Retail Media Therapy

ROAS SPECIAL EP3: Is ROAS The Root Of All Evil?In this Retail Media & Measurement special episode with guest Andrew Lipsman, we ask the question: "Is ROAS helping retail media grow - or holding it back?" Is it, in fact the root of all evil in Retail Media and online advertising?In this special episode of Retail Media Therapy, Viv Craske and Colin Lewis are joined by retail media analyst and consultant Andrew Lipsman to question one of marketing's most influential metrics: ROAS (Return on Ad Spend).Andrew argues that an obsession with ROAS can encourage marketers to optimise for short-term, attributable sales rather than genuine incremental growth, brand building and long-term effectiveness.The conversation explores why high ROAS doesn't necessarily mean effective advertising, how branded search and retargeting can inflate performance numbers, the limitations of attribution and “new-to-brand” metrics, and why creative and broader brand-building activity can get overlooked.So what should marketers measure instead? Andrew makes the case for incremental ROAS (iROAS) while also discussing the potential role of market share and other measures in understanding marketing effectiveness.In this episode, we discuss:Why ROAS can encourage short-term thinkingROAS vs. incremental ROAS (iROAS)Attribution and attribution windowsBranded search and retargetingNew-to-brand metricsIncrementality in retail mediaBrand building vs. performance marketingThe role of creative in advertising effectivenessRetail media's halo effectMarket share as a broader business measureWhy high ROAS doesn't always mean high incremental salesHow marketers can think beyond the ROAS numberThis episode asks marketers to look beyond the headline ROAS number and consider whether their advertising is genuinely generating incremental sales and contributing to long-term brand growth.Featuring: Andrew Lipsman, Viv Craske & Colin LewisTopics: Retail Media · Advertising · ROAS · iROAS · Incrementality · Marketing Measurement · Brand Building · Performance Marketing · Attribution · Retail Media NetworksGrace & Co | Retail Media Experts Hosted on Acast. See acast.com/privacy for more information.

ROAS SPECIAL EP2: ROAS is a Toxic Love LanguageROAS. It's everywhere. In media plans. In ad consoles. In AOP meetings. In strategic decks. And, apparently, in the emotional lives of marketing and sales teams.In this episode of The Retail Media Therapy Guide to Everything You Wanted to Know About ROAS But Were Afraid to Ask, Viv and Colin are joined by Mrunal Bhagat, Retail Media Lead at Pearson, to tackle the uncomfortable question:Has retail media been speaking ROAS for so long that we've forgotten how to speak business?Mrunal's answer is provocative: ROAS is a fraud metric.Sales teams live in the commercial world - EPOS and sales performance. Marketing teams live in ad consoles and media metrics. These worlds don't always collide.So what happens? They find something they can both understand: ROAS. As Mrunal puts it, it's the common denominator. Viv has an even better description: ROAS is the shoutiest person in the room. And if ROAS were a romantic partner? A toxic love language. Constantly sliding into your DMs asking: "Hey. Where are you? Want to talk about ROAS?" Meanwhile, incrementality and other potentially useful measures are sitting quietly in the corner, being left on read.IN this episode, we talk about:Why ROAS became the common language between marketing and salesWhy Mrunal calls ROAS a "fraud metric"The difference between a post-media metric and a commercial decision frameworkThe Trojan Horse modelCustomer wallet shareIncrementalityShare of model: Why AI and LLMs are changing product discoveryWhy today's purchase journey looks nothing like it did 20 years agoWhy we need measurement frameworks designed for the future - not just better rear-view mirrorsGrace & Co | Retail Media Experts Hosted on Acast. See acast.com/privacy for more information.

ROAS SPECIAL EP1: Where did Retail Media ROAS come from?ROAS. Four little letters that have somehow taken over retail media.It appears in conference decks. It lives in ad-platform dashboards. Vendors love it. CFOs ask for it. Marketers stare at it while quietly wondering whether they’re measuring the right thing at all.In this first episode of The Retail Media Therapy Guide to Everything You Always Wanted to Know About ROAS But Were Afraid to Ask, Viv and Colin get on the measurement couch to ask a deceptively simple question:Why the hell did ROAS become the default language of retail media?And, more importantly, should it have?First: let's stop mixing up the wordsMeasurement, metrics, attribution and incrementality are related, but they are not the same thing.Measurement tells you what happened.Metrics give you ways of quantifying performance. ROAS is one of them.Attribution tells you what gets the credit - assigning a sale or outcome to a touchpoint or campaign.Incrementality asks the much more awkward question: what did your activity actually cause that wouldn't have happened anyway?So why is everyone obsessed with ROAS?The episode explores four big reasons.1. Amazon.For a long time, retail media was effectively synonymous with Amazon. As Amazon evolved into a major pay-to-play advertising platform, particularly around sponsored products, suppliers understandably wanted to know whether their increasingly expensive investment was generating a return.ROAS made sense in that environment.And then, apparently, we collectively decided it should make sense everywhere.2. Ad tech.Ad platforms have helped bake ROAS into the operating system. Set your ROAS target. Optimise towards your ROAS target. Report your ROAS.Lovely and simple.Possibly too simple.3. Retail media was treated as performance media.Retail media audiences are often close to the bottom of the funnel, so a performance metric like ROAS feels like an obvious fit.But retail media has grown up.It now spans on-site, off-site and in-store, and increasingly plays across the funnel. Different objectives and different funnel stages require different measures.One metric to rule them all? Probably not.4. Humans like simple numbers.This may be the most powerful reason of all.ROAS is easy to understand. A higher number sounds better.And therein lies the trap.The ROAS paradoxOne of the central arguments in this episode is that optimising relentlessly for high ROAS can actually restrict growth.Why? Because chasing efficiency can encourage brands to focus on people who are already highly likely to buy - rather than finding new customers, building penetration or supporting genuinely incremental growth.You can therefore celebrate a beautiful ROAS number while quietly strangling your brand's growth.The goal isn't to kill ROAS.It's to stop treating it like the answer to every question.Because if your only tool is a hammer, eventually every business problem starts looking suspiciously like a nail.And sometimes it's actually a CFO.What's coming next?This is only the beginning of the ROAS Special Series of Retail Media Therapy podcasts exploring measurement.Future episodes will dig into:Why everyone is suddenly obsessed with incrementalityWhat iROAS actually tells usWhat happens when we go beyond ROASWhether there are better metrics for modern retail mediaMarketing Mix Modelling (MMM) - and whether it's the answer or just assumptions stacked on top of assumptionsHow brands, agencies and retail media networks can make better measurement decisionsGrace & Co | Retail Media Experts Hosted on Acast. See acast.com/privacy for more information.

