Sandy Johnson

Compliance isn't sexy Quality isn't sexy We aren't superheroes But what we do drives so much value and impact in the CPG market Qualitas Executive Group helps protect you from: -demand letters -angry customers -regulatory action -product rejections -angry retail partners -class action nonsense -those gosh darn auditors And that's pretty sexy tbh #quality #compliance #consulting #qualitas #cpgindustry #dietarysupplements #food #foodandbeverage #cosmetics #beautyindustry #qualitymanagement #regulatoryaffairs

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It’s line review season in retail. I’ve been on both sides of the meeting. It's tough to know what to share. Here are six tips I’d share with brands already on the shelf who want to nail their presentations. Tip 1: Be Engaging Buyers are in back-to-back meetings. Be sure to add some sizzle, and personalize the conversation if you know them. Tip 2: Remind them of Who You Are Most buyers manage 50+ brands. They may not recall what the current assortment is. Recall your brand’s “why.” Walk them through the current state and the desired future state. Tip 3: Share *Relevant* Market Performance Buyers don’t necessarily want to hear about the competition. Talk about growth at other retailers if it ties into your desired future state for that retailer. Tip 4: Cover the Business Go through your current business performance. If it’s going well - know your ask for more. If it’s not going well, have suggestions prepared to offer solutions. Tip 5: Provide Positive Updates Share what you’re excited about: a new influencer partnership, a new product launch, new operations, new people on the team. Tip 6: Ask Questions What best practices are you seeing from your top-performing brands? Are you noticing any changes in the consumer that we should be aware of? Maximize this opportunity to talk with the buyers. Share news about your business Gather the intel you can use to help your business grow.

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I've been diving deep into the world of Q-commerce delivery apps lately, and I'm curious about their potential as discovery tools for challenger brands. The speed and convenience they offer are undeniable, but the limited space for storytelling feels restrictive. There's no room to build that emotional connection that can really resonate with consumers. This focus on pure functionality seems to be a trend across new platforms like ONDC and other niche marketplaces – great for established brands with existing recognition, but what about the up-and-comers? ET recently reported that "Big consumer goods companies...have said the contribution of quick commerce to overall ecommerce sales rose as high as 35% in FY24," which makes perfect sense for those household names. So, the question that's been nagging at me is: can we turn Q-commerce apps into discovery powerhouses for challenger brands? I'd love to hear your thoughts! #qcommerce #ecommerce #marketing #branding #challengerbrands #innovation #discussion

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SNAIL SLIME! 🐌 It's one of the most popular search terms used by beauty consumers on retail websites, according to Katie Hazlett of NielsenIQ, who spoke at ECRM's recent Beauty Sessions in Tucson. Most of us know that NIQ tracks sales data at retail, but the company also tracks trends in searches on retailer websites, and Katie covered some of these trends in her presentation. For the most part, consumers do not search for products or categories, but rather they search for things like ingredients (like retinol or hyaluronic acid), form factors, purpose (such as anti-aging, wrinkle reduction and toning), or other broader segments like sustainable or organic. Often these searches come from consumers after learning about specific trends or ingredients on social media. The term "snail slime," for example, has seen triple-digit growth, likely influenced by K-beauty trends on social media. In this video interview with ECRM's Joseph Tarnowski, Katie takes a deep dive into what search terms consumers are using on retailer websites when it comes to beauty. #ECRMRangeMe #SnailSlime #KBeauty #Trends

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𝐑𝐞𝐭𝐚𝐢𝐥 𝐦𝐞𝐞𝐭𝐬 𝐫𝐞𝐚𝐥 𝐥𝐢𝐟𝐞... A recent RetailWire discussion ponders whether Walmart can take on Trader Joe's with its latest private brand launch, bettergoods. My take was that the brand seemed more Target-esque (shades of Good & Gather) and that it was about time Walmart upped the ante with a "better" private brand in grocery. This weekend, I headed to the freezer to grab my new favorite plant-based ice cream only to find I was out of it. Keep in mind that 1. I'm plant-based but wasn't always. I know the standards analogs need to meet. 2. I've been hitting this ice cream several times per week. It's rich, not too sweet, with a perfect consistency, even after days in the home freezer. 😋 I started backtracking to remember where I bought it. Was it Whole Foods? Fresh Market? I remembered the bright green packaging...very "Target" - that must be it (my more frequent jaunts to Target for plant-based goods still surprise me). I wasn't completely sure so I headed to the recycle bin. Mystery solved. It was - Walmart's "bettergoods" plant-based ice cream. 😯 Well played, Walmart. Well played! ✅ 👏

