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 te 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+
