Is your brand portfolio fit for purpose?

The streamlined Avon Care portfolio

From the popularity of vegan and plant-based meals, to the development for non-alcoholic beer and the wider shift in the direction of premium spirits, shopper behaviour is evolving at such a price that manufacturers are left scrambling to maintain up. Now corporations are going back to their portfolios to work out if they really are fit for function.

Change is already afoot throughout the global FMCG sector. In April, Kellogg’s bought its biscuit companies together with Keebler and Well-known Amos to Ferrero for $1.3bn (£1bn) to be able to concentrate on its snacks and cereals.

Kris Bahner, senior vice-president of worldwide corporate affairs at the Kellogg Company, explains that divesting this factor of the portfolio allows Kellogg’s to hone in on its largest snacking manufacturers, as well as enhance its financial flexibility via a greater margin mix and reduction of debt.

“While our cookie, fruit snack, ice cream cone and pie crust businesses have iconic and beloved brands, we simply cannot allocate the sufficient focus and resources they deserve,” Bahner says.

“The changes we are making to our US portfolio are not easy, but we know we are taking the right steps to return Kellogg’s to growth. While we can’t speak for any other company, we know continually reviewing our portfolio for growth opportunities is the right thing to do for Kellogg’s.”

The company believes there’s room for progress in the snacking category with products akin to RXBar protein bars, which Kellogg’s acquired in October 2017 for a reported $600m (£465m). Launched to the UK in January, RXBars are being bought direct-to-consumer, in addition to by way of 20 high-end gyms similar to Barry’s Bootcamp and CrossFit.

The modifications we’re making to our US portfolio aren’t straightforward, but we know we are taking the appropriate steps to return Kellogg’s to progress.

Kris Bahner, Kellogg’s

Also in April, French FMCG big Danone bought natural salad brand Earthbound Farm to US company Taylor Farms with a view to refocusing its portfolio round yogurt, water and plant-based merchandise. The company is keen to proceed investing in healthy startups via its Danone Manifesto Ventures arm, which last yr acquired baby meals brand Yumble and wholegrain oat yogurt Hälsa.

In fact, corporations outdoors FMCG will not be resistant to using portfolio management to vary their company’s path. Tobacco big Imperial Manufacturers is presently trying to sell its premium cigar business as a part of a wider “simplification agenda”. Imperial says that whereas its premium cigar enterprise is growing, it has a special shopper base and path to market to the other companies in its portfolio and subsequently not matches the “strategic focus”.

Divestments don’t, nevertheless, all the time go easily. Kraft Heinz continues to be struggling to unload its Maxwell House coffee brand after placing it up for sale in February for a reported $2.5bn (£1.9bn). In accordance with CNBC, Kraft Heinz is hoping to eliminate manufacturers that buyers usually are not prepared to pay a premium for as competition from retailer own-brands ramps up.

Open to prospects

Within the beauty sector, Avon has launched into a strategy of portfolio sharpening using its Open Up strategy to “clear out the weeds of the portfolio”, explains chief brand and wonder officer, James Thompson.

The thought is to enhance access to Avon’s products on-line and by way of its representatives, while constructing a status for promoting great products that can’t be sourced elsewhere. Thompson is convinced that simplification is the key to attaining this objective.

The Avon Care portfolio, for example, has moved from 25 skincare collections worldwide to only 14. This portfolio has also minimize primary product strains by 30%, whereas decreasing method bases from seven to two. By creating widespread bases and removing non-essential elements Avon improved its gross margin by 100 foundation factors. The money saved was pumped again into simplifying the packaging and including more “on-trend” components. Gross sales rose by 10% in consequence.

Based mostly on the success of the Avon Care shake-up, the corporate is now taking a look at separating its Avon True and Mark make-up brands, which can permit for higher price-tiering.

AvonCare Superfoods Honey Avon Care gross sales have risen 10% because of simplification.

