CASE # 1: SALES STRATEGY
- Business Challenge: a US CPG Company was struggling with business performance. Go to Market and Channel Strategy was not well defined and they could not expand the business outside their core channels. Product assortment was limited, sales terms and trade investments were above market average.
- Approach: on-site team deployed first 2 weeks. Full review of commercial policy, price-pack architecture, promotional effectiveness and new product pipeline. Multifunctional project team (Sales, marketing, Finance and Supply Chain) was created, monthly check-points with Steering Committee were done. End to end project delivered in 16 weeks.
- Results: New Channel Strategy developed. Brand new price pack architecture. New trade terms executed. Facts: 7% sales opportunities opportunities identified and 4% executed in Year 1, resulting in several million dollars in EBITDA.