Dave Wendland

Vice President, Strategic RelationsHamacher Resource Group

Bringing more than 25 years marketing and business development experience to the organization, Dave is responsible for strategic, partner development, and trade relations activities for the organization. In addition he works closely with the company’s marketing, business development, and national account teams to strengthen client relationships and enhance product value. Dave is also the primary architect and leader of the company’s Collaborative Strategy Sessions conducted on behalf of clients looking to extend their market reach, discover new opportunities, or plan future products.

Recognized for his retail expertise, Dave’s insights and forward-thinking make him a sought-after speaker and author. Delivering more than 20 presentations each year and authoring more than 50 articles and blogs, his passion for helping organizations realize their potential is evident.

Dave joined Hamacher in 1992 after having operated a California-based marketing firm. Dave graduated from the University of Wisconsin – Whitewater with a Communications and Marketing degree.

Other Links from Dave Wendland:

Behind the Shelf (blog)

Dave Wendland is a 25+ year veteran of the consumer packaged goods industry and is passionate about optimizing the consumer experience across the retail supply chain. He is a member of HRG's senior management team and owners group. Dave is also a sought-after speaker for industry conferences and corporate events.
  • Posted on: 06/17/2019

    How well did Target handle its no good, very bad weekend?

    It is unlikely that those faithful to Target will find the outages at Target to be deterrent to their loyalty. Although frustrating and undoubtedly challenging, there are larger questions that I believe demand answers: Does over-reliance on technology and "magic" that happens behind the scenes or data that is stored in the mysterious cloud put customers on their heels? Will they become increasingly suspicious of automation, artificial intelligence, and advanced data mining? Do consumers feel that retailers, such as Target, are telling the truth about cybersecurity when such technology disruptions occur? Ultimately, retail is still about relationships and the human touch. No machine can replace sincere and polite interactions with real people at retail. The best way for Target (and other retailers who will undoubtedly experience similar technology challenges) to handle this is by putting associates out front ... and that's exactly what they did.
  • Posted on: 05/20/2019

    Should Kohl’s buy At Home?

    Love to see Kohl's thinking beyond the box and imagining how/where to bring new value to its patrons. Given the weak performance of many of the traditional department stores, with this acquisition Kohl's would have the opportunity to stake claim to the value side of the equation and expand its penetration within the households that already favor Kohl's. I think this is only the beginning of their continued reinvention and purposeful expansion. Another great example of uncommon collaboration and fresh ideas!
  • Posted on: 05/13/2019

    What’s wrong with the (fill in the blank) category?

    It's high time that traditional category management be reinvented. Here's why: 1.) consumers do not shop by category ... they shop by need; 2.) "establishment retail" timelines are simply too long (by the time they react to a trend it may be over); 3.) over-committing space to a particular sub-category stymies shoppers (I firmly believe less becomes more). Specifically, as it relates to yogurt, innovation based on flavors and forms can only take a category so far - I refer to this as "iterative innovation - and results in over-stocking simply to keep up with available varieties. "Breakthrough innovation," on the other hand, can drive truly differentiated categories and attract new shoppers. Imagine a yogurt with a new sustainable means of production, newly-proven health claims, or some entirely differentiated delivery form. That could increase the share of shelf devoted to such a breakthrough. Bottom line for me is twofold. First, speed to shelf must be improved - brick-and-mortar's relevance will continue to decline if it doesn't reinvent cumbersome, painstaking assortment planning practices. And second, predictive analytics regarding trends and breakthrough innovation must be factors to consider in the "new" approach to category management.
  • Posted on: 04/26/2019

    Will the promise of straighter smiles bring more customers to CVS?

    This is truly something that CVS should be proud to sink their teeth into! It's the type of "newfangled collaboration" that will drive success at retail. Thinking outside and beyond the traditional box is vital. With empowered consumers and the selfcare movement gaining steam every day, I see this as a match made in heaven.
  • Posted on: 04/23/2019

    Giant Food to fill prescriptions for fruits and veggies

    I do see this produce Rx program broadening in scale. With the number of Americans facing preventable chronic conditions stemming from poor diet and lack of exercise and for those sufferers exasperated by their health, such a program can be invaluable. I've advocated for such an initiative for years and I'm pleased to see Giant Food undertaking such a cause!
  • Posted on: 04/05/2019

    Will Amazon, CVS or Walgreens win the speedy Rx delivery race?

