PepsiCo taps data to boost sales amid shifting consumer demand

PepsiCo is enhancing data collaboration with major retailers in response to declining sales and shifting consumer preferences toward budget options. The Lay’s and Tostitos maker has seen recent decreases in snack sales volumes, prompting adjustments to product sizes and a renewed focus on advertising. In early October, PepsiCo revised its annual sales forecast, reflecting the need to adapt to current market dynamics.

The data-sharing initiative, led by PepsiCo‘s senior vice president of strategy, Angelika Kipor, enables the company to gain insights into shoppers’ purchasing habits while helping retailers improve their supply chain accuracy. By sharing predictive data, PepsiCo assists retailers in optimising product orders, leading to higher sales—recently seen in collaboration with Carrefour, where the grocer expanded its PepsiCo product range based on historical data insights.

Retailer partnerships also help PepsiCo make data-driven supply chain adjustments using AI, a practice gaining traction among consumer goods companies looking to streamline operations. Kipor emphasised that while data-sharing strengthens trust with retailers, it remains separate from PepsiCo’s pricing negotiations, which have eased since the company’s commitment last year not to implement further price hikes on snacks and drinks despite ongoing inflation.