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How HIVERY Curate can optimize their category management business using AI

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駅構内などで自動販売機を運用するJR東日本ウォータービジネス（東京・品川）が、AI（人工知能）を活用して売り上げ向上、オペレーション最適化を図っている。AIの指示で品ぞろえを見直した自販機では、比較対象機と比べて最大約40％の販売増を記録。コロナ禍で移動需要が減少する中でも、好調な実績をたたき出している... learn more

日経クロストレンド:  AIの指示で売り上げ最大約40％増　駅ナカ自販機のAI革命

At HIVERY, we get a lot of questions about HIVERY Curate and how an AI-driven true store-specific category management solution can transform category and brand professionals' roles at major CPGs and retailers.  

In the below video you will find Heather Martin, Vice President of Sales at HIVERY, answering:  What do we mean by "AI"  optimized category assortment.

At HIVERY, we get a lot of questions about HIVERY Curate and how an AI-driven true store-specific category management solution can transform category and brand professionals' roles at major CPGs and retailers.

In the below video you will find Heather Martin, Vice President of Sales at HIVERY, answering the question: What do we mean by A”  optimized category assortment?

HIVERY Curate Q&A Series: What do we mean by AI optimized category assortment?

HIVERY Curate Q&A Series -What do we mean by "AI"  optimized category assortment?

HIVERY Curate Q&A Series -  What do we mean by "AI"  optimized category assortment?

HIVERY Curate Q&A Series: What do we mean by "AI"  optimized category assortment?

What do we mean by "AI"  optimized category assortment

Category management is a highly competitive exercise in today’s face-paced retail environment, with each company seeking to increase their brands’ category market share and leadership presence through innovation and superior category strategy. 

Rarely are brands distributed according to their fair share of space at any given retailer, especially when assortment is optimized using a top-down approach that leverages averages of averages to push assortment into space available at each store. Even a small percentage of growth or loss can equate to millions of dollars. Therefore, it is equally important for all brands and Consumer Packaged Good Companies (CPGs) to protect & grow shelf space, regardless of whether they are below or beyond fair share.  

Artificial Intelligence (AI) is the ideal tool to optimize assortment from the bottom up, looking at each store individually and using this analysis to determine the right assortment for each store or cluster. This approach allows CPGs to protect and grow revenue by maximising retail space investment, all while uncovering growth opportunities for the category and improving the retailer / CPG strategic relationship.

Two-Prong Strategy: Protect & Grow category assortment 

Category management and retail sectors have always been dynamic, and every (Points of Distribution) POD is fought for in every relay. Direct to consumer brands and new innovation are fighting for the same space you are, with less on the line. To cope with the evolving competition amongst brands, HIVERY Curate helps CPGs identify the right strategy based on a predictive analysis of the most granular of data points through the two-prong “protect and grow” strategy:

Protect - Defending your category share & strategic value to your retailer

At HIVERY, we are often asked what happens if the AI recommends reducing a CPG’s space - and usually this question comes from CPGs whose brands are well distributed and at (or above) a fair share of space. The answer is simple. With store-level assortment analysis taking into account store specific cannibalization, category advisors and non-advisors alike can protect their relationship and space by:

Uncovering growth for their brand, optimizing existing space and recommending SKU rationalization of products whose demand will transfer within the brand portfolio. This newly created space allows for increasing holding power to reduce out of stocks, or swapping lower-performing products for those ‘sleeper products’ that will drive brand growth.

Quantifying the value of each business and brand strategies through rapid SKU stimulation and seeing the impact before executing. AI can, in fact, provide data driven, revenue-quantified recommendations to execute the strategies. This levels up the conversation with the retailer in ways not possible today and ensures the strategies are executable in store and predicted to drive category growth.

Identifying growth for their retailer, even within existing clusters which protects the strategic relationship and everything that comes with it.  

Once existing space is protected, brands beyond their fair share can fight for additional space through new innovation, and HIVERY Curate can predict the success of the launch while pinpointing the best stores to launch in.

Grow – Capturing more category sales and space

AI-powered algorithms are able to optimize assortment at the store level by determining the unique ‘data fingerprint’ of each store, and leveraging this to identify the assortment needs of each specific store. Even when executed at a cluster level, using this bottom up analysis to identify what to add, remove or retain uncovers new opportunities for both brands and retailers. 

Where brands are below their fair share of space and expanded distribution would grow not only your brand but also the category, HIVERY Curate’s AI optimization provides specific recommendations on where to expand points of distribution (PODs), it identifies which SKUs to expand, and quantifies the revenue impact to the retailer. And, because HIVERY Curate’s optimization is aware of the actual space on the shelf, the AI often identifies room for additional facings or SKUs just by knowing how many inches are available.

Case Study: the two-pronged approach in action

Working with a large multinational company across two categories at a single retailer, HIVERY Curate was used to identify and implement this two-pronged strategy. In one category where our CPG client had significant distribution, Curate identified growth for the category and a risk of reduced PODs to the CPG. With this information, our customer’s brand and sales teams have an opportunity to identify protective portfolio strategies, simulate their impact on the category and their revenue and use this data-driven story to propose their programs to the retailer.

In another category where private label products have significant distribution, HIVERY Curate identified an opportunity for our CPG client to grow the category by also growing their distribution - a true win/win for all parties! 

Backed by the power of machine learning and proprietary algorithms developed over 5 years, together with  an in-depth operations research method (often called applied mathematics)  within HIVERY Curate, the CPG client was able to effectively plan and distribute optimal product assortments for each retail store.

As expected, the financial benefit was significant. Across both categories, HIVERY Curate identified a $16M revenue growth opportunity for the CPG Client.

The next generation of category management solution

With the constant battle between category leaders and non-category leaders, the brands that are able to protect and grow their market share are the ones that survive and thrive. HIVERY Curate offers businesses an efficient way to do this.

As an intuitive AI-powered and user-friendly tool, it equips businesses with effective and compliant planograms that deliver the best results from physical retail space investment. 

