Case-study: Go to Market: Winning in Winners with Winners
Context: A strategic portfolio strategy, intended to accelerate share, sales and profit was not being realised with share loss and sales declines contradicting strategic direction and missing operational / financial objectives.
RESULTS
MARKET LEADERSHIP PRIORITY/GROW BRANDS
MARKET LEADERSHIP PRIORITY/GROW BRANDS IN PRIORITY CHANNELS
SALES AND GP ACCELERATION: WIN IN WINNERS WITH WINNERS
SIMPLIFIED MODEL: DISTRIBUTOR CONSOLIDATION
NO 1 ADVANTAGE SURVEY
ACTIONS
New Channel segmentation tool using internal & external composite data to re-define priorities.
A clear link to portfolio & brand priorities for connected E2E sweet spot.
Channel segmentation supported with a menu of services and distortion of resourcing based on strategic role.
Data driven coverage and 5P execution guidelines maximising value creation.