Growth, Brands and More

Growth at any cost is still a mantra. But toxic growth creates more problems than it solves.

In part two of the chat with François Bazini, the host continues a conversation about “toxic growth” and why CMOs fail, arguing that marketers often chase glamorous, short-term levers, flavour “innovations,” promotions, ill-conceived category moves, or new consumer targets that look good on paper but poison brands, instead of doing the harder work of growing the core. François illustrates toxic growth through Ribena’s decline from a top UK brand in 2015 to outside the top 100 by 2022 after shifting away from fa...

From Chief Marketing Officer to Chief Growth Officer.

New Label or New Reality? What’s the future of marketing?

Filiberto interviews François Bazini, former CMO Europe at Suntory, about how the CMO role is changing and why some companies relabel it as a Chief Growth Officer. François recounts his global FMCG career (Danone, PepsiCo, Suntory) and contrasts functional marketing leadership with P&L general management, arguing that strong CMOs act as “brand CEOs” who own trade-offs across top line, bottom line, capital, and time horizons. He says CMOs often fail by avoiding ROI discussi...

Nicotine Products are not a smoking cessation category anymore.The Blurring Boundaries of Nicotine. And that changes everything.

Nicotine pouches show this shift clearly.

They look less like medicine and more like mints.

Consumers prefer formats that don’t make them feel like patients.

In this episode, Filiberto interviews Joel Rubenstein, an LBS alumnus and consumer health veteran, about his career in consumer health and the evolution of nicotine products. Rubenstein explains why tobacco companies are moving into cessation/harm reduction: nicotine is both the addictive problem and the cessation ingredient, it...

Why are so many FMCGs so focused on cannibalising their own demand?

Why is volume growth not really at the centre of the way they operate?

Todd and Filiberto discuss how innovation can create incremental demand rather than just redistribute it by targeting unmet occasions and clarifying each product’s role in the portfolio across four buckets: entry (trial), frequency, upsizing, and upscaling. They argue portfolio pruning often lacks discipline because firms fear losing shelf space and cut based on past sales rather than on incremental value, creating future competitive gaps; research cited claims that in...

Why do companies in FMCG choose low probability growth?

In the big data era, why are most of the FMCG launches supply-driven instead of demand-driven?

Today’s guest is Todd Kirk, Principal and Managing Director at Middle Game Services. Kirk explains his background across client-side (e.g., Coca-Cola), retail data (IRI), and consulting, and says Middle Game focuses on performance marketing at the shelf—assortment, merchandising, pricing, and their overlaps, such as promotion—using a shopper-centric, “wide-angle view” of choices. He contrasts shifting existing tactics with “better things” like line-filling, imitation, and true innovation, and describes appl...

Why do some executives keep growing and others plateau?

How do you balance the short-term objectives with the long-term plan?

In this podcast episode, host Filiberto interviews Rafal Walendzik about his 30+ year career across FMCG/CPG, food and beverages, and spirits, spanning Unilever, Kraft Heinz, and roles in Poland, the Czech Republic, and Southeast Asia, leading multicultural teams. Rafal says continued growth depends more on mindset than title, emphasising learning through failure, leaving the comfort zone, and taking calculated risks rather than plateauing. He explains that leading across markets and company sizes requires co-creating a...

The Beverage industry is undergoing a global, structural reset.

And here I will explain why.

Podcast host Filiberto discusses a structural “reset” in beverages, especially beer and spirits, as the aggressive pricing playbook used to offset inflation has hit consumer limits and investors now prioritise volume growth. He traces how industry messaging shifted from post-pandemic cyclical softness to normalisation and transition, citing inventory overhang and weaker consumption, including pressures even in stronger categories like tequila. Spirits players such as Diageo and Pernod Ricard are adapting portfolio and operating models, while beer leaders like AB InBev and...

Wonder why most brands get the younger demographic wrong?

What sets the brands that connect with young adults apart?

Host Filiberto continues his conversation with Inga in part two about how brand insights translate into practical growth decisions. They discuss brands evolving into cultural platforms and argue that successful ecosystems (e.g., Red Bull) emerge from many coordinated pillars rather than a single “best practice,” requiring aligned brand, digital, people, and operational components, and a “growth by design” approach rather than serendipitous wins. Inga advises leaders to integrate younger-generation perspectives through board representation, reverse mentoring (Young Bl...

