PROFILE

Matthew Pavich

Managing Director, Global Strategic Consulting at Revionics

Matthew is the Managing Director, Global Strategic Consulting at Revionics, an Aptos Company. He specializes in pricing and retail strategy, corporate strategy and customer focused solutions. Matt is a leader in pricing strategy development, business strategy development and overall corporate strategy. Matt has a strong merchant background and experience with C-Level presentations. He has more than 20 years of experience in retail, encompassing consulting, buying, pricing and marketing across a variety of retail verticals, industries and regions. Matt has lived and worked in France, Germany, Hungary and South Africa (with additional long-term engagements in other markets) and has more than seven years of driving customer-focused success at Revionics.

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  • Posted on: 01/20/2021

    NRF 2021: Are retailers stronger having made it this far into the pandemic?

    Although the pandemic had different impacts based on retail segment, one universal truth is that it accelerated a lot of trends. A lot of NRF presenters have focused on this acceleration and it appears that the retailers who survived and thrived were able to adjust and transform some elements of their business into 2025 or 2030 much quicker than initially anticipated. As with any year in retail, some will make further gains and others will take a step back. The key will be continued investment into the capabilities of tomorrow whether it is in AI platforms, new supply-chain models or new customer and digital experiences to meet the needs of an evolving consumer.
  • Posted on: 01/19/2021

    NRF 2021: Social responsibility critical for keeping retail customers engaged

    Today's consumers are much more informed and spend with their conscience accordingly. The retailers that succeed in these initiatives will be the ones who genuinely make a commitment and practice what they preach. It's no longer enough to have an Earth Day promotion or release a PR statement when events occur. The evolving consumer community knows who is authentic and who is paying lip service. They know where retailers are donating political contributions, where they stand on key social issues and how they support diversity initiatives. Retailers will always thrive when they listen to their customers and align with their needs and values. Like assortment planning, promotions or any other retail initiative, it is important for retailers to offer consumers something that they can feel loyal to.
  • Posted on: 01/12/2021

    Convenience retailers aren’t letting the pandemic get them down

    Based on my experience with the c-stores we work with, I can say that a large percentage of the segment will come out stronger than before. The segment was already growing at a nice clip and offering great innovations and products to consumers heading into 2020. Although it is true that tobacco has been in permanent decline and fuel took a major hit due to the pandemic, it is also true that c-stores offered people a safer (fewer interactions), more convenient way to shop categories which generally (like supermarkets) benefited from the pandemic. On top of this, a large reliance on DSD and minimal inventory protected them from some of the inventory challenges faced by other segments. And let's not forget that 2020 was a great year for merchants catering to people who needed a drink every now and then! As with all businesses who were able to find success during a pandemic, the true c-store winners will be the ones that continue to evolve and invest in their future.
  • Posted on: 01/08/2021

    Are brands seeing a halo effect from ads on retailers’ online platforms?

    This does inherently make sense. The truth is that this approach probably works better for some brands and some retailers than others. The good news is that there are a lot of great promotional effectiveness analytics to help both parties understand whether or not their investments are generating the business results they hope to achieve. As always, the savviest retailers and brands make informed choices based on a combination of their industry expertise and advanced analytics. They monitor and they adjust accordingly.
  • Posted on: 01/05/2021

    Are local retailers ready to flex their omnichannel muscles?

    Developing better online and omnichannel capabilities was merely a qualifier for local retailers in 2020 that was mandated by extreme circumstances. All retailers (large/small/local/national) needed to up their game and offer new channel experiences for their shoppers to stay relevant. By definition, omnichannel and online shopping forces small local retailers to compete against larger global players. The larger retailers will always have the advantage in scale, supply chain, advanced analytics and financial stability. As such, local retailers need to focus on their true advantage which is their deep knowledge of their local market and consumer. To go beyond "qualifying" and become a winner, local independents need to do all of the things that made them special in the first place - relevant products (especially locally made) and experiences that speak to their local demographic. During a particularly trying time for a lot of struggling people, local independents also have the unique opportunity to support their communities in a way that is harder to replicate at a national level. The best local retailers offer something special for a community that loves them.
  • Posted on: 12/28/2020

    What happened this holiday selling season?

    Rating the holiday results vs. plans is highly dependent on the quality of the plan put in place. It goes without saying that there were massive shifts in demand and shopping behavior this holiday and the more adaptive retailers with proactive plans, better channel strategies and advanced inventory and demand analytics probably fared better than their competitors. As others have pointed out, a fairly "normal" macroeconomic number looks much different once you zoom in on different retail verticals where some retailers had a much steeper challenge than others. It remains to be seen what the final numbers will say but, in general, the season proved to be quite positive considering all of the uncertainties and new challenges faced by both consumers and retailers this year.
  • Posted on: 12/16/2020

    It’s time for innovation or stagnation

    Sometimes it takes a disruptive event like COVID-19 to drive real innovation for a lot of businesses. There is no doubt that the past several months have forced a lot of retailers to innovate in order to survive and/or remain relevant. The fact that these innovations have occurred via a remote work environment is not only an innovation in and of itself, but proves that creative collaboration can be done using a different approach. One thing is clear - the best retailers are using this uniquely disruptive moment to get better and to try new things. They are investing in new processes, analytics, solutions and operating models that they may not have considered a year ago and they are building a foundation for a better future.
  • Posted on: 12/15/2020

    What if Barnes & Noble had produced ‘The Queen’s Gambit’?

