Just over five years ago, I made the switch from being a sell-side consumer equity analyst at large investment banks including HSBC, UBS and Prudential, to joining Edelman Smithfield as an investor relations and special situations advisor.
When asked about my career move, I always start by saying how much I enjoyed sell-side research – picking stocks and speaking with investors – but what I enjoyed most was learning from the companies that I covered.
In my role as a client counselor, I now have the privilege of working closely with companies behind the scenes to help them communicate with investors, especially around transformative moments. I must say, it’s been an incredible experience, partnering closely with C-suite executives that are navigating challenges, as well as exciting opportunities every day.
My roles recently collided when I returned to my old stomping grounds – the annual Consumer Analyst Group of New York (CAGNY) Conference – which brings together over 700 buy-side investors and sell-side analysts, as well as management teams from over 30 companies and media, all dedicated to the consumer industry for a week’s worth of company presentations, Q&A sessions, snack breaks and meals.
I had the opportunity to approach the conference with a new perspective as a client advisor, while still viewing each presentation through the lens of my former role as a sell-side analyst. With that in mind, here are my top 10 takeaways from this year’s conference:
- Grow the Core: What continues to be highly relevant is a company’s ability to have a strong core brand portfolio that can survive the test of time. In good times and in bad, investors favor companies that actively invest in the core, supporting brand relevance and consumer interest.
- Innovate or Die: A long-standing mantra in the consumer sector is “grow the core and add some more.” This is truer now, more than ever. Innovation is top of mind and key to future success and growth, and investors want to see that companies can deliver what consumers want, even before they know they want it.
- Build vs. Buy: Investors are looking for companies that invest strategically, whether it be organically or through acquisition. They want to know about a company’s ability to create value and unlock incremental growth over and above what the acquired asset would have done on their own.
- “Sticky” Situation: With regards to inflationary pressure and cost increases this year, the environment remains sticky. In today’s uncertain environment, companies must focus on what’s within their control, such as realizing cost savings and driving productivity initiatives.
- Tariff Speculation: Companies were asked about the potential impact of tariffs on their business. While most chose not to speculate, many disclosed what percentage of their supply chain could be impacted in certain countries. Investors are looking for reassurance from companies, particularly those that have the flexibility to effectively manage new tariffs.
- Food & Beverage Regulation: Based on RFK Jr.’s recent appointment and call for increased FDA oversight, food and beverage companies are fielding tough questions and need to show their ability to adapt their portfolio to meet changing standards in a cost effective way.
- Health & Wellness: A recurring theme continues to be an increasing desire for healthier alternatives – whether it be low/no sugar, fat & sodium and/or vitamin & mineral-enhanced, high protein products; consumers want choices and better-for-you options remain top of mind.
- Catering to The Young Consumer: Trends surrounding Millennials and Gen Z were widely discussed, with consumer products companies looking to attract and retain the younger generation. Investors are keen to identify companies that are most relevant to this demographic and have staying power as a result.
- Price Sensitivity: Today’s consumer is highly price sensitive; as a result, effective price pack architecture is a topic of intense focus. This means offering a selection of products at various price points, enabling the opportunity for margin improvement and category share growth under more challenging market conditions.
- Chocolate & Puppies: When in doubt at CAGNY, free chocolate (Hershey & Mondelez) and a puppy pen (Freshpet) draw a crowd…enough said.
Hope to see you at CAGNY 2026.
Any questions, please reach out to Lauren Torres (lauren.torres@edelmansmithfield.com), Senior Vice President, Edelman Smithfield