What do authenticity and purpose mean for Gen Z?

Why so many paradoxes and contradictions in the relationship between brands and Gen Z?

In this episode, host Filiberto chats with Inga Dangel about the evolving landscape of branding and marketing, especially for Generation Z. Inga, with a rich career spanning roles at DHL, Mattel, and Pepsi, shares insights from her work with young consumers through her initiative, Young Blossom 25. They explore the generational shift towards authenticity and purpose, contradictions within Gen Z, and how brands can adapt to these changes. Inga highlights the importance of...

How are consumer attitudes towards sustainability changing?

In this episode, host Filiberto continues his insightful discussion with Leon Ramselaar, with a deep dive into business transformation and sustainability. They explore topics like the strategy of ‘shrinking for growth’ in fast-moving consumer goods, the role of government and private partnerships in supporting startups, and the importance of balancing operational excellence with innovation. The conversation highlights the need for long-term vision in business strategy and the challenges of creating sustainable, high-quality consumer goods amid economic pressures and regulatory differences. They also touch on the evolving landscape of electric vehicles and...

Why do so many business transformations fail to achieve any results?

In this episode, host Filiberto discusses various aspects of business transformation with repeat guest Leon. The conversation focuses on the multi-stage process of business transformation, which includes becoming lean, adapting the organisation for future needs, and investing in innovative projects. They emphasise the importance of balancing operational efficiency with innovation to remain competitive. The discussion also addresses psychological barriers to change, the role of corporate venturing, and the significance of sustainability in transformation efforts. The episode concludes with a reminder to put acquired knowledge into action...

Why marketers struggle to balance short-term actions with long-term thinking?

How do you convert those objectives into budget allocations?

This is the second part of my chat with Konstantinos Delialis. The discussion centres on international marketing, consumer trends, and brand strategies. From understanding the nuances of innovation in product development and digital transformation to highlighting the importance of consumer- and customer-centric approaches. The episode also explores the implications of short-term versus long-term strategic decisions amidst challenging market conditions. Konstantinos emphasises the significance of efficient resource allocation, the potential of digital transformation, and the essential balance...

Why can only a few companies balance the need for a global brand with local relevance?

In this episode, our esteemed guest is Kostantinos Delilalis, a seasoned general manager with extensive experience with international companies such as Coca-Cola, Danone, and Kraft Heinz. We discuss the differences between global and local brands, emphasising the importance of balancing global scale and local relevance. He shares insights from his career, including the need for continuous improvement, strategic alignment, and the impact of consumer trends like cost-of-living crises and post-COVID behavioural changes. The conversation covers key lessons from navigating complex markets...

Poland is the poster child of EU-driven integration. And all FMCG companies want a piece of that growth. What are the risks? And the opportunities?

In this episode, host Filiberto focuses on the marketing dynamics of the Polish food and beverage sectors with expert Dominik Wilk. They discuss the complex Polish retail environment, noting the evolution from traditional trade to a more modern, competitive landscape dominated by discounters like Biedronka and Lidl. Dominik shares insights on the challenges and strategies for international brands entering the Polish market, emphasising the importance of strong branding, strategic market...

Bluerrification in electronics is nothing new, but wearables are now developing as both functional products with services and luxury accessories.

In this episode, Elisabetta Borghi is back as co-host with Filiberto. They discuss innovations with guest Alex Cerret, an entrepreneur developing luxury wearable safety jewellery. Alex introduces Cerret, a startup that creates safety-focused bracelets and necklaces, combining pleasing jewellery aesthetics with practical safety features. The discussion covers Cerret’s inception, product developments, market strategies, and partnerships. Alexandre emphasises Cerret's mission to provide discreet, beautiful safety solutions that empower users, catering to both young adults and the elderly. He...

Beyond the wave of premiumisation of mixers, the category is reinventing itself from an alcohol companion to a stand-alone beverage in the era of NOLO cocktails

In this episode, the podcast focuses on the premiumization of mixers. The guest, Alex Curiger, talks about his journey as an entrepreneur in the spirits and mixers market, from Switzerland to the world. Alex discusses his transition from being a traditional brand distributor to developing a unique e-commerce-first tonic water. He explores the challenges and strategies of launching a premium beverage brand, emphasising the importance of unique packaging, low-sugar, natural ingredients...

