IMPETUS Capital

Matthias Stefan Juhls is Managing Director of JU:ST Consulting (Retail, FMCG, Leading-Edge IT Solutions) and an Operating Partner at Impetus Capital. He leads worldwide projects across retail and FMCG manufacturing, with a focus on family-owned companies. JU:ST Consulting operates through his global network.

I worked all my life in this Industry on the manufacturing side, the retail side and as a consultant for all Industries in the FMCG sector.

The retail landscape was vastly different than today.

Local markets were fragmented, and Internationalization was just beginning to take shape.

Over the decades, I witnessed and contributed to retail transformation through Consolidation, Internationalization and Digitalization.

Consolidation of local markets from my view 

By consolidating the sector, the Retailers became bigger, and their demand for improved terms also increased. In addition, the evolving concept of Private Label was also a pressure point for the branded manufacturers. Hand in hand with the market consolidation, the personal challenges got very demanding, adaptation to the new size of the business and the increasing pressure from the latest retail giants. The learning curve was immense in handling large numbers and negotiating with experienced, strong negotiators on the retail side.

Key factors:

 Understanding the market dynamics and the impacts on the market as well as on the company, and last but not least on the job vastly improved negotiation skills, both strategically and tactically

Internationalization of Retailers from my view

By switching jobs after 10 years to the retail side, the game was different – seeing everything from a retailer’s perspective. The successful retail operations in my home country were transferred concept-wise into new markets. This Internationalization of successful retail concepts changed not only the retailer‘s operation but also the competitive landscape in the target market.

International retailing means standardization to guarantee fast expansion and to secure the competitive advantage over the fragmented local markets. After testing the success in a new single market by integrating locally needed adaptations, the next phase was to run retail operations across various countries. In my career, I went through all stages of this development. 

Key Factors:

Growing as a person and as a manager, every market is different, even if it looks similar good local staff is key - and their constant development a strong format, established in the home market is the base for success managing complexity and speed of the business is vital, every day a comprehensive strategy is a need, an exemplary implementation is a must organic growth and a clever M&A strategy is needed.

Digitalization from my view

Digitalization as we know it today was not on the agenda. The integration of Goods Management Systems was key, due to the consolidation and Internationalization. Reporting was slow and limited due to IT resources. Solving operational problems was the priority; reading and understanding customer behavior was a dream.

“The habits and the heritage are what make a society. As a food retail person, you must accept that you cannot change that, you have to live it”

Today, after Consolidation and Internationalization are finished, Digitalization is the Key factor for success. All major retailers are working on implementing new technologies and allocating significant budgets. The restrained budget needs prioritization, and most retailers started by optimizing back-end operations, driving efficiency to have the base for the real issue.

Investing in customer insights.

In my career, I am now deeply involved in reshaping the digital future for the retail sector. Although from a completely different angle. Apart from all the hard facts and developments during my career, the soft part is also as important. I spend my retail life mainly in the Food Retail Business, which is much more than just selling groceries.

Working in food retail means providing people with what they need every day. It’s an industry that stands at the center of everyday life – where family, health, and social values come together. Every single individual has a Family, Health, and the simple need for eating.

Regardless of their social status, where they live, or what religion they have, these three points are the center of life.

Family is the heart of our society. It shapes our eating habits, our values, and our daily decisions. In food retailing, you must understand and live these factors – with quality products, fair prices, and a shopping experience that builds trust.

My passion for food retailing is deeply rooted in the desire to do more than just sell products – I want to live by values, connect people, and shape their future. No other Industry has this core of the business. The habits and the heritage are what make a society. As a food retail person, you must accept that you cannot change that – you have to live it.

This is my passion for Food Retailing. I am looking forward to many more experiences. I will continue to work in this environment, especially in implementing new technologies in the retail business, but not forgetting that the retailers are serving people, so taking on social responsibility is necessary.

There is more to come - more to explore.