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Putting yourself in the shoes of your dream retailer can yield an understanding for their priorities. Each year, major U.S. retailers open a crucial window to evaluate new and established brands. This is your golden opportunity to pitch to buying teams. Retail Insight: Product resets in retail are both time-consuming and costly for retailers. Store teams continue to do the things they always do: – Restocking shelves – Serving customers – Maintaining store cleanliness Buying teams are also inundated with extra work: – Creating new blueprints for stores to lay out the new items – Meeting with 100+ brands that all have exciting newness to share – Landing on a strategy that will yield growth Major resets also involve: – Printing new shelf labels – Rearranging product placements – Managing discontinued items – Communicating big bets and strategy from corporate to stores These resets can evoke mixed feelings among retail teams: • Excitement about new products and the potential growth they bring. • Anxieties over the additional workload. Why am I sharing this? Because timing is important, you get one window annually to pitch your brand at big retail. So when you approach the retailers treat it like this is your one shot. Prepare your pitch → Nail it. Share your brand purpose → Inspire them. Understand what it takes to be successful →  Make them believe in you. Take this opportunity to show buyers all of the things your brand has done. Shine bright. PS - Have you pitched to a retailer? Share your experience in the comments. – 👋🏾 Hi, I’m Monique, a former retail buyer turned beauty industry advisor who helps emerging brands ready to scale at big retail. If you are ready to scale and invest, book a discovery call, and let’s see if we can work together.

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A wonderful article on Costco is able to continue to surprise customers with value in prices and in its focussed offereings and make the customers as its most loyal shoppers. Costco's "treasure hunt" strategy, offering unexpected and unique finds, contributes to customer loyalty. Costco attracts affluent shoppers, with an average household income of $100,000 for U.S. members. Costco strategically places orders with suppliers to prioritize their products and offer lower prices. Costco offers a narrower assortment of products compared to competitors, reducing the tyranny of choice for shoppers. Despite its reputation for bargains, Costco also offers high-end items to appeal to upper-middle-class shoppers. The Costco formula of offering value for money and a unique shopping experience has cultivated loyalty among its customers. Costco Wholesale warehouses are designed to overwhelm first-time visitors with sensory overload and a lack of signage. Despite the initial challenges, Costco has a loyal customer base with 128 million members worldwide. Costco's warehouses are run with military precision, and every detail of merchandise selection, store layout, and pricing is designed to turn first-timers into loyalists. The Kirkland Signature line is a key part of Costco's merchandising strategy, generating a significant portion of their revenue. Membership fees drive most of Costco's profits, and membership growth is vital for sustaining their low prices and supplier clout. Costco has nailed the science, and art, of retail like virtually no competitor. #costco #modernretail #winningstrategies #customerloyality #customerexperience

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The digital revolution has transformed every aspect of the CPG and retail business. However, has it truly impacted category management? This question frequently crossed my mind during my time in retail, but I never received a resounding affirmation from industry practitioners. There are variety of reasons that we could ponder over on why that is the case. However, I am more focused on how do we evolve this space to what the customer shopping behavior is today and what is the experience customers expect of their shopping experience (both physical and digital). At Think Blue we have come up with a list of key items that can help you develop a deeper and meaningful process that helps category management be effective: 1. Is Category Management embedded around consumer centricity? 2. Does Physical retail still drive the decision making with digital business being a bolt on? 3. Are your category roles defined by your #CustomerValueProposition? 4. Do these category roles properly understand the Omni- customers? 5. Are right data inputs being used by practitioners to make the appropriate distribution decisions? 6. Do you have a universal expectation of your category teams to deliver physical and digital shelf at the same time? Or is digital shelf a function of a different team? 7. Pricing Tactics - Are they defined by channels and customer or by store groupings and regions? 8. Promotional Tactics- Do you innovate promotionally by using new digital tools to build loyalty? 9. Tech and Digital Capabilities- Are you embedding your teams with the latest tools around Space Planning and Promotional effectiveness 10. Partnerships- Are you building the right partnerships with your CPG/retail partners to create Joint Value! #categorymanagement #digitaltransformation #thinkblue Sri Rajagopalan Manish Sharma