In this episode, host Filiberto interviews his long-time friend and mentor, Leon Ramselaar, who has extensive experience in marketing, strategy, and consumer insights within the consumer electronics industry. The discussion delves into the evolution of marketing, consumer trends, and brand strategy, emphasising the importance of insights-driven innovation. Ramsell shares personal anecdotes from his 25-year tenure at Philips, followed by a transition into consulting and investing in startups. He offers critical perspectives on industry challenges such as the rush to release new product versions, the complexities of smart home integration, and the pitfalls of technology-driven initiatives that fail to meet...

In this episode, host Filiberto speaks with John Kelly about the dynamic world of international marketing, with a particular focus on the food and beverage industry. John shares insights from his extensive career, spanning roles in dairy, beer, and beverage ingredients, highlighting significant shifts in the industry. Key trends discussed include rising consumer demand for product transparency, health-focused beverages, and the blurring of category lines as companies expand into new areas, such as zero-alcohol and functional drinks. They also examine the complexities of market adaptation, the impact of significant price increases, and the crucial need for companies to remain...

Cross Over Episode! How are market dynamics changing in the Beverage Industry?

Why is beverage striping a fundamental insight, and why should all beverage companies master it?

Second part of my chat with Chris Maffeo on the Maffeo Drinks Podcast.

We discuss the significant shifts in consumer behaviour and market dynamics, including the importance of understanding when and how to adopt new brands, the industry's return to pre-COVID trends, and the impact of on-premise consumption closures.

The conversation covers the rise and fall of different beverage categories, the strategic movements of...

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Cross Over Episode! Shrinking for Growth is happening across a number of FMCG verticals. And Beverages and Spirits are not immune. Here we explain what it means.

First part of my chat with Chris Maffeo on the Maffeo Drinks Podcast. The focus is on trends and strategies in the spirits and beverages industry, particularly the 'Shrink for Growth' strategy, where companies divest non-core brands to focus on core strengths. Key examples include Campari, Diageo, and Brown-Forman. The conversation covers shifts from economies of scale to economies of scope, the impact of mergers and acquisitions, and the differences...

In this episode, the host speaks with Vedran Jelaca, co-founder of Shopnosis, a company that specialises in AI-powered shopper research. Shopnosis uses smart glasses to track shopper behaviour in physical stores, offering a detailed and scalable solution to understand what products shoppers see, interact with, and ultimately purchase. The discussion covers the nuances of shopper behaviour that are often overlooked, such as the visibility of products on bottom shelves and the real-world performance of retail media. Shopnosis provides actionable insights to brands, retailers, and agencies to optimise in-store marketing and product placement. The interview concludes with a discussion on...

In this episode, host Filiberto interviews Maciej Grajewski, founder of SG Papertornics, a liquid diagnostic company for craft beverages. Grajewski discusses her journey from academia to entrepreneurship, the development of the core product, Beer-o-meter, and how it helps brewers ensure consistency and stability in their beer. He explains the technology behind Barometer, its ease of use, and the importance of process control in brewing. The conversation touches on the challenges and insights gained from working with brewers, the importance of building trust, and the potential for expanding diagnostics to other beverage types. The episode concludes with reflections on the...

Reflecting on the Evolution of Fast Moving Consumer Goods: Focus, Clarity, and Strategy

In this episode, we dive into the evolving landscape of the fast-moving consumer goods sector. Reflecting on the significant changes over the past 25 years, from notable mergers and acquisitions to the recent trend of structural simplification and specialisation, we explore how companies are shifting strategies to thrive. The discussion covers the historical context of M&A activities, the move towards economies of scope, and the emerging focus on clarity and deliberate portfolio management. Key examples such as Kellogg's, Johnson & Johnson, and Pernod Ricard illustrate...

In this interview, Filiberto speaks with Brian, a long-time friend and fellow IESE alumnus. Brian shares his diverse, entrepreneurial background, from his early days growing up on a farm to becoming a DJ, venturing into landscape architecture, and eventually starting multiple businesses. He discusses his notable endeavour, Death's Door Spirits, which began as an effort to revive farming on Washington Island, Wisconsin, and evolved into a widely respected craft spirits brand sold nationwide and internationally. Brian also recounts the challenges of scaling the business, including the regulatory complexities and intense competition of the alcohol industry. After selling Death's Door...

