Baking & Snack - July 2018 - 60

NEW FACE OF RETAIL

not have had access to otherwise," she said. "They might
not be able to leave their house because they have young
kids, for example, so online could deliver that to them."
For many baking and snack companies, especially
those with a primarily digital audience, Amazon and
other online channels are the best option for sales
growth. However, for others, the channel makes it harder to be noticed. Packaging looks smaller or bigger and
less individualistic on a screen, and consumers subscribing to certain products make it difficult for new brands
to reach them because they're not actively searching
anymore.
The ever-changing Amazon algorithm - often dictated by keywords and reviews - also creates a challenge
for baking and snack companies. "Instead of a consumer
going to a shelf and looking at all the different options
and comparing price and claims, now it matters where a
brand shows up on a screen," said Steve Clouthier, managing director and partner, Sterling-Rice Group. "You
want to be one of the top two or three things that pop
up. You need to have expertise in-house or you need an
agent with that expertise to help you figure out how to
show up higher on that list."
In addition to partnering with online retailers, Mr.
Clouthier emphasized that there's no reason why baking
and snack companies shouldn't have their own online,

"The physical store is where sensory
experience coupled with impulse and
curated assortment will engage the
shopper in a journey of discovery."
Dave Donnan, A.T. Kearney
direct-consumer offering. "The problem is that's not ever
going to be the majority of your sales, but the reason it's
important is you get the data and you get increased communication with your consumers, and that just doesn't
happen in a retail environment," he said.

Redefining the experiential
Despite the rapid growth of online retail, physical stores
aren't going away ... at least not for a while. "People
talk about brick-and-mortar being dead, but it's not
dead," said Phil Kafarakis, president, Specialty Food
Association. In fact, 90% of worldwide retail sales still
happen in physical stores, according to Deloitte's report.
"The online environment is best for planned purchases, shelf-stable products and providing more choice
than is available in store," Mr. Donnan explained. "The
physical store is where sensory experience coupled with

60 Baking & Snack July 2018 / www.bakingandsnack.com

One-stop shop nix
Nearly 50% of shoppers visited multiple
stores on their most recent grocery trip,
according to the study "Food Shopping in
America" by The Hartman Group. "That's
a crazy big number when you think about
how busy people are and overscheduled,"
said Christina Bowden, senior director of
consulting, The Hartman Group.
Yet this multi-retail society isn't entirely
new. "For years, consumers have cherrypicked," said Phil Kafarakis, president,
Specialty Food Association. This is partially
due to different experiences in various environments, he noted. An even bigger cause
is unique product preference.
Studies on the idea of stock-up trips vs.
fill-in trips have been around for the last
decade, said Steve Clouthier, managing
director and partner, Sterling-Rice Group.
During a stock-up run, consumers buy most
of their products - it's the main, planned
shopping trip. Fill-in sprees are typically
during the week and not planned. They're
also trips for those few items shoppers
can't find at their main retailer that are
stocked at stores such as Trader Joe's.
Mr. Clouthier said the current climate is a
result of consumers' movements to the perimeters of stores. "We're moving toward a
European model where we're buying more
fresh food and buying it more frequently,
so consumers are visiting different places
for different things," he explained.
With quality over price as a driving force,
many consumers might think Sprouts has
the best produce, Whole Foods has the best
fish, Kroger has the best meats and Trader
Joe's has the best snack mixes. "People
develop their preferences and then go to
that store for a specific category or item
because retailers have done a good job of
trying to differentiate their offerings to draw
the consumer in, Mr. Clouthier said."
With the takeover of omnichannel, the
question might be whether this trend will
reverse the multiple store preference to
a one-stop trend again. Ms. Bowden said
there's a possibility ... if it's done in the
right way. But, with the popularity of niche
experiential areas in stores, it's clear that
presently a company can't and shouldn't be
everything to everybody.