Thompson also points to the release of Avon’s Vitamin C serum in Might, a single SKU (stock holding unit) that is already 20% ahead of forecasts. The simplicity of the packaging conveys the very fact the serum incorporates the identical ranges of lively vitamin C as 30 oranges. Across the wider group portfolio, Avon has decreased its SKU rely by 25%.

This technique is liberating Avon up to take a look at what is absolutely driving shopper selection and the emotional segmentation that impacts on buy, Thompson explains. The groups have gone again to fundamentals and “relearned the categories”, taking time to find out the areas of most worth. They have additionally made the brochure and ecommerce website a lot simpler to navigate.

“If you take this approach in one part of the organisation it spreads to the rest of the organisation and you see the value of making choices to be brave and to be simpler,” says Thompson.

“It effectively becomes a business habit. If there is advice I was going to give to anyone it would be use this as the flagship for simplification and making choices across an organisation.”

He provides that it is very important set targets, as a result of it provides the organisation something to get behind. Avon has been capable of over-deliver on the simplification process as a result of it has a galvanising goal, says Thompson, which means the group was not prepared to simply accept a 17% discount in product strains if the objective was more than 20%.

READ MORE: Avon plans to take on direct-to-consumer rivals by turning into a ‘high touch, high tech’ enterprise

Premium push

In lots of instances, divestments and acquisitions are a method for brands, notably within the alcohol sector, to maneuver their portfolio in new instructions.

For Corona’s father or mother company Constellation Manufacturers, the $1.7bn (£1.3bn) sale of 30 brands from its wine and spirits portfolio to E & J Gallo Winery in April signalled the corporate’s wider ambitions to grow its premium portfolio.

Speaking on the time, president and CEO Bill Newlands stated the company was evolving to keep pace with emerging shopper tendencies, adding the concentrate on premium wine and spirits brands will higher place the company to realize accelerated progress. It has backed that technique up with the acquisition of a minority stake in artisan Los Angeles-based mezcal label, Mezcal El Silencio.

As part of its premium push, Diageo bought 19 of its lower-end spirits brands, including Seagram’s Five Star whisky and Myers’s Rum, to US drinks firm Sazerac for $550m (£422m) in November. The drinks big then announced in Might it was launching new super-premium Italian gin, Villa Ascenti, throughout 14 European nations. Reflecting on the brand new launch, Diageo cited IWSR Europe gin category statistics which show super- and ultra-premium gins are the quickest rising segments inside the class throughout Europe.

Diageo Villa Ascenti Gin Diageo’s new super-premium Villa Ascenti Gin.

Pernod Ricard is similarly pursuing a “systematic premiumisation policy”, which the corporate’s 2018 annual studies explains will mean the longer term acquisition of excessive potential premium brands and disposal of “non-strategic” belongings.

In January, for instance, Pernod Ricard bought its Argentinean Graffigna, Colón and Santa Silvia wine manufacturers to Chilean wine firm VSPT, reportedly to take a step back from sales based mostly on volume and discounting. Then in April the company acquired Italian super-premium gin brand, Malfy.

Encouraging shoppers to move upmarket is one among Pernod Ricard’s 4 key progress accelerators and figures recommend it’s a savvy strategy to take. Between 2007 and 2017, Pernod Ricard grew volumes across its prestige category by 7.2%, compared to progress of just 1% in its commonplace category.

Concentrate on the core

Shifting out of classes that take attention away from the core product is a brilliant transfer because it frees companies up for experimentation. 4 years ago, British baker Hovis culled its supply in pancakes, crumpets and muffins to give attention to ramping up the standard of its core bread merchandise.

It’s all concerning the 80/20 rule, explains advertising director Jeremy Gibson, which means that 20% of products ship 80% of the worth. His philosophy is, if a product isn’t performing Hovis ought to proactively pull it and find a better alternative.