In the end, it’s not just about earning more slices of the pie, but rather about growing the pie itself. HIVERY Curate delivers accurate, effective and executable store-specific recommendations to improve and ensure the growth of the whole category.

HIVERY is the pioneer of hyper-local retailing – combining artificial intelligence, machine learning, optimization and design to help CPGs and retailers generate an increased return on physical retail space investment.    

To learn more about me or schedule a chat, please visit my page here

Win or retain category captaincy: How AI can augment category management with a two-sided “Protect & Grow” strategy

Microsoft has officially launched the Microsoft Retail Innovation Club. Discover HIVERY and 28 other innovators from Australia and around the world new technologies that are disrupting stores, supply chains, customer and employee experiences.

From March to May 2021, you can access a series of videos showcasing what’s new from 28 of the industry’s most disruptive thinkers – and we’re very proud to be part of this club.

Available on-demand for a limited time only, secure your spot!

HIVERY makes the Microsoft Retail Innovation Club!

At HIVERY, we get a lot of questions about HIVERY Curate and how an AI-driven true store-specific category management solution can transform category and brand professionals' roles at major CPGs and retailers.

In the below video you will find David Buckley, Vice President of Retail at HIVERY, answering the question:

What are some of the new benefits unlocked by retailers or CPGs that weren't the case before HIVERY Curate?

David Buckley, Vice President of Retail at HIVERY, answers the question: What are some of the new benefits unlocked by retailers or CPG that once wasn't the case before HIVERY Curate

The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing all at store level.

HIVERY Curate Q&A: What are some of the new benefits unlocked by retailers or CPG that once wasn't the case before HIVERY Curate

The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing all at store-level.

HIVERY Curate Q&A Series: What are some of the new benefits unlocked by retailers or CPG that once wasn't the case before HIVERY Curate?

What are some of the new benefits unlocked by retailers or CPGs that weren't the case before HIVERY Curate? 

At HIVERY, we get a lot of questions about HIVERY Curate and how an AI-driven true store-specific category management solution can transform category and brand professionals' roles at major CPGs and retailers. 

How does HIVERY Curate protect data across CPGs and retailers to ensure only agreed information is shared?

HIVERY Curate Q&A: How does HIVERY Curate protect data across CPGs and retailers to ensure only agreed information is shared? 

The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing all at store-level

HIVERY Curate Q&A: How does HIVERY Curate protect data across CPGs and retailers to ensure only agreed information is shared?

HIVERY Curate Q&A Series -  The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing all at store-level.

HIVERY Curate Q&A Series: How does HIVERY Curate protect data across CPGs and retailers to ensure only agreed information is shared?

In the below video you will find Greg Jensen, Sales Director at HIVERY, answering the question:

How does HIVERY Curate help CPGs who are category advisors and those who are not?

Greg Jensen, Sales Director at HIVERY, answers the question: How does HIVERY Curate help CPG’s who are category advisors and those who are not?

The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing

HIVERY Curate Q&A: How does HIVERY Curate help CPG’s who are category advisors and those who are not?

HIVERY Curate Q&A Series -The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing all at store level.

HIVERY Curate Q&A Series -  The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing all at store level.

HIVERY Curate Q&A Series: How does HIVERY Curate help CPG’s who are category advisors and those who are not?

What has been the impact of HIVERY Curate in facilitating better CPG/retailer collaboration?

David Buckley, Vice President Of Retail at HIVERY, answers the question:  What's been the impact of HIVERY Curate in facilitating that better CPG/Retailer collaboration? 

The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing.

HIVERY Curate Q&A: What's been the impact of HIVERY Curate in facilitating that better CPG/Retailer collaboration?

HIVERY Curate Q&A Series: What's been the impact of HIVERY Curate in facilitating that better CPG/Retailer collaboration?

When you optimize for store-specific, how do you balance localization against costs such as labor?  

The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing.

HIVERY Curate Q&A: When you optimize for store-specific, how are you balancing localization against the costs such as labor?

HIVERY Curate Q&A Series - The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing

HIVERY Curate Q&A Series -  The world’s first true AI-driven hyper local category management optimization solution delivering rapid category simulation, space-assortment aware and planogram drawing

HIVERY Curate Q&A Series: When you optimize for store-specific, how are you balancing localization against the costs such as labor?  

HIVERY is a multi-award winner pioneer of hyper-local retailing, combining artificial intelligence (AI), operations research, and human-centred design to help consumer packaged goods (CPG) manufacturers and retailers generate a return on physical space investments.

NSW Treasury’s Global Markets team wanted to capture the story of what HIVERY is doing in international markets, especially in Japan and our participation in the NSW Going Global Program and Japan Innovation Leaders Summit 2021

HIVERY is only one of two companies in all of NSW to be selected to be part of this exciting program. What a great honour, and to celebrate and share our story, the team at NSW Treasury’s Global Markets have produced this video.

HIVERY is a multi-award winner pioneer of hyper-local retailing,  combining artificial intelligence (AI), operations research, and human-  centred design to help consumer packaged goods (CPG) manufacturers  and retailers generate a return on physical space investments. HIVERY  is transforming category management and retail trade promotion with  innovative algorithms sourced from Australia’s national science agency, CSIRO’s Data61. HIVERY is venture-backed and headquartered in Sydney, Australia, with offices in the USA and Japan.

HIVERY was founded on the vision that Data Has A Better IdeaTM and  we’re working together with our clients to uncover its full potential.

NSW Treasury - HIVERY - Going Global Starts With Being Specific, Store-Specific!

NSW Treasury & HIVERY are going global

Can previous consumers and their star rating/feedback really influence our buying decision? Find out the truth.

What you will learn from this podcast:
• Decision science in retail. Felipe investigates how consumers make choices in online marketplaces (i.e Amazon)and the key features (e.g. product display, order, and ranking).

• The effects of online social influencer signals and how previous buyers, their star rating and comments influence buying decisions.

• Demand predictions and how it impacts decisions on what to put in stores (regardless online or offline).

