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.


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 |


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 :

© 2017 |


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

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

© 2017 |

Corporate Retail


How do we gather our data and inform our insights?

Trade Intelligence | Credentials

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?

© 2017 |



7

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

mailto:[email protected]?subject=Private Label Report Enquiry : Comparative Shopper Marketing at Retail Report

Ti Research

Library


© 2017 |

Introduction to Trade Intelligence Research

Industry Toolkit : Market & Channel Reports


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.

© 2017 |

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


Supplier Toolkit : Retail Trade Profiles


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.

http://www.tradeintelligence.co.za/

© 2017 |



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.

Decision-making intelligence

Financial results –performance on a page

Retailer PerspectiveStrategy + KPIs on a page

Annual Exec ReportKAM Handbook

© 2017 |


Supplier Toolkit : Shopper Marketing at Retail Reports

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


Boxer

Checkers

Clicks

Game

Makro

Pick n Pay (Retail)

Shoprite (Retail)

SPAR

Woolworths










Ti School of Retail

13

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


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


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.”

For further information

Contact us

Follow us

trade intelligence business profile · introduction to trade intelligence trade intelligence |...

Documents