In the press
A selection of our latest articles
At any given time, up to one-third of a supermarket’s assortment is on promotion. However, promotions are not expected to create standalone profit, but also create a “halo effect”. Brian Elliott looks at the need for change when measuring promotion impact and quantifying halo effect.
Lars Fiedler examines the findings of our recent research “The Art of Personalization— Keeping it Relevant, Timely and Contextual” and highlights several key areas that should help retailers guide the development of their personalised marketing strategy.
Following the findings of our research "The Future of Shopping: connected, virtual and augmented", Brian Elliott looks at the highlights from the report that seeks to shed light on consumers' current cross-channel preferences and future shopping intentions.
Oliver Ehrlich explores the importance of Customer Insights in maximizing the value of your business by understanding what customers really want, what they might want in the future, to what extent they are getting it from your company, and how you can keep them coming back for more.
Chris Enger shares his expertise on how insight into consumer behaviors can stimulate growth in consumer goods industries. This article has been published in Greenbook’s quarterly GRIT report. The full report can be accessed via the Greenbook website here.
Brian Elliott tells us what caught his attention at NRF 2019.
Chris Enger shares his insights with CPG executives about the importance of combining the power of machine learning (ML) and artificial intelligence (AI) with more traditional approaches like prescriptive analytics to model, and, more significantly, recommend changes that can be made to assortment, pricing, promotions and SKUs.
This is the third year Periscope By McKinsey has looked at the shopping behavior of consumers, how they prepare, and the categories they plan to spend in during Black Friday. Examining the highlights of this year's research findings, Brian Elliott provides his recommendations for retailers and brands determined to maximise on this year's golden opportunity.
With the holiday season fast approaching, Channie Mize explores how applying the appropriate technology can save a season, lessen the chances of holding large amounts of stock, and bolster sales and margin performance.
Amazon reported that its fourth annual Prime Day surpassed all prior sales records in the e-commerce giant’s 24-year history. In this article, Channie Mize examines the top-line findings of Periscope By McKinsey’s consumer research - conducted across five global markets to learn more about the impact of this year’s Prime Day - and shares her recommendations for retailers.
Following the findings of our latest research on personalization, Lars Fiedler explains what characteristics make marketing messages personal in the eyes of the consumer.
Looking for sustainable growth opportunities in mature markets for CPG products can feel like a Herculean task. In this article, Vinit Doshi examines how Artificial Intelligence is unleashing the true potential of Growth Mapping and increasing market share and revenue for manufacturers and retailers alike.
Brian Elliott shares the highlights of Periscope® By McKinsey’s latest consumer research which examines the way that consumers’ purchasing behaviors are changing when it comes to CPG goods.
As digital advances have transformed shoppers’ habits in dozens of industries, Nicolas Magnette shares his recommendations for B2B companies looking to embrace dynamic pricing in order to stay competitive amid digital disruption.
Channie Mize shares her thoughts on the exciting things that she believes retail will deliver in 2018.
Link to FMCG News home page http://fmcgnews.co.uk
Prescriptive analytics is much more than software and data science – it’s a way to combine the strengths of humans and machines to make better, faster decisions. In this article, Channie Mize looks at the reasons why prescriptive analytics is the new way for retailers to make insight-driven decisions.
Brian Elliott explores the best way for retailers to manage their pricing in order to differentiate themselves from the competition, generate brand loyalty and attract new customers.
Brian Elliott examines the technologies behind the three key trends driving retailers’ decision making in 2018.
Channie Mize reflects on this year’s NRF, sharing her thoughts on what she believes will be the key investment trends that retailers will be making in 2018.
Brian Elliott examines the importance of eCategory Management technology for consumer goods companies that want to compete in any meaningful way in today’s highly competitive landscape. In this article, he shares his recommendations for ensuring competitive assortment and pricing strategies and for consumer goods companies to ready their business for the omnichannel world.
Building and sustaining loyalty is key to retaining customers and driving increased sales. In this article, Brian Elliott shares his recommendations for retailers to gain high customer loyalty, striking the balance and achieving the right ROI in the shift from mass to personalized marketing.
Channie Mize highlights the key findings of this year’s Black Friday consumer research from Periscope By McKinsey and examines how businesses capitalize on the opportunity that this coming Black Friday presents.
Channie Mize examines the results Periscope’s recent survey of U.S. shoppers revealing their attitudes, actions, and behaviors to Amazon Prime Day 2017 and shares her top tips for retailers to learn from Amazon’s approach to personalization and marketing and thus ensure the success of their own time-limited online shopping events.
Brian Elliott, managing partner at Periscope By McKinsey looks at how eCategory management is helping consumer goods companies get serious about online channel management.