• This opens up the question: can social influencers (i.e rating and feedback) be a more effective demand signal (hence, demand prediction tool) than traditional demand signals like seasonality? How can brand managers and category management professionals leverage this model to impact the likelihood of success of new product releases? What strategies can product brand managers and category management professionals leverage when their new products have no social proofing yet? Should product brands and marketers invest more of their funds into contacting external social influencers and get them to review a new product, seed ratings, and influence future online shoppers?

• You can download and read Felipe's research "Modelling consumer behaviour in the presence of network effects"  here: https://openresearch-repository.anu.edu.au/bitstream/1885/200952/1/thesis_submission_Felipe_Maldonado.pdf

Felipe Maldonado is a Postdoctoral Researcher in the areas of Artificial Intelligence, Game Theory, Applied Mathematics, and Market Design. In his latest research, he covers the scientific approach to determine how social influence can impact demand and demand predictions. Felipe also provides his insight on how social influence can impact new product innovation and launch a new product into the market.


In September 2019 Felipe graduated with his doctorate degree from the School of Computer Science at ANU. During his 4 years there, Felipe has worked in the Computational Media Lab and was also part of CSIRO/Data61. Since October 2019, Felipe has been 
working as a Postdoctoral Researcher at the Technical University of Munich in the Decision Sciences & Systems at the Department of Informatics.

Felipe Maldonado is a Postdoctoral Researcher in the areas of Artificial Intelligence, Game Theory, Applied Mathematics, and Market Design. In his latest research, he covers the scientific approach to determine how social influence can impact demand and demand predictions. Felipe also provides his insight on how social influence can impact new product innovation and launch a new product into the market.

In September 2019 Felipe graduated with his doctorate degree from the School of Computer Science at ANU. During his 4 years there, Felipe has worked in the Computational Media Lab and was also part of CSIRO/Data61. Since October 2019, Felipe has been working as a Postdoctoral Researcher at the Technical University of Munich in the Decision Sciences & Systems at the Department of Informatics.

Dr. Felipe Maldonado on the truth behind consumer rating influencing our buying decisions

Can previous consumers and their star rating/feedback really influence our buying decision? Find out the truth.

Felipe Maldonado is a Postdoctoral Researcher in the areas of Artificial Intelligence, Game Theory, Applied Mathematics, and Market Design. In his latest research, he covers the scientific approach to determine how social influence can impact demand and demand predictions. Felipe also provides his insight on how social influence can impact new product innovation and launch a new product into the market. 

Meet Dr. Felipe MaIdonado:
In September 2019 Felipe graduated with his doctorate degree from the School of Computer Science at ANU. During his 4 years there, Felipe has worked in the Computational Media Lab and was also part of CSIRO/Data61. Since October 2019, Felipe has been 
working as a Postdoctoral Researcher at the Technical University of Munich in the Decision Sciences & Systems at the Department of Informatics.

What you will learn from this podcast:
• Decision science in retail. Felipe investigates how consumers make choices in online marketplaces (i.e Amazon)and the key features (e.g. product display, order, and ranking).  

• The effects of online social influencer signals and how previous buyers, their star rating and comments influence buying decisions.

• Demand predictions and how it impacts decisions on what to put in stores (regardless online or offline).  

• This opens up the question: can social influencers (i.e rating and feedback) be a more effective demand signal (hence, demand prediction tool) than traditional demand signals like seasonality? How can brand managers and category management professionals leverage this model to impact the likelihood of success of new product releases? What strategies can product brand managers and category management professionals leverage when their new products have no social proofing yet? Should product brands and marketers invest more of their funds into contacting external social influencers and get them to review a new product, seed ratings, and influence future online shoppers?

• You can download and read Felipe's research "Modelling consumer behaviour in the presence of network effects" here: https://openresearch-repository.anu.edu.au/bitstream/1885/200952/1/thesis_submission_Felipe_Maldonado.pdf

Dr. Felipe Maldonado on the truth behind consumer rating influencing our buying decisions by Retail Mavericks

What you will learn from this podcast:
• What next-generation shoppers are looking for on the supermarket and grocery store shelves. Dan advises on how category management should prepare for this change.

• How can category management professionals get better at predicting in a world of constant change? Dan sheds light on the shopper behavior during the Super Bowl. What happens if there are no games or the game happens at a different scheduled date and time? What alternative product categories will be impacted and need to be considered? How does this impact no social gathering and tailgating at the football game? What other "stay-at-home" products will be demanded instead? How does it impact food spoilage? Dan answers all of these questions.

• How companies prepare for key events, competition moves, and retail reaction. Hint: "war games" scenarios. Is there a way to see the impact of each scenario? As a side note, HIVERY Curate can allow users to easy model these scenarios in the AI engine to present the impact at category, SKU or brand levels or by distribution such as by cluster store or store-specific levels.

• Dan shares useful tactics and insights on how CPG manufactures and retailers can enhance shopper expectations and maintain retailer relationships. Dan talks through a fascinating story about how intelligence on shoppers can transform your sales. Make sure you listen to the "Target store and sales of multi-serve meals" story.

• How CPGs and retailers can address the "The Paradox of Choice" and why sometimes less is actually more.

• How data science can help with better predictions by looking at the relationship with seasonal events such as hurricane season and impact on category assortment.

• How forecasting is currently done. Generally, there are several different business groups involved. It all starts with the account team who are closest to the customer. They factor in key events such as promotions and allow other internal teams (i.e. demand planning and supply chain) to add their view. This can be a very intense and time consuming process but generally works well until an event that has not been planned occurs. Responding to change can be an extreme challenge. As a side note again, HIVERY Curate helps. Rapid scenario planning can be conducted to quickly inform new strategy and articulate it to all stakeholder groups.

• Dan finally covers what he believes the future of category management is. With the increase in online purchasing, Dan talks to us about the need to have an optimized omnichannel strategy. While shopper convenience (i.e. delivery, in-store pick-up, curbside pick-up) and choice are good, it leads to additional costs. Dan shares a few real examples (Walmart, Kroger) and discusses best practices.

