A Gateway to Value Creation: Revenue Growth Management Hub
A comprehensive source of RGM thought leadership by XTEL. Scroll down to access dedicated Revenue Growth Management content available through this page: research studies, miniguides, customer stories and much more.
Global Revenue Growth Management Study 2023 – 3rd Edition
This year marks the 3rd edition of The Global Revenue Growth Management Study by XTEL, highlighting the challenges, opportunities and ways forward for CPG brands.
Patterns and trends are beginning to emerge in the insights from the last three studies, enabling expert advice and recommendations to be compiled in a relevant and opportune manner. The prevalent perception amongst CPGs is that commercial challenges will be more pressing across the board and that going back to pre-pandemic ways of operating is just not an option. More future uncertainties and the faster-evolving shopper behaviours often result in increases in trade investments across multiple commercial levers and channels, making it one of the biggest costs on the P&L.
Therefore the need to have a holistic view and approach to Revenue Growth Management, from price increases to package innovation, is becoming top of the CPG agenda. Better equipping the organisation with scalable, repeatable and intelligent systems, capabilities and processes enables growth-orientated decisions to be taken, the ability to respond to changes faster and maintain competitive advantage.
RGM Recommendations: a blog series
Our RGM experts Alan Skiles, Piet Surmont, Ed Bishop, and Pedro Sousa have expanded upon the recommendations in our latest Global Revenue Growth Management Study to create a blog series dedicated to the most important facets of Revenue Growth Management. Browse the links below to read all the articles!
Why you need to move away from cost-justified pricing – and how to do it
by Alan Skiles and Piet Surmont
Put yourself in your customers’ and retailers’ shoes so everybody wins
by Piet Surmont and Alan Skiles
How to secure competitive advantage through the ‘always-on’ RGM approach
by Ed Bishop and Piet Surmont
Embedding Revenue Growth Management in the year after hyperinflation
After 12 months of 10% to 15% of average inflation rate for most countries across the globe, CPG’s are looking to embed Revenue Growth Management across the business.
Global RGM Study 2023: access the webinars
European Webinar in partnership with EPP Pricing Platform
Sponsored by:
Last July, three expert speakers, Piet Surmont, Caroline Shoushanian and Mark Hamilton-Bowker shared the highlights from the findings during this webinar and answered questions from participants.
Register to watch the full 40-minute webinar recording.
Americas Webinar in partnership with POI
Sponsored by:
This year’s Global RGM study revealed how the impact of raw materials cost inflation, forced North American CPG companies to be more nimble, adapting strategies quickly and frequently.
Listen to experts Allen Rector, Evert Verlinden and Alan Skiles as they share key study insights and recommendations: Sign up below.
Perfetti Van Melle: Revenue Management Today and Tomorrow
In this case study presentation made at the POI event in Dallas in 2022, Alan Skiles from XTEL discussed RGM with Paul Ford from Perfetti Van Melle to share how the company has taken steps to protect their brands and set them along the path for profitable growth.
 Alan Skiles |  Paul Ford |
Global Revenue Growth Management Study
2022 – 2nd Edition
RGM is vital in creating value and winning with retailers and shoppers. CPGs who embrace the transformation journey to make RGM an everyday practice and mindset, will realise the full potential of the company’s brands across markets, and create a competitive advantage.
In this webinar, hosted by EPP Pricing Platform, CPG experts Kerem Cataner and Ed Bishop discuss the XTEL 2022 Global Revenue Management study findings. Watch it to discover what FMCGs highlighted during the survey, indicating that revenue growth management capabilities have moved to the forefront of their agenda.
2021 – 1st Edition
During the COVID-19 pandemic, the FMCG sector had to cope with fluctuating supply and demand, unprecedented consumer and shopper behaviours, and a constantly shifting legislative landscape.
This global ‘perfect storm’ affected categories and suppliers differently, with some better positioned than others to weather the changes. Those who have been able to meet these challenges more dynamically than their competitors are better placed to grow in the future.
Interested in understanding in more depth how these challenges affected manufacturers and distributors, XTEL surveyed some of the largest companies in the CPG industry: gathering their perceptions on the effects of the pandemic, structural changes they had seen, and their opinions on how the sector may change in the future.
More Revenue Growth Management Content
RGM Mini Guide Series
In this miniguide series, we will examine three key levers of revenue growth management: promotion, pricing, and assortment. Each miniguide will help you drive winning revenue management strategies that will deliver mutual growth with partners and better meet the evolving needs of shoppers and consumers.
Trade Promotion
Invest wisely and maximise ROI through valuable and actionable promotional strategies across brands, channels and customers.
Pricing
Understand the power, risks, and opportunities of price, to generate value and profit growth for you and your customers.
Assortment
Shape winning brand portfolios, category recommendations, and in-store strategies to meet shoppers’ needs and accelerate market growth.
Upfield Client Success story
Accelerating profitable growth with consistent and coordinated processes and systems into a holistic RGM approach.