Devin Kunysz’s Post

Transcript

All righty, Justin, happy Thursday. Uh, it has been a week since the consumer goods customer Advisory Board. I'm super excited to talk about this with you. We had 15 consumer goods executives with us last week, and we wanted to just share kind of what we heard at a high level and how those trends are impacting. So Justin, I think the first thing that I heard, which was really interesting, is how companies are starting to morph the way they're thinking about our GM. Could be more around the idea of like the total investments that they're making it a customer. Do you wanna touch on that a little bit Yeah, this idea of total customer investment is 1. We keep hearing more and more lately, especially as there's more pressures on our customers, whether it be from a cost perspective or productivity initiatives that need to be done. So the idea of taking a look and not only evaluating your trade spend at the customer, but what is your retail media spend? What are the, you know non trade agreements in terms of lump sums or even your. Even your your contract rates of net 30s, forties, 50s, whatever the case might be and being able to look at who is actually driving a better return from a customer perspective and putting more, more rigor behind those who are actually winning in the marketplace and are profitable for you to do business with. That's pretty cool. Changing gears, I think the other thing that I heard that was really interesting is some of the investments in AI. Obviously we know 85% of the consumer goods. Companies that are growing double digits have invested in AI and at least one part of their business. One of the interesting examples I heard was people creating brand specific LM. You and I both know this. There's so many incredible assets for some of these brands that they're actually able to create this really cool brand tone and voice where it actually talks to the consumer and it shares with them empathy and it can respond to them just like the brand would. Anything you want to add to that? I thought that was really fascinating. Yeah, I think it's amazing because you think about every consumer touchpoint, that's what your job is as a brand leader as you well know, right. And being able to have every single person, whether it's a service Rep or a seller or or any real engagement that you have with the customer consumer in your brand voice. Being the best brand representative that you possibly can have is obviously an important step in taking towards, you know, building a best, the best in class customer and. Consumer experience, I'll be super interested to see if people start to use those L's as like data capture tools. I mean, 30% of Genz's shopping journeys pick off in an AI app, so I'm really excited to see that one. The last one that we wanted to talk about was just how people are rethinking the long tail. I thought that was really interesting. I mean, in all actuality, most people I've talked to, it's $150.00 plus to send someone into a store. Often times to generate a few dollars of revenue. You want to touch a little bit more on how people are rethinking the long tail? Yeah, this is probably one of the most exciting spaces that at least that we spent a lot of time on here with AI and not only reimagining the way that you interact with customers on that staff that you just mentioned. That's that's only including the stores that people go into. The fragmented trade market globally is $2 trillion in the average CPG. The company only reaches half of those stores so or outlets. So there's a trillion dollars of Tam that is left on the table at most companies that long tail reps can automate the entire process of selling and getting products to the stores of of these companies and outlets. So it's a really exciting space that it is one of the ways in which I can really drive a tremendous amount of revenue, not not just productivity, just to make it super tangible. The way I'm thinking about this is like, hey. Someone reaches out to a sales Rep for samples. I mean, I used to drive around in my Ford Taurus in 2011 and deliver Dodge Grand Caravan minivan cooler than the Taurus. That's really just hey, I want samples, great. Instead of me driving out, the agent will automate that work for me. Send the samples, send the point of sale, create a lead in my system. I can follow up virtually. I never have to drive my Dodge Caravan 2 hours to to close that. Is that how I am? I think about that correctly. Yeah, any kind of distributor lab market, fragmented trade market where a Rep has to to make a lot of efforts to get to those stores or maybe not at all, maybe only go once a month, maybe they don't get to it at all. This can alleviate the need of of having those kind of really hard to reach places and with a, you know, have a Rep to to be able to do that, it automates the entire sales process. So that's exactly right. There's obviously offshoots and endless opportunities, whether it be just for samples or just selling new items, selling promotions. Getting scale out of new item launches, so a lot of opportunity in that space to drive incremental sales. All right, Justin, I think that's enough. We'll let everybody watch this if they want to talk more, uh reach out on LinkedIn. We're going to post this up, reach out. We're happy to chat share more about what we're seeing and we'll keep these video updates coming if you enjoy it. So like and subscribe chat soon, everybody see you.