FMCG Weekly

This episode of FMCG Weekly examines the evolution of price negotiations in 2026, focusing on the shift from cost-plus models to data-driven, category-focused strategies. Matilda, the A.I. host, provides a detailed analysis of best practices for senior executives, emphasizing the importance of quantifying shopper resilience and using switching models to project category growth. Through case studies involving Mars, Nestlé, and PepsiCo, the podcast illustrates the risks of protracted delistings and the power of brand equity. The text concludes with a strategic framework for C-suite leaders to navigate retailer relationships while securing essential margin adjustments in a post-inflationary market.

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management

This week’s episode analyzes four critical themes from the World Economic Forum in Davos (Jan 19–23, 2026) and their implications for Revenue Growth Management. First, we examine the "AI Profitability Gap," emphasizing the need to move from operational efficiency to predictive pricing models. Second, we explore the "Fractured Economy," where declining brand loyalty necessitates a rigorous analysis of volume sources to avoid cannibalization. Third, we discuss the "Time over Price" shift, where convenience commands a premium over pure volume deals. Finally, we address the return of tariff volatility, highlighting the urgent need for agile, scenario-based pricing strategies to protect margins.

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management

This week’s episode analyzes three distinct strategies in the FMCG sector amidst high cocoa prices and inflation. We examine Lindt & Sprüngli’s robust financial results, where a 19% price increase drove 12.4% organic growth despite a significant drop in volume, highlighting the risks of premium pricing power. We contrast this with Hershey’s aggressive 20% marketing budget increase aimed at revitalizing its flagship brand and reducing reliance on seasonal sales. Finally, we discuss Lidl France’s strategic exit from TV advertising due to restrictive government regulations, signaling a major shift of ad spend toward digital platforms.

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management

Victoria’s Secret’s announced today a successful pivot to fewer discounts (+9% sales, improved margins). At the same time the grocery sector in the UK descended into a promotional price war to combat inflation. We analyze the "Post-Promotional Paradox" facing FMCG executives: as the post-COVID pricing power fades, the traditional reflex to buy volume with trade spend is losing steam. Citing data from Accuris and Circana, we explore how 94% of promotions fail to grow category value, often resulting in cannibalization and subsidization. We detail how leaders like Unilever and Nestlé are escaping this trap through "Zero-Based Planning" and innovation, while others struggle with the high costs of defending volume against Private Label.

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management

The retail media landscape is facing a reality check, with optimism dropping due to difficulties in proving incremental sales. While retailers from Morrisons to Walmart rush to implement digital screens and AI-driven ad formats to boost commercial income, fatigue is setting in. In contrast, Costco succeeds by ignoring the hype, prioritizing membership value over monetization, and integrating media directly with merchandising. Meanwhile, FMCG manufacturers face a "jungle" of inconsistent metrics and isolated dashboards that prevent cross-retailer comparisons. 

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management

In this special episode of FMCG Weekly, we unpack a structured decision‑framework for Christmas and end‑of‑year promotions tailored to FMCG senior executives. We cover twelve critical questions—from category expandability and market position to visibility, discount depth and supply‑chain readiness—to guide promotional strategy away from mere volume toward margin‑generating growth. By aligning mechanics with gifting and consumption missions, securing visibility, and using analytics (including Source of Business® decomposition), brands can protect equity, avoid value traps and win premium missions during the festive period. A disciplined, strategic approach turns the busiest window of the year into an opportunity, not a cost.

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management

With CEO Doug McMillon stepping down, we analyze the sophisticated RGM machine he built at Walmart. The "people-led, tech-powered" model, funded by its ad business, uses an EDLP strategy to build trust and create demand stability. This structurally avoids the "hidden costs" of "Subsidised Base" and "Stockpiling" that plague "Hi-Lo" rivals. Walmart's tiered private label portfolio—from "Great Value" to "Bettergoods"—is a masterclass in managing "Downgrading" and driving "Upgrading." New CEO John Furner signals a disciplined continuity of this data-driven strategy.

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management

This week, UK grocery promotions surged 9.4% , a desperate move in a market where 94% of promos fail to add category value. This masks a "hidden cost" , as retailers like Asda see sales collapse 3.9% while shoppers flock to premium own-label. We also cover the EU antitrust probe into Red Bull, alleging it "misused its role as a category manager" to block rivals. Finally, we analyse the 107% "trade-killing" tariff on Italian pasta , and the explosive allegation that a competitor with Italian ties orchestrated the move. 

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management

Today, Kimberly-Clark announced it buys Kenvue. It is actually investing in a Revenue Management transformation. In this week’s episode, we unpack why this $48.7 billion deal isn’t about scale, but about injecting a disciplined Revenue Growth Management (RGM) engine into a very different commercial DNA. From pricing architecture and promotion ROI to pharmacy expansion and digital bundling, the stakes are high. Can Kimberly-Clark’s data-driven machine unlock more value from Tylenol, Listerine, and Neutrogena than Kenvue ever could? Or will it expose the limits of capability transfer? 

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management

FMCG Weekly - News and trends curated by Accuris, the leading independent consultancy for revenue growth management