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#HotTake: Retail stores aren’t a shortcut to success. Retail offers bigger POs, visibility, and cash flow Yet, it doesn’t ensure brand sustainability Case in point: JLo Beauty Despite celeb status and prime placement at Sephora, She faced challenges resulting in a US exit Retail alone doesn’t secure loyalty or repeat sales Placement isn’t guaranteed forever For lasting success, think beyond the retail PO Some markers of a sustainable brand include: Authenticity, community, differentiated formulas, and true fans Building a lasting brand legacy requires more than a retail presence – 👋🏾 Hi, I’m Monique, a former retail buyer turned beauty industry advisor who helps emerging brands ready to scale at big retail. If you are ready to scale and invest, book a discovery call, and let’s see if we can work together.

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As a consumer insights professional, you have to accept you will never understand all of your consumers' behaviors all of the time. For example, there is NEVER ANY REASON TO REACH OVER THE SNEEZE GUARD AT CHIPOTLE. EVER! Even if you are Barack Obama, I can assure you that the worker knows what "pico" or "no corn" or "yes, I know guac is extra" means without your grubby hands reaching into the food area. There is no data or research or analysis that will ever make this understandable or acceptable. #ConsumerInsights #MRX #MarketResearch #Chipotle

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Ulta Beauty's recent Q1 earnings report highlights a significant shift in the beauty retail landscape, suggesting that the industry may be entering a period of moderation following years of explosive growth. While Ulta saw a modest 3.5% increase in net sales and a 1.6% rise in comparable store sales, these figures represent a slowdown compared to previous quarters. CEO Dave Kimbell attributed this deceleration to intensified competition and changing consumer preferences. Despite new brands and strong engagement with luxury products, Ulta experienced mid-single-digit declines in makeup sales, a sign that last year's growth surge is tapering off. This shift is not unique to Ulta; the broader beauty sector is grappling with similar challenges, as indicated by rising competition from online platforms like Amazon and successful in-store collaborations such as Sephora within Kohl's. Do the trends Ulta reference point to a potential industry-wide slowdown as inflation and economic pressures mount, impacting consumer spending habits even in the resilient beauty category? The phenomenon known as the "lipstick effect"—where consumers continue to purchase small luxuries during economic downturns—appears to be losing some of its protective power. Ulta's strategic adjustments, including lowering annual sales guidance and planning new brand collaborations, aim to regain momentum. However, these measures reflect a broader recalibration within the beauty industry, signaling that even this previously robust sector is not immune to the evolving economic landscape and competitive dynamics. #BeautyTrends #UltaBeauty #CosmeticsIndustry #MakeupSales #EconomicImpact #BeautyMarket #ConsumerTrends #RetailGrowth #InflationImpact #LipstickEffect

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So, I spend a few hours a week digging into generative AI to see what I can learn. When I talk to other marketers who haven't jumped into this yet, the most common theme I hear is they're not sure how/where to start. So, I pulled together a list of what I think are the top 50 generative AI prompts for marketers. Take a look and start to experiment with these. Once you get started, it's tough to think about working any other way. https://lnkd.in/gjvjXeGP