    If speed were the only factor, it's a coin toss among the many options (Amazon Prime, CVS same- or next-day delivery, Walgreens/FedEx, and even independent pharmacies that have offered same-day neighborhood delivery for decades). However, we're talking about prescription drugs here and there are other factors to be considered: 1.) Safety (we recently launched a track-and-trace pedigree compliance service to ensure the reliability of the supply chain across retail pharmacy); 2.) Counseling - patients may require assistance in their care; 3.) Trust - knowing that the right product has been received from a reliable source matters to consumers.
  • Posted on: 03/25/2019

    Aldi tests smaller, urban concept store

    Could this format be a winning format across the U.S.? Absolutely. The focus of this narrowed assortment, the convenience of the experience, and an ever-growing recognition of quality will attract shoppers and definitely put the competition on their heels. This puts traditional c-stores on notice and actually could put pressure on some within the drugstore category that have tried to address food deserts ... but not as effectively as Aldi could deliver.
  • Posted on: 03/13/2019

    J&J turns to innovation to fend off startup competitors

    J&J certainly has some key advantages: 1.) company heritage; 2.) supply chain efficiency; 3.) global reach; 4.) resources (lots of them!); and 5.) strong category footholds. On the other hand, they will need to "fail fast" and become far more nimble. Additionally, right-sizing assortments for various classes of trade, creating consistent launch strategies and recognizing the omnipresent retail landscape will be keys to their success. Finally, I certainly believe J&J will continue its acquisition quest (e.g., Zarbees) to enter new categories, new forms, and new markets. CPG brands -- large and small -- are evolving quickly to keep up with and get ahead of changing consumer demands and preferences!
  • Posted on: 03/06/2019

    Will attribute-based product recommendations be a game changer for Walmart?

    YES! This is definitely keeping the customer at the center and catering to how decisions are made in an increasingly personalized world. Of course the key is getting the attributing correct and allowing an evolution toward multiple intersections to emerge connecting the right product recommendation with the right shopper at the right time.
  • Posted on: 02/27/2019

    Should retailers blame slow sales on the weather?

    Weather (and other such uncontrollable circumstances) certainly plays a role in the ability of shoppers to frequent a retailer and/or make purchases. And I do believe that part of a retail operator's "predictive analytics" should incorporate weather patterns and predictions. However, there are countless "controllables" that retailers should include as part of their predictive strategies and planning exercises that are too often taken for granted or otherwise overlooked.
  • Posted on: 02/22/2019

    Will the ‘c’ in c-stores soon stand for cannabis?

    This entire category of products remains largely misunderstood. Furthermore, the reliability of the supply chain (and sourcing) is undoubtedly going to come under scrutiny. However, with that said, c-stores can be early winners across the category - especially as it relates to consumables. I also feel that drugstores (perhaps specifically independent pharmacy) could gain share with health-related product categories. Although it appears to be the wild, wild West at the moment, once more precise product definition and regulations take hold, CBD and other cannabis-originated formulations will remain among the fastest-growing product groups.
  • Posted on: 02/13/2019

    Retail leaders need to care more about tech

    As my co-owner, Shawn Theesfeld, and I discussed, "every retailer is now a technology company." Making this a priority from the top throughout the ranks of an organization is vital to success.
  • Posted on: 02/12/2019

    Will Marie Kondo de-clutter retail?

    Over-assortment has been a tremendous burden at retail and a perpetual market basket killer rather than builder. Here are a few retailers defying the odds with limited assortment ... and did I mention they are thriving? Trade Joe's, Costco and Aldi. Is de-cluttering the answer? YES! If the item is duplicative, if it doesn't add value to the category or the shopper and if it's a commodity that simply fills space, it's time for some good old-fashioned house-cleaning. I believe thoughtfully-curated assortments make all the sense in the world -- LESS IS DEFINITELY MORE!
  • Posted on: 01/23/2019

    What will it take to dramatically reduce risk in the retail supply chains?

    I agree, Bob, "elimination" may be too strong a word. However, measures such as the pharma industry have taken are going a long way to improve the safety and reliability across the supply chain. Protecting the integrity across all product types through reliable, transparent, and collaborative measures must be the mission. We should not settle for less.
  • Posted on: 01/04/2019

    E-commerce forces CPG brands to think differently

    P&G certainly is an excellent best-in-class example. However when Unilever acquired Dollar Shave Club, the bar was set mighty high. Streamlining the supply chain to reduce distance between the CPG product and consumers is an essential goal in today's market. Here's a wild prediction: imagine consumers "manufacturing" their own personal CPG products in their homes with ingredients provided by a brand company. Sci-fi or a real possibility? You decide.

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