How M&S Sando innovates in food-to-go

🛍️ Retailer Innovation in Focus: How Marks and Spencer is turning cultural trends into fast, footfall-driving food Marks & Spencer’s Strawberries & Cream Sandwich and Chunked N’ Loaded cookies might look like viral novelties – but they’re part of something more strategic. 🍓 The sandwich - priced at £2.80 - became the top-selling SKU in days. Inspired by Japanese fruit sandos and supported by viral TikTok activity, it sold out nationwide with no major promotions – just pure product buzz. 🍪 Weeks later came Crumbl-style “Chunked N’ Loaded” cookies: £2 each, filled, topped, and styled for social media. Reviews were mixed, but the format spoke volumes. The sandwich was a surprise hero; the cookies were a calculated follow-on. Together, they hint at a smarter, faster product playbook: ·      Culturally attuned formats: inspired by social trends, delivered at supermarket scale ·      Short-run launches: to drive urgency, learn quickly, and avoid overcommitment ·      Dupes with direction: low-risk ways to ride the wave of trending formats ·      Built-in visibility: indulgent, Instagrammable products that market themselves While some retailers are still stuck in 18-month NPD cycles, M&S is proving that agile, trend-responsive launches can build brand momentum and footfall - without breaking the model. This is a live test of what the future of food-to-go and in-store bakery might look like: fast, flexible, and built for how people actually eat and share today. 📌 Up next in Retailer Innovation in Focus: More stories from retailers transforming the everyday experience.

𝗟𝗲𝘁’𝘀 𝘁𝗮𝗹𝗸 𝗽𝗮𝗰𝗸𝗮𝗴𝗶𝗻𝗴 — 𝗯𝗲𝗰𝗮𝘂𝘀𝗲 𝗶𝗻 𝗨.𝗦. 𝗿𝗲𝘁𝗮𝗶𝗹, 𝗶𝘁’𝘀 𝗻𝗼𝘁 𝗷𝘂𝘀𝘁 𝘄𝗵𝗮𝘁’𝘀 𝗶𝗻𝘀𝗶𝗱𝗲 𝘁𝗵𝗮𝘁 𝘀𝗲𝗹𝗹𝘀. 📦 𝗬𝗼𝘂 𝗼𝗻𝗹𝘆 𝗵𝗮𝘃𝗲 𝗮 𝗳𝗲𝘄 𝘀𝗲𝗰𝗼𝗻𝗱𝘀 𝘁𝗼 𝘄𝗶𝗻. In a typical American grocery store, the average shopper: ✔ Spends ~30 minutes per trip ✔ Sees 40,000+ products ✔ Makes 75% of decisions 𝘰𝘯 𝘵𝘩𝘦 𝘴𝘱𝘰𝘵 That means your 𝗽𝗮𝗰𝗸𝗮𝗴𝗶𝗻𝗴 𝗶𝘀 𝘆𝗼𝘂𝗿 𝗳𝗶𝗿𝘀𝘁 (𝗮𝗻𝗱 𝗺𝗮𝘆𝗯𝗲 𝗼𝗻𝗹𝘆) 𝗽𝗶𝘁𝗰𝗵. 🎯 What works in LATAM might not land here. Let’s compare: In Mexico, a salsa bottle may emphasize tradition, family recipes, and local ingredients. In the U.S., that same product must ALSO highlight: ✔ Clean labels (“no added sugar,” “gluten-free”) ✔ Brand story (Why should I trust you?) ✔ Dietary fit (Is it Keto? Vegan? Non-GMO?) ✔ Visual impact (Can it stand out in 5 seconds?) 🛑 If your product isn’t speaking the language of the U.S. shelf… it’s invisible. Now add this: ✔ Retailers won’t give you space to explain on-site ✔ Limited shelf space = limited chances ✔ Online listings rely heavily on packaging visuals & keywords 📊 NielsenIQ study: ✅ 64% of U.S. consumers tried a new product just because it caught their eye ✅ 49% of Gen Z shoppers say “aesthetic” influences their decision 📌 𝗕𝗼𝘁𝘁𝗼𝗺 𝗹𝗶𝗻𝗲: Great packaging isn’t a luxury in the U.S. market. It’s survival — 𝘢𝘯𝘥 𝘪𝘵’𝘴 𝘺𝘰𝘶𝘳 𝘣𝘪𝘨𝘨𝘦𝘴𝘵 𝘨𝘳𝘰𝘸𝘵𝘩 𝘭𝘦𝘷𝘦𝘳. Because here, you don’t just need to adapt your packaging. You need to 𝗿𝗲𝘁𝗵𝗶𝗻𝗸 𝗶𝘁, 𝗿𝗲𝗱𝗲𝘀𝗶𝗴𝗻 𝗶𝘁, 𝗮𝗻𝗱 𝗿𝗲𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻 𝗶𝘁. 💬 Is your product’s packaging ready for a 5-second pitch in a 40,000-SKU battlefield?

