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The 5 Dimensions of Shopper-centric Team Development: Building Capabilities That Drive Commercial Excellence

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The Route to Shopper® Framework identifies people capabilities as critical enablers of commercial excellence. Without skilled teams capable of applying shopper-centric approaches, even the best strategies and processes will fail to deliver results. This guide explores the five dimensions of shopper-centric team development that create the human foundation for Route to Shopper® implementation. The Capability […]

Operationalizing PATHS: How Retailers Transform Shopper Insights into Store-Level Excellence

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The PATHS Framework within the Route to Shopper® methodology provides retailers with a comprehensive approach to shopper-centric excellence. The true power of this framework emerges when strategic concepts translate into frontline execution across thousands of customer interactions. This guide provides structured approaches to operationalizing the PATHS Framework in retail organizations. The Operationalization Challenge Many retailers […]

Joint Business Planning IS NOT Commercial Excellence

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Joint Business Planning (JBP) is highly visible, structured, and central to supplier-retailer collaboration. However, while JBP is an important component of the broader commercial toolkit, it is not synonymous with Commercial Excellence. Viewing it as such risks oversimplifying what it truly takes to succeed in a competitive and fast-changing marketplace. The Role of Joint Business […]

From Theory to Practice: Implementing the GUIDE Framework in Brand Organizations

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The GUIDE Framework within the Route to Shopper® methodology provides brand owners with a comprehensive approach to commercial excellence. However, translating this powerful framework from conceptual understanding to practical implementation requires strategic planning and systematic execution. This guide provides structured approaches to bringing the GUIDE Framework to life in brand organizations. The Implementation Challenge Many […]

Building Your Route to Shopper® Capability Roadmap: Where to Start and How to Scale

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Implementing the Route to Shopper® Framework represents a significant opportunity for consumer goods organisations. With 75 core capabilities plus bonus modules, however, the framework’s comprehensiveness can create questions about where to begin and how to sequence development. This guide provides a structured approach to building your capability roadmap based on the framework’s inherent architecture and […]

Unlocking Bigger Baskets: The Route to Shopper® Approach to Increasing Transaction Value

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In the quest for growth, consumer goods organisations often focus primarily on expanding their shopper base. While penetration remains crucial, substantial opportunity lies in increasing the value of each transaction through bigger baskets. The Route to Shopper® Framework provides a systematic approach to this critical growth driver through its “U: Unlock Bigger Baskets” pillar for […]

Revenue Growth Management Reimagined: Using Shopper Insights to Drive Price, Promotion, and Portfolio Optimization

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Revenue Growth Management (RGM) has emerged as a critical capability for consumer goods companies seeking to drive profitable growth. However, many RGM approaches remain overly focused on internal financial metrics while insufficiently incorporating shopper behaviour and decision-making. The Route to Shopper® Framework reimagines RGM as a shopper-centric discipline that creates sustainable value through deeper understanding […]

Measuring What Matters: How Route to Shopper® Metrics Reveal Hidden Growth Opportunities

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In the complex world of consumer goods, what you measure determines what you can improve. Many organizations focus on traditional metrics that provide limited insight into actual shopper behaviour and fail to identify the most significant growth opportunities. The Route to Shopper® Framework introduces a more sophisticated measurement system that reveals hidden growth potential through […]

The 70% Opportunity: Capitalizing on Point of Purchase Decisions Through Route to Shopper® Implementation

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One of the most powerful insights in consumer goods marketing is that approximately 70-80% of purchase decisions happen at the point of purchase. Despite this knowledge, many organizations continue to overinvest in pre-store marketing while underinvesting in the capabilities that influence these critical decision moments. The Route to Shopper® Framework provides a systematic approach to […]