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Strategy Briefing

Impulse Under Siege: Omnichannel Implications for Unplanned Snacking

Nov 2018

US$1,325

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About This Report

New Report Guarantee

If you purchase a report that is updated in the next 60 days, we will send you the new edition and data extract FREE!

Unplanned snacking, which is vital to the market, has seen challenges emerge on several fronts. On one hand, e-commerce is reducing trip frequency, which creates fewer opportunities for impulse sales. On the other hand, new in-store technologies and changing shopping habits are leading consumers to spend less time in traditional snack “impulse zones.” This report examines the challenges that snack manufacturers face and offers strategies for adapting to a changing retail landscape.

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Overview

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Gain competitive intelligence about market leaders. Track key industry trends, opportunities and threats. Inform your marketing, brand, strategy and market development, sales and supply functions.

Key Findings

Unplanned purchases are threatened by significant changes in the retail market

Snacks thrive on spur-of-the-moment sales. However, opportunities for immediate gratification are becoming more limited, as broad shifts in the retail market change consumer shopping habits. In recent years, consumers have reported making fewer impulse-driven purchases of small treats.

Internet retailing is reducing grocery trip frequency, leading to fewer opportunities for impulse

Online grocery is taking off, driven by third party delivery services, innovation by online retail giants, subscription models, and click and collect programmes. Younger consumers are leading this digital shift, and are thus spending less time at physical store locations. This is creating fewer opportunities for grocers to drive spur-of-the-moment snack sales.

When consumers are in stores, they are spending less time in traditional “impulse zones” for snacks

Traditional store layouts are being reshaped by technology and changing shopper tastes. The front end, typically crucial to many snack categories, is shrinking as innovations automate the checkout process. At the same time, retailers are highly focused on the perimeter, as millennials demand fresh food and convenient prepared foods. All of these factors work against unplanned snack purchases.

Snack brands need to rethink their strategies in an increasingly digital world

The e-commerce revolution in snacking requires a totally different set of strategic priorities. Brand merchandising changes dramatically as traditional concerns with shelf-space become irrelevant to online shoppers. Logistics in packaging, shipping and inventory management assume new significance, and an entirely new set of online models, like subscriptions and marketplaces, present opportunities.

Manufacturers need to make targeted investments in store-based retail channels

The disruptive effects of e-commerce will be uneven. Manufacturers need to make certain channels – like convenience stores and discounters – a priority in terms of investment. Non-retail and speciality stores also hold potential for future growth.

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Introduction

Scope

Key findings

The Importance of Unplanned Purchases

Spur-of-the-moment sales are crucial for snacks

Impulse snacking cuts across socioeconomic and demographic lines

The convenience channel highlights the importance of impulse snacking

The quest for immediate gratification drives single-serve packaging

Are unplanned purchases under siege?

The Impact of E-Commerce

Internet retailing reduces trip frequency and limits impulse opportunities

Online snack sales grow rapidly

Millennials drive a retail shift: fewer grocery trips

The tech generation turns to online grocery

Delivery growth driver number one: third party courier services

Delivery growth driver number two: online retail giants dive into grocery

Amazon spurs Japanese innovation in grocery delivery

Alibaba drives grocery delivery in China through Hema

Voice assistants make online shopping a seamless experience

Delivery growth driver number three: meal kits and online subscriptions

Click and collect: a convenient model that changes the game on impulse

Click and collect: dramatic growth with innovative models

Mexico: click and collect drives Walmart’s omnichannel strategy

The Changing Role of the Store

In-store shopping trends also threaten impulse sales

“Impulse zones” for snacks

Technology challenges the traditional front end

Cencosud uses self-checkout to improve front end efficiency

Albert Heijn brings cashier-free convenience to the Netherlands

The stage is set for dramatic growth in automated stores

Snacks lose real estate at checkouts in the name of health

Shoppers prioritise the perimeter

Fresh food: the perimeter as a recipe for health

Time-pressed millennials look for prepared foods

Prepared foods compete with snacks, keeping shoppers on the perimeter

Convenience stores also prioritise foodservice and prepared foods

Grocery retailers invest in meal kits, keeping the perimeter in focus

Strategies

Adapting to these omnichannel shifts

Strategies: making a product more competitive online

New merchandising: shifting toward a new concept of “shelf-space”