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Here at Ulta Beauty, we believe that beauty is a force for good, for all. So in a world where beauty standards are always changing, our brand new Ulta Beauty study revealed and confimred that every generation shares a deep emotional connection to beauty starting as early as Gen Alpha that is deeply rooted in self care and joy! Introducing our “Generation Joy: Defined by Beauty Enthusiasts of All Ages, United by Joy” report, uncovering a new generation of beauty enthusiasts who are bonded by beauty and united by JOY. We dug deep to discover how consumers across generations, including #GenAlpha, perceive, experience, and are influenced by beauty – and how joy is at the heart of beauty rituals, no matter your age. Among the topline “Generation Joy” insights: ✨Universal Joy from Beauty Routines: All generations look to self-care to increase joy in their lives - with 77% agreeing that maintaining a beauty or wellness routine helps them feel more joyful on a day-to-day basis. ✨Early Beauty Experimentation: Gen Alpha females and males are starting to experiment with beauty products at an average age of 8, five years earlier than Gen Z females. ✨Holistic Beauty Definition: 91% of Gen Alpha believes beauty is about looking and feeling good beyond physical appearance, with a focus on holistic self-care. ✨Parental Guidance: 77% of Ulta Beauty Rewards members who are parents to Gen Alpha actively encourage their child’s interest in beauty, with 70% using beauty routines as a bonding activity. And over two-thirds of these Gen Alpha parents agree that it is healthy and “normal” for their child to want to explore beauty at their age. ✨Natural Preferences: 92% of Gen Alpha prefers a more natural look, 87% prioritize skincare over makeup, and 97% believe skincare is self-care, reflecting their beauty goals – cleanliness, hydration, and enhancing natural beauty. Check out the report to explore how joy and beauty unite us! 👇🏻 https://lnkd.in/gSFpqYXu #UltaBeauty #TheJoyProject #JoyForward

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I want to talk about consumer behavior. We spend a lot of $$ on focus groups and research to understand it, but there's a huge gap between what people say they do and what they actually do in stores. I've learned not to rely only on research; I use it as a guide. The truth is, in studies, people often tell us what they think we want to hear, not what they really do. For example, I recently observed shoppers checking nutritional labels on products full bad for you ingredients. When I asked why they bought these items, they quickly said it was for their kids, not themselves. As a parent, I know we all want the best for our kids. This got me thinking: if they’re willing to buy unhealthy items for their children, what are they buying for themselves? This contradiction revealed a deeper truth about consumer behavior. People often rationalize their choices to align with a better image of themselves, even if their actions tell a different story. This insight shows the the importance of trusting your instincts and observing real consumer behavior in stores, rather than just believing research or studies. Real behavior at the point of sale tells us more than any survey can. It highlights the need to watch closely and listen carefully to what consumers do, not just what they say.

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An article in The Business of Fashion on "Fashion's Golden Opportunity With Older Shoppers"... Is total and complete BS. There is an opportunity across ALL shoppers. Dividing them up by descriptors that have been used for decades is just not going to cut it anymore. While teaching fashion marketing at Fashion Institute of Technology last Fall, there were modules on generations and how they spend, how they consume information, etc. I had to add caveats to each statement in the textbook because you can't make these types of assumptions anymore. This is an old school way of marketing. We can't put customers into these buckets anymore as there are so many other data points to consider. The affluent customer shops at Walmart, Target and Costco Wholesale. The tech boom will go through another cycle and you will have more younger customers with disposable income. Resale luxury is bought by Gen Z to the boomer. Generalizing is a wasted effort and it's what gets retailers in trouble with excess inventory to irrelevant product assortments. The customer has evolved across generations and we need to stop generalizing to avoid marketers look at the data in just 1 way. #retail #retailnews #fashion #fashionmarketing #bof

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"Generalizing is a wasted effort and it's what gets retailers in trouble with excess inventory to irrelevant product assortments." Adore this commentary from the inimitable Liza Amlani. Highly recommend it as a read. Generalization is a symptom from our over-stretch to efficiency. We are biologically attracted to efficiency as it reduces effort which burns (what were once precious) calories. We therefore seek out every way we can improve efficiency in how we make stuff, how we think, and how we do things. It has a true cost though, which is articulated beautifully by Liza. Customers aren't formed in factories, and their behaviors and preferences change all the time. Even what they say are their preferences don't always align to their actions. It's an old school way of thinking and in a world of this much data down to individual level, we can do better.