When analysing the popularity of a product, Hovis appears on the fee of sale and penetration knowledge, in addition to chatting with shoppers a minimal of as soon as a month, and typically as typically as as soon as every week, to gauge their opinions.

An enormous part of Gibson’s position is to handle the stage and gate course of, starting off with the business case, the product design and the chance out there. Based mostly on this analysis, the group work out if the product is viable or whether funding is needed to revamp the packaging or tweak the design.

Wanting on the portfolio and making decisions allows us to place extra money behind areas where we see big progress potential.

Steve Challouma, Birds Eye

Gibson feels “a huge obligation” to ensure Hovis has the proper range and explains that the product cull 4 years ago means the enterprise is now within the “luxurious position” of getting a robust core of products to build upon.

“The SKUs we have on shelf are proven to be successful; they don’t just command space, they’ve become really important for many of our customers. My challenge is not to keep cutting what we have. But, if you want to expand the footprint of our brand, where do you go next?” he explains.

Pulling out of extraneous categories freed up Hovis to comply with evolving shopper tendencies, a technique that inspired the launch of its sourdough bloomer and seeded batch loaves in September 2018. Now the core enterprise has been strengthened, Gibson has his sights set on the brand “nudging its arms” further out on the shelf and exploring the alternatives in premium-style loaves.

READ MORE: Hovis brings its iconic ‘The Bike Ride’ advert back to TV

Maximising your belongings

Birds Eye made an enormous change in its brand structure three years ago, shifting away from a grasp brand strategy to 4 category-focused sub-pillars – fish, hen, greens and Inspirations.

Launched in 2014, the Inspirations sub-brand housed all Chook Eye’s premium products across fish, hen and beef. Nevertheless, econometrics and shopper behaviour began to point out that when Birds Eye put advertising spend behind an Inspirations product in a category like fish, the spend was not lifting the Inspirations vary as an entire.

READ MORE: Why Birds Eye determined to kill its ‘Inspirations’ fish range

So, Birds Eye decided to convey its modernised Captain Birds Eye back to the fish portfolio after a decade lengthy hiatus and put the premium tier of Inspirations merchandise underneath the Captain branding. The decision to retire Inspirations in March was a logical one for Birds Eye, based mostly on the excessive degree of penetration of the Captain Birds Eye character, the halo impact on the broader brand, as well as thorough neuro-testing and shelf testing in-store.

While Inspirations has been retired from the fish class first, because it represented the vast majority of the sub-brand’s gross sales, advertising director Steve Challouma insists an identical logic will probably be applied to the hen and beef classes.

Birds Eye premium Birds Eye’s new look premium fish product underneath the captain branding.

The transfer means Birds Eye can now use the £7-8m of funding its puts behind the Captain vary across a wider set of merchandise, ensuing a less fragmented media spend.

Birds Eye has also been capable of reinvest the funds it used to help Inspirations into its “future facing” veg and plant-based meals, that are a “big strategic priority” for the enterprise. This yr the company plans to double advert funding in its veg portfolio to £eight.8m, supporting its Steam Recent veg and pea protein Green Cuisine range of meat-free sausages, burgers and meatballs.

“Looking at the portfolio and making choices allows us to put more money behind areas where we see huge growth potential, which in the long term will have a transformative impact on the brand and the balance of the portfolio,” says Challouma.

He argues that typically brands underestimate the significance of brand architecture and the influence it has on organising a portfolio. The Birds Eye advertising director suggests taking a look at how other manufacturers construction their companies to stimulate debate across the sort of brand you need to be, from Coca-Cola’s grasp brand technique to Kellogg’s home of manufacturers.

“Try and pitch where you want to stand as a brand and then find those parallels in the category you’re in. Then write down some hypotheses of what those different options would be,” Challouma advises.

“Where architecture really lives or dies, especially in packaged goods, is in design. Even if it’s a prototype or a hypothesis, imagine what it would look like and then make sure you have the right methodology to test your hypothesis and the consumer reaction.”