In this article, Chris Enger, Senior Expert with Periscope Insight Solutions, talks about what growth mapping is and how consumer goods companies can drive impact for revenue growth in using it.
Lars Fiedler, VP and Solution General Manager for Marketing Solutions at Periscope By McKinsey, examines the important role that Unified Marketing Impact Analysis (UMIA) has in the way complex consumer actions are attributed in the marketing mix.
Victoria Bough shares a broad range of professionals who influence purchases across the entire organisation - from CEOs to CIOs
Brian Elliott shares his top five tips for executing context-relevant personalization at scale and across multiple channels in order to ensure success and add value to the business.
Exploring the results of a recent Periscope survey of retail decision makers, Brian Elliott talks about the benefits of, and the journey toward, personalised marketing.
In this article, Lars Fiedler, vice president and solution general manager for Marketing Solutions at Periscope By McKinsey, discusses the importance of having the right data to make UMIA work for marketing campaigns.
Examining the necessary steps that CPG leaders need to follow to help ensure improved pricing and margin optimization, Paul Thompson highlights the enormous rewards that can be enjoyed through becoming more insight-driven at scale.
Most organisations are falling behind the curve as today’s complex media environment and mix of digital, mobile, traditional and app based consumer actions are not being correctly attributed in the marketing mix. Lars Fiedler, VP and Solution General Manager for Marketing Solutions at Periscope By McKinsey, examines the important role that Unified Marketing Impact Analysis (UMIA) has to play in combatting this.
Channie Mize shares her insights following NRF 2017, highlighting the three key things that retailers should take from this year’s event.
Paul Thompson shares his insights with Shopper Technology Institute members about the methodical approach that CPG organizations need to adopt in order to ensure that data-driven insights create true value across a business.
Brian Elliott offers a view of discounting and promoting FMCG lines during the Christmas season, considering how not to give away too much.
Sharing insights from the latest consumer research from Periscope By McKinsey which reveals a growing public apathy around the Black Friday phenomenon, Brian Elliott highlights what retailers need to do to reinvigorate Black Friday and increase their chances of a successful sales season.
John Karolefski of Progressive Grocer writes about the Big Data challenge for grocers, featuring comment and insights from Brian Elliott.
Brian Elliott discusses key considerations for becoming an insight-driven retailer and maximize on the opportunities that the holiday season shopping period can bring.
Paul Thompson shares his thoughts with the readers of FoodBev about how insights can drive beverage industry innovation.
Periscope lifts the lid on some of the of the biggest challenges facing apparel in the softlines sector - challenges which drive erosion in margins - and shares her thoughts on the right approach for achieving the best omnichannel experience to solve a host of these issues.
On page 22, read how Periscope has enabled Ahold’s category managers to make smarter promotion choices.
Marrying art and science to improve lifecyle pricing
Channie Mize discusses how retailers can align their analytics, processes and organisations to boost pricing excellence and profitability.
How Grocers Can Improve Lifecycle Pricing
The “Amazon effect” has been slower to impact grocery, but is starting to transform shopping behavior, retail pricing and the competitive landscape. Channie Mize explores how can grocers can unite both art and science to improve lifecycle pricing to gain significant competitive, first-mover advantage along with meaningful revenue and profit growth.
Channie Mize shares her thoughts on how retailers need to overcome organisational and technical issues in order to meet consumers’ ever-increasing demands for omnichannel.
Omnichannel, is not an option for continued online success, it’s a requirement, in the same way a website became a must-have 20 years ago. Sharing her expert insights, Channie Mize highlights the possible hurdles to becoming truly omnichannel and outlines the steps that a retailer must take to enabling it to understand each individual customer and the interactions they may have simultaneously across various different channels.
Periscope, by McKinsey featured one of the most promising Big Data solution providers in CIOReview. A distinguished panel comprising of CEO’s, CIO’s, VC’s and analysts including CIO Reviews’s editorial board has decided the top Big Data Solution providers from over 1,000 companies.
Read Channie Mize’s insights in this market feature on the omnichannel challenges being faced by retailers today and her advice on the steps that organisations need to follow to achieve true omnichannel excellence and secure more loyal trips from target customers.
In this article, Thomas Baumgartner, Homayoun Hatami, and Maria Valdvieso de Uster explore how the Artificial intelligence (AI) trend is heating up in the sales field, and what the implications are for selling and sales people.
In this article, Paul Thompson explores the idea of using consumer shopping data not only to test an idea before introduction, but also to identify the product opportunity from the very start with customer interactions and category analysis being used to identify opportunities to find and specify new products based on consumers’ hierarchy of needs and preferences.
A data-driven business
In this article Periscope Retail Sector General Manager, Channie Mize, and Ahold USA Senior Vice President of Merchandising Strategy, Nick Bertam, talk about making the right investments for the big data journey and give examples from Periscope and Ahold partnership on promotional activities. You can read the full article here.
