Case studies
Samples of business situations, what we delivered
Examples Of The Impact We Have Working With Clients
Situation
A non food category leader needed to strategically re-engage their biggest customer following a tumultuous fall out leading to a 1/3 of their range and >30% turnover reduction.
Support
We advised & guided from start to finish, providing advise on how best to align internal stakeholders and find a way forward with their customer.
Outcomes
Successful re engagement with outcomes ahead of business case, achieved ~25% increase in distribution and share of shelf. >30% growth in sales and double digit share increase over next 3 years
Testimonial
“The support provided was instrumental in helping us achieve our outcomes. What made the biggest difference was the insight into how retailers operate and how to position our offers. A tremendous outcome in the most challenging of circumstances”
Customer Director, $800M+ Major Non Food Supplier
Situation
A premium Brand in a highly promoted category needed help engaging retailers in complex new pricing & promotion recommendations… translating detailed insights into a compelling commercial proposition.
Support
We worked with the sales team on overall customer engagement thinking, story development and negotiation planning to ensure they felt confident and prepared to engage.
Outcomes
Despite a very challenging context of a high cogs change and retailer sensitivity to price increases, the client was able to land the new pricing and promo recommendations in market and had a particularly successful engagement with a key customer leading to a 400 bps share of trade win for this customer
Testimonial
“The process we engaged on was super helpful for the team and really helped us frame our selling story and think through how the retailers might respond and what would resonate the most. On a personal level it was great using the team as a sounding board and sanity check when things got difficult”
Sales Director. $250m+. Premium Category Manufacturer
Situation
A multi category business was at loggerheads with a key trading partner in their core category and needed help re engaging and aligning on a growth strategy that was profitable for both parties… as well as help aligning leadership internally into how best to partner with this customer, following years of misalignment.
Support
We helped the team plan for a successful re engagement, thinking through the needs of customer contacts at all levels as well as how to develop a commercially compelling customer proposal that delivered value where it mattered most to the customer. The support provided included helping the teams prepare and role play their customer meetings to boost confidence as well as working with the exec to ensure alignment to the strategy.
Outcomes
A successful engagement, leading to a multi year JBP being agreed that step changed growth for the company and improved ranging >20% and increased AG scores
Testimonial
“It was great to have the support from the team to really help us think through how best to engage and what would add value to our customers. We over delivered our goals and improved our relationship significantly along the way and built team capability”
Sales Director, Multi Category Supplier. $200m+
Situation - Coles JBP Partnering
The client is a premium branded, category leading supplier who was invited by a key customer to collaborate on a 3 year JBP, something only offered to select partners. The client was looking to elevate it's thinking and ambition as well as help the broader organisation understand how to embrace the collaboration opportunity.
Support
Helped the client with it's approach, design thinking, as well as providing feedback to proposed content, plus providing perspectives on how to engage key internal functions.
Outcomes
The client is perofmring exceptionally well with their key customer, having grown well ahead of market in the F25 fin year. The JBP sessions with Customers have been exceptionally well received.
Testimonial
“Short, sharp, focussed sessions helped us improve our ingoing thinking and gain confidence that our end to end approach was where it needed to be. Always helpful feedback & builds"
Premium Category Leader in Grocery, $800M+ Sales Director
Situation - New SLT purpose and charter
The client is a category leader in a core ambient grocery category and performing strongly. Having brought in a number of new sales leaders, the Sales Director wanted to run a SLT session to iterate the purpose, charter and behaviours of the Sales function.
Support
We suggested the approach and design of the session and then developed the materials and activities to be used in session. We then facilitated the day, focussing on creating a space for a balance on building connection & trust and identifying a clear plan and set of priorities for the team.
Outcomes
A great session with excellent feedback from the team, that led to the roll out of the new Sales team charter including ways to build engagement across the broader sales function.
Testimonial
“The feedback from the team on the session was great. We had a really enjoyable day where we got to deepen relationships and align on the things that will help us deliver our goals over the coming years. MindPick really helped shape how to approach the session and did a great job facilitating on the day”
Sales Director. Premium Category Leader in Grocery
Situation - Sales Director Mentoring
The client is a high growth mid size and ambitious company wanting to be regared by customers as a leading supplier in terms of engagement and thinking. Having known the Sales Director for a number of years, MindPick were asked to provide on going mentoring support.
Support
Provide on going mentoring spport to the Sales Director, focussed on a combination of discussing customer dynamics, market insights and how to tackle key business priorities.
Outcomes
The mentoring relationship is close to 2 years in and continues to add value to the Sales Director. The company itself is growing share in the category and performing at close to double digits growth.
Testimonial
"Working with MindPick is really enjoyable. It's turned into an organic and natural process that I really look forward too. The sessions provide a chance to stress test my thinking and just gain some context around our challenges and key priorities. A great use of my time"
Sales Director, Premium Category Leader in Grocery