    Love the idea and the topic! Retail is all about finding ways to meet consumer demands profitably and one element of that is generating the demand in the first place. As others have noted, there is precedence here with Disney and Amazon (not to mention the product placement that is everywhere in Hollywood). It really comes down to core capabilities and making sure that the right partnerships are in place to make it effective. Retail executives are not producers and vice-versa. People want to be inspired and great shows/movies can achieve that if they aren't too overt in their sales message. One short-term solution is simply funding the right shows/movies that could lead to a mutually beneficial outcome.
  • Posted on: 12/09/2020

    Are humans biased against AI-driven recommendations?

    As with numerous technologies, it makes sense that some people are more open to adopting AI than others. The reality is that it is here, it works and people use it all the time and accept that algorithms are used (i.e. Uber, flights, hotel pricing, etc.) when making purchases. I have absolutely seen AI transform retailers in the pricing space and make their pricing and promotions more effective. I have also seen its benefits to the consumer by identifying opportunities to price more aggressively on essential items that help shoppers stretch their limited budgets. Ultimately most retailers will benefit from incorporating AI but will need to be savvy in their messaging and may choose terms like "consumer informed or consumer derived" instead of "AI or machine-learning." Listening to what your consumers want has always been essential to retail -- AI is simply a more effective, more dynamic way to do so!
  • Posted on: 12/08/2020

    Is IKEA making a dumb mistake ending its catalog?

    Print catalogs are a thing of the past due to changes in shopping behavior, environmental concerns, speed to execute, and inability to adjust once printed. It turns out that the internet offers a much better, more informative version of this relic at a lower cost. A lot of retailers have proven that a shift from catalog to digital can be really effective (one example being Littlewoods in the U.K.). Retail, like many other industries, requires adaptation for survival. Montgomery Ward was innovative for its time and is even credited with creating Rudolph the Red-Nosed Reindeer for its holiday campaign. The kids are still singing the song, but the retailer didn't adapt and others are now profiting off of it.
  • Posted on: 12/02/2020

    Were record Cyber Monday/Week sales enough to help retailers salvage 2020?

    Similar to the Black Friday discussion, this year is different and will most likely not result in success based on one or two selling days or events. There is ample demand this holiday season and the best retailers have spaced it out over a longer period of time to support safer environments, delivery and inventory challenges. They've also offered superior channel experiences with curbside being a prime example. It doesn't hurt, however, to have a good Cyber Monday!
  • Posted on: 12/01/2020

    Dick’s Sporting Goods to test new ‘Public Lands’ outdoor concept

    Dick's has done an admirable job navigating a pandemic that drastically impacted demand for team sports and removed a lot of in-store experience advantages (i.e. batting cages, etc.) that Dick's had built. Their speedy shift to address new shopping channels/pickup and this initiative show some real innovation to meet the needs of this moment and changing consumer needs. Dick's has proven in the past (firearms) that it is not afraid to make bold and necessary moves to address changes to society and what consumers value. This has potential to be successful if they can execute it well and differentiate themselves from their top competitors.
  • Posted on: 11/30/2020

    Was Black Friday a bust?

    Like every Black Friday prior to 2020, it can only be categorized as a bust or a success by individual retailers based on their plans and objectives. Unlike 2020, the entire industry knew that traffic would be significantly down and that demand would need to be spread more evenly across different channels and throughout a larger time period. The retailers who planned appropriately, put the right channel and early promotional strategies in place, and created the best holiday proposition for shoppers in a challenging environment will most likely do well this holiday season.
  • Posted on: 11/18/2020

    Are CPG brands headed for a very merry Christmas?

    With current COVID-19 trends, there is no doubt that household CPG products will continue to have really strong sales in the coming months. Retailers should be better prepared for the current wave than they were in March which should translate to better demand modeling/pricing, fewer shortages, and improved operational efficiencies. There will still be a few empty shelves, but the best retailers who have invested in their capabilities and data analytics should benefit from this increase in demand in the near future while providing consumers with the essential products they need.
  • Posted on: 11/12/2020

    Target reopens looted store as a symbol of its pledge to do better for Black communities

    Target continues to impress with both its response to handling the virus and to this important issue of racial inequality. Reinvesting in the community while making a commitment to diversity is smart both locally and nationally. When a major player like Target raises the bar, it can move others along and drive real change for many communities. In all cases, it appears to be the right decision at the right time and will reap dividends for all involved if it remains a "pledge" and not a "symbol."

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