Dan is a CPG Industry professional with Experience in Headquarter Support, Product Development, Category/Brand Strategies, Retailer Dedicated Sales Support, Account Management, Team Development, and Coaching. In his 10+ years with Nestle USA, he has worked closely with almost every major grocer and mass retailer in the US including Walmart, Target, Albertson’s/Safeway, Publix, HEB, and Meijer.

Dan’s passion lies in his leading and developing the future leaders in the CPG industry on how to think differently and always keep one eye focused on what the next big trend or consumer disruption in the industry will be. He also strives to consistently help retailers elevate their thinking above the day to day category management, and take action on national trends within the confines of their retail brand, and strategy. As a father of 2, he enjoys spending time with his wife and kids, is a self-proclaimed foodie, sports junkie, and travel aficionado.

Dan is a CPG Industry professional with Experience in Headquarter Support, Product Development, Category/Brand Strategies, Retailer Dedicated Sales Support, Account Management, Team Development, and Coaching. In his 10+ years with Nestle USA, he has worked closely with almost every major grocer and mass retailer in the US including Walmart, Target, Albertson’s/Safeway, Publix, HEB, and Meijer.

Dan’s passion lies in his leading and developing the future leaders in the CPG industry on how to think differently and always keep one eye focused on what the next big trend or consumer disruption in the industry will be. He also strives to consistently help retailers elevate their thinking above the day to day category management, and take action on national trends within the confines of their retail brand, and strategy. As a father of 2, he enjoys spending time with his wife and kids, is a self-proclaimed foodie, sports junkie, and travel aficionado.

Dan Sturman on category management in a world of constant change

Dan is a CPG Industry professional with Experience in Headquarter Support, Product Development, Category/Brand Strategies, Retailer Dedicated Sales Support, Account Management, Team Development, and Coaching. In his 10+ years with Nestle USA, he has worked closely with almost every major grocer and mass retailer in the US including Walmart, Target, Albertson’s/Safeway, Publix, HEB, and Meijer.
 
Dan’s passion lies in his leading and developing the future leaders in the CPG industry on how to think differently and always keep one eye focused on what the next big trend or consumer disruption in the industry will be. He also strives to consistently help retailers elevate their thinking above the day to day category management, and take action on national trends within the confines of their retail brand, and strategy. As a father of 2, he enjoys spending time with his wife and kids, is a self-proclaimed foodie, sports junkie, and travel aficionado.

What you will learn from this podcast:
• What next-generation shoppers are looking for on the supermarket and grocery store shelves. Dan advises on how category management should prepare for this change.

• How can category management professionals get better at predicting in a world of constant change? Dan sheds light on the shopper behavior during the Super Bowl. What happens if there are no games or the game happens at a different scheduled date and time? What alternative product categories will be impacted and need to be considered? How does this impact no social gathering and tailgating at the football game? What other "stay-at-home" products will be demanded instead? How does it impact food spoilage? Dan answers all of these questions.

• How companies prepare for key events, competition moves, and retail reaction. Hint: "war games" scenarios. Is there a way to see the impact of each scenario? As a side note, HIVERY Curate can allow users to easy model these scenarios in the AI engine to present the impact at category, SKU or brand levels or by distribution such as by cluster store or store-specific levels.

• Dan shares useful tactics and insights on how CPG manufactures and retailers can enhance shopper expectations and maintain retailer relationships. Dan talks through a fascinating story about how intelligence on shoppers can transform your sales. Make sure you listen to the "Target store and sales of multi-serve meals" story.

• How CPGs and retailers can address the "The Paradox of Choice" and why sometimes less is actually more.

• How data science can help with better predictions by looking at the relationship with seasonal events such as hurricane season and impact on category assortment. 

• How forecasting is currently done. Generally, there are several different business groups involved. It all starts with the account team who are closest to the customer. They factor in key events such as promotions and allow other internal teams (i.e. demand planning and supply chain) to add their view. This can be a very intense and time consuming process but generally works well until an event that has not been planned occurs. Responding to change can be an extreme challenge. As a side note again, HIVERY Curate helps. Rapid scenario planning can be conducted to quickly inform new strategy and articulate it to all stakeholder groups.

• Dan finally covers what he believes the future of category management is. With the increase in online purchasing, Dan talks to us about the need to have an optimized omnichannel strategy. While shopper convenience (i.e. delivery, in-store pick-up, curbside pick-up) and choice are good, it leads to additional costs. Dan shares a few real examples (Walmart, Kroger) and discusses best practices.

Dan Sturman on category management in a world of constant change by Retail Mavericks

What you will learn from this podcast:
• When optimization or applied mathematics was first used to solve real-world problems. We go back to 1947 and George B. Dantzig, when not only the first computer program was written but also new applied mathematics methods were invented, now called linear programming.

• The fascinating world of Applied Mathematics. Mark breaks down everything from Operations Research, Linear Programming (using 1 and 0.5 as inputs), Complete Methods (solving problems optimally), Heuristic Methods (solving problems faster although not always optimally), and Genetic Algorithms (inspired by nature's way of optimizing) to relatively modern methods like Integer Linear Programming (using 0, 1 or 2 as inputs). These methods have previously advanced the military to optimize the distribution of weaponry. Now, these methods are used by commercial industries and have found their way into category management to ensure the right products are in the right, specific shelf space at the right, specific store.

• Mark goes deep into explaining his fascinating research: "A model-based genetic algorithm framework for constrained optimisation problems"; and his new framework that solves real-world problems differently and more efficiently.

• Why HIVERY Curate (formally HIVERY Propel) is different to any other planogram category management optimization solution out there. Marks explains how he has applied and combined optimization techniques (i.e. how much of product X to put on that specific shelf in that specific store) with machine learning methods (what product to put (X or Y or Z) on that specific shelf in that specific store) along with the secret ingredient; the constraints that make HIVERY Curate category recommendations realistic and implementable at a store-level.

