Note: This interesting article is written by the author from Linked-In and translated into English
Europe is probably the most fragmented FMCG market in the world.
And that’s exactly what makes shelf and brand work so tricky here.
In Australia or the US, you can scale with just a few major players.
In Europe, it’s different:
• Different retail structures in each country
• Different languages, different cultures
• Sometimes completely different shopper behavior after just a few hours’ drive
Carrefour in France is not Carrefour in Belgium.
Lidl in Germany is not Lidl in Spain.
Everyone adapts their product ranges, promotions, and floor space.
Anyone who then wants to use a “one size fits all” campaign from Lisbon to also target Lyon, Lausanne, and Leipzig will lose out on:
• Physical availability (incorrect facings, incorrect listings)
• Mental availability (message doesn’t fit, brand remains bland)
• Sales because the competition is closer to everyday local life
The trick is:
Same brand basis, same assets… but local characteristics.
So:
• Stay clear globally
• Adapt locally
• Check consistently at the POS: Has the idea really made it onto the shelves?
This is where cultural fitness helps:
Not just knowing what sells, but WHY it works locally.
And then making small, smart adjustments instead of copying everything.
Europe rewards brands that think globally but act locally.
Everyone else continues to pay shelf space penalties… every day, quietly and silently.
How local is your European strategy really… or does it sound the same everywhere?
