyond just bev alc – in fact, my friend Chris Perry and I spoke about it on behalf of firstmovr on a recent Stratably session with Russ Dieringer. If you’re in a commercial role – or any role where you are asked to measure your results to report to your boss – first prioritize the data YOU need to be successful…not just the data you need to report up the chain to PROVE you were successful. If you’re on the ground DOING the work, using granular KPIs to prioritize the work that needs to be done WILL improve the sales and share data your bosses care about. The words “leading” and “lagging” really do say it all. #beveragealcohol #leadingindicators #commercialteams #commercialstrategy

I’ve been thinking a lot lately about leading and lagging indicators. Exciting stuff, right? Well, in my world of bev alc data, it definitely is. Question to my Bev Alc and CPG colleagues - Do you emphasize both, equally, in your organization? While the C-Suite probably only reports sales and share to the “street,” both are lagging indicators. Highly valuable and important? Of course. But sales and share alone don’t provide enough specificity to help commercial teams remediate. To know where to focus their attention, commercial teams need leading indicators – granular KPIs around things like their distribution, where they are out of stock, and their consumer pricing – all prioritized for action, so they can block and tackle at every account…at every outlet. Sales data alone shows you there is a problem, but not how to fix it. And sales team members need to know not just the “what” but the “how” to ultimately improve the sales and share that the executive team is most concerned with. In other words, “If you build it, they will come.” Yet, I hear a lot of talk about the need to report on the “metrics that matter.” But does that mean we should ONLY care about the KPIs our bosses care about? After all, the metrics that matter to an executive are only directionally helpful for an individual sales rep…and vice versa. Shouldn’t we, instead, embrace the use of “the metrics that matter to me?” – valuing and prioritizing different KPIs by role equally, not minimizing the value of the leading indicators to the business? It’s a broader theme beyond just bev alc – in fact, my friend Chris Perry and I spoke about it on behalf of firstmovr on a recent Stratably session with Russ Dieringer. If you’re in a commercial role – or any role where you are asked to measure your results to report to your boss – first prioritize the data YOU need to be successful…not just the data you need to report up the chain to PROVE you were successful. If you’re on the ground DOING the work, using granular KPIs to prioritize the work that needs to be done WILL improve the sales and share data your bosses care about. The words “leading” and “lagging” really do say it all. #beveragealcohol #leadingindicators #commercialteams #commercialstrategy

Another interesting find from our May 2024 Holiday retrospective report that we created in collaboration with Path to Purchase Institute's BACi share group. While I wasn't surprised to see the beer/seltzer category get the most overall attention in retailer digital marketing campaigns for Memorial Day, the breakout view by brand revealed that the industry trends driving growth in ready to drinks and hard teas were reflected in our data, as well as the growth of the Modelo brand. But even more surprising, was seeing an Irish Whiskey and a Tequila join the list with their refrigerated beverage counterparts. Shoutout to my friends at GALLO, The Boston Beer Company, Pernod Ricard, Constellation Brands, and Diageo for making the list of the most talked about brands in retailer merchandising campaigns for Memorial Day.  If you are in the bev alc industry and are curious to see the report or want more information on BACi, drop me a line. Happy to share and connect you with the team at BACi.

🎶 𝗟𝗘𝗧'𝗦 𝗚𝗘𝗧 𝗣𝗛𝗬𝗚𝗜𝗧𝗔𝗟: Join the firstmovr team in welcoming our very own Amanda Wolff (now also CRO of Jenda) to our SMARTER Data Summit TOMORROW Thursday, June 13 from 12-2:30p ET / 9-11:30a PT for her session of best practices and insights. 👉 Register today = It's FREE for Brands :) https://lnkd.in/esvyVSM6 While many of the top omnichannel retailers like Walmart, Target, and Kroger are leaning into new data solutions for eCommerce, there is often still a gap in data when we try to connect the physical store experience with the digital one – which is even more accute with independent retailers. Join Amanda in this session to learn more about the insights we can glean for brick and mortar from data widely available in eCommerce systems. AND our summits are designed to fit your busy schedule AND if you miss all or part of the event live, registrants get the recording! Special thanks to all our education partners at Mars United Commerce, Circana, PriceSpider and Jenda! See you there! #retail #omnichannel #ecommerce #digitalcommerce #retailmedia #digitalshelf #data #analytics #KPIs #incrementality