• If you are interested in learning about how our world can be run more efficiently, love maths and solving real problems. This is a must-listen.

Resources:
www.linkedin.com/in/mark-lawrenson/
dl.acm.org/doi/10.1145/3067695.3076041
https://news.stanford.edu/news/2005/may25/dantzigobit-052505.html

Mark Lawrenson has graduated with honours in mathematical applications and computations from The Australian National University and was previously a researcher at CSIRO/Data61, the world's leading Australian research and data science agency. At HIVERY Mark is the product lead of HIVERY Curate - the world’s first truly hyper-local category management solution. Mark has several patents under his name and has published many research papers, namely "A model-based genetic algorithm framework for constrained optimization problems" where he presents a new hybrid optimization framework that can be used to solve constrained optimization problems differently.

In this podcast, Mark explains the science of optimization methods; the science of finding the best alternative from many alternatives. From wars, supply chain distribution to bakers and their bread to real category optimization.

Mark Lawrenson on the science of optimization methods and solving real-world problems more optimally

In this podcast, Mark explains the science of optimization methods; the science of finding the best alternative from many alternatives. From wars, supply chain distribution to bakers and their bread to real category optimization. 

Mark Lawrenson has graduated with honours in mathematical applications and computations from The Australian National University and was previously a researcher at CSIRO/Data61, the world's leading Australian research and data science agency. At HIVERY Mark is the product lead of HIVERY Curate - the world’s first truly hyper-local category management solution. Mark has several patents under his name and has published many research papers, namely "A model-based genetic algorithm framework for constrained optimization problems" where he presents a new hybrid optimization framework that can be used to solve constrained optimization problems differently.  

What you will learn from this podcast:
• When optimization or applied mathematics was first used to solve real-world problems. We go back to 1947 and George B. Dantzig, when not only the first computer program was written but also new applied mathematics methods were invented, now called linear programming.

• The fascinating world of Applied Mathematics. Mark breaks down everything from Operations Research, Linear Programming (using 1 and 0.5 as inputs), Complete Methods (solving problems optimally), Heuristic Methods (solving problems faster although not always optimally), and Genetic Algorithms (inspired by nature's way of optimizing) to relatively modern methods like Integer Linear Programming (using 0, 1 or 2 as inputs). These methods have previously advanced the military to optimize the distribution of weaponry. Now, these methods are used by commercial industries and have found their way into category management to ensure the right products are in the right, specific shelf space at the right, specific store.

• Mark goes deep into explaining his fascinating research: "A model-based genetic algorithm framework for constrained optimisation problems"; and his new framework that solves real-world problems differently and more efficiently.

• Why HIVERY Curate (formally HIVERY Propel) is different to any other planogram category management optimization solution out there. Marks explains how he has applied and combined optimization techniques (i.e. how much of product X to put on that specific shelf in that specific store) with machine learning methods (what product to put (X or Y or Z) on that specific shelf in that specific store) along with the secret ingredient; the constraints that make HIVERY Curate category recommendations realistic and implementable at a store-level.

• If you are interested in learning about how our world can be run more efficiently, love maths and solving real problems. This is a must-listen.

Resources:
https://www.linkedin.com/in/mark-lawrenson/
https://dl.acm.org/doi/10.1145/3067695.3076041
https://news.stanford.edu/news/2005/may25/dantzigobit-052505.html

Mark Lawrenson on the science of optimization methods: finding the best alternative from many by Retail Mavericks

実証実験では最大50％※以上の売上増加も！全体では5.27％※の増加を記録！！
飲料補充の効率化で、業界の働き方改革も実現！
※近似環境でAIシステムを使用しなかった自販機との同一期間比較 ... learn more

豪州AIスタートアップHIVERYがJR東日本ウォータービジネス社と事業展開〜「HIVERY Enhance」をエキナカ自販機に本格導入〜

The two companies have been collaborating since 2017, leveraging Hivery's AI technology to optimize product assortment and column space for individual vending machines in Japan. Validated results from proof of concepts increased sales by 5.27％overall, up to a maximum of more than 50%, as well as reducing replenishment trips and improving operational productivity... learn more

Hivery, an Australia based artificial intelligence provider, will roll out its AI driven vending machine management solution to 6,000 machines across East Japan Railway's train stations, according to a press release.

Retail AI pioneer, HIVERY (headquartered in Sydney, Australia) and JR East Water Business (headquartered in Tokyo, Japan), a subsidiary of East Japan Railway Company, have agreed to rollout HIVERY Enhance - an AI-driven vending machine optimization solution, to 6,000 vending machines across East Japan Railway’s train stations.

Validated results from numerous PoCs (proof of concepts) increased sales by 5.27％ [1] overall, up to a maximum of over 50%, as well as simultaneously reducing replenishment trips and improving operational productivity.  

HIVERY and JR East Water Business have been collaborating since 2017, leveraging HIVERY’s latest AI technology to optimize product assortment and column space for individual vending machines in Japan. During the winter of 2019, the results of HIVERY Enhance showed an overall increase in sales volume by 5.27%, up to a maximum of over 50%. Furthermore, given labor storages due to a declining population, there has been growing pressure to improve operational productivity within the Japanese vending industry. HIVERY Enhance enabled JR East Water Business to streamline operations and reduce replenishment trips by automatically recommending the optimal product assortment and quantity for their vending machines. Based on this success, JR East Water Business has agreed to rollout HIVERY Enhance across 6,000 vending machines on their train stations for East Japan Railway - a first in Japan.

Until now, product assortment selection had been decided by individual operators (drivers) who are responsible for replenishing the vending machines at their designated locations. Given those decisions have been based on the operator’s accumulated experience and intuition over many years, it has been an ongoing challenge to transfer that knowledge to new operators and maintain a level of quality. HIVERY Enhance leverages the power of AI and JR East Water Business’ point of sales (POS) data, to automatically determine which products need to be stocked in which vending machine, as well as the optimal timing to swap products for individual machines. This enables any operator to efficiently make the right product assortment choices that will lead to a profitable outcome. 

