Ranir strengthens supply chain with new addition to leadership team
GRAND RAPIDS, Mich. — Ranir, a leading global manufacturer of store brand private label consumer oral care products, has appointed Maureen Bryan as chief manufacturing and supply chain officer. Bryan will serve as a director of the integrated global manufacturing and supply chain group, which oversees teams in North America, Europe, Middle East, Africa, Asia and the Pacific.
Bryan has more than 25 years of strategic business planning, global manufacturing, supply chain support and management with companies such as Dow Chemical, S.C. Johnson and KIK Custom Products. Most recently, Bryan was SVP of supply chain for North America laundry and home care at Henkel Corp., a global manufacturer based in Germany, which recently acquired Sun Products. During the company’s transition, Bryan was responsible for two additional manufacturing plants and for building the supply chain organization to deliver synergies and increased customer focus.
“I am excited to join the Ranir team and am looking forward to working with the industry’s leading provider of oral care products,” said Bryan. “Ranir is dedicated to delivering affordable, healthy smiles in millions of households every day, and I’m proud to be a part of that mission and thrilled to support the company’s efforts in meeting the demands of its rapidly growing business across all categories.”
During her time at Sun Products, Bryan served as chief supply chain officer where she was focused on integrating end-to-end supply chain functions, including data governance, planning, manufacturing and logistics. While at Sun Products, Bryan oversaw multiple phases of infrastructure streamlining improvements, resulting in more than $100 million in cost savings.
“We are very fortunate to have Maureen join our team, as she brings extensive supply chain and plant management experience to our growing business, along with global expertise, which is vital to our operations,” said Rich Sorota, CEO of Ranir. “I’m looking forward to integrating her into our global manufacturing and supply chain group, and I’m confident she will lead our team through many more years of growth.”
Bryan earned her executive MBA from Northwestern University and her engineering degree from McGill.
Top-spending consumers spend more
The average household spends $3,400 on packaged goods, but the average grocery banner only captures as much as 20% of that, according to a recent IRI report. “With the overall market not growing, retailers and manufacturers need to find new sources of growth by capturing a bigger piece of the existing pie,” wrote Web Fletcher, principal at IRI Shopper Analytics and lead author of IRI’s “Delivering Growth Through High-Value Customers” research, which was published in July.
“The top-spending households in a category spend significantly more at a retailer than the average household,” Fletcher noted. “In fact, the top-spending 20% of customers account for 55% to 65% of a retailer’s sales in virtually every category. Even among their most loyal customers, retailers consistently capture only about 50% of spending,” he noted. “This is consistent across channels — for instance, 46% in club, 52% in specialty and 54% in grocery.”
For years, retailers have been told that focusing on their best customers will bring growth. But in a low-growth (nearly no-growth) omnichannel marketplace, focusing solely on best customers is no longer enough. “In today’s omnichannel marketplace, a 360-degree view of shopper behavior is absolutely essential,” Fletcher wrote. “IRI analysis shows that as many as 20% of a retailer’s customers are the most valuable customers in the market overall, but are not the retailer’s most valuable customers,” Fletcher said. “Since the highest spenders in the market spend, on average, more than a retailer’s best customers, this miss translates into a significant lost revenue opportunity.”
Nielsen report: E-commerce driving sales
“The formula for growth is simple. There’s really only three levers you can pull — find new buyers, get your buyers to spend more and/or raise prices,” said Chris Morley, president of fast-moving consumer goods, or FMCG, and retail at Nielsen. “But talk to most retailers and FMCG companies today, and they’ll tell you that growth is increasingly hard to find.”
But there’s good news coming from e-commerce, according to the recent Nielsen report, “Total Consumer Report.” New consumers are entering the market who are willing to pay a premium to get what they want — when they want it. That’s one reason e-commerce has been enjoying a strong uptick in sales.
“While e-commerce represents, at best, roughly a third of category sales, it’s growing so rapidly across FMCG that it’s contributing significantly to growth,” Morley said. “For edible categories, more than half of all growth is coming from e-commerce. For personal care, e-commerce is driving [more than] 80% of growth. The story for pet care is even more dramatic, where 90% of total growth is coming from e-commerce.”
One white space opportunity addressed by Morley is subscription services. “Meal kits are clearly leading in their ability to drive value from subscription services, with 84% of online meal kit buyers purchasing via subscription,” he said. “As we’ve seen with eyeglasses and mattresses, consumers are open to new choices that deliver better-quality, more convenient products for less,” he noted. “To consumers, all of this choice used to be overwhelming. But now, with the phones in our hands, the next best brand or retailer is always a swipe away.”