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Amazon Prime Day sales numbers reached a new high, with $14.2 billion in online sales in the U.S. alone. One of the key factors driving the success of Prime Day this year was the significant discounts offered on big-ticket items like furniture and electronics. Consumers were able to score major savings on high-value items, leading to a surge in sales in these categories. The average discount on U.S. Prime Day deals was 22%, indicating that retailers were offering even deeper discounts than in previous years. This likely contributed to the record-breaking sales numbers seen during the event. Another notable trend this year was the increase in the number of mass retailers and multi-category specialist retailers participating in Prime Day sales. This competition among retailers likely led to more attractive deals for consumers. While TikTok Shop's "Deals For You Days" attempted to compete with Prime Day, it did not have the same level of success in driving sales or offering higher discounts. Prime Day remains the dominant force in the e-commerce landscape, with consumers eagerly awaiting the event each year for the best deals and savings. #amazonprimedaysales

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Listening to couple of podcast channels has been my morning routine on way to work.Building Better CMOs is one of them. Greg Stuart is simply awesome, the way he drives any conversation, the way he modulates his voice (goes low to high so seamlessly in certain moments that need that) , the way he brings in that personal touch is all 100% worth. In addition the kind of leaders he brings in ooze brilliance and inspiration. Greg - I listened to 2 of your podcasts today, so the next post coming up soon. (Ofcourse I took notes!) This one in particular that I listened to today morning is with the high energy Michelle Crossan-Matos . Not a moment to be missed in this conversation. What clarity of thought ! Some of the habits that Michelle shared, I follow as well- -Early morning wake up time -Reading about Leadership -Going for a power walk (I do a power run) -Taking notes on her phone, journaling -Basically preparing your brain for the day There are so many highlights in this conversation, one of the things I lovewhen she says CMOs need to be more of center brain than left or right. Then creating your own framework is important as you move in your career journey . I love her perspective that ----if one got to teach 5 people tomorrow on something, what helps is a framework that is own. I get the essence of it and hence I always accentuate the importance of getting out of your laptop for few moments each day and whiteboarding. I have a big white board in my home study where I keep writing/doodling depicting what's on my mind and tell you what - it is empowering ! Marissa is also the most vocal person in her boardroom and thats such a great sign of a great leader. And yes, she also calls herself the luckiest #CMO in the entire world......because....because her CEO is a former CMO. (All CMOs will relate of this) Another highlight from Marissa - Don't walk away from brand building. And also, if you get an opportunity to work in the 'retail' category ever, don't miss it (a lot of good reasons) PS: I gotta say with 3 eyeliners and 3 mascaras bringing in dimension to your eyes (the essence of it is linked to one's career journey as well!) So, I urge leaders to take out 32 mins and listen in to this! Building Better CMOs Podcast #Podcast #CSuite #Leadership #CMO Ammita Mistry Rudrashish Nag Moneka Khurana Lloyd Pereira

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No two brands are the same, no two strategies will work for everyone. No theory or instrument of technology works for every brand the same. No merchandising, marketing, buying or supply chain principles can help a brand that is not properly connected with the market. If you had a dollar for very idea chased because it looks good, feels good you would have millions. The biggest hurdle for a brand is to simply belong and have a place in the minds and hearts of consumers. It’s not easy and that’s why so few occupy the number one, two or three market positions in all industries. But there is room for a lot of retailers the key is to being trusted and consistent in product, service and communication. However, if it’s number 1,2 or 3 you want to play in you will have to work a lot harder. However, we all need to be aware it is going to get much tougher to stay in business, the 50-60% that live paycheck to paycheck and debt, they are looking for value. Another 20% are fundamentally able to live a little bit better and can spend more. The other 20% can be broken down into financially sound, wealthy and wealthier the latter being the top 1%. The numbers will change but not how you think. That 60% may become 70% you see what this last run with inflation has done its created a bigger gap with affordability. And it is a global phenomenon. I am former C level executive, current board chair, advisor, investor and public speaker. I enjoy helping businesses and leaders improve their potential to win in the marketplace. I bring real world experience to the table. #retailing #strategy #ceo #technology #innovaiton #economy

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