Select products that are likely to sell well – By analyzing the vast amount of sales data from the full fleet of vending machines, it identifies patterns in the sales data and identifies products that are likely to sell well in any particular location.

Optimize product assortment - By understanding the demand for individual products and the effects of cannibalization of demand between products in each location, it can determine which products should be inserted and which should be taken out, to lead to the optimal outcome.

Reduce replenishment trips - From the demand forecasts of products in any location, it can calculate the number of days before each product is likely to go out of stock and recommend the optimal quantity and column allocation to maximize the time between replenishment trips, thereby reducing labor costs.

Optimizing a  group of vending machines - Rather than only focusing on individual vending machines, it can also assess a group of banked vending machines in the same area at the same time, and optimize the products for the entire area as if it were one large vending machine.

By ingesting vast arrays of data and incorporating intricate operational rules as well as physical and business constraints into its algorithm, HIVERY Enhance can instantaneously provide executable recommendations for the optimal product assortment and column configurations for both an individual as well as a group of vending machines. Furthermore, by leveraging weather data, it can respond to changes in seasonal patterns and suggest the optimal time to insert hot and cold products, while taking into account the effects of cannibalization for the product mix at each location, thereby providing the optimal product assortment at any given time.

In March 2018, HIVERY invited JR East Water Business’s Vending Division team to its Sydney headquarters to meet with one of HIVERY's first customers, Coca-Cola Amatil, to exchange ideas and share their experience and best practice for implementing cutting edge technology for their respective vending businesses.

“We believe the combination of the rich human experience of our operators cultivated over many years and the utilization of big data is our greatest strength.  With HIVERY Enhance, we can realise that vision, and we aim to establish a new platform for our vending machine operations that will help us recover from the impact of this year’s pandemic, as well as improve worker productivity which has been an issue for us for many years.” 

~ Yuta Higashino, Manager at JR East Water Business

Moving into category management: the $US900[2] billion opportunity.

HIVERY Enhance is just the beginning. HIVERY has released its new offering - HIVERY Curate  - The world’s first truly hyper-local category management solution, helping companies like Coca-Cola and Walmart transform category management. HIVERY Curate delivers store-level recommendations with sophisticated self-learning AI algorithms that discover buying patterns at each store and make product assortment and space recommendations from this, resulting in a 10X return on investment to date.

HIVERY is a multi-award-winning pioneer of hyper-local retailing, combining Artificial Intelligence (AI), operations research, and human-centered design to help Consumer Packaged Goods (CPG) manufacturers and retailers generate a return on physical space investments. HIVERY is transforming category management and retail trade promotion, with innovative algorithms sourced from Australia's national science agency - CSIRO's Data61. HIVERY is venture-backed and headquartered in Sydney, Australia, with offices in the USA and Japan. HIVERY was founded on the vision that Data Has A Better Idea[TM] - and we’re working together with our clients to uncover its full potential.


Innovation Leaders Summit Tokyo (ILS) 3rd~12th March 2021

HIVERY has been selected by Austrade (The Australian Trade and Investment Commission) and the NSW Government of Australia, as one of 2 promising startups to participate in next year’s Innovation Leaders’ Summit.  Details of the event can be found here: https://ils.tokyo/

[English] HIVERY Press Release 09.12.2020.pdf

[Japanese] HIVERY Press Release 09.12.2020.pdf

JR East Water Business Co media release  

[1] Compared to vending machines not leveraging HIVERY Enhance during the same period.

[2] “Out of Stocks, Out of Luck How Retailers Alienate Customers and Lose Billions Due to Poor Inventory Practices” IHL Group 2018, G. Buzek

Hyperlocal retailing pioneer HIVERY (headquartered in Sydney, Australia) and JR East Water Business (headquartered in Tokyo, Japan), a subsidiary of East Japan Railway Company, have agreed to rollout HIVERY Enhance, an AI driven vending machine optimisation solution, to 6,000 vending machines across East Japan Railway’s train stations.

Australian AI startup HIVERY partners with JR East Water Business to optimise vending machines in Japan

Australian AI startup, HIVERY, partners with JR East Water Business to optimize vending machines in Japan.

What you will learn from this podcast:
• Zach's career journey from baseball to Walmart to his own company and HIVERY. Zach shares his insights into the lack of advancement of retail technology during this journey in category management.

• Zach explores the "snowflake" effect of product categories and space; how each store is so different (as a snowflake), yet when it comes to space assortment, the retail industry continues treating each store and their SKU supply the same.

• Why Zach, after over 11 years at Walmart with titles like Frozen Food Senior Buyer, Merchandising Director, and VP of Beverages Merchandising decided to "jump ship" to HIVERY, a young AI startup?

• Zach provides a sneak preview of product innovation at HIVERY; and how customers play a critical role in this process.

•. Zach dives into key problem sets faced by a wide retail segment from wholesale networks to traditional grocery stores in space, assortment, and category scenario planning.

• Lastly, Zach gives career advice and shares his insights into personal and professional development, innovating from within and facilitating change.

With 20+ years of retail experience, Zach Simpson is the Director of Customer Success and Sales at HIVERY and the Founder of Relevance Retail, an innovative service and strategy platform simplifying the omni-channel commerce evolution for suppliers, manufacturers, retailers, and technology service providers.

Zach Simpson on shifts in category management, artificial intelligence and making career changes

With 20+ years of retail experience, Zach Simpson is the Director of Customer Success and Sales at HIVERY and the Founder of Relevance Retail, an innovative service and strategy platform simplifying the omni-channel commerce evolution for suppliers, manufacturers, retailers, and technology service providers.

What you will learn from this podcast:
• Zach's career journey from baseball to Walmart to his own company and HIVERY. Zach shares his insights into the lack of advancement of retail technology during this journey in category management. 

• Zach explores the "snowflake" effect of product categories and space; how each store is so different (as a snowflake), yet when it comes to space assortment, the retail industry continues treating each store and their SKU supply the same. 

