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Ecommerce is a strategic growth engine
Kroger opened the call with an ecommerce strategic review and highlighted six consecutive quarters of double digit digital growth.
Brand Takeaway: Delivery is moving hybrid as they are shifting to third parties like Instacart, DoorDash, and Uber Eats, which also expands media and visibility opportunities.
DoorDash alone drove one million orders in its first month.
Convenience, value, and private label continue to win
Customers are choosing Ready to Eat for quality and convenience and Simple Truth and Private selection continue to deliver strong performance.
Brand Takeaway: Kroger continues to lean into promotions and Our Brands to save, brands must differentiate on more than price.
Kroger is reworking their fullfillment strategy
Kroger announced the closure of three automated fulfillment centers in January 2026, yet expects to retain customers in those territories. This shift reflects a move toward flexible, hybrid fulfillment models
Brand Takeaway: Cost control and customer proximity are driving fulfillment decisions, signaling a shift toward flexibility as the prioirty.
Growth pockets are clear if you listen closely
Natural and Organic, Pharmacy and ecommerce were major contributors to total sales growth. A clear focus on new stores is also apparent with fourteen new stores are coming in Q4.
Brand Takeaway: Expansion means opportunity
Value matters, but margin discipline matters more
Kroger lowered prices on 1,000 additional items in Q3, yet emphasized the need to balance gross margin rate while leaning into promotions.
Brand Takeaway: Customers are responding to value, but retailers want responsible, sustainable value — not a race to the bottom.
Change is coming at the leadership level
A new CEO is expected to be announced in Q1 and will be an external hire.
Brand Takeaway: Leadership shifts often signal changes in strategic focus, partnership expectations, and investment priorities.
For CPG brands: earnings calls are more than financial reporting. They tell you what the retailer values, what they are investing in, and where they expect growth. In other words, they hand you the playbook.
Most brands are not listening. The ones that do gain an advantage.
If you want to win with a retailer, start by listening to how they talk about their customers, their categories, and their bets. Everything else is just execution.
