DESIGN THE FUTURE
One of the global FMCG companies brought us in to improve overall commercial effectiveness across 20+ countries.
Y launched a program with local strategic & analytical support to identify and pursue commercial opportunities. We applied state-of-the-art predictive analytical techniques to uncover a host of improvement potential across various spend areas, e.g. pricing, mix, promotions, discounts, marketing and the sales force allocation.
The program delivered direct financial results and delivered a step-change from intuitive/experience-driven commercial operations towards insight-/data-driven decision making.
- Productivity improvement of commercial spend and commercial organisation
- Identified and realized over 300M in savings, shifting funding to fuel growth
- Step-change in commercial capability improvement, from an intuitive towards a driven way-of-working
- Upgraded commercial tooling, reporting and processes
IGNITING DIGITAL TRANSFORMATION
One of our partners wanted to accelerate the transition from off- to online sales in its European business ensuring full control of the brand experience and their customer relationships despite the fast growth of pure players in the market.
We co-developed an all-over plan to increase to speed of growth of their own online sales and the controlled slim down of other channels. At the same time we ‘lend’ them a team of experts that brought their data structuring, analytics and insight generation to an elevated level.
To make all of this last, a significant amount of time and energy was spent on developing the required internal capabilities, aligning departments on pricing and assortment, and agreeing on newly defined roles & responsibilities.
- Renewed channel strategy and ambition
- Doubling the speed of growth of own online sales
- Significant increase in traffic and conversion
- Improved customer insights & personalized offering