• Why Zach, after over 11 years at Walmart with titles like Frozen Food Senior Buyer, Merchandising Director, and VP of Beverages Merchandising decided to "jump ship" to HIVERY, a young AI startup? 

• Zach provides a sneak preview of product innovation at HIVERY; and how customers play a critical role in this process.

•. Zach dives into key problem sets faced by a wide retail segment from wholesale networks to traditional grocery stores in space, assortment, and category scenario planning.

• Lastly, Zach gives career advice and shares his insights into personal and professional development, innovating from within and facilitating change.

Zach Simpson on shifts in category management, artificial intelligence and making career changes by Retail Mavericks

Why Food Retailers Need To Embrace AI? In this Lost in the Supermarket episode, Phil Lempert talks with Jason Hosking, CEO & Co-Founder of HIVERY, The worlds first category management optimization solution.

For more than 25 years, Phil Lempert, an expert analyst on consumer behavior, marketing trends, new products, and the changing retail landscape, has identified and explained impending trends to consumers and some of the most prestigious companies worldwide.  In this podcast he speaks with Jason Hosking on AI and retail.

The Supermarket Guru chats with CEO of HIVERY on AI

Why Food Retailers Need To Embrace AI

What you will learn from this podcast:
• Why getting the right product at the right price and in the right amount is becoming more and more difficult for both CPG manufacturers and retailers. Listen to how Badger Technologies and robotics are solving this through "seeing".

• Tim explores the concept of "hidden products" - products that are not "shown" in the correct manner on shelves - as well as "hidden price promotions". Promotions are often delayed due to the slow process of getting the actual new sales tag on the shelf or the reverse, with sale promotion tags hung for too long and appearing out of date. With robotic technologies like Badger, old challenges can be addressed effectively.

• How robotics can not only assess the status of products on the shelf and price promotion compliance but also help grocery stores, supermarkets and hypermarkets assess floors for spills and hazardous conditions. This helps both shoppers and retail staff encouraging visits and ensuring stores are both clean and safe.

• More interestingly, some larger supermarkets and discount stores are using robotics to assess promotional display compliance in aisles ensuring that every marketing dollar is spent accordingly. Display compliance gives CPG manufacturers an "eye" on what is happening in-store and potentially issues contractual penalties for retailers' non-compliance.

• Tim also covers the challenges in having robots in supermarket stores and implications of human traffic and their advantages: an ability to scan 40,000 individual store products, responding to hazardous conditions, promotional compliance - all in around 3 hours!

• Will robots replace supermarket workers? Tim shares his views on robots and the human labour force; you will be surprised with his insight.

• We close with a fascinating view of future robotics in retail stores. Can robots sense "freshness" and ensure our fresh fruit, vegetables and dairy are about to expire?

Tim Rowland is CEO of Badger Technologies, a product division of Jabil - a $26 billion technology and supply chain solutions global company. Badger Technologies provides actionable data and analytics for retail operations through automation solutions that include a fully autonomous robot to address out-of-stocks, planogram compliance, price integrity, and other operational inefficiencies.

The future of retail robotics: from out of stocks, promotional price tags and display compliance to seeing hazards and potentially smelling freshness

Tim Rowland on retail robotics and the future of senses

The future of retail robotics: from out of stocks, promotional price tags and display compliance to seeing hazards and potentially smelling freshness  

Tim Rowland is CEO of Badger Technologies, a product division of Jabil - a $26 billion technology and supply chain solutions global company. Badger Technologies provides actionable data and analytics for retail operations through automation solutions that include a fully autonomous robot to address out-of-stocks, planogram compliance, price integrity, and other operational inefficiencies.

What you will learn in this podcast:
• Why getting the right product at the right price and in the right amount is becoming more and more difficult for both CPG manufacturers and retailers. Listen to how Badger Technologies and robotics are solving this through "seeing".

• Tim explores the concept of "hidden products" - products that are not "shown" in the correct manner on shelves - as well as "hidden price promotions". Promotions are often delayed due to the slow process of getting the actual new sales tag on the shelf or the reverse, with sale promotion tags hung for too long and appearing out of date. With robotic technologies like Badger, old challenges can be addressed effectively.

• How robotics can not only assess the status of products on the shelf and price promotion compliance but also help grocery stores, supermarkets and hypermarkets assess floors for spills and hazardous conditions. This helps both shoppers and retail staff encouraging visits and ensuring stores are both clean and safe.

• More interestingly, some larger supermarkets and discount stores are using robotics to assess promotional display compliance in aisles ensuring that every marketing dollar is spent accordingly. Display compliance gives CPG manufacturers an "eye" on what is happening in-store and potentially issues contractual penalties for retailers' non-compliance.  

• Tim also covers the challenges in having robots in supermarket stores and implications of human traffic and their advantages: an ability to scan 40,000 individual store products, responding to hazardous conditions, promotional compliance - all in around 3 hours!

• Will robots replace supermarket workers? Tim shares his views on robots and the human labour force; you will be surprised with his insight.

• We close with a fascinating view of future robotics in retail stores.  Can robots sense "freshness" and ensure our fresh fruit, vegetables and dairy are about to expire?

Tim Rowland on retail robotics and the future of senses by Retail Mavericks

Expert food industry analyst and journalist, Phil Lempert, has a candid conversation with HIVERY's CEO, Jason Hosking, on future of retail, category management and AI. Watch this episode of Lost in the Supermarket... watch video

Future of retail, category management and AI (video)

HIVERY is taking data science to the next level by adding an additional layer with prescriptive analysis – what should happen – removing human effort to understand the data, as well as human bias that sways future decision-making....read more

How an Aussie analytics start-up is helping retailers with ROI

Exports of Australian digital tech are expected to triple by 2030 and HIVERY is part of this.   Australia’s tech startup and innovation ecosystem is rapidly growing, attracting global attention and increasing venture capital funding, HIVERY has certainty experience this.