http://www.bakingandsnack.com

Baking & Snack - July 2018

Table of Contents for the Digital Edition of Baking & Snack - July 2018

Baking & Snack - July 2018
Contents
Contents
Editorial - Unexpected perks of the job
Newsfront - FDA fiber decision pleases ABA, industry partners
Mondelez focusing on local
Paxiom opens fifth Xperience Center
News - Private label becoming greater force in snack market
BEMA announces 2018-19 executive committee officers
In Memoriam
People/In Brief
iba - HOME AWAY FROM HOME
iba 2018: US Pavilion Booth Previews
iba 2018: International Booth Previews
Canyon Bakehouse - REUNITED!
The art of product development
So much more than gluten-free
New Face of Retail - Going out of Focus
One-stop shop nix
Prebiotics - BENEFICIAL BACTERIA
Sugar Reduction - Toolbox of TASTE
Reduced sugar with the label in mind
Artisan Tech - AUTOMATED JUST RIGHT
Continuous improvement with automation
Cooling and Freezing - NIPPING it in the bud
Designing a freezer for future demand
Third-Party Solutions - PEAK PERSPECTIVE
Variety Packs - making GOOD CHOICES
INDUSTRY INSIGHT - DEVELOPING IN-HOUSE TALENT
Meeting Preview: Pack Expo International - POWER OF PACKAGING
Meeting Preview: AACC International - GLOBE-TROTTING CHEMISTS
Events
Featured Innovation Center
Ingredients & Formulating
Equipment & Packaging
Patents
New on the Shelf
MARKETPLACE
AD INDEX
NEW PRODUCT SPOTLIGHT
Baking & Snack - July 2018 - Baking & Snack - July 2018
Baking & Snack - July 2018 - Baking & Snack - July 2018
Baking & Snack - July 2018 - FC - 1
Baking & Snack - July 2018 - FC - 2
Baking & Snack - July 2018 - 2
Baking & Snack - July 2018 - 3
Baking & Snack - July 2018 - 4
Baking & Snack - July 2018 - 5
Baking & Snack - July 2018 - 6
Baking & Snack - July 2018 - 7
Baking & Snack - July 2018 - 8
Baking & Snack - July 2018 - Contents
Baking & Snack - July 2018 - 10
Baking & Snack - July 2018 - Contents
Baking & Snack - July 2018 - Editorial - Unexpected perks of the job
Baking & Snack - July 2018 - 13
Baking & Snack - July 2018 - 14
Baking & Snack - July 2018 - 15
Baking & Snack - July 2018 - Paxiom opens fifth Xperience Center
Baking & Snack - July 2018 - 17
Baking & Snack - July 2018 - In Memoriam
Baking & Snack - July 2018 - People/In Brief
Baking & Snack - July 2018 - 20
Baking & Snack - July 2018 - 21
Baking & Snack - July 2018 - 22
Baking & Snack - July 2018 - iba - HOME AWAY FROM HOME
Baking & Snack - July 2018 - 24
Baking & Snack - July 2018 - 25
Baking & Snack - July 2018 - iba 2018: US Pavilion Booth Previews
Baking & Snack - July 2018 - 27
Baking & Snack - July 2018 - 28
Baking & Snack - July 2018 - 29
Baking & Snack - July 2018 - 30
Baking & Snack - July 2018 - 31
Baking & Snack - July 2018 - 32
Baking & Snack - July 2018 - 33
Baking & Snack - July 2018 - iba 2018: International Booth Previews
Baking & Snack - July 2018 - 35
Baking & Snack - July 2018 - 36
Baking & Snack - July 2018 - 37
Baking & Snack - July 2018 - 38
Baking & Snack - July 2018 - 39
Baking & Snack - July 2018 - 40
Baking & Snack - July 2018 - 41
Baking & Snack - July 2018 - Canyon Bakehouse - REUNITED!
Baking & Snack - July 2018 - 43
Baking & Snack - July 2018 - The art of product development
Baking & Snack - July 2018 - 45
Baking & Snack - July 2018 - 46
Baking & Snack - July 2018 - 47
Baking & Snack - July 2018 - 48
Baking & Snack - July 2018 - 49
Baking & Snack - July 2018 - So much more than gluten-free
Baking & Snack - July 2018 - 51
Baking & Snack - July 2018 - 52
Baking & Snack - July 2018 - 53
Baking & Snack - July 2018 - 54
Baking & Snack - July 2018 - 55
Baking & Snack - July 2018 - 56
Baking & Snack - July 2018 - New Face of Retail - Going out of Focus
Baking & Snack - July 2018 - 58
Baking & Snack - July 2018 - 59
Baking & Snack - July 2018 - One-stop shop nix