In this episode, host Filiberto interviews Alberto Duran Sampedro, a long-time friend and colleague from their MBA days. Alberto shares his extensive journey from banking to working in an advertising agency, the pharmaceutical industry, and finally joining his family's luxury jewellery business in Spain. Alberto provides insights on the evolution of the global jewellery market, highlighting a shift from high-end watches to branded jewellery and explaining how digital platforms and the consolidation of brands are reshaping the industry. They also discuss the importance of storytelling, traceability, and sustainability in luxury. The episode concludes with Alberto's thoughts on future trends...

In this episode, host Filiberto, alongside co-host Elisabetta Borghi, chats with entrepreneur Mariam Abdillahi, founder of Black Flamingo Beauty. Maria shares her entrepreneurial journey, which began in Dubai and now expands into the UK and other regions. She discusses the inspiration behind her brand, which stemmed from her own skin issues and her connection to Somali culture. The episode covers various aspects of marketing strategies, product development, and the importance of balancing traditional and scientific approaches in the cosmetic industry. Mariam also addresses the challenges of targeting diverse consumer demographics and highlights the significance of sustainability and ethical sourcing...

In this episode, co-hosts Elisabetta Borghi and Filiberto Amati explore the intersections of international marketing, consumer trends, and brand strategy with guest Franco Piero, CEO and co-founder of the BIOVA Project. Franco shares insights on his pivot from video production focused on sustainability to creating circular economy solutions for food waste, emphasising the challenges and logistics of transforming surplus bread into beer and exploring new categories like kombucha. The discussion covers the importance of stakeholder alignment, consumer appeal, and collaboration, focusing on expanding the impact of sustainable practices in food production. Franco also highlights the crucial role of scaling...

Filiberto and Elisabetta Borghi co-host this episode. The interview with Maahan Mirnezami explores the trends and innovations in the neutraceutical market, particularly focusing on developing products like flat-packaged pills, gummies, and absorbable strips. Maahan highlights the benefits of gummies, including better bioavailability and consumer compliance. The conversation also delves into the company's strategic decisions, marketing approach, and plans for entering the mass market. Maahan discusses the challenges of scaling the business, obtaining financing, and developing compliant products quickly. The interview concludes with a discussion on their vision for future growth and their unique position in the market.

00:00...

Filiberto and Elisabetta Borghi co-host this episode. Special guest Maahan Mirnezami discusses the competitive nutraceutical market. He shares his background in biomedicine and explains the development of his project, Biova Health, which focuses on creating pharmaceutical-grade supplements to improve user trust and efficacy. Elizabeth highlights the market's growth, and Maahan elaborates on the challenges with current supplements, the benefits of gummies over pills, and the importance of educational marketing. The discussion covers the intersection of nutraceuticals and functional foods, emphasising product quality, user experience, and market education.

00:00 Introduction

01:28 Guest Introduction

02:56 Challenges in the...

This episode of 'Growth, Brands and More' features host Filiberto discussing the role of AI in foresight and strategic marketing with guests Marco Bevolo and Dennis from ShapingTomorrow. The conversation explores the importance of foresight given current geopolitical and economic uncertainties and how AI can enhance human capabilities rather than replace them. The guests emphasise critical thinking and adaptability in leveraging AI outputs and discuss how AI-generated 'hallucinations' can offer unique creative insights. They also delve into the practical applications of AI for businesses, including synthetic research and future scenario simulations, to better prepare organisations for upcoming challenges. The...

In this episode, host Filiberto interviews Teresa Carmo, a seasoned marketing professional with a diverse international background. Teresa shares insights from her extensive career, which spans notable companies like Nestle, Johnson & Johnson, Pernod Ricard and Lego. They discuss the essence of a good strategy, the importance of balancing short-term tactics with long-term goals, the growing need for digital transformation, and sustainability. Teresa emphasises the critical role of brand power and leadership in navigating these changes, advocating a balance between innovation and maintaining substantial brand equity.

00:00 Introduction

01:01 Meet Teresa Carmo: A Global Marketing Leader

05:32...