New merchandising: telling your brand’s story through a new medium

New models: subscriptions to grow in importance for snacks

New models: the potential for subscriptions

New models: marketplaces as a frontier for growth

New logistics: supply chain and product-platform alignment

New logistics: rethinking packaging in a non-store world

New logistics: replicating impulse sales online

Strategies: how to adapt to changing in-store habits

Prioritise the right channels: small formats and low prices

Prioritise the right channels: reaching shoppers outside retail stores

Make trips more efficient: i nvesting in the front end

Make trips more efficient: c ross-merchandising with prepared food

Snacks as destination retail: speciality stores offer potential

Snacks as destination retail: rethinking the confectionery department

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Megatrends

Strategy Briefing

Impulse Under Siege: Omnichannel Implications for Unplanned Snacking

New Report Guarantee

About This Report

New Report Guarantee

Overview

Why buy this report?

Key Findings

Unplanned purchases are threatened by significant changes in the retail market

Internet retailing is reducing grocery trip frequency, leading to fewer opportunities for impulse

When consumers are in stores, they are spending less time in traditional “impulse zones” for snacks

Snack brands need to rethink their strategies in an increasingly digital world

Manufacturers need to make targeted investments in store-based retail channels

Want to find out more about this report?

Table of Contents

Introduction

Scope

Key findings

The Importance of Unplanned Purchases

Spur-of-the-moment sales are crucial for snacks

Impulse snacking cuts across socioeconomic and demographic lines

The convenience channel highlights the importance of impulse snacking

The quest for immediate gratification drives single-serve packaging

Are unplanned purchases under siege?

The Impact of E-Commerce

Internet retailing reduces trip frequency and limits impulse opportunities

Online snack sales grow rapidly

Millennials drive a retail shift: fewer grocery trips

The tech generation turns to online grocery

Delivery growth driver number one: third party courier services

Delivery growth driver number two: online retail giants dive into grocery

Amazon spurs Japanese innovation in grocery delivery

Alibaba drives grocery delivery in China through Hema

Voice assistants make online shopping a seamless experience

Delivery growth driver number three: meal kits and online subscriptions

Click and collect: a convenient model that changes the game on impulse

Click and collect: dramatic growth with innovative models

Mexico: click and collect drives Walmart’s omnichannel strategy

The Changing Role of the Store

In-store shopping trends also threaten impulse sales

“Impulse zones” for snacks

Technology challenges the traditional front end

Cencosud uses self-checkout to improve front end efficiency

Albert Heijn brings cashier-free convenience to the Netherlands

The stage is set for dramatic growth in automated stores

Snacks lose real estate at checkouts in the name of health

Shoppers prioritise the perimeter

Fresh food: the perimeter as a recipe for health

Time-pressed millennials look for prepared foods

Prepared foods compete with snacks, keeping shoppers on the perimeter

Convenience stores also prioritise foodservice and prepared foods

Grocery retailers invest in meal kits, keeping the perimeter in focus

Strategies

Adapting to these omnichannel shifts

Strategies: making a product more competitive online

New merchandising: shifting toward a new concept of “shelf-space”

New merchandising: telling your brand’s story through a new medium

New models: subscriptions to grow in importance for snacks

New models: the potential for subscriptions

New models: marketplaces as a frontier for growth

New logistics: supply chain and product-platform alignment

New logistics: rethinking packaging in a non-store world

New logistics: replicating impulse sales online

Strategies: how to adapt to changing in-store habits

Prioritise the right channels: small formats and low prices

Prioritise the right channels: reaching shoppers outside retail stores

Make trips more efficient: i nvesting in the front end

Make trips more efficient: c ross-merchandising with prepared food

Snacks as destination retail: speciality stores offer potential

Snacks as destination retail: rethinking the confectionery department

Why buy this report?

Want to find out more about this report?

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