What Others Are Doing: Customer Discovery Meetings

An international HBC company wanted to create a structured, team-based, problem-solving workshop that:

  • Included team members from the company as well as their customers
  • Solved a significant, real-life problem impacting both the company and the customer
  • Resulted in a process that could be applied by both the manufacturer and retailer in other situations to improve results.

DHC worked with the client’s internal team to develop and implement a 3-day workshop to reduce shrink. The company partnered with its largest customer in South Africa, and the outcome of the workshop not only resolved the shrink issue, but also led to improved on-shelf availability. In addition, the open communication and strengthening of the manufacturer-retailer relationship proved to be among the more valuable results of the workshop. The retailer, in fact, found the process to be so beneficial that it plans to require it of other manufacturers in the future.



Evolution of the Front-End

Front-End Checkstands are constantly evolving. How does this innovation impact impulse sales? With continued evolution must come continual evaluation of these front-end merchandising changes.

Conference Presentation


Top Talent: A Top Priority

This comprehensive study conducted by the Sales Executive Share Group (SESG), an organization of the top sales executives at major CPG companies, provides insights into recruiting and retaining Millennials for Consumer Packaged Goods Sales.


Up Your Chances for Acquisition Success

Acquisitions are all sold with grand promises for success. Most acquisitions aren't lacking for in-depth assessments, so why is actual acquisition success such a mixed bag?

Maximizing Opportunities
at Self Checkout

An overview of the current status and future prospects for self checkouts in the retail environment.

Read the report