In this episode, host Filiberto interviews Roger Jackson, an experienced professional in brand management and founder of Shopper Intelligence. The discussion delves into the concept and evolution of shopper insights, highlighting the importance of understanding shopper behavior to drive better marketing, sales, and category management. Roger shares his journey from working with multinational companies like Unilever and Mondelez to promoting shopper insights on a global scale. They discuss the challenges and benefits of integrating shopper insights into retail strategy, the impact of collaborative retailer relationships, and the potential future advancements through AI and data analysis. The episode emphasizes leveraging...

In this episode, host Filiberto welcomes Vani Gupta Dandia, an experienced marketing professional with a rich background in international brands and startups, particularly in the Indian market. Vanni shares her journey from Leo Burnett to senior roles at Henkel, Unilever, and PepsiCo, followed by launching her own consultancy in 2018. The discussion covers the unique challenges of product differentiation in India's highly competitive and fragmented market, emphasizing the importance of distinctive branding, understanding consumer behavior, and leveraging effective sales strategies. The conversation also delves into the intricacies of India's distribution channels, the dominance of mom-and-pop stores, and how brands can...

In this episode, Filiberto is joined by Elisabetta Borghi, a retail and fashion expert with extensive experience with international brands. The podcast delves into international marketing strategies, consumer trends, and brand strategy. Elizabeth discusses her versatile background working with blue chip multinationals, investment funds, and startups and emphasizes the importance of data-driven decision-making and operational excellence in building brand equity. The discussion covers the current state of the retail industry, the impact of emerging technologies like AI and the metaverse, and the necessity of adopting omnichannel strategies to meet evolving consumer expectations. Elisabetta also highlights the significance of personalization...

How are emerging technologies changing the retail dynamics? Is it only operational or does it have a commercial effect too?

In this episode, Filiberto is joined by Elisabetta Borghi, a retail and fashion expert with extensive experience with international brands. The podcast delves into international marketing strategies, consumer trends, and brand strategy. Elizabeth discusses her versatile background working with blue-chip multinationals, investment funds, and startups and emphasises the importance of data-driven decision-making and operational excellence in building brand equity. The discussion covers the current state of the retail industry, the impact of emerging technologies such as AI...

In this episode, host Filiberto Amati interviews Margaret So, an experienced marketing consultant from Canada who transitioned from working with top consumer goods companies to running her consultancy. Margaret details her career journey, passion for supporting consumers, and expertise in market research and consumer behavior. They delve into the intricacies of marketing mix modeling (MMM) and its importance in understanding the efficiency and effectiveness of marketing spend. They also discuss data's role in marketing, digital advancements' impact on traditional marketing strategies, and the future of marketing analytics. Margaret emphasizes balancing short-term and long-term strategy, customizing research to fill data...

In this discussion, Vincenzo Carrara, a beauty industry veteran with experience in various roles, shares his expertise on the significant changes and trends over the past decade. Vincent elaborates on his extensive career in beauty and the foundation of his advisory firm, which works with various stakeholders in the industry, including brand development and strategy. Key points include the growing fragmentation and diversification of the beauty industry, the influence of social media and contract manufacturers on new brands, and the evolving roles of direct-to-consumer channels and brick-and-mortar retail. He highlights the increasing importance of nutraceuticals, neurocosmetics, and the merging...

In this interview, Enrico Mulas, a former colleague from Campari, shares his diverse professional journey, which spans trade marketing at Shell, consulting at Value Partners, HR consulting at Towers Perrin, and multiple roles at Campari, including Country Manager for China and Switzerland. Enrico discusses the significant consolidation and evolution within the international alcohol beverage industry over the past 15-20 years and the importance of critical mass for in-market distributors. He also explores the role of innovation, particularly in non-alcoholic beverages, and the challenges of merging consumer analytics with product quality. Furthermore, he touches upon the complexities of...

In this episode, guest Neil Petrocelli brings 30 years of experience in beauty and fragrances in the US to help us understand how the industry has transformed and the prospects for the future. Filiberto and Neil discuss various trends shaping the industry, from influencers to celebrities to the emergence of modern trade and the role of experiential marketing. The episode concludes with ideas and advice for launching a beauty brand in the US.

In this episode:

00:00 Introduction to Neil Petrocelli and His Journey

00:48 Early Career Highlights and Lessons

08:17 Industry Changes and Brand...