The Rise of the Retail Media Ad NetworksRetail Media Therapy EP48 with Viv Craske, Colin Lewis & special guest Dean Harris, Head of Co-op Media NetworkRetail media is entering a new phase: as advertisers demand more scale, speed and simplicity, are aggregated “super RMNs” the answer to an increasingly fragmented market?In this episode, Viv and Colin are joined by Dean Harris to explore the rise of retail media aggregation, following the launch of RMX by PlanApps from SMG and the Dunnhumby Network Alliance, bringing together retailers including Tesco, B&Q, John Lewis and Waitrose.What we cover:Why aggregation is happening now: Advertisers are being asked to achieve more with fewer resources, increasing demand for media that is easier, faster and more connected to buy.Consolidation vs. curation: Rather than every RMN merging into one giant network, the future may involve curated portfolios of complementary retailers.The “rocks, pebbles and sand” model: Large-scale walled gardens could become the “rocks”; differentiated specialist networks the “pebbles”; and aggregated networks the “sand” that efficiently extends audience reach.The audience opportunity: The real value of super-networks may not simply be putting more inventory in one place, but enabling advertisers to reach valuable audiences across retailers and sectors through a single buying point.Lessons from programmatic: Aggregation can bring efficiency and scale, but it can also put pressure on CPMs, pricing control, differentiation and retailer-client relationships.The risk of the “squeezed middle”: RMNs without sufficient scale or differentiation may struggle to attract agency attention unless they find a compelling role within an aggregated ecosystem.The strategic choices for RMNs: Retailers need to decide whether to build scale, own a specialist position, participate in aggregation, or potentially become aggregators themselves.Why proposition should come before product: Dean argues that RMNs should define their proposition first and then use it to determine where to compete, lead or follow.Key takeaway:The future of retail media may not be about every retailer trying to become bigger. It could be about knowing exactly where you fit in the media plan.For Co-op Media Network, Dean sees the opportunity in being a differentiated specialist: not necessarily the biggest network, but one that can make campaigns work harder.The bigger question for the industry is whether aggregation can deliver the scale and simplicity advertisers want without triggering the same commoditisation and pricing pressures seen in programmatic media.Listen in for a lively debate on super RMNs, audience-based buying, the future of retail media consolidation, and what retailers should do next.About the podcastRetail Media Therapy is hosted by Viv and Colin and explores the challenges, opportunities and big questions shaping the world of retail media.Grace & Co | Retail Media Experts Hosted on Acast. See acast.com/privacy for more information.

Retail Media Therapy — EP 47: Cannes SpecialFresh from the Cannes Lions Festival, Viv and Colin unpack the retail media trends that actually matter – no, not the rosé and boat parties, Colin!First up: the return of the soap opera. Albertsons Media Collective and P&G launched 'Rico's Tacos,' a 24-episode, 15-second soap opera inspired by shopping data, complete with QR codes linking back to products. It's the TikTokification of retail media taken to its logical conclusion, and proof that in-store screens are ready for real storytelling.We discuss Instacart's new immersive, shoppable video feed. Billed as inspiring content mid-shop, Viv thinks it's a risky distraction for shoppers.OpenAI made a quiet Cannes debut, projecting $100 billion in ad revenue by 2030. Viv bets a billion dollars of his own money that it won't happen.The standout deal: Walmart Connect's acquisition of French startup Vibe.co, the self-serve 'Google Ads of TV' that lets SMBs create and target connected TV ads in minutes. Colin sees this as true democratisation of television advertising.Besides the messing around, reference to French philosophy, Brad Pitt and squirrels, Viv & Colin agree there's a thread tying all these stories together: Retail Media's creative era has arrived. After a year of data, pipes and AI, it's time for every network to ask: how do we build a creative studio?Grace & Co | Retail Media Experts Hosted on Acast. See acast.com/privacy for more information.