Learn about this sector's rapid growth in Austrade's new Australian Digital Innovation Report.  The Australian Trade and Investment Commission (Austrade) is the Australian Government’s international trade promotion and investment attraction agency.

australian-digital-innovation-on-the-rise.pdf

 Download now or visit Austrade site for more information

HIVERY featured on Austrade's "Australian Digital Innovation on the Rise'

In this podcast episode we explore:
• What "convenience" means in retail in the digital era (and pandemic). Gone are the days when convenience was about pre-packaged "TV dinners"; today the scope of convenience is expanded to searching for the right products, getting the right price, and having them delivered to your door - right here, right now.

• The issues around retailing, especially around assortment planning. How can you introduce new products while balancing existing and considering new retail experiences, services and space?

• Great strategies for retailers to consider to navigate these unprecedented times.

• Hyper-personalisation and whether it is legal when it comes to prices.

• What does assortment planning mean? A large assortment range can bring large diverse groups to your store. However, you then face the challenge to decide what assortment and how much of it is needed. You need to curate the store carefully. You don't want your consumers to experience "choice overload" nor out of stocks. Dr. Gielens covers the balancing act of attracting traffic into the store (large assortment to attract) and initiating conversation (right assortment to buy). The key word you will hear in this podcast is "curate". This is why leveraging new technologies such as AI can help retailers put the right assortment in their stores.

• Lastly, Dr. Gielens shared some good resources for further reading.

Her research focuses on the dynamics in digital and brick-and-mortar retailing and relationships between retailers and brand manufacturers. She teaches courses in retailing and channel management.

Her work has been published in leading journals such as the Journal of Marketing, Journal of Marketing Research, The International Journal of Research in Marketing (IJRM), Journal of Consumer Research and Marketing Science.

For two papers she received the long-term impact award from the American Marketing Association. She also received a nomination for the Paul E. Green Award and the Shelby D. Hunt/Harold H. Maynard Award. Two other articles received the IJRM Best Article Award. She serves as an associate editor for the Journal of Marketing and the Journal of International Marketing. She is also on the editorial board of the Journal of Retailing and the International Journal of Research in Marketing.

Dr. Gielens edited “Handbook of Research on Retailing” (Edward-Elgar Publishing, 2018). The book offers insights and advice on the major shifts in the retailing landscape caused by the digital marketing revolution.

She has worked extensively with business practitioners, both retailers and brand manufacturers. Her work has received substantial media attention, both nationally and internationally, and she is often consulted by the media to comment on significant retail events.

She received her PhD in applied economics from Catholic University Leuven. She also received her MS in applied economics and a degree in applied economic science, both summa cum laude, from Catholic University Leuven.

Meet Dr Katrijn Gielens,

Her research focuses on the dynamics in digital and brick-and-mortar retailing and relationships between retailers and brand manufacturers. She teaches courses in retailing and channel management.

Her work has been published in leading journals such as the Journal of Marketing, Journal of Marketing Research, The International Journal of Research in Marketing (IJRM), Journal of Consumer Research and Marketing Science.

For two papers she received the long-term impact award from the American Marketing Association. She also received a nomination for the Paul E. Green Award and the Shelby D. Hunt/Harold H. Maynard Award. Two other articles received the IJRM Best Article Award. She serves as an associate editor for the Journal of Marketing and the Journal of International Marketing. She is also on the editorial board of the Journal of Retailing and the International Journal of Research in Marketing.

Dr. Gielens edited “Handbook of Research on Retailing” (Edward-Elgar Publishing, 2018). The book offers insights and advice on the major shifts in the retailing landscape caused by the digital marketing revolution.

She has worked extensively with business practitioners, both retailers and brand manufacturers. Her work has received substantial media attention, both nationally and internationally, and she is often consulted by the media to comment on significant retail events.

She received her PhD in applied economics from Catholic University Leuven. She also received her MS in applied economics and a degree in applied economic science, both summa cum laude, from Catholic University Leuven.

In this podcast episode we explore:
• What "convenience" means in retail in the digital era (and pandemic). Gone are the days when convenience was about pre-packaged "TV dinners"; today the scope of convenience is expanded to searching for the right products, getting the right price, and having them delivered to your door - right here, right now.

• The issues around retailing, especially around assortment planning. How can you introduce new products while balancing existing and considering new retail experiences, services and space?

• Great strategies for retailers to consider to navigate these unprecedented times. 

• Hyper-personalisation and whether it is legal when it comes to prices.

• What does assortment planning mean? A large assortment range can bring large diverse groups to your store. However, you then face the challenge to decide what assortment and how much of it is needed. You need to curate the store carefully. You don't want your consumers to experience "choice overload" nor out of stocks. Dr. Gielens covers the balancing act of attracting traffic into the store (large assortment to attract) and initiating conversation (right assortment to buy). The key word you will hear in this podcast is "curate". This is why leveraging new technologies such as AI can help retailers put the right assortment in their stores.

• Lastly, Dr. Gielens shared some good resources for further reading.

Dr Katrijn Gielens on the disruptive transformation of retail and strategies to adapt by Retail Mavericks

Dr Katrijn Gielens on the disruptive transformation of retail and strategies to adapt

On Thursday 15 October, Technical Officer at HIVERY, Andy McQuarrie and co-founder, Matt Robards will be speaking at the Databricks APAC Industry Leadership Forums. Backed by The Coca-Cola Company, CSIRO and Blackbird Ventures, HIVERY is pioneering hyper-local retailing.... read more

HIVERY to present at Databricks APAC Industry Leadership Forum

Recognized as “The Supermarket Guru”, Phil Lempert is one of America’s leading consumer trend-watchers and analysts on consumer behavior, marketing trends, new products and the changing retail and supermarket landscape.

Phil brought us up to date with the ways the pandemic has been altering consumers’ shopping behavior and how these changes have been shifting both the retail, supermarketing and consumer packaged goods (CPG) sectors.

The pandemic has brought significant changes to the formats and operations of retailers and supermarkets. It is expected, then, that variations around shelf space and product assortment will also arise.

Allow me to schedule a time with you