Examining Value Perception A Contrast Between Direct Producer Engagement and Branded Retail Consumption The juxtaposed imagery in this piece offers a compelling examination of how value is perceived and transacted in distinct economic environments. The left panel depicts a traditional agricultural marketplace (mandi), where a farmer directly engages with a potential buyer, often involving a process of negotiation and bargaining This interaction represents a close relationship between the producer and the consumer, with price determined through direct dialogue. The right panel contrasts this with a modern retail setting (mall), where a consumer purchases produce with a premium attached influenced by branding, packaging, and the overall retail experience. The price, in this context, reflects not just the inherent value of the goods but also the overheads and perceived value associated with the retail infrastructure and brand. This visual dichotomy invites a critical reflection on the economic and social implications of our purchasing behaviors, highlighting the disparity in how we value goods and the labor involved in their production across different market structures #ValuePerception #ConsumerPsychology #MarketDynamics #AgriculturalEconomy #RetailEconomics #SupplyChainAnalysis #EconomicDisparity #ProducerConsumerRelationship #BrandingVsValue #SocioeconomicFactors #RaviChaudharyFinancials

🥣 How Campbell’s Can Use PriceAgent for NPD Success 1️⃣ Validate Willingness to Pay (WTP) for Innovation Whether it’s a high-protein broth, a plant-based cream soup, or a heat-and-eat global flavor, Campbell’s can use PriceAgent to: • Measure WTP across different consumer segments • Understand price thresholds before scaling manufacturing • Test price points for new benefits like “low sodium,” “gut health,” or “no added sugar” 💡 Insight: Avoid overpricing healthy innovations that appeal to price-sensitive buyers — or underpricing premium formats with strong WTP. 2️⃣ Test Price Pack Architecture (PPA) Before Shelf Launch Use PriceAgent to simulate: • Single-serve vs. multi-pack vs. resealable pouch performance • Channel-specific formats (club, grocery, online) • Price elasticity for new premium SKUs vs. core soup line 💡 Insight: For example, a 2-pack shelf-stable Korean-inspired soup might perform better than a larger format if targeted to young urban consumers. 3️⃣ Forecast Revenue & Margin Impact of New SKUs PriceAgent can simulate the revenue effect of a new product at multiple price points, helping RGM and brand teams: • Align on margin strategy early • Reduce launch risk • Set pre-launch performance benchmarks 💡 Insight: Know the “break-even” price and promo threshold before the product even hits the shelf. 4️⃣ Localize Pricing Based on Shopper Behavior With grocery inflation varying by region, PriceAgent enables regional WTP testing to guide: • Market-specific pricing (e.g., urban vs. rural, East Coast vs. Midwest) • Tailored retail partner recommendations 💡 Insight: Use real shopper feedback to refine pricing for Giant Eagle vs. Walmart vs. Target. 5️⃣ Democratize Insights Across Teams New product launches require Marketing, Sales, R&D, and Finance alignment. PriceAgent creates a single source of truth by: • Visualizing WTP curves • Summarizing insights in dashboards • Speeding up cross-functional buy-in 💡 Insight: Reduce friction, avoid over-researching, and move from idea to shelf faster and smarter. 🚀 Bottom Line for Campbell’s: Innovation is risky. PriceAgent makes it profitable. By simulating demand, optimizing pack/pricing, and validating value early, Campbell’s can launch smarter SKUs with greater success. #CPG #Campbells #RGM #NewProductDevelopment #Innovation #PriceAgent #WillingnessToPay #PPA #PricingStrategy #ConsumerInsights #FMCG #SoupCategory #GroceryTrends #RevenueGrowthManagement