Survey results garnered by Periscope at this year’s World Retail Congress in Dubai revealed that 78 percent of retailers are still not in a position to offer their customers a consistent brand experience across all channels. In this interview, leading German retail publication gets Channie Mize’s insights into the results to better understand why retailers are still struggling to deliver a true omnichannel experience and to hear what it takes to get it right. The interview can also be seen in EuroCIS.
There was a time in the past when price was considered the only factor impacting consumers’ purchase decisions. With customers today interacting with a brand online and offline, the major challenge for retailers is to identify an individual customer, understand them and maintain their relationship. Channie Mize provides her recommendations to help retailers gain the essential insights to succeed in this arena.
Channie Mize shares her key takeaways from this year’s NRF conference and expo.
In this article, Brian Elliott explores what retailers need to consider in order to transform themselves into a truly omnichannel business and to reap the rewards from providing a complete customer experience, all the way from marketing through to browsing and buying.
Omnichannel Retailing: A Work in Progress
In January’s issue of Progressive Grocer, Channie Mize shares her views in “Omnichannel Retailing: A Work in Progress” (page 91) on the steps that retailers need to take to transform themselves into a truly omnichannel business and meet the evolving demands of today’s grocery shoppers.
Thomas Bauer, Lars Fiedler, Jeff Jacobs, and Dennis Spillecke from McKinsey & Company explore the fact that to add real value, marketing analytics solutions have to answer the questions on the minds of important decision makers and be part of their day-to-day work. And what decision makers want is a full and clear picture of what’s going on so they can make better decisions. The article highlight the three critical elements for realizing the marketing analytics payoff.
Brian Elliott shares his top tips for ensuring that price optimization is as impactful as possible and acts as a key contributor to same-store sales increases, an improved competitive position and better customer loyalty.
With the holiday promotion season fast approaching with the arrival of Thanksgiving and Black Friday, retailers need to understand which products are the right ones to discount or promote and which, when promoted, will actually drive incremental sales and margin over their baseline sales. In this article, Channie Mize looks at discounting and promotion during the holiday season and how not to “give too much away”.
In this market feature, which examines the four areas of retail where technology is making an impact, Channie Mize shares her insights into how she sees the genuine execution of omni-channel experience as being one of the biggest changes happening in the back office.
Channie Mize examines how US retailers can establish customer trust through the right pricing strategy.
Channie Mize examines the role of pricing strategy in establishing brand trust.
Brand trust is hard won over many years and lost very quickly. Channie Mize shares her insights as to how UK retailers can use data to drive good value, build trust and achieve commercial success through the right pricing strategy.
Channie Mize, Retail Sector GM of Periscope, shares her top five tips for safeguarding improved pricing and margin optimization and ensuring a better insight-driven approach across retail organizations.”
Paul Thompson from Periscope, by McKinsey, shares the top 5 elements of successful revenue and price optimization solution implementations.
Paul Thompson, Vice President Client Service, EMEA for Periscope, by McKinsey, explores what it really takes when using big data to deliver the best pricing and margin optimisation solution for an organisation.
Paul Thompson, VP client Service EMEA for Periscope, by McKinsey, shares his top tips for IT and commercial managers in choosing the right solution to improve a company’s overall commercial performance.
Channie Mize, Retail Sector GM of Periscope, shares her recommendations for framing commercial transformation for retail organizations.
Channie Mize, Retail Sector GM of Periscope, by McKinsey, explores the role of each component in delivering the best solution for an organization to achieve insight-driven leadership.
In this article, Channie Mize, Retail Sector GM of Periscope, by McKinsey, delves into the importance of big data and analytics for retailers in understanding consumer behaviour across channels and creating value throughout the business.
Brian Elliott, CEO of Periscope, is interviewed about the convergence of physical and online retail.
Big Data is transforming the way companies do business. But many firms are finding that it requires significant investments of time and money before seeing the value.
Eversight™ and Periscope™, announce a partnership to bring Promotion Offer innovation capabilities to leading retailers and consumer goods companies.
70% of corporate transformations fail traditionally; McKinsey shows how 90% can succeed.
This article introduces the pocket pricing approach to enhancing real company profits by identifying and addressing sources of profit leakage.
According to this article, McKinsey Solutions marked the first time we unbundled our offerings and focused heavily on hard knowledge assets. “Why would a firm invest in such a departure when its core business is thriving?”
Periscope Media Kit
Periscope™, by McKinsey, offers a unique combination of ongoing data management, analytical insights, software tools, and expert capability-building support. It enables clients to get transparency into big data, access actionable insights, and embed new ways of working that drive lasting commercial performance improvement and a sustainable 2-7% increase in return on sales (ROS).