Baking & Snack - July 2018 - 61
Baking & Snack - July 2018 - 62
Baking & Snack - July 2018 - 63
Baking & Snack - July 2018 - 64
Baking & Snack - July 2018 - 65
Baking & Snack - July 2018 - 66
Baking & Snack - July 2018 - Prebiotics - BENEFICIAL BACTERIA
Baking & Snack - July 2018 - 68
Baking & Snack - July 2018 - 69
Baking & Snack - July 2018 - 70
Baking & Snack - July 2018 - 71
Baking & Snack - July 2018 - 72
Baking & Snack - July 2018 - 73
Baking & Snack - July 2018 - 74
Baking & Snack - July 2018 - Sugar Reduction - Toolbox of TASTE
Baking & Snack - July 2018 - 76
Baking & Snack - July 2018 - 77
Baking & Snack - July 2018 - 78
Baking & Snack - July 2018 - 79
Baking & Snack - July 2018 - Reduced sugar with the label in mind
Baking & Snack - July 2018 - 81
Baking & Snack - July 2018 - 82
Baking & Snack - July 2018 - Artisan Tech - AUTOMATED JUST RIGHT
Baking & Snack - July 2018 - 84
Baking & Snack - July 2018 - 85
Baking & Snack - July 2018 - 86
Baking & Snack - July 2018 - 87
Baking & Snack - July 2018 - Continuous improvement with automation
Baking & Snack - July 2018 - 89
Baking & Snack - July 2018 - 90
Baking & Snack - July 2018 - 91
Baking & Snack - July 2018 - 92
Baking & Snack - July 2018 - 93
Baking & Snack - July 2018 - 94
Baking & Snack - July 2018 - Cooling and Freezing - NIPPING it in the bud
Baking & Snack - July 2018 - Designing a freezer for future demand
Baking & Snack - July 2018 - 97
Baking & Snack - July 2018 - 98
Baking & Snack - July 2018 - 99
Baking & Snack - July 2018 - 100
Baking & Snack - July 2018 - 101
Baking & Snack - July 2018 - 102
Baking & Snack - July 2018 - 103
Baking & Snack - July 2018 - 104
Baking & Snack - July 2018 - Third-Party Solutions - PEAK PERSPECTIVE
Baking & Snack - July 2018 - 106
Baking & Snack - July 2018 - 107
Baking & Snack - July 2018 - 108
Baking & Snack - July 2018 - 109
Baking & Snack - July 2018 - 110
Baking & Snack - July 2018 - Variety Packs - making GOOD CHOICES
Baking & Snack - July 2018 - 112
Baking & Snack - July 2018 - 113
Baking & Snack - July 2018 - 114
Baking & Snack - July 2018 - 115
Baking & Snack - July 2018 - 116
Baking & Snack - July 2018 - 117
Baking & Snack - July 2018 - 118
Baking & Snack - July 2018 - 119
Baking & Snack - July 2018 - 120
Baking & Snack - July 2018 - INDUSTRY INSIGHT - DEVELOPING IN-HOUSE TALENT
Baking & Snack - July 2018 - 122
Baking & Snack - July 2018 - Meeting Preview: Pack Expo International - POWER OF PACKAGING
Baking & Snack - July 2018 - 124
Baking & Snack - July 2018 - Meeting Preview: AACC International - GLOBE-TROTTING CHEMISTS
Baking & Snack - July 2018 - Events
Baking & Snack - July 2018 - 127
Baking & Snack - July 2018 - 128
Baking & Snack - July 2018 - 129
Baking & Snack - July 2018 - Featured Innovation Center
Baking & Snack - July 2018 - 131
Baking & Snack - July 2018 - 132
Baking & Snack - July 2018 - Ingredients & Formulating
Baking & Snack - July 2018 - 134
Baking & Snack - July 2018 - 135
Baking & Snack - July 2018 - Equipment & Packaging
Baking & Snack - July 2018 - 137
Baking & Snack - July 2018 - 138
Baking & Snack - July 2018 - Patents
Baking & Snack - July 2018 - 140
Baking & Snack - July 2018 - New on the Shelf
Baking & Snack - July 2018 - 142
Baking & Snack - July 2018 - MARKETPLACE
Baking & Snack - July 2018 - 144
Baking & Snack - July 2018 - 145
Baking & Snack - July 2018 - 146
Baking & Snack - July 2018 - 147
Baking & Snack - July 2018 - 148
Baking & Snack - July 2018 - 149
Baking & Snack - July 2018 - 150
Baking & Snack - July 2018 - 151
Baking & Snack - July 2018 - 152
Baking & Snack - July 2018 - AD INDEX
Baking & Snack - July 2018 - NEW PRODUCT SPOTLIGHT
Baking & Snack - July 2018 - 155
Baking & Snack - July 2018 - 156
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