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: 02/22/2021

    Do grocers need to get better at planning for weather-related disasters?

    Having lived through the winter event (in Austin), I can definitely speak to both the challenges and the opportunities of last week. I don't personally believe that grocers should "take the lead" in preventing or mitigating disasters - but they should have plans in place for such event and should respond appropriately. H-E-B won on the PR front by allowing shoppers to take home their items without paying when their power went down in their Leander store - something everyone in Central Texas will remember. After a futile week of shopping frustration, Amazon ultimately won my dollars as it was the first retailer to actually be able to provide my family with groceries. Meanwhile other grocers remained closed, canceled pickup times or filled their trash bins with spoiled products when they lost power. Even if nobody had the imagination to think that Texas would run out of energy, it was clear that some retailers were more prepared and reacted better than others and it benefited them last week and may have gained them some new loyal customers.
  • Posted on: 02/11/2021

    Should Aldi’s growing store count and digital progress keep rivals up at night?

    Aldi is doing all of the right things to continue its growth in the US. Aldi has always offered a unique value proposition for a specific segment of US grocery and done a fantastic job at meeting the needs of those shoppers. It has also shown a willingness to go beyond and expand from its model to attract new customers. Very few people would bet against Aldi growing share in the years to come -- and that share needs to come from somewhere.
  • Posted on: 02/02/2021

    Can a volunteer-run grocery store successfully work through the pandemic?

    Having lived in South Minneapolis, I can attest to the strength of the co-op and local food movement that exists in that market. The concept is a winner on numerous fronts. People want to support local businesses. The math also makes sense as a lot of families would gladly surrender 2.5 hours of their time every month for a 20 percent reduction to their grocery budget. It also aligns nicely with the growth of local and sustainable products. This trend has been large in progressive markets like Minneapolis for some time, but is now becoming more of a national trend. Finally, people want to be a part of something important and this gives them the opportunity to contribute to their community in a meaningful way.
  • Posted on: 01/29/2021

    Are small brands eating big food’s lunch?

    The data definitely shows that 2020 was a year where consumers tried new things. New products, new brands, new retailers and new hobbies. The brands that met or exceeded expectations will likely continue to win share vs. larger brands. Those that didn't may fade away. The growth of craft beer, gourmet coffee and varietal apples has shown that consumers will turn away from major brands if there is a better alternative. Retailers will continue to do what they do and monitor these trends and ensure that they are investing in the right growing segments.
  • Posted on: 01/29/2021

    Not every retailer is sold on curbside pickup

    As others have stated, these trends are all likely to continue and were growing trends that COVID simply accelerated. The devil will be in the details of how they will grow, as "Health & Wellness" in 2020 meant hand sanitizer and home gym equipment, but could have a different flavor moving forward. BNPL also has different flavors as does Livestreaming. The best retailers will monitor how these trends evolve and leverage the right analytics to stay on trend and evolve as their consumers do to ensure they are always offering the right products, experiences and prices.
  • 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.

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