I know they will be able to pivot, from a business standpoint I always thought a race to the bottom was bad for a long-term strategy. Here's why: 🔻 What is a "Race to the Bottom"? It's when businesses compete primarily on price, continually lowering it to undercut competitors — often sacrificing quality, margin, labor conditions, or sustainability in the process. ⚠️ Why It’s a Problem: Profit Margins Erode Eventually, nobody makes money. You’re stuck selling more for less and working harder to stay afloat. Brand Perception Suffers Lower prices often signal lower quality. Once a brand becomes known for being “cheap,” it’s hard to pivot back. No Customer Loyalty Price-based customers are the least loyal. As soon as someone cheaper pops up, they’re gone. It Traps the Business Once you go low, it’s hard to raise prices again without losing your customer base. Encourages a "Commodity" Market Differentiation disappears. Every product starts to look the same, and the only thing left to fight over is cost. ✅ Smarter Alternatives: Compete on Value, Not Just Price What’s the experience? What problem are you solving better? Differentiate with Brand, Story, or Innovation Create a unique selling proposition. Look at brands like Apple, Patagonia, or Supreme. Bundle or Upsell Provide layered offerings. Customers might pay more for convenience, service, or quality. Build a Tribe Engage your audience. Community-driven brands win over time. Control Costs Wisely, Don’t Slash Indiscriminately Operational excellence beats reckless discounting. Ask your advisor "What's Next" ML HARRIS:

I've been meaning to share this article from The Grocer on why price cuts aren’t the only answer in today’s market. With inflation, changing customer habits, and squeezed margins, brands need to think more carefully about how they’re creating value, not just cutting costs. A few key takeaways: ⭕ Price smarter, not just lower ⭕ Understand what customers really care about and the value of little luxuries ⭕ Avoid getting stuck in constant promotions that hurt brand value ⭕ Make pricing part of your brand story rather than a tactic to drive volume It’s a tough market but that doesn’t necessarily mean a race to the bottom. Sometimes, it’s about showing customers why the price is worth it. Would love to hear how others are approaching this, please do reach out to understand how The Barton Partnership | B Corp™ can support in rethinking pricing strategies and protecting long-term value. https://lnkd.in/eVed2kgb

We’re at an #inflectionpoint in hemp beverages. And I don't mean the policy debates in Washington DC. The #DTC-only playbook doesn’t work anymore. Not because online is irrelevant—but because the #economics broke. The rise of “zombie brands” in functional CPG proves it. Hemp beverage startups chasing a pure DTC model are stalling, unprofitable—and burning through investor #cash just to survive. Why? 1️⃣ Traditional paid Meta arbitrage doesn’t work for hemp beverages. Ads face policy blocks & higher costs, limiting scale. 2️⃣ Consumers aren’t looking to #subscribe to drinks they can grab at their local retailer. 3️⃣ Retail buyers want proof of sell-through, not #Shopify screenshots. 4️⃣ Investors want distribution and real-world #velocity before writing checks. DTC still matters—but only as a channel, not the model. The strongest hemp beverage brands are channel-agnostic but distribution-strategic: • DTC: for #community, testing, and direct storytelling. • Retail: for #scale, credibility, and operational discipline. • Amazon: for #visibility, rankings, and transactional trust (where policy allows). The winners build #margin into the model early and focus on sell-through, not just sell-in. For hemp beverages, DTC isn’t the destination—it’s one stop on the path to scale. And if you still think #hempbeverages can scale DTC-first, look at Recess. What started as #CBD sparkling water now sits in 18,000+ stores nationwide — Target, CVS, Sprouts, Wegmans & more. They balanced DTC for #brand with retail for scale, expanded into SKUs buyers actually want on shelves, and avoided the zombie-brand-death trap. That’s the #playbook for winning in hemp beverages #Cannabis

The rise of private labels has been a major retail story for years. Brands like Aldi, Trader Joe's, Costco's Kirkland, and Target's Good & Gather have not only competed with national brands but often surpassed them in quality and consumer loyalty. In an era of increasing economic pressure, these private labels have become a go-to for smart shoppers looking for value without sacrificing quality. But as more and more retailers launch their own lines, we're entering a new phase. Wharton marketing professor Americus Reed II makes an insightful point: as private labels proliferate, do they risk losing the very "utility" that made them appealing in the first place? When every store has its own extensive range, the novelty and distinctiveness can start to fade, making them just another brand on the shelf. This doesn't mean private labels are disappearing anytime soon—just look at the dedicated following for Trader Joe's, as explored in the "Sounds Like a Cult" podcast. However, it does prompt a crucial question for the future: Will the sheer volume of private labels eventually dilute their unique appeal? Brands and retailers need to consider how to maintain that special connection with consumers in an increasingly crowded market. Read more:

We were working on doing research for a Xenalytics report for one of our customers on how the MAHA movement and the increasing awareness and aversion to artificial food dyes is shifting consumer sentiment. Parents, shoppers, and even big brands are rethinking what color means in food. So we decided to analyze the ecommerce space for consumer insights and shopper preferences and found some interesting insights. > Searches for “no artificial colors” are up 43% in 2 years. > Dye-free candy and cereals are still in short supply, even with thousands of people searching every month. > Products pairing natural colors with lifestyle claims like organic or allergen-free are winning bigger baskets and repeat buyers. The brands that match clean label trust with color performance are the ones that will own the next decade. At Xena, we see this every day when we track SKUs across Amazon, Walmart, and Target in real time. When I started Xena, it was because I wanted the tool I wished I had when I was in the trenches of e-commerce. Now, I get to watch brands use our insights to spot their “Red 40 moment” before it costs them millions. Red 40, by the way, is a type of food eye that is getting increasingly scrutinized by the Government and consumers alike. Red 40 isn’t just a food dye, it’s the fastest way to turn a loyal customer into someone else’s customer. Giants like Nestlé, Conagra Brands, Kraft Heinz, General Mills, The Hershey Company, PepsiCo, Starbucks and The Coca-Cola Company are actively moving towards natural dye-free product lineup. The future of food science is evolving fast and the ones to ride the wave, will win.

Three legacy brands. One shared strategy. We love to see it 😋 Nestlé’s latest NPD sees Aero, Milkybar and Munchies move in sync. All three launching a new bakery-inspired range under a unified theme. So let's break it down: 🎂 One concept platform: “Bakery-inspired” 🥮 Three products tailored to brand tone & format 🥞 Coordinated launch = stronger retail pull + better shopper recognition It’s a good example of how big brands can build momentum without starting from scratch. Rather than stretch one SKU too far, Nestlé has spread the risk (and reward) across three familiar names. This kind of innovation, shared idea, different brand vehicles... could be a smart blueprint for others in crowded categories! Anyone else seeing this play out across other portfolios? #FMCG #FoodandDrink #NPD #BrandArchitecture #PortfolioStrategy #Nestle #RetailExecution